299: Training Choices & 2Q16 Fundraising Results – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guests this week:

Kevin Martone, technology program manager at Harold Grinspoon Foundation; Debra Askanase, founder & digital engagement strategist, Community Organizer 2.0; and Rene Swink, technical assistance coordinator with Exceptional Children’s Assistance Center.

Also, Rob Mitchell, CEO of Atlas of Giving.

There’s more at tonymartignetti.com

297: Everyone’s A Winner & Political Giving – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guests this week:

Steve Daigneault, senior vice president at M+R consulting.

Also, Maria Semple, our prospect research contributor, The Prospect Finder, and author of “Magnify Your Business: Tips, Tools and Strategies for Growing Your Business or Your Nonprofit.”

There’s more at tonymartignetti.com

284: Pay Attention To NTEN and NTC & Volunteer Training Long Distance – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guests this week:

Amy Sample Ward, our social media contributor, CEO of Nonprofit Technology Network and co-author of “Social Change Anytime Everywhere.”

Also, Chad Leaman, director of development at Neil Squire Society and Ashleigh Turner, communications manager at Options for Sexual Health.

There’s more at tonymartignetti.com

095: Got Women Donors & Lovin’ LinkedIn For Prospect Research – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Michele Walsh, director, leadership gifts, at U.S. Fund for UNICEF & Travis Fraser, director, major gifts for United Way of New York City

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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Welcome to tony martignetti non-profit radio on friday, august twelfth. I’m your aptly named host tony martignetti hope you were with me last week when it was wild woman fund-raising i had mazarene treyz consultant and author of the wild woman’s guide to fund-raising she was with me for the full hour to share her thoughts about career social media grants, manship and mohr. We did our live first tweeting last week, and we’re going to keep that up this week when it is got women donors from the fund-raising day conference in new york city this past june, we talk about successful initiatives to expand your female donor base through targeted and appropriate cultivation, solicitation and stewardship. My guests are michelle walsh from the us fund for unicef and travis fraser from united way of new york city second half of the show linked in for prospect research i’ll be joined by our new regular contributor maria simple the prospect find her, she’ll be sharing strategies for using linked in to find people and organizations who could be your employees boardmember sze volunteers and donors. As i said, we’ll be live tweeting this week the hashtag is non-profit radio we’ll take a break, and then we’ll start with god. Women donors you’re listening to the talking alternative network. Neo-sage 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. 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 a lawrence h bloom two, one, two, nine, six, four, three, five zero two. We make people happy. Zoho 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 durney durney welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven at the marriott marquis in times square in new york city. My guests now are travis fraser and michelle walsh. Travis is director of mate gif ts for united way of new york city and michelle walsh’s, director of leadership gif ts for the united states fund for unicef. Welcome, thank you, thanks pleasure to have you, they’re seminar topic is success stories got women donors, and so we’re all about talking about female donors. Michelle, why are female donors important? Why are the important they’re important? Yeah, i mean, if you look at research even to start, which is where we were talking earlier today, it’s, they’re making up a larger part of the e-giving population than ever before. So i was just referencing an article earlier where in two thousand five was the first year that the irs had records that women were actually out giving men as a whole. I think it was sametz twenty one billion as compared with about sixteen or seventeen billion so and that’s already, you know, six years old at this point, but they have huge giving power and very often that they make their decisions differently, and we need to be aware of that and that they also are motivated differently, so i think they’re important because they do give and when they do give, they tend to mobilize people, so not only did they give their own funds, but they’re also generating additional support very often and travis. Of course, in the upper ages, women survive men on average, yes, moflow closer tonight. So? So if we’re talking about deferred or planned gift, women become critical because typically they’re inheriting their husbands, their husbands, states or a portion of yeah, yes, that’s that’s true, we don’t deal a lot with plant giving within our women’s group, and i think as our core group of members ages and we start looking broadening, i guess t younger populations, we might start making plans with four plan giving with them, but because of how we’re able to engage them and draw them closer to the organization, they really i thing translate into perfect prospects for for major get for plant gifts in the future. So, michelle, you mentioned different donor motivations women versus men. What are some of the differences that you see? I think that women as a whole, obviously only one particular woman relies right, but that if you look at women as a whole, very often they’re motivated by things that they can connect with and be involved with, so they’re motivated by family, they’re motivated by making a difference. We’ve noticed that it’s not usually being on a donor list or being on a donor wall, they also want to be a part of a community that’s doing something that has results so there really is a motivation about doing. Good in the world and what? What? That accomplishment iss okay, and how do you find that different than than the male donor? I think that it’s not as driven in terms of the connection. So seeing something and seeing what it’s doing hasn’t been as much of a motivator for men in that same when you can have more of ah here’s here’s the information this is what it’s going to do? Of course they want to know what the results are but it’s not as much of a desire to be engaged in the process. Okay, yeah, michelle, your work does include working with older donors seventies and eighties women in those ages. I would say that it’s across the board. So we’re looking at ultra high net worth individuals and that’s really are deciding factor. There are certainly maura’s. You get up towards those hyre age groups of people that have accumulated that type of wealth. I think you spoke earlier with some of my colleagues who were talking about the younger generation twenty one to forty, right? And so we’re looking, really hoping towards getting most of the people to million dollar giver is a leadership. Gifts for us is one hundred thousand, but if we’re looking at that group, they are going to be, you know, tend towards the older end of it, but the representation of what portion of that is seventy to eighty, you know, i wouldn’t know off the top of my head, but there are certainly some people in there that would be in that age group, okay? And when you’re dealing with women of that age, i’m trying to focus. We’re talking about dahna motivations what’s your experience with when the husband was the primary donor on dh he’s, now deceased, you’re going to the you’re going to the surviving wife, what’s your experience around their willingness to teo continue to give, i think i mean it’s so individual if they’re very defined and what they’re giving is it’s, you know, very often on lee really about honoring someone’s memory, but if in order to engage them personally is the only way that i think that you’ll be able to get to that larger gift on dh to be able to do that, we’ve had it in a couple of instances, but getting back to even what the data is. Is that women are making more of the decisions while they’re alive. We know, with the married spouses well, i think travis actually was talking about what i was yeah, yeah, don’t you want to, travis? I mean, there there have been some recent studies out that are really showing that women are making about eighty percent of all of the sort of household financial decisions, whether that be philanthropic decisions, just what they buy, what goes into the household there there really the decision makers and i i feel like as fundraisers, we’ve really been led to believe that they are making it in tandem as a couple on dh in some cases that’s, true, but what we’re really finding through some new donorsearch audis that that is that the female is thie number one sort of decider in that position, okay, even when do we know if that applies? Even when the the husband is the person with the primary relationship to the organization, you know, i’m not sure that it goes that the research goes that deep. Um and i think that anytime you have any part of a couple that’s, the primary relationship, you sort of deal with that primary relationship, but also tried to to engage the other spouse in any way that you can with the work because you really want to see that couple as, ah, holistic entity, you know, it’s it’s, not just one person, yeah, excellent and applies all the more if, if the if the husband is the primary relationship, you certainly do want to bring the wife in because, on average, she’s going to be surviving her husband? Yeah, yeah, you know, and i have to say that being at united way were somewhat unique because a lot of our donors give through workplace campaign, so we’re really dealing with one half of the couple we’re really dealing with the female leadership donor xero followers, or mohr and electing to do that through payroll deduction. So it’s really her decision of what she’s doing with her paycheck? So it really involves her more and what she’s interested in and getting into. I sort of heard interest areas, so that has been very interesting for us, especially in trying to branch out and look towards more individual donors who aren’t sitting in the workplace and developing strategies to get to those people on dh and people that are part of a couple and engaging both of them in the work that we’re doing and we’ve definitely found that. So you know, a number of our male board members and with our particular woman in philanthropy initiative it’s been female board members who have led the charge, but a couple of male board members who have really founded a great opportunity and excuse to engage their wives without them. S so where they’re not just dragging them along to an event that they’re like that’s your cause, but that they’re able teo to feel and ask the questions that they want to ask. Without that, what do you call it? A arm, candy or whatever, however you want to call it in either direction, but that there’s no one there to hold them back or push them forward to engage and it’s been a really good opportunity for us to have some good open conversations with the spouse without the key driver, the ky connection president, they didn’t think dick tooting getting ding, ding, ding ding you’re listening to the talking alternate network e-giving e-giving 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. Dahna looking to meet mr or mrs right, but still haven’t found the one. Want to make your current relationship as filling as possible? Then please tune in on mondays at ten am for love in the morning with marnie allison as a professional matchmaker, i’ve seen it all. Tune in as we discuss dating, relationships and more. Start your week off, right with love in the morning with marnie gal ilsen on talking alternative dot com hey! 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, 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. Oppcoll zoho do either of you or maybe both of you work around getting volunteer engagement from from females? Is that a part of your work? Or was it all just related to financial giving? Our entire program is volunteer related thie group that i manage is called women united in philanthropy on dh it is managed by a group of volunteers who come in volunteers steering committee that really charts the course of everything that that does so how do you start to get people engaged in that volunteer steering committee? Well, it really has been through the work of other steering committee members, we’ve been around for nine years, and this is a women’s this women’s group. Yes, it started from a conversation we were challenged by a female donor, two who asked us what we were doing to engage female donors, and we didn’t really have an answer for her. So we had a female boardmember who was very interested in getting to an answer. So she opened her home. We took a look at our lists of donors and sent out invitations to a number of our female donors to come together for a round table conversation and what came out of that conversation was very core group of dedicated women who really wanted to build something, and from that, we’ve been able to build a program that really engages women in the topic area that we’re raising money for, which is youth empowerment, and we are able to really talk about the issues that were that that we’re working towards. We give them opportunities to volunteer in the programs to see their dollars at work. Andi have educational forums that bring together some some thought leaders in the areas of education and health so that they really feel like they’re a part of the philanthropic process and that’s really what we tried to do to engage our female donors. Travis foster fraser sorry is a director of major gifts for united way of new york city and michelle walsh’s, director of leadership gif ts for united states fund for unicef and you’re listening to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven earlier, i said next-gen charity because we were because michelle, when we’re talking about a twenty one to forties it’s next-gen so it got me saying next-gen which way also be at the nextgencharity conference, but today we’re not they weren’t fund-raising day two thousand eleven, travis, do you see a difference in the willingness of male donors versus female in terms of the the time commitment, willingness to spend time? You know, i think that’s an interesting question, and, you know, i a lot of my work is with our our female group, but also with our young professionals group, okay? And i would say that in our young professionals group there’s really not that discrepancy between the amount of time to volunteer, the males and females of that generation are really wanted to eat together, and i would say that with with people that i’m working with on the women’s group there it is a little bit easier to get women out to volunteer opportunities because i think they just really want to see there the work in the fields, and and i think a lot of times, men, i can take it from you as the fundraiser to hear about what their work is doing. Our work is doing it. Michelle, do you see a difference between men and women in terms of their their desire for understanding outcomes? And what the impact of their gift is, is there a difference across the genders there? There probably is i think that women are often underestimated and their willingness to really want to do dig into the data and the financials and all of those pieces. And of course, if your stereo tell you, you know that they wouldn’t get it or that they don’t want to really spend time with a balance sheet or that they’re more emotionally driven or whatever the some of the negative stereotypes are on. Some of them were positive, but does though, right? But i think that women do want to understand what what the back end thinking is, and particularly as you deal with the higher end givers and the more sophisticated philanthropists, they know what they’re looking for, and there are certain delivery bols that they expect, and there are certain organizational structures they expect to be in place with their financial or otherwise, and they ask those questions, and they think very seriously about where they’re going to give their money, you know you’re going through, i can piggyback on that, you know, we have a group of our committee that comes in and meets with our program’s staff to really talk about what they’re doing and and what the investment that women united has made in united way is really is doing, and they ask the toughest questions they want to know exactly what the budget is. They want to know what the money is being spent on, and i think that that is the thinking that you were alluding to earlier is completely backwards. I think they really want to understand the entire issues they want from from costs of services to then what the services are actually doing, that they really want the whole full, holistic three sixty view of initiative. Michelle, you’re experienced. Yeah, and i would say that we’ve sound found more different is between sectors and where people worker identify themselves and professional sectors than male female. So, you know, sort of the hedge fund circle has a certain way of thinking about a problem, and they’ll come at you with a set of questions that are almost predictable, and lawyers have a certain way of approaching it more so than a cross gender lines. I’m not going to ask you to comment on your own individual situation is that united way or united states fund for your staff? Generally, do you see women adequately represent went on boards? So from where i said, i think there’s a couple of key pieces, one is that our ceo is an amazing female leader, and that has really set the tone and a lot of ways for not only supporting our initiative with women philanthropists but inboard leadership. So the four, therefore women, all board members, that air chairing our women in philanthropy initiative and the strategy around engaging ultra high net worth individuals to support the u s from for unicef, and they have all stepped up phenomenally, and i think it’s been critical in having those female representatives on the volunteer level onboard leadership roles, and they represent really influential rose rolls and the rest of their lives, and they’ve brought that to bear on this effort. It’s been absolutely critical about your travis do you worry about again? Not necessarily united way, but do you worry about there being inadequate representation of women on boards? I think there’s there’s more work that needs to be done, but i think that a lot of organizations are realizing that women make very, very strong boardmember is there much more thoughtful about the issues? They really want to understand the full picture of what is going on, and they don’t just sort of make those knee jerk reactions that sounds like an ideal boardmember and and, you know, i can say for the united way system, we recently did a survey of the one hundred and twenty different women’s leadership groups that united way has across our system, and what we have found, which is astounding, is that from the year two thousand seven to two thousand nine, which had the huge financial meltdown united ways that had boards with that were made up of thirty percent or more female participation, their women’s group grew about twenty eight percent in fund-raising and fund-raising and dollars contributed just versus those united ways that had less than thirty percent makeup of women on their board grew their fund-raising grew one percent. So really shows the power i think, of women to really come together, rally around a cause and get people to contribute at very, very critical times, i have to say credit to the person who thought toe look att that variable female representation on the board that’s not that’s, not a very and its outcome in fund-raising that’s, not by any means a typical variable that you would see and look at the outcome of the correlation with interesting let’s. See michele, in terms of let’s, talk a little about, like nuts and bolts. I don’t want to spend a whole lot of time on soliciting women, but we’ll spend a couple of minutes you have advice that’s particular to women about asking, you know, your your work is an ultra high net worth but not necessary, you know, generally soliciting women advice? I don’t think it’s any different than soliciting a man because i mean ideally still stations at that level happened face-to-face one on one and it’s doing good fund-raising and reading people’s faces and listening to the cues and paying attention to what they’re interested in and compassionate about or passionate about. Rather, i think in that regard, it’s all the same, some of the messaging and the way that we engage them leading up to that is where the differences okay and that’s, the stuff we’ve been talking about. Exactly travis, how about for you closing thoughts, i think, really, the only thing that i would add is just making sure that there is a really good next step for them to be involved in a substantive way beyond writing the check, whether that is taking them out on a program visit to go see see the work, whether they they’re volunteering at a school, whatever it is, just make sure that there there’s a really solid next up for them to get involved because they really want to get involved, okay? I just realized we have a lot more time than i than i thought you’ve done yourself. You had your seminar already today or it’s coming up, we had any provocative questions from the audience that you want to share around the subject. We’re interesting, yeah, i was talking to some of my colleagues and some of the other sessions and comparing notes on questions, and i think the one that i heard that came up in all the questions was sort of how to say no, no to a gift, no to the wrong gift or no to a donor who wants to direct very specifically, in a way, that’s. Not in line or give them right. They want to make a decision. That’s not really their decision to make and navigating that. What was your what was? Did you have that in your session or what? Wait. Okay. I know. I mean, i have one of the most important things. Is the fundraisers to know when to say no? And how does they know? And it’s? Not always easy and not everyone’s. Good at saying no, but giving people what we talked about is creating option so people feel like they’ve made it legitimate choice, but not beyond what your realm of possibilities are. So a multiple choice question as opposed to an open ended question where people can say, this is really what i want to dio bye still not creating the program from scratch and tweaking the little details, but giving them real opportunity to be a part of the experience as well the experience of of whatever the program is. So if it’s, you know, for us, it’s obviously in the field and international development. But, you know, even if it’s the question came from someone who was working in parks, even if it’s a parks project making them a part of how that plays out. How about you, travis? Any questions that came up in your program that you want to share one? Well, i think that that my group is able to direct the money at the end of the year that they raise, and that can create a lot of nervousness, i think, among program staff and really, you know, and i know it’s something that unicef does as well, we don’t just open it up and say, okay, you’ve got this big pot of money, where do you want to put it? You know, we we really bring them in so that they can meet with our program staff and give them sort of a menu of options of where we think they could have the most impact and take it from there because we’ve really been able to develop relationships where they understand that we’re going to give them what we think is bad that’s for the organization as a choice, and it really allows them to feel like they’re making a choice and have an investment in what we’re doing. But then, at the end of the day, we get what we need you at the same time, so the organization obviously has a role in setting expectations, managing expectations, sort of, and michelle is, you suggested the multiple choice question, constraining things so that people are not out out in left field success stories got women donors as thie seminar topic for travis frazer, director of major gif ts for united way of new york city, and michelle walsh, director of leadership gif ts for united states fund for unicef, travis michelle, thank you very much for joining me, thinking it’s been a pleasure to have you. This is tony martignetti non-profit radio coverage of fund-raising day two thousand eleven. That was my pre recorded interview from fund-raising day last june in new york city. Now we’ll take a break after the break. Tony’s, take two, and then, after that, linked in for prospect research, so stay with me. 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 hunters. People be better business people. Dahna this is tony martignetti athlete named host of tony martignetti non-profit radio 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 do you want to enhance your company’s web presence with an eye catching and unique website design? Would you like to incorporate professional video marketing or mobile marketing into your organization’s marketing campaign? Mission one on one media offers a unique marketing experience that will set you apart from your competitors, magnify your brand exposure and enhance your current marketing efforts. Their services include video production and editing, web design, graphic design, photography, social media management and now, introducing mobile market. Their motto is way. Do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com. Talking. Welcome back to the joe it’s time for tony’s take too, but first a reminder that we are live tweeting today, the hashtag is non-profit radio please join the conversation on twitter on tony’s take two this week. My block post is a test of google plus for your non-profit i was interviewed by new york enterprise report for an article on using google plus in small business, and i thought my ideas might help you to evaluate google plus for your non-profit now, of course, caveat, i’m not a social media guru expert thought leader, a small business owner. And so with that caveat, i’ll tell you what i’m doing with google plus and how i’m evaluating it, and you can see if that makes sense for your office or not. I’m really looking at the people who become my friends on google plus and the features that it ends up offering for the business profile pages, which is, you know we know them in facebook as a fan page. Google plus doesn’t have business profiles yet, but we all expect him to be coming, and google says they are coming within the next couple of months, so i’m going to be interested in who the people are, who joined me on google plus either because i invite them or they’re inviting me if they’re the same as the people i know on facebook, i’m probably going to be less likely to spend a lot of time, you know, keeping up a very active profile page on google. Plus, i would certainly have one, but how much time i devote to it is really what the issue would be on the same thing with the features. If it’s pretty much the same features as a facebook fan page, then i don’t really see advantage, but if it has some things that i’m looking for that i don’t see in facebook like for me, it’s ah good calenda ring application and a good, solid polling application like we can do in surveymonkey but built in facebook doesn’t have those things and it has polling, but not really a strong one, so if it has good features, i’ll be again more likely toe spend more time keeping a very active business profile page on google plus, so those are my ideas around evaluating whether to do that for my business, i don’t know if that’s of value to you, it might be in looking at google plus for your small non-profit um, you can see more detail about that on my block at m p g a d v dot com, and that is tony’s take two for friday, august twelfth with me now is maria simple. Maria is our newest regular contributor to the show. She’ll be on once a month. She is the prospect finder. Maria is an experienced trainer and speaker on prospect research and consults with organizations interested in finding and connecting with their best prospects for long term relationships. Her website is the prospect finder dot com, and i’m really pleased to welcome maria to the show. Welcome, maria, thanks so much. I’m delighted to be here. It’s a real pleasure to have you were going to be talking about linked in today. Lincoln has some new initiative for non-profits you want to explain what what’s up there? Yeah, absolutely so what’s kind of interesting about it is that linked in a little earlier this year, actually in may, haddon i po and so now they are actually deciding they’re going to dedicate some resource is in terms of against money, but as well as human resource is to the non profit sector now on ideo aipo means means what jargon jail mary-jo actually started issuing stock, they became a public company, so initial public offense and they actually launched something called lincoln non-profits solutions, and so what they’ve decided is that they have three point six million individual members who actually identify themselves as either employees or board members of a non-profit so they realize that there’s a tremendous amount of potential to help the nonprofit sector and they are actually i’m going to be helping people they back, they’ve launched a page called learned dot lincoln dot com forward slash non-profits, where they actually give the non-profits both as non-profit professionals, but also as organization’s best practices on tips and tools for how to make the most out of the lincoln for non-profit so they’re looking at both individuals and organizations, you say, and that that three point six million, i’m sure there are a lot more than that because there are one hundred million linkedin users, isn’t that right? Yes. So, yes, you are. But you know, what kind of interesting is that? They somehow been able to identify that there, there are, you know, the three point six million who are somehow connected to the non profit sector, right? Because i’m sure, based on keywords in their profile or just the way they what they identify their employer as, but i’m sure that’s low. I’m sure there are more than three point three and a half percent of the lincoln community working for non-profits but so maybe this initiative will will draw out some more. But even with that three point six million, yes, so they have this the the u r l you gave that’s the learning center, right? Yes. That’s correct. They have a specific learning center set up now for the nonprofit sector. And when you’re on that page, if you scroll all the way to the bottom, they actually have a contact a cab. So their interest sted in hearing from non-profits selves non-profit professionals and organizations and board members as to how lincoln can best serve the specter. So they are open to feedback at this point in their formulating this as they go along and you spoke with someone who’s in charge of this non-profit initiative. That lengthened in you? Yes. Somebody who has recently joined linked in his name is brian breckenridge. And he is heading up the new program there. And he’s, you know, he’s very excited and he’s very open to learning from the nonprofit sector. About what, how they convinced serve the non-profits and so since you had a spoke to him recently, any inside track about what we might be seeing the into the future? Well, i don’t have any specifics to share with you, but i do know that they are planning some interesting changes, hopefully that they’re rolling out in the next, you know, in the next couple of months so it’s, you know, they’re they’re formulating this, they’re looking, they’re taking in and looking for feedback at this point and anything that they can do the best help a non-profit sector they’re looking for that feedback at this time, and then they’ll be looking to roll out some new initiatives, i think okay, and you see value in the lincoln non-profit solutions for prospect research. Absolutely i do, you realise linked in for prospect research and for prospecting. So i utilize it in both, eh? Proactive sense as well, as in a reactive okay, let’s distinguish between prospect research and prospecting. What do you mean, weird? When you say those two different things differently? What do you mean by both? By each? Okay, so if i’m doing research on a potential major donor potential boardmember for the for a non-profit and i have the name of that individual lengthen is definitely one of the places that i go to to try and formulate my profile on that individuals. So that is what i would call reactive research. I have the name of someone, and this is one of my tools that i use to do prospect research. Now proactively you, khun, take linked in and use their advance people search feature to find people who might be suitable for your non-profit for connections in a variety of situations, they have a keyword search. You can focus your search down to within a radius of your zip code of where your non-profit is located, you can focus your search down to specific industries, so if you are looking, if you are let’s, take the example of a on environmental group, right let’s say they are looking to connect with more individuals in their community who are involved in some sort of environmental services so they would be able to conduct this search. Now, obviously, when you conduct a search on lincoln, first of all, you have to have your own lincoln personal on dh. This is using the advanced certain advanced search. Is that right? That’s? Correct. Have on the right on the upper right hand side called advance. Okay, you quick, matt. It opens up an entire new search screen that most people haven’t really access, you know, realize it’s there. And the more rich your own network is, the more people you are connected to, the richer the search results will be for you right now. If i were, let me give you two very contrast examples. I actually happen to have over five hundred connections in my lengthen network. So my search results would be drastically different from somebody who is a very new to lincoln and only has a network of, say, twenty, thirty, fifty people. Because you’re always shown how many degrees you’re separated from someone. So the more people i have in my network, greater search results going so so you mean when? You’re doing this advanced search you’re searching all the hundred million people in linked in and it’s telling you which of those are in your first degree, meaning you’re connected to them directly, which are too removed from you, which are three removed from you. Is that what you think you were searching the whole population of linked in? You can. Yes, but you can ask lincoln to just focused down the search results for you to the people you might be first degree connected to second degree or perhaps where you share a group membership. Because there you’re going to be ah, lot closer. You have a lot closer of an affinity and making the one toe one connection may be easier for you. Ok? Suppose you that’s really rich that you can search the whole hundred million. Suppose you find somebody who’s two degrees removed from you and they seem like a very good i don’t know. Maybe maybe we’re provoc betting for board members. Let’s say, for this, for this environmental group that you suggested you see somebody to removed from you. What? Explain what that means. And then how can you try to meet that person? Okay, tony let’s say we come up with let’s say, i do this search and i’m looking for environmental people who and i come up with a guy named oh, i don’t know john smith. And you and i are first degree connected on lengthen that much i know, but let’s say, john smith eyes second degree connected to me through you. That means he is both first degree connected to you. And i am first degree connected to you. So you are the common link between us, right? Ok, so that would mean john is a second degree. So, like those, like those kevin bacon seven degrees from kevin bacon movie. Right? Because he’s been in so many popular movies. Okay, so you can get to him through me, in other words, that’s. Right. So what did you do? How do you do that? Well, lincoln actually provide you with the the there’s a form that you can fill out so that a message would be sent to both john and to you. Looking for that introduction. I could look to be just connect with john directly and say, john, in my my request to connect, i might say john, you and i both know tony. Andi, i think we have a lot in common. I’d love to be able to connect with you here on lincoln. Always modify that that’s that standard introduction that lincoln provides to you never just go ahead and just use the standard intro, you realize those defaults aren’t aren’t very friendly, really there’s really bare bones, but so you’re allowed to your lot to connect with john smith your lot to contact john smith, even though you’re not directly connected to him. That’s correct. I could just send him an invitation to connect and just mention your name in my little intro is toe. Why? I think he and i might want to connect, you know, it’s up to him to accept my connect. Ction request? Sure. Okay, i see what you’re doing it through the request to connect. Okay. I see. On dh. Then the alternative is you could ask me to connect you to him. That’s. Right? I could ask you directly. I could go the old fashioned way. Tony, i could pick up the phone and call you and say, tony, you know, how well do you know john is? This somebody you know very well can you make some sort of a personal introduction even outside of lincoln through an email system. But at least lincoln’s provide you with the opportunity to identify potential boardmember potential donors in very specific sectors. Yes, the phone. You could pick up the phone and do it that way. And that way we don’t have to communicate through linkedin using their default messages or which we would really like. Anyway, i never thought that you could pick up the phone, imagine it could even have lunch and we could talk about it that way. Way. Imagine. See what? See what the web can do. Encourages you to pick up the phone. How do we had we operate without linked in years ago? I don’t know. So let’s, go back to the learning center. Um, yes. So they have. They have suggestions there for individuals and non-profits maria, we have just like a minute before a break. What are a couple of the not for profit? The organizational suggestions on unlinked in. And then after the break, we’re going to detail. Well, you could create a company page at no cost. So corporations, companies. Small businesses are doing this. We i highly recommend that a non-profit create a what they call a company page for their own. Non-profit, and they actually give the example of the american red cross that has attracted thousands of followers on lengthen and so other non-profits may want to check out what they have done. And, you know, look, learn from that and not reinvent the wheel. Ok, well, look att, the company profile and other things. After this break with maria simple, the prospect finder. Stay with us. You’re listening to the talking alternative network. Duitz 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, 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 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 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. 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 lively conversation top trends, sound advice, that’s, tony martignetti non-profit radio and i’m ken berger from charity navigator. Oh! And i’m tony martignetti and i’m with maria simple, the prospect finder we’re talking about using linkedin to find and connect with people who could be boardmember sze donors, employees, volunteers. So, maria, the advice that you were giving before the break is that a new organization could create a ah profile page that’s correct, and i would highly recommend that they do that and the reason tony is and and i’m not suggesting that they should set aside any of their other social media strategies and presences like that they might have on facebook or twitter, but what you want to be able to do here is this is lincoln is the professional network, so you want to be able to, of course, capture the attention of people who are in the business community. You don’t want to exclude this, so this is free, you know, obviously whoever is maintaining your presence on other social media’s would want to be able to set this up and you can upload your logo. You would be able to give a nice description about the organization, provide your website, there’s, even a mapping feature where they tie it right into google maps. So that people will be able to see precisely where your non-profit is located. So, you know, it’s free, and i think that they should take advantage of that. I think the lincoln says there about one hundred thousand non-profits that have company pages, there should be many more that’s, a that’s, a good number, but there should be a lot more. How specifically does this one do they? I mean, how do you create a a company profile or non-profit profile versus creating a personal profile? Well, of course, the help affection of of lincoln is going to be very, very helpful to you, but they also have here they give you some steps on how you might be able to do that right on the non-profit learning center that we talked about earlier, okay? And again, the girl for that is linked in dot com slash forward slash non-profits actually, it starts off with the word learn ellie, are there yet i left. Yes, thank you very much. Learn dot linked in dot com forward slash non-profits thank you. And now groups are very popular and non-profits can create their own non-profits can create their own groups and you couldn’t decide if the group is going to be a closed group, meaning that everybody has to be first approved by some sort of a group moderator thatyou’re going to appoint at your end or it could be an open group. And keep in mind that if it’s an open group, all of the discussions are open and searchable and people can just join the group without any type of moderation. That and what’s the value for having creating your own group after you’ve created your profile. Well, they might. It might be in an interesting way to host certain conversations around specific topics and, uh so they, you know, if you have, if you’re a large enough non-profit and maybe you are hosting even conferences around your specific topic, that is something that you can use the group for if you want to engage people in discussions, much like you might see discussions in other types of groups that people are on on linked in, but it would be very specific to the time of organization that you are in the population that you serve, and after you create the groups than you invite people to join is that how it works. Well, you can’t invite people to join. Yes. You definitely can do that and invite people who are already in your linked in world to join the group. But people are going to be able to find you once you are set up in a group on lengthen. You are now searchable as well. So i remember i was telling you about the search functionality. The groups are a way that people, you know, look for like somebody might look for a live networking group to join. Somebody might be looking for a group around this specific area that you serve. Okay, so yeah. So if your work is for the m r d d community, the mentally retarded, developmentally disabled, you might create a group around the service around dahna discussion around the needs about that for that community in your own communities, you could make it a very localized group. Yes, you can. Some groups are geographically localized as well. But you may not want to limit it to that. I mean, lengthen is a worldwide a phenomenon, if you will. So why not? Why not? Just open it right up and allow people? To tto learn more and you never know where that relationship is going to lead. Okay, um, they also have something called linked in recruiter for for job, for organizations looking for employees, how does that work? So what they’re doing is lincoln does have a recruiting solutions portion, which is a fee based portion to their service that’s kind of steep, isn’t it? Well, yeah, for some non-profits mean, what they’re saying in an article that i read is that they are starting as low as four hundred dollars a month when you could be a little steep saw non-profit but they are, you know, offering these recruiting solutions, if you will, at a discounted price for what they would offer the for-profit world, okay, and that’s, if you’re looking for employees that’s correct, if you look nufer employees, they have they have sort of three separate sections, one is called lincoln recruiter one is called jobs network Job slots and the other 1 is called career pages. Okay, let’s, talk a little bit just in a couple minutes we have left about the offerings for individuals who are in non-profits what what’s the advice that that the learning center gives for individuals. Well, you definitely want to make sure that your profile is as one hundred percent complete as possible. So you want to make sure that your profile itself is rich so that as you go out and try and make connections with people, you will be able tio look like somebody, obviously, that other people really want to connect with that you are a thought leader within your own community, if you will. And so it’s really like a resume on steroids, you know, your opportunity to really shine and stand out from other people, so why not make it that way? Using the status updates, i’s a great way to let people know sharing articles, having to do with sector that you serve if you are a speaker, it’s a great way to let people know where you’ll be speaking, especially as it relates to your subject matter area on dh, especially if you do a lot of speaking on behalf of your non-profit it will let people know where you’re speaking either virtually and webinar format or, you know, live format if people are looking by the way tony and forgot to mention earlier fremery we have just about it, we have just about a minute left. Ok, on the resource is page of my website of the prospect finder dot com i do have a downloadable maria samples top five tips for prospecting with lincoln, so if they’re interested in some general tips about lincoln for themselves on a personal level, this will help them. I think you also learn how to use some of the more advanced features, all right, thank you for sharing that resource page that’s really all the time we have that is maria, said pompel the prospect finder again, you’ll see her at the prospect finder dot com, and she’ll be joining us once a month to talk about her advice for prospect research. Maria, welcome to the show as a regular contributor and thanks for today. Thank you, tony it’s been a pleasure next week, we’re going to lead the leader’s motivating your board to fundraise. Another interview from the fund-raising day conference last june, the consultant, andy robinson and carry kruckel, whose vice president for development and communications at w n tv reveal how to move your board to be the best fundraisers they can be. And the second half of the show explaining earned income are legal contributors jean takagi and emily chan from san francisco. Breakdown what earned income is why it can be good white-collar be bad, why you need to understand it to protect your non-profit and keep it out of trouble that’s what’s coming up next week, you can keep up with with what’s coming up week after week by signing up for our insider email alerts on the facebook page. While you’re there like us and become a fan of the show, please, you can listen to tony martignetti non-profit radio on the device of your choice. Any time you like. By subscribing on itunes getting the automatic download, you’ll find that at non-profit radio dot net on twitter. You can follow me always use the hashtag if you want to talk about the show and the hashtag is non-profit radio on twitter, our creative producer is claire meyerhoff, our line producer and the owner of talking alternative broadcasting his sam liebowitz. Our social media is by regina walton of organic social media. This is tony martignetti non-profit radio. I hope you’ll be with me next friday one to two p, m eastern, on talking alternative broadcasting right here at talking alternative dot com cerini. Do you think that shooting getting dink, dink, dink, dink? You’re listening to the talking alternate network, waiting to get you thinking. Cubine looking to meet mr or mrs right, but still haven’t found the one. Want to make your current relationship as filling as possible? Then please tune in on mondays at ten am for love in the morning with marnie gal ilsen as a professional matchmaker, i’ve seen it all. Tune in as we discuss dating, relationships and more. Start your week off, right with love in the morning with marnie gal ilsen on talking alternative dot com. 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? 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054: Got Women Donors? & Lovin’ LinkedIn for Prospect Research – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Michele Walsh, director, leadership gifts, at U.S. Fund for UNICEF
Travis Fraser, director, major gifts for United Way of New York City
Maria Semple, The Prospect Finder, consultant in prospect research

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

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Welcome to tony martignetti non-profit radio on friday, august twelfth. I’m your aptly named host tony martignetti hope you were with me last week when it was wild woman fund-raising i had mazarene treyz consultant and author of the wild woman’s guide to fund-raising she was with me for the full hour to share her thoughts about career social media grants, manship and mohr. We did our live first tweeting last week, and we’re going to keep that up this week when it is got women donors from the fund-raising day conference in new york city this past june, we talk about successful initiatives to expand your female donor base through targeted and appropriate cultivation, solicitation and stewardship. My guests are michelle walsh from the us fund for unicef and travis fraser from united way of new york city second half of the show linked in for prospect research i’ll be joined by our new regular contributor maria simple the prospect find her, she’ll be sharing strategies for using linked in to find people and organizations who could be your employees boardmember sze volunteers and donors. As i said, we’ll be live tweeting this week the hashtag is non-profit radio we’ll take a break, and then we’ll start with god. Women donors you’re listening to the talking alternative network. Neo-sage 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. 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 a lawrence h bloom two, one, two, nine, six, four, three, five zero two. We make people happy. Zoho 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 durney durney welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven at the marriott marquis in times square in new york city. My guests now are travis fraser and michelle walsh. Travis is director of mate gif ts for united way of new york city and michelle walsh’s, director of leadership gif ts for the united states fund for unicef. Welcome, thank you, thanks pleasure to have you, they’re seminar topic is success stories got women donors, and so we’re all about talking about female donors. Michelle, why are female donors important? Why are the important they’re important? Yeah, i mean, if you look at research even to start, which is where we were talking earlier today, it’s, they’re making up a larger part of the e-giving population than ever before. So i was just referencing an article earlier where in two thousand five was the first year that the irs had records that women were actually out giving men as a whole. I think it was sametz twenty one billion as compared with about sixteen or seventeen billion so and that’s already, you know, six years old at this point, but they have huge giving power and very often that they make their decisions differently, and we need to be aware of that and that they also are motivated differently, so i think they’re important because they do give and when they do give, they tend to mobilize people, so not only did they give their own funds, but they’re also generating additional support very often and travis. Of course, in the upper ages, women survive men on average, yes, moflow closer tonight. So? So if we’re talking about deferred or planned gift, women become critical because typically they’re inheriting their husbands, their husbands, states or a portion of yeah, yes, that’s that’s true, we don’t deal a lot with plant giving within our women’s group, and i think as our core group of members ages and we start looking broadening, i guess t younger populations, we might start making plans with four plan giving with them, but because of how we’re able to engage them and draw them closer to the organization, they really i thing translate into perfect prospects for for major get for plant gifts in the future. So, michelle, you mentioned different donor motivations women versus men. What are some of the differences that you see? I think that women as a whole, obviously only one particular woman relies right, but that if you look at women as a whole, very often they’re motivated by things that they can connect with and be involved with, so they’re motivated by family, they’re motivated by making a difference. We’ve noticed that it’s not usually being on a donor list or being on a donor wall, they also want to be a part of a community that’s doing something that has results so there really is a motivation about doing. Good in the world and what? What? That accomplishment iss okay, and how do you find that different than than the male donor? I think that it’s not as driven in terms of the connection. So seeing something and seeing what it’s doing hasn’t been as much of a motivator for men in that same when you can have more of ah here’s here’s the information this is what it’s going to do? Of course they want to know what the results are but it’s not as much of a desire to be engaged in the process. Okay, yeah, michelle, your work does include working with older donors seventies and eighties women in those ages. I would say that it’s across the board. So we’re looking at ultra high net worth individuals and that’s really are deciding factor. There are certainly maura’s. You get up towards those hyre age groups of people that have accumulated that type of wealth. I think you spoke earlier with some of my colleagues who were talking about the younger generation twenty one to forty, right? And so we’re looking, really hoping towards getting most of the people to million dollar giver is a leadership. Gifts for us is one hundred thousand, but if we’re looking at that group, they are going to be, you know, tend towards the older end of it, but the representation of what portion of that is seventy to eighty, you know, i wouldn’t know off the top of my head, but there are certainly some people in there that would be in that age group, okay? And when you’re dealing with women of that age, i’m trying to focus. We’re talking about dahna motivations what’s your experience with when the husband was the primary donor on dh he’s, now deceased, you’re going to the you’re going to the surviving wife, what’s your experience around their willingness to teo continue to give, i think i mean it’s so individual if they’re very defined and what they’re giving is it’s, you know, very often on lee really about honoring someone’s memory, but if in order to engage them personally is the only way that i think that you’ll be able to get to that larger gift on dh to be able to do that, we’ve had it in a couple of instances, but getting back to even what the data is. Is that women are making more of the decisions while they’re alive. We know, with the married spouses well, i think travis actually was talking about what i was yeah, yeah, don’t you want to, travis? I mean, there there have been some recent studies out that are really showing that women are making about eighty percent of all of the sort of household financial decisions, whether that be philanthropic decisions, just what they buy, what goes into the household there there really the decision makers and i i feel like as fundraisers, we’ve really been led to believe that they are making it in tandem as a couple on dh in some cases that’s, true, but what we’re really finding through some new donorsearch audis that that is that the female is thie number one sort of decider in that position, okay, even when do we know if that applies? Even when the the husband is the person with the primary relationship to the organization, you know, i’m not sure that it goes that the research goes that deep. Um and i think that anytime you have any part of a couple that’s, the primary relationship, you sort of deal with that primary relationship, but also tried to to engage the other spouse in any way that you can with the work because you really want to see that couple as, ah, holistic entity, you know, it’s it’s, not just one person, yeah, excellent and applies all the more if, if the if the husband is the primary relationship, you certainly do want to bring the wife in because, on average, she’s going to be surviving her husband? Yeah, yeah, you know, and i have to say that being at united way were somewhat unique because a lot of our donors give through workplace campaign, so we’re really dealing with one half of the couple we’re really dealing with the female leadership donor xero followers, or mohr and electing to do that through payroll deduction. So it’s really her decision of what she’s doing with her paycheck? So it really involves her more and what she’s interested in and getting into. I sort of heard interest areas, so that has been very interesting for us, especially in trying to branch out and look towards more individual donors who aren’t sitting in the workplace and developing strategies to get to those people on dh and people that are part of a couple and engaging both of them in the work that we’re doing and we’ve definitely found that. So you know, a number of our male board members and with our particular woman in philanthropy initiative it’s been female board members who have led the charge, but a couple of male board members who have really founded a great opportunity and excuse to engage their wives without them. S so where they’re not just dragging them along to an event that they’re like that’s your cause, but that they’re able teo to feel and ask the questions that they want to ask. Without that, what do you call it? A arm, candy or whatever, however you want to call it in either direction, but that there’s no one there to hold them back or push them forward to engage and it’s been a really good opportunity for us to have some good open conversations with the spouse without the key driver, the ky connection president, they didn’t think dick tooting getting ding, ding, ding ding you’re listening to the talking alternate network e-giving e-giving 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. Dahna looking to meet mr or mrs right, but still haven’t found the one. Want to make your current relationship as filling as possible? Then please tune in on mondays at ten am for love in the morning with marnie allison as a professional matchmaker, i’ve seen it all. Tune in as we discuss dating, relationships and more. Start your week off, right with love in the morning with marnie gal ilsen on talking alternative dot com hey! 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, 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. Oppcoll zoho do either of you or maybe both of you work around getting volunteer engagement from from females? Is that a part of your work? Or was it all just related to financial giving? Our entire program is volunteer related thie group that i manage is called women united in philanthropy on dh it is managed by a group of volunteers who come in volunteers steering committee that really charts the course of everything that that does so how do you start to get people engaged in that volunteer steering committee? Well, it really has been through the work of other steering committee members, we’ve been around for nine years, and this is a women’s this women’s group. Yes, it started from a conversation we were challenged by a female donor, two who asked us what we were doing to engage female donors, and we didn’t really have an answer for her. So we had a female boardmember who was very interested in getting to an answer. So she opened her home. We took a look at our lists of donors and sent out invitations to a number of our female donors to come together for a round table conversation and what came out of that conversation was very core group of dedicated women who really wanted to build something, and from that, we’ve been able to build a program that really engages women in the topic area that we’re raising money for, which is youth empowerment, and we are able to really talk about the issues that were that that we’re working towards. We give them opportunities to volunteer in the programs to see their dollars at work. Andi have educational forums that bring together some some thought leaders in the areas of education and health so that they really feel like they’re a part of the philanthropic process and that’s really what we tried to do to engage our female donors. Travis foster fraser sorry is a director of major gifts for united way of new york city and michelle walsh’s, director of leadership gif ts for united states fund for unicef and you’re listening to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven earlier, i said next-gen charity because we were because michelle, when we’re talking about a twenty one to forties it’s next-gen so it got me saying next-gen which way also be at the nextgencharity conference, but today we’re not they weren’t fund-raising day two thousand eleven, travis, do you see a difference in the willingness of male donors versus female in terms of the the time commitment, willingness to spend time? You know, i think that’s an interesting question, and, you know, i a lot of my work is with our our female group, but also with our young professionals group, okay? And i would say that in our young professionals group there’s really not that discrepancy between the amount of time to volunteer, the males and females of that generation are really wanted to eat together, and i would say that with with people that i’m working with on the women’s group there it is a little bit easier to get women out to volunteer opportunities because i think they just really want to see there the work in the fields, and and i think a lot of times, men, i can take it from you as the fundraiser to hear about what their work is doing. Our work is doing it. Michelle, do you see a difference between men and women in terms of their their desire for understanding outcomes? And what the impact of their gift is, is there a difference across the genders there? There probably is i think that women are often underestimated and their willingness to really want to do dig into the data and the financials and all of those pieces. And of course, if your stereo tell you, you know that they wouldn’t get it or that they don’t want to really spend time with a balance sheet or that they’re more emotionally driven or whatever the some of the negative stereotypes are on. Some of them were positive, but does though, right? But i think that women do want to understand what what the back end thinking is, and particularly as you deal with the higher end givers and the more sophisticated philanthropists, they know what they’re looking for, and there are certain delivery bols that they expect, and there are certain organizational structures they expect to be in place with their financial or otherwise, and they ask those questions, and they think very seriously about where they’re going to give their money, you know you’re going through, i can piggyback on that, you know, we have a group of our committee that comes in and meets with our program’s staff to really talk about what they’re doing and and what the investment that women united has made in united way is really is doing, and they ask the toughest questions they want to know exactly what the budget is. They want to know what the money is being spent on, and i think that that is the thinking that you were alluding to earlier is completely backwards. I think they really want to understand the entire issues they want from from costs of services to then what the services are actually doing, that they really want the whole full, holistic three sixty view of initiative. Michelle, you’re experienced. Yeah, and i would say that we’ve sound found more different is between sectors and where people worker identify themselves and professional sectors than male female. So, you know, sort of the hedge fund circle has a certain way of thinking about a problem, and they’ll come at you with a set of questions that are almost predictable, and lawyers have a certain way of approaching it more so than a cross gender lines. I’m not going to ask you to comment on your own individual situation is that united way or united states fund for your staff? Generally, do you see women adequately represent went on boards? So from where i said, i think there’s a couple of key pieces, one is that our ceo is an amazing female leader, and that has really set the tone and a lot of ways for not only supporting our initiative with women philanthropists but inboard leadership. So the four, therefore women, all board members, that air chairing our women in philanthropy initiative and the strategy around engaging ultra high net worth individuals to support the u s from for unicef, and they have all stepped up phenomenally, and i think it’s been critical in having those female representatives on the volunteer level onboard leadership roles, and they represent really influential rose rolls and the rest of their lives, and they’ve brought that to bear on this effort. It’s been absolutely critical about your travis do you worry about again? Not necessarily united way, but do you worry about there being inadequate representation of women on boards? I think there’s there’s more work that needs to be done, but i think that a lot of organizations are realizing that women make very, very strong boardmember is there much more thoughtful about the issues? They really want to understand the full picture of what is going on, and they don’t just sort of make those knee jerk reactions that sounds like an ideal boardmember and and, you know, i can say for the united way system, we recently did a survey of the one hundred and twenty different women’s leadership groups that united way has across our system, and what we have found, which is astounding, is that from the year two thousand seven to two thousand nine, which had the huge financial meltdown united ways that had boards with that were made up of thirty percent or more female participation, their women’s group grew about twenty eight percent in fund-raising and fund-raising and dollars contributed just versus those united ways that had less than thirty percent makeup of women on their board grew their fund-raising grew one percent. So really shows the power i think, of women to really come together, rally around a cause and get people to contribute at very, very critical times, i have to say credit to the person who thought toe look att that variable female representation on the board that’s not that’s, not a very and its outcome in fund-raising that’s, not by any means a typical variable that you would see and look at the outcome of the correlation with interesting let’s. See michele, in terms of let’s, talk a little about, like nuts and bolts. I don’t want to spend a whole lot of time on soliciting women, but we’ll spend a couple of minutes you have advice that’s particular to women about asking, you know, your your work is an ultra high net worth but not necessary, you know, generally soliciting women advice? I don’t think it’s any different than soliciting a man because i mean ideally still stations at that level happened face-to-face one on one and it’s doing good fund-raising and reading people’s faces and listening to the cues and paying attention to what they’re interested in and compassionate about or passionate about. Rather, i think in that regard, it’s all the same, some of the messaging and the way that we engage them leading up to that is where the differences okay and that’s, the stuff we’ve been talking about. Exactly travis, how about for you closing thoughts, i think, really, the only thing that i would add is just making sure that there is a really good next step for them to be involved in a substantive way beyond writing the check, whether that is taking them out on a program visit to go see see the work, whether they they’re volunteering at a school, whatever it is, just make sure that there there’s a really solid next up for them to get involved because they really want to get involved, okay? I just realized we have a lot more time than i than i thought you’ve done yourself. You had your seminar already today or it’s coming up, we had any provocative questions from the audience that you want to share around the subject. We’re interesting, yeah, i was talking to some of my colleagues and some of the other sessions and comparing notes on questions, and i think the one that i heard that came up in all the questions was sort of how to say no, no to a gift, no to the wrong gift or no to a donor who wants to direct very specifically, in a way, that’s. Not in line or give them right. They want to make a decision. That’s not really their decision to make and navigating that. What was your what was? Did you have that in your session or what? Wait. Okay. I know. I mean, i have one of the most important things. Is the fundraisers to know when to say no? And how does they know? And it’s? Not always easy and not everyone’s. Good at saying no, but giving people what we talked about is creating option so people feel like they’ve made it legitimate choice, but not beyond what your realm of possibilities are. So a multiple choice question as opposed to an open ended question where people can say, this is really what i want to dio bye still not creating the program from scratch and tweaking the little details, but giving them real opportunity to be a part of the experience as well the experience of of whatever the program is. So if it’s, you know, for us, it’s obviously in the field and international development. But, you know, even if it’s the question came from someone who was working in parks, even if it’s a parks project making them a part of how that plays out. How about you, travis? Any questions that came up in your program that you want to share one? Well, i think that that my group is able to direct the money at the end of the year that they raise, and that can create a lot of nervousness, i think, among program staff and really, you know, and i know it’s something that unicef does as well, we don’t just open it up and say, okay, you’ve got this big pot of money, where do you want to put it? You know, we we really bring them in so that they can meet with our program staff and give them sort of a menu of options of where we think they could have the most impact and take it from there because we’ve really been able to develop relationships where they understand that we’re going to give them what we think is bad that’s for the organization as a choice, and it really allows them to feel like they’re making a choice and have an investment in what we’re doing. But then, at the end of the day, we get what we need you at the same time, so the organization obviously has a role in setting expectations, managing expectations, sort of, and michelle is, you suggested the multiple choice question, constraining things so that people are not out out in left field success stories got women donors as thie seminar topic for travis frazer, director of major gif ts for united way of new york city, and michelle walsh, director of leadership gif ts for united states fund for unicef, travis michelle, thank you very much for joining me, thinking it’s been a pleasure to have you. This is tony martignetti non-profit radio coverage of fund-raising day two thousand eleven. That was my pre recorded interview from fund-raising day last june in new york city. Now we’ll take a break after the break. Tony’s, take two, and then, after that, linked in for prospect research, so stay with me. 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 hunters. People be better business people. Dahna this is tony martignetti athlete named host of tony martignetti non-profit radio 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 do you want to enhance your company’s web presence with an eye catching and unique website design? Would you like to incorporate professional video marketing or mobile marketing into your organization’s marketing campaign? Mission one on one media offers a unique marketing experience that will set you apart from your competitors, magnify your brand exposure and enhance your current marketing efforts. Their services include video production and editing, web design, graphic design, photography, social media management and now, introducing mobile market. Their motto is way. Do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com. Talking. Welcome back to the joe it’s time for tony’s take too, but first a reminder that we are live tweeting today, the hashtag is non-profit radio please join the conversation on twitter on tony’s take two this week. My block post is a test of google plus for your non-profit i was interviewed by new york enterprise report for an article on using google plus in small business, and i thought my ideas might help you to evaluate google plus for your non-profit now, of course, caveat, i’m not a social media guru expert thought leader, a small business owner. And so with that caveat, i’ll tell you what i’m doing with google plus and how i’m evaluating it, and you can see if that makes sense for your office or not. I’m really looking at the people who become my friends on google plus and the features that it ends up offering for the business profile pages, which is, you know we know them in facebook as a fan page. Google plus doesn’t have business profiles yet, but we all expect him to be coming, and google says they are coming within the next couple of months, so i’m going to be interested in who the people are, who joined me on google plus either because i invite them or they’re inviting me if they’re the same as the people i know on facebook, i’m probably going to be less likely to spend a lot of time, you know, keeping up a very active profile page on google. Plus, i would certainly have one, but how much time i devote to it is really what the issue would be on the same thing with the features. If it’s pretty much the same features as a facebook fan page, then i don’t really see advantage, but if it has some things that i’m looking for that i don’t see in facebook like for me, it’s ah good calenda ring application and a good, solid polling application like we can do in surveymonkey but built in facebook doesn’t have those things and it has polling, but not really a strong one, so if it has good features, i’ll be again more likely toe spend more time keeping a very active business profile page on google plus, so those are my ideas around evaluating whether to do that for my business, i don’t know if that’s of value to you, it might be in looking at google plus for your small non-profit um, you can see more detail about that on my block at m p g a d v dot com, and that is tony’s take two for friday, august twelfth with me now is maria simple. Maria is our newest regular contributor to the show. She’ll be on once a month. She is the prospect finder. Maria is an experienced trainer and speaker on prospect research and consults with organizations interested in finding and connecting with their best prospects for long term relationships. Her website is the prospect finder dot com, and i’m really pleased to welcome maria to the show. Welcome, maria, thanks so much. I’m delighted to be here. It’s a real pleasure to have you were going to be talking about linked in today. Lincoln has some new initiative for non-profits you want to explain what what’s up there? Yeah, absolutely so what’s kind of interesting about it is that linked in a little earlier this year, actually in may, haddon i po and so now they are actually deciding they’re going to dedicate some resource is in terms of against money, but as well as human resource is to the non profit sector now on ideo aipo means means what jargon jail mary-jo actually started issuing stock, they became a public company, so initial public offense and they actually launched something called lincoln non-profits solutions, and so what they’ve decided is that they have three point six million individual members who actually identify themselves as either employees or board members of a non-profit so they realize that there’s a tremendous amount of potential to help the nonprofit sector and they are actually i’m going to be helping people they back, they’ve launched a page called learned dot lincoln dot com forward slash non-profits, where they actually give the non-profits both as non-profit professionals, but also as organization’s best practices on tips and tools for how to make the most out of the lincoln for non-profit so they’re looking at both individuals and organizations, you say, and that that three point six million, i’m sure there are a lot more than that because there are one hundred million linkedin users, isn’t that right? Yes. So, yes, you are. But you know, what kind of interesting is that? They somehow been able to identify that there, there are, you know, the three point six million who are somehow connected to the non profit sector, right? Because i’m sure, based on keywords in their profile or just the way they what they identify their employer as, but i’m sure that’s low. I’m sure there are more than three point three and a half percent of the lincoln community working for non-profits but so maybe this initiative will will draw out some more. But even with that three point six million, yes, so they have this the the u r l you gave that’s the learning center, right? Yes. That’s correct. They have a specific learning center set up now for the nonprofit sector. And when you’re on that page, if you scroll all the way to the bottom, they actually have a contact a cab. So their interest sted in hearing from non-profits selves non-profit professionals and organizations and board members as to how lincoln can best serve the specter. So they are open to feedback at this point in their formulating this as they go along and you spoke with someone who’s in charge of this non-profit initiative. That lengthened in you? Yes. Somebody who has recently joined linked in his name is brian breckenridge. And he is heading up the new program there. And he’s, you know, he’s very excited and he’s very open to learning from the nonprofit sector. About what, how they convinced serve the non-profits and so since you had a spoke to him recently, any inside track about what we might be seeing the into the future? Well, i don’t have any specifics to share with you, but i do know that they are planning some interesting changes, hopefully that they’re rolling out in the next, you know, in the next couple of months so it’s, you know, they’re they’re formulating this, they’re looking, they’re taking in and looking for feedback at this point and anything that they can do the best help a non-profit sector they’re looking for that feedback at this time, and then they’ll be looking to roll out some new initiatives, i think okay, and you see value in the lincoln non-profit solutions for prospect research. Absolutely i do, you realise linked in for prospect research and for prospecting. So i utilize it in both, eh? Proactive sense as well, as in a reactive okay, let’s distinguish between prospect research and prospecting. What do you mean, weird? When you say those two different things differently? What do you mean by both? By each? Okay, so if i’m doing research on a potential major donor potential boardmember for the for a non-profit and i have the name of that individual lengthen is definitely one of the places that i go to to try and formulate my profile on that individuals. So that is what i would call reactive research. I have the name of someone, and this is one of my tools that i use to do prospect research. Now proactively you, khun, take linked in and use their advance people search feature to find people who might be suitable for your non-profit for connections in a variety of situations, they have a keyword search. You can focus your search down to within a radius of your zip code of where your non-profit is located, you can focus your search down to specific industries, so if you are looking, if you are let’s, take the example of a on environmental group, right let’s say they are looking to connect with more individuals in their community who are involved in some sort of environmental services so they would be able to conduct this search. Now, obviously, when you conduct a search on lincoln, first of all, you have to have your own lincoln personal on dh. This is using the advanced certain advanced search. Is that right? That’s? Correct. Have on the right on the upper right hand side called advance. Okay, you quick, matt. It opens up an entire new search screen that most people haven’t really access, you know, realize it’s there. And the more rich your own network is, the more people you are connected to, the richer the search results will be for you right now. If i were, let me give you two very contrast examples. I actually happen to have over five hundred connections in my lengthen network. So my search results would be drastically different from somebody who is a very new to lincoln and only has a network of, say, twenty, thirty, fifty people. Because you’re always shown how many degrees you’re separated from someone. So the more people i have in my network, greater search results going so so you mean when? You’re doing this advanced search you’re searching all the hundred million people in linked in and it’s telling you which of those are in your first degree, meaning you’re connected to them directly, which are too removed from you, which are three removed from you. Is that what you think you were searching the whole population of linked in? You can. Yes, but you can ask lincoln to just focused down the search results for you to the people you might be first degree connected to second degree or perhaps where you share a group membership. Because there you’re going to be ah, lot closer. You have a lot closer of an affinity and making the one toe one connection may be easier for you. Ok? Suppose you that’s really rich that you can search the whole hundred million. Suppose you find somebody who’s two degrees removed from you and they seem like a very good i don’t know. Maybe maybe we’re provoc betting for board members. Let’s say, for this, for this environmental group that you suggested you see somebody to removed from you. What? Explain what that means. And then how can you try to meet that person? Okay, tony let’s say we come up with let’s say, i do this search and i’m looking for environmental people who and i come up with a guy named oh, i don’t know john smith. And you and i are first degree connected on lengthen that much i know, but let’s say, john smith eyes second degree connected to me through you. That means he is both first degree connected to you. And i am first degree connected to you. So you are the common link between us, right? Ok, so that would mean john is a second degree. So, like those, like those kevin bacon seven degrees from kevin bacon movie. Right? Because he’s been in so many popular movies. Okay, so you can get to him through me, in other words, that’s. Right. So what did you do? How do you do that? Well, lincoln actually provide you with the the there’s a form that you can fill out so that a message would be sent to both john and to you. Looking for that introduction. I could look to be just connect with john directly and say, john, in my my request to connect, i might say john, you and i both know tony. Andi, i think we have a lot in common. I’d love to be able to connect with you here on lincoln. Always modify that that’s that standard introduction that lincoln provides to you never just go ahead and just use the standard intro, you realize those defaults aren’t aren’t very friendly, really there’s really bare bones, but so you’re allowed to your lot to connect with john smith your lot to contact john smith, even though you’re not directly connected to him. That’s correct. I could just send him an invitation to connect and just mention your name in my little intro is toe. Why? I think he and i might want to connect, you know, it’s up to him to accept my connect. Ction request? Sure. Okay, i see what you’re doing it through the request to connect. Okay. I see. On dh. Then the alternative is you could ask me to connect you to him. That’s. Right? I could ask you directly. I could go the old fashioned way. Tony, i could pick up the phone and call you and say, tony, you know, how well do you know john is? This somebody you know very well can you make some sort of a personal introduction even outside of lincoln through an email system. But at least lincoln’s provide you with the opportunity to identify potential boardmember potential donors in very specific sectors. Yes, the phone. You could pick up the phone and do it that way. And that way we don’t have to communicate through linkedin using their default messages or which we would really like. Anyway, i never thought that you could pick up the phone, imagine it could even have lunch and we could talk about it that way. Way. Imagine. See what? See what the web can do. Encourages you to pick up the phone. How do we had we operate without linked in years ago? I don’t know. So let’s, go back to the learning center. Um, yes. So they have. They have suggestions there for individuals and non-profits maria, we have just like a minute before a break. What are a couple of the not for profit? The organizational suggestions on unlinked in. And then after the break, we’re going to detail. Well, you could create a company page at no cost. So corporations, companies. Small businesses are doing this. We i highly recommend that a non-profit create a what they call a company page for their own. Non-profit, and they actually give the example of the american red cross that has attracted thousands of followers on lengthen and so other non-profits may want to check out what they have done. And, you know, look, learn from that and not reinvent the wheel. Ok, well, look att, the company profile and other things. After this break with maria simple, the prospect finder. Stay with us. You’re listening to the talking alternative network. Duitz 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, 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 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 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. 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 lively conversation top trends, sound advice, that’s, tony martignetti non-profit radio and i’m ken berger from charity navigator. Oh! And i’m tony martignetti and i’m with maria simple, the prospect finder we’re talking about using linkedin to find and connect with people who could be boardmember sze donors, employees, volunteers. So, maria, the advice that you were giving before the break is that a new organization could create a ah profile page that’s correct, and i would highly recommend that they do that and the reason tony is and and i’m not suggesting that they should set aside any of their other social media strategies and presences like that they might have on facebook or twitter, but what you want to be able to do here is this is lincoln is the professional network, so you want to be able to, of course, capture the attention of people who are in the business community. You don’t want to exclude this, so this is free, you know, obviously whoever is maintaining your presence on other social media’s would want to be able to set this up and you can upload your logo. You would be able to give a nice description about the organization, provide your website, there’s, even a mapping feature where they tie it right into google maps. So that people will be able to see precisely where your non-profit is located. So, you know, it’s free, and i think that they should take advantage of that. I think the lincoln says there about one hundred thousand non-profits that have company pages, there should be many more that’s, a that’s, a good number, but there should be a lot more. How specifically does this one do they? I mean, how do you create a a company profile or non-profit profile versus creating a personal profile? Well, of course, the help affection of of lincoln is going to be very, very helpful to you, but they also have here they give you some steps on how you might be able to do that right on the non-profit learning center that we talked about earlier, okay? And again, the girl for that is linked in dot com slash forward slash non-profits actually, it starts off with the word learn ellie, are there yet i left. Yes, thank you very much. Learn dot linked in dot com forward slash non-profits thank you. And now groups are very popular and non-profits can create their own non-profits can create their own groups and you couldn’t decide if the group is going to be a closed group, meaning that everybody has to be first approved by some sort of a group moderator thatyou’re going to appoint at your end or it could be an open group. And keep in mind that if it’s an open group, all of the discussions are open and searchable and people can just join the group without any type of moderation. That and what’s the value for having creating your own group after you’ve created your profile. Well, they might. It might be in an interesting way to host certain conversations around specific topics and, uh so they, you know, if you have, if you’re a large enough non-profit and maybe you are hosting even conferences around your specific topic, that is something that you can use the group for if you want to engage people in discussions, much like you might see discussions in other types of groups that people are on on linked in, but it would be very specific to the time of organization that you are in the population that you serve, and after you create the groups than you invite people to join is that how it works. Well, you can’t invite people to join. Yes. You definitely can do that and invite people who are already in your linked in world to join the group. But people are going to be able to find you once you are set up in a group on lengthen. You are now searchable as well. So i remember i was telling you about the search functionality. The groups are a way that people, you know, look for like somebody might look for a live networking group to join. Somebody might be looking for a group around this specific area that you serve. Okay, so yeah. So if your work is for the m r d d community, the mentally retarded, developmentally disabled, you might create a group around the service around dahna discussion around the needs about that for that community in your own communities, you could make it a very localized group. Yes, you can. Some groups are geographically localized as well. But you may not want to limit it to that. I mean, lengthen is a worldwide a phenomenon, if you will. So why not? Why not? Just open it right up and allow people? To tto learn more and you never know where that relationship is going to lead. Okay, um, they also have something called linked in recruiter for for job, for organizations looking for employees, how does that work? So what they’re doing is lincoln does have a recruiting solutions portion, which is a fee based portion to their service that’s kind of steep, isn’t it? Well, yeah, for some non-profits mean, what they’re saying in an article that i read is that they are starting as low as four hundred dollars a month when you could be a little steep saw non-profit but they are, you know, offering these recruiting solutions, if you will, at a discounted price for what they would offer the for-profit world, okay, and that’s, if you’re looking for employees that’s correct, if you look nufer employees, they have they have sort of three separate sections, one is called lincoln recruiter one is called jobs network Job slots and the other 1 is called career pages. Okay, let’s, talk a little bit just in a couple minutes we have left about the offerings for individuals who are in non-profits what what’s the advice that that the learning center gives for individuals. Well, you definitely want to make sure that your profile is as one hundred percent complete as possible. So you want to make sure that your profile itself is rich so that as you go out and try and make connections with people, you will be able tio look like somebody, obviously, that other people really want to connect with that you are a thought leader within your own community, if you will. And so it’s really like a resume on steroids, you know, your opportunity to really shine and stand out from other people, so why not make it that way? Using the status updates, i’s a great way to let people know sharing articles, having to do with sector that you serve if you are a speaker, it’s a great way to let people know where you’ll be speaking, especially as it relates to your subject matter area on dh, especially if you do a lot of speaking on behalf of your non-profit it will let people know where you’re speaking either virtually and webinar format or, you know, live format if people are looking by the way tony and forgot to mention earlier fremery we have just about it, we have just about a minute left. Ok, on the resource is page of my website of the prospect finder dot com i do have a downloadable maria samples top five tips for prospecting with lincoln, so if they’re interested in some general tips about lincoln for themselves on a personal level, this will help them. I think you also learn how to use some of the more advanced features, all right, thank you for sharing that resource page that’s really all the time we have that is maria, said pompel the prospect finder again, you’ll see her at the prospect finder dot com, and she’ll be joining us once a month to talk about her advice for prospect research. Maria, welcome to the show as a regular contributor and thanks for today. Thank you, tony it’s been a pleasure next week, we’re going to lead the leader’s motivating your board to fundraise. Another interview from the fund-raising day conference last june, the consultant, andy robinson and carry kruckel, whose vice president for development and communications at w n tv reveal how to move your board to be the best fundraisers they can be. And the second half of the show explaining earned income are legal contributors jean takagi and emily chan from san francisco. Breakdown what earned income is why it can be good white-collar be bad, why you need to understand it to protect your non-profit and keep it out of trouble that’s what’s coming up next week, you can keep up with with what’s coming up week after week by signing up for our insider email alerts on the facebook page. While you’re there like us and become a fan of the show, please, you can listen to tony martignetti non-profit radio on the device of your choice. Any time you like. By subscribing on itunes getting the automatic download, you’ll find that at non-profit radio dot net on twitter. You can follow me always use the hashtag if you want to talk about the show and the hashtag is non-profit radio on twitter, our creative producer is claire meyerhoff, our line producer and the owner of talking alternative broadcasting his sam liebowitz. Our social media is by regina walton of organic social media. This is tony martignetti non-profit radio. I hope you’ll be with me next friday one to two p, m eastern, on talking alternative broadcasting right here at talking alternative dot com cerini. Do you think that shooting getting dink, dink, dink, dink? You’re listening to the talking alternate network, waiting to get you thinking. Cubine looking to meet mr or mrs right, but still haven’t found the one. Want to make your current relationship as filling as possible? Then please tune in on mondays at ten am for love in the morning with marnie gal ilsen as a professional matchmaker, i’ve seen it all. Tune in as we discuss dating, relationships and more. Start your week off, right with love in the morning with marnie gal ilsen on talking alternative dot com. 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? 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051: CEO as Fundraising MVP – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Two chief executives, Mindy Duitz at Learning Leaders and Karen Pearl at God’s Love We Deliver, reveal their insights on how to motivate, engage and position your CEO to be a fundraising MVP.

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

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Hello and welcome to the show. This is tony martignetti non-profit radio. I’m your aptly named host it’s friday, july twenty second, two thousand eleven we’re always talking about big non-profit ideas for the other ninety five percent. I hope you were with me last week when we had cool collaborations and intelligently engaging generations x and y first, sandra lam and i talked about mergers, partnerships, collaborations and acquisitions. When should your board be talking about thes, and how do you execute them? Later? We had leslie goldman and casey rotter from the us fund for unicef, sharing their expertise in cultivating your next generation of donors, engaging twenty one to forty year olds this week, i have two interviews again from fund-raising day, the association of fund-raising professionals conference in new york city, which was this past june first, the ceo as fund-raising m v p for those of you who don’t know baseball that’s most valuable player like me, i had to look that up. Mindy dietz and karen pearl, they’re both non-profit chief executives, and they reveal their insights on how to motivate, engage and position your ceo to be a fund-raising m v p and i assume you know what ceo stands for, then the fine art of conversation, of conversion, the fine art of conversion don’t be afraid of analytics tools like google analytics can help you convert website visitors into online donors and help you engage younger prospects who later become donors. My guest is scott barnett and he’s, the director of web communications for fairfield university. In between those two interviews, of course it’s tony’s, take two this month is our one year anniversary. All this month celebrating, we’ve got two new regular contributors in law and prospect research joining me actually two contributors in law starting later this month and then a contributor in prospect research starting in august. I’ll talk about those and i was on tv this week. We’ve consumer reporter esa aaron’s, we were talking about the irs revocation of tax exempt status list. Ah, and i also did a bit of stand up comedy this week, so tony’s take two, maybe more like tony’s take three or four, but it’ll definitely be around thirty two minutes into the hour and that will all be on tony’s take two right now we take a break and then when we come back the ceo as fund-raising m v p hyre you’re listening to the talking alternative network. Duitz 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, too? He’ll call us now at to one to seven to one eight, one eight, three that’s two one two, 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, sick. 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. Dahna 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 to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven with the new york city marriott marquis in times square. My guest now are mindy dietz, president of learning leaders, and karen pearl, president and ceo of god’s love we deliver, ladies welcome great to be here. Thank you very much. Pleasure to have you your fund-raising topic you’re fund-raising seminar topic is the ceo as fund-raising m v p now, just a couple of minutes ago, i was talking to three, three people, three guests, about motivating they’re bored to cultivate major gifts, and we’ll talk about that bored relationship with the ceo. But, karen, what? What are the key elements of the ceo as fund-raising most valuable player? I would say that the key element is that so many of our donors actually want to meet the ceo, get to know the ceo. And so the there’s a partnership between the board, the ceo and the development team to make sure that the ceo knows who they’re about to meet, what they’re going to talk about and is ready because if the ceo is ready, that’s the best leverage that you khun get okay, ready? And willing, ready and willing. Okay, maybe we’ll talk about the unwilling ceo back-up. I’m sorry, leslie, why don’t you? What would you like, tio? Sort of sorry, mindy. Mindy, what would you like to open with around the ceo as most valuable player for fund-raising? Well, i i would echo what karen just said, and i think the key to all of fund-raising and all of these things is relationships that i think that the ceo has to be the person who manages up the person who manages down from donors to board and really forms i kind of ahh whole chain of people having faith in each other because people do invest in people as well as organization. And so i was really primarily i think, who we all are and who we represent in terms of the organizations and mindy, how does the ceo sort of set the culture of fund-raising for the rest of the organization, we’ll we’ll be talking about their individual role with respect directly with donors, but how did they set a culture of fund-raising throughout the organization for the others? I think we, you know, we all know what they have to explain that every single member of staff and every boardmember absolutely are part of the fund-raising team, we’re all selling something we don’t like to maybe use that terminology, but we are the spokespeople where the practitioners where the deliverers and we have to care and we have to have passion and i think what distinguishes all of us as non-profits is the passion for what we do and that’s what makes us able and all be part of fund-raising but what is the ceo need to do? Teo teo, race everybody else well, we need to be the chief cheerleader. We need to be the person who keeps reminding everyone about the value of the work. I mean, what we really selling is something very important depending on the mission of our organization. So i think the ceo really has to be the person who could articulate it and also inspire people to go out and help sell it. And karen, as we just mentioned a second ago, i said, you know, willingness there has to be that willingness in order for the c e o to convey the same enthusiasm to the rest of the organization without question. And the ceo has to be willing and i what we talk a lot. About it, god’s love we deliver is that each of us has a very special role as an ambassador, and it doesn’t matter whether we’re being the ambassador directly with clients. The ambassador with our volunteers, ambassador with our donors, but way worked very hard to make sure that all of our staff are prepared to to play that role, to know enough about god’s love some key talking points to be able to talk the sunday dinner with family or at the ball field sitting with their friends, and i think that does come very much from the leadership if the leadership of the organization is comfortable fund-raising and helps people understand there very special role in that that filters down into the culture and people really enjoy it. They really like it. Some of us are staff for some of our best fundraisers. Is it possible, karin, for youto say, how much of your time is devoted to fund-raising some ceos will say one hundred percent right it’s, not a hundred percent. Everything i do is really fund-raising you know yes, you could say that, but i think the heart of your question is how often am i? Actually, either meeting with the development team meeting with the board meeting with donors on i would say that’s probably half of my time. Okay, okay. Mindy, do you have advice for boards as they’re hiring a ceo around, making sure that they get a ceo who’s able and willing to do all the things that you you described earlier and be that passionate fundraiser? I mean, the single most important thing that a board of any organization does is hyre their ceo and it’s got to be a fit, and that sounds kind of trite, but it has to be fit with them because in a way, they’re looking for someone to champion their cause and give them direction. I mean, the ceo is not the chairman of the board, but has to be with the chairman, a leader and a partner. So i think the hiring is really about looking for a match and there’s no one definition of that it’s got to be the culture of the organization, the goals of the organization, the level the organization is at, you know, a startup is looking for one kind of person. A very established organization looks for different. Level so it’s, knowing where you’re at, the board needs to know where the organizations that and what’s the match for that level, you know, i don’t want to pursue this little bit more about the hiring of the ceo. Do you like to see people within the organization interviewing potential ceo candidates? You mean, like the staff? Yeah, i think it is absolutely the board’s decision. I don’t think the board should ask the permission of the staff. Frankly, i think a smart candidate will ask to meet the key staff to see who they are to see what they’re saying. And so i think it’s an important thing, to have an interaction and to get a real feel so that, you know the ceo themselves has a taste of what the organization is and can even turn to the board and say, well, this is what i see, and perhaps the culture needs to go one way or the other. And are you going to be with me on that? E-giving didn’t think the tubing getting ding, ding, ding ding you’re listening to the talking alternative network to get you thinking duitz things 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 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 hi 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 looking to meet mr and mrs wright, but still haven’t found the one. Want to make your car relationship as fulfilling as possible? Then please join us, starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marnie alison on talking alternative dot com. Talking alternative radio twenty four hours a day. Karen earlier you suggested about thie i just forgot what i was going to ask you about the willingness of the ceo. Now we’ll have to skip that because when i come back, then i think the question about hiring the ceo, the one of the thing that i would say is that when boards goto hyre ceo, they themselves are the in some ways the organization’s key donors, and they can very quickly judged by their own reaction whether they think the person who’s sitting in front of them has vision, has passion, can communicate it because what they’re seeing in that interview process is what donors will say. Of course, in an interview, you’re not going to know the organization as well, or and there will be a learning curve, but bored should put themselves not only in the role of the governance leader, but also in the role of the of the donor and say, is this somebody who i see is the face of this organization, who i feel comfortable putting out there, you might be happy being the front person, you know what i was going to ask you is you had alluded to donors. Wanting to see the ceo now, how do you manage over exposure so that the ceo, i don’t think, shouldn’t be brought in for every obviously for every donor meeting? How do you decide when it’s appropriate and for which donors? The meeting for the ceo is right? I’m we’re time not an issue. I would say that your premise that the ceo should be brought in for every donor is not so because i do think that every donor is entitled to know the organization and know the leadership time sometimes is an issue, so what we do it god’s love is that we do some combination of donors, meetings that are one on one and other other donor meetings that might be a group of people who come in. So we’re now in a siri’s of coffee with the ceo so i can sit and talk with a number of people at the same time, so we try very hard to be as connected and not just connected to me, though that’s. The other key is that they want to meet the ceo, but the ceo doesn’t have to be there only relationship with the organization there are board members, there are other donors, their staff, particularly the development staff, and we share that, yeah, that’s going to play at all levels. There should be no donor who only knows one member of the staff, right, including those including those people who are receiving your services. Don’t you want to broaden no, the knowledge base of the the recipients, right, right. We’re benefitting right? Well, mostly what we care about, because that god’s love we’re dealing with people who are really sick, and so when they need to connect with us, we want them to make that connection. We don’t want them tow. Have tio hang on the phone for a long time, get a call back they could be napping by the call comes back, so for us, it’s, like call anybody. We have a lot of general numbers so that people can. Our clients can get to us really without fuss. Karen what’s, the part of fund-raising that you dislike the most. I don’t know there isn’t really one that i just i guess the thing that i had to think about, that what nobody’s ever done it good like like, well, mindy, what do you see in your in your practice? The part that ceos perhaps struggle with the most? I think, you know, like carrot it’s so integral to the job you don’t think about liking it or not like it. I think sometimes is a part of me that just takes a deep breath and says all the energy and all the time and money that goes into raising money. There are moments when you wish you could be using that more to be delivered your service, but it’s kind of integral to the work, and it is rewarding because it’s europe opportunity to have people invested in what you’re doing. But is there something that you see ceo struggle with more than than others are maybe it’s identifying or speaking in large groups or meeting in individual meetings? I think the nature of being a ceo is that you need to be comfortable with all of those modes, and what might be a struggle is if it’s really not you. If it’s not, you’re fit, you could be quiet at it. You could be loud at it. You could be exuberant. You could have your own style. Think i think for all work. It’s got to be a match. Okay, i’m with mindy dietz, president of learning leaders, and karen pearl, president and ceo of god’s love we deliver and you’re listening to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven let’s talk about the relationship with the board. The board is integral fund-raising integral member of the fund-raising team as a whole and then also as individuals. Um, karen, how do you manage that relationship with your board? As as fundraisers? It’s a really key part, i think of the ceo’s job is managing the relationship with the boards that you say as individuals and as a group, as a collective and of getting finding the right way to engage each boardmember because each has their own skills, abilities, willingness and comfort level comfort, you know, so some people are, like, great, you know, getting in there with you making an ask of somebody another one might say i’m really not comfortable with that. But i will send a letter and another might say, i’m more willing tohave people come to events with me or to buy a table or do other things. Some people are fantastic spokespeople, and they don’t really want to do fund-raising so i think a riel art is getting the best of each of your board members and as a collective getting the skill set that you need to really advance the organization in fund-raising sing, but in lots of different areas, and how do you assess what each board members strengths and weaknesses are? Is there some kind of formal assessment, or is it really just you getting to know them and understanding that way? That process starts way back in the recruitment process for new board members in terms of why’re they being recommended, what is their formal resume? And then what is there in formal resume? Because a lot of people have skills that, like, they might be a coach and if somebody’s a coach on the side that speaks to how they might work in a group on your board so it’s getting to know them through the recruitment process and then ultimately spending some time with board members, once they’re on the board to talk about that and to nurture them, we have somebody in our board right now who promised us he would never do an ounce of fund-raising and he’s now like out there, getting his friends involved, calling people asking that takes time, and so where they start may not be where they end up after your two of service mini. And in your practice, do you use much formal assessment of board members, may be assessing each other or certainly at least themselves. I’ve had experiences with both. I think it’s actually very healthy to do formal assessment, but it depends again at the point, the board is that where the organization is that in i said in the beginning of this conversation that all this is about relationships and managing them. And i think boards need to self assess. And i need to say how we doing and how’s our mix and what is it we need more of? And that could be that’s sometimes good to do formally. Maybe they need a workshop. Maybe there are those people who want to practice. Most importantly, it’s a one on one relationship to building their strengths and the formality, i think, just gets the conversation started. What about the training of board members for fund-raising that i’m imagine that probie starts in the recruitment process, also setting expectation, but let’s talk generally about the think that its friends, whether it’s a new boardmember who’s never been ever a boardmember or a very experienced one. You know, some people come to you with a lot already, i’ve we often have formal training sessions that there’s a campaign we’re going to meet. We’re going over the goals and even role playing so it could be very formal and specific or coming to conferences like this. Conferences are a great way to bring a boardmember into a professional setting to realize they’re connected to a much broader world. It’s, not just their organization, that there’s resource is that it also inspires that they feel very proud. You know? Karen looked like you were nodding and suggesting you want to say something around setting the board members expectations at the recruitment stage around fund-raising i think it’s very important to do that very important before you as you offering them aboard position to make. Sure, they understand that, and then to keep working and doing training and four every time you ask a boardmember to help is another opportunity to advance what they know in their comfort level. So something is simple. One of the things we’re about to have a big fund-raising about van next saturday night, and our board members will have the names of two people we really want them to connect with and a little cheat sheet that’ll fit like in their shirt pocket that has the two or three things we really want them to talk about with that person, so they feel like when they come over and they say hi, tony, i hope you’re having a good time tonight that if the person’s not really chatty, they know what to follow up with, and that gives him a great comfort level. And again, they become fantastic ambassadors because in a party, we’re not asking them to fundraise per se, we’re asking them to friend race that’s a great example, i think, of giving ah boardmember overy manageable goal at the meet at this is large event we’d like you to meet these two people. That’s, right? No. That’s, right? And then we set up staff to make sure that the staff is on the lookout for those two people. And that one boardmember to make sure that they find each other right there where they can feel successful. It’s one thing to get a gift, get a grant, but there’s so many steps along the way and giving very specific direction and, you know, something like a real job at this event, it just makes people feel really good. You know, mindy, how do you like to see ceos prepare for a meeting with a donor? Doesn’t necessarily have to be a solicitation. Could be. But how do you like to see them prepare for meeting with a major donor? Well, i always like to be fully briefed by my development staff. Or it might be a boardmember who knows this donor’s? Well, i like to know everything. I like to know their professional background. Other organizations were involved with kind of a nice profile research. And then we like we sit. I like to talk to a couple of people. The organization think. Well, given this person’s background, you know how? What are the parts of? Our organization or work that we think of the strongest and just really go in briefed and at the same time be wide open to going in another direction because you really don’t know and people start talking what you’re going. I’ve gone in thinking one and ended up discussing, you know, climbing mountains in nepal because that’s something we found together and that brought us into the conversation that’s great when i was when i was as a plan giving director at a couple of colleges, i would look for things in the office that would make a connection, whether it was, uh, well, i’m not too much of a sports guy, so but i had to sort of hold my own in sport because i don’t really know much about it, but lots of guys do. So if i see a sailboat and i need to know where you know, where is it, you know, looking for that connection that you’re talking about. Mindy yeah, because as you said several minutes ago, people give to people right? And they love your work, but that connection with the person critical. Karen, how do you like to prepare for your for your meetings, let’s say it is a solicitor. I broke my voice broke again, you know, because in the last interview says that we’re talking about sixteen to forty year olds, so i think i’m going back to puberty. My voice just cracked. Sorry. How do you like to prepare let’s say it is a solicitation you’re asking from someone for ah, mid six figures gift. How do you like to prepare for that meeting? Well, i would add mindy’s whole list i would add to that they’re giving history with us potentially they’re giving history with others so that we have a sense of whether we’re asking them for the biggest gift they’ve ever given or not the biggest gift they’ve ever given, because that depends on their willingness, their capability and their potential eagerness. And then i now in my career that i can sort of go with that earlier on in my career, i liked to practice, i actually like to sit down and practice asking because until you mike’s, we do a role play with a staff member with a development person board the boardmember for the two of if it’s a boardmember and myself for six figure gift, we would might go with two people. We need to sit down so we know who’s going to do because usually sometimes you run the risk it’s a great meeting your back and forth and then, like you’re looking each other, like who’s going to ask so everybody’s role needs to be very clearly defined. And i think you need to practice saying the words, and i’m hoping that you will consider a gift of whatever number you’ve planned on two the organization and until you can actually get those words out of your mouth, and the best way to do that is practice it so often that it’s a sentence like anything else, it will become second nature. You know, that’s, the ceo is fund-raising m v p i’ve been with mindy dietz, president of learning leaders, and karen pearl, president and ceo of god’s love. We deliver ladies, thank you very much for joining me in the things this is tony martignetti non-profit radio coverage of fund-raising day two thousand eleven. 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. I am 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 oppcoll 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. I’m ken berger of charity navigator, and you’re listening to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. Welcome back, it’s time now for tony’s take to this month is our one year anniversary. In fact, this show is show number fifty one, so fifty two weeks next week will be shown number fifty two, who fifty one shows this is it, sam gives upload that’s the vast audience that’s sam, our producer. So later this month on the the only show remaining this month, next friday, the twenty ninth we’re bringing on to new contributors both talking about law that will be jean takagi and emily chan. Their law firm is the non-profit and exempt organizations law firm or neo ennio. They’re based in san francisco. Gene is the publisher of the non-profit law blawg, which you’ll find it non-profit law blawg, dot com and emily chan works for him and is a contributor to that blogged. They’ll be joining me next week and then in august on august twelfth, i’ll be welcoming maria simple. She is the prospect finder, and she’ll be a regular contributor on prospect research for your non-profit she’s, a popular speaker and also a consultant in that area. I was on tv this week with esa aaron’s he’s, the consumer reporter for new york, one news his segments in the eleven o’clock news they’re called consumerwatch, and he and i were talking about the irs is automatic revocation list that list of two hundred seventy five thousand non-profits in the country that have lost their tax exempt status automatically. We talk about what that meant for donors to those charities and also for the charity’s themselves, and that was on time warner cable. That was tuesday. No, that was monday night on time warner cable, but i’ll have a link on my block, probably by the time this show is is airing the b link on my block and you can find it there. The post is called i’m on tv with a psa aarons, my block, of course at m p g a d v dot com and also this week i did stand up comedy at gotham comedy club that was a wednesday night show. I was part of a new talent show and the video for that will be on my blog’s soon, not this week, but shortly when i get the video, i will. Certainly put it up there, it was great fun and people did laugh, so it was a success because it was a comedy club, after all, and so that’s cool, this is year number one very exciting on very happy to be welcoming those those three experts as regular contributors and that’s tony’s take two for friday, july twenty second. It’s time now for my conversation with scott barnett talking about the fine art of conversion pre recorded at fund-raising day in new york city back in june. Welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand eleven, we’re at the marriott marquis in new york city. My guest right now is scott barnett and scott’s conversating scots seminar topic is the art of conversion got his director of web communications at fairfield university and has a diverse, extensive background, both academia and business again the art of conversion scott barnett welcome to the show. Thank you, tony, for having me your conversion what we converting well website users into donors in this case, or visitors or sales or people that visit your site you want tohave him either tour visit, talk to you, contact you because the sites can manage and collect information on them that we can’t do with other mediums. Okay, now at fairfield university, i assume the web users are mostly alumni. Well, mostly on the admission side, forgetting students for this is the admissions of the things that make things go around. Are basically students first. Okay. And then after that, alumni and donors and the public is, well, you know, most colleges have a pretty strong athletics presences. Well, so you get a diverse set of visitors, including than your faculty and staff, that come to the site and your current students. So we’ve got to take that multitude of audiences and sort of track what they do on the site for the different purposes. And then we have clients, so to speak, in our agency model that we work with at the university that have different needs, admissions has one needs, advancement, has a different need for their users, and athletics has another new let’s talk about the younger people that so you have to engage seventeen year olds on the seventeen, eighteen year old earlier than that, actually. Okay, how early is thirteen? Which reality? By law, you can’t collect information about anyone under the age of thirteen anyways, online, but and that’s the copper act. Okay, we basically and let’s not let’s be clear here. People were not collecting information about you. Tony martin martignetti too old. Yes. If you’re not interested in somebody there’s not anything personal about you until you give that up. Meaning fill out a form or or our donate or do something that actually collects that information. But the mere act of visiting the site and moving around through the site is anonymous other than by i p address on other information that then is gleaned from that i p address. But khun tell the generally the part of the country you’re from the provider that you came through and that information’s helpful. But we really want to know is where did you go? On the site. When did you leave us? Did you make it to the point on the site where we wanted you to? So you set up goals and you try to convert them to finish those gold. Okay, we’ll get we’ll get to that part once they get to their. But how about engaging let’s? Talk about the sixteen tio, eighteen year olds. How are you attracting them, too? Fairfield allusions that’s the magic ball. Okay, we’ll share some shares. We presently just put up a very interesting online tour. Now. Everybody’s got their online tour in the college business and it’s usually a state and proper voiceover narration. Nice voice like yours or someone speaking about all the beautiful pictures and great academics and great athletics and all the other things we have and we’ve got a lot of that on the site, but we decided to make a tour that really spoke socially from the students to the students. So through the eyes of a student, we created a siri’s of videos of them waking up in the morning, going a class a typical day in the life. Okay, so so the lesson is and tell me if i’m oversimplifying, but you’re attracting people of a certain age by using people close to that age. Oh, sure tracked them. We, while we want to direct the campaigns that we wantto have the kind of creative ideas it’s it’s proven in today’s internet world that there’s a sort of peer-to-peer conversation going on. We see that all over and letting them speak to each other about the experience of being the student speak to other students, you know what their interests are, and whether this place is right for them. Because it’s a big decision to go to college and it’s really important for students to pick the right schools. We want him to pick us, but we also want them to be getting the right information. So the adults in the room, so to speak. I have lots of good information to put out there, but we also want them hearing information from their peers on dh that’s. Why we do things like this and believe me, it’s it’s slightly reality tv but there’s no magic buy-in the box it’s it’s segments in the day that we’ve selected arika and such but they’re presented from through the eyes of a student. And then after you have the student now at the site, how do you keep them engaged and coming back again? That let’s say sixteen to eighteen year old right seldman you know the public site on the dottie? Do you side is really a marketing vehicle to get people information about the school about our news and our events so there’s a lot of information on a one particular site of students for one one that’s really in tone and approach about them. We also created a space called fairfield live, which is a social media, a space where that we post videos have a weekly announcement video that’s done by a couple kids from the campus about what’s happening that weekend again the idea peer-to-peer conversations and try to get them coming backto find out about events both through four one one in fairfield live the potential admit e our potential applicants is brought into some systems we have where they then become a contact, you know, and in that sense, we developed them as a prospect. And that there’s a lot of communications that happened back and forth between the parents and the student and the admissions department, both in person. The biggest, best indicator for kids going to college state is their campus visit. So you really want to convert them to contacting you and showing out coming out, coming live right? I know a big part of your seminar topic is using google analytics track how you’re doing and part of what you say and the materials is don’t be afraid of mountains of data. So how? How so understanding that the audience for the show is small and midsize non-profits which fairfield may or may not fit into could be a mid sized mid size too large right in the college, right? That’s what they bite-sized so what? What’s your sort of opening advice for using google analytics and not being overwhelmed by it? Well, it has more than enough data for you to spend your time hiring people to sit there and call through data, but it’s really drilling down, tow what’s useful to you and you create goals and objectives for any piece of communications and the internet. You know what? Before we get into that, how would someone just get started with google analytics? How do you how do you find? Oh, yeah, i’ll let you get yourself a gmail account, you have that, and they they might have relaxed that, but you get a gmail account, you visit google dot com slash analytics and then you sign in and then you’ve got an account you then need to set it up for your various domains. So in our case dot e d u plus all of the sub domains, the various departments and things underneath it that we find interesting. Good that’s. Helpful. Thank you. Chart, please. So the data itself, you know, you can really really get lost in the data google analytics, but the real key is understanding. What is your goal with the particular communications? You know, everything needs a little a pitch. Okay? And what? We need to be able to use analytics to analyze that pitch what’s working in that pitch and let’s say you created three four page experience on the site. You really want to be able to follow that user and find out why is everybody leaving on the third page and not making it to our contact page and buy the data itself is not useful to you unless you analyze and react okay and create that same communication cycle we know from the business of where you have tto basically communicate, get audience feedback and then change the communications to adapt to that that’s exactly the same thing going on here except the fact is, with the internet, we really can great the success and failure of certain types of campaigns and experiences on the web by having that tracking all along the steps of the experience and i think you have very good advice, too. Your date is only as good as your use of it and your reaction to it, right? You have to tweak, and it takes a lot of training. I mean, we’ve we’ve worked with some consultants, and we ourselves have sought out a lot of good, valuable training material on google analytics so that we could understand what’s going on and that’s just my department web communications. So then we went out and took all of our account managers in our division and trained them about the reports. What does the report mean when your client comes to you and says off, tell me how many people are coming to our website and how many are visiting, you know, our department, they know howto look at the data and not get lost in the multitudes of pages that aaron, google and alex just look, create the report they needed sabelo then sit down and discuss the conversions that are going on, what steps might be taken to adapt and change the material to make it more useful to caesar. Now, first again, for a small and midsize shop. Do you think the tools that are on google analytics alone are sufficient for a charity? Tio navigate this, this melon of data was collected. Do they have to have a consultant and training well, outside what google oppcoll google has a lot of it’s own training it’s and it’s. Very good. You know, we found it necessary to speak to a consultant because we really wanted to draw out of it a lot of different things, but i think that most companies can get in and at the level that it at any level and use google’s materials to get a lot of training and know how you got to spend the time with any software and that’s really what it is. This software is a service you’ve got spend the time on training, honor it’s a waste of money. Well, in this case, it’s no money. So it doesn’t cost you anything to do google analytics except your time. Tto learn a little bit about how you can use it. And i think that that’s the key there is that the the end user, whether it’s, a mom and pop shop running a little sight, or whether it’s, a big no uber university up there, everybody’s, cost conscious. And this way you’re getting something for free. That is got a wealth, wealth of data. It’s, really, how you look down through and decide, have i created goals of it, created objectives and my following those and whether you want to know if someone from you, becca, stan, came to your site or not, you could do that, too. But you can’t be wasting your time if that’s, not your target customer. They didn’t even think that shooting getting, thinking, you’re listening to the talking alternate network e-giving. Nothing. You could. Xero looking to meet mr and mrs wright, but still haven’t found the one. Want to make your car relationship as fulfilling as possible? Then please join us, starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marnie alison on talking alternative dot com. Talking alternative radio 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 fridays, one to two eastern on talking alternative broadcasting do you want to enhance your company’s web presence with an eye catching and unique website design? Would you like to incorporate professional video marketing mobile marketing into your organization’s marketing campaign? Mission one on one media offers a unique marketing experience that will set you apart from your competitors, magnify your brand exposure and enhance your current marketing efforts. Their services include video production and editing, web design, graphic design photography, social media management and now introducing mobile marketing. Their motto is. We do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com talking dot com. Lively conversation. Top trends, sound advice, that’s. Tony martignetti, yeah, that’s. Tony martignetti non-profit radio. And i’m travis frazier from united way of new york city, and i’m michelle walls from the us fund for unicef. No. What about the standard social media facebook twitter again? Let’s, let’s focus on you know, i knew you were going well eventually, yeah, let’s focus still on the younger like this is interesting. I don’t get many guests were talking about engaging teenagers sixteen eighteen what what’s your advice for the small non-profit around? Well, you know, again the magic bullet is facebook’s overwhelming success in the last two to three years really made it imperative that you have some presence there, but you need to manage that presence and understand that everybody knocking on your door and saying, you know, all we need to facebook page for this, we need facebook page for that for each individual campaign or something that’s, not a good use of resource is when you’re a small ship does become unmanageable, and then you end up with a bunch of stale pages. It’s a sight that people have two contribute content is king okay with all of this and look and repeated repeated continual contact right now. But what we’ve seen there is, you know, you’ve seen some good reaction to causes on this social media. When people do cause related things, they do. Well, mom, i think i think this younger audience reacts to that us is a company and larger companies that are selling products, you know, i’m not so big on the i light, yeah, nameless brand of soda here that i or something so we don’t get in trouble, but the the point being, i’m not so sure that that, but i think today’s younger set doesn’t think the way we think about, you know, in terms of brand association so it’s a little different in that with juggling act you have to do, and i think non-profits obviously, mom, the kids are into causes, they are muchmore involved group i think we may have grown up thinking we were very involved, but i i didn’t do most of my charitable work until i was out of college, but i see a group of kids now from my school on up that are very usually, you know, there’s a good percentage and they’re involved in things so that’s appealing to their nature in social media about the cause rather than the give, i think, and not being the fund-raising professional in our organization, i won’t speak two, whether that’s scientific enough, but i’m seeing the trend be that they are attracted to sites that are about the causes and then from that i’m sure you get your able to glean and pull through the conversations you create some some charitable giving and giving of time. Sometimes what you’re looking for out of that group is volunteerism. Oh yeah, cause they’re so passionate, motivated, they will give generously of their time, but they’re on it all the time. And my test lab is the fourteen and sixteen year old i have at home, okay, who spend all their time on their phone and they’re computer on facebook sometimes to my chagrin, because it’s just kind of, you know, but but if that’s what they’re doing, you know, you need to focus your communications to them and not have it be the man talking to you and that’s. Why we’ve worked on this key peer-to-peer conversations looking at ways to engage students that work for us to to to speak to them, whether it be for a cause or whether it before something like advancement or admissions over athletics. We use students all of those levels in fact, our libraries facebook site is operated by a student, yes, the powers that be in the library there and sometimes push things out to them to put out there. But the conversations that are going on that’s the important thing about facebook and twitter is making it a conversation it’s not just boom boom boom press release and say we suffer from that sometimes to put them all out there, but we also want to get in there sometimes. And for instance, we introduced this year it’s it’s off the fund-raising topic, but if at our athletics games tweeting during the games and facebook during the games because there is a core of alumni out there that follow us out there, they might be in california, they’re not listening to the internet, cass, to the game or didn’t pay for the video of the game and they’ll jump in and have a conversation with us about it, and we look at that it’s sort of being colored guys, i said, imagine yourself sitting there and we’re having a conversation about the game because that’s what we’re not doing play by play, nobody wants twitter play by play, but we have a conversation about what’s. Happening, and i think we’re going to introduce that this year two different types of events, not just athletic and i think there’s value there for the audience, so your constituents who can’t be with you can follow and they’ve chosen that medium that’s, what they’re doing to follow you so it’s almost disrespectful in some ways to not give them some content besides just pushing at um, you know, like i said, press releases and other information, my social i don’t interrupt because my social media manager is here regina walton and she is live tweeting, right? Regina, we’re live tweeting to arouse who are not this second, but we are during the day giving them the contest. Not this second. Are you finding more penetration among teenagers? At twitter? There was a time when it was forty year fifteen over i also teaching in and that marketing class not now and then on the side and last year we asked him and said, hey, how many in the room are aware twitter? And this is their kids in marketing that we’re going to go into business and three hands went up, but now you won’t have four people. In your class is no, you’re not a very popular teacher now twenty five, twenty five but, you know, doing that part time, i was able to see that they were aware of it as a medium, but to them it didn’t hold much lustre. But now i’d say, just even six months later, that was just last, you know, two semesters ago, there seems to be a great interest in our student affairs department and other areas of using twitter because the immediacy of it and the ability to do it in one hundred forty characters or less appeals to both the presenter and the receiver, and i think that once they’ve caught on to that one hundred forty by the one hundred forty, okay, well, i want to stretch it out a little bit. Are you whether you want to be shorter, you know? You want it, you know, i wish i could do it in ninety nine, where most people meet me want me to do it? Ninety nine words or less. We’re gonna leave it there. I want to thank scott barnett very much. Fairfield university for being a guest. What? Tony martignetti non-profit radio coverage. Of fund-raising day two thousand eleven at the marriott marquis scott, thank you for having me. Pleasure. That was my conversation with scott barnett from fairfield university on the fine art of conversion. I want to thank all my guests from the pre recorded interviews at fund-raising day this year, mindy dietz, karen pearl and scott that was a ll interviews from the association of fund-raising professionals, new york city chapter fund-raising day conference last june was great fun being there, and we’ll have more of those interviews for you in august next week, darien rodriguez haman we’re going to talk about his book non-profit management one oh one and the social media for non-profits conferences that he’s organizing throughout the country. My show is a media sponsor for the new york city conference on august fourth, so we’ll be doing speaker interviews there and bringing those to you and also, as i’ve said earlier today, welcoming jean takagi and emily chan to their first show, we’re going to talk about starting a non-profit preliminary question, should you? Because there are alternatives and if you do decide to start one, how do you do it? Gene is the publisher of non-profit law blogged, and emily is a frequent contributor to that site i look forward to welcoming them is regular contributors. Next week, you can keep up with all that’s coming up, especially in this anniversary year this anniversary month. Well, it’s one year, but the month is the one year anniversary. Sign up for our insider email alerts on the facebook page. Of course it’s, facebook, dot com and then the is the name of this show tony martignetti non-profit radio while you’re there, please, like us, become a fan of the show, you can subscribe and listen any time to the show on the device of your choice but that’s, computer, smartphone or tablet, go to non-profit radio dot net and that’s, our itunes paige subscribed there. The creative producer of tony martignetti non-profit radio is claire meyerhoff, our line producer and the owner of talking alternative broadcasting is sam liebowitz. Our experts. Social media is by regina walton of organic social media. This is tony martignetti non-profit radio always heard fridays one to two p m eastern right here. Talking alternative we broadcasts always on itunes hope you’ll join me next friday right here at talking alternative. Dot com. Bonem metoo you didn’t think that shooting. Good ending. You’re listening to the talking alternate network to get you thinking. E-giving good. Looking to meet mr and mrs wright but still haven’t found the one. Want to make your car relationship as fulfilling as possible? Then please join us starting monday, may second at ten am for love in the morning with morning alison as a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marty allison on talking alternative dot com. 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. 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