Posts tagged ‘book’

February 10, 2017

What is the Most Important Thing a Donor Can Give You? … It’s Not What You Think It is.

What is the most important thing a donor can give you?

If I were to ask that question at an Association of Fundraising Professionals conference, I suspect most members of the audience would respond by saying, “A big check!” If I were to pose the same question at a National Association of Charitable Gift Planners convention, participants might shout out, “A Charitable Remainder Trust!”

In other words, we tend to think that the most important or valuable thing a prospect or donor can give a charitable organization is money, and preferably lots of it.

However, do we have the wrong goal in mind?

Maybe.

Amy Cuddy, a psychology professor and researcher at the Harvard Business School, says that successful professionals must first earn an individual’s trust and respect. “Psychologists refer to these dimensions as warmth and competence, respectively, and ideally you want to be perceived as having both,” according to a report in the Business Insider. The article continues:

Interestingly, Cuddy says that most people, especially in a professional context, believe that competence is the more important factor. After all, they want to prove that they are smart and talented enough to handle your business.”

However, Cuddy’s research demonstrates that earning trust is more important than proving competence. She shares her findings in her book, trust-by-dobi-via-flickrPresence: Bringing Your Boldest Self to Your Biggest Challenges. She also provides plenty of proven tips for engendering trust.

So, we see that the most important, valuable thing a prospect or donor can give you is their trust. Still not a believer? Keep reading. Cuddy’s research findings are in alignment with the studies completed by professors Adrian Sargeant and Jen Shang, of Plymouth University, who have stated:

There would appear to be a relationship between trust and a propensity to donate…. There is [also] some indication here that a relationship does exist between trust and amount donated, comparatively little increases in the former having a marked impact on the latter.”

In other words, the research demonstrates that the level of trust one has in a charity and its representatives, affects both willingness to give and the amount of giving.

Cuddy says:

If someone you’re trying to influence doesn’t trust you, you’re not going to get very far; in fact, you might even elicit suspicion because you come across as manipulative. A warm, trustworthy person who is also strong elicits admiration, but only after you’ve established trust does your strength become a gift rather than a threat.”

If you’re like most fundraising professionals, you instinctively understand the importance of establishing a trusting relationship. However, what are you doing to build and maintain them?

Here are just five helpful tips for earning and building trust with prospects and donors:

read more »

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February 7, 2017

Get a FREE Book for Nonprofits by a Noted Researcher

Do you like getting something for free? I do, especially when it can help me be more successful.

Now, thanks to Russell James, JD, PhD, CFP, the Texas Tech University professor and philanthropy researcher, you can download a free, 427 page book that will become an important reference source in your fundraising library.

Whether you call it planned giving, gift planning, legacy planning, philanthropic planning, charitable estate planning, charitable gift planning, or something else, the subject is complex. However, it does not have to be overwhelmingly confusing.

visual-planned-giving-2017-coverTo help you, James has put together the book Visual Planned Giving: Introduction to the Law & Taxation of Charitable Gift Planning, newly revised and updated for 2017. Designed for fundraisers and financial advisors seeking to expand their knowledge about charitable gift planning, this introductory book addresses all of the major topics in planned giving law and taxation.

The gift planning topics you’ll learn about include elements of a gift, documentation requirements, valuation rules, income limitations, bargain sales, charitable gift annuities, charitable remainder trusts, charitable lead trusts, life insurance, retirement assets, private foundations, and donor advised funds. Over 1,000 full-color illustrations and images will guide you through complex concepts in a visual and intuitive way. James makes planned giving accessible and pain-free for the busy professional.

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December 29, 2016

You Don’t Want to Miss These Worthwhile Items from 2016

As the frenzied year-end fundraising and holiday season draws to a close, we have an opportunity to catch our breath this week. Like me, you’ve probably found that, between work and family, a 24-hour day just isn’t long enough to accomplish everything we want to do. We need a break every so often.

im-drowning-in-data-by-quinn-dombrowski-via-flickrWhen trying to stay on top of the latest fundraising and nonprofit marketing news and ideas, I know it’s time consuming just to sift through the wealth of articles, blog posts, and books that are published each year. It’s easy to drown in all the information. That means it’s also easy to overlook useful information.

With this blog post, I aim to save you some time and link you to some valuable material by listing some of my most popular posts of 2016, showing you where you can find other excellent bloggers, and by telling you where you can find books recommended by readers who are fundraising professionals and nonprofit managers.

Here is a list of my top ten most read posts published in 2016:

  1. Stop Showering All of Your Donors with Love!
  2. Stop Making Stupid Email and Direct Mail Mistakes
  3. Do You Know that “Planned Giving” is Bad for #Fundraising?
  4. Avoid a Big Mistake: Stop Asking for Bequest Gifts!
  5. Donors Say: Enough about You. Let’s Talk about Me!
  6. How Can Nana Murphy Make You a Better #Fundraising Professional?
  7. How to Avoid a Disastrous Political Debate with Donors
  8. 6 Great #Fundraising Tips from a 6-Year-Old Boy
  9. Do You Know How to Take Criticism?
  10. Stop Pretending that You Work for Stanford!

Here’s a list of five of my older posts that remained popular this year:

I invite you to read any posts that might interest you by clicking on the title above. If you’ve read them all, thank you for being a committed reader.

You might also be interested in reading about my guest blog posts on the Bloomerang site:

Recently, I was interviewed twice for the MarketWatch site. You can find links to the articles as well as my elaboration on my comments here:

read more »

December 16, 2016

Make Better Presentations with 10 Powerful Tips

Imagine if you could make great presentations. I’m not talking about merely good speeches. Instead, I’m speaking of truly memorable, meaningful, influential presentations at staff meetings, board meetings, professional conferences, and gatherings of prospects and donors.

Would taking your presentations to the next level help you more effectively guide your staff, inform your board, teach your colleagues, and inspire your prospects and donors? You bet it would. It might even earn you a promotion or better job.

Decades ago when I first began teaching at fundraising conferences, I asked Ted Hart, ACFRE, now the CEO of the Charities Aid Foundation of America, for some helpful tips. He told me, “If you want above average evaluation scores, start on time, end on time, and speak to the topic that the program book says you’ll be addressing.”

At first, I thought Ted was setting the bar a bit low. However, in practice, I discovered he had shared some essential, fundamental advice that I’ve always appreciated. Over the years, my evaluation scores improved as my speaking skills developed. As I became a more proficient presenter, the scores and comments I received from my audiences were usually quite good.

However, I still was not satisfied.

I do not want my audiences to simply enjoy my seminars in the moment. I want them to also remember and use the information I share when they get back to their offices.

Michael Rosen at PPGGNY Conference, starting at the podium before speaking from the audience during his keynote address.

Michael Rosen at PPGGNY Conference, starting at the podium before speaking from the audience during his keynote address.

Then, in 2006, I heard about a special educational program from the Association of Fundraising ProfessionalsThe Faculty Training Academy. AFP offers the program to teach good speakers advanced presentation skills. In short, the program was the most transformational workshop I’ve ever attended.

You now have an opportunity to have a similarly meaningful experience by being one of just 35 participants in the next Faculty Training Academy. The program will be held at AFP International Headquarters in Arlington, VA on March 30-31, 2017. The two-day, intensive workshop will teach attendees about adult education principles, learning styles, classroom management, assessment, and other related topics. AFP encourages fundraising professionals, with extensive experience who are also members of AFP, to learn more about the program by clicking here.

It’s a chance for you to learn how to be a more effective, inspirational public speaker.

Dr. B.J. Bischoff, of Bischoff Performance Improvement Consulting, will again facilitate the program she created for AFP over 15 years ago. Bischoff has also presented at the AFP International Fundraising Conference and Leadership Academies. She has also designed and presented train-the-trainers programs for the Fund Raising School at Indiana University, the US Central Intelligence Agency, the United States Agency for International Development, the Government of Romania, the World Bank, and many other nonprofit and government funded organizations.

Recognizing that not all of my readers will be able to attend the Faculty Training Academy, Bischoff has kindly provided a list of 10 powerful tips that will make you a far better presenter, no matter how good you already are:

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October 28, 2016

Get a Free Halloween Treat for Fundraisers

If you’re like most fundraising professionals, you’re not optimally asking donors to include your nonprofit organization in their will.

You’re probably not driving as much traffic to your planned giving webpage as you could.

You’re also probably less successful at closing Charitable Gift Annuities than you could be.

lone-ranger-and-silver-via-melocuentas-flickr

The Lone Ranger and Silver.

I know. You decided to read this post to discover how you can get a free Halloween treat. Instead, you’re probably starting to feel tricked. But, fear not! Russell James, JD, PhD, CFP, the Texas Tech University professor and philanthropy researcher, along with the good folks at MarketSmart, are riding in to save the day.

Last summer, James conducted a webinar hosted by MarketSmart. During his presentation, James unveiled his latest, powerful research findings along with research insights from others. You can learn more about the webinar and get some great tips by clicking here.

Now, for your treat, MarketSmart has distilled James’ webinar into a free, 22-page e-book that will help you raise millions of dollars more. For example, here’s just one simple, yet valuable tip:

When you want to engage people in a conversation about Charitable Gift Annuities, what is the best way to describe this giving vehicle to make folks want to learn more?

James tested five phrases. Among the 2,550 respondents, he discovered the percentage interested in learning more:

read more »

October 10, 2016

Stop Pretending that You Work for Stanford!

It’s big news.

Stanford University has shut down its annual fund telephone fundraising program. You can visit the university’s official web page announcing the decision by clicking here.

It’s all over the blog-a-sphere. It’s made headlines in publications for the nonprofit sector. For example, here’s a headline from The Chronicle of Philanthropy:

Stanford Hangs Up on Telemarketing — Will Others Follow?

I’ll leave it to others to speculate about whether other charities will follow Stanford’s lead. I’ll also leave it to others to consider whether or not Stanford made a wise or foolish move. Instead, I’ll focus on whether or not you should also discontinue your organization’s telephone fundraising effort.

Simply put, you should probably keep your own telephone fundraising program. Here are just five of my random thoughts that lead me to that conclusion:

1.  You do NOT work for Stanford, so don’t act like you do!

Unless I’m mistaken, you don’t work for Stanford, or Harvard, or Yale, or Cornell, etc. Such prestigious universities have built-in, loyal constituencies and, therefore, have a massive advantage over your charity. Not only could Stanford eliminate its phone program, it could fire nearly its entire development staff and still raise much more money than the average American nonprofit organization.

Your challenges are vastly different than those faced by Stanford. So, your challenges require different solutions. If you don’t work at Stanford, don’t make the mistake of acting as if you do.

2.  Telephone fundraising is less effective than it was, but it still works.

Since the early 1980s, I’ve heard so-called experts predicting the extinction of telephone fundraising. Interestingly, many of those same folks also predicted the demise of direct mail.

phone-and-moneyThey were wrong then, and they are wrong now. Neither mail nor phone are as effective as they once were. However, smart organizations have evolved their use of both. The outcome is that these organizations are still able to produce worthwhile results by both mail and phone. It’s not about extinction; it’s about innovation and evolution.

Colin Bickley, writing for NonProfitPRO, provides superb analysis of some of the telephone fundraising challenges faced by the nonprofit sector. However, Bickley concludes:

The telefundraising business is never going away, but it is changing. And right now, it’s clear that its changing more than ever.”

3.  Don’t judge all telephone fundraising by looking just at bad programs.

I’m amazed at how many TERRIBLE telephone fundraising calls I receive. I suspect that the charities responsible are either disappointed with their program results, don’t know enough to be disappointed, or think they’re doing the best they can.

Let’s face it. If your calls are bad, your results will be bad. Remember the old adage, “Garbage in, garbage out.” Not all calling programs are of equal quality. If you’re not getting the results you want, look for opportunities to improve before abandoning the entire medium. You wouldn’t stop your direct mail efforts because one mailing didn’t do well, would you?

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October 3, 2016

A Powerful Lesson about #Philanthropy from 2 Celebrities

When I was a young boy, I learned a valuable idiom:

You can’t judge a book by its cover.”

My parents wanted me to appreciate that before you can know or judge something, you first need to take a closer look to develop a deeper understanding.

But, is the idiom correct? For fun, I thought I’d see if it is strictly true when it comes to fundraising. Okay, I’m admittedly a nerd. However, I identified a worthwhile lesson when I explored the issue during philanthropy conversations I had recently with Carl Hiaason, the award-winning journalist and novelist, and Alton Brown, the Food Network star and cookbook author.

Michael Rosen and Carl Hiaasen at the Free Library of Philadelphia.

Michael Rosen and Carl Hiaasen at the Free Library of Philadelphia.

With best-selling book titles including Strip Tease (made into movie), Hoot (also made into a film), Basket Case, Bad Monkey, Skinny Dip and, his latest, Razor Girl, it’s impossible to know what charitable causes interest Hiaason. However, when reading his novels, you’ll find more than quirky characters and over-the-top funny, satirical plots. You’ll also discover underlying messages that are pro-environment. In some of his books, protecting the environment is the plot.

I wondered if the passionate content of Hiaason’s novels could offer a clue to which charitable causes interest the author. So, I asked him. Hiaason responded:

I really don’t want to say that I endorse anybody… [However,] I’ll tell you that in the past I’ve supported, as a private citizen, the Earth Justice Legal Defense Fund [Earthjustice]. It’s phenomenal; they do great work; it’s basically a law firm that takes on big polluters in Florida and the rest of country.”

Hiaason also supports the Everglades Foundation, which raises funds for groups trying to clean up the Everglades.

After reading just a few of his books, it’s easy to see that environmental protection is important to Hiaason. So, I was not surprised to learn about his favorite charities.

Alton Brown and Michael Rosen at the Free Library of Philadelphia.

Alton Brown and Michael Rosen at the Free Library of Philadelphia.

With Brown, it is even easier to guess where his philanthropic passion lies. Brown has hosted top-rated Food Network shows including Good Eats, Iron Chef America, and Cutthroat Kitchen. He’s also written eight books including his latest: Alton Brown: EveryDayCook.

While clues to Hiaason’s philanthropic interest could be found in the pages of his books, I believed Brown’s could be found right on the covers. So, I asked him what his favorite charity is. Brown told me:

I support many charities, but I particularly like Heifer International.”

Heifer International is a charity seeking to end hunger and poverty around the world. Given Brown’s passion for food, it’s not at all surprising that he would support a cause related to food and hunger.

Here are some takeaways for you:

read more »

June 14, 2016

Happy Days are Here Again … for Now

Charitable giving in the USA reached a record high for the second year in a row, according to the newly released Giving USA 2016: The Annual Report on Philanthropy for the Year 2015, a publication of Giving USA Foundation, researched and written by the Indiana University Lilly Family School of Philanthropy.

While the news is good, storm clouds are gathering on the horizon. You need to hear both the good and the troubling news. I’ve tried to distill the most relevant, overarching information for you and provide you with some tips to help you be more successful moving forward. While I would normally advise against sharing lots of statistics, I nevertheless think you’ll appreciate these numbers.

Source Pie Chart_June 13 2016Researchers estimate that giving totaled $373.25 billion in 2015.

That new peak in contributions represents a record level whether measured in current or inflation-adjusted dollars. In 2015, total giving grew 4.1 percent in current dollars (4.0 percent when adjusted for inflation) over 2014.

The revised inflation-adjusted estimate for total giving in 2014 was $359.04 billion, with current-dollar growth of 7.8 percent, and an inflation-adjusted increase of 6.1 percent.

Charitable contributions from all four sources — individuals, charitable bequests, corporations, foundations — went up in 2015, with those from individuals once again leading the way in terms of total dollar amount, at $264.58 billion. This follows the historical pattern seen over more than six decades.

Giving to eight of the nine nonprofit categories studied grew with only giving to foundations declining (down 3.8 percent in current dollars, down 4.0 percent adjusted for inflation).

Giving to the category of International Affairs — $15.75 billion — grew the most (up 17.5 percent in current dollars, up 17.4 percent adjusted for inflation).

Giving to the category Arts/Culture/Humanities — $17.07 billion — grew the second most (up 7.0 percent in current dollars, up 6.8 percent adjusted for inflation).

While the numbers are terrific, the story is really about more than that. Giving USA Foundation Chair W. Keith Curtis, president of the nonprofit consulting firm The Curtis Group, says:

If you look at total giving by two-year time spans, the combined growth for 2014 and 2015 hit double digits, reaching 10.1 percent when calculated using inflation-adjusted dollars. But, these findings embody more than numbers — they also are a symbol of the American spirit. It’s heartening that people really do want to make a difference, and they’re supporting the causes that matter to them. Americans are embracing philanthropy at a higher level than ever before.”

While the 2015 giving news is certainly positive, there are four points that indicate that the good news might be short lived:

read more »

April 29, 2016

How Can Nana Murphy Make You a Better #Fundraising Professional?

[Publisher’s Note: This post is part of a series kindly contributed by guest authors who attended the 2016 Association of Fundraising Professionals International Fundraising Conference. These posts share valuable insights from the Conference. This week, I thank Erica Waasdorp, President of A Direct Solution, for highlighting the seminar “From Ireland with Love: A Five-Year Case Study on Donor-Centric Fundraising for Retention, Revenue, and Results.”]

 

What does Nana Murphy have to do with great fundraising results?

The answer: ABSOLUTELY EVERYTHING!

Who is Nana Murphy?

Who is Nana Murphy?

So, who is Nana Murphy? Is she a successful fundraising professional? Is she a leading fundraising consultant? Is she a donor advisor? Is she a fundraising or nonprofit management professor? Is she a philanthropy researcher? Do you give up?

Nana Murphy is your typical donor.

You need to get to know your organization’s Nana Murphys. You need to understand why she supports your organization. You need to give her what she needs from your organization. In short, you need to be donor centered. But how?

The AFP International Fundraising Conference session “From Ireland with Love” not only stressed the need to be donor centric, the presenters shared dozens of practical tips to show you exactly how you can be more donor centered and, therefore, more successful.

The speakers know what they’re talking about; together, they increased the amount of money that one prominent Irish charity raised by 1100 percent in just five years!

Erica Waasdorp, President of A Direct Solution and author of Monthly Giving: The Sleeping Giant, attended the session and shares some of the tips she thinks you’ll find particularly valuable. At the end of the post, I provide links for you to download two free handouts from the session that are full of dozens of additional tips and real-world examples that you must checkout.

Here are the highlights Erica wants to share with you:

 

I attended “From Ireland with Love,” presented by Denisa Casement, CFRE, Head of Fundraising, Merchants Quay Ireland, Dublin;  Lisa Sargent, Lisa Sargent Communications, Safford Spring, CT; and Sandra Collette, S. Collette Design, Stafford Spring, CT.

Denisa is American, originally from Arizona, and she moved to Ireland in 2008. Boy, did she make an impact on this Irish homeless charity since then, taking the revenue from 250,000 Euros to 3 Million Euros just five years later.

For me, as a traditional “old school” direct-marketing fundraiser, this was a fabulous session!

It really honed in on those fundamentals we should all know and use in our fundraising every day. Especially now, where we all get so distracted by the next new electronic approach — the next new shiny thing as Tom Ahern calls it — let’s not forget that it’s not about us, it’s all about the donors.

So, the speakers presented a life size Nana Murphy, the typical average donor in your donor base. She still reads direct mail and writes checks. She needs reading glasses and she loves honesty, emotion and authenticity. So, the first thing you need to do when you think of how best to approach donors like her, is forgot about what you think and feel. Instead, consider Nana in everything you do, and you’ll be successful. I promise!

I don’t have space here to provide you with all of the tremendous practical tips and guidelines from the session (see the handout links at the end of this post), but here are 11 that stand out. If you follow these rules, you’ll absolutely be able to raise more money!

Know your metrics. So many fundraisers don’t know their own numbers: response rate, average gift, cost to raise a dollar, lifetime value, and retention rate, to name a few. Managing your fundraising program is considerably more difficult if you don’t know the key metrics.

Use the Casement Quotienttm. I love this. Denisa introduced the Quotient: Annual fundraising income divided by 52 weeks in a year divided by the number of hours in your work week. For example, in 2015, her fundraising team raised $1,627 per hour. So, if someone comes to you to ask you to do something, that’s not going to at least raise that amount of money, you probably shouldn’t be doing it! What a clever way to say no to the next “sit in a booth at a fair for a two day event and you’ll reach 100 people.” Consider finding some volunteers instead and divvy up the time. The Casement Quotienttm is a helpful tool when it comes to setting priorities.

Get rid of silos, both in how you organize your departments and your donors. It all works better if you and your colleagues know what’s going on. There’s no need to “hide” results or think that someone does not need to know about how your fundraising is doing. Remember, the objective is not for one person to do well; instead, the objective is for the organization to do well.

Mail enough! I still see so many organizations leave lots of money on the table. They simply do not ask for gifts often enough. As long as your next mailing generates more money than it costs, you can mail more. MQI mails four appeals a year and four newsletters. Absence does not make donors’ hearts grow fonder!

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January 5, 2016

What Helpful Books Have You Read Lately?

Many of us in the nonprofit world read books to discover fresh ways to generate improved results or to find inspiration. But, with so many nonprofit management and fundraising books in the marketplace, how can you find those that will be worth your time to read?

Click for Donor-Centered Planned Gift MarketingI have a solution for you.

You can visit The Nonprofit Bookstore (powered by Amazon). I created this site to help you find books that will get results and inspire. You can search for specific titles or browse the books listed in various categories, including “Readers Recommend” and “AFP-Wiley Development Series.”

When you buy books through The Nonprofit Bookstore, you’ll get Amazon’s great pricing and, without any cost to you, a portion of your purchase will be donated to charity.

You can help make this resource more meaningful by recommending any books you’ve read recently that you have found particularly helpful. You can make your recommendations in the comment section below by providing the book title and author name for any volume you think will be of value to nonprofit managers and fundraising professionals. The book(s) you recommend can be either a classic or a new title.

The objective here is to build a list of worthwhile books we should all consider adding to our 2016 reading lists.

By recommending a book here, you’ll get two benefits:

  1. You’ll have the pleasure of helping your nonprofit brothers and sisters find worthwhile reading material that can help them and their organizations.
  2. You’ll have the satisfaction of having your selected book(s) listed in the “Readers Recommend” section at The Nonprofit Bookstore where it can help even more people.

So, what useful, informative, inspirational book(s) do you think folks should add to their 2016 reading lists?

I’ll close by offering you a free e-book from philanthropy researcher Dr. Russell James that normally retails for $9.99:

read more »

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