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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

A Bizarre Tale from South Africa

Ever had a volunteer’s passion go to unhelpful extremes? Let me share a tale from my trip to South Africa.

We were told to bring candy, stickers and soccer balls, if we wished, for the fifty or so 1st to 8thgraders at a small black school near our safari camp.  So with candy, stickers and 4 soccer balls my camp colleague, Stacy, and I arrived at the school with our host, Karon, who planned “excursions” of all kinds. She energetically explained her big goals for the school…if only she could raise the money. Clearly she was passionate about the place and spent considerable time as a volunteer there.

During Apartheid, Karon explained, black children were not educated. Period. Nothing.  Today schools had been set up for these black children in very rural parts of the country, most at least 60 miles from the nearest town. Some went home at night to families that worked at the nearby safari camps. Others, with families far, far away, boarded at the school. We stopped briefly in 2 classrooms, passed out candy and took pictures. The oldest kids did not participate.  Then Karon suggested we pick 4 children to receive the 4 soccer balls Stacy had brought.  When we shook our heads, confused, Karon jumped in and selected 4 kids. Outside, with balls in hand, Karon told them “These are YOUR balls. You take them home. They belong to you – not the school.”  This was not our intention so I said to Karon, “There has been a misunderstanding. These balls are for the school.” This triggered an emotional, detailed response about how Karon wanted these kids to have something to call their own.  She dismissed the 4 selected kids and took us to see the new dining area without another word about the balls.

When we returned to the common area ALL the children were outside and the lead teacher was trying desperately to resolve a situation. The kids with the 4 soccer balls looked terrified. The older boys were wielding scissors and knives and stabbing in the air pointing to the kids, the balls and us.  Now I stepped in loud enough for all to hear and slowly stated that these balls were the gift from my friend FOR EVERYONE. I looked at Karon directly and said she was free to give balls SHE purchased differently but she could not do this with the ones we brought.  Karon objected, said we didn’t understand, burst into tears, and went to the car.  I asked the teacher to explain to the kids, in Africanize language, that the balls were for the school – everyone. This generated applause during which Stacy marched right into the previously angry pack of older boys and ask them to promise her that they would not harm the balls or anyone else.  As I held my breath, they agreed.  The teacher said that Karon didn’t let her talk to the people who visited the school about what they really needed. We were dumped back at camp after a mostly silent ride.  It was bizarre. While Karon certainly meant well, she clearly was channeling any safari visitors she could engage with a “visit a local school” excursion to HER ideas of what the school needed and even what the kids should value – clearly out of step with the culture.

impactful generosity quote

Here are my top 10 reflections from my time in South Africa. Perspectives I humbly share and welcome your consideration and, of course, hit “reply” with your reactions.

1. People like people like themselves. We are most comfortable with people like us. Similar voice volume, jesters, language, interests. Same color, opinions, culture? We are, by nature, fearful of what is different from us. Stronger groups will separate out those who are “different” and label them as “lesser.” Generations believe what they are told is truth. We want people to be like us. But when we have an opportunity to really BE with others, and really examine our beliefs and actions, we discover we are really more alike and our old beliefs are simply not valid. Then begins the awkward actions to connect differently after a past of poor behavior. It’s so simple and so complicated. You can’t change action until you change thinking.

2. Wild animals are WILD animals. With visions of Disney personifying every critter I encountered in my head, seeing animals in their natural setting was a vivid reminder that nature is filled with wild, powerful animals fighting over females, food and territory. We eat them; they eat us and each other. While I saw them frolicking through the wide open preserves, our challenge to manage these animals on today’s planet earth complete with 7.6 billion people was clear. You can’t go back in time and magically have only 1 billion folks to share planet earth with.

3. What you reward you expand. If the government gives you money for children, you will have more children to get more money. This has no impact on how these children are cared for.  Governments everywhere are challenged to think through how they “help” so it actually helps.

4. The roar of the ocean is a universal magnet. Every race, language, age and personality joined me on my daily walks along the shores of the Atlantic in Cape Town. And everyone responded in kind to a smile and English, “good morning.”  I feel empowered with unlimited abilities to be, and do, anything by the ocean.

5. Water does not come out of every tap. In both Cape Town and Johannesburg airports bottles of hand sanitizer sat by dry sinks. Wash your face? Forget it. Dry water fountains sent me to purchase bottled water. Forget refilling. Limited toilet flushes and timed showers make me appreciate my abundance of water here.

6. Being silent is restorative.  The long walks on Safari and by the ocean without a word, perhaps 2-3 hours at a time was a completely new experience for me. (Yes, I can shut up for that long.) The mind quiets and space is created.  We need White Space.

7. Life goes better when you look together. Every day, even if I was just going to be in the bush, I dressed intentionally and totally. The days just go better when you start by making your bed.

Marcy at Cape of Good Hope

8. Manners magnify relationship-building across cultures and languages. Somehow, “I beg your pardon” “Excuse me, sir” immediately brings people closer, even if you don’t understand the language. Manners count.

9. Oceans and sunsets and stars expand your possibilities.  I could see the entire Milky Way Galaxy and feel the endless possibilities. The relentless crashing of the rough Atlantic Ocean waves into the shore was energizing. South African sunrises and sunsets speak volumes to the promise and beauty of life. I CREATE ME LIFE!

10. Rise ABOVE. There is constant reference to the life and legacy of Nelson Mandela. Many repeat one word – Rise. But NOT as in “rise against” but rather RISE ABOVE…Rise ABOVE hate, Rise ABOVE oppression, Rise ABOVE circumstances. It is a timeless and powerful message that says we don’t have to fight to make change.  It comes from within each of us in small actions every day.

Marcy in South AfricaDuring my time in South Africa I experienced incredible animals, oceans, mountains and locals. In Cape Town, Nelson Mandela’s island prison cell was a bold testimonial that we can, indeed, manage our mindset no matter the circumstances.  So thank you. Thank you for allowing me to be mostly without internet, and out of touch, for much of the trip.

 

I challenge you to go somewhere out of your comfort zone and open yourself up to new beliefs. And thus we compose a good world.

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

What does your future hold?

RJ

My son, RJ, just graduated from the UW Madison! Yep…we are bursting with pride and spent a wonderful 4 days celebrating. In a few short weeks he’ll be off to Boulder, Colorado and a new job with Major League Baseball Advanced Media creating some sort of mobile app. A sweet job, indeed. WoHOO!

At 23, his future is really bright!

What does YOUR future hold?

It seems we spend a good deal of time assessing the markets, wondering what direction the leadership will take us next, considering if it will rain on our vacation….

My first big keynote was for CASE V in Chicago in 2011. During this talk to newcomers in advancement, I challenged them to see great success in advancement work, to take full responsibility for what they accomplished and not to blame anyone or anything else if it didn’t happen. After the talk a young man came up and said to me, “You don’t understand. I have had so many things working against me from the start. I can’t possibly have the same chance to be successful as someone who didn’t have my challenges.”

Hmmmm.

Sometimes when I ask clients, ‘What do you see next for your career here?” or “What direction do you see this organization taking next?” I get sort of a shoulder shrug and hear, “Not sure, Marcy. Guess we’ll just have to wait and see what happens.”

Hmmmm.

What does your future hold?

“What does YOUR future hold? Seems to me it depends a lot on what you SEE!” Marcy Heim       

I begin all my talks by asking the audience to stand and shout, “Something gooooooooods gonna happen to me!” I first heard this from Joyce Meyer and found it to be an instant mood changer.

But what’s really going on here?

Well there’s actually a right way to think and a wrong way to think.

The wrong way to think leads to stress, anxiety and overwhelm in our advancement work and prevents us from having the personal and professional success we want.

The right way to think leads to more donors, more impact, more joy… and having it ALL.

The beautiful thing is — the right way to think can be learned. But like any new habit or skill…to learn it we have to change and practice.

The world’s most successful folks have learned how to consistently align their thoughts, feelings, and actions with their goals. In other words, they manage their thinking to align with the results they want.

For my eye-rollers now who only want tools, strategies and tactics I promise you that the tools, strategies and tactics you need most is how to be aware of, and lead, your thinking.

It sounds too easy to work I guess. But the reality is this:

Most people have some kind of inner conflict. They want to create “Outcome A.” But really, what they’re really thinking about is why “Outcome A” might not happen.

For example, you want to double your major gifts this year, but you focus on how many donors you’d have to find and meet with and what a struggle it is now to keep up with the major gift work you are doing now. You think about how hard it is to get the board to help, and that one past major donor just made a gift to another organization so she probably won’t give to you.

The result is stress, anxiety, and overwhelm — which begin to infect your conversations and life and your major gift work bombs. But, you were already prepared to justify this by blaming your lack of donors, your board and too much competition from other non-profits. It’s what you saw all along.

You have to SEE something and then you have to SAY something.

It’s about learning to be aware of and actually change your method of thinking, so it’s congruent with what you want to accomplish in the world. Here’s how.

  1. You have to SEE something. SET an INTENTION.

“Something goooooods gonna happen to me” sets an intention for each and every one of my talks. It instantly makes you SEE something good!

“We are having our best year for major giving yet!”

  1. You have to SAY something. Rewire your thinking.

Saying your intention out loud, OFTEN, pounds out new pathways of thinking in your brain. This is scientific fact – not woowoo.

  1. You have to DO something. Make a decision.

Often times we’ll think of many actions we could take. For some this is paralyzing. “What if I make the wrong decision?” Just hit “repeat” See something different, Say something different and make another decision.

Decisions lead to actions. Indecision leads to immobility. Clarity brings action. Confusion leads to a standstill. Action leads to results.

So back to RJ…..he first decided on an engineering degree. Half way through he discovered computer science and chemistry. So he watched his buddies graduate while he continued on. He discovered he loved classes where he worked as a team and that he learned so much better and easier if he built a study group. As he began applying for jobs, he’d say after an interview, “I can see myself working there” or, ‘I’m not sure that would be a place I’d be happy. Then some of the places he thought were great didn’t make an offer. He’d say, “Hmmm. They must have seen something in another candidate that was a better fit.” Sure, he was disappointed, but he was not defeated.

It was just time to see something new.

looking down a road

Then we can look at what happens in our days as part of our journey – a journey WE are leading, we can react to anything that happens to us by SEEING something new – setting a new intention, SAYING something new, not blaming our boss, spouse or board for what’s not going right, and TAKING ACTION toward what we are seeing and saying.

Because you can have all the strategies and tactics in the world — but if you don’t learn how to think in the right way, none of it will get you where you want to go.

Now let me hear you….

“Something gooooooooods gonna happen to me!”

Yes it is. I can see it!

Dedicated to inspiring you to see, say and do great things…..

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

Part IV – If only my Board would help show our appreciation

It was a whirlwind four-conference speaking tour at the AFP International Conference, NAYDO, AFP Genesee Valley and LeadingAge Iowa. Even the 5:45 am flights were AWESOME!  (well that may be a bit of a stretch).

I must share the most amazing surprise at the AFP Genesee Valley Conference–  JOY cookies!  The entire conference was themed around my keynote – Invest in JOY – complete with these wonderful cookies! How can you NOT smile!  Thank you!

cookie with words JOY on it

Why am I making such a big deal about a cookie?  Well…my voice, my message is ALL ABOUT the JOY of GIVING!  These cookies made me feel SO SPECIAL – SO APPRECIATED!  Wow…what a feeling!

Perfect timing as we dig into engaging your Board’s help in acts of appreciation to your givers.

 

So let’s talk about Boards – Marcy Style – and in 4 Parts.

Today – PART IV – The Power of a Genuine Board Thank you and other shows of appreciation
Last time – PART III – Invite them to Invest! Giving their gift and helping make an Artful Ask  See it HERE –

Before that

PART II – Board Bonanza – Creating a Joyful Giver See it HERE

PART I – Building Trust to Begin See it HERE

 

Some people just have a way of making you feel so good. They have that special knack for knowing just what to do or say.

Actually, this is really is a learned skill. It comes from a special combination of two key ingredients.

  1. Genuinely being grateful, and
  2. Being keenly in-the-moment to observe what makes the recipient joyful.

When we invite our Board members to join us in creating deep, respectful, engaging and fun relationships with our givers and prospective givers, begin with my Cycle of Successful Relationships so they see the ENTIRE relationship-building process and the key roles they play around the cycle.

And note…my third phase of the cycle is called, “Invoking the Grateful Recipient.”  This means that we go beyond classic “stewardship” – where we provide appropriate management of the gift assuring it is put to the intended good purpose – to embracing our responsibility to help the donor ENJOY the giving. Helping the donor move from success to significance is a key part where our board members can help as they have hopefully experienced this feeling themselves. It moves a person from obligatory giving to that dopamine high the brain releases when we allow ourselves to enjoy the giving –  celebrate our giving.

quote board impact

Now here we go!  10 tips to help board members share appreciation.

  1. The Power of One

Every board member has a unique style. As members of the board, any sincere action they take will be deeply appreciated by the donor.  It’s not about the perfect words, or gift or note – it’s about indeed being grateful.

  1. Make it fun

Even for challenging missions – domestic abuse, addiction, and the like, having fun, being joyful as you thank is valued by the givers. Giving should feel good.

  1. Brainstorm on meaningful actions

Respect that your board members have some great ideas. Take time at a board meeting or get 2-3 board members together and talk about what they think donors would like to feel appreciated. Remember, just saying “thanks” anytime anywhere is always on the list! What about gifts? Make them simple, not too expensive and reflective of mission.

  1. Engage board members to make the touch

Many of you already have note cards and donor info at Board meetings and board members write out thank you notes on the spot. You can also ask them to drop off an annual report, event invite, or picture of your mission in action.

  1. Quarterly touches as part of Relationship Action Plans

Board members are perfect partners to help with continuous gratitude. As development professionals we have lots of good intentions. Appreciation actions often get postponed in our busy days. Board members are perfect to schedule out ahead of time to connect and thank.  Plan the touches and board members will be much more likely to help.

rock with Thank You on it

  1. Use a communication style the donor likes or stands out

Board members can have a big impact when you pair them with someone who communicates the same way – phone, text, in person, written, Facebook etc. OR, pair them with someone completely different.  The unexpected phone call – just to say thanks – can be very impactful.  GET YOUR Thank you Script here!

  1. Create a System that is comfortable and achievable for each board member.

Some make 3 calls each week – they love to be on the phone.  Some will come on calls, some have a knack for hearing about good deeds of donors and recognizing these as well as extending thanks.

  1. Group touches

I love little events….those gatherings of 6-9 folks at a board member’s home or club. They are personal, fun and really relatively easy. No formal invites, no silent auction. Just an update of impact, appreciation and fun.

  1. Must be genuine

Whatever you and your board do, you can smell a money-hungry fake miles away. If you are giving thanks to get money it shows. Gracious donors will be pleasant and decide to give elsewhere – where they are authentically appreciated.

  1. NO SOFT ASKS

When I do Campaign Readiness Studies, after I ask the regular questions, I add on a bit of conversation about how we development folks are doing. One thing that almost ALWAYS comes up, “Can you ever say ‘thank you’ without your hand out?”

Be certain to help your Board understand that “Thank you” followed by, “We look forward to your continuing support” is not a thank you, it’s an ask. OR “We look forward to having you a part of the XYZ Charity family next year.” is not a thank you, it’s an ask. Say thank you and shut up.

The very best part? It feels so good to recognize another’s’ investment in a mission you both are passionate about. With many donors now giving anonymously to avoid press or increased unwelcomed solicitations, you enhance their giving joy in just the way that is meaningful for them. Are you stuck on that?  Try the question, “What can we do to be absolutely positive you know how very much we appreciate your support?” or “Help us understand how we can say ‘thank you’ the very best?

I appreciate YOU!  I am thankful for YOU and the gift you are to your donors and beyond. Thank you for choosing to lift up those around you with the power and joy of generosity!

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

Mission’s Magic – Keep it Close

There seems to be a trend to “protect” major gift officers from getting “too involved” in the core work of the organization lest they get distracted from their donor calls. I get that. But I also get that the hard work of telling and re-telling the story — seeking that perfect fit for our prospective givers’ philanthropy — can reduce the passion for the mission to a simmer.

Never underestimate the magic of the mission! It stirs you up to a full boil!

Be sure to care for your own personal passion by interacting with students…serving in the soup kitchen…talking to the case workers about the folks you care for…seeing cleaner lakes and streams…WHATEVER…be involved, be active, be engaged with the reason you signed up for this work in the first place! Find the level you need to rekindle the excitement you have for what your organization is accomplishing.

Our work in major gifts requires us to inspire our prospective givers who, if we have done our homework correctly, we know are interested in what we do. However, these potential supporters or even past supporters are weighing each giving opportunity within their current life and financial situations, their interest in what you do as compared with their interest in other opportunities, their families’ changing needs and their own advancing life. You need to constantly review what attracted you to the organization you work for…and incorporate these experiences as much as you can into Donor Attraction experiences.

A good example of someone who really gets this is Kelly Heyn. Kelly is the executive director of Meals On Wheels in Sheboygan, and currently a client of mine. Shortly after we decided to work together Kelly had me our delivering meals. Wow! What an experience! With more than 1,000 volunteers, Kelly understands the role of mission magic on her volunteers and donors. So, bottle it as best you can, bring it out on your calls and give your prospective donors a LARGE drink of Mission Magic.

——————-

© 2012 Marcy Heim and The Artful Asker LLC.

WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? Please do! Just be sure to include this complete blurb with it:

Marcy Heim is a sought-after coach and trainer to fundraising leadership, staff and key volunteers who are transforming the world by encouraging philanthropy for their missions. She is a trusted authority in the development profession, who helps organizations and educational institutions uplevel their major gift programs through artful, long-term relationship building that dramatically increases fundraising success AND promotes increased staff job satisfaction. Her monthly Artful Action newsletter inspires leadership and staff to embrace the real power and joy of philanthropy. If you are ready to take your development efforts to the next level, you can sign up for a F.R.E.E. subscription at www.marcyheim.com.

5 Tools to Add Optimism to YOUR Major Gift Work

“Optimism can take you anywhere!” — Jake and Rocket, Life Is Good

Major gift development work is both rewarding and demanding. Even the most positive of us can get discouraged from time to time with heavy travel schedules, too many meetings, budget realities and well, just life. Our attitudes are contagious and not only will we experience more success, we’ll be happier if we manage our mindset. Here are 5 tools you easily can use to help stay optimistic!

    1. Rename your “To Do” list your “GET To Do” list. It is subtle, but powerful. Today, and every day, we GET to do our work. We have the opportunity to make a difference in the lives of our donors and our institutions. Yes simple, but powerful.
    2. “People love to give me money.” For years this has been my positive affirmation. No, I am not implying people give money to Marcy personally….but I DO represent my organization, I DO believe my cause is worthwhile or I wouldn’t be working here, and I DO believe my donors experience joy and satisfaction when we work together to find the best investment for them in my organization! How many of you are thinking, “People are asked so much, this is really hard.” Change this to, “People love to give me money!”
    3. Keep a “Ta Da” list. We spend so much time crossing off and adding to our “To Do” lists (now your GET To Do list) but we quickly forget what we have actually achieved. At least once a week (I suggest Friday) make a list of the what you got done…scribble as much down as you can think of in a little notebook. Reread last weeks. Now go and enjoy your family and the weekend.
    4. Call a donor and say, “Thank you!” You will be surprised how this lifts your spirits. Pull a list of all donors to one of your projects and just make a call once a week. No answer? Leave this message, “Hi, Matt. This is Marcy Heim. I thought of you today as I was working on the new equipment project and I was reminded of your kind gift. I simply wanted to say, “thank you” and visit a bit. Sorry to have missed you. Know that you make a difference and we are grateful for your help. Enjoy your day.”
    5. Experience your Mission. Nothing will bring your optimism up more powerfully than to get right into the reason you are raising money in the first place. Do whatever you can to get close up and personal with the good your cause accomplishes.

As Jake says, “Optimism can take you anywhere!”

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© 2011 Marcy Heim and The Artful Asker LLC.

WANT TO USE THIS ARTICLE IN YOUR EZINE OR ON YOUR WEB SITE? Please do! Just be sure to include this complete blurb with it:

Marcy Heim is a sought-after coach and trainer to fundraising leadership, staff and key volunteers who are transforming the world by encouraging philanthropy for their missions.  She is a trusted authority in the development profession, who helps organizations and educational institutions uplevel their major gift programs through artful, long-term relationship building that dramatically increases fundraising success AND promotes increased staff job satisfaction. Her monthly Artful Action newsletter inspires leadership and staff to embrace the real power and joy of philanthropy.  If you are ready to take your development efforts to the next level, you can sign up for a F.R.E.E. subscription at www.marcyheim.com.

 

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(608) 772-6777

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

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