Do you get tongue-tied when talking with major donors? Pat’s been having major donor conversations for years and has several tips on what to say and how to say it.
Here are some tools talked about in the Webinar!
DCPI Leadership Proposal (PDF)
DCPI Ask Sheet (PDF)
Successful Major Donor Conversations (PDF)
Watch Pat McLaughlin as he talks about “Major Donor Conversation Starters and Closes”
https://youtu.be/W44XKG8wuiA
The Timothy Group has assisted the Iowa Regular Baptist Camp (IRBC) with a pre-campaign study and capital campaign consulting as they trust God for $3,300,000 to build The ROCK, a gymnasium/classroom facility. The quiet phase of the campaign began in August 2019. Immediately, God showed up with several divine appointments which brought some amazing gifts, but then COVID-19 hit. Camp Director Phil Betz, his team, and board of directors faced several tough decisions. Should they pause the campaign? Will people continue to give? Is it possible to start construction before winter? When should they schedule the ground-breaking? There were no easy answers, but they decided to move forward by faith.
Even in the middle of COVID-19, The ROCK campaign raised $2,700,000 through gifts of all sizes, including an incredible $100,000 gift from a church which reduced their remaining need to $600,000. Phil has kept the camp constituency updated on the construction and campaign progress through livestream videos. In his December video he commented, “Wouldn’t it be cool to see the need reduced to $500,000 by the end of the year? Let’s pray about that together.”
On January 4th, as Phil prepped for his next video update, the campaign still needed $575,000 but he was grateful for all the progress they had made. Five minutes later, his administrative assistant handed him a check for $100,000 – dated December 24th, an incredible answer to prayer!
A few weeks earlier, one of the camp’s interns was planning to visit her sister who had a work relationship with a major donor. Phil asked if it would be okay to mention The ROCK and their remaining need. In God’s divine providence, when the sister met the donor, the donor asked if she knew of any organizations that could use help. She shared The ROCK story but had no idea that the donor would respond so generously. This donor has never been to the camp and has never met Phil!
God provides in miraculous ways! The IRBC experience teaches us many lessons: (1) When you’re not sure what next step to take, pray and keep walking by faith. (2) Regularly update your constituency with videos to keep them excited. (3) Network through every relationship you have. You never know who can lead you to your next gift. (4) Be Bold and Ask! Don’t talk yourself out of asking by thinking, “That donor would never give to us.” Let the donor decide. (5) Trust God to provide. It’s his work!
UPDATE: The Iowa Regular Baptist Camp reached their $3.3 million goal to build “The Rock,” a gym/classroom facility that will enhance their summer camping programs and winter retreats. That’s the good news, the bad news is because of rising construction costs they need an additional $200,000 to finish the project. Camp Director, Phil Betz, filmed an update video for his key donors sharing what God accomplished in hearts this summer, their building progress, and the remaining need. He added a personalized “thank you” for his top donors. Take a moment to watch this example of how to update, thank, and ask!
https://youtu.be/v9ZS4M5hYzc
Abou
t the Author: Ron Haas, Vice President of The Timothy Group, has also 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.
Watch this video about one of our Clients! This is a Client Update!
Jonathan Helder joins Timothy Group as our newest consultant. Jon is a numbers guy who understands fundraising metrics. You need a detailed analysis to make an actionable plan to improve your fundraising efforts. Luckily, you can achieve a thorough analysis with key data points from either your CRM or accounting software. Watch this lively conversation with Ron and Jon about this important topic!
Here are some tools talked about in the Webinar!
Turning Data into Donors 8.25 (PowerPoint Presentation)
Timothy Group Fundraising Metrics Tool (Excel Sheets)
Watch Ron Haas and Jonathan Helder as they talk about “Turning Data into Donors”
https://youtu.be/OfwthvVKFbs
Johnny Cash’s “I’ve Been Everywhere” should be the theme song for every major gift officer who covers a territory. Dan Dark is a ministry representative who is responsible to cultivate donor relationships in sixteen states from North Dakota to Texas and Colorado to Kentucky. Dan hasn’t visited all 93 cities in Johnny Cash’s hit, but he’s close.
Traveling is hard work, but the ministry partners you meet make it all worthwhile. Loving on donors is the greatest aspect of fundraising. Join Ron and Dan as they share some incredible stories of great relationships and great gifts God has provided. Hear why cultivating genuine relationships is your key to fundraising success.
Join Ron Haas and Dan Dark as they talk about “Great Donor Stories from the Road”
https://www.youtube.com/watch?v=Sa3buCbFKy8
Your fundraising calendar is chocked full of urgent things to do, but are they the right things? It’s not enough to be busy, you’ve got to be productive. So, how do you decide where to invest your time and energy to achieve the greatest results? What metrics do you use to keep everyone on pace to reach the goal? Everyone needs accountability. It’s not what expect that gets done, it’s what you inspect!
Join Ron Haas as he discusses “Keeping Score: Setting and Achieving Fundraising Goals for You and Your Team”
https://www.youtube.com/watch?v=sWBHyl1m5kU
“If racing against mere men makes you tired, how will you race against horses?” (Jeremiah 12:5 NLT)
Your ministry needs strong volunteer leadership! Sometimes, God brings you a leader with passion, drive, and enthusiasm that challenges you to catch up with their zeal.
Join Ron and Scott for a lively conversation as they discuss “Run with Horses!”
https://www.youtube.com/watch?v=e6ZQ2pWex1o
Tie a string on your finger and remember these 3 things:
(1) Your anniversary
(2) Your mother’s birthday
(3) Thanking your major donors
Join Pat and Ron for a conversation about the two most important words in fundraising
Click here for Free Resource: Donor Thank You Calls eGuide_The Timothy Group https://www.youtube.com/watch?v=MctYMAj5NUA“A successful donor visit is when the right person asks the right person for the right amount for the right project at the right time in the right way.”
Ron and Kent discuss how to determine the right amount to ask for a gift.
View our 26-minute conversation here.
Click here for Free Resource: Donor Qualification ScaleSterling College recently dedicated the new Gleason Center Expansion, the first of three building projects that are part of a $25 million SterlingNOW campaign. The College also plans to build Zaid-West Science and Research Center, a 30,000 square foot science and math building, and renovate Thompson Hall, a 24,000 square foot building that currently houses the science, math, and business programs.
The Gleason addition features 32,000 square feet of new and renovated space, including three classrooms, 20 offices for faculty and coaches, the Dudrey Center for Health Sciences, the Mabee Wellness Center & Weight room, the First Bank Lobby & Hall of Fame, new and additional locker room space and the new Wilkey Fieldhouse.
For the first 13 months of our campaign, we employed another fundraising consulting firm to lead us through the College’s first campaign in over thirteen years. Among other concerns with the firm, we became aware that the feasibility study this firm conducted on our behalf was dishonest. Not the start that a first-time President, a new Vice President for Advancement, and a Board of Trustees had in mind.
Then Pat McLaughlin and Ron Haas of The Timothy Group (TTG) stepped in. They quickly helped us organize and re-tool our campaign. The training delivered by TTG to staff, board, and campaign committee members was outstanding and customized to who we are and where we were in the campaign equipping us very well for campaign success. Their research and evaluation of our campaign status provided our President and board the assurance that we were on track and that we could achieve our goal.
More specifically, TTG coached us through the intricacies of major gift solicitation. They sharpened the case for support when making the ask, refined our listening skills, and accompanied us in the field with donor briefings and solicitations. TTG built our confidence and helped us be bold with our prospective donors. They helped us craft the proposal and took part in our presentation that secured a $2 million matching challenge grant from the Mabee Foundation.
Personally, Pat and Ron were invaluable to me as they provided insight, encouragement, and took evening and weekend phone calls to help me in some of the most challenging times and situations during the campaign. The Timothy Group was integral to our success.
About the Author: Scott Carte
r is the former Sterling Vice President for Institutional Advancement and External Relations. After leading Sterling’s successful campaign, he now serves as Director of Development-Athletics at University of Colorado Boulder. Scott, Heather, and their two children live in Estes Park, Colorado and enjoy occasional visits from black bears and mountain lions.
