1. Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422 Stewarding your donors With Carol Weisman, MSW, CSP Carol@boardbuilders.com, www.BoardBuilders.com, 314 863 4422

2. Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422 Stewardship The Basics: Businesses call stewardship “relationship management.” Mothers call it “minding your manners.” It is the art and science of making sure that the people who give to your organization feel appreciated and want to stay involved There is an old axiom: “Find 7 ways to thank your donors and they will quickly give again.” Are you thanking once? Twice? At all? Expressing gratitude is a marvelous place in the process for those who hate to ask to get involved. The more personal the thank-you, the higher the chances for a second and larger gift. Always think about creativity, warmth and keeping the costs low.

3. Why spend so much time and effort on stewardship? Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422 How do you feel about making a gift when a former gift was not acknowledged?

4. The numbers: Do you know your donor retention rate? Many studies show that 70-80% of first time donors do not give again. Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422

5. According to donor retention guru, Adrian Sargeant: A 10% improvement in attrition can yield up to a 200% increase in projected value, as significantly more donors upgrade their giving, give in multiple ways, recommend others and ultimately perhaps, pledge a planned gift to the organization. Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422 N.B. Dr. Sargeant works in the US and the UK, and some numbers could be UK

6. In addition he says... “Donor retention is key in reducing marketing expenditure because of the ability to avoid the necessity of replacing customers aka donors. It typically costs around five times as much to solicit a new customer/donor as it does to do business with an existing one. Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422

7. Carol says… Stewardship tends to be the easiest, most comfortable way to get your board involved in fundraising….and a great stewardship board member can result in as much as a 7 figure gift. Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422

8. Whose job is stewardship? Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422 IMPORTANT: Remember that different people will steward your donor and mission in different ways

9. The key factors in creating a stewardship plan: Just as you hopefully have: A strategic plan A Recruiting plan And a budget You need a stewardship plan. Buy only if you want repeat gifts! Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422 Tend your garden for future yields. Get the right people involved…I have actually killed bamboo!

10. Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422 1. Honor long time small donors as well as large donors

11. 2. Share belief systems in all communications… As someone who… Loves the opera Cares about the Rainforest Wants an end to human trafficking Adores Selby Garden Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422

12. 3. When thanking, regardless of phone, mail, text, whatever, always share what their gift is accomplishing for the people you serve, not what your organization is doing. The magic words: Thanks to you… Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422

13. 4. The Ability to Motivate and Reward Mastering the Platinum Rule…beyond the Golden Rule

14. 5. Methods of thanking people… Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422 Remember, one size does not fit all. You have to find the right way to super-charge your donor’s delight in giving

15. Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422 6. The most effective way to steward a donor: Call and thank them for a gift Busy neurosurgeon, wife and mother Dr. Edie Zusman makes stewardship calls on behalf of the Epilepsy Foundation between surgery and carpooling.

16. The 4 steps to a stewardship call: 1.Identify yourself and your relationship to the organization. Ask to speak to the donor. 2.Thank the person and ask, “If you have a minute, would you mind sharing why you came to our event or made this donation?” 3.Ask what your organization is doing well and what you could be doing better. 4.Fill in the call sheet. Data matters. Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422

17. If you’ve had a really great call… 1.Set up an appointment with a staff person 2.Offer a tour 3.Sent additional literature 4.Ask if your donor is interested in a committee or board involvement 5.Ask this person to share his or her experience in a video, on Facebook or at and event 6.Get the names of people this person believes might also be interested and contact them. Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422

18. If you get are sent to voice mail… 1.Give your name, charity and role 2.Say thank you and that you appreciate their gift 3.Ask if they have any comments on what your organization is doing well or could do better 4.Leave your phone number and e-mail address 5.. Thank again. Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422

19. What not to say… Don’t start off with, “How are you?” You are probably better off not saying, “Thank you for your generous donation.” Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422

20. Write a thank-you note for a donor visit or after a call I so enjoyed our visit. I was fascinated to learn about your 4 marriages and your 23 children. We would love to host you all for a family philanthropy meeting. All the best,

21. Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422 Send a personal thank-you note to your guests for attending your event

22. Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422 Send a postcard telling how your donor’s money has been spent or the result of their generosity Thanks to your support, a cougar was spotted in the Children’s Eternal Rainforest for the first time in 20 years All postcards MUST be refrigerator worthy!

23. The case of the Mont Blanc Pen Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422

24. Create a personalized video or a Skype appointment with donors

25. Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422 Create a personalized video for a donor to thank them for a gift

26. Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422 Send a birthday or anniversary card to your donors You remember your donors and they will remember you!

27. Carol Weisman, Carol@BoardBuilders.com, 3124-863-4422 Hold a thank-you party and/or lecture for donors Share with your guests how their money is being used. Also, remember, some of your donors love parties, others might prefer a lecture on inter-active experience.

28. Boots on the ground