“I have much to write to you, but I do not want to use paper and ink. Instead, I hope to visit you and talk with you face to face, so that our joy may be complete” (2 John 12).

“I have much to write you, but I do not want to do so with pen and ink. I hope to see you soon, and we will talk face to face. Peace to you. The friends here send their greetings. Greet the friends there by name” (3 John 13-14).

The Apostle John wrote two brief letters to encourage a “lady chosen by God and to her children” (2 John), and his dear friend Gaius (3 John). In both letters John comments that he had much more to write but instead wanted to speak with his friends face to face. Let’s glean four fundraising principles from John’s desire for personal interaction.

Writing vs Talking
Email marketers use your first name and write copy like you are old friends who haven’t talked in ages. Everyone knows it’s spam but sometimes it sounds so real you forget. Communicating a personal message with paper, pen, ink, and email is challenging. Think of how many times your texts, or emails have been misinterpreted because your readers can’t hear your tone of voice. You may be a great writer, but you are much more effective in person.

Visit Your Donors
Get out from behind your computer screen and go visit your donors. John desired to see his friends face to face and tell them firsthand the great things God was accomplishing. Fundraising is not just about sharing your ministry story; it’s about sharing life together, catching up on how God is working in their family, sharing prayer requests, and encouraging one another. Donor communication is more than words on a page; it’s a relationship that should be a two-way conversation: listening, caring, asking questions, sharing answers.

Joy & Peace
Sargent Joe Friday, in the TV show Dragnet (1951-59) was famous for getting right to the heart of the matter, hence his famous catchphrase when interrogating female witnesses: “Just the facts, ma’am.” Personal meetings communicate more than facts and figures. John shared joy and peace. You should share joy—the joy of being together, joy in how God is changing lives because of their partnership, and joy in their generosity! Share peace—God called you to be a peacemaker. How are your donor’s gifts helping sinners find peace with God and peace with others?

Friends
John loved God and he loved people. He wasn’t an aloof elder writing from an ivory tower. He connected on a personal level with friends and wanted his friends to connect with one another. Find ways to introduce your ministry partners to your co-workers and board members. The more connections your ministry has with a donor, the less likely the donor will become disinterested.

Response: Lord, forgive me for relying too much on letters and emails. Help me schedule time to visit my ministry partners face to face.

Think About This: The most effective fundraising strategy is face to face conversations with your ministry partners. What’s holding you back? Whom should you visit this week and ask to partner with you?

Jesus stopped and said, “Call him.” So they called to the blind man, “Cheer up! On your feet! He’s calling you.” Throwing his cloak aside, he jumped to his feet and came to Jesus. “What do you want me to do for you?” Jesus asked him. (Mark 10:49-51)

Bartimaeus sat along the road to Jericho for a lifetime begging for alms from all who passed by. One day he heard the commotion of a crowd on their way to meet Jesus. Emboldened, he cried out to Jesus, but the crowd shushed him to keep quiet. He didn’t stop but cried even more, “Jesus, Son of David, have mercy on me!” (Luke 18:39). Jesus heard his cry, called for Bartimaeus, and changed his life for eternity. Bartimaeus’ boldness teaches us four important fundraising truths.

Do Your Research.
Word about Jesus of Nazareth had traveled far and wide. Even though Bartimaeus was blind, he could still hear and knew that Jesus could help him. Scripture records thirty-seven miracles of Jesus; healing Bartimaeus was number thirty-three. He had plenty of evidence that Jesus had the power and the willingness to heal him, so he cried out with confidence. Do you know a major donor in your world who could help if he or she only knew the impact your ministry makes? Keep your ears open for generous gifts major donors make to similar ministries.

Keep Asking.
Those around Bartimaeus were embarrassed for him and didn’t want him to make a scene. They didn’t have the same urgency as he did. They had their sight and had no idea what it was like to live in total darkness. Likewise, those who are uncomfortable with asking find excuses for not asking. Some even project their reluctance on you by saying, “Why bother? That donor would never pay attention to you!” Don’t listen to the naysayers. Keep asking!

Don’t Delay.
When Jesus called, Bartimaeus jumped to his feet and came to Jesus. As a fundraiser, arrange your life around your major donor’s schedule. Be flexible. When they finally answer your emails or phone calls, reach out immediately. If they suggest a time to meet in person, clear your calendar and move heaven and earth to make it happen. Any delays on your part might give the donor the impression that you’re not that interested.

Ask Boldly.
Jesus asked, “What do you want me to do for you?” A gift officer was passionately sharing a ministry story when the major donor interrupted, “What do you want from me?” Would you be ready with an answer, or would you hesitate? Bartimaeus responded confidently because he knew Jesus could provide exactly what he needed. Major donors give to what you ask them to give. Ask confidently and expect an enthusiastic “YES!”

Response: Father, forgive me for negatively seeing fundraising as begging. Help me listen for opportunities to share our story with key donors and be ready with an answer when they ask how they can help.

Think About This: John Wesley’s expectation of his preachers was that they would be ready to preach, pray, or die at a moment’s notice. Hopefully, as a fundraiser you are spared the die part, but you should always be ready to pray and ask!

But Moses said, “Pardon your servant, Lord. Please send someone else.” Then the Lord’s anger burned against Moses and he said, “What about your brother, Aaron the Levite? I know he can speak well. He is already on his way to meet you, and he will be glad to see you. You shall speak to him and put words in his mouth; I will help both of you speak and will teach you what to do” (Exodus 4:13-15)

Moses offered excuse after excuse for not being the right spokesman to break the bad news to Pharoah, but God rebuffed each one. Exhausted, Moses finally replied, “Please send someone else.” Have you made excuses for not fundraising? Perhaps you’ve proclaimed, “I don’t like it, I don’t want to do it, and I don’t have time for it.” Maybe you’ve washed your hands of your fundraising responsibility by simply hiring someone else. There is another path. The Lord knew Moses needed someone to stand with him, so he cast Aaron to play a supporting role. You should recruit a fundraising tag team partner. Notice these six characteristics of a great team player:
“He can speak well”
Aaron was a good communicator. Many different personality types can be successful at fundraising, but the most effective are those high in extroversion with the courage to ask. In fact, the most important quality to look for is the courage to ask.
“On his way to meet you”
The Lord prompted Aaron to join Moses (Exodus 4:17). You should hire someone who is led by the Spirit to join your ministry. You are not just looking for someone who is qualified, you are looking for someone who is called.
“Glad to see you”
Fundraising is a challenging job; it’s easy to become discouraged. Build your team with joyful people who can encourage each other when times are tough. Enthusiasm is a catalyst that produces great results. Find people who can put the “fun” in fundraising.
“You shall speak to him and put words in his mouth”
The fundraiser’s job is to echo the words of the person in charge. Everyone must play from the same sheet music. A journalist once asked Leonard Bernstein what the most difficult instrument was to play, the maestro responded: “Second fiddle. I can get plenty of first violinists, but to find someone who plays second violin with enthusiasm is difficult.”
“I will help both of you speak”
Moses and Aaron were entering uncharted territory and needed to walk humbly before the Lord for the right words to say. Seek the Lord to know the mind of Christ. Make sure you raise money for the right projects at the right time.
“I will teach you what to do”
You can learn fundraising theory by reading books, attending workshops, and taking classes, but most fundraising is learned through on-the-job training. Ask the Spirit to guide you through each donor relationship.
Response: Father, help me recruit tag team members who can compensate for my weaknesses and make us better fundraisers.
Think About This: Aaron held up Moses’ arms as he prayed for Joshua on the battlefield (Exodus 17:12). Moses wasn’t strong enough by himself; he needed Aaron’s help. Are you supporting your team in prayer?
Friend, have a Spirit-led fundraising week!
Ron
[email protected]

Now an angel of the Lord said to Philip, “Go south to the road—the desert road—that goes down from Jerusalem to Gaza.” So he started out, and on his way he met an Ethiopian eunuch, an important official in charge of all the treasury of the Kandake (which means “queen of the Ethiopians”). This man had gone to Jerusalem to worship, and on his way home was sitting in his chariot reading the Book of Isaiah the prophet. The Spirit told Philip, “Go to that chariot and stay near it” (Acts 8:26-29).

Philip had an amazing assignment from the Lord to travel from Jerusalem to Gaza for a divine appointment with an Ethiopian eunuch who had been worshipping at Passover. This wasn’t an ordinary traveler; he was the treasurer for the queen of the Ethiopians. The Spirit prompted Philip to ask him if he understood the passage he was reading from Isaiah and the eunuch invited him to ride along in his chariot. Philip shared how the Messianic prophecies pointed to Jesus’ life, ministry, death, burial, and resurrection. He was explaining baptism when they came to a body of water, the Ethiopian asked to be baptized as a testimony of this faith in Christ. Fundraising is like evangelism—the Spirit must lead us to the right person, guide our conversations, and prompt that person to respond.

Direct Your Path
No doubt your fundraising to-do list is chocked full of important letters to write, brochures to design, social media posts to create, events to plan, and meetings to attend. Have you left room in your calendar for the Spirit to guide you to major donors? Philip was going about his day when an angel moved him to start walking. Dan, a major gift representative, starts his day by praying for the Lord to direct his path.

Lead You to the Right Donor
The Lord led Philip to the eunuch, and he can lead to you the donor who can partner with you. As Dan left his home, he was prompted to visit Barb, even though it was an hour and a half out of his way. She met him at the door, and he was surprised to learn that her husband had passed away two days earlier. Because he listened to the Spirit’s prompting, Dan was able to comfort, share Scripture, and pray with Barb.

Help Your Donor Rejoice
God used Philip to encourage the Ethiopian eunuch to place his faith in Christ and obey the Lord in baptism. The eunuch was so excited that he went “on his way rejoicing” (Acts 8:39). Dan and Barb became close friends. Barb gave joyfully to many ministries and blessed Dan’s ministry with several generous gifts. It’s amazing to think that their relationship started because of a Spirit-led detour.

What divine donor appointment does God have for you?

Response: Father, help me listen to your voice. Lead me to people I can encourage even if it takes me out of my way.

Think About This: If Philip would have had more time to disciple the Ethiopian eunuch, he would have taught this earthly treasurer the importance of laying up treasures in heaven (see Matthew 6:19-20).  Are you teaching the joy of generosity?

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Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

Moses said to the Lord, “Pardon your servant, Lord. I have never been eloquent, neither in the past nor since you have spoken to your servant. I am slow of speech and tongue.” The Lord said to him, “Who gave human beings their mouths? Who makes them deaf or mute? Who gives them sight or makes them blind? Is it not I, the Lord?  Now go; I will help you speak and will teach you what to say” (Exodus 4:10-12). God called Moses to rescue his people from Egypt. Moses had lots of questions, “Who am I that I should go?” (Exodus 3:11). “What will I tell the Israelites?” (Exodus 3:13-17). “What if they don’t believe me?” (Exodus 4:1). God answered each concern and gave Moses three miraculous signs to prove he was on God’s mission. Finally, Moses pulled out his last wimpy excuse and claimed that he could not speak. God was not amused and retorted, “Now go; I will help you speak and teach you what to say” (Exodus 3:12). If God has called you to leadership, like it or not, he also called you to be the number one fundraiser for your ministry. You can make lots of excuses explaining why you don’t have right personality, skill set, or enough time. But the fact remains—major donors want to talk with the boss and the donor buck stops with you. Learn three fundraising truths from Moses. “Now go” You can accomplish many fundraising tasks sitting behind your computer screen, but to engage major donors you must go see them face-to-face. Video conferencing is a wonderful fundraising tool that gives you opportunities to invite donors on virtual tours of your ministry or introduce them to team members on the other side of the world. As cool as technology is, it’s no substitute for a warm handshake, enjoying a meal together, and sharing a heart-to-heart conversation.  “I will help you speak” Talking with major donors can be intimidating. These people make important business decisions every day, ask tough questions, and have high expectations. Moses was intimidated by Pharoah, “Since I speak with faltering lips, why would Pharaoh listen to me?” (Exodus 6:30). Don’t be unnerved, God can give you courage to approach them. “I will teach you what to say” The Lord gave Moses exactly what to say and how to say it. Actually, Pharaoh was the one who was afraid, “See, I have made you like God to Pharaoh” (Exodus 7:1). A campus evangelist who works with grad students once observed, “These students are brilliant in their fields of study, but they are babes when it comes to Scripture. I used to be intimidated to share Christ, but now I’m confident.” God can teach you what to say to major donors. Response: Father, please forgive me for my reluctance to talk with major donors. Give me courage to go, share what you are accomplishing in our ministry, and ask for their financial support. Think About This: Interestingly, Stephen preached that “Moses was educated in all the wisdom of the Egyptians and was powerful in speech and action” (Acts 7:22). Moses claimed that he wasn’t eloquent, but that wasn’t true. Perhaps your excuses for not fundraising are also not true.

“This Ezra came up from Babylon. He was a teacher well versed in the Law of Moses, which the Lord, the God of Israel, had given. The king had granted him everything he asked, for the hand of the Lord his God was on him” (Ezra 7:6). “For Ezra had devoted himself to the study and observance of the Law of the Lord, and to teaching its decrees and laws in Israel” (Ezra 7:10). Ezra wasn’t trained as a fundraiser. He had devoted himself to studying, keeping, and teaching God’s word. Teaching was his first love, and he was good at it, but the Lord assigned him another job. God led the Israelites back from Babylon in three waves: (1) Zerubbabel traveled to Jerusalem in 528 BC to rebuild the temple, (2) Ezra returned 80 years later to rebuild the people by teaching the Law of God, and (3) Nehemiah came 14 years after that to rebuild the wall. Study Ezra had spent his life studying the Scriptures. As a boy, he studied how God had rescued his people from Egypt. On the night of Passover, Moses instructed the people to ask the Egyptians for silver and gold; the Lord made the Egyptians “favorable disposed” to give them everything they asked (see Exodus 12:35-36). Your job as a fundraiser is simply to ask. God is responsible to prompt people to give. Live Ezra didn’t just study the Scriptures, he obeyed them. Ezra’s assignment was to ask King Artaxerxes for silver and gold to buy offerings to sacrifice (Ezra 7:15-17), so he courageously stood before the king, his advisors, and all the king’s powerful officials (Ezra 7:28). Think about how intimidating it would have been to share God’s message with the most powerful man in the world! Perhaps he was encouraged by the Israelite’s story. The result was the same–the king gave him everything he asked. Teach Ezra’s message was so compelling and so effective that King Artaxerxes insisted Ezra immediately return to Jerusalem to teach the Law of God to everyone throughout the Trans-Euphrates. “Whatever the God of heaven has prescribed, let it be done with diligence for the temple of the God of heaven. Why should his wrath fall on the realm of the king and of his sons?” (Ezra 7:23). Your message must be compelling to motivate your ministry partners to act. Ask Ezra asked the king, his advisors, and officials, and they responded with “650 talents (24 tons) of silver, silver articles weighing 100 talents (3.75 tons), 100 talents of gold (3.75 tons), 20 bowls of gold valued at 1,000 darics (19 lbs.) and two fine articles of polished bronze, as precious as gold” (Ezra 8:26-27). In today’s value, Ezra asked and received approximately $20 million in silver and $214 million in gold! Not bad for a seminary grad! How could God use you as a bivocational fundraiser? Response: Father, forgive me for using the excuse, “fundraising is not my job.” Give me courage to fulfill my role to ask our ministry partners for their generous support. Think About This: Ezra wasn’t a successful fundraiser because of his personality, experience, or even his skill. He succeeded because “the hand of the Lord his God was upon him” (Ezra 7:6). Have a Spirit-led fundraising week! Ron

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Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

“I rejoiced greatly in the Lord that at last you renewed your concern for me. Indeed, you were concerned, but you had no opportunity to show it” (Philippians 4:10).

The Philippian believers faithfully supported Paul from his early days in ministry on his mission to share the gospel with the Gentiles. He appreciated their partnership, “it was good of you to share in my troubles” (Phil. 4:15). In fact, they were the only church who supported him (see Phil. 4:15). More than once they sent him gifts to meet his needs. For some reason, their support lapsed but finally they were able to give again. Paul wrote the Philippians to thank them for renewing their concern for him. How can you re-engage donors who’ve stopped giving?

LYBUNTS and SYBUNTS
LYBUNT (pronounced “lie-bunt”) are donors who gave Last Year But Unfortunately Not This. SYBUNT (pronounced “sigh-bunt”) refers to donors who have given Some Year But Unfortunately Not This. Call your lapsed donors and love on them, “We’ve noticed you haven’t given in a while. If you don’t mind, could you let us know why? Your feedback can help us better serve donors like you in the future.”

No Opportunity
When donors lapse, we immediately assume they’ve lost interest in our ministry. Perhaps that’s true, but in this situation the Philippians wanted to give but had no opportunity. We tend to look at lapsed donor reports without considering why our donors have stopped giving. Perhaps they are struggling with their health, experienced a financial downturn, or simply overlooked your appeal.

Opportunity
How did Paul know the Philippians were concerned, but couldn’t give? He prayed for them regularly, perhaps he heard news from the brothers and sisters traveling to and from Philippi. When your donors don’t hear from you, they forget you. It boils down to a communication problem—out of sight out of mind. Lapsed donors present you with an opportunity to reconnect.

Unsubscribers
You can be notified when someone on your email list unsubscribes. It’s a good indication that a donor may be losing interest. How do you respond? One ministry emails their unsubscribed donors asking if anything is wrong. It seems a little big brotherish, but you may rewin a friend. Here’s how one person responded, “To be honest (I regret to admit this, ha) I was mindlessly just cleaning up some email when your message came through, so I promise it was not an overly intentional unsubscribe on my part.”

Renewing Lapsed donors
When you’ve tried to reach a lapsed donor but haven’t connected, write a handwritten note thanking them for their contributions and the impact they have made. Express your hope that they will join you in the future and how deeply appreciative you are of everything they’ve given.

Response: Father, forgive me for not making the extra effort to reach out to my lapsed donors. Prompt me to show love and concern for their well-being.

Think About This: People stop giving because they feel distant. Paul wrote, “I rejoiced greatly in the Lord that at last you renewed your concern for me.” The Philippian believers weren’t giving to a ministry or a cause, they were giving to a person. How can you become a real, live person to your donors?

Have a Spirit-led week!

Ron

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Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.

“For I know your eagerness to help, and I have been boasting about it to the Macedonians, telling them that since last year you in Achaia were ready to give; and your enthusiasm has stirred most of them to action” (2 Corinthians 9:2).

The church in Jerusalem was suffering under persecution and famine, so Paul organized a relief effort and asked all the churches in Asia to share with their brothers and sisters. The believers in Corinth were quick to give and promised more. Paul told of the Corinthians’ generosity everywhere he went. The Macedonian churches were so motivated by the Corinthians’ gift that they surprised Paul with a generous gift of their own.

Major donors want to partner with your ministry, but they don’t want to feel that they are the only ones. Matching, challenge, and leadership gifts are effective tools to encourage others to give. Sometimes ministries incorrectly use these terms interchangeably and cause donor confusion.

Matching Gifts
Donors often wonder if matching gifts are real, or if the donor will give the entire amount anyway. Major donors often propose to match the total gifts raised within a certain time frame, effectively doubling their gift. The donor typically offers a maximum amount they will match. One major donor frames his gift this way, “I’m happy to send you $50k this year. Just tell me what projects you want me to designate and whether you want me to make my contribution contingent upon a match.”

Challenge Gifts
A matching gift is conditional upon the gifts of others; gifts can be matched until the goal is reached. Challenge gifts are given when the entire challenge is met—it’s an all or nothing scenario. One foundation only gives challenges gifts and gives the ministry exactly twelve months to achieve the goal or the challenge grant is withdrawn. If a match creates urgency with donors and gift officers, then a challenge grant is a match on steroids.

Leadership Gifts
It’s important to be accurate in your terminology. If the donor plans to give the match/challenge gift regardless of what other donors do, then their match/challenge is illusionary. On the other hand, leadership gifts are given no matter what others do. Major donors give generously to set the pace hoping that others will catch the vision. These key seed gifts are critical to your capital campaign success. When someone shows courage to lead; others follow.

Follow Through
Meanwhile, back in Corinth, the church was slow to follow through with their promised gift, so Paul penned 2 Corinthians to spur them into action and sent the brothers to collect (2 Corinthians 8:16-24). The Corinthians didn’t give their gift to prompt others, but Paul spoke of it everywhere he went and generated enthusiasm and generosity. Some major donors see match/challenge gifts as manipulative and refuse to participate; others only give this way. These strategies can motivate your major donors to inspire generosity in others.

Response: Lord, give me wisdom to know if I should present a match, challenge, or leadership gift opportunity to my major donors to encourage others to give.

Think About This: Encouraging others to give is a two-way street. Both large and small donors can encourage each other by their generosity.

Have a Spirit-led week!

Ron

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Ron Haas has served the Lord as a pastor, the vice president of advancement of a Bible college, a Christian foundation director, a board member and a fundraising consultant. He’s authored two books: Ask for a Fish – Bold Faith-Based Fundraising and Simply Share – Bold, Grace-Based Giving. He regularly presents fundraising workshops at ministry conferences and has written fundraising articles for At the Center magazine and Christian Leadership Alliance’s Outcomes magazine.