Archive for category: Coaching

Securing major gifts can be daunting and filled with uncertainty. Far easier to create transactional messaging and chase hits, likes and record the “data.” It’s far more tangible. Real relationships are wonderful, but messy.

Whether you’re a seasoned fundraiser or a member of a nonprofit board, the task of inspiring larger gifts and cultivating recurring gifts can feel overwhelming. This is where major gift coaching – by someone who’s BEEN THERE, becomes invaluable.

But do you truly deserve to be supported by a major gift coach? After all, shouldn’t we do something that helps the WHOLE team?  What if you leave?  What if it doesn’t work?

The best advice I ever received was to absorb as much as possible from others who were doing what I wanted to do SO MUCH BETTER than I was! From athletes to entrepreneurs, the most accomplished individuals “get” that having a mentor or coach leads to getting better. Books, conferences and podcasts are great, but the one-on-one accountability and support of my upcoming call is what takes you to your BEST you!

You see, my friend, tips, tactics and strategies are fine, but successful people know they need to overcome mindset blocks. Beliefs that trigger fear of asking, feelings of inadequacy, not wanting to offend or uncertainty about what to request are big barriers to success. As a major gift coach who has experienced these conversations hundreds of time, I address these mindset challenges head-on. “How did you know they were going to say that?” I am often asked! With coaching, you build the confidence and clarity you need to effectively have the conversations and form the relationships that lead to successful life-long major giving.

Passion for the cause is essential, but deep listening and learning about the prospective giver is needed to engage these givers effectively. A major gift coach offers guidance on interpreting relationships with donors, knowing that some conversations are similar but every donor is a bit different. Crafting compelling stories around what the money does…and really does helps you focus in on the best option to ask the donor to consider investing in.

We all need someone in our corner.  As your coach, I have an unwavering belief in your potential. In the challenging landscape of fundraising, having someone who genuinely believes in your abilities can be a game-changer. A coach provides encouragement, motivation, and accountability, empowering fundraisers and board members to push past obstacles and strive for excellence.

My MORE Major Gifts Accelerator program is an investment in your professional development AND also in the future of your organization and the communities it serves.  If this gets you excited – or even just curious…if 2024 is the year, set up some time with me to talk about it. Or see more about it here: https://marcyheim.com/coaching/mmg-acc/

Next week I’ll be in Denver at the NAYDO (North America YMCA Development Organization) Conference and the following week at AFP ICON in Toronto. Come to my sessions and corner me during the conference to talk through where you want your fundraising – and your life – to be different!

You DO deserve to be all you can be!

Tomorrow is your time to LEAP! Every four years.

Thinking back to four years back…February 2020. Yikes.

Still feeling 2020? Wherever you are in your journey forward from 2020, LEAP tomorrow to TRANSFORM in 2024! Whatever you’ve been down or frustrated about that has changed, is still a challenge, or is still hard…examine that thinking and use LEAP DAY tomorrow as the time to reset and TRANSFORM!

THIS IS YOUR YEAR TO DO IT!

Purposefully move away from transactions and towards relational fundraising…and life.

Research tells us that 90% of our happiness is based upon the quality of our relationships.This includes your donors, your colleagues, your family, your friends. Transactions can support connecting – an email, text, birthday card, newsletter, a direct mail piece, social media – but LOOK for ways to take time for phone-down, I-see-you connections. 

One of my clients took a major gift agreement – in person – to get the needed signature from the marketing department head. Sure – could have used DocuSign. But this way they met face to face, got to know each other better, and this deeper friendship has been key in moving a second 6-figure gift forward.

INSIGHT: Opt for creating deeper relationships over efficiency.

2. Be your own THOUGHT LEADER.

In this world of SO MUCH INFORMATION it can be easier to simply follow what others say – so called “thought leaders” or “influencers.”  Consider who is sponsoring a message. Are you being supported or shamed. “Good fundraisers, mothers, whatever do such and such.” Check in with YOUR values. Pause and evaluate what you are hearing. Use the unsubscribe key, shut it off, put it on pause if it feels out of sync with your values.

INSIGHT: Lead your OWN thoughts by questioning information for truth and alignment with your values.  

3. LEAD with strength and clarity. Provide options but then LEAD with your decision.

Post covid leadership calls us to be decisive and move forward with clarity. With your board, donors, team, kids…. collaboration is fine, but transformation comes by doing your homework, making a decision, and calling for action around your decisions.

INSIGHT: LEAD with strength and confidence.  

4. Automate everything you can based upon the steps that need to be taken.

Timeline ALL your events and opportunities to engage and share impact for the year on one spreadsheet. Then put specific action steps into place to delight and surprise your givers. Be sure to have copy proofing, distribution, messaging in place on the timeline. Look for bottlenecks, look for piggy-backing options. Look for whatever can be automated to remind you to take action.

INSIGHT: Automating processes supports you in taking personal action and creates more time for you to do it.

What I REALLY WANT for YOU.

Give yourself permission to take time out of today to consider, plan and put into place systems that will give you more time tomorrow. 

Don’t use your time to save money. Use your money to save your time. STOP, consider, and take time today to put into place what will give you more time and less stress tomorrow.

Some things never change.  And that is good.

An inbox overflowing with trends, tactics and what to watch out for now is overwhelming…and a bit scary.

Focus on what you know to be true.

(For me – a fun truth is that a few days by the ocean is so rejuvenating.)

After 4 decades of successfully inspiring major and mega giving as a front- line fundraiser, team manager, and coach/consultant I promise you there are some unchanging truths that bring personal and major giving success.

The external environment will impact your givers, colleagues, and family, but they will overcome those influences for the key relationships and things they value in their lives.

When costs go up, turbulence abounds, or challenges emerge, we find a way to still be with family, attend places of worship, and support causes that are meaningful to us. Key to the decisions we make are a few lasting truths.

Truths you can count on in fundraising and life! 

TRUTH #1 Fostering genuine relationships is number one. ALWAYS. Transactions well executed can be part of overall relationships, but manipulation is always felt – even if not realized.

TRUTH #2 Trust STILL must be earned, and it is highly valued. Be trustworthy. This is your most important asset.

TRUTH #3 BIG visions unite and inspire.  That doesn’t necessarily mean high-cost, or broad sweeping. It means clear, and targeted on how you accomplish your purpose better and better. Big donors want big, bold visions but remember that can be fixing a former barrier to service, adapting to new ways to do what you do based on new knowledge as well as expanding your reach to serve more.

TRUTH #4 Your words reflect your beliefs. Your words are containers of power. How you talk about your givers and colleagues reflects how you FEEL about your givers and colleagues.  This is really quite easy to implement. Always speak as if the person you are talking about is sitting beside you. Will you really say TO a donor, “We’re trying to get you to open your wallet!”  

TRUTH #5 Use data Artfully. Tracking data helps us KNOW our donors and they want us to know them – what they gave last, what is important to them, how they want their relationship to be handled.  But even with annual fund – help your data-driven colleagues see how these people are more than a number or statistic.  And we, as major gift fundraisers, need to be open to data that informs us how to more effectively and efficiently connect with, and serve, our donors.

TRUTH #6 Recognition does not equal appreciation.  For all time – how others value what we do and share that with us is key to our feeling appreciated and every person in our lives is different. And there are some ways that feel key for many. Care needs to be taken to not get caught up in the latest TREND for sharing appreciation – ask your giver, your spouse, your kids – what is meaningful to you!

A quick story – when the founder of one of my client’s organizations retired, the search yielded a horrific replacement, the board failed to act and most of the staff left – including the long-time fundraiser.  Giving plummeted.  A full 18 months later, the Board found new leadership, took charge, hired a new CEO, and recruited the former fundraiser back late in the year. Just hearing she was back – and on the strength of her relationships, giving poured in during December even without a year-end letter or emails or time for many visits!

For as much as we all want to hop on the latest trends – and I am a forever learner – evaluate each from forever truths.  The sunrise and sunset. When you are true to you – when you sincerely value and respect others, when you push down the negative and snarky talk and focus on the gift you want to be in the world –LIFE IS GOOD!

Invest in JOY®

In the rush to meet this month’s ambitious goals, the little things are often glossed over and not respected as the powerful relationship-building tools they are.

Let’s take leaving a message when you make a call for example.  Now I am NOT talking about the new voice chat. No. This is the good ole fashioned thing you leave when someone doesn’t pick up!

I’ll bet you are making a good many calls now – and perhaps even orchestrating a board or volunteer thankathon or gift-reminder call project. Often these calls will go to a giver’s voice mail. 

Are you and your callers ready for what happens after the beep?

Here’s what you need to remember to leave an Artful Message!

TEN TIPS for an Artful Voice Message

1. Define the purpose of the call.

If this is “just” a thank you – it should be JUST a thank you….not an ask, next steps or anything else. If it is a reminder to consider a year-end gift – say that. Be clear and stay in your lane.

2. Script what you are going to say, practice it, then relax with it.

No one wants to listen to you read a script. You also don’t want to ramble on. (though honestly I’d take that over reading a script!) Be SO familiar with the words that you can be conversational in your delivery.

3. Remember your tone is key!

Your tone conveys meaning – caring, sarcasm, irritation, concern, and, yes, integrity. You want the listener to feel like you are enjoying this call, not checking them off a long list of calls to make. When you authentically care about your message it comes through in your tone. Ah…but same when you don’t really care.

4. This message is for a real person.

You may or may not personally know all the people you call. That’s ok. Either way you are leaving a message for a real person. Pause before a call to say the name. If you do know them, picture them in your mind. Smile and feel gratitude to be able to reach out to them.

5. Be a real person.

You may have 20 of these to make, but each one is an opportunity for you to be genuine. Don’t get concerned about needing to be “professional.”  Of course you don’t want to be flip or rude – but you also don’t want to be stiff and formal. Consider how you care about the mission you are representing – the values you must share with the person you are calling – the chance you have to show you care and deepen a relationship.

6. Pick a pace that is comfortable to listen to. Not too fast – not too slow.

You may be saying this for the 10^th time – it’s the first time they are hearing it. Not too fast – rather a comfortable speaking pace.

7. Calling you back.

If you are a volunteer, it depends on your comfort getting a call back. For staff, more likely you will want to give people a way to reach back out to you.

8. Make the message long enough to get the message across.

30 seconds to a minute is usually enough depending on the call purpose.

9. Some examples. (I’m using my client, the Michigan Animal Rescue League as an example. You are very smart and can adapt!)

Thank you

 “Hello, Gladys. Happy Holidays! This is Bill Smith and I’m delighted to serve on the Michigan Animal Rescue League Board. Your support means so much as we care for the animals we rescue. Thank you! (pause) Thank you for partnering with us. I am sincerely grateful. Gladys, no need to call me back, but if you do have any thoughts for me you can reach me at 608-772-xxxx. That’s (more slowly) 608-772-xxxx. Again, my thanks to you for being our friend and supporter. Best wishes for a bright and happy Holiday!”

Consider a year-end gift

“Hello, Gladys. It’s almost New Year’s eve! For many of our Michigan Animal Rescue League friends, it’s time to make your gift to support our caring work. This is Bill Smith, a member of the board. It’s important to me that you have everything you need to accomplish the gift you wish to make yet this year. You can call me back at 608-772-6777. That’s 608-772-6777. Or you can go to our website at www.marl.org and get connected there. Whatever you decide, know that we appreciate you and your partnership with us. Thank you and have a happy, happy holiday!”

Shorter

“Hello Gladys! It’s Bill Smith, a board member from the Michigan Animal Rescue League. I just want to say thank you for your generosity… and your caring. May your holidays be merry and filled with good times with your favorite four-legged friend!”

Shorter

“Hello Gladys! Our animal rescues thrive because of your generosity. Thank you for considering a gift to the Michigan Animal Rescue League yet this year.  Probably easiest to go to www.marl.org to make a gift. This is Bill Smith, a MARL board member. Know that whatever you decide, we appreciate having you part of our family and wish you happy holidays!”

Shorter

“Gladys – Bill Smith here from the Board of the Michigan Animal Rescue League. You make life so much better for our animals and the people they love. Thank you and happy holidays!”

10. Common mistakes to avoid and how to fix them.

• Talking too fast to be understood. SLOW down. Breath before you start.
• Talking too far away from the phone to be picked up clearly.
• Sounding like you are reading a script.
• Sounding like you are irritated with this whole thing!
• Forgetting to actually say, “Thank you!”
• You just want money.  Believe me, it comes through loud and clear.
• Trying to do too many things in this simple touch – confusing and overwhelming.

Easy way to fix it all?? 

• Be fully into the call. SMILE when you talk!
• Begin by remembering why this mission is dear to you.
• “See” a person on the other end and care about them.
• Look at this as a way to create a deeper relationship.

Our calling to serve non-profit missions thrives because of your generosity, caring and talent. Please always remember how deeply I value OUR relationship and the belief we share in artful and respectful fundraising. May you feel my love. Thank you! Joy to you! Happy Holidays to you!

Invest in JOY®