Greg Warner

author avatarMarketSmart characters
MarketSmart lightbulb icon
This Research-Backed Legacy Giving Strategy Avoids the Topic of Death

What’s the hardest thing about bringing up legacy giving with an aging and loyal donor or supporter? Death. Focusing on that tends to trigger the… Read More


5 Questions to Help Identify Your Best (and Potentially Most Transformative) Major Donors in a Sea of Prospects

Some gift officers have dozens of prospects in their caseloads. Others have over a hundred. Dunbar’s number aside, we all know it’s impossible to maintain… Read More


Restricted Giving: Why Your Organization Should Offer More Options

Restricted giving doesn’t sound like a good thing, just from the sound of it. The idea of restricting anything, especially giving, doesn’t seem like it… Read More


Unlock Bigger Gifts – 3 Types of Questions that Position Major Donors for Maximum Generosity

Why do too many major donor prospects not give, or give far less than their giving capacity? One of the main reasons is because they… Read More


The Top Fundraising Enemy Standing Between Gift Officer and Donor

Major gift fundraising is hard work. It’s about growing a relationship between donor and gift officer, as they work together to advance the donor’s hero… Read More


6 Ways to Reframe or Lower the Costs of Giving a Major Gift

Like any other donors, wealthy donors want to give. But when wealthy donors give, it’s usually a major gift, meaning it’s a big number. And… Read More


Why Tax Deductions for Major Gifts Matter to Wealthy Donors

A basic marketing precept is to “know your audience.” As a major gifts officer or fundraiser, your audience is wealthy donors. How well do you… Read More


The Greatest Worry of Newly Wealthy Families – and How Major Gift Officers Can Help

Newly Wealthy Donors Aren’t Anything Like Donors Who Come from Families with Generational Wealth They have different world views, different perspectives about money, work, and… Read More


Top 10 Ways You Can Benefit from Conducting a Donor Survey

First, it’s important to recognize that there are two reasons to conduct a donor survey: To conduct research To raise money Generally, you must pick one… Read More


How I leave voicemail messages that get returned

Generally here’s how I leave messages that get returned: APPRECIATION: I say ‘thank you’ (and I get sort of ’emotional and gracious’ in my tone……. Read More


Too much major and legacy gift fundraising is focused on HOW, when it should be focused on WHY

What the heck am I talking about? Major gift fundraising communications (especially legacy gift marketing) tend to focus too much on showing supporters how they… Read More


Why you need to know the difference between your donor’s implicit vs. explicit needs

Too often fundraisers make assumptions about what donors want. Usually, this is driven by top leaders or board members. They decide, for instance, that it… Read More


It’s NOT a dirty job but someone DOES have to do it.

Recently a friend of mine was promoted.  Now she is in a leader position at her organization’s headquarters.  Yippee! I asked her, “What will you… Read More


Are fundraising tricks and gimmicks worth doing?

An old book filled with timeless lessons. I was cleaning out a cabinet last weekend and I came across an old book I read long… Read More


The 8 Components of Engagement Fundraising

There are eight components of my innovative fundraising methodology: 1. Accepting the Pareto principle We’ve called it the 80/20 rule, but it’s more like the… Read More


The 4 Core Values of First-Generation Wealthy Donors You Need to Understand

Wealth is becoming more concentrated among fewer people. You probably know that already. But what you may not understand is that first-generation wealthy people are… Read More


Introducing the Most Effective Legacy Gift Fundraising Strategy You’ve Never Heard Before

Imagine the following two scenarios. Scenario 1: You have 100 donors who have capacity to give a five-figure legacy gift, and they have a fairly… Read More


How to ask for a gift: Do you really have to ask?

When it comes to ‘how to ask for a gift,’ you’ll see there’s a parallel between how we conduct sales here at MarketSmart and how… Read More


3 Simple Ways to Start Major Donor Conversations Off on the Right Foot

“I’m interested in your story” Beginning a donor conversation by showing interest in their story works very well because people desperately want to be heard…. Read More


Top 10 Reasons to Enroll in the Donor Story: Epic Fundraising Ecourse with Dr. Russell James

Need help convincing the ‘powers that be’ to pony up the cash for the best and most valuable online fundraising eCourse on the planet? Even… Read More


How to Respond When a Major Gifts Prospect Says ‘No’ to Making a Gift

No matter how well your major gifts conversation goes, sometimes the prospect still turns down the opportunity to make a transformational gift. The question for… Read More


13 Reasons Why Donor Prospects Say ‘No’ to Major Gifts Proposals

Why Do Major Gifts Prospects Decide Not To Give? In the vast majority of situations where this happens, the reason is because the fundraiser failed… Read More


Restricted vs Unrestricted Gifts: Why Donors Love Restricted Gifts and (Some) Nonprofits Hate Them

A debate has been growing in recent years regarding the practice of offering major donors the option of giving restricted gifts. A restricted gift is… Read More


At last, the Not-So-Secret Formula for Raising Major Gifts

If you’re in the business of raising money for a cause, some on your staff (or your board) may have probably wondered, “What really leads… Read More


Get smarter with the SmartIdeas blog

Subscribe to our blog today and get actionable fundraising ideas delivered straight to your inbox!