Episode Summary: The Most Overlooked Word in Major Donor Fundraising

The Fundraising Masterminds Podcast, Episode 115 — February 4, 2026
Hosts: Jim Dempsey (B) & Jason Galasinski (C)

Overview

In this episode, Jim and Jason dive into the importance of language and mindset in major donor fundraising, zeroing in on “the most overlooked word”: opportunity. They challenge nonprofit leaders to move beyond a focus on organizational needs and to adopt an opportunity-based, visionary mindset that fuels transformational relationships—and, crucially, opens doors to major gifts and lasting impact.

Key Discussion Points & Insights

Why Language Matters in Fundraising

• Opening Theme (01:18): The language nonprofit leaders use directly informs donor perception and motivation. Words like “need” perpetuate a short-term, scarcity mindset.
  • “Believe it or not, words matter.” — Jason (01:18)
  • The hosts reference prior episodes where they examined “Words NEVER to say” like ‘fundraising’ and ‘banquet’ versus more relational terms.

From “Need” to “Opportunity”: The Critical Shift

• Problem with “Need” (02:19):

  • Many nonprofits default to presenting “needs” to donors: keep the lights on, make payroll, avoid closure.
  • This approach creates transactional, not transformational, relationships.
  • “Presenting our needs really does come a transactional side of things when we need to be talking about a transformational side.” — Jim (03:04)

• Why “Opportunity” Wins (03:49):

  • Presenting “opportunities” highlights donors’ desires to make an impact, aligning mission with their personal motivations.
  • Focus on “the intersection between their desires and our mission. That’s that sweet spot where people are going to give.” — Jim (04:21)
  • It’s not just a word swap—it’s a total mindset change (05:36):

    “If it were simply that easy...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...you need to be...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.” — Jim (05:36–06:52)

The Scarcity vs. Abundance Mindset

• Scarcity Mindset Trap (07:10):
  • Constantly focusing on urgent needs keeps organizations in “panic mode.”
  • “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.” — Jason (06:52)
• Vision & Planning (07:38):
  • Large gifts flow to big, compelling visions—not operating expenses.
  • “That’s what people give...that’s what people give large gifts to...They tip you [for basic needs]. But if you want to really get into significant gifts, into great wealth...you’re gonna have to put a vision before people.” — Jim (07:38)

Practical Application: From Cash to Assets (08:15–09:34)

• Nonprofits often chase the same pool of cash gifts, overlooking donors’ much larger asset wealth.
• “The IRS has come out and said that between 90 and 99% of people's net worth is actually in assets.” — Jason (08:39)
• “If you go into the asset pool, there's like hardly anyone in that space...the pie is massive.” — Jason (09:04)

How to Turn Needs into Opportunities (10:59–12:48)

• Reframing a “need” (new van example at 12:06):

  • Instead of “We need $25,000 for a van,” shift to “With a new van, we can take more kids to camp,” or reach new audiences/serve more people.
  • “A van is just an inanimate object. But if you can turn that into an opportunity...we can take more kids to camp...” — Jim (12:06)

• People Give to People, Not Projects (12:49):

  • “People give to people justified by the cause. So I need to know, what is my dollar going to do? How’s it going to change one life?” — Jim (12:49)

The Guilt Trap & Vision Casting (13:39–14:57)

• Avoid manipulation with guilt (“We can’t keep our doors open! Help!”).
  • Instead, frame as an invitation: “I’ve got an opportunity for you to make a difference in the lives of 25 college students...”
• Shift from fear to faith (15:07–16:55):
  • Needs-focus = self-preservation and fear; opportunity-focus = faith, action, and vision for “taking ground” together.

Board, Culture & Long-Term Planning (26:19–27:19)

• Changing this language/culture affects not only donor relations but board dynamics and strategic planning.
• Boards shift from “How do we survive?” to “How do we deploy capital for maximum impact?”
  • “What I love so much about the Perfect Vision Dinner strategy...board members...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...’” — Jim (26:19–27:19)

Notable Quotes & Memorable Moments

• On Mindset Change, Not Semantics:

  “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.” — Jim (05:36)

• Asset-Based Fundraising:

  “The IRS has come out and said that between 90 and 99% of people's net worth is actually in assets, and yet as nonprofit leaders, we tend to focus in on that 1% of cash.” — Jason (08:39)

• People Give to People:

  “People give to people justified by the cause. So I need to know, what is my dollar going to do? How’s it going to change one life?” — Jim (12:49)

• Vision Multiplies Results:

  “You know, we've seen people...switch from, you know, doing the traditional way of fundraising to the way that we do it. We've seen them double...a lot of times. They double.” — Jason (20:36)

Case Study Highlight: Hutch Madison & The Vision Dinner

A nonprofit leader’s testimonial on shifting from need-based to opportunity-based fundraising

• Previously: Struggled to meet needs, exhausting small donor pool, average of $35k–$50k/year.
• After “Perfect Vision Dinner”: Raised $168,161—236% increase; 70% of donors were new (23:14–23:52).
  • “If we would have done it based on our own experience, we would have probably done $60k or $70k...joining the program probably catapulted us 10 years down the road from where we would have been...” — Hutch (21:48–24:02)

Application: Organization-Wide Mindset Shift

• Applies not just to fundraising events, but to all communication—newsletters, meetings with donors/board, staff, volunteers (26:19–27:19).
• It is about creating a culture of abundance and big vision—building for the long-term, not scrambling for the next paycheck.

Takeaways: What’s the Most Overlooked Word?

• Opportunity is the game-changing word, but more than that, it’s about fundamentally changing your mindset and culture as an organization for long-term, transformative impact.
  • “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.” — Jim (28:34)

Timestamps for Major Segments

• [01:18] The impact of language in fundraising
• [02:19] The problem with “need”-based appeals
• [03:49] Opportunity as the transformative word
• [06:52] Scarcity mindset and survival mode
• [08:15] Why a compelling vision attracts major gifts
• [10:59] Moving from need to opportunity (practical examples)
• [12:49] The power of people-centered appeals
• [13:59] Shifting from guilt-based motivation to excitation
• [15:07] Mindset of faith over fear
• [21:48] Hutch Madison’s case study/testimonial
• [26:19] Impact on boards and organizational culture
• [28:34] Final recap: the word “opportunity” and its power

Resources Mentioned

• Past episodes:
  • “Journey of the Faithful Steward” (12/24/2025) — Mindset deep dive
• Recommended reading:
  • Development 101 by John Frank and Scott Roden
• Perfect Vision Dinner/Mentorship Program:
  • Guided transition from needs-based to opportunity-based fundraising

Summary prepared for nonprofit leaders serious about shifting their fundraising results—and culture—from scarcity to vision-fueled abundance.