Major Gifts Fundraiser: Recent Episodes
Clark Vandeventer
Practical fundraising advise in bite size segments. We are committed to helping you get the most money from your list without ruining relationships with your current donors.
In the past, you may have heard Clark Vandeventer talk about adding steps to the process. The more you elongate the major gift process and slowly bring your donors along, the safer you'll be. Clark recently heard Amazon Founder Jeff Bezos share the same idea with the phrase, "Slow is smooth and smooth is fast."
The phrase "slow is smooth and smooth is fast" is a military saying that emphasizes the importance of taking time to do things carefully and methodically, rather than rushing and risking mistakes. It can also be thought of as the power of strategic thinking and deliberate action.
Clark also shared in this episode that
- We are giving away FREE ACCESS to MasterClass! Sign up for Peak Performance Fundraising (basically THE MasterClass of Fundraising) and get a one year subscription to MasterClass for free! Peak Performance Fundraising is normally $1495, but we are offering it now for only $500, but you have to email Clark at clark@majorgiftsfundraiser.com to get a promo code.
- We are hiring a Podcast Producer and Social Media Manager! We are seeking a creative and detail-oriented Podcast Producer and Social Media Manager to oversee the production of our podcast series and manage our social media presence. The ideal candidate will be responsible for all aspects of podcast production and will develop and implement social media strategies to promote our content and engage with our audience. This will be the lead person working to transform the Major Gifts Fundraiser Podcast and the Around the World with Mr. Clark Podcast from basic “click record and talk” podcasts and into beautifully produced podcasts and to create dynamic and engaging social media content to promote these podcasts and grow our influence and impact. If you are interested, or know someone who could be a fit, reach out to Clark directly at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
It's another Masterclass inspired episode. In this episode, Clark Vandeventer shares some of his notes from Robin Arzón's MasterClass on Mental Strength. Robin Arzón is an exercise instructor and author, best known as an instructor at Peloton, for which she is also the Vice President of Fitness Programming.
Clark shares an incredible mental test he picked up from Robin for you to use whenever you hear yourself saying, "I don't have time."
Her JOY METRIC also inspired a twist on a mental exercise Clark has been doing for 20+ years.
Great quotes from Robin:
"The pursuit of movement unlocks endorphins but the pursuit of movement also enables us to have a relationship with discomfort and discomfort becomes less scary. so when things get real like when a capital r in our lives we have these smaller less intense, hopefully less stress inducing moments where we rose above. I believe that willpower and resiliency are also muscles worth exercising and they really go hand in hand so when you are willing to get uncomfortable physically you become tenacious mentally and I talk about ritualizing discomfort because we create a ritual around I'm going to go this distance today or I'm going to push this intensity today."
"Pain will become power."
Robin's MasterClass: https://www.masterclass.com/classes/robin-arzon-teaches-mental-strength?utm_campaign=Share&utm_medium=Copy&utm_source=class_guest_next
Robin on Instagram: https://www.instagram.com/robinnyc
Clark also shared in this episode that
- We are giving away FREE ACCESS to MasterClass! Sign up for Peak Performance Fundraising (basically THE MasterClass of Fundraising) and get a one year subscription to MasterClass for free! Peak Performance Fundraising is normally $1495, but we are offering it now for only $500, but you have to email Clark at clark@majorgiftsfundraiser.com to get a promo code.
- We are hiring a Podcast Producer and Social Media Manager! We are seeking a creative and detail-oriented Podcast Producer and Social Media Manager to oversee the production of our podcast series and manage our social media presence. The ideal candidate will be responsible for all aspects of podcast production and will develop and implement social media strategies to promote our content and engage with our audience. This will be the lead person working to transform the Major Gifts Fundraiser Podcast and the Around the World with Mr. Clark Podcast from basic “click record and talk” podcasts and into beautifully produced podcasts and to create dynamic and engaging social media content to promote these podcasts and grow our influence and impact. If you are interested, or know someone who could be a fit, reach out to Clark directly at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
In this episode, Chief Fundraising Coach Clark Vandeventer goes through the basic script for the four types of donor meetings
- Discovery
- Cultivation
- Solicitation
- Stewardship
What are the go-to questions for each of these different type of meetings? How are the goals for each type of meeting different?
email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
Michael Lewis is the author of more than 20 books, including 3 that have become major motion pictures (Moneyball, The Blind Side, The Big Short).
Host Clark Vandeventer shares highlights for fundraisers from his Masterclass on How to Tell a Great Story.
Link: https://www.masterclass.com/series/tell-a-great-story
From of this podcast:
- You're probably pretty good at telling your story, but becoming a GREAT story teller is HARD work
- People are not interested in you or your story. They are interested in themselves. Make your story about them.
email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
Host Clark Vandeventer answers a listener email and addresses the question, "What's the right amount to ask for?"
email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
Host Clark Vandeventer shares highlights for fundraisers from the MasterClass on Purposeful Communication with George Stephanopoulos.
Focus of this podcast episode:
- Doing your preparation
- Time Management
- Using body language in donor meetings
- Utilizing silence (not just the silence after you asked for a gift)
email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
What is your next right thing with your donor? Getting a visit? Making an ask? Closing a gift? Whatever the next thing is that you need to do, BEFORE you do that, think about 2-3 steps you can add to the process.
email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
Do you know who your top people are? Your Top 2-3 prospects? Your Top 5? Your Top 10? This may be the masterskill of success in fundraising. And, you could get the names wrong and still be right!
Email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
Where are you essential as a fundraiser? As a human being? In this episode Clark talks about focusing on the most important things.
Don't foget -- email Clark to reserve your spot in a group coaching cohort. Deadline is January 31.
Email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
Have you heard the legendary story of the guy who returned tires to Nordstrom? In this episode, Clark Vandeventer recounts the story of a recent experience he had with a local business, and how these employees were clearly not trained by Nordstroms. Examples of how you can set yourself apart as a fundraiser by BEING KNOWLEDGABLE.
Email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
Clark Vandeventer opens this episode by talking about a favorite mantra: things you measure get better, things you don't won't.
Also, when we expect and require excellence of ourselves in one area, that bleeds over to other areas of our life.
Then, Clark gives some tips on how you can use the month of November to report on your good work while expressing gratitude.
Email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
In this epsidode host Clark Vandeventer shares and expands on 3 ideas from Brian Tracy's book "Be a Sales Superstar." This is Part 2.
Building Long-Term Relationships
Using Educational Selling
Building Mega-credibility
Email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
In this epsidode host Clark Vandeventer shares and expands on 3 ideas from Brian Tracy's book "Be a Sales Superstar."
The Winning Edge Principle
Being Brilliant at the Basics
And the classic sales formula AIDA
Email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
In this episode, Clark Vandeventer talks about the three big pieces to your year-end, and that starts with spending the month of November exuding gratitude.
Email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
Can you text your donors? Is that appropriate?
If you're asking that question, it may be an indication we have another issue to deal with. Host Clark Vandeventer talks about whether it's appropriate to text your donors.
Email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
Clark shares a list of 30 tips for connecting with others. This is great life advice for caring for others and creating a high touch environment.
Email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
In this episode Clark talks about his recent experience helping an organization frame the experience key stakeholders would have at a 75th anniversary gala. True service comes from the heart. He also gave students he trained a fun visual image: A Conversation Sandwich.
Email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
Clark walks through the 6 Levels of Fundraisers and invites you to an honest moment of self-assessment? Where are you at? What level are you?
Email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
Clark goes through a long list -- a quiver of ways -- to thank and steward your donors. This is not an exhaustive list, but here are some ideas to get you thinking about how to creatively thank your donors.
What would you add to the list? Email Clark at clark@majorgiftsfundraiser.com
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
Why do we love our donors? Is it because if they feel like we love them, they'll give more money? Or, is it because we actually love them?
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
In this episode of the podcast Clark talks about the book From Strength to Strength by Arthur C. Brooks. Have you ever felt burnt out as a fundraiser? It's one thing to be tired. It's another thing to be exhausted -- to feel like you can't do this anymore. You are not the only one.
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
11:22 - "If you have a donor who you think could give a million dollars, don't spend two years cultivating them for a million dollar gift."
In this episode, Clark Vandeventer emphasizes the importance of balancing relationship-building and asking for gifts in fundraising. While it's crucial to cultivate relationships with potential donors and avoid coming across as someone who is always asking for money, it's also necessary to let people know that you are a fundraiser. Timing is also crucial, as it's recommended to ask for smaller gifts early on in the relationship to gauge a donor's interest and willingness to give, rather than spending a lot of time cultivating them for a larger gift.
Clark suggests that fundraisers should identify potential donors who can give early gifts without much cultivation. These early gifts can help fundraisers determine the level of giving that a donor is capable of and can lead to larger donations in the future. Clark advises that fundraisers need to become known as fundraisers at some point in order to ask for donations effectively. However, they should also be mindful of not getting a reputation of always asking for money in every conversation.
Clark also discusses the question of how long one should cultivate a donor before asking for a gift. Clark explains that there is no set timeline for this and that fundraising is not a science. Clark gives examples of meeting with a donor 19 times before asking for a major gift and also meeting with donors and asking for a gift on the first meeting. The timeline for cultivating donors can vary based on the type of gift being asked for. For example, for a major gift, it may take longer to cultivate the donor, while for a smaller gift, the cultivation process may be shorter
Overall, the episode emphasizes the importance of cultivating donors, but also highlights the need for flexibility and adapting to each individual donor and situation. Fundraisers need to find a balance between building relationships and making asks, as both are crucial for successful fundraising. By identifying potential donors and strategically asking for early gifts to determine their level of giving, fundraisers can increase their chances of success.
Major Gifts Fundraiser on Instagram:
https://www.instagram.com/majorgiftsfundraiser/
Major Gifts Fundraiser on Facebook:
https://www.facebook.com/majorgiftsfundraiser
Major Gifts Fundraiser on LinkedIn:
https://www.linkedin.com/company/major-gifts-fundraiser/
Email Clark:
clark@majorgiftsfundraiser.com
Zoom with Clark:
Find an available time on Clark’s calendar and schedule a Zoom call him: https://calendly.com/clarkvand
Learn more at:
https://majorgiftsfundraiser.com/
Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
In general, fundraisers spend too much time thinking about their pitch. Listen the gift. But still, there comes a point when it's time to make your pitch. In this episode, Clark shares 13 tips to keep in mind when making your pitch. You can email Clark for a copy of this list -- or any other resource you've heard about on the podcast. Email is clark@majorgiftsfundraiser.com. You can also find Major Gifts Fundraiser on social media. Just search for Major Gifts Fundraiser on your favorite platform.
Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
We’re building a community – it’s people who aspire to be in the Top 5% of their field. Yes, you want to raise more money. Of course you want to raise more money. But our tribe is more than people who want hacks to figure out how to raise more money. It’s people who are committed to excellence. It’s for people who respect craft. Who want to know that they’re among the best. The additional money you’ll raise -- it’s the icing on the cake.
In this podcast Clark talks about the consistent work required to become a Peak Performance Fundraiser.
Questions? Email Clark at clark@majorgiftsfundraiser.com
Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
Thank you, thank you, thank you! Developing a culture of thanks and gratitude. Don't just do "BIG THINGS" -- do lots of little things (in a system) and then do BIG THINGS on top of that system. Clark mentions two resources in this episode that you can email him for -- his 57 ways to thank and steward a donor, and his checklist for writing a good thank you letter. You can email Clark at clark@majorgiftsfundraiser.com
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
You should always be working to aquire new donors. But, what are you doing with your current list? How are you loving on the donors who are already giving to your organization? Do you know the full potential of each of your donors? (You don't). You can email Clark to ask him about anything from this episode at clark@majorgiftsfundraiser.com.
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
In this episode of the podcast Clark talks about taking small steps to acheive big dreams. He talks about his goal to run 100 Miles, the movie Moneyball, and your goal to raise a million dollars. What are the small steps we need to take today to achieve these dreams. Talks about Points System and Lead Measures and Lag Measures. Email Clark for any resources he talked about in today's episode at clark@majorgiftsfundraiser.com
--- Send in a voice message: https://podcasters.spotify.com/pod/show/clark-at-major-gifts-fundraiser/message
Monica is back on the podcast! She copntinues the discussion of "What is the problem you exist to solve" and gets into the process of identifying your ideal donor. You can reach out to Clark or Monica. Clark is at clark@majorgiftsfundraiser.com and Monica is at monica@majorgiftsfundraiser.com
Follow Clark on Instagram: https://www.instagram.com/clarkvand/
Follow Major Gifts Fundraiser on Istagram: https://www.instagram.com/majorgiftsfundraiser/
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In this episode of the podcast Clark interviews Monica on your WHY. "What is the problem you exist to solve?" You have to answer that question. The problem is not that you need to hit your annual fund goal. What is your why? What is the problem that you exist to solve?
Email Monica at monica@majorgiftsfundraiser.com or Clark at clark@majorgiftsfundraiser.com
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Force yourself to be more concise and more disciplined in how you tell your story. The Pixar Pitch gives you 6 sentences to tell your story. Fill in these blanks and you've got your pitch.
You should enroll in Peak Performance Fundraising. Go to https://majorgiftsfundraiser.com/ to enroll in Peak Performance Fundraising and start your journey today. Use the promo code MGFPodcast for 20 percent off. You can email Clark at clark@majorgiftsfundraiser.com
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13 things to keep in mind when making your pitch.
You should enroll in Peak Performance Fundraising. Go to https://majorgiftsfundraiser.com/ to enroll in Peak Performance Fundraising and start your journey today. Use the promo code MGFPodcast for 20 percent off. You can email Clark at clark@majorgiftsfundraiser.com
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These are the must reads. Books that are foundational to Clark's life. If you want to Level up as a fundraiser, you’re going to have to sweat a little. You’re going to have to spend time reading one of these books on your next flight instead of watching a movie. You should be enrolled in one of our virtual training programs. You should enroll in Peak Performance Fundraising. Go to https://majorgiftsfundraiser.com/ to enroll in Peak Performance Fundraising and start your journey today.
In this episode Clark recommends loads of books. He also mentions a few podcast interviews. We have linked to most of those here.
Lead the Field: https://www.amazon.com/Lead-Field-Earl-Nightingale-audiobook/dp/B00OH7A278
Strangest Secret: https://youtu.be/y5x-KjBME_E
Brian Tracy on Amazon: https://www.amazon.com/stores/Brian-Tracy/author/B001H6OMRI?
Harry Beckwith on Amazon: https://www.amazon.com/stores/Harry-Beckwith/author/B000AP8Q0Q
Jim Collins Good to Great on Amazon: https://www.amazon.com/Good-Great-Some-Companies-Others/dp/0066620996
Jay Abraham, Getting Everything You Can Out of All You've Got: https://www.amazon.com/Getting-Everything-You-Can-Youve/dp/0312284543
John Maxwell: https://www.maxwellleadership.com/
Listen Up! Book on Amazon: https://www.amazon.com/Listen-Up-Relationships-Productive-Listening/dp/0312242654
Forces for Good: https://www.amazon.com/Forces-Good-Practices-High-Impact-Nonprofits/dp/1118118804
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For you to be the kind of fundraiser you want to be -- you’ve got to put in the work. If you want to Level up as a fundraiser, you’re going to have to sweat a little. You’re going to have to spend time reading one of these books on your next flight instead of watching a movie. You should be enrolled in one of our virtual training programs. You should enroll in Peak Performance Fundraising. Go to https://majorgiftsfundraiser.com/ to enroll in Peak Performance Fundraising and start your journey today.
In this episode Clark recommends loads of books. He also mentions a few podcast interviews. We have linked to most of those here.
You can learn more about Seth Godin by going to https://www.sethgodin.com/
Seth's interview with Tim Ferriss: https://tim.blog/2020/10/26/seth-godin-the-practice/
Learn more about Brené Brown and her work: https://brenebrown.com/
Brené Brown TedTalk: https://youtu.be/iCvmsMzlF7o
Brené Brown interview with Tim Ferriss: https://tim.blog/2020/02/06/brene-brown-striving-self-acceptance-saving-marriages/
The Starbucks Experience: https://www.amazon.com/Starbucks-Experience-Principles-Ordinary-Extraordinary/dp/0071477845
The New Gold Standard: https://www.amazon.com/New-Gold-Standard-Leadership-Ritz-Carlton-ebook/dp/B0015DTUSE
The Nordstrom Way: https://www.amazon.com/Nordstrom-Customer-Experience-Excellence-Values-Driven/dp/1119375355
Be Our Guest: https://www.amazon.com/Our-Guest-Perfecting-Institute-Leadership-ebook/dp/B006N47ZPK
Objections: https://www.amazon.com/Objections-Ultimate-Mastering-Science-Getting/dp/1119477387
Trusted Advisor: https://www.amazon.com/Trusted-Advisor-David-H-Maister/dp/0743212347
The Road Back to You: https://www.amazon.com/Road-Back-You-Enneagram-Self-Discovery/dp/0830846190
5 Love Languages: https://www.amazon.com/Love-Languages-Secret-that-Lasts/dp/080241270X
The Alchemist: https://www.amazon.com/Alchemist-Paulo-Coelho/dp/0061122416
How to Think Like a Roman Emperor: https://www.amazon.com/How-Think-Like-Roman-Emperor-ebook/dp/B07D2C5NNV
What are your favorite books? email Clark at clark@majorgiftsfundraiser.com.
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In this episode Clark shares 2 of his 12 goals for the year and discusses how they practically move from back-burner to front-burner to done. Questions? Comments? Need help? Want to bring in Clark for a Strategic Fundraising Workshop? Email Clark at clark@majorgiftsfundraiser.com.
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In the last episode (#141: Assertive Sales Position > "I don't want to seem pushy...") Clark briefly mentioned how we need an assertive sales positon coupled with excellence throughout the sales process. That episode focused on the assertive sales position and only mentioned excellence throughout the process. This episode is about excellence throughout the process. Everything matters. Tiny details, all added up, not only create an impression -- they are who you are. Questions? Comments? Need help? Want to bring in Clark for a Strategic Fundraising Workshop? Email Clark at clark@majorgiftsfundraiser.com.
Books mentioned by Clark in this episode:
Starbucks Experience: https://www.amazon.com/Starbucks-Experience-Principles-Ordinary-Extraordinary/dp/0071477845
Selling the Invisible: https://www.amazon.com/Selling-Invisible-Field-Modern-Marketing/dp/0446672319
Nordstrom Way: https://www.amazon.com/Nordstrom-Customer-Experience-Excellence-Values-Driven/dp/1119375355
Be Our Guest: https://www.amazon.com/Our-Guest-Perfecting-Institute-Leadership-ebook/dp/B006N47ZPK
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So you don't want to seem pushy? That's fine, but just so you know, studies show that an assertive, assumptive sales position outperforms the "non-pushy" positin, by a lot! And why wouldn't you have an assumptive position? You have something of great value that you offer to the donor. You are a world-changer making things happen, and you are inviting people to join you in changing the world. Questions? Comments? Need help? Want to bring in Clark for a Strategic Fundraising Workshop? Email Clark at clark@majorgiftsfundraiser.com.
Here's the book Objections by Jeb Blount on Amazon: https://www.amazon.com/Objections-Ultimate-Mastering-Science-Getting/dp/1119477387
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Basic fundraising advice for anyone getting started in fundraising, whether you are asking for gifts of $100 or gifts of $1,000,000. This is advice that will help you maintain a high view of fundraising, a high view of your donors, and high view of yourself. Questions? Comments? Need help? Email Clark at clark@majorgiftsfundraiser.com.
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You spent so much time at the end of the previous calendar year worried about your LYBUNT List. And then you turned the calendar to a new year and forgot about it. Before you move onto bigger and better things, take another look at it. If you don't engage these donors now, the chances of these donors ever giving to your organization again drops significantly. Email Clark at clark@majorgiftsfundraiser.com
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Climbing a mountain takes time. If we set big goals and have high standards of ourselves, we don't hit our goals overnight. It takes time to climb a mountain. Clark takes inspiration from the life of legendary basketball coach John Wooden in this episode of the podcast. Email Clark at clark@majorgiftsfundraiser.com
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Are you making plans for an epic year? Don't just hope for an epic year -- like an epic year is going to happen to you. Make plans for an epic year. Email Clark at clark@majorgiftsfundraiser.com
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What were your BEST DAYS from 2022? If you want to set the right goals for 2023, the first thing you need to do is think about what your BEST DAYS were from 2022 -- becausae what you say were your BEST DAYS say something about what you value -- and you want your goals to be in line with your values. If you want to take Clark up on his offer to review the WHY behind your Best Days, email him at clark@majorgiftsfundraiser.com. You can also email Clark about brining him in for a Strategic Fundraising Workshop in 2023.
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Don't ask people to give because it's year-end! What's your big, audacious goal? How are you accomplishing it? Then, year-end is the forcing function to give. But year-end is not the case for support. It's the forcing function, but that's all it is. Questions? Or want to connect with Clark about a Strategic Fundraising Workshop? Email Clark at clark@majorgiftsfundraiser.com.
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Part 3 of a 3 Part Series. We interviewed donors who have given 5, 6, and 7 figure gifts. We asked them what motivates them to give, what organization's do that works (and what doesn't) and talked with them about what they like (and don't like) in fundraisers. This 3 Part Series is a compilation with highlights from the interviews. You can get the written report on Major Donor Giving Secrets and request the full audio from all of the interviews by emailing Clark at clark@majorgiftsfundraiser.com.
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Part 2 of a 3 Part Series. We interviewed donors who have given 5, 6, and 7 figure gifts. We asked them what motivates them to give, what organization's do that works (and what doesn't) and talked with them about what they like (and don't like) in fundraisers. This 3 Part Series is a compilation with highlights from the interviews. You can get the written report on Major Donor Giving Secrets and request the full audio from all of the interviews by emailing Clark at clark@majorgiftsfundraiser.com.
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Part 1 of a 3 Part Series. We interviewed donors who have given 5, 6, and 7 figure gifts. We asked them what motivates them to give, what organization's do that works (and what doesn't) and talked with them about what they like (and don't like) in fundraisers. This 3 Part Series is a compilation with highlights from the interviews. You can get the written report on Major Donor Giving Secrets and request the full audio from all of the interviews by emailing Clark at clark@majorgiftsfundraiser.com.
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In this episode Clark talks about Aristotle's 3 types of friendships and the experience he gave his customers selling hot chocolate at a University of Alabama Football game. You can email Clark at clark@majorgiftsfundraiser.com and follow Major Gifts Fundrasier on Instagram at https://www.instagram.com/majorgiftsfundraiser/
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Wikipedia says that "Potpourri" is a mixture of dried, naturally fragrant plant materials, used to provide a gentle natural scent, commonly in residential settings. That's at least partly true of this episode. It's a mix of topics, gently presented. Gratitude. Who gives big gifts? What constitutes a major gift? What does intentional small talk look like? How can microcommitments help move us toward a major gift? Questions or comments, email Clark at clark@majorgiftsfundraiser.com.
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In this episode Clark talks about how the gratitude we express during Thanksgiving month puts us in a great position for Giving Tuesday -- and then, what to do after Giving Tuesday with those who still have not given yet this year. Also, Giving Tuesday is NOT a case for support. Giving Tuesday is a forcing function that can be used to get people to give, but Giving Tuesday alone is NOT a case for support. Questions? Comments? Email clark@majorgiftsfundraiser.com
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At the end of October it's time to run your LYBUNT List. That's people who gave last year but unfortunately not this year. In the month of November we then express gratitude -- and get names to "magically" drop off the list. Also, when a donor doesn't give -- or they give more than they usually give -- we should make a big deal about it! Reach our to Clark at clark@majorgiftsfundraiser.com.
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The podcast is back. In this episode Clark talks about a simple strategy for expressing gratitude to your donors during the Thanksgiving season. Questions, comments? Email Clark at clark@majorgiftsfundraiser.com
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What can we learn about fundraising from Ronald Reagan, Mitt Romney, Kobe Bryant and Shaquille O'Neal? Two stories that demonstrate that demonstrate passion and a burning desire to succeed, which are two qualities of great fundraisers. If you want to hear more podcasts like this one, email Clark at clark@majorgiftsfundraiser.com.
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In life there are times that we put things on auto-pilot. In this episode, Clark guides you through an honest self-assessment, asking you the question, "Where you at?" You even get a quote from Ralph Waldo Emerson in this episode.
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Encouragement from Clark to be curious and to be bold. We ask good questions in meetings not because we are trying to find the right numbers to punch into the ATM so the ATM will spit out cash. We ask good questions because we are genuinely curious, and because we are genuinely curious, we are then bold enough to ask the questions.
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In this episode Clark talks about why his meetings almost always go as planned -- and how and why he is able to almost always ask his strategic questions, in the order in which he anticipated asking those questions -- and why this is NOT the case for many development professionals he talks with. Plus -- an important point -- these questions don't just lead to better meetings and move your organization forward. These questions lead to better relationships with your donors. Thoughts? Questions? Email Clark at clark@majorgiftsfundraiser.com
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What are you willing to do and what are you willing to give up in order to become the person that you want to be? You can email Clark your answers and he will hold you accountable. Email Clark at clark@majorgiftsfundraiser.com
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If you identify as an empathetic person who wants to make a difference in the world, it's easy to grow entitled our resentful of others when we feel like they "don't get it." How do we deal with that? Questions or comments? Email Clark at clark@majorgiftsfundraiser.com.
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In this episode Clark shares the story of how he came to spend his entire adult life as a fundraiser, how he and Monica developed the system that is Peak Performance Fundraising, and some of the individual pieces that are part of that system. Shout outs to Jerry Pattengale, Floyd Brown, Ron Robinson, Jerold Panas, Darren and Nancy Campbell, and the amazing Monica Vandeventer. Questions or comments? Email Clark at clark@majorgiftsfundraiser.com
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You want to write a great donor report that makes your boss think you're awesome. Start writing your report before the meeting. If you want your donor to tell you awesome stuff that will make for an awesome report, ask awesome questions to get them to tell you awesome stuff. And do that before the meeting, not after. Thoughts? Email Clark at clark@majorgiftsfundraiser.com
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In this episode Clark talks about looking for ways to connect with people -- finding tiny things, grabbing on, and going for a ride. We can connect with people my being observant and then by being bold and curious. Questions, comments? Email Clark at clark@majorgiftsfundraiser.com
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Clark wraps up the series of 5 Takeaways from our series of interviews with donors who gave 5, 6, and 7 figure gifts and talks about the 5th and final takeaway: significance. Donors want to know that they matter and that therir gifts make a difference! Questions? Need help? Email Clark at clark@majorgiftsfundraiser.com
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Part 4. They're only gimmicks if there's no personal relationship. The little things like handwritten PS's and crossing out "Mr. & Mrs." on the salutation and writing the first name -- these things matter! We know they matter because donors told us they matter. But they matter when they are backed by a real, genuine relationship. Part 4 of our series of themes that arose from conversations with donors who have given 5, 6, and 7 figure gifts.
In this episode Clark talks about his program The Noble Call of Fundraising, which you can purchase for only $95 at https://majorgifts.campusedu.com/thenoblecalloffundraising
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Part 3 of the series. We conducted hours of interviews with donors who had given 5, 6 and 7 figure gifts. 5 themes emerged. In a new 5-part series on the podcast, Clark unwraps a series of interviews Clark and MGF CEO Monica Vandeventer conducted with donors who had given big gifts. We asked them why they gave and what they like about the fundraisers who call on them. They answered. In this episode Clark talks about gratitude. Your donors want to feel real, genuine, deep from within you gratitude. Questions, comments? Email Clark at clark@majorgiftsfundraiser.com.
In this episode Clark talks about his program The Noble Call of Fundraising, which you can purchase for only $95 at https://majorgifts.campusedu.com/thenoblecalloffundraising
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We conducted hours of interviews with donors who had given 5, 6 and 7 figure gifts. 5 themes emerged. In a new 5-part series on the podcast, Clark unwraps a series of interviews Clark and MGF CEO Monica Vandeventer conducted with donors who had given big gifts. We asked them why they gave and what they like about the fundraisers who call on them. They answered. In Part 2, Clark talks about how talking MISSION, VISION, VALUES closes bigger, unrestricted gifts.
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We conducted hours of interviews with donors who had given 5, 6 and 7 figure gifts. 5 themes emerged. In a new 5-part series on the podcast, Clark unwraps a series of interviews Clark and MGF CEO Monica Vandeventer conducted with donors who had given big gifts. We asked them why they gave and what they like about the fundraisers who call on them. They answered. Part 1 is about doing the hard work.
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Inspired by the old Atari game "Pitfall," in this episode Clark talks about some pitfalls to avoid in your work as a fundraiser, and gives you some ropes you can use to swing over them.
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In this episode Clark talks about the idea of "Moving the Marbles" and the little things we do day in and day out to achieve success. He also talks about developing a winning mindset and not just "conceiving" but also "believing" that we can be great fundraisers. Also, don't miss his offer for a free Development Assessment where you can get on a one-on-one call with Clark. You can email him at clark@majorgiftsfundraiser.com for more information.
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In this episode Clark wraps up the series on 5 Steps to Planning Your Way to Success.
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In Part 4 Clark gives the LEAD MEASURES to determine whether you are on the right track. The LAG MEASURE (MONEY) will come later, but how do you know you are on the right track? Here are the metrics.
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In Part 3 of Planning Your Way to Success Clark talks about making the moves to increase the likelihood of getting a YES to the first ask: the ask for the visit. In Step 2 you scheduled your trips. This step is about making sure you have successful trips.
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Part 2 of a 5 Part series on Planning you way to success. Having completed Step 1 (ranking your donors) in this episode Clark talks about building out a schedule for your year that ensures you will see your Top 5 donors at least two times this year. This is about automating success and "getting in the way of success."
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Part 1 of 5 short episodes where Clark talks about planning your way to success. Automate your success and ensure you have a successful year by going through these 5 steps at the start of the New Year.
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We've come to Year End. In this episode Clark talks about the importance of being in front of your donors at the end of the year. Also, have you signed up for the Major Gifts Fundraiser email list? Go to https://majorgiftsfundraiser.com/
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A Peak Performance Fundraiser is a Trusted Advisor. Are you a trusted advisor to your donors? In this episode Clark talks about ten traits of trusted advisors. He also talks about mental focus and the Father of American Psychology William James and his famous quote, "“If you only care enough for a result, you will almost certainly attain it. If you wish to be rich, you will be rich. If you wish to be learned, you will be learned. If you wish to be good, you’ll be good. Only you must really wish these things and wish them exclusively and not wish at the same time a hundred other incompatible things just as strongly.”
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One of the most important things we can do as fundraisers is learn to flex our gratitude muscles, but this is also one of the most important things we can do as human beings. We should aspire to be more grateful, more thankful people! In this episode, Clark looks at what some anciet, sacred texts have to say about gratitude and thankfulness, and shares his family's Thanksgiving traditon that helps them flex their gratitude muscles.
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It's Thanksgiving Week. Fundraisers, this is OUR WEEK! Reach out to your donors and express real, deep down from within you gratitude.
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As fundraisers we need to always be practicing our story -- and refining our ability to tell a better story. We also need to remember that you can get a steak anywhere, but you go to Ruth's Chris Steakhouse for the sizzle. Add some sizzle to your steak.
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If you want to be among the best you have to have discipline. Rank your donors using the Major Gifts Fundraiser Donor Evaluation Worksheet and make sure you are spending a proporionate amount of time with the people most capable, most likely, and most inclined to give you the big gifts to drive your mission forward.
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After listening to a talk about world class shepherds, Clark thought, "Wow, Great Fundraisers and Great Shepherds have a lot in common!" In this episode Clark talks about loving your donors, and how that love should drive you to master your craft, because when you master your craft you are in a better position to serve your donors. Questions? Email Clark at clark@majorgiftsfundraiser.com
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In this episode Clarks talks about the 6 levels of fundraisers and asks the question, "What level are you at?" Email Clark your answer at clark@majorgiftsfundraiser.com
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This is the fundraiser's guide to empowerment. You aren't just raising money so that someone else can do good work. You are doing the work. The money is the least interesting part. Listen to this everytime you feel discouraged as a fundraiser.
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Our culture is changing. There was a successful way of communicating with your donors in the past but those notes don't work anymore. You're out of tune. In this episode Clark talks about the book Daring Greatly by "vulnerability expert" Brené Brown and what that book means to fundraisers in a changing culture. Questions or comments? Email Clark at clark@majorgiftsfundraiser.com
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In this episode Clark talks about being vulnerable with your donors and having an authentic message. The old way of communicating with your donors was, "We've got it figured out. Follow us." The new way is, "We're figuring it out. Join us." Looking for help navigating this process for your organization? Email Clark at clark@majorgiftsfundraiser.com.
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Who should you focus on now what you aren't planning donor trips during these times of Covid social distancing? How to look at a list and find good prospects. Need more help? Email clark@majorgiftsfundraiser.com
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During this time of Covid-19 social distancing you are not meeting with your donors but you can still "be in front of them." Who should you be reaching out to? Be authentic in these conversations, but there's a difference between authentic and desperate. Trying to figure out the difference for you? Email clark at clark@majorgiftsfundraiser.com
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In this episode Clark talks about pushing ourselves to greatness. Talks about leveling up donor meetings by asking strategic questions and scripting meetings. For Clark's list of strategic questions, email him at clark@majorgiftsfundraiser.com.
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Think that now is a terrible time to ask for a gift because of all the uncertainty with Covid-19. For some of your donors, now is a great time to ask for a gift. How does this apply to you specifically? Listen and then email Clark at clark@majorgiftsfundraiser.com.
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In this episode Clark talks about the potential impact of the Covid-19 Relief and Economic Stimulus Package that was just passed by Congress and signed by the President and the impact this legislation could have on charitable giving. You want to position yourself as an expert to your donors when it comes to charitable giving. You need to be familiar with what's in this bill in terms of charitable giving. Questions? Email Clark at clark@majorgiftsfundraiser.com.
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Your world just got smaller. There are many things you can't do, but the things you can do you can do with greater intensity. How will you spend your quarantine. Will you binge watch Netflix or will you do something great. Take this time. Use it. When we do come out of this, you want to be able to say, "That sucked, but man, had it not been for the quarantine, I never would have accomplished THAT." Looking for help, encouragement, a friend to talk to as you think about and work toward your goals. Email Clark at clark@majorgiftsfundraiser.com
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A week ago we thought that maybe the Coronavirus was going to be a big deal. Now we know it is. What does this pandemic mean to your fundraising efforts. In this episode Clark talks about what you should be doing now and strategies for short term and long term success. Want to talk with Clark? Email him at clark@majorgiftsfundraiser.com.
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Clark goes through a potpourri of lessons learned in 20+ years of fundraising. If you hear something in this episode that you'd like him to discuss further, email him at clark@majorgiftsfundraiser.com.
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In this episode Clark talks about Consistency Theory. Our brains work very hard to align expectation and reality. Good experiences become self-fulfilling prophecies. What happens when the difference between expectation are too great for the brain to align them? Clark talks about how our donors react when expectation and reality don't align -- and what to do about it.
Have a question? Email Clark at clark@majorgiftsfundraiser.com
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In this episode Clark talks about how important it is to thank and steward your donors. If you do awesome at that, and stop there, you will be super successful because you will, 1. Retain more donors, and 2. Get marginal increases in gifts from your current donors. At the end, Clark talks about the Coronavirus epidemic, and how thanking and stewarding your donors now is especially important if we are about to experience a significant economic downturn.
Want to talk to Clark? Email: clark@majorgiftsfundraiser.com
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Could Clark make his feelings about wealth screening services any stronger? In this episode Clark shares 5 tips for reviewing a list and picking out the best donors to focus on as potential prospects for increased gifts.
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Good development work is methodical development work. When we fail to work methodically, pressure builds and we eventually do something stupid. Clark's $10,000 challenge to you.
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We all have our own individual listening preference. Whatever our own listening preference, that's also the "language" we tend to speak in. So, are you speaking in the same "language" as the donor you are meeting with today. Clark talks about identifying your own listening preference, and tips for identifying the listening preferences of your donors -- and tips for matching messages. For access to materials Clark mentions in this episode, email Clark at clark@majorgiftsfundraiser.com.
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Today I celebrate my 40th birthday! In this episode I talk about two kinds of coaches, and the kind that I am comfortable being. I also tell you about a new podcast I have launched, and share some of the struggles I've wrestled with as I've approached this mile-marker birthday. -Clark
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Breaking down an hour long donor meeting, and why you really only have about 7 minutes to make your pitch.
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Have you heard that you should only be talking 25% of any donor meeting? Maybe you have, and you've wondered why. Here's why. It doesn't matter how articulate you are. It's not about impressing yourself. It's about winning the heart of the donor.
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Is it important to thank you donors? Yes, absolutely. You should always be thanking your donors. Always saying thank you. Always exuding gratitude. But your meetings with donors aren't just a massive thank-you tour. If that's your approach, it's going to be hard to get second meetings. Give your meetings a sense of purpose. As a donor I should feel like this conversation and this relationship is going somewhere.
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How can your donors know if what you're telling them is actually true? How can they know if you are actually spending the money they give on the things you tell them the money is going towards? In this episode, Clark talks about how to become a trusted advisor to your donors, and when you are TRUSTED, they will believe what you say -- and they will ultimately determine whether or not what you're telling them is true based upon the RELATIONSHIP.
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In this episode Clark interviews Monica about how she got started in fundraising -- raising money to go on a year-long mission with her church to Ireland. Clark sometimes tells big stories about million dollar gifts. Do the same principles apply to smaller gifts? Monica was asking for $100 gifts 20 years ago and she talks about the process -- and winning the hearts of her donors. The other big thing that grew out of Monica's first fundraising experience? She and Clark started dating, fell off a cliff together, and eventually got married!
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People choose what's most familiar. Make it easy for your donors to choose you by becoming familiar to your donors. In this episode Clark recounts a story from his 2010 run for United States Congress, and how he lost to a name that was more familiar.
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In this episode Clark talks about the short book, "A Spirituality of Fundraising" by the beloved author and theologian Henri Nouwen. Clark talks about why he hates the term "donors" and why he prefers to the term "partners" and the joy of being all wrapped up with others in a shared mission and vision. For more information about anything Clark mentions in this episode you can email him at clark@majorgiftsfundraiser.com.
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Getting started in estate planning does not have to be hard, or expensive. Just start talking to your donors about including your organization in their will. Clark goes through 5 easy steps to take that cost little or no money and talks about an experience on the road with an organization where that organization was talking about estate planning for the very first time.
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In this episode Clark shares insights from several hours of interviews with major donors asking them why they give. This is an important episode for fundraisers who struggle with the challenge of raising unrestricted funds -- and also for fundraisers who have an exciting project to sell as Clark has a word of caution from major donors about your exciting project. To get a free copy of the audio program that Clark references, "Major Donor Giving Secrets Revealed" just email Clark at clark@majorgiftsfundraiser.com.
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In this episode Clark talks about the Mondays! Are you excited to go to work on Monday? Sure, there may be a tinge of sadness, but you ought to be excited to go to work to accomplish your goals and your mission. If you're not, maybe it's time for a gut check.
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In this episode Clark talks about the importance of setting big goals and then breaking those down so that we see what we need to do month by month. He specifically talks about the number of meetings you should be having with your donors and prospective donors, and how to determine the right number of meetings you should have in a year. Set big goals! Your number should be big enough so that when you achieve it, you feel awesome. Quotes from Daniel Burnham and Machiavelli on setting big goals and making mistakes of ambition.
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In this episode Clark talks about how to establish a calendar that ensures you are doing the basics of a professional development operation. The higher your "minimum acceptable" the better off you'll be. Don't be intimidated by "big" organizations. You aren't competing against them. You're just trying to improve yourself and be better than you were last year.
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Season 2 of the podcast is here! In this episode Clark talks about the untimely death of Kobe Bryant, and how Clark was inspired by Kobe's intensity of purpose. He was disciplined, focused on his goals, and emulated excellence.
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Clark talks about lessons learned from a round of recent donor meetings and how a donor's philanthropic disposition can be more important than their financial capacity.
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Getting started in estate planning does not have to be hard. It starts with a simple question. Just ask your donors if they've included any organizations in their will. Or ask if they'd consider including your organization in their will. Clark talks about conversations he had with donors on a recent donor trip about estate planning.
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Clark often mentions how much he's learned about life and fundraising through endurance athletic events, but rarely does he go into exactly what he's learned. In this episode Clark talks about some of the big lessons from the past and his recent 100K run. You can reach out to Clark directly at clark@majorgiftsfundraiser.com
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In this episode Clark talks about how it should be easy to thank our donors because our thanks should come from a place of genuine gratitude. Shares a few ideas to help you dig deep within yourself to find that gratitude. Talks about Thanksgiving traditions with family and with donors. Email Clark at clark@majorgiftsfundraiser.com to share your Thanksgiving traditions.
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Clark's simple prayer 🙏 every morning that makes life easy -- and the hard questions he asks to redeem otherwise sucky days. If this message resonates with you, please reach out to Clark at clark@majorgiftsfundraiser.com
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It would be foolish to think that all you have to do to raise a lot of money on Giving Tuesday is put up a post and tag #GivingTuesday or email your donors and tell them "today's giving Tuesday!" Donors don't give because you tell them today's the day they're supposed to give. They give beacuse they are excited about your mission. Here's how to get your donors excited about your mission, and then use Giving Tuesday as the forcing function that prompts people to give.
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Are you afraid to ask strategic questions? Fearful of what might happen when you ask a pointed "development type" question. 2,200+ donor meetings into his career, Clark is yet to be thrown out of someone's home! When you ask strategic questions, you indicate where the relationship is going. More obvious, the donor answers the question! Clark walks through 5 different strategic questions, and actual answers he has gotten from donors when asking these questions.
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Have you ever heard the rule, "If you're not early you're late."? Clark heard his old mentor, the late, great Jerold Panas use that line many times. So Clark was impressed with himself as a young development officer when he was with Jerry Panas to go to a meeting and they arrived at the donor's home early. That's when Clark learned the exception to the "if you're not early you're late" rule.
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Do you have a list of things that need to change at your organization? Would it be easier to raise money if you had more prospects? More territory? A better donor database program? A bigger vision? A special campaign or capital campaign? Stop making excuses. The best fundraisers take the names that they have and they do well with those names.
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Great service comes from the heart, and there may not be a better story of heartfelt service than the story of Johnny the Bagger. Think about how you can create memorable experiences with your organization for everyone you interact with, donors, volunteers, and recipients of your services.
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Getting in the way of success. Success is like a river -- it's flowing -- and if you just get out of your office you can't help but get swept up in it. going on donor trips generates a plethora of moves on our donors. There are visit letters, visit calls, and visit emails -- and then the visits -- and then the follow-up from the visits. And then the follow-up on all the people you couldn't get meetings with. Preparing for, going on, and following up on donor visits is THE work of a fundraiser. When you stop planning, going, and following up on visits, all you're doing is going to staff meetings -- and you don't raise money going to staff meetings!
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The end of October is the time to start reviewing your list and thinking about who you need to be in front of before the end of the year. Then, as mid-December approaches, you need to think about who you are going to meet the first week of the new year.
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Clark tells tells the story of a recent fundraising he went to, as a prospect, invited by a friend who had sponsored a table. There were a lot of things they did right, but one thing he really disagreed with.
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Systems are great. But in an effort to achieve economy of scale, how are you watering down the giving experience your donors have with your organization? Ask yourself this question often.
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Are you having a hard time believing that you can be really successful? Clark talks about nagging issues that erode at mental mastery. Are you experiencing any of these?
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Clark talks about creating our own self-fulfilling prophecies. We become what we think about most of the time. Commit time to thinking about being a great fundraiser.. Plus, Clark talks about getting ready for #GivingTuesday
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You want to know that you are doing a good job. You want to KNOW. You also want your boss to know. You don't want your boss saying, "I think she's doing a good job." You want your boss to come to you and ask you what you're doing, because your boss wants everyone doing it. This kind of success starts with mental mastery. Plus, Clark talks about getting ready for #GivingTuesday
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You have precious little time with any donor to really make your pitch. In this episode Clark goes through ten things about great stories. Plus, are you ready for #GivingTuesday? Get our free Guide to Maximizing #GivingTuesday.
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You're looking at a list of donors to your organization. Some of the names you know, but many of them you don't. How do you know which names to focus on? In this episode Clark talks about 5 things that get his attention when he's reviewing a list of donors. Here are 5 clues that a donor with a modest or short giving history may be your next major donor.
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How do you get your donors to choose you? How do you break through the noise. Out of all the non-profits they could love, how do you get them to love you? Clark talks about how he became a Cubs fan, becoming familiar with your donors, getting your donors to choose you, and why he's not a Cubs fan anymore. Get your donors to visit you!
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How are you at telling your story? Clark talks about the process he's going through with clients to help them better tell their story and attract new donors -- and tells the story of how he first got into fundraising as a broke college student, tried to get out of non-profit work, and stumbled into the work he was born to do.
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You want to close more gifts. You'd like to close more of the gifts you ask for. If you're nervous about asking for gifts, it may be because you've been told no so many times. In this episode Clark talks about increasing your close ratio. Increase your close ratio by continually asking yourself this question: "Is this the next right thing with this donor?"
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You want to have quality relationships with your donors. Good relationships develop on the foundation of many shared experiences and touches. Clark shares 3 simple routines to help you add many more donor interactions and build better donor relationships. Good development work is methodical development work. Develop these routines and be the first organization a donor thinks of when he or she is ready to give a gift above and beyond anything they've given before.
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Just because you have a few different gift thresholds does not mean that you are going to start closing gifts at those levels. Clark makes some clarifications to his previous episode on giving clubs and getting started with estate gifts. Have gift clubs. Talk about estate planning. But don't think you're going to start magically getting people to give at these levels just because the levels exist.
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You want to give your donors an easy next step to increase their support. Once they love you, they'll be looking for what's next. Giving levels help your donors see the next step. Clark also talks about getting started with estate planning -- and how you don't need to hire a firm to start inviting donors to include you in their will.
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You want to do more than ever before. You want to achieve your maximum potential. Clark talks about how to achieve uncommon success -- and success that's aligned with your values. Goal setting guidelines and ideas for qualitative and quantitative goals for fundraisers.
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Are you ready to take on something big? To achieve more than you have ever achieved? To progress further and faster? Part of 1 Clark talking about Goals. Achieving goals is almost automatic. Our brain has within in a goal seeking mechanism that drives us, even subconsciously, toward their goals. Most people don't realize this, and therefore their goals are too small. Clark goes through 7 reasons why people don't set goals.
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Good development work is methodical development work. Don't think about moving mountains, think about moving buckets. What's one thing you can do today to move your relationship with just one donor forward? Implement Clark's "one more thing" idea and watch buckets turn into mountains.
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Our donors won’t open up to us just because we’ll listen. They have to think that we’re worth talking to. Once you’ve become a trusted adviser, the stories you tell have the potential to be powerful stories. If you’re not a trusted adviser, they’re just stories. Clark goes over key components of a great story. Stories are what spread. Tell great stories that your donors can grab onto and make their own. Tailor your stories to an audience of one based on the donor's listening preference.
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Donors will judge whether or not what you say to them is true based upon your relationship with them. Here are 10 Traits of Trusted Advisors. Be a Trusted Advisor to your donors.
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Do people give to people? You may have heard that people give to people. Clark always says major donors give to mission, but now he says that mission isn't enough.
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5 Keys to unlocking major gifts. The keys don't really work alone -- you need all of them. Here's what they are.
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This maybe an unpopular topic, but needs to be addressed. While most organizations are spending countless hours and resources trying to secure these grants, the vast majority of charitable dollars are given by individuals.
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Is your organization ready to start a Major Gifts Program? If this describes your situation, then yes you are!
- Your organization has a solid program and has been delivering consistent results
- You have a big vision and not enough funds to accomplish it
- You are tired of surviving month to month
- You are tired of relying on grants
- You have people you know want to give, but you haven't really done anything with them because you don't know where to start.
- You want to grow your donor base.
This Major Gifts Program is a 90 day program that will transform your fundraising. It will provide stability, sustainability and growth.
If you want more information feel free to reach out to us. Clark@majorgiftsfundraiser.com or schedule a free, no-obligation call here.
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Psychology of winning. Mindset, self-limiting beliefs of fundraisers, and little things that can make a big difference.
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Asking someone to marry you is probably the biggest ask you will ever make. There is a lot that goes into the preparation of that ask, hopefully. Asking for a gift is not all that different. In this episode Clark talks about how those two asks are alike and what we can learn from them.
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Obama and Reagan both taught us that effective messages aren't about you. Facts don't matter, numbers don't matter, definitions don't matter. What matters is, "What does this mean to me?" Use this principle to more effectively communicate with your donors.
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Establish these three things before every donor meeting and you will immediately notice an improvement in your donor meetings. You will be giving your meetings a sense of purpose, your donors will sense there is a purpose to your meeting, and they will rise to the occasion of the meeting. These there things also form the basis of the meeting report you write afterwards for your donor file.
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In this episode Clark goes through the case study of a particular donor and how they went from a $75 donor to giving hundreds of thousands of dollars in outright gifts and charitable gift annuities. You have a million dollar donor on your list. Take the time to cultivate your acres of diamonds.
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In an hour long meeting you really only have about 7 minutes to make your pitch. Keep these 13 things in mind when crafting your message.
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It takes time for mega-gifts to develop. If you aren't 100% sold on your organization, chances are you'll leave before you get to see these relationships come to fruition. So leave now and get a job with an organization you do love where you will stick around for the long haul.
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Getting over self-limiting beliefs and resentment of other organizations. These things keep us from raising money for our organization!
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Go through this checklist before you ask your donor for a big gift.
If you like Clark's style and trainings you may like his 1 hour training 5 Keys to Unlocking Major Gifts. It has all his best material condensed into 1 hour, and it's only $17 right now! Click here for details.
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Donor retention is a big problem. One easy way to keep more of your donors is to be sure you have a good onboarding process. This should include 7 thank yous within the first month of the first gift. In this episode Clark shows you how to easily thank your donors 7 times within the first month of their first gift. If you like Clark's style and trainings you may like his 1 hour training 5 Keys to Unlocking Major Gifts. It has all his best material condensed into 1 hour, and it's only $17 right now! Click here for details.
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The thank-you process. What donors told, what the data tells us, and three free resources for you.
You can download our free program of interviews with major donors at http://tinyurl.com/donorsecrets
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You're wrong about your "big" event. It's not a fundraiser!
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
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5 things that came from our interviews with major donors about why they give. You can listen to the full program and even download to your phone for free at http://tinyurl.com/donorsecrets
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What the books on your shelf say about your listener type, and your donor's listening preferences. Clark also gives some great out of the box book recommendations.
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
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We have all heard that past performance is not a guarantee of future results. But the opposite also holds true that past failure does not have to mean future failure.
If you have struggled in the past, take heart, things can get better.
Are interested in learning more about what donors like? If so, be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
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Do you know what pisses off your donors? They told us. We interviewed major donors and they told us what motivates them to give. You can get those interviews for free here: https://tinyurl.com/donorsecrets
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How to deliver exceptional giving experiences to our donors. Clark takes some lessons from The Starbucks Experience and shows how we can use them with our donors.
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
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Do you think you know why your donors give? Are you willing to test your assumptions? I am incredibly excited to share this free program with you. https://tinyurl.com/donorsecrets
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You have a donor on your list who could give you a million dollars, and you don't even know who it is. Do you know how to sift through your $1,000 donors and cultivate Million Dollar gifts?
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
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Deeper, more meaningful, and yes, more profitable relationships with your donors donors are possible. But it starts with this...
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
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You have precious little time in any donor meeting you really make your pitch In an hour long meeting, you really only have about 7 minutes! Are you tailoring your pitch to your donor's listening preferences.
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
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Increasing your donor retention rates and marginal increases in gift amounts from existing donors by doing one thing really well. How do you do it?
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
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How I got into fundraising as a broke college student, found mad success, ended up living with my in-laws, tried to get out of fundraising, and then ended up doing what I was born to do. Message me and let's talk about where you're at in your career.
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
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Many development staff think that the reason they don't raise more money is because they don't have enough new donors. The fact is that your current list has more money than you realize, you just don't know how to see it. Clark explains how to cultivate your acres of diamonds.
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
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Getting meetings can be a trouble spot for a lot of fundraisers. Clark shares some practical tips on how to get more "yes" for this all important first ask.
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
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Find out what 1 thing you can do immediately in a donor meeting to make it better? Listen to this episode to find out.
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
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Great customer service is first providing a minimum acceptable level of service, then adding a wow!
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
Send in a voice message: https://anchor.fm/clark-at-major-gifts-fundraiser/message
We are always saying you should thank a new donor 7 times in the first month of their first gift, then 7 times in the year. Here are some ways to help you achieve that.
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
Send in a voice message: https://anchor.fm/clark-at-major-gifts-fundraiser/message
What makes a good thank you letter? I share 13 tips in this podcast.
You can email me and I'll send you the doc.
clark@majorgiftsfundraiser.com
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
Send in a voice message: https://anchor.fm/clark-at-major-gifts-fundraiser/message
Using short-term and long-term Moves Management Plans for your major donors is the key to helping you keep a healthy donor pipeline.
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
Send in a voice message: https://anchor.fm/clark-at-major-gifts-fundraiser/message
Are you thanking your donors for their support? Yes? Great. Good for you. BUT, sending a gift receipt or a simple thank you is only your ante. Congrats. You've got a seat at the table. If you're not doing that, you're not even in the game. In this video I talk about your Ace.
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
Send in a voice message: https://anchor.fm/clark-at-major-gifts-fundraiser/message
I'm worked up over this. I keep harping on this, and organizations keep wasting their time and hoping there's some magic tool that can tell them who their best prospects are instead of doing the work they need to do.
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
Send in a voice message: https://anchor.fm/clark-at-major-gifts-fundraiser/message
You have precious little time in any donor meeting you really make your pitch In an hour long meeting, you really only have about 7 minutes! Are you tailoring your pitch to your donor's listening preferences.
If you are interested in learning more about what donors like be sure to get this free interview series on why donors give. Hear from major donors in their own voices talking about why they give. https://tinyurl.com/donorsecrets
Send in a voice message: https://anchor.fm/clark-at-major-gifts-fundraiser/message