REEHERVISTACONFERENCE.COM

Size: px

Start display at page:

Download "REEHERVISTACONFERENCE.COM"

Magnus James
5 years ago
Views:

1 FUNDRAISING AT THE SPEED OF LIFE MINNEAPOLIS AUGUST THE DEPOT REEHERVISTACONFERENCE.COM

2 FINDING THE BEST HIGH VALUE PROSPECTS WITHIN A POOL OF HIGH VALUE PROSPECTS

3 AGENDA/KEY TAKE AWAYS How to Approach Strategic Prospect Research Prospect Research Tools Available in Reeher Strategic Findings and Action Steps

4 Click to edit Master title style FINDING HIGH VALUE PROSPECTS

5 It s magic! The End

6 INVESTIGATION: The Search for Wealth and Inclination

7 WEALTH + INCLINATION Wealthy and we know it Not wealthy and we know it Wealthy and we don t know Philanthropic to any organization Philanthropic to your organization

8 FINDING THE RIGHT PROSPECTS Giving to someone else Philanthropic Annual giving prospect Wealthy Aware of You Holding onto their money

9 KEY TAKE AWAYS What is Prospect Research? Finding wealthy philanthropists aware of your organization

10 Click to edit Master title style PROSPECT RESEARCH TOOLS AVAILABLE WITH REEHER

11 DIFFERENT MODELS Consider: Methodology Coverage Confidence/Accuracy

12 THE REEHER MODEL Reeher Major Giving Expected Value Index (MG EVI) Annual Giving Expected Value Index (AG EVI) Annual Giving Probability to Donate Index (AG EVI)

type # of methods of contact on file # of contact restrictions # of affiliations and

13 MODEL FACTORS DONATION 5 year giving average for recent donors Consistency # years giving Avg. giving 6-10 years ago for previous donors Gifts of $1K or more RELATIONSHIP Primary relationship type # of methods of contact on file # of contact restrictions # of affiliations and participations DEMOGRAPHIC Net worth Age Marital status Years since graduation Married to an alum Home region

14 A CUSTOM BUILT, RANK ORDER OF YOUR CONSTITUENCY RELATIVE TO EACH OTHER WEALTHY Major Giving 1 99 Low Inclination/ Low Capacity High Inclination/ High Capacity NOT WEALTHY Annual Giving

15 THE REEHER MODEL Reeher Major Giving Expected Value Index (MG EVI) Annual Giving Expected Value Index (AG EVI) Annual Giving Probability to Donate Index (AG EVI) NetWorth Gold

16 ACXIOM METHODOLOGY NetWorth Gold used five regression models based on individual responses to the Survey of Consumer Finances (SCF) questions, along with a host of InfoBase elements and limited census data

17 FINANCIAL ASSETS WEALTH MODELING FACTORS SAVINGS BONDS Vehicles: cars, boats, RVs, airplanes Real estate: net equity in main home, net equity in vacation or land properties, net equity in non-residential real estate investments Business: net equity from business if sold today Any other non-financial (farming property, etc.) Checking / savings accounts Money market deposits and mutual funds Call accounts at brokerages Certificate of deposits Stocks and bonds IRAs Thrifts (included if they have the option to borrow against or withdraw) Pensions

18 NON-FINANCIAL ASSETS WEALTH MODELING FACTORS DEBT Cash value of whole life insurance Annuities with equity interest Trusts and managed investment accounts with equity interest Other financial assets include: Loans / future proceeds Royalties Futures Non-public stock Deferred compensation Oil / gas / mineral investments, cash not elsewhere classified Housing debt (mortgage, home equity loans and HELOCs) Other lines of credit Debt for other residential property: land contracts, vacation, etc. Credit card debt Installment loan debt Other debts: loans versus pensions, loans vs. life insurance Margin loans, miscellaneous

19 NATIONAL AVERAGE DISTRIBUTION OF WEALTH 16.00% 14.00% 14.64% Less than $ % 12.00% 10.00% 8.00% 7.06% 9.18% $100, % $250, % 7.32% 6.00% 5.83% 5.33% 5.33% 4.00% 2.00% 1.83% 0.00% Greater $1,000,000 than - $1,999,999 $1,999,999 $500,000 - $999,999 $250,000 - $499,999 $100,000 - $249,999 $50,000 - $99,999 $25,000 - $49,999 $10,000 - $24,999 $5,000 - $9,999 $5,000 - $9,999 Less than $1 June 2018 InfoBase Enhancement Release

20 REEHER & AXCIOM A TOOL IN YOUR TOOL KIT NetWorth is built into Reeher scores NetWorth is available in Targeter 90% COVERAGE 95% ACCURATE

21 THE REEHER MODEL Reeher Major Giving Expected Value Index Annual Giving Expected Value Index Annual Giving Probability to Donate Index NetWorth Gold Donor Discovery Donor Insights Automatic Screenings (NEW!)

22 DONOR SEARCH METHODOLOGY Donor Search: Uses information from 25 databases Uses proprietary algorithms Searches and analyzes wealth and philanthropy databases Reviews key information manually for greater accuracy before you receive it

23 DONOR SEARCH COVERAGE & CONFIDENCE Coverage Donor Search searches over 150 million charitable gift records spanning from Confidence Report Quality Score 1-30 Overall Each piece of data

24 LARGEST GIFT ELSEWHERE Size of Largest Gift Elsewhere Likelihood of Donating to You $100,000 32X more likely $50,000-$99,999 25X more likely $25,000-$50,000 11X more likely $10,000-$25,000 10X more likely

25 POLITICAL GIVING FEDERAL LEVEL Size of Political Gift Likelihood of Donating to You $2, X more likely $1,000-$2,500 6X more likely $500-$1,000 5X more likely

26 REAL ESTATE Value of Real Estate Likelihood of Donating to You $2,000, X more likely $1,000,000-$2,000,000 4X more likely $750,000-$1,000,000 2X more likely

27 ADDITIONAL FINDINGS Additional Indicators Securities and Exchange Commission SEC Insider Business Executive at $5,000,000+ Company Business Executive at $1,000,000-$5,000,000 Company Likelihood of Donating to You 7X more likely 9X more likely 3X more likely

28 REEHER FEATURES WITH DONOR SEARCH Donor Discovery Full set of factors Best practice module add on Donor Insights Automatic Screenings 5 additional factors available to all Reeher users

29 DONOR DISCOVERY Powered by

30 DONOR DISCOVERY

32 DONOR INSIGHTS: AUTOMATIC SCREENING Powered by

33 RELATIONSHIP PROFILE

34 TARGETER FILTERS & COLUMNS

EMAIL & NOTIFICATION Notifications and Emails are not sent the first time a prospect are screened.

35 & NOTIFICATION Notifications and s are not sent the first time a prospect are screened. On future screenings, when there is a change the officer assigned to the prospect is sent a notification or depending on their settings. Drawer Notification Daily Digest Weekly Digest

36 & NOTIFICATION

37 & NOTIFICATION

39 HOW TO SIGN UP FOR DONOR INSIGHT

40 KEY TAKE AWAYS What is Prospect Research? Finding wealthy, philanthropists aware of your organization Understanding of the Prospect Identification Tools that Reeher offers Reeher Predictive Models Acxiom NetWorth Gold DonorSearch o Donor Discovery o Donor Insights Automatic Screenings

41 STRATEGIC ACTION

42 NARROWING DOWN YOUR CONSTITUENTS All Constituents Reeher Predictive Models Acxiom NetWorth Gold Donor Insights Automatic Screenings Donor Discovery Personal Intel

43 THE IMPACT OF MORE INFORMATION ON PROSPECT RESEARCH Reeher Predictive Models Prospect 1 Prospect 2 Prospect 3 Prospect 4 Prospect 5 Prospect 6 Prospect 7 MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ Acxiom NetWorth Gold $1M $1M $1M $1M $1M $1M Donor Insights Automatic Screening 5 factors 5 factors 5 factors 5 factors Donor Discovery Many factors Many factors Personal Intel/ Discovery Visit yes yes yes yes

44 THE IMPACT OF MORE INFORMATION ON PROSPECT RESEARCH Reeher Predictive Models Prospect 1 Prospect 2 Prospect 3 Prospect 4 Prospect 5 Prospect 6 Prospect 7 MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ Acxiom NetWorth Gold $1M $1M $1M $1M $1M $1M Donor Insights Automatic Screening 5 factors 5 factors 5 factors 5 factors Donor Discovery Many factors Many factors Personal Intel/ Discovery Visit yes yes yes yes

45 THE IMPACT OF MORE INFORMATION ON PROSPECT RESEARCH Reeher Predictive Models Prospect 1 Prospect 2 MG EVI 95+ Prospect 3 Prospect 4 Prospect 5 Prospect 6 Prospect 7 MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ Acxiom NetWorth Gold $1M $1M $1M $1M $1M $1M Donor Insights Automatic Screening 5 factors 5 factors 5 factors 5 factors Donor Discovery Many factors Many factors Personal Intel/ Discovery Visit yes yes yes yes

46 THE IMPACT OF MORE INFORMATION ON PROSPECT RESEARCH. Reeher Predictive Models Prospect 1 Prospect 2 Prospect 3 Prospect 4 Prospect 5 Prospect 6 Prospect 7 MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ Acxiom NetWorth Gold $1M $1M $1M $1M $1M $1M Donor Insights Automatic Screening 5 factors 5 factors 5 factors 5 factors Donor Discovery Many factors Many factors Personal Intel/ Discovery Visit yes yes yes yes

47 THE IMPACT OF MORE INFORMATION ON PROSPECT RESEARCH Reeher Predictive Models Prospect 1 Prospect 2 MG EVI 95+ Prospect 3 Prospect 4 Prospect 5 Prospect 6 Prospect 7 MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ Acxiom NetWorth Gold $1M $1M $1M $1M $1M $1M Donor Insights Automatic Screening 5 factors 5 factors 5 factors 5 factors Donor Discovery Many factors Many factors Personal Intel/ Discovery Visit yes yes yes yes

48 THE IMPACT OF MORE INFORMATION ON PROSPECT RESEARCH Reeher Predictive Models Prospect 1 Prospect 2 Prospect 3 Prospect 4 Prospect 5 Prospect 6 Prospect 7 MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ Acxiom NetWorth Gold $1M $1M $1M $1M $1M $1M Donor Insights Automatic Screening 5 factors 5 factors 5 factors 5 factors Donor Discovery Many factors Many factors Personal Intel/ Discovery Visit yes yes yes yes

49 THE IMPACT OF MORE INFORMATION ON PROSPECT RESEARCH Reeher Predictive Models Prospect 1 Prospect 2 Prospect 3 Prospect 4 Prospect 5 Prospect 6 Prospect 7 MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ MG EVI 95+ Acxiom NetWorth Gold $1M $1M $1M $1M $1M $1M Donor Insights Automatic Screening 5 factors 5 factors 5 factors 5 factors Donor Discovery Many factors Many factors Personal Intel/ Discovery Visit yes yes yes yes

50 THE IMPACT OF MORE INFORMATION ON PROSPECT RESEARCH Acxiom NetWorth Reeher Scores Reeher High Value Donor Insights Automatic Screenings Donor Discovery Median Avg Gift - Past 5 Years All Scored Constituents $ NW $1M+ $ MG EVI 95+ $ 1, High Val (95+ & $1M+) $ 1, Demonstrated Philanthropy (4+) $ 3, Political Giving ($2500+) $ 3, High One Time Gift ($10K+) $ 5, Real Estate Holding $2M+ $ 9, Wealth Capacity (5) $ 9,444.34

51 THE IMPACT OF MORE INFORMATION ON PROSPECT RESEARCH Acxiom NetWorth Reeher Scores Reeher High Value Donor Insights Automatic Screenings Donor Discovery Median Avg Gift - Past 5 Years All Scored Constituents $ NW $1M+ $ MG EVI 95+ $ 1, High Val (95+ & $1M+) $ 1, Demonstrated Philanthropy (4+) $ 3, Political Giving ($2500+) $ 3, High One Time Gift ($10K+) $ 5, Real Estate Holding $2M+ $ 9, Wealth Capacity (5) $ 9,444.34

THE IMPACT OF MORE INFORMATION ON PROSPECT RESEARCH Acxiom NetWorth Reeher Scores Reeher High Value Donor Insights Automatic Screenings Donor Discovery Median Avg Gift - Past 5 Years All Scored

52 THE IMPACT OF MORE INFORMATION ON PROSPECT RESEARCH Acxiom NetWorth Reeher Scores Reeher High Value Donor Insights Automatic Screenings Donor Discovery Median Avg Gift - Past 5 Years All Scored Constituents $ NW $1M+ $ MG EVI 95+ $ 1, High Val (95+ & $1M+) $ 1, Demonstrated Philanthropy (4+) $ 3, Political Giving ($2500+) $ 3, High One Time Gift ($10K+) $ 5, Real Estate Holding $2M+ $ 9, Wealth Capacity (5) $ 9,444.34

53 THE IMPACT OF MORE INFORMATION ON PROSPECT RESEARCH Acxiom NetWorth Reeher Scores Reeher High Value Donor Insights Automatic Screenings Donor Discovery Median Avg Gift - Past 5 Years All Scored Constituents $ NW $1M+ $ MG EVI 95+ $ 1, High Val (95+ & $1M+) $ 1, Demonstrated Philanthropy (4+) $ 3, Political Giving ($2500+) $ 3, High One Time Gift ($10K+) $ 5, Real Estate Holding $2M+ $ 9, Wealth Capacity (5) $ 9,444.34

54 THE IMPACT OF MORE INFORMATION ON PROSPECT RESEARCH Acxiom NetWorth Reeher Scores Reeher High Value Donor Insights Automatic Screenings Donor Discovery Median Avg Gift - Past 5 Years All Scored Constituents $ NW $1M+ $ MG EVI 95+ $ 1, High Val (95+ & $1M+) $ 1, Demonstrated Philanthropy (4+) $ 3, Political Giving ($2500+) $ 3, High One Time Gift ($10K+) $ 5, Real Estate Holding $2M+ $ 9, Wealth Capacity (5) $ 9,444.34

55 THE IMPACT OF MORE INFORMATION ON PROSPECT RESEARCH Acxiom NetWorth Reeher Scores Reeher High Value Donor Insights Automatic Screenings Donor Discovery Median Avg Gift - Past 5 Years All Scored Constituents $ NW $1M+ $ MG EVI 95+ $ 1, High Val (95+ & $1M+) $ 1, Demonstrated Philanthropy (4+) $ 3, Political Giving ($2500+) $ 3, High One Time Gift ($10K+) $ 5, Real Estate Holding $2M+ $ 9, Wealth Capacity (5) $ 9,444.34

56 KEY TAKE AWAYS What is Prospect Research? Finding wealthy, philanthropists aware of your organization Understanding of the Prospect Identification Tools that Reeher offers Reeher Predictive Models Acxiom NetWorth Gold DonorSearch o Donor Discovery o Donor Insights Automatic Screenings Strategic Action Steps Consider your organization s capacity for research Through tools and training, empower officers with research

57 CONCLUSION

58 LESS MAGIC: MORE INVESTIGATION

59 NEXT STEPS Use Reeher predictive models and Acxiom NetWorth intentionally at your institution Turn on Donor Insights Automatic Screening for your institution Get a demo of Donor Discovery Be strategic!

60 QUESTIONS

61 THANK YOU! STACY ROONEY

The 2008 Bank of America Study of High Net Worth Philanthropy Issues Driving Charitable Activities Among Affluent Households

The 2008 Bank of America Study of High Net Worth Philanthropy Issues Driving Charitable Activities Among Affluent Households April 20, 2010 Ramsay H. Slugg Senior Vice President National Wealth Strategies