Want some great reasons for your charity to take any and all non-cash donations? Wonder why other charities seem to increase their fundraising in good years and bad years, quickly build up their endowments, have the resources they need? Well, find out in the webinar. Here’s the real story: This is personal. Russ’s wife was diagnosed with a rare terminal disease some years ago. She owes her life to the extraordinary work of the charity that supports her illness. That charity has had the resources to provide so much because it takes advantage of almost anything a generous donor wants to contribute. That got Russ to thinking: What if the charity had not taken those donations? Would his wife and other needy people still be alive? Would she be doing as well as she is doing? Why are charities leaving so much money on the table? If 90% of the wealth is not cash, why shouldn't charities be thinking out of the (cash) box? What would it do for the world if all charities took advantage of the 90% of wealth that donors want to contribute?

1. Show Me the Money:
Fundraising That Taps into The 90%
of All Wealth That Is Not Cash
Russ Mack
January 22, 2013
A Service
Of: Sponsored by:

2. Protecting and Preserving the www.cjwconsulting.com
Institutional Memories of
Nonprofits Since 1993 (866) 598-0430
info@cjwconsulting.com
A Service
Of: Sponsored by:

3. Affordable collaborative data
management in the cloud.
A Service
Of: Sponsored by:

4. Today’s Speaker
Russ Mack
Executive Director
Leave No Donation Behind
Assisting with chat questions: Hosting:
Jamie Maloney, Nonprofit Webinars Cheri J Weissman, CJW Consulting & Services, Inc.
A Service
Of: Sponsored by:

5. Your charity ________
The why
Show Me The Money!
Fundraising That Taps Into The 90%
Of All Wealth That Is Not Cash
The how (our charity)
Leave No Donation Behind, a charity supporting charities 5

6. Your charity could make good use of more resources!
Today's purpose & deliverables
• A case for your charity taking any and all non-
cash donations
– You are serving your donors
– It's where the money is
– Your mission needs it
• Some simple steps that can put you in
position to tap into non-cash donations
immediately
• Invitation to a boot camp
Leave No Donation Behind, a charity
6
supporting charities

7. Takeaways
 A simple 3-step process any charity can use to open
themselves up to significant non-cash donations . . .
almost instantly
 A powerful incentive – we are just starting to see the
greatest transfer of wealth the world has ever seen, as
baby boomers age (and guess what they have most of?)
 Perhaps the most powerful reason for taking non-cash
donations – you are helping your donors
 A charity’s (free) offer to help any charity take non-cash
donations: tools, resources, phone support
 A Donate Rescue program that will take a charity’s
discards and turn them into contributions (also free, and
done by a charity)
Leave No Donation Behind, a charity
7
supporting charities

8. This is personal
• Diagnosed with a terminal disease
• Rare and hard to diagnose
• Owes her life to a charity
• Started by 4 patients with $800
• The charity does it all…and well:
patient support, advocacy, research,
medical education
• They can afford to do it all . . . because they
take it all, basically any contribution
What if the charity had not taken non-cash donations?
Board Meeting Dec 2012 8

9. Cheat sheet
Show Me the Money!
(Turning non-cash contributions into in-kind contributions, resources, cash)
You can’t fail…with help!
1. Education and information
Be able to take it all…in 3 steps:
– Access to experts
– Resources
1. Commit
– Forms, templates, checklists – Do it right (by the rules)
2. Coaching and consulting – Get the best help and
– Problem-solving expertise
3. Donation Rescue Program 2. Change
– The option for when you are about to give up – Eliminate limitations
– Get resources and cash from your donation – Assign Donor Stewart
discards – Develop policies and
 Help from another charity processes
o Leave No Donation Behind 3. Communicate
o Russ Mack, Executive Director – Within organization
o 248 760-2360
– Community
o RussMack@LeaveNoDonationBehind.org
– World at large
o www.LeaveNoDonationBehind.orgsupporting Behind, a charity
Leave No Donation
(in progress)
charities
9

10. Are we
there yet?
Leave No Donation Behind, a charity
10
supporting charities

11. New resources for your charity . . .
Starting now!
I. Why. Why. Why.
– The opportunity
– The even bigger opportunity (crazy, really)
II. How . . . The Basics (your “get started now”
package)
– Commit
– Change
– Communicate
III. Confidence that you can do it all . . . now
– Support available
– The “cost” of that free support
Leave No Donation Behind, a charity
11
supporting charities

12. Tired of
chasing
cash?
Leave No Donation Behind, a charity
12
supporting charities

13. These a. $50,000 life insurance policy
b. $400,000 yacht
donations c. $30,000 vehicle
look d. $500,000 appreciated stock
familiar? e. $20,000 antique German shotgun
f. $300,000 house
g. $50,000 in Kruggerands
h. $20,000 stamp collection
i. $500,000 bequest
j. $10,000 cash
Leave No Donation Behind, a charity
13
supporting charities

14. These a. $50,000 life insurance policy
b. $400,000 yacht
donations c. $30,000 vehicle
look d. $500,000 appreciated stock
familiar? e. $20,000 antique German shotgun
f. $300,000 house
g. $50,000 in Kruggerands
h. $20,000 stamp collection
i. $500,000 bequest
j. $10,000 cash
Leave No Donation Behind, a charity
14
supporting charities

15. All sorts of non-cash donations available
Financial instruments:
• Securities
Property: Real property: • Retirement plan
• Cars assets
 Residential homes
• Boats • Patents
• Planes  Rental properties – • Savings bonds
• Jewelry from single family • Closely held stock
• Frequent homes to apartments • Gas & mineral
flier interests
mileage  Commercial properties
of any sort • Life insurance
• Farm
equipment • Life insurance death
 Vacant land, such as
• Gold & benefits
silver
recreational acreage,
• Livestock home site lots
• Etc.  Time shares
Leave No Donation Behind, a charity
15
supporting charities

16. Real estate misunderstood
Easy
Great signs:
 Single family residence
 Free and clear
 “Buyer in the wings”
 Strong, fast local market (can sell fast)
 Property in perfect condition
Warning signals:
 Donor is very cooperative, able to
 Liens on property
help
 Multiple owners
 Possible environmental issues
 Maybe legal or title issues
 Market for property is not good
 Property needs improvement
 Donor is not in a position to be
much help
supporting charities Challenging
Leave No Donation Behind, a charity
16

17. “The largest
transfer of
wealth. . .”
• Estimated $41 trillion
(steady number)
• $6 billion (or more)
expected for charities
• From WWII gen &
baby boomers
• Big effects: women
more important,
more vs. fewer
charities, etc.
 Ahead of the curve?
Leave No Donation Behind, a charity
17
supporting charities

18. • A church in Chicago was offered $50,000 in
Kruggerands. Church secretary didn’t take
message, thought they were German coins.
• A prominent nationally-recognized academy
for the learning disabled in Michigan was
Money left on
offered a $20,000 antique German shotgun.
But a gun didn’t seem appropriate for the
the table
silent auction. Plus, a gun and a school --
academy didn’t want the association.
• Condo’s are often routinely turned down by
Habitat affiliates because of charter, or the
ongoing costs of association dues
• 26 foot motor homes, corn silos, construction
bulldozers . . . they can be very valuable . . .
But these often sit or get passed over . . .
because no one seems to know what to do
with them
• Very few charities will take a real estate
property that has money owing or needs fix-
ups to make it sellable . . . But there is at least
one charity that can partner to get this done .
. .and the affiliate still gets Leave No Donation Behind, a charity
money from the
18
donation supporting charities

19. “Not us! We don’t leave money on the table!”
3 biggest secrets . . . why non-cash
donations are lost:
1. “Never thought of you.” Your charity
never even has an opportunity for the
non-cash donation because you don’t
show that you would consider, let alone
welcome, non-cash donations.
2. “No one home” or “Lost in the cracks.”
Donors call and never get a call back,
connect with the right person, etc.
3. “You have to be kidding me?!” Charity
passes on the donation. Donor not
happy.
= $100,000+ a year inBehind, a charity
supporting charities opportunities
Leave No Donation
lost 19

20. Why do charities miss
the boat (literally)?
• “Oprah factor” – charities feel what
Oprah said she saw in all of her
25,000 interviews: _____________
• Perceived lack of time, expertise, resources
• Legitimate concern about complexity and risk
• Misunderstandings about what can and can’t be done as a
charity
• “Zero factor” – potential donation becomes more intimating as
you add zero’s. . .example: boat worth
$500…$5,000…$50,000…$500,000…$5,000,000…etc.
Leave No Donation Behind, a charity
supporting charities
20

21. Our vision:
Every donation counts
Generous donors contribute anything they
have to any charity they want.
Our mission:
We make sure charities...
Leave no donation behind
Leave No Donation Behind, a charity
21
supporting charities

22. New resources for your charity . . .
Starting now!
I. Why. Why. Why.
– The opportunity
– The even bigger opportunity (crazy, really)
II. How . . . The Basics (your “get started now”
package)
– Commit
– Change
– Communicate
III. Confidence that you can do it all . . . now
– Support available
– The “cost” of that free support
Leave No Donation Behind, a charity
22
supporting charities

23. Get buy-in and excitement throughout
• Decision makers
• Leaders
• Staff
• Donors
• Volunteers
• Community
Lead with big picture – what will it mean for everyone
Overcome objections
Leave No Donation Behind, a charity
Etc. supporting charities
23

24. • Modify anything that might limit: bylaws, charter, policies and
procedures
• Develop policies and processes – complexity will vary:
– Conflict of interest
– Gift acceptance policies
• Recommendations:
– Best practices…templates available
– Make it as simple as possible
– Don’t scare yourself into inactivity
– Don’t wait “until everything is nice and neat” – you will lose your energy,
enthusiasm, six months, and who knows how many frustrated donors
and lost donations Leave No Donation Behind, a charity
24
supporting charities

25. Also
Recommended:
 Make it simple
 Good exercise to
go through
 Speeds up
decisions and
actions
 Solves issues
upfront
 Etc.
 Templates
available
Leave No Donation Behind, a charity
25
supporting charities

26. As charities…
we are conduits
Leave No Donation Behind, a charity
26
supporting charities

27. Recommended: “Donor Stewart”
Responsibility: Be the lead in helping donors make
contributions
Qualities: • Listener, good people skills
• Problem solver
• Creative
• Not an expert
Process: 1. Capture information
2. Acknowledge the potential contribution,
share with leaders
3. Seek appropriate expertise and propose a
solution (to leaders)
4. Facilitate solution (with help as necessary)
5. Thank donor and keep up relationship
Leave No Donation Behind, a charity
27
supporting charities

28. The Basics . . . Communicate
1. Communicate from top
down or inside own
1. Announce changes – Board
2. Them make info – Leadership
permanent in all your – Staff
communications – Key donors
(website, brochures, – Volunteers
etc.) – Community of supporters
– Potential donors
– Etc.
2. Expand to local community
3. Communicate to world at
large
Leave No Donation Behind, a charity
28
supporting charities

29. The charity that
saved my wife’s life
 Rare disease
 Pulmonary Hypertension Association
started with $800 and four patients at a
kitchen table
 $132,000/year in 1999
 $10 million/year today, growing
 Serious endowment, growing
 They take anything and everything
Monthly fundraising e-newsletter
• Sophisticated, above reach of most charities
• But it does play a major part in the fundraising success of PHA
• Some key take-aways (for any charity)
– Personalized
– Suggests that they are open to anything
– Keeps it simple – provides one key contact person . . . with direct
contact info
Leave No Donation Behind, a charity
29
supporting charities

30. Ask
Offer
ways to
give
Make it
easy
800 sq feet library
Population: 1000

31. Powerful and effective
communication
As simple as . . .
Please remember
_________ charity
in your will.
Leave No Donation Behind, a charity
31
supporting charities

32. New resources for your charity . . .
Starting now!
I. Why. Why. Why.
– The opportunity
– The even bigger opportunity (crazy, really)
II. How . . . The Basics (your “get started now”
package)
– Commit
– Change
– Communicate
III. Confidence that you can do it all . . . now
– Support available
– The “cost” of that free support
Leave No Donation Behind, a charity
32
supporting charities

33. Save a Donation* - Today
(*to your charity)
• This is a big, big deal!
• There comes a time when a non-cash
donation won’t work for your charity
– Too much time, resources, or expertise
– Other factors
– Even with our help it’s not something you
want to take on
• You give up
• But hold on, all is not lost
• Before that donor reaches for the phone to
call the next charity. . .
• We’ll step in (as a charity), rescue the
donation if possible, split the proceeds
with you
• Yeah, we know, it sounds too good to be
true
• Try us! What have you got to lose
Save those challenging • We turn your discards into your donations
non-cash contributions! • Our mission: leave no donation behind!
Leave No Donation Behind, a charity
35
supporting charities

34. Are we
there yet?
Yup. Just about.
VetPower 36

35. The deal. . .what we need from you
Your stories – to inspire other charities
and nonprofits
Your learnings – so other charities can
improve based on your lessons learned
and best practices
Your referrals and recommendations
Your impossible-to-handle donations – so
Leave No Donation Behind can afford to
-
continue educating and consulting
Leave No Donation Behind, a charity
37
supporting charities

36. In
today’s
world
women
as well
Leave No Donation Behind, a charity
38
supporting charities

37. Shackleton was heading for the South Pole.
That was a real adventure. Every bit as
dangerous as he advertised*.
Helping donors make contributions,
turning those contributions into
valuable resources. A piece of cake!
Harness those sled dogs. Let’s go. . .
*FYI. Shackleton advertised looking for 60 in his expedition. 5,000 applied!
Leave No Donation Behind, a charity
39
supporting charities

38. Cheat sheet
Show Me the Money!
(Turning non-cash contributions into in-kind contributions, resources, cash)
You can’t fail…with help!
1. Education and information
Be able to take it all…in 3 steps:
– Access to experts
– Resources
1. Commit
– Forms, templates, checklists – Do it right (by the rules)
2. Coaching and consulting – Get the best help and
– Problem-solving expertise
3. Donation Rescue Program 2. Change
– The option for when you are about to give up – Eliminate limitations
– Get resources and cash from your donation – Assign Donor Stewart
discards – Develop policies and
 Help from another charity processes
o Leave No Donation Behind 3. Communicate
o Russ Mack, Executive Director – Within organization
o 248 760-2360
– Community
o RussMack@LeaveNoDonationBehind.org
– World at large
o www.LeaveNoDonationBehind.orgsupporting Behind, a charity
Leave No Donation
(in progress)
charities
40

39. Find listings for our current season
of webinars and register at:
NonprofitWebinars.com
A Service
Of: Sponsored by: