Fired-Up Fundraising: Turn Your Board’s Passion into Action! Gail Perry MBA CFRE www. Firedupfundraising.com

Fire Up Your Board Step #3 Mission Moments: Give Board Members a Direct Personal Experience

Would You Like to Be An Ambassador? 3 Fundraising? “YETCH!” Ambassador? “What fun!”

Steps in the Fundraising Adventure THANK THANK AGAIN CULTIVATE AND INVOLVE ASK FOR SUPPORT IDENTIFY PROSPECTS

The Fundraising Adventure TIME AND ENERGY INVOLVED in each step of the cycle

Many Roles for Board Members! 6

The Fired-Up System for Board Members: 1. Fire-Up Your Board! 2. Redefine Fund- raising 3. Easy NO ASK Jobs

What Fundraising is... And Isn’t

Board Members and Fundraising: Did Somebody Say the “F-Word?” Board Members and Fundraising: Did Somebody Say the “F-Word?”

Myths: Board Members’ Definition of Fundraising

Board Members Think: Fundraising = Begging

Board Members Think Fundraising = Cold Calls

Board Members Think Fundraising = Rejection

The Dark Side of Fundraising

Board members should NEVER be asked to monetize their friends. 15

Joy of Giving: How Did You Feel The Last Time You Gave to Your FAVORITE CAUSE?

Proud … Joyful … Happy…Powerful … Excited... Hopeful Wish I could do more Part of something important Glad to be a partner Want to make a difference

The Difference Scared Volunteers Joyful Donors

The Dark Side and the Joyful Side of Fundraising

My Yoga Teacher Julie: 20 “Let’s send the kids to camp! ”

A Revolutionary Idea

We’d Rather Have FRIENDS Than Donors!

For Your Board Members, Re-Define Fundraising into Friendmaking

Fundraising’s Dirty Little Secret: Waaaay Too Much Donor ATTRITION

Are We Losing or Gaining Donors? 25

What Are the Real Stats on Donor Attrition?

Donors Are Not Sure They Trust Us Where will my money go?

Donors Are Not Sure They Trust You 28 How are you spending my money? What’s your Charity Navigator rating?

Today’s Donor Power 29 Do you show up as credible? Do I trust you?

Donors Are Researching You Online 30 I’m going to check you out online first.

31 Will my money be wasted?

Transparency: Tell them where the money went.

36 The MPI Fundraising Formula Speaks to Today’s Donors Money: how much do you want to raise? Purpose : what project/purpose is it for? Impact: what impact will it have?

Using MPI Formula To Thank Donors: Money + Project = Impact

3 Things Donors Want In Order To Keep Giving 3 Things Donors Want In Order To Keep Giving 93% would give again Donor Centered Fundraising, Penelope Burk Prompt, Personal TY Impact? Used as Intended?

The Process of Fundraising Plenty of Activities for Board Members

The Fired-Up System for Board Members: 1. Fire-Up Your Board! 2. Redefine Fund- raising 3. Easy NO ASK Jobs

Easy Fundraising Jobs: 1. VIP Prospect List Who are the 10 most important people who could catapult your organization?

Who’s Giving? The Ladies! A study of affluent older adults found that for every $100 men gave, the women in the same economic circumstances gave $258. ”Women Give 2012” Women’s Philanthropy Institute at the Center on Philanthropy at Indiana University

Older Ladies Are THE #1 Donor Demographic “Boomer and older women are more likely to give to charity and give more than their male counterparts when other factors affecting giving are taken into consideration.” ”Women Give 2012” Women’s Philanthropy Institute at the Center on Philanthropy at Indiana University 43

Easy Fundraising Jobs: 2. Advice Visits If you want money, ask for advice. If you want advice, ask for money.

Advice Visit Success I had an "advice visit" today with a very prominent woman in the community who on the spot offered a $10,000 challenge grant!! What's even more amazing is that she did not want to schedule the meeting because she said her foundation had no money to give us! ~Linda Frenette, Community Music School, Raleigh NC

Easy Fundraising Jobs for Board Members: Host Small Socials 1.Board member hosts 2.Free to invitees 3.No ask “It’s easy to get intimidated if you are asking someone for help. But inviting somebody to be part of something that you are proud of is easier.” ~Diane Paces-Wiles, former board member

Easy Fundraising Jobs: 4. Host Sizzling Tours Board members invite their FRIENDS Board member welcomes Call the next day: “ What were your impressions?”

Fundraising Today: Planned Giving 48 The profit is in bequests.

Fundraising Trends 49 Planned Gifts Major Gifts

Fundraising Trends 50 Special Events

What Does This Mean to You? Training is not “would like,” it’s must have. 51

5. Thank You Calls To Donors Will Directly Impact the Bottom Line Donors received a thank you phone call from a board members within 24 hours of receiving the gift. The next time they were solicited, they gave 39% more than the other donors who did not receive a call. After 14 months, those called were giving 42% more. ~Donor Centered Fundraising, Penelope Burk

Many More Resources at FiredupFundraising.com Top 10 Things to Understand About How Fundraising Really Works Today 5 Clues Your Fundraising is Headed Downhill Why Board Members Love Advice Visits Does Your Organization Really Support Fundraising? Take This Simple Quiz Easy Elevator Speech Exercise for Your Board Show me the Money: How To Move From Friendraising to Fundraising How Major Donors are Changing and What To Do About It Board Members’ #1 Job: How to Be a Personal Advocate for the Cause 20 EASY Ways Board Members Can Cultivate Donors 10 Easy Ways Board Members Can Raise Money 12 Ways to Liven Up Your Board Meetings —and Your Board Gail Perry MBA CFRE