Big gifts in small places - Major Gifts for Every Size Organization
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Do you wonder how your organization could identify and attract very large gifts? Join us as Jay Frost shares some of the best ways to build a major gifts program that is right for you and your donors. Recognized as one of “America’s Top 25 Fundraising Experts,” Jay has worked with thousands of organizations to identify billions in support over the last thirty years. Come and find out how you can take your major gift fundraising effort to the next level!
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Big gifts in small places - Major Gifts for Every Size Organization
- 5. Types of Individual Gi&s • Annual or Sustaining Gi/ – RelaDvely small dollar amount – Quick and easy decision to make – Develops habit of giving – Source: Income • Special or Major Gi/ – 10 to 25 Dmes the annual giI amount – Usually for a specific purpose – Entails extensive decision making – Source: Assets • Ul6mate of Life6me Gi/ – 1,000 to 2,000 Dmes annual giving amount – GiI is culminaDon of life-long savings and goals – Source: Estate Jay Frost Big Gi&s In Small Places
- 6. Who Has The Money – Who Gives The Money • Most wealth and income is held by a small percentage of the populaDon. • According to the 2014 Fundraising EffecDveness Project Survey Report, 88% of contributed funds came from 12% of donors. • Challenge: To find, understand, get to know, and invite to parDcipate the small number of people who can fund your work.
- 9. Where Do Donors Come From? • Board members, staff, volunteers, members • Family, friends, former staff, neighbors • Supporters of related organizaDons or causes • Anyone who will listen to your story and share it with others
- 11. Where Are They?
- 12. The Big Six Iden7fiers 1. Giving to your organizaDon 2. Giving to other organizaDons 3. PoliDcal giving 4. FoundaDon/organizaDon posiDon 5. Value of real estate 6. Insider Stock Jay Frost Big Gi&s In Small Places
- 13. 1. Giving To Your Organiza7on • RFM – Recency (last giI) – Frequency (# of giIs) – Money (total $) Jay Frost Big Gi&s In Small Places
- 14. 2. Giving To Other Organiza7ons • Individuals who have made a giI of $10k – $25k to a nonprofit are 10 Dmes more likely to make a charitable donaDon elsewhere. • Individuals who have made a giI of $50k – $100k to a nonprofit are 25 Dmes more likely to make a charitable donaDon elsewhere. • Individuals who have made a giI of over $100k to a nonprofit are 32 Dmes more likely to make a charitable donaDon elsewhere. Jay Frost Big Gi&s In Small Places
- 16. • A single lifeDme poliDcal giI of $250 puts your consDtuent in the top 6% of the US populaDon • A single giI of $1,000 puts your consDtuent in the top 1/10th of 1% • Virtually every donor with lifeDme poliDcal giving of $15,000 has made a 4,5,6, or 7 figure charitable giI somewhere 4. Poli7cal Giving Jay Frost Big Gi&s In Small Places
- 17. • OIen the only asset data available • GiIable • Individuals owning $2+ million worth of real estate are 17 7mes more likely to give. 5. Value Of Real Estate Jay Frost Big Gi&s In Small Places
- 22. Prospect Grid Qualifiers • Financial Capability – Financial Assets – Annual Income – Number of Children (The Fewer The Bemer) – Age (55 and over a plus) – Prior GiIs to Charity (The bigger the giI, the higher the raDng) • Affinity – DuraDon of membership – Prior giIs to your organizaDon – Directed prior corporate or foundaDon giIs to you – Board service or significant volunteer involvement – “Alumni” Jay Frost Big Gi&s In Small Places
- 24. Introducing Moves Management™ • A system for building deep, life-long affinity and commitment with probably donors. • These relaDonships reliably lead to major giIs. • This is true no mamer how you define a major giI. Jay Frost Big Gi&s In Small Places
- 25. What is a “Move” • A “Move” is an opportunity to: – Further culDvate a relaDonship – Increase awareness of important opportuniDes – Acquire vital informaDon • Moves cover the whole range of the major giI process. • Moves can be made by personal visit, phone call, lemer or social media • There should be at least 1 per month per probable donor. • All moves have a specific, desired outcome that leads naturally to a planned next step. Jay Frost Big Gi&s In Small Places
- 26. Who Does What • Each major giI probable donor is assigned to a Moves Manager. • This person makes certain the donor is properly culDvated, solicited & thanked for his or her generosity. • The Moves Manager relies on help from Natural Partners. These can be friends, relaDves, business associates, and social acquaintances of the probably donor. Natural Partners can also be representaDves from the organizaDon. • The Natural Partners help create and implement a strategy for securing a major giI. They also parDcipate in the culDvaDon, solicitaDon and acknowledgement of the donor. • The Moves Manager also idenDfies a Primary Player—the Natural Partner to whom the probable donor would have the most difficulty saying “no.” This person asks for the giI. Jay Frost Big Gi&s In Small Places
- 27. Seang Cul7va7on Objec7ves • Traps to Avoid – Too general – UnrealisDc – Fundraiser-driven • Prior to Each Call, Determine… – Best possible outcome – Minimum acceptable outcome Jay Frost Big Gi&s In Small Places
- 28. How Much Can You Manage? • According to Joslyn CreaDve… – An execuDve director with administraDve help can personally culDvate/solicit 20 donors. – A Director of Development with management, markeDng, content creaDon and administraDve duDes can personally culDvate/solicit 50 donors. – If your organizaDon is lucky enough to have a full Dme development officer, he or she can personally manage 100 to 125 donors. – A board member, with help from staff, can manage 5 to 10 donors. Big Gi&s In Small Places Jay Frost “Fundraising Benchmarks for Small Nonprofits ($2M and under)” by Joanna Joslyn
- 31. Send a lemer first. Be the Prospect. Select the Time of Day and Place to Call. Prepare, Prepare, Prepare. PracDce and Have a Calendar Handy. Stand. Keep Small Talk Brief. Be Upfront About Purpose. Talk About Amount of Time. Call to Set Appointment— Keep Focused. Not to make Case. Not to Solicit. Be Patient, Firm, Positive. Establish the Date. Send Confirmation Letter. Serng up the visit
- 33. Present the Opportunity • Give tesDmony • “I’d like you to consider…” • Don’t fill in the silence • ObjecDons are your best friends Jay Frost Big Gi&s In Small Places
- 34. When you are unsuccessful, it is usually because… • You didn’t call for the visit • Inadequate preparaDon • No strategy • Too many assumpDons • Failure to probe • Poor listening • Failure to stress benefits • You didn’t ask! Jay Frost Big Gi&s In Small Places
- 35. Fight the ANTS: AutomaDc NegaDve Thoughts S “We’ve never done it that way before” S “It can’t be done” S “It’ll cost too much” S “We’ve been doing all right without it” S “Let’s put it off for now and discuss it later”
- 36. On Your Mark • Select 10 to 25 of your best opportuniDes • Collect easy-to-access research on each • IdenDfy Natural Partners Jay Frost Big Gi&s In Small Places
- 37. Get Set • Consult confidenDally with Natural Partners • Select a Primary Player for each probable donor • Develop a strategy for each opportunity & establish preliminary giI objecDve • Plan next seven moves for each Jay Frost Big Gi&s In Small Places
- 38. Go • Implement Moves • Review/Record what transpires in each and every contact • Refine strategy/giI objecDves as appropriate • Fine tune the planning for next move Jay Frost Big Gi&s In Small Places
- 39. Keep the des7na7on in mind • Periodically review the status of each and every probably donor • Refine strategies and objecDves and plan the next seven moves for each • Add and delete opportuniDes from your porwolio as appropriate Jay Frost Big Gi&s In Small Places
- 43. Resources We Can All Be Grateful For • On the Web – Movie Mondays episode #259 on Three Steps to Help with Major GiIs at a Small OrganizaDon: hmp://moviemondays.com/259-major-giIs/ – Major GiI Fundraising for Small Nonprofits by Jay Love: hmps://bloomerang.co/wp-content/uploads/2016/10/major-giI-fundraising-for-small- shops-bloomerang.pdf – Major GiI Fundraising for Small Shops by Amy Eisenstein: hmp://www.amyeisenstein.com/store/major-giI-fundraising-small-shops/ – StarDng A Major GiIs Program by Kim Klein in Nonprofit Quarterly: hmps://nonprofitquarterly.org/2017/05/26/starDng-a-major-giIs-program-part-i/ – Individual Donor Benchmark Project by Third Space Studio: hmps://www.thirdspacestudio.com/idbproject/ – The Insider’s Guide to Major GiIs by Double The DonaDon: hmps://doublethedonaDon.com/major-giIs/ – Fundraising Benchmarks for Small Nonprofits ($2M and under) by Joanna Joslyn: hmp://joslyncreaDve.com/fundraising-benchmarks-for-small-nonprofits-2m-and-under/ • Training – InsDtute for Charitable Giving: hmp://www.insDtuteforgiving.org – Don’t Ask, Don’t Get workshop with Brian Saber: hmps://www.dontaskdontget.org/register/ • Classics for Your Bookshelf – Asking by Jerold Panas: hmps://www.amazon.com/Asking-59-Minute-Everything-Members-Volunteers/dp/ 1889102490 – The Arwul Journey: CulDvaDng and SoliciDng the Major GiI by Bill Sturtevant: hmps://www.amazon.com/Arwul-Journey-CulDvaDng-SoliciDng-Major/dp/1566250900