Tag Archive for: Keynote

Do You Want More Success? Do This ONE Thing.

This is the most generous time of year.
But honestly? This is impactful ANY time of year.

Whether you’re writing a letter, an email, a text, a voice message — or better yet, making a personal visit — one simple change can transform your relationships and your results.

Always begin with YOU.

In my consulting, I edit scores (and scores and scores) of letters, emails, and appeals every month. And 99% of the time, they begin with the nonprofit — NOT the reader.
Yes, somewhere later in the message there’s usually a donor-focused sentence.

But it’s buried. It’s not the opener.

And that’s too late.
You’ve already missed the chance to authentically connect.

Because it’s not about what you say.
It’s not about what you do.
It’s about how you make your giver feel.

As Maya Angelou reminded us — and I had the joy of singing with her long ago —

“People will forget what you said, people will forget what you did, but people will never forget how you made them feel.”

YOUR giver wants to feel…

1. Seen.
2. Like you’re talking directly to them.
3. Known.
4. Special and important.
5. Appreciated.

 

Opening with YOU does all of that — instantly.

 

 

 

 

**Real Examples:

The “Before” I See All the Time vs. the “After” You Should Use**

Before:

We want to thank you for making XXX a very special place…
After:
YOU make XXX this very special place…

 

Before:

We invite you to leave your mark on…
After:
You have already left your mark here — and you represent us every day as you travel through life.

 

Before:

On behalf of the XXX Administration, I want to thank you…
After:
Your financial gifts to XXX make a profound difference — especially for students facing financial challenges.

 

Before:

We are excited to share that the building walls were recently raised…
After:
You are part of an exciting time for XXX as the building walls were recently raised.

 

Additional “YOU-Focused” Openers That Work Beautifully

• Your partnership in this mission is…
• Your impact reaches farther than any of us can see today.
• Your support is especially meaningful as we move forward with…
• Your commitment is bringing important support to…
• You bring a unique understanding of XXX’s history and potential.
• Your role as a trustee is shaping the future of…

 

And Remember — Opening with a Question Can Also Boost Engagement

Questions naturally make the brain lean in:

• When you think back to your time at XXX…
• Did you know it’s been 40 years since XXX has had a major facilities renovation?
• When you imagine the future of XXX, what do you wish for?

 

This Isn’t About Making Donors “Save” Us

It’s not about neediness.
It’s not about pretending the giver does everything.

It’s about making them feel seen and heard — like the real partner they are –  in every message, human or AI-boosted — as you build sincere personal relationships.

 

Because YOU Are Key to Your Success

You inspire generosity.
You create connection.
You make people feel valued.
You move missions forward.

YOU matter.
And YOU are important to me.

Invest in Joy!™

 

 “All ___ Are ___ — What Are YOUR Global Beliefs?”

We all have them — those global beliefs.

“All vegetarians are just being anti-meat and farmer.”
“All Catholics are opposed to women leading.”
“All teenagers are glued to their phones.”
“All this AI stuff is cheating.”

Now I’m not saying these are MY belief but rather that without a doubt we all create sweeping generalizations from our experiences, our upbringing, the news, or even one strong encounter that left an impression.

Recently I spoke at the 20^th Annual BRIDGE to Integrated Marketing and Fundraising Conference in Washington DC. There I took in an excellent closing keynote by Dr. Marcus Collins – a master in decoding the “why” behind what we buy, do and believe.  In a nutshell he led us through global beliefs we ALL hold and challenged us to at least consider that they may not still serve us. For years, I had an image of vegetarians as the ones giving waiters a hard time—“Is the meat touching my entrée in the kitchen?” But now that my son and his girlfriend are eating a vegetarian diet, I see it differently. He feels better than he ever has. He’s learned what works for his body. I understand so much more now about food sensitivities and how individual it all is and how much our knowledge has increased since I was 20! That shift changed my belief—not because I was ever unkind, but because I now see a bigger picture.

And isn’t this true in fundraising, too? AND IMPORTANT?

What are your global beliefs about wealth, donors, and money?

“Wealthy people didn’t earn it.”
“All big donors want is their name on a building.”
“All people with money inherited it.”
“All philanthropists are self-serving.”

Or maybe you were raised with:
“Money doesn’t grow on trees.”
“Rich people aren’t liked.”
“It’s not polite to talk about money.”

These beliefs seep into how we feel about asking for gifts, celebrating generosity, and building relationships with donors. They can color how we see our donors before we’ve even met them.

I often meet development professionals who deeply want to serve their missions but carry quiet, limiting global beliefs about wealth. They hesitate to connect, to ask, to celebrate giving because they’ve absorbed some version of “money = bad” or “rich = selfish.” Sort of a chip on their shoulder when doing our honorable work.

And yes — I had my own global belief about AI. I thought, “All this AI stuff is sort of cheating.” Then, in practice, I discovered my chat is a partner who helps me think more clearly, write more joyfully, and serve my mission better… and FASTER. It’s a tool — like a calculator, a spreadsheet, or a microphone — that I can use for good. That belief shifted because I gave it a chance.

Here’s your reflection invitation this week:

1. Fill in the blank — “All _____ are _____.”
2. Ask yourself — where did that belief come from?
3. Consider — how might that belief impact how you feel about your donors, your work, and yourself?
4. Reframe — what could be a more joyful, generous belief?

Try these to get started:

• All fundraisers are ________.
• All board members are ________.
• All major donors are ________.
• All people who put their name on a building are ________.
• All people who ask for money are ________.
• All AI tools are ________.

 

 

When we bring awareness to our global beliefs, we free ourselves to see people — and even tools — not labels. We invite connection rather than separation.

Celebrate discovering your own global money beliefs (and maybe your global AI beliefs, too!). It’s part of our joyful journey as artful askers — seeing each person and each act of giving through a lens of respect, curiosity, and delight.

After all, the more we understand, the more we can truly  Invest in JOY!™ and inspire generosity!

Invest in Joy!™

 

Marcy’s More Major Gift Habits You Need

 

Every day you already live by habits. Some are intentional, like your morning coffee or your workout routine. Others happen almost without thinking—scrolling through your phone, feeding the cats, or wrangling little ones.

But here’s the question: What if you could build habits that directly grew your major gifts?

Think about it. Your results aren’t just about strategy or even about talent. They’re about the simple, repeatable actions you take every day.

And yes, some of your current habits may not be helping you inspire generosity. The great news? You can change them. Because here’s the truth about habits:

1. Bad habits don’t disappear—they get replaced. If you want to break a draining routine, you need to intentionally swap it out with something better.
2. Good habits are clear habits. You have to decide exactly what you want, or you’ll never know what to repeat.

So…. what’s are “good habits” for a development professional?
I call them Marcy’s More Major Gift Habits. Here’s a simple 30-day plan:

30-Day More Major Gift Habits

• Showcase Impact (2/month). Create moments where your donors see your mission in action—small tours, a student showcase, or a behind-the-scenes gathering.
• Coffee Talks (8/month). Personal check-ins, in person or over Zoom. Light, conversational, donor centered.
• Generosity Sparks (90/month = 3/day). This is the gold. Short, genuine touches—joy jolts – acts of caring.  Phone messages, quick texts, short notes—that simply say, “We’re thinking of you.” They are a mix of current donors, stewardship, new potential givers.
• Giving Conversations (5/month). Planned opportunities where you make an artful ask (hello, 3-sentence formula!).

Here’s the thing: Generosity Sparks are the most important habit. They plant seeds, deepen trust, create an experience (that may be just the good feel listening to your message) and set the stage for every comfortable giving conversation.

Every day you must start your day with them. Three touches before you dive into email or meetings. Imagine leaving this message:

“Good morning, Gladys! Marcy here, just calling to say hello and happy fall. We’ve started our youth programs for the season, and it’s wonderful to see young people back in action. Take good care—and thank you for caring about our work.”

That’s it. Thirty seconds. Done. And the ripple effect is enormous.

Texts and emails count too—but don’t overcomplicate them. The point is consistency. Three touches, every day. Yes, I am including weekends.  Repeat your core donors monthly and sprinkle in new names.

AND – this is very important – it’s 3 a day. You reset everyday regardless of the day before. The next day you start again with 3 a day. You don’t add more if you miss a day. You don’t stock up before vacation.

Will it feel overwhelming? Only if you let it. The cure for overwhelm is always the same: make a decision. Decide that you want to build this habit. Decide to stay in touch. Decide to invest in JOY through generosity. Decide to SPARK GENEROSITY!

Because the truth is, major giving success isn’t about one big gala or one big ask. It’s about the habits that make generosity grow—one touch at a time.

 

Invest in Joy™

 

You’ve heard me say it countless times…

“Invest in JOY!”

For me, it’s both a trademark and a song.

Why? Because you will experience unprecedented fundraising success when your goal is to help your givers invest in the gift that brings them JOY! They deserve to enjoy the giving.

And here’s the beautiful part: when you collaborate with them to find that special gift, their joy spills right back onto you.

Let’s Talk About Money (Yes… Money!)

I know—it’s still about money. But do you ever catch yourself feeling guilty about wanting it? Or resentful toward wealthy people?

Here’s my invitation: foster your relationship with money.

*Speak to it with kindness, gratitude, and respect.

*Express your intentions for its purposeful use—to create positive impact, support personal growth, and contribute to the well-being of others.

*See money as a tool to bring your purpose to life and live abundantly.

*Know that money is not inherently good or bad—it takes on the energy and intention you give it. When you think about money differently, it flows more freely… carrying joy with it.

 

“What if money always happens FOR you instead of TO you?”

That’s the question I asked in my keynote Inspire, Connect, SHINE ON! at the NAD Generosity Conference in Minnesota last week.

This was echoed in two wonderful sessions with Professor Russell James—Planned Giving expert, author, and educator—who reminded me that cash is only a part of wealth.

 

The Four Ways We Engage With Money

As Dr. James explained, over a lifetime we engage with money in four ways:

1. Binge with it – spend more and more (often leading to emptiness).
2. Bury it – save and save, fearful of running out.
3. Toil on – keep working and making more.
4. Enjoy it – find deeper meaning and purpose in its use.

We all cycle through these at different points. I’ll admit, I’m a “toiler”—I love my work, and I love making money! But Dr. James challenges us to enjoy it—going beyond stuff or stockpiling, toward creating something that outlasts us.

I like to say: Giving allows someone to turn their success into something significant.

 

Helping Givers Enjoy Their Wealth

Part of your role is helping donors separate money from wealth. THIS IS KEY!

Wealth includes appreciated assets—land, stock, property, collections—not just cash. And here’s the good news: you don’t have to be the expert; you just need to start the conversation.

 

Try questions like:

• “Have you ever given something other than cash to a cause important to you?”
• “Are you thinking about selling anything this year that’s worth more now than when you bought it?”

 

A “yes” sets up the next conversation—after you’ve gathered the right information and resources. That’s how the artful journey begins, matching timing, assets, and purpose for the greatest joy and impact.

So, yes—always be glad to take cash.

 

But remember, when you help your givers see all of their wealth as a resource for good, you help them enjoy the giving… and you both get to enjoy the living.

Invest in Joy™

 

“Anything worth doing, is worth doing well.”

I’m going to suggest that’s not such great advice.  Because, bluntly, you and I are probably not so hot at many things when we take our first crack at them.

Is it ok if you talked too much on your first visits with donors?

Is it ok if you lost your place the first time you gave a speech?

Is it ok if you whiffed a few times that first time you golfed?

 

Here’s the REAL story.

If you are not willing to write badly at first, you are never going to be a great writer.

If you are not willing to cook badly at first, you are never going to be a great chef.

If you are not willing to meet badly with prospective givers at first, you are never going to be a great fundraiser.

Let me paraphrase a message from one of my coaches, Gary Ryan Blair.

As you embark upon doing something new, your beliefs about how you will perform are 90% of your results.  How about adopting a mental approach that will provide you with the security, self-assurance and motivation you need to live outside your comfort zone, face your fears, initiate change, persevere through difficulty and to take on any challenge with the confidence of a mighty lion?

 

 The BEGINNING. MIDDLE. END. Model             

Every new task, project or goal that you jump into will be…hard at the beginning, messy in the middle, and easy at the end.

This sounds so simple, right?  You might encourage your colleague with phrases like, “You’re doing great! You’ll get it!”  Which in turn gives them the will to start, the strength to continue, and the sustaining power to overcome the greatest of obstacles and ultimately win.

It’s a mature, grown up “thinking model” and strategy used by all high achievers…

And it is the one most abused by those low achievers around you who look for reasons to make excuses, blame others and jump ship when the going gets tough.

Here are a couple of examples to prove this point.

RIDING A BIKE

In the beginning…riding a bike is hard.

In the middle…riding a bike is messy.

In the end…riding a bike is easy.

 

LEARNING TO SPEAK Marcy’s 3-SENTENCE ASK

In the beginning…learning to speak an ask is hard.

In the middle… learning to speak an ask is messy.

In the end…speaking an ask is easy!

 

Every new task, project or goal that you engage in will be…hard at the beginning, messy in the middle, and easy at the end.

Whatever your dream, goal or ambitions include you can rest assured “easy” is in your future.

So consider everything you have wanted to be, have and do, Make a list. Attack that list with everything you’ve got with the understanding that it is supposed to be hard and clumsy at the beginning…that it will be messy, dirty and stinky in the middle… and that when you finally do get to the other side…it will be easy and elegant at the end.

Anything worth doing is worth doing badly at first.

 

Your hopes, dreams and goals are waiting for you to show up, grow up and step up knowing you can have, do and be anything you want.  You’ve got this!

Invest in Joy™