Smartideas

Straight talk about major, mid-level and legacy gift fundraising to help you be a better fundraiser

How to Make the Ask of a Gift in a Will Less Scary

Sure, asking for money is hard. But asking for an estate gift? Even experienced fundraisers can get squeamish. As Anne Melvin puts it, “For many… Read More


Dr. James explains why “No” often leads to “Yes”

Disaster! We put in the work. We put in the planning. We carefully execute each step in the cultivation process. We thoughtfully craft and stage… Read More


Dr. James’ 3-step formula for making a compelling major gifts ask

Making the ask can be the scariest part of fundraising. Setting up social events is great fun. Being friendly with others is enjoyable. Talking about… Read More


Dr. James Explains How Asking Permission Sets the Stage for “The Ask”

Before the ask, one step remains. Asking for permission to ask. The request is to present a challenge. This is the proposal for support.[1] Getting… Read More


Finally, the questions you should ask that have been proven to lead to gifts from wealth

Let’s talk about wealth We want the donor to talk about assets. Why? Because 1. It creates a setting of wealth sharing. 2. It uncovers… Read More


How to establish “the land of wealth sharing” for major gifts donors

The “one big thing” in fundraising is always the same: Advance the donor’s hero story. That’s the right story. But for major gifts, we need… Read More


How questions uncover meaningful victories in the donor’s hero story

A compelling fundraising challenge will connect with the donor’s identity. This begins with backstory. Backstory connects the cause, charity, or project with the donor’s history,… Read More


The Importance of Asking Permission to Ask More Questions

The missing piece in the story A novel can have a perfect story. But it will still fail without one thing. The reader must turn… Read More


Questions to ask to advance the donor’s hero story

Socratic fundraising Socratic inquiry uses questions. But just asking questions isn’t enough. To be Socratic, the questions must guide toward a goal. In fundraising, the… Read More


Why Questions are Important to Advance the Donor’s Hero Story

“It’s very important not to know all the answers. Often we don’t know, and if we did it would be no good, for it is… Read More


Why answering “no” to these four questions guarantees failure in your fundraising efforts

The right metrics Fundraising metrics can’t do everything. But they can answer four key questions:[1] Are we focused on the right donors? Do we have… Read More


Dr. James explains what happens when fundraising metrics go bad

Fightin’ words Want to start a fight in a fundraising comment section? That’s easy. Start talking metrics. Opinions are often passionate. And they often conflict…. Read More


What Dr. James means when he recommends you harness the power of storytelling in major gifts fundraising

Monomyth steps The “one big thing” in fundraising is always the same: Advance the donor’s hero story. The universal hero story, called the monomyth, includes… Read More


Why public gratitude and admiration are key to the donor’s hero story

Monomyth ending The universal hero story (monomyth) ends with the hero’s return. The hero returns to his original world. The return confirms his new heroic… Read More


How gratitude completes the donor hero story

“In myths the hero is the one who conquers the dragon, not the one who is devoured by it.” – Carl Jung[1] Monomyth resolution In… Read More


How blockbuster movies can help you make the perfect fundraising ask

Universal challenge Let’s go to the movies! And when we go, what will we see? If it’s a blockbuster, we’ll often see a similar underlying… Read More


How Fundraisers Can Reconcile the Competition that Exists Between Your Donors’ & Administrators’ Hero Stories

Story conflict Advance the donor’s hero story. In major gifts fundraising, this works. It works for the donor. The donor is the hero. It works… Read More


Why fundraisers feel stuck in the middle between Administrators and Donors

Hero story In the universal hero story, a guiding sage helps the hero. The sage Challenges the hero to begin the journey, Introduces the hero… Read More


How to be an authentic guiding sage for your donors

The guiding sage The hero’s journey is a universal story. In that universal story, the guiding sage plays a powerful archetypal role. This role can… Read More


How major gifts fundraisers should introduce themselves to donors

The universal hero story is attractive. This “monomyth” is “hard-wired into our psyches.”[1] In the donor’s hero story, the donor’s role as hero is compelling…. Read More


Why fundraisers who position themselves as a counselor and guiding sage for donors raise more money

Things look bleak. Fundraisers don’t stay. They don’t stay at the nonprofit. They don’t stay in the industry. They are stigmatized by outsiders. They are… Read More


This is the #1 driver of fundraiser turnover

Good and bad stories Stories are powerful. They can provide meaning and motivation. They can be a source of personal identity. For fundraising, stories are… Read More


Always Remember – What Matters Most Is the DONOR’s Hero Story, Not Yours

Philanthropy is powerful. It can do more for the donor than just consuming more stuff would do. It can provide personally meaningful impact. It can… Read More


Why you may need to reframe the donor’s hero story

Reframing the hero story The Hero is a high-ego character. It is at one extreme of the ego-social axis. For those at the opposite end,… Read More


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