Tag Archive for: AFP

Do you enjoy that zoom feature that lets us “improve our appearance” on zoom?  Works great  – try it if you haven’t yet.

You have a tremendous opportunity now to rebuild your life as we re-enter from the Land of Covid.  Whether you continued to come into the office this past year, spent months remote, or are still remote, the changes around us as colleagues, friends and family re-adjust impacts how we ALL work together- again.

One thing I know for sure – we befriended technology and it is here to stay!

This week I was honored to present the opening keynote, “Fear less, Raise more, SHINE ON!” at the APF Symposium in California.   It was a terrific experience and combined the talents of leadership from AFP San Fernando Valley, Santa Barbara & Venture Counties.

Great to be in California?  Actually, I delivered the keynote from Story City, Iowa – a town with a bit over 3000 folks at the Comfort Inn.  The staff there led by Manager Nick, placed me in the room closest to the router. I hauled my entire desktop, monitor, speakers, ring light, backdrop screen and all the power cords and extension cords with me and created my professional looking space from which to share my message. 

It was quite an experience and I came away feeling empowered with my new found skill in using tech.  As we come together again, know that using technology in our work is here to stay.

Here are my key messages around this.

1. Combining live events with special virtual experiences gives us a chance to reach different folks and THAT means better access for development officers with board and major donors as they partner with leadership on the virtual sessions.
2. Board meetings with virtual access will give us better attendance but demand that we have more one-on-one to build more authentic relationships with our board members.
3. Checking on virtual meeting preferences will be part of understanding your givers communications preferences. As you begin new relationships I encourage you to discover at the first conversation how they prefer to hear from you – text, email, phone, in person.  Add zoom and other virtual platforms to that list!
4. Creating new donor relationships will take deeper attention to their “modus operandi.”  The Kolbe test measures our relationship to data, systems, risk and processes. Get your own Kolbe results with “test A” at Kolbe.com and also consider that your team, board and donors may prefer to have a screen separating them.
5. Asks and other money conversations using texts, email, phone and zoom will be common.  One of my clients shared she had just texted two pledge reminders out – and both replied they would take care of it – thanks.
6. Building trust will require even higher follow through, clarity and consistency. You are going to have to pay close attention to setting up specific actions and completing them well to earn trust. Trust is at an all-time low and it’s our job to rekindle it for our work with our donors by doing what we say we are going to do.
7. Traditional methods will stand out. In person contacts will be cherished by most – even those who still are mainly remote or reluctant to meet yet. Drop off that loaf of bread, bag of chocolate chip cookies etc. with the update letter about your mission. Isolation is not good for the human spirit.
8. There’s going to be little patience with tech reluctance. If you want to go back to before all the tech – sorry – not going to happen.  Adopt a mindset that you like it.

These times are exciting and unclear.  Go about your days with as much patience and compassion as you can muster for others.  Give a super large dose to yourself!  The struggles others have adjusting now can sometimes surface in frustration and unkind comments that can hurt you.  The more you love yourself right now the more you can respond with grace and compassion.

Invest in JOY®

“For every thing, turn, turn, turn. There is a season, turn turn turn.

A time to be born, a time to die.”  (The Byrds – listen here.)

For Simone Joyaux, “one of the most thoughtful, inspirational, and provocative leaders in the philanthropic sector worldwide,” that time was May 2, 2021. She died from a massive stroke due to Cerebral Amyloid Angiopathy (CAA) a buildup of amyloid protein in the arteries in the brain. Her husband, Tom, said “Her arteries exploded. Her brain was destroyed”. 

Simone – Her work, her touch, her service lives on.  

We were together presenting at the AFP-Dallas Fort Worth Philanthropy in Action Conference in May, 2019. Paul Dunn and Renee Underwood created an amazing experience! In the photo, Simone is next to me in her signature colorful glasses. As I was beginning my luncheon keynote a tornado set in. Given the choice of heading to the basement or full speed ahead, the thought of over 600 “hangry” people influenced my vote to move forward. Simone was in the near front row. Smiling.

Simone was a leader in respecting and valuing the donor. She, and her non-profit communications guru husband, Tom Ahern, authored the Donor Centric Pledge. Tom tells me they wrote this together at a B&B in Tucson, AZ between hikes in the desert. Coming from 23 years raising major gifts at the University of Wisconsin Foundation, I was no stranger to donor-focused fundraising. It was prevalent within higher education, but was just beginning to take shape in many other non-profit sectors. It is reprinted below with Tom’s permission and in loving memory of Simone Joyaux. It’s a really important piece.

Two days after Simone’s passing, Charles Schultz, President of Crescendo, a highly respected planned gifts marketing firm, called to invite me to replace Simone as the keynote at their September 13-14 “Practical Planned Giving Conference.”  I told him I couldn’t replace Simone, but I would bring my message – Marcy Style – that certainly contained her influence. It’s an outstanding conference and perhaps you will join me there. https://www.crescendointeractive.com/training/ppgc.html

This all makes me vibrantly aware that we all are both irreplaceable and replaceable at the same time. Irreplaceable to those who love and value us, and replaceable to those who must keep moving forward – in the end – all of us. Tom shared that Simone’s doctor, Dr. Steven M. Greenberg, at Mass General in Boston said there was no cure and advised Simone,   “Just live your life as hard as you can.”

Seems like good advice for us all.  

Invest in JOY®

The Donor-Centric Pledge © Ahern and Joyaux.

Reprinted here with Tom’s permission in loving memory of Simone Joyaux

……..

From Keep Your Donors: The Guide to Better Communications and Stronger Relationships, by Tom Ahern and Simone Joyaux (John Wiley & Company Publishers, November 2007) 

We, [fill in the name of your nonprofit organization here], believe… 

1. That donors are essential to the success of our mission. 

2. That gifts are not “cash transactions.” Donors are not merely a bunch of interchangeable, easily replaceable credit cards, checkbooks and wallets. 

3. That no one “owes” us a gift just because our mission is worthy. 

4. That any person who chooses to become our donor has enormous potential to assist the mission. 

5. That having a program for developing a relationship with that donor is how organizations tap that enormous potential. 

6. That we waste that potential when donors are not promptly thanked. 

7. That “lifetime value of a donor” is the best (though often overlooked) way to evaluate “return on investment” in fundraising. 

8. That donors are more important than donations. Those who currently make small gifts are just as interesting to us as those who currently make large gifts. 

9. That acquiring first-time donors is easy but keeping those donors is hard. 

10. That many first-time gifts are no more than “impulse purchases” or “first dates.” 

11. That we’ll have to work harder for the second gift than we did for the first. 

12. That a prerequisite for above-average donor retention is a well-planned donor-centric communications program that begins with a welcome. 

13. That donors want to have faith in us, and that it’s our fault if they don’t. 

14. That donors want to make a difference in the world — and that our mission is one of many means to that end. 

15. That donors are investors. They invest in doing good. They expect their investment to prosper, or they’ll invest somewhere else. 

16. That we earn the donor’s trust by reporting on our accomplishments and efficiency. 17. That individual donors respond to our appeals for personal reasons we can only guess at. 

18. That asking a donor why she or he gave a first gift to us will likely lead to an amazingly revealing conversation. 

19. That fundraising serves the donors’ emotional needs as much as it serves the organization’s financial needs. 

20. That we are in the “feel good” business. Donors feel good when they help make the world a better place. 

21. That a prime goal of fundraising communications is to satisfy basic human needs such as the donor’s need to feel important and worthwhile. 

22. That the donor’s perspective defines what is a “major” gift.  (A repeat donor of $25 annual gifts who suddenly increases her gift ten-fold to $250, for instance, is making a major commitment that deserves special acknowledgement.)

23. That every first gift can open a door to an entirely new world for the donor, through participation in our cause. 

Invest in JOY®

SPRING into ACTION!

How and What to do..NOW

Each new quarter – especially the Spring quarter – empowers you to renew your determination to achieve your goals! One wheelbarrow at a time, I will spread 15 yards of mulch sheltering scores of beautiful plants! (my current quest)

Your mission – should you decide to accept it – is to change the world with your contributions of ideas, actions and spirit! (think Mission Impossible TV show – click here for 51 seconds of the theme song –https://www.youtube.com/watch?v=YBZ6GPCJcxM)

Impossible mission?  Nope! You do it every day – in big and small ways – touching scores of people – or a few. This new quarter is simply one of many opportunities to take a step. Every day, every hour, every minute is your chance to view the train wrecks in your days as course corrections – no drama needed. Your kind words and your masterful Major Gift asks shoot out positive energy – 10 times more powerful than negative – and you reach far into the wellbeing of those around you!

WOW!  Let’s SPRING into A C T I O N !  

A – Assess

Sort of back in the office, sort of not. Our donor visits, camps, programs, and board meetings will be taking on a more in-person approach! It is fuzzy and will continue to be blended to be sure, but it is time to get revved up for in-person life!

How? Block a day NOW to look at your past two-three years of mid-level and major givers – consider those who you want to inspire to a new level of investment. Really – a day just to look back and remember the names, your time with them, and perhaps connect with the people who know them better and prioritize the names.

C – Check in

“Happy Spring! How are you doing?” These next few weeks are the perfect time to plan for 15-20 personal contacts each month – in person when possible.

How? “You have been a caring friend of X.  You understand our important work better than most. Would you consider a chat to catch me up on how you are doing and share your thoughts about what we’re doing?”  (Marcy’s 3 sentence ask – get your ask worksheet here)

T – Together

Together with your Board and other givers, staff and key players revise and create Relationship Action Plans. MORE major gifts make the difference and now is the time to be planning your asks for this year…many of you may already have this done, but I am finding that we are just easing into it now.

How? Use my Relationship Action Plan as your guide.  (download Marcy’s graphic plan here)

I – Ideas

Get clear on what makes you, and your mission, “essential.”  Major gifts are critical to building your resilience in these remarkable times…critical to preparing you for whatever is ahead.

How?  Have as many conversations as you can with your stakeholders – board, donors, users, partners – about what values, perceptions, beliefs, drive their engagement with you – what is most meaningful to them. Why do they come to work? Why do they serve? Why do they give?  This is the critical to fueling your big vision.

O – Optimism

“We become what we think about.” (Earl Nightingale) There is NOTHING that will propel you forward more quickly than deciding to show up with joy and optimism every day.  It is always your choice. Your words are simply what you are thinking most – take care because these thoughts will become your life the soonest.

How? Be grateful that you GET TO DO THIS WORK! You don’t HAVE TO do anything. You are CALLED to inspire generosity.  Sure…be aware of, and DO those things that help you be hopeful and positive (walk, rest, read, whatever) but also block the noise of the world – trust me, you won’t miss a thing. SHINE ON!

N – NOW

Really truly and honestly, the only problem you have is thinking you have a problem – like not enough time. You can always take just one step. One wheel barrel load of mulch.  

“People who succeed have momentum. The more they succeed, the more they want to succeed, and the more they find a way to succeed. Similarly, when someone is failing, the tendency is to get on a downward spiral that can even become a self-fulfilling prophecy.” — Tony Robbins

An object in motion tends to stay in motion. An object at rest tends to stay at rest!

How? SPRING INTO ACTION!

Gosh you are so lucky and blessed to be YOU!

Invest in JOY®

Spring! Rebirth! New Energy!

New Relationships! New Prospective Givers!

Inspiring Artful Asking from the stage of EVOLVETwenty21 – the National Mobile & TeleDentistry Conference in Orlando – YES!! IN PERSON! Wow! What an eye-opener for me to take in the importance of ORAL Health in your total health! And amazing technology is, indeed, on the dental care horizon.

While many mobile care units are within for-profit ventures, increasingly these mobile units are game-changers for non-profit missions serving seniors and children who have limited access. Plus, these remarkable times have actually made mobile care SAFER than traditional clinics. 

For these mobile units and perhaps YOUR mission, how do we get our ducks in a row to start, or grow, our group of givers?

Have you ever really watched a momma duck? There was one in the pond at my convention Marriott. I watched her for a long time.  Do you know what? She takes off when one baby duck is by her and the rest scramble along.  I am NOT making this up.  They are NOT in a row! So don’t wait to get all your ducks in a row. BEGIN with one.

Here are 10 BASIC Steps to bringing in new potential givers to your mission.

STEP 1

That first duck needs to be your WHY?  Clearly the dental hygienists know exactly why they are pushing mobile care and what it means for the overall health of seniors and kids.  (The second I get back home I am going to get an appointment!)

If you are looking to begin or grow a base of supporters consider who else cares, values and believes in your WHY like you do and are in your service area. 

1. People with senior parents or relatives
2. People with children
3. Community leaders who want to foster strong communities
4. Business leaders who want a healthy workforce
5. People who had a serious dental health issue solved and they are grateful.
6. Folks that ‘get’ oral health.
7. All of the above who believe everyone should get good oral care.
8. Everyone who is part of the profession – certainly they should be key supporters.
9. Others I have missed???

STEP 2

Did you know that 80% of the $450 Billion given in 2019 came from individuals?  Only 5% came from corporations.  Often corporations have corporate giving committees or employee groups that weigh in on the corporation’s philanthropy – and this is just fine – but that means the leadership may have additional or different philanthropic goals than their own company.  Often when I begin working with a group they name every business up and down Main Street.  Wrong approach. Focus on individuals.

Think of folks with the ability to give AND who you feel believe in what you are trying to do.  From here get a small group of locals who really know people to help you determine who would be the best fit for your mission. You can hire or do research, but that’s best when you have hundreds of names to wade through.  In established non-profits there will already be an existing data base of people that support you. If you are just starting and you don’t have alumni, donors and friends yet, assemble as many names as you can think of who share a passion for your mission.

STEP 3

GIVE yourself.  Start a fund at the local community foundation, work with a non-profit partner, or create your own 501c3 (this is some work so you may wish to begin with a partner).  GIVE yourself – and everyone involved – give and give generously–FIRST. Bluntly, if you don’t believe in what you are doing enough to lead the way with your giving why should anyone else give? No, time doesn’t replace dollars. If you want to reap dollars you must sow dollars.

STEP 4

Remember, it’s not about the money – but what the money does – really does – so in our example – it gives those who need help getting oral care the gift of better overall heath, perhaps pain-free eating and a lovely smile. Begin the conversations by getting in touch with those you feel have the deepest interest in having mobile dentistry and a strong ability to give.  It is best if someone who knows the person can connect you, but if not, reach out and share that you are interested in providing mobile dental care and would appreciate a few minutes to get their ideas about your plans – NOT MONEY. If they ask if you are “after money” explain that eventually you want to make this project happen but right now you are really collecting insights and advice. You can ask for a conversation – in person, zoom or whatever using my 3-sentence ask. (www.marcyheim.com/askworksheet or low cost self-paced online program here). Don’t get into it until you are BOTH ready to have the conversation.

STEP 5

Some of your folks will be interested. Many will have good ideas. SHUT UP and listen. They should do 70% of the talking during your visit.  Don’t vomit all of your information over them or give them a big printed brochure.  Respect that they have something to contribute in terms of advice and ideas.  Before you leave, set up the next time you will get together to continue the conversation.

STEP 6

Have many conversations – and get smarter on how the resources for your project will be generated.  Create a simple one-pager that gives the key messages. Perhaps supplement this with a sheet of FAQ’s (frequently asked questions) you create from your conversations.  Try to have your first gift be significant – 30% of what you are trying to raise.  Then talk to the next folks who were interested and have money they could invest to provide two or three additional larger gifts.  Don’t take the total and say, “We need $100,000 so that’s 10 $10,000 gifts.” Don’t raise a bunch of little gifts – you’ll never get to your goal.

STEP 7

Write out Marcy’s 3-sentence ask for money for each of these next visits (www.marcyheim.com/askworksheet) . From your conversations you should now know #1 Why you are asking them, #2 That they understand the project’s importance and agree, and #3 that they are willing to consider a gift.  Set up an appointment to present your artful ask. If you can’t write it, you’re not ready to ask for money! Don’t propose on the first date. These relationships take time – and it’s the DONOR’s timeline – not yours.

STEP 8

Be ready to listen for additional points they need to understand better.  Why does the van cost so much? They are really asking, “Will my gift make a difference?” Be prepared with stories of the good success mobile clinics have had.  Perhaps have them visit a mobile clinic or talk to someone who was helped.  Be sure you set up another specific time to finalize their giving plans.

STEP 9

Yes, No, Maybe.  Speak your artful Ask. Take the time they need to feel right about investing.  It is THEIR timeline – not yours.

STEP 10

YES! They have agreed to give!  NOW….THANK THEM.  And continue to stay in touch with them to keep them up-to-date on how the fundraising and the mobile dental clinic is doing.  IF you give back to them sincere appreciation and clear information about what their giving has made happen – you will find they are eager to give again…and treasure you and how you helped them do good in the world.

Many of you are professional fundraisers who use sophisticated systems and processes to work with large numbers of donors.  But at the core of what we do is that magical match between the people who are determined to do good in the world and those who share our care and are inspired by our dream enough to partner with us. It’s just the best job ever!

To my many new friends in the mobile dentistry arena remember, big donors love big visions.  Be bold, be determined, be clear and be-lieve!  I believe in you and your opportunities for success.

For the rest of you—experienced, confident, bold, kind, respective and raising so much money, I hope this simply review brought you back to your, “Why” and maybe reduced some of that “How” stress that our work likes to throw on us. 

Smile and Shine!

Invest in JOY®

Script for sending Valentine’s love!

It’s tough to play Euchre with only 3…almost impossible, in fact. Bluntly then, when someone dies you generally replace the “couple” with another “couple.”  I mean, it takes 4 to play the card game. 

And so begins the challenging, and lonely, journey of being just one. And left out.

As one of the youngest fundraisers hired at the U of Wisconsin – dying was a long ways off and frankly, of no concern to me.  But as I grew closer and closer to my donors –vibrant couples who celebrated life-long learning and cutting-edge research, faculty/emeritus faculty members and their spouses, industry leaders who met their spouses at the UW….a different picture emerged.  One CAN be the loneliest number – especially at Valentine’s Day.  While your friends and family remember your birthday and key holidays after a death or divorce, Valentine’s Day is more a “couples-thing.”

As far back as 1984, I began sending Valentine notes – and sometimes children’s Valentines – silly almost – to all of my “solo” donors. Each one contained a personalized line after the traditional, “Roses are Red, Violets are blue….”  The response was overwhelming.

You may have your V-Day system in place…GREAT!  Yet, in these remarkable times, you may wish to change it up a bit. If this holiday goes by un-noticed in your shop – NOW is the time to take some action. Do check on in-person comfort for visits and cards, chocolate and flowers always draw a tear. REMEMBER – This is for MAJOR DONORS where you are creating an amazing donor experience.  You may well do a more generic mailing to your smaller donors and friends – but I’m talking about your personalized major donor experiences – folks you already know and are excited to deepen your relationship with.

Regardless of what you send, or if your budget prevents this, I believe our best action THIS YEAR is text or phone.  Did you know that leaving a message has been shown to be as effective as talking in person?

Here are sample scripts for sharing your thoughts – you can leave these as a message or the start of a short conversation. Use these or make up your own! Remember, I knew many of my donors for over 20 years — and we had close relationships – but do what is AUTHENTIC for you.  It’s the time to relax the “professional” piece – seems obvious, but in my coaching I know it’s not.

“Hi Gladys, Marcy here. Roses and Red, Violets are Blue, your Nutritional Science scholars love you and I do too!  Happy Valentine’s Day!”

“Happy Valentine’s Day, Tyron! It’s Marcy. Roses are Red, Violets are blue, basketball is rocking because of investors like you!  Thank you and On Wisconsin!”

“Victoria, Roses are Red, Violets are Blue, you shine so bright and we appreciate you! Happy Valentine’s Day.”

A few Valentine Greeting tips:

1. Each message needs to fit the donor you are connecting with.

2. As many as you reach, you reach – prioritize your list – those who have lost spouses/partners recently, or ever lost a spouse/partner, top 30 major donors, your board, key stakeholders, long-time donors at all levels, and those who will just love it!

3. You can batch enter these contact screens or enter the specific verse – better batched than nothing at all.

4. Past February 14? Who cares!  This Valentine-y time can be extended and will still be appreciated.  It’s never too late to send holiday cards, sympathy cards or Valentine’s greetings. 

5. Prepare to personally be flooded with JOY.  

Roses are Red, Violets are Blue – it’s an honor and a privilege to lift up philanthropy with you! May the chocolate flow.

Invest in JOY®