Tag Archive for: Generosity

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How will I get it all done? Get in the zone!

Ever feel, “Wowza! How will I get it all done?”

You are making time to be grateful to the people who have supported you in the past. You are reaching out to connect with, and serve, as many people as possible to help them accomplish their year-end giving goals. And you have a slew of events – family and mission – on your list to attend.

Let me help.help on file cabinet

You are only one person and one team. There are only 24 hours in each day. You have plenty of time just too many opportunities in which to invest this time. But, this isn’t just about setting priorities.

It’s about staying in the zone.

Getting into the vortex. Setting your mind to the task at hand with optimism. Embracing the chaos! I love this time of year. I love the energy! People coming at you over text, phone, mail, email, Facebook messenger, oh and in person! (my personal favorite!) Just wanting to share the magic of this most generous time of year!

But then something shifts. “How dare they? Don’t they know how busy I am?” “Stupid cookies!” “Presents! Don’t they have enough?” “Why can’t people get it together to give earlier?”

When we get out of whack we start shoving our family, donors and colleagues into the liability column instead of the blessing side. When we feel too busy to even be courteous we lose the spirit of giving thanks and appreciating our donors, our good work, ourselves.  When we are not, “in the mood” and snarky we can really set ourselves back by trying to continue to move forward.

So how do we get back in the zone?

STOP – Time for a reboot!

First off, what does it mean to be “in the zone?”

happy peopleIt’s when we come from a MINDSET that is eager towards life.  We tackle the next thing with vigor. We celebrate finding the perfect gift. (Wahaha)  We flow with creative giving options to share with our donors. The right questions appear on the tip of our tongues!

 

Try these tips…some will work better for you than others.

1. DISPEL LIMITING BELIEFS. “People are asked too much.” “They won’t give this year.” “I am not a good asker.” “My cause is not important enough.”  You cannot have something until you believe you can have it! Everything you want is on the other side of your limiting beliefs. Beliefs are not truths. They are your perceptions based upon your experiences and what you have been told.

2. DECIDE MONEY AND WEALTH ARE GOOD. This time of year we can get very self-righteous about money. Much of our society is wrapped up in a mindset that money is bad. We often hear words like “selfish” “entitled” “mean” “didn’t earn it themselves.” Consider portrayals of wealth on TV shows…Gilligan’s Island (remember that?) Dynasty. Undo the thought that poverty is more “holy.”

3. WRITE ASKS TO SET INTENTIONS. Who are the donors with the greatest capacity, interest and most ready to give yet this year. Write out your 3-sentence asks. Call them, “Hi and happy holidays! This is Marcy. We’re so honored and delighted you have chosen to invest in (our impact) in the past.  I want to be sure that I’m available to help you accomplish any giving goals you are considering for us yet this year.” Then be quiet. Let your words settle and let them speak. This is wonderful because it lets you know if they are interested or not. Often it triggers them to give! They just haven’t gotten around to it. Hear them saying, YES! Or, know you can plan to reconnect in 2019. Today I talked with Nancy Gerard…one of my VIP clients.  She said, “I have my year-end 3-sentence asks in front of me and I just keep reaching out, knowing they want to help.” That’s being in the zone.

Yoga pose with Sunset

4. WALK! STRETCH! SING! DANCE! By far when I talk to successful fundraisers, physically moving is the quickest way to get back into the zone. Whatever you do to keep movement in your days and joy in your step, don’t stop now! It’s more important than ever that you are able to maintain your joyful spirit and attitude. When I have a hectic speaking travel schedule on top of my client work, I forget how much I enjoy what I do.  Getting OUTSIDE is key for me. What refreshes you?  Think about it. I find most of my clients KNOW what re-energizes them, but they don’t do it!  A massive problem or challenge will SHRINK if you step away from it and MOVE…even for 5 minutes!

5. WHAT AM I GRATEFUL FOR? Ask this out loud and answer it out loud!

6. SOMETHING GOODS GONNA HAPPEN TO ME! I CREATE MY LIFE!Take back the knowledge and power that you create everything that is in your life and everything that is not.  You have no circumstances – you create them.

At my recent keynote in Seattle I reconnected with my good friend, Penelope Burk.  I love her research.  She documents that after believing in your mission and wanting to make a difference, donors gave because they were asked.  So now focus your energy on asking your donors to consider a gift to you…your mission. During these last few amazingly generous days of the year over a third of the charitable dollars are given. Whenever you slip out of the zone, STOP and get back into it. Remember that every positive step you take makes a difference for those you serve. Remember that every kind word lifts up your family and donors and colleagues. Remember that every smile on your face (even if you have to put it there sometimes) brightens your spirits. Breathe in this amazing work we GET TO DO each year end!

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

Thankful for You!

Giving thanks to YOU on Thanksgiving. Grateful for the good YOU unleash in the world!
image

I am thankful for

…Unending ways to continue to learn – if your not growing your dying – and I’m a-growing!

…My family… and you – the joy you bring to me, and to the world, and the gift I have been given to serve and inspire you. Thank you.

May your Thanksgiving Day, and every day, be filled with abundant gratitude, joy and love.

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

Scared of Year End?

Boo! Happy Halloween! November is here! Whoopee!  halloween with pumpkin

November 1st can be really scary if your giving numbers or metrics are not where they “should” be.  Are you reaching for the excuses?  Too many competing drives in the community…not enough staff….need more people in the pipeline…the new tax laws.

Let’s stop the blame game and embrace this generous time of year! It’s a great time to be raising money. The economy is strong and people are feeling comfortable with their resources! They are interested and willing to invest in causes important to them.

Set your intentions for success and let’s go!

Marcy’s Top 10 Year-End Tips

1. START NOW!

Whatever you intended to do before now, forget it. Just start today. Don’t freeze over what isn’t done. Adjust to what makes sense now and implement what you select to do with gusto.

dream big2. Dream BIG!

BIG donors want BIG VISIONS!  Meeting your budget short-fall is hardly inspiring. You can certainly ask for operations support, but tell that story in terms of what each dollar will do for the trees, cats, babies, students, elderly, abused person, gifted student, water quality… You must see a big, bold future for your organization and inspire your donors to see it too.

3. Decide on the biggest gift YOU are going to give!

Give with JOY! Be clear on why you give and be prepared to tell your own story! Stay excited and positive about giving and your organization.

4. Use partners and small groups.

The holidays are a perfect time to connect people. Bring along a board member (not to ask), another donor, another staff member. Make it fun! Talk about what others are doing to wrap up the giving year on a high note.

5. Reach out NOW to reconnect.

Send a personal email to everyone you would ideally like to talk to about a gift prior to the end of the year.  Write it as if you are writing to one person. “I was just thinking about you. Today we had the most wonderful thing happen here and I wanted to tell you about it. (story) Let’s connect before the end of the year. I’ll be in touch.”

6. CALL all of your larger PYBUNTS.  (past years but unfortunately not this)

These folks need a sincere reminder. You are probably part of their giving plans they just need prompting. Use this call to sort out who is considering a gift from the rest. “Hi, Marcy here. Just checking in to see if investing with us again this year is something you are considering.” Or “I want to be sure I am available to help you accomplish your year-end giving plans with us.” They will most likely say, “Yes, need to get thinking about this” or “No, I am not planning a gift this year.”  This lets you focus on the folks who want to give. Narrow the list.

7. Say “Thanks” with NO ASK.

‘Thank you’ with your hand out for more is a big turnoff for all donors.

“Giving thanks for you today!”  Be genuinely grateful for the gift THEY choose to make.

8. Identify 3 key messages that clearly describe your organization.

What do you want anyone to immediately think when they hear your organization’s name? Use your year-end visits to give everyone the vocabulary to talk about what you do. Say these phrases in every call, every time.  Whatever happens this year, you are setting up a strong mental link for enhanced future giving. Keep the focus on the heart. Donors give with their hearts and justify it with facts…later.

Gift wrapped brown9. Write/say everything with a Giver focus

‘Have you ever experienced this?’  ‘Remember when you were such and such?’  ‘You are important to the kids living in the shelter’.  All YOU!! Not ‘we’ and ‘I’. Remember it’s your donor’s timeline, interests and values you are connecting for good this holiday. Your words are containers of power.

 

10. ASK your BEST year-end MAJOR donors.

These are high in your “best guess” rating for Capacity, Interest and Readiness based on what you know. Remember, in response to surveys DONORS ranked, “I was asked” as the second highest reason they gave.  The first was belief in your mission and wanting to make a difference.  Use my 3-sentence ask! No judgment about the size or purpose or if they say it is not a fit.

GET OUT AND TALK TO PEOPLE! Don’t get distracted with year-end giving gimmicks and if you are a small staff, pick a few things….year-end letter, Giving Tuesday and 3 emails that last few days of the year. Do those well.

Invite others to invest! Be light-hearted, upbeat, fun and positive. Leave any snarkiness, politics, and whining out of your calls. Be someone others WANT to see! This is true even if your cause is more solemn.

There is still plenty of time to see your most IMPORTANT folks and artfully ask them to join you in doing your good work. Sometimes instead of running from something scary in your life it’s easier to learn not to be scared of it! Set you mind to success. Choose energy! Choose joy! Choose fun!  I know you can do it!

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

Thinking about Impact as you Ask this Year End (and always actually)

You are expected to raise money.  Your success fuels the work of yourraise money symbol organization.  It is very important and honorable work.

In just the past 3 weeks I’ve shared my belief in believingwith scores of folks in keynotes and sessions across the Midwest.  This week I’m with AFP-Lubbock, Texas. Wohoo!

How you THINK about your life and work has a great deal to do with your success at both.  For over twenty years I raised millions at the University of Wisconsin.  When I started consulting people would ask me, “What was your trick to raising that much money?  What was your secret strategy?”

That got me thinking about what I actually WAS doing. And, why were some of my team members so successful and others not so much?  I coached them all the same.

I discovered I was thinking differently about my work, our givers and wealth. And, my thinking and my beliefs clearly impacted my success. And you know what?  It also impacted my JOY!  I could give my team all kinds of “how to” training and inspiration but only they could change their beliefs, fears and thinking around our givers and wealth. Only you know what is in your heart. I didn’t (and still don’t) have any “tricks.”

Do you think raising money is a “necessary evil?”

Bring joyMoney is not evil and neither is raising it. You experience joy in giving the perfect gift to someone you care about. Giving money to a purpose you believe in also brings joy. Our work, then, is to authentically create feelings between your givers and the impact they have. This brings them joy in giving to your organization.

Remember my often used quote, “We become what we think about!”?  Our thinking is so important because it leads to our feelings…and our feelings stir up our actions and our actions create our results. So achieving the giving (and living, by the way) results you want, begins with how you are thinking about those results.

Do you want your family and friends to have experiences that make them fulfilled and joyful? Of course! This is not so different than what we want for our givers. How does experiencing and investing in us – our programs, projects and/or people make them feel? Because their feelings will lead them to the action of giving to make those results happen…again and again. Manipulative, high pressure asking leads only to resentment, not giving and certainly not repeat giving.

Much of stirring up strong feelings to give depends on how you describe the opportunity. Why? Those words create our thoughts around the project, donor and giving potential.  Do you connect the giving to the real impact?

When you use my 3-Sentence Ask™, the second sentence begins with “You understand” and reaffirms the donor’s understanding of the impact the gift you are asking for will have.

(Note: How does the donor understand the impact? The experiences, conversations, materials, whatever you provide for them as you engage the donor over time PRIOR to the Ask. If you don’t believe your donor DOES understand, you aren’t ready to ask!)

Let’s look at some examples. The first sentence is fine. The second sentence promotes more connection to impact.

“You understand the importance of having nature areas at our facility.”

“You understand a rose garden would provide fragrance and beauty for all our residents to enjoy.”

“You understand the importance of sponsorships for our event.”

“You understand how your sponsor investment will ensure our teachers can spend quality time with their students.”

OR

“You understand that your sponsorship will inspire a kid’s love affair with science.”

OR

“You understand that your sponsorship will ensure women have a safe place to escape abuse.”

How do you THINK about, and describe, the value you bring to those you support, help, nurture, protect, educate, or care for? That creates the magic, social good, or impact for your prospective giver to say an inspired, “Yes!”

Now let’s talk about buildings and equipment.  We spend thousands on architects. (sigh) Yes, our not-for-profit causes are, indeed, worthy of beautiful spaces. It IS important that we have the needed facilities to effectively and efficiently do our work. However, keep the focus on how this SPACE is worthy of the education, fun, healthcare, service, spiritual growth, safety, healing, hope, protection, sheltering, whatever that happens within it.

Back to my 3-Sentence Ask™

“You understand quality space for math is important for our school.”

“You understand how the “Math is Fun” space will dramatically improve math skills in grade school children.”

“You understand the Science Museum will be a proud destination within our state.

“You understand how the Science Museum will escalate interest, skills and knowledge of science in kids and their families throughout Wyoming.”

“You understand that the new Shelter will help expand our services to women.”

“You understand how our new Shelter will help more abused women feel safe.”

“You understand how the Community Foundation provides resources for scores of community projects.”

“You understand the Community Foundation helps your community remain the place the next generations want to raise their families.”

“You understand a new software program will make our organization more efficient.”

“You understand a new software program will provide key data to measure and improve our service to patients.”

Does this help you?  Connect to the impact beyond the project in your ask.

One final thought….as you go forth presenting major gift asks, please don’t “settle.”  As non-profits, we often feel we must “settle” for someone’s “donated” space, or left-over computers, or used office furniture. Perhaps we even consider this a tribute to our humility. We are grateful for whatever.  We may need to make these concessions in order to do the work for which we have a passion. But really this is victim thinking. Poor me. Have big dreams.

Examine how you think about what your organization does and get very clear on how to describe the impact in a tangible and person-focused way.  Your donors may support scholarships, but their impact is ensuring the educational growth of middle school students.

How do we think about where we want to be and not be frustrated with where we are now?

Each night as I lay in bed, I say, “I am so grateful for my life exactly the way it is now.  I’m so in love with everything I get to do – my family, my band and the people I get to speak to, coach, inspire and be with right now.  AND, I’m so excited to see what’s next! I’m joyful and eager for the next opportunity, to continue to learn and grow, to attract more wealth and to make everything I do for myself, my family and all those I serve even better!”

YOU make an impact! I am grateful for what you are doing right now….and for thinking about all you will do in the future!

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

Your opening line has a BIG impact on how your donors react and feel

Your opening line has a BIG impact on how your donors react and feel.

Notice, I didn’t start with, “How WE open OUR year-end messages…” or “The Artful Asker has a tremendous success record of year end giving results…”

Why?

It’s all about you.

It’s NOT about me.  It’s not about my company.

Sure…WE accomplish things together.  Sure, my MORE Major Gifts workshop propels folks to greater major giving success. Yep, my VIP clients raise millions working with me. Indeed, my Dream-Act-Achieve Coaching clients are happier and more productive! Blah, Blah, Blah. You don’t want to be sold. Neither do your donors.

It’s all about you.

How you show up to embrace these most generous months will determine your year-end results.  Talk TO your givers, not AT them. This is about your year-end letters and emails, annual reports, and impact brochures. Whatever you send…beginning now.

Before you begin… remember, the OUTSIDE of the envelope or SUBJECT line has to make it past the garbage and delete key.

You will enjoy these 10 tips for annual appeal letters! 

Then you will get to readGenerosity with hands an actual sample piece I’ve reworked to show you what I mean.

1.    The very first sentence needs to be directed to YOU and the very first paragraph needs to say it all. Really.

It may well be all they read.

2.    Your core message is only 4-5 sentences and bolded.

In a nutshell, what is your message?

  • You are important to us for your partnership and support.
  • Your giving has an impact. Thank you.
  • Yes, there is more to do.
  • Would you consider a gift now?
  • PS Big hug moment. Would you consider a gift now?

If you just read the bolded sentences, it should read like a mini-piece within the larger piece,  hang together and make sense.  The bolded sentences are all many will read…after the first line, or in place of the first line.

3.    Read whatever you write OUT LOUD.

How does it flow? If you stumble or gasp for breath reading it – shorten the sentences, use easier words to read. (That doesn’t mean dumbing it down)

4.    Use whatever length you need to tell the story.

There are successful, informative 4-page appeal letters BUT they are engaging and YOU-focused top to bottom.  I think it’s hard to write so I generally stick with one page.

5.    “Join me” flows from the signatory’s lips.

If the piece needs a signature, (appeal letter, message in year-end report, etc) the person signing this needs to be someone who can invite their giving from a place of giving too. It’s that simple.  Probably not the ED, Pastor, CEO. Who can say, “Join me in giving.”

6.    PS is your place for action and emotion

PS Only the first $10,000 in gifts received will be matched. Double your impact, now!

PS My wife, Julie, and I give because we so believe in these young people. Prayerfully consider joining us with your gift now so we can bring more students into the Chapel.

PS You can stop the hurting. Join us with your gift yet this year.

7.    Pictures still say 1000 words

Find great ones and make this as BIG as possible!

8.    ASK or THANK – not both

Have a single purpose for your correspondence. While you can always be grateful, when you are asking, ASK.  When you are saying, “Thank you”, don’t have your hand out for more. The donor deserves to have at least 3 pure thanks touches before you ask again.

9.    Make it easy to givemake it easy

Hire help to make it all work on the back end if you have to – make it easy to send in, press the button, whatever.

10.  REPEAT…and repeat….and repeat

Yes, even if it feels like it is too much.  Do it anyway, We are a society of second and third chances. We hit delete expecting it will come around again. We toss it thinking there will be another.

And Now…thanks for Nancy Gerard for letting me use her piece to launch the next phase of the campaign as an example.

Continuing the Mission…

The next stretch for success! 

We are delighted to report success in surpassing our first fundraising goal of $12 million for the Continuing the Mission initiative that was established in 2015!

Our goal was to raise funding for facilities, student support and program enhancements for Georgia-Cumberland Academy that would set this school on solid footing and prepare us for a bright future.  Now, three years into this initiative, our hearts are bursting with joy as we see what God has done through people like you and through the support of the Georgia-Cumberland Conference, foundations, and businesses.

Because of you we were able to dedicate and officially open the new Wally Fox Wellness Center, which includes a new large gym, cafeteria, classroom and fitness facilities.  Because of you, students are up early working out and improving their personal fitness.  Because of you we are able to host large events in our new gymnasium.  Because of you, students and staff are enjoying healthy meals in our new dining commons.  Because of you, groups are able to meet to accomplish important work in the new private dining room.

But we aren’t done yet!

As we take this Next Stretch for Success, we seek donors like you who are interested in naming opportunities to fund the completion of our new facilities and renovations of the existing spaces.

In our Next Stretch for Success, we will look for partners like you to help us reach our goals to fully fund the additional scholarships and endowments we need.

Finally, the Next Stretch for Success will find us seeking those who are interested in providing funding for strong, cutting edge programs such as sports, music, student life and campus ministries.

Thank you for partnering with us in the Next Stretch for Success!   

rewrite  Here’s Marcy’s Rewrite…

Continuing the Mission…

The next stretch for success! 

Thanks to you our first fundraising goal of $12 million for the Continuing the Mission initiative has been passed!

In 2015, you challenged us to set GCA on solid footing and prepare us for a bright future. To accomplish this we embraced a big vision to raise funds for facilities, student support and program enhancements. Now, three years into this initiative, our hearts are bursting with joy as we see what God has done through people like you and through the support of the Georgia-Cumberland Conference, foundations, and businesses.

Because of you we were able to dedicate and officially open the new Wally Fox Wellness Center, which includes a new large gym, cafeteria, classroom and fitness facilities.  Because of you, students are up early working out and improving their personal fitness.  Because of you we are able to host large events in our new gymnasium.  Because of you, students and staff are enjoying healthy meals in our new dining commons.  Because of you, groups are able to meet to accomplish important work in the new private dining room.

Because of you, our Next Stretch for Success is possible!

As we take this Next Stretch for Success, partners like you interested in naming opportunities will fund the completion of our new facilities and renovations of the existing spaces.

In this Next Stretch for Success, partners like you will help fully fund the additional scholarships and endowments needed for our students to experience GCA.

And, in this the Next Stretch for Success partners like you will invest in funding for strong, cutting edge programs important to you, such as sports, music, student life and campus ministries.

Thank you! We have every confidence that God will stir our hearts as we take this Next Stretch for Success together! 

Get writing!  I’ll share some emails next time.

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

“You can’t have fun without Excellence.” – Get BOTH in YOUR Year-End Results

Professor Mike Leckrone, 82, is completing his 50th year directing the Marcy Trumpet with Prof MikeUniversity of Wisconsin Marching Band. He shared his plans with humor. “My doctors said I needed to slow down… so I’m looking for new doctors.” For most of my undergrad years the band was not open to women. Sensing this was Mike’s last year directing, I was determined to fulfill a life-long goal and be a part of it – even if only for a few hours on the practice field enrolled as a ‘special student.’ No matter if you’re 18 or 80 getting into the band is based on mastering the unique marching style, endurance, musicianship AND how far above 100% you push.

Professor Leckrone knows my fundraising for the band endowment, as a band donor myself and jumping at his invitation to sing in his famous Varsity Band Concert (you can see it here).

Mike said, “You can’t have fun without excellence!” to more than 350 returning and prospective band members, me among them, after the 4th day of the rigorous try-outs.  Now let me connect the dots on how this applies to your Year-End fundraising.  Your year-end results CAN be fun to achieve…but only with excellence in planning and execution.Planning

1. Get ahead of the (football) game.

Mike is creating his football shows MONTHS ahead. The band is over-prepared and early for everything.

My clients have heard this since mid-August.  I get really riled up this time of year.  Why?  Because I KNOW that if we just start THINKING about Year-End NOW we will have both more fun and better results.

NOW is the TIME to start thinking and planning for Year-End.

You know it is coming. And I will promise you there will be hiccups to deal with along the way.

Ask….

  • What can I do NOW to make everything flow more smoothly?
  • What went well last year?
  • What was a complete panic where I said, “NEVER AGAIN!”
  • Did I ever feel bad about my family last year…(sigh)?

Stop. Reflect. Think. NOW.

Right now go to your calendar and set aside 1-2 hours with your laptop or a yellow pad and just remember last year.

  • Were you frantic to get important year-end major donor appointments?
  • Did you pay extra to get the year-end letters printed and mailed?
  • Was there a big typo in a year-end email?
  • Were you running like crazy to be ready to celebrate Rosh Hashanah last week?
  • Were you wrapping Christmas gifts at 2 am the night before Christmas?
  • Did you fall asleep at the Thanksgiving table?

When you get a head start

I am talking your WHOLE life – not just your work.  Do a full brain dump onto a piece of paper or into a word doc. I used to groan loudly and say, “Why do these stupid stores have Halloween out already?” They are helping you get going and you need to start NOW. At this writing, my house is decorated for Halloween.  NO candy yet – it would be consumed by Halloween, but I will enjoy these decorations for 2 full months.

2. Draft your 3 KEY Messages and overall theme.

Whenever someone hears your organization’s name…what do they think?

What do you WANT them to think?

Theme:

“Investing in tomorrow’s leaders with XYZ yields big dividends.”

Key messages:

“Our participants rise above self-doubt.”

“Our graduates change health care and science literacy in their communities.”

“Your giving supports 1287 participants in 32 counties just like Joe from Mayville (his story).”

I know you are supposed to create your overall theme first, but I think FIRST write up your 3 KEY MESSAGES and they will lead you to the overall theme.  Then pick the theme, colors, photos, etc for everything.  Get everyone together and have a blast doing this. (Wine helps)

3. Relationship Building

Professor Leckrone has 50 years of UW students, band members (some multi-generation), band families, 80,000+ fans at the football games, athletic partners, band concert attendees most of whom he has inspired in person. Sure, he has a zillion likes on Facebook, but that’s never used to REPLACE personal connections – only enhance them.

NOW…make a list of every potential major donor visit you want to have between now and December 15th.  Call, text, write, all of these folks – NOW.  Your message?  “This happened today (10 word story) and it made me think of you and how much we appreciate you.”  For those prospective major donors you must see prior to year-end say, “I promise to be in touch again to set up some time for us to get together before the year is through.”  Your next call is, “Remember I promised to be in touch….”  This one thing will make you SO much more comfortable setting up your year-end donor visits.  Alternately, you don’t do anything now and you feel like a money-grubber in a panic calling in November and December for that year-end gift.  You are kicking yourself for not reaching out SOMEHOW.  Do it now.

Take the same action for your annual appeal work.  “Giving Tuesday – Hold the date now!”  “Look for how you can be a part of our annual Work-Study program success – you’ll get a letter in November.”  “Like the last minute to give? (13% of all donors do!) Look for 3 amazing stories to wrap up the last three days of your year with us.”

4. Show Appreciation

Professor Leckrone talks about everyone else who has made the band great — the Athletic Department, parents, Professors, fans….constantly giving specific examples of how THEY supported the band and shared Badger Spirit.  In reality, Mike makes the band great and sometimes these very groups get in the way of the band’s success.  Mike makes them ALL PARTNERS in the success of the band.

For your most MAJOR DONORS, ask, “What can I do so you really understand just how much I appreciate you?”  They will tell you and they will enjoy the question.  Listen and do it.

Think of creating a steady stream of appreciation….involving as many others as possible all with a single focus – expressing sincere and specific thanks – with NO ASK!

Phone calls from your board, staff, volunteers and recipients…Script this.  “Thank you…I am simply calling to say, “Thank you for sharing the vision, values and goals of XYZ.”  Shut up and hang up. NO ask!

heart

Mail a postcard. Send an email.  THANKS with NO ASKS!  Just results of giving.  Just impact of giving. Just the JOY OF GIVING!  This is FUN!

Thank your family and close friends.   Wish them well for the holidays.

5. Block your time NOW

Marching Band practice is 3-5 pm every day during football season…plus some extra for music rehearsals.  When you are in the band, you block off ALL this time and then get everything else done around it.

Time to planAs you approach year-end, block off your time now for MAJOR GIFT SUCCESS!  Here’s how.

1. For larger organizations – get the plan together TOGETHER!

2. When you juggle many things…..MOST time for your major gift calls.

3. WRITE ALL YOUR YEAR-END MAJOR GIFT ASKS BEFORE OCT 1st!  If you don’t know what to ask for, write your best guess and get an appointment to test your ask.

4. Take off for the most important family traditions, school shows with the kids, etc.

5. Who do you need with you on your calls? Connect with them and get open dates to use in setting up visits.

6. Schedule work blocks to create postcards, appeal letters, and year-end emails.  Share for input as needed but remember…YOU are the development professional!   Do these in the order they need to launch.  Delegate whenever possible.  Remember – simple, clear, direct. NO jargon. Few we’s and I’s.

6. Define Excellence!

Notice that excellence is NOT perfection.  Seeking perfection stymies our productivity.  Embrace the notion that it is “good enough.”  (This took me forever to grasp – seemed like failure somehow.)

Does it help the giver make the giving decision that will bring them joy?

Do you make it easy to give?

Do you give them a second and third chance? (It’s a busy time you know!)

Have you made your own gift joyfully?

Excellence is doing those things well that add to your results.  It is NOT doing Make things much betterthe newest, latest greatest thing. It is not doing everything. It is resisting those “distractions” that everyone is talking about.

You can’t have fun without excellence.  A small shift in your thinking will yield big results.  YOU can have fun this year-end and experience excellent success.  I believe it for you.  And when you believe, you’ll be believed!

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

Wanna Do EVERYTHING Better?

Do you agree there’s magic in Three’s? number 3

The research will support you on this.  Going to the store for three things?  You say them to yourself. Ok. Four?  Probably need to write a list. There is something “doable” and memorable about three. This is important to understand in both your major gift development work…and your life.  And you know I want BOTH to ROCK for you!

Why is this practice of three important?

  1. Clarity – we can take it in verbally and in writing.
  2. Priority – what REALLY is the first priority?  The ole’ “urgent” vs “important” conundrum.
  3. Mindset peace – managing three of anything does not feel overwhelming for most.

While this applies to EVERYTHING you want to do better, let me share three (of course) examples of applying the Practice of Three:

  1. Year-end appeals (it’s time to be planning these!)
  2. Major donor relationships (where your transformative giving happens!)
  3. Your day, Your week, Your life (where you get your so-important personal JOY!)

Clarity, priority & mindset

Year-end appeals (it’s time to be planning these!)

It’s that time of year. Start now in planning and creating a successful year-end appeal process.  This includes the direct mail, email, social media and sometimes annual fund personal visits to inspire the most generosity during the historically most generous time of year.

3 messages

How can the Practice of Three help you?

1. Create your Three KEY MESSAGES about your impact, complete with a story for each.  Don’t go wandering off from these in ANY communication or toss in a last-minute additional idea. FOCUS! When anyone – donors, board, recipients, volunteer, community – thinks about you, what immediately comes to their minds?  Sure, change up the format to fit the delivery method, but don’t waver from the THREE key messages.

2. Create your Three (or multiples of 3) touches.  How many total messages you send depends on what you can manage well, given your unique circumstances.

3. In all your messages, are you vomiting information on them?  Be sure each letter, email, text, post has three, and only three total “things” going on.  For example, “update story, opportunity to invest, clear ask.”

Major donor relationships (where your transformative giving happens!)

Let’s look at three components of creating high-value Major Donor Relationships. 

1. Marcy’s Major Donor visits

Prior to each visit consider what three goals you want to accomplish on the visit.  These might be 1) build rapport, appreciate and learn something about your giver, 2) deliver up to three key messages about your organization’s impact and options for investment and 3) set up a clear next step.

2. Marcy’s Major Donor letter

For my 20+ successful years personally raising major (5-7 figure) gifts, I structured every correspondence with three elements. These were 1) sincere appreciation, 2) copy around options for them in terms of dollars required to accomplish a certain impact and 3) the next action for them to look forward to.

3. Marcy’s 3-sentence ask

Since the Fundraising and Development Conference was launched at the University of Wisconsin 25 years ago, I’ve been teaching my 3-sentence ask.  (Go here for a download of the worksheet).  In a nutshell, you create three sentences; You have (a sincere compliment about them and their relationship with you). You understand (their connection to this ask). Would you consider a gift of ($____) for (project/purpose).

Your day, Your week, Your life (where you get your so-important personal JOY!)

Overwhelmed? Most of us have moments of this daily. Managing it requires many practices and the simplicity of three can be a major step towards enjoying the journey of life more.

3 keys

1. Your Day

Your three steps…1) Begin your day with STATING LOUDLY, “I CREATE MY LIFE!” This declares that you are taking personal responsibility for what happens in your day. You are not a victim of circumstances.  Life does not happen TO you. YOU are in the driver’s seat.  Then, 2) What will move your most important goals forward today? What three actions must you take to smile at day’s end? DO these. And finally, 3) Give thanks each day for all that is good in your life.

2. Your Week

My VIP clients all complete my 7-Day Summit each week and have an accountability call with me. They credit this practice as the single most critical piece of their success in accomplishing both personal and professional goals.  Within this summit, we lay out the three top priorities for the next week in addition to exploring both mindset and methods factors that contributed to the week they experienced.

3. Your Life

They are those who make the simple complex (but oh are they busy) and those who make the complex simple.  Truly it is peeling away the layers of needless jargon, comparison, and getting caught up in the drama of the day that leaves room for the white space where you can enjoy your life.  Creating three simple ideas about what makes your life ideal sets this as an intention.  Our words become our thoughts and our thoughts become our feelings which in turn dictate how we take the action that leads to our results. Whew! A long journey to get something done!

My wish for you is to apply the Practice of Three imperfectly.  Keep giving it a whirl and you will discover that it sets clear intentions for your work and life.  “Everything” is NOT due today.  “Everyone” is NOT expecting something from you.  “Everybody” is NOT wanting one thing more from you.

“Today before Tomorrow.”  Enjoy this great work and life we “GET” to lead!

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

Four Tips to Finding Fulfillment in Fundraising!

You could feel the excitement as the dots connected at my MORE Major Gifts workshop! Artful relationship MORE Major Gifts group Aug 2018 management! YES!

This class, for the first time, contained a Board President, Director of Development and Development Assistant – all from the same organization!   You can be sure they will meet a massive year-end matching challenge after attending together!  WoHOO!

Regardless of the role you play, funding your mission is fulfilling like nothing else!

It can also be overwhelming and frustrating.  We ALL share a common theme of too many distractions, too many tasks to get done, too much pulling us away from major gift work and just too much.

Here are Four Tips for Finding YOURSELF on the “Fulfilled” side of the equation.

 4 Tips for Finding Fulfillment in Fundraising!fulfillment

1. Focus; If only we could focus on being focused!

  • Phone calls, Email messages, Text messages, Notifications, Facebook updates, LinkedIn requests, Instagram, Snap, Twitter feeds, and mindless YouTube videos all scream…LOOK AT ME.
  • TV ads, Magazines, Bumper stickers, Car wraps and Billboards scream…LOOK AT ME!
  • Today’s news “crisis” Colorful banner ads, pop windows, click bait, fake news, unwanted survey’s, sensational and misleading headlines, endless hyperlinks all BEG for your click.

The goal of these relentless, aggressive siren songs from our environment?  Divert your attention so that what was once yours is now theirs – your focus. Your attention, energy, money (whatever) is now focused on them. Is it really any surprise that we are becoming less efficient, lagging in productivity and feeling more scattered?

The answer: Make the complex SIMPLE.

  • Ask yourself, “What will I do today to move my most important relationships forward?”
  • Skip a day on social media
  • Turn off the TV and don’t listen to the news or at least don’t go into drama over it
  • Start each day with gratitude calls – gratitude brings clarity
  • Listen to music with no vocals – just music
  • Reduce options in your life – Fewer restaurants, fewer activities. This sounds limiting, but actually will bring you calm.
  • Create a short “Yes” list of key priorities and stick to it. Say, “No” more.
  • Pile everything on your desk into one pile at the end of the day – looking less cluttered looks simpler when you come in tomorrow.
  • Keep a list of the day’s GET To Do’s (5 max) posted in the same place – in clear view
  • Schedule the 5 most important tasks you are doing in the day as appointments
  • When something takes you away – a donor drops in, great gift in the mail – say, “I choose to welcome this new action into my day” and embrace it, welcome it. This lets you be joyful instead of resentful.
  • Be completely quiet and still for 5 minutes and breath
  • Make your bed

2. Forward Thinking

You crack up if you are constantly looking in the rear-view mirror. Drive your car and your life the same – with forward thinking.

  • Stop saying, “You always…” about others or yourself. That drags along the past and doesn’t acknowledge that people can change.
  • Each morning you get to decide how you will walk through your day.  “I create my Life!”
  • Look forward to the results you want – have goals that excite you!
  • Talk as if the results you want have already happened. “When we complete this new building drive the new exhibits will wow our young science visitors!”
  • Talk about your donors as investors.  “With John’s investment and Sarah’s investment we will take a giant step forward.”  Talk about these gifts coming in – it will pull you into taking actions with the donors because you get eager to have the result you are talking about.
  • Endowments will ensure good continues.  Talk about endowment and the future. Have a great donor story to share and share it a lot!
  • ONLY look back at the end of each day to CELEBRATE what you DID get done this day!

3. Fun

Another day, another 24 hours of overwhelming demands. NO! Laugh. Just people laughinglaugh. It’s possible. Everyone will wonder what is going on.

  • Smile
  • Bring healthy food to share
  • Learn 3 corny, funny jokes…ie What did one sidewalk say to the other sidewalk?  Meet you on the corner.  HAHAHAHAHA.
  • Say nice things to others with energy and sincerity.
  • Blow bubbles.
  • Send flowers.
  • Leave little notes on your colleagues’ desks.
  • Be fun to be with.
  • Say, “I GET to do this work.” Shake this feeling of “Have to.” You picked this work and it is wonderful work – don’t allow it to become a mental chore for you.

4. Friendships

Funerals aren’t the only time to appreciate those around you as “friends.”

  • Have you gathered a group of “friends” that gripe about the world being distressing?  Do you engage in the drama or, as Nelson Mandela would advise, rise above it?
  • Hug a porcupine. We share the same values. Practice truly appreciating that someone believes exactly the opposite you do.  They are not stupid, or not enlightened, or wrong or bad. They just don’t believe what you do.
  • Take a suspicious view of “facts.”  As a scientist, my research would involve collecting data, analyzing that data, interpreting that data and inferring information from it. There were many opportunities to accidently or on purpose skew the results.  And you never “finish.” Tomorrow there will be a deeper level of understanding that changes everything you once believed as fact.  Butter, now exonerated, is a great example.  In other words – don’t judge others.
  • Embrace every opportunity to engage others in getting your goals accomplished.  Delegate clearly and often in every way possible! (and it’s ok if they mess up and don’t do it the way you do it)
  • Are your donors friends or not?  Do you only see them as sources of money and it is your professional work to shift that money to your organization?  It’s less complicated not to care, I get that but I’ll still go for “friendships” versus “professional acquaintances.”  To me this pulls me to be more focused on the donor’s outcomes as they relate to our funding priorities.
  • Be thankful every day for ALL of your relationships.  Best time is to say, “I am grateful for”…and list the names as you are laying in bed going to sleep.

love your life

For our fundraising work to be fulfilling, it must be focused on results that inspire us, forward thinking – looking to the good we are creating, fun and filled with laughter and filled with relationships managed with simple respect, kindness and love.

You are doing honorable, wonderful work. I applaud you and I am here for you – always.

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

Your 3rd Quarter Vision. A million dreams is all it’s gonna take!

 As much as I am deliberately in the moment, present, drinking in every minute of this glorious summer, it is slipping past too fast.  Do you ever feel this?

And somehow summer explodes all sorts of new ideas in my head – different ways to inspire generosity, to serve my clients, to help YOU have more JOY and SUCCESS in your life and work.  I can hardly sleep!

bearded lady

Enter “The Greatest Showman.”  Make time to watch this musical.

 

It’s about P.T. Barnum and his zest for life, love and creating a circus.

 

He boldly allows the bearded lady and so many others a place where they can own who they are and be part of a family.

For me, it is summed up in these lyrics (that I am singing constantly)

Every night I lie in bed,
The brightest colors fill my head,
A million dreams are keeping me awake.
I think of what the world could be,
A vision of the one I see,
A million dreams is all its gonna take.
A million dreams for the world we’re gonna make!

Ok, now for a quick story …..

Yesterday, I was on a coaching call with an ED who is in urgent need of refocusing, and who desperately needs to have stronger major gift activity in the 3rd quarter and for the rest of the year.

Everyone seems busy, but the dollars just aren’t coming in and she is finally willing to invest in me for board and staff training followed by some continued coaching and accountability.

What’s her problem?

Might YOU be in the same spot? CHECK ALL THAT APPLY

1. You did not have a precise set of VISIT and ACTION goals when the year began.

2. If you did, you were not 100% committed to achieving them from the start.

3. You did not develop relationship action plans and hold yourself accountable to those actions.

4. You allowed yourself to lose focus and wasted a lot of time, talent and resources tuning into the daily drama, reading email, posting on Facebook and organizing your sock drawer.

5. You blamed your spouse, boss, ED, Dean, even your DONORS (Why are they on vacation when I want to see them?) for your inaction. The blame game takes a lot of your time.

6. You didn’t have a coach, accountability buddy or colleague to help you take control of your actions week-to-week.

It deeply concerns me when people think that they can really improve their 3rd quarter performance and finish the year strong by engaging in the same behavior, the same habits…the same strategies…the same beliefs…and the same work ethic that got them into this situation in the first place. We just go along…conforming to the wrong group.

Back to the ED…I told her…

“The things you need to be doing in the 3rd quarter, are the exact same things you should have been doing all year long.”

What exactly are those things that you NEED to be doing?

  • Focus on a small number of your highest potential major givers. Write 25 ‘Marcy 3-sentence asks’ NOW for completion by year-end.
  • Enforce non-negotiable deadlines for meeting with your top donors. It is your 1st priority EVERY DAY. Express appreciation, gather advice, get clarity on giving interests.
  • Treat everyone like a major donor. Add more value by being totally tuned into them and not YOU, your opinions or politics. Be sincere in helping them find their joy in giving! Focus on where you share the values and mission of your organization.  Be the person that’s FUN and positive to be with.
  • Take massive action and create a powerful sense of urgency. This includes planning now for Giving Tuesday and your year-end appeals.
  • Demonstrate discipline and be accountable for results. “I CREATE MY LIFE!
  • Embrace total optimism – Choose to be positive, kind and lift up others. Persevere no one ever made a differencethrough obstacles and blow through the dramas of the day.
  • Measure visits, plan next steps, write and practice my 3-sentence asks, involve your volunteer partners and commit to hitting those metrics…Every. Day.
  • Jump into my MORE Major Gifts course Aug 2-3 in Madison or be part of my Dream, Act, Achieve coaching group.  Get the support you need. It’s all on my website.

and most of all remember… ‘A million dreams is all its gonna take. A million dreams for the world we’re gonna make!’

Invested in your success!

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

Problems & Challenges: Bring Em On!!

“The secret to success is not to try to avoid or get rid of or shrink from your problems; the secret is to grow yourself so that you are bigger than any problem.” —T. Harv Eker

Some days it seems everything is a challenge. Major gift calls cancel, the data base fails, you get bad news, it’s hot and you struggle. Other days it seems that no matter what you are faced with you somehow effortlessly plow right through. The size of the problem is not the issue; it is the size of YOU!

In a recent poll at a conference these challenges emerged for those in our profession.

  • 30% – Need more major gifts
  • 24% – Overwhelmed
  • 18% – Lack Clarity
  • 15% – Lack board support
  • 13% – Staffing issues

Being overwhelmed is high on the list!  Here are 3 problems that plague us in major gift development work and how to be bigger than they are.

1. Overwhelm and Gratitude. Your email box is forever full; there are always more prospective givers to see, family needs, and on and on.I like to look at overwhelm as nothing more than proof I am expanding! If I didn’t have more and more opportunities in all aspects of my life, I wouldn’t be overwhelmed! The key to busting this ‘problem’? GRATITUDE! Stop. Look at everything youwomen sunset gratefulhave to deal with — your development work, event, deadline, kids, volunteer work — and shout out loud, “Thank you for all of this in my life! I am grateful for this work, my family, my service. I am gratified I have the talent, resources and abilities to be given these many things to do!” Now just start one. You feel better, right?

 

2.Technology Mishaps  Oh, sure, TODAY your internet service acts up. Cell phone reception not good right when you need to make that call. Why is my Uber app not allowing me to ask for a ride?

Technology allows us to do some amazing things and serve so many more people. Again, the problem is not BIG; it is you who are small. To bust technology mishaps remind yourself how many more prospective givers and donors you can reach because we have today’s technology and social media; how many more options we have to share our impact — the joy and power of philanthropy! We can respond in ways our donors prefer. Also remember that pen, paper, handwritten note and a stamp together is still a powerful tool. A phone call with a quick, “thank you” is always an option. And praise yourself for all the knowledge you have acquired about technology — at whatever pace you have acquired it.

3. Unexpected Changes and Choosing Optimism  What? ________ (major donor name inserted here) called and is sick and can’t make our appointment? The beltline is backed-up from an accident? The flight is delayed!? The package didn’t arrive! It is always our choice. Stuff will continue to happen but it is ALWAYS our choice how we react to it. Anger, laughter, intense alternate probing. Decide right now if you want to ADD to the wreckage or ADD to the OPTIMISM. Surround yourself with others who choose to be optimistic. Don’t spread the crap by telling the story of your change over and over. How many of you spilled your coffee in the morning at home and have told 8 people about it by 10 a.m.? Stop that!

“Something good is going to happen to me!” Say this the second you are faced with an unpleasant change. You will like what happens!

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

Let’s Connect

info@marcyheim.com

(608) 772-6777

Marcy Heim Consulting | The Artful Asker
2679 Fahey Glen
Madison, WI 53711

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