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Archive for category: Uncategorized

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Hoping to help you with these success stories and advice!

You know it was a ‘Proud Mom Moment’ with son, David…in his cap and gown…graduating from Berklee College of Music in Boston – a day I had looked forward to for a long time.

Well, he WAS in his cap and gown, but he was actually on our couch in Madison, Wisconsin.  Two laptops were open, one with the graduation live stream and the other with the family (including grandbaby, Chloe) in Zoom ‘gallery view’. As they read off David’s name we experienced his 3 seconds on the screen; his photo, town, and biggest musical influence. His answer, “My Mom and Dad.”

You know I cried. And it was a moment we will treasure forever. It was certainly not what I had looked forward to as David’s graduation, but it was good.

We have never experienced a time like this. But know YOU CAN be successful. YOU CAN create moments to be treasured, deepen relationships and inspire incredible generosity – right now amid COVID 19.

YOU CAN DO THIS – Success Stories and Advice.

I ask a few of my current clients to share a success and their advice for raising money now. Here’s just a few of the many nuggets I heard. It’s really a deep joy for me to be a part of inspiring generosity with them.

1. Embrace that YOU CAN learn from others. Yes, you all have unique circumstances, but don’t fall into that, “this would never work for me” trap. Celebrate the success of others and adapt them for your own success.

2. “You have to be brave. Relationships are worth fighting for.” Nancy Gerard, the Director of Development and Alumni Relations at Georgia Cumberland Academy is in the final million of $15M building campaign. The students are gone from this Adventist boarding school and many donors have outstanding campaign pledges. “I have intentionally left people off the list that are part of the campaign. I ran a list of past givers and strategically decided who I am going to talk to – past parents, board, donors – with the purpose of trying to re-engage people. Some of these calls have been bumpy but not one has been offended by being talked to. I ask for $5000. Some had not given since 2011 and it’s been wonderful reconnecting them to the Academy.”

3.  “This is exactly why we need this new building.” Shelley Wicks and Cliff McFerren of Simpson Memorial Home, a senior living facility, have experienced the virus. While residents want single rooms for more privacy, the virus is a powerful testimony to the safety the private rooms will afford the residents in the new building they are raising money for now.

4. “$100,000 came in over the weekend.” Development director, Jeff Usem, shared they received a tremendous outpouring of support over the weekend following Herzl Camp’s announcement that camp this summer was canceled – emotionally devastating for kids, staff and families. “It felt like going over the waterfall but then floating in the still water below.” This lesson is, “People can and want to help and NEED TO BE ASK.” Jeff had already been in touch with key camp supporters. During these conversations you must pivot and ask them to help with a specific gift.

5. “I can’t think of a time when Fundraising is more important in our world.” Betsy Warburton, CEO of Bethany Life, is reorganizing her whole team to determine the most critical funding priorities and strategize together to engage the folks they know best to make asks.  The needs list includes technology to help right now and also improvements to create better experiences Post-COVID. Remember – your donors want you to have a vision for getting to the other side.

6. “My newest Board member suggested a huge number of contacts to talk to.” Janet Keller, Executive Director of the Professional Dairy Producers Foundation, has been working hard with her board. For the most part, her current donors are some of the hardest hit financially by COVID-19. Thanks to her board, she now has a huge number of totally new prospective donors to talk to and engage because they were able to re-imagine the message of why they are important. It’s time for creativity in your message.

7. “A fundraising letter, only our second ever, is going out this week.”  Just moving into a Bloomerang database, only one year-end letter sent, brand new to this all, Diana Rich, UP Home Marketing and Development Director is reaching out during this, Nurses Month, to ask for gifts now from their fledgling list. We created a great message and she’s getting it out – all in about 5 days. It’s not personalized, it will be printed but it’s going out! All the while Diana is shopping for residents, home-schooling her kids and supporting her farming husband. TAKE IMPERFECT ACTION!

8. “We really do have a chance to be all we were made to be in the world!”  Sharon Bass, Executive Director, Volunteer Center of Lubbock, was delighted by a gift from a local foundation that gave her their final distribution. Why the Volunteer Center?  A legacy of service to the community…and a tribute to Sharon and her leadership there over the years. YOU are a big part of why people give.

God has made

“You can organize your life in such a way that you can actually do this (successful major gift work) now. You don’t have all these other rabbit holes to go down” says Nancy. To date Nancy has secured $100,000 from four donors (turns out one email ask, one phone ask, one face-time ask and one text ask) as a challenge to raise $100,000 from everyone else by year-end. Looks like the second $100,000 will be raised in the next few weeks! That’s $200,000 NEW MONEY for worthy student scholarships at GCA.

Janet said, “I can choose what I get done in a day and if I am feeling overwhelmed I can take a break outside.”  Diana shares that it almost feels a bit bi-polar some days, “I can feel sorry and bad but then I choose my own attitude and see how I can affect all the people around me by how I show up.” 

super hero

AB Orlik, Director of Development, Lussier Community Education Center, and working remotely after finishing up her own battle with cancer, added, “Thank you for training me to INCLUDE our donors as everyday heroes, walking with us, building together.” Her Spring appeal letter addressed all the “what if’s” of their summer program and has already secured more and larger gifts. She’s planning “thank you note” writing parties over zoom with her board and volunteers to continue, sort of, what they have done in the past.

My personal favorite, Jeff challenges you to “Find your own phone booth!” 

Indeed, you are the super heroes – connecting and inspiring generosity – even now. I appreciate you. Fly on!

May 13, 2020
https://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svg 0 0 Marcy Heim https://marcyheim.com/wp-content/uploads/2024/04/Marcy-Heim-logo.svg Marcy Heim2020-05-13 10:30:482024-02-19 09:16:26Hoping to help you with these success stories and advice!
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Stop feeding on the bottom. Major Gifts are at the top of the pyramid!

You are capable of great work now. Yes, now. 

COVID 19 is unprecedented and uncertain. In “times like this” you can bet folks will:

1- Cut discretionary spending.

2- Reduce costs – hunker down.

3- Reduce risk – even if they are guessing how to do that, and,

4- Follow the Herd. What are others doing? I better do that too.

It is important now to serve the top.

cairns

We constantly struggle with victim thinking in non-profits. Poor me. In this COVID-19 era it is even easier to contract, recoil and shrivel up. Fear sets in.  And you may find it difficult to practice patience and to keep the balance. 

Aim to serve the top. Resist feeding on the bottom. BE Kind and Bold!

Before I begin…I’m not saying we ignore smaller donors and don’t appreciate them.  I am saying that what you focus on, you grow.  If you focus on a workout program you will grow your fitness. If you focus on spending time with your kids, you will grow those relationships. If you focus on responding to scores of smaller givers, you will grow smaller gifts. If you focus on major givers, you will grow major gifts. If you focus on a sincere, holistic message – caring how they are during this pandemic and also caring they know how they can help you now, you will grow trust AND dollars.

What characterizes a major giver?

Here are 14 things to consider (AND FOCUS ON): 

  1. Major gifts come from donors who are doing well – even in this time – not those who are struggling.
  2. Major givers are proud of the gifts they give you. They are not looking at “give what you can” they are looking at “give what it takes to make a real difference.”
  3. Major givers are believers – low-end donors might dip their toe in but are still looking to be convinced.
  4. Major givers are generally easier to please and work with because they have a partner mind frame whereas smaller givers are looking for the free coffee mug.
  5. Major givers pay you higher respect. They realize the role you play in doing good and invest resources in your mission BECAUSE OF their relationship with YOU and their desire to help you implement your ideas.
  6. Major donors want solutions. They respond when you present bold options and see yourself at the other side of COVID-19. Future-focused!
  7. Major donors are not interested in how poverty-minded non-profits shrivel up in a race to the bottom. Desperation does not raise money.
  8. Major donors respond to seeing others investing in what you do at major levels. While you can design lower level giving options, Wal-Mart would have a tough time attracting high-end jewelry buyers.
  9. Like attracts like. Your major donors are your best source of people who want to help you get through this. They travel in the right circles.  Ask them to consider who shares their values and can help.
  10. If you’ve heard yourself say, “My donors have already made a campaign gift (or major pledge or whatever). They won’t give more.” Do we limit what we spend on our kids when they are in tough times? Or do we ask, “How can I help more?” Our major donors are like our family. In fact, there is a plethora of research that tells us major donors give MORE in tough times.
  11. Major donors, vested in your mission, expect great work. It is energizing, engaging and fun for you and your team to rise to that challenge. Donors looking for self-promotion expect perfect work. Even though they have no idea what it means to run your non-profit, they are high-maintenance – exhausting, and depressing for you and your team to put up with.
  12. Major donors value authentic, trusting relationships and once they’re in with you, they’ll come back for more. Why? Because they share ownership and joy in your success. Smaller donors react to transactions.
  13. Major donors approach you with new ideas and offer their real-world advice. Small donors want you to match their small thinking. Don’t fall for it.
  14. Non-profits that chase small donors are dependent on massive numbers of small transactions from mostly one-time givers. Non-profits that engage major donors thrive on small numbers of much larger, deeper, richer, and longer-lasting relationships with donors and friends who stay longer and give more.
growth

It’s your call – serve the top or serve the bottom. What you focus on, you grow.

April 22, 2020
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Tools for you- This too shall pass…now would be good

This too shall pass!

TOOLS for you to USE Right now!

I. Say these affirmations out loud every day!

“Something Gooooooodds Gonna Happen to Me!”

“I Create My Life!”

“We become what we think about!”

“People love to give me money!”

Your biggest tool to get through this comes from within.  Monitor everything you read and hear and see.  If you feel that sinking feeling – push it out of your life unless you must hear it for your work or family.  Surround yourself with actions, people and experiences that lift you up and watch your own words. Don’t make yourself sick! (you can, you know)

II. TALK to your MAJOR DONORS! – A SCRIPT

If you don’t have authentic relationships with your donors now, asking for their help will be difficult. Don’t blame the virus. It’s time to start down a different path. This from Jerry Panas, my mentor and friend, says it all…. 

“It’s a puzzling phenomenon. It may seem counterintuitive, but in tough financial times people actually give more. But they give to organizations they care about. Those organizations that have done an outstanding job of thanking them properly and often, and where they feel their gift has been celebrated and used effectively.”  Jerry Panas

I shared a coaching call with Christi Rossi, Director of Development at Diabetes-Youth-Families in Concord, California. She was working with her board to reach out to their major donors and wanted some help with a script.  Here are a few easy sentences that helped her and perhaps will help you, too.

Script for board members or development staff – WHAT YOU SAY is BOLD Italics

How are you and how are you managing this?

VERY important – SHUT UP and Listen for the answer. Leave a large pause.

If they say “fine.” Ask them

What has been the most significant challenge you have dealt with?

VERY important – SHUT UP and Listen for the answer. Leave a large pause.

Thank you for sharing this. And thank you for being part of our DYF family. (your organization here)

Tell them 2-3 actions you are taking:

  1. The importance of our work has not changed. We don’t have all the answers here, we only know we have to figure this out.
  2. We are creating new ways to do our remarkable work.
  3. We are experiencing these challenges – laying off staff etc – BUT focus on what you ARE doing to continue to serve others, not “poor me.”

Depending on their answers, or if you prefer to do this as a two-call process (depends on the depth of your relationships – if you were calling your mother you’d ask for help right now!) the call may STOP HERE –

BE SURE TO LAY OUT A NEXT STEP – We will be back in touch in 2 weeks to check in on you.

OR

1. So many of you have asked us how you can help us during this time.

a. Ask for advice on your new actions.

b. Ask for support, prayers, encouragement for your staff, recipients of your services, etc.

c. Ask for financial support using my 3-sentence ask (get your worksheet here www.marcyheim.com/askworksheet)

HAVE ONE WRITTEN For these times:

You have been our valuable and dependable friend, supporter and partner.

You understand how COVID-19 is challenging how we can (provide service)

Would you consider a gift of $______ to sustain our important work and team now?

2. Pause and Listen

3. Have two Next Step options at the ready.

a. If they are favorable – Thank you for this important help – (how to give)

b. If they want to think about it or no. – Thank you for considering this. I’ll be in touch again in a few weeks to see how you are getting along in this challenging time.

It is important to establish that they are important to you regardless of this giving decision.

III. Keep everyone informed – here’s a story using Call Multiplier

On a call with Olivia Mayer, Director of Donor Relations at Christian Living Communities and Cappella Living Solutions in Denver, Colorado, she shared they are using staff to record message updates about the care challenges in their facilities and what they are doing. Then, using Call Multiplier with an excel spreadsheet, they are reaching everyone in the “family” by phone to share giving updates, videos from the Chaplin, town hall meetings and how they can help.

Stay connected

Of course recipients of the calls can unsubscribe, but LESS THAN 1% have chosen to opt out.  In addition they are emailing and calling their major donors – the most often heard response, “Gosh it’s good to hear from you.”

IV. ASK moving forward – in addition to COVID-19 support

Working with VIP client, Betsy Warburton, and her team, a $50,000 gift was received NOW to name a new bus for this senior living facility in Story City, Iowa.  We are continuing to secure the remaining money needed.  While the bus won’t be on the road until all this is past, asking for this NOW helps your donors “get to the other side” of COVID-19.

In addition – with any campaigns or other big projects in the works…continue to ask for these, set up pledges with future start dates, remind donors of outstanding pledges, offer to combine COVID-19 giving as part of a longer pledge – basically anything that addresses today AND TOMORROW is inspiring now.

Remember, as overwhelmed, devastated, or disoriented as you might feel right now, the disruption to your life is real, but it will end.

Lift yourself up as a leader. Be someone your donors trust they can count on to channel their giving with focus and strength to get to the other side.

Chocolate bunny and flowers

May the coming weeks be filled with chocolate bunnies, gardening, virtual church or synagogue, and face time. This too shall pass, my friend, and you will get to the other side. I appreciate you. 

April 8, 2020
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Believe. Decide. Move Forward. Serve. Repeat.

Believe. Decide. Move Forward. Serve. Repeat.

I care about you.  Yes, be aware now and wash your hands and keep some space.

But MORE – be aware of what you are thinking. Please. It is your best defense.

Your success is not about the financial climate, it’s about your mental climate. Are you spewing poison or possibilities? What are you telling yourself – over and over and over?

  • “I can’t talk to donors now – I can’t meet with them anyway and besides everyone just wants to be left alone to deal with this thing.”
  • “It would be rude to ask for money now. Everyone’s scared – no one knows what’s going to happen.”
  • “What is everybody else doing – how can I get something out right away?”
  • “They don’t have toilet paper and I’m asking for money?”
  • “How will I be judged by others if I ask now?”
  • “I’m afraid.”

Uncertainty is the new norm.  Today you are told one thing. Tomorrow it is different. Ok. Make a decision. Then, as you learn more, make another decision and another.

caring

I firmly stand where I always have – YOU need to look inside yourself and find your authentic, caring relationships with YOUR major givers.  They want to help you now – just like they always have.  They want to hear from you. They want to know you care about them, how they are doing and how they can connect to your mission – now.

How they change the world hasn’t changed. Help them remember why they give. You exist to meet a certain need and that hasn’t changed. What they get from their giving hasn’t changed.

  • Students still need financial aid – AND perhaps even more with disruptions with their family earnings.
  • Homeless still need meals – and the folks who provide these meals need dollars right now to deal with the new challenges getting food out there.
  • Senior living centers still need staff to care for residents and money to fund new ideas to connect residents to family when they are locked down. 
  • Animal shelters still need food for the animals there.
  • FILL IN YOUR MISSION HERE!

This is really about YOU — and YOUR Mind shifting into fear.

You live – constantly – in either a Powerful State or Primal State of thinking and feeling. You can only be in one state at a time.

Powerful State            Primal State

Hope/Joy                     Stress/Anxiety

Gratitude                     Worry

Confidence                  Overwhelm

Optimism                     Anger

Abundance                  Lack

Expansive                   Contracted

You may be feeling the fear of this virus…feelings of anxiety and worry. In this state you cannot access your greatest creativity and productivity AND you can actually harm your body, heart and spirit.  

It is not about what you experience, but how you REACT to it. Your beliefs and feelings about what you are experiencing are your choice. Our beliefs build from our childhood – true or false – and by what we allow into our minds and what we say to ourselves.  

We become what we think about. Believe and Decide.

Believe

You put out energy when you believe…and even the smallest grain of incongruence is felt.  Help empower your beliefs by making them your DECISIONS. Feel the shift.

I believe…                                                         I’ve decided…

I will be successful raising money now.                           I will be successful raising money now. 

the virus will not block my fundraising success.               the virus will not block my fundraising success. 

my major donors are eager to hear from me.                   my major donors are eager to hear from me. 

donors know I care about them–not just their money       donors know I care about them–not just their money 

I will be safe from the virus.                                              I will be safe from the virus. 

people love to give me money!                                         people love to give me money! 

Believe. Decide. Move Forward. Serve. Repeat.

A decision has power. It has inevitability. It sets an intention.  Once you make a decision the actions – the “how” – becomes obvious and comfortable.

1.  Talk to your donors about giving – and major giving!

Are you texting, emailing, phoning and face-timing your donors right now? Good! Ask them how they’re doing. Ask them/share how you are managing your mission during this virus time. Ask them for their prayers and MONEY. Share a glass of wine over Zoom. Listen to them if business is rough right now. Reassure them you care about them ALL the time – not just when they have money to give you. We make assumptions donors won’t give now – just not true.  Tell them how their gifts and pledges will get us all through this. In 2008 and 2009 during the Great Recession, those we treated well and authentically gave larger amounts then they ever did before some right then, some when they could later. Let them know challenges, but stay upbeat!  (scroll down to see three efforts my clients are launching right now below)

2. Don’t shut down. Be aware of avoiding or distracted living right now.

Are you shutting down? Working from home is different. Checking out? TV, video games, 24/7 virus news? Stay vibrant. Walk, do house projects, set up time blocks to accomplish your work during consistent hours, STOP TALKING ABOUT THE VIRUS. Look ahead and plan ahead – you can always make a new decision if the situation changes.  STAY in motion. You will find you actually have MORE time working from home. Do those things you said you’d always do if only you had the time….

3. Use this time to beef up the back office.

Do you have missing information in your data base? Could you use more email addresses? Now is the perfect time to reach out with what you have and ask for the missing email, or cell phone, or winter address…these times make us all want to be certain we can stay in touch.  What is their preferred method of connecting? ASK! Create/Update Relationship Action Plans!

4. See the possibilities! Embrace them!

Ask yourself, “If I knew my giving was going to drop, what would I do differently to lift it up?” Now’s the time for NEW – NOT “We’re always done it this way.” Host mini-zoom major donor meet-ups. Have a non-event. (These have been going on for years for event-weary non-profits and their event-weary donors.) Sell the silent auction items online. But most important – continue the conversations with your major donors about how their gifts matter and make a difference.

Fear is

Your fear is more contagious, and more deadly, than this virus. It makes you contract. Your breathing comes fast. Your heart races and your body reacts making you more likely to get sick – fulfilling your fear!  Decide to be strong!

We will get through this. I promise. Trust me.

Believe. Decide. Move Forward. Serve. Repeat.

March 25, 2020
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What do you see?

What do you SEE?

You probably want this to be more complicated.

Simply put

Position, relationships, wealth, results.

And, it’s the same for the things you have but don’t want.  In reverse.  It’s that focus on “what if this or that happens” that becomes true.

I pulled off a whopper this year – I’m telling you – it was NOT good. When I got the news I just went – “Oh my goodness, I manifested this mess.”

Likewise, my entire business shifted and I take responsibility for my thinking that caused it.  I’ve been thinking I don’t have the bandwidth to both grow my speaking business AND my coaching and on-line programs. The result?  My speaking gigs are half.  My VIP and Accelerator clients have doubled. It’s ok, but I miss being on the plane headed to speak so it’s time to rework those thoughts! I’m thinking BOTH!

Like I said, you probably want this to be more complicated.

Quote Earl Nightingale

If you have ever heard me speak, you have heard this quote and been asked to repeat it OUT LOUD and with energy.

Why? Because your thoughts determine your life. This is just another way I remind you to tune in to your own thoughts about yourself and what your life contains. 

Tell me, what do you SEE?

Let’s look at some thoughts you might be seeing and thus, thinking….

  • “It’s going to be a real challenge dealing with Coronavirus (or the new tax laws or the election or whatever) this year. It will impact giving.”
  • “The financial environment plays a big role in our fundraising success.”
  • “The turnover in our office is going to prevent me from reaching my goals.”
  • “I’m so overwhelmed. There just isn’t enough time to get it all done.”

It’s never about the external environment; it’s always about YOUR INTERNAL ENVIRONMENT.

Like I said, you probably want this to be more complicated.

MMG 2020 Denver Class

Let me showcase just two stories from my MORE Major Gifts workshop participants. 

1. Kathy’s story. Prior to her current work, Kathy worked for over a decade with Garth Brooks – country music star – specifically with his amazing and large foundation. He shares about being in high school, just learning to play guitar. Garth bought T-shirts then for all his family and friends that said, “Garth Brooks World Tour.”  Kathy said that my mindset section in the workshop was a major ah-ha for her with regards to what buying those T-Shirts demonstrated about Garth’s self vision. Garth SAW his WORLD TOUR in high school and saw himself in it. It’s estimated he’s worth $330 million today. Kathy will never see herself the same way again. She has a new BOLDER VISION!

2. Alissa’s story. Prior to attending the workshop Alissa shared that a new DOD had been hired to whom she would now report. The new DOD decided she would take the current major donors and Alissa would get a new portfolio of never-given program past participants. By the end of the workshop, Alissa was glowing with the prospects of what her artful conversations with these older women could lead to in both outright and bequest giving. She sees her success, has a clear plan and I have no doubt she will be incredibly successful.  

Your success

See here is what I am thinking about now – “Every day I receive phone calls, texts, emails and letters inviting me to speak while my coaching clients enjoy my sessions.” Yep! It’s really that simple.  One of my MORE Major Gifts Accelerator members, Janet Keller, said this, “Sometimes one just needs to be repotted!”

YES! Time to repot your mind into a new, fresh pot! Push down the voices in your head that say you’re not enough, you could never do it. Push down the voices of others who say stupid stuff like, “Girls aren’t good at math” or you have to “Get them to open their wallets.”  See yourself in wonderful uplifting conversations with people who have the money and desire to do something significant. These folks see themselves making a major investment with a non-profit that mirrors their values and interests and vision.

You probably want this to be more complicated.  I’ll keep reminding you to see yourself in your success until you catch on!  With my hugs and love….

March 11, 2020
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Partner Best Practices for MORE Major Gifts

You can’t do it alone.

I don’t care how efficient you are, or think you are, you can only have so much fundraising success if you try to do it all yourself.

I get it…it takes a great deal of energy and patience to bring on a volunteer, board member or program staff to help out.  Sometimes it just doesn’t seem worth it.

It is.

“Every master was once a disaster.” This quote from T Harv Eker reminds us that whenever we are learning something new – even if we have natural gift for it, it takes time and practice. 

If it takes time and practice, why bother?

  1. If you believe your mission is worthy of support, you will constantly grow and change to do your work better.
  2. Your givers and prospective givers deserve to have the best experience with your organization/institution you can create, and engaging others deepens their relationship and makes it richer.
  3. While you can be the lead or key contact for your givers, being sure there are others sharing the relationship keeps them connected should you leave your position. This honors your donors and ensures they don’t feel lost without you there.  It’s the right thing to do.

Best Practices to Engage Partners in Major Giving Relationships

1. Have a plan for your donor first.

Do your homework. Consider what you already know about a giver and chart out potential next steps and giving options. This is YOUR job.

2. Consider partner personalities to best match partners and tasks.

Did you know that the greatest fear of folks 55 and under is public speaking? Choose wisely for the volunteer you ask to speak at the Rotary or Kiwanis for your latest project. Who’s comfortable on the internet, who works well with spreadsheets, who’s naturally warm and gracious and would make a great call partner?

3. Make tasks repeatable with many donors.

Once I worked with a $1.2M donor on sharing why he made his gift. While we started to work with one specific major giver, I asked him to help again and again—in exactly the same way.

4. Have your ask written and share it with your partners.

Write your ‘best guess’ ask using Marcy’s 3-sentence ask (www.marcyheim.com/askworksheet) and share this with partners. They can help you tweak it and support it!

5. Keep your partner relationships to the business at hand –NEVER a personal agenda.

Meeting with your board member to talk about her gift is NEVER the time to slip in a concern about the ED/CEO, criticize a priority, or have any other off-topic agenda. Never. (Look for more on this in the next TWO posts!)

6. Keep your partners accountable. Partners can have metrics too.

When you engage your partners to help, be clear on the what, why AND by when. Stay in touch reminding them and offering help if needed. Use board meetings to share board member actions taken.

7. Keep your partners in the information loop as to the donor status.

One consistent complaint I hear from Board, “They ask for my help, I do it and I never hear how it turned out.” I get it may take awhile – stay in touch.

8. Appreciate your partners in special and meaningful ways.

I sincerely believe we seek appreciation far more than recognition. Let your partners know they are helping and you are grateful in personal, authentic ways.

9. Remind them of the importance of their own giving/volunteering/serving stories. Yes, it is awkward to ask someone else to do something you haven’t done yourself. But it’s more than that. Why you gave and what it has meant to you is a story that brings JOY to the teller…and the listener.

10.Enhance their knowledge of our profession and artful development.

We don’t just go to lunch and receptions? Pulling your partners authentically into the process gives them hands-on experience about what we do to grow meaningful major-giving relationships.  MUCH more impactful than ‘telling’ them what we do.

Yes, it will take time to engage and coach a partner to help you with a major giver relationship. AND, YES, it will enhance the experience of your givers AND the partners. This will be reflected in the amount you raise – for sure! It will also inspire unexpected synergies and magnify amazing positive magic. Jump in! Start small but BEGIN!  I know you will be amazing!

February 26, 2020
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Competing with love!

Happy Valentines DayCompeting with love…..

Many would say competition is bad – generating a winner and a loser. I say when you compete from a place of love and caring, competition kindles that spark to be better than you were before.

Quote You can't look

Watching my beloved football I notice what the athletes do to compete at their very best. Competing to win! The purpose of competition is to bring out YOUR personal best! And, unlike football, as we generate generosity, we can go beyond winning and losing and actually enlarge the pot! Hear win-win!

How often did we lose a giver because the competition did a better job engaging and appreciating them? How often were they disappointed by our lack of vision where “meeting the operations budget” is our loftiest goal?

When we compete with love, we ask, “How can I perform better to create the perfect experience for our givers, our staff, our board and those we serve?” Feeling like we aren’t perfect can make us stops dead in our tracks. But I’d encourage you to instead ask, “What is the gap between now and perfect?” and out of love for your givers and your cause, work to narrow the gap.

Once you identify this perfection gap you are in a position to think clearly about what stays, what goes and what needs your time and attention.

Here’s your game plan for your loving competitive success…..

1. You operate with the highest professional standards.

Those who can sincerely mentally focus on what is best for the donor – not the cause or their bottom line – present themselves as genuinely authentic and trustworthy. As a result, you turn trust, loyalty and integrity into a competitive advantage that is impossible to beat.

2. You have a track record of superior results which creates a superior level of credibility.

This is about doing what you do well and directly connecting the donor to the results. “You have restored this prairie.” (Verses – with your gift we have restored this prairie). You celebrate every new success, large and small, boldly, proudly and confidently. Yes, overall goals can be daunting, but clearly communicating your results – and the impact of donor giving – is an unbeatable combination.

3. You are a well-prepared, highly competent and supremely confident professional who always plays to win.

This is about doing AND being. This is about losing the blame game “If only my board would help,”  “If only we had more staff, etc” and embracing and growing our unique strengths. It’s about shedding the stuff others can do for us and we aren’t good at. It’s about prioritizing reflection, self-improvement, family and being unplugged along with performance metrics.

4. You take great pride in what you do…and you bring everything you’ve got and then some.

Pride – celebrating God’s gift of YOU. Persistence – eager for the opportunity to try again and again. Humility – you GET to do this work and serve. Being mentally tough – knowing you become what you think about. Surrounding yourself with positive messaging and self-talk. Staying clear of the pot-stirrers, Nay Sayers and nightly news.

5. You are far outside your comfort zone. You exist to see how much suffering you can handle..how much inconvenience you can tolerate…and… how much heart, will and character you really have.

Sometimes we wonder, “What’s next?!” A series of unforeseen complications, we get the never-ending bug, kids are sick, financial hits, leadership changes, cat dies, cancer, blizzard. It is just all too much. Yet we take one step, and then another step – believing we will grow to be bigger than our challenges – and indeed we will.

No competition. No progress.

When you compete with love, you stir yourself up! You develop a powerful spirit from within. Raising more major gifts is not about the external financial environment. It’s about your internal mental environment.

Don’t be afraid. I’m sending you the peace of knowing you are loved, you are valued and you are appreciated. Each day you choose to step out into the world and share your unique gifts, you connect others to experiencing the joy of generosity.

SHINE ON!

Marcy Heim is a trusted authority in the development profession and helps organizations and educational institutions boost their major gift programs through artful, long-term relationship building that dramatically increases fundraising success while promoting increased staff job satisfaction. To receive a free chapter from Marcy’s book, Empower Your Board to Serve as Effective Development Ambassadors, click here.

Questions:  Contact KK Konicek at KK@MarcyHeim.com

February 12, 2020
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Create your own dog park to get more done!

Did you ever wonder if there was a way you could feel structured and free at the same time?

At all my presentations, I take a survey asking you to share your greatest challenge. ‘Managing time/overwhelm’ is always in the top three…. and often the top two – right up there with needing to raise More Major Gifts!

For most of us, every day is a frantic effort to get in one more thing, continuously reacting to email, posts, and text messages, and running between meetings and visits.  Many of us resent having each moment of our day calendared out – day after day after day. There’s no time for creating. No time to artfully compose letters, emails and texts so important after our personal visits. No time to invest in a new project plan – perhaps a new segmented mini-campaign. No time to create a system that would give us better consistency and even SAVE time. No time to just stare into space. No time to chat with our colleagues – just be social. No time to catch our kids’ games or shows without thinking about work.

No time.

If only we could just have an open day – we’d organize that sock drawer, clean our electronic files or plan ahead on the next trip. Yet when we DO get an open day – and we do on occasion, we don’t seem to get much done at all. It’s like we just want to putz. Rest. Stop.

Here are four ways for you to THINK about your time differently.

dog at park

1. Creating Dog Parks in your calendar.

Research tells us we need STRUCTURE to be FREE. What? Think about a dog in a dog park. Without the fence, the boundary, Fido is constrained on a tight leash. The fence boundaries provide the freedom to run!  Children will play harder and happier within a fenced playground.  At the fireworks, we define our ‘space’ with our lawn chairs and blankets.

Boundaries

And like Fido knows the park is ‘run time’ we can look forward to focusing on a specific action within boundaries. Free from distractions of other tasks and interruptions.  Remember, every time you look at your phone or email, you shift from YOUR priority to reacting to someone else’s priority.

Take your week.  Try blocking off 90 minutes twice each week for donor follow up tasks, 30 minutes twice each day to process email, 60-90 minutes a day to do your highlight (see #3) and 15 minutes just before lunch to make thank-you calls?  I block writing, coaching and highlight time daily, weekly or monthly. I also block up to three hours (2-90-minute segments) for big personal or professional projects that are ongoing periodically. Understand you may not get it all done within these times, but as you do this more, you better focus within these blocks and you get better at stopping distractions within these blocks. And – you will find you enjoy the work more because you are intentionally doing what YOU have decided is important and meaningful to your success.

2. Switch from the “to do” lists to a note pad and calendar. 

I read an interesting bit of research from the tech world. Highly successful folks are carrying a small notebook (and yes, a writing tool like a pen) for meeting notes, capturing random ideas and remembering tasks.  It’s more about journaling.  Many of us turn this into a written or electronic list of “to do’s”.  I call mine ‘Get to dos” to think about doing my tasks as opportunities, not a drudgery.  But I’m going toward cutting this step out and instead moving from my ‘journal’ to choosing when on my calendar I will do this and planning the time within the boundaries of everything else I have going. I find it helps me make better commitments to when I can get work done.  Sure…it may only be a ½ hour project, but it’s ½ hour I won’t have until next Wednesday.  Does this make sense? Play around with it and let me know

Make time3. Create a Highlight for each day – and do it!

Once again, let me recommend the book, Make Time. While I am not executing all the advice perfectly, I have adopted the idea of a daily “Highlight” and it’s a terrific tool to focus on what you really intend to do in your day.  Make time to read it!

4. Be eager with your time, not anxious or burdened.Eager and Happy

How do you FEEL as you begin your day? There was a time I found I looked at another full day of tasks and was feeling almost burdened, “Today I have to work on that speaking powerpoint.” Or “Today I have 3 coaching calls.” Sincerely…I LOVE speaking and coaching, so what was this about? I honestly ask myself, “If I could do anything I wanted, what else would I do right now?” I have worked all my life to do EXACTLY what I am doing now. I love to speak and work with my clients, walk and sing. So I remind myself of this with a calendar entry at 5 am every Monday. “Eager and happy to be here attitude” It reminds me I choose how to begin every day and I intentionally remind myself, “I love what I get to do!”

And through this all, remember that when you focus on perfection, you’re not doing the work to becoming good at moving forward from a mistake. You’ll have hiccups as you try new things. There are many things you cannot control. How you respond to those things ultimately determines whether or not you succeed. Embracing imperfection allows you to accept more risk, and in the process, grow. Be gentle with yourself and keep going.  Know I am always here, plugging for you, and filled with gratitude for the gift you are in composing our generous world!

Marcy Heim is a trusted authority in the development profession and helps organizations and educational institutions boost their major gift programs through artful, long-term relationship building that dramatically increases fundraising success while promoting increased staff job satisfaction. To receive a free chapter from Marcy’s book, Empower Your Board to Serve as Effective Development Ambassadors, click here.

Questions:  Contact KK Konicek at KK@MarcyHeim.com

January 22, 2020
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Patiently persist to your 2020!

Patient Persistence.

This isn’t about knocking on one door until the dang thing opens.

doorsIt’s about knocking on many doors. It’s about embracing plan B…or C..or…well there are 26 letters in the alphabet so really we get lots of chances.  It’s about trying again.

It’s about patiently persisting with your key, top prospective major donors….without getting stuck in that same list. Or connecting the same way.

It’s about doing the best you can given the time and energy you have – but persisting.

Nancy Gerard was juggling a family health situation and moving into a new home during the already jam-packed year-end holiday time. When calling key folks was simply no longer an option, she connected with 40 via text on New Year’s Day.  Here’s a sample of some of the text replies:

  1. “It is an honor to be a part of your ministry.  Happy New Year and continued blessings!”
  2. “It is our privilege to be a small part of the great progress at GCA…May God continue to bless and lead GCA.”
  3. “There is no greater work than investing in our young people.  Forever grateful for the years we’ve been a part of the GCA family.”
  4. “Thank you for your good work.”
  5. “It is an absolute honor to be associated with GCA.”
  6. “GCA has been a significant blessing to our kids and family.  Happy New Year!”
  7. “It is our privilege to partner with you and GCA!”

Wow!

Simple put, staying down is the only thing that will keep you down.

Be clear on where you are going, what you want to happen – not specifically how you’ll get there.

Persist with action.

Setting intentions is good.

This year you intend to have deeper conversations with those prospective major givers.  This year you intend to have more time with family. This year you intend to lose 20 pounds.

However, intentions, resolutions, goals, dreams and aspirations need execution.

Intentions never set up an appointment with a prospective giver.

Intentions never generated a deep listening conversation changing our conversations from transactions to transformations…and our giving along with it.

Intentions never raised a dime, endowed a program, provided shelter or saved a forest.

Take massive action. Take a small step.

Dream Big

  • You will dedicate a half day each week to actions that foster more major gifts, no matter the distractions.
  • You will attend at least 2 professional development sessions – even if you pay for them yourself.
  • You will reach out to connect with others – givers, partners, colleagues, friends – even if it is not the “perfect” step.

Persist with your own growth.

The key is to not give up…To believe in yourself…

This is about your mindset – your thinking.

Purpose of life..Eleanor Roosevelt

And trust that everything happening is for your highest and best good – even when it feels like you can barely make it through another day.

Believe that the universe is good. It’s not you against the world. Sow what you want to reap.

Serene tree, snow & sun

Believe that by being persistent, listening to your donors, genuinely caring about THEIR giving experience, not YOUR money, not “getting the money” but inspiring the investment to accomplish what the money does will bring you delightful outcomes.  Yes, money…but so much more.  Joy!

So, as we begin this new decade, STIR YOURSELF UP! Whatever you desire IS possible. You’re not alone on the journey. And, you can do this!

Believe in you! Believe in the power of a fresh start!

And have a fabulous new year, my friend.

Marcy Heim is a trusted authority in the development profession and helps organizations and educational institutions boost their major gift programs through artful, long-term relationship building that dramatically increases fundraising success while promoting increased staff job satisfaction. To receive a free chapter from Marcy’s book, Empower Your Board to Serve as Effective Development Ambassadors, click here.

Questions:  Contact KK Konicek at KK@MarcyHeim.com

January 8, 2020
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Wishing you Joy!

 

Marcy Heim is a trusted authority in the development profession and helps organizations and educational institutions boost their major gift programs through artful, long-term relationship building that dramatically increases fundraising success while promoting increased staff job satisfaction. To receive a free chapter from Marcy’s book, Empower Your Board to Serve as Effective Development Ambassadors, click here.

Questions:  Contact KK Konicek at KK@MarcyHeim.com

December 25, 2019
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