Dear [First Name],

I hope your fall fundraising has been going well, including Giving Tuesday if you participated. I know you're now in the thick of closing out the calendar year and that's always a highly-pressured time for fundraisers. How many of us have had to deal with gifts (including stock transfers) coming in on New Year's Eve?!

Capital Campaigns and Asking: A Chat with Peter Heller

What are the particulars of asking in the context of a capital campaign? How does the board’s involvement differ? Are successful campaign asks being made by video chat?

Peter’s had his own firm for 20 years, and it specializes in capital campaigns, so he’s in the trenches and has amazing perspective on the field.

If you’re considering a capital campaign, in one now and trying to light a fire, or just curious, I think you’ll get a lot out of our time together.

Download the audio as an MP3

People often ask if one’s Style can change over time. I believe we come wired a certain way, but over the years we learn to adapt. It might feel as if we’re more analytic or intuitive, for instance, but chances are we’ve just learned how to manage best in the world.

For instance, many executive directors rise from the program side. While some have strong budgeting and planning backgrounds, that is not always the case. Now, as the top banana, they’ve got to figure out how to direct and oversee those functions. So, they work hard to put on their analytic, planful, systematic hats, though at heart they might still be gut-driven.

So glad we brought Board Fundraising Essentials back after a 3-year hiatus. Great energy from hundreds of board members representing 20 different organizations who joined their peers to learn the essentials of board fundraising…which includes board giving. Among the key points, here are two – one staff loved hearing and one board members loved hearing. Can you guess which was which?!

• All board members should contribute and fundraise to the best of their ability. And that includes making a personally significant gift. Nothing else raises as much money. “Give or get” is unfair to those with less capacity and lets those with more capacity off the hook. Minimums end up being as much a ceiling as a floor.
• While every board member must be involved in the cultivation, education, and stewardship of donors, every board member should not be expected to ask for gifts. Some will do it terribly and/or with great anxiety. This is not a recipe for success. Further, staff can almost always close gifts if board members have engaged donors all year.

As many of you know, I’ve done a ton of work for Ys over the years, including presenting at the annual conference of the National Association of YMCA Development Officers (NAYDO).

In October, I was honored to be chosen as the keynote speaker for the YMCA of San Diego annual fund kickoff conference. It was my first keynote on “Fundraising for Introverts” after a year of webinars and conference break-out sessions. 200+ YMCA staff and volunteers brought their usual energy and enthusiasm.

I also fulfilled a year-long fantasy to present, even for just a minute, with my paper bag over my head! I’ll admit I wished I could have kept it on longer!

Watch out for news on Board Fundraising Pro, our program to give your board members ongoing fundraising training and motivation without breaking the bank.

We’re adding some bells and whistles to make it even more helpful, and our first free webinar will be on a key topic – “How to Approach Friends Without Stepping on Relationships.” It’s the #1 reason board members give for not wanting to be more involved in fundraising, and I’ll address it head-on in this BFP-only webinar. So stay tuned for more info in January.
 

Here's to a wonderful holiday season, successful end-of year fundraising, and some well-earned downtime before the new year starts.

Brian

Let's get social:

   

Dear [First Name],

Do you feel anxious asking people for money, but you know you need to do it anyway? You know it’s important, but the entire process ties you up in knots.  We've been talking about that a lot in the Don't Ask, Don't Get Workshop these past two weeks.

If this is you, and you haven't been able to participate in Don't Ask, Don't Get to date, I hope you’ll join me tomorrow, August 4th at 1:00pm ET for a free recap webinar where I will talk about why so many of us feel so anxious about “the ask” and exactly what we can do about it.

If you missed our Don't Ask, Don't Get workshop, or just want a succinct recap of how you can become a more comfortable fundraiser, this webinar is for you!

REGISTER HERE

https://attendee.gotowebinar.com/register/7810815563608080653

We also have another important annoucement: Asking Matters Membership is open for the first time since September – and we have two other great ways for you to learn to become a more effective fundraiser!

And when you buy by August 5th, you can save big on everything we offer!

Start Where You're At
Everyone's at a different place in their journey so I've got three different products to meet you where you're at:

• Asking Styles Recorded Trainings: Learn to use your Asking Style to your full advantage! Get in-depth insight and training on how to take your fundraising to the next level with a video training, worksheet, and bonus materials.
  Save $4 (only $15) when you buy by August 5th!
   
• Membership: Learn along the way and be part of a community by becoming an Asking Matters Member. Learn new things every week, keep asking front and center on your radar screen, and be inspired by other members.
  $9/mo …and get your first month free when you join by August 5th!
   
• THE Asking Course: Take the best on-line self-guided asking course out there…and dig in at your own pace. Get all the skills and tools you always wanted so you can be super successful.
  Save $50 when you buy by August 5th!

Learn more about what we offer:
https://askingmatters.com/start/

You’re exhausted. There are so many things that are requiring your attention and your energy these days. And some days – maybe even most days – it’s too much. Whether it’s within your organization, your community, the nonprofit sector, or even at home, your ability to lead is becoming increasingly difficult.

You are being asked to show up, step up, and speak up, often in ways you’ve not been asked before. And you’re exhausted. So, why do stories matter right now? What makes your stories important now more than ever before?

Jerry started out identifying 102 traits of a great fundraiser and eventually whittled that down to twelve for his iconic book “Born to Raise.”

How many of the twelve do you possess?

And you’ll be surprised to learn how Jerry got into fundraising considering he was on a pre-med track in college.

What’s your board’s Asking Style profile and how is that impacting the group’s cohesiveness and the quality of its work? Is your board skewed toward one Style or another? Toward analytics or intuitives? Extroverts or introverts?

At your next board meeting (virtual or in-person), watch the dynamic through the Asking Style lens to make sure everyone feels heard and respected. If there are issues, consider having everyone take the Asking Style Assessment and then discuss the results together.

Now that everyone is getting their bearings and moving forward, I am starting to conduct trainings again – which is great! Delighted to be working with the board and staff of Children's Rights, where I recently led the first part of a multi-session fundraising training. Children's Rights "investigates, exposes and combats violations of the rights of children across the country." They do amazingly important work. As a CASA volunteer working with foster children, I see children's rights violated all the time. Even when the "system" is trying its best it often falls short, and children fall through the cracks and can be ripped from their families unnecessarily. Thank you, Children's Rights, for fighting for those without a voice.

And two days ago I led a 2.5- hour virtual training for the Children's Tumor Foundation's national volunteer corps. Did you know that neurofibromitosis, which causes tumors to grow on the body's nerves, effects one in 3,000 people in the world? The Foundation is doing amazing work funding research, helping patients, and helping everyone understand this devastating disease.
 

With all my good thoughts,
 

Brian

Let's get social:

   

Dear [First Name],

On July 20th I’m re-launching my FREE online workshop, Don’t Ask, Don’t Get, to help fundraisers – development folks, executive directors, and anybody who asks one-on-one for donations. Last Fall almost 2,000 people registered and came away with a richer understanding of the art and science of asking. This year being comfortable and effective asking for gifts is even more important than ever.

Don't Ask, Don't Get starts on July 20th and I invite you to register. The workshop consists of 4 live webinars and several live Q&As (everything will be recorded so you won't miss anything). It’ll help you get a whole lot more comfortable – and better – at asking for money.

Here are 8 great reasons to register:

1. Become a lot more comfortable asking for major gifts and other funding
2. Figure out who should be on your prospect list
3. Determine exactly the right time to ask in the meeting – and how much to ask for – to get the best results
4. Stop relying on special events and grants to raise critical funds
5. Assess your own Asking Style and understand its impact
6. Watch recordings of the webinars on your own schedule if you can't join live
7. Participate in live Q&A sessions with me… or watch the recordings
8. Learn how Asking Matters can support your fundraising journey

Please note:  When you sign up you will automatically be registered for all 4 webinars! The sessions will take place on July 20th, 22nd, 24th, and 27th. All sessions are at 1:00pm ET.

What would we do without technology?

And yet every day I find myself hating it at some point or another – some point where my technology is driving me rather than my using technology to improve my life. And I want to end the relationship. 

I find that inflection point fascinating. If we could only see it coming and avoid it, life would be so much better.

So, what the heck does this have to do with fundraising?!

It’s about the inflection point with our nearest and dearest donors. They’re amazing friends to the organization – the donors we know we can count on. Unfortunately, even if we’re doing everything right, donors sometimes hit a wall and develop unforeseen issues. While we can’t see the inflection point until we hit it, we can do much more to make sure we don’t hit it.

learn how to make sure donors don't hit a wall in the full post

Continuing my series of videos, here's one on selecting prospects and how your Asking Style can guide you. Not everyone will be equally comfortable and effective with every type of donor. In a large organization you might be able to pick donors with whom you feel you can be most effective. In small shops you might not have a choice, but you can use the Asking Styles lens to understand the dynamic between you and your donor and be better prepared to work with it.

What are the board’s most important functions? And what makes for a good board member?

Can a board member serve on multiple boards and, if so, how many?

Last but not least – the $64,000 question (no pun intended) of how much board members should contribute.

Find out Jerry's and my takes on the subject.

We can't stand them but we’ve got to wear them to help keep everyone safe. So, as with any tough medicine, we need to understand our own “why?” Why do we do something? What motivates us? And, as with everything, who we are impacts that “why?”

Here are my thoughts on what motivates each of us to wear our mask:

• Rainmakers: The facts say masks limit the spread of the virus. So we’ve got to wear our masks to reach our goal of preserving life.
• Go-Getters: Imagine the world if we can lick this by each of us wearing our mask. If we wear our masks great opportunity will be ours once again.
• Kindred Spirits: I’d feel awful if I got others sick, and I’d feel guilty if I didn’t do what’s being asked of me. I know in my heart this is what I should do, even if I can't stand doing it.
• Mission Controllers: Wearing masks is the plan, and I can follow the plan. If we all follow the plan we’ll achieve the desired result and get through this.

Delighted to volunteer with another wonderful local organization – my public library (which I can see from my window).

I led my first breakout-room Zoom training last Tuesday and it went well. The technology worked great and board members seemed to enjoy the small group chats.

In leading these calls I've noticed another silver lining.  I'm finding introverts are more likely to attend electronic meetings, and more likely to participate – at least in the chat room if not verbally.  Further, in a chat room introverts can take the time to form their thoughts and share them.  In a live situation introverts risk losing their turn to introverts.

However, in overseeing breakout rooms I learned something else about my Kindred Spirit/Mission Controller self.  I've never liked walking around a room to check in on working groups, and now I know it's even more uncomfortable when I'm supposed to pop into various virtual rooms to chat and see how the work is going! Last week it felt intrusive..and how embarrassing knowing it turned all the attention to me when I entered!
 

With all my good thoughts,
 

Brian

Let's get social:

   

Dear [First Name],

I am heartbroken by what is transpiring in our country right now and can only hope that it leads to change. Black lives matter, and it's important to say this again and again because for too long too many people have discounted black lives. Our country has a horrible history on this front and needs to recognize, apologize for, and make up for (though that's not even possible) centuries of racism and heinous behavior toward our fellow human beings.

An Ode to Fundraisers: The Work Isn’t Fun – It’s Important
Fundraising might start with “fun,” but talk about a red herring. It can be very anxiety-provoking… especially individual face-to-face fundraising where the biggest and best gifts are to be found.

It’s not what most of us would do if we could just do what we enjoy most – whether we’re professionals or volunteers. That’s the truth, and that’s fine. It’s important to say this now, in this moment, because we need everyone to fundraise more than ever to ensure our dear, critically-important nonprofit world survives the pandemic. We fundraise because we care, and we know we can help by doing so.

The Power of the Introvert During a Pandemic
For years I have argued – often unsuccessfully – that I am an introvert. People see the version of me I present to the world – confident, articulate, a good conversationalist – and leap to judgment. They assume that makes me an extrovert. In fact, that’s hard to do for more than an hour or two.

And I think many of us end up apologizing, if not to others than to ourselves, for not wanting to interact all the time. I didn’t get this – or understand myself – until developing the Asking Styles. Once I realized I was a Kindred Spirit (intuitive introvert) life was so much clearer and I felt so much better about myself. It was truly an aha moment.

These past two months have provided an even bigger aha moment!

Setting the Right Tone in the Age of Covid-19
by Asking Matters Expert Sue Kindred
You may have heard that only about 7% of our messages are conveyed through words. Tone of voice and body language comprise the other 93%. And even though things are slowly starting to open up, it’s pretty clear we won’t be getting together in big groups anytime soon. We’ll have to rely on getting our message across from a distance.

How do we ensure we are sharing the right tone, when we can’t be together and most of our persuasive communication needs to be conveyed in writing or over video chat? And, with so many of us currently experiencing some level of crisis (both personal and professional), it’s especially important to be mindful of how we’re sharing our message.  

My discounted coaching has helped dozens of you already so I'm extending it through June. You can always email me with a one-off question, but if you want to dig in deep and get some advice on how your organization can move forward with its fundraising, I'm offering my services at 70% off, with no contract.

Just sign up for one or two hours and pick the times that work for you. We can talk about: 

• individual giving (cultivation, in-person soliciting)
• dealing with canceled or upcoming events
• messaging
• board development and fundraising
• fundraising planning
• capital campaigns 
• …and more

In this time of crisis I thought it would be helpful to hear regularly from Jerry Panas, the master. It's almost two years since he passed away, yet what he taught us will be relevant forever…even when the world is turned inside out. Each month I'll be bringing to you one of the 15 chats Jerry and I recorded the spring before he passed, in the order in which we recorded them.

This was a very meaty topic. In Part I, we talked about board meetings themselves. How do you make them more interesting…since so many aren’t! Find out Jerry’s “three B’s” for why board meetings can be trouble.

Good, bad or ugly…they’re here to stay for now, and as with everything your Asking Style will impact your approach and experience. We need to respect each other, as we would in any meeting, but it can be that much harder in a virtual environment.

• Rainmakers: Do well with strategic, time-limited meetings and have less patience with virtual meetings that ramble or go off topic than when those same meetings are in person.
• Go-Getters: Happy to chat and do well with free-flowing conversation, but will struggle more by the generally shortened nature of these meetings. Will have to watch their tendency to interrupt, which can be more challenging by video chat as it's harder to read the cues.
• Kindred Spirits: Will go along with the crowd, but will be even less likely to assert themselves as it’s harder to read the cues and feel comfortable knowing when to jump in.
• Mission Controllers: Will do well with firm agendas that are planned out, and will appreciate having the floor/screen for uninterrupted presenting. Even less likely to participate in the discussion given the chaos of peers talking over each other.

With all my good thoughts,
 

Brian

Let's get social:

   

Dear [First Name],

In March, I ran a webinar to reach out to our community and hear their thoughts on the current crisis, and its impact on their fundraising efforts. It was incredibly heartwarming to connect with so many members of our wonderful non-profit world, though I am deeply saddened by the incalculable challenges you all are facing.

During the webinar I covered six topics:

• need vs. vision and the need to still talk about the future
• the board taking leadership
• focusing on major donors
• asking at this time
• dealing with cancelled fundraising events
• doing everything now to be ready to hit the ground running when things are “normal” again

If you didn’t get to join me live, the video and slides are still available below, along with several video recordings and resources to help you and your organization. I even wrote seven scripts/emails to use with various donors in the context of asking for gifts.

My discounted coaching has helped dozens of you already so I'm extending it through June. You can always email me with a one-off question, but if you want to dig in deep and get some advice on how your organization can move forward with its fundraising during this crisis, I'm offering my services at 70% off, with no contract.

Just sign up for one or two hours and pick the times that work for you. We can talk about: 

• individual giving (cultivation, in-person soliciting)
• dealing with canceled or upcoming events
• messaging
• board development and fundraising
• fundraising planning
• capital campaigns 
• …and more

Now, more than ever, those with a vision for the future will thrive. Yes, there's incredible need now, but always put it in the context of your organization's vision for the future. Here's my 2-minute take, filmed a few years back (less gray hair!).  Never forget:

you were important yesterday

you will be even more important in the future

therefore you ARE important today…otherwise there is no future

In this time of crisis I thought it would be helpful to hear regularly from Jerry Panas, the master. It's almost two years since he passed away, yet what he taught us will be relevant forever…even when the world is turned inside out. Each month I'll be bringing to you one of the 15 chats Jerry and I recorded the spring before he passed, in the order in which we recorded them.

The first was on staff meetings, which is interesting given our virtual world. I'm sure your staff meetings have taken on new meaning and value. See how they hold up to Jerry's best practices.

Partnering to cultivate and ask for gifts is powerful.

If you have a regular partner, you can map out the meeting based on your Asking Styles and the best-guess of your donor’s Style.

For instance, over the years I often partnered with Ron Manderschied of Northwestern Settlement in Chicago. He’s a Go-Getter and I’m a Kindred Spirit. Two intuitives, so we never led with facts and figures, but we always had them ready in case our donor was analytic. And Ron was always the main talker, while I employed my secondary Mission Controller to observe and move the meeting forward.

How about these other questions/scenarios:

• What happens if you’re both extroverts and your donor is an introvert? How do you plan for that so you don’t overwhelm the conversation?
• If you’re a strong analytic and need to meet with a strong intuitive, who might partner with you to bring that intuitive, story side?
• How might you and a partner divvy up your roles during the meeting based on Styles?

My one-on-one coaching calls have been an amazing opportunity to get to know our members and the broader fundraising community. This past month alone I coached more than 20 organizations – an opportunity I never would have had otherwise.

Lots of questions about events, whether they were cancelled, postponed or are coming up. Questions about whether now's the time to ask (yes!). Questions about campaigns in progress. So many challenges, but there is a path forward for each.

I'll look forward to being back on the road at some point, probably not until 2021, and along with everyone else will look for other ways to engage and help until then.

With all my good thoughts,
 

Brian

Let's get social:

   

Dear [First Name],

Sometimes words seem meaningless. These days, almost everything sounds trite knowing the magnitude of loss we're all facing. But I do need to say I hope you and yours are well, and that your nonprofits can sustain themselves. We are an incredibly wonderful part of society in every way. Can you imagine what wouldn't exist without the nonprofit world ? I can't.

Many of your peers have asked me whether you're worthy of funding now. Whether it might be unseemly in some way to be asking at this time, especially if you're not providing life-saving services.

I strongly believe you should ask. It's all about how you ask, not whether you do. If you acknowledge the horrific situation while also talking about the impact your organization has…and will have when we get through this pandemic…you are being respectful while underscoring the importance of your organization.

I would propose if you don't ask you are signaling you're not important – that your survival is not important. If that were the case, why did you exist before today and why did they support you then? Your work is important to society and we need you here next year.

On March 23rd, I ran a webinar to reach out to our community and hear their thoughts. It was incredibly heartwarming to connect with so many members of our wonderful non-profit world, though I am deeply saddened by the incalculable challenges you all are facing.

During the webinar I covered six topics:

• need vs. vision and the need to still talk about the future
• the board taking leadership
• focusing on major donors
• asking at this time
• dealing with cancelled fundraising events
• doing everything now to be ready to hit the ground running when things are “normal” again

If you didn’t get to join me live, the video and slides are available below, along with several video recordings and resources to help you and your organization. I even wrote seven scripts/emails to use with various donors in the context of asking for gifts.

Oh my, how life has changed in such a short time as we deal with the current realities of physical distancing and social disruption. We keep hearing “we’re all in this together” and for the nonprofit sector that has never been more true.

Many of you are struggling to serve clients who are impacted more directly than others. Many of you are trying to figure out how your agency is going to pay salaries and the bills and, well, just survive. And you may be conflicted about what stories you should be telling now and how (or even if) to move forward with your fundraising appeals.

Stories are the lifeblood of our sector’s work and stories are helping us stay hopeful and positive. And using stories for raising funds is now more important than ever as people seek ways to connect and give back.

During this horrific time, when you can't meet our donors face-to-face, phone (video chat is even better) is preferable to email, especially if you're talking to your donors about contributing. Though many of us loathe the phone, we need to have these conversations in real time whenever possible. On the phone you can hear your donors' questions and answers and respond to them immediately. Through the phone you can also gauge where they're at emotionally much more readily than by email. What does that mean based on your Asking Style?

Rainmakers – Comfortable with the phone, and though you don't usually use it exclusively you understand strategically the importance today. Don't forget to allow time for the chat to unfold. Some donors, especially introverts, will be slow to warm up on the phone and it might take longer to move the meeting along.
Go-Getters – Easy for you. You are most comfortable with the phone…in fact prefer it to email. One caution – don't create a wall of words by talking too much. You might not realize you're doing so since you can't see their face, so be extra caution. Give the donor the floor.
Kindred Spirits – Challenging for you and me, but we'll do it because we care and feel a responsibility to fulfill our duties. Make your calls early in the day so the anxiety of them doesn't build.
Mission Controllers – Toughest for you. Be sure to write out a script of sorts to guide you, but remember to allow the conversation room to develop.

Well, this has certainly cut down my travel schedule. I was so saddened for the cancellation of NAYDO, the YMCA's North American Development Conference, which would have been held this week. I've been going for years and love the Y folks…so next year is already on my calendar. St. Louis, here I come.

I was also headed to Montana later this month for four trainings with the Montana Nonprofit Association and the Billings Public Library Foundation. I was psyched to get to Montana for the first time – I'm told you can actually see the true colors of the sky. We are trying to reschedule to late June but of course no one knows what will be possible.

I'm taking this time to finish my second book, which talks about Asking Styles in the context of boards. The goal is to release it this summer.

With all my good thoughts,
 

Brian

Let's get social: