Hey Nonprofits is the ONLY podcast specifically focused on event fundraising and auction strategy — because someone has to stand up for the gala.

Raise more money with our Tuscany auction packages: https://hgafundraising.com/tuscany/ and https://hgafundraising.com/tuscany-villa-for-10/

Nobody understands the gala stage better than Jordan Campbell — Scottish auctioneer, 4-language speaker, gala emcee, and one of the most in-demand fundraising auctioneers in the country. In this episode, Jordan drops a masterclass on the psychology behind a fundraising event that moves people to give generously — and keeps them coming back year after year.

🔑 *What You'll Learn:*

✅ The "emotional roller coaster" run of show framework — and exactly when to schedule your live auction, fund a need & closing moment.

✅ Why Jordan turns the lights OFF during the fund a need (and the peer pressure psychology behind it).

✅ How to use Puccini opera music to open your live auction and instantly raise its perceived value

✅ The reciprocity principle: why what happens in your first 60 minutes determines how much people give.

✅ Why filling tables with sponsor employees can actually HURT your fundraising — and who to invite instead.

✅ How to identify the "connectors" in your community (Malcolm Gladwell's term) and make them your biggest asset.

✅ The data point from Nathan Chappell (The Generosity Crisis) that will change how you think about event retention: the single greatest predictor of a lifelong major donor.

✅ Why Jordan caps himself at 50 events per year — and what that means for YOUR event experience.

If you run galas, benefit auctions, or fundraising events — this one's required listening.

Have a question or topic you'd like us to cover? Let us know https://hgafundraising.com/ask-your-questions/

🔗 *CONNECT WITH US* 🔗

Connect with Trevor on LinkedIn: https://www.linkedin.com/in/trevor-nelson-b8922a167/

Follow Hey Nonprofits! on LinkedIn: https://www.linkedin.com/showcase/hey-non-profits-raise-more-money/

🔗 *CONNECT WITH OUR GUEST* 🔗

🌐 Website: https://jordan-campbell.net

💼 LinkedIn: https://www.linkedin.com/in/jordancampbell-fundraising-auctioneer-nonprofits/

📞 +1 (404) 426-2762

📧 jordan@jordan-campbell.net

⏱️ *Chapters:*

0:00 Intro: Jordan Campbell, the Scottish auctioneer

1:00 What event fundraising looks like in 2026

3:30 Why nonprofits are bringing event managers in-house

5:00 Smaller, more intentional galas: the trend toward "right bums in right seats"

7:00 How to find your community's connectors (and why sponsors alone aren't enough)

9:30 The concentric circles approach to guest strategy

11:00 New attendees vs. returning donors: what the best galas get right

13:00 Run of show masterclass: how to structure the emotional roller coaster

18:00 Why the auctioneer needs to warm the room BEFORE the fund a need

20:00 Turning the lights off: Jordan's signature fund a need moment

22:00 How to end on a high (and why it matters for next year's attendance)

25:00 The reciprocity principle & first impressions that drive generosity

28:00 "Events are your pipeline" — and the 3-consecutive-events data point

34:00 Why Jordan still feels like a student in this space

36:00 How to reach Jordan

💙 *ABOUT HGA FUNDRAISING* 💙

This episode was brought to you by HGA Fundraising. The team at HGA helps event fundraisers create auction success with the most profitable (and mission focused) auction items in the space. Trips and experiences that excite donors, ignite bidding, and help your organization RAISE MORE MONEY.

To learn more about HGA Fundraising click here: https://hgafundraising.com/trips-and-experiences/

Sign up to receive the HGA Fundraising newsletter to receive fundraising insights from the brightest minds in the space: https://hgafundraising.com/subscribe-to-newsletter/