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Nonprofit Radio for April 26, 2019: Strategic Knowledge Management & Ethics In Your Prospect Research

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Dar Veverka & Janice Chan: Strategic Knowledge Management
Documents. Data. Projects. Governance. Training. They’re all components of knowledge management and our panel from 19NTC explains how to manage properly. Both returning, they’re Dar Veverka from Urban Teachers and Janice Chan at Shift and Scaffold.





Maria Semple

Maria Semple: Ethics In Your Prospect Research
There’s a lot of personal and private info available on your donors, volunteers and prospects.  Your researcher’s job is to find it. Where are the boundaries? How do you protect it? Maria Semple takes on these and other potential landmines. She’s our prospect research contributor and The Prospect Finder.





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Hello and welcome to Tony martignetti non-profit Radio Big non-profit ideas for the other ninety five percent on your aptly named host. Oh, I’m glad you’re with me. I’d come down with a case of stati O p Jia if you kicked me in the butt with the idea that you missed today’s show Strategic knowledge management documents, data projects, governance, training They’re all components of knowledge management and our panel from nineteen ntcdinosaur planes. How to manage properly both returning there. Dar Viv arika from Urban teachers and Janice Chan at Shift in Scaffold and Ethics in your Prospect Research There’s a lot of personal and private info available about all of us and your donors. Your researchers job is to find it. Where are the boundaries? How do you protect it? Maria Simple takes on these and other potential landmines. She’s our prospect research contributor and the Prospect Finder. I’m Tony Steak to be the one we’re sponsored by Pursuant Full service fund-raising Data driven and technology enabled Tony dahna slash pursuant by Wagner CPS guiding you beyond the numbers weinger cps dot com and by text to give mobile donations made easy text NPR to four four four nine nine nine Here is strategic knowledge management from the twenty nineteen non-profit Technology Conference. Welcome to Tony martignetti non-profit Radio coverage of nineteen ninety si. You know what that is? It’s the twenty nineteen non-profit Technology Conference. You know that we’re in Oregon, Portland, Oregon at the convention center. You know that all of our nineteen ninety si interviews are brought to you by our partners at Act Blue Free fund-raising Tools to help non-profits make an impact with me now are Darby Burka and Janice Chan. Dar is director of information technology and at urban teachers seated next to me and Janice Chan is consultant at Shift in Scaffold. Welcome back to the show. Both of you think you can be back. Thank you very much. Let’s so we’re talking about strategic knowledge management Your your workshop topic Strategic knowledge Management Don’t stop halfway. Janice. What? What? Halfway. What? What? What’s the problem here? Why do we need this session? Uh, my dar actually chose the name of the sessions and maybe you want to talk about that. Okay, Well, either won or you go for a lot of places. People think of knowledge management as solely just We put some documents and SharePoint. We organize the things on our file server and that’s it. They stop there. But that’s really just a foundational piece for knowledge management, and it’s really just a small part of it. So our session was going over the other things you need to consider instead of just we filed our documents. Okay, Janice, how would you know? Let’s make sure everybody has a common understanding of terms. What we need, what we mean when we say knowledge management. So this is, you know, when you’re in an organization, everybody needs some type of information. People have a lot of experience and expertise, but it’s it’s often trapped in people’s heads or we have the file somewhere, but nobody could find them. So I just end up asking darl the things. And so how do you make it so that the right and the people confined the right information at the right time when they need it on DH in the way that they needed? So they’re not spending an hour digging through unorganized sheer drive when we could have just organized and they’re like, Oh, I know howto Advil unt ears to our serum because it’s in the volunteermatch judgment folder and that, you know, like it’s in a place that makes sense. Teo Awesome to our organization. Okay, okay. I said, uh, the So the halfway point is the documents in a share point. And that’s where a lot of people are stopping but trouble? Yeah, a lot of folks just think that’s all you do, and it’s You need to go beyond that and get buy-in from the rest of your organization and think about the other ways that knowledge flow. A lot of knowledge flows through organizations, and it’s not just sitting in your SharePoint drive and you need to deal with How do you manage all that? A lot of places waste a lot of time. What are what are the other elements of knowledge? Management? Um, knowledge management comes into play with data governance. Were all data driven organizations these days. So you’ve got everything sitting in your databases. Why isn’t why are people dealing with processes around that? For knowledge management, you’ve got project management. You do you know these these built out tech projects that cost you thousands of dollars and nobody does the documentation or things about thinks about building things in. Like, for instance, whether the examples we gave it our session. If you’re redesigning a website you’ve already thought about who’s gonna be maintaining that. Whose job is that? After the fact? What do you need the vendor to do? What type of documentation. But people don’t build that into the project. They think about it, but he never actually get it into the formal project. So that’s all part of knowledge management. Okay, eyes, they’re more generous. And also things like training, right. Like when we have new staff, we think we need to train them. We need to onboard them, we think actively about that stuff. And then we don’t always think of it after That person is no longer the new employees. And so we don’t keep that going. And we lose a lot that way because things change right? We don’t necessary. Maybe updated as a star. Kind of referred, right? Like we know we made the how to guide. Great. We never have to update it. But that process of balls because we realized hey, this doesn’t work out as well as we thought. So now we’ve changed it, right? We’re applying that learning that can get loss of It’s not documented when that person who made that improvement walks out the door. You know they find your job or whatever or, you know, even just things like, you know, when people leave right, we don’t always capture that institutional knowledge. My people, when people leave and we’re just like all right, give us your email account password on like you know it. So making sure that that stays within the organization also that it just feeds back into the world, you know, sort of like when you manage a project and you kind of do be brief sometimes after a project. Hopefully you debrief. Does that go anywhere? Because if you have that meeting, then it’s only in the minds of people who were at that meeting. And that doesn’t That’s a lot of knowledge that maybe it’s useful to other people. Normalization will be used for moving forward, and it can easily get lost. We’Ll capture it. I presume you spent a lot of time in the session or have you had your session? OK, you’re dahna downside. Okay, Talking about resource is tools tools that we can use for for knowledge management going beyond documents. So let’s spend a good amount of time doing that. Janice, you want to start with, um, with a tool? Sure. So I think one of the things that way talked a little bit about there. Two types of knowledge is the explicit were just like here you do Step one. And here you do Step two, and usually the task knowledge is sort of like, you know, when you’re baking and you’re like what this done look like? Great. And it’s hard to figure that out sometimes. Like, you know, data governance. You’re like, How do I define those? Like, What does this mean? Why does this number look like not what I was expecting? And I think a lot of times we don’t always have the language. We don’t always have that shared language. Tio have that discussion. So when you map out a process right, if you do that diagram of like here’s, here’s what happens. Here’s which systems are connected to each other, and somebody’s like I never realized that right, Like that’s not the model that I have in my head of how these things fit together, and I had these other pieces that are not on the diagram that you just wrote. The act of like making those diagrams is is you know, Wei Tau have that conversation, get that knowledge out of people’s heads and get a documented right than other people can see. That s so There are a lot of tools for that. Like really simple. I’m sorry. Taxonomy. Taxonomy is another. Another helpful thing I think about autonomy is Oh, no Texas. Tow the grant like different things. Teo also think about it. Buy-in named Tulip zoho. I really like like paddle. It is really, like, cheap. Easy. It’s not made for that necessarily. But you can use it. Pagnoni. It’s really it’s men for teacher. A lot of teachers use it, I think. But it’s free. It’s You don’t have to, like, learn how to use it. There’s not like a steep learning curve, which is helpful for diagrams. You’re like, you know, you can just do pencil on paper, but you know, good, more advanced toward, You know you’re losing charts and all of that or more advanced. But they take longer to learn how to use, so that vanish now. So I’ve got a I’ve got a question. It may be embarrassingly basic, but we ask anyway. All right, So now if we have created this, uh, sort of this organizational chart or this this flow of this chart that in paddle it how do we How do we now preserve that so that people confined It is, It is. It is a simple is the shared drive on a network. I think it depends on what it is and what it’s for, right? Like if it’s hears we’re documenting our process for maybe managing volunteers. Or maybe this is how you make updates on your way you might share. You might save it wherever you might be in your share. Dr. It’s wherever you have your documentation, which honestly, should be wherever people go, because if people don’t go to it, then you have to do that whole, like trying to get people to go to. No place is just more on top of more like it’s just not gonna happen when they already are exactly exactly wherever they are. Just just make it work for there. Okay, okay. Time for a break. Pursuant. the art of first Impressions. How to combine strategy analytics and creative to capture new capture, captivate its, actually captivate new donors and keep them coming back. It’s their e book. It’s on donor acquisition and how to make a smashing first impression. You will find it on the listener landing page at tony dot m. A slash pursuing capital p for please, of course. Now let’s go back to strategic knowledge management. Another tool door you can share with you a couple things I can think about. We demonstrated some visual tools, just having simple visual guides to guide people on what systems do what we demonstrated several of those yesterday, and we also know what kind of systems are we talking about? A different knowledge systems. Maybe you’ve got databases. Maybe you’ve got documents, shares, maybe a process. Documents for the finance system live somewhere else. How our users supposed to know what system Teo use if they don’t even know what systems that you have so doing visual guides for where do I find this? Or where do I put that simple stuff that people can literally stick on? The fridge is in their offices, so people see that constantly as a reminder. We demonstrated some landing pages in Portales. A lot of people think of of that is just a way to get into the document management system. But you could do so much more with a portal you can have links to. Resource is links two different systems guides on where you should put stuff. Updates from the internal newsletter. To remind people of recent resource is way did a whole system of links. If folks check the collaborative notes for our session, we put about a page and a half of links for folks to different tools. And then he also made a Google drive of downloadable resource is for folks to express. Okay, well, we need to identify the first. Where’s the where’s the sheet of patient half of links that’s going to be in the collaborative notes for our session. With that, it’s it’s on this session. If you go to the session page on the NDC agenda, there will be a link to our social. Okay, so you start in ten dot org’s, then you go into the conference, extend into the agenda. Great. So on on Wednesday morning, we have is the strategic Knowledge management. If you click on that the session description, all of the links Aaron there Wave also tested it on both of our Twitter accounts. And then we can also post at the forums and handup Florence under the Where do we want? Put that one in the main discussion or debate? Remain discussion with the mid discussion for him with us. The links because we did a lot of resource, is this is a lot for folks to absorb. Let’s take time. What is your what? Your Twitter ID? Oh, sure example. At Darva arika d a r E v e r k Darby murcott Janice What’s yours? It’s a curiosity bilich at curiosity. Bone or bones? Singular singular curiosity. Bone going challenge metoo way. Curiosity is much easier to spell them. Geever. That’s curiosity Bone. OK, OK, good. All right, So now where else is it? Besides the Twitter Twitter accounts, you said it’s in a forum. Thie tenn dot org’s community forums will go ahead, and we’ll post that on the discussion. And then I think the decision makers would be a good one for that as well. And folks confined that okay, community forums within within ten dahna. Or there’s an decision makers as well as a discussed one, and we’LL go ahead and put that link up for folks because we did a lot of research, and a lot of resource is because we know it’s it’s hard to keep track. We’re gonna have to talk about some of these because we’re doing this for about ten minutes and I have a half hour segment to fill. So it’s okay. You don’t hook with Don’t look with go to the community forum, weigh a lot more. Okay. Okay, Janice, go ahead. Your turn, please. S o. I think that Okay, way talked about sort of the diagram diagrams. They’re, like, my favorite way. Talked about training, right? So I think also in terms of thinking, we talked a little bit about, like, the explicit versus task knowledge. And so sometimes it’s sort of like you’re like, where do I start? Right, So, like, I think that, like, just starting with getting things out of people’s heads, and you’ii think you come up together with some strategies like the, you know, shadowing people and sort of like doing the retrospective after an offense or things like that about shadowing something in real life. What’s that about shuttering people? So, you know, sometimes I don’t know if you’ve ever had that experience. It’s like, maybe haven’t somebody knew who’s coming on board and they ask all these questions. You’re like, I never would have thought to explain them if you had an *** that question. So sometimes, you know, in terms of getting that knowledge out of someone’s head, we don’t always realize that we have it because we’re like, Oh, yeah, like I just do it. And I’ve been doing this for a long time, and I don’t realize that that, you know, personal system that I’ve come up with for how to get this done really efficiently, that that’s actually knowledge that is useful and that I can share with someone else, like I could teach somebody else I do. This, it is, may be hard to think about how to do that, and sometimes the best, like the easiest way is to have someone who doesn’t have that experience watch you do, you know, like maybe how do I, you know, host a good podcast? How do I do an interview, right? And so you watch somebody else do it, and then you come up with these. You either like notice. Oh, they’re doing it. This and this order, they’re doing it in this way. Or it’s an opportunity to ask that question of, you know, like, why did you choose to do it that way? Right? And I wouldn’t have thought to explain the decision for me, Like, you know, I’ve done this a million times advantage, just, you know, So I think that’s a good, easy way to pull it out. Anybody could do it. Another simple related to that. Is it sort of just telling someone like, Oh, yeah, you just go enter this over there. You could use simple tools that we all have on our laptops I movie or another, you know, quickie tool, off of Windows, laptop and just scream cast really quick what you’re actually doing and capture that in a thirty second video. You know, you could post that internally. A lot of us use chat programs at work, you know, slack or G chat or whatever. You could post that straight in there on a team channel and say by the way. This is how you do the thing. And then if people have questions about, why are you doing it? That way you can have more of a live back and forth and just a static. You know, just go do that thing. But I think even to write, like not just the not just sharing it in that moment when somebody has that question, but making sure that it’s it’s stored somewhere that people confined it later because they’re like you had that question. Probably five other people will have that question. So let me just save save the time now and just put in a place where you could find all of the screen cast on DH. Yeah, they’re a lot of simple, like snag. It is. Another one is just really. It’s really simple to use on. It’s not that expensive, so a screen Flo would be another one that’s a little bit more pricey. It’s maybe ninety nine, but it’s it’s another good moflow captures maggot. What you’re doing live on your computer to demonstrate that for folks, Maybe you’ve got your Tio. You know, a lot of folks are purely remote offices, so you might not have that ability to sit one on one, but you you could capture what you’re doing for a training video like Janice mentioned. If one person has that question, you know, ten other people have got that questions of capturing that knowledge of them, making sure you get that knowledge out as well, Not just capturing at once, but making sure people know where that resource is good. And sometimes that’s faster, right? Like trying to get somebody to like, can you? Right, the out, all the stops and documentation. They just look at you with that leg. Look like I don’t want to need you to spend time like if you were to ask him to show you that I’m like, Oh, yeah, like you did so did it up right? And and so that’s almost a wayto document more quickly. So especially people who don’t like to write things out or like they’re really stress out about it, but are willing to answer that question in that moment. If you can capture that then and make it easy for them, I think sometimes that it’s pompel for that, Uh, I don’t have anything else to say except what other? Whatever tools we got when I was trying, I was trying to think of some different types of data needs, but I can’t I can’t think of any that that I was going to ask you about specifically. So you may as well just keep going. We can talk about women defremery. Sure, a couple of the other items we talked about that are sort of the basis for when we talk about knowledge management. People look at that and they go, How did I do that? What are some practical ways to do that? So we talked about having a knowledge management framework, and frameworks can be really intimidating for folks. They see that they look online and they say all these diagrams and they go. I don’t know what that is, but it’s really just a lens for thinking about the structure. Framework is just a structure. It’s a scaffold. Eso It’s how you build your knowledge management and a focus of what’s important for your organization. Is it that is Janice mentioned? Capturing tacit knowledge is a huge problem. Your organization nobody writes anything down. They leave and then you don’t know what they did so maybe you want to build your knowledge management process, focusing on capturing tacit knowledge. Maybe it is that you guys love doing documentation, but nobody ever updates the documentation. So maybe you need to build your framework on a continuous capturing of that knowledge and continues updating instead. So we talked about different ways to to think about how knowledge works at your organization and how you should build your structures around that. And then another simple tool that we talked about is a taxonomy, which most people already have at their organizations. But they don’t think about it, and it’s not really written down. And that’s the way you refer to commonalities. So maybe your know it. Urban teachers. We’ve got three remote offices, and we use acronyms in particular terms to refer to them. We’ve got terms for referring to our program and for different stages of our participants. That’s a taxonomy. That’s something we can use across all of our systems as a common language, and it usually starts in the in the document management system, and that’s often where people see it. They build that out across multiple systems that can be used in your CR M. It could be used in your HR system. It could be used in your documentation on when you start having a common taxonomy or lexicon like that, it makes it easier to capture knowledge management cause People start using the same things to refer to processes, and it helps bring teams together and really provides a cohesion around your knowledge in your organization. Just a common understanding. Yeah, and people are often they already have one. They just don’t think about it, his attacks on me, but in general, they’ve already got one. The other thing, too, is that you can capture all of this documentation, right? But if nobody knows what it’s called like if you call it volunteermatch judgment and I call it, I don’t know constitutent management or whatever, right, I that’s no good, because then I’m not finding I’m not looking under there because I don’t think that that’s relevant to what I’m looking for. So I think that that common language is also what makes it you know, that your consistent about it you can other people confined it. They know, like OK, when someone says like this is you know, our hears their marketing materials, right? I know that that our logo is considered our marketing materials, right? And some other places it might be under something else entirely. Might be, like under and join our brand your brands, right? So it doesn’t matter what that is, as long as there’s that shared understanding the organization. This is what it means so that I can go into the document German system or, you know, if I ask, ask somebody. Hey, I’m looking for acts, right? Like we have a shared. Understand what that means and what they look for it. How do you create the shared understanding and taxonomy if one doesn’t exist? You were saying, You know, it probably exists and you don’t know it, but suppose it doesn’t suppose you know, just lots of examples of people referring to the same thing by different names. That’s where you need treyz glossary. What do you do it? It’s where you need to do a little bit of legwork. Someone on your team. It’s usually on the team, but not necessarily needs to do some knowledge. Management work needs to work with those teams, and, you know, maybe you’ve got eight sites but they and they’re all talking about his Janice mentioned things under different labels, but they’re all really doing operations, functions or volunteermatch judgment. So you work with those individual departments are sites and you find out what their commonalities are because a lot of knowledge management is about finding commonalities between things a lot of groundwork. Yeah, And you do you have to, As Janice said very aptly yesterday, you’ve gotta invest some time to save some time. You know, you can’t get saved time for free. You need to invest some some leg work up front. So if you work with those different departments to figure out what their commonalities r and you work with them to build a lexicon, you’re going to find that people aren’t is really determined to refer to something as a particular thing as they once thought. When you start showing them the commonalities on DH when I’ve done taxonomy, is that organizations? In all three cases, I’ve had to do it. People end up agreeing on the taxonomy because they you know when when you get him talking, they’re really just talking about the same things. And they’re really not that invested in referring to it as a particular thing. They’re okay with going with operations instead of, you know, office, office management or something like that. You know, they released a little bit, and they realize special and you promoted as like, you know, we’re trying to make it easier to work together. They tend to release a little bit and go. Yeah, okay. We’re cool with operations, OK? I’m surprised to hear that, actually, people would stick to their This is operations. Well, that’s what culture. So that way, that way. So So, Yeah, we talked a bit about organization because I think any time you talk about language, any time you talk about the way that we do things here, right, that is organizational culture. And you know you don’t have unorganised age culture that supports knowledge management that supports learning, right? Sharing of information. You know, sometimes people will get very Don’t touch my stuff. Stay in your lane. You know, this is my job. That’s your job. Whereas I think if you are learning organization, if you want to build that college culture of you know, we share our knowledge here and we all learn from each other. You know that obviously you don’t want those silos. That doesn’t work out very well. That’s kind of the essence of what you’re trying to do. But I think like the one of things that we talked about in terms of road blocks, where you’re trying to roll some stuff out and maybe people are like insecure, they viewed their knowledge is job security. And it’s not that Maybe that doesn’t come from a place where they used to work somewhere where you know that was an issue and that that certainly can be at an issue and in some organizations, But a lot of times it’s just that really, that individual like, you know, I want to make sure that I keep my job or I want to be seen as valuable. And you can use that to write because so it can be not were trying to steal your knowledge and take take your job away from here, take things away from you, but also you know, Hey, your knowledge is valuable and sometimes people don’t see that and helping them see that you’re acknowledges really valuable to the organization and look how much stronger the team could be if we all had could use that knowledge, and we could help you even more. And, you know, whatever you’re you’re role is all right. Gentle persuasion, all but all for the good of the mission. Absolutely. Way all could do a better job if we could come together with this agreement around this common language. Yeah. Yeah. And also acknowledging that you might be in an organization where you know there is a toxic or culture, and they’re no amount of knowledge. Management is going to fix that. So they’re just, you know, knowledge management cannot fix broken business process buzzes and broken culture. So there is an acknowledgement of that. You you’ve got larger problems if that’s going on in your organization, and we can fix that for you. We’ve had discussions about on the show previous ntcdinosaur about blaming technology when leadership or processes or culture are the problem, right? And I’m looking for a technology solution to a bad CEO, right? No amount of pretty software is going to fix something like that. No amount of nice, you know? Well streamlined document man, aren’t you? Knowledge management is going to fix that. Wait a couple more minutes together. Uh, what else did you talk about? That maybe some questions about some of the Okay, Well, a lot of the questions were related about related to culture and trying to get people on board with things when people were resistant. Because it’s hard to make it hard to make culture change. Absolutely, absolutely. And I think it’s sort of like it needs become a part of the way you do that here. And so it needs to also be part of, you know, one way. Besides, getting people’s buy-in is also making a part of job expectations, making it part of your performance performance evaluation on DH. You know, just making it like every time we haven’t have a project meeting, right reflection is part of that. Every time we have a staff meeting, there’s there’s some aspect of knowledge mansion or we talk about. You know, every quarter we talk about what do we need to update? Maybe in document management? Maybe. What do we need? So like, nobody uses this folder. Nobody looks like this like it’s maybe we need to just archive it. We don’t need it anymore or things like that and building that in and acknowledging that you can’t do this solo, you need your stakeholders and identifying who those are early on and that you’re going to need some executive stake holders. Get them in. Earlier on, we talked about different techniques with you know, that straight project management type stuff. But in terms of knowledge management, get him onboard early. You know you’re going to need them to help you push this through on DH. Really? Make sure you take care of your stakeholders and you deal with the people that are not liking your process. Figure out why they don’t like your process and try and work with that. You know it might not make them your favorite stakeholder, but if you understand where they’re coming from, like Janis was just talking about, like understanding why they’re a road block that could be really key to getting past them and really making them invested in your project and turning them around to liking your project. Having good office relationships helps also yeah, long before we’re talking about knowledge management. Just if you’re decent and it isn’t to your peers and colleagues and, uh, you get to know them outside the office, you know? And you’ve got his foundation of a relationship than when you’re calling on them for some. Some compromise. I think you’re more apt to get it. Yeah. They didn’t trust that. This is going to be good for the organization. This is We’re working towards the same goal if you don’t have that trust, and you need to start there like you need to start establishing Janet. You also mentioned the archive folder. I do plan e-giving consulting on. So I’m brought in sometimes to revive a program that’s stalled. And maybe there was a plan e-giving consultant or director. You know, four years ago. And then they eliminated the position, and it just kind of faded away, So I’m so I’m invited. Tio, update the files. Update the files. I can’t tell you that the first full day I makes archive, I’m opening this. I don’t know what everything is from two thousand six. We’LL move archive. You know, it has no relevance reducing that I think producing that clutter are not overwhelming to people. What are things you that actually relevant to to our organisation and our operations now, like maybe we need to keep that. You know, we don’t care. We’re not sure if we need to keep out, and we’re keeping it just in case that sort of get it, clear it out of the way, right? Because, like, it’s not the stuff you’re using all the time. The stuff that you are using frequently That should be, you know, really central and real quick. Good technique. With that, people get really nervous when they say you’re going to delete those archives and they hide a copy of them. So you just do a process where you keep them. But you put them in a place where it’s not clogging up their search terms and assure them they really, really need that. You can still get that back for you, and that really helps them move it out of what? What’s searchable their day today life. But if they know that it’s still there somewhere, they often are much better with being able to archive because they’re not worried about you pushing the w good. Okay, Janice, I’m gonna give you a chance to wrap up. Oh, like she’s pulling together. So I think some of the biggest things we talked about were really like, Get things out of people’s heads, Get the knowledge out of people’s heads, make it organized so that people can find it in a way that it’s It’s not overwhelming to people what makes sense to them, right? And also not, you know, being aware of people’s what people are scared of or what people. But those hang ups or obstacles might be to make sure that we can address them and get them on board. And it sounds like a lot of rigging it is, but the passing that time out front will really help you save time down the road. All right, that was Janice Chan. She’s consultant Shift and scaffold on DH. Also Darby arika, director of information technology at Urban Teachers. You are with non-profit radios coverage of twenty nineteen, the non-profit Technology Conference. All of our nineteen ntcdinosaur views are brought to you by our partners at Act Blue Free fund-raising tools to help non-profits make an impact. Thanks so much for being with us. I need to take a break. Wagner, CPS. They’re free. Webinar came and went earlier this month. Tips and tricks for your nine ninety you missed it. You suck. No, but you can get it back. You watch the archive? Yes. Lamenting wayward listener that’s you gets the archive. You learn how to use your nine ninety as a marketing tool. You goto Wagner cps dot com Click seminars go to the month of April. I know it’s a little convoluted, but they don’t have a landing page there. Wagner cps dot com Click seminars Go to April and you’LL find tips and tricks for your nine ninety. Now time for Tony’s take to be the one that is my video this week. Inspired by in an Air Force reunion that I put together. It’s not really fair for me to say I hosted it because it was on the Air Force base, where we all worked Whiteman Air Force Base in Missouri in the mid to late eighties, and about thirty five of us came together and then you add spouses was like fifty people, a total, but we all had this shared experience of doing an unusual job. We were launch officers for Minuteman nuclear missiles at Whiteman Air Force Base in Missouri in the Reagan years, and so we came together and It was just wonderful seeing everybody reconnecting you. No way have had we’ve had to reunion since then, So some of us have gotten together at other times. But some of us we have some haven’t been seen since, like nineteen eighty eight eighty nine. But there’s a re connection immediate, and that was the inspiration from my video. Be the one and what? What I mean by that? You’re just gonna have to watch. The video is at tony martignetti dot com, and that is Tony. Take do now. It’s Miller time. No, it’s not Miller. It’s Maria time. Real simple. Maybe Maria drinks Miller. I don’t know. Probably not. She has better taste. She has better taste in that. She’s much, much more refined. She’s, Ah, she’s the prospect. Find her. She’s our our trainer all. She’s a Strainer and speaker on Prospect Research. He’s our research contributor. Her latest book is Magnify Your Business Tips, tools and Strategies for Growing Your Business or Your non-profit. She’s our Doi End of Dirt, cheap and free. She’s at the prospect finder dot com and at Maria Simple Maria. Simple. Welcome back after many, many months. Yes, thank you for having me back. It’s great to be here. Absolutely. You’ve been absent since Hurricane Florence, which you and I all know know verywell. Now we track hurricanes because we live in North Carolina very close to each other on that was last September, like September twelfth or so. Yes. You’re supposed to have been on. And you had to. You had to cancel because the hurricane was imminent. Yes, I was evacuating your evacuating, right. We had an evacuation order in my town, too. On. That’s last September. Now, are you Are you done with? You had some damage. You had more damaged than I did. Are you done re rebuilding? No, they haven’t even started. Yeah, that’s the problem that people don’t get. It’s hard is held to get contractors. And this is back from September. We’re talking about September. Well, yeah, well, we’ve got this contractors on site, but there have been a lot of insurance related issues, so that’s a whole other thing. Yeah, well, there’s that too, but but just the idea of getting contractors, people don’t realize that. Of course, I never did When I lived here in the city that it’s it’s It’s not uncommon for it to be years later. I mean, I guess we experienced it somewhat with Katrina. You saw, you know, the one year anniversary, the two year anniversary. But everybody, you know, Katrina struck me as a riel aberration. Although now as the climate changes, it’s it’s less so. But at the time, it seemed like, you know, it couldn’t be that devastating. But But even just Hurricane Florence from last September in the Carolinas, it is devastating. And people are still rebuilding and have not like like you. Yeah. Yeah. Still still waiting on a lot of a lot of work to get done. But you know what? I’m grateful and blessed to still have a roof over my head and we can live in our space so that that’s all good. Yeah, yesterday. I mean, when I say rebuilding, you weren’t destroyed. But you had you had damage damage in your in your apartment. What do you It’s a townhouse. Where do you have their townhouse? Condo. Thank you. Answer. Okay. That word eluded me. That’s a That’s an advance word from a condo. Right on your in your condo. Alright. So welcome back. It’s been many many months. I’m glad you’re back. Thank God you’re back. Um, so we’re talking about ethics? Um, what’s I mean? There is a lot of there’s a ton of private information and personal info, and you know, they have to be boundaries around what we collect and how we save what we do collect. That’s that’s issues here. Yes. So, you know, that’s definitely a lot of the issues here. You know, it’s it’s interesting because sometimes people will call me and they will say, You know, Maria, I need you to work up profiles, whatever these five or ten people we need, Thio know everything they’re interested in. You need to know their network on DH a sentence. They actually, as soon as they say that word network. I know that there’s a certain level of educating that I’m going to have to do even if I begin to start to work with this particular client. And and the reason for that is because what we as prospect researchers have access to, So whether you’re working for a small to midsize non-profit or you’re a college or university or ah ha, that all you have on ly to information that’s in the public domain. We do not have access to private information such as credit reports, right? So it’s important to make that distinction. Because when we’re looking at publicly available sources, we can never come up with a net worth. I don’t tell someone. Yeah, we’re going to get into detail on the Net worth conversation. I know you. Yeah, You specifically have wrote something on it. We’Ll get to that. Um but so let’s let’s let’s pursue what you just said about public versus private sources. I mean, I would think that when your clients hire you to do prospect research or when we task our prospect researchers if their in house, uh, we want all sources, whatever you can get it. Where did you get your hands on? No, right, that’s not so right. That’s that’s an uninformed doesn’t mean she can’t get your hands on. It might not be something that your organization would consider ethical. So an example of this might be, um, divorce records, right? So sometimes those be publicly access. However, think about this. If if you have to stop and think to yourself, how would how would this donor for a perspective donor-centric er ds. And if the answer to that is G, they might sever the relationship with our organization altogether. Then it’s simply not worth looking at those divorce records or even hey, even, maybe not. Maybe not be so extreme, but they would be upset that we were evaluating that. But But But But it has value. Okay, so let’s have a conversation. So I’m gonna push back. It has value to the organization. Um, if I’m trying to find out how much a person’s settlement is in a in a divorce, you know that that goes to what I think their capability is for giving to my organization. How much they gained or lost in a divorce is goingto figure into that calculus, all right, but just let’s say they’ve gained a million dollars from that divorce settlement. Are you entitled necessarily to that million dollars? It’s just like anybody making their money in any other way. Just because they have it doesn’t mean that they would want to gift any part of that settlement here working well, you, But you could say that about you could say that about anything. You could say that about their salary. Just because they make one hundred fifty thousand dollars a year doesn’t mean I’m entitled to any of it or one and a half million dollars a year. You could say that about anything, right? But that’s why I think you really want to rely more heavily on good old development, work and cultivation and developing a relationship and under standing what those people have an interest in funding on DH whether it’ll the lines properly rather than knowing the final settlement amount of what their divorces. Okay, But it’s still I mean, I I agree that it’s unseemly, but I’m I’m challenging it anyway because, uh, you’re stuck with me as the host. I mean, that’s the best. You’re the best reason I’ve come up with. So you’re stuck with it. You can either hang up or continue. It’s your choice on I’LL be fine without you. So don’t worry. You know, if you want to end up going so I mean, I’ll entertain myself. If nobody else, I just amuse myself. Um, no. Okay, so now but it’s still it goes to their potential. I mean, you’re you look at other sources of potential, right? Like like you public public public stock holdings, right? If the person happens to be an insider, you and I have talked about this, so this is not jargon jail material. You know, I’ve talked about this. If they’re an Insider Inc. Then their public, their their their stock holdings are public. That goes to their capacity to give. So why write? You have to find another reason why divorce settlement either gain or loss is not is not valuable info because because so far so far it’s analogous to a matter of public of insider stock. So when those when those insider stockholders file with the federal with the SEC right, the Securities and Exchange Commission, they know that this becomes part of a public filing that is completely searchable online, etcetera, etcetera. Operation will have it on their website. No eso again. It’s just what is the perception that they’re goingto have of you looking at the different types of records. So I think that again, and it’s just if your organization ends up having a policy that it’s perfectly fine to do that, then that’s fine. But I think that you do need to make a decision about you know if if are there certain types of records that you will consider off limits for your organization and just put a policy in place, whatever. Whatever way you decide to go, in the matter of, say, divorce records, for example, what’s another word not going against your policy? Do you think of another category of data? That’s Ah, a gray area. Um, you’re a professional, and you’re professional researcher. Yeah, well, you’ve been asked three years for other stuff that you felt uncomfortable with. Well, they’re what they’re I can remember one time in particular when I was researching an individual. Ah, that I decided not to put something in writing because I knew that the perspective donor-centric lorcan ization And this is this is across the board. You need to be aware of this, uh, altum non-profits do that. They could walk into your organization and say, Show me what you’ve amassed on the show Me any. Tell me my donor records. Show me my files. Right. Uh, so you need to be able to turn that over and know that they’ve been written in a very subjective and objective way. I’m sorry and not put anything subjective into it. No subjective statement. So, for example, there was something that I passed along to a development officer verbally, as opposed to putting it in writing, because I felt that it was going to potentially jeopardize our relationship that they were developing with that individual. However, it was very important that the development office, they’re new, that this person had insider trading and had done some paid a lot of fines for it in their background because they were considering this person as treasurer for the organisation Esso. I felt that it was my duty to toe let this officer know that this was in this person’s background because they just didn’t know that, right? Very Jermaine. Yeah, I think you might have used that as an example some other time for something else we talked about. That sounds familiar. Yeah, okay, but it’s a good one. It’s a poignant story. Okay, okay. All right, so So I. So I guess you’re saying divorce records. That’s the main. That’s the main thing that you find unseemly. And I do kind of like your standard do of what would if someone came in and read everything that we have on them. What would they say? How would they feel on that? That’s going to go to not only what you include, but how you describe it to how you describe your conversations with them. You know, you and I both agree that the best some of the best research, not all some of the best research comes from face to face meetings. How do you describe those meetings in your CR M after you’re back from the lunch or the dinner on DH? So thinking how the person would evaluate that feel about it could shade how you describe it? Okay, I gotto now. I just did a lot of talking. I gotta take a break. Hold on, Maria Simple. Stand by our last Break last break text to give you diversify your revenue by adding mobile e-giving. It is a misconception that this is only for disasters. That’s not true. You can build relationships by text. You do what you do it all the time with your family and friends. You can build relationships with donors as well. It’s very possible to do through texting. You learnt how, with the five part email, many course, um, to get into the many course you text NPR two four, four, four, nine, nine, nine. Now we gotta do the live listener, love. Ah, and it’s Ah, live listeners are in starting abroad. Seoul, Seoul, South Korea Gotta send annual haserot comes a ham Nida, of course, to Seoul Moscow, Russia Welcome Moscow on DH Hanoi Hanoi, Vietnam Sometimes Vietnam is with us, but we can’t see the city. But today we can we know. We know it’s Hanoi. Welcome, live! Listen, love to Vietnam and also Istanbul, Turkey. Very happy to have you with us Live love to you and Burundi. I’m sorry. We cannot see your city Brandy, but we know you are with us. So live love. I think that’s a first for burned e cool. And here in the U. S. Only couple Tampa, Florida Live love to you New York, New York Multiple love to see that. And on the heels of the live listen, love comes the podcast Pleasantry are pleasant trees. It’s multiple. There’s more than one listener podcast. In fact, they’re over thirteen thousand, so I can’t just send one pleasantry. The pleasantries to you so glad that you are with us. However, non-profit radio fits into your schedule. Pleasantries to you. Thank you for being with us on the podcast. Now, we’ve got lots more time for ethics in your prospect research. Um, anything you want to say, Marie Sample. I gave a big diatribe, and then I cut you off with a with a with a break. Anything you want to add or comment on About what I just said. Now, Now, I think I think we covered that in general. But I did want to spend a little bit of time talking about, you know, potential code of ethics that the organization might want to follow on where they could find some guidelines. Yes, you get your dirt free and dirt free. Resource is cheapen defremery everything. Okay, So there’s this awesome organization that you’ve heard me mention it before. That professional researchers prospect researchers either belong to it were at minimum, will adhere to their code of ethics and its apra a p r a. Dahna work. So that stands for the Association of Professional Researchers for Advancement. And the thing about APRA is that they’ve got this page of their website that is actually dedicated to their statement of ethics. So it would be great if your listeners at least went to the after a website. Took a look at the ethics statement Whether or not you remember and really take a look at you know what is involved? What are the areas that you need to be aware of as you’re putting together your your code of ethics for your organization. And they’ve even got a wonderful ethics tool kit. A za pdf document that’s chock full of great resource is so I really would encourage your listeners to go check out our our listeners. Maria. Simple, please. You made that mistake. You made that part in that pronounced twice. I share the listselect hours. No ownership here. Yes. So I I went through. I was disappointed with the statement of ethics. I I found it kind of vague. However, the tool kit had the good examples. Like I was looking for examples. All right, um, of you know, they talk about, for instance, in the statement of ah, statement of ethics, they talk about bilich shall only record data that is appropriate to the fund-raising process. So I was thinking for I was looking for examples of what’s inappropriate, but it gets flushed out when you go to the when you go to the tool kit now, right? So let’s, uh let’s talk a little about Oso in the ethics statement, it suggests a couple things like you should not be. You should not be friending prospects that you’re doing research on with your personal accounts for one is that that’s right. Is that your statement? Yes, yes, that’s correct. And and also, you should be transparent when you are doing any type of research on behalf of your organization, right? So if you’re, uh if you’re if you’re calling somewhere to find out, you know, whatever. Somebody stop holdings are something like that, you know, in public stockholding records and and they ask you, you know who’s calling you. You have to be transparent as to who you are on DH, you know, and what organizations of your work you know as well. So you want to just make sure that your you do have maintained the standard. Okay, so So when you’re calling, you’re not just saying, uh, my name is Maria Simple, but you’re giving the name of the organization that you’re calling on behalf of two. Is that what you mean? Right? And quite frankly, it is rare that you’re going to be asked for, you know? So when they’re publicly source to information, they’re typically not going to be asking, you know who’s calling? I mean, I’ve never called. For example, if I can’t find information on tax assessment records, right or tax property tax records and I call it an assessor’s office, they’ve never really asked Who is this? Why are you asking? Because they know it’s publicly available information. They just give you the information that you’re looking for, you know, on that property record so you can call and ask about any property you know, anywhere in the United States, and you’d be able to get that information without being asked. But if in the in the event that you ever are rushed to be transparent, so the same goes on social media, right, um, you can That’s why you don’t want to make a fake profile. But I know I saw that. Yeah, people do that. You don’t want to make a fake Lincoln profile with the, you know, with the intention of trying to take all these people into becoming your first degree connections just so that you can reap all this wonderful information off their profile, right? Because now they might be okay. Here’s an interesting one. Suppose they’re talking about their divorce on, um, Now, don’t make it Facebook, because the likelihood of friending prospect on Facebook is pretty slim, I think. But let’s see. Well, wait. Now let’s see if they’re If they’re a fan of your organization Page, does their personal feed become visible to you? No. No, it doesn’t. No, no, it doesn’t work that way. Okay, but if they made any comments, you know, on DH, I got in. Any person would make a comment about their divorce, and I’m trying to I’m trying to make it more like trying to make it more likely. Okay. Suppose this supposes Twitter, Um, suppose you’re the organization is following them on Twitter. Um, and, uh, and there another bitter. Or maybe they’re ecstatic. Maybe they did great. You know, maybe the guy reaped a big reward. Um, it feels like he you know, he’s got over. So the guy or the woman is now bragging on Twitter and you’re following them. That’s that’s public now. Right now, it’s now it’s public. Now it’s public. So in my opinion, I think my fellow researchers would probably agree with this. It would be perfectly fine Teo to take a screenshot or quote what was said and then give attribution to the day, uh, that you saw this particular quote on Twitter. Ah, and but again write it in a very objective way. So you know you don’t write. You don’t introduce it by saying, you know, looks like metoo windfall in their divorce, as evidenced by the tweets. And, you know, just you know this so and so commented on their divorce by saying, you know, the couple was divorced, It would appear the divorce is final and the prospect had the following tweet regarding their divorce. Not now. Very objectively written. Okay, I agree. I see. Um, so going into the going into the er going to the tool kit? Um, they said something about list sharing that I was surprised by, um, list sharing. Never share lists with volunteers, key stakeholders, um, etcetera, etcetera. But But they were saying they said volunteers and key stakeholders. But we’ve talked about Andi. I’ve had other guests to talk about sharing lists with board members. But but this opportunity, it says you shouldn’t be sharing this with volunteers and key stakeholders. What do you make of that? Yes, so again have a very clear policy in place. So if your organization’s policy would be that the only stakeholders who would have access to discussion of proactively created list would be boardmember and state that on DH, then maybe put together ah, confidentiality confidentiality policy for your volunteers board members on employees. Also, by the way, on DH, we could talk a little bit later about a particular organization that has an excellent example of those types confidentiality agreements. But if you are going to start doing that type of list creation, discussion of lists or even quite frankly, discussion of any prepared profiles that you have on individuals, it’s going to be a good idea. Tto have thes confidentiality policies in place. Okay, okay, shut out the organization now go ahead. The one that has good, good examples. What right? And so there’s one called the National Council of non-profits. Ah, and the the way I actually got to their their confidentiality agreement was actually through through the two tool kit and through operas website. So that would be a really good place for you to start. And then, you know, get your way over to those agreements that they get very good samples that you could literally just, you know, very easily modify, um, plug in the name of your organization, you know, run it by your attorneys to make sure that being the language would be appropriate for your organization and then actually have these folks sign it. So, Fury, let’s say you’re only going to have the Development committee is going to be the only folks that have access to any, uh, any of these profiles or these lists that you create and make sure that everybody on that development committee, whether they be a boardmember or outside the board, you might have you might have some outside boardmember is also involved in development efforts. Have them sign the agreement as well. And then these documents have to be treated properly after they’re after there. You set the board meeting, right? Absolutely. Absolutely. If you decide to print anything out, be extremely careful about what happens with those documents. Try not to let any of them walk out of the room, make sure you’ve got a shredder in house. The last thing you want is for something to go into the trash and, you know, or recycling or whatever and then get, you know, literally the wind blow it around the neighborhood. So did you want to be careful? And even though it’s all publicly sourced information, still, it is something that, uh, that they were accepted the donor or perspective donor. You know, out there in aggregate, it could be a lot more valuable than individual discrete pieces of data that people have to go and find on, especially when it’s a list of fifty potential major donors, etcetera or even foundations. All right, I want to give you a shout out. You are. You are named in the Capital kit because you wrote an article about being more than networth for from non-profit times and we so So you already already explained why you need need no liabilities, not just assets if you if you’re going to do real net worth. But they shot you out in the tool kit. So I wanted to mention that. Okay, wait. Just have thiss flies, but it always does with you. So we just have, like, thirty seconds left. Um, wrap us up. Okay. So to wrap this up, then you’ve got all this wonderful information. Make sure that it is stored in a secure way. Locked file, password protected files if you you share it through e mail. Make sure through password protected, encrypted ways that you’re communicating this thes profiles and so forth on. So make sure that the data is all security in some way. Ah, if your whatever you’re using Teo as your cr m Teo donorsearch software, make sure it’s password protected. And I know exactly who has access to those passwords, then change them often. Thank you very much. Maria. Simple. She is the Prospect Finder trainer and speaker on Prospect Research are doi and of their cheapened free you’ll find her at the prospect finder dot com And at Marie, a simple thank you again. Maria, Thank you for having me. Good to see you again. Thanks. My pleasure. Next week, more from the non-profit technology conference. If you missed any part of today’s show, I beseech you find it on tony. Martignetti dot com were sponsored by pursuing online tools for small and midsize non-profits, data driven and technology enabled Tony dahna slash pursuing by witness Deepa is guiding you beyond the numbers when you’re cps dot com and by text to give mobile donations. Made Easy text. NPR to four four four nine nine nine A Creative producers. Claire Meyerhoff Sam Liebowitz is the line producer show. Social Media is by Susan Chavez. Mark Silverman is our Web guy, and this music is by Scott Stein be with me next week for non-profit radio. Big non-profit Ideas for the other ninety five percent Go out and be great. You’re listening to the talking alternate network e-giving Good. You’re listening to the Talking Alternative Network. Are you stuck in a rut? Negative thoughts, feelings and conversations got you down. Hi, I’m nor in Sumpter potentially ater. Tune in every Tuesday at nine to ten p. M. 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Listen live at our new time on Thursdays at twelve noon Eastern time. That’s the conscious consultant. Our Awakening Humanity. Thursday’s twelve noon on talk radio dot You’re listening to the Talking Alternative network oppcoll

Nonprofit Radio for August 31, 2018: Stay Out of Email Jail & Real Estate In Prospect Research

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Maria Semple: Real Estate In Prospect Research

Maria Semple

Maria Semple is our prospect research contributor and The Prospect Finder. She returns with resources, tips and strategies for reactive and proactive real estate research.

 

 

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Buy-in 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 glad you’re with me. I’d suffer the effects of cola sister gas draws to me if you gold me with the idea that you missed today’s show, stay out of e mail jail and avoid deliver ability traps, segment reengage analyze what the heck is a pristine our non-profit technology conference panel breaks it all down. They are amy braverman from cdr fund-raising group and dan class skins with dv disabled american veterans real estate in prospect research. Maria simple is our prospect research contributor, and the prospect finder she returns with resource is tips and strategies for reactive and proactive real estate research. I’m tony steak, too, the late summer finger wag responsive by pursuing full service fund-raising data driven and technology enabled tony dahna slash pursuing capital p wagner, cps guiding you beyond the numbers regular cps dot com by tell us turning credit card processing into your passive revenue stream, tony dahna em a slash tony tell us and by text to give mobile donations made easy text npr to four, four, four. Nine nine nine here is stay out of e mail jail from welcome to tony martignetti non-profit radio coverage of eighteen ntc non-profit technology conference coming to you from the convention center in new orleans. Sponsored, of course, by hosted by non-profit technology network and ten this interview, like all our eighteen ntcdinosaur views, is sponsored by network for good, easy to use dahna management and fund-raising software for non-profits my guests are amy braverman she’s, associate director of digital media at cdr fund-raising group, and dan class ken’s, digital marketing strategist for dvd disabled american veterans. Amy dan, welcome hi! Thanks for having us. Thank you for having this time. Have you not brought radio? My pleasure. Your workshop topic is stay out of email, jail and avoid deliver ability. Death traps. Yes, that’s. Very good. And we now i covered this probably two or three years ago. And i learned that there’s such a thing as a une e mail deliver ability specialist that’s a title. People people study this stuff. You have to study this stuff to stay on topic. Okay. It’s a full time job. Really? Amy let’s, stay with you. Why? Why? Hyre what kinds? Of problems that we having generally, we got plenty of time together going to detail. Okay, start us off, general. Generally, i think our biggest problem is that there’s a lack of control there three main factors that kind of go into email deliver ability, and that is the email platform that you’re using you yourself, the non-profit and your best practices hyre how you’re sending e mails and then lastly, the mailbox providers, gmail, hotmail, yahoo outlook they all have different rules for how you get your emails in their inbox is how you reach your supporters and because of those three factors and the complexities that they all have it’s really tough. Teo, just stay on top of everything makes it a full time ok? It sounds a bit of a morass. Damn morass. Yes. Oh, i mean, absolutely. It’s changed your q. I think your radio probono hyre on dan. I missed the count. Well, i think what we’re finding honestly is people you want to engage with people that want to get they want you to engage with them, and i mean, we as marketers way are not really big fans of having to keep up. With these rules, but as a consumer, tony, i mean, you only really want to get the information that you’re interested in, and from that standpoint, i think google and yahoo and i mean they’re their jobs not to serve us it’s, to serve the consumer, and i think they’re doing a good job of it, okay? So they have the interest of their customers, principally, right? And not you other people are serving you, but not the email providers. Yes, i think i think the biggest challenge is it’s just it’s such a huge change of mindset, of going into it because, you know, in the in the world where i live in a stable american veterans, i mean, we’ve been one of the very large direct mail operator for a long time, and i mean, buying less ranting list, i’m as part of the direct mail business, and there you just take every address and amy and get you send a mail, right? It doesn’t work that way in the inbox anymore and it’s causing us to really change the way we think about how we do email folks and i think it’s also because it usedto work. Like that, i mean, email best practices years ago where send your e mails to everybody, everybody and anybody, we don’t care who you are. We don’t actually really care if you’re that interested in us or what you are interested in. And because of the fact that our in boxes are generates so much information. So many e mails? Well, yeah, i mean, it was even three years ago. I remember before i join cdr doing an email audit where that was the organization’s practice, and i was trying to explain to them, hey, we can’t keep doing this because you’re going to get these five percent open rates are going to ruin your center reputation, and they’re like center what? Like, you know, two years ago, i’m sure there was folks in our session today who are, like, we’re still sending to anybody we know about this segment thing, and we know why we should do it, but weren’t we have to it’s a total is dance, i’d like change your mindset of going from we want to reach everybody, and we need max impressions, too. We need to make sure that we are maintaining our reputation and how we’re interacting with our supporters, okay, this center reputation it’s a pretty simple phrase to understand, but it’s it’s it’s what? The platforms, the email platforms are these have judging the fight. They each have their own score that’s what makes it tricky? They don’t all play by the same rules. Yeah. It’s a morass, right? Yeah. I mean, extended reputation. We’re saying in our session today is basically like, your credit score is already done. Yeah, where you going? Outside or on the downside? We’re coming on the booze. You’re the khumbu. What? You even show happy hours here, right after this and the wind, the open bar non-cash bars only about twenty five feet away. Also we figured, hey, why not reach more people and tell them about all of our trials and tribulations and successes and maybe not such here’s the thing email, i mean, whether you’re a large non-profit like myself, a disabled american veterans or you’re the smallest non-profit in this room, this challenges facing all of youse gotta send her reputation. You know what? It or not? You’ve got one. You’ve got one, okay? And it may be good or maybe bad and it’s the same like analogies of your credit score. If you go to buy a car, you can buy a car with a bad credit score. There’s going to be huge interest rate, you can still send emails with the bats under reputation. You just might not be actually getting to the people. What are some of the factors that go into the centre reputation, dan? Well, i mean, i definitely understand it varies across email platforms. Yes, so i mean, how much people engagement your emails? Are they opening your e mails? Are they clicking on things who you’re sending it to? We’ve spent a lot of time our session today talking about spam traps and, you know, the providers out their pristine spam mail traps, for instance, or one where they actually put thes fake e mails out there. And if you’re not practicing best practices, buying list and doing these other types of activities where these e mails are on there and you’re going to them that’s a trigger that you’re not following these best practice. So there’s these traps out there, it’s like a land mine, and we’re just walking through there drops spam traps, there’s all kinds of so they’re seating bogus addresses on tow until lists that it shouldn’t be buying. Yes, okay. And you maybe what? What? What traps way covered four of them today. The four main ones we did the pristine. The next one is the recycled spam trap. And this is something that so pristine. The big difference is a human never had that they’re created tio by the email industry to make sure you as an e mails under r following good practices a pristine a pristine, pristine, pristine like a pristine beautiful beach with your note. But it’s not very beautiful. Now, it’s not okay, what’s a pristine okay, so the first teen is they’re created by non humans to monitor your email practices to make sure that email centres like devi or any non-profit or any for-profit consumer product is sending emails responsibly. How does it do that? How does it work? I have no clue because i am not that technical, but you can google and find out a little bit of i mean, look into pristine there other type of perhaps we talked about were like way too so for typos like you misspell it. Like instead of gmail g mall, yahoo without the one of the o’s or something that gets onto your list fake address. You don’t really want to give someone your address, but you need to complete the form. So if you’re sending to a lot of these like where the email addresses misspelled, they’re the domain is misspelled. That’s ah, that goes into this. Yeah, it’s not as much of a factor of some of their you know their heads. Different variants is teo, but they all play into it. It’s, time for a break pursuant. Their latest paper is pursuing e-giving outlook. You’ve heard me talk about it. They took the latest fund-raising reports. They boiled it all down. It’s ah it’s ah it’s! The thie essentials that you need from all the fund-raising reports that have come out recently all in one concise content paper plus there’s a video archive. Go to tony dahna em. A slash pursuing remember the capital p for please now, back to stay out of email. Jail. Okay. And then what was the fourth one? The fourth one is a role account. It’s a little bit more difficult to explain. But it’s it’s kind of in that same vein of, like, it’s? Not really you it’s something else that was added on there, and then the recycled, which we touched on for a second. But that is an email address that used to exist by a real human being and then is no longer in use. And after a period of time, the email provider the mailbox provider has said, this is not tru e mail address anymore. Okay, so they wait all these things together. They put them through their mash, and they decide on your center reputation. Yes, and it’s like a scale from one to one hundred. Anything above eighty is great. Seventy to eighty is saying you’re doing well, but you have room for improvement below seventy says, wow, you really need to fix your practices and that’s where it could impact you deliver ability. So so you’re saying the email providers will just not deliver your messages? Yeah, they just go off sometimes in the la la land buy-in we’ll sail on the whole the whole campaign with this one whole send all of it tonight could do that or it’s going to vary again. It’s going varies. Based on the timeline out provider that you’re going through to get to your constituents, that is okay, but you shouldn’t be risking obviously don’t want be risking it. I mean, if you’re if you’re below seventy with female, you’re in bad shape. I think the big thing is your score coming from coming from a fund-raising perspective at a non-profit like d a d i mean, we are driven by the ultimate dollar, right? So trying to get folks to realize that, hey, we can’t blast out all five hundred thousand of these people because half of them aren’t even open in the e mails if they’re not opening, they’re not engaging it’s, hurting all all that impacts deliver ability, but amy is found with us, and with other accounts of cdr and an industry has is we’re actually emailing less people more frequently, and we’re generating more revenue from it. Okay, okay, you’re deliver ability. Your reputation is hyre you’re engaging with, you’re sending two people who truly are engaging with you all those reasons, right? Exactly. Okay hey took the cliff notes version of our session today. We’re drill well. Let’s. Wrap it up. I got another. Fifteen minutes or so, roughly, but it’ll go fast. Kruckel okay, so we talk about avoiding the death traps, all right. Are there any more death traps? Anything we need to know about about what the industry is doing to snag us up recovered? Yeah. I mean, spam traps were the big thing. And the thing that we really shared with people today is that hitting a spam trap isn’t the end of the world. When you google for reports or to find out about spam traps, the resource is like what you’ll see back is all these very dramatic things that make you feel like a horrible e mail market or if you hit a spam trap. But it’s, not the end of the world you can really recover. And spam traps are telling you that you actually have a symptom of a larger problem. That there’s something going on with your email practices. That is just not working. And you need to take a look at it and figure out, you know, what will work. You know, i was actually thinking about this, dan, like when we hit a pristine spam trap in january of twenty. Seventeen and had a two percent open rate from an audience that we were getting seventeen percent open rates before so it’s a huge drop and it let us know we clearly have an issue, and i honestly think that hitting that spam trapping experiencing that was really the best thing has happened to us definitely opened our eyes and change the way we act. Yeah, you work together, we work together, we worked with cpr. Yes, dahna could never you could smoke whatever with your eyes not aware we want teo, especially our fund-raising right, it’s growing it’s always fund-raising growing doesn’t talk about sex vacation because that’s that’s a solution to this isthe dan, how is segmentation solution? I think just knowing what people are interested in and feeding them, information that relates to their interest is huge, and once again, i mean, we’re come from a world of direct mail where we’re mailing out this mail piece toe hundreds of thousands of people and that’s what’s cool about digital is you can really get it down to a very small interest group and hit him with that interest. I think what we’ve done with our segmentation has really paid. Big dividends and the fact that, you know, we’re able to see, because each of these people respond differently the types of messages to the different types of subject line, so we were able to test better with segmentation and overall, i just think that it goes back to what i said before, people that want to get our stuff, they’re going to get what they want and that’s, why we’re seeing the metrics and the click throughs and everything else respond accordingly. Is there any segmentation beyond interest? Well, yeah, i mean, we we got the frequency that they donate, obviously. I mean, you know, when’s the last time they made a gift, what type of action did they take with the organization? I mean, where do they attend a Job fair where they’re 5 k participant? Where are they? A veteran? Are they not a veteran? I mean, there’s, a lot of things of in segmentation there’s a lot of layers to it. You need a really good date. I think one of my challenges at our organization and we’re striving to get better every day is taken. All these separate databases out there that you know, these silos that exists and merging them together and having this global view of how this hand impacts this hand and, you know, it’s part of my job every day, and, you know, about amy and her cd, our team really works on developing great strategy, i’m in there educating the stakeholders and trying to manage, you know, all the politics that go on inside a large, large organization and, you know, making strikes, people are listening to what i’m saying, they’re so that from that point, you know, we’re doing good things, okay? Okay, amy, anything you want to add on deputation or you like them, dan covered, and i think the best thing about having dan as like our email partner or digital fund-raising partner and marketing is that he’s done an amazing job educating internally, learning, learning we’re all learning together and then getting those stakeholders bought in and if you’re a non-profit out there and you’re struggling with this, that is probably the hardest part is educating internal resource is and just stake orders about hey, we’ve got to make these changes because, yes, the money is still coming in, but eventually, if our center score continues to drop, we’re going to not see that money. No, you have a case study one hundred twenty six percent increased in open rates. Is that is that a tv or somewhere else knows it was that dvd. So when we hit that spam trap in our way, we’ll learn from what can we learn from it? We can learn that you need teo segment your audience. Find out what content is relevant to them. Get buy-in from internal state quarters and you can recover from any mishap that has happened to you. You can get open rates that go from two percent up to where ours air usually steady now in them twenties at twenty three. Twenty four percent. You know, we used to judge a good open raid at, like fifteen percent was an industry standard. I think for us a deviant cdr. I get bummed out when we’re not at a twenty two or twenty one. I’m like, oh, let’s, figure this out, let’s see what we can do. I think the other metric that is our new favorite is open to cliques. So this says of the people that open my email, this percentage clicked on. It and that tells you if you sent them content quick, something is like something in it, like click to a donation form, click to a survey promotion, more anything and that tells you if your message and the content you’re providing your supporters with means something matters to them, it allows us to also see the content they’re interested in. What are they clicking on? What aren’t they click on? I think the other thing that’s really played into the whole email challenge we face is the the idea of unsubscribes for spam people marking you as a spammer is like death sentence. I mean, essentially they’re saying your spam and not only they saying that they don’t want your stuff, but they say they’re your annoying them and that you’re not they don’t. They didn’t ask you to come there in the first place, and what we’ve learned and we’re learning every day is, you know, we sent out a large audience and you get a handful of spam rates, but the percentage is so low that it’s not as impactful if we just be about one hundred people and two people. Click on spam suddenly that’s two percent and that span percentage rate is another thing that plays into deliver ability. So one of the things that we’re working to do and put more in our strategy is to make it maur educate people how it have two unsubscribes easier making unsubscribes more available because if they don’t want to be bothered, then we want to stop bothering them. And that’s that’s really what these providers air forcing us to do. And at the end of the day, i think from from a consumer standpoint, it’s awesome, but from a marketing standpoint, a those that adjust and and go and change the way that they do things i think there’s still going to find probably way we’re fine is even more success than the way we used to operate have a hacker, the rial spammers getting through that because i’m you know, i’m marking junk all the time. A lot of i p addresses a lot of their spoofing are there? Or are they just there constantly turning over? Yes, every day i mean there’s a lot of everyday, they change, i think, there’s something like two hundred thirty four million spam traps out there. And there’s it could even be billion like it’s huge and there’s a a not a crowd sourcing thing that allows you to track spam and see how many traps are currently live and what’s happening in the internet just to give you like a thermometer checking the pulse rate of what’s happening out there because i know i know some of the bad guys are getting through. Yeah, they get there. You just want to minimize it. I mean, at one point, when we in order to get that very low open right, have issues that we saw. We probably hit a few hundred spam drops. You’re not going to hit one spam trap, there’s. Not like one out there that like. Oh, i hit the one you were going to hit multiples. You could hit three recycled like we celebrated huge success going from a few hundred two. We only hit three like that’s. Amazing. Because there’s. So many out there and it’s. Very easy to get to let’s. Talk about re engaging you. You touched on amy reengaging. People who aren’t engaged aren’t clicking. What are some tips for? For this let’s? Spend a few minutes on this. Yeah. I think one of the things that we all struggle with is it’s hard to say good bye to people like you want you know it as fundraiser isn’t even unsubscribes way don’t like to see that list, especially for what we pay the cost per acquisition in this industry is so high that it’s like it’s hard to give up on that, so what we’ve started doing is every time we’ll do it full, send sometimes to r un engaged file and will recover some people, which will see that as a win will take the hit on the spam complaint rate to bring back some more folks we’ve advertised to them in different channels, whether it’s, facebook or doing in male ads like for yahoo, our gene mail, those air this sponsored ads at the top of your inbox and then what we’re actually really focusing now on is how can we be a lot more thoughtful in trying to re engage so making the qualifications for who’s going to get that reengagement email stricter, you know, like let’s send to lapse donors from the last two years and see how that gets us let’s do laps donors the last year. Let’s do laps donors for a year and open an email a year ago. So we’re like working through to see what kind of rates we can get. Who we can bring back and figure out what that unique. What works for davey and that’s that’s. Kind of our re engagement tactics. What do you feel is a decent reengagement rate? I don’t think we have that yet. I don’t know, i don’t think we have that thing is every time we hit this un engaged audience so there’s good there, i’m out of it, but there’s bad too. So what we’re really trying to drew is sort of strike a balance of what that is, and i think it d a v for us as well, it’s harder not to crack because we’re dealing with a lot of different groups here, like we have our donors, as i mentioned right there, there’s the one point three million members of the organization that an entirely different group of folks we have our advocates, those that are part of our commanders action network, that air really interested our legislative issues and all these different arms out there. What might work in one audience doesn’t necessarily translate to another audience. So i think as you look at your organisation, you have to that’s where it goes back to the segmentation, understanding what drives those people, what motivates those people in the more data you have to support that, i think it will help you figure out what are the better strategies to re engage in these folks and at what point is amy said, are we willing to say goodbye? Is it possible that we’ve talked around it’s a little bit to figure out why your emails aren’t getting what? Why your emails aren’t getting through to you? Can you tell what whether you had a spam trapper was pristine? Or is it possible to evaluate that or you can their companies out there that can give you reports to tell you what types of spam traps you’re hitting to tell you how many different ip addresses air out there for you so there’s lots of different ways to figure out they’ll tell you what’s going on, but they won’t say, oh, this is specifically why you did it that’s kind of up to you to figure out, but chances are that you can get that information at least on how many types of traps you’re making your hitting because what it does it allows you then to do to go clean up your file, i think that’s another important topic that we haven’t talked on is let’s clean up the file. So now that you identified a problem, i hit to spam. Traps or one hundred, spam traps. Whatever your case may be, you can work with different services to have them look at your file. They match it up with the different mailbox providers, and they’ll tell you whether or not they’re valid email addresses invalid. Whether they have, ah, hard number of heart bounces off, bounces that, whether their spam complainer. So they have the propensity to hit spam on your emails. And what that allows you to do is put on lee, sent to the valid e mails. You know, take all of those invalid, take all the ones that are marked as spam, and put them in a group and not talk to those people. So then that also helps to ensure your developed deliver ability is happening, and that you have a good center score oppcoll way still have a few minutes left together. What what haven’t we talked about? That we should be flushing out more. I definitely think the tools we’re using, you know, different non-profits of different sizes have different tools, and she mentions a lot of these providers that score your tools, but just the tools that you have, i mean, obviously, you know, there’s big companies like blackbaud there’s the male chimps in the different things, but knowing how, you know, turning to them as a resource on some of their standards, because as amy mentioned before, there’s three parties in this and they’re one of the parties, so the googles and the yahoos and all those providers they’re i mean, they’re they’re the gatekeeper on that end, and we can practice our best practices there, but take advantage of those resource is out there. I don’t think that enough people actually go on and look at the research and the information that’s out there, and this is very nice that you’re saying that the email provider, the email providers they themselves put out there and, you know, amy and i, we’re we’re more marketers than we are techies. So if your organization has so somebody in charge of email that’s, more of a marketer or somebody in the communications team, for instance. It’s, good to loop in some of these folks i know for me and my organization. I have been lost without some of the stuff that cd ours helped assan cover. Having them to turn to is a resource helped implement some of these things because it changes every day to wave made a lot of progress. But this story’s not ending because then you could be two steps forward. One step back kugel changes something they’re not sending out of press release, right? We’re learning you want after that after after you dahna campaign or ascended it’s fun, you know the job’s never the same any day. That’s one thing that you can say for sure when it comes to evil marketing hundreds and like dan it’s totally right, you know, even us, as you know, as a friendraising agency are focuses on fund-raising and marketing, raising money and using the reaching out to your the platform that you’re using to send your email getting their technical help. It’s huge! I don’t think i would be where i am or as a group with davey without having the support of their i t department, they helped us do cem further very authentication called demark and deacon. Which folks can google learn all about it’s? A little bit confusing, but it’s really important? Because it insures that hackers aren’t spoofing your emails and that aren’t sending things under the dv domain that are actually devi. We have george in jail on twenty one radio you just transgressed seriously, we’re ah, i don’t think we have enough time to explain, but just repeat de marque de marketmesuite oppcoll that and decamp d market with the c a r c and d kim decay. I am i’ve seen these things in print. I don’t know what they mean. All right, we’re gonna let you off the hook. Thank you. Or sorry for the jargon jail. But they are. It is very important. Teo, just go and check it out. Go ask your i t department about it. They can actually educate you on these two terms and check and see if you need to get better email authentication and implement these leads to tactics. Okay, dan, anything you want o close with god. Give you a few seconds to close. No. Honestly, i just think that, like i said, it’s it’s every evolving, so it’s going to change a month from now, six months from now stay on top of your game. If they want you, they want you to contact him. That’s what you want to contact, engage him and make it more about them instead of about you. And i think the more non-profits do that, the more success they’re going to find that’s dan class begins, i say right, you got i did with the hardy digital marketing strategist of devi, the disabled american veterans and also amy braverman, associate director, digital media at cdr fund-raising group. Thank you, amy. Dan. Thank you. Thankyou, tony. This interview sponsored by networked for good, easy to use donorsearch monisha and fund-raising software for non-profits. This is tony martignetti non-profit radio coverage of the twenty eighteen non-profit technology conference. Thanks so much for being with us. We need to take a break. Wagner, cps. They go beyond the numbers they’ve got. The resource is for you. Lots of different subjects at weger, cps dot com and you click resource is after you spent some time on the site. Pick up the phone. Go in. Real life talk to eat hooch doom. You know him? He was on the four hundredth show. He’s been a guest. He’s a partner there. He’s a pro. Good guy, wagner, cps dot com. Then have a chat with you now for tony’s. Take two it’s late summer and i’m wagging my finger at you reminder. I implore you. I can’t beseech, but i do implore make time for yourself over labor day weekend. You don’t just find it. I can’t find time. I don’t have time. I can’t find any time. Make the time make the time for you you have talking to you. You the person you personally make time for yourself over labor day weekend. Hopefully did doing summer sometime. But i regret to inform you that labor day is creeping up and, uh, you need to make time urine e-giving profession. You need to take as well that you can give efficiently and feel good doing it time alone is restorative it if it’s refreshing make the time there’s more on my video at twenty martignetti dot com. I’m very glad to have maria semple back. You know her for pete’s sake. She’s the prospect finder. She’s, a trainer and speaker on prospect research. Her latest book is magnify your business tips, tools and strategies for growing your business or your non-profit she’s, our doi and of dirt cheap and free. And i know she’s not gonna let us down today on that she’s at the prospect finder dot com and at maria simple. Welcome back, maria. Simple. Good to have you. Oh, it’s. So great to be back. Thanks for having me. Pleasure. Absolutely. Um, you want to talk about real estate and i was game real estate for prospect research. What’s the value here. Well, you know, it’s it’s kind of interesting because i always include real estate data in every single research profile that i do. So i almost feel like we’re doing a back to basics show here. Okay, you know what we’ve got? You know, the core pieces of information that that really should be part of every profile and real estate is is definitely one of them. And i was, you know, in preparing for today’s show. I was trying to come up with, you know, the why? Why would we want to even focus on real estate? Why is this important and so you know, i’m going to offer up a couple of reasons. You prepare one. You prepared. You wanted you wanted teo. I’m doing that. Okay. That’s. Something new. Okay, so one is from a report called the cap gem and i world wealth report, which indicates that really state actually account for eleven percent of a high net worth individuals. Total assets, right? So, i mean, when you think about the average person, right, if they own a home or they own a coop or an apartment or something, i mean that’s a significant portion of their wealth, right? Because, you know, are they going to gifted to you? Are they gonna liquidate that asset and give you the money? Probably not. However, that does lead me to think about planned e-giving, as you know, a way to think about real estate as well. Especially if you know, your prospects happened to be a childless couple. So plan giving is something that, you know you might want to think about with regard to any of their real estate holdings that they may have, whether it’s, you know their primary home or or secondary homes. Yeah, there’s. A lot you could do with real estate, certainly the methods you mentioned, if a lot of times you might hear that child or the children don’t like the beach house or the don’t like the home upstate in the woods or out in the mountains, and so that strongly suggests that it’s going to be liquidated or, you know, you might hear that those exact same sentiments and there’s a possibility that that piece of real estate could be left to you so that the person or the couple can continue living there for their lifetime and they pay all the expenses, and then you’re at their death at the death of the survivor, actually, with the survivors death, the property immediately is transferred to you because because you’re actually changing the the deed of the property that’s all called a retained life estate, she wanted to google it and find out more, but you don’t need the unity of the jargon just understand the concept, you know, if there’s a couple that is expressing dismay that the kids don’t really want the house? Uh, yeah, so that and, you know, by the same token, if you happen to come across in doing your research that a particular property of one of your donors is actually owned in a truck. You know, that kind of should send up that little signal flag to you that they have done sametz state planning. And you you want to make sure that you know you’re involving all the correct parties in the conversation. If you’re coming across the property owned in a truck, how would you find that out in your research? Well, if so, let’s say you have the name of aa prospect your your donor and you have their address and in researching their address, you find that the property is not in the the donor’s name or the donor and the spouse’s name, but rather it’s owned in a truss, actually that’s going to be? Yeah, yeah, totally it’ll be very clear because it’ll be titled that way. Ok? It’s it’s titled to the right the asset is titled to the trust. Okay, so so in your public records, that’ll do that’ll reveal itself. Yes, absolutely. So, you know you mentioned public record, so we’re very fortunate in this country in terms of doing donorsearch research on in these types of public records because all real estate across the united states is part of public records, most of it is accessible on the internet very, very occasionally, if it’s a really small little town that maybe doesn’t have a big web presence or they don’t have their tax assessor rolls, you know, available online, i might need to make a phone call, but i have to tell you that is happening less and less for me these days. Aziz, i’m able to find most of that data that i need online. Okay, you got i’m sure you have some sights, recommendations free and dirt cheap that you can share. Yes, absolutely. Absolutely. So, i think a really good starting place to be able to start finding, you know, ah, assessed value and taxes that people pay on their properties. Um, if you don’t know where you’re where the local tax assessor office is available online and so forth there’s one site that has a compilation state by state by state this toe where you can actually find the assessor info and it’s actually a fellow prospect researcher and she’s been maintaining this site for years. Her name is cristina. Pulawski and her sight is pulawski dot net, and i’ll spell that quickly uh, p u l a w s k i dot net and, um, if you go to that site, you’ll see a listing of all the states click through to the state of interest to you, and then you’ll easily be able. Teo, find the data that you’re looking for in the assessor and this is a free site. Yes. Pulawski dot net is free are doi n i knew are doing was not gonna let us down. Oi, end of dirt, cheap and free. Ok, what else you got? So so that that’s one that i really like is a good jumping off point for although that’ll get you teo teo, the assessor assessed values a cz well as taxes. So so let’s talk about those two pieces real quickly. You know, assessed values are very often not what the market values are. So in a minute, we’ll talk about some market values, sight. But, you know, i always like to include what is a prospect in my profile? I like to include what taxes are for the most recent year on that property, because i think it is very, very telling if somebody is able to sustain. And i did research once on dahna a couple who owned a property in in a wealthy area of new jersey but also had a house at the jersey shore. And between the two properties, tony, they were paying one hundred and fifty thousand dollars in property taxes. Okay? Yeah. That’s. A lot of money right there, right? That kind of tells you there’s some well, yeah. And then you take the take the value of those homes, multiply by nine and you’ve got ninety nine percent of their their their assets, right? Nine. Ninety percent of their wealth. Because you said for high net worth e the home is eleven per cent of the of the total assets. Yeah. Okay, very real. Look at look at all this information. We’re getting off just the that’s just from the assessed value. We don’t even know the market value of these properties yet, right? Okay, exactly way. Just have a minute or so we have a minute or so before break. So go ahead. But take take a breath after a minute or so. Hey. So the other thing i want to be able to tell you about is ways to find estimated market market value for the properties because, they said, it is very different from the assessed value on di think a site that we’re all very familiar with. Is zillow so kind of introduce that concept? If you need to go to break, and then we could talk a little bit more about zillow and different information that you could find there. Ok? The only thing i’ll put a finer point on is just to make sure that people know the assessed value that’s, the for those who may not own property. That’s, that’s, the that’s, the tax roll, value that’s, the that’s, the value of your home that is used to calculate your taxes. So they multiply that assessed value by the tax rate and that’s. How you get your your what you got to pay for taxes on that property versus market value, which i think is quite clear. Okay, let me take this break. Tell us you’ve heard enough. You’ve heard that you had to tell us moughniyah lt’s from charities that referred the companies for the credit card processing from the companies that are doing the processing and from those companies. Come processing fees and fifty percent of those fees go to those charities. You’ve heard the teles mony als that charity khun b you you can be getting the fifty percent of the fees. Go to the video. That’s. A place to start. Tony dot, m a slash tony tello’s. Now, let’s, go back to maria simple. Um okay, you were gonna hit us with market value. You got market value. Resource recommendations, love these are doi n, right? Right. So so i mentioned zillow and one of the reasons why i like zillow so much. Is that it’s a great snapshot of that property? I mean, literally, you will get a mapping. Sometimes there is a picture of the home. Uh, you’ll have information about, you know, the number of bedrooms, you know? Really, you square footage. What it left sold for three year. It was built. So you’re going to get a lot of information about that particular home, right? There, out of zillow, it mean it’s used extensively in the real estate profession, used extensively by anybody looking to buy or sell a home. So it is, you know, one of those sight that you definitely want to think about looking at, they call their estimates. It’s used extensively by me after i go to a friend’s house for dinner. And then i go home or i just go to the bathroom, and then i checked zillow, i got a guy i don’t know, i don’t know. What is this place worth? Sometimes i can’t even wait to get home. I was extensively you’re right. It is very use its used extensively. You’re absolutely right. Ok, is there another? Is there? Is there another market research resource? I mean, market value resource. Ah, well, if you are thinking about researching anybody in a city, it might be a little bit different self-funding example, in new york city, there is a site called city realty dot com, where you’ll be able, teo put in an address, uh, it’ll give you a picture of that building whether or not that building has a doorman, uh, you know, where recent sales were. Of apartments in that building uh, the year it was built, the amenities and so on and so forth. So again there you’re going to get an awful lot of information, even on those buildings where apartment, you know, maybe owned within a particular building. Yeah, cooper, condo and zillow. Zillow isn’t going to help you with with apartment properties, is it? Not much? I mean, you think the last time i was at a dinner with a friend’s apartment, whether i was successful, i don’t think i was able to find what i was looking for? No, i don’t think so. I don’t think they don’t know why i do it for all of them, so that nobody, none of my friends, they’re the only ones who’ll listen and none of them knows which which one i’m talking about. There just i do it universally. So i guess they should all just assume i’ll stop getting invitations. I don’t know one of the other. Um, yeah, but zilla doesn’t help with condos and co ops, right? I’m pretty sure. Yeah, yes. I want to look a city realty dot com that’s for new york city. Right? That’s for new york city, but suppose you’re one of the many, many listeners who does not live in the new york city metro area. What are you going to do for for condos and made it again? I would then go to, you know, look at the particular city that you’re looking for data on go to their main website as a place to start looking and start drilling down for any links that have to do with real property values. Realist, hey, you know any of those tax assessor’s. So those are some of the key words you want to start looking for in any of those drop down menus that you might find in any of the the city’s website. Ok, yeah, so you might you might have to just settle for assessed value if you can’t find a market value of cooper condo, right? But then you know what? They’ll give you the rate that you’ll be able to also, then, you know, multiply by to come up with an approximate, you know, tax tax assessment. Yeah, right. I was just saying, you know, just you might not be able to find market value for for apartments. That’s all. Yeah. You know, the best way i’ve done that then is to try and find an equivalent, uh, size department and what it’s sold for recently. Uh, look, it used to be able to find at least taels value’s. This’s why, precisely? You see you found a workaround. This is why you’re the prospect. Research contributed for now. Provoc radio. I knew there was a reason. Uh, no, i’m always reminded, but yeah. Okay, look, look for a comparable sale. Recent comparable sale. There you go. Brilliant. Brilliant. This is this is why you need to always, always, always go to that wonderful free site called google and put the property in there because right from that, don’t forget you’ll be able to get i mean, it’s just amazing. I can’t believe the precise photos and how closely i consume in on a home that i’m researching in terms of i can see number of cars in the driveway very often when i’m doing this type of research. So it’s, it’s amazing. He’ll definitely want to make sure you’re googling the address as well. So google as well as a swell a zillo. Okay for ok, ok. Um let’s see? Uh, you kind of like google maps for ah, well, before we go to google maps and broader real real estate discussion, is there anything more i don’t want to leave? You will leave your you’re good contributions unspoken. So is there anything more we need to talk about with respect to individual properties? Yeah, the only other thing i might mention is this sometimes sometimes in addition to putting ah, a property in the name of a trust, somebody might decide to really try and put some protection around that property and put it in the name of an llc. So if you’re resync researching someone like let’s, say you’re researching an entrepreneur and you know from conversations that you’ve had with them or from your board, that’s had conversations with this person that they have multiple property somewhere, and here your trying to find their name and you’re looking up their name, you know, the city that they live in a city and state, and you’re just not coming up with it. It might be that they own that property in an llc he might need to take one step first to go to the secretary of state. Database for that state. Put in the person’s name and see if it comes up connected to any l l sees, once you’ve got the name of the llc, then go back into your property database and research on the name of the llc as opposed to the individual. This is why she’s, the prospect researcher contributor. You gotta have a problem doing this work for you. If you don’t have one. Get maria. Uh, you know, brilliant. Brilliant. There you go. Very simple work around. We’re stymied. Everybody who, uh, who ran up against it, though. Okay? Yeah. Yes, holden elsie’s because, uh, i guess there’s, i guess there’s there’s a tax advantages, the business you’re doing, some kind of business passed through or something. Well, very often they’re just trying to protect the asset. So, you know, let’s say that, like i said, make-a-wish avectra nor or they own a big private company, um and they’re just trying to protect it against, you know, lawsuits and that sort of thing. Um, instead of putting it in their spouse’s name or a child’s name or whatever, still add maybe that extra layer of protection as a limited liability company. Owning the home as opposed to, you know, on individual a supposed them owning it personally and it being a personal i said it’s an asset of the llc. So if their personal assets wherever compromised for some reason thie the property in the llc would be outside that that reach. Okay, we just have to have a minute before break. So why don’t you just give us a little tease for what? How google maps could be helpful real estate wise that i bet a lot of people are not thinking about. So, you know, you and i have always often talked about pro active research versus reactive research. A lot of what we talked about it to this point in the show is on reactive research. Well, there’s a feature in google called my math that’s going to allow you to do some pro active research to really identify you know where some of your donors and prospects are based. Ah, and i’m going to give you some ideas and had to use that particular data. Yes, much more than just putting in an address. But that’s, right. Time for our last break text to give you get more revenue because they make e-giving easy for your donors. If somebody can send a text message, they can donate to you it’s simple not only simple but affordable, secure there’s taking care of these things for you, you text npr to four, four, four, nine, nine nine that’ll give you info, and you’ll also be able to claim your special listener offer npr to four, four four nine nine nine. We’ve got about six more minutes for real estate in prospect research and go ahead, marie simple reveal if this feature of google maps that we can use in our prospect research, i’ll bet a lot of people are not aware of, right? So it’s actually called my map and ah, the earl is a little bit long, so i’ll make sure that i get it to your social media team. Or maybe i’ll go ahead and upload it wherever you’d like me to do so. But it is google dot com slash math splash about flash my math. Okay, so it’s a bit long. I wish they had it a little bit shorter. You could probably find it anywhere, you know, once you first and foremost, you’ve gotta have a google account. So first things first, you gotta have that once you’ve got that, you’ll be able tio look at all the various tools that you know that that, uh, that place that you would go to once you’re logged in your google account, if you want to access to your calendar and all those other things and other features that google offers that you might be using, you’ll be able to find it there as well. So one way or another, you’ll get to it or just google google my maps, and then you’ll get to it that way. But what i loved loved loved about this, and i couldn’t believe how easy it was to use and how awesome the results were. Uh, it will allow you to upload a spread sheet into google and google wuebben map out while the addresses in that spreadsheet. So i started thinking about this and wondering, ok, well, i could see the applique ability for, uh, for a business to do this, but how can a non-profit potentially use this particular feature? And so i was thinking about a situation where you know, you’re thinking about running a special event or you’re thinking about running a cultivation event and you’re trying to figure out, where should we hold this event? You know, geographically, where does it make the most sense so that we could get the most people in attendance at the event? So you can upload a list of, say, the donors for that from that particular county or region or state or, you know, whatever it is, uh, and it will map out for you, it will put those little you know, those little markers were all so accustomed to teo jump a little pins, write it so it’ll will populate the entire map, and then you can actually hover over one of the over one of the pins and you’ll be able, teo, click on it and it’s going to give you all the information that you have tied to that particular prospect that you’ve uploaded from the spreadsheet. Yes. Oh, right, right. So all your data that you up, right, so it’s pinning the address, and then everything else you uploaded with it would would appear when you click on it or mouse over it. Or is it one of the other day when you picked up let’s. Just be careful because of that. Here’s. The caveat that you might not want to upload that personally identifiable information. The name you might not want to write. You might want to think twice about putting in. Um, they’re full name, for example in there or their email address or, you know, things like that or phone numbers. So you might be in this situation up loading less might be better just from the point of view that, you know, once you’ve uploaded this in here, this map is then saved in google under your map. This is a map you can call up at any time. Uh, and so i’m always wondering, ok, well, who else could potentially have access to this map then? You know, in the back of my mind, this is the way i’m thinking about. So i might be a little bit careful about uploading anything beyond city and state. All right, very good. Very good admonition. Oh, so? So you can use this map to see population densities within within a state. Now, did you see any maximum number of rose that you can? You can, including your excel spreadsheet. I mean, could it be ten thousand? Can you map the whole country? I didn’t, you know, i didn’t try anything with a huge spreadsheet. I sampled it with a much smaller one, but i you know, i have tto dig a little deeper, and in google’s, they do have a pretty good help section about how to use this so they might address that there. Um, but i’m not sure if they’re gonna limit you on the size of this. Okay, that’s a great question, but also, if you are, if you’re planning a visit somewhere, you know you’re doing your well. This is summer, so you’re not doing your winter visit to florida, but whenever you have to prepare for your winter visit for florida, so as you’re doing that what counties should be visit well, let’s, upload, let’s upload on a simple spreadsheet all our florida addresses query by state nfl put it in a spreadsheet exported to a spreadsheet. Upload that to google maps and you’ll see the population densities throughout florida and you’ll know which counties in town’s teo host in and then then you could then go for your personal visits. You could map your way through through the state dry, you know, find the best route, right? Doesn’t help you with routes. Yes, like so then you khun route from one visit one of your donors to the next to the next. And get get yourself a nice, efficient routes that you can maximize your time. You know, while you’re visiting florida so that you can visit, say, you know, five donors in a day is opposed to maybe you were thinking you could only get two. Well, wouldn’t it be great if he could get four or five people in that one day? Right? Google will will route you through them. Love it, love it. Okay, wait. We just have ah, minute left before we have to wrap it up. Maria simple. What would you like to leave our listeners with so two more deuces real quick. One is if you have a lot of you run five k’s and walk and things like that and you’re not. And some of these people may not be already tied into your organization to the level that you’d like them tied in beyond their participation. So why not again? Matthau out where all of these folks, you’ve got their registration data. They’ve registered for your race again. Tie in to google maps, find out where these folks are all coming from, to participate in your five k and see how you can have some further engagement with them. Another, you know, i thought about was we have to leave it. There dahna next next time. Maria simple she’s, the prospect finder, she’s at the prospect finder, dot com, and at marie, a simple thank you so much, maria, you’re welcome, good talking to you. Next week, we’re live with a studio audience from the foundation center. If you missed any part of today’s show, i’d be seat. You find it on tony martignetti dot com. We’re sponsored by pursuing online tools for small and midsize non-profits data driven and technology enabled. Tony dahna slash pursuant, well, your c p a is guiding you beyond the numbers weinger cps dot com. Why tell us credit card and payment processing your passive revenue stream? Tony dahna slash tony. Tell us on by text to give mobile donations made easy text npr, to four, four, four, nine, nine, nine a. Creative producers. Claire meyerhoff. Sam liebowitz is the line producer, shows social media is by susan chavez. Mark silverman is our web guy, and this music is by scott stein. You’re with me next week for non-profit radio. Big non-profit ideas for the other ninety five percent. Go out and be great. Schnoll you’re listening to the talking alternative network oppcoll waiting to get a drink. Nothing. Cubine you’re listening to the talking alternative net. Are you stuck in a rut? Negative thoughts, feelings and conversations got you down? Hi, i’m nor in something potentially ater tune in every tuesday at nine to ten p m eastern time and listen for new ideas on my show. Yawned potential. Live life your way on talk radio dot n y c hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. Are you into comics, movies and pop culture at large? What about music and tv? Then you’re in for a treat. This is michael dulled, your host on talking alternative dot com. I’ve been professionally writing comic books, screenplays and music articles from fifteen years. 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Nonprofit Radio for January 12, 2018: Free Coaching In 2018 & Maria’s 2018 Plan

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Curtis Springstead: Free Coaching In 2018

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Maria Semple: Maria’s 2018 Plan

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Welcome to twenty martignetti non-profit radio big non-profit ideas to be either ninety five percent on your actor named oh, i’m glad you’re with me, i’d suffer the effects of organ neo-sage if you got taste saying you missed today’s show free coaching in twenty eighteen, four coaches small non-profits nationwide through its network of volunteer specialist in marketing, hr technology management finance and mohr kurt kurt springstead is from the northeast region, and he revealed how to get free, ongoing support for your organization and maria’s twenty eighteen plans. Maria semple has strategies for your fund-raising digital marketing and trusted research prospect, research contributor and prospect finder. I thought he’d take you twenty eighteen plans all this month responded by pursuing full service fund-raising data driven and technology enables, tony got a last person and by wejust piela guiding you beyond the numbers. Western piela dot com hello durney credit card processing into your press of revenue stream. Tony dahna made black teller i’m pleased to welcome kurt springstead to the show. He is a certified mentor and chairman for the score northeast new jersey chapter his near forty year career was in information technology and ranged from programmer trainer and adjunct professor. Tow it, director, consultant and non-profit boardmember score is at score. Mentors and score dot org’s. Kurt springstead. Welcome to the show. Thank you. It’s. A pleasure to have you, um, score. Now, i i grew up with score being the service corps of retired executives, but that’s ah, that’s. Old news, right? Yes. We’ve dropped that. That acronym? Because it turns out that nearly half of us are working to some degree, many full time in some part time. Okay, so so i was like, like, aarp is no longer the american association of retired persons. It’s just aarp like that, right? Like that. Okay, um, and score is nationwide and supported by the small business administration. Technically, we have our own funding from the directly from the government, and we’re a partner of this administration. They just kind of helped me or the money out. Okay, okay. But of course, score is itself a non-profit so people can give to score and support the work. Well, the way we have our own non profit foundation called the score foundation. Okay, in order to to accept funds donated from the public or from corporations that want to sponsor is because as a government agency, which is what we are, we obviously can’t take donations. Oh, you’re still you like you’re a part of small business administration? Not just i thought, supported by the website says, supported by i thought that meant like you get grant, you get a grant from score. I mean, from s b a. But what exactly happened? Wear actually empowered by an act of congress and they give us a small grant that they they ask our big brother, the spd administer. Okay then, when someone tried to donate a large sum of money a few years ago, we had to figure out how to make advantage take advantage of that. So i created the square foundation, which then sponsors various programs that were involved in whether it be training or outreach. They allow us to be more effective than what we get from the government. Okay, so the yes. So the score mentors are acquainted with non-profits not wanting to turn down gift if they don’t have to. Absolutely. Well, we we end up in our particular chapter having to raise nearly half of the money we need to operate. So we understand all the all the issues that not-for-profits okay, excellent. Eso s o score is i think i feel i feel like my voice just crafting a score score score score is mentoring that is on coaching that is available nationwide, including for non-profits let give us a sense of the breath of this. What? What? What non-profits could learn? Sure. So, yeah, one of the key services we do offer is confidential and free mentoring for as long as you’ll have us. And, you know, there’s about thirteen thousand of my friends in three hundred thirty chapters across the country with people who have done everything you can imagine serial entrepreneurs, uh, people with industry specializations, i spent a lot of time as you mentioned it, but we have people who are retard lawyers piela people have come from not-for-profits organizations and so on, and then what we offer you is whatever services you might need it’s really, in terms of a coaching, a relationship. So if you were people come to us with simply a gleam of an idea, i’d like to create an organization or like to create an entity that does the following and i need to know where the steps are. What are my resource is? How do i make it happen? And since most of us and our careers have been down that road already, either in for-profit or not-for-profits we can i tried to tell you where the where the dangers are and what kind of decisions you might have to make. Okay. And that’s, that’s, that’s pre startup. But our listeners are are already in non-profits, you know, vast majority is already in non-profits so i first of all, i just love the idea that this is available to us as us taxpayers and non-profits ah, you know, in part supported by our small business administration. I love that guy like that, right? So actually, you should be really important. Happy the taxpayer because for every dollar the government gives us, we return fifty dollars. I don’t think there’s any other group in the government that actually gives money back. Is that right? Yeah. Okay. So the yes. I mean, well, you know, we tend to see a lot of people who are looking to start a business, but probably nearly half our business. People who already in business. Ok. For a significant period of time, and so the services are the same. The questions they’re sometimes different not trying to find out necessarily where to go, but we have some trying to grow or i’m thinking of adding a new line of service, or i’m struggling with managing the people that i have a client come to me has been a business for twenty five years, and suddenly the numbers went went rid. She had no idea why that happened or what was going on had, uh, any number of people who come to us with, uh, you know, i just we feel we need to grow. We need to serve more of our clients. We’re not getting out to the the community we were designed to serve. How do we make people aware of us? How do we get volunteers? All those kinds of questions that we run into excellent. Okay, so so even though it’s small business administration, you know that there’s a reason that you’re on non-profit radio i want listens to b b certain that they can avail themselves of this inn non-profit so so whether it’s marketing or law or human resource is a righty or accounting? What? I mean, like any any business functionality is available for the is available as coaching and mentoring that i haven’t run into anything yet that i can’t find, you know, the reality is that for, you know, a cz you’ve mentioned, i’ve been on board and, you know, i’m i’m running a fifty person ah, small non-profit myself locally with the team that i have, so i’m struggling to find more money trying to struggling to find volunteers, i’m tryingto struggle to keep them engaged, too. Figure out how i can reach more clients, which is one of the reasons is wrong with you today. What can i do to make sure that everybody knows our service is out there? So we have the same kinds of problems, the same issues. So, you know, sometimes you need legal advice, and i appreciate the nuance that there are some regulations and some decisions that are different for those of us who are in a not for profit status and the have you got a charitable registration you need to set up? How do you? Some of the legalities of when we hyre people on how we treat them are a bit different howto do with the tax situation. I mean, one of the most interesting questions i get it someone has come to us, has had a for-profit business i have working with a woman who’s been teaching art for a number of years, but now she wants to turn it over and offer some of her courses for free on the internet. And she was going to look for grants. Well, unfortunately, she’s a commercial operation and the number of grants for a commercial operation are quite small. So we started to talk about how she might look at establishing an aw for-profit and attract people to make donations to that business. So i, you know, i’ve only been with score about three years, but i’ve been all over the map. So in terms of those kinds of questions, i can’t help but notice the similarities between my four business work in my not-for-profits although, as every business has its own unique nuance, um where where we do our best to help with that? Yeah, we have to take our first break so you just hang out for a moment and it’s time for a break. Data driven fund-raising field guide that is their newest resource on the listener landing page. There was more data generated in twenty, sixteen and twenty, seventeen, and in all of previous history made that is amazing and it’s too much for you to deal with a field guide to help you translate the data. You have the fever got into actionable inside, drive your fund-raising so you can act on your data, not be stuck in its muddled through it. You know that, ah, fancy report that you get out of your fund-raising starita basis is not worth anything. If you can’t act on it and have it helped you in your fund-raising what is taking what they’ve learned in working raise large organisation, and they have boiled down to basic principles for you in data analysis. The data driven fund-raising field guys it’s at tony got a flash for students capital p now, back to springstead and free coaching in twenty eight i’m with kurt springstead on, we’re talking about score, which is consulting, coaching, mentoring, that’s available to you in all these different areas that that kurt has been touching on anywhere in the country. Him he happens to be in the northeast new jersey chapter, but how many three hundred chapters you said throughout the country, country hundred thirty welcomed the beauty of it is we have a significant number of clients that we service, uh, who who are comfortable with an exchange of e mails, and we’ve also started in the last year or two significant amount of mentoring the video conference, so if the particular expertise you need isn’t in the small team, in your neighborhood or in your your area, then with some help your you, khun, search and find a person anywhere in the united states, and you can make the arrangements to work with it. I was working with the young man who originally met with him in kentucky or talk with him while he was in kentucky and one day we were chatting while he happened to be in china working on this project, so we’re no longer bound by the code we working. Okay, excellent. All right. Very good to know. All right, so if someone wants to work with score, we want to take advantage of this vast consultancy basically that that’s free to us way get started with the the website it scored out. Or gore or how oh, that is the most efficient way to do it. Okay, you go to score dot organ, you’re going to find one of several buttons that it’s going to or hidden around the screen or on the screen that will tell you, you know, meet with a mentor. And at that point, you’ll be asked to you know what? How do you want to do that? Face-to-face email whatever you type in very minimal information that your name and address phone number email a little bit about what you want to talk about and hit entering within two business days. Somebody is probably going to be back in touch with you trying to establish the appointment to move ahead and you make a distinction between mentoring and consulting? How do i know which of those is better for me? Okay, well, actually, there you’re going to be with one person. We find that we have to wear a couple of hats were primarily mentors and had been a consultant most my life. I could make a hope, a simple distinction. A mentor, a guide you through the process asks you questions, ask you to probe things, operas you advice and counsel and points it out, but allows you to come to your own conclusions. We make no judgments about what it is you’re proposing to do or how you propose to do it, because ultimately it is your business. But there are times when what you need is information and instructions specifically how to do something and when we can do that, you know, we can’t practice law, and we can’t do the work of people do, but we can we can help you review a business plan, our build, you know, proposal to a bank. We’re going to coach you on that when i was a consultant, i i also would charge you to do that work or i do it for you. We are not. Equipped to fill out your business plan, but to help you go through that. So most of the time were mentors were were advising coaching, encouraging, sometimes supporting when times get tough. But every once in a while you need someone with the main expertise. Oh, and that’s, when we put on our consulting hat for a bit of time. Now, how do you get familiar with the work of the non-profit before this before this initial meeting? So so the initial meeting is for the purpose of, of understanding. What is it you want to accomplish? Where are you? What have you done so far? And then establishing a game plan? And one of the key things is do we need other players in the meat in the mix? That’s the advantage i have i i i’m probably meet with you with someone else anyway, just because more people that are listening, the better hyre information will gather anyway. But then if i know that there’s a particular expertise or challenge at the moment, then i can go out and make sure that i have the right person with me at that time, or i might need to do. Some more research to find out through my other channels, other partners that we work with to make sure that we have the information that you’re going to need or the access so the resources that you want. So that first hour, so it is really sort of like the doctor taking your vital signs, we need to kind of know what we’re dealing with first, before we start begin to do any kind of diagnosis. I mean, many people come to us, i think they have just a quick question. They want to get answered, and and that may be true, but oftentimes during the dialogue, they come to the conclusion that they there’s more than they had asked for the problem’s bigger or the questions are broader than they had thought and that’s that’s why we look at that first meeting is simply this sort of the diagnosis, okay? And you’ll stay with them. You said it’s a cz long as they’ll have you. Right, so the ad varies a bit by by chapter, but in our our chapter, the basic model is if i were to work with you, for example, i would intend to work with you for as long as you have me and as time would go on, i would expect you would need to have many different resource is, and you’d need things well beyond whatever my expertise might be. So i’m going to just make sure that i’m going to be your single point of contact with score throughout that entire relationship and get you the resource is that you need within score and without way our research, your partner, the fda, there might be a time when we need to reach out to there were two other governmental agencies, for example, to help you with something you’re trying to do and that’s the ideas we have that you can you can build that relationship with deaf. You not constantly telling your story to new people who might show up the answer a question, i suppose it’s something general, i’ve had guests on talking about, you know, planning on dh here we are in january talking about planning for the new year, i suppose it’s like, you know, i don’t feel like my will keep it in your in your ballpark, you know, i don’t feel like my eye is is adequate. You know, but i’m not really i mean, i don’t feel like the programs we have or the methods we have, like we’re two spreadsheet dependent, but, you know, i’m not really sure what direction to go or what, and i don’t know how much you know, money i need to spend, i suppose it’s something you know as general is that, uh, you know, sort of nebula nevertheless, is that well, that’s actualy pretty specific. Thank you, really? For that i was trying to give you a hard i was trying to give you a hard hypothetical. Yeah, so the whole idea’s, because i happen to have that the main expense, i’d start asking in little more in depth questions and understand and why you have these feelings with the challenges are what, what your current situation is preventing you from doing what things you think you’d like to be able to do, and we could talk about whether or not your system would do that. And then because i’ve had thirty or forty years, i can start to help you figure out how to shop for a new solution. If that’s the right case i could give you. Some ideas of what the orders of magnitude of expense might be the time to get these accomplished some thoughts about the steps of going forward, you know, recently have been advising a couple of people who are creating app in their particular space, and it’s it’s been a lot about strategy? You know what kind of a platform that we put it on when i have no money to start with? And then what do i do if i open up my app and i suddenly become, you know, huge, i’ve got, you know, one hundred thousand users where am i thought i might have a thousand on the first day, so all those kinds of things, you know, we’re equipped to do it, and, you know, it doesn’t it’s not always going to happen in a one hour session, and we understand that, yeah, of course, yeah, now i assume this is all confidential, absolutely pr every year we’re we’re required to re certify on our code of ethics and the number one tenant is confidentiality we that’s built into the when you actually agreed to be a client, you’re you’re covered by that, and i could just tell you from my own experience, unless we engage of one of my colleagues into a into a particular client, i’m not likely to be speaking about your personal situation with other members of the team. Frankly, just no, no need to do that. So you could be you can be absolutely certain that whatever we talk about it it’s just between us. Can we bring in other people from the organization? If i want, maybe it’d be helpful for you to talk. Tio my c f o r a boardmember can we can we engage multiple people on our on our side? Absolutely. We recently had a team of from my office to meet with the entire board, a new organization to provide some residents living facilities for people with special needs. And they were struggling with there being pressured but costs. And so it was important to get the full perspective from from their, uh, their leadership to what they thought their challenges and issues were. And that was so we had a nice big meeting, so we’re oftentimes it’s scaled up. And that sounds like a good story. Good non-profit story. How were you able to help? Those folks they st louis where they, you know, they gave us a rundown on what they saw, their challenges and what the in terms of the quality of people they needed toe hyre because of the concern for the people that the population they were serving, the challenge is about how they were funding the business. There were some options available to them, given the structure of some of the reimbursement that’s available through healthcare plans and such on dh ahs well as the diversity of their program, and we were able to share with them from our differing expertise. I had someone who had financial background, and there was another one with people back, personnel background, and i looked at some of the systems approaches, we were able to provide them with some frankly, in their case, so a way of sort of prioritizing the many challenges that that they had, and that seemed to be a recurring theme by the way that we run into many of the existing businesses there are there are so many things we could work on that sometimes we can’t make up her mind, which is the one that, uh, it’s going to be the most productive well and that’s, that and that’s a big challenge, of course, in the non-profit community, especially now, as you know, if if if we see government funding reduced to the point, where are our state can no longer offer services, you know, i think a lot is going to fall to non-profits and prioritization is going to be the challenge. I mean, this is gonna be so much more that needs to be done. Can we do it? Should should we be doing it on def? So you know how right? And, you know, i think the other thing is that for many clients of in both the non-profit world as well, the for-profit world, sometimes the best be that outside force or that outside opinion, um, your board is a good team, your volunteers were good team, but you you are not already looking through a filter based on your day to day knowledge of what, what you do and how you’ve done it. We come in with with none of those constraints, we don’t we don’t know everything about the business, so we’re not afraid to ask stupid questions or two proposed the idea from another industry or another space that perhaps could be adapted to your space. One of the interesting things we teach some business start up ideas, and one of the concepts in there for one of the leading thinkers is that there are no new business models. There are simply people who were innovatively applying business models into a world where they have not traditionally been used thinking of things like amazon into the book market, for example. So sometimes it just creates it’s just good to hear somebody who doesn’t already have the corporate think, if you will say, agree with your idea or think that your priorities are correct. What about around social media? If i if i feel i’m struggling, i’m not sure which which channels to be in? Um, i’m not you know, i don’t feel like i’m thoroughly engaged with people you know is help with social media within within the score of expertise to a degree, yes, i would be we find that more often than not just because of this, the fact that it moved so quickly, even with some of the the younger subject matter experts that we have on our team it’s just hard to keep up, so we understand i mean, frankly, is an organization we were struggling every day and constantly checking to make sure that what we’re investing in, what we’re doing is social meat is working, but so we can give that some overviewing could put that in the context of other efforts that you might be doing to get your workout, but we also can help you identify a partner if that turns out to be the right thing, because there are two aspects to it through the strategic aspect, which we can offer probably more help with, and we have we have, you know, hundreds and thousands of resource is on our national website on a variety of topics, several of which are around that we also produce a webinar every week on a different topic and oftentimes social media’s his way one part of that so we can provide that overall information, but sometimes it’s uh, i will just tell you that score we’ve hired a contractor who actually implements a lot of our strategy and making sure that we’re getting post out, helping us figure out howto measure and find out if it’s actually working if we’re if we should be boosting post if we should be buying at how are we using our google place that nature so we can get you two started in that the right direction? Sometimes all we can do is help you be a good customer when you have to go out and buy a resource. Because you what? You really someone who could come and spend time, day after day doing the work for you, which were just not structured, right? Right. That’s, not yours. Ok, but but you can’t help identify the questions we should be talking. We should be asking potential vendors and identify the for us, you know, a process for for hiring, whether it’s frankly, whether it’s, a social media manager or ah or an outsource cfo or right. I mean, you can help with that, you know, acquiring the expertise? Absolutely. And so it will be better than just sort of, you know, hitting up google and looking for the one in neighborhood. Yeah, we’ll give you some some measurements of some things you can ask during the interview. What should you look for in their in their background or in their proposal, if that’s the right thing and some sort of sense of perhaps with the fees and costs on toby, i’m thinking about this, too. In terms of finances, you know, a lot of people, lots of people get into non-profits started non-profit because they have enormous passion for some cause and let’s put aside the question whether forming a non-profit was the right business decision to make or not because they already passed, that they’re already incorporated, but they often are lacking the business savvy that it takes two to scale and sustain. And i think i think financial issues particularly stand out what you know suppose suppose that’s me, i mean, i got a lot of passion and i’ve already incorporated is a non-profit but i’m not sure i’m accounting correctly, you know, people talk to me about ah, accounting software, you know, how do i start? Right? And you have the reality also is this significant potential legal and issues if you don’t do that sort of thing, right? So yeah, that is that’s a very common peace. I would just tell you that very few people who go into business a cz well, who might have a passion for a not for profit uh, area really ever intend to be the business person they wanted. They want to serve the population, they wantto feed the cause they want to, you know, sell the best pizza, whatever it might be. So and then they say, oh, not so now. I’ve got to run this business thing and double these forms, and the government wants something, and i got to write a check to this guy and i just, you know, what’s all this about and that’s where we can provide a couple of layers of support sometimes it’s simply where those of us who are from score who have the financial chops of the management chop could just be that that mentor we meet with you on a fairly regular basis, help you realize, you know, figure out howto watch the pulse in your company and make some of the long term, bigger decisions if you’re comfortable doing the day to day checkbook and that sort of thing, okay, for other people, it’s it and, you know, maybe you’re lucky and you you’ve blossomed you in your really big skill, you know, i was on the board of a couple of not-for-profits that are, you know, had million, multi million dollar budget. So we we had professional accounting firms to do it eso again helping to find the right people. But also, you know, people will tell you, make sure you do the right accounting and so on. But you need to go with them and help them explain to them well, what your strategy, which your long term plan for the organ ization? Where am i going to go next? Because that might affect what they do today. So we can help you crystallize and formulate those plans on growth situations. And then you have someone who could do the day to day blocking and tackling. If you do need sources of funds, where do i find that? You know, if i’m not for-profit i have some opportunities. Perhaps go for grants. How do i write a grant? Where would i find a grant writer? Do i need a grant writer? That kind of thing all come up as we go forward. And then also how do our their limitations on the money that i have? I can tell you that in my organization. There are certain things that i can’t pay for with the money the government gives me to operate, but i can pay for with the money i get through donations off. All right, so these are all factors that we many of us have expertise we have their knowledge of and worst cases again, we will help you become the better informed consumer of services for by a professor. All right, we have to leave it there. I just wantto make sure that people understand, too, that there are a lot of do-it-yourself resource is at score dot org’s articles outlines templates. Kurt mentioned one hour webinar every week, so i’m encouraging you for twenty eighteen to check out, score, score, dot or ge and at score mentors. Kurt springstead thank you so much, my pleasure. We need to take a break. Redner’s here’s a testimonial, i was on my new position when i began working with regular piela my confidence, i can have grown knowing that i can rely on the professionals to answer any questions and make recommendations that will ensure the success of our non-profit you were given sound advice enabling us to increase investment income while at the same time, protecting you. Ask that. I trust and respect our audit team on the forward to their annual visit and vote. That is, from a midsize religious organization in the big graft. Dahna look at this. I mean the people of more than piela e-giving investment income on that’s. Good advice. And the person looked forward to their orders. I don’t think you have no properties are looking forward to order. I think they’re more feared, maybe dreaded, but it’s not a fortune from the midtown religious organization in the mid west and diversity of expertise reminds me of all the guys that they have all the guys, guys, guys, all these forms in ten places and white papers on diver subject oppcoll way beyond accounting. No, lecter goes way beyond the numbers for their clients. You know that you’re supposed to change audit firms every three years to get a fresh perspective on your practices on the first set of eyes looking over your books and your management management processes. You want the advice of a firm that goes broads help you? I think you know beyond the balance. So that is what i’m always saying. They go beyond the numbers talking on one of the people you could talk to. Is you too, who’s? Been a guest on the show martignetti piela dot com that’s not tony. Take two. Well, it’s almost for your twenty eighteen planning there’s. More coming after this one next week. Takagi what is the new tax law metoo for your twenty eighteen? Hundred. And on january twenty sixth, it’s gonna be me and amy, i’m gonna be talking about starting your plan e-giving programs in twenty eighteen, and then amy sample ward is gonna have her twenty, eighteen plants, just like maria has plans coming up very shortly. We’re supposed to have joe garrett. Unfortunately, he had a family emergency, couldn’t make the day that we were gonna be recording, so we’ll get joe garrett back fund-raising plan. But instead of joe playbook, that i get that, but i’m always got, so we have got you covered for the whole year, all month of january, that is all you got to do. My pleasure. Welcome. Maria semple, prospect finder, trainer and speaker on prospect research. Latest book is magnifying your business. Six tools and strategies that growing your business or your non-profits our joy and if they’re free, get the prospects finding dot com and at maria semple welcome back, maria semple. Happy new year. Happy new year county. How are you today? Thank you. Doing great. Thank you very much. It’s. Good to talk to you. And and you’ve been thinking through what i’m calling maria’s twenty eighteen plans. What are you going to start with? So, you know, i thought i would give a little bit of a mixed some tips that i might be, you know, might have offered through my focus. Well, it’s, um, it’s really focused in on prospect research in particular. And just, you know, trying to make sure that non-profits are a cz short up, as they possibly can be for the upcoming year. Okay, so that book might like that magnifies your business school gravity’s growing your business or your non-profit looking talking about? Yep. That’s the one that’s, the books magnifying. Okay, i wanna make sure that was it. All right. So what? Do you want something? Well, you know, i was thinking about thie importance of really solidifying your relationship with individuals. Andi, this is where i think non-profits really have the greatest strengths on dh, their greatest opportunities as well, for growing. So, you know, when you think about, you know, launching a major gift effort or maybe upgrading your major gift effort, this is really the year to do what if you haven’t done so already? So, you know, sort of a first step that you might consider doing is to do a database screening. There are a number of companies out there that will screen your entire donordigital base, um, so that you’re really able to kind of elevate those those prospects that might be hidden in your database and give you an opportunity that you know where to focus your efforts. All right? So you’re encouraging diversifying into an individual e-giving program if you don’t already have one that’s, right? That’s, right? But you need to know where we’re to focus so very often if you’ve got a board that’s been changing out a lot or you’ve got, you know, a lot of staff changes and so forth. And you really don’t have that longevity and people really standing who’s in that donor database, so you’re able to sort of look at it on your own, obviously that’s seen cheapest way to do it right? Because now you’re not, you know, outsourcing anything, they’re not paying anybody to screen the database, but i really find that when when organizations take an opportunity to do that, it gives them the chance elevator to the top, the names of the people they should really be focusing in on. So, you know, you might even do it. Has a lot of the companies will allow you to send in a batch and test your database to see, you know, if it’s going to be worthwhile. Thio do the whole thing. Okay, um, something else you want to have in place before you do a major gift on individual individual giving program, major gifts or welchlin yeah, you’re gonna end up with maybe get program if you take this important step starting individual e-giving program’s going to end up with major donors, some are goingto give more brothers, but either way, you want to have ah, constituent relationship matters in a database. You crn database in place on dh. There are very affordable ways of doing that there’s so many different cloud services and there’s some that you just played by the records. So when you’re starting small, you know, you don’t have to have the major’s your commitment, maybe database, that, uh, that is only going to have a couple dozen names in the beginning, but you want to have a way of capturing all those relationships all those different data points with people because of something that you just mentioned area staff turnover, when when one person leaves, they’ve had all the conversations with, you know, half your donors, uh, you don’t want to lose weight, and i talked about that. You don’t want to lose all that precious information, right is right, and, you know, it’s a problem as as i’m sure you’ve seen in your own consulting that happens time and time again, where you get in there and you talk to an organization and they say, you know, well, you know, i’m new here, i’m only on the job three months i’m really not sure what those relationships were like on dh then you find out that you know, a lot of conversations and so forth, which simply not recorded anywhere. Elearning yeah, i mean, the last thing that you want to do is call the donor and say, hi, you know, my name’s, maria semple, on our new year of the organization, and i’d like to get to know, you know, for your interest, why do you give to us, you know, i mean, you should know that you should know all of that information. Yeah, i just had that conversation with your your predecessor two months ago, so so database screening find find people on, of course don’t only pay attention to the wealthiest in your in your in your database on that also have your e r n, right? Okay, you’re you’re also encouraging, looking into recurring yeah, you know, this is a place that you have an opportunity to garner, and i’m going to say those smaller gifts, those people that will commit ten dollars in most twenty dollars a month, whatever it is that’s hating their credit card, everybody so, you know, many of us are already used to paying whatever netflix, whatever this monthly charges that’s hitting our credit card accounts. On dh so it’s already sort of been absorbed into our monthly budgeting and so forth. And so if you can convince people to start setting up a recurring, uh, payments to your organization that’s going to go a long way to helping booth and of course, you’re not talking to the major gets here. You are talking about getting people in, perhaps at a much lower entry point and keeping them engage. I think it’s pretty standard practice, but i was going to make this explicit no on that donation page that you’ve got. You want to have a button for making monthly or something like that so that the person who is giving at a level that could conceivably be the monthly recurring donation could easily do it, you know, you know, ryan and i have to go in someplace special to make a set of recurring giving, i think that’s pretty standard, but i want to make it quick, make sure hyre no, that could be it could be very valuable. And you know what we get on saying that people just forget about it and fills, usually until their credit card expires, and then they’re reminded oh, yeah, no, i got this thing, and then and then sometimes that’s an opportunity for you asking for upgrades when a person is reevaluating. I mean, yeah, there’s always a chance that they’re goingto stop those donations at a point like that. But there’s also a chance that they’ll they’ll increase it. So you use a of failed transaction as an opportunity to essentially increase. Yeah, yeah, and, you know, it’s an opportunity for you to really start using the language that you would use, maybe with a major gift donor-centric tuo invest on a monthly basis in our organization, you know, you might have a monthly investments that you have set up for, you know, for yourself, for your for one kings or, you know, whatever we’d like you to take just ten dollars and twenty dollars a month and invest with our organization in the future viability of the organization. So, you know, give that compelling story, give that compelling reason why they should be engaging and investing with you on one thing faces, okay? And that’s, uh, you wanted to be telling them stories about about your outcomes, basically, what a big part of the story. Selling that’s, right? That’s right night. I saw that you actually had done them a video recently, you know, kind of on this topic as well. You know, you’ve got to be able to thankfully tell your story and, you know, there’s a lot of information out there on the web, all you need to do is really do a google search for non-profits storytelling, um, there are a lot of experts in that arena i’ve seen some of them speak even at the american marketing association conference on dh you know, the thing that you have to get across to people is, yeah, you’ve got your stats on, you know, those important metrics that you’ve got to be able to communicate, but that’s usually not what’s going to sell somebody right on on wanting to invest with your organization. So you’ve got to be able to humanize it and tell stories about the impact that your organization has on the community and, you know, making sure that you’re kind of a hearing too, really good storytelling, a beginning, a middle and an end and really understand all the different types of stories that there are out there. There’s a reason why we can’t remember, you know stories about whatever little red riding hood and the three little pigs, right? There’s a certain set up to those stories, you can learn tons of information about that on the web, and i really encourage you, teo teo, focus focus in on getting the story straight not only for your major gift donors, but also across the board at all we know right now definitely cross for this matter from e-giving five dollars a month with five dollars, more than they need to know what you’re infected and we’ve had listen, we have a guest here too. You go, teo durney martignetti dot com and search storytelling, the the guests we’ve had on that subject will obviously come up. Yeah, you got to share your impact? Um, you’ve also been thinking about trying to capitalize on sigil ambassadors? Yeah, yeah. So talented people. Yeah. So, you know, i’m sure that this is something that amy sample ward talks a lot about when when she’s on your show, tony as well. But, you know, you want to think about engaging people to be able to help amplify your message. Right? So, you know i think we’re all asses point sort of accustomed to seeing campaigns were online where your friends or maybe joni there their birthday, you know, raising money for an organization on behalf of their birthday, that type of thing. So those types of sort of crowd funding these people are digital ambassadors for an organisation when they do that, all the people that were involved in that bucket challenge, they were digital ambassadors, right? And there were some that were really, really strong, obviously that the first family, the first guy that kicked it off, they must have had a pretty good following to get to get kissed off as well as he did, but you wanted to try and figure out who those digital ambassadors are if you don’t have any really it’s time to start recruiting some on broadening your outreach, even if you have to think about some paid opportunities, you know, on facebook such as, you know, i don’t know ads are boosted post, yeah, big book and also twitter yeah, yeah, you know, as you find the people who are most network most deeply connected and you start a campaign you wantto be working with them. And this is something that any and i have talked about to work them back channels. You get them enthusiastic and you get them talking before you start your public campaign, right? Get there. And you get that they’re connected to help you in the public. And so that i know that people who follow you, uh, people who were with you and you have the most followers fanned. Whatever. You know, those were the most connected are going. Teo, be active participants in your campaign. Maria, we gotta take a break. We’re going toe. We’re gonna come back and talk more about yeah, ambassadors. And i know you have some resources share finding them right now. I gotta take a break. Elearning credit card payment processing brovey check out the video at tony dot m a flash tony, tell us explained the process of businesses joining tell us on having their credit cards, other payments process by tello’s and reminds you that you are going to get fifty percent of the revenue that hello elearning that’s a long revenue stream because they have one hundred percent satisfaction rate. So you can be assured that the business is going to be pleased, and you’re going to be earning revenue from this four, a good long time every single month. Also, the video for their, uh, one hundred percent satisfaction and the price match guarantee. You go beyond that. Tell us, can’t save the money that you started to tell us, and you’re getting two hundred fifty dollars. So it’s worth starting. Think about businesses. That next-gen tio, you know, as the rest of you watch the video. Think about like, a local body shop where, by the way, out there, all wearing masks and your protection jewelry store the area where they make a pie with the crust recognize from a bakery where hope that we don’t have very good. Um, think about that think about the businesses that you’re you’re boardmember zoho family members only any of these potential referrals to tell us for credit card processing, you just have to generate some interest to check out the video. That’s brightstep teo, your long tail of revenue. Tony got a last tony tellers. Now, look, rebecca miree simple and her twenty eighteen plan. You have some resources for finding who the deepest, most networked ambassadors are among your constituents. Yeah. Yeah. I have some resources that you might want to consider looking into. First of all, i came across a great white paper download that blackbaud put together. They put together a nice free guide. And it’s actually called super has the kids program how to create a super advocate program. So there i read through it, and it looked like there were a lot of really good chips in there. So that might kind of give you the first time ideas about how the framework and what it is that you might want to do and, you know, it really is going to be able to create opportunities foreign organizations most committed supporters really did take more action hyre value actions than than a typical supporter. This’s why you’re our joy and of your cubine free, right? So that the guide is free, but the guide three guys? Yeah, another one, right, yet so a couple of other things actually one that you brought to my attention called attentively, which is one of the blackbaud solutions actually wait give you the opportunity to identify whose influential so they say that a mass email files with social data and so that you can better understand the social side of yours supporters. So if you do have an email list, it is an opportunity to see who amongst that list might be really great social ambassadors reorganization, that’s attentive dot leaves they’ve got a y yeah, they they also make the point that home email i just better don’t. Usually the one people used to sign up with social network, so if you have a file of of home addresses, home email addresses attentively that’s not that’s not well, my treat so that’s not a free one, but no that’s correct zsystems blackbaud but value there and finding the most connected people and you got zaptitude what is zaptitude about? Yes. Zaptitude right. Kind of an interesting name. They have one of their service offerings is called good influence. And i learned about this company a few years ago. And i actually met some of the folks behind the company at one point and met people at the american marketing association conference who use this tool. Two years ago, you been holding out on us. You got a couple of years. You’re feeling it now in january twenty eighteen, you know, i’ve got i’ve got to keep some gems for you. I don’t think w hole not on non-profit idealware way. Never talked about you and waited. All right, maybe you alright? I get it out? Yes. So anyway, they have they have a tool called good influence and basically it it’s an opportunity to is your existing customers because this is used side both, you know, businesses and non-profit so in this case, your existing donors to dr support through new donors. So it’s a platform that really again helps to amplify not so much doing the search like thehe tentative job l y product would do, but really, this could be a platform for you. Teo, try and scale off your digital ambassador efforts. And when i was going back and reviewing some information about the current leadership team i’m looking at the bio of the founder and ceo is kind of interesting in marinette, we talk about the good influence product with the bat phone for the social activation engine for the famous i spoke a challenge current, so i’d be interested in having another conversation with him, actually myself. Teo, figure out more about how exactly the good influence taught. It played into that. I stuck a challenge. Okay, cool. And that’s that information about that is that zaptitude yeah. Dot com. Right. Okay. That’s that that to write? Well, you would be our most likely contributors. So let’s, get some prospect. Researcher idea. That is okay. So i was also thinking about a new arena we haven’t talked about before, which is maybe trying to research some of the companies in your community that are set up as the corporations and so i know, you know, you know why i don’t want to get thrown in the jargon jail so let’s, talk a little bit of what? You know well, listeners know that’s okay, well, that’s all right, gene cog and i’ve talked about the corpse on there now, and they’re they’re social, social good missions, not sickly, profit driven, but they certainly can be profit making, so you’re okay. You’re okay, cool. Cool. Ok, good. So there’s, actually a website called b corporation dot net. Uh, where you can go and search by state and see, you know what? All the big corporations are right in your state on dh. Then, you know, you’re kind of using, you know, good old fashioned prospect research looking at that company, trying to figure out who’s behind the company and so on and so forth and trying to learn a little bit more about him. You know, these people already have a social mission built into their companies. Perhaps the work that you’re doing can align some way with a particular social mission. So, you know, i think it’s an opportunity for you two. Maybe developed, um, uh, some relationship with him. Yeah, most of the time. It’s, private companies, so relationship supply. The companies that are set on our course. I love it. It’s, like it’s, like doing the same kind of research assay. Would foundation wear where they would be court they’re aligned with, and whether you might fit in. Yes, in-kind. What do you got for us? You mentioned a family you mentioned foundation so it’s touch upon that for a moment. If you have not made your annual trust to your local cooperating collections of the foundation center in your in your next the woods it’s time that you do that no, we’re going ahead and get a subscriptions directly to the foundation directory online. So if you have the funds to do it and you do a lot of foundation’s research definitely worth while having that tool in house, but it is available fourth grade if you go to the foundation center or one of their cooperating collections in your community. So what i recommend is to try and focus in instead of the really big foundations in your state, which everybody seems to kind of know today everybody goes, everybody goes, yeah, focus more in on the foundations that are the family foundation’s, even if they do not seem to have a lot of assets and some you will even notice some will come up xero and assets and don’t let that turn you off because if they had gone through the effort of setting up the framework for a sound of private foundation, but there may be, you know, a plan in the future that that family is may be planning to sell business and funding the foundation, and you don’t know what the thinking is behind it and it’s going to get to know them a little bit. So don’t discount the ones that you even see with xero asset, okay? And you trying to find connections between your non-profit and foundations not only terms of mission, but you know, if you’re looking in your state, you’re looking for a board connections two are some kind of some kind of relationship, right board connections, mission over laugh, it could be that they are literally in your county or in your town. So these air opportunity three to try and develop relationships with some of these people don’t forget, i mean, if it’s a family foundation, people behind the whole thing on dh there’s, you know, it’s just happens to be the vehicle by which they are, um, you know, putting all of their philantech through so it’s worthwhile, taking an opportunity to research it there if you don’t have any access, any way of accessing the foundation centers products you could do a similar type search on guide star okay, another case, and as you do your research, don’t be afraid to bring lips of foundation board members and foundation names to your board meeting try to have a board members or, if not at your meeting, circulated some other way, but have your boardmember scrutinizing the foundations that you’ve found that align with your work and start getting people you’re boardmember you know where the where the connections might be, but we gotta leave maria, thank you very much. Happy new year, thank you are joining of thirties and free, you’ll find her at the prospects finding dot com and at maria sinful next-gen takagi what’s the new tax balm for your twenty eighteen fund-raising plan if you missed any part of today’s show, i didn’t think you’d find it on tony martignetti dot com were supported by pursuing online tools to small and mid sized non-profits data driven and technology enables twenty dollars, by pursuing your guiding you beyond the numbers regular piela dot com and tell us credit card payment processing your passive revenue streams. Tony got a last tony killers our creative producers try my family, which is the line producer shoretz social media site. Shadow and its wonderful music. In-kind you give me that? We’re not from the radio. Big non-profit ideas for the odd third, ninety five percent go out and records. 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 or no 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 do if they have xbox, they have tv, they have their cell phones. Me dar is the founder of idealist 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 on dno. 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 expected 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 percent.

Nonprofit Radio for September 8, 2017: Video Storytelling & Deep Pockets

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Maria SempleHow do you find pockets of wealth in the communities you serve? Maria Semple reveals her secrets. She’s our prospect research contributor and The Prospect Finder. (Originally aired March 28, 2014.)

 

 

 


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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent on your aptly named host oh, i’m glad you’re with me. I’d be forced to endure the pain of pancreas ola thigh assis if you hardened me with the idea that you missed today’s show video storytelling in a crowded video internet, how do you tell that compelling story? So your message moves others to take action. Sharing their smart strategies are yasmin win from vibranceglobal and sherry cheney jones with measurement resource is that originally aired september fourth, twenty fifteen and deep pockets. How do you find pockets of wealth in the communities you serve? Maria simple reveals her secrets. She’s, our prospect research contributor and the prospect finder that originally aired march twenty eighth, twenty fourteen on tony’s take two five minute planned giving marketing. We’re sponsored by wagner, cpas guiding you beyond the numbers wagner, cps dot com you’re not a business you’re non-profit apple owes accounting software designed for non-profits non-profit wizard dot com is them. We be spelling supercool spelling bee fundraisers. We be e spelling dot com here are yasmin win and sherry cheney jones with video storytelling welcome to tony martignetti non-profit radio coverage of ntc twenty fifteen the non-profit technology conference we’re at the austin convention center austin, texas we’re kicking off our coverage with this interview. Are my guests now? Are jasmine win and sherry cheney jones welcome. Thank you. Thank you, it’s. Good to be here. They’re seminar topic is stop shooting videos. Start unlocking stories. Jasmine win is founder and ceo of vibranceglobal and sherry cheney jones is president of measurement resource is let’s start sherry, what are non-profits not doing quite a cz? Well as they could with video interviews, storytelling? What? From my perspective, because we help non-profits measure and communicate their impact in value, they often are focusing on their impact. So how are they changing lives and changing circumstances there, too focused on the activities. So, really understanding what your true impact is and telling your stories from there. And you’re trying to elicit really heartfelt story telling stories. You know, emotional. We want emotional impact. Okay, what would you have you have? You know, i think that a lot of times we focus so much on the technology, the process of doing video and also the questions. That we ask people, and so we don’t focus enough on the connection and really, when you are able to provide a space for someone too open up to feel that they can speak about their passion, be grateful. They then create that connection that we can then capture and witness through videos and so it’s that focus on that connection rather than just the information or that exchange. Now, as we are today, you’re asking people to get in front of lights and cameras or and mike’s andi, open up. Yes, men. How are we gonna start this process first? Let’s, start with how do we find the right people? And then we’ll get into coaching them and and getting their best performance and storytelling out of them. But how do we find the right one? Yeah, absolute. Tony that the key thing is selecting the right people. And that starts with being mindful of who your audience is. You know, we found that the most impactful, ah, relevant person to interview talk with are a representation of our audience. So, for example, for appealing to a donor’s, then it be great to have a financial supporter donors to be able to speak in their language in the same mindset for them to connect and relate. So think about the group’s. We want this interview to be meaningful for and select people from that constituency. Right? Volunteers, donors, board members. Yeah. Ok. And someone who’s were well respected. Who’s. Our ticket who’s also a very passionate and a champion of of our particular cause to be able to speak for us but also, at the same time, carry the torch for our audience so that they can connect with them. Sure, anything you want to add to finding the right person is sure. I always say, think about your wise. Why do you do it? You do, but not just why does your organization do what it does? But why does your funders fund you and whitey? You’re participants participate. And when you’re finding people to tell your story, you want to make sure that you are covering those three perspectives. Okay, three wives. The three wise. Yep. Three wise men know e wise? Yes, different wise. Okay, sure. Let’s, say with you now. So we found the right people. How do we start the process of making them? Comfortable evoking the really heartfelt emotion that we’re tryingto chief? Sure. Well, i will actually default to us because he’s really good at that, you know, i’m i’m the one that helps you create the content think about what you should be eliciting and he’s when it does the great interviews, maybe you’re more on the on the production side. I’m more on the defining what what questions? You should be asking what impact you should be drawing down of them stuff like, okay, we’ll come to you very shortly. Okay, okay. We got plenty of time together. Twenty five. Just great. Yeah. You know, for someone to be at ease. You really it’s it’s? Really? About how you think about the interview or how you think about it being on video? A lot of times, people focus on the act of, you know, being on camera so they feel like they’re being evaluated. They’re being judged or in an interview, maybe you think of, like, a job interview or or some others where they have to perform, and they have to be perfect. And what that does is it raises this level of anxiety where you have tio feel. Like you have to know not necessarily be your best to be your most authentic. Authentic. Yeah, you’re you’re going to be your best if you’re most if you you’re most attentive, you just you write, which is hard to get and even on even in still right videos, pictures it really is okay, yeah, how are we gonna do so down? So so part of that is in the initial invitation is instead of hey, can you do a testimonial keen? And you come on camera and do a video it’s about framing it in a way that helps them give instead of being put in a position to perform. And so what i mean by giving is, you know, i’d like to invite you to come and share your story so that we can help inspire others like you. You know, we we want to put you in a place where you can be of service to others, and when you’re in that mindset of being of service, to be able to share your experience and insight so that it can help others, it takes that pressure off because now it’s about your own story, your own experience. And there’s no right or wrong. And so that that’s the first step is the mind set piece. Okay, so let’s try to avoid characterizing it as testimonial. Do you know, do something that way? Put a label on right or even an interview? It should be more of a conversation, and i find that mom i doing so far, you’re doing great. My failing is a failing grade know you’re at least a b plus or something. You’re doing great. You’ve done this a few times. I have a lot of securities right already. Absolutely cool. Yeah, s so tell me more. So so so that’s the first step is setting up the frame for for what? That experience is like giving them information so that they feel prepared, you know, even some questions not necessarily for them to prepare a script, but for them to at least be a tease to know what to expect, that there’s not going to be this sort of curveball, or they’re gonna be blindsided because people have a lot of anxiety around, you know the uncertainty. And so that that’s another element. And then once you actually get into the session, then then it’s really about creating that space? I go through a specific routine if i find that someone’s either really nervous or they’re very tense, where we do an exercise called a ci gong, slap on what that is is where you basically take your hand and one hand and you slap thea part of your front part of your arm all the way back to up to your chest, and then you do on the other side and then down to your legs and then back up through your back and then on your head as well. You do that a couple times having how hard you’re slapping, just just so just like just like this. So you’re going back like this and and and then down to your chest and then back-up and what you’re doing is you’re activating the various different meridian parties and your body, your head too as well, too. And then once you do that a couple times, you’ll notice this sort of tingle. It just activates the energy and yourself and so that’s physically gets you ready. Another gong xi gong slap? Yeah, yeah, you can google that nok will be on youtube. The other parties is also getting you into what we call the vortex or the zone or, you know, the peak performance state and so, you know, i listen to some music, so whatever music kind of gets you going here, the whole goal is to are we asking the person i interrupt all the time, you know, that’s bad that’s, bad technique, a weapon? You don’t have a conversation, really? So we’re asking the person in advance what’s your kind of music or bring bring some of your favorite music, you can bring some of that, but even before the actual interview, i will take time to have a phone conversation, just tow learn about that, okay, build that report so it’s not. We’re not meeting for the first time on camera and, uh, and that way, we feel like we’re friends and i can ask them about different things, so the whole goal is to get them out of their head and into their hearts, because when they start speaking from the heart when they start opening up that’s when the magic happens outstanding. All right, 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. Dahna surely now let’s, come to you with questions. Um, well, jasmine alluded to a little bit, but the types of questions where you’re aware your expertise comes in. It’s sure, in terms of thinking about what? Why are you doing this video? I’m sorry i called you jasmine jasmine? Pardon me? Sorry about that. Yes, you have been eluded. So what’s the purpose of the video you’re shooting. Who is your audience? What do they care about? And what we know about is although fund-raising is up from where it was pretty great recession levels, people want to know that there their money is actually making a difference. So no longer can we just say, oh, here’s a cute kid, i’m going to tell you my story about, you know, my family people really want to know that there’s a collective impact going on that there’s, you know, in the measurement world, the outcomes that you’re achieving. So you want to think about what are those outcomes that you know that people want you two to be showing and then making sure your interview questions air addressing those so people are telling their stories around how they experience the outcomes that you are saying that you’re achieving how they’re experiencing a perfect and we’re going to get really kind of personal, right? Like how i saved your life improved your life, help your child, etcetera. Yeah. So, you know, we have a list of twelve outcomes that typically non-profits air achieving like increased knowledge increased, gilles, you know, maintenance of new behavior, reduction of undesirable behavior. So no, those going in before you start asking your questions and let your interview we know that you’re going to want to know about, you know, how did this program increase your knowledge or help you get a job or, you know, decrease your, you know, risk for heart disease or whatever it is that you’re non-profits doing, make sure the questions are aligned with those important outcomes. Should we stay away from giving exact questions? You will be asked one, two, three, four, because i find in doing my show that that then leads to scripted questions, lead to scripted answers and and that’s not from the heart, that’s from appearing, like memorized so so sherry but we want to give them topics, right, but not exact questions. Is that? Is that the best practice or what? Either, either, yeah. I found that i could give them some questions and with a disclaimer that, you know, these are some of the similar types of questions that will be asking and then also explain to them how to prepare. So just think about some bullet points or just some stories that may be relevant but not necessarily prepare a script per se as well to so that that it alleviates the anxiety, but you’re also making sure that they don’t have a prepared answer. Percent yeah, yeah, like i said, then that’s not that’s, not the impact you’re gonna want, all right, anything else, before we get to the actual either of you need anything else before we get to the actual session with mike’s and lights and cameras that we should be thinking about? We didn’t talk about yet, you know, i think that’s that’s pretty much covers it for now we’re going to go and dive a little bit deeper into our session, then during that time. Yeah. Oh, well, i mean, there’s stuff you’re going to say in this session, you you won’t say here is that well, actually, you know, know what? We’ve got someone holding back. Of course not. Your size is okay. Okay. All right. I want shortchange non-profit ready. You know, of course, that all right. All right. So now we’re in the session, so presumably we’re in some kind of studio. These got a microphone because it might just we could just be doing audio, right? Possible? Absolutely. But might be lights and camera also who’s best toe ask, what do we do when we’re in the studio? Now? I could i could do that. Okay, yeah, you know, it’s again, it’s first getting them into that state it’s a two part process getting them into that place where they’re not thinking from their minus their speaking for the heart, then the next step, then it’s it’s like a dance. Then you’re the lead. And so through your mindful questions that you’ve designed, you’ve created both to communicate impact illicit to bring it out from them, per se. You’re also thinking about what is the overarching storyline that you’re trying to create. So one of the things that well, that we’re going to discuss in our session is the frame where for an appeals type of video, you know these air the videos that ah, non-profits play at their events to appeal to, you know, fundraisers and donors. And so there’s a seven start, seven step formula that i generally recommend to my clients as a guide for creating questions to elicit out those components. So the first part is, is that emotional hook or that connection? Something, whether it be a piece of data, something that’s compelling, or a story that just gets people that initially engaged. So they want to continue to watch the next step, then is ah gratitude appreciating the people that are there the people that have already supported you recognizing them so then they personally feel connected. Engaged. The third part then is impact showing the difference that that their support up until this point has made to show that you have traction, and that your stewards of their support this far. Then the next step is really diving into the importance of the purpose of the mission. Why are we all here? Why is it important to support us then? The next step is to is to paint a picture of what the future can be. So this is where we are. But this is how much we can this is how many more people we can serve. This is the greater impact that we can do. And then then goes the call to action, which is this is how you can help. This is how you can be a part of us achieving this bigger future. And the final part is that emotional clothes wrapping it up, tying it back to either the mission or or completing the circle of this story that leaves them with this emotional connection. But now they’ve see why why we’re doing this. They also know how they can be a part of it and that’s the framework in which we start to create questions that we start to elicit out in each of the different interviews. Sherry, this is a real art because that’s a lot to pack into what’s probably gonna be, you know, like a ford of five minute video or so bad. It’s doable, of course. Yeah, yeah. And i mean, in the session, we’re going toe share case study where one organization was ableto talk about their recreational programme with kids, but at the end of the day, they were able to demonstrate how they had a fifty seven thousand seven hundred seventy percent return on investment in those chilled children in terms of really transforming their earning potential over their lives. Just buy this, you know, recreational after school program and talk about and your fund-raising appeal if you’re able teo to share those stories, talk about those kids experience and at the end of the day, say, oh, by the way, give us five hundred dollars, and we’ll turn that into two hundred eighty nine thousand dollars for these children over the course of, you know, their lifetime that’s, very powerful and, you know, checkbooks are flying nah bins what if we’re in our studio session and it’s not going so well? Our interview is not really loosening up very tense you’re not getting the kind of emotion you’re hoping for. What what can we do to you? Break that besides achy gong slap anything else we can do? Like in them in that moment? Loosen him or her up? Yeah, yeah, you know, first of all, i always try with something with physiology. So some physical movement, whether it be breathing or others just to kind of, you know, shake out some of the stiffness there. If that doesn’t work, then i should start to shift into what are they passionate about? We totally go off or off camera off mike now, mike, or even even if the camera’s still on, but i shift their focus on hey, you know what? What do you know? What are you most passionate about? Tell me about your favorite, you know, and start getting really personal, and when they start to then connect with what really means, you know something to them, then it slowly they slowly start to kind of open up in that way. So i found that to be really effective, it might actually be a good idea to keep the camera rolling or the mike rolling because you might capture something really good whether they know it’s being captured or not. They’re there more of these because you’ve broken that i see you looking the tension about okay, let’s, create anything you want, but i was just saying, you know, a lot of it is the magic and editing, so if you know that framework that yasmin laid out and you know, that’s, what you’re going for, your looking for those nuggets that you’re going to put into that framework when you go to create your video and edit it together. And that that’s a really good point. Sherry, is that you know, when you’re looking at the post production editing process, you wanna have someone on your team that understands the story framework here? Not just someone that’s really a great good, you know, an editor or your your brother in law who knows howto video. But someone who understands the purpose understands the story’s understands elements of marketing as well so that they can put those pieces together in a meaningful way. Alright, we have plenty of time together. So you took some now about postproduction. We moved into that suddenly, that was well done. Thank you, baizman. What? What more about postproduction? Aside from let’s not have an amateur doing it. What else? What else can we say? You know, post production actually starts with preproduction. Always found that it’s very, very important to know the roadmap rather than shooting a bunch of content audio or visual and then just dumping it on to someone and saying here, figure it out so it’s it’s it’s essential to be involved throughout the process s so that’s, really, the key part here and then the other part is, is to understand buy-in to have someone who really understands the dynamics of human conversation per se, you know, there’s certain ways in which people speak that are more flattering than others. And so it’s it’s a very subtle nuance of how to cut the foot the pieces and then start assembled them together and then tie in either music or other elements that enhance that experience, whether it be visuals or other things as well to it sounds like you’re strongly suggesting that this be done by a professional. Yes, absolutely on dh they be involved from the beginning? Not just that you’ve given them a raw video file, and now they have to try, too. Kraft, what you’re describing? Great. Yeah, yeah, i think specially for your your fund-raising appeal videos and maybe the things on your website you’re going to ask people to donate to your cause. But i think for and you can correct me if you disagree, but for your maybe website testimonials or other things, you know, in our session, yasmin’s going to actually do one. On his iphone so just depends on what the purpose again understanding what is the purpose of the video? Your beauty that’s an excellent point. Yeah, i mean, we were we were talking last several minutes about the least, i think the the video that shone at the gala that ideally is evoking tears and and moving a room of seven hundred people or, you know, whatever, but on the other end of the spectrum share your point is really well taken. This could be very low production value with somebody with an iphone on dh can still be very, very moving. Yeah, absolutely doesn’t the production values don’t have to be high to be compelling? Yes. Depends what your purpose is. Yeah, and and and again, it’s, just starting with understanding, understanding your purpose, understanding your audience, understanding your call to action on and then finding the right medium for that. Um, i’m still going. Yeah, absolutely. It’s it’s really about having a storytelling mindset, it’s about having a mindset of thinking about what? What are we doing right now? And is who is this meaningful for? And then let’s just capture that moment, especially with technology these days. With, you know, our smartphones or iphones or android phones, you know, the cameras and the equipment is so advanced and it’s, i mean, you could capture a great experience bar trying to do it in the dark, but, i mean, if you think about wow, if i’m constantly thinking about how can i share this moment with someone else and who would benefit and why they would benefit, then then you’re you’re ready to go and as far as, like professional editing, you know, quite honestly, people can edit themselves, but really, i find that, like ninety plus percent of the clients and people i work with it’s a tedious process and that’s something that if they can learn how to improve the quality of capturing the experience that they can handed off to someone else, even if it’s simple edits it’s accessible and affordable for just even the average person who’s just doing a video for their they’re easing or something like that by phone has been picked up his phone as he was talking for those who are not watching the video as a visual. So i mean, it’s just it could be just that simple. Sure. You look like you want to add something. No, i’m just a green. Okay, oppcoll we still have another couple of minutes left together. What if i not ask you that? What have we not talked about? It doesn’t matter what stage of it is, what more would you like to say? It’s a great topic, i think. Just a kind of reiterate it’s about thinking about this experience, the interview or the video really as an opportunity for for you to help someone else give and and the way that they give is through their insights and experience. So we appreciate the opportunity to be here with you, tony, to be able to share and so it’s a it’s, a conversation and it’s an opportunity to give, and i think that really, when you start thinking of it this way, it alleviates a lot of stress and anxiety around the experience. Yeah, i’d love to leave loved leave it there, but we still have a couple minutes left, so i’m gonna press it’ll further on something i was thinking about when you’re recording. Do we do we need tohave an interviewer? Or should we just let the person kind? Of go free form and on dh hit on the topic questions hoping that they’ll do that or we need to have an interviewer. I i think yes, i think so. And unless the person is experience and very skilled with being able to create a connection themselves with either the camera, they’ve they’ve had either training or they could do it naturally. But i would say that the majority of the people are looking to have an interview because the goal is to experience a moment of connection. And how can you experience a connection without having some other person person? Lester trained to connect? Yeah, yes, directly to account. And so to answer your question, yes. Ah, it’s important to have at least someone there to connect with. Okay, yeah, sure, because i think it’s not it can be very scripted, and we’re trying to avoid that scripted feel so an interviewer helps reduce that that scripted feel better, more connection, okay? And, ah, there is one story i’d like to share and it’s about giving as well, too, and sherry’s heard this story a number of times because we actually start third i’m speaking together here, but last year, we were at the non-profit technology conference, and both of us were there to writing. So you guys last year, samaritan picked you up last year we missed each other in d c. Yeah, so sure. And i were both staying with our good friends neil and heather. Now new one. Heather had this amazing ten year old daughter named kendall. And every morning when we sit down for breakfast, kendall would just light up the room and she’d ask questions, and she will have about a minute left. Okay. Okay, so, so so anyway, you’re trained, so i know what you know. I’m gonna tell party there’s just to the store here, and i will re kapin the session here. Don’t worry about the way we wanna hear your story. Okay. All right. So so then ah, went the last morning that were there. She just barely looked up from her bowl and i said, hey, what’s going on, you seem different and she said, yeah, i’ve got to go sell girl scout cookies today i said, well, what’s wrong with that. People love cookies she said, yeah, but every time i get out there i get rejected and so i said, yeah, gosh, you know, i totally understand, so i asked her i said, hey, candle, how much of your cookies she said they’re four dollars a box? So i said here, here’s, twenty dollars, once you give me five boxes, she said really has like, yeah, it’s like, but here’s the thing i don’t eat cookies myself and so she but i want you to do what what i want to do is i want you to give these cookies to five people that you’ve never met before. All of a sudden her eyes lit up, she ran to her mom and said, mom, guess what? We get to give cookies away then? And i said, now here, kendall here’s, the reason why i want you to give those cookies away cause i want you to know what it’s like to make someone’s day. I want you to see, hear and feel their appreciation, and then when you’re out there and you’re asking someone to ask by a box of cookies, try this instead. Ask them hey, is there someone in your life that you really care about? I’d like to help you make their bay by giving them a box of cookies. So what we’re doing is we’re creating an opportunity for someone to give and so similar to this interview experience when you create an opportunity to give you shift that dynamic, so outstanding, we’re gonna leave it there. Thank you very, very much. You your favorite cookies with thin mints, by the way about us so good on this. Emotions are number two yasmin win he’s, founder and ceo of vibranceglobal and sherry cheney jones’s, president of measurement resource is non-profit radio coverage of ntc twenty fifteen the non-profit technology conference, thanks so much for being with us deep pockets with maria semple is coming up first, wagner cpas they do go way beyond the numbers for you. They have got dozens of policy statements for you to download a wireless device policy like no talking or texting while you’re driving for business purposes. Segregation of duties for financial oversight this chart will designate for you who should sign the checks? Who should write the checks? Who posts the accounts receivable? Who approves the payroll? It tells you who to assign each of these task too, and a bunch of other tasks. There’s a whistleblower policy, a conflict of interest policy, a travel policy, dozens of policies too many for me to name them all, go to wagner cps dot com creek resource is then guides stop wasting your time using business accounting software for your books you aren’t a business you’re non-profit appaloosa counting is designed for non-profits built from the ground up to make your financial management simple and affordable. It’s fun to counting, advanced reporting, donation tracking and more it’s all in one easy to use software they’re at non-profit wizard dot com check that out now. Time for tony take two i cut down my five minute plan giving marketing tips to a video that’s about three minutes long took it all down twenty five to three did the phone segment on the august eighteenth show? If you want a quick refresher video, you can have the takeaways in a three minute video. Plus, of course, there’s a link to the full facebook live video it’s at tony martignetti dot com for those five minutes plan giving marketing tips that is tony’s take two and here is marie a simple with deep pockets. Maria semple is with us. She is the prospect finder, the trainer and speaker on prospect research. Her website is the prospect finder dot com, and her book is panning for gold. Find your best dahna prospects now she’s our doi end of dirt cheap and free ideas. You can follow her on twitter at maria simple. Welcome back from vacation, maria. Thanks, tilly. Great to be back here with you. I’m glad you are. Where were you on vacation? We took the kids who are both in college. We took them on spring break and went down to riviera. Maya in mexico. Was this a selling vacation? I know you’re an avid sailor. No, it was land based. But it was wonderful. We did get out on a little catamaran to play that they had available at the resort, you know, to take out on your own. Just, you know, a smaller one. There was fun. There were times where your college kids thrilled about going on spring break with their mom and dad and sitting on the beach instead of being with their friends and drinking beers. Actually, they were. They were just fine with it. And, yeah, we won’t address the other. Part of that, i’m sure if they’re below twenty one that i’m certainly don’t drink beers or anything, are they? They’re they’re of age. They put it that way. Okay, okay, um, well, i’m glad you’re back. Uh, we’re talking about finding pockets of of affluence in communities. This this comes up in your practice, it does. It comes up a lot in, especially when i’m doing seminars or workshops in front of live groups, you’ve inevitably always have somebody raised their hand and say, g, we we really like to know a little bit more about our communities in terms of affluence. What what are the more affluent, zip zip codes on dh then, you know, what is philanthropy looking like in general amongst high net worth individuals? So i thought it might be kind of interesting for us to take some time and talk about what some of the resources are that are available online to kind of examine. You know, both of those areas. Okay, before we go online, is there any chance of starting with your immediate internal resources, like you’re bored? You could could you start there, perhaps? Oh, yeah, absolutely. You could definitely start. With your board what what i think is usually helpful, though, is if you very often, if if you goto your board and try and have a conversation at a board meeting or a development committee meeting and just kind of say, well, who do you know, give us the names of everyone, you know, you know, sometimes it’s better to kind of have maybe sort of almost vetted list first to se gi these air, some people we’ve identified or these air some affluent zip codes we’ve identified in our region? Does anybody know any of these people, or does anybody know anybody in the in the zip code? Because then now you’re getting them to really focus in on some specific people or some specific communities, and then, you know, versus them just trying to figure out who they know in their entire world or roll adex, okay, so we’re going to go online to try to generate these resource is start t these resources to try to generate lists and give people names and communities and things like that, too, jog their memories. Yeah, i think i think that works at a little bit better for a lot of boards, because a lot of people are a little bit more perhaps reserved, or they say, well, you know, who is it that you want me to bring to the table here, give me a little bit more parameter around that. Okay? Well, you’re our diet of dirt cheap and free, so where should we get started with this? So, you know, the census pulls together a lot of great data about communities, and that really is the basis for a lot of these statistics that you can get regarding not only where income levels are and wealth, but how what the makeup is of the population, right? So this could have implications not only for the fund-raising side of your non-profit but also thinking about programs and services that you offer. And, you know, maybe you have certain services that are more geared toward females are more geared towards certain types of populations, maybe immigrants, so you would want to know how you know, what is our population, makeup and how well, with this programme are service you’ve made have a sense that this might be something that you want to offer at your non-profit but not knowing the exact make of of the community you you would probably be, you know, better off. Just kind of doing a little bit of research to see. Well, just what are the numbers of the people in that community that make up that population? Ok, how do we access the census data? So one source is directly from the census itself. It’s it’s called american fact finder. And the website is a fact finder to roman that’s, the numeral two three arabic. We know that’s the arabic numerals, right. The arabic numerals, right back finder to dot census dot gov. So that is a pretty good place to start, because what you can actually dio is you can put in your specific zip code that you would like to do a little bit of research on. And you can get information, for example, like the average adjusted gross income for that community versus the entire state. What charitable contribution deductions are in that zip code. So that could because tito that’s very interesting. Yeah, it’ll. So i had gone in in prep preparation for this particular show today. I went in and put my own zip code in and saw that the average charitable contributions were three thousand sixty two dollars, right? So if you’re trying to think about where tio really start mining specific communities, it could be an interesting way to see if that how about community compares to other nearby communities, and you can also look at income income statistics there you can look at income, you can look at average adjusted gross income. You, khun look att estimated median household income. Andi khun, look att house values as well. So i thought that was kind of interesting because a lot of people will say, well, g, you know it it seems to be that the communities where there might be hyre hyre home values could potentially then translate to higher income bracket and potentially hyre giving as well, yes, interesting so you can you can play with these different variables of income and assets and charitable deductions average terrible reductions in the right zip code, for example, in my zip code. One thing that i found to be kind of interesting when i looked at the estimated median house value in in two thousand eleven as it was broken down by race, um, the asian community came out highest at just over five hundred seventy five thousand. The next highest level was the white population at four, sixty nine and change. So it was interesting to see how, how even they can break it down by race, based on the information found and census data. Okay, and that’s all that fact finder to dot census dot gov, right and another site as well. Which is it? City dash data dot com mom, where you can look at a lot of this broken down but focusing first on the census site that i mentioned the fact finder site, you can download their data into excel spreadsheet. So i thought that was interesting, because then you can you know, if you if you needed to do any type of reporting at your in you can take those spreadsheets and share them with other people within your organization, be that, you know, staff, or or bored, you can also sort you can also sort by different variables, right? Absolutely. And then they also had poverty, statistics and statistics around veterans. So if you were looking to try and figure out where the poverty stats, where, you know, maybe you’re trying to develop programming for lower income children in your community or something like that. You can try and take a look at where those stats are also some non-profits are addressing the needs of veterans, and so you could try and determine what the numbers of veterans in our communities and trying to come up with programming for that specific population. Okay, that’s a very good one. I love that one. Ah, yeah. All right, you mentioned city hyphen data. Dot com city data city data dot com there’s a hyphen in there? Absolutely. And i can put these on your facebook page, if you like after the show. Well, yeah, i’m going to do the takeaways and i’ll have a bunch of them. But you, khun, you can then add some or two you’ll be able to add beyond what i what i put in the takeaways. Okay, okay, terrific. So there again, you can search by zip code and again, you can look at the those adjusted gross income figures, charity contributions, home values again broken down by race and so forth. And, you know, you can a lot of the data you’ll you’ll note it’s laid out a little bit differently. So i think what i would say to your listeners is checked both of them out. See what type of information it is that you want to pull out of this. Andi, see if if if the data is going to be useful for you, it’s presented a little bit differently on the two websites. But i have a feeling that the actual core of where all the data is coming from. It’s really? All from the census. Oh, interesting. Ok, same data differently presented. So youse both lookit lookit? Both. Okay, absolutely. This is an example. You know, i love this example of ah, value that the government provides us through the through the census. Yeah. It’s all it’s all there, it’s free. And so why not take advantage of you know, all of this? All this work legwork somebody else has done for you. What else you got for us? So then i was beginning to think about, well, let’s, look, a philanthropy in general and the mindset, perhaps, of high net worth individuals and two interesting studies that are out there. One is by bank of america. They do a high net worth study on the last one was done at the end of two thousand twelve and another a source that i do want to give some time to talk about is the chronicle of philanthropy because they did something in two thousand twelve called hyre how america gives you remember that and the make of america’s study it is quite lengthy. They do have an executive summaries well, and that girl is a bit longer. So but of course, if you if you just google the bank of america hi network study, you’ll get right to it as well. But what i thought was kind of interesting is that, you know, that they profile how the high net worth individuals are giving now. So where the state of giving wass and at that point in time when they did this study and also how they might be projected to give so i would really encourage the non-profits to take a look at that, especially if they’re looking to, you know, really increase their individual giving program. Ah, most high net worth individuals just to kind of understand where the mind set is for these individuals. Okay, so this is sort of after you’ve identified people that this isn’t really to identify pockets of affluence in your community, but how to deal with those affluent populations, right? Why they why they give what motivates their giving? What motivates their giving? Right? So trying to trying to figure out where they’re giving, where, where might it be going? What is their mindset? So it’s one thing to be able to identify those pockets, but then how do you interact with them? How do you take that data and make it useful for you? Right? So one thing that i found interesting on on one of the pages of the report was that of that particular report was that the high net worth donors are increasing, they’re increasingly directing their gifts towards operating support. Ah, and this is something i get all the time. When i hear at my seminars, people will say, well, you know, the foundations and corporations they really want seem to really want ty, they’re giving to very specific program, nobody wants to fund operating support, but here in this report, they’re saying that they are open to the high net worth individuals are open to ah e-giving you contributions toward operating support. So i think that this is a huge opportunity for non-profits to focus up, because obviously these donors do understand about overhead. They understand that there has to be money for the lights and the heat, et cetera, and i think that you can easily direct some of your conversations to that. That sector. All right, we have to. We have to take a break for a couple minutes. Maria, when we come back, we’ll keep talking about these deep pockets, how to find them. We’ll talk about that chronicle of philanthropy survey, and i know that you have some others, so everybody stay with us. Like what you’re hearing a non-profit radio tony’s got more on youtube, you’ll find clips from a standup 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 naomi 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. Lively clamber station top trends, sound advice, that’s tony martignetti, yeah, that’s. Tony martignetti non-profit radio. Oh, and i’m travis frazier from united way of new york city, and i’m michelle walls from the us fund for unicef. More live listener love going abroad, sweden, iran and carefully uk but it’s not spelled carefully like the word of course, i could be bringing mispronouncing it, but it looks like carefully to me. C e r p h i l l y welcome live listen, love also tampa, florida, atlanta, georgia, moorestown, new jersey and two unidentified in the u s so if i didn’t say your city, your state, you could be you could be masking, which which which i can’t say i blame you for, but we know you’re out there. We see you very vaguely somewhere in the fifty states. Maria simple. I want to thank you for including a picture of me on your the prospect finder, micro fiber cleaning cloth. Thank you like that. I don’t know how i feel about my face being smeared across people’s monitors and smartphones, but but i think there’s a little picture of you and me in the studio, on the arm, on your cleaning cloth. Thank you very much. You’re very welcome, very welcome. So i decided that sometimes that some of my speaking engagements i might be able to hand that out and be a nice little thing that people could keep and think about our faces for years to come. And i noticed, too. If i if i stretch it vertically, it makes me look hydrocephalus. Oh, my goodness, i haven’t tried them, and if you stretch it horizontally, then looks like i’ve gained about one hundred twenty five pounds. Can i send out some listener lovas? Well, three times? Well, because of your show, i was asked to go and speak to women in philanthropy of western massachusetts back in february, and they’re huge fans of your show. And so i just wanted to give a shout out to them and say hi, thank you very much. Women and women in philanthropy western mass and they’ve invited me to come, but they’re booked until, like, next mayor april or something like that. Twenty fifteen not talking about this year. They’re booked until spring of next year sometime. So tired. Organized group. Yeah. I have time to make my reservations. Um okay. Let’s. Go back to our deep pockets. Was there anything more you want to say about the bank of america study of high net worth philanthropy, or we finished with that? No, you know it’s very in depth, really good projections i found on pages sixty three to sixty five of the study of how they’re giving now and how they’re projected to give so people are feeling a little overwhelmed with study, and they want to at least try and figure out what wears what this all means for me. And where should i go with it? I would say they should focus on pages sixty three to sixty five study that’s incredibly valuable, because and so is the fact that you said earlier there’s an executive summary, because if i was listening and i heard sixty five pages in a survey, i think i’d move on to your next suggestion. But that’s, just me, but it is called the bank of america study of high net worth philanthropy, and as marie said, you can search for that and get it for free. What do we got over the chronicle of philanthropy? This how america gives thing. So what they did back in two thousand twelve, they, uh, they decided to make an entire map of the united states you can put in your zip code and get a lot of data. On where philanthropy is for those specific zip code. So i thought that was kind of interesting because, as you know, the chronicle is one of those resource is that a lot of people really rely on. Um so when i gone in, i put my zip code in, i took a look at they give a breakdown by total contributions what the median contribution is. And then they also give you the median discretionary income. Um, and then they give it as a percentage, they give you the percentage of income given. So i thought that was it was pretty good. They give a breakdown as well by demographic. So you just have an idea. You can look at a breakdown by age, race as well as education level of the population. Uh, just in case that was of interest to you. And they give a breakdown by income level of giving. So if you wanted to see, like they break it down between the people who make between fifty, the study basically starts at assuming on income level of at least fifty thousand. So fifty thousand to one hundred, and then one hundred, two hundred, two hundred. And up and then all income levels help me understand how you would use all these sites. And i know there’s another one one of two we’re going to get to but some claim gives you ah, project a task a need. How would you use all these different sites? You go to all of them? Or do you? You find some from some sites and other info from other sites. How do you approach this? Well, it really depends on what specific piece of information they want. Most of the time they’re giving me the name of an individual. Teo actually profile for them, and other times they might come to me and say, well, you know, we’re interested in it banding and doing some proactive prospecting, you know, where are some of the more affluent neighborhoods that we should be looking to perhaps hold cultivation events? Um, sent mailers out, too, so they’re just trying to identify what are those pockets near them that they should be potentially targeting if they want to get into some proactive prospect and get some new names of people associated with their organization? Right? And if that’s your that’s, your charge, the ladder to find those pockets. How would you how would you approach that? So i would probably go. Teo, both chronicle of philanthropy study, as well as the census data to try and identify where those hyre income levels are and those those locations where people are giving more. So they be more of, i guess, the more likelihood of success if they’re both approaching people with higher incomes and also are accustomed to giving hyre levels of money. Okay, okay, on. And then, of course, you have to devise. You know, what is going to be our plan if we want to go to that entire zip code? What? You know what? What are we going to do? Are we going to divide the mailer to go to all the households there’s in every door direct program, for example, that the post office runs where you can target specific zip codes? Um, every every door direct, no shoot. Right? We’re out of time. Let’s. Hold that every door. Direct, let’s, let’s. Talk about that next time. And ah, unfortunately have to leave it there. So there are some other resource is that you have? Which we will include? You can add to the to the takeaway is that i do on the facebook page, okay, sure, absolutely. Thank you very much, maria simple, the prospect finder at the prospect finder dot com, and on twitter at marie. A simple thank you, maria thank you next week, run like a business and program you’re bored. If you missed any part of today’s show, i beseech you, find it on tony martignetti dot com. These are our sponsors weinger sepa is guiding you beyond the numbers. Wagner, cps dot com you’re not a business you’re non-profit apolo see accounting. It is software designed for non-profits non-profit wizard dot com, and we be spelling supercool spelling bee fundraisers we b e spelling dot com creative producer is claire meyerhoff. Sam liebowitz is the line producer shows social media is by susan chavez, and this music is by scott stein be with me next week for non-profit radio big non-profit ideas for the other ninety five percent go out and be green 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. 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Nonprofit Radio for August 18, 2017: 5-Minute Marketing for Planned Giving & What’s Fair Game?

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Me: 5-Minute Marketing for Planned Giving

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Maria Semple: What’s Fair Game?

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Info you find on LinkedIn about a potential donor belongs in your report on the person. What about Facebook and Instagram? What if the tidbit is embarrassing or compromising, but valuable to your org? Should you friend prospects to learn more? Maria Semple walks us through the ethical conundrums. She’s our prospect research contributor and The Prospect Finder. (Sounds much more interesting than the first segment.)

 

 

 


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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 glad you’re with me. I’d become fei broke calcification if you hardened to me with the idea that you missed today’s show five minute marketing for planned e-giving the best person to reveal my wildly simple plan giving promotion tips is me oh boy, i don’t know what i’ve gotten into, but i’m here and what’s fair game info you find on linked in about a potential donor belongs in your report on the person. What about facebook and instagram? What if the tidbit is embarrassing or compromising but valuable to your organization? Should you friend prospects tto learn more about them? Maria semple walks us through the ethical conundrums she’s, our prospect research contributor and the prospect finder this sounds much more interesting than the first segment and ah, much easier sarrantonio take two planned giving timing we’re sponsored by pursuant full service fund-raising data driven and technology enabled, you’ll raise more money pursuant dot com, and by we be spelling super cool spelling bee fundraisers we b e spelling dot com all right, well there is not a guest to welcome because, uh, i’m it, um, it’s a little awkward, because although i do a ton of speaking training this, you know that i don’t know, i think it’s very different that’s on a stage, people expect to hear me because i’m in the program it’s not like i just walked in, but i have crashed a few conferences, but they never up on stage. It hasn’t been successful yet, but those aside, you know, i’m in the program i mean, i mean, alright, i’m in today’s program it’s been booked, i’m booked for the spot, but the show is never been me sharing, you know, for, like, for a full segment. What? What i purport to know about planned e-giving or charity registration. You know, i filled in from time to time. Ah, guest is lead or a segment ran short maybe a pre recorded thing man short. And so i would fill in for, like, five minutes or seven minutes or so think is probably the most, but this is, uh this is a different one. This is different experience. Andi, i’m ah, i’m a little nervous about it. My voice just cracked like i’m a fourteen year old. Um all right, well, i mean, i certainly capable, but it feels weird that’s what i’m saying, it just feels different. This is not my typical venue for me to be speaking without having somebody to talk to. Let me just do a little technical detail first, sam is the facebook shared on facebook live shared on the non-profit radio page, can we, uh because i don’t want it just on my personal pager doing facebook live today? I don’t know if maria simple is going to do facebook live on her end, but you’ll you’ll certainly be hearing her when when it’s her turn. But look at me. I’m already rushing to the second segment already know this is this is okay. Not yet. Not yet. Maria, hang on. Okay, so you want to share the facebook live to the non-profit radio page so that it’s called tony martignetti non-profit radio. Okay, i have to do it on mine. Okay, so ah, i apologized, teo, podcast listeners for ah, for this. You know, just give me a little technological moment, okay? I’m in my facebook. Ah, i see. Live what? Ah, sam’s. Gonna say, i’m gonna take my phone and take care of that and of course, you know, we’re gonna get to the five minute marketing tips. Just hold your horses. You’ve got a nerve, you know, nervous guest. Okay, sam is going to take care of that. So five minute marketing i haven’t expanded version of this that i have done at conferences runs on for ninety minutes or so you’re not getting that version. Don’t we’re going to keep to the toe? Keep to the hour. Okay, but, you know, i mean, if you want me, tio training your conference. I love teo. I love to speak just this is today’s a little weird. So so here’s what? I ah anticipate we’re going to cover very briefly. What plans giving is we’ll make sure everyone’s on the same page with that. What kinds of non-profits benefit? Like what? What do you need to have in place before you can start your plan giving five minute marketing. Okay, on dh. What? The radical revocable planned gift are that that we’re going to be talking about marketing for and there’s a lot more plan giving beyond revocable but that’s what’s going to talk, you know, which is like scratching the surface, you know? Well, it’s, not bite off too much. I want you to get going with plant. E-giving and it doesn’t have to be in depth. So we’re starting with the revocable, and then we’ll get into the marketing tips, which is the bulk of book of our time. Okay, i’m feeling a lot more comfortable but it’s still also a little weird now, it’s like fifty, fifty instead of like ninety ten on the weighted to the weird side now, it’s like fifty fifty okay. Plan giving this’s a method of giving that is long term, involves the donors consideration of their long term plans. Their state plans a retirement plans very different than asking a donor, too, right? A fifty dollar check or even a half a million dollar check or a five million dollar check. These thes gif ts involved more personal considerations of family on dh. How your charity fits into their much longer term plan. And then, typically, these are cash to your organization when the donor dies. So again, long term, if you get a sixty or sixty five year old to include you in their will, they’ve got a twenty five, thirty, thirty five year longevity. So long term. You need to have this long term view of fund-raising. Your board needs to have that. We’re going to get to that board support. But this is not the type of giving that is going to pay the five year capital plan. Or or, you know, any kind of immediate immediate budget needs that you have. This is long term fund-raising. I want to stress that the outset that this is not on ly for your wealthy donors, i mean, the five minute mark in tips i’m going to be giving you these these quick ideas, these air, we’re going to be doing these for all your donors. We’re not getting into discriminating by age, um, because these are easy tips. So i want you to know that these are ideas that are appropriate for any donor-centric to get to this is not on ly for your wealthy donors and all of plant that applies to all of planned e-giving people are very modest means can be terrific planned give prospects i literally mean, if they have been giving you fifteen dollars, a year and they have been doing it for many years, like twelve of the past fifteen years, or eighteen or nineteen or twenty years of the past twenty, they are great plan giving prospects. This is not playing e-giving is not only for your wealthy donors, please take that away and that does not applied on ly to what we’re talking to about today. All of planned e-giving people have very modest means, very modest can include you. In their state plan, the smallest plan to gift i’ve ever seen was a thousand dollars in someone’s will and that’s very rare that i’ve seen that only a handful of times in twenty years. Thank you seventeen twenty years i’ve been doing plan giving only seen a couple seen that a couple of times the average charitable bequests in which you’re gonna be talking about a lot about will’s requesting a will, the average is around thirty six to thirty seven thousand dollars is the average bequest, so please take away planned giving is not on ly for your wealthy donors. Um, we’re going to ah, i just got, you know, we’re going to take our break now, and when we come back, then we’re going to get into what you need to have in place, what kind of non-profits benefit what these revocable gifts are that we were talking about and the marketing tips stay with me. 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 since people joining us because that voice again joining us on facebook live. I gotta gotta shout them out. J frost hello. Thank you. Interesting subject. You’ve had me. Uh, jay, didn’t we set something up there? I speak about this. Or maybe i did charity registration for you, but j, are you running for congress? I heard that. I don’t know if it’s true. Let me know if you are running. I admire that very much. If you are. If you’re not, i, uh i still admire you, but you’re a little more lackluster than if you are running. Jackie likened jackie, laken maria and and that’s it okay, so far so far. Ok, cool. Thanks for being with me on facebook. All right, let’s, get into which organizations benefit right now. By the way, i feel much more comfortable now. Now. It’s like ninety five five in my comfort in this format, speaking alone. All right, so what do you need to have in place? You need to have individual donors? If you are strictly grant funded government funded fee for service funded, then you don’t have any potential for plan giving. You need to have individual people e-giving from their pockets and that’s distinguished from people who get you corporate gifts from their employers. That’s different you need to have people giving from their pockets, maybe it’s just your board. I hope all your board is giving from their individual pockets. They certainly should be. Lots of guests have made that case over the years, but, you know, it’s limited to the extent that you have individual donors, if you have lots of people who give individual gifts and great that that is a prerequisite also some longevity i’d like to see at least five years in an organization, because what are we asking the donors to do put you in their will or their other long term plans? Retirement said retirement or state plans inherent in that is the belief that your organization is going toe outlive them. And even though there’s, great passion and even fury sometimes around, you know, new organizations, they’re going to live forever. Your donors don’t may not have the same confidence probably don’t that you do when you’re a brand new organization, so i’d like to see at least five years that gives some confidence that your organization will survive the people who make these plan gifts for you some depth to i’d like to see more than just ah, founder and one or two people, same reason longevity, you know, you might have small potential again. Maybe just you’re bored if you’re just a founder and one or two people. But ah, outsiders is going to be much harder to persuade outsiders that you will survive them if ifit’s a tiny organization just a few people. The long term view of fund-raising i explained why before this could be thirty years waiting for cash to come to your organization. So you need to have a long term view of fund-raising um, and you’re bored metoo needs to understand that building endowment, i hope every knows what endowment is just in case endowment is that fund that you never spend the principle of you only spend, eh? Well, you may not. You only spend income and you may not even spend all the income you have a very good year in your returns, you know, in eight or ten or twelve percent year because non-profits are typically conservatively invested, you’re probably not spending that eight or ten percent, you’re spending a lot less like half of that because they’re going to be years when we turned your lower but that’s the purpose of an endowment isto live perpetually live forever. Hopefully, you’re never spending more than income and plant giving is perfect for building endowment because so many plan gifts are unrestricted and they could get put into that endowment fund, and even a lot of the restricted ones can go to endowment of creating endowed funds for aa program of yours. Ah, scholarships or popular if it’s ah, you know, if it’s some kind of school college, anything you know, really a donor could endow just about anything programmatically, as long as you are willing your organization’s willing to continue that program. So plan giving very good for building endowment. That board support. I mentioned any new initiative. If you’re gonna start planned giving, you need to have the board on board and aware of the long term nature of these kinds of gifts six months into this, you don’t want to boardmember complaining, we haven’t recognized any cash. You’re spending time, even if you say it’s only five minute marketing and but where’s the cash you don’t want that so set the expectations correctly at the outset, but your board members know again long term could be twenty, thirty years for some donors until the cash is received by your organization and any type of mission. I really don’t care what you do if you’re saving animals the sky, trees, educating, feeding, sheltering what else can we be doing? You know any of the charitable missions, anything religious, anything, social service, cultural museums. I worked in the north buried, um, you name it. Anything charitable, it doesn’t matter. Everything i’m going to sixth explain applies for you fund-raising across all charitable missions guaranteed um snusz cj frost in answer didn’t answer whether is going for congress. All right, maybe he’s not. Oh, not yet. He says. Not yet. Okay, well, getting there? Yeah. It’s easy for me to say. Why did you do it? Tony? Martignetti plant giving. So when we are ah, yes, this is this has come up for me a lot. Sexism. I want you to avoid not giving women the attention that they deserve in planned e-giving this goes back to january two thousand eleven, you can go to tony martignetti dot com could see the block post. Just just search sexism. A tony martignetti dot com. You’ll see the post i did and one of the comments. So what i’m what i’m quoting now from is from a comment not me surprise, not quoting myself. There were women who said that they had dropped hints, left messages, sent emails or boldly said something about a state planning and planned e-giving two non-profits that they had been supporting and this was more than one woman, it was one comment or talking about friends of hers, and they have been ignore it. I don’t know how that could possibly happen that is gross negligence and oversight just don’t don’t ignore women. I mean, they have money and they live longer than men, so a lot of men are giving the money to the women. But even if they didn’t, even if they had a shorter life span, they’re still half the population, women have wealth, and they want to support non-profits, so i don’t know how these hints, messages and bold statements could possibly be ignored. Don’t let that happen in your office, it’s gross. All right, we’re moving now to the what what types of gifts i’m talking about. The revocable plan gifts the three. I want to focus on our charitable bequests, that’s, a gift in your will. I got more detail on that living trusts to type of trust that people set up is not charitable purpose. It’s not set up for charitable purposes, but you could be a part of it and being named a beneficiary. Okay, those are the three revocable gifts that were focusing on today. There’s, a ton more you, khun do cracking again, oppcoll sip. Pardon me. Ton more you can do with planned giving, but oppcoll um, i’m only focusing on three things today that these three revocable gifts cherokee, facebook live says yes, we do. Tony yes, women have money and they want to give it don’t ignore them. All right, so these are the three revocable gifts that i’m focusing on because, you know, it’s only a half an hour now and now i feel like i don’t give myself enough time she’d done the whole show. Maria simple, you’re out, you’re out. I’m going out for sixty, all right? No, no, uh, let’s. See? And i want you to know that you can have a very, very respectable planned e-giving program just by focusing on these three revocable gifts, your organization may not be big enough to go any further, and that is fine. And you can have a really respectable, successful plan giving program if you just focus on these three types of gift. Well, you’re already feeling like i’m going to run out of time. All right, all right. So please take that away along with its not only for your wealthy donors. Please take away that you could be a very successful planned giving shop just focusing on these three revocable gif ts absolutely you’re bigger. You want to go further? Absolutely, andi, i worked a lot of organizations that do but also work with a lot that don’t all right. This charitable bequests again, it’s a gift in somebody’s will it’s the most popular kind of planned gift by far, you can expect like seventy five to eighty percent of the gifts that you get to be gifts by will. Why is that? Lots of reasons people don’t have to tell you that they’ve done it? It’s private, we always asking we always want people to tell you because you want to be able to say thank you, but they don’t have to, they can change their minds. This national statistic is like four percent of people change their minds after they put a charity in a will so it’s highly highly unlikely, but you don’t want to be in that four percent. You’ve got to treat your donor’s well and it’s comforting to donors to know that they can change their minds because that’s why a lot of donors don’t tell you because they feel if they do. Tell you, they then have an obligation not to change their minds. We all know that that’s not true. You can change your will anytime you want. I cut my wife out routinely every couple days. There’s. Nothing left for her, but u s so it’s comforting to your donors to know that they can cut you out, even though it’s highly unlikely. But it’s a reason that’s another reason that gift by will are so popular because it’s comforting to donors to know that no lifetime cost this is money that comes out of your state. Lots of people have charity they’re supporting, they wish they could doom or than they can while they’re living. I’m in that situation, but they can do for you cracker voice again. They can do for you mme, or they could do more for you in their state so that maybe their ultimate gift has to be for a lot of people again, remember modest, modest means donors of modest means. They wish they could do more, but they can’t, but that’s an advantage in that there’s no lifetime cost to these. Okay, that’s really? Pretty much all i want to say about requests. No, except for do they get a charitable deduction. Doesn’t matter because these are people who love your love. Your non-profit they’re already donating to you. These are the kinds of people who’re gonna include you in their will. So the charitable deduction, the estate tax deduction who knows what the state of it is going to be in the future? We have no idea, even within the next couple weeks and months, let alone twenty, thirty years from now. But that’s not the primary motivation for most planned gift it’s not that it’s, not the state tax deduction, so don’t worry about it. Okay? The other one, we won’t talk about his living trusts. As i said, it’s set up um, teo, not for charitable purposes. They set it up. People set it up for expedience to get get things out of their state faster. It works because there’s not a court supervised process like if if like it isn’t with a will called that you might have heard this probate process jargon jail, but the probate processes the court supervising the distribution of your assets after your death and by the way, i was death, you know that some people like to i don’t kind ofyou from eyes passing demise. The fact is, you know, we’re going to die and that’s ah that’s, just a part of planned e-giving and when i’m not saying, when you talk to a donut, you’re saying, when you die, we want you in our will we want to be in your will i’m not saying that, but between professionals, you know we can we can say death so that’s what probate is that court supervised process and the assets will get to ah teo ball beneficiaries quicker through a living trust and that’s typically white set up what’s your part in it. The trust has to say what happens at the donors at the death of the person who creates the trust. That’s, your donor has to say what happens. Ah lot goes to my husband, children, husband, wife, children, grandchildren, your charity khun b also one of those beneficiaries at the person’s death you could be named that’s. What? That’s what the value of the living trust is and the third one recovering is the name the beneficiary that’s? Just i’m gonna stop calling out my voice cracks that’s. The last one. I’m calling out the name beneficiary. Anything that has a death benefit. Think of life insurance, that’s, the most common example. You’ve got to decide where the death benefit is going to go, when, when, when you’re where’s, the money going to go most of it goes to husbands, wives, children, grandchildren. But maybe there’s a percentage for your charity. Five percent. Ten percent somebody can carve out. We always say family comes first. But after that, how about a small percentage for for our charity? But going beyond life insurance, some retirement plans, iras four oh, one case for three. B’s cept the small, small employer pensions. Some commercial annuities have death benefits. Some checking and savings accounts have ah, on brokerage accounts have have death benefit metoo them. So anything that has a death benefit your charity can be named all right now we’re getting into the actual five minute marketing tips that i have let’s start with events, drop a few speaking points into remarks were already hosting the event is not a plan giving event but any kind of gala. Any event where your c always speaking that’s probably everyone get them to say something about planned giving. You just need a couple of sentences. This’s. Not even well, i was gonna say not even a full paragraph, but two sentences. Khun b paragraph this is not even a full minute literally. I’m excited. We’ve kicked off a campaign to encourage you to remember us. You know, the organization in your will, it’s, very simple to do and secures our work long into the future. For instance, you know, then you can name a program or something that could be that could be endowed. I was talking about earlier, perpetually, or you could just, you know, rattle off program that you have. You know, you can support any of our great programs. You want more information? Talk to there’s a director development in the corner, you know, you know her. Talk to me. Talk to whoever it is. That’s it it’s like three, four sentences, quick it’s not the main part of the event by any means. Just we’ve kicked off a campaign. That’s a little news hook. It was something interesting kicked off this campaign. Love for you to be a part of it. It’s so simple you couldn’t tao any of our great programs support any of our great programs in the long term. Please talk. Teo. Whoever it is a t end of the program that’s it. I didn’t even spend a minute. Good thinking. I’m gonna run out of time. I should have we’re simple, you’re out. Um okay, five minute marketing was teo. So moron events pretty a program. You already printing a program for pizza? Put something about plan giving in the program. Put a little mention, you know, i’m the evangelist for plan e-giving without the religious overtones of evangelism, but you know, you’re doing the program. Same thing we’ve kicked off a campaign. I’m like dictating it to just start writing. We kicked off a campaign to encourage you to remember us in your will, it’s, so simple to do, secures our work long into the future. Your attorney is going to need our legal name, address and tax id. Here they are. Boom that’s it. Can you put that in your program? But you can or, you know, if you don’t even wanna go that much, just say we kicked off a program. Talk too. Whoever it is, whatever the contact person is. Please. I would love to talk to you today. Get something in the program again. Not spending any more money. You’re already producing programmes anyway. Kayman sample ward is on social media contributor and the ceo of and ten the non-profit technology network out in the prophet oregon. Yes. Wonderful. Welcome, amy. Well mmm. So many. I can’t name them. Uh, not that many more. A couple more. We gotta live. Listen, love too. That’s coming later with second segment. Okay, um okay. That’s it for events again. You not spending any more money already producing the program? Say something. You put something in your already speaking put in a couple of dropping a couple sentences. Oh, my gosh. Print channels. You doing newsletter? Or whether it’s print or email put in a sidebar with the same thing we’ve kicked off a campaign love to have you participate it’s so easy all you need is our two included to include us in your will. Well, you need your legal name, tax id and address. Here they are. Boom! Drop that into a sidebar on any whether it’s print or digital your annual report. Whether you do a printer digital say something about planned giving, innit? Also now i know some organizations i know are getting away from naming donors. I’ve learned that that’s in their annual report, it was always so cumbersome, you get the misspellings and i got so embarrassing the wrong levels. But if you’re naming them, if you’re naming donors in the annual report include your plan giving donors any direct mail you might be doing joppa buckslip in, you know, that’s, a book of your buckslip two third of a page, you print three and page drop it in the same thing that i’ve been talking about kicked off a campaign love to have you participate all your attorney needs is our legal name, tax id and address here they are boom drop that in it’s a third of a page doesn’t cost any more doesn’t increase your postage um, while you’re doing that while printing on direct mail printing envelopes on the envelope flap the flap that you’ve got a print, the envelopes anyway a checkoff box send me information on including your or the name, of course in my will we’ll check off everybody reads that everybody sees the envelope flap so easy i think i gotta wrap it up down i say, sam nods all right, so, uh well, time flies. Holy cow. It’s amazing. This show is out of control. What a show! Um, okay, that’s, five minute marketing for planned giving and what’s fair game with maria simple is coming up first pursuing acquisition campaigns. You need more donors, new donors, it’s their next free webinar on acquisition campaigns getting your new donors what works to inspire that first gift. They’ll have lots of examples actionable strategies which i love you know, i’m always drooling down with guests. I don’t know if people get annoyed but durney bluhm welcome on facebook. Cool. Thanks for joining me. Um, i know people get annoyed. I know listeners. Don’t have guests do but drilling down to actionable steps? I don’t like vagary, i don’t like ten thousand i mean sometimes ten thousand feet, yes, but then we got to drill down. You got to start it. You start high level but then we drill down to tactics. Who actionable steps that’s what i love and that’s what pursue is going to have in this in this webinar that’s? Why they’re that’s, why they sponsor non-profit radio for pizza and so s so now where do you go to register gnome or pursuing dot com click resource is took their bernard no that’s out. Don’t do that. Go to the custom, earl. They have a landing page for non-profit radio listeners. They stepped up their game so we’re stepping up. We gotta step up our game and i need listeners to go to this landing page. So, tony dot m a slash pursuant with a capital p please. In bentley, it matters. You gotta have the capital p in pursuing tony dahna slash pursuant that’s where all the pursuing registrations are going to be from now i’m for now provoc radio listeners i announce our three fifty that they pursuing has, uh, renew their sponsorship. So grateful for that, tony that m a slash pursuant capital p for the acquisition campaign’s web in arts on august thirty first, but if you can’t, oh, it doesn’t really matter, because if you can’t watch live, sign up there on that landing page and then you’ll get an email that tells you when the archive is up. But if that happens within forty eight hours of the live, so if you can’t make the r live watching archive, sign up and you’ll get an email tells you how to watch the archive. Tony dahna may slash pursuant, we’ll be spelling. Please watch the video. See what a fun night of millennial fund-raising looks like that can be yours. This could be your fun night it’s devoted to you it’s not so there was some confusion. Some people thought it was a bunch of charity’s one night. No, we’ll be spelling hosts this for you, for your charity, a night of live dance comedy, um, music, live music and spelling and fund-raising for your organization, this could be cool for any millennial supported organization. If you’re trying to acquire millennials on dh encourage them in get them activated or if they’re already supporting. I don’t know. Uh, i know any sample or do you still on? I don’t know. I don’t want anybody on the spot but intent should consider ah, we’ll be spelling. Um, okay, so check out the video. We b e spelling dot com and then talk to the ceo alex career. You know, he’s a nice guy. He was on the three, fiftieth. Just pick up the phone and talk to him. We be the spelling dot com. Now time for tony’s. Take two and, uh, plan e-giving what do you know? What a coincidence. See how this show is orchestrated? This doesn’t just happen. This is a thought goes into this. Or you could say i have such a limited before that the topics have to coincide because i got so i got so naturally that’s going to come up have to sound the same show. No that’s, not the case planned giving the timing does not matter. I want you to get started with plan giving using those five minute marketing tickets i gave you. And it doesn’t matter when you get started. It’s not, you know. This is informational it’s educational it’s not write us a check. Now you know it’s, our it’s, our annual campaign it’s not like that this’s informational stuff educational donors are going to do it on their timetable, but you’ve got to stop start marketing and promoting the idea. That’s okay, so it doesn’t matter when you start so today’s friday for the live listeners yourselves, the weekend maybe take monday to talk to your ceo tuesday should be starting five minute marketing tips in plan e-giving that’s what i would say so give yourself till tuesday on dh for people listening podcast and of course, our affiliate listeners. So that’s, give yourself three days and then on the fourth day on the fourth day, he said you should begin plan e-giving that’s when the light comes, i don’t think it was the fourth day, but i’m not. I’m not steeped in genesis, okay, the video if you need more promote if you need any more encouragement than that, you could watch my video promote planned giving your timing doesn’t matter. It’s at tony martignetti dot com that is tony’s take two. Maria simple has been patiently waiting. You know her? Aside from a patient waiter, she’s, the prospect finder she’s, a trainer and speaker on prospect research. Her latest book is magnify your business tips, tools and strategies for growing your business or your non-profit she’s. Our doi end of dirt cheap and free ideas. She’s at the prospect finder dot com and at maria simple and she’s on the phone. Hello, maria. Hello, tony. How are you today? I’m doing great. My voice krauz i said i was gonna do that, linda, like kowski joined us. Hello, linda. Jackie liking says hello from noven health. Hello, jackie. I wish you were coming to the beach. She bagged out on me. Um okay. Maria? Yeah. It’s good to talk to you. Last time was very brief on the three, fiftieth that’s, right? That’s, right? And so now we’re plugging ahead to your for four hundred shell, right? That’s? Correct. It’ll be july twenty eighteen. Absolutely. In the meantime, way want to talk about ethics and what’s what’s fair game. What? You deal with this every single time you’re doing an assignment for a client, right? Yeah. Yeah. That’s. Right, tony, i mean, you know, when we’re talking about prospect research and we’re thinking about all the various tools that we have available to us as prospect researchers, you know, we have to think about what’s available in the public domain because that’s, the thing that’s going to be really important, keep in mind that a donor has the right to come in at any time and asked to see what information you may have compiled on them. So you want to make sure that that you’re always using sources that are available in the public domain. So where we kind of get into some gray areas are in the area of social media sites? Yes, okay, and i think that’s a very, very good test never put anything in your c r m database that you wouldn’t want a donor to read, i think that’s a good test. What do you think? Yeah, yeah, and and i think even even in the way that you’re writing up your reports, try and think about it as an investigative reporter trying not to put subjective statements in there, even if they may have been sort of subjective statements that you might have heard, you know, through the grapevine from volunteers or board. Members or whatever about somebody’s lifestyle or their marital status or whatever it may be, you know, try and just put a statement in there, you know, like whatever the couple divorced in x y z, day ten, you know, leave it out that i don’t think anybody would take offense to that very objective. A bunch of people just join us on facebook. So i got to tell you that we’re talking about the ethics of planned, of, of prospect research and what’s appropriate to be documenting and finding about potential donors. And i want to welcome michael zeller, attorney in north carolina. Just charlotte just hosted an outstanding fiftieth birthday party. Oh, my god. Michael, that was outstanding. You know, i know that. You know, i feel that rob maker. Good to see a rab. Welcome. And dahna gillespie dahna collectibe rivera, but i know it. I know. He’s dahna gillespie. Welcome. Um, okay, so but there can be great value in the end. What you find in social media, of course. I mean, people put a lot of stuff on social and their privacy settings are typically, i think, generally not set the way they want them. And but so there can be a lot of prospect research gold in in the networks, right? Yeah, that’s, right? So, you know, what i thought we might do is just sort of talk about sort of the top three networks for a couple of minutes, like the linked in facebook and twitter and may be trying to figure out, well, what types of information can we glean on dh? Should we be cleaning it? Should we be using it? You know, even if we were stumble upon it, that doesn’t necessarily mean that you put it into this. C r m r we’re into a written report. Yeah, okay, it’s, anarchist, but that’s way could do it that way. I’m just you know, i was thinking of some of the things that you could find out. I mean, you can find out about divorce, right? You know, i’ve had friends, i’ve had two friends who were posting about suicidal, suicidal thoughts, you know? I don’t know probably a lot of people see that, but i mean, that’s very disturbing, but does it belong in a prospect research report? Maybe i don’t know, maybe if you’re looking for that plant. Gift let’s not go there. I’m just kidding. Ae okay, i’m gonna let you off the hook. But it’s, good let’s go over that. We’ll skip over that. Okay? You know and and the words very sensitive stuff. Okay, so you want to you want to start with it? Works. All right. Let’s start with now to me, linked in to me, anything on linkedin is fair game in a prospect research report is that is that is that am i overstating and my oversimplifying? Yeah, i think that anything you find on lengthen, especially since lincoln has what they call a public profile that is out there it is searchable on google. It will come up on page one of google’s search results. If you if you google your prospects name, they’re linked in profile is going to be there. So yes, indeed, anything that you find there is going to be a public domain, and this is sometimes very valuable information. You’ll be able to find out, you know, their longevity at various companies. Maybe some of the companies that they’ve been associated with may have been for for a long period of time. Maybe they’ve got some. Stock that they’ve accumulated from within that company so you might want to think about steering the conversation in the direction of appreciated securities. Okay, okay, but we wear what we want to focus to on the ethics. So so basically, linkedin is do you consider linked in to be wide open? Yes. Okay, absolutely. Okay, i don’t see any ethical questions around anything that people might find in linked in. No, not not what they might find, but the ethical question might come in as to how you as the prospect researcher or the executive director of the development staff using length in how you might have your own privacy setting set up in such a way that, um, you know what other people can see once you’ve looked at their profile, right? So you have three choices on lengthen. You either have people know that you’re looking at there, profile your face, your title and where you work, right are going to follow you everywhere on linked in that headline and a picture so that’s full transparency when you have your privacy settings set up that way, that means they get to see you’ve been looking at them. And you get to see who’s been looking at your profile, but lincoln has two other privacy settings. One is sort of a semi private where, you know, you could be a management consultant in x y z industry in new york city area. Or you could be anonymous when you’re in one of those two modes, then people will not know that you’ve been looking at their profile. Okay? And we have covered this before. You know, this is what i consider fully dressed topless and naked. That’s. Right? Okay. All right. Uh, look, i got a chuckle out of maria. Simple she’s. Probably the only one that’s. Okay? I amuse myself. People should know. You know, if you don’t think i’m funny, i’m amusing myself that’s the most important. And i forgot to shut out joan pel xero i’m sorry, joan. I skipped over you. I scrolled up and then i lost you. Joan pills her on facebook. Thanks for so much for being with us. And also ralph asante and, uh, and mary and mary michalowski joined. Hello, mary. Thanks for joining us on facebook. I might do this more often. This is cool. Um all right. So ethically linked in safe now, let’s, go, teo. Ethical conundrum, where you want to go next, all the anarchist, i’ll give it to you where it’s, like, you want to know what network that let’s talk about facebook, okay, so wide open, okay, yeah, i mean, that’s, the network where people are really sharing about their family, their pictures wait, no, this so what? What do we do with what do we do if we find something that we believe is compromising, like let’s, say, a divorce that that maybe they don’t want the organization to know, but maybe that’s? Just what that’s, just one example, but compromising, but valuable to the organization. How do we deal with that? Again, i think go backto original statement if it’s going to if it’s going to jeopardize your relationship with that donor or that donor prospect, i think you leave it out of the conversations, you leave it out of the c r, m u leave it off of written reports, so if you could just sort of have that is your bellweather, i think it will serve you well, okay, okay, and also you’re your organization might have social media guidelines in place, so check that out first as as your you know, you may have certain guidelines that you, as an organization have decided upon. So if that is the case, anybody knew that you’re bringing into the organization should be aware of the social media guidelines both in terms of how they’re going to use social media for are on behalf of the organization, but there may also be, you know, standards of conduct that they’re expecting a view is an employee’s so again, default back to that statement and default back to your own bellwether your instincts if it feels like it’s going to jeopardize that relationship, don’t put the info in there also apra the the professional association for prospect researchers has a statement on ethics, and we’re going to talk about that after the break. So if your organization doesn’t have, you know, you might be a small organization without a social media policy as it relates to prospect research, apra can can help you out. We’ll get to that, okay, i like you’re like you’re like, you’re guideline, all right, we have just a couple minutes before a break, like a minute and a half a minute what’s the next network you want to talk about? Was it twitter waken talk about twitter that one probably won’t take long. You know, twitter is one of those social media platforms that people might be using, especially these days with regard to their politics, so the weather yet, and that might be important for you to know about depending on what type of organization that you are. So, again, if if knowing someone’s politics is important, you know, maybe checking out to see if they’ve got a twitter feed might be something you want to check out. Okay? Seems like you, twitter, you’re less likely to find something compromising it’s possible, but less likely to find. Something compromising on it. Okay, let’s, take a break. When we come back. I got, of course, i got live. Listen. Love podcast, pleasantries and affiliate affections, naturally, but also will get into the apra ethics ethics statement little about that, and we’ll see what else we had to 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 neo-sage 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 guess directly. To sign up, visit the facebook page for tony martignetti dot com. I’m dana ostomel, ceo of deposit, a gift. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Welcome back and i feel like starting with the with the shoutouts, teo, to our listeners, i’m going to start with facebook, but i don’t because it’s a fairly new formats only second time have dahna facebook live, so thank you, everybody on facebook! I believe i have shouted out everybody who joined us. Thank you for being there. Can i ask you to do? Ah one or two things like it and share it like it and share it. I think we know how to do that. I’d be grateful on facebook. Thank you very much. Live listen, love, we’ve got two in germany, guten dog, multiple. So multiple germany and seoul, seoul, south korea, always checking in so soul you’ve been on our minds, obviously a lot on your haserot comes a ham nida coming back into the u s, tampa, florida woodbridge, new jersey, matthews, north carolina and staten island and new york, new york, multiple new york city. Thank you. Multiple manhattan, new york appreciate that staten island. Thank you for being with us. Love it only to burroughs i don’t know. Queens, brooklyn, bronx. All right. Next time we have had a show way had a couple shows. Where was all five boroughs? And then, of course, the podcast pleasantries over twelve thousand listeners. Listen, that’s, why? You know, i don’t know if you put two and two together. It takes me over seven years to do that. But that’s, why? We have such loyal sponsors because there are over twelve thousand people listening to the podcast. So you know how grateful i am because it makes the show so much more fulfilling when there are sponsors, you know, helping me out. Basically mean that how else can i say it? So thank you for listening. You are attracting the sponsors to the show, and i do mean attracting the ones i announced it on the three fiftieth coming up. Wagner, cpas, that’s the only definite one. And i said there may be another one and there may still talking them, but they’re coming to me. So thank you, that’s over twelve thousand podcast listeners each week pleasantries to you and the affiliate affections to our am and fm station listeners through out the country. I’m not sure where you are, but what am i saying? I know exactly where you are and i even know when each station puts me in their schedule. Us, i prefer the us, puts us in their schedule, someone our block during the week, and i’m glad that on on your station, it could be saturday morning might be tuesday night, whenever affiliate affections to our am and fm listeners. Thank you for being with us, thanks to your stations for carrying non-profit radio multi-channel amy’s have award will love that were multi-channel we’ve been for years, and now we get into channel, i’ve discovered facebook only took me seven years, cutting edge, cutting edge what we call a pioneer. Yeah, right. Um okay. So, maria simple. Thank you for being patient again. The patient prospect. Researcher. Thank you. A lot of gabbing today. I’m off on tangents. All right? I feel like a facebook pioneer. I know. I know you’re not giving yourself enough credit. You’ve. You’ve been on facebook for a long time, it’s. Just that you’ve not been using this brand spanking new life from large. Yeah, mother it’s quite brand spanking new, but thank you. Thank you for you. That’s the point. Thank you for driving home that point and character chicken master just joined karen. Welcome on facebook. Good to see you. Thanks for being here. Okay, so we’re talking about the ethics of prospect research. Oh, my god. There’s tons more. How come they don’t show up on my phone? Because why? Oh, they’re in a group. That shit. Oh, my god. There’s! Hundreds. Well, dozens more scores, more than dozens scores more. Uh, okay, i don’t think i should do all those. But thank you. If you’re on facebook and i did not shut you out from from beth granger toe. Harriet steinberg to melinda roth. Epstein to eric mendelson. Thank you for being with us. Thank you so much. Thank you. Okay, so i maria i’m all right. So where do we go from here? Let’s talk about the apra s o apra aperribay pr. It started out as the american prospect research association. Then it became the association of professional researchers for advancement. Now, it’s just apra. So they’ve done to me that’s an abandonment of roots. They’re just apurate. Apurate. Apurate doesn’t mean anything to me probono actually ready haserot along they’ve been after all along i know what stood for different things. It’s i don’t know. I object to this rewrite of history like next it’s going to be we’re gonna be taking down statues of george washington and thomas jefferson in-kind i was around, i was around when they made that shift. And this this is the reason for it. They used to be just the american prospect research association. But now the association really envelope people from all parts of the world. So they wanted to be able to, you know, have that reflective of their their membership base. So now it’s, the association of professional researchers it’s like aarp. They don’t want to be the association. Of retired american association of retired persons anymore haven’t been for years. It’s history rewrite. I don’t mind change, but when it benefits me but it never does that’s why the world has to change without my consent i don’t know what this is, what i don’t i don’t grasp all right, let’s talk about their code of ethics anyway, so they have this ethical code and it does relate to social media specifically so right. So one thing i see is a balance for trying to balance the individual’s right to privacy with the needs of the institution that i like doing that. Yes, he did. And really, it is. It is very, very important that that that balance is capped for sure. Okay, yes. So drilling down on that. What about friends? They have they talk about. Should you be a friend to potential donors? People, you’re researching that’s a no, no. Right on. Yes. In terms of the essex statement that apple put forth that that that is correct, they would really recommend that you do not friend were really enter into a personal relationship with prospects or donors. Now lincoln could be, you know, a completely different platform, right? Because now we’re talking about a business social platform. Okay, right? All right, so but no friend. What about what? This seems like middle ground. What about following somebody on twitter? If you’re a prospect researcher, yeah, i mean, i think that that would be okay to be a follower on twitter because, you know, they’re again twitter feeds are very public, and so, you know, i don’t think there’ll be any issue. They’re okay, but you need to disclose who you are, that’s also in the statement in these guidelines, you need to disclose that you’re a prospect researcher for the organization. Do you need to say that? Um, well, you know, sometimes people will individually have ah, personal twitter account so that i feel the only twitter account that you’re following people from them, then you know, that is it, you know? So i think you have to start looking at your staff and determining, you know which staff members are on twitter hour? Is that the organization that it’s going to be a follower of that individual on twitter and again? It’s two very different to two very different things. Okay, okay, what about corroboration if you find something on a social network, is there an obligation as a prospect researcher to corroborate it from us from another source, or, like almost like a journalist or no? Yeah, if you can, absolutely ah again, is it personal versus business information? That’s going to probably make a difference in terms of what you’re going to try and source in terms of corroboration. But if you know you are, i’m thinking about having somebody make a major gift to your organization and you stumble across something on social media that gives you an indication that this might not be the right time to make that because you might have seen something going on on somebody’s personal facebook feed. You might just double check with you, noah boardmember that knows them well or something like that and just ask, you know, if they know anything about the timing is still a good time to talk to that individual. Okay, maria simple. We gotta leave it there. You’ll find the apra social media ethics statement at apra home dot or ge a after home dot org’s maria sample. Thank you so much. Thanks for having me. My pleasure. Absolutely. You’ll find her at the prospect finder and she’s at maria simple. You should be following her on twitter. If you’re not latto it’s your life, okay, next week, talking about risk your institutional funders. That’s going to very interesting. Plus, amy sample ward returns, and you gotta let me know what we’re doing. If you missed any part of today’s show, i beseech you, find it on tony martignetti dot com. Responsive by pursuing online tools for small and midsize non-profits data driven and technology enabled and by re be spelling supercool spelling bee fundraisers, we b e spelling dot com, more sponsors to come, our creative producers playing meyerhoff sam labor, which is the line user, shows social media, is by susan chavez, and this very cool music is by scott stein of brooklyn. Be 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 eight pm 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 do if they have xbox, they have tv, they have their cell phones. Me dar is the founder of idealist 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 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 on dno. 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, talk to him. Yeah, you know, i just i 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 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 percent.