Generosity Archives - Page 13 of 17

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.

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.

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.

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.

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.

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.

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.

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?

If you believe your mission is worthy of support, you will constantly grow and change to do your work better.
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.
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 Day Competing 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.

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

3. 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.

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.

doors It’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:

“It is an honor to be a part of your ministry. Happy New Year and continued blessings!”
“It is our privilege to be a small part of the great progress at GCA…May God continue to bless and lead GCA.”
“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.”
“Thank you for your good work.”
“It is an absolute honor to be associated with GCA.”
“GCA has been a significant blessing to our kids and family. Happy New Year!”
“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.

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.

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

Uncategorized

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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Are you ready for PERFECT Vision?

YOU are wished JOY!

December is for DOING! And, DOING. And, DOING!!!!

And that’s ok.

Yikes have I been editing year-end letters. Remember – DIRECT LINE FROM DONATING TO DOING FOR DONORS! Your gift to them is their joy in doing your mission – make them feel it, smell it, taste it and rejoice in it!

I totally stole this article’s title from my dear friend, Keven Riggle’s, Christmas card. (Hmmm need to get them out, too! Anyone else feeling that?) Keven has for years served as photographer, historian and all-around positivity guy for the Kids from Wisconsin sing-dance troupe. He inspired my son, RJ, as part of this enormous ‘family’ of kids in the Kids and we are blessed and grateful for his presence in our lives.

But back to your PERFECT VISION! I am SO excited about this!

2020 Vision

Think about it. January 1^st, 2020 it begins. 2020 vision for one and all for a whole year!

What’s that we say, “Sure, it’s clear with 2020 hindsight…”

2020 Glasses

No MORE! You now will have 2020 vision for a whole year!

(This is your pause time to really think about what I just said)

What will it be like when you see perfectly in a few weeks?

You will see with perfect vision how your givers are feeling, what they need to hear and experience to engage with you….

You will clearly understand your teenager (or in my case, my 22-year-old)…

You will be clear on what the board wants…

You will see the best decision every time…and just go ahead and make it!

No doubts. You have 2020 foresight as well as hindsight.

How does knowing this make you feel? Empowered? Sure-footed? Confident? Loved?

confident woman

How will you go through your days once this extraordinary 2020 vision kicks in?

Why not just start now?

However they act – yep, you saw this and are ready to handle it.

Yep, you can react and flex to any obstacles…you saw them coming.

Yep, you can see your kid needs to experience this time.

Yep, you can see yourself SHINING!

Joy to you as you see clearly your next steps and embrace them with eagerness knowing what action to take. Empowered. Sure-footed. Confident. Loved.

You make spirits bright!

Invest in 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 11, 2019

Uncategorized

Don’t we-we on your Donors!

You really CAN make this shift! Really!

You all are working REALLY hard. You give your heart, energy and smarts to fix, enhance, inspire, lift up, prevent, support, and more… to make the world better.

I appreciate you and what you do.

Maya Angelou said it best, “You want to compose a good world. It’s an honorable and noble profession.”

Maya Angelo quote

Yes, you are in an honorable and noble profession.

But here’s the deal that you need to “get.”

If we have sincerely shared how the world is better because our donors gave, THEY will feel like THEY have done it! WoHOO!! Celebrate this!

“You reach the smallest communities in Wyoming with Science with your support of the Science Bus.”

“You have given a small child a coat and boots this winter and the gift of warmth.”

“You have made education possible for those who can’t meet tuition.”

“You put smiles on the faces of our senior residents with the music you provide.”

“You gave a homeless family a safe night’s rest.”

Heart community

Here’s my point. As I read all the year-end appeals, this is what I get.

“With your help, we are providing a safe space for homeless people.”

“Thank you for your continued support of _________(name) – fill in the blank.”

“We know _________(name) – fill in the blank “is important to you.”

“With your support, we do our great work.”

Folks, you need to get most of the “we” and “I” out of it.

But, you say, the donors don’t play the music at the assisted living facility (well not unless they’re Marcy – then they play at senior centers all the time – just saying). Donors don’t drive the bus and they sure don’t teach the science in remote areas. Donors don’t go out and buy the coat and boots.

Right – and you won’t either without their gifts. So really they DO make it happen. Yes, it wouldn’t happen without you, but it won’t happen without you connecting the dots for them to FEEL what their money DOES. And your year-end appeal, major gift letter, thank you post card, etc. will be so much more effective when you are willing to let go needing to be appreciated and recognized for what YOU and your organization are doing and just give it all to them.

I heard a story just last week about a donor who said, “I always give to operations – then I can take credit for everything wonderful X (non-profit) does!”

Bloomerang, a donor software, is so committed to this they actually have a piece of programming within the product that rewrites your appeals, created in cooperation with Tom Ahern, to count the “we”s and rewrite to “you”s.

True Marcy Heim story, “I bought a new accounting system for CTM – Children’s Theater of Madison – where I both performed and served on the board.” Now let me be really transparent here. What I REALLY did was take a paper ornament off a Christmas tree in the Theater lobby and wrote a check for several hundred dollars so CTM could get a new accounting system. I knew it would help them from my years on the Board and I figured not a lot of people would want to do that ‘tree wish’. But here’s the thing, I totally felt like I GOT THAT FOR THEM. But, of course, I never stepped foot in a store to buy any accounting software. But I “owned” that gift. I gave it with joy and I was thrilled to do it. So don’t go saying, “With Marcy’s help we bought a new accounting system and we set it up and we figured it out and we implemented it and we put in countless hours to get it running.”

It's not about the money.. it's about what the money does.

AND, the more the donor OWNS IT, the more they are connected to you.

Sure, you’ve been writing “we did this” for years and it has raised money. I am challenging you to understand that the more you make the donor feel THEY are totally accomplishing your work with their gift, the more satisfaction, joy and fulfillment they will feel as they give. Your relationships will be more real… and deep… and authentic. Their giving will be continuous and increase as you present opportunities for them to more good stuff!

And do you know what else? I know. I. Know. Just. How. Much. You. Do! And I appreciate you, celebrate you and respect the amazing talent and gift you are in the world. And remember that I am celebrating you even when sometimes your leadership could do a better job letting you know you are valued.

So take the “we,we” out of ALL your donor conversations. But be sure to lift up your fundraising colleagues, your accounting folks, your board, your receptionist, your program staff and your janitor. You will reap what you sow and you will be overwhelmed – yes overwhelmed…with appreciation. As you should be.

Invest in 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

November 27, 2019

Uncategorized

Year end Stress – GONE

Your Stress-Free, Year-End Success Questions to Ask

OVERWHELMED!

It’s like an epidemic this time of year. “How are you?” “Overwhelmed.”

Or, struggling, or crazy-busy, or don’t know how I will get it all done, or exhausted, or stressed or well, ok, but there is just so much.

Never be overwhelmed again. HOW? sticky notes on face

1. STOP SAYING YOU ARE OVERWHELMED!

Make a list of how you DON’T want to feel. What is the exact opposite? Stop and decide HOW YOU DO WANT TO FEEL! Then only speak that. Words are powerful. They fill our mind and “we become what we think about.” Stop saying you can’t focus, you can’t sleep, whatever. Stop putting what you DON’T WANT out to the universe. Say instead, “I am so glad that I am no longer OVERWHELMED!” Every.single.time.this.thought.enters.your.mind.

2. STOP being negative.

This time of year co-workers, family and donors can really bug you. Don’t say you want things to be different, to get along with everyone and embrace the spirit of the holidays, and then go to lunch and complain on and on about how stupid accounting is being, or how unfair your boss is, and that things are never gonna change!

3. START being positive.

It’s not enough to stop being negative. If you’ve been negative for a long time, it’s not easy to change. Negative people often have been hurt so often that they feel, “Well, if I don’t expect anything good to come out of this conversation, I won’t be disappointed.” “Happy Holidays, the world’s going to hell.” NO! You need to start saying the RIGHT THINGS and be positive.

lots of sticky notes 4. CLEAN UP THE CLUTTER

It piles up. Holiday cards, sticky notes, Memorandums of Agreement in the works, thank you letters to sign, notes, copies of checks, lists, fund reports, sticky notes, lots of half-started, half-finished. Stop, put on a pot of coffee and burn the midnight oil, but CLEAN IT UP, CLEAR IT UP. You can’t work your best when the piles around you are all screaming at you for your attention.

5. FROM NOW ON…..

Be willing to begin again, and again, and again…It’s easier to be negative than positive. You will be happier and more successful if you take on an attitude that is eager and happy to be here and every time you slip back (which can be 2 minutes after you read this) start again with “From now on, I will not talk about being overwhelmed.” “From now on, I will stop fearing a “no” to my ask.”

6. START – MOVE – LIGHTS – ACTION!

Today I walked to the bank – 3 miles – 16 degrees. Deposited 4 checks. Dark and cold versus lights and action!

well done sticky note

7. Control what you can control

If your ED simply does not want you to visit with someone – let it go. If key donors want to wait until next year and double up giving in 2020 to get past the new, larger standard tax deduction, set up lunch for January 6^th and celebrate the first gifts of 2020.

8. Make REAL priorities
Every morning I plan out my calendar with what I will do every minute. Key priorities fight for space on the calendar. Once I decide I am NOT doing something this day – it’s gone – done – until it gets a chance tomorrow. Making long lists you know in your gut you will NEVER get through is just plain stupid. Set yourself up to WIN EVERYDAY! FOCUS – What will bring in the most money RIGHT NOW?

9. ASK THE RIGHT QUESTIONS!

My MORE Major Gifts Accelerator members are amazing folks! We had a coaching call this week and shared the top question we will use to begin again every time we are “overwhelmed.” Here are some of my favorites from our coaching call.

Why is my confidence unwavering?

What if I don’t fail?

Why am I letting the board’s availability dictate my schedule for making visits?

What if I became laser focused?

Why am I so adept at shutting out the noise?

Why am I so perfectly equipped to make the decision on what database to get?

What if I go ALL-IN as the ROCKSTAR Marcy knows me to be?

I’d say you all should pick that one! And I’ll believe in you until you can catch up.

Invest in 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

November 13, 2019

Posts

Believe. Decide. Move Forward. Serve. Repeat.

What do you see?

Partner Best Practices for MORE Major Gifts

Competing with love!

Create your own dog park to get more done!

Patiently persist to your 2020!

Wishing you Joy!

Are you ready for PERFECT Vision?

Don’t we-we on your Donors!

Year end Stress – GONE

Let’s Connect

Stay Inspired!