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  • Some people find me abrasive. Here’s why.

    By Greg Warner on May 24, 2017
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    Recently I was told “Greg you are one strong cup of coffee.” I like that. Here’s why I am the way I am: 1. I believe life is very very short. Both of my parents died in their 60’s. One of my best friends died last year at 54. I am 47. I think the fundraising sector needs to change...

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  • Do major and legacy gift fundraisers need ‘sales managers’?

    By Greg Warner on May 22, 2017
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    The private sector has sales managers for their revenue generation teams. The nonprofit sector not so much. Sales managers are responsible for: Meeting sales/revenue and profitability targets Planning and budgeting Hiring and firing Training and coaching Analyzing and evaluating people and data Setting goals for others Leading and motivating Dealing with problems during crises Taking the heat when things...

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  • The most powerful motivators of major gifts and legacy gifts.

    By Greg Warner on May 19, 2017
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    Remembrance Honor Memorialize Pay tribute Fairness Right wrongs Give back Hormones Oxytocin “the love hormone” Cortisol for focus Brain Neurons transmitting information Mirror neurons support empathy Religion Find meaning Satisfy dictates Allay guilt Social Synthetic family Community Notoriety   All of this simply supports our desire to feel good (which is really the core motivator for all giving).  ...

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  • What’s missing from most nonprofit mission statements?

    By Greg Warner on May 17, 2017
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    Last week I wrote a post that ruffled some feathers. I do that from time to time. It’s probably because everything I think write and create begins with the donor in mind — not the fundraiser. Sorry. I guess it’s because I think “donorcentricity” is a term that’s tossed around a lot but isn’t truly applied properly enough. Keep in mind...

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  • An insider snapshot of what it’s like to work at MarketSmart

    By marketsmart on May 15, 2017
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    Recently one of my staff reminded me of this article written by Zach Shefska (one of our staff at MarketSmart). He wrote it back during Thanksgiving. But I thought I’d share it with my readers so they could get a glimpse into what it’s like to work here at MarketSmart. Zach was also featured on episode 130 of the...

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  • Are you a technician or a facilitator?

    By Greg Warner on May 12, 2017
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    The flow chart below makes me very uncomfortable. Here’s why: Science and experience have led me to realize that a donor’s objective is usually first and foremost to find meaning in their life through giving and to feel good knowing their legacy gift will make an impact. With that obvious truth in mind the top row of yellow questions should be about...

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  • Consider using the word “consider” more often

    By Greg Warner on May 10, 2017
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    Consider this. “Consider” is a very powerful word for fundraising. “Would you consider a gift in the amount of $25000 to help fund this project?” “What’s the likelihood that you would consider leaving as a partial beneficiary of your estate?” “Have you considered what might happen if we don’t help that village right now?” People who...

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  • Most fundraisers use email the wrong way

    By Greg Warner on May 8, 2017
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    Every marketing channel needs to be optimized and employed properly. Sadly most fundraisers are using email the wrong way. Email should NOT be used primarily for fundraising. Rather it should be used mostly to build engagement. It should be used to tell stories involve supporters report back how gifts were used and make them feel good… not so much...

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  • 4 things you need to know to qualify your major gift and planned gift prospects

    By Greg Warner on May 5, 2017
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    What follows are the 4 things you need to know in order to close more gifts faster: 1. Who has the capacity to give….

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  • There’s power in exclusivity but are you using it?

    By Greg Warner on May 3, 2017
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    Unlike populist fundraisers (who treat everyone the same) engagement fundraisers aim to find and build relationships with “first class passengers”— people who are willing to “pay” more (with major and legacy gifts).   Millions of dollars are spent on wealth screening to find them. But what do you do once you’ve sorted them from the rest of the pack? In...

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