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Donor Relations, Fundraising Verse of the Week

The BEST Donor Script

by Ron Haas
July 17, 2020

“But when they arrest you, do not worry about what to say or how to say it. At that time you will be given what to say, 20 for it will not be you speaking, but the Spirit of your Father speaking through you.” Matthew 10:19-20

If you decide to answer a random number on your cell, you may quickly realize it’s an auto-attendant script. Some expert has meticulously input the right trigger words to pique your interest and move you to action before you end the call.

Actors memorize, internalize and personalize their scripts to become the character they are portraying. These steps are helpful as you prepare for your donor calls and visits. You should learn everything possible about your ministry.

Memorize your mission, vision, core values, and key phrases from your strategic plan.

Internalize these concepts so they become part of you, not just rote facts.

Personalize your presentation by sharing impact stories of how your ministry is making a difference.

While we should “always be prepared to give an answer to everyone who asks” (1 Peter 3:15), Jesus told his disciples when they were called before the judge, not to worry about what to say or how to say it because it wouldn’t be them speaking, but the Spirit speaking through them.

It’s important to prepare for your donor call and visits, but sometimes we worry, “what if I don’t say the right thing, or worse, what if I say the wrong thing?” Ultimately, you are not responsible for the outcome. You are God’s spokesperson to present your ministry to the best of your ability and ask for their support. Before your next visit, ask God for “what to say and how to say it.”

Then let the Spirit speak through you.

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.

Donor Relations, Fundraising Verse of the Week, Major Donors

Are You The First Person A Donor Calls?

by Ron Haas
July 12, 2020

“You are those who have stood by me in my trials” (Luke 22:28).

One of the scenes during the Last Supper includes the disciples arguing about who would be the greatest in the kingdom. Jesus taught them one last time about what it means to be a servant. Then he commends them for standing by him through all his trials. They had faithfully followed him for three years; some early followers had turned back because his teaching was too difficult to accept (see John 6:66). Jesus’ words of affirmation seem ironic on the night all his disciples would scatter. Nevertheless, Jesus in kindness shared his genuine appreciation for his remaining disciples.

Standing By…

Donors appreciate your presence when you stand by them in difficult life moments. Perhaps you visited them in the hospital, cried with them over a prodigal child, encouraged them through a financial crisis, or mourned with them at the graveside of a loved one. As a donor representative you have the unique privilege of accompanying your ministry partners as they walk through the dark valleys.

A True Friend…

Jim is a development director who genuinely cares for his donors. They aren’t just names on his donor portfolio, they are close friends. Bill and Mary had supported Jim’s ministry faithfully over the years. For one capital campaign, Jim challenged them to consider a $1 million gift. Even though Bill had the financial capacity, he resisted and told Jim, “I hope the fact that we can’t give this gift won’t harm our friendship.” Jim responded, “Bill, nothing could come between us. I am just grateful for the privilege of asking you for a gift of this size. Not everyone has this ability.”

During Times of Trial.

Bill and Mary prayed about the gift. Two weeks later Bill called Jim and said, “Mary and I have been thinking and talking. God has been so good to us and we want to give that gift.” Jim expressed his incredible thankfulness for Bill and Mary’s generosity. Now the rest of the story: Several years later, Bill passed away and Jim was the first person Mary called. She sent her private jet to pick up Jim so he could fly to Florida and accompany her as they brought Bill’s body home. She did not ask her sons—she asked Jim.

What true friend are you standing by during times of trial?

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.

Donor Relations, Fundraising, Fundraising Verse of the Week

The 4 Little Foxes Of Donor Relationships

by Ron Haas
July 5, 2020

“Catch for us the foxes, the little foxes that ruin the vineyards, our vineyards that are in bloom” Song of Songs 2:15.

It’s the little things that drive wedges between you and your donors. The Bridegroom warned his Bride to catch the little foxes that would spoil their vine. In a marriage, the little differences that drew you and your spouse together can become huge annoyances if you neglect to apply love in liberal doses.

Your donor relationships are susceptible to these four little foxes:

Poor Communication.

Lack of communication is at the heart of every failed donor relationship. The problem really is lack of listening. Stephen Covey said, “Most people do not listen with the intent to understand; they listen with the intent to reply.” Listen to your donor more than you speak. You will learn something important about their heart.

Unmet Expectations.

Donors believe that you will use their gift for what you say you will. Unfortunately, when budgets get tight ministry leaders are often tempted to find ways to apply designated gifts to undesignated budget items. These gymnastics may cover short-term needs but will often create long-term donor problems.

Lack of Empathy.

We focus on our program and our financial needs so much that sometimes we forget to show love and compassion. A donor shared the sad story that his employee had just embezzled $150,000. Wisely, the donor representative, who was prepared to ask for $150,000 gift, kept his proposal in his folder for another day and focused on encouraging the donor in his loss.

Taking Donors for Granted.

If every conversation you have with your donors is to ask for money, you will quickly burn your relationships. Don’t treat your donors like ATM machines; just push a few buttons and out pops money. Donors know when you only appreciate them for what they have and what they can give, instead of who they are.

The best way to keep these little foxes in check is with two little words: time and love. Spend time with your donors and genuinely love them. “Above all, love each other deeply, because love covers over a multitude of sins” (1 Peter 4:8).

Have a Spirit-led fundraising week!

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.

Fundraising, Fundraising Verse of the Week

Pivot, Pull Back Or Start Over?

by Ron Haas
June 27, 2020

“Paul and his companions traveled throughout the region of Phrygia and Galatia, having been kept by the Holy Spirit from preaching the word in the province of Asia. 7 When they came to the border of Mysia, they tried to enter Bithynia, but the Spirit of Jesus would not allow them to. 8 So they passed by Mysia and went down to Troas. 9 During the night Paul had a vision of a man of Macedonia standing and begging him, ‘Come over to Macedonia and help us.’ 10 After Paul had seen the vision, we got ready at once to leave for Macedonia, concluding that God had called us to preach the gospel to them” Acts 16:6-10.

Pivot?

Discerning God’s will can be confusing at times. We map out our strategic plans, but sometimes things don’t progress as we hope. Paul’s experience at Troas is a perfect example of handling uncertainty in ministry. He attempted to preach the gospel in Asia, but the Holy Spirit prevented him. So, he pivoted toward Bithynia, “but the Spirit of Jesus would not allow them to.” Can you imagine the conversations among his traveling companions? Perhaps they questioned God’s leading; perhaps they questioned Paul’s leadership. That evening the Holy Spirit gave Paul the vision of a man of Macedonia which brought clarity and encouraged them with God’s plan.

Pull back or start over?

A growing church hired an architect to design new facilities. The elders presented the plans to the congregation who generally gave positive feedback. As the conversation continued, some wondered if the plans for the sanctuary were too large for the number of available parking spaces. To discern the Lord’s will, the elders proposed two solutions: 1) conduct a traffic study, and 2) move forward the plans only if the elders had complete unity. God answered their prayers, but not like they thought. The study revealed that the site did not have adequate space for parking, and the elders voted unanimously to ask the architect to significantly revise the plans. God brought clarity. Yet, it took courageous leadership to pull back and start over.

Listen and walk in it.

How will you know what path to take? “Whether you turn to the right or to the left, your ears will hear a voice behind you, saying, ‘This is the way; walk in it’” (Isaiah 30:21).

Friends, have a Spirit-led fundraising week!

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.

Development, Fundraising, Fundraising Verse of the Week

Small Team. Big Results.

by Ron Haas
June 21, 2020

“Five of you will chase a hundred, and a hundred of you will chase ten thousand, and your enemies will fall by the sword before you” (Leviticus 26:8).

Do you bemoan the fact that your development team is understaffed? It’s easy to become jealous of larger organizations that have the resources and personnel to raise millions of dollars. Huge public universities have an army of major gift officers identifying, cultivating, and soliciting donors. In fact, each of the colleges beneath the university umbrella also have a strong team focused on their specific subset of donors e.g. athletics, business, law, nursing, etc. They also have researchers, grant writers, event planners, plus all the latest computers and software to track every gift and every gift officer’s next move.

How can you compete with fundraising juggernauts like this? You can’t. The good news is you don’t have to. God promised the children of Israel that he would fight for them; that makes all the difference. He tipped the balance of power in favor of Moses and Joshua. “Five will chase a hundred.” That’s pretty great odds. But it gets better, “one hundred of you will chase ten thousand!” You may not have the budget or staff of other organizations, but you have the Holy Spirit to strengthen you and direct your path.

So how do you handle your disadvantages? Paul instructed, “Each one should test their own actions. Then they can take pride in themselves alone, without comparing themselves to someone else” (Galatians 6:4). Focus on what you can do with the resources God has given you. Test your own actions. Make sure you are doing everything you can to Research, Romance, Request, Recognize, Recruit and Report to your donors. Don’t worry about what you could do if only you had something you don’t. Grab your sword and start chasing.

Have a Spirit-led fundraising week!

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.

Fundraising, Fundraising Verse of the Week

Secular Vs. Sacred

by Ron Haas
June 14, 2020

“For though we live in the world, we do not wage war as the world does. 4 The weapons we fight with are not the weapons of the world. On the contrary, they have divine power to demolish strongholds” (2 Corinthians 10:3-4).

The world raises millions of dollars for temporal causes. Sometimes as Christians, we believe we are at a fundraising disadvantage compared to secular organizations. But our methods are better than the world’s because they have divine power to demolish strongholds. Overcoming the love of money and the deceitfulness of riches are fundraising strongholds. We have the advantage over the world because giving to our compelling stories produces eternal rewards.

Faith

Ultimately, generosity is not a financial decision, it’s a faith decision. Both the asker and the giver must have faith that God will provide for their needs. Secular fundraising professionals can only appeal to their donors based on how a potential gift might alleviate human problems. We can appeal to our donors with the truth that their gifts will make a physical and eternal difference in the lives of those we serve.

Hope

Paul teaches in 1 Timothy 6:17, “Command those who are rich in this present world not to be arrogant nor to put their hope in wealth, which is so uncertain, but to put their hope in God.” We have the privilege of challenging our donors to place their hope in God by laying up “treasure for themselves as a firm foundation for the coming age” (v.19).

Love

Consider this scene from Mark 10:21 about the rich young ruler, “Jesus looked at him and loved him. ‘One thing you lack,’ he said. ‘Go, sell everything you have and give to the poor, and you will have treasure in heaven. Then come, follow me.’” This young man’s riches were preventing him from laying up treasure in heaven. Jesus loved him by challenging him to generosity which can only come from a heart changed by love.

Faith, hope, and love should guide your donor relations strategies, but the greatest of these is love.

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.

Capital Campaigns, Fundraising, Fundraising Verse of the Week

To Delay is To Deny

by Ron Haas
June 7, 2020

“He called together the priests and Levites and said to them, ‘Go to the towns of Judah and collect the money due annually from all Israel, to repair the temple of your God. Do it now.’ But the Levites did not act at once” (2 Chronicles 24:5).

King Joash reigned for forty years and did right in the eyes of the Lord. During his time in power, the Temple developed some serious deferred maintenance issues, so he called the priests and Levites and instructed them to collect gifts from the people and repair the Temple. His instructions were crystal clear, “Do it now!”

Unfortunately, the Levites procrastinated and never started the work. Finally, after sixteen years, King Joash called for an account and found negligence, misappropriation of funds, and even theft. So, he issued a proclamation that the people should bring their gifts to the temple and deposit them in a chest he had made. He appointed his royal secretary to collect the gifts, purchase supplies, and hire masons and carpenters to start the work. This time, the men he placed in charge were diligent and completed the repairs.

When you raise money for a project, you raise donor expectations that their gifts will be used for that project. If the project is delayed because of poor planning, leadership changes, plan revisions, or any other reason, donors begin to question the ministry’s credibility. Will you do what you say you will do? Projects usually stall due to lack of funding. King Joash addressed the internal problems then called Israel to generosity. “All the officials and all the people brought their contributions gladly, dropping them into the chest until it was full” (vs. 10).

When you have a clear vision and a clear path to accomplish that vision, people will rally to your cause.

Have a Spirit-led fundraising week,

Ron

Ron Haas, Vice President for 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.

Capital Campaigns, Donor Relations, Fundraising, Fundraising Verse of the Week, Stewardship

“Help, I’m Not Good At Fundraising!”

by Ron Haas
May 30, 2020

“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).

“Help, I’m Not Good At Fundraising!”

Peter served as a board member of a youth ministry that was launching a capital campaign. The ministry leaders asked him to chair the major gifts committee. Peter responded, “I’m not good at fundraising.” Instead, he committed to match every gift dollar for dollar. Then Peter emailed his friends and asked them to join him. His first friend gave $200,000; the second gave $300,000. Soon they reached their $3 million goal.

Peter’s ministry friends teased him, “You’re a pretty good fundraiser after all. In fact, you’re better than all of us combined.”

Spur One Another On

When Paul raised relief funds for the Jerusalem church, the believers in Corinth were the first to respond and promised to give more. Paul shared their eagerness with all the other churches in Achaia and their generosity encouraged most of them to get involved. Hebrews 10:24 teaches, “And let us consider how we may spur one another on toward love and good deeds.”

Show Enthusiasm & Passion

Enthusiasm begets more enthusiasm. Tell your ministry impact stories with zeal. Then when God blesses you with a major gift, celebrate your donor’s generosity testimony. Encourage your donors to spur on their friends to join them in supporting your compelling case. Many people need a gentle nudge to part with their resources; a sacrificial gift inspires others toward generosity.

The most effective fundraisers on your team might not be those with professional skills, they might simply be those with passion.

Have a Spirit-led fundraising week,

Ron

Ron Haas, Vice President for 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.

Fundraising Verse of the Week, Major Donors

Major Donor Prayer Team

by Ron Haas
May 23, 2020

“So Joshua fought the Amalekites as Moses had ordered, and Moses, Aaron and Hur went to the top of the hill. 11 As long as Moses held up his hands, the Israelites were winning, but whenever he lowered his hands, the Amalekites were winning. 12 When Moses’ hands grew tired, they took a stone and put it under him and he sat on it. Aaron and Hur held his hands up—one on one side, one on the other—so that his hands remained steady till sunset. 13 So Joshua overcame the Amalekite army with the sword” (Exodus 17:10-13).

The lesson from Joshua’s battle against the Amalekites is crystal clear: When you pray, you win; if you stop praying, you lose. Moses, Aaron, and Hur climbed to the top of the hill for a strategic view of the battlefield. Moses stood with his arms raised holding the staff of God to intercede on behalf of Israel. When do you think they realized that the position of Moses’ arms impacted the outcome of the battle? Yet, it was too difficult for Moses to continue. So, they improvised and pulled up a stone for Moses to sit on while Aaron and Hur stood on each side holding up his hands.

And The Winner Is…

Who is the MVP of this battle? Would you vote for Joshua and the army on the battlefield, Moses lifting his staff in prayer, or Aaron and Hur? The correct answer is everyone. This has a direct fundraising application. Your organization needs soldiers on the field telling your story – your leadership team, major gift officers, and board. You also need a major donor prayer team fervently praying for open doors, great conversations, and God’s favor. But this all falls apart without staff to support your efforts.

Rally Your Troops

Rally your troops to pray for your fundraising efforts. Send out regular prayer emails to your most dedicated prayer warriors. You don’t need to share details about your donor visits, just your call to action. Then when God answers, “many will give thanks on our behalf for the gracious favor granted us in answer to the prayers of many” (2 Corinthians 1:11).

Have a Spirit-led fundraising week,

Ron

 Ron Haas, current Vice President for 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.

Donor Relations, Fundraising Verse of the Week, Major Donors

Recruiting Donor Evangelists

by Ron Haas
May 17, 2020

“Andrew, Simon Peter’s brother, was one of the two who heard what John had said and who had followed Jesus. 41 The first thing Andrew did was to find his brother Simon and tell him, ‘We have found the Messiah’ (that is, the Christ). 42 And he brought him to Jesus” (John 1:40-42).

A board member profoundly said, “Every one of our board members should constantly be in conversations with people to find out where God is hiding money!” Some organizations schedule time in each board meeting encouraging members to identify, cultivate and solicit their friends and family. Andrew would have been a great board member! He believed John’s message and made a life changing decision to follow Jesus. Andrew became an evangelist. His first response was to find his brother Peter and tell him about Christ.

Your board members must become your greatest evangelists for your ministry telling everyone they meet about how your ministry is accomplishing incredible things for Christ. Encourage your board members to engage in these four action steps.

Believe.

You can only share your mission with enthusiasm, if you are fully convinced that your ministry is meeting critical needs. Light up your board’s passion by sharing stories of changed lives.

Find.

The first networking question is, “Who do you know?” We jump to a list of famous, wealthy people that we probably don’t know (Bill Gates). Instead, we should look closer to home. Consider prospects in your church, community, and even family who would align with your mission.

Tell.

Finding the Messiah motivated Andrew. Your ministry meets many human needs, but the most compelling message you can share is how your ministry leads people to Jesus.

Bring.

Andrew did more than share the good news with Peter, he physically brought him to Jesus. Encourage your board members to bring their prospective donors for a tour, a special event, or lunch with your executive director. Inspire your prospective donors as they experience your mission.

Andrew didn’t know it, but he brought the person whom God would use to bring many into the Kingdom. Won’t you begin recruiting donor evangelists? Perhaps God will use the person you bring to bring many to your ministry and many more into the Kingdom.

Have a Spirit-led fundraising week,

Ron

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.

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