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50 THINGS LEARNED IN
10,000 DAYS
OF FUND-RAISING
Presented by
Jerry F. Smith, CFRE
President & CEO
J.F. Smith Group, Inc.
AFP of Greater Polk County
Lakeland FL
May 14, 2014
1. I’ve learned that my best decisions
are made using my common sense.
Formula for Success
BP + CS x E = S
Basic Principles plus Common Sense
Times Effort
Equals SUCCESS!
2012 Contributions: $316.23 billion by type of recipient organization
(in billions of dollars – all figures are rounded)
3. I’ve learned the number
one reason people give is
because they believe in
the mission of the
organization.
4. I’ve learned that volunteers
would rather do anything
than ask for money.
10/2 Rule
5. I’ve learned the two most
important phrases to use
are, “Please consider” and
“Thank you.”
Stewardship
5 “Touches” Per Year
Call
Letter
Greeting Card
Visit
Invitation
6. I’ve learned that I can
talk the talk,
but I’m judged on the way I
walk the walk.
7. I’ve learned dreams
can become a reality
only if action occurs.
8. I’ve learned that boards are
focused on the cost and
NOT on the end result.
9. I’ve learned that for every one
dollar given away by a
foundation – there are 100
organizations asking for that
one dollar.
10. I’ve learned you
shouldn’t call a $100
meeting to solve a $10
problem.
11. I’ve learned that
generous people
seldom have emotional
and mental problems.
12. I’ve learned I can’t ask
someone to give
unless I’ve given
myself.
13. I’ve learned I cannot
meet someone for the
first time and predict
their success in fund-
raising.
Qualities of a Successful
Fund-Raiser
Believe in the mission of the
organization they represent
People and writing skills
Cross the “T”s and dot the “I”s
Strong work ethic
15. I’ve learned I can tell a
lot about a person by
the watch and shoes
they are wearing.
18. I’ve learned that
mistakes I have made
teach me more than
my accomplishments.
19. I’ve learned that
nothing takes the
place of enthusiasm
and passion.
20. I’ve learned that you
never ask a prospect,
“How’s business?”
25. I’ve learned wanting it to
happen and making it
happen are two different
things.
27. I’ve learned there is no
elevator to success.
You have to take the stairs.
Success
28. I’ve learned that going the
extra mile puts you miles
ahead of the competition.
29. I’ve learned that I will
never be too old to
learn new things.
30. I’ve learned people do
not give to “needs”
only to opportunities.
31. I’ve learned there is
never a perfect time to
start a campaign.
32. I’ve learned if you want a
prospect to consider a
larger gift, then you must
get them involved.
33. I’ve learned that
campaigns succeed
with leadership gifts.
90/10
35. I’ve learned there are
no short cuts in the
business of fund-raising.
37. I’ve learned before you ask a
donor to consider a gift, you
have to determine their TAPP.
-The right TIME for the solicitation.
-The right ASK AMOUNT.
-The right PROJECT.
-The right PERSON to make the ask.
38. I’ve learned that the
written proposal you
present is judged
50% on appearance and
50% on content.
Proposal Checklist
Cover Letter
Introduction
The Opportunity
Project Budget
The Invitation
Appendix
39. I’ve learned that small
talk is the most
important step in a
solicitation.
Five Steps in a
Solicitation
1. Small talk
2. Purpose of visit
3. Tell the story
4. Ask ($)
5. Follow-up
40. I have learned to use IPAT*
when a prospect says, “No.”
Is it the Institution?
Is it the Project?
Is it the Amount?
Is it the Timing?
*Source: Jerry Panas
41. I’ve learned that after
five follow-up calls…it
means we have asked
for too much money.
42. I’ve learned that
corporate solicitation
must be a win-win
proposition.
45. I’ve learned you don’t
establish a campaign
goal based on needs,
but rather on
what you can raise.
46. I’ve learned if you
like yourself,
then you will probably like
most people you meet.
47. I’ve learned that it’s alright
to get discouraged; just
don’t let it last longer than
10 minutes.
49. I’ve learned the person
asking the questions is
in charge of the
conversation.
50. …..AND FINALLY, I’ve
learned that I have
been blessed to have
been in this business for
over 10,000 days.
THANK YOU!
QUESTIONS?
If you would like a copy of Jerry’s Book, SUCCCESS In Fund-Raising Is Spelled With
3 C’s: Contact, Cultivate, Close please email Jerry at [email protected]
For more information on Jerry F. Smith’s speaking engagements or for information
regarding booking Jerry for a training session for YOUR organization, please contact
Susan Crowe at [email protected]
