Jan. 26, 2026

How To Ask People For Money

How To Ask People For Money
Apple Podcasts podcast player icon Spotify podcast player icon Spreaker podcast player icon iHeartRadio podcast player icon Amazon Music podcast player icon Castbox podcast player icon Pandora podcast player icon Deezer podcast player icon Podcast Addict podcast player icon Podchaser podcast player icon Youtube Music podcast player icon Castamatic podcast player icon Castro podcast player icon Fountain podcast player icon RSS Feed podcast player icon Goodpods podcast player icon Overcast podcast player icon PocketCasts podcast player icon Podurama podcast player icon Podverse podcast player icon Podyssey podcast player icon
Apple Podcasts podcast player icon Spotify podcast player icon Spreaker podcast player icon iHeartRadio podcast player icon Amazon Music podcast player icon Castbox podcast player icon Pandora podcast player icon Deezer podcast player icon Podcast Addict podcast player icon Podchaser podcast player icon Youtube Music podcast player icon Castamatic podcast player icon Castro podcast player icon Fountain podcast player icon RSS Feed podcast player icon Goodpods podcast player icon Overcast podcast player icon PocketCasts podcast player icon Podurama podcast player icon Podverse podcast player icon Podyssey podcast player icon
Season 1

Non-profits typically work towards goals that benefit the public. These goals might include, advancing education, relieving poverty, or promoting health. They often need to engage in a range of activities to ensure they have diverse revenue streams. This allows them to remain financially stable and continue working towards their mission, even if one source of funding falls through. Donor Cloud is a shift toward intentional giving, based on trust, transparency, and meaningful local impact.

ASharpe Outlook is broadcast live Mondays at 8AM PT on K4HD Radio - Hollywood Talk Radio (www.k4hd.com) part of Talk 4 Radio (www.talk4radio.com) on the Talk 4 Media Network (www.talk4media.com). ASharpe Outlook TV Show is viewed on Talk 4 TV (www.talk4tv.com).

ASharpe Outlook Podcast is also available on Talk 4 Media (www.talk4media.com), Talk 4 Podcasting (www.talk4podcasting.com), iHeartRadio, Amazon Music, Pandora, Spotify, Audible, and over 100 other podcast outlets.

Become a supporter of this podcast: https://www.spreaker.com/podcast/asharpe-outlook--6643730/support.

WEBVTT

1
00:00:01.000 --> 00:00:04.599
This program is designed to provide general information with regards

2
00:00:04.639 --> 00:00:07.599
to the subject matters covered. This information is given with

3
00:00:07.639 --> 00:00:12.000
the understanding that neither the hosts, guests, sponsors, or station

4
00:00:12.240 --> 00:00:17.399
are engaged in rendering any specific and personal medical, financial,

5
00:00:17.760 --> 00:00:21.600
legal counseling, professional service, or any advice.

6
00:00:21.960 --> 00:00:24.000
You should seek the services.

7
00:00:23.480 --> 00:00:29.199
Of competent professionals before applying or trying any suggested ideas.

8
00:00:31.760 --> 00:00:34.600
Hello, and thank you for tuning in to a Sharp

9
00:00:34.640 --> 00:00:38.880
Outlook on pay for HD Radio and Talk or TV.

10
00:00:39.679 --> 00:00:43.799
I am Angela Sharp. Your host our arm chair discussions

11
00:00:43.799 --> 00:00:47.359
with industry experts will give you the steps, tools and

12
00:00:47.479 --> 00:00:51.479
information to be successful in business and to prepare you

13
00:00:51.640 --> 00:00:53.280
to be your best self.

14
00:00:54.759 --> 00:00:58.240
Hello, I'm Angela Sharp, and welcome to a Sharp Outlook.

15
00:00:58.600 --> 00:01:02.560
We're going to have them one of those shows that

16
00:01:02.640 --> 00:01:05.120
you're going to need some paper, You're going to need

17
00:01:05.159 --> 00:01:08.760
a pencil, because we have some real golden nuggets to

18
00:01:08.760 --> 00:01:13.159
give you today that's going to help you ask people

19
00:01:13.359 --> 00:01:18.680
for the money. Nonprofits typically work towards goals that benefit

20
00:01:18.719 --> 00:01:25.560
the public. These goals might include advancing education, leaving poverty,

21
00:01:25.719 --> 00:01:30.319
or promoting health. Nonprofits often need to engage in a

22
00:01:30.439 --> 00:01:34.680
range of activities to ensure they have diverse revenue streams.

23
00:01:35.319 --> 00:01:39.280
This allows them to remain financially stable and continue working

24
00:01:39.319 --> 00:01:43.560
towards their mission even if one source of the funding

25
00:01:43.920 --> 00:01:47.719
fails through falls through. It's part of the complex and

26
00:01:47.799 --> 00:01:53.040
challenging world of the nonprofit finance. In twenty twenty six,

27
00:01:53.120 --> 00:01:58.560
fundraising is defined by a shift toward intentional giving, where

28
00:01:58.760 --> 00:02:05.799
donors prioritize trust, transparency, and meaningful local impact over mass

29
00:02:05.799 --> 00:02:10.159
market appeals. The donor cloud includes people that are ready

30
00:02:10.199 --> 00:02:16.120
to give. What is the donor cloud? It refers to

31
00:02:16.159 --> 00:02:22.360
the ecosystem of supporters surrounding an organization, ranging from core

32
00:02:22.520 --> 00:02:27.240
insiders to those in broader digital networks. Our guest today

33
00:02:27.800 --> 00:02:31.599
will be providing information on this method of giving and

34
00:02:31.759 --> 00:02:36.120
how to tap into the money flow. Our guest today

35
00:02:36.199 --> 00:02:43.039
is Daniel Johnson from Next Level Nonprofits dot US. Daniel

36
00:02:43.159 --> 00:02:47.680
is the founder and chief consultant of Next Level Nonprofits

37
00:02:48.400 --> 00:02:53.280
also known as Next Level Nonprofits US, a consulting firm

38
00:02:53.319 --> 00:02:57.039
based in North Carolina as of twenty twenty six. As

39
00:02:57.120 --> 00:03:01.719
work centers on coaching nonprofit leaders and business owners to

40
00:03:01.759 --> 00:03:07.280
build sustainable organizations. His core methodologies include the five levels

41
00:03:07.479 --> 00:03:11.159
of Sustainability, which He's going to go through a framework

42
00:03:11.199 --> 00:03:16.840
designed to guide new nonprofit leaders from dy do it

43
00:03:16.960 --> 00:03:23.960
yourself mode to long term impact. The Sustainable impact cycle,

44
00:03:24.159 --> 00:03:28.360
one of four mindsets of encourages leaders to adopt to

45
00:03:28.520 --> 00:03:34.719
ensure their mission remains viable. Strategic fundraising specializes in He

46
00:03:34.800 --> 00:03:39.319
specializes in helping small nonprofits secure unrestricted funding, which we

47
00:03:39.400 --> 00:03:44.039
all know how much that is needed, moving them away

48
00:03:44.199 --> 00:03:48.240
from a reliance on shoe string budgets or inconsistent grants.

49
00:03:49.560 --> 00:03:53.280
His executive experience, he is a four time nonprofit founder

50
00:03:53.479 --> 00:03:59.439
and former executive director advocacy and leadership. He previously served

51
00:03:59.599 --> 00:04:04.000
as the national director for the People Against the NDAA,

52
00:04:04.919 --> 00:04:08.639
grew a nonprofit to ten thousand volunteers, and held leadership

53
00:04:08.759 --> 00:04:13.719
roles as Students for Liberty and the Americans for Prosperity Foundation.

54
00:04:14.759 --> 00:04:21.720
He's been very involved in nonprofits. Daniel has been featured

55
00:04:21.759 --> 00:04:25.240
in outlets like CNN, The Chicago Tribune, in the New

56
00:04:25.319 --> 00:04:30.680
York Times for his work his impact evaluation and nonprofit growth.

57
00:04:31.360 --> 00:04:35.079
And I would like to invite Daniel to the show now,

58
00:04:35.120 --> 00:04:39.040
and we want to hear about all these wonderful, wonderful

59
00:04:39.439 --> 00:04:42.399
opportunities that are available, but they just don't know how

60
00:04:42.399 --> 00:04:44.079
to ask for the money.

61
00:04:46.000 --> 00:04:49.560
Thank you for having me on angeln and I really

62
00:04:49.560 --> 00:04:51.480
appreciate being able to come on the show and talk

63
00:04:51.480 --> 00:04:55.319
about a challenge that whether you are a nonprofit leader

64
00:04:55.439 --> 00:05:00.240
right now or you have experienced in the past, a

65
00:05:00.680 --> 00:05:06.040
fear and a not understanding how to ask for money.

66
00:05:06.120 --> 00:05:08.360
I want you to learn one of the most powerful

67
00:05:08.399 --> 00:05:12.439
skills that you can to create change, which is to

68
00:05:12.480 --> 00:05:16.879
get other people to give you money to actually make

69
00:05:16.920 --> 00:05:20.920
that change happen. If you're a nonprofit, you probably currently

70
00:05:20.959 --> 00:05:25.639
are relying on grants and maybe a fundraiser. Things that

71
00:05:25.759 --> 00:05:28.879
stand between you and the person you're asking for money,

72
00:05:28.959 --> 00:05:32.000
whether it's a grant application, whether it's the food that

73
00:05:32.040 --> 00:05:36.079
they purchase, an auction that they buy, and stand in

74
00:05:36.120 --> 00:05:38.560
the way of you developing the relationship with the donor

75
00:05:39.040 --> 00:05:42.160
that leads them to give you the unrestricted funds. If

76
00:05:42.199 --> 00:05:45.759
you are an individual listening to this show and looking

77
00:05:45.759 --> 00:05:50.519
to raise money, you probably fear talking to people about

78
00:05:50.639 --> 00:05:53.199
the cause that you care about. Whether you're a board

79
00:05:53.199 --> 00:05:55.560
member of a nonprofit or whether you're trying to raise

80
00:05:55.600 --> 00:05:59.319
a GoFundMe. You probably post it on social media. You

81
00:05:59.680 --> 00:06:02.120
may have told a few friends and family about it,

82
00:06:02.560 --> 00:06:07.000
but you're really not sure. How do I respectfully, ethically

83
00:06:07.560 --> 00:06:11.759
and effectively ask the people around me who I think

84
00:06:11.839 --> 00:06:14.839
might give me money for money? And that's we're going

85
00:06:14.879 --> 00:06:15.600
to cover in the show.

86
00:06:16.240 --> 00:06:20.720
Oh absolutely, you know you mentioned board members. I know

87
00:06:21.199 --> 00:06:25.839
a lot of times the board members, you know, kind

88
00:06:25.879 --> 00:06:31.360
of take on the ambassador role and they contact their

89
00:06:31.399 --> 00:06:36.319
contacts and reach out to assist the nonprofit that they're

90
00:06:36.360 --> 00:06:40.439
on the board. So that makes me ask the question

91
00:06:40.959 --> 00:06:44.639
when you select a board, should should you know what

92
00:06:44.720 --> 00:06:49.680
kind of connections that the board member has so that

93
00:06:49.959 --> 00:06:52.680
you know they can be a major factor in the

94
00:06:53.680 --> 00:06:56.839
in the fundraising and be effective in fundraising.

95
00:06:58.079 --> 00:07:00.319
Well, let's let's speak to that for a second. Whether

96
00:07:00.360 --> 00:07:02.120
you're sitting on a board right now or you're a

97
00:07:02.160 --> 00:07:05.519
nonprofit leader who is looking at selecting a board to

98
00:07:05.519 --> 00:07:08.560
help you with your fundraising. Remember that there are three

99
00:07:08.800 --> 00:07:14.120
top fears in life. They are death, public speaking, and

100
00:07:14.160 --> 00:07:18.480
asking people for money. So in most cases, you're probably

101
00:07:18.519 --> 00:07:21.160
not going to be able to find a board who

102
00:07:21.279 --> 00:07:23.800
wants to go out and ask for money. Maybe you'll

103
00:07:23.800 --> 00:07:27.199
have them watch this broadcast and learn how, but in

104
00:07:27.240 --> 00:07:29.560
many cases your board is not going to want to

105
00:07:29.600 --> 00:07:32.199
go out and ask for money. So who you're looking

106
00:07:32.279 --> 00:07:36.600
for to join your board or your advisory board are

107
00:07:36.680 --> 00:07:40.079
people who have connections in the community, people who believe

108
00:07:40.079 --> 00:07:43.720
in your cause, people who provide something interesting to the

109
00:07:43.800 --> 00:07:46.560
organization and bring some expertise or skill set to the table,

110
00:07:47.040 --> 00:07:50.360
maybe even potential donors. But I wouldn't go so far

111
00:07:51.160 --> 00:07:53.759
as to think that your board members are going to

112
00:07:53.839 --> 00:07:56.920
raise money for you. In most cases, that is what

113
00:07:57.000 --> 00:07:59.639
makes nonprofit stuck. It is assuming that they're board members

114
00:07:59.680 --> 00:08:01.720
with no training, no skills, are going to go out

115
00:08:02.079 --> 00:08:04.199
and just ask for money because they have it or

116
00:08:04.199 --> 00:08:07.079
because they know people who do. It's not how this works.

117
00:08:07.399 --> 00:08:10.720
And what your board members are most likely to do

118
00:08:11.439 --> 00:08:14.920
is help make connections and then you step in and

119
00:08:14.959 --> 00:08:15.680
ask for the money.

120
00:08:16.839 --> 00:08:23.240
Okay, great, great, Well that that kind of takes that

121
00:08:23.399 --> 00:08:24.319
off the board.

122
00:08:30.639 --> 00:08:33.279
And like, let's explore this right. This is why so

123
00:08:33.320 --> 00:08:38.360
many nonprofits introduce trinkets into the conversation. What's a trinket.

124
00:08:38.759 --> 00:08:42.120
A trinket is something that you offer that's not the

125
00:08:42.240 --> 00:08:45.000
impact that your nonprofit is making, or not the impact

126
00:08:45.080 --> 00:08:48.639
of the cause on the world. To try to entice

127
00:08:48.840 --> 00:08:51.799
somebody to give you money. A trinket could be an

128
00:08:51.840 --> 00:08:57.960
item at an auction. A trinket could be a fundraising dinner.

129
00:08:58.679 --> 00:09:03.440
A trinket could be a bake sale. It is something

130
00:09:03.440 --> 00:09:07.600
that says, we don't believe enough in the impact we're

131
00:09:07.639 --> 00:09:10.440
making as an organization, and we don't believe that's worth money,

132
00:09:11.039 --> 00:09:13.639
and therefore we're asking you to buy this thing and

133
00:09:13.679 --> 00:09:15.120
we'll take a little bit of money off of it.

134
00:09:15.679 --> 00:09:19.960
When you set your board in a position where you

135
00:09:20.000 --> 00:09:22.320
expect them to fundraise for you instead of you learning

136
00:09:22.320 --> 00:09:24.960
that skill yourself, that's the kind of fundraising that you're

137
00:09:24.960 --> 00:09:28.399
going to end up with. And trinket fundraising raises trinket money.

138
00:09:28.840 --> 00:09:34.399
Right, that's not going to meet the mission for the year.

139
00:09:34.600 --> 00:09:40.840
That's definitely for sure. Oh my goodness. Well, you know,

140
00:09:42.480 --> 00:09:45.960
some of the people you know that began their fundraising,

141
00:09:46.039 --> 00:09:51.159
they usually kind of rely on past donors, and so

142
00:09:51.320 --> 00:09:54.320
they go out and they try to find digging through

143
00:09:54.360 --> 00:09:58.960
files and stuff, who was giving money five years ago,

144
00:09:59.080 --> 00:10:01.679
ten years ago, fifteen years ago. You know, they're going

145
00:10:01.759 --> 00:10:05.879
way back into files, you know, to find those laps donors,

146
00:10:06.480 --> 00:10:09.879
you know, to see if they can reactivate their interest

147
00:10:10.559 --> 00:10:14.200
in the mission alignment. What do you think about that?

148
00:10:15.679 --> 00:10:17.960
I think past donors are some of your best people

149
00:10:18.279 --> 00:10:22.399
who can give you insight on the organization, who can

150
00:10:22.480 --> 00:10:26.279
give you insight on why they gave in the first place,

151
00:10:26.759 --> 00:10:32.320
and who might have been dropped off and people stop

152
00:10:32.360 --> 00:10:35.960
contacting them. Maybe that's why they stopped giving. Those are

153
00:10:36.000 --> 00:10:40.679
a great place to start looking for potential donors as

154
00:10:40.720 --> 00:10:41.759
long as you approach them, right.

155
00:10:43.919 --> 00:10:48.080
Okay, so they should circle back and try to find those.

156
00:10:49.080 --> 00:10:51.879
Well, think about it, right. If you're in business, your

157
00:10:51.879 --> 00:10:55.200
best customer is who the person who's already purchased from you,

158
00:10:55.720 --> 00:10:59.919
That is your best customer. Right. If you're in nonprofits,

159
00:11:00.159 --> 00:11:02.440
these are people who have already given, which means they've

160
00:11:02.480 --> 00:11:06.039
already qualified themselves. They've already indicated their interest in your cause.

161
00:11:06.559 --> 00:11:09.480
Now you need something to inspire them to give again.

162
00:11:09.679 --> 00:11:11.799
You need something to excite them, to get them off

163
00:11:11.799 --> 00:11:14.639
their chair, to show that you're not the same organization

164
00:11:14.799 --> 00:11:19.960
that let them lapse last time. But past donors are

165
00:11:20.279 --> 00:11:24.279
right up there with current donors as this is where

166
00:11:24.320 --> 00:11:26.600
you would start looking in your donor cloud.

167
00:11:28.720 --> 00:11:34.360
Okay. So, so some of your projects are reached through

168
00:11:34.519 --> 00:11:38.480
like peer to peer. You know campaigns where eighty percent

169
00:11:39.320 --> 00:11:44.840
of contributors are often new to the organization. This also

170
00:11:45.399 --> 00:11:51.399
includes corporate partners and employees through payroll giving and matching,

171
00:11:51.600 --> 00:11:55.879
gift programs and things like that. You know, are those good?

172
00:11:56.080 --> 00:11:57.720
Are those programs helpful?

173
00:11:59.200 --> 00:12:02.360
So here's here's how I want someone who is not

174
00:12:02.480 --> 00:12:05.720
asking people for money. Right, so, they're going after grants,

175
00:12:05.960 --> 00:12:09.000
or they are holding fundraisers or whatever. They're not asking

176
00:12:09.000 --> 00:12:12.679
people directly for money. And in a time when federal

177
00:12:12.799 --> 00:12:15.519
grants are no longer as reliable as they were, are

178
00:12:15.559 --> 00:12:18.639
exploring this area to start asking people for money. The

179
00:12:18.639 --> 00:12:21.759
first thing you need to do is identify your donor cloud. Now,

180
00:12:21.759 --> 00:12:26.000
your donor cloud are is the name we give to

181
00:12:26.080 --> 00:12:29.759
the people around you who love what you do, and

182
00:12:29.960 --> 00:12:33.039
if you were able to give them something inspiring to

183
00:12:33.080 --> 00:12:36.559
be a part of something specific, they might be willing

184
00:12:36.759 --> 00:12:40.960
to give to your organization. Your donor cloud includes, first

185
00:12:41.039 --> 00:12:44.759
and foremost, the people you and your board members know.

186
00:12:46.320 --> 00:12:49.480
You and your board members know. It includes your current

187
00:12:49.840 --> 00:12:54.200
and your past donors. It includes the vendors that you

188
00:12:54.279 --> 00:12:57.000
work with as an organization and the companies that you

189
00:12:57.080 --> 00:13:03.080
do business with. It includes the the connections that each

190
00:13:03.120 --> 00:13:06.799
of you has into the community. There's a number that

191
00:13:06.960 --> 00:13:12.360
represents the number of connections that most people have at

192
00:13:12.440 --> 00:13:16.240
least and it's called Dunbar's number. Dunbar's number says that

193
00:13:16.320 --> 00:13:18.480
the average person can only remember the names of one

194
00:13:18.559 --> 00:13:21.799
hundred and fifty people. But that's one hundred and fifty people.

195
00:13:22.679 --> 00:13:26.000
And so if you have a board of three plus

196
00:13:26.039 --> 00:13:29.399
U in many cases, small nonprofits have a bigger one

197
00:13:29.639 --> 00:13:32.519
board of three plus U. And you know, we usually

198
00:13:32.519 --> 00:13:34.799
do brainstorming sessions with those boards to come up with

199
00:13:34.840 --> 00:13:37.399
their donor cloud. You'll come up with between forty and

200
00:13:37.440 --> 00:13:41.080
one hundred names. You add that to your current donors

201
00:13:41.399 --> 00:13:44.440
or your absolute best people to go and talk to

202
00:13:44.679 --> 00:13:48.240
about raising money, and your past donors we're your second

203
00:13:48.320 --> 00:13:52.360
best people. You should have two hundred to three hundred

204
00:13:52.440 --> 00:13:54.840
names if you've been around for a few years as

205
00:13:54.879 --> 00:14:00.600
an organization, that you can start engaging and involve in

206
00:14:00.639 --> 00:14:04.360
the mission of your organization. If you're able to develop

207
00:14:04.720 --> 00:14:06.799
two or three hundred in your average donor cloud's probably

208
00:14:06.799 --> 00:14:08.759
around two or three hundred names. You're able to developed

209
00:14:08.759 --> 00:14:12.759
two or three hundred names, and only ten percent of

210
00:14:12.799 --> 00:14:15.440
them give you one thousand dollars or more. Guess what

211
00:14:15.639 --> 00:14:18.000
you just raised twenty to thirty thousand dollars on your

212
00:14:18.000 --> 00:14:18.679
first campaign.

213
00:14:21.200 --> 00:14:24.080
I never thought about that donort cloud being people that

214
00:14:24.399 --> 00:14:28.320
are already in your circle's that's very interesting.

215
00:14:29.320 --> 00:14:32.360
Can I relay an experience? Because we just had this

216
00:14:32.399 --> 00:14:37.159
ice storm, right, this icemageddon or whatever it was going

217
00:14:37.159 --> 00:14:41.759
to be. Right, So in Raleigh, we were supposed to

218
00:14:41.799 --> 00:14:43.799
get the worst of it. I mean, we were supposed

219
00:14:43.840 --> 00:14:47.639
to get half an inch to three quarters inch of

220
00:14:47.679 --> 00:14:51.120
freezing rain. Power was going to go out. Everybody was

221
00:14:51.519 --> 00:14:55.360
going shopping. Well, I thought we were prepared. We had

222
00:14:55.360 --> 00:14:59.440
a propane heater, we had food, we had water. We

223
00:14:59.519 --> 00:15:01.519
bought a little of milk because we have three kids,

224
00:15:01.559 --> 00:15:03.799
and my god, the screams if we could not get milk.

225
00:15:05.360 --> 00:15:09.360
But we realized a day before the storm was supposed

226
00:15:09.399 --> 00:15:13.320
to hit, Oh, our propane tank doesn't fit our propane here.

227
00:15:15.279 --> 00:15:18.440
Uh oh, So now I have to go find one.

228
00:15:18.600 --> 00:15:22.240
And the first thing that I did was, you know,

229
00:15:22.279 --> 00:15:24.440
looked around at Amazon and all these different places where

230
00:15:24.440 --> 00:15:26.399
you thought it would be, and it wasn't there. Right,

231
00:15:27.679 --> 00:15:31.000
And then I put on my big boy boots and

232
00:15:31.480 --> 00:15:33.440
as ashamed as I was of the fact that we

233
00:15:33.440 --> 00:15:35.480
were not prepared for the storm, as the man of

234
00:15:35.480 --> 00:15:38.279
the family, I went door to door in my neighborhood

235
00:15:38.600 --> 00:15:41.039
and started asking people if they had a propane tank.

236
00:15:42.440 --> 00:15:46.480
And this tells you one of the most important things

237
00:15:47.039 --> 00:15:48.879
about why you start with the people closest to you.

238
00:15:50.159 --> 00:15:54.120
I started with the neighbors who knew us, and all

239
00:15:54.159 --> 00:15:56.600
of the fear and shame and doubt that I had

240
00:15:56.720 --> 00:16:00.000
about like asking for a propane tank for my family,

241
00:16:00.200 --> 00:16:03.279
because clearly we were unprepared. Right, is the same kind

242
00:16:03.360 --> 00:16:05.879
of fear and shame and doubt that you have as

243
00:16:05.919 --> 00:16:08.840
a fundraiser, no matter what kind of project you're working on.

244
00:16:09.679 --> 00:16:13.120
But when I started going to the neighbors who knew me,

245
00:16:14.159 --> 00:16:16.559
they were like, Oh, it's you, and they were happy

246
00:16:16.600 --> 00:16:18.720
to see me. Oh yeah, I'm gonna call my husband,

247
00:16:18.720 --> 00:16:22.759
we'll see if we have one. And the relief that

248
00:16:22.759 --> 00:16:24.799
that brought and the confidence that brought to go to

249
00:16:24.840 --> 00:16:26.279
the next neighbor and go to the next neighbor and

250
00:16:26.279 --> 00:16:28.600
eventually we got We got the propane tank at a

251
00:16:29.480 --> 00:16:33.039
store they were able to find some. But like the

252
00:16:33.159 --> 00:16:37.240
confidence that that gave me was the thing that enabled

253
00:16:37.320 --> 00:16:40.480
us to be able to ultimately get propane for our family.

254
00:16:40.799 --> 00:16:43.639
And that is why it is so important to start

255
00:16:43.679 --> 00:16:45.399
with your circle, the people who know you and the

256
00:16:45.480 --> 00:16:49.000
people who will give you the freedom to fail when

257
00:16:49.000 --> 00:16:50.600
you are starting to fundraise.

258
00:16:50.759 --> 00:16:55.399
Right, Oh wow, that is a great story. That is yeah, yeah,

259
00:16:55.519 --> 00:16:57.879
because when you get ready to start out, you are

260
00:16:57.960 --> 00:17:01.039
going to be nervous, You're going to be almost petrified.

261
00:17:01.799 --> 00:17:05.519
And if you just you know, yeah, contact those people

262
00:17:05.559 --> 00:17:09.039
that know you, that care about you, that are friends,

263
00:17:09.680 --> 00:17:12.119
They're going to help you ease yourself and to the

264
00:17:12.119 --> 00:17:15.880
point where you are comfortable you and you actually can

265
00:17:15.920 --> 00:17:21.240
feel that boldness to go out there and just you know,

266
00:17:21.480 --> 00:17:22.759
say this is my appeal.

267
00:17:23.359 --> 00:17:23.559
You know.

268
00:17:24.200 --> 00:17:26.920
And what do you think about mail to mail? I

269
00:17:26.920 --> 00:17:29.920
mean sending out mailers and things like that. Do you

270
00:17:29.920 --> 00:17:32.119
think that's good way of advertising?

271
00:17:33.119 --> 00:17:34.880
I think it's good if you know what people respond to.

272
00:17:36.039 --> 00:17:39.039
In most cases, when an organization starts to ask pools

273
00:17:39.039 --> 00:17:40.559
for money, if they don't know what people respond to.

274
00:17:41.480 --> 00:17:43.759
And when you don't know what people respond to, you

275
00:17:44.039 --> 00:17:46.640
want to get an answer as fast as possible because

276
00:17:46.680 --> 00:17:49.319
that's what's going to determine whether your message works right.

277
00:17:50.079 --> 00:17:52.920
And the fastest way to know how people respond is

278
00:17:52.960 --> 00:17:55.039
to go talk to people. You know why, because they're

279
00:17:55.039 --> 00:17:58.480
responding real time you're pitching them on your project and

280
00:17:58.480 --> 00:18:01.440
what you want and what the impact you're going to make,

281
00:18:01.759 --> 00:18:04.039
and they're listening, and you can hear when they go

282
00:18:04.119 --> 00:18:07.000
oh yeah or mm hmm, or or they tune out

283
00:18:07.039 --> 00:18:08.839
to they kind of like start looking at their watch

284
00:18:08.960 --> 00:18:12.200
or you know, waiting for the time to leave. You

285
00:18:12.359 --> 00:18:16.440
can't do it's hard to do mass messaging well until

286
00:18:16.480 --> 00:18:20.519
you've done the one to one messaging. And so yeah, absolutely,

287
00:18:21.119 --> 00:18:25.920
a direct mail email, all of these tools can drastically

288
00:18:26.160 --> 00:18:29.759
level up your messaging as an organization and your donations

289
00:18:29.839 --> 00:18:33.680
as an organization. But until you've done the one to one,

290
00:18:34.200 --> 00:18:36.920
the engagement, the looking people in the eye and asking

291
00:18:36.920 --> 00:18:39.680
them the questions, it's hard to know what to write

292
00:18:40.200 --> 00:18:43.480
in those letters, and it's a lot harder to raise

293
00:18:43.519 --> 00:18:46.079
a significant amount of money. Most organizations when they send

294
00:18:46.119 --> 00:18:49.680
out their first appeal letter lose money. Lose money on

295
00:18:49.680 --> 00:18:52.599
that first appeal letter. It's designed, it's to acquire donors,

296
00:18:52.599 --> 00:18:55.720
it's all of that, which is great, but until you

297
00:18:55.759 --> 00:18:58.680
know what message to put in that letter now, instead

298
00:18:58.680 --> 00:19:02.160
of learning within a week what your messaging is because

299
00:19:02.200 --> 00:19:04.240
you talked to seven, eight, ten people in a week,

300
00:19:04.720 --> 00:19:06.920
instead of learning within a week what your messaging is.

301
00:19:07.680 --> 00:19:09.799
You have to send out four or five different letters

302
00:19:09.799 --> 00:19:12.039
and you might learn over six months. Do you have

303
00:19:12.200 --> 00:19:14.880
six months to wait to figure out how to raise

304
00:19:14.920 --> 00:19:17.160
money or can you just start talking to people now?

305
00:19:17.759 --> 00:19:23.000
Yeah? Yeah, some I know when I was controller, CFO

306
00:19:23.400 --> 00:19:28.559
director of finance for some nonprofits, they even went so

307
00:19:28.680 --> 00:19:32.440
far as to try to buy like donor list and

308
00:19:32.480 --> 00:19:37.240
things like that and invest in that. But without you

309
00:19:37.279 --> 00:19:41.359
know what if that donor list has a specific type

310
00:19:41.400 --> 00:19:44.839
of nonprofit they want to give to, You're not going

311
00:19:44.880 --> 00:19:46.559
to be able to know the difference. They're just going

312
00:19:46.640 --> 00:19:48.720
to send you a list because you paid for it,

313
00:19:49.319 --> 00:19:52.480
and a good portion of those are not going to

314
00:19:52.480 --> 00:19:58.599
be bring about any kind of response whatsoever. Is that

315
00:19:58.720 --> 00:20:02.319
an option, buying donor list or should you build your own?

316
00:20:03.759 --> 00:20:06.480
I think it's an option, But I really want people

317
00:20:06.480 --> 00:20:10.079
to separate fundraising from marketing. Buying a donor list is marketing.

318
00:20:11.079 --> 00:20:13.720
That is just like buying an email list. Right, you're

319
00:20:13.799 --> 00:20:18.440
trying to add people as prospects to your donor list.

320
00:20:19.000 --> 00:20:22.000
And if you're at the point where you've run through

321
00:20:22.039 --> 00:20:24.440
your donor cloud, right, you've contacted, you talked to the

322
00:20:24.440 --> 00:20:27.240
two three hundred people inside of your cloud and you've

323
00:20:27.279 --> 00:20:29.279
gotten those who are going to be aligned and excited

324
00:20:29.279 --> 00:20:34.400
with the mission involved with what you do. Until that point,

325
00:20:34.559 --> 00:20:36.000
it doesn't really make a whole lot more sense to

326
00:20:36.039 --> 00:20:38.839
add a bunch more prospects. Once you get to that point, Sure,

327
00:20:39.079 --> 00:20:41.920
add more prospects, bring them into the same system you

328
00:20:42.000 --> 00:20:45.519
set up when you did your first campaign. But my

329
00:20:45.680 --> 00:20:50.000
advice to people who are looking at their grants and

330
00:20:50.039 --> 00:20:52.079
it's not enough for the year, and they're looking at

331
00:20:52.119 --> 00:20:55.559
their fundraisers and people aren't going to them, is to

332
00:20:55.720 --> 00:20:59.240
go back to what actually worked in the nonprofit sector

333
00:20:59.279 --> 00:21:02.200
from day one, which was sitting down with real people

334
00:21:02.680 --> 00:21:05.920
offering real impact and asking them to be a part

335
00:21:05.960 --> 00:21:06.160
of it.

336
00:21:06.960 --> 00:21:12.880
Right. The one thing about giving most people are I

337
00:21:12.920 --> 00:21:17.680
guess you have to identify what's their why? Why would

338
00:21:17.680 --> 00:21:21.720
you want to give to this particular program? How do

339
00:21:21.799 --> 00:21:23.119
you identify the why?

340
00:21:24.319 --> 00:21:25.880
So we'll get to that in a second, but I

341
00:21:25.920 --> 00:21:28.160
really want to answer a burning question that anybody who's

342
00:21:28.160 --> 00:21:31.119
listening to this show is going to have, which is okay, Dan,

343
00:21:31.640 --> 00:21:33.839
So I'm going to go to people who I know,

344
00:21:34.039 --> 00:21:36.160
or to my who my board knows, because they're going

345
00:21:36.200 --> 00:21:38.440
to be nice to me, right but I also don't

346
00:21:38.440 --> 00:21:40.319
want to take advantage of those people. I don't want

347
00:21:40.319 --> 00:21:42.279
to feel like I'm begging. I don't want to. The

348
00:21:42.359 --> 00:21:44.440
last thing I want to do is go to my

349
00:21:45.000 --> 00:21:48.240
you know, former coworker and you know, get on my

350
00:21:48.319 --> 00:21:49.799
knees in front of them and ask them for one

351
00:21:49.799 --> 00:21:54.960
thousand dollars. Right, what do I offer? There's a statistic

352
00:21:55.079 --> 00:21:57.279
that you have in the show notes, which is really good,

353
00:21:57.319 --> 00:22:00.680
that sixty seven percent of donors are looking for impact

354
00:22:00.680 --> 00:22:03.359
with the capital I And this is something I want

355
00:22:03.359 --> 00:22:09.319
people to recognize. Fundraising has changed. Fundraising used. The initial

356
00:22:09.359 --> 00:22:14.519
part of fundraising started as we're going to show an

357
00:22:14.599 --> 00:22:17.720
urgent situation and ask people to give from their heart

358
00:22:18.079 --> 00:22:21.720
for that urgent situation. Urgent need based you know, Sarah

359
00:22:21.799 --> 00:22:25.839
mcloalin with the puppies in the cages and stuff like that, right,

360
00:22:26.119 --> 00:22:28.680
because very much we're pulling into heartstrings for a one

361
00:22:28.799 --> 00:22:34.480
time gift. The second phase that it went through was

362
00:22:34.559 --> 00:22:36.799
people realize, well, we don't just want the one time

363
00:22:36.799 --> 00:22:39.079
gift from the donor. We actually want to know them,

364
00:22:39.480 --> 00:22:42.119
we want them to give again. And now we've moved

365
00:22:42.119 --> 00:22:45.480
to relationship based giving and a lot of today's fundraising

366
00:22:45.480 --> 00:22:49.720
advice is based on relationships based giving. The problem with

367
00:22:49.799 --> 00:22:53.400
relationship based giving is relationship based giving is trust based,

368
00:22:54.200 --> 00:22:57.640
and trust in anything in society has gone down massively

369
00:22:57.680 --> 00:23:00.319
over the past ten years. People don't just belie leave

370
00:23:00.359 --> 00:23:02.039
it when you tell them you're doing good. They have

371
00:23:02.119 --> 00:23:05.319
too many thoughts of charity scandals and things like that

372
00:23:05.440 --> 00:23:08.960
running through their head. What we are at now is

373
00:23:09.039 --> 00:23:12.279
impact based giving, which to me is a good thing.

374
00:23:12.759 --> 00:23:14.759
It's a good thing for the donors of our sector

375
00:23:14.839 --> 00:23:18.359
to be moving from. You know, this is urgent to

376
00:23:18.640 --> 00:23:21.480
I like you to are you doing any good? Because

377
00:23:21.519 --> 00:23:24.279
the nonprofits who aren't won't be able to stand up

378
00:23:24.279 --> 00:23:26.319
to that, and the nonprofits who are will get elevated.

379
00:23:26.799 --> 00:23:28.880
I love that. I love that for our sector. But

380
00:23:28.960 --> 00:23:32.599
this is an important thing to catch on to is

381
00:23:33.119 --> 00:23:35.920
you cannot. You can a little bit, but it's not

382
00:23:35.960 --> 00:23:38.839
going to be as effective to activate the donor cloud

383
00:23:39.480 --> 00:23:42.400
to just be like, my organization's doing amazing things. Do

384
00:23:42.400 --> 00:23:43.200
you want to be involved?

385
00:23:43.920 --> 00:23:44.920
Right?

386
00:23:45.000 --> 00:23:48.039
What instead you need to do is build what we

387
00:23:48.200 --> 00:23:53.960
call impact projects, exciting things that these potential donors could

388
00:23:53.960 --> 00:23:57.799
get engaged with. Make a small bet on your organization

389
00:23:58.599 --> 00:24:02.119
and see the fruit of that. Bet come to life.

390
00:24:05.079 --> 00:24:08.960
Yeah, so you should. So you're saying you kind of

391
00:24:09.079 --> 00:24:14.519
like are going to bring some kind of statistics as

392
00:24:14.559 --> 00:24:17.880
to what it is that you're wanting to accomplish and

393
00:24:18.799 --> 00:24:23.279
what you're really going to accomplish and the impact that

394
00:24:23.400 --> 00:24:26.559
is going to bring, and we'd love you to be

395
00:24:26.599 --> 00:24:29.480
a part of making that impact happen.

396
00:24:29.599 --> 00:24:33.240
Is that what I what I encourage people to do

397
00:24:34.400 --> 00:24:38.279
is I encourage people to come up with three impact projects.

398
00:24:38.920 --> 00:24:43.960
Why three because when you're going to activate your donor cloud,

399
00:24:44.160 --> 00:24:47.640
you don't really know what they're going to be into,

400
00:24:48.000 --> 00:24:50.599
what they're going to be excited about. You have ideas,

401
00:24:50.960 --> 00:24:54.880
but you're not really sure. And the principle of sustainable

402
00:24:54.880 --> 00:24:57.759
impact is that you need to be making an impact

403
00:24:58.079 --> 00:25:00.960
that is both actually helping the peop you serve and

404
00:25:01.839 --> 00:25:04.440
is going to be regularly funded by donors. If you

405
00:25:04.480 --> 00:25:06.720
do not have both, you cannot make that sustainable, You

406
00:25:06.759 --> 00:25:10.480
cannot make that long term. So we encourage people to

407
00:25:10.480 --> 00:25:13.079
come up with three impact projects. What's an impact project?

408
00:25:14.240 --> 00:25:18.279
An impact project is like a pilot project for nonprofits.

409
00:25:18.799 --> 00:25:23.279
So there are three key factors in an impact project

410
00:25:23.440 --> 00:25:26.519
that we want anyone who's trying to raise money to follow.

411
00:25:27.920 --> 00:25:33.960
The first, this project should deliver impact quickly. You want

412
00:25:34.000 --> 00:25:36.880
to use this project as a launch pad to get

413
00:25:36.920 --> 00:25:39.519
donors to donate on a regular basis to your organization,

414
00:25:40.000 --> 00:25:42.119
to get donors to invest in the staff and the

415
00:25:42.160 --> 00:25:46.039
programs in those unrestricted funds you want. And this project

416
00:25:46.200 --> 00:25:49.640
thus needs to deliver the impact you're talking about quicker

417
00:25:49.680 --> 00:25:53.960
than normal. Now, in our experience, the projects that make

418
00:25:55.200 --> 00:25:58.279
that raise the most funding deliver impact in ninety days

419
00:25:58.359 --> 00:26:01.680
or less after the fundraising is been concluded. But it

420
00:26:01.759 --> 00:26:04.759
needs to be fast. The second, it needs to be

421
00:26:04.799 --> 00:26:08.880
fairly small. We tend to advise organizations to throw out

422
00:26:08.920 --> 00:26:13.920
their first impact project at fifteen thousand dollars. Why because

423
00:26:13.960 --> 00:26:17.119
fifteen thousand is one of those you're serious about this,

424
00:26:17.599 --> 00:26:21.279
but it's not too crazy. So no matter whether you're

425
00:26:21.319 --> 00:26:24.400
brand new to it or whether you've been running this

426
00:26:24.440 --> 00:26:26.279
for a little while and it's just a small pilot,

427
00:26:27.079 --> 00:26:29.960
fifteen thousand tends to be the sweet spot. You can

428
00:26:30.039 --> 00:26:32.759
go up to twenty five and fifty, but we tend

429
00:26:32.759 --> 00:26:35.279
to find fifteen thousand to be really good. Remember, the

430
00:26:35.319 --> 00:26:38.240
goal is to activate your donor cloud. The goal is

431
00:26:38.240 --> 00:26:40.960
to get these people excited and engaged in what you're doing.

432
00:26:41.400 --> 00:26:45.039
And if you raise that the price of the impact

433
00:26:45.039 --> 00:26:47.480
project so high that it's going to take you six

434
00:26:47.519 --> 00:26:49.880
months to a year to actually raise the money for it,

435
00:26:50.519 --> 00:26:52.799
you are defeating the point of engagement. You're defeating the

436
00:26:52.839 --> 00:26:55.160
point of that quick impact. You're making it more difficult

437
00:26:55.200 --> 00:26:57.319
for you to keep these people once you get them.

438
00:26:57.640 --> 00:27:02.039
So number two is has to be low cost. And

439
00:27:02.119 --> 00:27:05.039
number three, and this is very important, it needs to

440
00:27:05.119 --> 00:27:12.039
make a numerical impact on the people you serve. Think

441
00:27:12.079 --> 00:27:20.359
about how people buy stuff. Right when somebody buys from me, right,

442
00:27:20.400 --> 00:27:23.440
so they jump in the first fifteen K program. Our

443
00:27:23.480 --> 00:27:27.240
commitment is that we're going to help you raise fifteen k.

444
00:27:27.720 --> 00:27:31.880
It's a very specific dollar amount. When you go on Amazon,

445
00:27:32.119 --> 00:27:34.640
when your buyers go on Amazon, you don't go on

446
00:27:34.680 --> 00:27:37.319
Amazon and you're like, I'm going to buy this thing

447
00:27:37.359 --> 00:27:40.440
and maybe it'll do something for me. That'd be cool,

448
00:27:41.000 --> 00:27:44.279
maybe it'll work. I don't know. No, there's very specific

449
00:27:44.480 --> 00:27:48.400
promises that if you do this investment, this is what's

450
00:27:48.440 --> 00:27:51.920
going to happen, and that is how nonprofits have to

451
00:27:51.960 --> 00:27:57.559
frame their projects. We're going to help four veterans go

452
00:27:57.640 --> 00:28:02.200
through intense PTSD therapy and use their PTSD below to

453
00:28:02.279 --> 00:28:06.160
manageable levels. We're going to. One of my favorite examples

454
00:28:06.200 --> 00:28:11.400
of an impact project is a leady named Abby Wonderful Woman.

455
00:28:12.599 --> 00:28:17.519
She is the nonprofit director of a domestic violence shelter

456
00:28:17.960 --> 00:28:21.559
or a domestic violence organization. Right. She experienced domestic violence.

457
00:28:21.720 --> 00:28:25.279
She was a Basonic violence volunteer. She wanted to create

458
00:28:25.319 --> 00:28:27.880
a shelter in her county. There is no domestic violence

459
00:28:27.920 --> 00:28:30.720
shelter in your county. It's going to cost about two

460
00:28:30.759 --> 00:28:34.799
hundred thousand dollars. She had been trying to raise money

461
00:28:34.839 --> 00:28:38.680
for this for two years. Nobody would give because you're

462
00:28:38.680 --> 00:28:42.359
new and it's two hundred thousand dollars. There's just there's

463
00:28:42.400 --> 00:28:44.319
not enough trust built up there yet.

464
00:28:44.440 --> 00:28:45.200
Right.

465
00:28:45.400 --> 00:28:48.160
So what we did was, in the course of ninety days,

466
00:28:48.720 --> 00:28:51.640
we developed a project called Wings to Work. She came

467
00:28:51.720 --> 00:28:54.640
up with the idea, which was that we identified a

468
00:28:54.680 --> 00:28:58.960
smaller problem that women who were at a shelter in

469
00:28:59.000 --> 00:29:03.559
a neighboring county. We're timing out so you only get

470
00:29:03.599 --> 00:29:05.319
sixty days to stay in the shelter so they can

471
00:29:05.359 --> 00:29:08.359
help other women. If you cannot get independently on your

472
00:29:08.359 --> 00:29:11.880
feet within sixty days, odds are you have to go

473
00:29:11.960 --> 00:29:16.240
back to go back to your abuser, right, And many

474
00:29:16.279 --> 00:29:19.440
of these women had professional skill sets, but they didn't

475
00:29:19.440 --> 00:29:22.160
have the connections, they didn't have the certifications that they

476
00:29:22.200 --> 00:29:25.799
needed in order to get employment. And so she launched

477
00:29:25.799 --> 00:29:30.400
this project, talked to twenty people, raised fifteen thousand dollars,

478
00:29:30.440 --> 00:29:32.960
and there are now right now as we speak, three

479
00:29:33.000 --> 00:29:38.480
women in cabins in Washington State who are getting their certifications,

480
00:29:38.519 --> 00:29:40.599
getting connected with employers and do not have to go

481
00:29:40.640 --> 00:29:43.559
back to their abuser. That's the kind of projects you

482
00:29:43.640 --> 00:29:43.960
fell it.

483
00:29:44.559 --> 00:29:46.319
Wow, yeah, definitely.

484
00:29:47.039 --> 00:29:47.279
You know.

485
00:29:47.359 --> 00:29:52.039
The one thing I recall is when you're trying to

486
00:29:52.400 --> 00:29:55.880
raise money, you have to come up with kind of

487
00:29:55.920 --> 00:30:00.720
like the needs story, the story that really I identifies

488
00:30:00.799 --> 00:30:03.960
what the true need is. Instead of just saying I

489
00:30:04.000 --> 00:30:06.799
have this nonprofit. You know, we have this amount of

490
00:30:06.839 --> 00:30:10.279
budget and we need to raise some money. Give them

491
00:30:10.680 --> 00:30:14.319
the whole purpose of what's going on in the first place.

492
00:30:14.599 --> 00:30:19.839
There is a story behind the reason you even have

493
00:30:19.920 --> 00:30:25.720
the nonprofit. What is that story? It should be a

494
00:30:25.799 --> 00:30:29.720
story that yes, it's filled with passion, it's filled with

495
00:30:30.440 --> 00:30:34.880
you know, not only the passion and you're wanting to

496
00:30:34.920 --> 00:30:39.920
do this, but it has a complete thought process involved

497
00:30:40.039 --> 00:30:45.400
as to what you actually are going to achieve, so

498
00:30:45.440 --> 00:30:48.759
that it does kind of build that trust. We have

499
00:30:48.880 --> 00:30:52.000
this need and this is what we're going to provide,

500
00:30:52.200 --> 00:30:56.319
and this is how many people we have already reached

501
00:30:56.359 --> 00:31:00.279
and been able to, you know, help their lives, change

502
00:31:00.279 --> 00:31:03.880
their lives, move them forward. You know, right now, there's

503
00:31:03.880 --> 00:31:07.839
a lot of need out there and we need to

504
00:31:07.880 --> 00:31:12.200
help one another. Neighbors helping neighbors, and sometimes we're going

505
00:31:12.279 --> 00:31:15.200
to have to have some funds. Let's put that into

506
00:31:15.240 --> 00:31:19.599
a story that everybody is like, heck, yes, I want

507
00:31:19.599 --> 00:31:23.680
to be a part of that, because you know, if

508
00:31:23.680 --> 00:31:26.480
it wasn't for the grace of God, it could be me.

509
00:31:27.359 --> 00:31:30.920
So just you know, having that right story, how do

510
00:31:31.039 --> 00:31:34.240
they get the story? How do they identify what's the

511
00:31:34.319 --> 00:31:34.960
right story?

512
00:31:36.079 --> 00:31:39.119
So the focus for today is going to be on

513
00:31:39.200 --> 00:31:41.799
how to ask people for money, and while telling a

514
00:31:41.880 --> 00:31:44.839
story is an important part of it, since it's not

515
00:31:44.880 --> 00:31:47.279
the main focus, what I'm going to encourage people to

516
00:31:47.359 --> 00:31:50.960
do is we do have a stunning story framework. This

517
00:31:51.079 --> 00:31:53.000
is the way that you kind of open up your

518
00:31:53.000 --> 00:31:59.559
conversations with donors. Stunning Story Framework is available on our

519
00:31:59.559 --> 00:32:02.319
website Next Level Nonprofits dot US if you go to

520
00:32:02.359 --> 00:32:05.960
Next Level Nonprofits dot Us, hit that contact button, say hey,

521
00:32:06.039 --> 00:32:08.640
I want the Stunning Story Framework. I will give you

522
00:32:08.640 --> 00:32:11.799
the Stunning Story framework that helps you take even if

523
00:32:11.960 --> 00:32:14.640
your nonprofit. You know, we have a lot of nonprofits

524
00:32:14.720 --> 00:32:18.480
that have multiple moments that they decide. It wasn't like

525
00:32:18.640 --> 00:32:20.839
they're sitting in a in a bar one day, like

526
00:32:20.839 --> 00:32:22.799
the American Revolution and they're all just like, all right,

527
00:32:22.799 --> 00:32:25.559
we need to do something. It was very much. There

528
00:32:25.799 --> 00:32:28.359
are many moments, There are many complicated reasons you start

529
00:32:28.400 --> 00:32:30.920
at the nonprofit. This Stunning Story Framework is going to

530
00:32:30.960 --> 00:32:32.839
walk you through and teach you how to create a

531
00:32:32.880 --> 00:32:36.240
story that potential donors will listen to. So if you

532
00:32:36.319 --> 00:32:41.279
want that framework, it's not necessary for this particular conversation,

533
00:32:41.359 --> 00:32:42.960
but if you want that framework, you can find it

534
00:32:43.160 --> 00:32:45.359
next Level Nonprofits dot Us. Just send us a contact

535
00:32:45.359 --> 00:32:46.960
we'll send you the Stunning Story Framework.

536
00:32:47.359 --> 00:32:52.480
Oh wonderful, Thank you so much, because I know that

537
00:32:52.960 --> 00:32:55.680
you know, even part of the asking, they don't know

538
00:32:55.720 --> 00:32:58.880
what to say. You know, how do they start the

539
00:32:58.920 --> 00:33:02.000
conversation is really really.

540
00:33:02.279 --> 00:33:06.759
Well and that that one is actually relates to a

541
00:33:06.799 --> 00:33:09.720
previous question you asked, right, and that that hits on

542
00:33:11.160 --> 00:33:14.319
the third part of this, Right. I remember I said

543
00:33:14.319 --> 00:33:18.680
that there were three pieces asking people for money? Right, First,

544
00:33:19.160 --> 00:33:22.960
identify your donor cloud. Second, figure out what you're going

545
00:33:23.000 --> 00:33:28.519
to ask them. Third, go and ask these people and

546
00:33:28.599 --> 00:33:32.079
excite these people about getting involved. So this is step three. Right,

547
00:33:32.119 --> 00:33:34.839
we've now, if you've been listening to this broadcast and

548
00:33:34.880 --> 00:33:37.880
you've been taking notes, you know you need to identify

549
00:33:37.880 --> 00:33:41.200
who you and your board members know. You know that

550
00:33:41.519 --> 00:33:45.640
you need to develop some projects that will get to

551
00:33:45.640 --> 00:33:50.599
people in your donor cloud excited. And now you're like, Dan, Okay,

552
00:33:50.839 --> 00:33:54.359
how do I start asking people for this? Like? How

553
00:33:54.359 --> 00:33:56.759
do I do it in a way in particular? How

554
00:33:56.799 --> 00:33:58.400
do I do it in a way that's ethical? How

555
00:33:58.400 --> 00:33:59.559
do I do it in a way that doesn't make

556
00:33:59.599 --> 00:34:01.839
me feel like I'm begging?

557
00:34:02.680 --> 00:34:02.880
Right?

558
00:34:04.160 --> 00:34:08.000
And we use there's there's many different ways to do this,

559
00:34:08.800 --> 00:34:13.800
but we use a method called AVA. This was developed

560
00:34:14.800 --> 00:34:21.360
through my own fundraising. When I started fundraising, I I

561
00:34:21.360 --> 00:34:24.079
started nonprofits. Really, I wasn't into fundraising, didn't like it.

562
00:34:26.559 --> 00:34:28.239
Last thing I want to do is ask people for money,

563
00:34:28.400 --> 00:34:31.440
ask people to volunteer all day long, but money Nah,

564
00:34:31.480 --> 00:34:36.519
no way. And I had somebody tell me, Dan, you

565
00:34:36.639 --> 00:34:40.320
realize that when people give you their time, they're never

566
00:34:40.360 --> 00:34:42.840
going to get it back, right, They only get one

567
00:34:42.920 --> 00:34:47.119
chance that once that day is gone, it's over. So

568
00:34:47.159 --> 00:34:50.679
you're asking people right now for something that they're sacrificing

569
00:34:50.719 --> 00:34:53.239
for you they'll never get back, but you're afraid to

570
00:34:53.239 --> 00:34:58.559
ask for something that they can replace tomorrow. And I went,

571
00:34:59.280 --> 00:35:01.400
all right, okay, fair, you have a point. So I

572
00:35:01.400 --> 00:35:08.280
started asking people for money, right, and I was constantly

573
00:35:08.320 --> 00:35:16.360
trying to avoid the actual ask. I would want to

574
00:35:16.400 --> 00:35:18.800
talk about literally anything other than money, and then just

575
00:35:18.840 --> 00:35:23.000
hope that you like functue the potential donor into wanting

576
00:35:23.039 --> 00:35:27.679
to give you money. And I kind of accidentally developed

577
00:35:27.960 --> 00:35:34.760
this framework that seems to work incredibly well for helping

578
00:35:34.800 --> 00:35:40.559
someone both build up the confidence and build up the

579
00:35:40.679 --> 00:35:43.199
understanding of your donors so that you can actually ask

580
00:35:43.199 --> 00:35:46.840
for money. And this is the AVA framework. So AVA

581
00:35:47.440 --> 00:35:55.920
stands for Advice, Vision Ask. Three phases that you go

582
00:35:56.000 --> 00:36:02.559
through with your potential donors that help you develop the

583
00:36:03.039 --> 00:36:09.280
understanding of what they want, develop the understanding of whether

584
00:36:09.280 --> 00:36:13.119
they're interested in your project, and make it a natural

585
00:36:13.199 --> 00:36:16.639
match toward the end, if there is one. So the

586
00:36:16.679 --> 00:36:21.480
first phase is advice in the advice phase. You know

587
00:36:21.559 --> 00:36:25.360
that there's an old saying and fundraising if you and

588
00:36:25.400 --> 00:36:29.719
you can try this yourself. If you ask for money,

589
00:36:29.760 --> 00:36:33.400
you'll get advice. If you ask for advice, you'll get money.

590
00:36:33.880 --> 00:36:34.360
Hm hmm.

591
00:36:36.239 --> 00:36:39.599
And there's there's kind of a simple psychological reason behind this,

592
00:36:40.760 --> 00:36:44.360
because when you ask for someone's advice, you're showing that

593
00:36:44.440 --> 00:36:48.800
you care what they think. You're inviting them to be

594
00:36:48.920 --> 00:36:52.119
a part of something and to help co create something.

595
00:36:53.880 --> 00:36:58.760
And what are people most likely to give to Well,

596
00:36:59.119 --> 00:37:02.639
the projects that the involved in, right, the projects they

597
00:37:02.679 --> 00:37:06.000
help build get them giving you advice is one of

598
00:37:06.039 --> 00:37:09.440
the easiest ways they can help build your project. So

599
00:37:10.280 --> 00:37:14.400
when you're asking for money, you take your three projects

600
00:37:15.639 --> 00:37:21.280
and you go to at least fifteen people in your

601
00:37:21.280 --> 00:37:24.719
donor cloud who you actually want their advice, Like, don't

602
00:37:24.719 --> 00:37:27.039
fake it, don't just be like I want your money,

603
00:37:27.079 --> 00:37:28.800
so I'm gonna pretend that I care what you have

604
00:37:28.840 --> 00:37:32.639
to say that go to people who you actually want

605
00:37:32.679 --> 00:37:38.199
their advice on this project, and they're going to give

606
00:37:38.239 --> 00:37:40.800
you advice on those three projects, and they're going to

607
00:37:40.840 --> 00:37:43.199
tell you which one of those you should run with.

608
00:37:43.599 --> 00:37:46.159
You will know by the time you talk to the

609
00:37:46.199 --> 00:37:49.360
sixth or seventh of those people, which of those projects

610
00:37:49.360 --> 00:37:52.280
you're running with, And now you have something powerful and fundraising.

611
00:37:53.119 --> 00:37:56.800
You have a donor validated project. You have a project

612
00:37:56.880 --> 00:38:00.880
that people have already said, yeah, I'm in interested, this

613
00:38:00.920 --> 00:38:04.000
is something I would give to So instead of running

614
00:38:04.000 --> 00:38:07.719
out in the wilderness with your idea and hoping it works,

615
00:38:08.760 --> 00:38:12.199
you're now going out with an idea you know people

616
00:38:12.239 --> 00:38:15.000
are interested in, and now you just have to get volume.

617
00:38:15.400 --> 00:38:16.119
Does that make sense.

618
00:38:16.559 --> 00:38:20.199
That makes a lot of sense. Yeah. Yeah.

619
00:38:20.360 --> 00:38:24.079
So the first piece of AVA is advice. The second

620
00:38:24.079 --> 00:38:29.119
piece is vision. Once you've selected a project and you know,

621
00:38:29.159 --> 00:38:32.480
we help you put together a proposal that is actually

622
00:38:32.639 --> 00:38:34.599
kind of a written proposal that people can read through

623
00:38:34.639 --> 00:38:36.840
and tell some of the story that you were talking

624
00:38:36.840 --> 00:38:41.159
about with the project. Right. Once you developed a project

625
00:38:41.199 --> 00:38:46.360
and you developed this story, then the next step is vision.

626
00:38:48.400 --> 00:38:52.039
You are going to go out and find out what

627
00:38:52.159 --> 00:38:54.960
kind of people are interested in this kind of project

628
00:38:55.159 --> 00:38:59.519
in your cloud, and what kind of people are excited

629
00:39:00.159 --> 00:39:03.920
about what you're doing. This is fun because you've already

630
00:39:03.960 --> 00:39:08.920
had the advice conversation, which means you know, so many

631
00:39:08.960 --> 00:39:11.480
people are excited and those people you just asked for advice.

632
00:39:11.519 --> 00:39:13.000
Guess what, They're the first on your list for your

633
00:39:13.079 --> 00:39:17.960
vision conversation? Right, you know they're in Right? You got

634
00:39:18.000 --> 00:39:22.599
to remember your your Steve Jobs from Apple here. If

635
00:39:22.679 --> 00:39:25.880
you had known Steve Jobs when he was creating Apple,

636
00:39:26.719 --> 00:39:28.800
would you have wanted Steve Jobs to look at his

637
00:39:28.880 --> 00:39:31.239
list of people who he could be asking to invest

638
00:39:31.239 --> 00:39:34.880
in Apple? See your name and go, Nah, Angela, wouldn't

639
00:39:34.880 --> 00:39:40.239
be interested, wouldn't care? Right, you'd be mad at him.

640
00:39:40.480 --> 00:39:46.760
He saw my conference this, But instead of offering an

641
00:39:46.760 --> 00:39:50.320
investment that's going to make them financial wealth, you're offering

642
00:39:50.360 --> 00:39:56.760
someone who was experienced domestic violence themselves an opportunity to

643
00:39:56.800 --> 00:39:59.079
make sure that never happens to somebody ever. Again. What

644
00:39:59.480 --> 00:40:04.679
kind of amazing, astounding opportunity are you offering right there?

645
00:40:05.360 --> 00:40:09.280
So you then identify the next group of people in

646
00:40:09.320 --> 00:40:11.719
your donor cloud who you're gonna have to start having

647
00:40:11.800 --> 00:40:14.360
vision meetings with. And in this meeting you learn about

648
00:40:14.400 --> 00:40:16.880
the donor. What are you interested in? What do you

649
00:40:16.920 --> 00:40:18.639
care about? We have a whole script, a whole outline

650
00:40:18.639 --> 00:40:20.519
we go through that helps you walk through this meeting.

651
00:40:20.800 --> 00:40:23.360
But you get an idea of why would they care?

652
00:40:23.440 --> 00:40:25.800
What's the benefit they get? Out of the project. That's

653
00:40:25.880 --> 00:40:28.880
how you do this ethically, if you know what benefit

654
00:40:28.960 --> 00:40:30.840
they get out of the project, and then you just

655
00:40:30.880 --> 00:40:35.639
get to excitingly offer them the opportunity to do so. Right. Absolutely,

656
00:40:35.800 --> 00:40:38.920
you do those vision meetings, and my god, you are

657
00:40:39.039 --> 00:40:41.280
high as a kite on those vision meetings. And at

658
00:40:41.320 --> 00:40:43.599
the end of those vision meetings, you mean you very

659
00:40:43.719 --> 00:40:46.199
very clear with these meetings, both the advice and the

660
00:40:46.280 --> 00:40:50.239
vision you are not asking for money in either because

661
00:40:50.280 --> 00:40:52.800
you have not yet determined until you're done with those

662
00:40:53.920 --> 00:40:59.159
what this would would motivate what benefit this potential donor

663
00:40:59.239 --> 00:41:01.079
gets out of being a part to this project. This

664
00:41:01.119 --> 00:41:04.440
is how you do it ethically. Once you have identified

665
00:41:04.440 --> 00:41:08.400
that benefit, once they're excited over the moon, you ask

666
00:41:08.519 --> 00:41:12.760
permission to bring a proposal to them in then ask meeting.

667
00:41:13.719 --> 00:41:18.440
If you follow that three step process of advice and

668
00:41:18.480 --> 00:41:23.320
then vision and then ask, they know you're asking for money.

669
00:41:23.760 --> 00:41:26.920
You know you're asking for money. They're excited about the project.

670
00:41:27.000 --> 00:41:29.599
You're excited about the project. The only thing that's left

671
00:41:29.639 --> 00:41:32.239
is to iron out the details and get the check.

672
00:41:32.960 --> 00:41:34.800
Yes, absolutely, and.

673
00:41:34.880 --> 00:41:36.119
That's how you ask people for money.

674
00:41:37.840 --> 00:41:42.039
Yeah, that is really cool. Okay, Well we have this

675
00:41:42.199 --> 00:41:50.920
whole like group of people gen Z and millennials. Now,

676
00:41:50.960 --> 00:41:54.239
you know, one thing I have noticed because I you know,

677
00:41:54.800 --> 00:41:58.360
surf the the WAYLB a lot, because I've got grandchildren

678
00:41:59.039 --> 00:42:04.639
and they seem to not have one ouncil problem putting

679
00:42:04.719 --> 00:42:09.199
up a GoFundMe. I'm moving to a new apartment, send

680
00:42:09.280 --> 00:42:13.280
me some money. I'm doing this since they seem to

681
00:42:13.320 --> 00:42:19.360
have a totally different attitude about just you know, at

682
00:42:19.360 --> 00:42:22.920
any time, Hey, I need some money, send me some money.

683
00:42:23.039 --> 00:42:23.840
Is that real?

684
00:42:24.119 --> 00:42:24.440
Is that?

685
00:42:24.599 --> 00:42:27.480
You know? Is that how they function? Is that how

686
00:42:28.000 --> 00:42:30.519
you were able to reach them? Or you know, how

687
00:42:30.519 --> 00:42:35.599
do you get that next generation to be givers into

688
00:42:35.679 --> 00:42:39.559
something of value?

689
00:42:39.840 --> 00:42:44.239
So for most nonprofits, the people who are going to

690
00:42:44.280 --> 00:42:47.480
give you money are people who have entered the phase

691
00:42:47.519 --> 00:42:51.639
of their life where they have that money right right right.

692
00:42:51.760 --> 00:42:55.119
So there might be some people who are millennials on

693
00:42:55.159 --> 00:42:56.920
that list. I mean, millennials are starting to get pretty

694
00:42:56.960 --> 00:43:00.000
old at this point. There are some people who are

695
00:43:00.079 --> 00:43:01.679
millennials on that list. There might even be some people

696
00:43:01.719 --> 00:43:04.199
who are gen z on that list. For the vast

697
00:43:04.199 --> 00:43:07.079
majority of what we work with, you're going to be

698
00:43:07.119 --> 00:43:12.360
asking individuals who have kind of peaked their career already

699
00:43:13.119 --> 00:43:17.639
and achieved what capitalism has to offer, but then look

700
00:43:17.679 --> 00:43:19.880
at the rest of the world and want to give back.

701
00:43:20.440 --> 00:43:24.599
But in my generation, there are lots of people who

702
00:43:25.440 --> 00:43:31.480
do want to and are excited about giving, and the

703
00:43:31.559 --> 00:43:38.679
most important thing for my generation is a sense of community. Really,

704
00:43:39.480 --> 00:43:44.599
getting millennials to give is the same concept. You still

705
00:43:44.639 --> 00:43:46.320
have to have the impact project, you still have to

706
00:43:46.360 --> 00:43:48.800
have the exciting thing that they're getting involved in. There's

707
00:43:48.840 --> 00:43:53.760
still that actual transfer of value, but there's also this

708
00:43:53.920 --> 00:43:55.880
sense that there's a lot of other people around me

709
00:43:56.480 --> 00:43:59.960
who are doing the same and that gets into you know,

710
00:44:00.199 --> 00:44:02.719
it goes beyond asking people for money, and it gets

711
00:44:02.760 --> 00:44:06.800
into your kind of fifth phase of sustainability, which is

712
00:44:06.840 --> 00:44:11.159
creating a donor community. Creating this sense of not only

713
00:44:11.199 --> 00:44:13.159
am I doing this, not only am I doing this

714
00:44:13.239 --> 00:44:15.119
with you, but I'm doing this with you and you

715
00:44:15.199 --> 00:44:17.079
and you and you and all these people around me.

716
00:44:18.000 --> 00:44:21.840
Creating that community is where you start to bring in

717
00:44:22.920 --> 00:44:26.960
some of the smaller recurring donations things like that from

718
00:44:27.199 --> 00:44:28.559
the millennial crowd.

719
00:44:29.440 --> 00:44:36.480
MM And so when you get your donor cloud, is

720
00:44:36.519 --> 00:44:41.400
there an expectation that they're going to be recurring or

721
00:44:42.559 --> 00:44:46.880
is there something you need to do to keep them recurring.

722
00:44:48.719 --> 00:44:51.800
This relates to one of the most common questions that

723
00:44:51.880 --> 00:44:55.639
I get asked, which is, Okay, Dan, so I believe

724
00:44:55.679 --> 00:45:00.159
you that my current donors and my past donors my

725
00:45:00.239 --> 00:45:03.880
best people. How do I ask someone for money again? Like?

726
00:45:03.920 --> 00:45:05.400
How long do I have to wait? It's usually the

727
00:45:05.480 --> 00:45:07.039
question how long do you have to wait to ask

728
00:45:07.039 --> 00:45:09.880
for someone for money again? Well? Okay, let's compare this

729
00:45:09.920 --> 00:45:14.679
to business. If you buy something from me and I

730
00:45:14.760 --> 00:45:17.440
give you a promise, how long do I have to

731
00:45:17.480 --> 00:45:19.199
wait before I ask you for money again?

732
00:45:19.760 --> 00:45:20.159
Mm hmm.

733
00:45:21.880 --> 00:45:24.440
Throw out a guess, angela, how long How long do

734
00:45:25.119 --> 00:45:27.239
I have to wait? If you buy something from me

735
00:45:27.280 --> 00:45:28.800
and I give you a promise, how long do you

736
00:45:28.800 --> 00:45:29.800
have to wait to ask again?

737
00:45:30.920 --> 00:45:34.519
Oh? I would say six months.

738
00:45:35.360 --> 00:45:39.679
When I delivered. When I deliver on that promise.

739
00:45:40.679 --> 00:45:45.159
Oh, when you deliver, then you can ask again.

740
00:45:44.960 --> 00:45:49.480
Right away Amazon right If you buy stuff on Amazon

741
00:45:49.920 --> 00:45:52.800
and it doesn't show up at your house, guess who

742
00:45:52.840 --> 00:46:01.599
you're not buying from again? You You can ask someone

743
00:46:01.639 --> 00:46:05.079
for money once you've delivered the impact you promised the

744
00:46:05.199 --> 00:46:08.880
last time you have money, and once you've shown them

745
00:46:09.079 --> 00:46:11.559
that you've delivered that impact you know, you can't just

746
00:46:11.639 --> 00:46:13.679
do it and then not show them. You do it

747
00:46:13.719 --> 00:46:17.599
to show them, and then you can repeat the cycle,

748
00:46:18.199 --> 00:46:20.079
ask them for advice on what they think the next

749
00:46:20.079 --> 00:46:24.679
phase should be, right, and then then you can turn

750
00:46:25.079 --> 00:46:31.239
one time one bet donors into recurring donors and then

751
00:46:31.280 --> 00:46:34.159
you get your unrestricted funding. Then you because you've proven

752
00:46:34.199 --> 00:46:38.119
yourself to them with your organization. Once you've proven yourself,

753
00:46:38.119 --> 00:46:39.400
you can go to that person and give you thy

754
00:46:39.519 --> 00:46:42.119
twenty five hundred whatever that's going to be one hundred,

755
00:46:42.119 --> 00:46:44.480
two hundred and fifty dollars five hundred dollars a month donor.

756
00:46:44.880 --> 00:46:47.400
That's really smart because that's going to set up sustainability

757
00:46:47.400 --> 00:46:51.480
of your organization. But you have to prove yourself.

758
00:46:51.159 --> 00:46:58.840
First, right right, So oh, I asked this question here.

759
00:47:00.039 --> 00:47:02.039
If you have proven yourself, do you kind of like

760
00:47:02.119 --> 00:47:07.360
send them like a little letter or a flyer or

761
00:47:07.400 --> 00:47:11.159
something showing the results of what or the impact that

762
00:47:11.320 --> 00:47:16.360
was made and then you know, kind of give a

763
00:47:16.360 --> 00:47:20.760
little nudge. We have another project coming to even expand

764
00:47:20.800 --> 00:47:23.920
on what we've already accomplish. You know, if you would

765
00:47:24.000 --> 00:47:28.840
like to give here are the options something like that.

766
00:47:28.920 --> 00:47:31.320
I know that's what happens to me. I get in

767
00:47:31.320 --> 00:47:32.360
the mail all the time.

768
00:47:35.559 --> 00:47:40.960
I do tend to like a gap between telling them

769
00:47:41.400 --> 00:47:44.800
what the impact is and then asking again, so I

770
00:47:44.920 --> 00:47:49.840
encourage people people this is a fundraising mentor of mine

771
00:47:49.960 --> 00:47:52.559
said this to me, and well, there are more complicated frameworks.

772
00:47:52.599 --> 00:47:54.840
I think this is the simplest one. People give for

773
00:47:54.840 --> 00:47:57.159
three reasons. They get for the head, for the heart,

774
00:47:57.199 --> 00:48:00.960
from the guy. Some people give from the guy. They

775
00:48:01.039 --> 00:48:02.639
just they see it and they're like, I gotta do

776
00:48:02.679 --> 00:48:06.679
something about that. Boom, here's money. Some people get from

777
00:48:06.719 --> 00:48:09.920
the head. I have reviewed your impact and I've reviewed

778
00:48:09.960 --> 00:48:12.480
your stats, and it looks like you're delivering the real

779
00:48:12.480 --> 00:48:15.440
impact that I want. Here's the money, And some people

780
00:48:15.440 --> 00:48:18.599
get from the heart. You've told me this story. I

781
00:48:18.840 --> 00:48:22.760
you know, I'm heartrended by it. I am really excited

782
00:48:22.960 --> 00:48:27.760
about this, and they give you money. It is important

783
00:48:27.760 --> 00:48:31.000
once a donor does give, to identify which one of

784
00:48:31.039 --> 00:48:36.239
those they are primarily and then deliver them the impact

785
00:48:36.519 --> 00:48:40.440
along that line. So that might let's say, for someone

786
00:48:41.239 --> 00:48:44.960
who gives from the heart, you might have one of

787
00:48:45.000 --> 00:48:49.119
the recipients of your money send them a letter telling

788
00:48:49.119 --> 00:48:53.719
them how much it mattered to them. For someone who

789
00:48:53.760 --> 00:48:57.079
gives from the head. You might send them the stats.

790
00:48:57.119 --> 00:49:00.320
You might send them the improvements on performance of your

791
00:49:00.559 --> 00:49:06.079
workforce development. You might send them how frugal you were

792
00:49:06.519 --> 00:49:09.679
with the money. In addition to that, and for someone

793
00:49:09.679 --> 00:49:14.679
who gives from the gut, you might send them an

794
00:49:14.760 --> 00:49:17.119
instance that happened while you were just a story that

795
00:49:17.199 --> 00:49:20.920
happened while you were doing this project that just illustrates

796
00:49:20.920 --> 00:49:25.519
how important it is. But I like to separate that

797
00:49:25.599 --> 00:49:28.840
a little bit from and can I have more money?

798
00:49:29.679 --> 00:49:32.559
I do it personally with asking for advice on the

799
00:49:32.599 --> 00:49:37.639
next project. You can do it by sending them the

800
00:49:37.719 --> 00:49:40.599
impact and then a month later telling them, hey, we

801
00:49:40.679 --> 00:49:43.599
have this new project cooked up. Let's talk, or a

802
00:49:43.599 --> 00:49:46.920
month later sending them the ask for money. I do

803
00:49:47.079 --> 00:49:48.440
like there be a little bit of a gap so

804
00:49:48.440 --> 00:49:50.920
they can revel in the good feeling for longer than

805
00:49:50.960 --> 00:49:57.000
thirty seconds before you ask for their wallet again. I

806
00:49:57.039 --> 00:49:59.159
don't know how you feel when you're scrolling through your

807
00:49:59.159 --> 00:50:01.599
mail and you're just like, oh, that's such an amazing story.

808
00:50:01.639 --> 00:50:03.800
I look, they're asking for money again. I want you

809
00:50:03.880 --> 00:50:07.119
to have a little bit longer, to have that good feeling.

810
00:50:09.719 --> 00:50:15.679
Give us a little break. Yeah, you have training sessions

811
00:50:15.719 --> 00:50:19.519
that provide all this information and more. How can someone

812
00:50:19.760 --> 00:50:22.480
be a part of your training sessions because you know,

813
00:50:22.599 --> 00:50:26.079
it's like customer service. Everybody says, oh, do customer service,

814
00:50:26.159 --> 00:50:29.320
but they never get trained and then they're upset because

815
00:50:29.599 --> 00:50:33.360
you know, the customers are complaining they need training the

816
00:50:33.400 --> 00:50:38.119
same thing here. So how can the audience get in

817
00:50:38.199 --> 00:50:42.960
touch with you to attend your sessions and you know,

818
00:50:44.159 --> 00:50:48.480
book some coaching from you at next level nonprofits?

819
00:50:49.320 --> 00:50:50.800
Yeah, I think a great way to get to know

820
00:50:50.920 --> 00:50:53.440
me is to attend one of the sessions. In each

821
00:50:53.480 --> 00:50:56.199
of the sessions, we don't just teach the concepts. We

822
00:50:56.360 --> 00:51:00.239
also answer, like help walk at least a couple organizations

823
00:51:00.280 --> 00:51:04.519
through how to implement it for their organ their specific organization.

824
00:51:04.760 --> 00:51:10.000
So I've got a session coming up actually this week

825
00:51:10.400 --> 00:51:14.480
on Thursday, the twenty ninth, at noon Eastern, We're going

826
00:51:14.519 --> 00:51:17.639
to have beat the Wave. If you are a nonprofit

827
00:51:17.719 --> 00:51:22.159
leader who always plans to do more fundraising this year,

828
00:51:22.239 --> 00:51:24.880
but then the wave of all your other responsibilities comes

829
00:51:24.960 --> 00:51:27.719
up and knocks you over, this session is for you.

830
00:51:28.320 --> 00:51:32.719
We are developing quarter by quarter fundraising improvement plans so

831
00:51:32.760 --> 00:51:35.599
that you can develop a better fundraising plan going into

832
00:51:35.599 --> 00:51:37.719
twenty twenty six, so you can go. You can go

833
00:51:37.800 --> 00:51:40.039
to that session. I'm going to give you the link Angelus.

834
00:51:40.079 --> 00:51:42.360
It'll be in the show notes and people can use that.

835
00:51:43.480 --> 00:51:45.760
And then if you want to know when the sessions

836
00:51:45.760 --> 00:51:48.960
are coming up, go to next Level Nonprofits dot us

837
00:51:49.400 --> 00:51:51.199
and sign up for an email list. You get on

838
00:51:51.239 --> 00:51:53.519
the email list, I send you one email a week

839
00:51:53.760 --> 00:51:58.199
usually and it starts with a story, so you're always

840
00:51:58.239 --> 00:52:00.679
going to get real stories from the field, real stories

841
00:52:00.719 --> 00:52:03.719
about fundraising, sometimes real stories about my life, my kids,

842
00:52:04.159 --> 00:52:07.760
my dog, And they're always going to have a fundraising

843
00:52:07.840 --> 00:52:10.199
lesson and usually a resource attached to it. And you

844
00:52:10.239 --> 00:52:14.559
can get on that newsletter at next Level Nonprofits dot us.

845
00:52:14.719 --> 00:52:17.960
Oh great, well, Daniel, I just wanted to say, I

846
00:52:18.000 --> 00:52:21.480
hope they took all their notes, and if you didn't,

847
00:52:21.880 --> 00:52:26.320
then you need to contact him so that you can

848
00:52:26.599 --> 00:52:29.199
go to the sessions. You can get trained, you can

849
00:52:29.239 --> 00:52:34.000
get coaching, and because I know you need the funding

850
00:52:35.199 --> 00:52:37.320
to be able to do the work that you're wanting

851
00:52:37.360 --> 00:52:42.400
to do out there in the communities. This has been wonderful.

852
00:52:42.519 --> 00:52:47.199
I appreciate you being on a Shark Consulting is on

853
00:52:47.360 --> 00:52:52.440
every Monday at eleven am Eastern time eight am Pacific time.

854
00:52:52.559 --> 00:52:56.199
We always bring great guests like Daniel to be able

855
00:52:56.239 --> 00:53:00.000
to help you be your best self and be successful

856
00:53:00.199 --> 00:53:05.719
and what you're doing. So until next time, stay informed.

857
00:53:09.519 --> 00:53:11.639
I want to thank you for joining us on a

858
00:53:11.800 --> 00:53:15.519
sharp outlook. We have been informed and energized to take

859
00:53:15.559 --> 00:53:19.239
the next steps. We have posted links to websites and

860
00:53:19.360 --> 00:53:23.159
videos to learn more on today's topic. Please join us

861
00:53:23.159 --> 00:53:27.559
again next week for another thought provoking conversation right here

862
00:53:27.920 --> 00:53:32.719
on key for HD radio and Talk for TV. Listen

863
00:53:32.719 --> 00:53:36.960
to the podcast on all the podcast apps, and until

864
00:53:37.039 --> 00:53:39.239
next week, stay informed.