https://bloomerang.co/resources/webinars/ In this newly updated edition of his popular “Power Prospecting” seminar, Jay Frost explores how you can find the top prospects within your constituency, throughout your community, across the country, and around the world.

1. Jay Frost
President
Frost On Fundraising

3. GIVING IS
UNEQUAL

4. BECAUSE
WEALTH
IS
UNEQUAL

6. Source: “The richest 1 percent now owns more of the ountry’s wealth than at any time in the past 50 years,”
Christopher Ingraham, The Washington Post, December 6, 2017

10. Image by Ryan B. Schultz

11. IMAGE OF SMOKE STACKS

21. Source: Wealth X/Business Insider, 2015

22. PROSPECTING 1.0

23. OPPORTUNITIES
• Board, staff, faculty, alumni,
current students, volunteers,
donors
• Government, Business
Councils and Chambers of
Commerce
• Thinks tanks, scholars,
journalists and other
researchers
• Limited by geography
• Limited by knowledge
• Limited by technology
LIMITATIONS
WHAT’S YOUR SUSHI CLUB?
WHAT ARE ITS LIMITATIONS?

24. LIMITATIONS PROSPECTING 1.0
• Limited by geography
• Limited by knowledge
• Limited by technology

25. PROSPECTING 2.0
Digital Prospecting

26. What does your donor look like?

27. SIX MARKERS OF PHILANTHROPY STUDY
DONORSEARCH (2017)
$685 Million 1 Million 400
in Giving Individuals Organizations
(no outliers)

28. 1. GIVING TO YOUR ORGANIZATION
• RFM
• Recency
• Frequency
• Money

29. 2. GIVING
TO
OTHERS

30. 3. BOARD/TRUSTEE
POSITION

31. WHO’S AT
THE TOP?

32. 4. POLITICAL GIVING
A single lifetime political gift of
$250 puts your constituent in the
top 6% of the US population
A single gift of $1,000 puts your
constituent in the top 1/10th of
1%

33. 5. VALUE
OF REAL
ESTATE
• Individuals owning
$2+ million worth
of real estate are in
the top 3.5% of your
donor pool and give
nearly 1/3 of your
donation dollars.
• Individuals owning$1
million + in real
estate comprise 9.3%
of your donor pool
and are responsible
for 40% of your
revenue.

34. 6 . B U S I N E S S
A F F I L I A T I O N S

35. PRIVATE BUSINESS IN
AMERICA TODAY
• There are approximately 30.7 million private businesses in the US
• BEFORE COVID:
• Just 6 million had employees
• Only 0.1% have over 500 employees
• Fewer than 1.4 million generated over $1 million in revenue
• Under 200,000—about 3.3%--grossed over $10 million
• TODAY
• 31% are currently non-operational (Facebook)
• BUT..,there is a surge in new home business starts
• AND Millennials and GenZ cohort members are 188% more likely to wish
to start their own business than Baby Boomers (SalesForce)
Sources: Small Business Administration & Census Bureau

36. PUBLIC VS. PRIVATE
TOP PUBLIC
FASTEST GROWING
PRIVATE

37. PRIVATE COMPANY INFO
• Open Corporates
• D&B
• Hoovers
• Inc.
• Company Web Site
• Local/Regional
Papers/Magazines

39. STOCK MARKET INSIDERS
• No Ownership Requirement
• Officers With Policy Making Functions
• All Directors
• Ownership Requirement
• 10% Owners
• Affiliated Persons (Rule 144) - Spouses, Trusts,
Children, Personal Foundations, Venture
Capital, Investment Advisors, etc.

53. REAL ESTATE
• Often the only asset data
available
• Can be used as a way to
guesstimate overall wealth
• Giftable
• Sources include Zillow,
Trulia, Lexis Nexis

54. PROSPECTING 3.0
Volume Prospecting, Screening,
and Uncovering Social Capital

55. ACQUISITION
• Acxiom Personicx
• CQ Roll Call
• DonorSearch Market Lists
• Accudata
• Brian Lacy and Associates

56. TAILORED PROSPECT LISTS

57. SCREENING
TYPES
• Peer
• Data Overlay
• Assets
• Modeling

58. TRY BEFORE YOU BUY

59. DOMESTIC SCREENING SERVICES
• BWF Insight
• DonorSearch
• Donorscape
• Iwave
• Target Analytics
• WealthEngine
• WealthX
• Windfall

61. PROSPECTING 4.0
Home Base is the Right
Place for Our Time and The
Future

62. Source: Melissa Baldwin, Flickr

63. Source: Henry Huey, Flickr

66. ORGANIC GROWTH THROUGH
SOCIAL AMBASSADORS

67. BEWARE
OF BIAS

68. Image: CarbonNYC [in SF

69. FIND ME!
jay@frostonfundraising.com
Phone: 571-426-6214
LinkedIn: Jay Frost
Facebook: Frost On Fundraising
Twitter: @gordonjayfrost