3$MASSIVE$Mistakes$ even$SMART$ Fundraisers$Make$ …€¦ · ©2014 Marcy Heim Consulting Logocover$ Presentation by Marcy Heim, The Artful Asker, , 888-324-0442 3$MASSIVE$Mistakes$

©2014 Marcy Heim Consulting

Logo cover Presentation by Marcy Heim, The Artful Asker, www.marcyheim.com, 888-324-0442

3 MASSIVE Mistakes even SMART

Fundraisers Make Raising Major Gi<s With Marcy Heim, CFRE,

Founder, The Ar9ul Asker


THE ARTFUL ASKER

Marcy Heim, CFRE Founder & Principal

Marcy Heim, CFRE, is an author, interna@onal speaker and fundraising and life coach for those transforming the world through philanthropy. Her direct and entertaining style reflects over twenty years of in-‐the-‐trenches, major gi< fundraising and management success. She and her team raised millions by crea@ng the very rela@onships Marcy teaches in her popular sessions. She’s an AFP Master Teacher and received both the CASE Crystal Apple and AFP’s Outstanding Fundraiser awards. "Empowering Development Ambassadors” is Marcy’s book on major gi< rela@onship-‐building and the role both methods and mindset play in giving success.


This is for you if…… ü Things are going well…but you depend on the annual fund and a signature event for most of your fundraising.

ü You are o<en overwhelmed with all you have to do.

ü You could do more good with more dollars ü You’d like to bring in MORE Major Gi<s


It’s also for you if…… ü You are a small shop ü You are a large shop ü You define a “major gi<” $100 or $1 M ü You are social services, arts, environment, animals welfare, a hospital, educa@on, etc.

ü You’ve “always done it this way.“


It’s also for you if…… ü You want more stability – financially ü You know you want to make a bigger difference

ü You want more @me for you and less stress.


Today You Will Discover….

ü Crea@ng an empowering mindset ü Being a Grateful Recipient ü The elements of a RAP


3 Massive Mistakes

• What are they? • Why are they so important? • How do you fix them?


Specifically Today We Are Going to Cover 1.  Are you Asking the Wrong Ques@ons?

2.  Are you paying lip service to Being a Grateful Recipient?

3.  What is a RAP? 4.  How you can grow your skills in raising MORE

Major Gi<s?


The Real Ques@on…… What difference would the money from just one new major giB make for your mission?


3 Massive Mistakes Even SMART Fundraisers Make Raising Major Gi<s

They rob you of success….and joy.

Now the What, Why, How….


Massive Mistake #1

Asking the WRONG Ques@ons


Ask the RIGHT Ques@ons

Did you know that 80% of your success is in your head?

Not the ques@ons we ask our donors…..but

the ques@ons we ask OURSELVES! And every day, it is your choice.

What?


What?

The fruits and the roots



What are other people telling you about yourself?

What are YOU telling yourself? – What we hear – What we see – What we experience


Why?

“We become what we

think about!” Earl Nightingale

The Strangest Secret



Inner World to Outer World

Thoughts

Feelings

Ac@ons

Results

Past Programming


•  hit up •  put the arm on … •  The bogom line •  loaded •  milk •  … should give •  … ought to give •  … owes us •  Contacts per month •  get into his/her

pockets •  pick the low

hanging fruit

Dream Make a difference Gi< Consider Impact/Hope Meaningful Exci@ng/Passion Sustaining/Enduring Possibili@es/Imagine What to you think? Opportunity to invest Thank you/Gra@tude

What about? • Prospect • Suspect • Follow up • Strategy • Move you • Pitch • Close • Qualify

Your language is your creativity

USE ARTFUL WORDS


Why?

"Our beliefs can move us forward in life, or they

can hold us back.“ Oprah

“I’ve heard this before”


Talking About Money

Why?


Your mind is like Google Your reality is really your percep@ons. You form them by the statements you say to yourself and others, and

by the ques@ons you ask yourself and others.

•  The Great Ligle Book of Afforma@ons, Noah St John & Denise Berard


How?


New brain research. Your mind is like Google. When you ask it the right, empowering ques@ons it’s going to find your past posi@ve experiences and lead you to

the right ac@ons for success! CHANGE THE QUESTIONS!


How?


Overcoming Bad Habits Why do I procras@nate? Why am I always late? Why is my office/home so clugered? -‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐ Why did I finally stop procras@na@ng? Why am I always on @me? Why do I find it easy to throw away the things I don’t need?



Conquering Fear What if they say no and I am rejected? Why can’t I meet my totals? Why don’t they like my projects? What if my kids end up in the wrong crowd? -‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐-‐ Why am I free from worry? Why am I good enough, strong enough, capable enough to handle this? Why did everything work out perfectly? Why do I feel safe making phone calls?



How? Ask the right ques@ons •  Why does money come to me so easily? •  Why does accountability make me so strong? •  Why is it so easy for me to talk about money with my

prospec@ve givers? •  Why is abundance agracted to me and our mission? •  Why do I take just the right steps to match prospec@ve

givers with my mission?



More ques@ons….

•  Why are people so eager to meet with me about my mission? •  Why is this project agrac@ng so many supporters? •  Why are people so eager to support my organiza@on? •  Why do people have more than enough to help my

organiza@on? •  Why will we exceed our goals? •  What if we have the best year we’ve ever had?


Massive Mistake #2

We pay lip service to

stewardship.


The Armul Asker Cycle of Successful Rela@onships©

CreaFng the Joyful Giver

Engagement

Making the ArIul Ask

NO

yes

acknowledge

Invoking the Grateful Recipient

Show CreaFvity

Consider Shared Values & Interests

Begin the ConversaFon

Used with permission from Don Gray /Douglas Lawson

AddiFonal Interest

©2010 The Armul Asker LLC, www.MarcyHeim.com [email protected] 888-‐324-‐0442



What: Everything that happens a<er the gi< is made.

It is NOT your ‘fastest path to the next gi<.’


Everyone is Involved

q Stewarding the gi< q Stewarding the donor q A culture of stewardship



Invoking the Grateful Recipient Why:

•  It’s the right thing to do •  It’s shows our sincere apprecia@on

•  Return on Investment •  (It leads to the next gi<)


Invoking the Grateful Recipient How? 10 @ps for success 1.  The Power of One 2.  Make it fun 3.  Brainstorm on meaningful ac@ons 4.  Engage partners to make the touch 5.  Quarterly touches as part of RAPs 6.  Communica@on style they like or stands out 7.  Create a System 3 X 3, Gra@tude Bowl, Filler @mes 8.  Group touches work/specific or organiza@on-‐wide 9.  Must be genuine 10.  NO SOFT ASKS


Massive Mistake # 3

If the conductor shows up the music is o<en missing a page. Create a RAP and

Execute!


Write and Execute RAPS What? A wrigen plan of the specific, armul ac@ons you, and/or your partners, will take, at least once a month, with your top 25-‐50 donors over a year or more to facilitate their maximum investments.


The Armul Asker Cycle of Successful Rela@onships©

CreaFng the Joyful Giver

Engagement

Making the ArIul Ask

NO

yes

acknowledge


Show CreaFvity

Consider Shared Values & Interests

Begin the ConversaFon

Used with permission from Don Gray /Douglas Lawson

AddiFonal Interest

©2010 The Armul Asker LLC, www.MarcyHeim.com [email protected] 888-‐324-‐0442

A RAP GUIDES US

AROUND THE CYCLE


Write and Execute RAPS Why? •  Focus brings clarity •  Strategic plan to Giving priori@es •  It is respecmul of the donor •  It gives you clear direc@on •  It’s manageable, you are happier •  It assures regular gra@tude/impact •  It raises major giPs


Write and Execute RAPS How? SIX STEPS 1)  Determine top in capacity & interest 2)  Capture everything known 3)  A STRETCH giving goal and project(s)

are iden@fied 4)  Partners to be involved are recruited 5)  Ac@on steps for monthly touches are

planned for you and partners 6)  You EXECUTE the plan (THIS is metrics)


RAP Simple Worksheet Rela@onship Ac@on Plan (RAP)

Donor Name: Giving Goal/Range: Giving OpQon Ideas: Partners: AcQon steps:

date acQon step partner 12.__________________________________________________________ 11.__________________________________________________________ 10.__________________________________________________________ 9. __________________________________________________________ 8. __________________________________________________________ 7. __________________________________________________________ 6. __________________________________________________________ 5. __________________________________________________________ 4. __________________________________________________________ 3. __________________________________________________________ 2. __________________________________________________________ 1. __________________________________________________________


Why do I have more

than enough

time, energy and money?

Hope - the feeling that what is wanted can be had or that events will turn out for the best. It’s a mindset.


Take back the power and

knowledge that you create

everything in your life…and

everything that is NOT in it.


MORE Major Gi<s “ Marcy inspired me and gave me energy to go back

to the office tomorrow and implement what I learned. I have a clear plan for the organiza@on that isn’t scary or arbitrary. The exercises and coaching gave me confidence and specific tools. It’s the best workshop I every agended. Marcy’s energy and posi@vity are infec@ous.

Becca Kitelinger Development Director Skylight Music Theatre


THANK YOU!

For a free copy of my Cycle Chapter please sign up for my monthy ezine at

www.marcyheim.com

Documents

3$MASSIVE$Mistakes$ even$SMART$ Fundraisers$Make$ …€¦ · ©2014 Marcy Heim Consulting Logocover$ Presentation by Marcy Heim, The Artful Asker, , 888-324-0442 3$MASSIVE$Mistakes$