Fundraising: Why You Should Treat Your Volunteers Like Major Donors

Time is Running Out - Seats Still Available for My Seminar on Community Engagement this Weekend! 

Get thousands of dollars worth of samples, templates and instructions for how to tell your story in a way that inspires people to want to help, be clearer about what you need and how people can help, and genuinely cultivating relationships for the purpose of securing EVERYTHING you need to achieve your organization's vision for the future!

Plus learn how to think from a place of abundance instead of scarcity.  All the resources you need are right in front of you.  You just don't know how to see them, and you don't know what to do next if you do see them.

DATE:  Come to sessions on Saturday and/or Sunday PLUS networking on Friday night at the Zen on Seven

COST:  PAY WHAT YOU CAN OR WANT!

REGISTER:  Email Deb at dlukovich@alineaconnect.com
or call 414-803-3229

LOCATION:  Historic Hotel Metro in downtown Milwaukee

Today's Blog Posting:

Why You Should Treat Your Volunteers Like Major Donors

I just cringe when I hear nonprofit staff people complain about their volunteers.  Sometimes they complain that volunteers are unreliable, showing up late or not showing up at all.  Many times, they complain about young people because "they think they're all that."

I think it's amazing that anyone volunteers their time for a cause that resonates with them, and to me, if you're not getting what you want from a volunteer, IT'S YOUR FAULT!

Many organizations spend lavish amounts of money on "major donors," a direct implication that the size of your gift correlates to the appreciation you will receive.  It's kind of like a class system within philanthropy.

We all know that a volunteer who takes the time to read to a child an hour per week is having an immeasurable positive impact on that child's present and future life, but we really don't show our appreciation in a way that reflects that impact.

Yes, you need resources, but when it's clear that your agenda is to raise money, you are actually limiting the resources you are attracting because you are coming from a place of scarcity and need.

An Amazing Story of the Power of Genuine Relationship Building 

Did I ever tell you the story about when Pat Molter was tempted to NOT take the time on one particular day to talk to her volunteers about the impact they were having?  Thank goodness she resisted that temptation.  Read on. . .

Pat Molter is the most amazing ambassador for many faith-based nonprofits in Milwaukee, some of which she actually helped found.  She's so effective because she really doesn't have an agenda other than connecting with people.

This is an amazing story.  This was a couple years ago, and Pat was working part time (well, being paid part time) as the liaison for House of Love, a group home for teenage girls who cannot be adquately served by the traditional foster care system.  At that time, House of Love had purchased a four-unit apartment building so they could maintain support of the girls who aged out of the foster care system (a whole other conversation about why anyone would ever think throwing at-risk 18 year olds out on the streets would ever have a good outcome).

Anyway, House of Love saved up to purchase this apartment building.  Unfortunately, it was in pretty bad shape.  On this particular day, Pat was helping other volunteers clean the inside while another group of volunteers was working on the garage.  It was disgusting, full of drug needles, bugs, filth, etc.  Pat explained to me that she almost wanted to throw up, and by the end of the day she just wanted to go home and take a shower.

But Pat had always, always made sure to take time to go talk to the volunteers.  Not just to say thank you, but to share the real meaning of their contribution.  To share the familiar story of the girls they were helping.  Stories of rape by relatives, physical abuse, fatherlessness, expulsions from schools, lack of hope and lack of unconditional love.

Well, on this particular day, as usual, she was sharing the House of Love story with a group of mostly men who seemed to be close to retirement age.  Two weeks later, she got a call from one of them.  He said, "Pat, I haven't been able to sleep since you spoke with us.  Until last night that is, when God told me I should make a donation to House of Love.  And God even gave me a number."  As Pat shared this story with me, she said she was so excited, because she thought maybe they would be getting a $5,000 donation, and this was thinking big, as House of Love had never even gotten a $1,000 donation from an indidvidual.

The man asked to come deliver the check in person.  When he met with Pat, she almsot fainted as he presented her with a $50,000 check - YES $50,000, the exactly amount they needed to replace the roof of the apartment building.

It turns out that this gentleman and his wife had been abandoned in their youth.  They were pretty much middle class folks who had worked hard all their lives, and it seemed like a GIFT TO THEM to be able to make this donation to House of Love.

The Moral of the Story

I share this because it's ALWAYS TRUE that the most amazing gifts come out of the least expected situations.  It's like planning for a gift actually gets in the way of the gift.  That's what I mean by NOT having an agenda, and instead focusing on being truy curious about other people.

The second lesson is NOT to make assumptions or judgments about people.  When a volunteer graces you with their presence - that's how I look at it - they are "dipping their toe in the water."  How you treat them will determine what you will receive from them.  YOU JUST NEVER KNOW who they know or what their true situation is.

Your intent should be to genuinely care about and be curious about other people first.  If you do that, you will find an emotional connection.  But don't be attached to an outcome.  It doesn't matter if they're interested or not.  You have just shared your story with another human being, and you just never know what might happen down the road.

As always, try this and let me know what happens.  If you really, really take my advice, you might experience something that feels like a kind of miracle.

Passing Along Information About My Seminar Could be a Gift to a Nonprofit, School or Church You Care About 

If you enjoy my blog postings, please consider helping me out by encouraging organizations that could benefit by my philsophy and turn-key approach to attend my seminar this weekend.

Thank you for your support!

Deb

Fundraising - Engaging Board Members

Before I share with you How to Get Your Board Members to be Walking Billboards for Your Nonprofit, School or Church, I want to remind you about my seminar the weekend of March 21st.

I'm taking everything I've learned and developed over the past 10 years of working with schools and nonprofits and I'm teaching it to 75 people - I have lots of seats open!  HELP ME FILL THEM. If you're not interested, please let others know.

I will teach folks a new way to think about resource development (money, student enrollment, community partnerships, building awareness), then share the knowledge you need to put these concepts to work, and then give you a big binder and electronic versions of tools and templates you can use (case statement, elevator pitch, student enrollment strategies, communications tools like Facebook, website, flyers for anything, scripts, applications for grants, and much more).

The cost for my seminar is: PAY WHAT YOU CAN OR WANT and attend one or both dates as well as join us for networking.

Click here and request registration paperwork or hit the BUY NOW button on my blog.  To learn more about what I'll cover and to read or hear testimonials from some of my clients, visit my website or my You Tube Channel.

Now, on to sharing my secrets for inspiring your board members to be walking billboards for your organization.

Understanding How to Inspire Your Board Members to be Active Ambassadors

 FIRST - It's About Confidence

Are your board members out there tirelessly promoting your organization?  I guarantee you don't really know the answer to this question.  Whenever I do a seminar for board members, and I ask them, "How many of you are confident and comfortable sharing your organization's story?" only one-third of the hands go up.  Your board members are the guardians of your organization, but most of them are NOT PROMOTING your organization.  Here's the thing though.  They will never admit it because they think they should know how to do this.

Over the past 10 years of working with nonprofits, schools and churches, I've learned that there is a lot of guilt on boards.  It's crazy, because here are people who volunteer outside of their jobs and families to offer their time, support, money and advice to a cause for which they have much passion.

They get onto the board often with little training and orientation and you can tell they're ready to get to work.  After a few meetings of soaking in everyone else's wisdom and perspectives, they are really feeling ready to go.  But then after a few more meetings, many board members begin feeling unsure about what to actually do to help outside of attending meetings and blessing the budget and activities of the director.  Eventually, many of them begin to feel ineffective and like they're not making a contribution.

What often happens on the other end - the staff end - is the director begins to make assumptions about a lack of commitment to the organization.  I have found that this just is not the case.  Through many board engagement projects and confidential interviews with board members, I have found the issue to be one of a lack of direction, training and tools than anything else.

A Real Story - Connecting Youth, Inc. (Milwaukee)

A few years back I was brought in by the executive director of a small nonprofit called Connecting Youth who needed help engaging the board in the organization's work after quickly growing operations.  This awesome organization is a group home for teens that can't be adequately served in foster care.  After my first meeting with the board and staff, even I fell under the spell of making assumptions about whether the president of the board was committed.  I really thought to myself, "This person is probably going to have to leave."

When we started clarifying the organization's mission, developing a compelling vision for the future and outlining three clear priorities and a committee structure to achieve them, you could just feel the difference in energy and motivation.  As part of our project, I asked the board members to personally invite some folks to an information session for the purpose of recruiting some additional board and committee members.  While just five people came, all five jumped in and got involved.  The really awesome story is the professional woman who was invited by the board president not only recruited her daughter to serve on the board (she had marketing expertise), she mailed in a $1,000 check after just that one meeting.  This was a HUGE donation for them.  With some clarity and tools, this board president was really able to share the story and make connections.  

Another Real Story - Eastbrook Academy (Milwaukee)


My last posting about board engagement is one of my most popular blogs.  I thought about this again recently as I started working with my new awesome client, Eastbrook Academy, a school that has one of the most amazing stories ever.  This school started 16 years ago with just a K4, K5 and 1st grade, and this year their first high school graduating class will graduate from college.  They have a 100% high school graduation rate, 100% college acceptance rate, PLUS they are racially and economically diverse, with one-third of their students qualifying for free and reduced lunch and a large portion of their students coming from wealthy suburbs paying private tuition.  Families that choose to go there state that they don't have to choose between diversity AND student achievement - THEY GET BOTH.

Anyway, this school is kind of shy about promoting itself.  They have quietly known that they are doing something really awesome, and their recent accreditation brought accolades from the accrediting association.  But they're still kind of shy, and it's my job to tell them how awesome they are and to teach them how to engage the rest of the world in their amazing story.

In the short time I've been there, there are already getting more results just by encouraging them.  They just held their annual event, which had been on a downward trend for various reasons.  Three weeks before the event, I provided the board members with a script and they signed up to make some personal calls to invite people to come to the event.  That made all the difference.  When the board president went to his company for sponsorship, he said all he had to do was write down some of the achievements of the school and the company said yes right away.  They exceeded their goal!

SECOND - Two Tools for Building Confidence

A past board member of Eastbrook Academy admitted that one of the reasons he left the board was because he didn't know how to share the story.  I'm so glad he admitted that.  You can have all the passion in the world, but if you don't know what to say, then you don't share.

There are three tools that really help your ambassasdors share the story:

1. Professional Case Statement.  Click here to go to my first blog posting about developing case statements. 
2. Elevator Pitch.  Click here to go to my blog posting about developing an elevator pitch. 
3. FAQ (frequently asked questions).  This is another great tool to have available to consistently address common questions that come up.  Click here to send me an email for a sample of an FAQ document.  

THIRD - Professional Nagging and Support Bring Credibility

Years back I read something about all the research that was done on all the millions companies spend on professional development programs for their employees.  Unfortunately, the research showed that most of that money was probably being wasted because there were no long-term changes in behavior and results.  The research did however identify the difference in what did bring lasting results and that was followup and support.  

We all intuitively know that changing behaviors and habits is really, really difficult.  We know that the majority of people who want to lose weight end up putting it back on, many people who try to quit smoking don't succeed until many attempts.  Just think about how unrealistic it is to expect people to expertly manage their time after going to a weekend seminar.  Or expecting harmony in the workplace to go up after sending employees to even a six-week program on how to have difficult conversations.  Without the followup and support from a manager, real change is unlikely. 

So even when you provide your board members with a beautiful case statement and elevator pitch, likely not much will happen - even though they're all motivated and excited about their new tools.  They may have every great intention, but when they get out there your board members will get stuck.  And remember, they won't tell you - they're too embarassed.  

I recommend these three follow-up steps to build the confidence and ensure your board members become active ambassadors for your organization.  If they do, you will definitely see new results.  

FIRST - Build in time to report back to each other on how it's going.  You could add a regular agenda item called "Community Engagement" or "Relationship Cultivation" or "Sharing the Story."  During this time, board members can share their experience of using the case statement and elevator pitch and what results they're experiencing.  How many new people have they shared the story with for example.  I like to actually add a little competition to the mix.  Set a weekly goal for the board members when it comes to sharing the story with new people.  

SECOND - Capture all new relationships in a tracking.  Your board members should know that when they have a meaningful conversation with someone that they are to ask them if it's okay to contact them in the future or put them on the mailing list (this is in the elevator pitch).  This contact information should be passed along to the person who is in charge of the relationship tracking so there is immediately a next step for this relationship.  To get a sample elevator pitch, click here and send me an email.    

THIRD - Celebrate success to build more confidence.  I can't believe how often organizations downplay their successes.  My client just exceeded their goal for an event, and the email that went out from the fund development director was very professional and detailed, but it did not scream - WE EXCEEDED OUR GOAL!  The fact that the board members actively made personal phone calls was something that was new and their efforts resulted in more tables being sold at the event, more attendees and a brand new donation!  THIS IS AWESOME!  Celebrating your successes is important for lots of reasons, but most importantly for helping your board members know that THEY MADE A MEANINGFUL CONTRIBUTION.  When they see that, they will be happy to do it again.  

Your board members are your most important tool for inspiring others to get involved in your organization.  I often remind organizations and board members that it's NOT the job of the fund development director to raise money.  It's her or his job to drive the fundraising plan and to empower as many people as possible to share the story, make connections and cultivate relationships.  The organizations that take this to heart have more donors than they can handle.  

As always, I love to hear your own success stories.  

Please consider coming to my seminar or helping me promote it.  I've got a week and a half to fill my 75 seats.  With a price of PAY WHAT YOU CAN and a guarantee that you'll receive inspiration and knowledge and materials worth thousands there are lots of organizations that can benefit. 

Deb 

  

New Year's Resolutions for Fundraising

New Year - New Fundraising Goals

Whether your fiscal year ends on December 31st or not, January feels like a good time to set new goals.

Even though just 45% of Americans set New Year's resolutions, and just 8% of them successfully achieve them, the beginning of a new year is still a good time to start some new habits that could bring better results.

You could be that 8%, which would put you out front of everyone else.  First, let's talk about the keys to successfully following through on your New Year's resolution.  Second, we'll talk about some good resolutions to set related to fundraising.

Keys to Achieving Your New Year's Resolution

I did a little research on what that 8% does to achieve their New Year's resolutions, and my favorite pieces of advice include:

• According to The Women's Club Blog (www.thewomens-club.com), "Leaving your comfort zone can be very daunting but it is this discomfort we must face in order to truly reach our goals." 

• According to Winners Drink Milk Blog (www.winnersdrinkmilkblog.com), "Write down and publicly announce your goals.  Tell your friends, broadcast it on Twitter, Facebook or whatever your choice of communication. You are much more likely to make improvements than someone who hasn't made a formal resolution."   

• According to The Telegraph Blog (www.telegraph.co.uk), "Break your goal into a series of steps, focusing on creating sub-goals that are conrete, measurable, and time-based.  

What Does This Have to do with Fundraising?

If you want to get different results in fundraising, then you'll need to change your behavior just like you have to when you want to lose weight, manage stress, get a better job or recycle or volunteer more.  

That's why I love the three keys to success I found above.  Let's relate them to fundraising. 

#1 - Leaving Your Comfort Zone 

My clients who get the best results are so open to THINKING about things in a new way and suffering through the discomfort of DOING things in a new way.  My favorite clients say, "Deb, just tell us what to do; we're ready."  They have a little faith and when they try what I ask them to try, they're so pleasantly surprised by the results.   

• Pick up the phone and talk to people.  Whether you are the development director or a board member, this is the number one thing holding you back.  Go find my blog on case statements and elevator pitches and just start practicing on someone, anyone.  Whatever is the most difficult thing for you to do is probably the most important thing for you to do - just like exercising.  Stop saying you don't have time.  That's really an excuse for avoiding something you're uncomfortable with. If you can call on your discipline to JUST DO IT, you will get results. 

#2 - Share Your Goals 

I recently worked with a client that had a goal to increase their patrons.  They already a significant number of very loyal patrons who just adored them.  I asked, "Have you told the people who already love you that you're looking for more people like them?"  People like to help; but they need to know how.

• Don't be afraid to let your supporters know about your goals.  There's a kind of intersection of magic that happens when an organization inspires someone who has the desire to make a difference.  It's actually a gift to the donor AND the organization!  No one knows how hard your're working and what you need unless you tell them.  In the words of one of my clients, " I have also gotten more specific in identifying what people can do to help - specific number of drivers and specific things we need to buy.  It really seems to motivate folks to hear specifics - even if they can't do it they may hand me a check [for some amount]." 

#3 - Break Your Goal into Steps and Celebrate Along the Way 

Let's say your goal is to raise an additional $100,000, and your total budget is just $2 million.  That's a big increase.  How can you break this into smaller, achievable steps? 

• Figure out what this $100,000 will pay for.  Be specific so prospective donors know exactly how they can make a difference.  For example, maybe you need $6,000 to pay for two lego robotics sets, $15,000 for Chrome Notebooks for 60 students, $6,000 for Discovery Education Online Curriculum, $15,000 for student project supplies, and $58,000 for a new computer lab.  Defining your needs will allow prospective supporters to know exactly what their contributions mean. 

• Schedule one hour more per week focusing on relationship culivation.  One hour more per week equals at least 50 hours per year, and that can really make a difference when it comes to cultivating relationships.  Think about it.  One more hour per week could mean a significant number of interactions with people every week:  10 more phone calls thanking donors, two more tours, one more lunch with a new donor or research on two more people that might be inspired by your work - EVERY SINGLE WEEK!  While there is no guarantee you will receive a specific gift from a specific person, there is a guarantee that if you do the activities (research, calls, tours, meetings, etc.), you will get more than you got before. 

• Celebrate small success to provide more momentum.  A  lot of this work is done by volunteers like board members, who are really looking to make a meaningful contribution.  It's important that they feel there's progress being made, even if it's small.  It's just not motivating to feel like what you're doing is never good enough.  If your goal is $100,000, and you've just raised your first $5,000 of that amount, send out an email to your entire boad congratulating them.  Do a little dance to celebrate.  Think about what recognizing your children for their little accomplishments does; it makes them want to do more.  We really never grow out of that need for positive recognition.  

Share the Joy! 

There's enough to go around.  You don't have to be in competition with anyone.  The more you share, the more you receive.  Please share your success stories on my blog - spread the joy! 

Happy Holidays!  

Deb

The Best Seminar Experience Ever

What Would Your Best Workshop Experience Look Like? 

On March 21-23, 2014,  I will be facilitating my FIRST EVER weekend-long transformative workshop for people who want to learn how to apply the alinea formula to their nonprofit, school, church or other project.  

I'd really love to know your thoughts on what would make the best-ever workshop.  I want to know what I have to do to make attendees say, "This was the best program I've ever been to.  I'm inspired and I know exactly what to do to get better results for my organization."

Click here to to take a short survey

My clients (schools, nonprofits, churches, small businesses) hire me because they want: 

• More awareness and attention
• More money, technology, community partnerships or sales
• More students, volunteers, congregation members, board members or customers
• More engaged board members or volunteers 

Typically, I deliver my services through a consulting/coaching model over 12 months, costing my clients $14,000 or more.

While I love working this way with my clients, I'm limited in my reach and impact.  First, I can only work that intensely with a limited number of organizations.  Second, there are so many awesome organizations out there that cannot possibly pay this level of fee. 

My new goal is to inspire and empower more people with the alinea mindset and formula, and I've figured out a way to do that. 

Over the past 10 years, I've been able to document exactly how I do what I do, and I'm prepared to share all my secrets with you.  I can guarantee that if you apply the alinea formula in the way I teach you, YOU WILL GET MORE AND BETTER RESULTS. 

Beginning next week, I'll begin promoting this transformative weekend-long experience and accepting early registrations.  

Now, on to some useful advice:

Encourage Your Supporters to Make Donations in lieu of Holiday Gifts

One of my awesome clients, Tomorrow River Community Charter School (Amherst, WI), just launched their school this fall with 52 students.  Their unique approach combines the Waldorf education method with a natural environment.  They're going to outgrow their space in two years, so they need to quickly build a foundation of supporters to raise $2.5 million to expand their facilities.

I told them to just start letting people know about their plans.  I've been known to tell my clients, "You just never know what will happen if you share good news and let people know what you're up to."  They've decided to let people know about the option to make a donation to the school in someone's behalf in

lieu of a Christmas or holiday gift.

I personally know of many people who are looking for a way to have a meaningful impact, and the Holiday's are an opportunity to do that.  Consider simply adding this option to your existing communications materials, like your Facebook page, website or holiday concert program book.  See what happens.  People want to help, and it's up to you to let them know how.

As always, please feel free to share your success stories so others may benefit by your experience.

Deb

Founder and Chief Inspiration Officer