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“Major donors like to give in their backyard.” I call BS! One thing I’ve noticed over the years is that many people think that major… Read More
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
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
Put the proposition in human terms. Imagine two people that you observe on multiple occasions: One seems to be playing a role, the other seems comfortable… Read More
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
“I was on a mission from God.” I met John the first year I started working in major gifts. John was a retired financial advisor… Read More
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
The monomyth The hero is a fundamental human archetype. Jung describes an archetype as, “a spiritual goal toward which the whole nature of man strives.”… Read More
When you think about the wealthiest of earners in the U.S., those who fall into the top 0.1 percent, who comes to mind? For most,… Read More
“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
As fundraisers, what exactly do we have to offer donors? Their gift goes away. Even if we call it an “investment,” it doesn’t give them… Read More
This challenge had me angry for more than a week… “Pharmaceutical sales reps have 15 meetings per day. Why can’t you?” Many years ago, I… Read More
Story review A story progresses through Backstory and setting These establish motivation from the main character’s original identity. The inciting incident This is the main… Read More
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
What’s it about? An effective fundraising story isn’t just a good story. It must do something. It must lead to a gift. This means the… Read More
Words matter. They shape our thoughts. Our thoughts shape our actions and influence our decisions. The lexicon of fundraising is full of one-way terms, as… Read More
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
The narrative arc Story moves through a narrative arc. This includes: Backstory and setting These establish motivation from the main character’s original identity. The inciting… Read More
I was once at a fundraising event supporting an organization that houses pregnant homeless women. I saw one of the most incredibly generous examples of… Read More
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
What’s it about? Many stories can be good stories. But a good fundraising story must do something specific. It must lead to a gift. This… Read More
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
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
Fundraising is story world Lab experiments, field experiments, and academic theory agree: Fundraising lives in “story world,” not “commerce world.” Social-emotional story is the engine… Read More
Feeling like your job is getting harder because donor expectations have changed and competition for the charitable dollar is growing?
Finding that the old orthodoxies and conventions espoused by so-called experts in online echo-chambers and at conferences don’t work anymore?
Want to help more people make impact by facilitating their acts of philanthropy but feel like too many obstacles keep getting in your way?
Then this book is for you.
Engagement Fundraising was developed from the perspective of a donor who discovered firsthand that the impersonal, spray-and-pray approaches of his beloved charity were not only offensive but also wasteful and ineffective. So he took action. And now, you can too.
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