Tag Archives: fundraising events

Nonprofit Radio for November 30, 2020: Virtual Event Engagement & Personalized Video

My Guests:

Mike Wilkinson & Joshua Meyer: Virtual Event Engagement
Virtual events are routine now and there’s good reason to believe they’ll outlive the pandemic. We’ve got you covered with pre-, intra- and post-event strategies to maximize engagement and raise more money. Our panel is Mike Wilkinson from Human Rights Campaign and Joshua Meyer at OneCause.

Mike Wilkinson from Human Rights Campaign

Joshua Meyer at OneCause

 

 

 

 

 

Matt Barnett: Personalized Video
Matt Barnett explains the benefits and use cases for short videos that grab attention and thrill recipients. Think volunteers, prospects, donors and anyone you want to feel special. Matt is at Bonjoro.

 

 

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[00:02:44.94] spk_0:
Hello and welcome to tony-martignetti non profit radio. Big non profit ideas for the other 95%. I’m your aptly named host of your favorite abdominal podcast. Yes, Abdominal has made it into the introduction and exalted August position indeed. Welcome. Heh Abdominal. Oh, I’m glad you’re with me. I’d come down with Bala Muthiah Mandrell, Aris if you exposed me to the idea that you missed this week’s show virtual event engagement. Virtual events are routine now, and there’s good reason to believe they’ll outlive the pandemic. We’ve got you covered with pre intra and post event strategies to maximize engagement and raise more money. Our panel is Mike Wilkinson from Human Rights Campaign and Joshua Meyer at one Cause and Personalized Video. Matt Barnett explains the benefits and use cases for short videos that grab attention and thrill Recipients think volunteers, prospects, donors and anyone you want to feel special. Matt is with bon jour. Oh Antonis, take to my December Webinar were sponsored by turn to communications, PR and content for nonprofits. Your story is their mission. Turn hyphen two dot c o and by dot drives Prospect to donor simplified tony-dot-M.A.-slash-Pursuant for a free demo and a free month. Here is virtual event engagement. It’s my pleasure to welcome Mike Wilkinson and Josh Meyer to non profit radio. Mike is deputy director of events at Human Rights Campaign. He and his team organized over 30 annual events nationwide. He previously worked for the National Kidney Foundation and the Leukemia and Lymphoma Society. HRC is that, HRC dot or GE? And at HRC? Joshua Meyer is senior director of marketing at one cause. He has two decades of fundraising, volunteer management and marketing experience. He started his non profit career at Human Rights Campaign. The company is that one cause dot com and at one cause Mike Josh, welcome to non profit radio. It’s

[00:02:45.10] spk_1:
great to be here. Thanks for having us, tony

[00:02:47.05] spk_0:
E. Have you back now? We had originally recorded this as part of the non profit technology conference when events were still face to face and we were talking about digital engagement for your face to face in person events. Obviously, Josh, you’ve seen lots of clients. Well, all clients, I suppose, either move or cancel events. I mean, there’s all that is the only two options in today’s world, Um, but there’s still a lot we could do around Digital to keep people engaged pre during and after, right?

[00:03:21.14] spk_1:
Yeah, that’s that’s for sure. I think back in March, we had a weekend with hundreds of events ready to go, and it went down to zero. But I think what What was really interesting is that, you know, non profits are so resilient and they quickly figured out that they had to sort of make this ritual pivot, right. And we’ve seen a lot of that Ana here one cause we become sort of focused on virtual. First Way had these long standing in person fundraising events sort of moved to a virtual virtual format on dso they all. They all get it. And I think I’m really excited. Toe have Mike share sort of what they’ve done over at H. I see, you know, as their sort of moving the virtual, the next thing now is really like, how do we engage people? Right? What’s the social engagement component of these of these virtual fundraisers, and how are they? How do we get the people who are watching from their living rooms right to get involved right in this, uh, this virtual program. So there’s all sorts of neat things that we’re excited to share about.

[00:04:24.77] spk_0:
Yeah. Cool, Mike. What did you see initially? A T h R c where you did you see declines in in, uh, event attendance initially when you moved online, and then now you’ve gotten smarter and you’re seeing increases.

[00:05:35.24] spk_2:
So initially, I’d say, you know, our approach was we sort of had, you know, money in the bank already for some of these fundraising events. So we used that as an opportunity to do some testing on virtual events. You know, we already had, um, some results for events that have been canceled. We had folks that are sort of like, wait a minute, I paid money for this event and, you know, as a charity, they want us to keep the money, but they want something for it s oh, we did two events in, uh, April and may, um, that were events that pretty much were carry overs from in person events. And we learned a lot from those events. Um, I wouldn’t say that we saw a decrease in attendance from the event, but I will say, um, you don’t have the attention span that you have for a Nen person event. That immersive nous to it is just not there. So you have to do a lot of work up front in order to get folks to be excited to actually participate in the virtual event.

[00:05:58.24] spk_0:
Have you found there’s an ideal duration or just vary by type of event? I mean, I’ve been hearing like 45 minutes, even less than an hour. People are seeming thio, seeming thio, seeming to seem to prefer.

[00:06:10.24] spk_2:
Yeah, I mean, I would say unless you have fee like blockbuster capabilities of, ah, Hollywood studio, you’re not going to keep anybody for longer than a now, er, like they’re just not going to do it because it’s not that interesting. You know, I think I think 45 minutes is a good amount of time. I think, um, we had one signature event that I think we’ll probably talk about here a little bit that went a little bit longer. That had a big national scope. But yeah, you have to be very, um, reserved in the amount of content that you present to the audience because they’re going to be paying attention to Onley pieces of

[00:06:50.64] spk_0:
it. All right, Josh, why don’t you start us with, you know? So we’ll do this, like, pre during and post event. Um, you have ideas around SMS texting?

[00:07:01.92] spk_1:
Yes. So we’ve seen texting, um, both to drive attendance. Right, But also engagement, um, at the event. I think the other thing that we’re seeing pre is this this sort of change on? Mostly, uh, you typically pay for one of these fundraising events, right? If you’re going in person and we’re seeing sort of a change in that people are organizations are charging them or they’re not charging. They’re trying. They’re using them Is broader engagement tools, um, to get sort of general membership. But maybe also major donors involved. Whereas typically, sometimes these gallons would focus more like the major donors set Onda as a result of that, then they’re also sort of layering in. And Mike and his team did a really interesting thing there, which is sort of doing tear. So there’s like, a free tier for ticketing. But then there’s also like you could upgrade paid, uh, ticket that got you some sort of swag or some sort of premium that they would send you afterwards, right? And so I think that’s when you’re kind of looking at sort of your driving attendance. And how do you factor in where you traditionally see revenue coming from from tickets? How do you should have recruit some of that that revenue and as part of your fundraising stream on driving through actual ticket sales and our engagement that day of using SMS Thio get people to engage like I don’t know if you wanna talk a little bit more about how you guys did, um, ticketing. But also e think it was really interesting the ambassador fundraising that you guys around your table captains?

[00:10:01.14] spk_2:
Yeah, certainly eso to Joshua’s sort of lead into that. We did realize that the really powerful capability of the reach that this messaging can have, Um, you know, people talk about it like this mystical thing, but it’s fairly obvious a virtual event. You don’t have to travel to it. Um, it removes some barriers to attendance. So, um, you know, I work in a division called Development and Membership Development being high dollar fundraising and membership being probably your $10 a month monthly donors, you know, we would not see a lot of those $10 donors in our ballrooms each night. So what we were able to do is create a new event that will merge both of these fundraising techniques together. Whereas we provided ways for folks who are smaller dollar donors to participate in the event at low to no cost at all way really brought in the messaging on dhe. This came at a really key time in our mission because, you know, we’re in election polit political organization, so that election was coming up and it was important to get our message is why it is possible. But we also wanted to provide opportunities for those folks who were giving us, you know, $100 well, over $100 you know, each month to participate as well. So we sort of did this thing called the Quality Captain, which is a peer to peer ambassador fundraising campaign. We allow people to set up fundraising pages and ask their friends, colleagues, co workers to support them. And really, since there’s no table for them to come and sit at, this is the spot that we said, Hey, this is where you tell your story. This is where you put your personality into this event, and it really worked very well. So

[00:10:49.54] spk_0:
Okay, let’s take a little step back just to get some mechanics down. So you’re you’re collecting cell numbers at the time of registration. Are you giving people an option thio to receive these text messages about the event, or do you just ask for the phone number?

[00:10:57.44] spk_2:
Yeah. So at the time that people registered, we did ask for their cell phone number on dhe. Then, you know, sort of told them that in participating in this event, you’re going to receive text messages. Uh, yeah. Folks that have attended in the past are pretty used to this because one cost has had a long history of doing this in with the event on dhe. You know, at any point, someone can opt out of this, but we did say, giving us your cell phone number and we will be texting.

[00:11:27.04] spk_0:
Okay. Okay. Um, so let’s not Let’s not focus just on this large event, but you You’ve been doing lots of smaller events also since since March, right? Virtual events

[00:11:38.20] spk_2:
know what we did was we decided that rather than tests or organizational capacity. And do you know, 30 events across the country? We were going to use the leadership structure to focus on this one large event in September.

[00:12:05.84] spk_0:
All right? And and the event was in. I’m sorry. You just said in September September Okay? Okay. Mhm. Okay, um, Josh, anything more about the pre pre event phase? I mean, well, yeah, give me some insight. Like, how often are people getting messages before the event?

[00:12:26.54] spk_1:
You know, I think it varies with the organization, right? And I think it sort of depends on how you’re using it, right? We’re seeing, sort of. I think there’s probably too tight right there is sort of the messaging to try and get people to purchase the tickets or just to pre register. And then I think there’s the messaging sort of that happens the day of to get people engaged in the fundraiser, right? So there’s usually a set period of time when the sort of the program, right, so that virtual livestream is happening on dso. You wanna make sure that you get as many people there, you know, engaged in the live programming as possible, so I think there’s, you know, oftentimes a couple a couple of text messages that lead up to that. But then there’s usually fundraising components that are happening in tandem. Right? So we talked about ticketing, right? So that would be sort of, you know, prior to the day of to try and get people to purchase registrations. Often times we’re seeing our clients, um, set these virtual events up in tandem with online auctions. Right? And so there’s messaging around that on dhe. Then, you know, depending on the software people are using, right, as people are engaging in these online auctions right there getting automatic text messages. So the text messaging is, um you know, it sort of varies depending on what the organization is trying to accomplish at at the different points leading up to that event.

[00:13:36.94] spk_0:
Okay, okay. Eso then let’s let’s do during the event. So the event is live Now, folks are are on. Um, Mike, how many people did you have? A tw the peak.

[00:13:55.24] spk_2:
So we had I want to say we had 2000 people pre register for the event. Additionally, we live streamed the event on YouTube, Facebook and Twitter. So Let’s say we probably had about 8000 people viewing at the peak. Um, okay, Of those 8000, those 2000 pre registrants are the ones that received text messages to engage further with us.

[00:14:19.04] spk_0:
Alright, and just for a little more context, how many of the 2000 that preregistered were were, uh, had paid? Versus were the free free tier. We had

[00:14:31.25] spk_2:
about 70% that were free on bond. We had 30% that were paid.

[00:15:16.54] spk_0:
It’s time for a break turn to communications. They have relationships with journalists because of the trust they’ve built with reporters and editors and outlets like The Wall Street Journal, The New York Times, CBS Market Watch and The Chronicle of Philanthropy. Turn two is the first call these outlets make when they are sourcing stories on charitable giving, non profit trends and philanthropy. That means you get first crack at first class media exposure. The right turn hyphen two dot CEO. Now back to virtual event engagement. Give us a little more detail About what? What you got If you if you paid, was probably was it more than just Mike? I’m sorry. Josh mentioned swag, but what else What else did you get if you paid for the event?

[00:15:31.43] spk_2:
Yeah, we branded some really great merchandise packages. You know what’s great if the human rights campaign is We have a very strong brand that people identify with eso. We made some commemorative pieces. Um, and, you know, way sort of have different tiers. Where if you gave $35 you got a bandanna. Non. If you gave $50 you got the band and in the face mask. And the more that you gave, the more stuff that you received. So

[00:15:58.89] spk_0:
Okay, so it was OK. There was swag was ultra ultra swag.

[00:16:03.17] spk_2:
I wouldn’t say it’s like trade show giveaways. I would say stuff that you would probably walk into a store on 12 purchase. So

[00:16:10.95] spk_0:
okay. And strong brand. So loyal, loyal folks who would like to have a commemorative pieces. All right, All right, So now, Mike. All right, so during the event, what kinds of text messages or folks getting?

[00:16:26.34] spk_2:
There were two primary ways that you could support us during the event. Um, it is to bid in the auction that was online or to make a contribution. So folks were receiving text messages at key points in the run of show so that they would either a place a bit or make a you shot.

[00:16:47.64] spk_0:
Oh, what was the content for the? Was this a 45 minute event?

[00:16:52.54] spk_2:
So the event in September was a little bit longer because it was their national event. You

[00:16:58.63] spk_0:
did say that. I’m sorry.

[00:16:59.59] spk_2:
Thats one is a signature event, and people were really excited about it. So, um, you know, to your point, you know, folks that didn’t pay any money for this event, we assumed that they had a lower investment in attending at all. So those folks were invited to what I would probably call the main stage event, and that lasted for one hour. Um, for folks that were donors to the organization or who bought one of those ticket packages, that’s a clear indication that they’re very interested in seeing mawr. So they were invited to see additional content. That was 30 minutes in advance of the event. And this is really cool, because this 30 minute, um, basically VIPs section of the content was designed with, like a behind the scenes sort of look. So they got to sort of see how the virtual event was running. And some really specialized content focused on their deeper connection to the organization.

[00:17:58.44] spk_0:
Oh, including how the event was running. So they saw some backstage

[00:18:02.40] spk_2:
s. So we had some backstage elements backstage. Pass. Yeah,

[00:18:08.74] spk_0:
Okay. And what was the what was the main stage content?

[00:18:12.22] spk_2:
So the main stage content highlighted are really strong video packages we’ve even before the pandemic. We have very strong video content that’s very impactful. That really talks about the state of the movement, why you should get involved. We also pared those with a lot of celebrity messages and performances so that we were able Thio have some folks that folk that people recognized that really were boasting or cause. We have a long history of always having celebrity guests that are event. So this one was an opportunity. Instead of just seeing one celebrity guests, you got to see basically 15 of them really talking about why the cause was important.

[00:19:10.54] spk_0:
And I’m hearing that prerecorded content is valuable, takes a lot of pressure off. The folks running the show toe have to switch back and forth between live live appearances. Did did you have? Ah, do you have a mix of pre recorded in and live content or was mostly pre recorded? That’s what I’ve been hearing about pre recorded.

[00:19:14.65] spk_2:
Yeah, So I would say we’re probably about 60 40. Prerecorded content, 60%. 40% live. You know, we have found that pre recorded messages air great. But our mission sits on the cusp of history every day. And when something happens in politics, when you know who tweets something out ridiculous. We have to. We have to. We have to be responsive to that in our programming. So, um, some live, some live elements were absolutely necessary and honestly, like that takes a lot of the pressure off of us to use our crystal ball, which these days is so much more fuzzy than it used to be on be able to really resonate with folks hurt what folks heard in the news and what’s affecting them that day. But that doesn’t mean that, like the prerecorded content was bad at it just means that, you know, we were able to get some of these messages from folks that are celebrities or friends of the organization in advance and piece it all together in a way that worked. This

[00:20:12.74] spk_0:
seems like a good time for you to explain quickly. What? What HRC does for folks who don’t know. Human rights campaign. You have a lackluster host. Ah, good host would have asked you that at the beginning s, uh, but make up for my shortcomings, Would you?

[00:20:27.94] spk_2:
Yeah. So the human Rights campaign were a 501 c for charity, and what that means is that we are engaged in political work that advances the right of LGBTQ people across the country s Oh, this is a little bit different than 501 C three. Work where political work is not allowed. We are the kind of the opposite of that. You know, we still are designated as a charity. There’s some some differences with the way gifts or processed. Um, but, you know, we’re allowed to go out and say we think that this is the issue that should be report. This is the issue that should be pushed through Congress. Your local legislature. This is the This is tthe e candidate, that candidate or, you know, current, um, elected official. That’s going to do that so whereas in a 51 C three like that’s sort of off limits.

[00:21:19.41] spk_0:
Or mostly, I mean, you’re limited to the percentage of your you said at key moments. Folks got fundraising messages or maybe auction messages. How did you How did you time those to the content? What’s the relationship there?

[00:21:38.84] spk_2:
Well, we did do actually live fundraising appeal where, you know, folks were able Thio, you know, make a donation on their smartphone. And we had a large thermometer up there that showed how many people across the country were making donations. Um, and you know that that was always a really successful fundraising technique in person, and I continue to be so in the virtual world. We just had to make sure that we had the magic formula to get people to that moment in the program so that they were ready to give. There’s nothing different about that. You just have to think about what that means in a virtual world, starting with the first time that someone learns about your event,

[00:22:27.94] spk_0:
let’s lay concerns about, uh, folks maybe feeling like they got too many messages and opting out. What? What did you see in terms of people and any any time during the during the process before, during or after the show opting out of these SMS messages.

[00:22:47.14] spk_2:
So we get very few complaints about books in during the run time of the event, receiving too many text messages, I’d say maybe we get comments that there are a lot of text messages, but nobody’s mad at us. You know, folks sort of when they sign up for an event, realized that they are asking for a high level of engagement. So during the run town time of the event, um, it’s very difficult to over communicate with them. Um, you know, we have to pay attention to in advance of the event, like how often we talk to them. I would say we probably started about 10 days out with a message launching the auction on then maybe one or two reminders about what’s going on so that they could get get ready for the event, and some of these text messages are people were waiting for because it included information on how to do things like actually watch the live stream and stuff like this. So some of them were very nuts and bolts types of messages. They weren’t just Always give us money. Give us money. It’s like, Okay, you purchased two in a ticket. A ticket to this event. This is how you get in, you know? So

[00:23:47.24] spk_0:
Okay, Now, will you also emailing or this is strictly SMS.

[00:23:52.64] spk_2:
Absolutely. So we sent emails as well. You know, you’re obviously able to put more detail into email. Um, you know, I find that email is really tough these days just because there’s so much noise. You know, you’re lucky if you get somebody to even get their email on their high priority inbox and they get filtered a lot. So there are a lot of folks that do you read our emails, but there’s a lot of folks that that’s not how they found us. So they’re not receiving those emails. You gotta get really creative on how you reach out to folks.

[00:24:24.34] spk_0:
Okay? And but so the more immediate ones, like during the show that was that. I’m guessing that was exclusively texts. You weren’t sending emails that. Okay,

[00:24:34.46] spk_1:
Okay. E think One of the other avenues that we have at our availability right is also live chat, right So you have. You can sort of push that text message right to someone’s phone during, ah, virtual event. But we’re also seeing a lot of our clients engage in sort of live chat that’s like built into the page, right? So So as people are watching the converse watching the show, they’re able tohave conversations or they’re able to make comments. Or they’re able to actually engage to the school with the speakers or the organization on DSO. There’s that’s another sort of avenue we’re seeing organization sort of really harness in. Some cases were actually having, like, there’s a staff person whose sole responsibility at the virtual event is to monitor the chat and thio, address any donor questions or also to just really pump the pump. The people that are watching the show up right, like get them engaged on dhe sort of start the conversation. Uh, you know, somebody what you would do you see, like in a live event at at a table, right? People are commenting and watching and engaging on the show, and we feel like that sort of helps. It helps the fundraising in the long

[00:25:51.44] spk_0:
term. And Josh, I’m assuming one cause is a is a platform that offers this these functionalities that we’re talking about.

[00:25:59.64] spk_1:
It is Yeah, yeah, yeah. We do offer virtual virtual event center, sort of ties all that together on DSO. I think, you know, there’s there’s a couple other components depending on sort of what you’re looking, um, at accomplishing or how you want to set up your event. We definitely can help you with that, but yeah, I think between text messaging, the live chat, virtual streaming or even sort of broadcasting pre recorded videos as we just talked about, you know, we have We have tools to help nonprofit organizations make that really easy on. Really, really smooth. If they’re if they’re looking to make the move from in person toe virtual event,

[00:26:38.94] spk_0:
take us to the post event. Now, Josh, what does that messaging look like?

[00:26:43.74] spk_1:
Yeah. I mean, I think the post event really is, um we’re looking at some of those tried intrude best practices, right? Like you’re still gonna want to do the personal Thank you. Note. You’re gonna still you’re gonna look at all your data and who make who made a donation at that virtual event right Onda who made, you know, silent auction purchases on D do that outreach post event. And then I think it’s really, um, you know, if you have new if you’ve acquired new donors is part of that virtual event right, you’re gonna want to do You’re welcome. Siri’s. You’re gonna wanna take those people through very much like you would do in person event. You can get creative with social or online channels, right? You could as an organization. Do I Thank you. Video that gets pushed out through your social channels Or just, you know, it could be an instagram message or image, right? Thinking people who attended s So I think there’s ah lot in that post event, right? I think there is. A lot of it remains the same. Andi, guess right. We can also bring in text messaging, right? You could do a post text messaging as as a as a way to think, people. Uh, Mike, what did you guys dio a ce faras posted that wrap up.

[00:28:40.14] spk_2:
We always send a thank you email. We were in a unique position with our September event. Um, in that first holes, phenomenally successful, we raised over $2 million had great viewership of the Livestream. Um, and you know, we were facing the election coming up. So our campaigns and organizing team was highly interested in engaging these folks to see um, if they would doom or it was great. Is everybody who was, ah, supporter of our September event was ready to doom. Or so we gave them additional ways with the organization to connect eso that they’re not just sort of writing checks, but they’re also sort of getting the work done alongside a lot of the staff, which was really, really, really transformational for us is an organization. This year it’s It’s actually one of the things that I look at 2020 and think about. Wow, I never would have imagined that that to go like that, but it did so

[00:28:54.14] spk_0:
excellent. Did you use a lot of video afterwards? Video clips to remind folks of the experience.

[00:29:01.54] spk_2:
We had one video message from our host that we emailed and texted out on dhe. It was basically just a big thank you. Um, and I think it was a reminder that the auction was closing because it went a little bit a little bit longer and sort of last ditch. Like if you didn’t make a contribution and you’re feeling like it, then then don’t let us stop you. So, um, u m and that went really well. So

[00:29:26.84] spk_0:
and what was the I know you said raised about $2 million overall. What was the proportion of the 8000 overall who e either gave or contributed by the via auction versus non donor?

[00:29:41.60] spk_2:
You’re asking such so many data driven questions? Things,

[00:29:45.83] spk_0:
non profit radio Don’t hold that. Come on. What are you expecting? I mean, the host is lackluster, but the conversation is not Wow. Well,

[00:30:18.74] spk_2:
I mean, way clearly had about, you know, 800 people that make contributions for tickets. E would say that. I mean, this is a very hard number to quantify, because between our our ambassador fundraising campaign that the the ticket premium sales and the auction I’m making a guess and say we probably had

[00:30:21.64] spk_1:
it was a lot, right?

[00:30:23.12] spk_2:
Yeah. 2500 people making contributions at varying amounts. So

[00:30:28.54] spk_0:
just trying to set expectations. You folks, um, context, Okay,

[00:30:32.69] spk_1:
any one of the things that we’re also seeing as a lot of these virtual events are bringing in new donors for a lot of the reasons that we previously discussed. And so it’s making sure that you know what we’re advising our partners, our clients is that, you know, making sure that as you’re bringing in those new donors, that you have a way to engage them, right and that there there is. There’s a set plan to do that follow because it’s more than just the event. Follow up, right. You have new acquisitions, and now you gotta get them engaged into your mission and your messaging and make them, you know, become routine. Regular donors on DSO. I just think I don’t caution, but I think it’s just something to consider, right as you’re looking to do this, virtual that because it’s a lot easier for people to plug in and they don’t have toe, you know, go to a hotel and they can just turn on on from their from their living room, right? We’re seeing this high number of new new donors, and so figuring out the strategy around that is really

[00:31:37.47] spk_0:
important. Well, maybe not a caution admonition. You’re admonishing admonition that, and that’s consistent with face to face events. I mean, you had your you just You have to be thinking through what you’re going to do for the for the folks who came to your what used to be a face to face event, you know, they were brought by ambassadors might talk about the ambassador program. And so they were. They were brought by folks who needed to fill a table in the past. Excuse me, but they were They were new, new to the organization. And so you wanted to suss out. Are they interested in a long term engagement or they’re really just don’t wanna hear from us anymore. They were doing a friend a favor,

[00:32:10.15] spk_1:
right? Right. Well, then, yeah, and then trying to figure out how you could build that relationship, right?

[00:32:47.94] spk_0:
Uh, and, uh, you know, there was. I don’t know if I don’t know if it’s true or not, but just intuitively in the face to face events. The folks got these new acquisitions, got something out of it. They got they got cocktails and a dinner. Um, now they don’t get that. So maybe there maybe they’re more likely to be interested in the in the mission because, I mean, all right, so they’re giving up less time, but they’re getting less for it. There’s no there’s no free cocktail hour and and and dinner. So maybe I’m thinking maybe they’re mawr invested virtually even though they’re spending less time. But still, time is valuable. You know, they’re not even getting free drinks out of it. So

[00:32:57.39] spk_2:
I would say you’re onto something, tony there because folks have been looking

[00:33:00.90] spk_0:
Thank you for rescuing me. Thank you. Because I wasn’t even sure that I wasn’t sure if I waas Thank you, Mike.

[00:33:05.70] spk_2:
Folks are looking for those take action items in their homes. So if you’re able to provide those to them in conjunction with these with these with these virtual events, um, they’re much more apt to take them as opposed to, you know, they have a nice meal. 129 cocktails. And then the next day, they think that was great. I wonder if I will do that again, and then you’ll see them again next year, as opposed to the next day. They’re sort of like Okay, well, I can sit here, and I can get involved with this organization in ways that I haven’t before That you know, isn’t far off. And I think I think you’re definitely right. That that this leaves Thio, it lowers the bar for entry into further engagement with it with the organization.

[00:35:39.04] spk_0:
Yeah, all right. I think that’s a perfect place to leave it. My savior, Mike Wilkinson. Thank you for that. Deputy Director of Human. I’m sorry. Deputy Director of Events at Human Rights Campaign HRC dot Organ at HRC And Josh Meyer, Uh, senior director of marketing at one. Cause one cause dot com And at one cause Mike and Josh. Thank you very much. Good ideas. Thanks. It’s time for tony. Take two. I’m hosting a new free webinar planned giving five minute marketing. It’s kind of nice hosting my own webinars. I did one in November. We had very good turnout, so I’m hosting one this month in December. It’s another quick shot. 50 minutes on planned giving marketing how to promote the idea of planned gift to your prospects. Who are the prospects? What’s the message and how do you get it out? Multi channel. Plenty of time. Also, for your questions? Absolutely. My favorite part is questions you can register at planned giving accelerator dot com slash webinar. It’s on December 17th. I hope you’ll be with me. That is tony. Take two. Now it’s time for personalized video. It’s a genuine pleasure to welcome my next guest, Matt Barnett is Papa Bear at Bon jour. Oh, he launched from Sales Hack for his first business, where he would send every new lead a personal video to delight and surprise them. His goal is to be the next Zappos to be the most loved brand in the world. When he’s not making videos or products, he’s out tagging bandicoot ce for wildlife research. He’s with us from Sydney, Australia. The company is at bon jour, oh dot com And at Bonn jaro app. Matt Barnett. Welcome to non profit radio. A pleasure. Pleasure to have you, uh, I’ve been doing this show for 10 years over 500 episodes, and you are the the most remote guest by far before this. Yes. Uh, before, before, this was your home was from the UK.

[00:36:07.13] spk_3:
Good. Good to hear. You should get some more. Ozzy’s a lot going on here, Especially the environmental side of things raises its head. I think

[00:36:21.83] spk_0:
and and and speaking of, well, environment or animals, what are you tagging? Bandicoot? What’s a bandicoot?

[00:36:23.63] spk_3:
Have you ever played the game? Crash Bandicoot? They are nothing like that. There are small marsupial. Looked like a get a rat with a long nose but have pouch with the care of the babies. On dhe, they dig around for grubs and roots. We go out and tag Aziz the isolated population and one the headlands here, where they’ve got certain genetic traits. And we tagged those monitor them and they’re great case study for for the animal in isolation. Also collecting the wildlife rescue we have you know, we have a python living in our basement. It’s very It’s very Australian out

[00:36:59.19] spk_0:
here, marsupial. So we don’t use that word too often here. But kangaroos are marsupials as well, right? Is that

[00:37:07.53] spk_3:
you guys have you guys have them? You have a as well.

[00:37:23.13] spk_0:
Okay. Thank you for educating me about wildlife in the, uh so it’s good to have you. Good to have you from Sydney. Um, personal video. What do we What are we talking about when we say that personal video, What does it look like?

[00:37:31.43] spk_3:
Eso what it is is essentially sending quick asynchronous. They’re kind of one sided personal messages that are targeted towards individual Boehner’s in this case. So if someone dropped, if someone gives donation, then having won the team within a few hours, we can say, Hey, Mrs Jones saw that you donated $734 to the cause. Just wanna let you know how much that means to us. You know, the money is probably gonna be used here, here and here. And just again, Thank you for a while. Support on. So the idea here is very quick messages that are shot on desktop or phone. They’re not edited, nothing else. It’s just a piece comes on its directed act. An individual rather than a piece of concerts used again and again, again, generically.

[00:38:24.02] spk_0:
Okay, one time. One person, one use. And they’re probably watching it on their phone, Mostly. Exactly. Yeah. Okay. Okay. I saw somewhere you call this the, uh, purple cow of donor engagement. What is that? What do you mean, there?

[00:38:26.02] spk_3:
Yeah, it’s actually it’s actually that’s actually quite fun about one of our clients because I think you’re international in the States. um se. So I guess it’s kind of a secret weapon that they used. They’ve used on a quality campaigns during the recent pandemic, because what they find is that going that little bit extra, I think I think it’s a really like linking donors to benefactors, especially if that could be done so in their in their cases. Actually send videos from schools in Africa to donors, Um, is just it’s like for three second investment. The impact it’s having on donations on be engaging lapsed owners and getting donations that don’t have to increase the nation’s isn’t saying it’s kind of off the charts they’ve ever done. I mean, it makes me it makes it might, of course. Of course it makes

[00:39:20.12] spk_0:
sense. Yeah, Andi think purple cow comes from Seth Godin that, you know you would if you saw a cow would be no big deal. But if you saw a purple cow, you know, then you’d be tweeting it. You’d be taking pictures, you know, it would stand out. So it’s a pattern interruption. We do something special on dhe. That’s that’s that seems like a feature of one of many features, like It’s something special it? Tze personalized. It’s sincere, right? I mean, you’re you’re looking at the person on your phone there speaking right to you. They’re saying your name there, thanking you. It’s it’s like it’s human.

[00:40:00.91] spk_3:
Yeah, like there’s like there’s incredible power in the name way. No, this year, I think Andi And then the other thing is that the the authenticity of it as well? I think I would suggest that authenticity is it’s a challenge day, a fake news that I said So I think I think that really is coming through, I think, especially where you know many of our experiences, our distance, you know, even prior to the world situation as it is today because the way we work gain that bit of community connection back again on doing it in a surprising, authentic, like the way it joins the light is because it’s not expected. It’s because because the bar is so low, it has a huge impact on the Barlow we could rant about again. I think it was just so much opportunity here for anyone willing to put it more often.

[00:40:47.33] spk_0:
Yeah, and we’re talking like 45 seconds or a minute, right? These air. Quick, Quick shots. Minute maximum. Okay. Is that one of your tip? Is that one of your? Is that a best practice? Keep it short.

[00:41:30.21] spk_3:
Yeah, I think there’s an engaging point of view, I think, within the women Charity Specter within down space You know, you could talk more like Absolutely, But the reality is you don’t you don’t need to. It’s not about It’s not about doing a sales picture and that, yeah, it’s just acknowledging. So it’s stopping for your danger, acknowledging, you know, a customer client a don’t know that that’s what you were doing it. It’s not even about the video. The video is the medium that that shows that you’re willing to do this, but it’s actually the time. That’s really what you give me, but you’re saying you are worth might be one of my teams. Time to stop. Just thank you in person. If the 22nd. That’s fine. Yeah, obviously you’re doing a lot of these from from the person doing the videos. Shorter means you can get them or easier as well. I mean, that’s an aspect to it. Less than a minute is all it takes.

[00:41:48.71] spk_0:
Yeah, and I like that. You know that you took the time to thank me personally in in a surprising, humane way. Yeah. Yeah. And, uh, you know, there’s a you know, you said I mean, there’s a there’s a there’s a connection there, you know, you’re looking right at the person you’re saying their name again. I gather, that’s I I see that in a lot of the the advice to that some other interviews you have done, you know, you got to say the person’s name mean that Zamora it’s personal. Yeah.

[00:42:07.40] spk_3:
Say the name. You know, like, if you’re able to see, you know, we’ll try to help you here. We’re trying to show you kind of actually where they’re based. What donation amount is how long they’ve been a donor. So you can customize what you say you go, the further you can. You know, I see you’ve been with us for the last three years. You know, everything you put in this on now, I think especially specifically here. This is what saying earlier is the idea of like connecting the dots so down into benefit. Like, what is that? You know, $734 done like specifically. If you’re gonna line this, there’s amazing people. It’s storytelling, you know, People go. I could see how that dollar makes difference. And quite often, you know, for me, like for us as a company way gives charities. We do this as well. The key thing is about impact. You know, we’re on enterprise cut like company. So and what we’re giving is not a million. So I’m like, right, I wanna make sure every dollar counts. So what’s the impact on this thing here? What you’re doing is you’re making it much easier for customers to see sort of donors to see the actual impact with dollar. And that’s what’s gonna make me stay with you. Be a donor for life versus, you know, switching other causes This time gets on.

[00:43:13.40] spk_0:
I saw one example where a non profit linked to a video. And so in the in the video that they sent to the donor, there was a link Thio, like a mini documentary about how the money is used and what the what the organization is doing.

[00:44:31.99] spk_3:
Yeah, and so s so you know the other part. This, obviously is that when you’re using this be this’ll kind of communication. It’s very hard, quite engaging. So you have an opportunity there. Thio, take that storytelling further, potentially ask that donut can take the next step. So in that case, what they’re saying is it Thank thank you in person, um to show you what it is go and watch this. And so what we’re doing is obviously driving traffic, but those videos of you getting a lot more views off the back of those those combined with the fact that take a long time bringing back in lapsed owners get people thio up their donations, increasing the nation’s obviously stay around. Some Chinese used that Teoh they’re available. They’re subtle. They’re like, Here’s a little bit more body or here’s a link Thio Share the story on social or, you know, here’s here’s our latest campaign we’re doing We’re building X Y Zed, please gonna be more about, you know, on inform yourself as well. So it is opportunity here. They’d be starting conversation that that’s not a it’s not a lycan endpoints. It’s the start of, you know, the next piece of engagement which can lead Thio. You

[00:44:35.06] spk_0:
wanna have some kind of a call to action, right? Have them do something beyond just beyond beyond the thank you. And so what are the use cases? Have you seen for nonprofits? Aside from donations, what other? What other uses are are nonprofits. Putting personalized video to

[00:45:04.75] spk_3:
E because it was just here is taking time with the individual donor. It tends to get so intense it used with donors and partners. So it’s being used either on on daily Drive, just as a daily habit. So anything comes in your thank you’s Ugo campaigns as well so specific drives they’re doing. We get used a lot for laps for lapsed donors. So reengaging past owners A ZX. Well, bring them back into the fold.

[00:45:14.19] spk_0:
Okay, so something like, you know, you haven’t been with us for a while. Exactly. We’d love to have you back. Here’s here’s what Here’s what our work is And here’s Here’s a link Thio what we’re working on now or something like that,

[00:45:43.59] spk_3:
Yeah. You know, obviously informations we’re just trying to do is to re engage those those users and be like, Look, this is what we’ve been doing in the last two years Since Since you’re with us, we’ve come a long way. Here’s what the impact you made. And so what I can do is to re engage me. Some of your customer base, especially ones that you know, are potentially large backers or more torrential backers to bring them back into the fold, especially especially with the younger child. Is that growing up where in the year the impact they’re making is exponential because of the movies they’re making?

[00:45:57.59] spk_0:
Um, I could see you know something like for volunteers. Do you know, if you just want to thank someone for having spent an extra 20 hours the past week doing extra volunteer work for the organization, stuffing backpacks for for Children, going back to school, where you know most people do five or 10 hours and somebody does 20 or something, You’re just a little shout out to them. I mean, it could be a simple thank you like that, right?

[00:46:55.48] spk_3:
Yeah, absolutely. That’s why we use that way. Get used internally on teams, especially when people have quite, um, probably less engaged volunteers. Nowhere like people like May. So I’m involved in a wildlife system called called wires, which which is huge really, although firefighting states in Australia where you know it’s massive again with us, where we’re not necessary is fitting underneath people above us, you know, we’re not turning up for such thanking people who are less connected as well. Like you said, the ones that go above and beyond for their work like it, it’s one Does that to you, Like you know, it’s all worth it. You know, like again, again, again, it’s connecting. What I’m doing is a volunteer to the end result. So again, it’s back to the impact Peace. Like, um, I’m making an impact. Has someone noticed the work I’m doing because you haven’t noticed? Maybe I should put my time somewhere else.

[00:47:19.18] spk_0:
Yeah, eso like anytime you would think about writing a thank you note, you could consider ah, personalized video.

[00:47:32.28] spk_3:
Yeah, I think so. And this is like it’s not the answer to everything. And this is just another arrow within. Within your quiver on. Great. There’s different ways. Toe communicates, I think, with the video. But here’s the thing. It again. It’s not about the video that the fact that you can get it across the authenticity it’s you yourself, you know that 70% of communication is in the face the face. Yet it’s not even in the tone of voice. So if you get across people love it. They connect with it better. I just think Video’s amazing medium for this. Ah, nde on the other side. It’s a lot quicker than sending. You know I’m more cost effective than than writing a thank you elements and that off. It’s definitely worth try

[00:48:42.97] spk_0:
time for our last break. Dot drives dot drives Engagement that drives relationships dot drives is the simplest donor pipeline fundraising tool. It’s customizable, collaborative, intuitive. If you want to move the needle on your prospect and donor relationships. If you want to get folks from prospect to donor, get the free demo. As you know, for listeners, there’s also a free month. Go to the listener landing page at tony-dot-M.A.-slash-Pursuant. We’ve got but loads more time for personalized video with Matt Barnett and and you’re right. I mean, you see so much more, you know, written words. You know, that’s one Dement Well, all right, this is one dimensional too, but you can hear the person’s voice. You could see their expression when they say thank you. See their smile? It’s It’s so much more engaging than, uh than a hand written note in certain or even type you know, the word word word document on you.

[00:49:05.32] spk_3:
Show them any of the most powerful things which, which is hard to dio, is when you know, like we see people doing these videos like with kids and schools in Africa or they do it No wallowing like a wildlife center or they do it while that one the one camps with everyone about behind them. Ah, nde, You’re not just gonna shoot you like Look, look, this is this is this is the impact like check it out. You know, this is what’s happening so that that’s that’s that’s become a wow stuff. It is. It is hard because you’re always in their situations, but when you pull it off people just it compared to a leather like it’s like seeing is believing, you know,

[00:49:39.97] spk_0:
now does does the team at bon jour. Oh, that you’re the papa bear of Are they able to see all that? Can you see all the videos that people do?

[00:50:25.46] spk_3:
Eso accounts accounts of private? If we asked, So what we will do it, especially with non profit. So we personally like me and probably a few. The team members are pretty driven. We do the whole one sense. We talked about as much time as we can. We tend to get on calls and consulted held by non profits, get most system. So when when we do that is one thing we suggest is that we have permission. Can we come in and have a look on? You could use a few examples. And then what we could do is experts is kind of suggest otherwise. From what we’ve seen up to the user, Uh, obviously the only other thing is that call them privacy privacy reasons. Then myself and my CEO could do that. Otherwise it will, Private. It’s all off the record.

[00:50:49.16] spk_0:
Okay, Because I want to know if people are using this for, uh, you know, for prurient, uh, illicit in place of sexting. I’m gonna send you a I’m gonna send you a or Oh, yeah. Are you seeing any of that? The only thing we’ve

[00:50:50.07] spk_3:
seen is we have some swingers clubs.

[00:50:53.40] spk_0:
So what? Swingers clubs? Yeah. Alright, alright.

[00:50:56.28] spk_3:
However, however we talked of you. It’s not being used in that way. It’s being used as a lead generation, like business funnel. Let’s just look at it like, Well, that makes sense.

[00:51:12.46] spk_0:
So right. Okay. Ah, funnel. Okay. Again,

[00:51:13.10] spk_3:
again, again. Look like how we used during private, You know, of course, on users can choose if their recipients can share the videos. And non profits were, like, let let them share them. Because if they take it to him and say, Look what I got off the heart foundation, thanking me for my donation like that. That’s awesome. Yeah, that’s awesome storytelling. But if you want to be used in privacy, then we could lock that down.

[00:51:39.26] spk_0:
Oh, yeah, These are right. Incredibly terrible. Yeah, yeah. Um and this is this is you know, this is also consistent with what I’ve had a lot of guests say, and I’ve said on this show many times that that in doing production that in doing video, uh, sincerity always trumps production values. You know, you don’t have to have a fancy Mike. You could do this. You could You could do this walking to your car. It doesn’t take fancy studio when it’s genuine. And sincere

[00:52:02.45] spk_3:
like like Abbott’s, like real life, you know, like like like Like, who do you trust more? The guy in the perfect tailored suits or the guy wearing a T shirt has got fun with enthusiasm, you know, like like shake your hand and hugs you. I’m gonna go with that guy every time, like it’s the same thing, you know?

[00:52:18.35] spk_0:
And are you seeing, uh, Mawr use of this during the pandemic? E mean people are so much more accustomed to seeing each other by video. Now are are you seeing a burst since, uh, since March?

[00:53:16.75] spk_3:
Yeah, like I think it’s helped. I think it’s helped in terms people overcoming you know, the Fear video, which I think comes from the idea that video has been the car medium of film for so long that you put on on on a pedestal. Now, realizing it’s it’s not that it’s just the same as having a coffee. So I think we’ve people using Zoom people getting a video calls. Mawr has obviously made people realize that actually videos easy on dso. There’s a mental pieces become over. I think there’s also a challenge that living in a bit more to disconnect environment the moment we’re struggling. Thio connect Obviously not with team members on my partners and do things like this, but with their customers as well. And so we’ve been adopted, like in that space and videos being more adopting that space to help keep those relationships going where you couldn’t. But you can’t have the coffee or or go to the conference today. You know,

[00:53:18.15] spk_0:
um, want o share a good client story, somebody that another one where someone used it successfully and saw an increase in gifts or volunteering. Whatever. Yeah, yeah, we just

[00:54:00.06] spk_3:
we just that given we just doing that with the Heart Foundation here in Australia, which is a large organization s made a lot of work in schools in the big A little school fundraising. So they did two things. Uh, they went out and they did what he said. They congratulated the Children who got the biggest fundraisers. So the whole team went out on just engaged with those high performing kids from organization directly, whereas normally they would always be kept a kind of arms on the other than it did in the way that where they were, where the kids were raising funds was through skipping competitions on trying to kind of crazy skipping competitions. And so, it turns out, quite your team on the heart foundation, our next level skippers, where they’re doing tricks and stunts. And so those team, we’re sending our videos through the kids in schools being like Okay, right, whoever you could do this and basically challenging them to kind of come with crazy stuff. And so, like, really engaging with again directly with kids rather than just the teachers, which ultimately they have been generated $45 from just one of the schools. I think the private previously with them $5000 because they got a LH the Children themselves so much more engaged that it became a real driver. Whereas there wasn’t one of those fundraising things you do at school. So it’s interesting again. Is that connection between the cause and the people doing the fundraising?

[00:54:55.94] spk_0:
You’re seeing Children, too? I mean, that’s a heart string. Yeah, Heartstring puller.

[00:54:57.64] spk_3:
Yeah, exactly. Um,

[00:55:00.54] spk_0:
um what else? What else should we be talking about? That I I haven’t asked you.

[00:56:32.93] spk_3:
I think like so. It’s just like beyond your personal video, but I think just the idea off personal. So the idea of personalization of scale, the idea of taking a little more time with customers like we haven’t here that way where we say automate process, but not relationships. But I think I think you take that into into any aspect you’re doing in terms of customer engagement or in terms of marketing on. So I think where on where you can, where you can start to personalize your experiences and your customer experience, like your your donors or your partners, or to your or anyone who engage in the organization, you are going to get better results. You know, I suggest you probably get a return on any of the extra time that you put in. So I think, you know, we start to come past the stage where you send the yearly update and you’re like, This is what the fund has done this year, and these impacts were made to yeah, as donors like, we want to know what our dollars are doing because we have so much choice because we’re being picked all the time to invest in different areas way do bounce around, especially my generation. So you look kind of like between e. Guess Young, young, um, young Corporates, young people making decent money, who have now, for the first time, I got my to spend on causes they’re passionate about. I’ve got on there’s good money to spend where we’re gonna put it. It’s gonna be hard to know. So it’s just that way you could pursuant experiences and you connect people with people like ultimately, If that happens, the decisions easier for the benefit of me. Because I go What I know these people. Therefore, I believe my money will go further here. That’s not obviously necessary. True, but that’s that’s how you feel. So I think, you know, the more we could do personalized customer experience, customer journeys. Being through video will be it from any other means on. There’s a lot of smart systems out there now that start to tell you more information about your donors so you could do that. I think the more you connect the end benefactor to the donor as well, it’s super important. You know, You see this doing on products now where if you buy products that are fundraising, you could look at it and it’ll tell you the journey of the dollar and where it goes, the more you could do that. Connect the dots, which in space technology is a lot easier. I would argue again, the mawr likely here you have a of keeping donors for no, not a year, but 10 15 2030 years.

[00:57:37.63] spk_0:
And based on how you make them feel, you know, there’s a lot of research that says people people are less likely to remember what you tell them, but they’re they’re very likely remember how you make them feel. So if you make you make them feel special by doing personalized special things, like notes or videos or, you know, connecting connecting them to their to the impact of their dollar, that that’s all that’s all feelings and that stuff is in the heart. Once, once we hold a cause in our heart, then our our brain will say, you know, go ahead and make a donation.

[00:59:25.42] spk_3:
Yeah, way give, because it makes us feel good. Like we’re satisfying human urging, you know of doing good. And have you looked at it, You know, from, uh, whether you’re, uh, wanna be a possible or negative about it. You’re like it. We’re doing it. We’re doing it for a personal reason. I’m doing it because it makes my dolphins go. I feel good, like I could get back eso you need trigger those on storytelling on connection does that. You know where things would have worked 10 years ago because now there are so many causes and so many systems, and so just just generally get the average person gets 65 notification today from emails and SMS. Everything else like How do you cut through that? Like it’s hard like everyone’s, You know, you’re not just competing against other nonprofits. You’re competing against every single person who is contacting this individual ornate, multiple times daily basis. So you need you know it’s not. It’s not whether you could do better than that. It’s not whether you can get the attention over another cause. It’s whether you could get attention over other businesses and everything because the dollars could go anywhere on That makes it incredibly hard. But I think with with with good causes, you have this massive benefit where you are like like like like you pull heart strings like no else can like you have these stories, you have these stories. You have these people, you have the good things of doing. Just how do you get that to the individual?

[00:59:28.02] spk_0:
Interesting when you say, you know you’re not only competing with other nonprofits, but also businesses. But also you’re competing with every app on the person’s phone that that for which they have notification set, you know, So that could be their stock. That could be their their their their stock trading account. Uh, it could be their bank. It could be their newspapers. You’re competing with every everything that’s tugging at their attention. But here, you know, you do something personalized, sincere, genuine, quick shot 45 seconds. And it’s it’s something unique in their day in their weak easily.

[01:01:14.31] spk_3:
Yeah, I think it s I think communities play a big part here, and this is well, so building an active private community for for everyone involved because that’s where conversation start to happen. Because I think there’s a There’s another piece I like RL interesting. Yeah, which I think most realizations don’t do the best job off. And this is around the advocacy side so often we will focus on on the new donors. And, like when on the next one, like it’s much easier to grow donations from your existing community was than his mom from new ones. I think the way to do this is to make U M. Into what I call super fans. Yeah, this applies to business. That’s the challenge. That’s everything else you want, people who are going to rave about you and talk about you. And to do that, you need to consistently engage them. I always think about with its about making lifetime. Dana is not not single donors. So if you’re not running an active community or if you’re running a community just like it’s not just about talking, it’s a two way peace. If you’re not making this active, I would challenging to look heavily at that because that’s where you can make your connections happen on the quiet to scale as well. Um, so I think a lot of times they don’t do a good enough job. This it tends to be a lot of one way Commons versus two ways on again. I look at that. I’m like this opportunity because most of us are not in many communities, we get lots of all my stuff we’re not want to in the community. You instantly start to cut through that because, you know, you get medications for my community and your prioritize those. Like if you know, if you’re if you’re small, if you’re starting up, it could be a WhatsApp group. It could be that simple, but looking for ways to cut through with something, that person is going to keep this a priority and know that whatever comes from that is one they’re gonna open.

[01:01:47.81] spk_0:
And that’s when you get to the stage where they start missing it. If they’re not hearing from you, it’s been a couple of days. There’s been a week or something. I haven’t, You know, I haven’t heard from this. You know this group where you know where they’ve been. So

[01:02:00.00] spk_3:
if that happens, it happens. You’ve done it.

[01:02:57.90] spk_0:
That’s the gold standard. Oh, yeah, that’s a that’s a gold standard. That’s Ah, that’s Ah, triple play. But I’m not very good at sports, but that’s Ah, that’s Ah, home touchdown. So, yeah, when they start missing you, um All right. All right. Went thio. I feel like way we’ve given, like, enormous motivation for why, why people should look a TTE not only personalized video, but just personalized action. Personalized engagement. You know, we talk so much about the community talking about sex segmentation, but this is segmentation to the smallest possible degree, the most segmented to the individual, not to the collect, not to a collective of of 50 or 100 or 5000 who are devoted to petition signing for for your cause, you know. But this is the individual. After they’ve signed, it’s it’s it’s hyper personalization, hyper segmentation, which is called personalization, I think.

[01:03:36.30] spk_3:
Yeah, yeah, I think in order to tackle this again. So my suggestion is it may seem overwhelming, but you need systems that are quick to do so They need to work out the time you put in. But you also need need need toe like bring in, bring in anyone involved in the cords. So talk about, for example, be take myself his involvement in the wildlife rescue. Face it to May. Would you mind thanking you? Don’t of a day like sure. Yeah, like so. Like use your use Anyone who’s volunteering like get him to help us. It’s like you have a I think it becomes easy If you could spread it amongst enough people. The other thing is obvious to say, segment out and go like not all donors are equal. Maybe in terms of like value their big in terms like the dollar valuables in terms of the influence and that kind of reach they have as well. We’re engaged. They asked, may be focused on those first start with those and then start being down. Um, yeah, the smart ways to do it. So like like anything start small. If it works and you essentially get return on investment much, I hate that term. Then then you could start to work out how to scale it more because it was working like Like it doesn’t matter like it will scale. It will pay for itself. Just take a small step, But don’t get too overwhelmed. Begin.

[01:05:16.99] spk_0:
All right, Matt Barnett, Papa bear a tw bon jour Oh cos at bon jour oh dot com And at Bonn Juro App. Thanks very much, Matt. Good to talk to you. Pleasure. Thank you. My pleasure. Next week, your annual report as a marketing tool. If you missed any part of today’s show, I beseech you. Find it at tony-martignetti dot com. Beseeches Still good We’re holding on to that not losing beseech were sponsored by turn to communications, PR and content for nonprofits, your story is their mission. Turn hyphen two dot c o and by dot drives Prospect to donor simplified tony-dot-M.A.-slash-Pursuant for a free demo and a free month. Our creative producer is Claire Meyerhoff Shows Social Media is by Susan Chavez Mark Silverman is our Web guy, and this music is by Scott Stein. Thank you for that affirmation. Scotty, be with me next week for non profit radio big non profit ideas for the other 95% go out and be great.

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Nonprofit Radio for February 27, 2015: The Convening World & Auctions and Cash Calls, Part Deux

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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host oh, i’m very glad you’re with me. I’d be with acute gloomy oh ah glow mary alone a fry tous if i had to drink in the idea that you missed today’s, show the convening world there’s a new model for convening your organisation at what used to be conferences and opportunity collaboration is an example, so for wilkins is opportunity collaborations ceo and auctions and cash calls part do auctioneer bobby de l’art continues the conversation from the december twelfth show last year to get you to high performing auctions and cash calls at your events on tony steak, too. Between the guests and the newsletter that may interest you, we’re sponsored by generosity, siri’s hosting multi charity five k runs and walks nufer wilkins he’s been convening and connecting people for social change for over a decade, it started when he co founded the highland city club, a membership community of three hundred change makers in boulder, colorado. Now he leads opportunity collaboration, a global network of twelve hundred non-profit leaders for-profit social entrepreneurs grantmaker cz impact investors, corporate and academics building sustainable solutions to poverty nufer created conveners dot or ge, a group of over one hundred fifty fellow conveners and accelerators in the impact space opportunity. Collaboration is on twitter at opp call o p p c o l l so far, i’m glad you and i are convening in studio. Thanks, tony is a pleasure to be here. Thank you. I’m glad you’re glad you’re with us from california. Yeah, all the way. Good to see you again. Thanks you’ve been you’ve been getting people together for for a long time. What do you think? Non-profits are not really doing so well around what is the typical unconference sure, i mean typical conferences as faras i’ve experienced them tend to be pretty hierarchical, pretty stratified there’s a clear dynamic between the folks who are there to seek re sources and the flukes that air there to potentially offer those resources and it creates it creates division and and there isn’t a lot of opportunity, really, for what i find a lot of conferences advertise as being available, networking time to meet each other. That’s really you’re sitting in a meal that’s the most. Time you get but there’s a speaker so you don’t get much time, speak there’s ten or fifteen minutes in between conference sessions. That’s that real isn’t really lead to a relationship building, correct? Yeah. All right. What? What are what’s going on it? Convenience dot or go where? It’s being done smarter? Yeah. Eso for conveners dahna or you know what? Ah, what i realized in in my four plus years of being the ceo of opportune collaboration, tony, was that there are a lot of other conferences out there espousing this model of bringing people together, bound together by a common passion or purpose, and figured out ways for those folks to coco come outside their silos, potentially connect potentially share ideas, and resource is hopefully elevate their own individual efforts as well as the broader space. And yet in in some very thick, ironic way, we the folks who are hosting those conferences where everyone else weren’t actually coming together ourselves. So we were we were we were not practicing. What we preach on there was we were fairly silent welchlin your own silos, we were fairly competitive. We were redundant. We weren’t sharing ideas and research. Is pretty. Classic, classic walk little and talk metaphor. Okay, so you created conveners now are are non conveners welcome there? I mean, you can they can they learn something? Sure. Yeah. There are some folks in the network that are called advocates of folks who, you know, they attend a lot of conferences. They perhaps sponsor various conferences. They’re interested in the circumventing world that large, but they may not be running conferences themselves. Okay? And then for those who are it’s ah it’s a lot more robust. Give us a sample of what’s what’s their correct yes. So, you know, over the year and a half that we’ve been around, we’ve hosted, i think about a dozen meetings for for these fellow conveners. And the first thing we we decided not to do was host another conference. More hypocrisy. So instead we ah, we saw the the more readily available function of just tacking on meetings, out of respect of events. So, for example, there was a medium computers at opportune collaboration last october. There’s a median commuters just recently at the global innovations summit in silicon valley. And for each of those meetings is a chance for us to come together like i said before share it is and best practices potentially find ways to work together and try and elevate our individual efforts as well as the broader space we’re gonna have plenty time to talk about opportunity collaboration because i was there last year and i gave about it. I block video blogged it and lots of things. Your ah, you’re you and your wife are both in the space together. You are three convening in lots of lots of different levels. Jury in yeah, after and perhaps marriages a deepest form. A collaboration of that could say so myself e i don’t know if its deepest but a pretty damn close. If not, how did you two get into the space this together? Yeah. Eso a man there’s. Ah, i will never forget this, but so my life is incredibly brilliant. She’s, a stanford mba grad, and before that, she was working for being in company large management consulting firm in san francisco. And at the end of her stanford mba program, bane and company approached her and said, hey, joining, you know, if you’d want to come back to bein, we’d give you a promotion? We give you a big fat raise, we pay off your student loans. Oh my and and we both you know, we both consider the offer. And in the end we decided that we were much better suited in terms of a fulfilling life, to offer our expertise, our education are privileged area say, to try and making the world a better place. And it was right then and there that we decided not to go down the corporate route and instead searched your passion and are and hopefully our purpose towards the world of social change on. And it was actually after i finished my my master’s degree, which is an education, not business. From where? See you, boulder, i’m not involved in colorado that we started that we co founded the highland city club together, which in essence, is a for-profit social enterprise with the membership model that was focused on convening, in other words, bringing people together, who otherwise wouldn’t have found a place to connect and figure out ways for them to form these relationships. And today you both work for opportunity collaboration, correct. Yeah, yep. That’s how did that come around on? So actually, my wife and i, after founding the highland city club, we we had a stint where we actually live down in mexico for about six months, right after our first kid was born. It was a chance to just get to know him and who we are, his parents and that way, that’s. Remarkable. Yeah. First six months of your child. Yeah, exactly. I don’t. I don’t. I don’t. I hope i don’t let something meaningful like that. Go go. By the first six months of your first child, you left the us and you moved to mexico. Correct. So we’ve found in the highland city club it was a sustainable social enterprise and, you know, everyone’s telling us as we were as my wife was pregnant, life was going to change, writes the cliche servo you don’t know what’s coming next, and we actually we took that to heart and very proactively made the change ourselves. So we hired replacements to run the city club for us sold everything we we owned and basically drove down to this little beach town on the coast of mexico, found a place to rent and took six months off. Sort of. A professional sabbatical. Just to be with this little guy that we had birth. Yeah, and figure out who we were, his parents. And what sort of valleys wanted put in place of the family? That’s? Incredible. That’s. Really? It was it was amazing. That is unique. Yeah, i’ve ever heard a unique in my life. Congratulations. Thank you. Thank you. Thank you. Doing it. Thinking of it, dreaming it and activating your will tow to make it happen. It was a big leap, but the sort of soft landing was there for us. And then you came back and life was still the united states was still here. Your lives were still in place and where’d you move. So yeah. So it’s essentially, the bank account ran dry down in mexico and we came back and again through the stanford business school network found ah, job running. A very high end luxury resort outside of telluride, colorado. My wife had an interest in hospitality, and we, you know, we love staying at fancy places. So we figure what the heck, we might as well give this a shot. We did really well, professionally. It was actually ranked in number. On all inclusive luxury resort in north america, while we’re their goodness and we turned a profit for the first time in the resource existence, so clearly we’re doing something right, but lo and behold, the second kid showed up there and had to go to and as happened with the first boat out of this time, is santa cruz, california not nearly as remote? But now i just i love the thread of first of the two of you collaborating professionally, a job after job and and ah, and convening masses of people that sit in each in each instance boulder to telluride and tell you run with opportune glamarys opportunity collaboration back down in mexico, let’s go out a little early for a break, sam, and when we come back, of course tofu and i are going to keep talking about the convening world, and we’ve got lots of live listener love stay with us. You’re tuned to non-profit radio tony martignetti also hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a quick ten minute burst of fund-raising insights published once a month. Tony’s guests are expert in crowdfunding mobile giving event fund-raising direct mail and donor cultivation, really, all the fund-raising issues that make you wonder, am i doing this right? Is there a better way there is? Find the fund-raising fundamentals archive it. Tony martignetti dot com that’s marketmesuite n e t t i remember there’s, a g before the end, thousands of listeners have subscribed on itunes. You can also learn maura, the chronicle website, philanthropy dot com fund-raising fundamentals, the better way. Welcome back to big non-profit ideas for the other ninety five percent let’s! Send them live, listener love and let’s let’s start abroad actually, this this week chennai, india gin on china ni hao, india i don’t know how to say hello and welcome, but live listen love to you in india, tokyo, japan, osaka, japan. Konnichi wa, cairo, egypt. I don’t believe we’ve had cairo before. Welcome live listener love to you and seoul, south korea on yo haserot coming, coming ah, local fort lee, new jersey, las vegas, nevada, new bern, north carolina live listener love to each of you give a local america. We see you live tweeting. Thank you very much. And bobby de l’art, we see you in the studio. Okay, jay z, thank you for tweeting that picture and we will you and i’ll be talking very shortly. More live listener love to come in case we didn’t mention you let’s talk about the opportunity collaboration i have a lot to say, but you’re the guest so i’m looking to let you start, try to keep my manners why is this so unusual? Attractive to people coming back year after year? What? What makes this such a special ah unconference gathering, you know, you know, i think it starts with the people, first of all, tony. So in my mind, eddie, any good, convenient conference, etcetera is about eighty percent the quality of the people that are there and twenty percent sort of design in terms of the structure of the event. Eso in terms of the folks that are there, it’s, just a incredibly high caliber, influential, very collaborative group of folks all focus on solving poverty, and they come at it from many different angles, so you’ve got for-profit non-profit funders practitioners like you said earlier corporate academics, media folks. Ah, host of individual actors, consultants, authors, artists, etcetera on dh they’re just they’re amazing folks. They’ve all had their own experience, their own passion, their own purpose for building a better world. A big part of it, i believe, is the is the love of collaboration, correct? They want to meet lots of other people and spend lots of time at the on site doing that, you know, getting to know people, you know? Yeah. So let me, you know, the other twenty percent is probably worth talking about at this. Point so, you know, we call ourselves an unconference first of all, so our founder, jonathan lewis, who i know has been on the show before, you know, his his his the reason why he started it this way was that he actually attended enough traditional conferences out there that he developed, we called a bug list all the things that pissed him off around the way that most conferences in structure, and you talked about it before tony, i mean, it’s the it’s, the fact that a lot of folks come to these events, too, to make these connections with other people and yet it’s so sporadic it’s so random there’s not a lot of attention paid on that piece, and instead you put the sage on the stage, every insistent auditorium, south seating. Most of folks, they’re on their ipads or their laptops, checking up on email anyway, and then they may bump into a few people in the bathroom breaks in between so inopportune collaboration we’ve done away with all that it’s no plan arrays, gnocchi notes, no power point presentations every session is a dialogue in a conversation, literally a circle of chairs in the room. And furthermore, we put a tremendous amount of emphasis. In fact, half the day is on this sort of how consent s’more personal interpersonal work that we all are going through as it relates to arm or external professional work and it’s during that interpersonal leadership exploration that people truly bond in a really authentic way. They set aside their institutional affiliations, you know, their titles and they say, you know, look, this is who i am. This is why i care about this stuff. This is what i’m good at this, but i’m not so good at, you know, this is what i this is this is who i am. This is my story and people people get it’s a really authentic bond with the result of that. And then upon that authentic bond, the more professional partnerships and collaborations either sort, attritional networking that you see most events is cultivated. A lot of what you’re talking about is around the colloquium cz corrected every morning we have a colloquium that lasted izzie in ninety minutes or two hours, two hours, two hours, four days, so eight hours with singing two hours the beginning of each day, like eight to ten before there’s, anything else available is like breakfast and then your colloquium for two hours, same group of people each four days and and you do you build, you build these relationships and oh and it’s a very safe space, too, to share what you’re because we’re all working each of us, a sze yu said in coming out of from different angles and perspectives and nationalities and countries somehow to reduce poverty, eliminate poverty. But it’s, just these colloquium create a really a really safe space sabelo more about yeah, i’m glad i’m glad i’m going to talk about that, tony. I mean, then first of all, it was originally designed by the folks at the ass and institute for anyone is fairly with that work. They do a similar exercise in terms of bringing people together small group conversations that are expertly moderate and curated typically theres a syllabus of sort of a set of readings or videos that people view are read before they shot shoretz sets the tone for that experience i’m and you know, at this point, six years later, after the sort of first set of the cloaking it’s definitely morphed it’s. Definitely sort of evolved andi this point, actually, it’s ah, we’ve got a new partner in the opportunity irish in her name is akai, a windward of the rockwood leadership institute and a kaya and the rockwood leaderships institutes focuses all around this type of exercise bringing leaders together, helping them deal with mohr. That internal personal work as it relates to the external work and with kyle’s leadership what’s happened is that the cloak iam has become almost like a home room environment during the course of the opposition collaboration. So, you know, you mentioned these bonds that it’s a chance to sort of reflect the rest of the experience back with a trusted cohort on, and we’ve even seen at this point over the years that we’ve done this, that these cloaking groups span beyond the onsite experience. So some some groups have taken upon the cells aa schedule monthly videoconference calls this the way to check back in with each other and make sure they’re supporting each other in the way and the way that they did on down in mexico in october, some folks find ways to come together and regional sort of offline space to reconnect either. In south sets, there was a group of large and it’s it’s. Ah it’s, you know, it’s a it’s, a pure group. It’s a chance to really sort of feel like your in community urine family. You’ve got two tribe now? Yeah, well, put another feature of opportunity. Collaboration is the all the time that’s available for four one on one meetings or you know, however, but there’s a lot of unscheduled time, correct and part of that khun b thie effect of that can be overwhelming, which is why they’re having this morning colloquium to check in within this regular group. Each of the four mornings is really so meaningful, but but, you know, so it sort of says we’re ticking off features of opportunity, collaboration and a smarter way of convening people. Let’s say it’s a little more about all the free time. That’s a very great i’m first it’s ah it’s worth clarifying here that we take over the club med for five nights for two glamarys there’s nobody there, there’s nobody there no more than that. And there’s. No storm outside. Guess it’s, everyone who’s there is involved in some way or shape reform. In the opportune collaboration and therefore in poverty alleviation on and throughout the fourth phase, and i bought this place with you and that in itself is just very comforting everybody i see whether they’ve got their name badge on or not i know is part of the reason that i’m there that’s and you can have a conversation with them, no matter what. Yeah. So you know, in in terms of the in terms of the venue, you know, it’s, not attritional conference centre there’s, no satellite hotels, there’s, no outside restaurants, everyone’s i guess incubated there five nights, they don’t have to go anywhere, so we eat together. We sleep, you know, we sleep there, everyone’s in the ocean occasionally, or playing tennis, meeting to a wall, the fun recreational activities that you normally see the club matter at the delegates disposal while they’re there and, you know, as a result of that sort of inclusivity, if you will, that the incubation of the delegate community, the free time is where we see a lot of the most amazing sort of partnerships and collaborations emerged because they’re constantly interacting. People are so well taken care of their relaxed you know, people wear flip flops and bathing suits all over the place there’s no business suits and people just have a chance to let their guard down and really sort of sink into those one on one connections that everyone typically creates, that most conferences that i go to let’s deal with something quickly that i think is kind of is very short sighted, but we’re talking about poverty alleviation, and we’re at a club med in stop of mexico for the people who for the room that’s an obstacle let’s, let’s deal with why’s that not incongruous. Thank you. I appreciate that. It’s it’s definitely it’s. Certainly something would come up against over the six years that we’ve been doing this and for good reason. I mean, that the opulence of a club med it sits in the face of the poverty that we’re trying to solve. However, with our founder jonathan lewis’s vision there’s a couple clear reasons why we’re there first of all, it’s one of actually happens to be one of the rare sort of all inclusive resorts where we could bring this thing together. I don’t cost that was acceptable. More importantly, we hosted in mexico of because not only do we want to actually have a local impact in terms of the poverty that surrounds the club med, and we get delegates out into the community and connect them with local non-profit leaders, etcetera, but mme or perhaps more to the point, we want these leaders to come outside of their comfort zones a little bit, we want them to make an effort to be there, we want them to feel like this is something that they’ve they they can really sort of discard their normal day to day cells and sink into something different on dh finally, you know, with with club med, there’s, there’s initiating relationship? Actually, we’ve worked very closely with them to help them become more sustainable tto help them beam or better stewards of the local economy, and frankly, you know, because we’re there were one of the were one of the rare exceptions there they’re down season and a lot of folks are employed because we’re there, so we’re creating economic development locally, we’re giving delegates a chance to serve retreat from their day to day and in the end, it’s ah it’s, one of the rare venues that we’ve found that it’s actually conducive this type of thing, another important feature of opportunity collaboration is all the support that leads up to the gathering, especially for first time attendees. I know i had three conference calls, one was a one on one and then two were maybe too were one on one. And then one was a larger group. Let’s talk, say something. Explain the why that that support leading up? Sure, yeah. Then this is you know, this is part of our model for every delegate tony. So you know, we call ourselves an unconference and that certainly relates to the fur the on site experience itself, the five days that we’re together and stop. But it also relates to the experience leading up to that on site and the experience afterwards on dso for everyone who in rules and the opportunity collaboration, we take it upon ourselves to reach out and try and have a conversation with them before they show up and it’s along the lines of. Okay, what are you interested in achieving from being there? What do you need to get out of it? To accelerate your mission? What ideas? And resources can you contribute to the delegate community? How do we best plug you into the very souls of services that we offer? How do we connect you with folks even before you show up on dh? So it’s a chance to be in a very high touch, ways to curate the networking that hopefully naturally take place there. And furthermore, as he said for first time delegates, we have a very robust what we call ambassador program, which is probably one of the least one of the conference calls you had where we work with a team of delegates have been there at least once before to help contact and communicate with everyone who’s coming for the first time to make sure that they’re that the new delegates are are assimilated a few hill into this unique collaborative culture that we create. You know we do our part in terms of making sure delegates are taking advantage of the tools and services, the sort of the concrete mechanisms that are available to them. But it’s the ambassadors job to be like a softer cultural guide for the opportune collaboration just for myself, some of the some of the impacts. That there were two outstanding guests that i had ah, nina service dahna and nina channel core, both of whom i had meetings within the ocean because meetings in the ocean and the pool are very common. That’s right? There’s, lots of meetings over meals, too there’s lots of scheduling going on, you know, you have to you have to keep track of your own calendar who you’re meeting for breakfast, lunch and dinner, but, yeah, i met lena and nina, both in the ocean on dave, and they’ve been on the show that’s great. You ah, you just recently compiled some of the some of the impacts. Yeah, the outcome outcomes. Yeah, yeah, yeah. So, you know, with our founder’s vision tony again, jonathan lewis and his creation of this, the last thing i wanted to do is create another talking has conference where nothing happened, right? So in other words, if we found that we were having some sort of concrete impact e lena, nina being on your show, lots of other examples of that we would stop doing this, it we wouldn’t we don’t exist to serve our own mission. We exist to serve the mission of the delegates there there on and we very therefore closely track outcomes as it results to people’s experience that the opportunity i wish you would do that number of ways first is pretty for most conferences, you’ll see a survey after the event concludes say, you know, how do we do? What happened exeter are survey is very shorts about four questions long one of those is exactly on this outcomes piece, sort of what what has happened for your what do you think will happen for you? And furthermore, as it relates to what i was saying before around sort of the pre event, high touch conversations that we try and have with every delegate, we do that on the back side of the onset experience, too, so that we have a one on one conversations with virtually every who’s there, and we get a very clear granular understanding of, you know, what did they see as a result of this? What connections that they make? What re sources that have they gone or what? What contribution do they make? Toe other delegates organizations in their work on and in that way? We’re very closely tracking those outcomes now. In the end, it typically falls into two buckets there’s the quantitative outcomes that we we pretty much exists for in terms of people getting funding, people getting hired, you know, people joining people’s boards, organizations actually emerging together and partying and very concrete ways, but there’s also the softer side of this, which relates back to the cloaking experience on dh it’s, the qualitative outcomes you know, i hear time and time again that people have current, quote, transformative experiences because of their time at the opportune clolery ation, and that means potentially reconfigure leadership style, potentially falling in love again with this work, a lot of us khun suffer from burnout every once in a while, it means lifelong friendships. We’ve conceded couple weddings as a result of being people bigger, the offgrid ditigal aberration. But it’s the softer side of this of this of this work and our outcomes that i love you. I’m an anthropology, guys, so any time i can see, i can see those sort of the shift, if you will, in peoples in our lives as it relates to the artwork. That’s amazing for me. I know that for myself, as i said. The remarkable outcomes just just for me. Part of what you ah, what you say is that you warn, you, warn people, new to opportunity, collaboration, that they’ll be ruined for other conferences, right? Yes, i’m afraid so. Look, it’s just it’s a very different type of event, let’s xero that i loved, and i’m looking forward to going back. We can’t wait to have you there, tony, just about thirty seconds left. Tell me what you love and maybe even bring your wife and i don’t know, but about this convening work that you do yeah, you know. So during the second opportunity climb oration, my wife and i’ve been working closely with jonathan’s, the foundry of the co ceos. At that point, our third son was born about two weeks before that second event, which meant i was going down by myself. My wife was staying at home with a two week old, a two year old in a four year old andi i was running around like a chicken with my head cut off that first that first time because it was really the first time i had stepped into my own sort of power, if you will is a professional on dh yet if i took a deep breath about halfway through step in the ocean and it hit me, tony, this work is my life’s calling on, and in fact i got my dad, on the phone a few minutes later, i think i said, hey, dad, i think this is why you among got together thirty five years ago, like this is it, you know, this is really it, yeah, so for wilkins, thank you so, so much my pleasure to see you again. I know we’ll be in touch, there’s, lots of information, all the information you need about opportunity. Collaboration is that opportunity. Collaboration, dot net, and on twitter, it is at o p p c o l l told her thank you again. My pleasure, thank you time. Tony take two and auctions and cash calls part do are both coming up first generosity. Siri’s you know them. They host multi charity five k runs and walks multi charity means that for small and midsize organisations, you can host an event with a bunch of other charities coming together, convening, collaborating because none of you could host an event on your own because you can’t have something with twenty five or thirty or even fifty you know it’s it’s, not it’s. Not enough to sustain an event, but you come together small a midsize shops collaborate that way and that’s what generosity siri’s does. They have a charity support team that you actually talked to and that will help you with your fund-raising pick up the phone. That’s. How i like to do business. Talk to dave lynn he’s the ceo. Tell him you’re from non-profit radio, please. Seven one eight five o six. Nine, triple seven of course, there are also on the web generosity siri’s dot com non-profit alumnus jonathan lewis, who tofu and i were just talking about he hosts an e newsletter on social change leadership he’s a very smart guy and it’s his thoughts about the sector? Some of the recent headlines were our social entrepreneurs people are you dancing in a social change silo just talked about that, and my secret is out. You can sign up for jonathan lewis is e newsletter which i get at cafe impact dot com and that is tony’s take two for friday twenty seventh of january eighth show of the year twenty seventh of january. Notes twenty seventh of february made the exact same mistake last week. It’s the twenty seventh of february and i am still in desperate need of an intern. But i can blame these mistakes on so i i need that in turn could somebody please get me someone so i can blame somebody? Bobby de l’art he’s with us he’s bobby de l’art b a s he’s, the lead auctioneer and ceo of called toe auction. They help plan optimizing conduct fund-raising auctions he’s also a contract auctioneer in phoenix, arizona, conducting over one hundred sixty five auctions a year from automobiles to collectibles which i don’t think it’s a very big deal. A to see ordeals to collectibles i would like to see, like automobiles to ah zebras or your macca’s or xylophones or whiskey bottles or something like victrola. But right now, he’s only working automobiles to collectibles. He’s, the reigning twenty fourteen us bid calling champion that’s that’s quite significant and a past arizona state auctioneer champion and a world automobile auctioneer championship finalist didn’t quite win that one, but two out of three is very, very good he’s, a second generation auctioneer, it’s in his blood it’s in his family. You’ll find him at call to auction dot com and bobby de l’art is with us from the studios of cage z and cabe coup in phoenix, arizona. Welcome, bobby d hey, tony. Thanks for having me. It’s. A pleasure, what’s the, uh, what’s this b s after your name b a s. Well, b a s is it’s a designation by the national auctioneers association and say what it means is that i’m a benefit auctioneer specialist, that i’ve been susan special training spent a lot of time in the classroom and have learned from the leaders in the industry to apply the latest techniques and services. Teo, raise more money for our clients. Okay, so even though you have lots of automobiles and collectibles in your background, you you do an enormous amount of work with non-profits yeah, that is my specialty and that’s and that’s my focus that’s also my passion, just like tofu had said just before the saying, you know, he’s figured out why he’s on this planet this is why i’m on this planet. I love this i love helping groups raise more money and changing lives has your has your voice feeling today? My voice is good today. I’ve had a long week of auctions sold over a thousand cars this week. I had a big fund-raising weekend last weekend, i have another big fund-raising weekend coming up this weekend and in another one next weekend. So i’m i’m gargling my throat coat, tea with lemon and honey in it, you know, constantly staying hydrated, okay, i used co two sometimes if i’m my structural store before show, i used to have a coat because i’m going to ask you to give us a sample. There you are. You up for that? I am i always that is okay, you know, why don’t you? Why don’t you go go on for, like, ten seconds or so? And because i love this stuff is like you. Why don’t you just go on? Dh, you know, but in case you can’t hear me while you’re going, you know, stop after ten or twelve seconds or so, please, i can do that, bobby d all right, so this is just an example. Ladies and gentlemen were at a fundraising event and we have a beautiful trip to new york city. Are at ladies and gentlemen, what a bit of it on this one and give it a twenty five hundred dollars it twenty, five hundred. Three thousand now thirty five. Thirty five hundred dollars that’s going for a good cause. And thirty five four thousand forty five. Five thousand. Thank you. Fifty five, six thousand and five hundred seventy five, eighty, eighty five, ninety five taels ten thousand dollars. Sold it right there. Ladies and gentlemen, ten thousand dollars give the man a big round of applause. He just made a lot of change in the room tonight. Thank you so much, bobby. D i love that. Thank you very much. Although, i think ten thousands of cheap for a trip to new york. But that was that. Well, it was late. With a private dinner with tony martignetti oh, it’s. Definitely cheap. Done are you? Can you just risked. You just made it even more valuable. Is you’re still telling me it’s only ten thousand dollars. All right. No, i love that. You know, there’s a lot of ability and that to me. I don’t know now, but there’s a lot of hair, but a habit. I mean, there’s a lot of sort of syllables in there that aren’t words, right? No, there are words, it’s. What? We are working freezes does robert head. But i had what you saying there had been a habit? What? What i’m saying i’m saying, can you bid or would you bid? How about to bid, you know, twenty five, get a bit one get it, teo, get about three. Three now. Four okay? And and those words build the melody and the melody kind of turns into a we’re trying teo put the bitters into a trance were trying to hypnotize them with that melody and and and and people get drawn into that just like you got drawn in in the last ten seconds. That is why we chant that’s, why we put those words in there and create that melody in that rhythm and that flow the people they become drawn into this and they want a bid. I guess i could almost feel your hands going in the air when i was when i was calling it is it’s melodic, as i think i said was he’s thinking if i didn’t say it sounds, it sounds musical to me is definitely melodic, all right? Well, yeah, i love it and you’re a championship and everything a champion snusz there now. We’re following up on the december twelfth twenty fourteen show when i had neil bogan, yolanda johnson and tracy dreyer on, and they were talking about auctions and raffles and cash calls and and you, you are so passionate about this, you did a video to follow-up too just give additional advice and your perspective on on all three of those areas. But today you and i just can’t talk about the auctions in the cash calls you have. You have some advice around mobile bidding for auctions? You talk about that? Yeah, mobile bidding is the new technology that’s really emerged in the past few years that’s come out toward you when you’re at a fundraising gala or a fundraising event on and everyone has the silent auction, will the mobile bidding what this is is that you’re gonna be ableto bid right on your cell phone? You know everyone has a smartphone now these days and iphone, android and there’s these new technologies that will allow the silent auction to run on your on your smartphone, whether it’s an apparatus it’s on a web browser, but what this does is it allows if using attendee to bid on multiple items without having to go from item two item two item and having to write on the old fashioned bid sheet. This allows everyone in the room to bid kind of from where they’re standing. If they’re in a conversation, you can bid on more than one item within just a few seconds, and the most important part of this is when you get those last few minutes until the silent auction closes everyone’s able to bid on all that multitude to items where is the old fashioned way with the bid sheet, you would only be able to bid on one item because, you know, although everyone has these. Sharp elbows and nobody’s going to come and bid on this item. But then you miss the other ten items that you wanted to bid on because somebody else bit above you. By using these mobile bidding to technologies, you’re able to bid on a multitude of items, and we’re finding that groups that are utilizing this, they’re raising another twenty to thirty percent within their silent auction, and sometimes more because they’re able tio have morbid on their items and that’s what you want? Morbid, more money, more change. I see. And that’s for the that’s on the silent auction side the’s the those applications okay? Yep. Let’s move to the er to the stage on the big setting. The big room where you’re on stage there’s. A lot of lot of theater involved in this. If it’s done right that’s absolutely right. And in a great fund-raising auction event, it is like a theatre it’s the production and we want to create that that that great donor experience once they once they walk into the room, you know we want that big aha moment. But then everything that’s said on stage we want to use that to build into what we, you know, the cash call or the fund a need. So the the live auction is going to build into that, you know, any videos or in person speakers that are doing the appeal they’re gonna build into that now included in this theater is people who are no you you and the organization know in advance are going to bid ah lot of times we do know, you know, that there’s prepared bidders that are ready to bid, but then a lot of times it was just this past weekend, we had a gentleman in the back he was, you know, he nobody knew who he was, but he ended up buying one of the trips for ten thousand dollars, and all of a sudden this gentleman steps out of nowhere, and he he invests in this organization and purchases ah, fabulous trip, and we didn’t know he was there because he had bought into the auction theater that was going on what’s great about the auction is it becomes an interactive theater that everyone in the room is a part of. You may have bidders that are bidding, and they’re directly involved in the auction. But then you have the rest of the audience. They’re clapping along there, encouraging there, there, there, there, helping that energy build and build well, yeah, i mean, the whole purpose of the theater is to get more people bidding, right? I mean, you don’t you don’t know all the bidders in advance. Well, yeah, you want you want you’re going to find within the live auction you’re going to see about five or ten percent of the actual audience be participants within that. But then that auction theater engages and it excites the entire room and brings everyone together, you know, that’s, that’s keys that engagement to allow everyone to feel a part of the event now on the other side of prepared bitters, there’s something called shill bidders, which are evil people talking, talking about people, people? Yeah, kind of that kind of a naughty word in auction shell bit, eh? Yeah. With in the last episode that you had talked about this, you know, that was brought up. And it was it was, you know, they were talking about having bidders that we’re going to bid the items up and the events that i like to work. With and then the clients that i work with is unnecessary. We wanna have his pure of an auction as possible. We want teo provide a how you say it transparent as auction is possible well, too, because sometimes if someone finds out that they were in that room and they were bidding somebody up, then that looks bad on the organization. I would rather have a pure auction and let everyone in that room participate. And if you do prior proper planning and marketing of these items, as well as your development with your donors that air in the room, your items, they’re going to reach the level that they need to do, but they probably will go above that is well, because once you ties the item like in exciting experience, the new york city and you’re having dinner with tony martignetti uh, and then tie that to the mission and the cause, you know that then that’s when you know that’s when the big dollars come out, it’s, not what they’re e-giving were not what they’re getting, but how much they’re giving to make this change happened with the organization of their choice. So those shill bidders are not real. They’re not really going to buy it. They’re just they’re toe inflate the price. So that’s, why that’s? Yeah, they’re donordigital yeah, they’re they’re the artificially inflate the price. A lot of groups think they need that. You don’t need that if you’re working with a professional benefit auction here now i watched some of your videos. You have a little talk technique may be this is standard this’s why we’re here. We’re all here to learn where you’ll give you’ll getyour award the prize to to the two donors to bitters sorry, i should say two bidders, but you do this. It’ll use something where you you have the person who donated the auction item there at the foot of the stage and you like you pull them over and say, listen, could we give these to two people going? Can we give this to both of these people? And now eyes that that’s arranged? I assume sometimes it is. But then sometimes it’s not what you wait. Just, you know, two weeks ago we had a lady that was donating her house in a rocky point. It was a big condominium and she got caught. Up in the spirit is well too. She was like, wow, we’re selling this for two thousand five hundred dollars. You know what? I have access to this whenever i want. If we can, you know, double the money we’re raising right now. Let’s, do it again. We actually ended up selling it three times. So that’s a great tip for organizations if they can prepare that, you know that your donor that’s donating an experience or a house or something like that toe, ask them, you know, are we going to be able to sell this again if we reach a certain level more times than not, the donors say yes, we want to raise as much money as we can. But then sometimes if the donors in the room, they do get caught up in the auction and and they’re like, yeah, let’s, sell it again. Let’s, raise some more money in the crowd loved that would be a part of that thie excitement when you talk to the person right at the foot of the stage and you say yes, she’ll do it. And that way, on a winner here we got a winner over there seventy. Five hundred dollars each. We just treyz fifteen thousand dollars. Hey, better get anna kat again. You’re getting. But hey, would you bid? Could you? But its xero it’s just love. I love it, don’t you sounding great, buddy? I well, now that you could be an auctioneer, now that i know what the heck you guys air saying, i thought it was all i just thought it was all nonsense syllables in between real words, i hey, would you be good? You be today, would you? Okay, it makes a lot more sense now, sort of workable, love, love, good love this. Okay, let’s, go out a little early for a break and bobby de l’art. Now you’re going to keep keep talking about auctions in cash calls part do, including, why is he, bobby d? Why is that so important? Stay with us. Like what you’re hearing a non-profit radio tony’s got more on youtube, you’ll find clips from stand up comedy tv spots and exclusive interviews catch guests like seth gordon, craig newmark, the founder of craigslist marquis of eco enterprises, charles best from donors choose dot org’s aria finger do something that worked and they only levine from new york universities heimans center on philantech tony tweets to he finds the best content from the most knowledgeable, interesting people in and around non-profits to share on his stream. If you have valuable info, he wants to re tweet you during the show. You can join the conversation on twitter using hashtag non-profit radio twitter is an easy way to reach tony he’s at tony martignetti narasimhan t i g e n e t t i remember there’s a g before the end he hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a short monthly show devoted to getting over your fund-raising hartals just like non-profit radio, toni talks to leading thinkers, experts and cool people with great ideas. As one fan said, tony picks their brains and i don’t have to leave my office fund-raising fundamentals was recently dubbed the most helpful non-profit podcast you have ever heard, you can also join the conversation on facebook, where you can ask questions before or after the show. The guests were there, too. Get insider show alerts by email, tony tells you who’s on each week and always includes link so that you can contact guest directly. To sign up, visit the facebook page for tony martignetti dot com. I’m peter shankman, author of zombie loyalists, and you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. More live listener love detroit, michigan are veda california, san francisco, california sun, west sun city, west arizona and there there’s multiple masked us we don’t know where you are, but if i didn’t shut you out specifically live listeners love to you also, but we just can’t see your city and state let’s go abroad. First time from the united arab emirates someone’s listening in abu dhabi welcome live listener loved to you and give local america thank you very much for tweeting so actively using the hashtag non-profit radio. Love it. Thank you. Okay, bobby d why is what? Why i come? I can’t just call you bhabhi. What? Right after you want to have to be bobby d well, bobby d there’s so many famous bobby d’s that are out there, you know? And i’m proud to be a part of him. You know, you got robert duvall, robert de niro, robert downey jr. So i get to ah bee of that high echelon of other bobby d’s. Alright, but they don’t go by bobby d though they at least while i call i call bob de niro. Bobby. But, you know, very few people do well. There is only one there’s, only one bobby d auctioneers. So it’s kind of a branding thing. And in all my clients and my friends, they’re all us. Give me. Okay, bobby d, what is this d stand for and i always go d’s for dollars. I’m gonna help you raise more dollars. Oh, my goodness. All right, all right. I mean, i could be tony am. I could go around tony, amaar or tony. My middle name is joseph. I could be toni jo, toni jo jail toni jo it’s. Uh, it’s, uh, starting to sound like a porn star, so i don’t don’t forget to scrub the tony. Joe, i don’t want to be toni jo after all. Um, let’s move on, tio cash calls now, because the auction is supposed to set us up for the cash call, right? We’re building enthusiasm for the in this event. Yeah. That’s absolutely right. The live auction builds into that cash called builds into that fund to knead. It stirs the room up into a frenzy and it and it really relieves a lot of tension. Most donors know why they’re there. They’re there to give money. And whether they give it in the silent auction in a raffle and the live auction, but we want to utilize all those tools of fund-raising to build into this cash call that’s really key? Okay, and explained what the what the cash call is so everybody’s common ground here. All right, so the cash call or we call ah, the call to action or the funda need is an opportunity for everyone in the room to give at a level that’s meaningful for them, whether it’s a million dollars or a dollar we’re going, we’re going toe open the giving up to everyone and usually, well, well, most groups will have a specific need, like i’ll be working with a group this weekend and they’re going to purchase furnishings and appliances for their emergency family shelters for homeless families, and we’re going to try to furnish all sixteen of these units that night. It’s, about seventy five thousand dollars is what we’re going to try to raise, and we’re going to start our giving at ten thousand dollars, and then we’re gonna go to five thousand and then twenty, five hundred and then a thousand five hundred to fifteen and one hundred. And we’re gonna ask for just open donations from the floor and that’s that opportunity for those that have, you know, that wouldn’t make a larger investment, they can give it that level, are they could give it a smaller level, but everyone together collectively as a family is going to come together to help us purchase these items toe fully furnished. Thie needed shelter apartments. So how does this work then you’re you’re shouting out different numbers, different, different giving levels. Hey, but attend everything’s already able to give them out, and then and then people are committing to that level, and then you moved down to the next level. Is that how it works? Well, it’s a little different than that? Usually we’d move them will move from the live auction, which is what we call competitive bidding, and then we’ll have some transition, whether it’s an in person speaker or a video or a combination, but within the production in the theater of the event, we’re going to transition from that competitive bidding where it’s exciting it’s, energetic, it’s fun, so we’re going to move in a little bit more somber, more serious note toe where, lady you know where your speakers that they’re going to talk about the impact that the organization and the particularly the donor’s dollars has had on their lives, and they’re going to ask those in the room donors like them to give the family, you know, two more families, you know, like, like those on stage and then that’s where i change and and benefit auction your specialists can change that, that kind of that tone that we have instead of, you know, being fun and flashy, we move in a little bit more, more inspiring and more serious mode right now, ladies, and heard the change that your dollars can make would you be able to give a donation and make a contribution tonight to change lives just like this at ten thousand dollars level. So that’s that’s kind of how kind of transition i say. All right, so it becomes a lot more more, more sedate, but still enormously, enormously valuable. Yeah, enormously valuable and then also enormously effective, because when you you start with that and you make that transition, we call that first gift. We call that the spark that’s going to start our bonfire of giving. And then what happens is you move through the levels everyone in the room becomes a part of this collective e-giving and everyone in the room gets to be a part of the change that’s being made in that room at that moment and it’s very inspiring. So you’re moving from competitive bidding to collective e-giving that’s absolutely that’s the transition from auction to cash call okay, is the the first bitter at that highest level? Is that usually someone who’s prepared? I prefer that and a lot of times what, that that lead gift, you know, they’re the icebreaker that i what i call the spark they do. Ah, i need to get to leverage their donations. So a lot of times you’ll have these donors that have been with an organization for many years. They want to make a big difference, and they want to make it a big impact with that. That donation and what happens is we can leverage that donation. So let’s say, ah, family is willing to give ten thousand dollars if they’re willing to be our lead gift. Usually what will happen is we’ll we build this big emotion, we build this big balloon we fill it with all this air, and when we asked for ten thousand dollars and then there’s a bid card that goes up in the air at that time, everyone in the room is like, wow, okay, we are doing this. We’re here to raise money, and then that momenta metoo continues to build and build and build. So there is theater involved in the cash call portion too, but we’re just we’re in a different emotional level. Yes, that’s absolutely right. Okay. Okay, now we just have about two minutes left. Bobby d you, like tio recommend pre swiping for for payment. Explain that. Okay, so priest wiping is, uh, uh can go along with the technology bidding platforms, there’s a lot of different companies out there that provide that. What that’s going to do is that’s going to create a ease of donation retention after the event? So where if you just do paper, you know, and people you hope people would check out? Ah, they’re going to be able to pre swipe their credit card beforehand, and then they’ll be emailed an invoice after the fact so they don’t have to wait, especially if they’d just given the cash call, they don’t have toe wait to check out. They could just enjoy their evening and then leave. But then if they don’t do, if the organization doesn’t do a priest’s wife, then they’re going to be chasing money. They’re going to be wasting a lot of time, you know, going after these donors that forgot to check out and then a lot of times it goes the other way instead of inspiring donorsearch of the donor’s become embarrassed that they that they forgot to check out and sometimes they’re like, well, i was in the heat of the moment and i gave and maybe that’s not as much as i wanted to give, and then it actually turns on the other way. You did. You’re not bringing donors in your turning them away, so i highly recommend a priest white but all the events, that idea just about a minute or so left. What is it that you love about this work, bobby? I i love using my talent and my passion to inspire more donors to give more than they ever thought was possible. I see myself as a cog in this wheel of fund-raising i mean, and in the congo, the wheel of changing the world and and if i can inspire a donor and excited a donor and in kate, engage an entire room to give mohr those dollars do equal change in people’s lives because the more money we can raise, the more lives we can change. So buy me applying the skill and the talent that i’ve been blessed with, i am able to directly affect so many in this world. Bobby de l’art, benefit auctioneer specialist, you’ll find him at call toe auction dot com thank you very much, bobby d, thank you so much, tony, for having me on my pleasure next week. Eight areas of non-profit excellence from the non-profit coordinating committee here in new york city. I was moved by an event i went to last year where they they rate charities based on eight very detailed and specific criteria, and we’re going to talk with thea, executive director of non-profit coordinating committee, and the and the woman who organizes this entire competition about what those eight areas of non-profit excellence are. If you missed any part of today’s show, find it on tony martignetti dot. Com. Our creative producer is claire meyerhoff and sam lever, which is our line producer, shows social media is by susan chavez, susan chavez. Dot com and our music is by scott stein. You with me next week for non-profit radio. Big non-profit ideas for the other ninety five percent. Go out and be great. What’s not to love about non-profit radio tony gets the best guests check this out from seth godin this’s the first revolution since tv nineteen fifty and henry ford nineteen twenty it’s the revolution of our lifetime here’s a smart, simple idea from craigslist founder craig newmark yeah insights, orn presentation or anything? People don’t really need the fancy stuff they need something which is simple and fast. When’s the best time to post on facebook facebook’s andrew noise nose at traffic is at an all time hyre on nine a, m or p m so that’s when you should be posting your most meaningful post here’s aria finger ceo of do something dot or ge young people are not going to be involved in social change if it’s boring and they don’t see the impact of what they’re doing so you got to make it fun and applicable to these young people look so otherwise a fifteen and sixteen year old they have better things to dio they have xbox, they have tv, they have their cell phones. Me dar is the founder of idealist. I took two or three years for foundation staff, sort of dane toe add an email address card, it was like it was phone. This email thing is right and that’s why should i give it away? Charles best founded donors choose dot or ge somehow they’ve gotten in touch kind of off line as it were on dno, two exchanges of brownies and visits and physical gifts. Mark echo is the founder and ceo of eco enterprises. You may be wearing his hoodies and shirts. Tony talked to him. Yeah, you know, i just i’m a big believer that’s not what you make in life. It sze, you know, tell you make people feel this is public radio host majora carter. Innovation is in the power of understanding that you don’t just do it. You put money on a situation expected to hell. You put money in a situation and invested and expect it to grow and savvy advice for success from eric sacristan. What separates those who achieve from those who do not is in direct proportion to one’s ability to ask others for help. The smartest experts and leading thinkers air on tony martignetti non-profit radio big non-profit ideas for the other ninety five percent.

Nonprofit Radio for December 12, 2014: Auctions, Raffles And Cash Calls & Social Appreciation

Big Nonprofit Ideas for the Other 95%

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Yolanda Johnson, Tracey Drayer & Neill Bogan: Auctions, Raffles And Cash Calls

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Yolanda Johnson, Tracey Drayer & Neill Bogan at Fundraising Day 2014

When are these appropriate for your events? Do you need professional help? How do you create drama? And when do you get paid? Neill Bogan is director of development and communications at New York Common Pantry. Tracey Drayer is executive vice president for Nassau Region of Hadassah. And Yolanda Johnson is development manager at Princess Grace Foundation-USA.

 

 

 

 

 

Amy Sample Ward: Social Appreciation 

Picture of Amy Sample WardWe’ll look at social engagement for member appreciation or maybe your donor appreciation campaign that doesn’t include an ask. Amy Sample Ward is our social media contributor and CEO of NTEN, the Nonprofit Technology Network.  

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Yeah. Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host geneva community radio welcome in upstate new york, they’re on the northern tip of seneca lake, one of the finger lakes in new york state. So glad to have geneva community radio as our newest affiliate welcome and i’m glad you’re with me. I’d suffer the embarrassment of period in sign of itis if news leaked out that you missed today’s show auction’s, raffles and cash calls, when are these appropriate for your events? Do they need professional? Do you need professional help? How do you create drama? And when do you get paid from fund-raising day twenty fourteen, i was with neil bogan, tracy dreyer and yolanda johnson, and yes, my voice just cracked like i’m a fourteen year old. Also social appreciation well, look att social engagement for member appreciation or maybe your donor appreciation campaign that doesn’t include an ask amy sample ward is our social media contributor and ceo of n ten, the non-profit technology network between the guests on tony’s take two, no more rock star consultants. We’re sponsored by generosity, siri’s they host multi charity five k runs and walks here is my conversation on auction’s, raffles and cash calls from fund-raising day twenty fourteen earlier this year welcome to tony martignetti non-profit radio coverage of fund-raising day two thousand fourteen. We are at the marriott marquis hotel. Thriving new york city times square with me now are neil bogan, tracy dreyer and yolanda did johnson there? Seminar topic is auctions and raffles and cash calls. Oh, my way. Talk about maximizing revenue at your events. Seated well, he’s, the only gentleman on the panel. So you know that he’s seated next to me is neil bogan is director, development and communications at new york common country. Then we have tracy dreyer. She is executive vice president at nasa region of casa. And then yolanda johnson, who is development manager for the princess grace foundation. Neil tracy. Yolanda. Welcome. Thank you very much. I was using i was a quarrel. Could be jingle singers. This is wonderful. Okay? We’re trying to maximize revenue at our events. Let’s, start in the foreign there. You’ll wonder what what are what do you feel that non-profits are not getting right at events that they could. Be could be better at well, i think that the particular area that i’m covering within our session is auctions silent and live auctions, and i think that what non-profits can probably do a little bit better is think more strategically regarding auctions and their audience do the analysis to know who’s going to be in the room and just tell you what you khun selling, how you can sell it. Um and i think as faras live auctions are concerned, really making the determination of what will work, you don’t always do a live auction, you know, when they fail, they fail publicly when they’re successful, they’re very successful public, so you’ll be able to talk us through how you know when you should do whether you should do one. Yes. Okay, okay. Tracy, what do you want to you’re part of of actions and raffles and cash calls all by my part is rapid, and the important point with rappels is that it should be considered an integral part of the entire event, not just in ad on at the end. So planning for the raffle, especially for a large ticket event, needs to begin at the same time planning for the event begins because gathering enough prizes tohave event, a raffle that looks interesting and exciting to bid on or to put in your tickets or buy more tickets, increase the number i think it’s you were planning to buy because the prizes look good is very important. Tio tio gather a lot of prizes and that can take a lot of time. Okay, neal, i presume cash calls is that your expertise exactly cash calls are a great way to provide the right kind of opportunities for your audience to give if you feel that the cash call is right for for who your audience is and what? What your organization which cultures? Okay, let’s, let’s stick with cash calls neil, what is akash call it makes everybody understand what we’re talking about. Cash schnoll is a variation of a live auction that depends on the skills on dh, maybe charisma of your auctioneer and the messaging of your organization. But rather than selling on object or an opportunity, you are offering opportunities to give what does this sound like? What is the person say kickoff akash call they’ll say thanks for being here to support. The new york common pantry, about which served forty five thousand new yorkers last year with almost three million meals and to start off five thousand dollars, will provide groceries for five families of four for an entire year. And now here she is saying this to the entire audience of the entire audio and go ahead. So now we know it’s it’s, almost always the culmination of a benefit or a dinner of another fund-raising sametz come in the end. So it’s been, everything has been prepared, everything you’ve done is leading up to this cash call on. In some ways, if you feel a casual is right for you, you’re home giving program your whole development program leads up to this moment because for some people it’s when when they want it, okay, but before we get to the context, i wantto make sure people understand what it is we’re talking about. So what are people now inspired to do? Five thousand dollars could do this. What people literally raised their hand if you’re doing it manually, let these days there are processes where you could do this almost entirely digitally, although a live auctioneer will usually still just worked with raising hand and you’re committing to five thousand dollars. You’re committing to five thousand dollars and someone will come to you immediately to confirm that in our case, we use simply a preprinted card. We have volunteers spotted around the room, just like spotted us at any auction. They come right away. Come on, get your information. Hopefully a check or a credit card number. Oh, really? Right then. This is not a pledge for within the next six weeks it can be, but the best way to cover it on our experiences. Treyz lorts credit card person is enthusiastic there. They made their public commitment and they’re ready. So so do we. Take them away from their table and no move to the side of your arse. Wipe with our swiper. No way with a hand held on a little square was swiping right there yet. Or even just write the number down on a on a traditional okay paper card. Okay, so and this comes more at the end of an evening. Yes. In our case, the messaging has built through a whole program. We have honorees. People have spoken about our organization. We capped. That with a short video that really tries to show the impact that we can have for people who need food support on show how we can make things better with these folks on dh provide some of the emotional contacts and then videos over the auctioneer steps out and begins against okay. Now, this cash call is one amount, or where we get a bunch of people with five thousand and then we’re not going up to ten thousand way we do it is we actually we start high and work down. Okay, come on. We always have abid arrange three positions. There’s no dollar amount that goes unanswered. That that’s right way. Find that if you get the top couple of prearranged lower winds will take care of themselves. Okay? Spirit is hitting a room and okay, where does the common pantry start? What dollar amount? We started at five thousand dollars. Okay. Believe one year back on your first started. Ten weii brought it. We brought it to you learning and other charities. The first cash call, maybe five hundred. I mean, i’m standing on the side of charity that wear with all of your donors. We i think all three of you say you need to know whether it’s, whether each of these is appropriate in your organization, not only weather, but how five thousand starting in five thousand, somebody else might start in one thousand, right? That’s right where they might decide that this is not really not the way that they’re okay. And why might that be? Why my cash now? The zoho pure listen, because these are all good questions for you, too. How do we know when whether, how to? Forty martignetti non-profit radio details so people can execute or or follow-up with you and just fill in a couple of missing gaps that maybe we didn’t think of together? I would say in our case our board and benefit committee are very attuned to who there who their audiences to who our community of supporters is way have some provisions and really, you know, people ask people, would you do? Akash called, i believe before the first time we ever did it, we got a positive response, okay? It worked on we’ve been able to build on okay, so if you can preposition some people at the right dollar amount, maybe it’s worth doing that that’s, right? If and of course it does depend on in general, let e-giving level on the capability of your audience on your supporters. There may be a different type of event that it isn’t the right tone for their questions of tone and taste, but it we are event is i’m not too formal, it’s it’s, really, you know, trying to be aboutthe impact. The organization has so it’s, all right, it’s, the right tone for us, okay, alright, neil, what will come back your work, by the way, you’re welcome, teo, contribute to him, and i didn’t mean to actually dahna silo you, yolanda, if you had come on time, monisha you want camera, so he you’re probably better off because you were going to the hot seat. You’re going. I was gonna position you here. I’m glad i came down for coffee and realized that was early. You got stuck, right? Okay, so you want to go? You want teo, think about staying closer to you. I didn’t want to add one thing about courage calls. And that is, we had a very successful one that the end of our awards gala last year thinking very strategically towards a big, even if you have something different that’s coming up. Our gala is usually in new york city. It’s going to be in beverly hills this year. And so we said, we’re going to beverly hills, who wants to buy the first ground level table of fifty thousand dollars? And we got a taker. And he said he wants to buy a silver table. A twenty five thousand dollars. And we sold eight in about five minutes. So when you have something exciting and new and different, i think that’s also a great opportunity for cash. You’re tuned to non-profit radio. Tony martignetti also hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a quick ten minute burst of fund-raising insights, published once a month. Tony’s guests are expert in crowdfunding, mobile giving event fund-raising direct mail and donor cultivation. Really, all the fund-raising issues that make you wonder, am i doing this right? Is there a better way there is? Find the fund-raising fundamentals archive it. Tony martignetti dot com that’s marketmesuite n e t t i remember there’s, a g before the end, thousands of listeners have subscribed on itunes. You can also learn maura, the chronicle website philanthropy dot com fund-raising fundamentals the better way. You you don’t mind, tracy. We’re not a couple. We’re definitely will definitely get to the auction’s. Short shrift, the auction’s around. Sorry, we’re doing auction. I’m sorry. Go ahead, yolanda. You’re the first person who said you have to decide whether it makes sense to have an auction. How do you know? Well, i think that you have tio determine who’s going to be in the room. So the affluence e of the people there the intro it’s of the people there in accordance with what all items you have to offer. I have done in death analyses of our donors and what they like and those of the items that i go after. And then i know that i can sell them when those people are in the room. There’s no use in having things that are random for your demographic. So are people love travel. They love beauty treatments. You know, in certain things there’s certain things that they like. They like like that, they like to dine out. And they also like things that are mission centric, so unique opportunities with our artists. We support emerging artists in theater, dance and film at that emerging staged toe where? You know tony kushner wanted princess grace award in eighty four and look at what he did. So they love those unique experiences to be around the artists. So you need to know your no your constituents. You need to know your constituents getting to know you need to do an analysis of how much they have paid in the past. What you really think they will pay? This’s a very calculated things were just going out soliciting a villa here, or or i don’t know a car rental their you know, whatever you can get is not being particularly teacher. I don’t think so. Now there are times when you can get things. Because i also believe in packaging. You know, you have one thing that maybe, quote unquote random for your for your audience that you take something else that goes along with it that they love. And that creates a package that will still want to buy that. Do you do this on auction? Just once a year at a major gala? No, we do auctions just about every event. Okay, always with a professional auctioneer. Only with an auctioneer. If it’s a live auction. So we only do a live auction when it when we have items that are live, auction worthy, okay and what’s the other type of auction, silent auctions and online options. Okay, so silent auctions that’s where people are dropping their little tickets into no, no silent auctions where you walk up, you know, like we’d be in this room and then you have the bed sheets on the table and you have something displayed there showing you what auction the auction item is and you sign up for it. People competing, they wait around the aino labbate each other what they do, they stand around looking to see who signed up after they really will do that. Ok, ok. That’s. A silent auction? Yes. And then the online version online version, which really is very interesting, because then you have a global audience. You know, my organization, it’s, the princess grace foundation yusa. But we also have constituents in europe, so that gives them an opportunity to participate. So let’s say a little more about the live auction. Now, you said not always with an auctioneer. Oh, yes, always within our woobox naralo okay. What’s the value that the live auctioneer brings over having someone from the organization do it let’s make this clear. I’ve done it both ways. I would say that if you have someone who’s, extremely charismatic and has the experience to do it and has the report within the organization go for it, have a boardmember someone like that who’s, very charismatic, you’re live auctioneer weinger but for the most part, i would recommend having a professional auctioneer, we tend to use people from the professional auction houses who and, you know, it depends on the audience that evening. Sometimes you want someone old guard and then other times you want someone who is a little more hip. We’ve used people from paddle eight, you know, very, very hip and young, and we’ve used people from christie’s and sotheby’s, so it really runs the gamut according to what you have. Ok, i assume battle it is an auction house, it is three i’ve not heard of. Okay, well, enlighten us something else about auctions that we haven’t mentioned yet about so let’s focus on so we can start with why and a little bit about how but what else? What? Else would you like to share? You’re going? I think i would like to share that non-profits should be very weii already talked about strategy, but they should be careful in protecting themselves as faras auctions are concerned. Sometimes people don’t think all the way through, you know, the paperwork of an auction i arrest standards, you know, making sure that you have back-up for values, making sure that you have actual donation forms or emails and type of paper trail on file because things can come up later, you know that you want to make sure you’ve got all your ducks in a row. What happens after someone wins an item? The auctioneer is given the item to that person what’s the next next step where they just a runner come the way neil was describing come over to them or yes, we have. I like to build drama with my live auctions, so sure. Oh, look at this she’s lighting up your life. You’ve been lighting up since you got here. Really? But now even more. Yes, sir. Share the drama in the live auction. So one two things you khun dio i’m giving away secrets here, so there you go, everybody. But you always have to have a person in the house who’s going to buy the item, okay? And then you can have someone else is going to try to outbid them just to keep the drama go. Both of those predetermined? Yeah, you figured out this’s always a lot of behind the way you need to show you the show. So i’ve got i’ve had one person in the audience once before, and we knew that he was going to bid up to one hundred thousand dollars for this item. You had explicitly asked him to do this. And we told him you can stop there because after their, you know, you’re gonna have to buy it. Okay, thie other person was we had someone on the phone who we knew wanted it very badly. So we knew strategically we could get that person to go to one hundred grand. They kept outbidding each other. It got the excitement. People were yelling in the room. Everybody was looking around and then the person on the phone one. But we’ve got to up the ante because we have the other person in the room who was going toe to keep it going. Now that khun go rogue. I’m not a person who did not have the money did she kept going and it was just like, wait because it’s out of your control that that happens. But it all turned out. All all ended. Well, she got a little too busy as well, but okay, but it ended. It ended. Fine. Yeah. On dh then the other thing that you can do to build that sort of drama and the room is to ask ahead of time if your top item can be donated twice and then it winds, you know, someone bids on it and they win it and you’re like, oh, my god, the auctioneer says this is such an amazing item and it went once oh, my gosh! Wait. What’s this okay, they’re coming over to meet. They’re going to give it again. We’re going to have tuesdays at their bill and you know, and so then people go insane and you sell two. Outstanding. Alright, so there’s. A lot of choreography. Yes. Goes into these indeed in advance. Okay. Excellent. All right, tracy. Well, can i first make a comment about you? And you may not know, but there’s a booth over there on the other side of this room where they do silent auctions on your phone so you pay them for the service, and instead of going to the traditional clipboard and writing down, you know, how much of it is you put it on you pick the ones you wanna bid on, and then if you’re outbid, they send you a message so you can keep bidding, so because more game on your phone, you can still work the room. You don’t stand next to your item, you could be having a drink with your friends on the other side room and not i forgot to go back that you will run over, right? Everybody runs over to check out what’s going on in something, make sure you’re still okay. Even got the apples don’t want to see you. I want a visual visual confirmation, ok? Yes. So, tracy, with raffles. How do we know whether we should be doing a raffle at an event? You should be doing a raffle event no matter the level of the event you could, of course, charge less for tickets if it’s. A smaller event. So add a basic meeting. We may hold a raffle and the tickets would be one for five three for ten, seven. Twenty oh, and you just got you know if you don’t have items. If you haven’t got them donated, you might just go out and buy some some nice items and people have lower expectations for the price. But at our larger event of the year, we will charge raffles at five for one hundred three, three and one grand prize for one hundred euro hyre level. So of course they anticipate that the prizes will be of more substantial value. So as i said, the raffle work begins as you start planning the event so it’s really two phases. First you have to collect the prizes so you have to go out and use all your contacts. And in a given community they could have an endless number of organizations coming to them appealing for a prize. So you have to do something to differentiate yourself or you have to have contact at a at the store. It’s best to send in a good shopper to be the one to ask for a raffle. Prize to be given, yolanda is nodding shops shopping skills are important here. Yes, indeed on. And also now, if you go to a store that’s part of a chain oftentimes it’s not that store that you walk into that can give the price, i have to go back to corporate headquarters. So then you need the manager or someone in the store to be your advocate and actually write a letter to headquarters and say, this organization deserved the price. So it’s really quite time consuming, and you want to gather prizes, and sometimes even if i’m the letter to the potential donors, it says we won a prize value of one hundred fifty or two hundred fifty dollars, they give you something that doesn’t achieve that level. So you might want to put together a basket of smaller items so that it looks more substantial. So so that’s your pre event work of really collecting the raffles and wrapping them in a beautiful way, right? Because we’re displaying these at the meeting or the event, right, everything is on is on display. So you want the look of it to be something that stimulates the purchase of the ticket so as soon as the person now now we’re at the event, and as soon as the person walks in and gets to the registration table and comes to get their names head, they’re asked if they want to purchase raffles so and what we often do at a fancier event is in the envelope with their registration ticket. We print out their names on stickers, sort of like the ones you receive from the post to put on return address, but just their name so it’s a little fancy or looking at everyone elearning princessa xero princessa reprinted we know who’s coming so we know who’s coming in an envelope, they may not use them, but we’ll give them say, twenty stickers will be very optimistic on when they go in there. They’re just fixing them to the raffle ticket instead of, you know, student with pen and leaning up. So that sets the tone of the event also it’s a little fancy. I have to interrupt nufer secretary what about something that doesn’t look so sexy? Like its a rental of villa or something but person’s giving you like a certificate? So, you know, and you all you have is an envelope. Well, this one wouldn’t go into a lovely gift bag or it can be put in cellophane and wrapped with ribbon, or or something like that. It doesn’t have to be the item it and as long as there’s a description and and at a table of, say, thirty five raffles, you could also have a list of all the raffles, and it explains what his item one is this too and so forth so the people can choose so there are a couple different types of right? Well, there are many different types of apples, but the two main that we use is as you put your name on the ticket, you can put it in a large receptacle and then i don’t want pull the first ticket item person number one gets it and so thie other way is to wrap each item’s. Watch the watch, the infrastructure here you almost made like an earthquake. What your elbow there knowing my own strength very fragile. Option two is to display each item wrapped beautifully and put a identify which number it is and have a separate receptacle in front of each item, so then the person could take their tickets, and if they like item number two best, they can put all the tickets. Is that preferred? Because then people know what they’re bidding on versus beavers of being random. It depends. It really depends. So i would think that my personal business that that i would prefer that because i don’t want to put in for i don’t want to win a raffle that’s, you know, sixty miles away from my house for nothing, but i have a friend at a recent event. We switch to that method, which we haven’t done it at our particular event, and she happens to buy a lot of raffle tickets and typically, she wins this year she did not win, and she was a little frustrated because when you put in the big one, big pot and you, you know, ten percent of the pot, right, you’re probably gonna be picked, but in a little receptacle, if you spill it, split your stuff out so she personally felt it wasn’t good, but most people really enjoyed it, and our gift wrapper takes great pride and how beautifully she wraps, and that adds to the whole. Piece and then you can spend more time. So if your cocktail hours truly an hour and you know how much can you drink or eat there, you walk around with your friend to discuss the items. Where should i put my peace on that? And also instead of just selling raffles at the front door, you also have someone selling raffles right at that table. Because if someone sees something that they really want to win, they might buy more raffles and increase their odds of winning are putting more into that individual. Recep, buy more right there at the table, right. Ok, so there are many other types with those of the two main that i’m familiar weapon and i would say, and then there’s also grant prize raffle. So sometimes you have a few raffle items, prize items that are well above the other level. So you call that a grand price so you might sell grand prize tickets for two for one hundred or as i said before, one hundred dollars each of three regular and one grant so that’s a separate drawing. So what we have started to do is when you have thirty five. Prizes to draw if you’d spend online time with your audience just drawing name after name, it wastes a lot of time so weii draw the prizes outside the room and then we deliver them. We run around the room delivering them to people so it’s very exciting drama people coming so, like last year was delivering a big item. I walk over to the table and everyone’s looking at, you know, oh, who’s the winner when we hand it to the person gets very exciting like that. But then the grand prize, you always drop publicly because that builds up a little excitement there, okay? Anything anybody wants to add either if you want to add on the raffle side, you still have a couple of minutes together. Did you want to just speak to? I’m big on the back and this year about the paperwork involved in different things with apple? Thank you. Yes, you should before raffles or anything as i’m sure you need to check with the gaming local gave the new york state gaming commission and see what then kind of you need a permit, then from your local municipality as well? Non-profits don’t always do so? They definitely don’t always do it. But it’s, they should be doing that’s between you and your accountant. Nobody listens to this show anyway don’t work, but that will never be heard. That’s really? I mean, even at a p t a level we had to do that we had to go for the gaming license and the minister, and then there’s also tax regulation depending on the value of the prize. And then there’s also an affidavit that you can have someone signed a waiver for the organization that you know what the price falls apart afterwards. You don’t them coming back after the organization so they can sign a waiver as they receive the prize. And that protects you your london you had mentioned earlier to the you didn’t say the qualified appraisal, but that’s what you meant the mixture you have documentation for the value of the prize for the value of the prize and just from our own experiences, i’ve developed several it’s, not a paperwork burden, but we’re very well protected from both perspectives from if you give us something, it becomes our property is not something you can never get back once. You donated to us and it may or may not be. It’ll be used at that event if it doesn’t sell it, that even we’ll try it at a different even. But you cannot have it back. Excellent. Good to know that policy. Yeah, wanna implement it way took a lot of time to get it to solicit it. It’s ours is ours. And if it doesn’t go this time, we’re gonna we’re gonna hold it right. Always keeping a good relationship with that donor. But being up front that we really believe in our partnership and we want to take this item we know will sell it to somebody if it doesn’t happen at this. Okay, i think you had mentioned that sometimes your donor’s tried to set the level that you should be able to get for it, like they say, the minimum bid. But we like to avoid that. You know, i’m just saying, oh, yeah, i know you said you had an item one, so i still have it. Don’t let donors minimum it’s actually their prerogative to do so? I mean, they’re giving it to you, but if you can at all avoid it, try to because some places everyone, you know, if you’re giving something of your own and you’re going to set a high value, its worth a lot to you, but it may not sell in the room, you know? We know what will sell their different inflections with different items and better as a bargain, then as a top in-kind anything, neil, i’ll give you the last words way hadn’t heard from you for a while. Well, there’s follow-up for about thirty seconds, ok, obviously taking too long, you’ve got be secure. You gotta know, let each of your donations or pledges is that you’ve got documentation for each one or the actual payment you’ve got tio secure them in a fairly hectic environment. Then get back to your shop and record them and acknowledge them right away. Just like any other donation. Okay, treyz e-giving last word. Okay, one last thing neil had mentioned before that you take credit card numbers, you take credit cards and sometimes you scan and sometimes you just write it down way had an incident with someone about two hundred dollars worth of raffle prizes on. We didn’t scan at that point, we just wrote down the numbers, went back to the office, he just they didn’t win. They disputed the charges for seeing the raffles and we lost out thatwe had we had our terror, even the even the old fashioned hoops. Swiper, even your fashions white, the old sorry that you ever really went over the side. But that’s something. We’re now very cautious because of this one incident. I feel bad you longer you want to. You want to wrap up anything you want, teo? No, just thank you so much for having us. Opportunity. You’re welcome. Thank you for your mentor. I you know, i was just i don’t want it. Thank you very much. That is neil bogan and tracy dreyer. And you latto johnson. Thank you so much. Thank you, tony. My pleasure. Thank you very much. Thank you very much. Listening to tony martignetti non-profit radio coverage of fund-raising day two thousand fourteen let’s do podcast pleasantries sending these out. Especially too. Katie reed levin she’s listening at simon’s rock the early college in great barrington, massachusetts, also christine to marco. I know her on twitter, big listener and fan of the show from mother’s seat in regional high school, and christina licata, literacy partners in new york city. Christina podcast pleasantries to you as well, those all women and another organization that listens. Cancer center for kids in mineola. I hope they have men. Are there any men at the cancer center for kids in mineola? Podcast pleasantries to those folks and everybody listening in the time shift. If you tell me you’re listening, i’ll shout you out, too, and we got live listener love, that’s coming up. Next is amy sample ward, but first, a little mention of generosity siri’s they host five runs and walks five k event, perhaps fits into your twenty fifteen fund-raising and engagement plan, then may i suggest you talk to david linn he’s, the ceo of generosity siri’s? If events coming up in new jersey and miami, florida, please tell him you’re from non-profit radio seven one eight five o six nine triple seven or generosity siri’s dot com this week’s video why we need consultants toe work and not be rock stars i’m finding fewer consultants who will actually talk to and work with small and midsize non-profits there there are on ly availability seems to be on stage or through a webinar on, and there are lots of organizations that will in fact pay for help doing the work actually doing it, not just telling the organization how to do it. A bunch of them are my clients, so i know they’re out there. The video got a lot of comments at tony martignetti dot com and also on facebook turns out to be a little provocative. I’m very interested in what you think about it. I do answer. Every comment that is tony’s take two for friday, twelfth of december forty eighth show of the year. I’m going to do some live listener love. St louis, missouri, honolulu, hawaii, new bern, north carolina live, listener love, las cruces, new mexico, fort lee, new jersey. Right across the river, fort lee, great neck, new york. I have a doctor in great neck. Which ones? That’s thea, the gastroenterologist. Yes, i know, i know one of those guys in great neck. Also. Georgia, cartersville, georgia, live listener, love all those locations. In japan, we got tokyo and matsuyama. Oh, my goodness, japan always appreciate you checking in konnichi juana and seoul, south korea buy-in yo haserot we got amy sample ward, i’ll have monitored for being late, but nonetheless she’s, the ceo of non-profit technology network and ten her most recent collected book, social change, anytime everywhere about online multi-channel engagement and we’re going to be talking about appreciation and engagement. She blog’s at amy sample, war dot or ge? And on twitter she’s at amy r s ward anywhere. How you been? Yeah, well, you may have heard the west coast had a bit of a storm last night with lots of power outages, so just dealing with getting everything back online. Sorry, that’s okay? I did not hear that i’m sorry that you had was this you don’t get snow, they’re important in oregon very much it was not. No, it was actually very warm and, um, you know, wind gusts seventy or ninety, some crazy high speed, actually a piece of building downtown just a few blocks from the intent office blew off and crashed through the fifteenth floor windows of a law office while the lawyer was working there? Oh, no. It was a very interesting evening. Pieces of a piece of a building flew off. My god, yeah, i’m doing unfortunate. Very unfortunate for that building owner that it flew into a law office right there. Prepared thing, actually, that only you know, that broken building is screwed. Okay, now i understand you’re you’re you know you’re like, like all the contributors, your typically early, not even just on time. So i understand completely. Let me ask you about something before we get to our appreciation campaigns and it’s. Just like in the past four months, i noticed at facebook they spun off their messenger handup and at four square they spun off. They’re a nap called swarm, and i’m wondering why why it is that thesis you two huge social sites would spin off two separate aps big chunks of what draws people to them. The facebook it’s, the messages message sorry messaging and it’s a four square the whole purpose of four square is checking in and they spun that checking function off teo a separate app called swarm why do they do those things? I have a few different ideas. Probably none of them have any, you know, piece of reality in them, they’re just totally my own experience trust your way, trust your judgment. I mean, i do think that one piece that factors in is the, you know, we’re all we’re using different apse all the time, and if i am using facebook to connect and i’m able to kind of, um, multitask inside of their consent messages, i can post things, whatever, and then i leave facebook and i go to some other messaging out to talk to friends. You know, facebook just had fifty percent of my time, but if i’m using facebook to do that, i close facebook and then i opened my messenger app and start messaging people there. Now facebook has one hundred percent of my time in that example, you know, so it’s providing a way for the app to be is nishi and focused as possible, but then still own the other nation focused parts that you know you want to do. So instead of having that all in one super multitask kind of ap experience, you’re splitting that off into ap, and part of that, too, is that you know, facebook is more of an example of this than four, square, but a lot of facebook users in the beginning were all using facebook on their computer where was a lot easier to kind of multitask. Have a chat, you know, send someone a message post on your news feed. Never. Well, now, you know, most people are using facebook on their phone, so it’s it’s much more difficulty to be multitasking inside of a nap. So again, you have multiple app that are all technically rolling up into the same umbrella. So it’s easier from the user’s perspective, i don’t have to import all those new contacts in new app still facebook, but it’s focused on what i’m doing there, okay, that one thing, and then you always have to factor in like, well, how are they? How are they monetizing those ap? What of the ads? What are they selling? What’s the data they’re able to capture? And if you have multiple app that are more focused and maybe have different different data pieces that air getting pulled in than that even more opportunity, i see. Okay? And that the one thing that doesn’t resonate with me eyes the ease of use of the ap facebook act it’s. A little it’s. A little busy. So i could say i see that spinning. Okay, see, that is a good reason, but okay, monetization. Tio, andi. Just time, time, time that they want you paying attention to their they’re brand okay, yeah. I mean, if you want to think about the four square example, i mean, when we first started using foursquare, it was you could check in somewhere. I am here. You know, you could see where your friends were, and then they really started in encouraging users to leave tips and post recommendations. And then they rolled out some features that were trying to see where you were and then ping you and say, hey, is this where you are? What if you do this thing here, you know, and have offers and promotions? So it became came. It became a little busy, right? So it made sense to spin off that other piece that’s more the recommendations and the where to go and where your favorite places. Because now that’s almost like competing with yelp. You know what? Give them a second app that’s more in competition with maybe at those shooters are already, you know, have installed on their phones on buy-in system apart a bit from that. Okay, cool. Thank you. Thank you for those insights. I find myself actually checking in a lot fewer a lot less often. Now with the separate swarm app. That’s that’s me. I don’t know. I have no idea what the statistics are, but i just, you know, i don’t feel like i haven’t even used it since that which happened interesting. I mean, i had a very boring foursquare news feed in which i only checked in an airport, so i didn’t only used to only see you at airports that’s, right? I just thought you were just there all the time. Okay? Yes. Well, it was a way of saying, hi, i’ve come to new york, was around or i’ve come tto wherever, but all right, thank you. Let’s talk about appreciating our donors and maybe and volunteers and maybe even employees through through the social networks. We don’t always have to be asking for something, right? I don’t think that we have to be asking for something. And i also think that really great. Ah, really great. Thank you. A really great sign of appreciation will be met with eagerness to give again or to volunteer again or two, you know, come again, wherever it was that you were an event, etcetera. So i think, you know, i have worked with people and organizations where it felt like if we’re not including an ask, you know, we can’t necessarily devote the staff time and energy to put on appeal together on dh, you know, i get that if you’re really strapped, there’s only three of us, you know, we have to make this happen, but i really think that taking that time t just say thank you really goes so much further in building that relationship, which we want to talk about fund-raising a special, especially individual fund-raising that’s really that’s really the peace, right, it’s building that relationship? No, i don’t know that you could sure maybe you don’t mail, but something outside of the hard cost of mail and all those thank you letters, you know, but i think there’s got to be a way, especially with social media, where it can be so much more quick and nimble to say thank you and make it feel. Really good. So maybe for twenty fifteen, we can plan an appreciation campaign. Yeah, let’s do it. Okay. And you have a bunch of examples. We’ll get to talk about some of the examples. Okay, but what? You know, this is true of probably any campaign that were we’ve talked about in the past, but what do you think we should be thinking about as we plan our let’s make it what is most likely a donor volunteer appreciation campaign. What should we what do we have in mind? So one thing that i think we need to have in mind is the timing of when we say thank you. I think often we always think, okay, well, we’re going to ask people for money. It’s december. Right now, you know, say, everybody’s got their end of your appeals, and then when someone donates and it goes into the database, they get their confirmation email and it says, thank you, and we made sure that it was a really nice thank you letter, but it’s a confirmation email and it says thank you, and we feel great because they got thanked. I also think there’s a lot of opportunity to have said thank you before that ask went out if we if it’s december it’s the end of the calendar year, right, what if november or even that very beginning of december is when you make sure everybody that already donated, donated in the year or maybe donated last december or volunteered so far this year came to one of your events this year? Whatever it is, that’s important to you is a monthly member, whatever they get thanked for what they’ve already done. So when they received that end of year asked, they feel like, oh, i’ve already been recognized, maybe i do want to give a little bit more or maybe i do want to come to the end of your, you know, gala, whatever it is, i think that that’s really important and some thing i don’t often see organizations do say thank you. First on dh then that people up for that ask later. Yeah, you get them feeling very good when the actors come that’s really interesting. All right, we’re gonna go out for ah, quick break and we may end up dividing this into two to conversation since we got a little short and i you know, i had extra question for you, but we’ll get through. Well, well, well, great, certainly nobody’s going to be short changed on non-profit radio. It just is not gonna happen. Okay, all right, we got to go away for a few minutes, stay with us. Like what you’re hearing a non-profit radio tony’s got more on youtube, you’ll find clips from stand up comedy tv spots and exclusive interviews catch guests like seth gordon, craig newmark, the founder of craigslist marquis of eco enterprises, charles best from donors choose dot org’s aria finger do something that worked and they only levine from new york universities heimans center on philantech tony tweets to he finds the best content from the most knowledgeable, interesting people in and around non-profits to share on his stream. If you have valuable info, he wants to re tweet you during the show. You can join the conversation on twitter using hashtag non-profit radio twitter is an easy way to reach tony he’s at tony martignetti narasimhan t i g e n e t t i remember there’s a g before the end he hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a short monthly show devoted to getting over your fund-raising hartals just like non-profit radio, toni talks to leading thinkers, experts and cool people with great ideas. As one fan said, tony picks their brains and i don’t have to leave my office fund-raising fundamentals was recently dubbed the most helpful non-profit podcast you have ever heard, you can also join the conversation on facebook, where you can ask questions before or after the show. The guests were there, too. Get insider show alerts by email, tony tells you who’s on each week and always includes link so that you can contact guests directly. To sign up, visit the facebook page for tony martignetti dot com. I’m rob mitchell, ceo of atlas, of giving. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. I like the drama in rob mitchell’s voice. Thank you, rob mitchell s amore live listen love quick woodbridge in new jersey i love all the new jersey red fort lee woodbridge let’s go abroad croatia sorry, we can’t see your city i have a friend who works for unicef in croatia, ireland, turkey and vietnam. Vietnam we can see you cities kanto and hoochie minh city live listen, love out to each of you. Okay, let let’s continue thinking about are, uh, a campaign of appreciation. Uh, something that we’re always emphasizing together because you make me pay attention to it is you’re going to have to do this in the channels where your donors and volunteers are not in the channel where you would prefer to be thanking them exactly. And i think i think part of that is, um, uh, struggle and an opportunity so there’s the, you know, if we see just using that as an example, if we see people are tweeting about their local tech club and they’re an organizer, so they’re, you know, big volunteer for us, we want to jump right into twitter and start engaging with them and thanking them, and pointing people to them and, you know, doing whatever, but then we also want to find ways there. We leave that channel to make something private just for them, i think there’s that thank you and recognition that’s public. But for example, last week, everybody on staff sat together and just passed cards and everybody wrote thank you cards and signed everybody else’s thank you cards and mailed those out to aa group of, um what we call community champions, you know, really, really great volunteers for us. And it didn’t take that long, but everybody physically wrote, you know, out that card and we never mail things too. You know, we don’t ever male things were a technology organization. So when those folks received the cars at the end of last week, we started getting emails are like, oh, my gosh, you mean, how did you even have my address? You mailed me a card. This is so cool. Thank you for thinking of me. So i think there is that in the moment go into the same channel. That person is and thank them and engage with them. But then find something that can be special. That’s just between you and that donor or that volunteer or whatever that makes them feel extra special, excellent, excellent videos are very common as as an appreciation method, you could do them and mass, and you could do them, maybe even individually who, which i think i think what most difficulty when we think about video is one of the most often pointed two examples of how to do a thank you to your donors that i see in block post every year is charity water and how they, you know, record all these different videos so that, you know, if i donated, i opened up my email oh, my gosh, here’s a video where someone is saying, you know, hi, amy, thank you for donating, and i’m like, oh my gosh, they made this just for me, we, you know, most non-profits do not have the staff capacity to do that, or if we’re going to be really honest, maybe don’t necessarily feel like they have the technical skills to create lots of videos and edit them and feel like they know howto get them up quickly on youtube and embed them in an e mail and send them out. You know, so i think that video khun b, really personal, but i really think organizations should consider video something that can be personal because they’re being really authentic and they’re being their individual selves versus you’ve created separate videos for every single donor that makes sense. I mean, i think it’s a non opportunity for staff, whether it’s executive director, other staff to just not feel like it has to be a high production video that it’s really just me sitting at my desk, if you, you know, you sitting in the studio creating a quick, very authentic video that says thank you, and you can share that either an email or, you know, share that video on twitter, whatever that is, but i think it’s better that it that it’s really authentic as it’s created versus feeling obligated to create, you know, tons of videos just so that it has people’s names in it that makes them for sure, because you’re saying that something that’s, authentic, genuine, heartfelt will will come across and people are people don’t really expect to have a personalized video made for organization that could do that, you know, that is terrific, but the vast majority cannot, but everybody could be genuine, you know? I mean, i tried to come across genuine on a mic and video, and a ceo can do the same thing, and and you’re right, and staff to you, you have examples of each of those thie all right, the ceo of girls inc has a very nice, very thoughtful video judy reading berg and it’s just her sitting in an office and it’s like a minute nap video and she’s very genuine. Yeah, i actually i’ve talked do a lot of people at, you know, at our conference or other conferences where, you know, they say i’m the executive director, you know, i know that if i’m going to be in a video, of course it needs to be, you know, like in a nice setting or, you know, we don’t have a very pretty building, you know? We don’t have, you know, our offices and very nice i don’t know where that comes from that feeling that you know, you’re the executive director and you’re going to create a video for the organisation, it has to be in some, like, beautiful, you know, sound studio, i love it. When it’s literally your desk, like i would if i was working with girls. And judy has her video, i would say put more messiness on that desk, mate. Make it literally your desk, you know, people, maybe she’s, super neat and tidy, which i also am. I have currently two things on my desk, but but maybe that’s really her desk, but just have it be an invitation to come in and sit down with you. You know, i think that’s, um, that’s a really great and super easy way for any organization. Tohave a video feel like it’s being personal, you know, you’re just inviting them into the space. Of course, if it’s on office, where you’ve got all kinds of things in there, that could be a video. I mean, of course, there’s going to be, you know, exceptions to that statement. But i do think just invite them into your office have, you know, make it feel like someone sitting down with you have someone literally in the video sitting down with you, whatever you can do to just make it feel like you’ve been brought in, you know, personally now we just have about a minute left there’s an example of a different one from nature conservancy, which is a whole bunch of staff from all over the world, and a lot of it starts with them each saying thanks to you and then whatever it is their job is and how, how the donors all support their work, whether it’s underwater ah, you know, forest and grassland that’s a lovely one, too, thanks to you, yeah, i love that example video from the nature while we can, we’ll send out the these links and everything for listeners on dh i love that they use is an opportunity to highlight what staff do because with an organization like nature conservancy, often times you don’t even know. I mean, i want to support the nature conservancy, but i don’t know i’m supporting them because i don’t even know how to do that work. I don’t even know what you would do, you know? And so i think, it’s a great way to highlight this is actually what our organization does. These were the kind of staff that we employed to do this important work, because, again, if you’re goingto follow-up later with another ask donation request. People now have that understanding of oh, my gosh, yeah, you do need more funds because this is the scale of the work. These are the kinds of people that you no need to be on the ground doing this, and i want to support that. We have to leave it. There kayman sample ward ceo of inten you’ll find her at amy, sample ward, dot or ge and also at amy rs ward on twitter. Thanks very much, amy. Yeah. Thanks for letting me talk about appreciation. I appreciate you so much. Tony. Oh, amy. Oh, my god. That’s incredible. Thank you. I’m grateful. I’m so grateful that you contribute month after month. Thank you. Uh, i’m a little teary next week. Next week is peter shankman. Thank you. Next week is peter shankman. He’s got a new book called zombie loyalists because he wants you to create an army of rabid fans through great customer service that you missed any part of today’s show it’s on tony martignetti dot com. Keep generosity. Siri’s in mind, please. General city serious dot com. Our creative producer is clear. Meyerhoff sam liebowitz does a line production. Social media. Julia campbell remote. Producer john federico. Music. Scott stein with me next week for non-profit radio. Big non-profit ideas for the other ninety five percent. Go out there and be great. What’s not to love about non-profit radio tony gets the best guests check this out from seth godin this’s the first revolution since tv nineteen fifty and henry ford nineteen twenty it’s the revolution of our lifetime here’s a smart, simple idea from craigslist founder craig newmark insights orn presentation or anything? People don’t really need the fancy stuff they need something which is simple and fast. When’s the best time to post on facebook facebook’s andrew noise nose at traffic is at an all time hyre on nine a m or eight pm so that’s when you should be posting your most meaningful posts here’s aria finger, ceo of do something dot or ge young people are not going to be involved in social change if it’s boring and they don’t see the impact of what they’re doing. So you got to make it fun and applicable to these young people look so otherwise a fifteen and sixteen year old they have better things to do if they have xbox, they have tv, they have their cell phones. Me dar is the founder of idealist. I took two or three years for foundation staff to sort of dane toe. Add an email address their card it was like it was phone. This email thing is fired-up that’s why should i give it away? Charles best founded donors choose dot or ge somehow they’ve gotten in touch kind of off line as it were and and no two exchanges of brownies and visits and physical gift. Mark echo is the founder and ceo of eco enterprises. You may be wearing his hoodies and shirts. Tony talked to him. Yeah, you know, i just i’m a big believer that’s not what you make in life. It sze you know, tell you make people feel this is public radio host majora carter. Innovation is in the power of understanding that you don’t just do it. You put money on a situation expected to hell, you put money in a situation and invested and expect it to grow and savvy advice for success from eric sabiston. What separates those who achieve from those who do not is in direct proportion to one’s ability to ask others for help. The smartest experts and leading thinkers air on tony martignetti non-profit radio big non-profit ideas for the other ninety five per se.