C (2:00)

Podcast be called the Friend Raising Masterminds Podcast. But unfortunately, that wouldn't really. Probably most of you wouldn't find, you know, what this is all about.

B (2:10)

Yeah.

C (2:10)

You search for fundraiser.

B (2:11)

Right. You would know what we meant.

C (2:13)

So words do matter. And in this case, we're going to be talking about the problem with the word need.

B (2:19)

Right.

C (2:19)

That's really what we're going to focus in on. We're going to focus in on. A lot of organizations out there have needs.

B (2:25)

Yes.

C (2:26)

And the problem is, is that we present those needs to our donors.

B (2:30)

Yes.

C (2:31)

In Fundra Tactical things through newsletters or emails or events or whatever.

B (2:38)

Right.

C (2:38)

And we try to get our donors to meet our needs.

B (2:42)

Right.

C (2:43)

And they literally kind of Try to do it in that way. It's like, this is my need, and you are the donor, and we want you to meet my need.

B (2:51)

Right?

C (2:51)

And don't you, you know, you don't want little kids to suffer, do you? You have to help me keep the doors on. You have to help me, or we're gonna. We're gonna go away and all the children will suff.

B (3:04)

Right? So. And we've also talked about the difference between transactional relationships and transformational relationships. And definitely check out the episode that we did on the 24th of December, because we really delved into what our motivation needs to be. And so it's so important that we understand the difference between transactional and transformational. Presenting our needs really does come a transactional side of things when we need to be talking about a transformational side. So, Jason, what word best emphasizes that transformational relationship as opposed to.

C (3:49)

Well, we really want people to be thinking about opportunities and not needs. So really, you know, as we think about how we present, like, certainly as nonprofits, we have needs, right? We have. There's certain needs that need to be covered or accomplished, to be able to accomplish our goals. But being able to frame it in a way where it's a special opportunity, you know, is really the secret sauce in being able to get people excited about your organization.

B (4:21)

Remember, as you said, Jason, or at least you alluded to, is that the needs focuses more on us as the ministry, when if we really want to have transformational relationships with people, we are going to have to find out what motivates them, what has God placed on their hearts and help them meet those desires that God has placed on their hearts? And as I've talked about so many times, it's that intersection between their desires and our mission. And that's that sweet spot where people are going to give. And so presenting it as an opportunity for them to make a difference in the world or to fulfill what God has placed on their hearts. That's what we want to do now.

C (5:09)

Jim, I'm going to play the role of a skeptic here, because to me, it just sounds like you're just playing with words like, okay, I. I hear what you're saying. Opportunity sounds better. Just like partner sounds better than donor. Aren't you just swapping out the word like, well, I need this so you have an opportunity to, you know, to meet my need. You know, I'm not seeing how this is a game changer, Jason.

B (5:36)

If it were simply that easy, then, yes, there'd be a problem with not Just replacing words. It is a total mindset change and we're asking you to have a different mindset change. We are asking you to get away from being, I hate to use this term, but very self centered or self focused. Needs. Focuses in on the organization succeeding. We need for you to begin to focus in on what are the desires of your partners. What burden has God placed on their heart and what is our organization? Is our organization doing the things that will help fulfill that? Now you may think, well, but Jim, that is not going to make payroll next week. We are not about focusing in on making payroll next week. Yes, I don't want to diminish the fact that you've got to make payroll next week, but you need to be is not about telling time. We want to build a watch and that is going to make our organization last. Way beyond making payroll next week.

C (6:52)

Well, if you focus on making payroll next week, sorry to say this, but there's going to be payroll the next month and the next month and the next month. So you're always going to be in this spiral of trying to, you know, do things quick or trying to, you know, get money now.

B (7:08)

Always be in a panic mode.

C (7:10)

And that's what we refer to as the scarcity mindset.

B (7:12)

Right?

C (7:13)

The scarcity mindset or the survival mindset. It's kind of like, I just need money now. So I need to do a fundraiser, I need to do this, I need to send out a letter, I need to do. And it's all about just getting enough so that I can accomplish exactly what I need to do. But really what we want you to do is we want you to have a bigger vision. Like what are you ultimately trying to accomplish and then starting to trust God for bigger things.

B (7:38)

That means going to your board and sitting down and saying, we need to craft a long term vision and a strategic plan for our organization. Where do we want to be in three to five to 10 years? That's what people give to Jason and that's what people give large gifts to. You know what people tip or give us a donation to, they give that to keeping the doors open, making payroll. They tip you. But if you want to really get into significant gifts, into great wealth, to tap into that pool of wealth, you're gonna have to put a vision before people.

C (8:15)

Well, Jim, I remember back in Novemb we interviewed Eric Flesh Hood, the CEO of the CRU foundation, and he really opened our eyes with this reality that, you know, most nonprofits are going after the cash donations. And he said, you know, the IRS has come out and said that between 90 and 99% of people's net worth is actually in assets.

B (8:39)

Absolutely.

C (8:40)

And yet as nonprofit leaders, we tend to focus in on that 1% of cash.

B (8:45)

Right.

C (8:46)

And it's just mind boggling. You know, he, I remember him sitting right here.

B (8:50)

Right.

C (8:51)

And he said, you know, it feels like we're so crowded as non profit leaders because we're all trying to go for the same pool money. But yet if you go into the asset pool, there's like hardly anyone in that space.

B (9:04)

Exactly.

C (9:04)

It's like there's, Right. The, the, the pie is massive. You know, there's trillions of dollars out there in assets.

B (9:11)

Yes.

C (9:11)

And yet we're so focused on, you know, getting people to write us checks. And so it really does boil down to there is enough funds out there to fund a massive vision. And certainly if it's presented properly, there's some, could, there really could be some large gifts written to your organization in that bucket of asset giving.

B (9:34)

Right. And the only way you're going to tap into that is by giving them a big vision. They need to understand that this is an organization that knows where they're going, they've got a plan and I can invest in that.

C (9:48)

You know, nobody wants to give to a sinking ship.

B (9:50)

No, they don't. And, and they, you know, investors. And that's what a number of our partners want to be. They want to invest in something that's going to have a return on investment. And just as they would investigate this before they purchase stock, they're going to investigate the company where they believe the company is headed in the future and give to that because it's going to have a return investment. They look at our organization exactly the same way. Does this group have a plan? Do they know where they're going? Do they, what the outcomes are going to be? The results? Yeah, I can get into that and I can pour my money into that.

C (10:27)

Right. So one of the things that we talk about in the perfect vision in our mentorship program is we, we definitely start with the five year vision. We definitely start there and we help you craft that five year vision. But then as we're going throughout the program and we're thinking about how do we want to present your ministry in a, in an opportunity sense? We think about things in terms of accelerators. So Jim, you've used the analogy of, you know, lighting the, lighting the barbecue.

B (10:59)

Right? Right.

C (10:59)

You've got that initial spark, but that initial spark met with the lighter fluid creates this massive acceleration in flame.

B (11:08)

Combustion.

C (11:09)

Yeah, combustion. Right. And so one of the things that we teach in the mentorship program is how to accelerate your vision. So first of all, you have to have a compelling vision. It has to be beyond just upgrading your furniture and switching out your lights and getting better desks and tables. You have to have a vision for how you're going to really make an impact in your community or in the people that you serve. So it has to be focused on that. But then once we have a compelling vision, then we really want to find out what are your needs and how we can, how can we convert those needs into opportunities. So, for example, we've got a couple of examples here that we're going to talk about now. This might be a need that an organization might have. We need $25,000 for a new van. How would that be converted into a special opportunity, Jim?

B (12:06)

Well, I would say you've got to turn it into an opportunity. And then what would having van accomplish? So in other words, a van is just a, I mean, it's just an inanimate object. That's all it is. But if you can turn that into an opportunity by having this van, we can take more kids to camp. We can, we're a Christian school and we can take people to the March for Life in Washington D.C. or we are a pregnancy center and we can take individuals from college campus who need pregnancy tests to our, to our center to where they can.

C (12:48)

What the van can do for you.

B (12:49)

The outcome and especially as it changes an individual life. Remember, Jason, people give to people justified by the cause. So if I want to invest, I want to invest in a person. And so I need to know, what is my dollar going to do? How's it going to change? One life cruise look on giving and our face changed dramatically when we were able to tell. For $1, you can expose one college student with the gospel. For $10, you can lead someone to Christ. So I know that my gift of $100 is going to see 10 people come to Christ. Imagine what my gift of $1 million is going to do. And that really, really impacted a lot of lives.

C (13:39)

Here's another language shift. A lot of people might say in a newsletter, you know, we're shorting funds, we're gonna have, we have a hard time paying our bills, keeping our door open. Make sure that you, you know, send in your gift, because if we don't get your gifts, then we might not be able to keep open.

B (13:59)

I remember a well known evangelist, so he was gonna go up in his Tower and stay up in the tower until his university was funded. That is motivation by guilt. Oh man.

C (14:11)

So how do we change the language on this?

B (14:13)

Ye. To reframe this is I've got an opportunity for you to make a difference in the lives of 25 college students or I've got an opportunity for you to make a difference in the lives of 21 women who will come in this year by moving us to allow us to move from being open three days a week to being open five days a week is going to mean that we can now see 21 more women this month than we normally do. That's 21 potentially 21 babies whose lives will be saved and 21 women who could come to a saving knowledge of Jesus Christ.

C (14:57)

Yeah, well, in a sense, like focusing on needs. I, I like what you said. It's. It is. Does keep us self focused. It also is focusing on our fears.

D (15:07)

Right.

C (15:07)

Like if, if these needs don't get met, then it's like we always have this like doomsday ment mentality in our mind versus the other mindset that you're trying to get us to think about. It's more focused on our faith of like that God has called me to this mission and I have a job to do. You know, I, there's certain things like we need to take ground, right. So it's more of a proactive, like we're going to take ground this year and we're going to do this. And you're kind of like speaking out your vision by faith. Right. Trusting that God is going to, you don't know how it's going to happen, but you know that God has called you to this thing.

B (15:45)

Right.

C (15:45)

And you're, you're setting out specific opportunities for people in line with what you feel like God is moving you into. And then you're trusting that he's going to fill that and provide for that.

B (15:58)

Right?

C (15:58)

Right. So that's, that's the different mindset. Right. One is really focused on, I don't know if we're going to be able to pay rent. I'm afraid.

B (16:06)

Right.

C (16:07)

You know, you're, you don't really have a compelling vision. You're just, you're okay with the status quo. You're okay with just being the way you are. So the one is really focused on fear and just focus on, you know, staying, you know, at the same level.

B (16:22)

Right.

C (16:22)

The other one is focused on taking ground. Right. You know, and so I, you know, you and I believe that, you know, we're in ministry we're in a, in a war and the war is with, you know, that we're trying to expand the kingdom of God.

B (16:36)

Right.

C (16:36)

Satan does not want us to expand. Right.

B (16:38)

So trying to stop.

C (16:39)

He is perfectly happy with you having a ministry that doesn't go anywhere. You can say whatever you want to say. You can have all the Bible studies and pray all you want.

B (16:48)

You're no threat to him.

C (16:50)

Yeah, but he really gets worked up about people who try to take ground away from him.

B (16:55)

Right.

C (16:55)

And we want to, if we really want to make a difference in this world, we have to start thinking, how can I start taking enemy ground? And how can I, by faith, set out some goals that's going to really accomplish some ground taking territory?

B (17:10)

Oh, so well said, Jason.

C (17:12)

Yeah, so that's, that's really the difference in the mindset.

B (17:16)

Yep.

C (17:16)

We did another episode in December called the Journey of the Faithful Steward. Right. And that really gets at the heart of the mindset. So if you're, if you're really struggling with this and you're, you're going, ah, it just sounds like word changes. I'm not really understanding the mindset you're coming from. Go back to December. In our podcast, Jason.

B (17:38)

I remember that was the 24th of December. I remember because we were just talking about heading into Christmas.

C (17:45)

Yep. It's called the Journey of the Faithful Steward. We talked about how our job as development directors is to guide our partners into a stewardship mindset and, you know, having, you know, finding joy in accomplishing what it is that they are called to through giving, and that it's not.

B (18:06)

Just a destination, but it's a journey. Journey.

C (18:08)

Right. So it's definitely one of those paradigm shifting conversations that, you know, if you're coming into this episode going, these guys are out to lunch. I don't, I don't understand the difference.

B (18:18)

You know, I, I, or it's like you said earlier, it's just semantics.

C (18:21)

Yeah.

B (18:22)

They're just trying to manipulate me. Yeah.

C (18:25)

You know, well, it's not about donors, it's about partners.

B (18:28)

Right.

C (18:29)

No, it actually is like a mindset shift. And you, in order to really understand that mindset, that shift, you really got to go back and listen to that episode. Or better yet, if you're a reader and you want to read something, there's a great book that we Recommend called.

B (18:43)

Development 101 by John Frank and Scott Roden.

C (18:47)

Yeah. And they, they really go into this mindset in that book, too. So if you really want to dive deeper into that, you can check that Book out as well.

B (18:56)

Yeah.

C (18:56)

You know, Jim, in our Perfect Vision Inner Mentorship program, we focus on this a lot.

D (19:02)

For.

C (19:03)

For probably about a month in the program, we get people to. To take their vision, and then we. We ask them to craft three accelerators. And these three accelerators are the opportunities that they're going to be presenting in their Vision Dinner.

B (19:18)

Right.

C (19:18)

And we. I can't tell you how many times people really seem to struggle with this. They have needs, and they want to have those needs met.

B (19:28)

Right.

C (19:28)

At the Vision Dinner. But we're trying to turn them into exciting opportunity.

B (19:32)

No, I know, because they think, well, I just. I have to get those needs before my people in the dinner is the best way to do it. No, it's not.

C (19:41)

Yeah. And. And honestly, you're gonna do better by presenting exciting opportunities.

B (19:47)

Significantly better.

C (19:48)

Significantly better. And I. I think we've seen people who. They go into the program, and they're kind of like, I don't know about this, but I'm just gonna trust you. You know, sometimes we'll have conversations with people where they. They. They give us their needs, and we're like, no, you gotta turn this around to be exciting opportunity. And we'll. We'll, you know, in some cases, write the accelerators for them if they. If they're not getting it. And they kind of just are like, I don't know, but okay, and they put it out there, and then, guess what? Everyone loves it. And they. They get funded. You know, they raise six figures, you know, and we see this working time and time again. So this isn't just kind of a cool idea you should try. This is like 40 years of development experience.

B (20:29)

But, Jason, I've had my dinner, and I've raised $150,000 by just saying, give whatever you can give.

C (20:36)

Yeah. Well, I mean, imagine you could be raising $300,000. I mean, we've seen people who switch from, you know, doing the traditional way of fundraising to the way that we do it. We've seen them double. You know, a lot of times. They double.

B (20:52)

Yes.

C (20:52)

And it's hard to imagine, you know, that kind of transformation just by having.

B (20:57)

Specifics and just by having clarity.

D (21:00)

Yeah.

C (21:00)

And so is the Perfect Vision Dinner program worth the investment? For the amount of investment needed to make the perfect Vision Dinner a reality, to transition you from one side to the other. It's going to change the whole trajectory of your organization, set you up for success for years and years and years to come. We had one person, his name was Hutch, from a special needs organization that went through our program last year. I think I'll, I'll play his testimony, but he went through a program and he said the perfect vision that have sent us into the Future by about 10 years. He said it would have taken us 10 years to achieve what we achieved in 21 weeks. And it's just incredible. I'm gonna play that for you guys right now. Just, just listen to what he says.

D (21:48)

If we would have done it based on our own experience, we would have probably done 60 or 70, 000, I think. Because when we first started sharing the vision with people, Jason, a lot of people said, well, hey, you need to do the silent auction thing. You need to do this, you need to do that. And we just kept saying no. We said, these folks know what they're doing. We believe in that model. And we stuck with our guns. And it proved to be very prosperous. Hi, my name is Hutch Madison with the Sanctuary of North Georgia. And we just finished our very first Vision Dinner. Really, we're just a small nonprofit industry. We were doing one off small fundraisers and working really hard. I felt like we were exhausting our friends and neighbors and church mates and things like that. 50,000 on a good year, probably more like 35 average. But the reason why I wanted to do the Perfect Vision Dinner is because we wanted to expand quickly relationships with people that we didn't know. You know, we really felt like we were going back to the same people asking for more and more and more every time. And I didn't want to get to the point to where when they saw on their phone that it was me or they saw me walking towards them, they said, oh no, what's he going to ask for?

B (23:04)

Now?

A (23:05)

Yeah, now. When you join the program, we set a goal for you of, you know, 150,000 to 200,000. What did you guys end up coming in at?

D (23:14)

We ended up coming in and this is just so far. And so we're hoping that more will be able to come in, but we ended up at $168,161. Wow. But we appreciate it.

A (23:28)

Well, that's great.

C (23:29)

I mean, praise the Lord for that.

A (23:30)

You know, going from what you were at, like writing letters and appealing to your friends with 50,000 a year to 168,000. That's 236% increase.

C (23:43)

That's not bad.

A (23:44)

And then how many do you think were like first time donors?

D (23:48)

Probably 70% were people that we didn't know that gave.

A (23:52)

That's not bad at all. If Someone's.

C (23:54)

They've heard about the Perfect Vision, enter.

A (23:55)

They're a little skeptical. They're not really sure if they should jump in. Is it worth the investment to join the program?

D (24:02)

I would say 100% is definitely worth the investment. Investment. Just the. The sheer expertise that you and Jim bring to the table. So the learning curve was, for us, probably catapulted us 10 years down the road from where we would have been had it been trial and error for the next 10 years. So, yes, worth it.

A (24:19)

I'd love to know, like, now that you've raised 168,000, you don't have to worry about how you're going to pay the bills or whatever. You've got a whole year, year of ministry ahead of you. What are you looking forward to doing?

C (24:34)

First?

D (24:35)

We're going to take a week and just thank the Lord for it and enjoy it and let our people know how much we appreciate them coming into our lives. And we're going to get back at it, to be quite honest with you, building those relationships that were established through our Vision Dinner and then be thinking about the future. To be honest with you, you know, ministry takes money. We had settled in our heart, whether we reached our faith goal or not, we were going to move forward how God provided. We never wanted to get to the place to where we had to beg continually just to pay the electric bill, to make salaries pay, insurance, and things like that. So the Perfect Vision Dinners really helped catapult us forward.

C (25:14)

Well, Jim, as you can see, you know, clearly the Perfect Vision Dinner made a difference in Hutch's ministry. And we have hundreds of ministries just like his is going through our program, who see the success the first time, you know, just by following the recipe, doing exactly what we see. They see an exponential growth, switching from fundraising to fundraising.

B (25:39)

Yes.

C (25:39)

And a lot of that has to do with presenting things as opportunities and not needs.

B (25:46)

Right? Right.

C (25:47)

There's a lot of other things, certainly. Obviously, you have to present those opportunities to the right people. You've got to have the right environment. You've got to have the right appeal. There's all. There's. I mean, this little teeny thing that we're talking about is one of like 300 little tweaks that we make. But this is a big mindset shift to understanding things. It also, this whole attitude of, you know, needs versus opportunities, it doesn't just apply to vision dinners or events. It can also affect the way that you write your newsletters.

B (26:19)

It's about meeting face to face with people it's about how you interact with your board, how you interact with your staff, how you interact with volunteers. Remember, you're changing culture, not just mindset. You're going to change the whole culture of your organization. You, as a leader, may be shifting your staff from this scarcity mentality that we're going to barely survive to look at ways that we can thrive. What I love so much about the Perfect Vision Dinner strategy, one of the things is board members who come up to me and say, jim, we used to run our board meetings on how do we make it to the next board meeting. Now I can start thinking about the future and see the future as truly achievable because we have the money that we raised and all that came from that mindset, change, change that you talked about.

C (27:19)

Imagine having a reserve of capital that is set aside for an exciting vision. And your board meetings are about how you get to spend that money to.

B (27:29)

Achieve on priorities, the most effective programs.

C (27:32)

Yeah. And it's. It's very exciting to help people get there. So what? I will put a QR code on the screen, and if you scan that QR code or click the link in the description, I'll give you an opportunity to book a call with one of our team members. And in that process, a lot of times, if we find out that you're a good fit for the program, we will actually allow you to enroll early. And that's just a way that you can secure your spot before we officially open enrollment. And that might be something you want to do, because once we open enrollment, we tend to fill up fast. And so I would definitely recommend that if you want to check out the Perfect Vision Inner, certainly the Perfect Vision Inner mentorship program is going to help you plan and execute that Vision Knitter in the fall. But you're also going to learn this mindset that we're talking about. You'll be able to apply this mindset to so many other things that it really will revolutionize the way that you think about development.

B (28:27)

So. Yeah.

C (28:28)

Well, Jim, any last words that you want to say about the most overlooked word in major donor development?

B (28:34)

Well, number one, it really is about that word, opportunity. But remember, it's what opportunity brings to you. It brings to you a new mindset, a new way of thinking, and it also provides for you that perspective that will get you significantly bigger dollars that will help you accomplish all your visions.

C (28:57)

Well, thanks again for tuning in to this episode of the Fundraising Masterminds podcast. If you enjoyed this broadcast, please subscribe. There's a nice red button on the screen somewhere. Click that to get yourself subscribed. Also, let us know in the comments what you think. Do you agree with us or do you disagree? Just share with us the mindset that you have with your organization and if you believe that what we're saying will actually help you, you know, get to a better mindset. But as always, we really appreciate you listening. Thank you so much for supporting our podcast and we will see you next time.

B (29:29)

Take care. It.