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.
34episodes
Episodes
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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 →Close Major Gifts With Courage (Interview from We Are For Good Podcast)
Dec 200:19:33Tap to summarizeThis episode originally aired on the We Are For Good Podcast in their Working Sessions series. I’m sharing it here on my own channel so you can dive into practical strategies for closing major gifts this season.It’s giving season, and if you want to close major gifts in the next few weeks, this episode is for you. I walk you through exactly who to ask, how to ask, and how to approach these conversations with courage and confidence. No fluff—just actionable steps to help you move forward with clarity and impact.Here’s what we cover:Identifying your warm prospects: I guide you through how to focus on donors who are already primed to give—those who’ve expressed support recently or are “all in” with your mission. Stop overthinking and start taking action.Recognizing signals from your community: From emails, social media engagement, to personal encounters—learn how to spot the people who are most likely to respond.Managing mindset and fear: I talk about why discomfort is normal when asking for major gifts and how courage isn’t the absence of fear—it’s acting despite it.How to ask for more confidently: I break down the importance of being specific in your ask, giving donors clarity, and removing obstacles that slow their decision-making.Handling mistakes with humility: I share how showing up authentically, even if imperfectly, builds trust and strengthens relationships.Tools and resources: I offer my free Opportunity Brainstorm PDF to help you map your warm prospects and take immediate action.Asking for major gifts doesn’t have to feel paralyzing. By focusing on the right people, preparing internally, and showing up courageously, you can increase your impact and build stronger relationships with your supporters. Refusing to let fear hold you back ensures your mission gets the resources it deserves—and it’s easier than you think to take those first steps.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 New Solo ED Raised $225,000 in 12 Months
Nov 2500:41:12Tap to summarizeIn this episode, I’m bringing you a powerful conversation with someone I’ve had the absolute privilege of working with over the last year and a half: Katherine Powers, Executive Director at Pacific Opera Project (POP). Katherine’s story is one of real transformation — as a leader, as a fundraiser, and as a steward of a growing arts organization that’s doing incredible, joyful, boundary-pushing work in Los Angeles.When Katherine stepped into the ED role, she had no fundraising experience and very little time to figure it out. But what she did have was determination, curiosity, and a willingness to learn. In our conversation, she shares honestly about what it was like to come into major gifts as a total beginner, why fundraising initially terrified her, and what shifted once she began learning a clear framework and building her confidence.We talk through the mindset changes that helped her grow POP’s contributed revenue from under $200k to over $400k a year — in just a couple of years — including closing multiple $50k gifts and preparing for POP’s first-ever six-figure solicitation. She gets into the practical steps she took, the scripts and tools that helped her, and the moments where she realized she was becoming the kind of leader who could ask boldly and lead her board and donors with clarity and vision.I love this conversation so much because Katherine’s story proves what I deeply believe: when you have the right model and the right support, you can learn how to raise transformational money — even if you’re a one-person development shop doing five other jobs at the same time.In this episode, you’ll learn:How Katherine went from “I never want to ask for money” to confidently closing $50k giftsThe mindset shifts that unlocked her ability to lead boldly and fundraise effectivelyWhy major gifts became POP’s biggest opportunity — and how she structured her timeThe exact tools and frameworks she used to make her first successful asksHow her transformation changed her board’s culture, donor relationships, and the organization’s trajectoryWhy investing in her own development helped the entire organization growThe revenue growth POP has experienced and what that means for their community, staff, and artistsThis episode is such an encouragement if you’re a solo ED, a first-time fundraiser, or someone who knows major gifts is the next step — but aren’t sure how to start. Katherine’s story is proof that you can learn this, and you can thrive in it.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 ED Found $235,000 in Her Donor File Without Grants or a Gala
Nov 1800:55:36Tap to summarize In this episode, I’m digging into the real shifts that happen when leaders stop performing, stop softening themselves, and start showing up with clarity, honesty, and real authority — especially in major gifts work. Regina, an Executive Director in Courage Lab, shares her experience of shedding the “always upbeat, always polished” persona and stepping fully into her CEO energy. She talks about what changed when she stopped trying to be overly cheerful for donors who didn’t need or value that, how being direct actually accelerated trust, and what she’s learning as she leads a new development director through this work. Together, we explore what authentic leadership looks like, why relationships deepen faster when you tell the truth, and how taking courageous action creates real momentum inside an organization.WHAT YOU WILL LEARN IN THIS EPISODE • Why donors don’t need (or want) a polished persona — they want clarity, vision, and real talk • How Regina realized she was draining energy by trying to sound upbeat instead of operating as a CEO • The difference between relationship building and performing happiness • How direct, honest communication fast-tracks donor trust • Why showing donors the real challenges — not just the “shiny penny” — actually strengthens the partnership • How her development director stepped into courage early, even while still learning the organization • The mindset shift that helped her team make direct asks confidently, even without long-term relationships • What happened when donors began engaging more deeply, referring others, and leaning into honest conversations • How consistency, authenticity, and direct asks created organizational momentum • Why Regina invested in Courage Lab, what stood out to her, and why the accountability model made all the difference • What changed for their board, their fundraising approach, and their long-term strategy • The transformation she’s already seeing just one month into the program — and what she hopes others take away from this work This conversation is such a powerful reminder that major gifts aren’t built on performance — they’re built on leadership. When you stop worrying about being overly positive, deferential, or “pleasant” and instead tell the truth about what’s needed, donors rise to the occasion. Regina’s story shows what’s possible when an Executive Director claims her authority, leads authentically, and commits to courageous action even before everything feels perfect. It also shows how quickly things can shift when a team has the right structure, accountability, and support. If you want to hear what this kind of transformation looks like behind the scenes — and you’re curious about what Courage Lab can unlock for you — this episode is absolutely worth a listen.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 →Stop Asking For Advice When You Actually Want Money
Nov 1100:31:41Tap to summarizeHey friend — this episode is a bit of a rant, because honestly, I just can’t take it anymore. There is some really bad fundraising advice floating around the nonprofit world, and one piece in particular absolutely drives me up the wall. You may have heard it before — “If you want money, ask for advice. If you want advice, ask for money.”The idea behind it is that you should ask donors for their input first as a “relationship building tactic,” and then eventually you’ll be able to ask for money. But here’s what actually ends up happening: nonprofit leaders avoid asking for financial support altogether. They keep having meetings, asking for advice, collecting feedback… and meanwhile, the mission is still under-funded. I see this constantly with EDs, CEOs, development staff — and it’s not relationship-building. It’s manipulation. It’s having a hidden agenda.And I don’t do hidden agendas.In this episode, I talk about why “ask for advice to get money” is dysfunctional, manipulative, and ultimately ineffective in raising sustainable funding. I share why honesty is the real trust-builder, why clarity is more respectful than tip-toeing around your intentions, and why being direct is not rude — it’s actually generous. If we’re asking for support because our work matters, then we don’t need to hide that.We also talk about:Why confidence matters more than perfectly scripted asksHow “advice collecting” is often just procrastination dressed up as strategyWhy you should only ask for advice from people who have actually done what you’re trying to doHow implementing someone’s feedback (and reporting back) is what actually strengthens relationshipsWhy direct, honest asking raises more money faster — without the emotional exhaustionIf you've been told to “build the relationship first” but were never taught how, this episode is going to feel like taking a huge breath of fresh air. You don’t need to manipulate. You don’t need to disguise your intentions. You don’t need to be scared of asking.You need courage, clarity, and clean communication — and we talk about all of that here.Take a listen — especially if you’ve been avoiding the ask. This might be the moment everything clicks.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 →