1. 1 FUNd Raising with 4-H  Fundraising can be fun if you believe in the program;  If you are a donor to the program;  If you can be enthusiastic in telling others what is going on in 4-H  If being told “no” is not taken personally  If you remember you are making a positive difference in the lives of young people.

2. 2 FUNd Raising with 4-H  There are rules and regulations paid and volunteer Extension staff must follow.  There are time proven fund raising methods

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4. 4 Birth of a Major Gift Donor… Beyond bake sales and car washes!

5. 5 What is a “major” gift?  Ambiguous term  Significant amount  Planning  Commitment  Investment  Donors develop over time Birth of a Major Gift Donor…

6. 6 Exercise 1: Charitable donations…from whence do they come? (Rank the following by percent of total U.S. giving. Use the appropriate number of M & M’s for each ranking) _____ Foundations _____ Corporations _____ Bequests _____ Individuals Birth of a Major Gift Donor…

7. 7 Exercise 1: From whence do charitable donations come? 1 Individuals give 80% 2 Foundations give 8% 3 Bequests give 7% 4 Corporations give 5% Birth of a Major Gift Donor…

8. 8 Exercise 2: Charitable donations…for what purposes are they given? (Please record below how you would donate $1,000 of discretionary personal income among the following. Use 10 M & M’s – each one represents $100.) $_______ for Arts, Culture, Humanities $_______ for Public/Social Benefits $_______ for Environmental/Wildlife $_______ for International Affairs $_______ for Health $_______ for Religion $_______ for Education $_______ for Human Services Birth of a Major Gift Donor…

9. 9 Exercise 2: Charitable donations…for what purposes are they given? Religion44.1% Education12.5% Human Services 8.1% Health 8.8% Arts, Culture, Humanities 6.9% Public/Social Benefits 4.9% Environmental/Wildlife 2.8% International Affairs 1.4% Birth of a Major Gift Donor…

10. 10 Birth of a Major Gift Donor… The Role of LinkageLinkage InterestInterest AbilityAbility The “LIA Principle”

11. 11 Birth of a Major Gift Donor… The Development Process

12. 12 Birth of a Major Gift Donor… Exercise 3: Profile of an Annual Fund (Estimate how much of the total campaign each category of donor provides by placing 10 M & M’s on the graph – one equals 10 percent)

13. 13 Birth of a Major Gift Donor… Typically, major gifts comprise 60% or more of a campaign.

14. 14 Birth of a Major Gift Donor… The “LIA Principle” – Step 2: Developing committed donors 1. Linkage 2. Involvement 3. Advocacy

15. 15 Developing committed donors: 1. Linkage Birth of a Major Gift Donor…

16. 16 Exercise 4: Maintaining the link – 1. Think of a friend or acquaintance. 2. Ask “What have I done to maintain or strengthen our relationship in the past 12 months?” 3. Place an M & M by each of the following you have done: _____Sent a card or letter _____ Made a phone call _____ Took them out/met them for coffee or a meal _____ Visited them at home or office _____ Entertained them at home or office _____ Attend a special event/sporting event with them _____ Invited them to attend a special event/sporting event with me _____ Other: ________________________________________________ Birth of a Major Gift Donor…

17. 17 Developing committed donors: 2. Involvement Birth of a Major Gift Donor…

18. 18 Exercise 5: Involving prospects in the 4-H program Role play: 1.Divide into groups of 2 as instructed 2.Receive your role – either recruiter or donor prospect 3.Role play inviting a potential donor to attend or participate in the 4-H activity of your choice Birth of a Major Gift Donor…

19. 19 Developing committed donors: 3. Advocacy Birth of a Major Gift Donor…

20. 20 Exercise 6: Recruiting advocates for 4-H Role Play: 1.Divide into groups of 2 2.Determine role – either recruiter or major gift prospect. 3.Role play making a phone call to invite a major gift prospect to a citizen’s committee meeting. Birth of a Major Gift Donor…

21. 21 How To Approach a Friend about Donating to 4-H Tips for Success: 1.Make sure you are already a contributor to 4-H. 2.Ask them to meet you at a restaurant or invite them for dinner at your house. Include the spouse and let them know you want to talk about 4-H program needs and their interest in the program. 3.Find out about their history with 4-H. Find out their people connections to the program, and if they, a friend or relatives have benefited from the program. 4.Ask them to tell you their favorite part of 4-H educational programs and what they have observed about it. Would they like to see a particular part of the program continue or be enhanced? 5.Ask them to talk about other commitments and interests. 6.Tell them about the needs of your 4-H program. 7.Tell them about your personal commitment to helping to meet these needs and ask them to consider joining you in support of 4-H. 8.Thank them for considering a gift. Birth of a Major Gift Donor…

22. 22 Exercise 7: How To Approach a Friend about Donating to 4-H Role Play: 1.Divide into groups of 3. 2.Determine who will be the prospects (2) and who will ask for the donation (1). 3.Role play a lunch meeting where you will ask the prospects to consider a gift to the county 4-H public speaking project. Birth of a Major Gift Donor…

23. 23 Planting Seeds for Receiving a Planned Gift Planned Gift Tools:  Wills and bequests  Charitable gift annuities  Charitable remainder unitrusts  Charitable lead trusts  Retained life gifts Birth of a Major Gift Donor…

24. 24 Planting Seeds for Receiving a Planned Gift Benefits of Planned Giving to donor:  Significant tax advantages  Leave more to family members  Provide income for life  Peace of mind Birth of a Major Gift Donor…

25. 25 Planting Seeds for Receiving a Planned Gift How to get 4-H include in the estate plan: “I have some friends at the University who help families with their estate planning needs. I think they could really help you out.” Birth of a Major Gift Donor…

26. 26 Beyond bake sales and car washes!