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


Why Fundraiser Turnover Is So High

Fundraiser turnover is an epidemic. And that’s not just our opinion or an attempt to be dramatic. Actual researchers used that label to describe the… 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


Donor Identity Questions – Teasing Out Values, Beliefs, and Motivations

Donors give because giving enhances some aspect of their identity. They give for many other reasons too, but their final critical decisions regarding which organizations… 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


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


Fundraising Impact Questions that Define Victory for Donors

As a gift officer meeting with donors and supporters, you face a great number of scenarios within different stages of the major giving process. For… 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


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


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


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


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


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


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


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


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