3 Secrets to Raising Major Gifts You Can’t

Survive Without

1/26/17 1pm Eastern

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Our guest presenter »Amy Eisenstein @AmyEisenstein

• Author, speaker, trainer and consultant

• Frequent keynote speaker • AFP Certified Master Trainer • ACFRE • Author of Major Gift Fundraising for

Small Shops, Raising More with Less, and 50 A$ks in 50 Weeks

• Co-author of Mastering Major Gifts study

3 Secrets To Raising Major Gifts

You Can’t Survive WithoutDeveloping More Than Friends And Followers

Amy Eisenstein

• Worked as a DOD in a battered women’s shelter, at Rutgers University, and NJISJ

• Earned CFRE in 2004 and ACFRE (Advanced) in 2013

• Author of 3 books on fundraising• Conference speaker and board retreat

facilitator

Major Gifts for Small Shops Research Results: www.MasteringMajorGifts.com

When You Learn to

Raise Major Gifts, You:

Get freedom from sprinting from one grant deadline to the next, and from one event to the next.

Become an expert in the field and an in-demand fundraising professional.

Overcome your fear of raising major gifts, and your fear of asking.

Imagine What Your Life

Will Be Like When…

•You surpass your goals by 10%, 50% or even 100%

•You never stress about deadlines related to grant writing and events

•You overcome your fear of asking

•You are qualified for any job in the philanthropic sector

•You have donors who make a huge difference

Case Studies

•Cynthia at a small community theatre who asked for and received a first $10,000 gift

•Hilary raising money for children with developmental disabilities, raised two $50,000 gifts in one year after largest prior gift of $20K

•Sue at a mentoring program, raising major gifts from every board member for the first time

Results Are Not Typical

•I'll walk you through the steps we're using to get great results.

•Please understand - our results are not typical because the average person who attends ANY training gets zero results.

What We’ll Cover

•Secret #1: Your best prospective donors are hiding in plain sight.

•Secret #2: If you get a meeting, you’ll get a gift.

•Secret #3: Your board is focused on the wrong metric, but when you focus on the right metrics… watch your results skyrocket!

Secret #1

Most development directors think they don't have any good prospects.

Your best prospective donors are hiding in plain sight.

Focus on Major

Donors

You only need a few major donors to raise significantly more money than you are right now.

You can make more money from your top 10% of donors than with the other 90% of your donors combined.

One major donor can increase your revenue by 10% or more with one gift.

Focus on Major

Donors

If this is true for 1 donor, imagine what would happen if you have 5 or 10 major donors.

You don't need new donors to get started - your best prospective donors are already in your database.

A – AccessB – Belief

C - Capacity

You Don’t Need

New Donors

Ask For More

Most people aren't giving you as much as they could…

Ask for more!

If you get a meeting, you’ll get a gift.

Secret # 2

Get Out From Behind

Your Desk

Too many development directors get stuck at their desks.

Money is “out there” not “in here”.

If you get someone to take the time to meet with you, they’re much more likely to make a gift.

Power of Meetings

Don'ts of First Meetings

Do NOT:

•Offer to give them an update

•Offer to thank them in person

•Offer to tell them about your organization

Do’s of First Meetings

•Have a connection make an introduction

•Ask their advice and opinions

•Discuss their goals and passions

•Keep it short and convenient

•Ask open-ended questions

•Learn about their interests and motivations

•Answer questions and provide brief updates

•Invite to tour or volunteer

During the Meeting

Bad Advice

During your initial meeting, you may get feedback that doesn’t align.

What to do with bad advice:

•Tell them you’ll think about it

•Follow up!

•Take the relationship to the next level –deeper engagement

•Ask for a gift

•Continue cultivation and stewardship

Transitioning To Ask

Secret # 3

Your board is focused on the wrong metric.

Watch your results skyrocket, when you focus on the right metrics instead.

You can raise more major gifts by changing what you measure.

It’s not just about dollars raised.

What You Measure,

Improves

Focus On The Right

Metrics

• Measure success based on repeat gifts (returning donors)

• Measure increase in gift size• Measure stewardship efforts (which impact

subsequent giving)

• Measure meaningful visits • Measure number of asks made and

gifts received• Dollar raised

Focus On The Right

Metrics

Reward

…Here’s a free metrics worksheet on “How to Evaluate Your Major Gift Program”:

www.masteringmajorgifts.com/reward

AMY – Suggest showing the cover of the free worksheet PDF

Let Me Ask You A Question…

Are you enjoying the webinar so far?Are you ready to raise major gifts?

Submit your questions…

We’ve Covered

• Secret #1: Your best prospective donors are hiding in plain sight.

• Secret #2: If you get a meeting, you’ll get a gift.

• Secret #3: Focus on the right metrics!

• Increasing fundraising revenue by 10%, 50% or more• Getting off the never-ending treadmill of grant and

event deadlines• Career advancement - becoming an in-demand

fundraising professional• Overcoming the fear of raising major gifts • Raising significantly more funding in less than 1 year

Mastering Major Gifts

7 Week Online Course

7 weeks of videos:- Introduction to Major Gifts- Working with Board Members- Identifying your best prospects- Creating cultivation plans- Solicitation scripts, role play- Stewardship and follow up- Capital Campaigns- Staying on track, time mgt.

Here’s What’s Included

- 35 CFRE credits - Live Q&A sessions with Amy- Worksheets and checklists - Private Facebook community- 200 screened donors- 1 hour free tech consult - Capital campaign readiness assessment- Bonus videos and materials

$ 1,997

Get Started Now With “Mastering Major Gifts” For Just

masteringmajorgifts.com/join

Your Two Choices

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Capital Campaigns: Best Practices, Common Mistakes

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Brent A. Hafele, M.A

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