Asking Donors for Their Heart
Don’t ask men and women for their money. Ask for their heart and spirit. For a donor, it’s not about money. It’s about dreams and high aspirations. It’s about what magic th
Questions I Like to Ask Major Donors
Before making a call, I like to think of the questions I might ask during our session. Add my list to the questions on your list. (What! You don’t have a list!) These should be p
Nine Mandates That Lead to Success
1. Listen because it shows how much you value the other person.2. Return all phone calls immediately.3. Send thank you notes.4. Show sincere appreciation.5.
The BOY Rule
It was my great joy and privilege to get to know Mary Kay Ash quite well. She was chair (and a major donor) in one of our campaigns. You likely recognize her best of all as founder
Giving Money to Create Change
People don’t want to just give money away. They want to give to dazzling and heroic programs. They want to give to organizations that make an exciting and lasting difference. Tho
Successful Professionals
David Ogilvy is considered history’s High Priest of advertising. He developed a list of what he considers to be the most important factors in successful professionals.
The Essentials of Listening
If you’ve read anything I’ve written or heard me at a Seminar, you know the importance I give to the art of listening. It’s the gospel I preach. I consider it the single most
Characteristics of Planned Giving Donors
So often, a bequest comes to you from a source you knew nothing about. And, by the way, the largest percentage of bequests come from those with a net worth of $3 million and less.
Energy Is Contagious
Energy is considered one of the important attributes of being a great fundraiser. Energy, Enthusiasm, and Empathy— the 3-Es donors like to see in the people who call on them for
