50 THINGS LEARNED IN 10,000 DAYS OF FUND-RAISING Chapters/FLG/50 Things I've... · Letter...

50 THINGS LEARNED IN

10,000 DAYS

OF FUND-RAISING

Presented by

Jerry F. Smith, CFRE

President & CEO

J.F. Smith Group, Inc.

AFP of Greater Polk County

Lakeland FL

May 14, 2014

1. I’ve learned that my best decisions

are made using my common sense.

Formula for Success

BP + CS x E = S

Basic Principles plus Common Sense

Times Effort

Equals SUCCESS!

2. I’ve learned there is no

shortage of money.

2012 Contributions: $316.23

Billion

2012 Contributions: $316.23 billion by type of recipient organization

(in billions of dollars – all figures are rounded)

3. I’ve learned the number

one reason people give is

because they believe in

the mission of the

organization.

4. I’ve learned that volunteers

would rather do anything

than ask for money.

10/2 Rule

5. I’ve learned the two most

important phrases to use

are, “Please consider” and

“Thank you.”

Stewardship

5 “Touches” Per Year

Call

Letter

Greeting Card

Visit

Invitation

6. I’ve learned that I can

talk the talk,

but I’m judged on the way I

walk the walk.

7. I’ve learned dreams

can become a reality

only if action occurs.

8. I’ve learned that boards are

focused on the cost and

NOT on the end result.

9. I’ve learned that for every one

dollar given away by a

foundation – there are 100

organizations asking for that

one dollar.

10. I’ve learned you

shouldn’t call a $100

meeting to solve a $10

problem.

11. I’ve learned that

generous people

seldom have emotional

and mental problems.

12. I’ve learned I can’t ask

someone to give

unless I’ve given

myself.

13. I’ve learned I cannot

meet someone for the

first time and predict

their success in fund-

raising.

Qualities of a Successful

Fund-Raiser

Believe in the mission of the

organization they represent

People and writing skills

Cross the “T”s and dot the “I”s

Strong work ethic

14. I’ve learned you have

to listen with your

eyes.

15. I’ve learned I can tell a

lot about a person by

the watch and shoes

they are wearing.

16. I’ve learned that if you

care it shows.

17. I’ve learned you have

to stay high, when

you are low.

18. I’ve learned that

mistakes I have made

teach me more than

my accomplishments.

19. I’ve learned that

nothing takes the

place of enthusiasm

and passion.

20. I’ve learned that you

never ask a prospect,

“How’s business?”

21. I’ve learned you teach

by doing rather

than by telling.

22. I’ve learned that when

you are there

BE there.

23. I’ve learned you sell

people, not numbers.

24. I’ve learned to show

success, it helps to dress

the part.

25. I’ve learned wanting it to

happen and making it

happen are two different

things.

26. I’ve learned experience

makes me smarter.

27. I’ve learned there is no

elevator to success.

You have to take the stairs.

Success

28. I’ve learned that going the

extra mile puts you miles

ahead of the competition.

29. I’ve learned that I will

never be too old to

learn new things.

30. I’ve learned people do

not give to “needs”

only to opportunities.

31. I’ve learned there is

never a perfect time to

start a campaign.

32. I’ve learned if you want a

prospect to consider a

larger gift, then you must

get them involved.

33. I’ve learned that

campaigns succeed

with leadership gifts.

90/10

34. I’ve learned that you

share success with

everyone.

35. I’ve learned there are

no short cuts in the

business of fund-raising.

36. I’ve learned that good

fund-raisers are also

good readers.

37. I’ve learned before you ask a

donor to consider a gift, you

have to determine their TAPP.

-The right TIME for the solicitation.

-The right ASK AMOUNT.

-The right PROJECT.

-The right PERSON to make the ask.

38. I’ve learned that the

written proposal you

present is judged

50% on appearance and

50% on content.

Proposal Checklist

Cover Letter

Introduction

The Opportunity

Project Budget

The Invitation

Appendix

39. I’ve learned that small

talk is the most

important step in a

solicitation.

Five Steps in a

Solicitation

1. Small talk

2. Purpose of visit

3. Tell the story

4. Ask ($)

5. Follow-up

40. I have learned to use IPAT*

when a prospect says, “No.”

Is it the Institution?

Is it the Project?

Is it the Amount?

Is it the Timing?

*Source: Jerry Panas

41. I’ve learned that after

five follow-up calls…it

means we have asked

for too much money.

42. I’ve learned that

corporate solicitation

must be a win-win

proposition.

43. I’ve learned you can’t

stand on the sidelines

and be good.

44. I’ve learned you don’t

confuse effort with

results.

45. I’ve learned you don’t

establish a campaign

goal based on needs,

but rather on

what you can raise.

46. I’ve learned if you

like yourself,

then you will probably like

most people you meet.

47. I’ve learned that it’s alright

to get discouraged; just

don’t let it last longer than

10 minutes.

48. I’ve learned to see it BIG,

but keep it simple.

49. I’ve learned the person

asking the questions is

in charge of the

conversation.

50. …..AND FINALLY, I’ve

learned that I have

been blessed to have

been in this business for

over 10,000 days.

THANK YOU!

QUESTIONS?

If you would like a copy of Jerry’s Book, SUCCCESS In Fund-Raising Is Spelled With

3 C’s: Contact, Cultivate, Close please email Jerry at jerrysmith@jfsg.com

For more information on Jerry F. Smith’s speaking engagements or for information

regarding booking Jerry for a training session for YOUR organization, please contact

Susan Crowe at susancrowe@jfsg.com