Podcast
Nonprofit CourageLab
Hosted by Julie Ordoñez · EN
Julie Ordoñez is a major gifts coach, fundraiser, and founder of CourageLab, a 6-month major gifts training program for nonprofit founders, EDs, and fundraisers to raise 6-figures in 6 months in just 1-2 hours a week without grants or a gala. Nonprofit CourageLab shares soul-shaking insights on how to become a more courageous leader and raise more money for your nonprofit. No one changed the world without first changing themselves. If you want to raise more money to change the world, you are in the right place.
28episodes
Episodes
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Profitable Fundraising Swaps I'd Make Every Time
2d ago00:27:24Tap to summarizeStop doing fundraising that nearly kills you. Seriously.In this episode, I’m walking through the profitable fundraising swaps I would make every single time after helping clients raise more than $70 million. These are the simpler, more sustainable, higher-return strategies I’d choose over the exhausting nonprofit habits that so many teams normalize.Some of the most common fundraising strategies are draining your team, eating your time, and producing way less ROI than you think.If you’re an ED or fundraiser constantly exhausted by events, campaigns, and “doing all the things,” this episode is your permission slip to stop overcomplicating fundraising. There is an easier way to raise serious money without burning yourself out in the process.What you’ll learn in this episodeWhy house parties build stronger donor relationships than galasThe hidden cost of fundraising events that small teams rarely account forWhy major gifts are a better long-term strategy than chasing grantsHow restricted revenue is actually dangerous to the sustainability of your organizationWhy donors don’t need more control in order to trust youThe problem with relying too heavily on wealth screening toolsHow to build stronger donor relationships without expensive softwareHow to save years of loneliness and painful trial and errorThe fundraising strategy shift that creates more predictable revenueThe free, underused donor connection tool for nonprofitsFundraising should not feel like a constant recovery cycle. If your strategy leaves your team exhausted, overwhelmed, and scrambling every few months, that’s a systems problem, not a work ethic problem.If working harder was the answer, you’d be raising $10M a year by now.Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training.If you’re an ED or DD of a $1M+ making a difference in your community and you’re ready to make bigger, bolder asks, then DM me “CL” on LinkedIn and I’ll share details.
Transcribe →Ask Julie: “How Much to Make You Stop Asking?”
1w ago00:17:15Tap to summarizeA donor asked one of my clients, “How much do I have to give for you to stop asking?” Oof. That question hit me right in the chest. And honestly, I think a lot of fundraisers have either been asked something like this or secretly fear hearing it.In this episode, I break down exactly how I would respond and why I believe obligation has no place in major gifts fundraising. None. I’m not interested in convincing, pressuring, manipulating, or cornering someone into giving. That’s not partnership. That’s coercion with a tax receipt.We talk about the difference between fundraising from desperation versus fundraising from grounded leadership. Because donors can feel your energy. They can feel when you’re white knuckling a goal, trying to force a gift, or needing their validation. And they can also feel when you genuinely mean it when you say: “You do not have to give.”The best donor relationships are built with people who are all in. People who want to be there. The people who don’t just write checks, but become real partners in the mission. That kind of fundraising starts with you releasing pressure from yourself first.What you’ll learn in this episodeHow Julie would respond when a donor says, “How much do I have to give for you to stop asking?”Why obligation-based fundraising damages donor relationshipsThe psychological reason donors are more likely to give when they feel fully free to chooseHow desperation and pressure show up in donor conversations, even when you think you’re hiding itWhy emotional regulation matters in major gifts fundraisingThe difference between inviting someone into a mission versus convincing them to fund itHow to stop white knuckling individual donor relationshipsWhy real donor partnerships require alignment, not pressureWhat “walk away power” actually looks like in fundraising conversationsHow releasing donors from obligation helps attract more passionate, committed supportersAt the end of the day, major gifts fundraising is not about getting people to do things they do not want to do. It’s about leading well enough, listening deeply enough, and believing strongly enough in your mission that the right people naturally lean in. The more grounded and pressure-free you become, the more authentic and sustainable your donor relationships will be.Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training.If you’re an ED or DD of a $1M+ making a difference in your community and you’re ready to make bigger, bolder asks, then DM me “CL” on LinkedIn and I’ll share details.
Transcribe →The 6 Biggest Mistakes Keeping You Stuck at $300K Individual Giving
2w ago00:27:28Tap to summarizeThere are a handful of patterns I see over and over again when organizations get stuck around $300K in individual giving.Not because they don’t care. Not because their mission isn’t strong. But because of how they’re operating day to day.In this episode, I’m breaking down the biggest mistakes that quietly cap your growth. The ones that feel normal. Even smart. But are actually keeping you from getting to $1M in major gifts.From overthinking and waiting for the perfect moment, to chasing random strategies and writing emails no one responds to. And then the deeper shift. Learning how to lead with clarity, make decisions on purpose, and have conversations that actually unlock bigger gifts.This is less about doing more. And more about tightening how you think, how you communicate, and how you show up.What you’ll learn in this episodeWhy overthinking is keeping you stuck and why action is the only way to get real data on what worksThe hidden danger of relying on surprise big gifts and why it’s not a strategyHow “good times” can actually slow your growth if you stop investing in fundraisingWhy making up your strategy as you go leads to mediocre results even if you’re good with peopleHow to choose a clear growth strategy and stick to it instead of chasing every ideaThe real reason your emails are getting ignored and how to fix it fastWhat donors actually need to give. Trust, credibility, and a clear visionWhy hiring people who have never raised money is costing you growthHow every fundraiser hits a ceiling and why you need expert support to break through itThe biggest missed opportunity. Asking only for cash when 90% of wealth is elsewhereHow shifting to conversations about donor wealth can 4x or 10x your results with the same donorsIf you want different results, you have to stop playing small with your strategy and your thinking. Growth doesn’t come from doing more random tactics. It comes from being intentional, building real skills, and asking at the level your donors actually operate.Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training.If you’re an ED or DD of a $1M+ making a difference in your community and you’re ready to make bigger, bolder asks, then DM me “CL” on LinkedIn and I’ll share details.
Transcribe →The 3 Biggest Mistakes Stopping Your Board From Fundraising
3w ago00:21:59Tap to summarizeIf your board keeps saying they’ll help fundraise but nothing actually happens, this is for you.This is one of the biggest frustrations I hear from EDs and development leaders. You ask. You remind. You bring it up in meetings. And still… no real results.In this episode, I break down the three mistakes that are keeping your board stuck and what to do instead. Because your board can be one of your strongest pipelines for new donors, but only if you lead them, equip them, and stop assuming they know what they’re doing.I’m also sharing real examples of what happens when this clicks, like a $5,000 gift that came in three days after a simple introduction and a $283,000 night from a board-led micro event. This is about getting actual results, not just talking about fundraising.What you’ll learn in this episodeWhy following your board’s ideas instead of leading them is killing your fundraising resultsHow to redirect unhelpful suggestions like galas into what you actually needWhat leadership really looks like when it comes to board fundraisingWhy your board doesn’t know how to make introductions even if it seems obvious to youHow to equip board members with simple, fast talking points they can actually useThe real reason board members avoid fundraising and it’s not lazinessHow your own attitude toward fundraising is shaping your board’s behaviorWhy most board members are not anti fundraising, they’re anti feeling awkward and salesyWhat it takes to turn board members into a consistent source of new donorsHow to use simple strategies like micro events to generate major gifts quicklyYour board is not the problem. The lack of leadership, clarity, and tools is. When you lead them, equip them, and show them a better way to fundraise, they will step up. And when they do, they can become your strongest source of new donors.Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training.If you’re an ED or DD of a $1M+ making a difference in your community and you’re ready to make bigger, bolder asks, then DM me “CL” on LinkedIn and I’ll share details.
Transcribe →Ask Julie: $400K to $1M in Major Gifts (Solo CEO)
Apr 2100:17:01Tap to summarizeYou don’t need more time. You need a better strategy.In this Ask Julie episode, I answer a question from a CEO who just lost their head of fundraising and now has to grow individual giving from $400K to $1M… solo. No time. No team. No margin for wasted effort.So we cut the fluff. I walk through exactly what I would do in that situation. What to stop doing immediately. Where to focus instead. And how to grow revenue using the fastest, most sustainable path available to you right now.This is about simplifying your strategy, doubling down on relationships, and actually using your board instead of hoping they magically start fundraising.What you’ll learn in this episodeWhy your first move should be deciding what to stop doing, not what to addHow to choose a fundraising strategy based on your time, energy, and actual strengthsWhy major donor relationships are the fastest path from $400K to $1MHow to identify and unlock the money you’re already leaving on the tableWhat effective donor retention actually looks like when you don’t have time for complexityHow to use your natural communication strengths for stewardshipWhy newsletters are often a waste and what to do insteadHow to upgrade current donors without overcomplicating your approachWhy your board isn’t helping you fundraise and how to fix itThe simple messaging your board actually needs to bring you new donorsYou don’t need more tactics. You need focus. The simplest path is almost always the most effective one, especially when you’re short on time. Prioritize relationships, upgrade the donors you already have, and activate your board with clear, simple messaging.Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training.If you’re an ED or DD of a $1M+ making a difference in your community and you’re ready to make bigger, bolder asks, then DM me “CL” on LinkedIn and I’ll share details.
Transcribe →Moves Management is Dead. Do This Instead.
Apr 1400:34:06Tap to summarizeMoves management is slowing you down. And it’s costing you real money.In this episode, I’m breaking down why the traditional donor life cycle is outdated at best and harmful at worst. We’ve been taught to move donors through a neat, predictable pipeline. Discovery, cultivation, solicitation, stewardship. Sounds clean. Doesn’t work in real life.Because donors don’t move on your timeline. And they definitely don’t need to be “managed.”I walk you through what actually works instead. How to recognize when someone is ready right now. How to stop putting up unnecessary barriers. And how to lead in a way that unlocks six and seven figure gifts faster, with less friction, and way more alignment.What you’ll learn in this episodeWhy moves management creates unnecessary delays and blocks ready donors from givingHow rigid donor pipelines force conformity instead of real relationshipsThe real reason donors avoid meetings and how to respond insteadHow major gifts can happen in weeks or months, not yearsWhat it means to “read the donor” instead of tracking them through stagesWhy digital communication is enough to qualify and close major giftsHow to identify when a donor is serious versus wasting your timeWhy bold leadership builds trust faster than over-accommodating donorsHow to ask before it feels comfortable and why waiting kills momentumThe role of vision in unlocking bigger gifts and long-term donor commitmentDonors don’t need to be managed. They need to be led. When you stop forcing people into a process and start responding to who they actually are, everything speeds up. Gifts get bigger. Trust builds faster. And you stop leaving money on the table that your mission needs right now.Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training.If you’re an ED or DD of a $1M+ making a difference in your community and you’re ready to make bigger, bolder asks, then DM me “CL” on LinkedIn and I’ll share details.
Transcribe →No Shame Fundraising: How Audacity Raises Six Figures in 90 Days
Apr 700:16:41Tap to summarizeYou’re not stuck. You’re just playing it way too cool.If you’ve been feeling discouraged, checked out, or like fundraising just isn’t working right now, this is your wake-up call. Because the problem isn’t your donors. It’s not the economy. It’s not timing.You’ve lost your edge.In this episode, I’m walking you through what it actually takes to shake yourself out of that half-hearted energy and start raising serious money again. And spoiler: it’s not another strategy. It’s audacity.I’m breaking down exactly what I would do to raise six figures in the next 90 days, even after losses, setbacks, or a rough quarter.What you’ll learn in this episodeWhy feeling discouraged is often a sign you’re playing it too safeHow audacity can instantly shift your energy and results in fundraisingWhy your current donors are your best source for new major donor referralsHow to get into high-level rooms by asking to be a plus oneWhat happens when you cold DM a dream donor and just go for itWhy you should be asking loyal donors about planned gifts right nowHow to turn volunteers and board members into real revenue driversWhy asking for 20x more changes how donors see you and your leadershipThe leadership problem behind underperforming teams and boardsHow dropping your ego and asking for help leads to real opportunities and major giftsIf your donors aren’t stepping up, it’s because you aren’t. They follow your lead. When you raise your level of boldness, urgency, and conviction, everything shifts. This is leadership. Not strategy.Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training.If you’re an ED or DD of a $1M+ making a difference in your community and you’re ready to make bigger, bolder asks, then DM me “CL” on LinkedIn and I’ll share details.
Transcribe →Why Nonprofits Plateau at $1M
Mar 3100:28:52Tap to summarizeIf you’ve hit a million in revenue and suddenly everything feels harder, you’re not doing it wrong. You’ve just hit the plateau almost no one talks about.This episode breaks down why growth slows down right when you’re trying to scale. Not because your mission isn’t strong. Not because you need more tactics. But because the way you lead, communicate, and ask has to change.I walk through the exact patterns I see with executive directors and small teams stuck at this level. The good news is none of this requires more hustle. It requires better decisions, clearer messaging, and a lot more courage in the conversations you’ve been avoiding.What you’ll learn in this episode:Why getting from $1M to $2M is often harder than getting from $0 to $1MHow hiring becomes a major bottleneck and leadership skill at this stageWhy “cheerleader boards” stop working and what real board partnership looks likeHow unclear, long-winded messaging is quietly costing you major giftsWhy your organization must be explainable in 20 seconds or lessHow weak or vague asks leave six figures on the table with donors you already haveThe real reason you’re under-asking and how it’s actually confusing your donorsWhy focusing on pitching instead of dialogue is limiting your resultsHow to respond when donors say “not now” without losing the relationshipThe connection between avoided conversations and stalled revenue growthYou don’t break through the million-dollar plateau by working harder. You break through by saying the things you’ve been avoiding, asking for what you actually need, and leading donors with clarity instead of hesitation.Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training.If you’re an ED or DD of a $1M+ making a difference in your community and you’re ready to make bigger, bolder asks, then DM me “CL” on LinkedIn and I’ll share details.
Transcribe →The Successful Fundraiser Code
Dec 1600:36:53Tap to summarizeIn this episode, I’m sharing something I’ve never broken down this clearly before: the core qualities and inner leadership skills I see in fundraisers who consistently close major gifts with more ease, confidence, and integrity. These ideas come directly from my own experience, from the work I do inside Courage Lab, and from watching fundraisers transform their results simply by shifting how they show up—not by adding more tasks to their plate.What you’ll learn in this episode: • Why separating your self-worth from donor responses makes fundraising lighter and far more effective • How your presence, energy, and sincerity directly shape donor conversations • Why genuine curiosity leads to deeper relationships and bigger gifts • How self-awareness and self-acceptance strengthen your confidence with donors • Why releasing assumptions and pressure opens space for more natural, productive conversations • How embodying courage and conviction positions you as a peer to donors—not someone seeking approvalAt the end of the day, what I share in this episode comes down to this: fundraising is an inside job. When you show up grounded, curious, and confident in who you are, everything else becomes easier. You build trust faster, your conversations are richer, and donors feel inspired to step into bigger opportunities. If you want to explore this work further, connect with me on LinkedIn or learn more about Courage Lab. I'm so glad you're here.Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training. If you're an org with at least $800k annual budget and major gifts is your top priority, but you need a better strategy and approach, get on the waitlist for the next CourageLab cohort here: https://julieordonez.kit.com/couragelab2
Transcribe →How This Development Director Raised $250,000 in 6 months in 2 hours a Week Without Chasing Grants
Dec 900:42:57Tap to summarizeIn today’s episode, I’m bringing you a really special conversation with someone I adore — my friend and Courage Lab grad, Sheena Grosshans If you’ve been around here for a while, you know I love highlighting fundraisers who are doing courageous, meaningful work, and Sheena is truly one of the best examples of what’s possible when you combine heart, boldness, and a willingness to grow.Sheena raised $250,000 in just six months while working only 1–2 hours a week inside Courage Lab. Yep — you read that right. And what makes her story even more powerful is that she’s doing life-changing work at To Write Love on Her Arms, supporting young people who are struggling with depression, addiction, suicidal ideation, and self-harm. Her commitment, her empathy, and her sheer belief in the mission shine through in everything she does.In this episode, you’ll hear us talk about: • How Sheena built a major gifts program from scratch • The mindset shift that transformed her confidence asking for bigger gifts • Why being bold, direct, and unapologetic changed the way donors responded • The tiny follow-up habit that unlocked a $10,000 gift (and a $40,000 annual fundraiser!) • How one “small” $500 gift turned into a $20,000 annual donor • The courage it takes to restructure your role so you can actually raise more money • What it looks like to advocate for your own capacity and get things off your plate • Why consistency builds trust faster than any fancy stewardship plan • How relationship-based fundraising helped her donors feel deeply connected to the missionOne of my favorite moments in this conversation is when Sheena shares the internal shift from “maybe you could give if you want” to “we are the best at what we do, and I’m inviting you into something powerful.” That shift alone can change everything — and you’ll hear exactly how it did for her.If you’ve ever wondered what it looks like to step fully into your leadership as a fundraiser, to believe in the value of your work, and to ask boldly from that place of conviction, Sheena’s story is going to light you up.I’m so proud of the work she’s done, and even more excited for you to learn from her today. Let’s dive in.Want 15 leads in 5 minutes? DM me "Breakfast burrito" on LinkedIn and I'll send you a pdf and 6-minute training to help you generate 15 leads for your nonprofit in minutes. It's totally free. All you need is an email to sign up. DM me "Breakfast burrito" - I'm from Texas, what can I say? - to get your pdf and mini training. If you're an org with at least $800k annual budget and major gifts is your top priority, but you need a better strategy and approach, get on the waitlist for the next CourageLab cohort here: https://julieordonez.kit.com/couragelab2
Transcribe →