Nonprofit Radio for November 15, 2019: Music To Major Gifts

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My Guest:

Mitchell Linker: Music To Major Gifts
No One Dreams of Being a Fundraiser.” It’s a nonprofit truism and Mitchell Linker’s book. He and his music are with me for the hour. (Originally aired 12/1/17)

 

 

 

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[00:00:14.64] spk_1:
Hello and welcome to tony-martignetti non profit radio big non profit ideas for the other 95%.

[00:00:22.54] spk_2:
I’m your aptly named host.

[00:00:24.08] spk_1:
Oh, I’m glad you’re with me. I’d be thrown into exile,

[00:01:20.84] spk_2:
Fauria. If I saw that you missed today’s show music to major GIF ts No one dreams of being a fundraiser. It’s a non profit truism, and it’s Mitchell Lincoln’s book. He and his music are with me for the hour. This originally aired on December 1st 2017 on Tony’s Take to I’m Looking for Innovators were sponsored by wegner-C.P.As guiding you beyond the numbers wegner-C.P.As dot com. But Cougar Mountain Software Denali Fund is there complete accounting solution made for nonprofits tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial and by turned to communications, PR and content for nonprofits. Your story is their mission. Turn hyphen to dot CEO, and here is music to major gif ts. What a pleasure. Welcome Mitch Linker to the studio. He is a professional fundraiser in education and author of No one Dreams of Being a Fundraiser. My unexpected journey from music to Major gif ts

[00:01:30.28] spk_1:
Welcome studio, Mitch, Thanks a lot. I’m grateful to be here. That’s a pleasure. Yes, I’m a fan of the show. Thank

[00:01:37.57] spk_2:
you. Thank you. Well, that that’s a prerequisite to being get now. It’s actually,

[00:01:39.77] spk_1:
uh, it helps. It helps. Sucking up definitely helps. Don’t Don’t suck up to them. And you look great today. Yes. Thank you. I got a lot

[00:01:46.21] spk_2:
of crushing questions for you. Don’t worry.

[00:01:47.54] spk_1:
Okay. Um, all right. So music to major gift. That was That’s Thea. That’s York. That’s your story. Yeah. Story so far at least. Okay. Oh, so there may be another career. Well, given

[00:01:59.05] spk_4:
my track record, there could be several. Yeah.

[00:02:00.90] spk_2:
Oh, I see. All right, so there may be, like, fundraiser to French

[00:02:04.57] spk_1:
teacher. Okay, I think

[00:02:05.78] spk_4:
I’m I think I found my found like Okay,

[00:02:14.48] spk_2:
cool. All right. So, music, young age. Yeah. I’m talking to a former professional musician that you

[00:02:19.33] spk_1:
professionals, a little charitable, much money song made money to defend, not a living

[00:02:22.97] spk_2:
by are barely squeaking. No credit cards were important to you.

[00:02:28.20] spk_1:
Wake up to some of that. All right, But, you know, we got to start with the early days. So the kiss concert 1979. Yeah, very important to you. And

[00:02:40.39] spk_2:
your brother. Um, you pleaded pleaded with your dad. He took you. Why? Why? What happened while I was still big to you?

[00:02:42.34] spk_1:
You know? I don’t

[00:02:43.07] spk_4:
know. It was at a time in my life there was some personal turmoil going on, you know? And so I think it became something that I could cling to some transitions going on. And what

[00:02:53.72] spk_1:
about kiss? Kiss? I was the makeup, the makeup. It’s funny, The music.

[00:02:57.71] spk_4:
Not so much. It was the makeup I just remembered. Like tracing their faces on that old tracing paper.

[00:03:01.98] spk_2:
Yes. I don’t have a trace of

[00:03:03.01] spk_1:
onion skin. Yeah, exactly. You traced over it with a pencil? Yeah. Became obsessed with them. And who’s your

[00:03:08.47] spk_2:
favorite in the band?

[00:03:13.03] spk_4:
It was Gene. Gene Simmons had to be late. Was I should say, Was it waas?

[00:03:19.80] spk_1:
I don’t have a favorite, and you know, he’s around. Back in the day,

[00:03:24.52] spk_4:
he was the guy. There was something just so you know, demonic and terrifying about you weren’t loved.

[00:03:26.62] spk_2:
You had never seen him live.

[00:03:27.81] spk_4:
Never seen them live.

[00:03:29.40] spk_2:
Dad took you And your impression. What can you remember?

[00:04:00.10] spk_4:
Well, the problem was which I talk about in the book was that I got sick. I think I was probably too young to be on the show. I was seven and I just didn’t feel well. I think the noise, the just the overall stimulation of it all. I just remember sitting there kind of crying and upset the whole time. And I remember seeing it. I remember seeing Jim Gene Simmons flying and I I have vivid memories of the experience, especially considering how long ago it was. But it wasn’t a happy memory on that. I want it getting sick and I went down health.

[00:04:00.76] spk_2:
All right, so So I mean, that’s all right. That’s not a great memory. So why, Why Continued in music or what? Well, you’re only seven, then

[00:04:12.59] spk_1:
you’re still doing your still dabbling in music a little bit at a young age. Obviously it

[00:04:17.34] spk_4:
was obviously, it’s part of sort of the tableau of how I became a musician, because I mean, and I continue to be fascinated with them for years and years, So that was sort of my gateway. Um, so

[00:04:23.95] spk_1:
yeah, it was very formidable. For whatever reason, I’m sure

[00:04:27.21] spk_4:
a lot of people have that story or some variation cause kiss spoke to young kids during that era.

[00:04:40.99] spk_2:
All right? Yeah, but you got sick, and then you’re still continue to you know, you’re well, everything is Everything is life or death. When you’re seven years old, it’s so important to you. Everything is you know, the red wagon was important, but all right, but all right,

[00:04:48.08] spk_1:
you continued on. Um, so your music career was kind of like I

[00:04:52.54] spk_2:
see, like, 3 to 1. There were three people in the dent. Yeah. Then you were down to two with the day traders.

[00:05:00.70] spk_1:
Man, you did your home Any whatsoever, the ball. I appreciate what you remembered it. I do have it written down, but I do remember I’m looking in his eyes. I’m saying, now, that was the dent and the day traders and then ends and then solo eso

[00:05:15.79] spk_2:
and the day traders was too. There was a to person to person act. All right, Um, the

[00:05:18.36] spk_1:
dent was important to Yeah. Now. All right. I just want to set the scene. Now. You grew up in you Grew up in West Hartford. No, no, I was originally New

[00:05:24.17] spk_4:
York City. When I was very young and I moved to Connecticut. My family moved to connect, okay, and I’ve

[00:05:29.64] spk_1:
been in Connecticut. Everyone’s not West Hartford,

[00:05:37.13] spk_4:
no Fairfield County, Fairfield, Fairfield. And that I’ve been in the central heart, Central Connecticut region, like West Hartford since the year 2000.

[00:05:38.26] spk_1:
Okay, now I know

[00:05:41.73] spk_2:
West Hartford. I mean, I guess as I was growing up in North Jersey, I don’t know if this is still true. Um, what started? It was very wealthy community because a lot of insurance companies were based in Hartford, right? And then a lot of senior executive lives in West Hartford, right? That was a pretty exclusive place. And in fact, I remember when I was, ah planned giving director, visiting a potential donor who was a retired insurance executive in West Hartford. And he had a huge house. I don’t know. It was hard for

[00:06:05.35] spk_1:
you when you were growing

[00:06:06.32] spk_2:
up. Was it still that way?

[00:06:07.45] spk_1:
What’s offered is

[00:06:08.00] spk_4:
a great place there. There are a lot of really great quality of life sort of suburban towns in central Connecticut, glass and very Avon and West Hartford. Certainly. Probably the top.

[00:06:16.75] spk_2:
Okay, but that’s not where you grew up

[00:06:22.02] spk_4:
in Fairfield. Careful, County. If you feel count well, fearful

[00:06:23.10] spk_2:
of the town. The town in Fairfield County knows that Southern at Southern Connecticut, near New York City, that it’s a good place for commuters to live. But there is also a town named Fairfield

[00:06:32.20] spk_1:
and felt very

[00:06:33.06] spk_4:
far like when I moved to central Connecticut. Like the only time I ever went to Central Connecticut was to go to the Hartford Civic Center to see things like kiss concerts when I lived down in Fairfield County. Okay, so it was.

[00:06:42.92] spk_1:
Even though it’s a small state,

[00:06:44.30] spk_4:
they’re two very distinct areas.

[00:06:46.11] spk_2:
All right. And

[00:06:49.40] spk_1:
you were You were a musical act in Connecticut. Yeah. Yeah. Uh, you made something

[00:06:52.81] spk_2:
of a name for yourself in Connecticut.

[00:07:01.11] spk_1:
I like to think so. The hostess joking. Excuse me. Yeah. Okay. Um, starting with the dent. You and two friends? Yeah. Tell us about the dead. Yeah,

[00:07:15.92] spk_4:
Boy, man, do we go back? I were talking Jeff and I My God, we would play with tennis rockets before we could actually play instruments when we’re positive way. And then we segue way too real instruments. As we got older in high school, and and then we met Dan. So, yeah, the

[00:07:22.27] spk_1:
three of us

[00:07:25.81] spk_4:
go way, way back to, like, 15 years old. And, um And then as we got older, we got more serious and started actually writing songs and obviously playing our own instruments. And then it just became

[00:07:32.76] spk_2:
all right. You want a karaoke band

[00:07:33.98] spk_1:
now? You actually did play instruments? Yeah. We actually played instruments. And yours. Yours was originally

[00:07:39.13] spk_4:
I was a drummer. And then I was, ah, demoted to lead singer.

[00:07:44.14] spk_1:
Okay, I play piano

[00:07:45.75] spk_4:
took for writing purposes, but I’m not good at have never been proficient.

[00:07:49.18] spk_1:
Okay, That shows that such a

[00:07:50.27] spk_4:
difficult question for me to answer. I say I’m a musician. People ask what I do, and I get this 10 minute answer.

[00:08:01.54] spk_1:
Well, it just depends how detailed you want to do anything ridiculous. Well, all right. All right. That’s okay. But you played okay. All right, let’s go out. Let’s go out for

[00:08:39.24] spk_2:
our first break. Sure. Um, Well, uh, yeah, with which is me, um, speaking. And, uh and so if you stand by, um, Central Brick. Okay, it’s time for a break. Wegner-C.P.As. Does your accountant return your calls and e mails. Do they keep to their deadlines? Do you like them? Are they nice people toe work with? Are they keeping mistakes to a minimum? If these aren’t all yeses, then maybe it’s time to look for a replacement. You know, a partner at wegner-C.P.As euh Doom. But on the show many times. Gonna be coming back early next year. You start at wegner-C.P.As dot com, check them out, and

[00:08:42.15] spk_1:
then ring him up. Give him a call,

[00:09:13.14] spk_2:
Talk to eat, See if wegner can help you wegner-C.P.As dot com Now back to music to major gif ts Now back. Too much liquor and his book. Um, nobody dreams of being a fundraiser. All right, so the dent was, uh it took time. I mean, it was hard to get traction. Yeah, you didn’t have a book or you don’t have an agent, right? You were recording doing some gigs. What

[00:09:13.67] spk_1:
happened? Funny, I would

[00:09:16.33] spk_4:
recommend that everyone write a book because for me, even if very few people read it, it was like therapy. And I

[00:09:23.17] spk_1:
learned a lot

[00:09:23.69] spk_4:
about my started process. And to your question, one of the things I realize in hindsight because we struggled so much. We were so focused on this dream but had difficulty, as you say, getting traction.

[00:09:34.71] spk_1:
Part of it

[00:09:35.14] spk_4:
was in some sense, we weren’t all in, and I realized about that about myself. You know, I wasn’t the type of guy who’s gonna live in a van for six months in total squalor like I loved writing songs. I loved music

[00:09:47.45] spk_1:
and I did love traveling, but I just never was able to

[00:09:49.61] spk_4:
kind of make that full life commitment. And I

[00:09:53.22] spk_1:
only realized

[00:09:53.93] spk_4:
that in retrospect, I guess that’s sort of an aside. But

[00:09:56.87] spk_1:
that’s one of the 50

[00:09:57.91] spk_4:
things I learned about myself in the process of writing this thing. And so it’s

[00:10:01.78] spk_1:
sort of helped me realize Oh yeah,

[00:10:16.47] spk_4:
that’s that’s that’s what happened to an extent, maybe we didn’t commit as much as we should have. We committed to the writing and, like the dream was there. But as far as what you actually need to boot to d’oh, it’s so difficult and unpleasant.

[00:10:17.60] spk_2:
Yeah, maybe you over romanticized

[00:10:19.57] spk_1:
it. I

[00:10:19.83] spk_4:
think so. Yeah. Yeah. Now how

[00:10:24.34] spk_2:
do you feel about your commitment to fund raising today?

[00:10:25.38] spk_4:
0 100%. Okay? Yeah. No, I feel like this is my do over.

[00:10:29.29] spk_1:
So here. Okay, that’s what I’m trying to get it. But as you were a musician is still

[00:10:33.98] spk_2:
with the Dent. You felt like you were committed. Then Did

[00:10:36.00] spk_1:
you feel committed then, Do you think? I mean, is it possible to look back and say,

[00:10:45.20] spk_2:
You know, there were times when I just really wasn’t sure I should be doing it, but I kept kept on or did you feel like you were all in then? But now, looking back, you feel like you weren’t.

[00:10:49.04] spk_4:
That’s a great question. That’s why you’re good at this.

[00:10:51.18] spk_1:
Cool. I got scored one, Okay. Initiating host. Because I think to

[00:10:55.97] spk_4:
some degree, I probably always knew and

[00:10:58.51] spk_1:
part of

[00:11:02.32] spk_4:
it. And this is another epiphany. I kind of wondered why I think the dent we just kind of stayed with each other out of familiarity, familiarity and comfort were best friends.

[00:11:08.18] spk_1:
Maybe that

[00:11:36.58] spk_4:
wasn’t the best sort of trio. Maybe that wasn’t the best partnership for over all of us. And perhaps if I had not, I was just so so committed to these guys. Maybe if I had gone solo earlier or met someone else or one of them met someone else. Maybe I would have sort of hitch my wagon to a different thing and momentum would have occurred. There was just something about the dynamic of the three of us that, in a way held us back. And I think on some level I knew that. I really do know now in hindsight, so great, much

[00:11:44.34] spk_1:
interesting. Okay, now Ah, there’s a lot of hard

[00:11:59.82] spk_2:
work. There’s a lot of there’s some overlap between being a struggling musician band, right? And fundraising, right? You point out Rejection. Networking? Yeah. Um um And you have 1/3 1 too? Oh, well, a thick skin. I guess that’s partly right. Partly that’s affiliated with rejection. Do you feel like some of what you faced negatively with the dent And then the day traders, you know, actually helped you in fundraising?

[00:12:15.65] spk_1:
Yes. And that’s

[00:12:34.34] spk_4:
a thing. Well, I well, despite what I just said, you know, in my mind I was generally all in and it was all I thought about. And as I talk about the book constantly pounding the pavement, trying to get gigs, trying t o get a record deal. That was really that was that was the fingers. And so,

[00:12:35.59] spk_1:
you know, there was a real

[00:12:36.66] spk_4:
commitment there, and yeah, it was just constant rejection, like anyone Good thing would happen and it would be almost a surprise

[00:12:59.29] spk_1:
radio. You want us to know exactly what was wrong with you? Sure Got a judge to make it a little hasty. Take the weekend to think about it, and then let us know if you actually wanted to play next Friday. References of people who protected us. So that did

[00:13:15.96] spk_4:
inadvertently trained me. And I talk about that a lot in the book, which is how you came to the question. But, um, yeah, I was used to rejection. I was used to things being difficult, used to the struggle. And when I started to have success in something that that wasn’t music, which was the fundraising, it

[00:13:18.22] spk_1:
was just

[00:13:35.37] spk_4:
amazing. It was like this incredible epiphany. And that’s the ironic thing is there were so many periods of time in the early days and music days when I thought, Am I wasting my life? Certainly people in my life probably thought I might be needing to make a pivot, but it turned out to to be great training what I encourage anyone to do. What I did is their path to fundraising. Not necessarily, but

[00:13:41.83] spk_1:
everybody’s got some path to it. And

[00:13:44.81] spk_2:
rarely, as your title suggests, Is it linear

[00:13:52.67] spk_4:
right? I don’t know that I sort of have the confidence in the fortitude and the desire that I have now if I hadn’t gone through that, so I have no regrets, though there is a period of time where it felt dark.

[00:13:59.98] spk_1:
They have a day job during the transition. 3 to 1 drink. Maybe that’s part of

[00:14:04.21] spk_4:
the commitment thing. I never just quit that job and completely did it. I was getting a little too scared. That’s probably what I mean. When I say, like, was I fully in? I think I’ve always had a little too much of a fear factor,

[00:14:33.73] spk_2:
actually, even interesting. Now, your second band, we’re not gonna really dwell on the second band. Yes, two of you, But day trader I mean, that’s not they’re not all day traders. I don’t consider being all in. It’s not like they’re invested in a Wall Street career. I mean, they’re in a stock for a couple hours, and then they’re out. So, yeah, maybe there was something pressing it about that name of nose. I don’t know what I’m saying.

[00:14:53.20] spk_1:
Yeah, it was. Now that I’m not being very impressed by perceptive, I think about this. Joe doesn’t just come together. Country popular, believe. Get email. Like, you know, this is a slapdash Oh, I love it. But I know it’s not that, you know, it’s not true. All right, So the day job was you were you were involved in nonprofits eventually

[00:14:53.91] spk_4:
landed in non profits for a while. I had a dalliance is with several different random things on, and eventually I stumbled upon non profits. I know awareness of the nonprofit sector.

[00:15:03.40] spk_2:
Alien says good work. Thank you, but I’m sure not probably radio listeners will know that we’re but it’s good work.

[00:15:16.40] spk_4:
Every now and then, I’ll pull one out. But that was probably the only time in this show. So when I first started in development, who wasn’t conscious really was more just a job,

[00:15:21.70] spk_2:
he needed a justice in their life, right? My love of

[00:15:24.72] spk_1:
exactly. Exactly. And it worked well for a

[00:15:26.43] spk_4:
while. It was very, uh,

[00:15:33.52] spk_2:
there was a time when you became a lot more intentional about a career in development. Starting to music. Music was not paying off, right? I was getting old. Yes. You’re getting older.

[00:15:39.41] spk_1:
How would you know? I think we should set the contact. How do you know

[00:15:41.45] spk_4:
I am? Wow. This is

[00:15:55.40] spk_2:
gonna come. I mean, you wrote a book about your life held 45 0 k. 45 Much anger. I get 10 years on you. All right. That’s a good thing. This is a podcast. Nobody contest that assertion that you just made. Um, you could go on the website making tony-martignetti dot com make your own decision about whether which looks younger.

[00:16:04.03] spk_1:
It was saying that I was indicative. I think people should draw that conclusion on the run.

[00:16:11.62] spk_2:
I think it is a self serving pathetic, you know, sounds presidential Almost. Okay, We don’t do politics. I’m not profit radio.

[00:16:13.84] spk_1:
So you became a little intentional? Uh, yeah. Things were not

[00:16:17.65] spk_2:
going well. Money tight music, floundering. Really? Your own gig. You’re on your solo career. You said you canceled. You cancel every gig. You’re in your music and your solo career, right? Literally canceled every gig. That

[00:16:30.29] spk_1:
Yeah. And then the whole thing

[00:16:31.61] spk_4:
is that when I think I feel like I actually started to find my voice and got better at music, I was at a point where I was too late. Like I said earlier, I was in these bands and I was felt beholden to these other people. And

[00:16:42.17] spk_1:
then when I

[00:16:42.42] spk_4:
finally went solo, I felt like I gotta groove. But at that point, I had a lot of debt. I was getting older, and and then what really happened? Was he The economy tanked out, and I don’t. So yeah, I felt so vulnerable. And I thought, Well, I’m already in development. I’m gonna make this my thing. And I just completely abandoned music at that time,

[00:16:59.99] spk_2:
Okay? Now And that you were doing database management. And then you moved into Prospect Research. Yeah, around this’ll 87 4008

[00:17:07.92] spk_1:
recession time or a little bit earlier. I was doing well.

[00:17:15.64] spk_4:
You said advancement surfaces. Then I was broadening it a little, but it was still not I was doing major gifts, you

[00:17:18.02] spk_1:
know, So but generally

[00:17:19.02] spk_4:
I was sort of the research guy

[00:17:24.60] spk_1:
back. Still back office? Yes. Something you talk about. Two bosses

[00:17:35.42] spk_2:
were discouraged. You and one who encouraged you. Um, discouraging ones. What we wantto little cautionary tale. How did they discovered you in your, uh Because you had expressed an interest to them in right of career and fundraising and furthering your working fundraising and two people discouraged you. How so?

[00:17:42.23] spk_1:
Well, I think in an

[00:17:44.94] spk_4:
in hindsight, maybe I would have discouraged me, too, because I was still kind of like a young punk. You know, I guess I still had an air of

[00:17:53.21] spk_2:
I mean, they would you respect him? You worked for them?

[00:17:54.94] spk_1:
Yeah. I mean, when it was never malicious.

[00:17:56.67] spk_4:
But I think I just I didn’t look the part at the time. You know, our act, the part. Probably. I probably acted young and,

[00:18:03.45] spk_1:
you know, I was very

[00:18:20.03] spk_4:
vocal about my love of music. So I’ve sort of had me compartmentalized. I write eso then to suddenly say, I want to do this very serious, very diametric opposite you. Another good word of trick.

[00:18:20.52] spk_2:
Oh, that’s not a good word.

[00:18:21.40] spk_4:
I don’t know. Did he use it wrong?

[00:18:23.75] spk_2:
No. It depends what you mean. We’re not gonna flush it out, but I don’t think it’s good. Okay, now I’m

[00:18:30.44] spk_1:
gonna move on, okay? So that I’ll point out the vocabulary. You have got to stop myself. You really do. I’ll point out that I don’t. Who will? I’ll

[00:18:46.66] spk_2:
point out the high points, and we’ll let listeners make most of the decisions on their own. Okay. Um, So ah, so

[00:18:47.55] spk_1:
let’s talk about the guy

[00:18:48.23] spk_2:
who are the man or woman who inspired you. Somebody believed in you. Yeah. What? That person,

[00:18:53.32] spk_1:
a few people along the way just sort of

[00:19:02.99] spk_4:
recognize that I had, um ah, personality. That might be, um, suitable. Yeah. Thank you. Um,

[00:19:05.36] spk_1:
that. And I

[00:19:06.16] spk_4:
guess I I was always

[00:19:10.25] spk_1:
conducive. That was good, E. I think part of it

[00:19:18.18] spk_4:
was just I had a lot of different ages. Yeah. Okay. Okay. I think I was, um, that I had an energy and a zeal, and and so, um,

[00:19:27.41] spk_1:
it’s a man or a woman. It was a few people long encouraged me, and maybe we

[00:19:49.73] spk_2:
should be seeing people beneath the surface and look at what traits they possess and how those might actually uh, transform into a fundraising career or anything in no profit so that, you know, we peel away the layer. Let’s not judge a book by the cover. And there are There are traits that people have that could be valuable to non profit.

[00:19:52.48] spk_1:
And yeah, we should try to see

[00:19:53.71] spk_2:
that if if we’re ever in this kind of situation,

[00:20:10.73] spk_4:
I agree. And I’m deeply grateful for that for that encouragement, cause at that point in my life, I hadn’t had much encouragement. You know, I’d sort of just been on my own trying this thing, and it wasn’t really working out. And then, um, it goes such a long way. And yeah, I agree that it was sort of a raw skill energy. Whatever I had that had sort of a few people had noticed. And I was grateful for that. And I would have never really come to that on my own.

[00:20:58.81] spk_2:
You say that you perceived fundraising as the guys in Glengarry Glen Ross, which happens to be a favorite movie of mine. But you know, if those who may not know it it is excellent. Um uh, Al Pacino. Ah, Walter Matthau. No, no, Jack Lemmon couple Al Pacino. Alec Baldwin. Very, very small but very pivotal role. Al Pacino. Jack Lemmon, Alan Arkin. Excellent. Ed Harris. Excellent. Kevin Spacey. Yep. Excellent. Yeah. Um okay, so these are these are shyster real estate people. We get the I didn’t get the idea for a movie that they’re spending selling marshland in Florida people. Um and that was sort of your perception of

[00:21:07.95] spk_1:
gifts, of asking people for money and, you know, part of

[00:21:24.70] spk_4:
it’s funny. I remember I went to this conference early on, and I was I was doing research at the time, and I went to this. It’s very funny nights. I went to this, um, dinner, and it was basically major gift people. I don’t even know why I went to it. Um, you may have been that it was for everybody, but was predominately major, give people and like, the volume of that room was so loud, it was just a bunch of what I perceived as extroverts. Just really sort of out there confident people,

[00:21:35.44] spk_1:
and part of

[00:21:58.67] spk_4:
it from he was a jealousy, because I had been so just estranged from that world order. I was just a very small world, and I wasn’t very confident. And then I saw these people in these personalities, and I just thought, Man, that’s what fundraising must be. You’ve got to be this big, outgoing person. I can’t do that. That’s not my personality. And I know where you’re going with this, but basically, I came to realize you don’t necessarily have to be that way. Um, but it was just It was so intimidating to me. And then when I unpeeled back what I thought a major gift officer does and what they do Dio it just seems so scary. And it just I sort of pigeonholed. You have to be a certain type of person who is outgoing and brave and frankly, all the things in many ways you do need to be. But it was so different from how I perceive myself.

[00:22:25.21] spk_2:
I don’t know how you know where I’m going, because I don’t know where I’m going.

[00:22:27.38] spk_1:
Okay, great. I’m sure I’m not sure how you’ve mastered that thing. Seems like a good place. We’re gonna play one of Mitch’s song.

[00:22:32.65] spk_4:
Oh, my gosh.

[00:22:33.27] spk_2:
Um, it’s Ah, it’s better. This is the dent. Is that this? Is

[00:22:36.44] spk_1:
this is me. So this is a solo. I’m sorry. Okay, Is the last thing I don’t know things air. You know, he’s making his transition now.

[00:22:49.39] spk_2:
Getting serious about, uh ah. Career in in fundraising. So things are looking up. It’s Ah, Mitch linker. Yeah. So low.

[00:22:52.66] spk_4:
So low.

[00:22:53.08] spk_2:
Better. Anything else you want to say to lead

[00:22:54.56] spk_1:
into it? Well, this was never

[00:22:56.88] spk_4:
never It was recorded as a demo, but it never went anywhere. I never did an album, you know. I didn’t put it on iTunes or anything that this was right at the moment that I basically stopped. So this is the first time anyone in the world

[00:23:08.73] spk_1:
All right, so it’s a podcast, so you can play it back. You’re not gonna buy it anywhere. You cannot buy it. Give me a

[00:23:14.37] spk_4:
call when you got

[00:23:15.21] spk_1:
here. It is better.

[00:24:57.94] spk_8:
Which way to go? Wait. No way.

[00:28:36.99] spk_2:
Which linker better? You heard here on non profit radio. The only place you will when you take a break. Cougar Mountain software, This s o the musical interlude into musical segue Way into the break. Cougar Mountain software designed from the bottom up for nonprofits. What does that mean for you? It’s got what you are looking for, like fund accounting. Are you using spreadsheets to manage all those restricted funds that you have? That’s that’s not that’s not great. That’s not efficient, Cooler Mountain and also has fraud protection as well as the fund accounting. They have a free 60 day trial. You’ll find that on the list of our landing page at tony-dot-M.A.-slash-Pursuant. Now, time for Tony’s Take two. I’m still looking for innovators for our 2020 Siri’s. That might be you. Or is it someone you know who’s contrary to conventional wisdom and tradition? Are you tackling something differently and you’ve got some success to show added as well, then I’d like to talk to you because you might very well work out as a guest for the innovators. Siri’s in early 2020 And again, if it’s not you, how about a colleague? Somebody you know? Whoever it is, you can email tony at tony-martignetti dot com, or you can use the contact page at tony-martignetti dot com. I’d like to talk to you, and that is tony. Take

[00:28:37.83] spk_1:
two. Let’s do the live love. Um, right here in the U. S. of a We got Tampa, Florida, Brooklyn, New York, New York, New York and San Lorenzo, California Just a

[00:29:53.21] spk_2:
couple. Just a couple. That’s fine. And going abroad. Yeah. Mallika Mexico Buena Star Days, Republic of Korea and Seoul, South Korea. Get Republic of Korea is just the country. You can see the can see the city there. But that’s all right. But we do know soul is with us. So of course, on your house. Oh, I’m sorry. And also, uh, the Republic of Iran is with us. Live love to Iran Sham Do India, Bangkok, Thailand, Osaka, Japan Live love out to each of our lives listeners, whether domestic or abroad. Naturally. And the podcast Pleasantries to our over 13,000 listeners in the time shift. So glad that you were with us. Thank you for listening in whichever form live or archive. Um, let’s go back. Thio Mitch Linker and music to major gif ts. Okay, Mitch Linker, we’re back to you now. Thank you for standing by. Thank you for your minor contributions. Okay,

[00:29:54.42] spk_1:
So things are picking up and you start to self teach yourself. You, uh you got conferences? Books? You’re diving in? Yeah, self self education.

[00:30:10.51] spk_4:
Yeah, Yeah, I just immerse myself again. I completely abandoned music. Um, to this day, I haven’t, um and I just committed myself 100% thio fundraising, and yeah, I just I tried Thio Network as much as I could. And

[00:30:20.78] spk_2:
this wasn’t a cringe moment for you when I played better. Was it?

[00:30:23.80] spk_1:
Um, you’re dying inside. You’re dying inside where? It’s a little embarrassing. That’s okay. Really. No. I mean, I’m proud of you. I’m proud of it. Well, there you go. All right. No

[00:30:32.65] spk_2:
embarrassment. All right. You may feel embarrassed, but

[00:30:35.73] spk_4:
you’re gonna play the whole

[00:30:59.37] spk_1:
thing. But that sample here we were all in non profit. It was all a 100% in committed to the worst humor. But I committed to it. That’s that’s what distinguishes most people would cut their losses. Oh, no, not me. Oh, I’m in. I’ll be the joke to death till I fell. Either I get sick of it, Which that’s a very high threshold. And that’s happening right now you’re witnessing It. Says you says you you’re not one

[00:31:10.19] spk_2:
to judge. Uh, I don’t know why. I just I’m just declaring You sure you’re not. You’re not judgment worthy. All right,

[00:31:12.94] spk_1:
So you, uh you developed a cut. You Eventually, you you found a coach. You found a couple of coaches. Yeah, Mentors. This is

[00:31:20.34] spk_2:
important to you as your sort of rate moving your way into. Now you’re in major gifts and you’re blowing some things

[00:31:24.96] spk_1:
which everyone does. This is not an embarrassment. I have

[00:31:31.14] spk_2:
not as many as you, but I’ve blown things. Um, coach and mentor. Mentors. Coach is very important to you.

[00:31:34.27] spk_1:
One of

[00:32:23.47] spk_4:
the few key takeaways for anyone who’s might be interested in the book or maybe thinking about major gifts. One of them is for me was transformational. And, um, I just think everyone should probably, no matter what you’re doing in life would be great to have a coach and mentor. But for me, having that like one on one dialogue, having someone you can go to and runs situations by and sort of talk things out with someone who has experience and has been around the block and they’ve seen everything. It really changed my life because I was struggling. I again I educated myself. But when I was trying to practically apple apply what I had read or studied. I just wasn’t comfortable in this guy. And then a number of people who I met, I A long list of mentors really changed everything for me. And so again, anything in life you probably need people to look up to, but certainly with major gifts, I would definitely encourage anyone to just find someone outside of your environment outside of your job. Somebody doesn’t know the players who can objectively just sort of look at situations and talking through them.

[00:32:35.30] spk_1:
And if you are someone who’s experienced looks to take on, look, to help people, I mean, we need further the profession. Not only,

[00:32:41.78] spk_2:
you know, of course, yes, if you are new to the profession. Absolutely. Mitchell’s vice advice is very sound. But

[00:32:46.06] spk_1:
if you’re immortal, more experience. Yeah, look, to look, to help way gotta elevate the profession, whether it’s fundraising or whether it is one of the back office. Yeah, important back office functions give processing or reason process Prospect research, database management. You know, we gotta elevate you gotta elevate the profession. We all have a responsibility to bring up those of us who are, uh or newer Yeah, you know, and it’s and it’s so much fun.

[00:33:10.70] spk_4:
It’s fun. T. And I think most people want to give back and want to help. And, um, you know, the few times I’ve had the opportunity to kind of pay it forward, I found an incredibly fulfilling. So you’re right. It’s a two way street. And

[00:33:21.57] spk_2:
you tell some very good stories in the book about how just simple conversations. Get a 30 minute conversation, you know, huge sea epiphanies.

[00:33:28.11] spk_4:
Yeah, exactly. Exactly.

[00:33:39.12] spk_2:
Is that a mixed metaphor? See epiphanies having epiphany? Can you see an epiphany? I don’t know. You could see the light at the end of the tunnel. Let’s stick with that. I don’t know if you see an epiphany or you just Can you stand? Can you see an epiphany? Sam doesn’t know. Yes, crystals. He’s the man surrounded by crystals, but

[00:33:44.14] spk_1:
I think it’s happened. I thought about it.

[00:33:45.73] spk_4:
I think it’s having epiphanies that you haven’t.

[00:33:48.70] spk_2:
Okay. All right,

[00:33:51.52] spk_1:
um, us. Let’s Now. You’re

[00:34:15.20] spk_2:
a bona fide major gift officer. You’re getting over the hurdles, thanks to the coaches. Mentors. Um, you’ve got some practical advice that you like around. Um, let’s start with the donor. Now you’re in a solicitation, right? Meeting don’t preemption. That was a tough one for you. One guy. One guy wrangled you twice. Meaning, Go ahead. I’ll let you explain preemption in case someone’s not aware. What are you talking

[00:34:20.25] spk_1:
about? I don’t know. I don’t pretend that might be

[00:34:21.97] spk_4:
a term that I just

[00:34:22.88] spk_1:
you know, I don’t wanna fight. You have. You know,

[00:34:31.34] spk_4:
basically, when you have a number in mind or a gift you want to talk about and then the donor, they had you off the path

[00:34:32.12] spk_1:
early in the conversation. Oh, don’t worry about Yeah, I know why you’re here. I’m gonna give the $3000 I gave you. General, you’ve got 50

[00:34:38.39] spk_2:
1000 in your mind. Exactly. They’re committed to their $3000 from last year.

[00:34:42.20] spk_1:
That’s one of

[00:34:42.79] spk_4:
100 things that air the type of scenarios that are difficult to navigate. It really only know through experience and through having

[00:34:49.62] spk_1:
the experiences you didn’t fail. You have to fail, get some help from a coach mentor and go out and do it again. Exact Gotta You gotta keep taking bites of the apple. Right? So it’s a little practical

[00:35:00.45] spk_2:
advice around preemption. What do you do? You throw out

[00:35:03.95] spk_1:
what happened. Okay, Lets a hypothetical

[00:35:13.33] spk_2:
Well, from the book you’ve got. I remember I forget what number you had in mind, but let’s stick with my hypothetical, okay? Yeah, You’ve got 50,000 Your mind In the 1st 5 minutes of conversation, you agreed. The person he says, Look, I know why you’re here. Um, I promise you, I’m going to the same 3000 I did last year. And then he pivots to a different subject. Now you’re off that you’re off the giving subject, thanks to the right, the donor and the preemption. What’s your advice?

[00:35:30.39] spk_1:
Well, you know, it depends

[00:35:31.69] spk_4:
largely on the report. If you feel a comfort, that sort of eye for my experience will dictate how far you’re gonna push. Sometimes you just gonna say thank you and move on and hope the next time you can growing more prepared.

[00:35:43.09] spk_1:
You know, I think sometimes maybe thank you, but thank you.

[00:35:45.59] spk_4:
But which is sort of what I was

[00:35:47.39] spk_1:
going to

[00:35:49.11] spk_4:
say that you know, if you have a report, there’s comfort If you just sort of very authentically and genuinely and politely say, That’s great. I appreciate that. But, you know, I’ve really been looking forward to talk with you. I have a couple ideas that I actually wanted to share with you. Would it be OK to let you know we were thinking,

[00:36:02.23] spk_1:
You know, most times people are gonna say Okay,

[00:36:11.99] spk_4:
sure. We want to hear what you had in mind. And maybe it’s tied to a naming opportunity that it’s a zoo has a certain level That sort of dictates that love. Yeah, you know, sort of those things that are our scholarship at a certain minimum. So they’re these tools to kind of help you navigate that. But

[00:36:21.41] spk_1:
really,

[00:36:27.83] spk_4:
it’s having the boldness and then the comfort Thio continue that conversation. And sometimes it goes well and, you know, it really all depends.

[00:36:31.03] spk_2:
Yeah. Okay. You talk about, um, urgency, urgency and contacts. Yeah. You like those

[00:36:35.98] spk_4:
Those? That’s what I learned from my key mentor.

[00:36:40.98] spk_1:
Okay, push it out. Yeah. You know, context is just sort of explaining. You know,

[00:36:44.54] spk_4:
you have numbers in your mind when you’re talking to a donor, Basically sort of justifying the number and explaining why someone’s gift is important. and, you know,

[00:36:52.77] spk_1:
the end of the

[00:36:57.51] spk_4:
day when you’re raising money, it always comes down to a small number of people who are really bringing in. We’re giving the past majority the money. Whether you’re talking about ah, small campaign or very, very large campaign, it always comes down to a small number of people. And by context, I like to sort of convey that to donors and sort of let them know you’re in a small group of people that were going to help bring about real change, to save and change lives. There aren’t that many people out there, you know. You are one of a few, so

[00:37:18.99] spk_1:
that’s sort of the context. There’s

[00:37:44.84] spk_2:
actually some empirical research I was just reading, like within the past two months or so. Um, a report about someone had done some experimentation around different types of materials. What one printed said, You know, all together we can prevent hunger in the community or something. And the other was, You can be a change maker. You and so is the global or their full community versus targeting the individual. And that individual marketing piece did much better,

[00:37:51.38] spk_1:
right? I’m just saying you

[00:37:53.12] spk_2:
are the change maker. You’re this. You’re the you’re the pivot. You’re the critical link in this right in this problem in our community. You the solo. Yeah,

[00:38:00.89] spk_4:
that’s great. That’s

[00:38:02.26] spk_1:
so that’s so that’s the contact, The context

[00:38:06.79] spk_4:
based just sort of really just explaining how important someone is. Thio Urgency, then the difference that they can make and why. So

[00:38:13.37] spk_1:
that’s that. That was hugely

[00:38:15.11] spk_4:
helpful me and having those giving conversations so don’t like setting the table

[00:38:22.91] spk_1:
urgency. Urgency is, um, you know,

[00:38:39.31] spk_4:
just putting parameters so that so that there’s a reason to have a conversation at a certain time. Like capital campaigns are all about urgency. Oftentimes, it’s a very arbitrary timetable, but it gives you license to talk about giving at a certain time because there’s a deadline. You know, political campaigns. It’s more finite. It really is. You know, there’s Election Day,

[00:38:44.30] spk_1:
but other campaigns,

[00:38:57.71] spk_4:
often times it’s just sort of a random period of time, but it it’s a great tool. It helps gift officers. It helps fund raisers sort of justify why you’re having a conversation at a certain period of time. So it’s an instrument to help move conversations along.

[00:39:00.72] spk_1:
How do you deal

[00:39:08.58] spk_2:
with the rejection that being rejected in music helped you? All right, helped you, Ah, achieve in fundraising. I mean, you don’t get everything that you asked for now from donors. How do you process it? What are you thinking about? Help. People who are struggling with this.

[00:39:19.19] spk_1:
Here’s

[00:39:19.64] spk_4:
how I feel about that.

[00:39:21.72] spk_1:
There are

[00:39:39.67] spk_4:
many times when I come out of the visit or situation, or maybe after a follow up, and the gift doesn’t come through. But I still feel 10 feet tall. And it’s because I feel as though I did the right thing. You know, I feel like I asked for a gift that made sense. It was well received. You know, Maybe a doctor will say That’s the right number to ask for or I appreciate you coming to me. But now is not the right time or this isn’t the right project, but it’s very amicable. And it’s not a negative experience for for anybody. Yeah, you know, there’ve been plenty of times when I didn’t get the gift, but I feel good. I feel like I was brave and I had the conversation that need to be had, and it was the right one. But for whatever reason, to just wasn’t the right timing for

[00:40:00.31] spk_1:
the donor. Yeah, for the donor. Exactly. And oftentimes

[00:40:03.83] spk_4:
no, is Just know now. Yeah. No. For

[00:40:24.41] spk_2:
06 knows you’re halfway to ah six knows you’re halfway to her. Yes, I would like to say, um, what about when you walk out? You’re not feeling so good. Like, maybe I let the institution down, right? I didn’t know there was an opening, and I didn’t seize it. You walk out regretful. How do you process that? And then, you know, carry on because a couple days later, you’re gonna have another donor meeting.

[00:40:27.31] spk_4:
I do beat myself up about it. I As I get older, I feel like I’m still the infancy of my career. I’m gonna be learning to the day I retire, which hopefully will be decades from now. Um, and I’m trying to beat myself up less about it, but basically, I just try to learn from every experience. I literally will write down how something went. What I think I could have done differently. I’ll talk to my mentors. I still have my coaches, and I just try to learn from every experience. And most importantly, I hope that the relationship is preserved. I didn’t do any damage. And generally don’t. That’s key. The

[00:40:54.42] spk_1:
relationship is over absolutely long. Can always go back. It’s a long term relationship. Yeah, it’s long term

[00:41:02.79] spk_4:
based on trust. And absolutely. And it’s about the institution. Yeah,

[00:41:36.35] spk_2:
about the institution. Excellent. Let’s take a little break. It’s time for our last break. Ever wonder why some nonprofits are always mentioned in the news? It’s because they worked to build relationships with journalists. Who matter to them. Turn to communications can help you do that. Their former journalists. They specialize in helping nonprofits build meaningful media relationships that lead to great coverage there at turn hyphen to dot ceo. We’ve got butt loads more time for music to major gif ts. All right, Mitch, I

[00:41:40.95] spk_1:
almost called you much clinker beauty that it’s been known to happen. Yeah, sorry. Okay, I admit

[00:41:45.30] spk_2:
it. I mean, I applied myself for, ah, being being honest enough to say it. Congratulations. Thank you very much. Uh, small victories. Er you’re important to me. I amuse myself. If no one else. I amuse

[00:42:07.00] spk_1:
myself and the family is all right. Well, if you’re not, I still am. So And that’s what this is. The center of the universe is me. So, um, let’s see where we are. Okay? So, uh, you’re the the institution.

[00:42:08.89] spk_2:
Yes. You’re I mean, you’re sort of keeping in mind that it’s the institution that you’re asking for. Does

[00:42:14.69] spk_1:
that help you in de personalizing this whole process?

[00:42:18.89] spk_4:
Exactly. And I was going to say that Thank you for saying that because that’s something that I’ve learned. And I talk about this in the book with music. It was personal. When I was rejected, they were saying,

[00:42:27.83] spk_1:
We don’t like your in order that you’re I don’t like your voice. Go as your art. You’re right. We’re just that your art.

[00:43:00.19] spk_4:
It’s not about me. When fund, it’s not about the solicitor. It’s about the mission of the organization. And that’s how you can remove yourself too. And you just want to do the best thing on behalf of that organization because its mission driven you’re tryingto again safe and change lives. And so, you know, I lament of something doesn’t necessarily go well because I do, to an extent, feel so I’d like the organization down and hopefully to better in the future. But it’s not about you. It’s not about being a great fundraiser or having the magic words to say, you know, your career. It’s about the lives that your impact,

[00:43:17.59] spk_2:
you do have to keep going out. You know, you’re gonna have to get over the rejection and put on a brave face for the next meeting with the next donor a couple days later and for your next meeting with that donor that you feel like you didn’t do so well with. You’ve got to keep getting out. You got it. Builds your experience

[00:43:25.38] spk_4:
Absolutely. The more you’re out there, exactly the thicker skin you’ll get and the more experiences you have. Yeah, every experience you have, it’s like, Okay, that will never happen that exact same way again because I will learn from that moment. So there’s no it’s

[00:43:37.63] spk_1:
not. And this is a

[00:43:53.15] spk_4:
funny thing. I talk about the book. It’s like experience, but also being reflective and having people who are training you because I spend a lot of time out in the road and I wasn’t making progress because I was making the same mistakes again. And I didn’t have the tools to get beyond those mistakes. So it’s a combination of that experience and then really working at it. And I again I feel like I’m just starting. Um, I learned every day.

[00:44:00.55] spk_2:
How long have you been a major gift fundraiser

[00:44:03.29] spk_4:
I’ve basically been doing. I’ve been in major gifts

[00:44:06.97] spk_1:
over

[00:44:07.27] spk_4:
10 years now,

[00:44:12.56] spk_1:
but, I mean, I started in research, or I’ve been Yeah, I know, but I mean, Frontline fundraiser. Yeah, about a

[00:44:18.74] spk_4:
decade. 11 years, right? Yeah. 10 12 years. Yeah.

[00:44:19.71] spk_1:
You have a love hate relationship with travel. Yeah. Yeah,

[00:44:23.57] spk_4:
I and II romanticize it. I do enjoy travel, but it is. You

[00:44:29.01] spk_2:
romanticize it leading up

[00:44:30.07] spk_1:
to the trip. Yeah, right. It’s gonna be cool. Getaway hotel quiet.

[00:44:34.98] spk_2:
And then you’re on the trip. Not so much.

[00:44:37.02] spk_1:
Well, it’s just it’s

[00:44:52.61] spk_4:
a lot of work is a lot of work. A lot of things can go wrong, especially when you’re trying, uh, beyond dealing with the travel. Just navigating all these visits and meetings may change. It’s exhausting, but I feel like a conquering hero when I come back from a trip, you know, having been through. It’s very I think it’s a powerful experience and it’s

[00:44:55.09] spk_1:
so great

[00:45:06.25] spk_4:
when you have a trip and you get to see a lot of different people because this is a point I want to get to that. It’s the best job in the world, and one of the reasons for that is you meet so many interesting people you would never meet otherwise successful people, people who are doing great things in the world, people who’ve had extraordinary experiences, and you’re given this opportunity to talk with him. And, you know, if you go on a trip and you’re on the road for a week and you have 10 or 15 meetings, my God, what an incredible opportunity to to see the world through the eyes of these people who have done extraordinary things. It’s incredible the people I’ve met who I would never have met otherwise.

[00:46:04.94] spk_2:
You only travel tips for a long trip. Not just like a couple two or three nighter, but suppose you’re out for 10 nights. Ah, years ago, we used to have ah, what the heck to be called that Tony’s no style tips tony travel tips. Hard to believe it would be an alliteration, but Tony’s travel tips travel doesn’t fit. It’s not teacher know. So, anyway, we had started there years ago. I just used to plead with the regular contributors to give me a style tip or something. I were my formative years. Still trying master this podcasting still am, uh,

[00:46:05.39] spk_1:
travel tips for people on the road for, ah, you know, a week or more. Well, it’s funny. I actually I was gonna put this

[00:46:16.88] spk_4:
in the book, and I didn’t. So there’s, um there is more material out there. I wrote sort of things basically travel tips.

[00:46:20.78] spk_1:
All right, There’s gonna be a Volume two sequel, so I have many,

[00:46:21.83] spk_4:
many things. A lot of it is a really

[00:46:23.64] spk_1:
good one thing I’ll say for fundraising. Non

[00:46:25.80] spk_2:
non profit radio listeners

[00:46:26.68] spk_4:
always have backup meeting set because you’re gonna have cancellations, things you’re gonna move around. So that’s something I’ve learned. I would just be crestfallen when I’d have a triple set and then one by one, meetings with Lord that I find myself in a Starbucks just depressed. You know,

[00:46:39.28] spk_1:
you’re on the institutions nickel to exactly what am I doing in San Francisco? Backup trips back up visits, visits is key. What are

[00:46:53.78] spk_4:
some other good tips that I have? Do you have

[00:46:58.18] spk_1:
any, right? Well, yes. When, um you do? That’s what I like to do. Is a

[00:47:05.68] spk_2:
sort of, I guess, these air backup. Um, I’m in town. Then I call people who have always said no. You know, I don’t want you to come just to visit me. Yeah, I get that. So, actually, sometimes I would go just to visit them, and then I would build a trip around them. But

[00:47:16.66] spk_1:
I’d say, you know, I’m gonna be in town to see somebody else

[00:47:42.64] spk_2:
in a couple days or depending on the person. I’m not even spring it on them like the night before or day before because a lot of people plan giving and giving consulting, right? Mostly retired, you know? Now they do Have, you know, if you get him out of there without a doctor’s appointment 10. AM That wipes out the whole day. Sure. Now I have a doctor. Appointment 10. Now. Four o’clock. Didn’t know dinner. Now I won’t be. I’ll do that. I have a doctor appointment. 10 o’clock. I can’t make the dinner so you run that risk. But, you know, if you’re in town for another couple days, you can still say no. So people don’t like to know that you came for them. Yes, there are. There’s a cadre of people who like to visit you. We’ll take the visit yet as long as they don’t feel that you’re there. The reason you came?

[00:47:57.53] spk_4:
Yes. Absolutely. And as, uh, related to that, I’ve found that sometimes it is. Usually they’re easier to get the meeting on very short notice. You know, you plan these things far in advance, but there’s a real magic. Sometimes I think I’m gonna be around tomorrow. You know, just so happens I’m in town. Someone looks at their schedule. They have an opening. Sure. You know, it’s not something that you would. You wouldn’t plan a trip

[00:48:22.87] spk_1:
that way. He wouldn’t, but But there is. You have some Anker visits, you know, pretty solid

[00:48:24.74] spk_2:
ones. You know, we’re not gonna very unlikely to bail, and then you

[00:48:28.06] spk_1:
can build the other ones around. Yeah,

[00:48:31.60] spk_4:
and sometimes a short notice actually is convenient for Bianca and works out.

[00:48:40.44] spk_2:
Um, just remind listeners, of course, that the name of the book is no one dreams of being a fundraiser at Barnes and Noble. It’s an Amazon. Find book. Retailers near you. Well,

[00:48:45.33] spk_1:
you know, live listeners. You could check it out right now. Go to Barnes. I happen to

[00:49:11.07] spk_2:
like Barnes and Noble. Okay, um, check it out while. Well, uh, while I continue the chat with the while, we continue the chat with with Mitch channeling you, channeling you trying to think, What would you do with that person? Asked Course. I don’t know who the person is, but amusing myself. Um, opening yourself up to donors, you talk about some donors, you’ll share your music past with something long. But the

[00:49:11.78] spk_1:
personal connection means a lot, right? Yeah, it does. It does, um, to an extent, because generally my philosophy is I mean, you need that

[00:49:58.81] spk_4:
personal connection because you want trust, and you want a real genuine report. But at the end of the day, it’s about the donor. And that’s something that I’ve learned is that generally I find that if I’m talking too much on a meeting, it’s probably not going that well because they’re not opening up. I’m not learning from them. Right So it’s like you need that human connection in that, hopefully a long term relationship. But it’s it’s it’s about their experiences, as I say in the book there. Ah ha. Moments. You know how they really feel about the organization kind of getting to that understanding and then that that their emotional connection to the mission of the organization you’re representing, that’s what it’s all about. So it’s both.

[00:50:00.59] spk_2:
Yeah, I’d love to end there, but we have another minute together,

[00:50:16.05] spk_1:
okay? Something I want to say. OK, say it in a minute. In a minute. Yeah, okay, from now, four minutes for a minute. I’m just not that smart When I was going to say

[00:50:22.92] spk_4:
was getting back to it when I was saying earlier that I looked in major gift officers like they were another species of human. If

[00:50:23.12] spk_1:
there’s anyone out

[00:50:49.49] spk_4:
there who’s thinking about the fields working as a gift officer, I just I see myself in part of the reason why I wrote The book is to be a champion for the field because I think it’s the best job in the world again, as I was saying, and it’s so powerful to be able to help make a difference for a cause and to meet wonderful people. And it’s, I feel very grateful that I stumbled upon this, and even if you think you couldn’t do it, you should still try it. If there’s an

[00:50:50.96] spk_1:
inkling

[00:50:51.42] spk_4:
of the suspicion you might want to do it, give it a try. Pursuant. Dip your toe into it. Maybe ask someone you work with to take you on a visit and experiment. And you might surprise yourself because I never would have thought 1,000,000 years. I’d want to do this. Now I feel like I’ve found my calling.

[00:51:07.92] spk_2:
That’s a great place to wrap it up. Great. Thank you so much. Miss Linker, professional fundraiser in education and author of No one Dreams of Being a Fundraiser. My unexpected journey from music to major gifts. Thank you again.

[00:51:16.38] spk_4:
Thank you very much.

[00:51:18.16] spk_2:
Next week, I promise I’ll talk less if

[00:51:21.22] spk_1:
you missed any part of today’s

[00:51:22.46] spk_2:
show, I beseech you. Find it on tony-martignetti dot com were

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sponsored by wegner-C.P.As guiding you beyond

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[00:52:49.06] spk_1:
creative producer is Claire Meyerhoff. Family. Woods is the line producer shows Social Media is by Susan Chavez. Mark Silverman is our Web guy, and this music is by Scott Stein here with me next week for non profit radio Big non profit ideas for the other 95% Go out and be great talking alternative radio 24 hours a day. Do you

[00:52:49.45] spk_6:
run or are ready to open your own business? Hi, I’m Jeremiah Fox. I’ve been operating an opening small business for the last 25 years, and I’m the host of the new show, the entrepreneurial Web tune in every Friday at noon Eastern time for insights and stories on the nuances of running small business. Right here on Fridays at noon, talk radio dot N.Y.C.,

[00:53:18.48] spk_2:
aptly named host of tony-martignetti non profit radio. Big non profit ideas for the other 95% fundraising board relations, social media. My guests and I cover everything that small and midsize shops struggle with. If you have big dreams and a small budget. You have a home at tony-martignetti non profit radio Fridays 1 to 2, Eastern at talking alternative dot com

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Hey, all you crazy listeners looking to boost your business. Why not advertise on talking alternative with very reasonable rates? Interested? Simply email at info at talking alternative dot com

[00:54:09.67] spk_7:
Are you a conscious co creator? Are you on a quest to raise your vibration and your consciousness? Sam Liebowitz, your conscious consultant and on my show, that conscious consultant, our awakening humanity. We will touch upon all these topics and more. Listen live at our new time on Thursdays at 12 noon Eastern time. That’s the conscious consultant. Our Awakening Humanity. Thursday’s 12 noon on talk radio dot N.Y.C..

[00:54:55.74] spk_5:
You’re listening to Talking Alternative Network at www dot talking alt dot com. Now broadcasting 24 hours a day. Do

[00:55:15.92] spk_2:
you love, or are you intrigued about New York City and its neighborhoods? I’m Jeff Goodman, host of Rediscovering New York Weekly showed that showcases New York’s history, and it’s extraordinary neighborhoods. Every Tuesday live at 7 p.m. We focus on a particular neighborhood and explore its history. It’s vibe. It’s field and its energy tune in live every Tuesday at 7 p.m. On talk radio Die N.Y.C.

[00:55:26.09] spk_1:
You’re listening to the Talking Alternative network.

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