Tag Archive for: success

Have you ever been in total awe of what you were seeing?   

The Y2Y Board Retreat in Montana provided my first chance ever to visit Yellowstone National Park (and Ken joined in!). This experience was so amazing because of the newfound connection I have made to nature – grizzlies, bison, elk, moose, and so much more since I began working with Y2Y. What I was connecting to was what the money DOES – and really does– in person.

Y2Y is the Yellowstone to Yukon Conservation Initiative – one of the largest wildlife connectivity projects in the world running about 3,400 kilometers (2,100 miles) from Yellowstone (USA) to Yukon (Canada). The Yellowstone to Yukon landscape still supports much of its native biodiversity — Y2Y’s goal is to keep it this way. That was clear at our Board Retreat and “Let’s get Wild!” donor appreciation event.

Do you focus on the money… or what the money does?  And REALLY Does?

What do I mean by that?  Well, if you focus solely on money your results will be limited and lackluster. And your work will be hard. When you make the jump to sharing what the money does your results and your retention will change dramatically – all up!

Let’s look at Y2Y.  While Y2Y has a variety of specific ways you can help – crossings over major highways to keep animals (and people) from colliding, trash containers to keep wildlife out and away from unsavory encounters with folks… and more. These are tangible results of what the money does. And when we fully embrace what the money REALLY does, our connection is deepened beyond what is tangible. 

For Y2Y, this is what the money does: Connecting and protecting habitat from Yellowstone to Yukon so people and nature can thrive. 

This is what the money REALLY does: We believe in hope for people and nature.

Your vision for what the money REALLY does inspires a deeper connection for your board and staff and they, in turn, inspire generosity by sharing this connection they feel with donors and beyond. During our time together this was profoundly powerful in the attention paid to every bird, bison, or beaver dam as part of the success of the large vision.  

Let’s look at Christian Living Communities in Denver. We are in a dynamic, first-time-ever major campaign.  Yes, we have specific goals to provide funding for staff, facilities, and programs for seniors who live there.  That is what the money does.  What the money really does is stated in their vision, “Creating communities where aging is honored and celebrated.”  

For Georgia-Cumberland Academy, growing from $200,000 to over $20M in 5 years funded new buildings, scholarships and more. What the money REALLY did was to empower donors to have an eternal impact in the walk with Jesus experienced by GCA students and the broader GCA family.

There’s this combo you need to bust major gift success wide open.  Focusing on what the money does and really does, and doing so in ways that creates and deepen connectivity.  A popular tweet can connect – and standing alongside the road taking in 14 baby bison makes you gasp!

And here’s the best part of all.  As you zero in on what the money does and really does – your ‘work” to create connections at all levels with others to share what you value and believe in is no longer work!  It’s your day-to-day opportunity to forge, with positive energy, an almost spiritual connectivity.  And that, my colleague and friend, will conserve more than just the Y2Y Region for the grizzlies. Thank you for being part of this honorable and noble work. I appreciate you.  And…

Welcome to, and enjoy, YOUR. BOUNDLESS. JOY!

Invest in JOY®

Together. Again. Wohoo!

It was just the BEST! Three incredible and passionate IN PERSON experiences!

Congrats to The Volunteer Center, their passionate Executive Director Sharon Bass, and her team for a wildly successful Celebration of Service event! The hall was ignited with hundreds of energetic high school students through seniors who lend a hand and lead! You just can’t keep that volunteer spirit down!  An honor to be there to celebrate with you!

Led by the passionate Heather Hocker, Lubbock Symphony Guild member and conference co-chair, the Texas Association of Symphony Orchestras joined together IN PERSON to spark new fundraising success and present their Awards of Excellence in the amazing Buddy Holly Hall. A delight to be with you to inspire generosity and meet your amazing passionate philanthropists!

Finally – after presenting online for the past two years – what a thrill to passionately present IN PERSON among almost 3000 colleagues at AFP ICON 2022 in Las Vegas. The fundraisers in my full-day session left inspired, equipped and hugged. It was four passion-filled days to be sure!

Yet there were times during this adventure when I became painfully aware that our passion can sometimes be too much…..

Can YOU be TOO passionate?

Here are a few examples of when passionate good intentions can go very wrong.

1. Change – and do it right now.

Actually, this one’s on me and I’m gonna be really transparent with you all.  Thanks to two incredible gals in my pre-conference session I had a real ah-ha. Having dedicated my life to empowering others to take personal responsibility for their lives, my passion can get in the way of my compassion for where someone is right now.

We all have limiting beliefs, challenges, and life struggles that make us feel we are not enough – not good enough to talk to that wealthy person, present that talk, make that ask.  We blame others for these beliefs. Having personally experienced (thanks to two kind but firm coaches) the life change of owning your limiting beliefs and repeatedly saying, “NO!” to letting them rule your self-esteem, I can get TOO passionate in wanting this same change for others – right now.

YOU are the only one who can make your change happen.  All my wanting it so passionately FOR YOU will not do it and I can come across as not “getting it.”  In fact, I DO get it – and I want something different for you. But my good intentions can go very wrong. I am sorry for any hurt I may have caused – please know my passion for your change comes from love.  

2. Thank you and how about more?

At AFP ICON there was a question from an audience in a session of over 300 about putting a giving envelope in with the thank you receipt letter. The speaker properly sensed this was a big deal and while he shared that in his research with clients, they did get gifts doing this, the audience overwhelming voted to NOT include an envelope.  I was among the raised hands. You may get some gifts but you raise far more disgust at your lack of true gratitude.  It’s a question I ask everyone I interview in feasibility studies and 100% say, “Can’t you ever just say thank you without having your hand out for more?”  Enough said.  Our passion for wanting more money goes really wrong here.

3. Don’t you care about the planet?  (Or cancer, or children, or whatever)

Chances are you work for a place where YOU are personally passionate about the mission. That’s a good thing. It’s the fuel that keeps us going in our challenging work. Yet sometimes our own passion comes across as shaming to others who don’t place your mission as the priority you do – or at all. It doesn’t mean it’s not important to them, or they don’t see the need, but it’s not THEIR PASSION.

You are not the one to judge how someone else chooses to present their philanthropy – or if they are philanthropic at all. You always have the opportunity to demonstrate the impact giving makes. Everyone’s lives are constantly changing – and this may inspire a new passion for your mission.  

4. We need to raise this now.

In our passion to accomplish something on a set timeline for our non-profit, we can decide our timeline is more important than the donor’s timeline. Sharing our need to raise the matching gift by X to properly market the opportunity to others, or sharing our campaign timeline, can spark action on the part of our donors.  However, especially in raising major gifts, it is always the donor’s timeline that needs to be discovered and respected.  Capacity, Interest, Readiness – the three data points to determine if the time is right.  

5. If we entice them to volunteer, (or anything) they will grow their own passion.

Ok – this is my BEST story! John David Latour, a student speaker at the Volunteer Center’s Celebration of Service asked a brilliant question in his talk. Was it right to “require” volunteering as part of leadership programs.  Did this foster the wrong reason to do it? Yet as he began to volunteer, he developed a sincere passion for it and concluded the requirement simply led to the chance to experience it. YES!

I gave my boys, from 3 or 4 years old – I forget – a “reward” of Yu-Gi-Oh! cards if they would sing a song for company at our house. Some would accuse me of bribing them.  Growing up we continually heard how “comfortable” our boys were talking to adults.  Today they are both accomplished public speakers, entertainers and shine in their work environments.  Let’s develop passions that allow us to thrive!

Cheers to YOU! May you find joy in living your passion! May you find patience with others who may not share your passion! May you be lifted up by the incredible opportunities to do good that come from partnering with those who share your passion.

Invest in JOY®

Have you ever been around a farmer in spring? It’s a worrisome time.  Will there be enough rain, too much rain, the right temperatures and ????

YET….. every year THEY PLANT AND CULTIVATE their crops to bring us food – important work to be sure.

Your work is important, too.

And even in these uncertain times,

YOU. MUST. PLANT. AND. CULTIVATE!

Will our event really be in person? Will our programs be carried out the same? Will supply chain issues delay or scrap our campaign building project?  Can we raise major gifts now?  A campaign? Am I effective working from home or just enjoying it? How will unprecedented inflation impact my family and beyond? 

Uncertainty brings self-doubt; isolation brings self-doubt.  Self-doubt is paralyzing.

When you wonder if anything you are doing is going to stick, it’s hard to take a step, buy a plane ticket, book the hall, set up the donor visit, or announce the plan, project or focus for your major gift work. What do you say to your major donors?

Cultivating in Uncertain Times……What you must remember!

1. ALL times are uncertain. We can plan and double check and yet, things can and do change. They always have! You may do, and redo, and redo again. What is certain is that your actions WILL have an impact. Taking no action also has an impact. Reassure your major donors that one thing IS CERTAIN – they will always hear from you and they will always be important to you.

2. Work on your mindset as a strategy.  I started teaching mindset in 2005 to a lot of eye-rolling. To be sure, what you hear influences you. And you hear a lot of fear. Fear is crippling. You must take charge of your self-messaging. Don’t go into any conversation with your mind made up regarding the outcome. Be curious around what your donors are really thinking. Don’t assume you, or the media, has it right.

3. Plans change – Dreams don’t. Big donors want big visions. If your building or program campaign is running into some price hikes and delays – stick to the dream – what the money really does – how it will lift up, change, make better.  Keep your major donors informed about delays and revisions in a positive way – – don’t dump all the dirty laundry on them – YOU are the leaders of this strategic plan/project/dream.  Certainly share, on a high level, the challenges, and assure them that the leadership team is embracing these challenges, embracing new timelines, changes in scope, phasing, whatever – AND that what the money will REALLY DO, really will not change.

4. Honor your major donors by inviting their advice and participation.

They are smart, successful folks. Brainstorm the various ways you might invite them to  participate – join in a planning meeting, serve on a Campaign Planning Committee, review a draft, be part of a focus group, or simply give you advice and information about your fundraising prospects – do they share values and interests? Talk about your specific needs – listen for the fit. You want to hear their thoughts about the projects – get them excited – bring them into the process as your special friends.  

5. Change “What If” to “What’s next?”  Are you asking yourself, “What if the sky falls?”  Look around you. Is the sky still up there? Ok then, that would be the fact.  So, “What if my donors won’t give the same now?” Instead, look at what IS.  Are you engaging and asking and are donors giving now? Yes. So ask instead, “What’s next?” in engaging them and proceeding to write and speak a lovely 3-sentence ask!

When it is uncertain, JUST KEEP GOING! Uncertainty becomes deliberate when you keep taking steps.

And stick with me, stick with each other. GO to lunch, network, attend conferences, bring your donors together with you in small groups. Community has never been more important as we build back from isolation to being together.

My battle cry for 2022 is BE BRAVE!  Take a step. Talk good about everything.

Be clear. Be fun. Be hopeful. Be happy.

Invest in JOY®

Some people just have that Midas touch! The story goes that King Midas was obsessed with gold and when granted a wish by the gods he quickly asked that everything he touched be turned to gold. As his wish played out, a rose, his breakfast and his beautiful daughter – all turned to gold upon his touch. It’s easy to see that just a bit of prep would have provided a much better outcome for the King!  There’s a happy ending for the king. He was able to have his wish reversed and reap a second chance to use his wealth to be generous and thoughtful. 

Be PREPARED!  (The song from Lion King enters my mind – it’s here – just for fun)

Here are five tips to Be Prepared!

1.    Look Ahead. Be cheery, not dreary!

Whoa – did THAT sneak up on me! Yes, we have timelines and reminders galore. Yet just spending a few minutes to look at your calendar – today, tomorrow, this week, this month, the next few months…..and consider, “What’s coming up that will be better, easier, more effective, and less stressful if I do this in preparation?” This is not a big time deal, but a good daily practice. Be cheery, not dreary in what lies ahead. Your thoughts become your life. Do you think, ‘Oh THIS visit, or event, or meeting, or family task – UGH’ or, ‘I am so overwhelmed, busy…whatever.’ Or are you eager about life and what lies ahead?  Be cheery, not dreary.  

2.    Set aside time to consider.

You will find me gazing into space. This la-la land is actually incredibly productive and let’s my marvelous mind be creative, problem-solve, reflect and reframe the opportunities and challenges of both my personal and professional agendas. Blended with looking ahead (above) I get so comfortable with my ideas that I dismiss my mindset insecurities that lead to procrastination. I like to use solo driving time, waiting in line or on hold time, and walking time. My goal is not to have a podcast or music or something pounding into my brain every second – but to let the space provide the strong next steps I will take.

3.    Helpful, (not creepy) research.

I get asked a lot about research and major, transformational gift success. In my experience, research will NEVER take the place of an authentic conversation with a perspective individual giver (and remember, 80% of all dollars given in the US comes from individuals).

Engaging a research tool IS very helpful when you have a large – hundreds or thousands ­­- of names in your data base that are giving gifts of $5000 or less and you want to prioritize who to begin engaging more intentionally. If you have fewer than 500 names and want to grow your donor base, you may also want to use research to uncover those with capacity and an interest in your mission. At the core – People like people like themselves who share their values and interests. Are you clear on the values and vision of your organization?

Don’t assume – ask. “You seem to have a real heart for lifting up the nursing staff (or the students, or homeless, or cancer research, or X), is that accurate?” To be prepared does not mean you have every detail – or even many details. It means you have an authentic intent to get to know your donor better. A donor’s journey with YOU is unique and you are best prepared when you are open to listening for a partnership that provides the kind of donor experience that creates lifelong donors. Then YOU are writing the results other researches are collecting. 

4.    Write a 3-sentence ask.  Maybe two! (Marcy’s ASK worksheet)

When you don’t know where you’re going any road will do. When you make your best guess on how you think a perspective giver may want to support you AND write a 3-sentence ask… suddenly you have a destination! When you also use my 3-sentence ask to determine the NEXT step for a donor visit you have the two tools you need most to be prepared for any major gift call or situation in your life.

Let me give you a quick example from one of the non-profits I’m currently coaching. She has a donor who has made a 7-figure gift to a local university and a 5-figure gift to her.  For the first time, she wants to ask for a high – 6 or 7 figure gift. On our visit, we had two asks written and practiced. Gift ask (made generic) “You have supported (our non-profit) generously for years. You understand from being a resident here how important the X project will be for ensuring X.  Would you consider a $1M gift to support X?”  Our second ask, written for this call was, “You have been such a friend to (our non-profit). You understand how (our CEO) has envisioned the future here. Would you consider meeting with her to continue this conversation?” 

She said yes and this ask beautifully set up the next step AND confirmed we were on the right track with our gift ask.

5.    Have flexible goals and expectations.

The world does not revolve around you, your family or non-profit. In fact, you may not even be on the radar of those you want to engage on a personal or professional basis.  This doesn’t mean you sit around waiting for them to return your call. It means that you patiently persist. Who can help me develop this relationship? Having deadlines and results that are dependent on the actions of others is frustrating at best. Focus your goals and expectations on what YOU can control. You decide how often and how creatively you will reach out to connect. You can have a relationship action plan written. You can be at-the-ready with both next steps and gift asks written that bring you both closer to a giving (or living) partnership. 

And one final thought – just as King Midas got a second chance, I believe that our nonprofit calling gives us scores of opportunities to provide second chances over poverty, poor decisions, addiction, and wasted time. When we are prepared with vision, listening and gratitude we transform our own lives and, together with our generous givers, our world. Thank you having the REAL Midas touch!

Invest in JOY®

Laughter and Love to YOU!

It’s almost here! Valentine’s Day!

Here are six simple and fun ways to show your donors love:

1. What Valentine’s Candy is never on time?

Yep, ChocoLATE  

Yet remember you can really never be late.  What if you sent an email on February 15^th that said, “You’re support and caring for our mission is loved just as much today as yesterday.  And it will be loved tomorrow and the next day and the next day……Happy Valentine’s Day

2. Chocolate never goes out of style – add a kid’s Valentine card.

Even for men. Chocolate/dark chocolate kisses always bring a smile.  Couple it with a children’s Valentine card.  XOXOXOX.  Yes – to donors.

3. What did the calculator say to the pencil on Valentine’s Day? 

You can always count on me.

Let your donors know that you appreciate that you can count on them to support you again and again AND that they can always count on YOU, too!

4. By text, phone or email – “Sending you love today.”

Think of every donor you know who has lost their spouse and reach out to them with this simple message.

5. Write this poem to them…Roses are Red, Violets are Blue (your ending)

For example, “Roses are red, Violets are blue, we appreciate, the help (love, support, food, ?) from you.

6. What did the stamp say to the envelope?

Stick with me and you’ll go places.

Lighten up, share some kindness, hug people, live every day with love.  Philanthropy is by definition, the love of humankind. Our work is to inspire the love of humankind – on Valentine’s Day and every day!  WOhoo!

You are loved.

Invest in JOY®