348: Social Change Anytime Everywhere, Part Deux – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guest this week:

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

There’s more at tonymartignetti.com

314: Increase Your Donor Retention & Social Media For Year End – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guests this week:

Rachel Clemens, president of Creative Suitcase & Sean Doles, vice president of mission advancement at YMCA of Austin.

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

Here’s the transcript

There’s more at tonymartignetti.com

268: Ask When Not Asking & What Are The Wealthy Thinking – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guests this week:

Marci Brenholz, director of development for Ralph Lauren Center for Cancer Care and Prevention.

Also Stacy Palmer, editor of The Chronicle of Philanthropy, and Glen Macdonald, president of Wealth & Giving Forum.

There’s more at tonymartignetti.com

218: Ask When Not Asking & What Are The Wealthy Thinking? – Tony Martignetti Nonprofit Radio

tony_martignetti_300x300-itunes_image2Tony’s guests this week:

Marci Brenholz, director of development for Ralph Lauren Center for Cancer Care and Prevention.

Also Stacy Palmer, editor of The Chronicle of Philanthropy, and Glen Macdonald, president of Wealth & Giving Forum.

There’s more at tonymartignetti.com

119: The Bequesting Brain and Donor Database Dungeon – Tony Martignetti Nonprofit Radio

Tony’s guests this week:

Russell James, Ph.D., associate professor and director of graduate studies in charitable financial planning at Texas Tech University

Scott Koegler, editor of Nonprofit Technology News

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

View Full Transcript
Transcript for 119_tony_martignetti_nonprofit_radio_20121130.mp3

Processed on: 2018-11-11T22:55:24.322Z
S3 bucket containing transcription results: transcript.results
Link to bucket: s3.console.aws.amazon.com/s3/buckets/transcript.results
Path to JSON: 2012…11…119_tony_martignetti_nonprofit_radio_20121130.mp3.248888218.json
Path to text: transcripts/2012/11/119_tony_martignetti_nonprofit_radio_20121130.txt

Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host. Oh, i very much hope that you were with me last week. It would cause me great distress. I couldn’t stand knowing that you had missed thirty four things to know about people. Andrea nierenberg, president of nuremberg consulting group, returned. She had so much simple and valuable easy relationship building advice from october fifth that i invited her back and the last show, which was, of course, two weeks ago, she had thirty four things to know and howto learn them how to preserve them and what to do with them, and her list of thirty for is now on the facebook page and are linked in group also get engaged to amy sample ward are regular social media scientist, social media contributor continued her siri’s on real engagement and building trust through the social networks. October was setting the tone this month. It’s your call to action. Amy is membership director for and ten the non-profit technology network and blog’s for the stanford social innovation review. I want to welcome new listeners. I need a big spike of listeners in october and i hope that you’re still with me in november hoped very much welcome. Welcome to the show this week, it’s, the big, questing brain professor russell james at texas tech university does neuroimaging research to see subjects brains light up when they elect to put a charitable gift in their will. This former plan giving fundraiser and director of the graduate certificate in charitable financial planning has research based advice for your cultivation and recognition of bequest, gift and donordigital baste dungeon scott koegler, the editor of non-profit technology news. Our regular tech contributor wants you to keep your donordigital base secure so nothing escapes. We’ll talk about inappropriate use sql sounds like jargon jail already inference and overloads between the guests on tony’s take to my block this week is charity registration matters. Why compliance with state charity solicitation registration laws is important? If you’re listening and you’re on twitter, you can use the hashtag non-profit radio to join the conversation with us there where monitoring that hashtag in the studio and i want to welcome my guest is russell james he’s, an attorney and phd he’s, an associate professor and the director. Of graduate studies in charitable financial planning at texas tech university, where he also supervises the graduate certificate and charitable financial planning. He has spoken at the f p international conference, the big twelve gift planters association and giving korea we have listeners from korea pretty regularly, actually, he’s presented his research at universities in the u s, spain, germany, the netherlands, ireland, scotland and england, but i noticed not whales, i guess the welsh don’t care for russell james for some reason, the welsh have not invited him, but the irish, scottish and english have he’s, a consultant to the south korean government, around their effort to adopt plant e-giving legislation, he’s been a plan e-giving fundraiser and a college president. Russell james, welcome to the show. Thanks so much, tony. Glad to be here. It’s a pleasure to have you. You’ve had a lot of jobs but a lawyer. Fundraiser, college president now, college professor, you’re you’re having trouble holding jobs? Yeah, that that is an issue. But hopefully i can. Okay, what’s next, the construction trades. Maybe. I don’t know. No, i’ve got ten years. I’m gonna stop. Okay. Well, that’s it you’re set. Okay. Um, our big questing brain. This is really very, very interesting to me. You do? Ah, neuroimaging research. Why did you decide to pursue this? Well, i’ve spent a lot of time in the area of fund-raising a particular plant giving, and there have been a handful of studies done on shared will get e-giving decision making in the scanner, but nothing had been done yet. Looking at decisions for request, a charitable giving. And so that was something new and something i was interested in. And after getting ten years gave me the opportunity to take about a year and a half or two years to learn how to do this neuroimaging so that we could proceed with finding out how the brain works. When you ask people questions about making charitable bequests, this is not a line of research that a non tenured professor would have the luxury of pursuing. Well, it it takes a long time. And since my original background is not in neuroimaging, it takes a fair amount of time to get up to speed with the process. And it helps having a little bit of job security before you start chasing rabbits like this. That’s one. Of the few jobs you have not held is neuroimaging scientist. Thank you. Um, and what was your methodology for this? So the approach was tio have people when they’re in the scanner, they can observe a computer screen, and we could ask them a variety of questions. And what we wanted to do here is we wanted to have questions that were identical but on lee different and whether we were talking about giving money or volunteering or leaving a bequest gift. And since we can’t actually enforce a bequest gift in the scanner, what we did is we ask them if you signed the will in the next three months, what’s the likelihood you might leave request gift to a particular organization. And we used about about twenty eight large charitable organizations on we also ask them about if they were asked in the next three months, what was the likelihood they might give, give money to the same organizations? Or that they might volunteer time to those organizations in the idea being here, we want to see what brain areas are engaged when people are thinking about the probability or thinking about this idea of, well, let’s. See if i was asked if i was finishing a will. How likely is it that i might do this? Okay, and you compare that with a current gift and volunteering, okay? And because you see those as as different methods of support. And so you thought there might be some different segments of the brain that are that are involved exactly. And also because we understand a lot more about current giving and volunteering because people engage in that behavior very frequently, we can observe it a lot. But the quest e-giving is something that people engaged in very rarely oh, and oftentimes not observed. And so we sort of want to compare with the thing that we know about better. Did the volunteer part did that involve boardmember ship buy-in a chance it did not. It was just a generic question of hey, if you were asked the next three months, right, your likelihood that you might volunteer time too. You know, the american cancer society, for example, okay? Because i think it was boardmember ship. I think their brains would have exploded inside your scanner. You have what we want to avoid. You’d have a mess, and plus you you have a dead subject. So it’s no, in these invalid research. Okay. Concerned with their safety. So that’s a that’s cool this other inside a scanner. And does this look like now? I’m just a little curious about the technology. Does this look like an emery that people slide into? And then the screen is above them? Or what does it look like? That’s? Exactly. Right? So they’re inside an m r i it’s a fairly large boardman sheen, but it still they’re sort of locked in there. And before they do this particular experiment, they get used to using the screen, have a couple of buttons that they can use on each hand to respond to questions on. So they sort of get used to and really, you know, they focus on the screen because there’s nothing else to look at. I mean, it’s fairly dark out there. And you have this projected image of the computer screen on that’s the process which seems very weird, but you actually get used to it pretty quickly. Is you’re going through these preliminary process? How did you get volunteers for to be subjects for research like this? Well, for this first for this first group, we just asked folks who were around the university campus so employees graduate students, that sort of thing in the future we’re looking at once we find the results to make sure that those results are also replicable when we are doing with other populations. Ok, i see grad students. I mean, they’re hungry. That right? So for twenty five bucks, they’ll do anything. You know what? They are paid. Yes. Ok. Eso what did you what did you find? I’m interested in what you found across the three different types of, of, of gift of a way of ways of supporting now also, russell, we just have two minutes before our first break. So just, like, sort of tease what? What you found what we found was two different areas that were much more strongly activated for bequest decisions. Van forgiving, volunteering decisions. Those two areas are the call once called the peculiar and once called the lingual gyrus. Now the brick union is something that’s engaged frequently. When people are taking an outside perspective on themselves, sometimes called it’s been called the mind’s eye. And the lingual gyrus is actually a visual or visual ization area. So when you’re dreaming, for example, you will engage the lingual gyrus, and if you have damage to that area, it can eliminate your ability to dream. So we saw these two areas and independently we’ve got some activity that involves people looking back on themselves from an outside perspective and also engaging in visual ization. But what was really exciting is what we found in other studies that simultaneous osili activated both of the same areas that i think is a lot more applicable to this situation where we’re looking at now so i can tell you about those way have time, or we’re going to take a break first. You said the lingual gyrus is the dream center. Is that right? It’s engaged in that engaged okay area. My lingual gyrus was was hyperactive last night, but you’re probably not into interpreting dreams out suppose you dont go that far do don’t go that far. All right, well, we’re going to end with you, then we’re done. No, russell, james will of course stay with us for this break. And i hope that you do too. Talking alternative radio twenty four hours a day. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Dahna are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication, and the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office needs better leadership, customer service sales, or maybe better writing, are speaking skills. Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes, or get your human resource is in touch with us. The website is improving communications, dot com, that’s, improving communications, dot com, improve your professional environment, be more effective, be happier, and make more money improving communications. That’s. The answer. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back were with professor russell james from texas tech, and we’re talking about the requesting brain. We will not be analyzing my dreams. Sorry, but those were disappointed in that, but we will continue. Of course, this is conversation. So this is russell. This is what people sort of their self image and and what you call, sir there, their life story right in the reason we say, that is we looked at some other studies that engaged both of the same areas simultaneously. And one of them, for example, was where they i had older adults in the scanner in their sixties and seventies, and they were shown photographs from across their life from the the different ages of their life. And when they saw those photographs in the ones that they remembered what they were doing, they remembered exactly what was happening in these two areas were much more strongly engaged. And so the idea is that these are areas there is associated with what we would call visualized autobiography and there’s, a variety of other studies that also suggests that your reasonableness of this conclusion so the idea being that when people are thinking about making a charitable request decision they’re actually thinking about this concept of how does this fit in to my life story? It’s almost like they’re riding the final chapter of their autobiography and asking about whether or not this cause or this organization fits with that life story. And so it turns out those are very different questions than we might ask with, say, a current gift issues that are in other context, really important, like what’s the next big project, or how financially financially good is this organization, those things sort of fade into the background on this actually fits with some other research that was just finished last year in a phd dissertation by claire roundly and united kingdom, where she interviewed folks about why they had left money to the organizations that they had identified in their in their state plan. And it turns out that really it was all about their life story, it was about their connection with the cause, or with the organization because of something that had happened to them or to a family member that makes that that connection come together. So this it’s a little bit with an example, one of my friends who’s been planned e-giving after he graduated from law school and had this background training when he would go out and talk to people, he would see that they had all of these tremendous tax advantages that they could take advantage of. Maybe they’ve got qualified money that they want to make a gift and, you know, there’s, a state gift and there’s ways to do that, and he would start by talking about that. And he said i had to learn to stop doing that, that what i needed to do was to start by asking, how were they connected with the organization? What was their life story and how it was it was connected in on so that seems to fit with some of the things that we’re seeing in the scanner here, okay? And that’s pretty widely recognized, i think that it’s it’s, the love of the, the charitable work, whatever it might be feeding people, sheltering, education, spiritual, whatever it is, it’s, it’s, the love of the work that that moves people to include the charity in there in there will absolutely. And i think, it’s the issue here of you know, when we think about this sort of related into some psychology from fifty years ago that talks about how two people deal with it, reminders of their own mortality and a couple of things they do one they tend to avoid those reminders, but the other thing they tend to do is to seek what’s been called symbolic immortality, that’s that something about me that’s goingto live beyond me. So it must be, you know, my name or my values or my my family, and we tend to focus on those things mohr when we’re reminded of our of our own mortality. And so this links in with this old psychological research from for many years ago that talks about people’s desire for symbolic immortality, and it’s actually a form of to use another technical term, a form of autobiographical heroism where we wantto see ourselves as being a significant our lives is being meaningful. And so this, uh, psychological theory fits with what we’re seeing in the scanner, in the sense that people are engaging in this kind of autobiographical thinking when they’re making this kind of you did a very good job there of keeping yourself out of jargon jail by defining that very hard to do, but okay on dh this has some implications for recognition of gift, which will get recognition of gift by will, which will get through this thiss idea of immortality i have to send live listener love got tons of listeners today, it’s incredible! I’m going to recognize first. Seoul korea live listener loves seoul, korea my guest, russell james has consulted with your government as they were trying teo create plan giving legislation. Also in asia, we got tokyo and asahi, japan, and a masked listener in china. I don’t know there’s some kind of furtive activity or it’s blocked by someone else but got a mask listener in china here in the u s spearfish, south dakota. I love that welcome spearfish. You’re not you’re you’re hunting there, but you’re but you’re only hunting fish on dno. No big arms, i guess. Alexandria, louisiana, new bern, north carolina live listener love to all of you in asia and here in the u, s and there’s more to come. Um, visualized autobiography now. So this is russell. This is the way we were perceiving ourselves. This is not this is not rational, right? But this is our our our own self image of ourselves. Well, self image, the difference in an inactive activation here was not taking place in the in the number crunching part of the brain thing wasn’t the purely rational prefrontal cortex this is mme or the you know, the the imagery on the scene oneself and sort of your your own life story or or autobiography, you know, finding some support for some of this earlier research in psychology about people being reminded of their own death kind of lends support to certain results that we see in certain strategies that we see if somebody is pursuing consciously or unconsciously symbolic immortality as part of their estate planning problem that’s, symbolic and what i’d like to be symbolically immortal. Well, i would like to be a very good well, you know, let me tell you about some plan giving opportunities. They’re over there at texas tech and the graduate certificate and channel financial planning to wear. When we look at charities that receive a larger share of their income from the quest sources. Often times, you’ll see charities such as universities that are expected to be around for a very long time, especially giving things like a, uh, an endowed fellowship for a scholarship that that we expect to live on beyond us. And it may be one of the reasons why these organizations or other organizations focused on saving lives, whether finding new cures for for new diseases or other kinds of lifesaving approaches can sometimes be particularly attractive, and if you compare that to other organizations that don’t necessarily focus on raising funds for something that’s going to be permanent, but rather raising funds for something they’re going to do right now and spend right now that’s very attractive for current gifts, but it may not be particularly psychologically attractive force st gifts, because we don’t really want something that’s. Just all of the money is going to be used for a big bang immediately after we die. We’d rather have something that is going to last a long time that maybe our grandkids could come and and say, oh, yes, that’s something that my grandfather set up and still here today. But organizations that might have a more current mission could certainly create a fund or an endowment. Or maybe, ah, part of their mission, that is. Something that’s going to be that is everlasting exactly, and what i would encourage because i know there’s always a tension in those organizations if you set up something that’s permanent, those air funds that you can only use the interest off of, for example, endowment that income off. So what i would suggest is setting up these kinds of permanent giving opportunities exclusively for the quest donors on say, you know you can set up a permanent endowment, you nose let’s say it’s, an animal charity, a permanent endowment that will support, you know, one or two are five animals of whatever the interest of the charity is forever, but that this gift is on ly through request e-giving so you don’t have to worry about cannibalizing your current giving, but yet you give those kind of permanent opportunities that are more psychologically attractive when it comes to charitable bequests. Decisionmaking. Okay, i want to remind listeners. Russell james is an attorney, phd and his associate professor at texas tech university, where he supervises thie graduate certificate in charitable financial planning, and you’ll find information about that at encourage generosity dot com is there also, then the concern russell by the way, do people ever call you james russell? People mess that up all the time. I notice i have not done it once. I’m being scrupulous about not calling you james. I don’t get that with, you know, my name’s, it’s, not generally, not a problem, very black, but i will not. I’m being very careful not to make that mistake with you. Do do smaller organizations now, you think have have a little a bit of a challenge over larger, well established institutions that have been around for decades and generations? Yes, certainly, i think that’s a much bigger challenge when it comes to raising the quest dollars as opposed to raising current dollars, especially if we’ve got this connection where we want something that’s going to last a long time, then we sort of have to overcome that barrier if i’m not even sure the organization itself is going to last a long time. There are some ways to overcome that, though. I mean, you could certainly set up permanent endowments that were, you know, managed by a large corporate trust or bank or something like that so that you could give that that feeling, that sense of permanence that would be there regardless of the sea organization but it’s definitely a barrier. The other thing, though, is that people don’t necessarily have to be attached to a particular organization. They may be attached to a cause and it’s just a matter of finding those people who have that life story connection where it is attached to a cause, if that’s the same cause of your organization on dh trying to make that connection with the life story. And so how would a smaller or newer charity go about doing that? How do you make that connection with the with the person’s life story, based on what you’ve learned? Well, there’s, a couple of different ways to do it. One is obviously if you just know your donors and you know, those those connections and those stories, the other is to remind people of those possibilities by telling stories that give them examples, you know, telling the story about a person who has supported a particular cause been involved with the particular cause and ideally, if you have an example, this may be only for a little bit older organizations. But if you have an example of someone who has left money in a bequest that you could talk about how that person is still having an impact today, even though they passed away a number of talking about the deceased request donor zach plea because that’s that’s, the thing that’s really attractive is if i see that example, not only is an example to me in my behaviour, but it’s a signal that says, hey, these people are still being remembered, they’re still being talked about, and they’re still making an impact and that’s the real message that i think we want to get across. That’s, that’s, symbolic immortality, exactly, and that’s different than what we typically see, which is here’s a story about current donors who have made a plan now that’s fine, but that’s not the same thing as showing that we recognize people who are deceased in there, sir. Still having an impact because that’s, where we get that real example of the symbolic immortality. Excellent, i think that’s really that’s very concrete, valuable advice um, there’s also, you have some advice around recognition based on a person’s longevity of giving, irrespective of of the size of the gift. Certainly so if you think about the goal here, the goal is to make it obvious to the person that putting your organization in their state plan fits with their autobiography. It fits with their life story. So one of the ways that we can remind them of how much they fit their life story fits in with the organization is to consider giving recognition to people, not just for how much they gave this year, but recognition to people for their longevity and giving, especially your older donors who, you know, maybe financially, they have a lot of assets, but not a lot of income, and so they’re not giving us much currently, but recognize them for, you know, reaching a five year club, ten year club, twenty year club, you might even consider recognizing them for their lifetime, giving that this is some amount that you’ve given throughout the line throughout your life and the purpose there, you know, certainly if you’re recognizing him for longevity, that has a nice side benefit on current giving that, you know, you want to keep the street going, of course, but it also is a way of saying, you know, it’s, just like, you know, you get one of these credit cards, and it says members sense, you know what if i’ve got that member since nineteen seventy eight will you know, i’m going to stick with this organization because it’s, just part of who i am, you know, part of my my my autobiography in a sense well, i think charity’s aaron a much stronger place to be. Able to do that if they just remind people, you know, look at how long we’ve been together that that kind of idea, where it makes it clear that the organization that the cause is part of their life story and that that makes it fit in very well when they’re deciding which beneficiaries to use in an estate plan, excellent listeners, i hope you’re taking notes or you’re gonna have to go back and listen to this podcast again. Here i thought, russell james, you know, i figured academic is going to be stuffy, nothing is and nothing is going to apply it’s all going to be a theory, a land, and but we’ll have him on anyway. You know? I’ll make fun of him and things like that, but no, i mean the value, the advice is really valuable. No, i knew this is this is really valuable advice for forgetting bequests. And russell. I never thought you were stuffy. I’m just getting well, i can be if you want me to. Because i also presented academic conference. Yeah, no, i know i left that out of your bio now. No, no, we don’t we don’t want that. Don’t turn. Don’t start turning that on. Keep keep the charming side. All right, so also that this this idea that the organization is going to live beyond me, i know you touched on this a little bit, and i just want to i just wantto see if you have any more advice around how we can get people to recognise that this organization will will live beyond you when when they’re sort of a new organization, we just have about a minute left. Well, one thing to consider is this if we look at the strongest competition and our field for those charitable request dollars, the absolute strongest competition comes from private family foundations, and they’re psychologically very attractive because they have your name on it. They follow your rules, and they could live forever. But keep in mind these very attractive organizations are also new organizations. They’re ones that people create essentially for themselves. So it is possible to set up a scenario where you could emphasize that this fund, for example, is a permanent fund. And, you know, if you feel so compelled, you could even indicate that it’s administered by a, you know, by some other financial institutions or entity. Yet if you if you need to do that, but understand that is the gap. It is easier for a long time organizations, but there’s, some strategies that you can do, which will try teo bridge that gap a bit absolutely excellent. James russell no russell james on attorney, phd, professor at texas tech university and supervises the program and graduate certificate in charitable financial planning at texas tech, and you’ll find that at encouraged generosity. Dot com russell, thank you so much for being a guest. Thanks for having been my pleasure. Thank you, and right now we take a break when we return. It’s, tony’s, take two and then scott koegler, our regular tech contributors with me, with me for donordigital baste dungeon, and i hope you will be too co-branding dick, dick, tooting the good ending, you’re listening to the talking alternate network, waiting to get me thinking. Nothing. Cubine hi, i’m donna and i’m done were certified mediators, and i am a family and couples licensed therapists and author of please don’t buy me ice cream are show new beginnings is about helping you and your family recover financially and emotionally and start the beginning of your life. We’ll answer your questions on divorce, family court, co parenting, personal development, new relationships, blending families and more dahna and i will bring you to a place of empowerment and belief that even though marriages may end, families are forever join us every monday, starting september tenth at ten a m on talking alternative dot com 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! You’re listening to the talking alternative network. Duitz if you have big ideas and an average budget, tune into the way above average. Tony martin. Any non-profit radio ideo. I’m jonah helper from next-gen charity. Welcome back, it’s, time for tony’s take two at roughly thirty two minutes into the hour. My block this week is charity registration matters. Part of my consulting work is doing charity registration, four charities that don’t want to do it themselves. This is registering in every state where you are soliciting donations so it could be a texas charity, and they may be sending email to wisconsin and paper us mail to pennsylvania and that texas charity needs to be registered in wisconsin and pennsylvania. I do that work, and i also wrote a book for charities that want to do it themselves and my block this week is just reminding charities that it’s important teo be in compliance for three reasons you could be embarrassed. There have been charities that are become public and in the headlines. Um for their failure to comply and have a couple examples on the block. Your board members are at risk because their fiduciary steer charity and if you’re not following laws, there’s potential for personal liability, actually among your board members and the irs inquires the year your annual form nine ninety has a couple of questions that i ask about your compliance with thes state laws and that’s a lot. My blogged the post is called charity registration matters. My block is that tony martignetti dot com and that is tony’s take two for friday, november thirtieth, the forty ninth show of the year. Oh, what a pleasure to welcome back scott koegler he’s, the editor of non-profit technology news, which you’ll find it n p tech news dot com he’s, our regular tech contributor. You can follow him on twitter at scott koegler konigstein and i saw today. Scott, you have a beautiful about paige at about dot com you’re in a desert scene there. Looks like you climbed a desert mountain or something. Is that is that photo shopped? That was actually in phoenix a couple years ago. Okay, it was i did. I did perform some photo shop on it, but nothing that you could notice. Hopefully. Really? Well, it looks very noticeable to me. Were you actually in that setting? Where? The photo that the photo purports tohave one that was sitting on that rock you were? I extracted the cactus songs, though, so that they wouldn’t show. Okay. Oh, i see. All right, they were stuck in your leg? Is that why? Okay, we’re talking this month about donordigital baste dungeon there’s a lot of sensitive data in people’s databases isn’t there there is and it’s one of those things that i think i think everybody kind of knows about it, but i think also that it’s it’s also something that is typically beyond the the the understanding of most folks who are engaged in managing a non-profit i mean, it’s pretty technical stuff, you know? Well, you’re going to break it down because you’re a former officers ceo, right? You’re a former chief information off, you’re going to break this down information off, okay, so we’re goingto this maybe typically outside people’s can, but we’re going to get it within their ken great, but what’s in their first of all what we need to be concerned about what kinds of data first? Well, typically it it could be any data. But the most sensitive, of course, is the information about your donors on a sensitive for a whole bunch of reasons one is you really don’t want that information being spread around, too, although we’re all friendly within the non-profit community let’s, face it. Everybody’s competing for the same funds. So you really don’t want that whole list of donors and their history, uh, kind of spread around to somebody else who may be able to make them, you know, make a better appeals, right? Right. So just just just not letting you get out of the bag the names, right? But then you might have ah, dates of birth. You most likely have addresses. Credit card. What? Right? I mean, well, sure, but right now i’m talking about just the competitive nature, but okay, okay. I’m getting getting someone’s eso security number, which i think typically is not part of a donor database, but definitely credit card information. A cz you said, probably date of birth. Certainly addresses. And those kind of things are pretty sensitive. Um, well, i just moved to south carolina, and just before i moved here. Thank goodness they had a break in of the south carolina, um, business and resident database. And there were literally millions of so security numbers and names. I just sucked out of the database and people around the world, man. Now, imagine if that was new york that that would actually have value. Terrible, right? But in north and south korea in south carolina, no that’s, terrible money, there’s. Nobody listening. I don’t think live listener loved, but nobody in south carolina today, so but i will send live. Loved out tio reston, virginia, forest hills, new york where i used to live. I used to live in a hundred street sixty seven thing i used to write. Buy-in forest hills high school and brooklyn, new york all right, we got some local of local live. Listen, love no. Alright that’s. A terrible new yorker joke. I’m sorry, south carolina. I apologized. No it’s critical. So so that’s that’s pretty embarrassing to the government to the state of the government. What they found out wass that if they had installed a twenty five thousand dollars update to their database, they would have they would have prevented the whole thing which cost them something like forty million dollars. Zoho and isn’t the security doesn’t cost anything it’s relative cost and the damage to your reputation and, you know not to mention the damage to your to your constituents. Financial, no stability and abilities, right? Identity theft is a huge issue. Okay, you haven’t ordered that one of the okay on, we’re going to talk through it. You have an article on this subject at p tech news. Dot com let’s talk about something that i’m not sure you can prevent this one, though inappropriate use right by people who are authorized to access data, right? Did you know tony? And you probably didn’t know this because you’re smart guy, that’s, ziga risk the security is not from outside the the organization, but from inside. Well, i can’t say i knew it, but it sounds intuitive because if somebody’s going to do bad acts, you can’t prevent that all the policies and all the procedures, if somebody wants to get around them and they ran inside are already they’re going, they’re going to do it right, right, it’s pretty easy to do. You put a thumb drive in your computer and you copy it out and there you go. Yeah, typically nobody knows who or what happened. Yeah, there are, by the way, uh, software and systems operating systems like windows. Mac. Um, i got tools that can that can actually prevent that. But again, you have to know about it. You have to know. Think about it, then you have to actually install it. Monitor so it’s not a story simple, but the point is that yes, it’s really possible and happens all the time that somebody within the organization absconds with your data and something they shouldn’t. Yeah, that seems like the toughest one because, like i said, if somebody really wants to get it and they’re inside already, i think they will what’s the physical damage is next what’s your concern that well, you know, physical damages is basically if your computer dies or if your hard drive, uh, you know, fails and he didn’t have been appropriate back-up of your data and again that’s one of those things that just happens all the time and people don’t really think too much about it. Everybody thinks about back-up, you know, you get a computer and set up your back-up hopefully, but unless it’s a an automatic function, unless you’re monitoring it and unless you actually test e-giving bringing your back-up data back from the world story asked the retrieval, right? Yeah, you never know if it really works and you know, the day comes when you really need it, you try it. For the very first time ever. And guess what, probably a thirty percent chance that it’s not gonna work, okay? And that and the back-up shouldn’t only be local shouldn’t only be in your office or even in your in your town. Geever right, absolutely should be. You should have in addition to your local back-up you should have offset back-up, and that could be if it’s physical you can have courier service, pick up a a thumb drive or or a hard drive or wherever and physically carry it off site, and they’re also more and more online back-up services that you simply connect to over the internet cloud, right when you and i have talked a lot about the cloud we have right sabat besides that, a lot of databases now are actually stored in the cloud, so you may not actually have a copy of it anywhere physically within your facility. Okay, so wait be sure you know where it is and where the copies are that you are able to get it back when one and if you need it, something that struck me as interesting you. The article talked about sql so well, i’ll give you a break and i’ll bring it up so you can avoid jargon. Jail? Explain what we’ll explain what sql is. Do you know what? I hope you know what sql stands for? I looked it up. Well, actually, it’s irrelevant, you know, it’s. Very relevant. Weary language structured clear language. Yes. Don’t say it’s irrelevant when you don’t know it’s and it’s enormously relevant. Oh, no, i do know, but the okay. All right. Well, it’s, what? Really right? See, what it stands for is the only thing i know about it that’s all i know that’s. So i’m trying to show off. That’s. The only thing is all i know is what the initials with the abbreviation stands for. Okay, what does west culwell metoo tony martignetti okay. Donordigital base. Which hopefully, in sum of money, what you’re actually doing is your you’re performing a sql query. You’re asking the database to find specific information and that, like that query language. You know something and actually in english, it says find data, like, quote tony martignetti in database a, b c that’s. How actually looks like. But those queries can do a lot of things besides find they can actually delete data. They can change day there, they can move data. And so i could perform equity that says, find all records that include tony martignetti and delete them. Okay, that’s so and there’s all kinds of other things. But you but how would somebody who doesn’t have access to the database this is an outsider now, right? How would somebody who doesn’t have access to the database execute thes sql queries? Well, that’s, that’s what hackers do they find vulnerable spots in certain systems on they just do it. Sometimes they just do it because they’re mean and nasty. And sometimes they do it because they want to move your data from where you have it to where they want it. All right, so so it can’t happen, but it’s basically can it comes up with the under the domain of hacking? Okay, i see you don’t visit, right? It’s, not just inside. I think i think to be more damage done to a database if the if the command was to add tony martignetti, that was probably more create more. That would be much more destructive. What we have just like a minute before before break. Or so ok, you have another interesting one inference. This was logical but interesting what’s what’s inference about in front er, otherwise known as social engineering. If i want to find had the president of a company, i’ll call in to just pick up a phone, call the front desk and say what’s the name of the president company and they’ll give it to me and then i can ask for not in the same phone call, okay, right, separate call or other information and over twenty calls, i’ll get everything that i want. Okay, so each individual bit is innocuous, but you put them all together some nefarious actor is doing, and you can have some really private information, right? Right. And it’s pretty easy to come by surprisingly, yeah, ok, well, yeah, because each little pieces is innocent. Okay, we’re going to take a break, and when we come back, scott and i will keep talking about how to keep your your database dungeon secure. You’re listening to the talking alternative network. Duitz lorts 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, better business people. Dahna have you ever considered consulting a road map when you feel you need help getting to your destination when the normal path seems blocked? A little help can come in handy when choosing an alternate route. Your natal chart is a map of your potentials. It addresses relationships, finance, business, health and, above all, creativity. Current planetary cycles can either support or challenge your objectives. I’m montgomery taylor. If you would like to explore the help of a private astrological reading, please contact me at monte at monty taylor dot. Com let’s monte m o nt y at monty taylor dot com. Talking alternative radio twenty four hours a day. Welcome back to big non-profit ideas for the other ninety five percent. All right, scott koegler we’ve laid out these problems and there’s even more in your article. Att n p tech news. Dot com what are some ways toe? Get around and prevent to really prevent these these problems? It really is tough, tony, because there are so many ways that things could go wrong. So the biggest, biggest thing to do is to make sure that you’re paying attention. Uh, number one, i know where your data is and know that it’s backed up half the fact that you have, uh, valid back-up so you can restore check? Uh, check your employees and your your people that are working and have access to the data. You really may not be able to actually prevent it, but no, i just talked to them about how sensitive this is. Be sure that anybody who has access to get to the data has not disclosure. Uh, language in whatever document signed with them, it won’t protect you won’t actually keep them from doing it. But for a lot of people, it may be enough of a, uh just a warning for them toe not go there. It just makes it a little bit tougher. Okay, what about having different access levels? Certainly. And fortunately, most of the applications that are for sale today for non-profits i already have those kind of things. So you have? Ah, user who is able to look up information and possibly key and donations, but they probably don’t have the ability to look into personal histories. They have the ability to delete records, those kind of things. So for the most part, what kind of function is is built into software that amount profits will will buy in order to run their operations. Okay, um, when? When you do buy software, aren’t there sort of default administrative ieds that hackers might be ableto exploit? Uh, yes. Absolutely. Good points a little about that. Would you please? Sure every application comes with the typically it’s the admin or administrator password with password? Password? Uh, absolute first thing you want to change that, uh, you may want to. If you’re actually in charge of setting it up, you may want to remove that that user after you’ve already set up a different one and also check the list. Of existing user accounts because sometimes there may be some in there that air again set up by default. Good remove any that you you don’t know what they are, you can do that also just kind of during your and during the course of using the system, check the usual to see who’s in there. You may have somebody who was registered inappropriately, either by accident or on purpose. They may have found some way to get into the system and register a high level access the count. There really shouldn’t be there. And the best thing to do is just either restrictor access or just delete them. If they are actually somebody that you want in there, go call you up and say, hey, what happened? And if they’re not good, okay, former employees to write, you might have old account old ieds for former employees, certainly, and that should be covered under the hr policies. And i know a lot of small organizations don’t actually have hr policies that goes along with the non disclosure agreement. The sooner someone is charlyne ated, actually, before they walk out the door before you terminate them, you should remove access. To any of the information that you hold right? Okay, so before you actually have the meeting where they’re ended, where they’re terminated, you wantto cut off their access so that they don’t go back to their office and do something mean, sure, because one of their going to do the most right after the meeting, not before yeah, okay, okay, now, i mean, it sounds underhanded, but its protection, i mean, it’s just basic risk management, okay, what about is this much of a deterrence? If if users know that all they’re i don’t know, maybe a keystroke, logging or all their activity with the databases being logged, is that a deterrent? Um, you know, it’s a return for somebody who thinks that they will be held accountable for somebody who who believed that they could get away with it, they don’t care. So it really comes right down to how trustworthy, ru employees and, you know, what kind of people do you have volunteering? And, um, yeah, it’s tough, and i’m not sure that those kind of things are are effective, but it’s, you know, it’s one of those things that also probably couldn’t hurt, right? Yeah, okay. I mean, it will keep the honest people from crossing the line, right? Like putting a lock on the glass door. Okay, okay, um, the thing i was thinking about is maybe this sort of suggests that doing background checks on employees is valuable. I know their their charities that object to doing that, but this is sort of suggesting that knowing the background of a potential employees could be could be helpful. Absolutely. And i think it depends on what’s at risk if you’re a small charity that, you know, has limited resources and limited funds. And, um and you know what, you’re actually what they’re actually what they have, that risk may not be all that much, and i don’t mean to say that you know, that there’s little at risk, but you made you may not really care about doing background checks, but if you’re a respected organization, i think anyone who is coming to volunteer there appreciates that kind of thing. Scott, we have to leave it. We have to leave it there. You can go. Thank you very much. You can follow him on twitter he’s at scott koegler. And that happens to be his name to another coincidence and he’s, the editor of non-profit technology news scott, thanks so much. Thanks my pleasure. Next week i’ll have one of my interviews from bb con, which was the blackbaud conference i was at about two months ago or so, and also maria simple will be back she’s, the prospect finder, our prospect research contributor. And she’ll be back with maria’s top ten the sights she uses most in her work she’s, our doi and of dirt cheap and free. So you know that you’re not gonna have to spend a lot of money to follow her advice today. There’s a new fund-raising fundamentals, which is my chronicle of philanthropy podcast its new out today the topic is year end fund-raising tips you’ll find it on the chronicle of philanthropy website. You’ll find it on itunes and again. It’s called fund-raising fundamentals. You can listen non-profit radio live our archive. Our archive is on itunes at non-profit radio dot net. From there you can subscribe and listen on the device of your choice at your leisure, wishing you good luck the way performers do around the world were still in czech republic and slovakia zoho mv us. Islam vous break a neck, so i wish you for the week. Islam vous. Our creative producer is claire meyerhoff. Sam liebowitz is our line producer, shows social media is by regina walton of organic social media, and the remote producer of tony martignetti non-profit radio is john federico of the new rules. Last minute live listener love out to mexico city, mexico. Thanks for joining us from there, and i hope that all of you will be with me next week at talking alternative dot com. You’ll listen on next friday, one to two p, m eastern. You didn’t think to get ending. You’re listening to the talking alternate network. Get him. Take it cubine hi, i’m donna and i’m done were certified mediators, and i am a family and couples licensed therapists and author of please don’t buy me ice cream. Our show new beginnings is about helping you and your family recover financially and emotionally and start the beginning of your life will answer your questions on divorce, family court, co parenting, personal development, new relationships, blending families and more dahna and i will bring you to a place of empowerment and belief that even though marriages may end, families are forever join us every monday, starting september tenth at ten a m on talking alternative dot com are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications? Then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com we look forward to serving you. You’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. This is tony martignetti aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcasting are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over intellect no more it’s time for action. Join me, larry. Shock a neo-sage tuesday nights nine to eleven easter for the ivory tower radio in the ivory tower will discuss what’s important to you society, politics, business and family. It’s provocative talk for the realist and the skeptic who want to know what’s. Really going on? What does it mean? What can be done about it? So gain special access to the ivory tower. Listen to me, larry sharp, your neo-sage tuesday nights nine to eleven new york time go to ivory tower radio dot com for details. That’s ivory tower radio dot com everytime was a great place to visit for both entertainment and education listening tuesday. Nights nine to eleven. It will make you smarter. Talking dot com. Hyre

035: 50 Asks in 50 Weeks – Tony Martignetti Nonprofit Radio

Tony’s guest this week is:

Amy Eisenstein, Author, “50 Asks in 50 Weeks” and Principal, Tri Point Fundraising

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

View Full Transcript
Transcript for 035_tony_martignetti_nonprofit_radio_04012011.mp3

Processed on: 2018-11-11T22:42:22.516Z
S3 bucket containing transcription results: transcript.results
Link to bucket: s3.console.aws.amazon.com/s3/buckets/transcript.results
Path to JSON: 2011…04…035_tony_martignetti_nonprofit_radio_04012011.mp3.127248563.json
Path to text: transcripts/2011/04/035_tony_martignetti_nonprofit_radio_04012011.txt

Zoho! Duitz dahna welcome, this is tony martignetti, the host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent and as every week, the aptly named host what a coincidence that i found this very show it’s april fool’s april one, two thousand eleven are april fool’s edition this week we’re going to be suffering no fund-raising fools on this april first you may remember first, though, last week i had back office blunders, and i’m looking jeff marston, the president of resource centers for management, explained in back off his blunders how to stop squandering money on your back office costs, and he revealed tricks to save big money on supplies, phone, energy desks and other stuff that your office needs. Also, we revisited the i’m looking recurring feature last week, we checked in with our recruiter, paula marks, and our non-profit job seeker leonora scala paula’s advice last week and a zit has every month that we’ve checked in with them helps not only paula, but you with your help’s not only leonora, but helps you also with your own search, whether that’s going on now or a search for you in the future this week. As i mentioned, no fund-raising fools on this april first day, it’s ask awareness for small shops with amy eisenstein. Amy is the author of fifty asks in fifty weeks. A guide to better fund-raising for your small development shop, and she’s going to share lots of valuable insights for opening relationships, identifying prospects, cultivating, soliciting, talking about different responsibilities for fund-raising in your small and midsize shop, and at about thirty two minutes after the hour, as always, it’s, tony’s take two, roughly thirty two. This week, it’ll be six tips to mastering your fund-raising relationships, based on a block post of mine and also a style consultant, dubbed me a profile in awesomeness this week, and i’ll share. I promise just a very little bit about that that’s, all on this week’s show after the break, i’ll be joined by amy eisenstein, and i hope you’ll stay with me. You’re listening to the talking alternative network. E-giving. Nothing. You could. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call a set to one, two, nine six four three five zero two for a free consultation. That’s lawrence h bloom two, one two, nine, six, four, three five zero two. We make people happy. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com. We look forward to serving you. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back to tony martignetti non-profit radio. I’m joined now by amy eisenstein. Amy is the author of fifty asks in fifty weeks a guide to better fund-raising for your small development shop and she’s going to be with me for the hour she is the principle of tripoint fund-raising, which you’ll find at tripoint fund-raising dot com before fund-raising consulting. She helped small and large non-profits raise millions of dollars as a director of development, and as i always point out, when this is the case, that’s, the kind of experience we love on the show she’s consultant now, but she has been buy-in the development shop shops in non-profits she’s, a frequent speaker and facilitator at board, retreats she’s, also the past president of the association of fund-raising professionals, the newjersey chapter, and i’m very glad that amy’s book fifty asks and fifty weeks brings her to the studio. Amy welcome, thanks, tony, glad to be here. My pleasures go got to have you. My voice is cracked. Have you sixteen, sixteen years old going on forty nine. Let’s, see so fifty asking fifty weeks when you wrote you wrote a book, so you must have seen a problem or a gap in small and midsize shop fund-raising what was that it’s? True, when i was a one shop development office, one person development office, i should say, i really found that i was elated and in a silo and could get so sidetracked and stuck doing grant reports database management thank you notes, planning events, writing newsletters all the things that have to happen in a one person development shop, but weeks and weeks could go by without actually making and ask. And of course, as a result, i wasn’t raising much money. So i looked at the development shops around me and saw that they were having the same issue, distractions, distractions and other work that’s urgent, but not as important. Not as important as making these solicitations actually making the ask um so in a small shop on dso, we’re talking as your book does too small and midsize shops so sort of how would you define those? Right? I’m talking about shops with one development staff person or up to three, maybe or an executive director who doesn’t have any paid development staff okay, and your book is all about encouraging? Mohr asks specifically fifty and fifty weeks, and i’m not going to ask you about the formulas for fifty what counts? What doesn’t count, but we are going, you know we’ll talk obliquely about things that that relate to getting two, fifty and fifty weeks, but i’m not going to hold you to a formula. So in a in a shop that’s that size who is responsible for fund-raising and what are the responsibilities? Sure, while fund-raising is always a team effort in any size shop and so the executive director needs to be involved, any development staff that hopefully an organization has is involved as well as board members have to be involved in order for the fund-raising to go well, so really everybody has their own piece of the puzzle to dio andi, everybody plays a role and tell me what the other question waas so just what the responsibilities are, but i think we’ll get to that. That and also hoping later, to talk about what happens if you have perhaps an executive director. Who’s not comfortable with fund-raising show so well, i think we’ll dive into that there’s this time. Okay, your book is mostly about individual fund-raising right, but so let’s, just talk about how individual fund-raising fits with other types of fund-raising sure. Well, the premise is that in small shops, often the organization is focused on its fund-raising in the past, on grantwriting and events, and focus really heavily on those types of fund-raising so my book encourages organisations to diversify their funding base and branch out to individual giving, which is a huge component of philanthropic dollars in the non-profit community that they’re not tapping and right, but typically a small startup non-profit begins its fund-raising with what people understand best and actually is probably a little easier in terms of fund-raising and that is the grant writing and research not that grants are easy but can be easier than individual asking on and then also events which i think people feel they have a handle on when they get started. That’s, right, and so it’s challenging non-profits to reach out and really tap individuals, which can be harder and take longer it’s about relationship building but that’s really where the big money is, so they have to get there if they’re going to grow their shop. Okay, so the importance of making this shift from the institutional to the individual, right? Okay. And so why event let’s explore just a little bit, like a minute and a half that we have before the break? Why is event fund-raising not such a stable way of continuing and growing your non-profit to the next level? Yeah, i think that having one or two events per year is a good way of fund-raising and cultivating donors at the same time and getting the word out about your organization. But something small organizations are inundated with events. They have five, six, ten, twelve events per year, and they’re just absolutely draining. The resource is time and energy of their volunteers of their staff, and actually, events are the most expensive way to raise a dollar in fund-raising so having more than one or two is just not efficient are effective, okay? And the return on investment is quite low generally for events correct it’s the lowest return on investment of all other types of fund-raising okay, and when we returned from this break, then amy and i will delve into making that transition to individual giving from the events and institutional giving. My guest is amy eisenstein, the author of fifty asks in fifty weeks. Stay with us talking alternative radio twenty four hours a day. 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 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 to seven to 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 i really need to take better care of myself if only i had someone to help me with my lifestyle. I feel like giving up hyre is this you mind over matter, health and fitness can help. If you’re expecting an epiphany, chances are it’s not happening. Mind over matter, health and fitness could help you get back on track or start a new life and fitness. Join Joshua margolis, fitness expert at 2 one two, eight sixty five nine to nine xero, or visit w w w died. Mind over matter. Y si dot com. You’re listening to the talking alternative network. Durney durney welcome back to tony martignetti non-profit radio i’m with amy eisenstein, the author of fifty asks and fifty weeks, and while we’re on the break, amy made a point that i might have misstated, you know, sort of overstated the importance of individual giving in an overall development shop, and really, the point is that you should be diversified. So please, amy, expand on that a little bit, right? I just wanted to emphasize the fact that within a small shop, when organizations are so heavily focused on grantwriting and events, they’re not diversified, but the book is about making sure that you have a diverse fund-raising plan all year long that includes grantwriting a few events, individual giving and variety of bulk mail appeals, and so it’s really about diversification and making a solid plan and sticking with it. And so yeah, so i didn’t mean to say that you eliminate grantwriting and events, but you make a transition into individual and of course, keep the other components as well. So thank you, let’s talk about a case statement because i think that’s an important for individuals want to explain what? What that is. Why it’s important? Sure, a case statement is a written document that explains basically why people should give money to your organization and why your organization exists. Why it’s important and makes the case for your for supporting your organization and developing that case, though, could be quite a challenge. I know there’s some non-profits that will maybe do ah ah long term analysis of a strategic planning to help them to build their case statement. It’s not so easy sometimes to right? That is it? Yeah, it’s definitely challenging, and once you’ve written it, what you think is a solid case statement, you should take it out and test tested on the road with several of your most loyal donors have them look at it, read it, react to it, see if it that’s why they’re motivated to give to your organization and see if it really speaks to them and make tweaks and part of developing it, and we’re spending time on because it is so important with your fear individual individual fund-raising as part of developing it, we’ve had guests that have said valuable tohave outside people, you know, aside from your board and your your fundraisers contributing to your case statement. Absolutely, yes, you want community’s perspective and input when you’re developing your case statement so that it has wide appeal, okay? And and sort of flushing out why people, why they give on dh sometimes i think non-profits find that people are giving for reasons that the non-profit itself doesn’t really realize absolutely sometimes you can be too close to an issue, and it takes the outside perspective and people who are actually giving to tell you what mate motivates them to give and that should be reflected in this written document that you’re going to show to prospective new donors. Um, and the case statement is shown sort of in what respect? I mean, how how is how is the tool house that used once you do have it crafted? Finally, how is that used in soliciting gifts from individuals? Right? I think it can be used in a variety of different ways. You can bring it with you, certainly on a first visit or a second visit and with when you’re meeting an individual for the first or second time to tell them about the organization tto learn more about them and what they’re giving interests are why? They might be interested in your organization and let them have it as a take away so that it can re emphasize your conversation and fully explain and writing. Why your organization’s important? But you would never well, i’ll ask it this way. Would you ever just say male or email a case statement to someone in lieu of a meeting? No, i mean, that defeats the purpose of the relationship building component. I mean, i guess there probably are exceptions for an organization that’s fund-raising across the country and perhaps doesn’t have the resources to send staff for board members to visit donors, you know, in other states, yes, you could develop a long distance relationship in those cases, i would mail it, but usually you want represented in person, you know, because you want to be having a conversation with talk about those relationship building steps, but it’s a zoo suggested sort of leave behind, right? Tio personal conversation? Sure. Okay. Um, so, let’s, since we’re talking about those personal interactions, those personal meetings, how do you start, too? Develop the people that you’re going. Teo asked to meet for you. Meet with you. So if you are doing just events and an institutional grant grantwriting how do you start to develop a list of people that you can hopefully talk to her at least start, you know, start to ask to talk to right? Well, there’s four steps in the fund-raising process on the first one is identification identification of new prospects or potential donors, so when you’re starting out an individual giving program, aye, the first thing i have organizations do when they’re trying to do this is look in their database, and hopefully they do have a list of supporters and previous donors, and so looking for two things in that database, one is obvious to most people it’s, their largest donors, although i cautioned them toe look at cumulative giving all that over the course of the year because if you’re looking at one time gif ts you may have somebody who gives multiple times over the course of the year, and even though none of their individual gifts are large once you combine them, obviously they turn out to be a larger donors than some people who donate one time during the year, but also important is to look in your database for loyal donors if you have any longevity or history donorsearch history in your database, safer five or ten years of giving anybody who’s given for more than five years in the last five or six years, even if their donation level is lower, i would consider a high priority of somebody that you want to get to know so that those so your databases one way hope hopefully you have some donordigital records to look at other ways. Of course they’re going to your board members and finding out who they might know who might be interested in getting to know your organization. So so the board’s roll wait, why don’t we start to talk about that? The board’s role in fund-raising you’ve just touched on one important part of it bringing people to the organization absolutely a huge part of the board’s, responsibility and fund-raising is what we say call opening doors and introducing people to the organization boardmember czar, the ambassadors of the organization and there to sort of spread the word tell the community about how wonderful your organization is, really talk it up and introduce people to the executive director and development staff and the organization. In general, that wouldn’t necessarily have those connections if it weren’t for the board members. So if you’re going to make this shift no into individual giving, you need to have bored support, absolutely. And what if? What if you sort of get bored support for the concept? But then when it comes down to asking the board members who do you know who can you bring to the next event? Who can you bring to meet the executive rector there, then reluctant to do it? What do we do? Right? I think it’s a major challenge that lots of organizations face getting the board members bought in and involved and engaged, and so there are a couple of different things to do. Won is a lot of board training and coaching, board retreats and development and talking about it so that people start to feel comfortable with the idea of introducing people to the organization, but also making sure that they understand that this is donor-centric fund-raising and we are not going to be asking people for money who don’t show an interest in the organization it’s really about communicating their passion about the organ ization to their friends. And colleagues and neighbors. And if those people respond positively that they’re also interested in the organization, then we can take it down the road of a potential donation. But it’s not like every but name that they bring to the table is going to get asked for donations. Some people just aren’t going to be interested and that’s okay, so you have to raise that comfort level with your board, and you can do that in the way. As you mentioned. Yeah. Okay. In developing again. We’re talking about identifying the prospects. Can a list of people who have come to your events cannot be a place to start? Absolutely. And we would look at those people who have given they might fall into that category or people who’d come to other events, possibly fundraisers or non fundraisers. And they should definitely be added to the list. Do the records. You alluded a couple times to the donor database. Does it have to be a computer database? Suppose this is a small, really small shop, and they’re not that sophisticated, you know, maybe they have index cards or something like that. I mean, if you worked with that, what? Do we do? Yeah, this day and age, i think that everybody should be computerized at this point, even if it’s microsoft access, which is a perfectly fine database to start with, it does not have to be a fund-raising software database that you paid for that’s, right? And so actually was at a client yesterday, and they have their donordigital basin access and for right now, that’s fine that’s more than adequate for the size organization that they are, but i was concerned and ask them if they’re donorsearch files were in boxes in paper, and i was relieved to hear that it wasn’t and microsoft access which it should be computerized this day and age several weeks ago, on a regular feature that we have where scott koegler he’s, the editor of non-profit technology news, comes on and talked about technology for non-profits and many shows ago several shows ago hey talked about cloud computing and how there are there are companies that have cloudgood based fund-raising software with ad on modules, maybe for events and for finance. Obviously, security is a concern, but i was surprised to hear that the cost of those is quite affordable, even the smallest shop it’s true, actually, lots of those internet based or cloud based. I don’t really know the difference, but software programs they charge by the number of records, and so if you have less than five hundred records or thousand records, they’re very inexpensive and totally affordable. That’s identification. So what? What did you say is the next step after identification is cultivation, innovation and how often or what are what are some steps around cultivation? Now that we’ve got? We’ve identified some people, sure, so cultivation is the relationship building process in between when you’ve identified perspective donors and before, of course, you asked them for money so it’s getting to know the person on dh, educating them about your organization. But the important part about cultivation, i think, is that it’s not one way it’s, not just the organization or a representative from the organization telling the donor prospect all about the organization it’s really asking lots of open ended questions about that perspective potential donor to get to know them, too. So examples of cultivation activities would be going out to coffee, the executive director or development staff or boardmember with that perspective donor xero organization, if that’s appropriate, it would bring be bringing them to an event, whether it’s a fundraising event or ah graduation or something that your organization does on a regular basis. So those air, different types of cultivation activities, i’m with a b eisenstein, and amy is the author of fifty asks in fifty weeks and she’s also the principal of tripoint fund-raising tripoint fund-raising dot com. Amy, a lot of charities have really sort of heartstring missions, and so that if they can bring people in to see the work that they’re doing, i would think that that’s gonna be really valuable. Absolutely, i mean, if you can bring people on a tour that is some of the best ways to cultivate donors to really learn about them, but also have them learn about your organization. So if you’re a school or an environmental organization, or if you have something to show that’s a wonderful way, hospital is a wonderful way to show prospective donors exactly what you d’oh it’s a bit more challenging with other organizations, such as a domestic violence shelter. You wouldn’t have anything to tour because it’s a confidential location and you have to be a little more creative with your cultivation opportunities, but you can definitely do it for all different types of organizations and let’s, talk about the details of this so let’s say you had a willing board. Okay, so on the ah boardmember has identified let’s, say three or four people what’s the process for from getting that person from what we’re called, what you’re calling identification to cultivation, who asked them who invites them to come? And you’ve already identified lots of things you could invite them to, but how’s it actually done sure well, in the ideal scenario, if a boardmember identifies somebody, a friend or a colleague has somebody that they would like to introduce to the organization, you would have that boardmember call and invite them either to coffee with the exec director or the development person or to the event or to a tour. So in the ideal scenario, a boardmember would reach out to their connection and invite them tto learn more about the organization and whatever way, in a less than ideal situation weather when a boardmember perhaps doesn’t know the person you want to cultivate, maybe a donor, a private prior donor to your organization boardmember could still reach out on call or development person or eggs negative director could call and say, you know, we want to thank you for your prior giving, and we’d liketo get to know you a little bit more. Introduced you more to the organization update you what have you on? Bring them in that way. Do you find that let’s say, for this first cultivation meeting that that something group setting is better because it’s less off putting to the person, or is it better to try to meet them individually and get them to get to know them one on one in that first instance, yeah, i think you want to do a combination of activities is probably the most appropriate, and it is going to depend on the individual if they’re willing to meet one on one that’s, a great way to introduce them to the organization. But if they’re more comfortable coming to a group activity that’s perfectly appropriate, too, so so maybe have, ah, couple of things to choose from. I mean, when you’re actually someone’s, actually making the invitation, maybe there’s a couple of things? Yeah, absolutely. I have three or four things on my list in front of board members you know the upcoming events, so one possibility is a tour. One possibility is the next fund-raising event, and one possibility is coffee with the executive director and sort of let them throw them out. What, however, the conversations going and invite them, and then if the person doesn’t want to come tto one they can say, well, how about something else? Andi just didn’t like thirty seconds or so we have before the break. I suppose i don’t want to come to anything supposed, the person says no, do we ignore them from now on? Or is there some other way we can still try? Yeah, i think definitely putting them on your mailing list so that they start to receive hopefully newsletters or emails about upcoming events, your annual report, those type of things and then trying again and six months or so they may have changed their mind, maybe their schedule was busy or whatever the case may be, i would give it a few more tries before stopping completely. Okay, excellent that’s a great leading to what we’re going to talk about after the break and after tony’s, take two, which is some of the direct mail, the bulk solicitation, a cz you call them in the book. My guest is amy eisenstein, the author of fifty asks. And fifty weeks after this break, it’s, tony’s, take two. You’re listening to the talking alternative network. 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 effort. 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 hey, all you crazy listeners looking to boost your business, why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back to tony martignetti non-profit radio at roughly thirty two minutes into the hour. It’s time for this week’s edition of tony’s take two my block post is called six tips to mastering your fund-raising relationships, my block is that m p g a d v dot com, and i want to touch on just three of them. Last week, i talked about three talk about three others quickly today, and you can always read mohr at the at the at the blogged getting out of the office if you’re talking about fund-raising relationships and my guest today, amy has made this point. If you’re too distracted by administrative tasks or sometimes volunteer, you know, sort of committee work, then you need to do what you can’t extricate yourself. Delegate, plead with your boss, stop volunteering, maybe so that you can spend more time out of the office, actually developing relationships that lead to the types of activities that amy and i are going to be talking about solicitation and then stewardship so spend time out of the office if your if your job is fund-raising you should be out of the office, i think more than half the time and there are a lot of people who think, you know, seventy five percent of the time you should be on the road, meeting people where they work, where they live, where they play to build those relationships, make introductions i love to see, and i always encouraging clients to use the non-profit thatyou’re fund-raising for as a leverage to bring people in and and connect them. So in events are you introducing donors to other donors and they don’t necessarily have to be in the same same profession? I guess they could be that there could be synergy there, but they don’t necessarily have to be they both people because they’re at your event love your work, so get them talking about your work. Are you introducing not only donors to donors but prospects to donors? Who better to tell the story of the great work that you’re doing? Then somebody was already supporting it? And who better to encourage additional people to do that? So be willing to make those introductions use the organization as the connection point and you’re the connector on dh. The third one i’ll talk about is just, you know, be good to people, if this is fund-raising relationship building, people like to be treated with respect and, you know, i blogged about and talked about a few weeks ago multitasking when you’re on the phone and how off putting that can be and how insincere it comes across on the phone, you want to avoid things like that, and i think basically just treat people the way you’d like to be treated, and that will help you in building sincere, honest relationships. And of course, we all know that, you know, people give to charities they love that are represented by people who they like, and they’re more likely to like you if they feel that you have ah, that’s sort of a sincere, honest relationship with them. So the blood and the block post is six tips to mastering your fund-raising relationships. And the other thing i wanted to mention is just that a style consultant image consultant friend ofmine dubbed me a profile in awesomeness, and you could see a video about that on my block. The post there is called i’m a profile in what that is tony’s take two for friday, april first and with me waiting patiently. As i talked a little longer than i usually do for tony’s, take two is amy eisenstein, the author of fifty asks in fifty weeks and principle of tripoint fund-raising amy, welcome back from that verbose break. Thank you, tony. Amy was able to go to the bathroom, go get coffee, came back with some danish lunch for the whole office in the time that i was talking to tony stick too. So we left before the break, talking about those starting to think about direct mail and and book solicitations. So what? What what advice do you have around thinking about using direct mail? Okay, so i’m going to get to that in a minute, but i just want to go back for one second to something you just mentioned in tony’s take too, and that is about being out of the office fifty or seventy percent of the time. So i think that that is accurate and appropriate, where you might have a major gifts officer or somebody who’s working on individual solicitations full time now, in my book, we’re talking two small development shop people who are doing everything they’re doing the grantwriting the event planning the newsletter, writing and all everything in between and so they’re going to have a much smaller portfolio of individual donors. So they do need to be out of the office asking a fair amount. But they are going to be in the office more than perhaps someone who’s asking for individual gifts as their full time job. Okay, excellent. Thank you for keeping that in context. And also, teo, to keep things in context, we want to be sure that people understand that your book is about not at campaign consultant, not campaign fund-raising or major gift fund-raising but it’s more about building the your initial list or your annual fund list. That’s, right? And so right. I just wanted to clarify thank you. Clarify the point that this individual asking that were encouraging people to do is really about increasing and enhancing your annual fund. It’s not about going out and getting major gifts or campaign gifts for the first time. You’re trying this stuff, so it might be a five hundred dollar donation or five thousand dollars donation towards your annual fund and that’s perfectly good to dio with individual asking. Yeah, yeah. And of course, the definition. Of a major gift varies by organization, but if we’re talking to a small shop oppcoll a sze yu said yu know fifty or even five hundred? Maybe even fifty dollars might be a sizable gift when it’s the first one that the individual has made right. And yes, we’re keeping things in context here and amy’s keeping my feet to the fire, keeping me honest, okay, so let’s talk so let’s talk about using direct mail or the book you call them book solicitations, right? Bulk solicitation, so by that i mean both traditional male as well as email. So i just think it’s important for small shop organizations to be continuously in contact with their supporters, their donors, their list via email and traditional male, and have unorganized calendar at the beginning of each year of when they’re going to be sending out email solicitations and when they’re going to be sending out mail solicitations and not just have it randomly happened when you happen to get to it but have a planned out schedule in advance on dh with the price of mail and email these days. There’s really no excuse for non-profits don’t not to be. Emailing their donors it’s so cost effective, but also it’s critically important to continually have some sort of system of mail solicitations as well traditional mail solicitations. Okay? And actually next week’s guest is going to talk about email marketing and best principles in the practices and email marketing. So now we’ve moved from we’re moving now from cultivation to solicitation, the next step in the fourth step process, right with individuals? How do you write that letter? Let’s get started, we’ll have lots of questions for you, but how do you write the letter that asks for support? Okay, so we’re talking about bulk mail, so you’re talking about a letter, but if you’re doing the individual solicitation, you’re going to do it face to face, so we’re going to talk about two different things bulk mail, letter? Absolutely. I hope most non-profits have their end of the year campaign, and that would come as a mail solicitation and so having a well written letter, obviously from very basic things like no grammatical errors, no spelling errors, but really, that tells the story of your organisation, what you accomplished that that year and some success stories, individuals, success stories. Even more importantly than all the statistics of your organisation, but talk about that one individual whose life you really impacted, so that goes a long way. Okay, do you have ah, is there a rule? Or do you have a rule about the length of the solicitation and what should be in the in the mail? And again we’ll get we’ll get to the individual face-to-face too, but showing his book male what do your tips about length and inserts and things like that? Yeah, i think opinion varies on length of letter, you know, i’ve heard everything from one to two to four pages i think is good strong one, two, two page letter is my personal preference, and you absolutely need to include a business reply envelope, something for people to send back their donation in s o that’s critical, don’t send the letter without a reply envelope, because the donations just won’t come back and and so we’re talking about the traditional male but also email it’s important teo email, solicit your donors and as well. Of course, more and more people are giving online these days, so you need to have a link that brings them to a place where they can donate right online with a credit card and there’s so many affordable options these days to donate with credit cards online. There’s no excuse for a non-profit not to have the ability to have people donate to them online with a credit card. How would we go about getting those email addresses since this is our this is our initial foray into individual giving? Where do we get that from? Yeah, i think start building your list by asking your current list in the mail for their e mail addresses. You’ll get a few that way asking for board members to start collecting email addresses of friends and family that want to receive your emails collecting them every time you do an event or an outreach or give a tour. Of course, you can only solicit by email or send e mails to people who willingly opt into your list so you don’t want to be sending e mails or spamming toe anybody that doesn’t opt in to your list, but collecting them that way, just like you would collect traditional emails, are addresses and add them to your database. Okay, who should? The letter or the e mail come from that’s. An excellent question. I think that you can change it up. Ideally a volunteer. So from a boardmember you’re bored president or the fund-raising chair, but it can. Some of them can come from the executive director, but mostly volunteer. You’d rather see a volunteer someone who’s already supporting in a different way. Absolutely. Okay, let’s, talk a little about the face-to-face solicitation. Ah, now, i know you have a lot of ideas about that in the book. What were your thoughts initially about that kind of meeting? Yeah, i think you know, when people talk about not wanting to fund-raising especially boardmember zor volunteers, this is actually the part of fund-raising that they think of as all fund-raising it’s, the ask and it’s only a ce, you know, one moment in time, one meeting as a compared to the whole fund-raising process. And so we need need to really break it down and simplify it for board members and volunteers who are going to be helping with this. But basically, it should be done in a face-to-face setting, not over a meal, preferably as many people newbies make the mistake. Of wanting to go to a restaurant because they think it’s great to go to lunch, but it really is challenging when the waiter interrupts or you’re trying to chew or eat or decide whatever the restaurant can be loud and their comm in the, you know, hearing issues, so it’s also it’s a public place and you might be talking about you’re going to be talking about, which will get two dollars in dollars and cents, right? So a meeting in the home or office of the person that you’re asking if if they’re willing to that’s where they’re most at ease, but otherwise in the organization’s office, or maybe at the board member’s office, where everybody feels comfortable, sort of neutral territory and set up that meeting to have a conversation about asking them, inviting them to support the annual fund and hopefully a boardmember will be with you explaining that they already supported the annual fund. Amy eisenstein is with me. She is the author of fifty asks and fifty weeks when we come back from this break, we’ll talk more about the individual face-to-face solicitation stay with us talking alternative radio twenty four hours a day. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. Buy-in i really need to take better care of myself if only i had someone to help me with my lifestyle. I feel like giving up eyes thisyou, mind over matter, health and fitness can help. If you’re expecting an epiphany, chances are it’s not happening. Mind over matter, health and fitness could help you get back on track or start a new life and fitness. Join Joshua margolis, fitness expert at 2 one two eight six five nine to nine xero, or visit w w w died mind over matter. N y c dot com 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 at mission one one media dot com. Talking dot com. No. Welcome back. We’re talking about small and midsize shop fund-raising with amy eisenstein, the author of fifty asks and fifty weeks and amy before the break, we were talking about that individual solicitation meeting. Um, who should be in that meeting? Yeah, ideally, it should be a boardmember and the executive director that’s the ideal scenario for an individual meeting. But whoever has the best relationship with the person you’re going to be asking for money needs to be there on dh two is the right number it’s easier to have a conversation with three people than it is just one on one and that way? Also, somebody from the organization can be listening and asking good questions while two people dialogue okay on dh. So aside from the board, members should be the executive director or the fundraiser. Ideally, it should be the executive director. The executive director is the visionary of the organization and the face of the organization, and if you’re asking someone for a substantial donation at whatever level, they will want to be hearing from the executive director, if the executive director either isn’t available or is unwilling or is not the person the relationship has been built with then it can be a fund-raising staff person. What do you think about rehearsing this meeting beforehand? Yeah, i think rehearsal is really important. We do role playing with clients all the time before they get ready to go for an ask board members definitely need to be coached and practice with role playing and no who’s going to be doing which part of the meeting the meeting needs to be introduced and the ask needs to be made and you need to know in advance, who’s going to be doing what? Okay, so you’re not stepping on each other and looking sort of amateurish, right? Okay, plus, do you find the rehearsal? Just reduces people’s anxiety about it or doesn’t make the more anxious but it’s still necessary to do. Yeah, i think for the most part, it relieves anxiety because they know what to expect. Some people are just going to be nervous, no matter what you d’oh. But after one or two asks, go well, then they’re not nervous anymore than it’s fun. Excellent. And it ought to be mean, right? Because we’re trying to get support for a mission that we all love that’s, right? It should be fun. You make a very important point in the book about after the actual ask is made. So a person who’s asked for a dollar amount or arrange what’s what’s your point there that you’re very precise about in the book. Yeah, after the ask is out on the table, the askar is need to be quiet, i assume that’s what you’re referring neo-sage once you ask say, i’m asking, will you please consider joining me? Dahna in supporting the after school program in the range of two thousand dollars that’s the ask? Then you have to be quiet. The person that speaks first, as we say, loses, and so if you speak first, you’re likely to backpedal and say, oh, i know that’s a lot of money during the period when the donor is thinking about what they were just asked to do. The oscars need to be quiet because i’m sorry i dropped your brothers want make sure people are saying this is the hesitation period and what might i had asked her do if if they if they do blurt something out, right, right, they’re likely to back pedal, so you’re right after you ask, you need to be quiet no matter how long it takes for the person you’ve just asked to respond, whether it takes ten seconds or so five minutes, they need to think about it, process it, and you need to be ready to listen to whatever they have to say. Whether it’s yes, no, or maybe we’re going to assume that you’re asked goes well, and the person gives in the range that they were. They were just solicited because i want to spend a few minutes thinking about the next steps stewardship saying that important thank you, what’s your advice there, let’s, say it’s now that we’ve just left the meeting what’s our what’s our what? How do we start stewardship right after the meeting ends in success? Sure. Well, of course you’ve thanked the donor right before you’ve left them for the meeting. But then you go back to the office and you craft thank you note and maybe you have a draft of one written advance, but the thank you note should go out soon after the meeting. They probably haven’t handed you a check in most cases. So it’s thank for the thank you for the meeting, and we’re excited that you’re, you know, committed to supporting this activity or project or whatever, and we look forward to talking to against soon or whatever the case may be. Or you can give even details about the gift that they’ve just promised to make. And then, of course, another thank you needs to go out after the gift comes in, but thank you can be done in many ways, in person, by phone and e mail all sorts of ways by multiple people. Okay, so not just the boardmember who invited the person or not? Just the ceo, but multiple multiple thank you’s from different people. Sure, especially if there were two people at the meeting there should be. Thanks. You know, a written formal. Thank you from the organization can come from the boardmember or the executive director and the other one can call and thank or send an email. Sure. Okay. And how about after that? Now the gift has been received. We wantto cultivating the person. Probably for their next gift. Whenever that might be. We’re not everything about the timing of that. But just so how do we continue? Stewardship so that we can lead into cultivation again cultivation in seoul station again? Sure, you know, clearly you want to be inviting them to other cultivation of events, but in terms of thanking the person in six months or a year, whenever is appropriate, you want to write to them, thanked them again, and let them know what their money has done for the organization and that’s, a really critical piece that lots of organizations either forget or missed and that’s letting the donor know how important their gift was to your organization after it’s been used. Okay, what the actual outcome was in terms of maybe telling a story about the person who had helped. I mean, in that kind of detail, absolutely. If you can do that, or say what the organization’s been able to accomplish with their donation and others, you know, many times their donation hasn’t funded the whole program, our project, but thank them for their donation and the part that it played in making your organization a success this year. I also like the idea of remembering the gift anniversary, the one year point from the time that the person made the gift. What do you think about that? Yeah, i think that’s a great time, except for that you may be at that point ready to ask them for their next gift, so maybe six or eight months in, you want to thank them for their gift again and let them know how it’s going or what it’s being used for, and so that at that year point, you’re ready to ask for the next gift. Okay? And that is where we have to leave it from. Getting from the first gift to the next gift. And my guest has been amy eisenstein, the author of fifty asks and fifty weeks a guide to better fund-raising for your small development shop and she’s also the principal of tripoint fund-raising at tripoint fund-raising dot com amy, thanks very much for coming to the studio. Thanks, tony it’s been a pleasure to have you next week. As i mentioned earlier email marketing, my guest will be dave pulis principle of granite partners and he’s going to share five elements of effective email marketing and have tips for list hygiene. You shouldn’t want to be working with an unhygienic list that sounds gross, he’ll keep your list clean? I hope you’ll be part of that conversation next friday. Keep up with what’s coming up on tony martignetti non-profit radio. Sign up for our insider email alerts on our facebook page it’s, facebook dot com, of course, and then just the name of the show. While you’re there, please click like and become a fan of the show itunes, you can subscribe, download automatically download and listen on the device of your choice. Iphone, ipad, other tablet computer, that’s all at non-profit radio dot net, we’ll take you to our itunes paige, 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 social media is by regina walton of organic social media, who texted me during the show i’m gonna have to admonish her about that. The text during the show booker t and the mgs composed our theme music. This is tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I hope you’ll join me next friday one p m eastern here on talking alternative broadcasting at talking alternative dot com hyre hyre miree dahna. I didn’t think you did a good ending. You’re listening to the talking alternate network, get in. E-giving good. 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. 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 you’re listening to talking on their network at www dot talking alternative dot com now broadcasting twenty four hours a day. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call a set to one, two, nine six four three five zero two for a free consultation. That’s lawrence h bloom two, one two, nine, six, four, three five zero two. We make people happy. I really need to take better care of myself. If only i had someone to help me with my lifestyle. I feel like giving up. Is this you mind over matter, health and fitness can help. If you’re expecting an epiphany, chances are it’s not happening. Mind over matter, health and fitness can help you get back on track or start a new life and fitness. Join Joshua margolis, fitness expert at 2 one two eight six five nine to nine xero. Or visit w w w died mind over matter in y si dot com. Oppcoll talking.