27. I’ve learned there is no elevator to success. You have to take the stairs.
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
34. I’ve learned that you share success with everyone.
35. I’ve learned there are no short cuts in the business of fund- raising.
36. I’ve learned that good fund-raisers are also good readers.
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 (T) -The right ASK AMOUNT (A) -The right PROJECT (P) -The right PERSON to make the ask (P)
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.
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.
43. I’ve learned that better is not good enough.
44. I’ve learned you don’t confuse effort with results.
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.
48. I’ve learned to see it big, but keep it simple.
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 over10,000 days.
Thank You! FUND-RAISING Rules of the Road to Success By: Jerry Smith, CFRE If you would like a Free copy of my book Please send your name and mailing address To: firstname.lastname@example.org or email@example.com