Tag Archive for: Generosity

Yikes and Yippee! Say it with me, “October! November! December!”

WOW! It was SUCH A THRILL and honor to receive the Spirit of a Leader award from Crescendo Interactive, Inc in Orlando, September 20th!

Charles Schultz, Crescendo President, has remarkable clarity, ethics, and faith. This empowers Charles to surround himself with the best team, create the best products to serve us for Planned Giving success, and live a life of generosity and service. He also said years ago, “I believed something good was going to happen in my future.”  Does that sound familiar?

Something Goooooooooods Gonna Happen to Me!

The award was even better because several of my current and former clients were also attending the Practical Planned Giving Conference. Speaking at their events and consulting with them has clearly benefited us both as we navigate the relationships key to our professional and personal success! Thank you! I am deeply grateful for the award – and to all of you who join me in our honorable and noble profession.

AND it inspired me to write a new song! SHINE ON! You can hear me sing it here. First time – a few hiccups. Know you’ll hear it again soon at my upcoming conference presentations! (always better in person!)

Now let’s get to it.  October. November. December.

As of today, September 27, you have 95 days left in 2023.  Determine now what will make you delighted on January 1, 2024.

1.    Clarity is key. 

What do you want to accomplish yet this year – professionally and personally? I know you – it’s a LONG list – and you MUST narrow it down to your top 3-5. 

2.    Control is vital. 

What do you, and you alone, have control over in accomplishing your top 3-5? To be clear, you can control your conversations and actions with potential givers. You can’t MAKE them give – that is their choice. You can have every detail arranged so that the whole family will be home for Thanksgiving and well, enough said, right? You can set deadlines for YOU. You can set deadlines for others but you can’t control their response. Focus on what YOU can control.

3.    Clearly define the “Must Do’s.”

Most days, there are pieces of our lives we Must Do. Care for our children, show up for key meetings, etc. Though even these can be redefined. ‘Clean the house’ – could become ‘hire a service’. You could ask about taking a passing on certain meetings for the next 3 months. I consider writing this blog a Must Do, but I could have a guest post. Consider the Must Do’s as you plan these next 3 months. Yet, make sure “must” is MUST.

4.    Create certainty on why this is important to YOU.

A work-assigned goal, someone else’s deadline, family expectations for holiday gifts/visits, may not be one of YOUR most important year-end accomplishments. What is important to you? What will make you smile, satisfied and joyful on January 1^, 2024? 

Remember there are two key elements to your success – especially in these last 95 days. Your actions AND your relationships! The actions we take coupled with the strength of our relationships determine the results we achieve.

Actions + Relationships = Results

Knowing the right people is important. But HOW you know them, how you relate to them is even MORE important! As you move though these last 95 days ask yourself:

Do I judge this person? Do I make assumptions about this person?  Do I expect things from this person? Do I let this person affect how I act? Are you constantly complaining about having too much to do?  Needing more staff? That others don’t respect you?

Research has shown that people who have many strong relationships have happy, successful lives. As you plan out your next 95 days be as committed to the quality of your relationships – with your donors, your family, your colleagues – as you are to your results. Don’t sacrifice relationships to get what you want.

Take time now to reflect on the top 3-5 accomplishments you want to achieve by year-end. Perhaps it’s to execute your annual fund year-end appeals smoothly, have a special day with each one of your kids, take in holiday lights, get your holiday cards and gifts to others with grace, and meet with your list of 15-20 key major givers to present an opportunity for them to make a meaningful key gift.

I say in my song…Stop the victim! Stop the blame! Your choice to SHINE TODAY! 

Finish this sentence, “If I could accomplish these 3-5 things with grace and genuine respect for my relationships with others, I would be smiling from ear-to-ear January 1, 2024 and thinking, ‘Job well done.’ 

Invest in JOY®

Consider for a moment…

• Your first face-to-face visit with a key prospective giver. You feel awkward but determined to do your best.

• Being in a challenging family situation. You feel you cannot say a word that will be “heard” correctly. It’s just too charged.

• Your new boss who latches onto the ALL the donors. You feel embarrassed and powerless.

Do you know people who enter the scene and immediately change the mood? Do you have friends/family that can “snap you out of it?” Here are two – son, RJ, 29^th birthday on Sunday and daughter Carly’s baby (our granddaughter) Maeve, 9 months.

During the past 15 days I experienced the basement flooding, a beautiful wedding, a baby in the house, hosting 80+ people for a party in 92 degree humid heat, client challenges, my son and daughter visiting from far away, old band mates returning, birthdays, the refrigerator dying, and meeting my very first coaching client in person. 

Here’s the thing. Throughout all of this, I observed people and actions that flipped the switch – changed the mood – lightened the problem and cracked the tension with laughter – in a word – JOY MAKERS.

How to be a JOY MAKER!

1. Bring energy. When you choose to show up with energy it’s contagious.

2. Smile. Try looking at someone with a big happy smile and not smile back!

3. Make Music. Play it, sing it. Dance to it! Happy Birthday to you! ABBA. The Beer Barrel Polka.

4. Shut down the negative.  Not one more word about the heat today! Don’t give more precious life time to the negative feeling, person, etc.

5. Be Goofy and Fun. “Professional” does not mean stiff.

6. Know one good joke. “What did one strawberry say to the other strawberry? I said if we laid in this bed together we’d end up in a jam!” (It’s been laughed at for 40 years.)

7. Focus on others. It’s just not about you – your feelings, your expectations, your disappointments, your food preferences, blah blah, blah. When you focus on others your own burdens lift. Your winning shouldn’t mean others have to lose.

8. Create an Anchor.  Give yourself a physical cue to change a bad mood. Touch your elbow; rub your chin – whatever – but condition yourself that this trigger changes your mood. (Tony Robbins)

 9. Declare Gratitude. 92 degrees? I’m grateful it’s not raining!

10. Give. Give tips. Give chocolate chip cookies. Give compliments.  BE ABUNDANT!

JOY MAKERS can Flip Switches! Break the frustration, pain, hurt, anger, and exhaustion. Beat the heat and calm the nerves. Decide you can be one! 

And here’s the best part – when you are a joy-maker, you feel JOYFUL!

This week my very FIRST coaching client, now a successful major gift officer, Heidi Ihrig, was in Madison celebrating her birthday AND her wedding anniversary! She chose to stop in to see me!  WHAT A JOY! Just so happened I had just ordered my very FIRST Artful Asker mug – the perfect gift.

Invest in JOY®

Can you believe we had 50+ at our home this weekend! The Heim Family Reunion! I was MOST excited about my gardens. All those nights Ken and I watered no matter what! It was SO worth it!  

Last week I had a chance to reconnect with a good friend, client, and active board member.  Let’s call him Paul (not his real name). Paul is a successful investor with a passion for helping others. He’s a major donor. He’s set up a 7-figure estate gift. Plus, he’s an active board member and volunteer – serving on several local non-profit boards. He’s engaged, invested, smart, and willing to dig in and talk to others about getting involved and supporting a cause.  I am a big fan.

Paul called me after hearing me teach my 3-sentence ask at a conference. Why didn’t ALL board members have this tool?   And my Artful Cycle of Successful Relationships? Indeed!

We worked out several presentations with board/volunteer groups he served with. They went well. By this time, I connected with some of the staff, too.  With one organization, the ED is bright and talented but, like many ED’s, ran the place AND was also responsible for all the fundraising. Paul and his fellow board members were pretty much on their own. The ED tried to participate as much as possible and the national organization provided “coaches.” In reality, there was not much help creating that inspiring donor journey – that joyful giver. They also lacked clear and vibrant giving options.  Sure, there were impact stories – lots of them. But those important messages that help communicate what “the money does – and REALLY does” were murky at best.

On another board Paul serves on, board members are supported the entire journey by the leadership and a dedicated fundraiser. Board members introduce their influential and capable friends to the staff who jump in and shepherd the process, WITH THEM.  They have clear options to invest in at all giving levels. They experience great success.

When we talked, Paul just sort of shrugs at the mention of Board 1. “We just don’t get much traction.” He’s excited about Board 2. “Every introduction I make we end up with someone new getting involved and making a gift! We are really making headway.” 

Here’s the point. Paul doesn’t change as he serves on different boards. He’s the same guy, with the same great talents and dedication, similar organizations. But, he has a very different volunteer experience.

What creates success for a board member in fostering Major Gifts?

Must-haves for Your Board to be Effective Major Gift Ambassadors!

1.    Board members are not expected to be major-gift fundraisers.

They ARE expected to understand the process, be connectors, help show appreciation, and participate in engagement activities.  They are not expected to create or manage development relationships.

2.    The organization has an Executive Director/CEO that understands their role in major gift development.

The ED/CEO is to support major gift relationships as managed by the development professional.

The ED/CEO’s role is to create an inspiring strategic vision, be clear on the staff, facilities, etc. needed to realize the vision and project competency to deliver the vision internally and externally.

3.    The Executive Director/CEO prioritizes development in the annual budget for the day-to-day.

What you focus on, you grow. The ED/CEO who understands major gift development insists on a few key practices:

1. The development professional is at every Board meeting and has full opportunity to engage with the board.
2. The ED/CEO reminds the board often of their responsibilities to make their personal financial investment, support of the development professional and show their appreciation for those who have given.
3. “We don’t have the budget to hire a development professional.”  Even a small budget can make room for a part-time development professional.  Care must be taken to not make this position marketing or annual fund – rather a true relationship-builder who can work WITH the Board.  The ED/CEO must prioritize the investment.

4.    Board members who are invited to serve have a clear understanding of their role in giving and inspiring generosity.

In my University of Wisconsin decades, we called this Volunteer Led-Staff Driven.  (It’s also what I cover in my board workshops!)  Simply put, Board members are strategic partners. They create connections, provide their own gift first, and can talk about giving priorities. Staff help craft the best actions and ensure that the relationship moves forward.  Board members are not expected to speak an ask – but may go along on the call to provide testimony of their own joyful and meaningful giving experience.

5.    Setting expectations and results.

Donors want to give to their passions, their way on their timeline. BOTH Board members and staff need to understand this! But the staff member uses every conversation and touch to discover the donor’s passion and vision with the organization’s to find the perfect giving option. It’s important to have activity metrics for your BOARD members – not just money goals. They are provided with simple and clear one-pagers that lay our major giving “buckets.” 

6.    Board members share their actions at every board meeting.

They share call stories. These are relationship stories, not data fields. Success is celebrated in terms of what the money DOES!

The relationship with the board members can be a very productive one. Remember they are unpaid partners. These same partnerships are possible with faculty, team heads, program staff, etc. Everyone involved with the organization can be an ambassador with the help of the development staff. Enjoy!

Invest in JOY®

So often you are told not to “cultivate” TOO LONG! Get to that ask for goodness sake!

Actually, real people can take real time with other real people – your spouse, your kids, your friends, your DONORS!

What do I mean?

• Take in a ball game.
• Go to an outside summer concert.
• Eat ice cream.
• Play pickleball. (So long as losing is ok)
• Linger over a LOOOOONNNG iced coffee.
• Blow bubbles.
• Walk the dogs together.

So how do you really DO this? 

Last week all the AFP’s in Wisconsin got together for a day of learning. I particularly enjoyed and learned from, Amy Wong, DotOrgSolutions.org whose session was, “Creating Meaningful Connections in an Over-Connected World!” Regina Lloren McConnell, East Madison Community Center and a long-time friend, decided we would capture our out-of-town guest and take her for a beer on the Wisconsin Union Terrace. In Amy’s honor, I hope this content is skimmable, curated, and tells you a story.

We had a wonderful time.

We told stories – about life, what’s important, our feelings.

There was no check off list! Just a real authentic sharing.

You can enjoy time with your donors the very same way. (Just not too many beers.)

You will, however, discover that the conversations DO drift to your non-profit.  Why? Because you are after the money???? NO!  Because you all sincerely DO VALUE your mission and your work and it’s meaningful and fun to share!

So there you have it! It’s summer.

Get away from your screen and GO PLAY!!!

Invest in JOY®

SUMMER! YES!

Here in Wisconsin, we REALLY appreciate summer! For me it means Outdoor Shows with the Highlights! Summer looks SO LONG now – yet I know WHAM – it will be September, and major year-end giving time will be here.

Yet the days can slip by. Weeks too.  I’ll argue that summer should feel different – you NEED to feel a change. It may be as simple as lying on the ground and watching the clouds float by. Ahhhh.

And hear me – your major givers feel the same way. Summer is vacations, family, reunions, weddings, music – and it goes so fast! 

What is best blend of connections that you can manage, that also keeps you top of mind with your donors and allows you the time needed to explore the best giving options for them? You may finally get that first visit or gift – be sure you don’t find yourself in December and feeling awkward about having a giving conversation after too long a lapse. This is the art and science of Staying in Touch!

The GOAL? Create enough touches that giving conversations naturally fit in without feeling “too soon.” AND, you have enough chances to HEAR from them where they are in life and how this informs their giving to you. Everyone is different but there can be some options that will feel right for many of your givers.

Some calls can be totally conversational. In fact, thank you without your hand out can be the most powerful conversation of all. And it’s harder to do than you think! Donor retention is enhanced with touches that don’t feel processed.  It can feel like a tricky balance unless you remember that you LIKE these people AND you are excited to help them enjoy their giving.

Each Artful Touch should contain:

1. Thank you. Thank you for your support and belief in us. Enough said.

2. What their gift DOES and really does. “Don’t ever forget how your gift does X.”

3. Authentic Check-In. A sincere, “How ARE you?” is next – complete with deep listening to the answer and your comments that show you care. “Didn’t you have one graduating from high school this spring?”  

4. What’s ahead for them? “What are the big plans for this summer or will you simply enjoy your beautiful home?” This gives you their next chapter…..and your next conversation content.

5. Connect their life to your mission.  “So it sounds like you’ll be away for our summer show.” “Looks like you will be around to see the gardens in full bloom. Great – I can meet up with you when you come.” “The opening of our new emergency room will be in July. Did you know it was ready to open?” “Summer is camp! Let’s figure out when you can visit.”

6. Here’s what I’m doing now. What projects, programs, experiences are you into now with the help of philanthropy? What it the next key marker in that work? A key gift that has been received and how it is helping along with your gratitude. This is 5 sentences – not ½ hour.

What touches can be ‘evergreen’?  Happen again and again…

1. Annual event that brings you together.

2. Create one or two reasons to connect at the same time every year and plan these connections. Birthday, Anniversary, Key annual date connected to something they support, seasonal change that they enjoy hearing about.

3. Talk about when/how/who they make giving decisions and plan around this.

4. YOUR annual trip to an area.

5. Specific updates to a small segment of givers that are personalized.

6. Use variety but also respect their preferred communication method.

7. Block some time to reflect on things to share in your organization’s year.

8. Mix individual touches with the less personal touches that happen to ALL donors – the newsletter, the holiday card.

9. Leave a little something behind. Perhaps this is an individually wrapped single cookie, a sticker, a refrigerator magnet, something that is not a lot of money – but just a little something.

10. Finally – LISTEN TO YOUR HUNCHES! If someone crosses your mind and you get the feeling you should reach out—DO IT!

In both our personal lives and in our donor relationships, we all experience not getting to see people we care about enough. Acknowledge this. Then, begin an annual tradition. Find at least that one time each year when you will be sure to connect – calendar it! Discover the difference in your shared joy with your givers and your family!

Invest in JOY®