Your Department of Endowments Presents:

Fundraising on the Move: the times they have already been changing….

October 6, 2010

Rev. Jacqueline Reeves, NST

Rosemary Calderalo, Ph.D.

Last year we focused on….

• How building church membership helps fundraising overall, beyond dues.

• How to lay a foundation for a fundraising “mind-set.”

• What the elements are for success.• The importance of getting past fears &

judgments.• Thinking through a “road map” approach

to planning.

The Fundraising Pyramid

Major Gift

Capital Campaign

Planned Gift

Repeat Donor

First Time Donor

Universe of Prospects

Maslow’s Hierarchy of Needs

So why aren’t we raising more money?

It’s about the bottom of Maslow’s hierarchy: physiological, security, love & belonging, self-esteem.

We have to face those issues before we have emotional energy or enough intent built up to be able to get to purpose & meaning and self-actualization.

So what the heck does that mean?

It translates into facing and consciously accepting our organizational potential and deciding on direction. We have natural law but we “must do our part.” It means:

• We have to act as one organization;• We have to assume the best;• We have to value ourselve-all parts & in all ways;• We have to value and act on the connection we

all have to each other, which creates the larger network of Spiritualism.

Why Raise Funds? - The Case for Giving

• To ensure the message of Spiritualism is sustained.• To realize the NSAC mission and vision of unifying

churches.• Sharing time, talent and treasure, and so that in taking

action, we build abundance for the common good for all.

Luke 10:33-35 A Samaritan traveling the road came on him. When he saw the man's condition, his heart went out to him. He gave him first aid, disinfecting and bandaging his wounds. Then he lifted him onto his donkey, led him to an inn, and made him comfortable. In the morning he took out two silver coins and gave them to the innkeeper, saying, 'Take good care of him. If it costs any more, put it on my bill--I'll pay you on my way back.'“

Why care about NSAC when your own church may be struggling?

• Helps to ensure that Spiritualism has a foundation on which to grow.

• NSAC provides credentialing support, education and a network of assistance.

• When we are strong together as a national organization, we provide an authoritative voice and platform for Spiritualism to the external world.

• The external world is a skeptical world. The fact that there is a national organization behind our churches does make a difference.

• NSAC saves us money. There is an efficiency that exists in coming together to create networks of education and expertise. From those serving as NSAC missionaries to the filing of one IRS form to a system of credentialing, legal advice, we share, support and learn from each other everyday.

Why care about churches when NSAC is

struggling?

• Provide community-based support for people and the science, philosophy and religion of Spiritualism.

• Ongoing and consistent service.• Provide a focal point within local communities for those

interested in healing and for spiritually-minded individuals who may not want to ever formally join a church but want a sense of community and are willing to help support its creation and the sustaining of such a community.

Here are some key questions:

• Do you think Spiritualism is important?• Do you think your church offers an important

service to you, its members, and the community?

• Do you find value in the NSAC network?• Do you believe your church needs to continue to

exist? If your answers are all yes and you need support to better understand why you should care about fundraising…it’s time to “reframe” our thinking.

First, we are going to talk about what it means to “reframe” our point of view and our actions, and how reframing can help us in our fundraising, our financial development work.

Steps in the Process

• Fundraising is about “friend-raising.” • We are all fundraisers and public affairs

spokespeople for our churches and the NSAC.• We need to charge for events/services at a rate

that reflects expectations in the community so it looks like we value what we do, otherwise people will not value us and will not want to pay, even if we are just charging $5. Release the ego fear/ discomfort about service.

Steps in the Process, continued

• It is about thinking from a donor’s point of view – one that is from outside the “inner circle.”

• Be a scout: go out, be among people, and connect through shared love and respect for continuous life, welcoming others to become involved when you are outside of your church.

• Fundraising is only a piece of the larger puzzle of financial development. Remember your development classes! It’s a process!

Because…

We want people who are from a wider circle to support our churches, the NSAC and share time, talent and treasure!

That is the best chance we have, given the current physical plane reality of our numbers in finance & membership, to grow and flourish.

Aren’t we already doing fundraising?

• Asking someone for money or to buy a ticket for an event seems simple enough. However, fundraising can be complex.

• Good hearted fundraisers are not simply asking for money. They are asking people to support a mission that the potential donor feels is important. It’s multi-dimensional!

"What does this trust exercise teach us? Never take your donors' support for granted."

Another opportunity to release fear ….

How do we focus on fundraising yet not end up with members & visitors feeling like that’s all we ever talk about? Balance….

"There seems to be a charitable solicitation in my soup."

What’s the Good News?

• While the economy continued to be challenging, giving to religious groups/churches declined only .03% and not the 7% that had been predicted.

• Prediction had been that overall giving was expected to decline in 2009 by double-digits, yet it was down only 3.2%.

Giving USA report

Overview of the Road Map…

• “Elevator Speech.”• Assessment.• Reassessment.• Analysis & Decisions.• Development of a written plan.• Evaluation of efforts.• It takes time.

When you aren’t wired to do it by “the book…” and your organization

is stretched..

You can still do something!

Time for Action

In the coming year, we need to get methodical.

The EMT Approach:Emergency Movement Today

Church leadership: be scouts- go find the pieces you need for this puzzle.

Get set up:

1) Find 1 or 2 facilitators. Not “who wants to…”

2) Ask that person/people to lead the effort.

3) Create committees: overall steering group and then sub-committees as needed to lead individual efforts.

Then create excitement - the “buzz!”

• Make sure you have your vision of donor-centric success firmly in your mind. Hold it there. Now hold it some more.

• Find talented communicators to take on the public relations role (go outside to recruit as need; again, not “who wants to…”)

• Charge them with communicating the activities and the reason (the vision) with the larger group via emails, phone calls, meeting notes, calendar and poster creation, and consistent outreach to media. Note: this is a different role than that of secretary.

Steps in the process

• Plan- quickly!• Communicate• Implement• Communicate• Question• Communicate• Adjust • Communicate• Repeat!

Connect Fundraising to the Religion

• Your pastor/ministers/workers are your best ambassadors!

• Holding a church fundraising activity can be tricky, and not only because of the organizational pains. Because a church is an organization focused on religious activities, many people may become wary or feel uncomfortable when a church holds a fundraiser or shifts to charging at higher rates. You need positive-thinking role models.

• Be clear about purpose: essential, extras?• Fundraising is different than the offertory.

Planned Giving

• Planting seeds can go a long way.• On every publication and mailing, and on the

appropriate web pages, a simple sentence can plant an important seed.

• For example, “Leave a lasting legacy. Remember the NSAC /your church in your will or estate planning.”

• Low-cost, uncomplicated, creates huge impact – ask anyone whose organization has received a planned gift: bequest, insurance, stock, real estate, etc.

So really, what does it mean to be “donor-centric?”

• Are we making ourselves receptive to the outside world?• Do we make the case for why others should

give/help/come?• Do we look at how to make connecting with us easy for

people? Website, phone, etc.• Does our “back office” structure support giving?• Do we engage in recognizing good efforts? An

atmosphere of gratitude creates more giving!• Are we listening with the heart? Can we match heart with

opportunity?• Can we meet a variety of needs and interests?

Yes this is Real Life

• Your questions