1. Manufacturing Success on May 6th Making a list… Dan Morrison (@DanCitizen) LocalDanM@gmail.co m

2. How to manufacture success: Set a realistic goal Know your lists Create your game plan Execute, execute, execute! LocalDanM@gmail.co m

3. How to set a realistic goal TOP DOWN Need: $2,500 Avg. donation: $25 100 donors Do you have the lists & communications plan to get 100 donors? BOTTOMS UP List size: 1,000 emails Give rate: 10%* Donors: 100 Avg. donation: $25 Can you convince 100 people to give $25? * average email give rate = 0.1% LocalDanM@gmail.co m

4. What are your lists? OLD SCHOOL Donor list Address list Phone list NEW SCHOOL Email list Facebook Fans Twitter Followers LocalDanM@gmail.co m

5. Worksheet: Top 10+ 1.Dan Morrison (me) 2.Staff 3.Kathleen Singletary (mom) 4.Heather Morrison (sister) 5.Neva Morrison (wife) 6. Rebecca Adamson (M-I-L) 7. Ricardo Alvarez-Diaz (BFF) 8. Dan Sullivan (BFF) 9. Matt Fitzpatrick (BFF) 10. Brian Robinson (BFF) Who are the 10+ people you know you can get to donate & will help spread word? LocalDanM@gmail.co m

6. Worksheet: Next 25+ Aunts, uncles, relatives Friends & neighbors College roommates & friends Work colleagues Mentors & bosses Very loyal donors Churches & religious groups Affinity groups People youve supported Friends at Blackstone Coffee Who are the 25+ that are friends who you think will give, but need more explanation? LocalDanM@gmail.co m

7. Worksheet: Everyone else What other lists do you have? Donor list Address list Phone list Email list Facebook Fans Twitter Followers LocalDanM@gmail.co m

8. Plan: Top 10+ Goal: Give & Refer Inform them early, make them feel a part of it Get confirmation they will give ahead of time Ask them to spread the word/recruit more donors for you Offer incentives for helping Mini-plan: 1 month out: Save the date email to Top 10+ (fwd personal email) 3 weeks out: Can you help email to Top 10+ (fwd personal email) 1 Week out: Exciting reminder with an ask to spread word Day Before: Tomorrows the big day (fwd personal email) Day of: Dont forget to give! Spread the word! Day After: Huge thank you with recap of awesome results (fwd personal email) LocalDanM@gmail.co m

9. Plan: Top 25+ Goal: Give & Convert to Top 10+ Inform them early, get them to respond to you Get them to give Mini-plan (save as Top 10+): 1 month out: Save the date email to Top 25+ 3 weeks out: Can you help email to Top 25+ 1 Week out: Exciting reminder with an ask to spread word Day Before: Tomorrows the big day Day of: Dont forget to give! Spread the word! Day After: Huge thank you with recap of awesome results LocalDanM@gmail.co m

10. Plan: Everyone Else Goal: Make them aware Hit them 3 times before May 6th Get some to give Mini-plan (save as Top 10+): 1 month out: Save the date email to Top 25+ 3 weeks out: Are you with us on May 6th?! 1 Week out: Exciting reminder with an ask to spread word Day Before: Tomorrows the big day Day of: Give! Spread the word! Day After: Huge thank you with recap of awesome results LocalDanM@gmail.co m

11. Does it add up? Top 10: 10 x $25 = $250 Referals from Top 10: = 10 x $25 = $250 Top 25: (25 * 50%) * $25 = $312.50 Goal: $2,500 Everyone else = $1,687.50 or 68 more $25 donors LocalDanM@gmail.co m

12. Success. Top 10: 15 x $35 = $525 Referals from Top 10: = 20 x $25 = $500 Top 25: (50 * 75%) * $25 = $937.50 Goal: $2,500 Everyone else = $537.5 or 22 more $25 donors LocalDanM@gmail.co m