372: Free Coaching In 2018 & Maria’s 2018 Plan – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guests this week:

Curtis Springstead, head of northeast New Jersey region of SCORE. 

Also, Maria Semple, our prospect research contributor and The Prospect Finder. 

There’s more at tonymartignetti.com

147: Get Out And Communicate Positively & SECrets – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Sharyn Abbott, author of “Mixing It Up! The Entrepreneur’s New Testament.”

Maria Semple, The Prospect Finder, consultant in prospect research and author of “Panning for Gold: Find Your Best Donor Prospects Now!”

Read and watch more on Tony’s blog: http://tonymartignetti.com

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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host. Oh, it feels good to be back in the studio. It’s been a couple of weeks. It is good to be back. Um oh, i should day o is what i mean to say i hope you were with me last week. I’d suffer a sebaceous cyst if i heard that you had missed successful software selection strategy don fornes, ceo of software advice, let us through the software selection process for non-profits also storify and cora, i announced that our social media contributor, amy sample ward, got a promotion to ceo at non-profit technology network, and then we talked about the value of storify and cora to lesser known social networks for your non-profit this week, this week was supposed to be adam grant, author of give and take, but adam had to cancel, which is a postponement? Well, it was all certainly reschedule with him, but there isn’t adam grant this week. This is what happens when you chase the celebrities, and sometimes they’re they’re busy this week. I have some pre recorded segments get out. And positively communicate. Sharon abbott is the author of mixing it up, the entrepreneurs, new testament and her strategies applied a small and midsize non-profits, too. I interviewed her at the next-gen charity conference in two thousand eleven talking about networking your non-profit and recruiting and hiring motivated people and positive communications, you’ll see sharon read my face to tell what kind of communicator i am and secrets maria simple, our regular prospect research contributor and the author of panning for gold, find your best donorsearch prospects now she shares gold panning for ah, she shares panning for research gold, using s e c corporate filings and those air to interviews from september of two thousand twelve trying to accommodate the last minute sort of cancellation that we had right now. We take a break, and when we come back, it’ll be get out and positively communicate. Stay with me. Welcome to tony martignetti non-profit radio coverage of the next-gen charity conference two thousand eleven we are at the tribeca performing arts center in downtown manhattan. With me now is sharon abbott. Sharon is the author of mixing it up the entrepreneurs new testament talk about some of her entrepreneurial success, ideas and how those probably very well translate to your work in non-profits oh, and maybe some of her positive communication techniques also sharon abbott, welcome to the show. Thank you, tony it’s a pleasure. Pleasure to have you let’s talk a little about some of your entrepreneurial success ideas with the with our audience of small and midsize charity leaders in mind. What what’s the first thing you’d like to share. Well, what i truly believe is the better connected and non-profit is better that they will do. I taught entrepreneur skills for over twenty years to small businesses, and i would bring in and non-profit to every group that i had, and at one time i had twenty two treyz with twenty two twenty report people in every group to teach people how to be philanthropic, to teach him to get back to their community. And what i found is the skills of the needed were the same as the knob durney so i talked on how to get out in the community, how to get volunteers to work with them, how to engage other people so that they didn’t have to do all the work and how they brought in a board of directors was more proact zaptitude rather dahna board of directors by name, so that made a huge difference to the non-profits as well as one of the thing that’s really hard, especially when everyone perceives economic times being as bad as they are is that people are tired of all these organisations putting out their home just expecting a check, and so they need to get something back. And so i created all these different programs there fund-raising activities that are fun that people want to participate in that make it much easier for a non-profit to get their budget back-up where it needs to be to be self sustaining, and they don’t have to work this hard, so they couldn’t have ah lot of them do got tournaments, or they might do silent auctions. They might do a single stands. I did a big band dance for easter seals one year i did it was a costume party. We kind of did it like old victorian kind of party, where everybody came in as a character in the victorian era, very themed events, right? And that way, people, they really feel like they’re participating more in the non-profit rather than just here’s a check, you know, i’m done well, let’s, go into some detail about let’s. Start with you mentioned getting into the community. What ideas do you have specifically that non-profits khun khun execute? Well, i know in california that almost every non-profit thinks that they just need to join a chamber and then once they join the chamber there dahna there activity that they have in the chamber is actually the important part, not just joining the chamber. What would you like to see them doing? They need to be on various committees like if they were to volunteer for ambassadors. The ambassadors have to go out to every business, right? Shake hands, what you’re doing and people used to ask me, oh, you work for the chamber is you know, i’m just out here helping the chambers get better known what they need to have happen in the community, and then that brought me more business. So i thought, well, if it works for me, it’ll work for anybody and it does so if non-profit goes out and they just find out from all of from businesses what business? Needs and then takes them back to the chamber. It’s their face, they’re non-profit so that great way of becoming very active in their trainers have fund-raising valens, claire non-profits could actually be featured so they could be part of the but how about beyond joining the chamber and being active in that way as an ambassador? What other advice about getting out into the community? You know, all of the leads groups that are out there. I used to run my let’s say it’s, a business development kind of organization where people get together on a weekly basis, which most of them do, and they have coffee and everybody talks about their business years, and they said, this is what i’m looking for. This is what i have to offer, so there are business leads group, and you can find them listed in the business section of every paper there’s, a website called am city dot com that list all of the business events that that are all around the country. Ok, everything we’re going where you just search for new york and you’ll find sample is going to san francisco on business, i think it’s probably the times. Here, but in santa’s a journal. So you know, it’s one of those so am city dot com and you can see every event that’s going on every week. So if you go out to events and let’s say you meet twenty people this week, one out of twenty will either be somebody that will be on the board active in the community, help promote non-profit organized fundraiser somebody in that twenty people is going to be involved with that non-profit interesting, you really want to see non-profits getting out into the business community first. First things we’ve talked about so far been making those business connections not staying within your within the non-profit committee exactly because we have the money. Why stay in a community where everybody knows you when you go out into a community where no one knows who you are and they’re the ones who have great let’s share one more idea getting that non-profit out most non-profits don’t realize that they could do a speaking circuit rotary lions quanah is all of those kinds of social organisations, and those organizations do kind of quirky things like if you talk out of turn your find a dollar you promote your business and return to find five dollars? Well, that money is allocated to helping non-profit so if every non-profit were to go out to one of those once a week and literally their morning, noon and night, you goto seventy eight weeks and not run out of him in a year. And so you go out to these organizations. You said this is my cause this is what i’m doing. I need you. This is why here’s, the result of what happens when we get out, they literally right champ on the spot. And i know there are a lot of these groups just in the new york area you mentioned a bunch of different sessional association, but rotary isn’t there a rotary in every county? So i’m probably in one block their city there. Well, i know that at least one in every county. So this’s a big area, right? There are a lot of opportunity. Plus you mentioned all the other membership organisations lion lion’s, alanis, optimus professional business women e women network really? When you look in the paper you think when i had a travel agency in nineteen ninety one justus the gulf war was starting. I went out morning, noon and night six days a week, and i built a travel agency from thirty thousand a month, two, three hundred and seventy five thousand a month in three and a half years by doing just so it was all handshaking and getting to know people and making sure that people knew who i was, even though no one was traveling with tom, so i hid it at the worst time but managed to build my business in a way that nobody else had ever thought they didn’t spend a dime on advertising. You just had transit costs to all the meetings, and i’m joking, you know, being sarcastic, but the point is very low cost, exact neo-sage it should be fun for for executive director seo’s mean, they should be enjoying being out in the community in the business community, talking about their work. That’s the biggest issue is people have fun when they’re doing something that they’re connecting with people, and when these organizations see how much fun that you’re having, they want to be more part of it. So when when people are making oh, would you write me? A check or we, you know, we’re short on the budget. Could you help us out? It’s really kind of gloomy, and people don’t like being part of that. So you make it fun in it. Obtaining talking alternative radio twenty four hours a day. Do you need a business plan that can guide your company’s growth? Seven and seven will help bring the changes you need. Wear small business consultants and we pay attention to the details. You may miss. Our culture and consultant services are guaranteed to lead toe. Right, groat. For your business, call us at nine. One seven eight three, three, four, eight, six zero foreign, no obligation. Free consultation. Checkout on the website of ww dot covenant seven dot com are you fed up with talking points? Rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over in tow. No more it’s time for action. Join me, larry. 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Dahna yeah, i’m gonna guess you have advice about hiring, so bringing people to your organization and this stops the top, but he actually even applies to the board hiring, hiring the top. But what advice do you have about bringing people in and making sure you get people who are going to be passionate goingto love the mission and the innovative thinkers? How do we know we hyre these kinds of people? You know, i think one of the hardest things for non-profit is inviting people into their board of directors who actually have the connections, and that will make a difference for the organization. So there’s, a lot of people who are semi retired retired and they volunteer for non-profits but technically they don’t have the contacts, and they don’t have the ability to go out in the community and start helping promote other people. So if a non-profit were to look at what your database like, do you have social media contacts on what experience have you had with non-profits before? What were the results treated? Just like a job interview, so don’t take anyone on your board unless they really are bringing something to the table that’s a huge issue, there’s a lot of non-profits who just think, oh, so grateful you’ve even pasta or sometimes it’s way desperately need a lawyer or an accountant, so we’ll just take the first one that way get introduced to and we end up with just somebody who’s just brings that skill, but nothing mohr related to your to your important charitable work. And they might think that they save, you know, ten thousand a year on legal cost, but they lose one hundred thousand year by not having the right person connected with the non-profits so that’s really important that they look at, you know, what is the cost effectiveness of what a person is bringing to their nonprofit organization, right? So that’s excellent for board recruitment. How about about hiring employees within the organization? Would you like to see ceos and executive director? I have been speaking where people are unemployed for over twenty years, and i am surprised because i have a little blank card and i have them right on their what would i like to do most of anything now that i don’t have a job? And i would say twenty percent say that they want to work with the non-profit any fashion? Some even say that worked for freeze just so that they can beat heart of that community and giving back when a non-profit is looking for an executive director, that person better be a network. They better be the horn shaker they need to be up to date on technology, open minded. I’m trying different fund-raising concept instead of the same old, same old thing, because what work five years ago does not even come close to working today? And so they have to always be on top of what the technology is. We heard this morning how text messaging is so important because the thirty year olds are now not opening email and even, you know, ten percent or everybody in the world only opens was that was that aria finger was talking about texting to e j just had her as a guest before you came on, and i was talking about actually fifteen and sixteen year olds motivating them, and she said, you know, get them where they are text, right? Saving forty, two hundred messages a month for sixteen year old girls or something, right? Exactly. So you know that’s what keeping up with technology will do for someone is always looking at what else can they do? Most non-profits don’t have a log that’s a big mistake, because that, who in the non-profit you like to see doing that block duitz in the name of the executive director should be in the name of the executive director because that builds the relationship with the person who has the most visibility in the community and the most visibility and on able to make decisions for the non-profit because a lot of times you could have someone else write it in the office, but it should be in the name of the director let’s talk a little more about hiring now we’ve talked about the board, what on what the board should be looking for in the executive director. What should the executive director be doing to make sure that he or she is hiring the right people that are going to be supporting? Well, i think the skill set is going to depend on how much the non-profit is doing in the community. So if if it’s just administrative work that’s one thing that’s easy too, but the biggest give back in a non-profit is the person who has that innovative ability to figure out how they can use technology, how they khun reach out into the community, draw more people in durney there’s there’s so many different things, like most people don’t realize that you can actually go to a restaurant and say, i haven’t event coming up in thirty days, and almost every restaurant will say because you’re non-profit i’ll donate a lot right in the way i would do is i would package twelve lunches and have it lunch for a year and auction it off, you know, and just simple little things like that if you have people who are willing to go out, do things like that. Hey back-up that employee ends up paying for their own sour, and when we’re in the hiring process, how do we make sure we’re getting somebody like that in our the questions i think would be, how do you feel about being out in the business community? Are you comfortable picking up the phone and talking to people you don’t know? You know, what would you do in a situation where we need to create a new event? What would you what would you suggest? How would we go about creating an event and see how people are creative there’s also facial recognition and i teach a course it’s called about face, and it actually helps means clever figure out what your face tells me about how to communicate with you, but also how well you communicate with other people. So someone who has a larger bottom live is a good listener, right? It’s great, if you need to listen, but if they’re the person who has to be out in the community speaking, you want them to have a larger offgrid all right, we’re going to talk more about this very, very short that just want to remind listeners that i’m with sharon abbott at the next-gen charity conference two thousand eleven in new york city. Her latest book is mixed. Is this the latest mixing it up? This’s just been revised by have eight books. Okay, we’re giving credit to this one because it’s related to our topic it’s mixing it up, the entrepreneurs new testament, and you’ll find sharon abbott at sharon abbott dot com but you need to know that she spells her name, s h a r y and and two b’s and two teas in sabat and then dot com. So i should just sell the whole thing out instead of pieces. Sharon and then a and then at the end, there’s two teas and then after the others to be hyre how do we know you have a bunch of sharon abbott, dot com someone who’s. A good listener has a larger lower lip. How does that why is that true? Well, back in aristotle’s time in the fourteenth century, he began this whole study. It’s called physiognomy and judge jones in nineteen thirty five. Jones in chicago started looking at people who were presented to him in his courtroom. And he kept the law and he would have guilty. Not guilty, not guilty. And according to the jury’s findings, he was ninety percent accurate based on looking at someone’s face. So i took that information either. Wait a minute. What if we could use this for communication styling? So if i look at you, i know that you like it. When people get to the point. You want people that you’re looking at me now? They should just e i like it when people get to the point based on what makes you draw that concern your nose. But how does a physical feature convey personality? There’s a science to it? This is actually the society of reading your face, so i know that i’m going to get to the point. I’m not going to talk to take long way around, so i’m going, i’m going to actually say that she’s, right? But i think i’m a patient listener also. Well, your lip is larger on the bottom, then the top. So you’re a really good listener almost twice is good at listening as you are speaking and you know you’re good at speed, so the difference is all ego now blushing to what it was blushing cheeks metoo means you could still feel there must be some downsides. Where show me something, tell me about something that i’m shortcoming well, let’s say i needed to explain a project to you. The squareness of the bottom of your chin tells me i have to get to the point, which means i can’t tell you all about the details, but also my nose conveyed that to you to ration. But there’s there’s this point where you’re going, i don’t want to know how you’re going to build it. I just want to know when it’s going to be built, and so people who have a need to explain every detail will get very frustrated because you’re looking at and go, you know, i’ve got things to do. You just tell me what i need to do, and we’re done. This is embarrassing because she’s sizing happens there’s a pretty accurate this is not like fortune telling e-giving this’s, she’s anything? Is there anything else? Oh, absolutely. All right, one more. Go ahead. I’m getting paid now. I don’t want this is actually quite insightful. Portion right above your eyebrows is okay now for radio listeners. She’s putting her finger in between my eyebrows right in between her, i’m i mean, we’re not there’s no contact. She says that there’s no physical contact at all. It’s. Unbelievable. So this tells me that you like information in order. So you want to give me this first, then this then that in order. But i pluck my eyebrows. So if i had one brow straight across with the unibrow, not in style. No, this is the logic. This is, like minus flat right here. She’s again, she’s talking about the space between her eyebrows and the forehead. Right? So i have a logical personality. You have a logical personality. So you really want things in order? First, there’s a lot of people who you’ll see it’s just totally slanted back. Those people who they understand process and then they immediately know how it applies to them. Long term physiognomy is the physiognomy. Okay, that’s, the practice and google physiognomy and sharon abbott as well. We’re gonna go off this now, but that was that was that was pretty much on point. Yeah, i didn’t disagree with anything. You just told me about myself. I learned something. Dahna okay, let’s, talk a little about your you’re positive communication techniques since we’re talking about the way people like to communicate and your judging this by there by there face, right. What are some of the positive communication techniques that people should be using? Well, i think it’s really difficult for a lot of people to stay positive in what i believe is a perceived economy. Now, i cannot argue with the numbers, you know? We do have the highest unemployment rate of this time. There are fewer people donating to non-profits, you know, you kind of get point. So how do we actually project a positive attitude when we know that this is on everyone’s mind? So my attitude is no one came along, scraped up all the money and locked it up, and they’re not magically waiting to the day that everybody says, okay, take the money out now. So where is the money? It’s just moved, so when we’re communicating with people and we start thinking about all right, so what do i have to do to be that person that somebody wants to give, what they have allocated their ten percent toe a non-profit communicating in a positive manner instead of we need money, we need thio raise his phones, it would be when people are involved with our non-profit jesus, this is what we’re giving back to you, and the long term benefit for you is so it’s turning something around, you’re saying the same thing, but in a positive manner and making the person that you’re talking with more comfortable with the idea of being involved so the simple technique, but it’s phrasing. How you actually phrase what you’re talking about and allowing the other person. So this is where this comes into play. If you’re talking to somebody who has a larger upper lip, you make sure that they have more than enough time to talk. Kayman, let’s, let’s, give an example of fund-raising something positively that that in a positive way, we do that, that someone that i wouldn’t be well, take a negative and make it sort of a positive so people can understand making this positive communication. Give me a name. It’s, i’m cold rooms cold. I’m too cold in this room instead of saying i’m too cold and that’s an easy fix. Starting studies let’s, let’s put on a sweater. You don’t put on the jacket, you know, let’s, move a little bit. Start getting your blood moving a little bit so that you can actually be warmer. Come on. But let’s say challenging one would be i called all these people and no one is calling me back. Okay? Right. And that happens a lot. You know, when when i am actually very business oriented, which i think makes a big difference. A lot of people get into non-profit and they think it is not for-profit and non-profits have to be profit minded. So they have to know that they’re making more money than what it costs him to run the organization. So i do things like i make twenty dials. I know that ten people answered the phone. I know that if i leave five voicemail messages on ly one person’s going to call me back, is it worth my while to return those calls and call somebody who doesn’t call me back? So do i look at the possibility that that person is out of town busy, you know, family things going on and then call them again anyway. So my rule of thumb is you take a situation where somebody nobody’s calling me back, i don’t know what to do, and then they get into that funk. So how do you turn it around? So what i found is that for every organization there is a time a day, a day of the week that has the best return, so i call on monday morning at nine o’clock i’m not likely to get the right people that answer the phone because they’re setting up their week. They’ve got their sales meetings, whatever is going so i know that if i call at eleven thirty, people are kind of wrapping up their morning and they’re getting ready for lunch if i call it one thirty they’ve just gotten back for lunch. They might be late back for much. So there’s these windows of time ten to eleven one, two, three and i know that monday’s not the best day in friday’s, not the best day. So if i make my calls tuesday, wednesday and thursday, then i’m gonna have a much better ratio if i can improve my ratios even ten percent, then i improve my bottom line. So why not treat a business like a non-profit as a true business, actually track what we’re doing having results so that we know that if this isn’t working, we have to sure and start doing something. Most people keep doing the same thing over and over again, and it drives them crazy, right? The definition of insanity, but they don’t never realise all need to do a shift what it is that they’re doing so that they end up having better results. We have to stop there. Sharon abbott, one of her eight books is mixing it up. The entrepreneurs new testament one thank you very much for being a guest. Sharon. Oh, you’re welcome. Thank you, tony. Thank you. Even with my big lower lip. Tony martignetti non-profit radio coverage of the nextgencharity conference two thousand eleven. Thank you very much for joining us. Still able to speak with my fat lip? That was that was a lot of fun with sharon right now we take a break and when we come back tony’s take to get a little tony’s. Take two for you and some live listener love, and then maria simple with secrets. Stay with me. You don’t think that shooting getting ding, ding, ding ding. You’re listening to the talking alternative network e-giving. Thank you, cubine are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications? Then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way look forward to serving you! Hi, i’m ostomel role and i’m sloan wainwright, where the host of the new thursday morning show the music power hour eleven a m we’re gonna have fun shine the light on all aspects of music and its limitless healing possibilities. We’re going invite artists to share their songs and play live will be listening and talking about great music from yesterday to today, so you’re invited to share in our musical conversation. Your ears will be delighted with the sound of music and our voices. Join austin and sloan live thursdays at eleven a m on talking alternative dot com you’re listening to the talking alternative network. Oppcoll lively conversation. Top trends and sound advice. That’s. Tony martignetti non-profit radio. And i’m janna agger’s, senior vice president, products and marketing from blackbaud cubine. I got live listener love guangzhou, china ni how many listeners in seoul, south korea many there are many of you are you all together? Maybe you’re all together in a coffee shop in seoul? Do you know each other? I wonder but there are many of you there and of course i wish you an io haserot lots of lots more live listener love coming up so hang in, including domestic live listeners alright, i’ll tease a little bit brooklyn, new york live love to you live listen her love to you thank you andme or domestic live listener love coming! Tony steak two two weeks ago, i was at fund-raising day new york conference at the marriott marquis i was with remote producer john federico. We were on the exhibit floor, and i learned from fifteen guests it’s and doing nine interviews, including beth cantor, sarah durum, whose ceo of big duck and professor doug white from columbia university who’s been a guest before it’s. Great fun being on the exhibit floor, lots of people coming by saying hello, i know you. I follow you on twitter love the podcast it was really very gratifying. Thank you very much to everybody who came by listeners and new listeners as well, welcome and also want to make you aware that aria finger, who is ceo of do something dot or ge, has been a guest on the show and there in fact, there’s video of her conversation with me on engaging millennials on the youtube channel, which israel tony martignetti she’s still ceo at do something but she’s been appointed in addition, president of too much information or t m i, which is an agency of do something, and they’re going to lend to non-profits and other marketers do somethings, expertise and research in mobilizing eighteen to twenty five year olds in social change. That is pretty exciting, that’s it’s obviously a growing market, and they’re a lot of non-profits, i think frustrated trying to engage the eighteen to twenty five year olds so you might reach out to t m i or too much information and aria and her team will help you there. There’s more about both of those on my blog’s at tony martignetti dot com and that is tony’s take two for friday twenty first of june twenty fifth show of the year we’re roughly within a week of being halfway through the year. Um, right now i have for you another previous interview, this one with maria simple talking about sec corporate filings and everything you confined in those maria simple is with me. Now you know her she’s, the prospect finder she’s a trainer and speaker on prospect research. Her website is the prospect finder dot com, and her book is panning for gold. Find your best donorsearch now you can follow her on twitter at maria simple. Maria simple welcome hey, tony, how are you today? I’m doing great. Thank you. We’re talking about secrets. What is the this securities and exchange commission data? Well, there’s a lot of very interesting data that we can look at as non-profits to try and find some potential new donors for us as well as maybe some people who are current donors that we just didn’t realize are connected to public companies as corporate insiders. So let’s talk about corporate insiders. I want to make sure that everybody really understands what that is. We hear so much, i guess, in the news about insider trading and it’s always, you know, portrayed in a negative light. And that means that people who are corporate insiders have done something illegal with information they have as as insiders. But basically, if urine inside earthy see defines you as falling into one of three categories, you’re either one of the top officers of the company. Uh, usually there’s. About five, six, seven people around that number listed. You are one of the board of directors of that public company. Or you just happen to be a person or an entity that holds ten percent or more of the outstanding stock of that company. So if you fall into one of those three categories, you must report all of your trading activity in that company to the securities and exchange commission. And all of that data is public knowledge. Okay, so insiders have to file with the company’s about there their holdings within the companies that they’re insiders for that’s, right? And then also, public companies also file with the sec. They must right. Right? Right. So, i mean, you know, the information can be found if you happen to know that a particular process effect is connected to a public company as a corporate insider, maybe they sit on the corporate board of that particular company you can actually go to that company’s website. And typically the tab that you would be looking for in a company’s website is called investor relations. Ok, for the companies themselves do have the data. All right, on course. We can also get it from the sec. But before we go further let’s keep it let’s. Keep each other out of jargon jail. Let’s. Make sure everybody understands what is a public company. So a public company is a company that is has issued stock and its trading on the market. I guess the most famous one that we saw go from a a private to a public company recently with facebook. Right? So, prior to that all of the information was private. Uh, no, no information had to be released to the public about salary information att saturday. Other compensation data. But now that they’re a public company and the public now owns shares of that company owns part of the company, they have to be able to report all the all the goings on all the various filings about, you know not only what the corporate insiders were doing, but obviously. All the data related to other financial information for the company it’s the difference between privately held on dh public that’s. Right? Ok, so what kind of data can we find about about what we’re interested in the people, the insiders, what kind of people? What kind of info can we find? Well, the interesting information you confined if somebody is a top officer at the company, you confined there, there salary and other compensation data, and they actually have charts of that data going back over a three year period so you can actually see whether they’ve had what their big salary wass what commit other compensation that they might have maybe bonuses, etcetera? Um, really key? I think teo looking at this data is stock ownership because very often a non-profit um, especially if they are in, say, in a capital campaign or an endowment campaign mode where they’re really looking for major gift trying to get a gift of appreciated stock, a supposed to getting a gift of outright cash from a particular donor could be very beneficial. So, you know, just understanding whether or not you have people in your own fund-raising database, whether or not they may be one of these corporate insiders who can give you stock that would be fabulous to know, and, you know, the screening companies can help identify that for you if you’re not able to self identify who those corporate insiders are in your database, okay? And there could be other there’s other stuff that’s disclosed as well, like all their their fringe benefits and things, right, which can include insurance policies, that’s, right, all their employment agreement. You know, you’ve heard of people who have these golden parachutes, right if they’re released from a company, so all of that is actually outlined in these particular employment agreement eyes that maria, i’m sorry is the agreements themselves or public? So, yeah, they they actually will say, you know, if this person is terminated, thiss personnel will be subject to earning x number of dollars, maybe even shares of stock upon their termination, but i’m just curious, can you actually see the language of their employment contract? Or do you think i don’t see the language of the employment contract but within the proxy statements which is filing statement that this information is contained within that’s where you would find really? That the juicy, the meat of it all that if that is of importance to you, if you have somebody who is, perhaps, you know, a corporate insider and maybe, you know, has just been let go or will be let go. You can actually find that information just like lurking. I would if i could see people’s employment contracts. But now all right, just some juicy details. Yeah, exactly. Details. No other juicy details that i like pulling out of this is also bios of the thie entire board of directors of ah, of a public company. So it’ll give somebody’s age. So right? Yeah. I mean, you know, you do plan giving tony, so understanding whether or not somebody is maybe perhaps even a prime planned e-giving prospect based upon their age that’s disclosed in this a statement, you have a bio that would contain where they’re currently employed other corporate boards that they sit on so very often i’ll read about bio yeah, within a corporate proxy. And then i’ll realize, oh, i didn’t realize this person also sat on another board of directors. Yes. So their insider over there too. Right? So then that makes me, you know, have to you know, then i know just from that key piece of information here’s, another area i need to explore as i’m doing my prospect research that they may actually own, you know, significant shares in this other companies well, right? And just to remind people that a way that you might find that someone is an insider because you might not know it is setting up the google alerts, the free google lorts that you and i have talked about a couple of times in the past, if you have those on your major donors, then information about them and the company that they’re an insider for, we’ll come right to your rage. Your inbox? Yes, i think it should you know why? Because when they have let’s say i maria semple, where a corporate insider, maybe i sat on the board of directors of the company. I just used to use me as an example, but now you’ve learned tripoint likelihood of that ever happening. So so even test really small it’s not even worth it. You’ll start using one of your other regular anybody but me. Yeah, you’re much better off if you have much greater likelihood of being inside of me. If i traded today in a public company and i were a corporate insider, i need to let the sec know within two business days. Oh, wow. Yeah. So, you know, from a product, you know, as a prospect researcher it’s. Terrific. Because you know that if you’re looking at particular filings, you will be able to see whether that person has how much stock they have within a two day accuracy period. Okay. That’s. Incredible. So, yeah, well, all of that came about, you know, and because of the recent financial meltdown, et cetera, in the early two thousand’s, but there was definitely some new laws that went into a fake into effect under the sarbanes oxley act. And so they ended up saying, okay, you know what? You used to have a longer period to let us. Now now we’re shortening it for two days since you mentioned plan giving earlier. Something else you might find out about his people’s retirement plans with the cup with the company that’s, right? That’s, right. So might give you some some idea there as well. Whether or not they’re gonna have maybe. You know, a significant amount of money that they were going to have to do something with. So, you know, why not know about that and be prepared to have a conversation with them? So we have just about a minute and a half before our first break, what? So you mentioned the proxy statement that’s one thing that has to be filed that’s filed by the companies or by the insiders, those air filed by the company’s once a year, once a year, they’re filed with the securities and exchange commission, they’re known as to other things actually notice of annual meeting of shareholders. You might see it turned that way, and then everyone of the filings that the sec has has a number and the number that course sponsor to these. This particular sec document is called death d f like crank death fourteen a and that’s filed once a year by the company. Okay? And those air all the different names for the proxy statement? Yeah, yeah, i mean, they’re they’re known as all these different things, but if you are on the website, you’re actually looking for form death fourteen a for that particular company again. It’s on the company’s website, though, is well. Ok, now we have just about thirty seconds before, before our break. There’s, there’s, annual and quarterly statements also, right? Yes, there are. There are definitely annual and quarterly statements, and they’re they’re more related to significant happenings within the company related to really financial goings on of the company itself, as opposed to individuals connected to the company. So for the most part, that’s, the type of information that they’re going to file annually quarterly. Okay, we have to take a break when we returned. Of course, maria semple stays with me, and we’ll talk about some of the places where you can find this data. Stay with us. You’re listening to the talking alternative network. Cerini are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people, better business people. Dahna have you ever considered consulting a road map when you feel you need help getting to your destination when the normal path seems blocked? A little help can come in handy when choosing an alternate route. Your natal chart is a map of your potentials. It addresses relationships, finance, business, health and, above all, creativity. Current planetary cycles can either support or challenge your objectives. I’m montgomery taylor. If you would like to explore the help of a private astrological reading, please contact me at monte at monty taylor dot. Com let’s monte m o nt y at monty taylor dot com. Talking alternative radio twenty four hours a day. Welcome back. I’m glad you’re still with us with a cracked voice cracks again again, like a thirteen year old maria, just briefly. What are the seance? Isn’t important to know the file. Name the names of some of these forms. What do these annual and quarterly statements called that people will be looking for? Well, if you’re looking for those quarterly and annual statements ten k and a k or those statements. But there are others that i think are even more interesting in terms of prospect research. In addition to that proxy, the death of fourteen a there’s, something called a form three and a form four. So form three is the initial report work that is filed by insiders as of the date that they become an insider or a beneficial owner of stock that will lift their holdings as of that day now, i would’ve thought that would be formed one but that’s not forme one yeah called for me. Okay, i don’t want confuse people. All right? It should be for more that i find very interesting is called form for, which would show any changes and holdings anytime that insider buys or sells their insider, stock and that’s the form that i was referring to that actually has to be filed within that two day period of that stock chance transactions. So let’s say there’s an example. Maybe a proxy filing may have been done and say april here for a particular public company. And here it is the beginning of september where researching this particular corporate insider if we only go on the data that was filed on the death of fourteen a document that proxy and it’s going to show the stock holdings as of april twenty twelve there’s a lot of time passed through several months. Did this person trade any stock during this time? We would like to know what their their holdings they’re still the same or not. So you would be looking particularly performed for to see if that person actually made a trade and stop between april and september, and then on the form it’s self it’s going to show you whether they bought or sold more stock, and then how many shares that they hold at the conclusion of that sale? So let’s say the conclusion of that particular transaction, i still own ten thousand shares. Of that particular stock, i can go on a web site that shows, you know, market activity. Boone is showing, you know, what’s going on in the stock market and get a general idea of how much that stock is worth in that portfolio. All right. You mentioned the corporate website under investor relations and investor information as one place too. Find this data where else? The government has its sec has its own site. Yes, the sea, which is dot gov does have a database called edgar free edgar’s. So that is definitely something that you can use teo to look for the information and using the website or even going to the corporate website is three. Two d’oh. Okay, edgar, i had always heard of edgar, but i didn’t know that it it stands for electronic data gathering analysis and retrieval. Yeah, that isn’t that smart of the is in that little clever of the sec. They should have, like, make a retrievable info analysis. And there would be maria. There you go. You should have maria get rid of edgar and replace it with maria. Okay, fun. We just have, like we just have about two minutes. Left. What are other sites where you can find this? Even though we’ve already identified some free ones, right? So a fee based site, actually, one that i myself subscribe to because i do so much of this type of research is called ten k wizard dot com and that’s actually part of the morning star document research of companies. So it used to be a stand alone, and now they’re part of morning stars. So ten k wizard, i find to be really useful. Their lowest subscription is roughly four hundred dollars a year, and it enables you to i just like the output of the data. I like the fact that i can put in an insider’s name, and it will show me every place somebody is connected to a corporate insider to lead me directly to the filings. And i can see a pdf copy of the filings. Um, so it’s it’s just a quicker way. So i would suggest for anybody who’s really going to be doing a lot of this, you might want to consider a subscription service, okay. Oh, really? They just worked. Works better than the edgar site or going to the companies. You know it, i think it just points to a lot of information very quickly. So as opposed to trying to sort through the information on the corporate side, etcetera, teo, sort through, say all the form four filings that exist on a corporate site to just see well, because it’ll just say form for, you know, and say the filing he’ll need to try and figure out what is this filing related to the person that i’m researching right now? Yeah. So, it’s, just the way you go about the research, i think it just becomes a little bit more efficient on some of the paid resource is maria sample is the prospect finder. You can follow her on twitter at maria simple. Her sight is the prospect finder dot com always a pleasure. Thank you very much, maria. Thanks so much. Have a great day. Thank you very much. I’ve got more live listener love newport, north carolina, cincinnati, ohio and reston, virginia. Thanks for joining us. Live. Love going out to you listeners in japan, metallica, tokyo for pete’s sake, it’s almost two. In the morning there. What do you what do you doing up listening to this why are you why are you listening? But i love that you are. Thank you very much next week. Intuitive brainstorming. Karen garvey is an author, speaker, intuitive and coach and we’ll talk about the new brainstorming and jean takagi returns he’s, our legal contributor and principal at the non-profit and exempt organizations law group in san francisco, and we’ll finish our discussion of the dan pallotti video. The way we think about non-profits is dead wrong started that last month when he was on insert sponsor message over nine thousand leaders, fundraisers and board members of small and midsize charities. Listen, each week you can contact me on the block if you’d like to talk about sponsoring the show. Our creative producer was claire meyerhoff. Sam liebowitz is our line producer shows social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules. I hope you’ll be with me next week on talking alternative broadcasting at talking alternative dot com. I think the dude getting ding, ding, ding ding. You’re listening to the talking alternate network duitz waiting to get in. Cubine are you a female entrepreneur ready to break through? Join us at sexy body sassy sol, where women are empowered to ask one received what they truly want in love, life and business. Tune in thursday, said noon eastern time to learn tips and juicy secrets from inspiring women and men who, there to define their success, get inspired, stay motivated and to find your version of giant success with sexy body sake. Sold every thursday ad. Men in new york times on talking alternative dot com. Are you suffering from aches and pains? Has traditional medicine let you down? 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108: Get Out And Positively Communicate & SECrets – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Sharyn Abbott, author of “Mixing It Up! The Entrepreneur’s New Testament”

Maria Semple, The Prospect Finder, consultant in prospect research and author of “Panning for Gold: Find Your Best Donor Prospects Now!”

Read and watch more on Tony’s blog: http://tonymartignetti.com

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Durney hello and welcome to tony martignetti non-profit radio for friday, september seventh. I’m very glad you’re with me. We’re talking about big non-profit ideas for the other ninety five percent, and i’m your aptly named host. Oh, how i wish i hope that you were with me last week, i couldn’t stand knowing that you had missed i had a great interview, but i didn’t get the job, suzanne felder, a consultant in outplacement at lee, hacked harrison said, there’s more to getting a job than having a good resume an interview we talked about research, confident networking panel interviewing, dodging salary questions and what to do in those last thirty minutes before your interview. Also storytelling, rochelle shoretz, founder and executive director of shark share it shared a compelling story herself. As a two time breast cancer survivor, shark share, it has built a culture of compassionate storytelling to help its members through their cancer diagnoses and treatments. Rochelle had ideas on interviewing, sorry, identifying storytellers, supporting them, giving them multiple ways to share helping them through this very personal process and why all that is worth your time this week. Get out and communicate positively. Sharon abbott is the author of mixing it up, the entrepreneurs, new testament and her strategies applied a small and midsize non-profits as well. At the nextgencharity conference in two thousand eleven, we talked about networking your non-profit recruiting and hiring motivated people and positive communications. Sharon reads my face to tell me what kind of communicator i am and secrets maria simple is the author of panning for gold. To find your best donorsearch prospects now exclamation mark and our prospect research contributor this month, she pans for research gold in sec corporate filings. That’s securities exchange commission on tony’s, take two between the guests. You can still get a free copy of my book if you take my charity registration survey, but not after this week use hashtag non-profit radio to join the conversation with us on twitter. We take a break when we return it’s, get out and communicate positively with sharon abbott and i hope you stay with me. E-giving didn’t think dick tooting good ending. You’re listening to the talking alternate network, getting anything. Get in. Cubine joined the metaphysical center of new jersey and the association for hyre. Awareness for two exciting events this fall live just minutes from new york city in pompton plains, new jersey, dr judith orloff will address her bestseller, emotional freedom, and greg brady will discuss his latest book, deep truth living on the edge. Are you ready for twelve twenty one twelve, save the dates. Judith orloff, october eighteenth and greg brady in november ninth and tenth. For early bird tickets, visit metaphysical center of newjersey dot, or or a h a n j dot net. Hi, i’m donna, and i’m done were certified mediators, and i am a family and couples licensed therapists and author of please don’t buy me ice cream. Our show, new beginnings is about helping you and your family recover financially and emotionally and start the beginning of your life. Will answer your questions on divorce, family, court, co, parenting, personal development, new relationships, blending families and more. Dahna and i will bring you to a place of empowerment and belief that even though marriages may end, families are forever. Join us every monday, starting september tenth at ten a m on talking alternative dot com. Dafs you’re listening to the talking alternative network. Schnoll hi there and welcome back, here’s my interview with sharon abbott. Get out and communicate positively welcome to tony martignetti non-profit radio coverage of the next-gen charity conference two thousand eleven. We are at the tribeca performing arts center in downtown manhattan. With me now is sharon abila. Sharon is the author of mixing it up, the entrepreneurs new testament talk about some of her entrepreneurial success ideas and how those probably very well translate to your work in non-profits oh, and maybe some of her positive communication techniques also. Sharon abbott, welcome to the show. Thank you, tony it’s. A pleasure. Pleasure to have you, huh? Let’s, talk a little about some of your entrepreneurial success ideas with the with our audience of small and midsize charity leaders in mind. What what’s? The first thing you’d like to share. Well, what i truly believe is the better connected and non-profit is better that they will do. I taught entrepreneur skills for over twenty years to small businesses. And i would bring in and non-profit to every group that i had. And at one time, i had twenty two different groups with twenty two twenty report people in every group. I teach people how to be philanthropic to teach him to get back to their community, and what i found is the skills of the entre piers needed were the same as the non-profits needed, so i talked on how to get out in the community, how to get volunteers to work with them, how to engage other people so that they didn’t have to do all the work and how they brought in aborted director who was more proactive rather than a board of directors by name. So that made a huge difference to the non-profits ahs well, as one of the thing that’s really hard, especially when everyone perceives the economic times being as bad as they are is that people are tired of all these organisations putting out their hand just expecting a check, and so they need to get something back. And so i created all these different programs there fund-raising activities that are fun that people want to participate in that make it much easier for a non-profit to get their budget back-up where it needs to be to be self sustaining and they don’t have to work this hard so they couldn’t have ah. Lot of them do got tournaments, or they might do silent auctions, or they might do a single stance. I did a big band dance for easter seals one year i did, it was a costume party. We kind of did it like a old victorian kind of party where everybody came in as a character in the victorian era. Very themed events, right? And that way, people, they really feel like they’re participating more in the non-profit rather than just here’s a check, you know, i’m done well, let’s, go into some detail about let’s start with you mentioned getting into the community. What ideas do you have specifically that non-profits khun khun execute? Well, i know in california that almost every non-profit thinks that they just need to join a chamber and then once they join the chamber, they’re done. But the activity that they have in the chamber is actually the important part, not just joining the chamber. What would you like to see them doing? They need to be on various committees like if they were to volunteer for ambassadors. The ambassadors have to go out to every business, right? Shake hands, what you’re doing and people used to ask me, oh, you work for the chamber is no, i’m just out here helping the chamber get better known what they need to have happen in the community, and then that brought mean, more business, so i thought, well, if it works for me, it’ll work for anybody, and it does. So if non-profit goes out and they just find out from all of the different businesses what business needs and then takes it back to the chamber, their face, they’re non-profit so that’s a great way of becoming very active when they’re all trainers have fund-raising bones where non-profits can actually be feature so they could be part of the but how about beyond joining the chamber and being active in that way as an ambassador? What other advice about getting out into the community? You know, all of the leads groups that are out there, i used to run my lines with let’s, say, it’s, a business development kind of organization where people get together on a weekly basis, which most of them do, and they have coffee and everybody talks about their business, and they said this what i’m looking for this is what i have to offer so there are business leads group, and you can find them listed in the business section of every paper there’s, a website called am city dot com that list all of the business events that that are all around the country. Ok, everyone wear you just search for new york and you’ll find the in sample is going to see francisco baizman i think it’s probably the times here, but in san is a journey. So you know, it’s one of those so am city dot com and you can see every event that’s going on every week, so if you go out to a very so let’s say, you meet twenty people this week, one out of twenty will either be somebody that will be on the board, active in the community, help promote non-profit helped organize a fundraiser. Somebody in that twenty people is going to be involved with that non-profit interesting. You really want to see non-profits getting out into the business community first. First things we’ve talked about so far been making those business connections, not staying within your within the non-profit committee exactly because he wants the money, why stay? In a community where everybody knows when you go out into a community where no one knows who you are and they’re the ones who have the money, right, let’s share one more idea getting that non-profit out there most non-profits don’t realize that they can do a speaking circuit rotary lions. Quanah is all of those kinds of social organisations, and those organizations do kind of quirky things like if you talk out of turn your find a dollar, you promote your business and return to find five dollars. Well, that money is allocated to helping non-profit so if every non-profit were to go out to one of those once a week and literally their morning, noon and night, you goto seventy a week and not run out of him in a year, and so you go out to these organizations. You said, this is my cause this is what i’m doing. I need your this is why here’s, the result of what happens when we get out, they literally right chats on this spot, and i know there are a lot of these groups just in the new york area you mentioned a bunch of different professional association. But rotary isn’t there’s a rotary in every county, probably in one box there’s six you go well i know that at least one in every county. So this’s a big area right? There are a lot of opportunity plus you mentioned all the other membership organisations lion lion’s, alanis, optimus professional business women e women network really? When you look in the paper you think when i had a travel agency in nineteen ninety one justus the gulf war was starting i went out morning, noon and night six days a week and i built a travel agency from thirty thousand a month two, three hundred and seventy five thousand a month in three and a half years by doing justice so it was all handshaking and getting to know people and making sure that people knew who i was even though no one was traveling with so i hit it at the worst time but managed to build my business in a way that nobody else had ever thought they didn’t spend a dime on advertise you just had transit costs to all the meetings i’m joking you know, i think the point is very low cost plus it should be fun for executive director seo’s mean, they should be enjoying being out in the community in the business community, talking about their work. That’s. The biggest issue is people have fun when they’re doing something that they’re connecting with people. And when these organizations see how much fun that you’re having, they want to be more part of it. So when when people are making, oh, would you write me a check, or we, you know, we’re short on the budget? Could you help us out? It’s really kind of gloomy, and people don’t like being part of that, so you make it funding it, changing, talking alternative radio twenty four hours a day. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna are you fed up with talking points, rhetoric everywhere you turn left or right? 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I’m christine cronin, president of n y charities dot orc. You’re listening to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m gonna guess you have advice about hiring, so bringing people to your organization and that starts the top, but he actually even applies to the board hiring, hiring the top. But what advice do you have about bringing people in and making sure you get people who are going to be passionate latto love the mission and the innovative thinkers way hyre these kinds of people, you know, i think one of the hardest things for non-profit is inviting people into their board of directors who actually have the connections, and that will make a difference for the organization. So there’s, a lot of people who are semi retired retired and they volunteer for non-profits but technically they don’t have the contacts and they don’t have the ability to go out in the community and start helping promote other people. So if a non-profit were to look at what your database like, do you have social media contacts? Falik what experience have you had with non-profits before? What were the results treated? Just like a job interview? So don’t take anyone on your board unless they really are bringing something to the table. That’s a huge issue there’s a lot of non-profits who just think, oh, so grateful you’ve even ask to be born or sometimes it’s way desperately need a lawyer or an accountant, so we’ll just take the first one that we that we get introduced to and we end up with just somebody who’s just brings that skill, but nothing mohr related to your to your important charitable work, and they might think that they save, you know, ten thousand a year on legal cost, but they lose one hundred thousand year by not having the right person connected with the non-profits so that’s really important that they look at, you know, what is the cost? Buy-in yes, of what a person is bringing to their nonprofit organization, right? So that’s, excellent for board recruitment. How about about hiring employees within the organization? Would you like to see ceos and executive director? I have been speaking where people are unemployed for over twenty years, and i am surprised because i have a little blank card and i have them right on their what would i like to do most of anything now that i don’t have a job? And i would say twenty percent say that. They want to work with non-profit any fashion, some even say that worked for free just so that they can beat heart of that community and giving back. When a non-profit is looking for an executive director, that person better be a network. They better be the horn shaker. They need to be up to date on technology, open minded touring, different fund-raising concept instead of the same old, same old thing. Because what work five years ago does not even come close to working today? And so they have to always on top of what the technology is. We heard this morning how text messaging is so important because the thirty year olds are now not opening email and even, you know, ten percent or everybody in the world only opens with that was that aria finger still about texting to e? J just had her as a guest before you came on, and i was talking about actually fifteen and sixteen year olds motivating them, and she said, you know, get them where they are text, right? Saving forty, two hundred messages a month for sixteen year old girls or something. Yeah, right, exactly. So you know that’s. What keeping up with technology will do for someone is always looking at what else can they do? Most non-profits don’t have a log that’s a big mistake, because that who in the non-profit you like to see doing that block duitz in the name of the executive director will be in the name of the executive director because that builds the relationship with the person who has the most visibility in the community and the most visibility and on able to make decisions for the non-profit because a lot of times you could have someone else write it in the office, but it should be in the name of the director let’s talk a little more about hiring now we’ve talked about the board, what on what the board should be looking for in the executive director. What should the executive director be doing to make sure that he or she is hiring the right people that are going to be supporting? Well, i think the skill set is going to depend on how much the non-profit is doing in the community. So if if it’s just administrative work that’s one thing that’s easy too, but the biggest give back in a non-profit is the person who has that innovative ability to figure out how they can use technology, how they khun reach out into the community, draw more people in there’s, there’s so many different things, like most people don’t realize that you can actually go to a restaurant and say, i haven’t event coming up in thirty days, and almost every restaurant will say, because you’re non-profit will donate a lung, right? And then what i would do is i would package twelve lunches and have it lunch for a year and auction it off, you know, and just simple little things like that if you have people who are willing to go out, do things like that hey, back, that employee ends up paying for their own sour, and when we’re in the hiring process, how do we make sure we’re getting somebody like that in our the questions i think would be, how do you feel about being out in the business community? Are you comfortable picking up the phone and talking to people you don’t know? You know, what would you do in a situation where we need to create a new event? What? Would you do? What would you suggest? How would we go about creating and see how people are created? There’s also facial recognition technique, and i teach a course it’s called about face, and it actually helps means clever figure out what your face tells me about how to communicate with you, but also how well you communicate with other people to someone who has a larger bottom lip is a good listener, right? It’s great if you need to listen, but if they’re the person who has to be out in the community speaking, you want them to have a larger offgrid all right, we’re going to talk more about this very, very short that just want to remind listeners that i’m with sharon abbott at the next-gen charity conference two thousand eleven in new york city. Her latest book is mixed. Is this the latest mixing it up? This’s just been revised by have eight books. Okay, we’re giving credit to this one because it’s related to our topic it’s mixing it up, the entrepreneurs new testament and you’ll find sharon abbott at sharon abbott dot com but you need to know that she spells her name s h a, r y and and two b’s and two teas and labbate and then dot com. So i should just sell the whole thing out instead of pieces. Sharon and then a. And then at the end, there’s two teas, and then after the others to be. How do we know you have busted a sharon abbott dot com? Someone who’s. A good listener has a larger lower lip. How does that why is that true? Well, back in aristotle’s time, in the fourteenth century, he began this whole study. It’s called physiognomy and judge jones in nineteen thirty five. Jones in chicago started looking at people who were presented to him in his courtroom. And he kept the law and he would have guilty. Not guilty, not guilty. And according to the jury’s findings, he was ninety percent accurate based on looking at someone’s face. So i took that information. I thought, wait a minute. What if we could use this for communication styling? So if i look at you, i know that you like it when people get to the point. You want people that you’re looking at me now, they should just e i like it when people get to the point based on what makes you draw that concern your nose. But how does a physical feature convey personality? There’s a science to it? This is actually the society of reading your face, so i know that i’m going to get to the point i’m not going to talk to take the long way around, so i’m going to actually say that she’s, right? But i think i’m a patient listener also, i don’t want your lip is larger on the bottom, then the top, so you’re a really good listener almost twice is good at listening as you are speaking and you know you’re good at speed, so the difference is all ego now blushing to what it was blushing cheeks metoo means you could still feel it must be some downsides. Where show me something, tell me about something that i’m shortcoming. Well, let’s say i needed to explain a project to you. The squareness of the bottom of your chin tells me i have to get to the point, which means i can’t tell you all about the details, but also my nose conveyed that to you to ration, but there’s there’s this point where you’re going, i don’t want to know how you’re you build it. I just want to know when it’s going to be built and so people who have a need to explain every detail will get very frustrated because you’re looking at and go, you know i’ve got things to do. You just tell me what i need to do, and we’re done. This is embarrassing now, because she’s sizing happens there’s a pretty accurate this is not like fortune telling this’s she’s going anything. Is there anything else? Oh, absolutely. All right, one more go ahead. I’m getting paid now don’t think this is actually quite insightful. This portion right above your eyebrows is now for radio listeners she’s putting her finger in between my eyebrows right in between her. I’m i mean, we’re not there’s no contact. She says they happen. There is no physical contact at all. It’s. Unbelievable. So this tells me that you like information in order. So you want to give me this first, then this then that in order. But i pluck my eyebrows. So if i had one morale straight across with that unibrow, not in style. No, this is the logic. This is, like minus flat, right she’s again, she’s. Talking about the space between her eyebrows and the forehead. Right? So i have a logical personality. You have a logical personality. So you really want things in order? First, there’s. A lot of people who you’ll see it’s just totally slanted back. Those people who they understand process, and then they immediately know how it applies to the long term physiognomy is the physiognomy, okay, that’s, the practice and google physiognomy and sharon abbott as well. We’re going to go off this now, but that was that was that was pretty much on point. Yeah, i didn’t disagree with anything. You just told me about myself. I learned something. Okay, let’s, talk a little about your, um, your positive communication technique since we’re talking about the way people like to communicate and your judging this by there by there face what are some of the positive communication techniques that people should be using? Well, i think it’s really difficult for a lot of people to stay civ in what i believe is a perceived economy. Now, i cannot argue with the numbers, you know, we do have the highest unemployment rate of this time. There are fewer people donating to non-profits, you know, you kind of get point. So how do we actually project a positive attitude when we know that this is on everyone’s mind? So my attitude is no one came along, scraped up all the money and locked it up, and they’re not magically waiting to the day that everybody says, ok, we could take the money out now so where is the money? It’s just moved, so when we’re communicating with people and we start thinking about all right, so what do i have to do to be that person that somebody wants to give, what they have allocated their ten percent toe a non-profit communicating in a positive manner instead of we need money, we need thio raise his phones. It would be when people are involved with our non-profit these this is what we’re giving back to, and the long term benefit for you is so it’s turning something around, you’re saying the same thing, but in a positive manner and making the person that you’re talking with more comfortable with the idea of being involved. So the simple technique, but it’s phrasing, how you actually phrase what you’re talking about and allowing the other person. So this is where this comes into play. If you’re talking to somebody who has a larger upper lip, you make sure that they have more than enough time to talk. Oppcoll let’s, let’s give an example of phrasing something positively that that in a positive way, we do that, that someone wouldn’t be well, take a negative and make it sort of a positive people could understand making this positive communication give me a negative. It’s i’m cold rooms cold. I’m too cold in this room instead of saying i’m too cold them and that’s an easy fix starting now, let’s, let’s put on a sweater. You don’t put on the jacket, you know let’s, move a little bit. Start getting your blood moving a little bit so that you can actually be warmer dahna but let’s say challenging one would be i called all these people and no one’s calling me back. Dahna right? And that happens a lot. You know, when when i’m actually very business oriented, which i think makes a big difference. A lot of people get into non-profit and they think it is not for-profit and non-profit have to be profit minded, so they have to know that they’re making more money than what it costs him to run the organization. So i do things like i make twenty dials. I know that ten people answer the phone. I know that if i leave five voicemail messages on ly one person’s going to call me back, is it worth my while to return those calls and call somebody who doesn’t call me back? So do i look at the possibility? That that person is out of town busy, you know, family things going on and then call them again anyway. So my rule of thumb is you take a situation where somebody nobody’s calling me back, i don’t know what to do, and then they get into that funk. So how do you turn it around? So what i found is that for every organization there is a time a day, a day of the week that has the best return, so i call on monday morning at nine o’clock i’m not likely to get the right people that answer the phone because they’re setting up their week. They’ve got their sales meetings, whatever is going so i know that if i call thirty, people are kind of wrapping up their morning and they’re getting ready for lunch if i call it one thirty they’ve just gotten back for lunch. They might be late back from lunch so there’s these windows of time ten to eleven one, two, three and i know that monday’s not the best day in friday’s, not the best day. So if i make my calls tuesday, wednesday and thursday then i’m gonna have a much better ratio if i can improve my ratios even ten percent, then i improve my bottom once. So why not treat a business like a non-profit as a true business and actually track what we’re doing having results so that we know that if this isn’t working, we have to sure and start doing something else. Most people keep doing the same thing over and over again, and it drives them crazy, right? The definition of insanity, but they don’t never realise all need to do a shift. What it is that they’re doing so that they end up having better results. We have to stop there. Sharon abbott, one of her eight books is mixing it up. The entrepreneurs new testament one thank you very much for being a guest. You’re welcome. Thank you, tony. Thank you. Even with my big lower lip. Tony martignetti non-profit radio coverage of the nextgencharity conference two thousand eleven. Thank you very much for joining us. My thanks to sharon abbott. If you wantto google her, her name is spelled s h a r y n a b b o t t now a break. When we returned to tony’s take two and then maria. Simple secrets. Stay with us. Talking alternative radio twenty four hours a day. Joined the metaphysical center of new jersey and the association for hyre awareness for two exciting events this fall live just minutes from new york city. In pompton plains, new jersey, dr judith orloff will address her bestseller, emotional freedom, and greg brady will discuss his later facebook deep truth. Living on the edge. Are you ready for twelve twenty one twelve, save the dates. Judith orloff, october eighteenth and greg brady in november ninth and tenth. For early bird tickets, visit metaphysical center of newjersey dot order or a nj dot net. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com. We look forward to serving you. You’re listening to the talking alternative network. Hi there, time for tony’s, take two on my block this week i have a charity registration survey, which i’ve had up for a couple of weeks, but i blocked this week that the offer is coming to an end. So if you do take the three minute survey, you can still get a free download of my book, but only until saturday, september fifteenth. The book costs as much as two hundred ninety nine dollars for larger charities. The book is called charity registration state by state guidelines for compliance, and i really am interested in getting too familiar with lots of people’s understanding about this morass of charity registration laws in each state. So if you take the three minute survey, you could get the free book. It’ll be a download, but only until saturday the fifteenth of september, and you’ll find the link to the survey on my blogged at tony martignetti dot com that is tony’s take two for friday, september seventh, the thirty eighth show of the year. Maria semple is with me now you know her she’s, the prospect finder she’s, a trainer and speaker on prospect research. Her website is the prospect finder. Dot com and her book is panning for gold find your best donorsearch now you can follow her on twitter at maria simple. Maria simple welcome hey tony, how are you today? I’m doing great, thank you. We’re talking about secrets. What is the this securities and exchange commission data? Well, there’s a lot of very interesting data that we can look at as non-profits to try and find some potential new donors for us as well as maybe some people who are current donors that we just didn’t realize are connected to public companies as corporate insiders. So let’s talk about corporate insiders because i want to make sure that everybody really understands what that is. We hear so much, i guess, in the news about insider trading and it’s always, you know, portrayed in a negative light, and that means that people who are corporate insiders have done something illegal with information they have as as insiders. But basically, if you’re an inside, earthy defines you as falling into one of three categories, you’re either one of the top officers of the company, usually there’s about five, six, seven people around that number listed. You are one of the board of directors of that public company, or you just happen to be a person or an entity that holds ten percent or more of the outstanding stock of that company. So if you fall into one of those three categories, you must report all of your trading activity in that company to the securities and exchange commission. And all of that data is public knowledge. Okay, so insiders have to file with the company’s about there their holdings within the companies that they’re insiders for that’s, right? And then also, public companies also file with the sec. They must right. Right? Right. So, i mean, you know, the information can be found if you happen to know that a particular process effect is connected to a public company as a corporate insider, maybe they sit on the corporate board of that particular company. You can actually go to that company’s website. And typically the tab that you would be looking for in a company’s website is called investor relations. Ok, for the companies themselves do have the data. All right, on course. We can also get it from the sec. But before we go further let’s, keep it. Let’s, keep each other out of jargon jail. Let’s. Make sure everybody understands what is a public company. So a public company is a company that is has issued stock and its trading on the market. I guess the most famous one that we saw go from a a private to a public company recently with facebook. Right? So, prior to that, all of the information was private. Uh, no. No information had to be released to the public about salary information att saturday. Other compensation data. But now that they’re a public company and the public now owns shares of that company owns part of the company, they have to be able to report all the all the goings on all the various pilings about, you know not only what the corporate insiders were doing, but obviously all the data related to other financial information for the company. Okay, it’s, the difference between privately held on dh public that’s. Right? Ok. So what kind of data can we find about? About what we’re interested in the people, the insiders. What kind of people? What kind of info can we find? Well, the interesting information you confined if somebody is a top officer at the company, you confined their their salary and other compensation data, and they actually have charts of that data going back over a three year period so you can actually see whether they’ve had what their big salary wass what commit other compensation that they might have maybe bonuses, etcetera? Um, really key? I think teo looking at this data is stock ownership because very often a non-profit especially if they are in, say, in a capital campaign or an endowment campaign mode where they’re really looking for major gift, i’m trying to get a gift of appreciated stock, a supposed to getting a gift of outright cash from a particular donor could be very beneficial, so, you know, just understanding whether or not you have people in your own fund-raising database, whether or not they may be one of these corporate insiders who khun gift you stock, that would be fabulous to know. And, you know, the screening companies can help identify that for you if you’re not able to self identify who those corporate insiders are in your database, okay? And there could be other there’s other stuff that’s disclosed as well, like all their their fringe benefits and things right, which can include insurance policies, that’s, right, all their employment agreement. You know, you’ve heard of people who have these golden parachutes, right? If they’re released from a company. So all of that is actually outlined in these particular employment agreements eyes that maria, i’m sorry is the agreements themselves or public? So, yeah, they they actually will say, you know, if this person is terminated, thiss personnel will be subject to earning x number of dollars, maybe even shares of stock upon their termination. But i’m just curious, can you actually see the language of their employment contract or that i don’t see is the language of the employment contract, but within the proxy statements which is filing statement that this information is contained within that’s where you would find really that the juicy, the meat of it all that if that is of importance to you, if you have somebody who is, perhaps, you know, a corporate insider and maybe, uh, you know, has just been let go or will be let go, you can actually find that information was just like looking i would if i could see people’s employment. Contracts, but now just some juicy details. Yeah, exactly details, no other juicy details that i like pulling out of this is also bios of the dads, the entire board of directors of, ah, of a public company, so it’ll give somebody’s age. So right? Yeah. I mean, you know, you do plan giving tony, so understanding whether or not somebody is maybe perhaps even a prime planned e-giving prospect based upon their age that’s disclosed in this statement you have a bio that would contain where they’re currently employed other corporate boards that they sit on so very often i’ll read about bio, yeah, within a corporate proxy, and then i’ll realize, oh, i didn’t realize this person also sat on another board of directors, so their insider over there, too, right? So then that makes me, you know, have to, you know, then i know just from that key piece of information here’s, another area i need to explore as i’m doing my prospect research that they may actually own, you know, significant shares in this other companies, right and it’s, just to remind people that in a way that you might find that someone is an insider. Because you might not know it is setting up the google alerts, the free google lorts that you and i have talked about a couple of times in the past, if you have those on your major donors, then information about them and the company that they’re an insider for we’ll come right to your rage. Your inbox? Yes, i think it should you know why? Because when they have let’s say i maria semple, where a corporate insider, maybe i sat on the board of directors of the company. I just used to use me as an example, but now you’ve learned yeah, point likelihood of that ever happening. So so even test really small it’s not even worth it. You’ll start using one of your other regular control, anybody but me. Yeah, you’re much better off if you have much good or likelihood of being inside. If i traded today in a public company and i were a corporate insider, i need to let the know within two business days. Oh, wow. Yeah. So, you know, from a product you know, as a prospect researcher it’s. Terrific. Because you know that if you’re looking at particular filings, you will be able to see whether that person has how much stock they have within a two day accuracy period. Okay, that’s. Incredible. So, yeah, well, all of that came about, you know, and because of the recent financial meltdown, et cetera, in the early two thousand’s, but there was definitely some new laws that went into a fake into effect under the sarbanes oxley act. And so they ended up saying, okay, you know what? You used to have a longer period, so let us now. Now we’re shortening it two days since you mentioned plan giving earlier something else you might find out about his people’s retirement plans with the cup with the company that’s, right? That’s, right. So might give you some some idea there as well, whether or not they’re gonna have maybe, you know, a significant amount of money that they were going to have to do something with. So, you know, why not know about that? And be prepared to have a conversation with them? So we have just about a minute and a half before our first break. What? So you mentioned the proxy statement. That’s. One thing that has to be filed. That’s filed by the companies or by the insiders, those air filed by the company’s once a year, once a year, they’re filed with the securities and exchange commission. They’re known as to other things actually notice of annual meeting of shareholders. You might see it turned that way, and then everyone of the filings that the sec has has a number and the number that corresponds to these this particular sec document is called death. D f like frank death fourteen a and that’s filed once a year by the company. Okay. And those air all the different names for the proxy statement? Yeah, yeah, i mean, they’re they’re known as all these different things. But if you are on the website, you’re actually looking for form death fourteen a for that particular company again. It’s on the company’s website, though, is well. Ok, now we have just about thirty seconds before before our break. There’s there’s annual and quarterly statements also, right? Yes, there are. There are definitely annual in quarterly statements and they’re they’re more related to significant happenings within the company related to really financial goings on of the company itself as opposed to individuals connected. To the company. So for the most part, that’s, the type of information that they’re going to file annually quarterly. Okay, we have to take a break when we return. Of course, maria semple stays with me, and we’ll talk about some of the places where you can find this data. Stay with us. Told you. Hi, this is nancy taito from speaks been radio speaks been radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. If tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought join me monday’s a two p m and get all your communications questions answered on speaks been radio. Have you ever considered consulting a road map when you feel you need help getting to your destination when the normal path seems blocked? A little help can come in handy when choosing an alternate route. Your natal chart is a map of your potentials. It addresses relationships, finance, business, health and, above all, creativity. Current planetary cycles can either support or challenge your objectives. I’m montgomery taylor. If you would like to explore the help of a private astrological reading, please contact me at monte at monty taylor dot com let’s monte m o nt y monty taylor dot com how’s your game want to improve your performance, focus and motivation? Than you need. Aspire, athletic, consulting, stop second guessing yourself. Move your game to the next level, bring back the fun of the sport, help your child build confidence and self esteem through sports. Contact dale it, aspire, athletic, insulting for a free fifteen minute power session to get unstuck. Today, your greatest athletic performance is just a phone call away at eight a one six zero four zero two nine four or visit aspire consulting. Dot vp web motivational coaching for athletic excellence aspire to greatness. Hey, all you crazy listeners looking to boost your business, why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. Welcome back. I’m glad you’re still with us with a cracked voice cracks again again, like a thirteen year old maria, just briefly. What are the seance? Isn’t important to know the file. Name the names of some of these forms. What do these annual and quarterly statements called that people will be looking for? Well, if you’re looking for those quarterly and annual statements ten k and a k or those statements. But there are others that i think are even more interesting in terms of prospect research. In addition to that proxy, the death of fourteen a there’s, something called a form three and a form four. So form three is is the initial report that is filed by insiders as of the date that they become an insider or a beneficial owner of stock that will lift their holdings as of that day now, i would’ve thought that would be formed one but that’s not forme one yeah called form. Okay, i don’t want confuse people, all right? It should be for more that i find very interest. Sting is called form for, which would show any changes and holdings anytime that insider buys or sells their insider, stock and that’s the form that i was referring to that actually has to be filed within that two day period of that stock chance transactions. So let’s say there’s an example. Maybe a proxy filing may have been done and say, april this year for a particular public company. And here it is the beginning of september where researching this particular corporate insider if we only go on the data that was filed on the death of fourteen a document that proxy and it’s going to show this stockholdings as of april twenty twelve um, there’s a lot of time that has passed several months. Did this person trade any stock during this time? We would like to know what their their holdings they’re still the same or not. So you would be looking particularly performed for to see if that person actually made a trade in stop between april and september, and then on the form itself it’s going to show you whether they border, sold more stock, and then how many shares that they hold at the conclusion of that sale? So let’s say the conclusion of that particular transaction. I still own ten thousand shares. Of that particular stock, i can go on a web site that shows, you know, market activity. Boone is showing, you know, what’s going on in the stock market and get a general idea of how much that stock is worth in that portfolio. All right. You mentioned the corporate website under investor relations and investor information as one place to find this data where else the government has its sec has its own site. Yes, the sea, which is dot gov does have a database called edgar free edgar’s. So that is definitely something that you can use. Teo, look for the information and using the website or even going to the corporate website is free to d’oh. Okay, edgar, i had always heard of edgar, but i didn’t know that it stands for electronic data gathering analysis and retrieval. Yeah, that isn’t that smart of the is in that little clever of the sec. So they should have make a retrievable info analysis. And there would be maria. There you go. You should have maria get rid of edgar and replace it with maria way. Just have, like we just have about two minutes left. What are other? Sites where you can find this, even though we’ve already identified some free ones. Right? So a fee based site, actually, one that i myself subscribe to because i do so much of this type of research is called ten k wizard dot com and that’s actually part of the morning star document research of companies. So it used to be a stand alone, and now they’re part of morningstar. So ten k wizard, i find to be really useful. Their lowest subscription is roughly four hundred dollars a year, and it enables you to i just like the output of the data. I like the fact that i can put in an insider’s name, and it will show me every place somebody is connected to a corporate insider to lead me directly to the filings. And i can see a pdf copy of the filings. So it’s it’s just a quicker way. So i would suggest for anybody who’s really going to be doing a lot of this. You might want to consider a subscription service. Okay. Oh, really? They just worked. Works better than the edgar site or going to the companies. You know it. I think it. Just points to a lot of information very quickly, so as opposed to trying to sort through the information on the corporate side, etcetera, teo, sort through, say all the form four filings that exist on a corporate site to just see well, because it’ll just say form for, you know, and say the filing he’ll need to try and figure out what is this filing related to the person that i’m researching right now? Yeah. So, it’s, just the way you go about the research, i think it just becomes a little bit more efficient on some of the paid resource. Is maria simple is the prospect finder. You can follow her on twitter at maria simple. Her sight is the prospect finder dot com. Always a pleasure. Thank you very much, maria. Thanks so much. Have a great day. Thank you very much. Next week, small shop planned giving with claire meyerhoff, principal of the plant e-giving agency. We actually turned the tables, and she interviews me for a while on small shop planned giving. And scott koegler, the editor of non-profit technology news and our tech contributor. He returns with technology to help your event planning you. Can keep this conversation going on arlington group post your follow-up questions and my guests for the week will answer them. I’ll make sure of it. Also, i host a podcast for the chronicle of philanthropy. It’s fund-raising fundamentals it’s, a ten minute monthly podcast devoted i only tow fund-raising it’s on itunes, it’s on the chronicle of philanthropy website. If you like this show, then check it out. It’s called fund-raising fundamentals continuing to wish you good luck the way performers do around the world last week was those crazy russians. They wish you bad luck and then you say go to the devil to denounce their bad wishes. But the hell of it is they make such good vodka this week from norway three three this was used to put a curse on someone that you liked. This is like, this is almost like the russians. The superstition was that if somebody had already cursed you, then the evil spirits had no reason to bother you. So it’s not like the russians that you don’t. You don’t denounce the person, you’re actually grateful that they put a curse on you, that the really evil spirits have no reason. Teo to deal with you unless unless the person who’s cursing you is themselves an evil spirit, but i don’t think the norwegians air thinking, i think i’m overthinking it, so it used to be a friendly goodbye or to send somebody off to a journey to v tv today it’s used when wishing someone good luck before they go onstage, and the belief is that it imitates the sound of spitting and an anima tapia, so i’m wishing you for the week to vt our creative producer is clear, meyerhoff sam liebowitz is our line producer janice taylor has these foreign good wish research experiences for us. The show’s social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit rico radio is john federico of the new rules rico radio. I wonder if he has rico radio. I hope you’ll be with me on this radio twenty martignetti non-profit next friday one to two p m eastern at talking alternative dot com hyre durney i didn’t think that shooting. Good ending. You’re listening to the talking alternative network. Get in. Duitz hyre good. Hi, this is nancy taito from speaks been radio speaks been radio is an exploration of the world of communication, how it happens in how to make it better, because the quality of your communication has a direct impact on the quality of your life. Tune in monday’s at two pm on talking alternative dot com, where i’ll be interviewing experts from business, academia, the arts and new thought. Join me mondays at two p m and get all your communications questions answered on speaks been radio. Are you stuck in your business or career trying to take your business to the next level and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three that’s to one to seven to one eight one eight three the conscious consultant helping conscious people be better business people. Kayman you’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. This is tony martignetti aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcasting are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication. And the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office needs better leadership? Customer service sales or maybe better writing are speaking skills. Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes or get your human resource is in touch with us. The website is improving communications, dot com that’s improving communications, dot com improve your professional environment. Be more effective, be happier. And make more money. Improving communications. That’s. The answer. Dahna hyre

077: Entrepreneurs On Board & Starting The Planned Giving Conversation – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Geri Stengel, founder of Ventureneer

Lorri Greif, president of Breakthrough Philanthropy

Read and watch more on Tony’s blog: http://mpgadv.com

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Welcome to the show, this is tony martignetti non-profit radio big non-profit ideas for the other ninety five percent of your aptly named host on february third, two thousand twelve. I hope you were with me last week. I sincerely hope so because then you would have heard looking at giving two thousand eleven and two thousand twelve. Rob mitchell, ceo of atlas of giving, was with me last week to talk about two thousand eleven’s giving by sector source and state. We also looked ahead to predictions for this year, and it was breaking the mold in traditional endowment design from the national conference on philanthropic planning last week, katherine miree, consultant and attorney attorney barry looked at alternatives to endowment design that are rooted in lawsuits, law changes and difficulties implementing donor for pus is that have arisen with the way endowments are traditionally set up this week, entrepreneurs onboard and starting the plan giving conversation first up, entrepreneurs are under utilized on boards and jerry stengel, founder of venture near we’ll help you make the fix. Who are they? How do you find them? And how do you approach them to get their special talents on your board and starting the plan e-giving conversation. Laurie greiff, president of breakthrough philanthropy, encourages you to start the plan giving conversation with your committed prospects and donors, and this was pre recorded at last year’s national philanthropy day, hosted by westchester county chapter of afb association of fund-raising professionals between the guests has always tony’s take two on my block this week, my next-gen charity, two thousand eleven interviews, part for innovation, the journey and motivation in three different videos. We’re live tweeting the show this week. Use the hashtag non-profit radio to join the conversation with us on twitter. The show is supported by g grace corporate real estate services. I’m grateful for their support. I really am right now. We take a break and when we returned entrepreneurs onboard, so stay with me. You’re listening to the talking alternative network. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com. We look forward to serving you. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call a set to one, two, nine six four three five zero two for a free consultation. That’s lawrence h bloom two, one two, nine, six, four, three five zero two. We make people happy. Hyre hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. Welcome back to big non-profit ideas for the other ninety five percent on tony martignetti non-profit radio, i guess now is jerry stengel. We’re going to talk about entrepreneurs on board. Jerry is the founder of venture near offering social enterprises non-profits and small businesses. Advice from a professional advisors and piers with real world experience. I’m very pleased that her work and her thoughts about entrepreneurs on board boards brings her back to the show. Jerry, welcome, welcome. I’m glad to be here. It’s a pleasure in the studio this time. First time was we did a panel at the you were you were talking about linked in at the national philanthropy day at the f b westchester? Absolutely. And i’m going to touch on lincoln again today. Okay? Ah ah. Now i know why. So let’s talk about entrepreneurs on dh. Maybe that’ll have something to do with how to find them. But what are we talking about? Who are we? What is the universe? Who? Let’s define entrepreneurs. So in this particular case, i’m just talking about small business owners. So they made have ah, company that has a hundred employees or a handful of employees, but they’re running the operation and managing a business and growing it. And what do these people have that special offer? Two boards? Well, they have a lot in common with the non-profit ceo and one is that they have a fire in their belly. So justus, the non-profit ceo, is passionate about the mission of their non-profit the entrepreneur is very, very passionate about their business, they are creative problem solvers, so they seen up obstacle, they go around it under it, and sometimes even through it, they are also resourceful. So justus, the non-profit ceo, does mohr for less, so doesn’t entrepreneur. So this instance, somebody that’s going toe, you know, say, spend a gazillion dollars on marketing, and they also have a lot of technical expertise, so you’re non-profit may need somebody who’s good at finance, somebody who’s good at logistics air operations, you might turn to somebody from the manufacturing industry or perhaps your non-profit has a lot of customer service people, and you need to do a lot of training. You might need somebody from the service industry, so you’re going to turn to non-profit not non-profits two entrepreneurs for a variety of reasons, these people are running businesses though small, medium or large? Aren’t they too busy to contribute to a board? So they absolutely are very, very busy, and one of the things that i think is critical when you are talking. Teo are trying to recruit an entrepreneur, and really, this would be for anybody is to spell out how much time what is the time commitment? So how many board meetings do you have? What is thie attendants expectation? Do you have to be on committees? How many times does the committee meet? How long are those meetings? Do you throw a lot of special events and expect your board members to be there? Okay, so we’ll and we’ll get into the setting the expectations, which is sort of what you’re what you’re scratching it, but so you’re confident that even though these air busy people, they’ll if they believe in your work, they’ll carve out time for you? Absolutely, they actually think that giving back it is important to their own success and it’s the right thing to dio so fidelity gift funded a survey last year, and they found that entrepreneurs, um, believe a majority of them that their success is tied to doing good work, but they’re underutilized on boards you feel non-profits don’t recruit them sufficiently don’t pay enough attention, right? So i think that non-profits need more board members and need board members that have business expertise and technical expertise, and they can seek out entrepreneurs as one type of person that would be appropriate for their board. But so why do you suppose they’re there under under? I don’t know if underappreciated is right, but underutilized in in, in looking at who should be boardmember czar non-profits no reluctant to approach them because then we feel they’re so busy, or is there something else going on? How come we’re not paying enough attention to them? So i think that there are in large corporations, some large corporations actually do training teo, help up and coming managers get onto boards and it’s a way of training them as a cz leaders. So i think lord xu corporation’s think mohr about making sure that there people are giving back in this particular way, so they’re pro actively looking for places to put there up and coming managers s oh, it’s a pse much of the corporation reaching out. To the non-profit to the non-profit is the non-profit thinking about it, they also will make sure that they’re people are listed in the resource is that are available. Teo find ah, perspective board members so there’s there’s more outreach on the corporate side, entrepreneurs there not really thinking about doing this, but you’re confident that if if we come to them, if the non-profit comes to them with the idea that they’ll be receptive? Absolutely and there’s one organization that actually is proactively trying to get entrepreneurs on two boards and that’s a palindrome, they’re based in silicon valley, and they are trying to get hi tech buy-in entrepreneurs onto non-profit boards, and they work with them on setting expectations and even talking about what the roles and responsibilities will bake. And just very briefly before break what’s that website pal drone advisors and that’s a good question palindrome advisers dot org’s i’m going to say, pal a drone p a l d i and a p a l d i n r o m a advise talent palindrome palindrome, same like otto is a palindrome, same backwards and forwards. Okay, this is auto martignetti we’re going to take a break. And when we returned, of course, jerry strangle stays with me, and i hope you do, too. Co-branding think dick tooting getting ding, ding, ding ding. You’re listening to the talking alternate network, itching to get anything. Duitz cubine are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Oppcoll hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative that calm mondays at eleven a. M call in for a free psychic reading. Learn how to tune into your intuition to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed and the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed, i and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. Hi, i’m kate piela, executive director of dance, new amsterdam. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Welcome back to the show. Always big non-profit ideas. Well, you just heard that. Okay, big non-profit ages for the other ninety five percent. Thank you, kate paler for doing that dropped for us, jerry. I surveyed the listeners before the show and won. The questions was, do you have any entrepreneurs on your board and only one third do and two thirds don’t and one of the other questions wass if not so for the for the two thirds that don’t have you ever tried to recruit on entrepreneur, dear board? And yes, to two thirds of those had indeed, so people have largely trying, but on ly a third of the listeners who answered the pole actually have entrepreneurs on board on their board, but you’re saying, you know, fire in the belly and these people are resourceful and and problem solvers, but that could sound like they might be a little troublemaker like they’re goingto they’re gonna push to fast. They’re going to move things too quickly. Entrepreneurs maybe push things fast on that’s a good thing for non-profits so sometimes non-profits khun move a little bit slowly and the impatience of small business owner can get them off the dime so i don’t see that i don’t see the downside in that way. We could use him. We could use some stirring up. Yeah. Okay. How about just in terms of their ah, they’re giving aren’t entrepreneurs have they rank generosity, life? So this is really, really fascinating. Entrepreneurs will give personally, and they’ll also give through their company when they give through their company. The rate at which they give is twice as much the rate of a large corporations giving oh, twice as much twice as much per cent to twice okay. And this is when they’re on a board or we don’t know whether this is on a board or not. I don’t know whether it’s on a board or not. So this is again that survey that i was talking about that was done by fidelity gift fund was anything else interesting in that in that survey about entrepreneurs before we go further about getting them on, i’m going to say that it really is the belief from the entrepreneur that it’s part of them it’s part of their success. It’s the reason they’re goingto do well is giving back okay, but it’s also interesting, then too correlate that with what you said earlier about them not really reaching out as much to non-profits as employees in corporations, or as as corporations do for their employees. So the entrepreneurs feel this, but maybe they don’t know how to get started. They may not know how to get started and the non-profit may not know howto reach them, so i think it’s a two way street here. So it’s both you know, if i were talking to a group of entrepreneurs, i would be talking about the benefits of being on a board to an entrepreneur. So as an entrepreneur, i know that i don’t have a lot of role models to say when i’ve been on a board i’ve seen first hand my board members in action, they become my role models, i get to learn leadership from my fellow boardmember soak if the my audience were entrepreneurs, that’s what i would be plugging and again before we get to the non-profit breaking down that wall on dh starting approach entrepreneurs don’t you say a little more about your own experience on aboard? What board you’re on? How that’s been, so i’ve been on a variety of boards. I was on the new york city chapter and the national association of women business owners for eight years for i don’t know for six years i was the vice chair of governance matters, which is non-profit advocacy group for better governance, so the better you govern the mohr good you’re going to be doing, and i’m now on a homeless organization practices board, praxis housing and i was recruited, you know, maybe not because i am an entrepreneur, but they know me because i was actually doing work with them. What do they have you doing? What expertise air you providing? So this is really interesting and what i love about being on the boards, it’s, that i like to step into a role that i don’t do within my company. So i am a marketing expert. I’ve never taken on marketing the marketing committee, i do not have fund-raising experience and that’s the committee that i decided to chair. Oh, okay, but they would have recruited you in part for your expertise. No, but they’re not tapping that marketing expertise. So in this particular case, they recruited me partially because i’m a consensus builder on yes, i do have marketing expertise, and i will obviously bring that in and help them in particular social media expertise, but it was not on that committee in the morning. I may bring it in because i’m a blogger, so i may be blogging about my experience as helping diversify this particular non-profits revenue streams, okay, so but in your case, it was mme or your skill as a consensus builder. Yeah, that because you mentioned that one of the things that entrepreneurs bring is some some ex, some expertise, and in your case, it was largely the consensus building. So this particular non-profit had just come through a rough pat patch, and many people would have been oh, my god, no, i can’t go on the board, you know, bad things that just happened to them. The ceo, you know? Ah, ah, you know, left the organization entrepreneurs are unafraid of that kind of stuff. They don’t mind messy things, and i’ve been in messy things. I’ve persevered and figured it out. As you know, it’s, a czar mentioned entrepreneurs are creative problem solvers and one way that i happen to do it is through people skills other people may use other skills, but in my case, it’s people skills so important to recognize that the entrepreneur is multidemensional and not just the sum of what’s written on a resume in terms of their own business experience. Absolutely. And as i said, they deliberately recruited may because they wanted sort of my personality. Okay, well, you’re a lovely person. I can see that. Thank you. S so let’s, get back to the non-profit generally starting to approach this s o this two way street, we know entrepreneurs are not reaching out as much as we might like to non-profits to seek boardmember ship, what can non-profits due to start tio approach entrepreneurs so i would first look in my own backyard. So what i mean by that is look to your donors and to your volunteers, so they are already passionate about your non-profit because they’re working with you’re giving money with to you, you’re seeing them in action. So you know what you like about them and you’re seeing whether there would be an additional fit in sort of upping their commitment, which would be to get on the board. Are we looking on? Lee at major donors, when we’re looking at our donors, i would say that you might first look at the low hanging fruit, which is major donors, but as you’re moving your donors up the pipeline your minor league donors to you were always trying to cultivate them and become bigger donors. You may see a diamond in the rough, and you may decide that that diamond would be best cultivated through board experience rather than, you know, upping the dollar commitment and people might be showing their commitment through smaller gif ts but very consistent, maybe many years they’ve been giving, but not at a level that you write call a major gift, right? And there’s also mohr tio the things that an entrepreneur can do for you, it’s not just about money, it could be the expertise that’s really critical as we as we talked about, okay, we’re live tweeting. The show has always used hashtag non-profit radio to join the conversation on twitter with jerry stengel she’s founder of venture near, which is spelled venture, and then n e r, which you’ll find it venture near dot com we’re talking about entrepreneurs on your board, all right? So aside from looking in your internal database, how can we start to identify entrepreneurs? So there are some online resource is that you can use borden it yusa is one of them. You may go to your local umbrella organization. Okay, let me stop you there. What is what is bored net us a do? So borden it yusa is data bus and it’s about a non-profit being able teo, utilize the database to find the expertise that they need on their board. So i guess the first step for the non-profit would be to do an assessment, what skills do they need? And then they can actually, you know, screen by financial expertise, legal expertise, marketing expertise to find people in their geographic area. Okay, how do we after we’ve mined our own data? So we’ve found major donors or maybe consistent, smaller donors, but and how do we find out who’s an entrepreneur? We’ve got this group of committed donors, but how do we know who among them are the entrepreneurs that we want to start to target? So if you have a good database, i hope you know that in your database, so you’re not you’re not, you know, some are some do not have that don’t have business. They just know that they get a check every year, but they don’t have the business background of the person. So all right, so absent that come on, jerry strangle, you know, you know, so i’m going down for the for the small shit can you can’t drill down. One of the ways that you can drill down is put that name in tow linked in. Okay, so one of my favorite ways of finding ah, perspective boardmember is that’s actually the use linkedin? Because you can search by you can use linkedin it’s an amazing database of professional managerial people, and you can screen people by geographic area by whether they’re in entrepreneur by the size of company, by the industry on dh find even people that are passionate about your cause because they now have a section in which you can tell people, you know what? The cause that you care about, okay? All right, so we’ve got the names we have linked in. Is this an advanced search that you’re talking about in lincoln or a standard search? How do we actually do the search to run these names from our own database to find out who the entrepreneurs are it is an advanced search, but they’re advanced search is very using user friendly. So you’re just filling out a form. So it was just a checklist of things. Okay, how do you get it? First of all, advanced search is available in the free linked in service, right? Absolutely part of free. Okay. And how do you get into advanced search where’s? That so i think in the upper right hand corner there’s the box that says search and right underneath that they’ll be ah, hi protects link, teo advanced search click on that and then the form pops up and you’re literally just completing a form. Okay? And what would we be looking? What what attributes would we be looking forward to? See? Well, at one point were just looking at names because we got names from a general database, but suppose suppose now we’re beyond that. We’ve mined our own data and gone toe linked in to confirm who’s an entrepreneur who’s not, but beyond that now we’re trying to find new entrepreneurs that we don’t know what we do on linked in tow, identify them so again you can fill out the form because they’re gonna have a Job title on 1 of the job titles, i believe, is entrepreneur, but if it isn’t, then you could do president of the company and you’re just picking a size a company because i know they have size of company. They do have industry so you can pick up by industry and i’m not sure if they have job function. They might have job function also. Okay. Andan other possible title. Besides, president might be founder, right? Like you’re found your deshele founder venture near you ventured years our company again. Okay, so linked in very underutilized. And you were on that panel. That was the december twenty third show. So if people want to know more about using linked in which that panel jerry was part of felt is the most underutilized social media. Then listen to the go back and listen to the december twenty third show. Devoted teo devoted to link, then. Okay. Other other resource is besides borden at yusa linked in so again local umbrella organizations like united way here in new york, we have board serve. N y c, which is done by united way. We have the junior league new york city, which trains people to become board members. Andi also mentioned palindrome advisors, right? Palindrome otto. You know, i mentioned otto because that’s altum pantene organization, which i was president, i was found her off. I was an entrepreneur at, like, fourteen, fourteen, fifteen years old was was founder of otto, where i grew up altum pantene organization, otto, i love palindromes. I also love liberations, but that’s for another show. So how do we approach these people now? We’ve identified who they are using. These resource is how do we get to them? So in the case of linked in, what you might do is have an intermediate person, somebody that you know, who knows them, make that introduction if you don’t know somebody because you’re passionate about the same thing sort of cold emailing them is not something that’s going to offend them, you know, you’re talking to them about something that they particularly care about. That could be poverty that could be animals. It could be whatever that non-profit is about. And you’re saying you care about animals and that’s what? We’re all about can we have a discussion? And email is actually on linked in. A lot of people have their email address unlinked in or you could use a lincoln message, i guess. Yeah. So there’s a couple of different ways you can have somebody make that introduction on. Then if you pay for link clearly that’s preferred if you have a warm, warm reduction warm introduction, right? Always a warm introduction is better than a cult introductions. If you have a list of names, you might run that list by your board, major donors and see if they know any of these potential boardmember yeah, i’m going to say the chances are the staff maybe doing that screening for you there’s ways and linked in that you would be able to know where the overlapping people are in which boardmember knows the person that you want to contact. Okay. All right. How do you do that? Quickly? How do you do that? Quickly? We just have a couple of minutes, but leave the detail hanging. How would you find those overlaps? So oh, god, you’re really putting me on the spot. And i have to think this through. You know, i can’t come up, yeah, facebook page. All right, so we’ll put it on the facebook jerry’s going to post on our facebook page, which is facebook dot com, of course, and then the name of the show how to make thes overlap findings on linked in. Okay, so now you’ve approached the person you start the you start the conversation? Absolutely, and part of the conversation might be an in person meeting and it’s really get to know you meeting, and that first thing is again to confirm passion alignment. So the most important thing is that they care about the mission of your organisation, and then we have to start to convey those expectations that you mentioned earlier and the next thing that we would talk about it’s really the time commitment buy-in and then after that, i would talk about what the duties are, so if they’ve never been on, if the entrepreneur has never been on the board, what fiduciary legal ethical responsibilities does the person have? What they may not realize is it’s the board’s responsibility toe hyre and evaluate the ceo, edie of the non-profit it’s the board’s responsibility to review and approve the budget in many non-profits cases. It’s, not the board’s job to do the work of the organization. I’m gonna leave with our last poll question, which was, if you do have entrepreneurs on your board, how are they working out for you? One hundred percent said they are above average board members. Validation of everything jerry strangle is telling us you should be on should be searching for entrepreneurs. Jerry is the founder of venture near offering social enterprises non-profits in small business media, small businesses, advice from professional advisors and piers with real world experience venture near dot com is the domain. Jerry, thanks very much for being in studio guest. Thank you. It was a pleasure. Please stay with me when we returned. Tony’s, take two. Yeah, you’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed on montgomery taylor, and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt. Y at r l j media. Dot com are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back to time for tony’s take two on my block this week, my next-gen charity two thousand eleven interviews part for and the last part, sadly, my show was a social was a media sponsor of the next-gen charity conference last november here in new york city, and i got a dozen excellent, insightful, thoughtful interviews from the speakers there and the last three are linked on my block this week, abby falik is the ceo of global citizen year, and she and i talked about innovation and the leadership to envision it and drive it forward. Eric sacristan wants you to pursue your hero’s journey his journey took him across the country, meeting two hundred of the world’s, most influential and powerful people over a cup of coffee. Andi learned, you know, amazing lessons from these two hundred people on dh made a film about it called the journey it’s, a disney document documentary chronicling him driving across country with a vw. I think it was yellow. I’ve seen the video, i’ve seen the journey, i’m pretty sure he had a yellow vw microbus, which broke down a couple of times, and you watched him struggle for funding. To get the the vw fixed on dh to continue making his journey across country. And you also see him in phone booths calling some of the most influential people in the country, inviting them to a cup of coffee because that’s all he could afford to take them out too. And jacob are men in is a director at the x prize foundation, and he explains how the x prize motivates people and he wants you to make space to dream. So links to these interviews and the first nine of the twelve are on my block at tony martignetti dot com note the new earl for the blogged tony martignetti dot com that’s tony’s take two for friday, february third, the fifth show of two thousand twelve right now, it’s starting the plan giving conversation with laurie greiff from philanthropy day at the association of fund-raising professionals, westchester county chapter and here’s. That pre recorded interview welcome to tony martignetti non-profit radio coverage of national philanthropy day, hosted by the association of fund-raising professionals, westchester county chapter we’re at the edith macy conference centre in briarcliff manor, new york, and with me now is laurie graph. She is president of breakthrough philanthropy and her seminar topic is starting the plant e-giving conversation. Laurie graph welcome. Thank you. Hi, what are non-profits not doing in terms of just starting that conversation? Opening the door that you’d like them like to see them do more of, i think that they’re not making plan giving visible enough is a way to give to their organizations. People know about annual campaigns and major gifts and capital campaigns, and they’re actively marketed. But plan giving is something that people don’t think of initially when they want to make a gift. And i don’t think that non-profits bring it up enough and marketed enough. And what about the small non-profit can can the small shop be involved in plant e-giving absolutely, absolutely any non-profit that is funded by individuals and has been around for a while and has a long term mission should be doing plan giving, okay and around for a while. How long roughly should you live long enough to feel that your donors are totally committed to you? It’s very hard to say. Sometimes it could be just five years. Sometimes it might be ten years. It could even be three. Years, but if you have people who are totally committed to supporting the organization, then you should be talking to them about this kind of giving, okay on dh how do we know that they’re committed? How do we judge that? That commitment, because you’ve been talking to them all along, it’s it’s not even so much through their gifts, says through their actions, for example, you might think that someone who’s given to you for ten years is your best giver and maybe that’s the the case, but somebody who’s been volunteering consistently without even making significant gives at any point may also be a very, very good prospects. So it’s a question of knowing who you’re talking to it’s all about relationships, ok? And how about age? Is that that’s an important factor before we tryingto want to get out who we’re going to start the conversation with and then out everybody candidate at some point for playing e-giving but it depends. I think that you can talk to anyone at any point, because i have no qualms about saying to someone whose family has been committed to the organization say, a very young person who’s just gotten married just had a baby, you know you’re going to be doing a will. You might want to think about other things besides just your wife and children start building your estate now maybe you’d like to consider including us for a small piece right now and let them say yes or no, but least the thought is in their head and you have that much longer to ask them also. And for an older person while you you want to be sure that it’s not such an old age that they finished with their estate planning and they’re not going to change their will or make any changes. So it really is it’s up to the individual’s relationship, ok, eso, in terms of your seminar topic, you know, starting the plane giving conversation, who should be having the conversation? We’re not it’s, not just fundraisers, right? Not just professional fundraisers, but maybe boards or directors. Who do you like to see having these conversations? It’s fund-raising so whoever you use with your fund-raising that’s who you should be using with your plan giving, you’re already in the conversation and neither the donor is is comfortable with you or or with the exec, director or boardmember whatever their relationship connection is that’s the person you might wantto have involved with? Withy asked. On the other hand, i’ve asked many people justice, the fundraiser, but i’ve had a long term relationship with them, and they tell you the most extraordinary things, once you start that kind of conversation you just never know what’s going to come out it’s very personal. So you may be the best person in something you size up, just like any other major gift. And, you know, i may be i probably should have asked you this early on, but how do you define planned giving? What? What? What’s the scope that we’re talking about just so that listeners know what types of giving types of gifts we’re talking about? You know, it’s really not so much what i define us plan giving because the whole industry sees it in a different way in different, you know, larger organizations see it differently from smaller ones, anything that’s more complicated than writing a check, any gift from the ninety five percent of the assets that are not cash that people have, i think that that somehow touches on a plan gift? It could even be something current. I mean, people giving money from from their iras is considered a planned gift now, if you’re over seventy and a half but to me, it’s a major gift, it’s an outright cash gift so depends in terms of getting to starting that that plan giving conversation if we have volunteers who are regularly talking about fund-raising so, as you said, we want to engage them in opening the plan, giving conversation to what degree to do, volunteers need to be trained about details and technical sides of planned e-giving you don’t need the details, you need to know that the kind of gifts that come out of donors for plan gifts are generally the biggest gift they’ll make. They are commitments to legacy and making a change or an ongoing presence in the organization and that’s really all that you need to know if your volunteer talking to somebody once you get the reality of where they are with the organization, then then somebody with more experience may want to talk to them a professional. Okay, but but your seminar is about opening that door just getting the conversation started. Yes, but i was talking to a room full of professional fundraisers and amazingly, a lot of them didn’t have plan giving was just drives me nuts because it’s a huge, huge gift for anybody who does it it’s the biggest gift they’ll probably ever make, and they’re doing it to have an impact, a basic impact on the organization in the world. So, you know, it’s an important gift and it’s just beyond me, while people why people aren’t you know what it is, it’s not beyond me, actually, because people are pressed for time and this requires a tremendous amount of cultivation and getting involved and really working with donors on a long term basis. So going back to the volunteers, how do you train them? Tio, just start this conversation. What? What what words did they use? How do you teach people that gave some examples? For instance, supposing you have somebody with your organisation who doesn’t even give you a lot of money, but the volunteer to be at every every event, and then they volunteered to help out and and they’ve been doing it for years and years. What’s wrong with sang gi george, you’ve been helping us forever. You’re like part of this place already. Is there any reason you know why you don’t give money and you might say, well, you know, it’s, it’s, it’s, the action that really brings me into this, and then you say, well, no, there may be a time when you want to think about putting us in your will. So even if somebody has put off a little bit by the fact that they haven’t really been donors and now the fundraiser is asking them for a gift, there are soft ways of approaching people, anybody you could say, joan, you’ve been giving to us for years and years, and you’ve made such a different for whatever in our organization. Have you thought about putting us in your will? We’re part of your legacy, you know, something like that. The point is that you already know the people you’re talking to strangers are not going to be comfortable in this conversation, okay? So that’s the first thing that needs to be someone you’re really in the conversation? Yeah, but even if even if it is someone you know, that oh, you mean the the organization knows them. Or the person who’s doing the asking knows them or both. Well, okay, okay, but even if it is someone who has a relationship with the person, i think we’re there are still a reluctance to teo talk about someone’s a state plan. I mean, it involves death and it’s so personal and deeply private i couldn’t possibly bring myself to have this coming. I don’t mean me, but i’m the hypothetical volunteer. How can i? Yeah, i mean, how do i overcome my fear of just of raising this subject, even with somebody who i know well, you khun, speak from your heart because you’re asking for a heart felt gift. This is truly not just writing a check. It’s making a statement. So since you already know this person, the question you ask is, will you lead not? Will you leave us money when your dad but do you wanna have a continuing presence with us? Is it important for you to make an impact for the future? Do you have a vision of what you’d like this place to really look like at some point and that’s the door opener to asking for a future gift to making a real commitment to the organization, not about the person’s life ending, but about the continuation of what they think is a horton. So this is not a conversation about death? Hell, no. Okay, you can swear on tony martignetti no problem. It’s ok? We have jargon jail, but i don’t think that i think everybody knows what that means. I think that everybody knows that that that’s not a judge in jail offense, everybody knows what that means, okay? But i think that is what a lot of people’s reluctance is built around there, and they’re going to talk about the person’s dying and death, but now it’s about their legacy to the non-profit they love, right? Absolutely. And i mean, they’re no different than anybody else. The person you’re talking to wasn’t the only one who’s going to die. Everybody is so that shouldn’t be the issue the issue should be. How do you want to be remembered? And you don’t even have to say it that way. It’s it’s what you want people to see that you’ve done in the future? What would you like your name to be on? Or what would you like your legacy to be for everyone, you know, and i appreciate going know that level of detail. May we really what what words do you do we use? Do you recommend? Because that is helpful to people who have this reluctance? I’m with laurie graph she’s, the president of breakthrough philanthropy, and we’re talking about her seminar topic at national philanthropy day in westchester county, starting the plan giving conversation. So what other advice do you have for people who are i want to be starting this conversation, but are are either and technically challenged or just for some kind of, you know, have a reluctance? Well, it has to be someone who’s been fund-raising for a while, i don’t think even even a more senior person who’s in an administrative job can do it. You have to be usedto asking people for money or for assistance in some way, and you need to have the relationships. But the the best thing i can say and this is going to sound funny is practice. I mean, i’ve practiced in front of a computer camera where i’m looking at me soliciting me for a plan gift, and and everyone knows that when you first start doing something, even if you know how to do it, you’re awkward, and then you’re less awkward, and then then you’re doing it, and you’re good at it. So it’s, like asking for money for anything, how about practicing with with someone else in the office, a sort of a role play that’s. Good if you can keep from giggling. Okay, well, you khun, giggle and swear with long, you don’t do that in the actual leader. You want to get so fluent in this that it’s just coming out of your mouth, as you’re saying, and it’s natural and you’re comfortable, okay, and then, eh? So we’re talking about. We’ve been talking about asking the question, talking alternative radio, twenty four hours a day. Hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit. You hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. This is tony martignetti aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays one to two eastern on talking alternative broadcasting are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication, and the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office needs better leadership, customer service sales or maybe better writing are speaking skills. Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stopped by one of our public classes or get your human resource is in touch with us. Website is improving communications, dot com that’s improving communications, dot com improve your professional environment, be more effective, be happier and make more money. Improving communications, that’s. The answer. Talking. Now, let’s spend little time dealing with the response suppose the responses i’ve never thought of it and, you know, i’m just not i don’t think it’s right for me? I don’t think it’s right for me, okay, i could get that, and certainly if you have a specific objection to two, including a charity, when you’ve been so generous your whole life, i would want to know what that is just because i like you and i’ve known you for years, and i’m curious, and we’re not asking you to just disown your family or take anything away from anything that’s already important, we want to be part of what’s important. So, you know, is there some way i can help you with this, or is there a personal bias? I mean, you just have to pursue what that isthe and in asking those important follow-up questions, i think you’re going to find out a lot about the person’s objection, and maybe that will help you overcome it. The difference is, tony, that when you ask somebody for a plan gift you’re asking for ah future commitment so it’s not like saying to someone we want you to leave. Us one hundred thousand dollars from your will, or a million dollars from your will. I’m sure there were people who were very good at asking that way, but i’ll restart with you’ve been so committed to our program, you’ve been doing this and this and this for so many years, and i know you especially love x what’s your vision for that for the future. Is there some way you would want to have an impact on that and that’s more of a way to go, then? Just it’s really listening to what the donor says? Very donor-centric yeah, well and listen, right. So asking good questions and follow-up teo to someone who objects and then listening carefully. You’re, as you said, teaches you a lot, right, i think, and just doing it, doing it and doing it makes you better and better. Okay, what other advice did you did you have to share with with your seminar today? Well, to bite the bullet and do it because this is the first practice for, well, that’s part of doing it is getting it down and getting it right and feeling comfortable and at some point making it the rial. Thing don’t just keep practising and practising billions and billions of dollars come into non-profits every year, just from bequests, somewhere between seven and nine percent of all e-giving going back decades, so if you’re not willing to tap into that resource, what possible excuse could you have we’ve been talking about, including the organization in a will can we open the conversation about some other type of plan to gift? Absolutely absolutely would you have to do is listen to the donor, because if the donor has other needs that our priority or better fit what they can do for your organization, it’s worth discussing thie easiest is a request and about eighty percent of all plan gifts or bequests, but there are certainly other ways that might help the donor make the gift. Okay? And so then how do we pursue those other types of gift that might be a little more sophisticated? Not grossly, you know, terribly non-technical but might be a little more sophisticated. How do we shepherd are our conversation? Teo, teo, continue it, but when we don’t really know what might be the right avenue, just that we have a donor was interested and there might be some other playing gift method that’s, that’s appropriate. Where do we go in while we’re in our conversation? Well, you have to explore the donor’s going to tell you things when you’re in this kind of conversation that you might never hear from them otherwise. So if somebody is more concerned about taking care of their son with a disability or if they’re worried about education for their kids and giving the money away at some point before the kids were out of school, thes air all things that could be dealt with through trusts or other instruments and listening to what concerns the donor helps and and and what calls to the donor also is what helps you decide. You know what? I may have something that will actually help you do better than you thought, but i want to check my numbers so i’m goingto call you tonight or something like that in this way, it gives you a chance to talk to more sophisticated people as faras the techniques go, and if you know the techniques yourself, you couldn’t throw it out and see what they say there was something i was really kind. Of burning to ask you and now i forgot it was it was directly related to something you just said, well, maybe you’ll come to me, so i just have to ask you generally then what? What other advice did you share in your talk today? That was it that was it really well, it was pretty much not to just sit back and assume that everything you’re doing is going to keep you in the loop, because plan giving is the future of technically and also virtually the future of all non-profits they have to be doing it in some way. And mom, my pitch was to just do it. If you’re raising money from people and not institutions, get on the phone, make appointments and do it, and not be fearful of the rejection of the objections of your fundraiser. So these things happen. I actually gave a simple hand out it’s, a list that set on the top low hanging fruit make your list. Who were you going to call when you get back to the office tomorrow? Who’s the first person you’re going to mention this to how are you going to get this started? And your organization may be you have to talk to your boss or the chairman of the borders somebody and sell it to them, give them the case for plan giving because you need it. I remember what i was going to ask you now. You said that, uh, a lot of times you’ll hear things that people will never share in any other, any other conversation, obviously, without attributing it. What? What are what are a couple things that you’ve heard that you think our personal that you wouldn’t have been able to find out if you hadn’t? If you hadn’t opened the plant e-giving conversation? Well, something’s a really personal, like, you know, where we’re very worried about a son that you’ve never met who’s been having some issues, and we want to be sure we have a trust set up for him and that also, by the way, is an opening for a charitable gift as well. Or you might hear, you’re not going to believe this. I just want latto i did actually do that from somebody in massachusetts, and so there are various different things somebody could sadio it’s not public yet, but george and i are getting divorced things come up that you would never know and you never really have to know unless you’re getting into family issues and then people tell you things and you become their best friend so all these reasons it’s it’s worth doing just get out. Oh, it’s great for dahna relations. It just makes your donors feel very attached to you. Lori graph is the president of breakthrough philanthropy and we’ve been talking about opening are starting the plan giving conversation. Laurie graph thank you very much for being a guest. Thank you, tony it’s. Been a pleasure. This is tony martignetti non-profit radio coverage of national philanthropy day hosted by the association of not of fund-raising professionals. Westchester county chapter. That was my interview with lori greiff. And i’m very grateful to her, by the way, at the conference, i was mispronouncing her name it’s greiff, my thanks to her. And to the organizers of westchester county a f p and also to jerry strangle my first guest today next week. Psychic medium betsy cohen. Yes, a psychic medium is going to take your calls and tweets to help your office overcome challenges and learn more about itself, plus two next-gen charity interviews one with marc ecko, the founder of eco enterprises. You may very well be wearing one of his pullovers. You’ve certainly seen them and also craig mark, the founder of craigslist and craigconnects keep up with what’s coming up. Sign up for our insider email alerts on the facebook page. If you like the show, please like the page, you know you can listen. Live our archive to listen archive goto itunes you’ll find us there at non-profit radio dot net on twitter you can follow me, you can follow the show’s hashtag, which is non-profit radio the show is sponsored by g grace and company. Are you worried about the rising cost of rent for your organization? Do you need a plan for real estate that you’re non-profit owns g grace and company will give you and your board full analysis so you’re real estate decisions are made transparently and thoroughly. George grace has been advising non-profits on their real estate decisions for over twenty five years. Gee greys dot com or eight, eight, eight, seven, four seven double two thirty seven. Our creative producer was claire meyerhoff, our line producer. 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