3 Secrets to Raising Major Gifts You Can t Survive Without. April 19, Presented by:

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1 3 Secrets to Raising Major Gifts You Can t Survive Without April 19, 2018 Presented by:

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3 Beth Suarez Director of Philanthropic Relations, GuideStar Amy Eisenstein ACFRE

4 3 Secrets to Raising Major Gifts with Amy Eisenstein, ACFRE

5 What we ll cover: Secret #1: Secret #2: Secret #3: You can raise major gifts without any NEW donors. If you get a meeting, you ll get a gift. Metrics Matter! Raise more money using the right metrics!

6 Secret #1 You Can Raise Major Gifts Without Any New Donors

7 There s Money In Your Database Most Development Directors believe they don t have prospective donors in their database. Experience and data tells us that s not true.

8 Many donors have the capacity to make gifts 10x more than the are. $100 donors may be able to give $1,000. $1,000 donors may be able to give $10,000 or more.

9 Focus on Major Donors One donor could increase your revenue by 10% or more. If this is true for one donor, imagine what would happen if you have 5 or 10 major donors.

10 POLL How much is a major gift at your organization? A. $1,000 range B. $5,000 range C. $10,000 or more

11 Affinity Score Scale of 1-5 Access &Belief Board and Large Donors Volunteers, Donors, Clients Community Members 2018 Amy Eisenstein, ACFRE

12 Identification A B C Access Belief Capacity

13 Capacity Score C Capacity 5 = $25, = $10,000 - $24,999 3 = $5,000 - $9,999 2 = $1,000 - $4,999 1= Under $1, Amy Eisenstein, ACFRE

14 Capacity Score 5 Best Prospects 4 Good Prospects 3 Suspects 2 1 Community Members 1 2 Affinity Score (A&B) Amy Eisenstein, ACFRE

15 Total Score A B & Access Belief + C Capacity Sarah Isaiah Liz

16 Capacity Score 5 Best Prospects 4 Good Prospects Sarah 3 2 Suspects Isaiah 1 Community Members Liz 1 2 Affinity Score (A&B) Amy Eisenstein, ACFRE

17 Capacity Score 5 Best Prospects 4 Good Prospects Sarah 3 2 Suspects Isaiah 1 Community Members Liz 1 2 Affinity Score (A&B) Amy Eisenstein, ACFRE

18 80/20 Rule You only need and handful of qualified donors, who can really make a difference. Major gift fundraising isn t about the masses.

19 Ask for More Most people aren t giving as much as they could.

20 Secret #1 You Can Raise Major Gifts Without Any New Donors

21 Secret #2 If You Get a Meeting, You ll Get a Gift

22 Get out from behind your desk. Gifts are out there not in here.

23 POLL How many times per month do you meet with donors? A. Less than 5 B C. More than 10

24 The Power of Meetings People don t want to waste time. If they care enough to meet, they will do something.

25 Meet Rachel: Rachel was frustrated because prospects wouldn t meet with her.

26 How NOT to get a meeting (What not to say over the phone): Offer an update Coming to say thank you Tell about your organization

27 How to get a meeting: Ask advice Listening tour Keep it short and convenient

28 Prepare in Advance List all possible objections Not interested No time No money/already gave

29 Secret #2 If You Get a Meeting, You ll Get a Gift

30 Secret #3 Metrics Matter! Raise More Money Using the Right Metrics

31 What You Measure, Improves You can raise more by changing what you measure.

32 Cautionary Tale Year 1: 10 $10,000 = $100,000 Year 2: 1 $100,000 = $100,000 It s not just about dollars raised.

33 Set Goals

34 Raise x% more than last year

35 hole in the budget

36 Sample Gift Table: $1M Number of Gifts Number of Prospects Gift Amount Total Gifts (at each level) Cumulative Gifts Percent of Goal 1 4 $200,000 $200,000 $200,000 20% 2 8 $100,000 $200,000 $400,000 40% 3 15 $50,000 $150,000 $550,000 55% 6 15 $25,000 $150,000 $700,000 70% $10,000 $150,000 $850,000 85% $5,000 $150,000 $1M 100% 2018 Amy Eisenstein, ACFRE

37 Sample Gift Table: $1M Number of Gifts Number of Prospects Gift Amount Total Gifts (at each level) Cumulative Gifts Percent of Goal 1 4 $200,000 $200,000 $200,000 20% 2 8 $100,000 $200,000 $400,000 40% 3 15 $50,000 $150,000 $550,000 55% 6 15 $25,000 $150,000 $700,000 70% $10,000 $150,000 $850,000 85% $5,000 $150,000 $1M 100% 2018 Amy Eisenstein, ACFRE

38 Sample Gift Table: $1M Number of Gifts Number of Prospects Gift Amount Total Gifts (at each level) Cumulative Gifts Percent of Goal 1 4 $200,000 $200,000 $200,000 20% 2 8 $100,000 $200,000 $400,000 40% 3 15 $50,000 $150,000 $550,000 55% 6 15 $25,000 $150,000 $700,000 70% $10,000 $150,000 $850,000 85% $5,000 $150,000 $1M 100% 2018 Amy Eisenstein, ACFRE

39 To download Amy s Metric Chart go to: MasteringMajorGifts.com/Metrics

40 Dollars Solicited, Dollars Raised $1 M Solicited $1 M Solicited 100K Raised $1 M Raised Too Aggressive Too Conservative

41 Number of Gifts Solicited, Number of Gifts Raised 100 Gifts Solicited 100 Gifts Solicited 10 Gifts Raised 100 Gifts Raised Too Aggressive Too Conservative

42 Retention and Acquisition Meaningful Visits Stewardship

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44 Call a Donor a Day 1 Call a Day = 225 Calls a Year

45 Small Amounts of Time Add Up 1 phone call per workday = over 225 calls a year 2 meetings a month = 24 donor meetings a year 3 hours a week = 150 hours on major gifts a year

46 Secret #3 Metrics Matter! Raise More Money Using the Right Metrics

47 What we ve covered: Secret #1: Secret #2: Secret #3: You can raise major gifts without any NEW donors. If you get a meeting, you ll get a gift. Metrics Matter! Raise more money using the right metrics!

48 To learn even more from Amy, and get weekly fundraising tips sign up at: MasteringMajorGifts.com Thank you!

49 Questions? Beth Suarez Director of Philanthropic Relations, GuideStar Amy Eisenstein ACFRE

50 Thank you! Presented by: