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Nonprofit Radio for March 6, 2020: Board Members As Relationship Builders & Maria’s Free Resources

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My Guests:

Peter Heller: Board Members As Relationship Builders
There’s more to board fundraising than parlor evenings and give/get. Your members can engage your networks and build relationships around giving. Peter Heller shows you how. He’s principal of Heller Fundraising Group.



Maria Semple

Maria Semple: Maria’s Free Resources
They’re Candid.org for foundation research and FEC.gov for campaign contributions. Maria Semple unlocks their treasures. She’s our prospect research contributor and The Prospect Finder.



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[00:00:24.99] spk_3:
Hello and welcome to tony-martignetti non profit radio big non profit ideas for the other 95%. I’m your aptly named host. We have a listener of the week, read Stockman

[00:00:26.02] spk_0:
in Fairfax Station, Virginia. He shared the show by tweeting. Tony-martignetti has an awesome radio show. Give a listen. Thank you. Thank you very much for that. Reed. Thank you so much,

[00:00:39.94] spk_3:
folks. You share, I shout, Reid says in

[00:00:44.74] spk_0:
his profile. Job leads welcome. So he does philanthropy, tech fundraising, research and curation. If we can help read out, please do what you know of a job that would be right

[00:00:53.28] spk_3:
for him. He’s at Reed. Stockman read

[00:01:37.74] spk_0:
Congratulations on being this week’s listener of the week. Oh, I’m glad you’re with me. You’d get slapped with a diagnosis of metastasized, a phobia if you missed our sixth show in the Innovators. Siri’s board members as relationship builders, there’s more to board fundraising than parlor evenings and give get. Your members can engage your networks and build relationships around giving. Peter Heller shows you how he’s the latest in our innovators. Siri’s he’s principal of Heller Fundraising Group and Maria’s Free Resource is their candid dot org’s for foundation Research and FTC dot gov for campaign contributions. Maria Semple unlocks their treasures. She’s our Prospect research contributor and the Prospect

[00:01:48.79] spk_3:
Finder. Tony Steak, too. Planned giving relationship stories were sponsored by wegner-C.P.As guiding

[00:01:51.08] spk_0:
you beyond the numbers wegner-C.P.As dot com

[00:01:54.44] spk_3:
But Cougar Mountain Software Denali Fund

[00:01:56.83] spk_0:
is there complete accounting solution made for nonprofits. Tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial and by turned to communications, PR and content for nonprofits, your story is their mission. Turn hyphen to dot CEO.

[00:02:14.29] spk_3:
It’s a pleasure to

[00:02:33.47] spk_0:
welcome to the studio. Peter Heller. He’s Principle of Heller Fundraising Group. The staff of six consults with nonprofits for capital campaigns, feasibility studies and major gift programs. Before founding the company, he was a fundraiser at Columbia University and four universities before that. The company is at Heller fundraising group dot com, where they have free tools for fund raising.

[00:02:40.03] spk_3:
Welcome. Peter Heller.

[00:02:41.54] spk_4:
Hi, tony. It’s great to be here.

[00:02:42.89] spk_0:
Yes. I’m glad you made it

[00:02:44.71] spk_3:
back. You were You were just in Costa Rica.

[00:02:47.34] spk_0:
I was just got back yesterday. Is that right?

[00:02:49.18] spk_4:
I did

[00:02:49.67] spk_0:
tonight and last night

[00:02:50.71] spk_4:
I got lead. I got back last night.

[00:02:53.14] spk_0:
House. Costa Rica for a vacation.

[00:02:54.71] spk_4:
It’s amazing. I want to go back.

[00:02:56.85] spk_0:
Why? Why is it so amazing?

[00:03:09.67] spk_4:
Beautiful jungle flowers and trees. All my house plants actually air their e. Got to visit all of my house plants. And And there’s a beautiful Yeah, they’re they’re cousins.

[00:03:11.58] spk_0:
And then, of course, to beaches. Yeah, because

[00:03:13.96] spk_4:
I only got to the Caribbean Coast, but it’s it’s wonderful. Uh, yeah. Beautiful place to be. Great people.

[00:03:20.05] spk_0:
Glad you made it back in time. I came just for you. Thanks for doing this on. Not quite, but I did talk you into doing your first day back. Thank you. Um,

[00:03:28.81] spk_3:
okay. Board from board

[00:03:34.19] spk_0:
Fundraising Difficult, difficult, Difficult for board members to be successful at. What’s the What’s the trouble?

[00:03:39.14] spk_4:
Very true. So, you know, I was thinking about the title of our of our talk, which is board members as relationship builders. That was mine. Yeah, and yet very good night. Are

[00:03:49.61] spk_0:
you Are you okay with that consent?

[00:03:52.45] spk_4:
And the

[00:03:53.00] spk_3:
reason I

[00:04:39.64] spk_4:
was thinking about it is that relationship builders For what? Now I’m a fundraiser, a fundraiser, consultant, and but if you take a step back, it’s really we want board members to think of themselves as relationship builders, for the organization with people in the community and that those relationships, if you’re a fundraiser, you really want those relationships to net money. That’s true. Let’s not pretend, right? Yeah, let’s not pretend that that’s not true. And the the reason is called Relationship Building is you want strong relationships that are going to extend beyond money and be way more than just transactional so that you and the other people that you’re building relationships with as board members help your organization make your community stronger, Not just the organization, but that’s the key point that I’m going to get to but really make your organization.

[00:04:51.60] spk_0:
This is all that does. That’s aspiration, right? Absolutely. What? Where are we falling short? Well, in working with our board members as fundraiser.

[00:05:03.79] spk_4:
So first, let’s say there are organizations that are doing a great job engaging their board members as advocates for their organization and where, believe it or not, they’re board members air actually enjoying their board service because a lot of times when I go in the board rooms, you get this feeling that there’s just this this heavy weight on everybody’s shoulders like, Oh, my God. Why did I sign up for this volunteer? You know what I mean? Yeah, It’s like you’ve worked with some of the words like that. Like, why did I sign up for this? You

[00:05:26.66] spk_0:
don’t get a real sense of excitement about

[00:05:47.92] spk_4:
Yeah, Yeah, how You know, how frequently can I check my phone in the meeting without, like, you know, being seen? Some people don’t even care that they’re seen so But the whole idea that I’m going for here is that u um, you want to turn that relationship around with the board members so that they’re really excited about their board service and they’re advocating on your behalf and, you know, you said, What’s the current state? It’s usually not that. So when we go into an organization, were usually called in to help with a capital campaign or to build a major gift program. Sometimes we do one off board training events. But regardless of the scenario, what we find is that we train board members to get excited about what’s going on in that organization and in the community, and it’s really it’s like a mindset difference. It’s not. It’s like a switch you just got to turn on.

[00:06:32.28] spk_0:
So you want them to be more grounded in the in the mission and and the vision exact, More conscious off,

[00:06:34.29] spk_4:
right? Well, there’s really, like, there’s a two part thing Ah, that we tend to tend to talk about. And it may sound kind of like highfalutin or just kind of.

[00:06:44.75] spk_0:
All right, try us. Okay,

[00:07:52.44] spk_4:
um, you know, just philosophical. Traditional, aspirational. But so here. Here’s what it is. Isn’t it negatively inspirational? Yeah. So, really, what happens is that non profit staff leaders and non profit board members, often just by the fact that they have to get some really hard work done day after day, week after week in their community, they don’t step back and see the bigger picture. And what we’re talking about here is simply the bigger picture. And what that is is helping board members to see two things. One what? What is a really positive future for the organization that they’re serving on the board of Tau actually spend time in board meetings talking about that I can give you a few tips on howto actually make that happen in a board meeting a little later. But to get real clarity on what is an even more powerful future for organization look like. And the step after that, which is like the uber powerful thing is what is an even more powerful future for our community Look like.

[00:08:08.07] spk_0:
And you want the board energized and activated, conscious of all this, and then they convey this to the folks that they’re gonna be talking to. Exactly. That’s the That’s the basis of the relation that becomes the basis of the relationship, not a transactional. We need $50,000 this year.

[00:08:21.59] spk_4:
Exactly. So And let me emphasize that point again. In a

[00:08:32.40] spk_0:
way. Let me take a break. All right, on, Ben, I want you to reemphasize. Okay, let me take this break for wegner-C.P.As so that your 9 90 gets filled

[00:08:35.79] spk_3:
out on time so that your audit is finished on time so that you get

[00:08:54.04] spk_0:
the advice of an experienced partner. You Each tomb just on, uh so recently and affirm that has a nationwide non profit practice with thousands of audits under its belt. Um, let’s go. Let’s go back to board members as relationship builders because I was gonna do the live listener love, But I have something on the tip of your tongue. It’s a rite of water on the Ted

[00:09:05.79] spk_3:
Hold off on the live load. I’d like to do live love.

[00:09:08.75] spk_0:
Now I’m doing something else instead of that. All right. I want you. I want to get this out. We’ll do the love. Don’t

[00:10:58.38] spk_4:
worry. Okay? Gotta gotta spread the love shared especially. Okay, So here’s what I’d like to ask you to picture is when we work with nonprofits and they we ask them to show us and tell us how they’re typically communicating about their organization to their community. However, they define that community, including their donors. We find that usually they’re very me, me, me, central centric. And what we encourage them to do is to take themselves out of the equation and talk about their community and the impact that their organization is gonna have on on their community for a better future. So, for instance, um, if we’re working with a, um, thinking of in Westchester, we’re working with ah, child care and Early Education Center, and we’re doing Ah, almost $20 million capital campaign if they go to all their donors and they say, Hey, we need a new building. Can you give us some money? They’re going to get some money. But if they go to their donors and say, You know, the future of our community is gonna be so much stronger if we’re able to have a building that houses Maur young Children and allows more working families to put their kids in a high quality education, Early childhood school and goto work. They’re talking about the future of a community being stronger rather than me. Me, mia Central. So So basically, just we encourage board members and non profit leaders to get into that mind set and then go talk to current donors as well as potential donors from that point of view.

[00:10:59.64] spk_0:
Got okay. Now we need to drill down toe how to. So how are we going to reorient our board’s thinking to get this from aspiration toe action?

[00:11:34.61] spk_4:
Right. So there’s a number of things. The first is that, uh, you know, we do trainings for boards and generally when we’re not there and somebody’s just like you’re you’re asking Hey, how are we gonna do this? We advise that every board meeting should have something on the agenda A that has to do with fundraising and not make it like the last item when everybody’s like, Oh my God, I’m ready to go If philanthropy

[00:11:36.27] spk_0:
What about fundraising? On the I know there’s two things. First of all, what are they? Fundraising and

[00:11:41.59] spk_4:
and exercises that engage the board members and conversations around this topic of a stronger future for our community.

[00:11:48.76] spk_0:
What do you want to see around fundraising in Sword Agenda?

[00:11:57.01] spk_4:
I first of all, I want it not to be like the what it’s like, You know, in grade school, when you’re the the bad kid that gets sat in the corner like philanthropy is usually sat in the corner.

[00:12:07.04] spk_0:
OK, right, that’s what it’s not. What is it? What did this conversation look like? So for these topics, starters going

[00:13:19.34] spk_4:
right, So you wanna have conversations? First of all, let’s talk about the fundraising before we talking way our community. So you want every board member toe, understand how fundraising works in the organization? Not for it to be some mysterious thing that the development director comes to the meeting and gives ah quick report or even the chair of the development committee gives the report. And and then everybody is kind of like, OK, I sort of know what you’re talking about, but it really people need to understand how much it costs to raise the money, What, all the activities there that are happening, what the various sources of revenue are, what they can do to get involved and when they understand things, just like you and I, we’re like, if we’re, you know, there’s something that we’re not sure about. Like I typically look things up on Google the time, right? Wikipedia, Mike. Oh, I don’t know What. So you need to understand, because what happens is that I’m sure you’ve seen this because you’ve been in board meetings is that when there’s a vacuum of knowledge, board members just like all of us, other normal human beings fill that vacuum up with misconceptions. Yeah,

[00:13:25.92] spk_0:
all right. And

[00:13:26.39] spk_3:
you want to do this at every meeting? I’m trying to drill

[00:13:43.91] spk_4:
todo eso, so I want I want every meat. Every meeting has to have an agenda item on there. That’s something like building our culture of philanthropy. And then there’s specifics There’s there’s, you know, reports on not just Hey, we raised

[00:13:46.11] spk_3:
You always start with what? It’s not. Tell me what it is. Okay. Damn it. Damn it. I want to know. What is

[00:14:49.39] spk_4:
it? Uh, now you got me on the spot. Yeah. So that’s good. Um, you want to have in that meeting a discussion of the specifics of how fundraising works? Okay, give some examples. Right. All right. So first, I’ll give you a really good example. We just finished a campaign in Falls Church, Virginia. It’s amazing. Ah, Director of development there. Actually, she was really smart. When she took her job. She insisted that she be called the director of philanthropy. I thought that was was really smart, right? And so their campaigns done. And now they’re looking at How do we keep this culture of philanthropy going? Well, they need to keep talking about it. And people don’t even understand what she does. Has her job. So she, you know, she’s faced with having to explain to her board and her senior staff. Yeah, I got through all this campaign. I, like struggled. I raised $60 million but here all the things that I do week by week, and that’s something that you have to keep talking about. Okay, so that’s a great agenda item,

[00:14:54.30] spk_0:
okay? And the other agenda item what each month is.

[00:15:54.72] spk_4:
So we’re talking about building how to increase board members, understanding of their impact on community on the community that they’re okay. And for me, that’s, um Hey, does it have to be in every board meeting? I don’t know, But you need to have a period of time where you go through exercises and I like to use very simple, like index card exercises were simply literally hand everybody an index card. And you ask them a question. So, for instance, you could have two questions. What’s, uh what would an even stronger future for our organization look like? And what would any even stronger future for our community look like? Because those are two different things. Sure, and and sometimes it’s really interesting to see that that they match up when people So you give everybody in the next card, you say, you know, right? Right down these questions, Then you can do it a bunch of ways, of course, But I like to say you have 20 board members before people share it with the whole group. You have them turn to each other. So you have 10 groups of to

[00:16:04.69] spk_0:
stop hitting the mike stand. Sorry.

[00:16:20.33] spk_4:
Non. No. Well, maybe, Uh okay. So I’m so I’m so, like, emphatic with my arms. I am too. So you got 10 groups of two and you have them share with each other. Okay. Hey, what’d you write? What would you write? Go and do that for, like, two or three minutes. And then one person from each group shares their experiences with the whole

[00:16:40.14] spk_0:
group. Now, the purpose of this again sounds to me like we’re trying to ground board members remind. That’s just remind board members of the importance role that our organization plays in this community.

[00:16:43.18] spk_4:
Right? And the

[00:16:43.67] spk_0:
air. We so important to it.

[00:16:45.32] spk_4:
Yeah. And that there’s a real power in making the organization even stronger to build an even stronger community.

[00:16:59.39] spk_0:
Now we do these, so we’re constantly engaging, reminding board members. How does this convey to board member fundraising went there. Now, there now going out to their network, etcetera. Right. What’s the That’s the action step we want next

[00:17:39.94] spk_4:
right, so that’s excellent question. So here’s what we do is that hopefully, board members through those index card activities and those conversations, they’re beginning to see that there’s a bit of a shift of focus on on how they’re relating to the organization. And then what we do is we train them. Two, take a list of prospective donors. So say, Just let’s say, for instance, you’ve got this board of 20 people that we just talked about. They paired up and say four of them have agreed to go and do some really major fundraising.

[00:17:44.59] spk_0:
Let’s make it a board of six or eight. Okay, More, more. I think that’s more appropriate for our listeners. Okay, it stick with six.

[00:17:50.06] spk_3:
I mean, there are some

[00:17:52.49] spk_0:
20 born. Okay, okay, let’s keep it.

[00:18:24.54] spk_4:
You got eight people on eight people on your board. They’ve gone through this thing exercise, and let’s say three of them have agreed that yet, you know, I’m really excited about trying to do fundraising for the organization. And let’s just assume that for some reason the organization is new to this. They haven’t been doing it before, and so those three people are going to need to contact people in the community and ask them for money. It’s pretty obvious, right? Okay. So, uh, often the way it happens, not a good practice, I think is, you know, they’ll call them up, they’ll send them an e mail. Whatever we’re looking at, identifying the people who can contribute the most money in the community and having these board members actually go and sit down and talk with

[00:18:40.13] spk_0:
them. Okay? You prefer face to face. Some people won’t take a face to face me, right? At least initially.

[00:18:45.04] spk_4:
So So there’s a lot of strategies that we use with people. Regardless, whether we’re helping with a major gift program or a capital campaign on breaking through that, you know that silence on the other end of the phone or on the other end of the email,

[00:18:57.98] spk_0:
right? That’s something that is valuable to have.

[00:20:22.94] spk_4:
Yeah, that’s another. Okay, so let’s assume that the board member is able to sit down with somebody in the community and talk about, you know, have a conversation that hopefully is gonna lead to fundraising. Yeah, And so that same shift of perspective that we talked about in the board meeting is what we want to see happening in the meeting with a prospective donor. Okay, in that the right from the moment that they set up the meeting either on the phone or through an email. They’re talking about the future off the community, not hey, I’ve been assigned to raise money in our community for organization. Can I sit down with you and ask for some money? That’s a pretty weak opening. Yeah, so poor, It’s pork. So we But we shift that perspective in terms of, you know, the future of our community is so important to me that I’m hoping you would spend a few minutes talking with me about that so that I could learn your views and it It’s not so much, actually A, by the way, but we try to make the next part of its sort of, by the way. And you know, my organization is now in a in a fundraising campaign. If you decided to at some point contribute, that’d be great. But first I really want to talk about the future of our community and hear your views. That’s it may sound simple, but it’s a radical change of perspective on the way that fundraising is usually done, particularly by board members who who have this image. I don’t know where it came from, but, like the fundraising equates to arm twisting.

[00:20:41.15] spk_0:
Yeah, yeah, all right. Very onerous. I gotta tap all my friends.

[00:21:12.58] spk_4:
Yeah, and it’s gonna be awkward. I don’t want to do it. So again, it’s not for everybody. There’s different jobs for other board members, but those who are willing we can set them up. And this concept can set them up so that they can have, first of all, better success at the at the end of it where they’re gonna get more money. But also that And tony, this is the really exciting part is that they’re actually gonna enjoy these conversations. Like, can you

[00:21:13.22] spk_3:
imagine that?

[00:21:16.60] spk_4:
Board members enjoying conversation.

[00:21:17.20] spk_0:
I’m sure it happened. I’ve been in some that were not so good, but

[00:21:20.84] spk_3:
I’ve I’ve been somewhere

[00:21:22.07] spk_0:
the board, the board members, pretty motivated and and and aware of what the organization is doing, you know? Yeah.

[00:21:29.25] spk_3:
So I’ve seen

[00:21:56.64] spk_0:
both. Yeah, but it certainly needs improvement, because I don’t think you’re I don’t think your average board is particularly motivated about fundraising. Your average board member is really into what they consider to be like you said, arm twisting. Okay, so we drilled down. All right. Thank you. All right, so now we got a couple extra minutes, all right? I want to get to Sometimes I know you. It’s hard to get to the core with you. OK, But we did good notes. So, um Okay, now let’s embellish a little bit. We got electric. We got some time. A few minutes. So what else? What else do you want to fill in around this process?

[00:22:22.81] spk_4:
Well, you know, you you cautioned me about what? It’s not. But you did also ask me before we started for some examples of what didn’t work. Well, so

[00:22:23.63] spk_3:
okay, now, well, that’s different. Yeah. Yeah. So So let me

[00:25:01.32] spk_4:
give you there’s two examples that but they also have good outcomes. So let me let me give you a couple of real concise and you’re okay, So just the 1st 1 is a board that I worked with. There were a lot of people who were in the real estate business, and on this board there were probably three real estate guys and there were other people, too. And I went through this training with them, and their insistence was, you know, like everybody we know is transactional, they’re just they’re not gonna be interested in this. What’s better for the community and growing our community, and they’re not gonna wanna you know, we had identified some people who would join our board, and they’re not gonna want to do this. So two things happen. One is, I explained to them that you three guys are actually here. Something happened that you decided that this organization was important. So you would join the board so that it’s not impossible that other people might get excited beyond writing a transactional check to make you go away. And the second thing that happened was more kind of Ah, I don’t know if it was more for me or for them, but I was like, You know what? I’m not gonna push you. You want it? You believe that your people are transactional. I’m gonna let you just go and get a transactional gift. Let’s see if you get that first and then let’s build upon that. So it’s like meeting the board members where They’re at not insisting that it has to be another way. Thea. Other thing is I actually had success with that. Yeah, they did well, and they built their board and it actually turned around. Okay, I brought this is a two sentence email that a board member for an organization are go ahead and two sentences. Not Yeah, it’s not so bad. Right? So not a page. No. And this is an E mail. I use this in my training’s now because this was sent by a board member. What gets me is it was after they went through our, like, three hour long training on how to do this. And they did this thing that I’m gonna read you anyway. Okay, So this was trying to get a meeting for a, uh, for campaign to discuss a gift, you know, to discuss a gift for a campaign. So it’s like, Hi, Gail, I hope you’re continuing to enjoy the summer. I would love to meet with you at your convenience to discuss our capital campaign. Can you drop us a note as to sometimes That would work for your schedule. Best Rhonda And then So she sent that email. Then I got that. I’m not gonna read you the reply, but it’s basically says we’re gonna make a $5000 contribution. No need to meet. But she’s like, Well, what should I do now? You know, I mean, it was laughable because it was like, Well, you know, you should have come to a sooner. Why don’t you pay attention in the training and have us help you write an email that was talked about the community first. So all of you listening there today, don’t do this. Focus on your community. Figure out what’s exciting about the future of

[00:25:28.25] spk_0:
yours. That $5000 gift that’s called the peremptory gift. Exactly. This is 5000. I’m not really interested in what you’re asking is this is what I’m giving you. No need

[00:25:28.66] spk_4:
to meet, right, because I mean, $5000 from from some people is an amazing stretch gift, right? And for certain organizations that that’s a nice

[00:25:37.26] spk_0:
I’m guessing in this case, this was this

[00:25:39.31] spk_4:
was from somebody who could have given to be asking significant multiples of that in the hundreds of thousands of dollars.

[00:25:56.21] spk_0:
Right? Peremptory. Okay, So, uh, good point. Why Didn’t you ask us? Seek our advice sooner about how to write? Ah, um, a broader based and more engaging

[00:25:59.40] spk_4:
email, right? So there’s there’s

[00:26:01.61] spk_3:
one other

[00:26:20.01] spk_4:
point that I think is worth making, which is that when organizations are in a capital campaign, which is usually a multimillion dollar project for physical plant door or programs or endowment, or sometimes a combination of all those it’s a time that a lot of this stuff comes up for board members because it’s a time when the organization is forced to train people to do things. However, it’s not necessary that you have to be in a capital campaign for these best practices to come up in terms of relationship building for

[00:27:06.14] spk_0:
border just happens to be when they that’s it’s a common time. Engage a consultant around the campaign around the feasibility study before that, Yeah, right. But you’re the point you made earlier. If you want to continue this culture of philanthropy, way beyond you’re successful campaign absolutely to be ingrained routinely absolute, and that will help set you up for the next campaign. Whether it’s two years later or five years later, or 10 years later, you’ll have this culture and you’ll have these relationships long standing, helping you get into the next next campaign,

[00:27:24.32] spk_4:
right? And the challenge we find often is that when organizations start campaigns, they haven’t been doing this beforehand so that the work to get to the gold they need for a building project or for whatever is it’s harder because

[00:27:30.71] spk_0:
I asked you, stop doing that. It’s harder but monitored. I gave you a free pass to sit. I’ll sit on my hands way got about two minutes

[00:27:33.69] spk_4:
left. So if they can, if you’re not in a campaign and you can build up your culture of philanthropy and your ability to engage your board with community members, then when you need to have a campaign, everybody including your board, your leadership and your community is not gonna be so foreign to this concept of talking.

[00:27:56.67] spk_3:
And that is not rushed for pizza. You know, don’t wait for the campaign

[00:28:00.06] spk_0:
because I’m being more effusive about it. Don’t wait for a campaign to start building relationships through your

[00:28:05.37] spk_3:
board members. Absolute. Do it. I mean, you want you want supporters and you want, uh, engaged community members throughout the life

[00:28:13.28] spk_0:
span of your non profit, not only when you’re in the in the in the 12 months or 36 month

[00:28:18.88] spk_3:
campaign you wanted at all

[00:28:20.43] spk_4:
times. Absolute. Don’t wait. Don’t wait. That should be our slogan. We’ll make T shirts.

[00:28:45.74] spk_0:
All right, We got to leave it there. Peter, how are you? Thank you so much. My pleasure. T shirt, T Shirt Factory. That’s Peter Heller principle of Heller Fundraising Group. You’ll find the company at Heller fundraising group dot com, no aptly named Helen Fundraising fundraising group dot com And they have free tools for fund raising their All right, Thank you again. You’re welcome. Thank you. I need to

[00:28:46.00] spk_3:
take a break. Cougar Mountain Software.

[00:28:48.38] spk_0:
Their accounting product Denali, is built for non profits from the ground up so that you get an application that supports the way you work that has the features you need and the exemplary support that understands you. You’ve heard the testimonials about that that I’ve read.

[00:29:11.94] spk_3:
They have a free 60 day trial on the listener landing page at tony-dot-M.A.-slash-Pursuant. Now it’s time for Tony’s take two planned giving relationship stories about relationships runs through it because that’s what it that’s what this is all based on its relationships not only fundraising, but all the

[00:29:23.32] spk_0:
support for your organization in whatever form it comes, not just money. It’s

[00:29:26.81] spk_3:
all around relationships.

[00:29:45.74] spk_0:
So what am I talking about in this week’s video planned giving relationships that stand out for me? There are scores of them. Um, the ones I tell on the video are, Ah, Eleanor, Evelyn, Barbara and Jim. Um, these

[00:29:46.07] spk_3:
were stories that are touching.

[00:29:57.64] spk_0:
Um, they’re they’re not always joyful, although overall planned giving relationships to me are enormously joyful. If there’s something that’s the really that one thing that I would say I miss about being an employee versus a consultant because you don’t have the depth of relationship.

[00:30:06.45] spk_3:
But there are still some, even as a

[00:30:12.27] spk_0:
consultant, which I’m grateful for. So it’s

[00:30:12.52] spk_3:
about the relationships,

[00:30:33.84] spk_0:
you know, and then the relationships lead to support, and that is not necessarily money. It could be, but it’s not always, um so I share, so I share four stories on the video video is at tony-martignetti dot com, and that is tony. Take two. Now let’s do the live love. There’s

[00:31:14.91] spk_3:
loads of it. Oh, my goodness, gracious, Look. Boston, Massachusetts Madison, New Jersey, Washington, Virginia Morehead City, North Carolina Woo Um, that could be Maria. Simple possible. Let’s see staying domestic. Tampa, Florida New York, New York, Indianapolis, Indiana Falls Church, Virginia, Los Angeles, California, Seattle, Washington Who the love goes out of Salt Lake City, Utah. Yes, wonderful. The live love. Thank you to each of you, including Miami Lake, Florida. Look at that. It’s just coming and coming. I can’t stop them. Um, the live love goes out. So glad you’re with us. Let’s go abroad. Knows Aillagon leg long France.

[00:31:22.59] spk_0:
Uh, bonsoir, I’m not sure, but the live love goes out. Um,

[00:31:32.64] spk_3:
Beijing, Of course. Beijing. We haven’t seen you for a while. Where have you been anyhow? So glad you’re with us. Tokyo, Japan. Tron. Oh, that’s our Austria. No. But Tokyo, Japan!

[00:31:34.95] spk_0:
We got to do. Of

[00:31:52.24] spk_3:
course. Konnichi wa. Thank you so much for being with us. Tokyo trout on Austria. That’s brand new. Welcome, Austria. Live love to you. Tehran! Iran. Welcome You’ve been. Now you come through loyal. Thank you, Tehran. Live love out there. Very. Varga knew

[00:31:54.03] spk_0:
Brazil. I know I messed that up. That’s terrible. I just don’t know, really how to pronounce it. But I can’t say over Delgado. Thank you for being with us.

[00:32:04.10] spk_3:
That’s the live love. Thanks so much to each of you and ah, the plot. The plod class I’ve been I’ve been bad about this recently. The plod classed pleasantries. Very bad. Um, it’s supposed to be the podcast pleasantries going out to our over 13,000 listeners through that

[00:32:21.63] spk_0:
medium. Thank you for being with us. Pleasantries to the podcast listeners. Thank you,

[00:32:27.39] spk_3:
Maria Semple. I almost forgot her name.

[00:32:29.35] spk_0:
That’s been since so long she’s been on. 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

[00:32:44.90] spk_3:
profit. She’s our doi end of dirt, cheap and free, and she’s gonna live up to it today. She’s at the prospect finder dot com And at Maria Simple. Maria Semple. Do you recognize my voice?

[00:32:51.59] spk_6:
I absolutely d’oh you.

[00:32:53.99] spk_0:
Thank you. You’re better than me that

[00:32:55.54] spk_3:
I almost forgot your name.

[00:32:56.52] spk_0:
No, I’m doing great. I’m doing great.

[00:33:01.38] spk_3:
You’ve been on since last September. It’s been well.

[00:33:01.61] spk_0:
There was hurricane time around then and other issues that cropped up. So it’s very good to have you back.

[00:33:08.71] spk_6:
Thank you. It’s great to be here.

[00:33:11.09] spk_0:
Are you in the in fact, in North Carolina today or you will am Okay. Okay.

[00:33:16.90] spk_6:
We need to get together when you get back.

[00:33:18.79] spk_3:
Let’s not get carried

[00:33:32.71] spk_0:
away now, Sze, keep it to the show, okay? Your husband Ah, I don’t want to say anything online. I don’t want to say no. No, Bob, um So we’re

[00:33:37.39] spk_3:
talking about Maria’s free resource is today. You want to start with Candid dot or GE? You love them?

[00:33:40.94] spk_6:
Yes, Absolutely. Well, since it has been a while since I’ve been on I know we’ve We’ve talked about guide star in the past, and we’ve talked about the foundation centers. Resource is in the past. The one thing we haven’t covered is they kind of murder, you know,

[00:33:56.90] spk_0:
They kind of they did. They are together. Yeah.

[00:34:25.49] spk_6:
Yeah, in 2019. So, um, and we have uncovered it on the show. So I thought it would be a good opportunity to focus on that a little bit, Um, and just kind of give folks an overview. It’s too, you know, exactly. what you can do on the fight, especially for free. Um, you know, we all know that that these sources also provide sea bass upgrades. Premium service is as well, but you’ve labeled me. What is it? Dry in

[00:34:29.33] spk_3:
the end of dirt, cheap and free. You got three in the second. I’ve

[00:34:33.64] spk_6:
gotta keep keep it today.

[00:34:35.30] spk_0:
Today’s Maria’s free resource is so Yeah, you can certainly mention the paid, But

[00:34:39.63] spk_3:
what can we do for free?

[00:34:40.59] spk_0:
That’s valuable. A candid dot or GE

[00:36:41.43] spk_6:
So you can still do the 9 90 finder. And what I really like about that is, um, you know, we often have, you know, organizations that you know, sit around in their meetings. You know, Peter was referencing in the first half hour of the show talking about, you know, getting your board together. You’re six people. Eight people tend whatever it is. And when you start having conversations around X spending your your basis supporters in major gift, um, sometimes those folks will be giving to you through a foundation checkbook as opposed to a personal cheque book. Um, and very often you may not even realize that there are folks with a foundation checkbook who may be in your backyard. So what I like about the 9 90 finder is that you can you if you mean it, when you log into the candid site and you you go to look at the various research things you can do on their things, you can do tab. Then you go to the 9 90 finder. You can click on more search options once the search box appears, and it’ll allow you to put in a specific zip code where you want to be able to do some prospecting. So again, we’ve talked in the past about reactive prospecting and proactive. So sure you could do the reactive stuff. You could still go in. Put in the known name of a foundation that you want to learn more about. That’s more of the reactive. But if you’re trying to come up with a list of potential maybe family foundations in your community, this is a great way to do it, and so you can prospect it by a specific zip code. And then when you do that and you come up with your list of search results, what I like to do then is to click on the Total Assets column so that you can actually sort the results. So if you want to see the results by total assets from lowest to highest or highest Lois, it gives you an opportunity to say immediately, Who are those largest foundations right here in our community? Um, and I think that could be immensely helpful for small to midsize non profit who really serve a specific geographic region.

[00:37:07.01] spk_3:
Okay, Okay. Excellent. The 9 90 finder.

[00:37:34.78] spk_6:
Yeah. Yeah. And then, you know, you know, once you have that, those lists of foundations, you know, certainly click on them. Ah, and so that you can get to the actual 9 90 itself, which is going to be chock full of information as everybody. I’m sure listening knows, Um, what I like about it is that sometimes I’ve looked at some nine nineties that have maybe zero listed in assets or a very low number, like, I don’t know, $1500 or something like that.

[00:37:42.88] spk_0:
You think?

[00:38:21.92] spk_6:
Oh, well, this isn’t a very big foundation. Why should I bother? Even may be looking at this. And when you did a little deeper and you look at the 9 90 Sometimes you’ll find that they’re the reason why it may have a very low or zero number in The Assets column. Is because it is really being used as a passed through right, so their their their intention is not to have those assets sitting there. It’s really to, you know, bring the money in fund funded that year and then immediately cut the checks out in that same calendar year. My tip, I guess, is just don’t discount those really small or zero asset foundations, dig a little deeper and take a look at those nine nineties

[00:38:33.56] spk_0:
eso. So we’re so so where will you find the grant information? So let’s say it is a pastor the way you’re describing, and they make a 1,000,000 1/2 dollars worth of grants every year. Will you find that information on the 9 90 if so, where?

[00:38:49.22] spk_6:
So just kind of some through sometimes they will have. It is a separate attachment. That’s part of the 9 90 though it depends on how many grants they’ve made. But there will be a section of the 9 90 that will list the grants paid in that calendar

[00:39:03.96] spk_0:

[00:39:19.49] spk_6:
and you’ll actually up, you’ll actually be able to see exactly the organizations that receive the money and how much they received. And sometimes if they even have money if approved for future payments, right? So maybe they’ve made a a multiyear commitment to an organization. And so they may decide to list out, um, the future years that they anticipate to pay out to that organization

[00:39:31.04] spk_0:
as well. So that’s a that’s a cool that’s a pro tip. So don’t pay so much attention to the assets as you do the granting that they do.

[00:39:40.02] spk_6:

[00:39:40.56] spk_0:

[00:39:41.33] spk_6:

[00:39:41.50] spk_0:
would pay

[00:40:09.74] spk_6:
much more attention to the grants paid than you know than the other. And also you want I’m able to be able to see. Is this foundation even accepting proposals at all? Because you don’t really want to spin your wheels on approaching foundations and you know, sitting there and writing a grant proposal and you send it off in the mail. And then, you know, you kind of sit there waiting when in fact, this foundation may not accept proposals.

[00:40:13.00] spk_0:
That’s an enormous. That’s an enormous fail. If you’ve spent time, even if you know, if you spent time writing a letter of inquiry. If they’re not accept there, So how do we find this out?

[00:40:22.11] spk_6:
So on generally, it’s on page 10 of the 9 90

[00:40:25.96] spk_3:
going the

[00:40:26.96] spk_6:
way down

[00:40:27.72] spk_3:

[00:40:27.88] spk_0:
expertise on non profit radio.

[00:40:29.47] spk_3:
Go to page 10 of

[00:40:31.52] spk_0:
the 9 90 Yeah,

[00:41:23.51] spk_6:
there’s a check box that the number that the the foundation can check off if they’re not accepting unsolicited proposals. So you want to make sure that that check boxes is checked or not? If it’s checked again there, I wouldn’t necessarily discount them if it feels like, let’s say you’re a kn animal rescue group and you see that this foundation has been making, you know a lot of the majority of their grants are two organizations in you know, that fund animal welfare? Well, maybe there’s somebody on your board that knows one of those board members because don’t forget the board members of the trustees of that foundation are gonna be listed in that 9 90 You might be better off just circulating the names of those trustees with your board to say, Hey, do any of you have a connection with any of these people? I’m not asking you to necessarily make the approach for us right away. But I’d like to see if there’s some way we can get an introduction to the foundation because they seem to be a perfect match for our mission.

[00:42:02.97] spk_0:
Okay, Okay. We got to take a break. Uhm we come back, you know, with a little bit more on candid. But then we got to get the FTC, and you also have some conferences you want. You want to shut out. So, um, just setting setting up the agenda, right? Time for our last break

[00:42:06.64] spk_3:
turn to communications their former journalists so that you get help building relationships with journalists. This is what they used to do so that your call gets answered when there’s news you need to comment

[00:42:17.61] spk_0:
on so that you stay relevant in your community and including former journalist one on the

[00:42:24.56] spk_3:
Chronicle of Philanthropy. So they know this community. You want to build these relationships again? Relationships. Look at the theme coming through. My God, it’s incredible.

[00:42:37.26] spk_0:
Um, I’m gonna build these journalists relationships, so you stay relevant. Turn hyphen to dot ceo, we’ve got

[00:42:44.38] spk_3:
butt loads. More time for Maria’s free resource is okay. You want to give us one more for Ah, Candid.

[00:42:49.66] spk_6:
Yes, sure you do. Two quick ones, actually, For candidates,

[00:42:56.43] spk_0:
I say one. She says Do. Alright, FBO Quick

[00:42:57.78] spk_6:
start. Right, which is the foundation directory online. Quick. Start there too. You can search by a city or state, thereby giving you the ability to prospect by, um, you know, by zip code zip code.

[00:43:11.37] spk_0:
Okay. What is this? What

[00:43:12.21] spk_3:
is this called again? What I think

[00:43:14.12] spk_6:
is as much information provided under this under their free plan. Um so I think the fbo quick start is a little bit more limited. I personally I like the 9 90 finder better.

[00:43:26.66] spk_0:
Okay, wait, hold on. Providing

[00:43:28.40] spk_6:
Klippel about is that they

[00:43:29.64] spk_3:
do have

[00:43:30.05] spk_6:
a tab. They’re called request for proposals. And, um, what they do list there are They connects you to grant opportunities that are available through the philanthropy news digest, and it does include deadlines. So what I like there again if you you’re scrolling through that and you know, you see some opportunities for you to apply for a grant opportunity that you didn’t realize was available that’s coming up. You should still have plenty of time to make the grant deadline and, um, you know, on and get in on the new money.

[00:44:02.03] spk_3:
Okay. Where did you say you find the quick search?

[00:44:06.79] spk_6:
Um uh, those are all under the things you can do. Tab. Um, you have FD. Oh, quick start. You’ve got requests for proposals. Um, and the 9 90 finder. Those air all under the once you get a candid dot or GE go to things you can do and you’ll find those additional tabs.

[00:44:24.49] spk_0:
Okay? And you said the request for proposals includes deadlines.

[00:44:28.09] spk_6:
It does.

[00:44:29.48] spk_3:
Okay, okay. All right, let’s move. Thio FTC dot

[00:44:32.85] spk_0:
gov federal election commission dot gov But f e c f d c dot gov

[00:44:37.14] spk_3:
What you like this for?

[00:46:34.88] spk_6:
Well, I thought since we were in an election year, it would be a good source for people to kind of keep an eye on. Um, you know, folks who are making a political contributions. It does show, you know, a certain level of disposable income and obviously shows political leanings as well, which may or may not be used full depending on the type of organization that you are. Um, so when you get to the F e c. Website. It’s a very busy website. Um, and one of the things that you want to do first is go to the campaign finance data tap. And then from there, you’ll be able to click down where it says, look up contributions from specific individuals. Yeah, so you can. And so basically anybody, um, the what? The reports will include our people making contributions in excess of $200 per election cycle. Right. So let’s say you give somebody, you know, $50 here and there. Once it hits that $200 mark, the, uh, the campaigns have to start filing this with the Federal Election Commission. Um, after he hits that $200 level, right? So again here, one of the things that you have to keep in mind is that you can proactively prospect this you can you can do a search. Uh uh, on, uh, on a zip code. And the data that you’re gonna get is goingto have the name of the person, the air mailing address, their occupation and name of employer. But here’s a big, big caveat is that there is not supposed to be. This data is not supposed to be used in any way, shape or form for soliciting whether they had soliciting business. We’re soliciting charitable donations.

[00:46:40.44] spk_0:

[00:47:00.28] spk_6:
I bring it up as a resource, more so that you can maybe cross check. Are any of your, um, current donors also political contributors? And you know, at what level is a contributing in the political realm and where, But also you should just be aware that again, they they call it salting the data. I don’t know if you’ve ever heard that term before.

[00:47:09.27] spk_0:
Sultan. I’ve heard it. A CD. What happened? I’ve heard seeding go ahead.

[00:47:56.08] spk_6:
The committees that are reporting that are sending in their reports, right? Salting the data means they’re going to be sprinkling the report with up to 10 fictitious contributor names. And those contributor names are gonna end up having a really address. It’s usually like gonna be a committee employees or something like that that they may use. So if you start, if you go and do a proactive search by zip code, you might be getting some of this seated data in there, right, that salted data that will enable you to send out, you know, postcard campaign or letters or

[00:47:58.68] spk_0:

[00:48:03.80] spk_6:
but it could end up winding up in a mailbox of somebody who’s monitoring to see is somebody using this data illegally,

[00:48:08.58] spk_0:
right? You’re gonna get You’re gonna get snagged. So wegner is

[00:48:11.02] spk_6:
very, very careful

[00:48:12.61] spk_0:
whether or not

[00:48:20.56] spk_6:
use it in that way. But it is a really good source to cross check, you know, and see if any of your donors are contributing politically.

[00:48:34.73] spk_0:
OK, Ok, um, sesame seeds or salted or whatever it is, you don’t use it the wrong way because you’re gonna get you might get caught. And ah, that’s bad. Yeah. Yeah, bad business. Um, just like you seed or sesame seed or salt, whatever. You do your own and your own mail lists to see what you’re sending out, right to see how how timely your mail house is actually sending stuff to the post office, are they? Is it postmarked the day that they say it’s going to postmark? Same. You know, you’re trying to catch them. You’re trying to keep them honest. Well, Federal Election Commission’s trying keep you honest. Okay, enough about that. Um,

[00:49:04.04] spk_3:
that’s interesting. I love that Look up

[00:49:13.77] spk_0:
contributions from specific individuals that school. So you can You can search by when you’re doing an individual’s you could do name, name and name and state can you go like Is that

[00:49:16.36] spk_3:
how you do it?

[00:49:17.47] spk_6:
Yeah, Well, you can You can certainly look

[00:49:19.69] spk_0:
at a

[00:49:19.92] spk_6:
particular individual’s name. Um and, you know, any time I’m doing, you know, my in depth donor profiles. This is one resource I always cross check to see if this person is making large political donations in addition to charitable contributions.

[00:49:36.00] spk_0:
Okay. Okay.

[00:49:37.11] spk_6:
So it’s definitely one of my tools that I use to do research, but I did want to give that caveat on the, you know, proactive aspect of it is You do want to be careful on Don’t use it illegally.

[00:49:49.62] spk_3:
Anything else on FCC?

[00:49:54.76] spk_6:
No, I got it.

[00:49:58.28] spk_3:
Okay, you have some conference is coming up. Did you want to share?

[00:50:40.82] spk_6:
Yes, right. So before you know it, the big annual APA conference will be coming up. It’s always in the summer months. And so APRA You’ve heard me talk about them before. It’s the Association of Professional Researchers for advancement. Their website is APRA home dot or ge. And there you’re gonna see various opportunities. So the big one is their summer conference. Um, and that is held. Um, that is held, uh, August 4th through the seventh. It’s going to be held in Washington, D C this year. Um, and you can learn all about that, you know, on Apple’s website. So that’s sort of the biggie.

[00:50:46.56] spk_0:

[00:51:29.46] spk_6:
then I thought I’d just let you know about some Call them smaller, More regional conferences that are taking place. One is coming up real quick in also in Washington D. C. Actually, um, on march 12th the APRA Metro D C. Chapter is having an annual conference, so that might be one to put on your calendars if you’re in that neck of the woods. Um, another one is, um APRA Greater New York chapter is presenting something called Prospect Khan 2020. That will be March 17th. And that’s taking place at the N Y U Kimmel Center. Uh, you’ve got

[00:51:31.25] spk_0:
Marie 20

[00:51:32.19] spk_6:

[00:51:33.17] spk_0:
Yeah, go ahead. Where’s March 23rd?

[00:51:35.80] spk_6:
New Orleans.

[00:51:36.66] spk_0:
There you go. Get

[00:51:37.58] spk_3:
out of the Eastern Sea

[00:51:40.59] spk_0:
s get out of the Eastern Seaboard. Overdrive

[00:52:05.84] spk_6:
is happening March 23rd. Ah, in New Orleans and the other one I want to talk about is in the Midwest on May 7th. APRA Midwest is having a conference 2020 and that’s gonna be, um, May 7th and eighth in Des Moines, Iowa. And so again, if you go to the APRA website, you’ll be able Thio find all of these particular opportunities available. Thio under their events Tab,

[00:52:11.84] spk_3:
Are you a conference speaker? Do you still do that?

[00:52:26.86] spk_6:
I am not speaking at any of the upcoming up APRA conferences this year, but I’ll tell you, they’re speakers are always amazing. Um, very often they’re going to be from some of the larger universities and so forth. And so even a small to midsize non profit will have a lot of takeaways by attending thes conferences. And again, if it’s not your budget to go to the big annual conference, see about some of the chapter opportunities, um, that are closer by and those air usually gonna be a bit more affordable.

[00:52:58.26] spk_0:
Your practice is so robust you don’t need to be speaking any longer. It’s the clients are coming to you. All right,

[00:53:00.75] spk_6:
enjoy it.

[00:53:01.37] spk_3:
And you share your expertise here as well?

[00:53:06.80] spk_0:
Absolutely. All right. Um Let’s make sure we we don’t wait another September, October, November, December, January, February, March Another six months before you come back. Okay?

[00:53:13.92] spk_6:

[00:53:27.85] spk_0:
All right, Let’s work on that. And maybe a dinner. We’ll see. Like I said, let’s not get carried away. They will keep it to a lunch. I feel like a better lunch. Better, thank you very much. She’s the Prospect Finder. Ah, at Maria Simple. The prospect finder dot com are doi end of their cheap and free. Thank you, Maria. Simple.

[00:53:34.94] spk_6:
Thank you.

[00:53:35.59] spk_0:
My pleasure.

[00:53:38.20] spk_3:
Next week. Sexual harassment

[00:53:43.79] spk_0:
in Nonprofits timed to the sentencing of Harvey Weinstein. If you

[00:53:43.98] spk_3:
missed any part of today’s

[00:53:45.10] spk_0:
show, I beseech you, find it on tony-martignetti dot com

[00:53:49.13] spk_3:
were sponsored by wegner-C.P.As. Guiding you beyond the numbers wegner-C.P.As dot com by Coca Math and Software Denali Fund Is there complete accounting solution made for nonprofits tony-dot-M.A.-slash-Pursuant Mountain for a free 60 day trial and by turned to communications, PR and content for nonprofits, your story is their mission. Turn hyphen to dot c e o

[00:54:14.44] spk_2:
our creative producers. Graham. My route 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 be with me next week for non profit radio big non profit ideas for the other 95 percent. Go out and be great.

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

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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 Nguyen from VibranceGlobal, and Sheri Chaney Jones, with Measurement Resources. (Originally aired September 4, 2015.)



Maria Semple: Deep Pockets

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. 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 gotta make it fun and applicable to these young people look so otherwise a fifteen and sixteen year old they have better things to dio they have xbox, they have tv, they have their cell phones me dar is the founder of idealist took two or three years for foundation staff to sort of dane toe, add an email address card. It was like it was phone. This email thing is right and that’s, why should i give it away? Charles best founded donors choose dot or ge. Somehow they’ve gotten in touch kind of off line as it were on dh and no two exchanges of brownies and visits and physical gift. Mark echo is the founder and ceo of eco enterprises. You may be wearing his hoodies and shirts. Tony talked to him. Yeah, you know, i just i’m a big believer that’s not what you make in life. It sze you know, tell you make people feel this is public radio host majora carter. Innovation is in the power of understanding that you don’t just 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 sacristan. What separates those who achieve from those who do not is in direct proportion to one’s ability to ask others for help. The smartest experts and leading thinkers air on tony martignetti non-profit radio big non-profit ideas for the other ninety five percent.

Nonprofit Radio for August 18, 2017: 5-Minute Marketing for Planned Giving & What’s Fair Game?

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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. 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Nonprofit Radio for May 12, 2017: Your Cyber Risk & Beyond Online To IRL

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Marc Schein: Your Cyber Risk

Bad things can happen to all that data you store on donors, volunteers, employees, vendors and others. But, there are ways to minimize your risk and protect your nonprofit if a breach occurs. Marc Schein of Marsh & McLennan Agency shares his wisdom.



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Oppcoll 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 go into burbage oration if you repeated the idea that you missed today’s show your cyber risk bad things can happen to all that data you store on donors, volunteers, employees, vendors and others, but there are ways to minimize your risk and protect your non-profit if a breach occurs, mark shine of marsh and mclennan agency shares his wisdom and beyond online. Teo i r l maria semple are prospect research contributor, and the prospect finder reminds you that ria life conversations remember those little things i can tell you so muchmore about your potential donors than online research. Plus, she has conferences you need to know about on tony’s take two i’m wagging my finger, responsive by pursuing full service fund-raising data driven and technology enabled, you’ll raise more money pursuant dot com and by we be spelling supercool spelling bee fundraisers. We b e spelling dot com here is mark shine with your cyber risk. I’m very glad to welcome mark shine to the studio he is a risk management consultant with martian mclennan agency and an authority on cyber insurance providing strategies to protect sensitive employee, customer and business information. He’s a c i c a c l c s and are i am to find out that very shortly on dh the company is at mm. A hyphen. Any dot com mark is at em. Shine that’s s c h e i n c i c c l c s mark, welcome to studio. Thank you for having me. My pleasure coming closer to mike so we can hear you even shatter. Okay, um, we won’t talk about cyber. Cyber exposure would share what is define it for us first everybody’s talking about the same thing. Sure. So when we look at a cyber attack, you know certain industries think that it has to do with a nation state coming and hacking and things of that nature which which it does it could be, which it does absolutely. Okay, but there’s other exposures that really come tto tto light as well. Three idea we look att information and the type of information that businesses or not-for-profits have. And it really falls into three silos. Person identifiable. Information. P i at nonpublic names, phone numbers, so security numbers, email addresses, physical addresses, things of that nature. Ok, then when we look at p c i, the payment card industry that’s really looking at the credit cards, how many credit cards do you have on file that kind of that kind of information? And then you take a look at p h i information, which is the health care information, and so we look at it from three different from three different segments on dh for not-for-profits when we take a look at it, typically the way that they’re asking their donors to donate is video website and when they go on to the website. Typically what we’ve seen from our clients is you have to put in your name your address, your email addresses, personal latto personal info, a tremendous amount on, and then they ask you for your credit card information in order to make the donation. So now when we look at not-for-profits several years ago, the cyber exposure didn’t necessarily exist. Now there’s certain first party legal responsibilities in the event of a data breach that these non-profits have to comply with. Ok, ok. And you mentioned a whole bunch of acronyms p c i and c i a, which i’m glad you’ve defined because i’m non-profit radio. We have george in jail and i would hate to put you in there on the outside. Sit on. It reminds me that i forgot to go back and look at your acronyms. So you’ve got a bunch of letters after your name? Yes. Ah, i see. I see what’s the c i c commercial. Certify insurance counselor. Sort of what you even get. Confuse yourself, eh? So many. So many seas after my name that yeah, there are. There are three. Ok? So certify insurance, counselor. And then you’re also a c l c s yes, commercial lines covered specialist commercial lines covered specials. Now you must be especially proud of those because those were in your twitter id. Yes. Okay, but then rim what’s his rimming work. You know, what’s rim. I’m not sure what the rim that you’re referring grimm are i am response. The responsible that rim counts. I sit on the rim. Counsel for the pondimin institute, which is the leading organisation for cyber stats in the country. Cyber stats open among latto department institute looks like pokemon but it’s not a problem on that end. Exactly. Okay on dream is responsible information management correct at the pokemon that the bonem mind the parliament, its ottoman parliament. Sorry. Alright. Thank you. Okay, um all right. So we’ve got your credentials are clear. You got a lot of letters, a lot of professional certifications. All right, um, now i i mean, when we think of cyber breaches, i mean, i think of yahoo and target on dh even the democratic national committee meets off these highly sophisticated organizations, i think, a toast in terms of i t i would think that they are are vulnerable than surely small, a midsize non-profits have vulnerabilities to be concerned about. Sure. So so what you’re saying? And again, we’re not going to comment on any specific client just because of the nature of the business and who we are. But we’ll talk about is the exposure’s they all do face on dh. I mean, if these big organizations are at risk with yahoo five hundred million user i ds and, you know, passwords and things, right? I mean, this is so again when you’re looking at a hacker forgetting who the company is, you take a look at the breaches that are going on there now targeting the vendors of some of these larger entities because they realised that the vendors don’t have the same protocols. They don’t have the same budgets to implement the cybersecurity best practices that some of the fortune one thousand companies that you know you previously mentioned half alright, so sometimes it za something that’s, a contractor’s exactly it’s the low hanging fruit that they’re looking for. All right, so there’s a real easy. They don’t want to work any harder than anybody else does. So if they’re able to get into a smaller entity who has access into another larger entities, well, that could be the treasure so that they were just looking for okay, so that raises a good point if we are outsourcing any database management in terms of the of the type of data that you were talking about those three different categories we need to be sure that the vendors were hiring have have either insurance well, insurance, which would you’re not going to talk about and or on dh really should be end high. High levels of security. Correct. So we gotta make sure our subcontractors are vendors. Basically, you want to make sure that you’re doing your due diligence when it comes to your vendor selection. That’s a very important step on duitz something that businesses are now starting to pick up on something of march that we march my client agencies that we recommend when we’re talking to our clients and you hit the nail on the head. Ok, ok, it doesn’t happen often. So thank you for acknowledging the one of the rare instances. All right, right now, if we happen to be ah, ah, a target or a victim of ah, of a cyber exposure. I’m the first thing that occurs to me is a bad press. Yeah, what else? What? One of the risks are way suffer. I mean, not in terms of the data, but just in terms of costs and things like that. Sure. So so when you look at a data breach and you see what the average cost of a data breach was and, you know, the parliament institute, which were just reference the average cost of a data breach was about seven million dollars. In two thousand sixteen and when we look at it, what is the first party legal responsibilities that the business has or the non-profit has to do in the event of a data breach? First, they have to notify they put in a call to there hyre insurance broker they want put the carrier on notice, let him know that the possibility of a claim might be coming down the pike line. Let them work with the prefer providers that the cyber insurance provides toothy entity, then they’ll work with the data breach coach, which is the attorney who let them know what they’re for with their first party league responsibility’s ours builders that forward on then the notification because you not only have to notify the affected individuals in your non for-profit that were affected. But you also have to notify the estate attorney generals where those individuals reside as well. Okay, all right. We’re gonna unpack some of that. We got to go out for a break. Sharon, we come back, mark and i are going to keep talking about that and some of the other the hard costs of recovery. And then, of course, the ways of ensuring against a loss stay with us, you’re tuned to non-profit radio. Tony martignetti also hosts a podcast for the chronicle of philanthropy. Fund-raising fundamentals is a quick ten minute burst of fund-raising insights, published once a month. Tony’s guests are expert in crowdfunding, mobile giving event fund-raising direct mail and donor cultivation. Really, all the fund-raising issues that make you wonder, am i doing this right? Is there a better way there is? Find the fund-raising fundamentals archive it. Tony martignetti dot com that’s marketmesuite n e t t i remember there’s, a g before the end, thousands of listeners have subscribed on itunes. You can also learn maura, the chronicle website, philanthropy dot com fund-raising fundamentals the better way. Welcome back to big non-profit ideas for the other ninety five percent. We’re talking about cyber exposure, cyber breaches and what can happen if you and your constituents are our victim with marke shine, risk management consultant with marshall mclennan agency. Okay, mark, um, before the right before the break, we return about notification. Yes. All right, you gotta let the individual’s no. Yes. And the angels that were affected, that information could be compromised. Attorney general, you mentioned so when the state where the individuals reside, you have to also notify that a state attorney general all those states exactly could be notifying fifty. Well, forty general, forty seven different states have forty seven different state breach notification laws, which make it so complicated in the event of a major breach where you have donors, you know, across multiple different sametz one of the three states where they don’t care about their residents breach of data where those three states, when the close call in after we’ll play the game and we’ll let them call in and figure out if they could guess that. Oh, way. Don’t have way don’t have life callers. Okay, you got to reveal it. Shocking. What are the three? Sure, so, it’s. Some of the provinces province’s, yes way, have forty seven different states that have it it’s. I put you on the spot. Hey, gip. No, no it’s, not a problem. Okay, i get it. I’ll get back to way. We got about fifteen or eighteen more minutes. Ok? That’s right. Just seems to me like those states aren’t protecting. Their citizens are thin this narrow respect. Okay, um, attorneys general, individuals, of course. And you mentioned carrier if you have. Ah, if you have to have a cyber insurance carrier, they have obviously no. Also, exactly. Because the cyber insurance pays for these exposed the first party legal responsibilities the notification that we just went over then the forensic cost. You need to figure out how the breach happened. What did they take? When did it stop? Did you fix the issue now? Carries will pay for the forensic investigation. You also have to provide credit monitoring for the affected individuals. Roughly about twenty dollars per an up individual to provide credit money. Let me ask you about that part. The credit monitoring that i’ve seen the breaches that i’ve been notified about. It’s so it’s. Always been a year. A year of credit monitoring could be too it’s. Okay, i guess i haven’t been lucky. I’ve always been one, so now is that? Is that really valuable? Because i’ve read that this data is actually valuable three or four years later, after it’s been sold and those of us who are the victims have for gotten about the breach, so we’d like we can’t identify where it came from because it’s like two, three, four years later and the credit monitoring is long expired, then sure is that is that true? I mean, is the data more valuable to up to a bad guy? A few years after the breach? Typically the data when it’s out in the market, it’s its most valuable when it first comes out first, comes out when he first comes out. Precisely. You know you look at you. Look at a credit card. You know my credit card has been compromised before. Where there’s been fraudulent charges the next day, my credit card provider sends me a new credit card. Right? Ok. Ok. Credit card. I could see that. But what if it’s ah, date of birth. The address, you know, maybe maybe it’s password to for ah site. I mean, does that? It doesn’t have residual value, you know. Like, years later? Sure as well, you always want to make sure that you have it for when you’re when a company is goingto offer credit monitoring in the event of a data breach, you always want to make sure the year taking the full limits of whatever they’re giving, whether it’s a year or two can information be used. Five, six, seven, ten years down the road. Yeah, absolutely. But if the entity is going to be able to provide you with two years of credit monitoring it’s better than running around without after your information was just out there compromised. Okay? And i guess in terms of the credit card example and that it would cover you that way, but usually goes get a zoo. Said it was get canceled immediately. All right. Um all right. So we’re going to get to the insurance, you know, like the details of insurance. Um, so does that. Does that cover? Like what? That cover everything that the organization should do if they do suffer a breach each. These these notifications. Anything else? So? So they provide the notifications. They deal with the data breach, coach. They could do a forensic. Investigation. You know, some entities will be responsible for pc i fines or penalties or re issuing debit cards or credit cards. The’s a role different coverages that khun b now implemented within a privacy. A network security policy within insurance when we look at most other insurance policies, whether it’s, worker’s, comp, general liability, ah, professional and, you know, exposure, whatever it may be it’s all based off of an isil form and with the ghisolf whoa jargon job. Okay, s o form. Yes, what’s s oh. So i suppose the insurance services organization on dh what they are is they basically provide a vanilla form or vanilla suggestion and each carriers than able to change it a little bit and that’s what they have done to help develop property liability auto so on and so forth, when we look at cyber, there is no isil form, so one carrier can be all the way on one side of the room offering terms and conditions. Another carrier can be all the way on the other side and the prices and the terms khun b wildly different. And the coverage is okay, okay, we’re still going to get to that. More detail. I want to flush out a little something that you mentioned now. Twice. The data breach. Coach? Yes. What is his or her job? Who is that? Sure. So typically, what happens is each insurer will have ah, panel counsel or they’ll let you select your data breach, coach. And they will walk you through what your liabilities are, who to speak to who, not to speak to what you should be saying. What? Just not what? Your first party legal responsibilities are there going to be your end? All be all guide. Okay? On dh, they come from the carrier. Typically us okay? Or recommended by the carriers, like, typically comes from a panel counsel that the carriers have already selected. Ok, ok. Um all right. So why don’t we get into a little bit of detail about, um, different types of policies now, there’s there’s to protect yourself? Particular organization? No, that i know. There’s. Cyber insurance and there’s cyber liability. These two different categories of coverage. What? We’re all interchangeable. Okay, so same thing. Really? Okay. Privacy in network security is the technical term cyber insurance or cyber liabilities? The street name, if you will. Ok, i’m a street guy. We’re going to be okay, so what what what are we looking for? If where if we want to be out in the cyber insurance policy marketplace, what features should we be looking for? Well, you think it really depends on, you know, the entity and what their concerns are, because you want to make sure that this coverage specifically is highly customized for the specific business, so one of your not-for-profits that might have five hundred employees might have a dramatically different exposure than a company who has fifty employees out in north dakota, so we need to again figure out what their true exposures are. So we work with a client like we do on a daily basis, talk to them, figure out what their risk tolerance is, because cyber insurance, although it’s a technical challenge, the risks still is transferred to an insurance carrier or it’s held within to ah, an anti itself now are their policies that are for small organizations like suppose an organization has just eight or ten employees, maybe they have fifteen hundred donors, two thousand donors, they have some credit card info that they’re saving, which i guess we’re talking about whether they really need to save it. Or just transact with it, but they’ve got they’ve got that they’ve got some personal information because they like to send paper mail as well, and they’ve got is email addresses. Is there coverage for, ah, smaller organization like that? Absolutely they i mean, you could get privacy in network security first, a company smaller than that. Ok, eso eso absolutely size is not an issue when it come comes to obtaining this type of coverage. Okay, um, i don’t suppose it’s possible tow the premiums could are gonna vary wildly depending on what the what the risk precise exposure is like. So you can’t really ask, no point really, and asking what? Like what a premium thing would look like. All right, i don’t think, you know, i mean, you hit the nail on the head. It varies dramatically between the amount of records that you have, the type of information that you’re collecting the way that you’re storing the information, all of those play factors. And when trying to quantify what the premiums would be a first, i relied bilich policy, i have no one had twice, twice in one interview. It’s don’t get that’s a record, thank you now should i should’ve vendor of of these kinds of policies be able to help you determine whether you’re saving info that you don’t need to save and, you know, going to the point that you just mentioned if you are with the info that you are safe, so are you savings stuff you don’t need to do and what you are saving. Are you saving it in the right way under security under the right security? Is that is that part of this or that something separate? No, no, it’s absolutely. We want to make sure that we understand the culture of the business, and we want to make sure that they take cyber security to the highest regard in two thousand seventeen. This is one of the crown jewels, the intangible information that a business has on their donors, their clients, etcetera s o typically, what we like to recommend is some type of vulnerability and penetration testing an ongoing test that will say where where you guys are from a security standpoint right now, what the culture looks like, which changed? Andi in-kind gives you a snapshot in time of where we currently stand. Oh, this sounds like a very sophisticated vulnerability and penetration testing. Correct? Excuse me. Who does the who runs a test like that? I mean that something has been sighted. Offers cybersecurity firms, firms. Okay, it doesn’t have to engage a firm. Exactly. Go on, attack your precisely your size or your social media ate your internal networks, your servers, that nature. Exactly. Okay. Um, all right, what else? What else should we be thinking about? Is we’re going out into the marketplace? E think it’s, even before you go out to the market place that’s really, what your listeners need to think about is the proactive steps that they could do in order to make themselves a better risk. So when they’re out in the marketplace, a carrier wants to give them more favorable terms. So doing things like creating an incident response plan that basically says who’s in charge of what information who’s going to be notifying who in the event of a data breach which information was classified? Where, who had access to what? All of those different types of questions you want to make sure that you have that document in hand? It’s kind of like a fire. Drill back when you’re in elementary school, you want to make sure when the fire happens, you knew exactly where to meet the teacher the you know, the corner of the road, it’s the same thing when a data breach happened, you want to know exactly who is going to be dealing with the vendors and who had access to the information. The time to figure this out is before breach not after you in a crisis, their precise that’s the third time in the interview here, here, if they knew this guy’s coming back. Oh, my god. Okay, yeah, you’re in crisis and yeah, all right, what else? Things. These are things that you mentioned underwriter. So these are things you can do that will bring your policy, your premium down, you’ll look more favorable to an insurer. You will be a more favorable real scared. The more that you put involving your in growing efforts on cybersecurity, the more better off that a business is going to be going forward. Okay, don’t see intangible property going away any time soon. More people more aunties or collecting mohr information in two thousand seventeen than ever before. There’s a trend? That’s not going away. So we advise our clients to be proactive rather than reactive when that’s what we work with them on what else besides the incident response plan, could we could we be doing proactively? Sure what you want to engage with attorney to again draw the instant response plan? You will make sure you doing your vulnerability and penetration test. That’s what? I want to deal with your cyber insurance broker to make sure that things on the applications or actually being done and you’re not making a material misrepresentation when filling out an application. So if you spat that’s bad, absolute if you’re claiming claiming you have a plan or you’ve done vulnerability testing or something, and then then there’s a claim, and it turns out that you haven’t. Yeah, yeah, that could be trouble. Precisely. We don’t want to line an application. We make sure that our clients are truthful on. We work with them to find the best carrier for their certain circumstances. Okay? Okay. Anything else we can do proactively before we’re in crisis mode or, you know, we just maybe it’s part of our strategic plan. We’re planning for this. What if? There’s one thing that i can recommend to the management of the not-for-profits that listen to this organ, this radio station, you want to make sure that your training, your employees, the employees error factor can be the difference between a data breach in a non data breach if they know to what to look for in terms of a phishing attack on that can lead to some type of rain somewhere. These rural types of methods now that entities are individuals are using to try and breach a company, so we want to make sure that we train our employees thoroughly. What to look out for what to click on what not to click on that’s one of the biggest things that i would recommend when i go out and i do my talks, his employee training because employees era unfortunately causes a tremendous amount of breaches. Ok? Yeah, we’ve been thinking about the bad actors coming in, but you can keep them from coming in precise don’t click on the attachment there sametz expecting or doesn’t look familiar to you. Yeah, and on the same point of the employee training, what happens when the employees sent an e mail to jane doe and i’m supposed to go to john doe. And now all of that census information or the credit cards from your donors are now out there in the public. Well, now you have a data breach. So again, making sure the right protocols are in place. So an email doesn’t get sent. Teo, you know john dahna supposed to go to change original employee training. I can’t stress it. Enough is one of the biggest thing. I get your passion here. I feel it it’s it’s palpable in the studio. What else can we be training on them? This because this is valuable for people who even may not be. Then there may not be in the insurance marketplace or they may not be out looking. But but there are things that they can do to help protect themselves. Or what else can we include in employee training around this? Sure. You wanna make sure the policies and procedures in place classifications, policies things of that nature. Pacification of the information. What information was segmented? Was all of your information on your server? Was the secretary ableto access the same information? Is the ceo yes, levels? Right. So levels of employee access exactly. People classification. Okay, okay. You find that in database precise programs are apt aps typically, you know, somebody’s a super user. Only certain people can see social security numbers. Percent have access to things like that. And you want to make sure again the ceo is able to see certain information that perhaps the you know, the rank and file doesn’t necessarily need to see. Okay, so if there’s information out there that is highly sensitive and employees don’t need to see it there’s no actual there’s. No reason to give them access to it. Right? You have a business need exactly exactly, exactly so, it’s, just again. Doing your due diligence ahead of time rather than post. Ok. Anything else? Try employee training. This is gold. This is charlie’s gold for listeners. So what else can what else could be, including employee training again, i think we hit on a bunch of the major. But this way, you know, if you like one of your guests, i could put you in touch with a good friend of mine who does some of the training. And they could go into more detail. But my really okay experiences qualifying. Quantifying what a breach could come or cost and not for profit. And how come the bottom line of their piano? Right. Okay. Okay. Uh, now we still have some more time left. Eso let’s. Okay, like two or three minutes left to share. What happened? I asked you that you want to talk about i think the trends of the way that the breach has been happening. We’re seeing now certain thie carriers are now changing the policies because of the way that the attacks are happening. You know, what’s happened things like social engineering, social deception, that’s now you can now get incorporated into the cyber liability policies. What is this social engineering, social deception with so have you have you have you heard about the types of emails that are coming to the c suites? Were the rank and file from the c suite saying, can you make a payment to x y z company? We’re looking to acquire somebody, right? We call it voluntary parting of funds and this is now the need for a holistic point of view from a risk management standpoint when looking at a cyber exposure because this is a part where the crime policy and the cyber policy can interline to try and provide coverage so it may not just be crime may not should be cyber, but if yu of the overlap of the two, that might be the best form. So we want to make sure that we truly again understand the client specific needs. Because what we talked about today was all generalizations way need to understand their actual risk profile that you mentioned a crime policy. Now, this is something we haven’t talked about. This is something unrelated, right? Precisely. Coverage against crimes against the organization. Different types of crimes. Could be. You know, for this, the voluntary parting of funds, if somebody’s willing to transfer monies if sounds so innocuous. Voluntary parting of funds that sounds like i write my niece a check. That’s a voluntary parting of fund. I gave her fifty dollars for a birthday. It was young that’s. Why? Fifty dollars is enough. Don’t you think, uncle, you wanted to give you you needs to fifty dollars. Typically when these air going on this is ah, bad actor that it tricked and employees to release the funds like your example? Okay. Precise. Alright, thank you very much. We’re going to be there. Absolutely. Thanks for having me. Thank you for being in the studio. Mark shine. You’ll find him at m a c h e i n and then his credentials c i c c l c s thank you very much again, mark. Thanks don’t appreciate the very timely discussion we had because just today ah, sixteen health facilities in britain were breached. People couldn’t reach their own data. Medical facilities couldn’t reach patient data. Patients had to be diverted. So that’s, just today’s headline we got maria simple coming up with beyond online to hell first. Pursuant, they’ve got a new paper it’s free. Of course. Lots of free content from pursuant breakthrough fund-raising achieved the impossible with a new way of thinking. What is brick troop? What does break through thinking? And can you say it? And how do you get it? To help? Ah, use it to help you overcome your organization’s challenges like speaking and moving lips and tongue in move in precise ways that will actually form syllables which turn into words and sentences. How do you do that? Breakthrough thinking of course. How do you set a breakthrough outcome? How do you make sure that that outcome is going to reach far enough and achieve something that seems out of reach to you? But is not all right identifying actionable strategies to create a culture of breakthrough that’s, what’s all in this paper? Learn breakthrough fund-raising you can learn it, go to pursuing dot com click resource is than content papers. I hope you have more success reading it. Then i did talking about it. We’ll be spelling. Do you need to raise more money? One engage millennials, perhaps host of fund-raising spelling bee it’s a night out at a local place that’s devoted to raising money for your non-profit check out their video at we b e spelling dot com, and they get in touch with ceo alex greer. Very nice guy, stupid, stupendous guy, he’s an amazing guy. I love this guy, alex career ceo on duh you’ll find out more he’ll fill you in now. Time for tony’s take two. Are you properly registered in each state where you solicit donations? I’m wagging my finger at you if you are a northern louisiana charity, perhaps and you’re sending email to southern arkansas needs a register in both states if you’re in eastern oregon non-profit and you’re hosting an event in western idaho, you need to register in both wherever you are. If you mail solicitation pieces to retirees in florida, you need to register down there. Don’t get caught with your shorts down, please. That reminds me i wrote that. But then this reminds me of ah, this company truck that i saw once said ganz or electric, let us check your shorts. I love that. Ah that’s another that reminds me of another one. Um, it was roofing fiedler roofing it’s only done right if there’s a fiedler on the roof. I love those. I don’t know if ganz or electric and fiedler roofing. They’re out there somewhere. Okay. Charity registration back to that. I can help you. If you want help, i can help you do it. The video explaining what you got to do and what this is all about is that tony martignetti dot com. And that is tony’s. Take two. You probably very much looking forward to maria semple because i’ve i don’t know. It’s it’s, philo rough today. So let’s zoho maria semple to do a lot of talking and ill will just have sam bring my mike down. 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 she’s at the prospect finder dot com and at maria simple. Welcome back, maria. Thanks for having me, it’s. Great to be here. And you’re in the studio today. Absolutely. That’s that’s, always special in the studio share is it’s not a great day to be in the studio with me, even though the first part was pre recorded. I don’t know how you can help me change the trajectory. There you go of my performance. Yeah, don’t don’t take your mic down because then it’s no fun. Okay, well, that’s ah, today that’s a debatable question. Typically, i would agree with you. All right, so we’re talking about going on beyond online and this is actually a topic that i think brought you and i together in early days, back when i used to write blawg posts actually write words i wrote something. On the value of going not only is researching online, but the value of actually talking to your potential donors, and i’m pretty sure you commented on it. Yeah, probably, yeah, there was one of the only things yes together. Yeah, yeah. So, you know, so many times when you think about prospect research and even on the shows that we’ve had, we’ve really focused a lot on the online stuff, you know, the technology and, you know, how can we get information? But, you know, we we haven’t spent a lot of time talking about, well, what are some of those offline strategies, those people, two people strategies that you can use to elicit cem, great information. And, you know, sometimes when i’m sitting there typing up profiles on individuals, there are things that i just, i guess, out of curiosity really want to know about that person, you know, i want to know more about what makes them tick and, you know, the strength of their marriage, strange from their kids, like those kind of questions, maybe no, but we have to get along with her parents just really what, what, what their interests are what are they? Really doing in the non-profits more conventional. Yeah, yeah. How are they spending? You know, even how, but but maybe even how are they spending there? Ah, they’re free time. Like how do they spend it? Are they volunteering? Are they? You know, vacationing? Are they advocating? You know, what are they doing so very often? I wish i could, you know, call up that person that i’m researching and say, hey, i got a couple of holes missing here in this profile and a love to ask you a few questions, and i have thought and going back to that blood posted i wrote years ago, you know, talking to the person and there’s other people who could talk to do we’re going to we’re going to talk about that, but talking to the person i’ve always thought is just a great source of information just ask open ended questions, right? And you find out about not only about their interests within the organization, but they’re family circumstances where they like to vacation, you know? I mean, who they who their friends are that might be affiliated with the organization that they might be willing to bring in and you know, you just you find out so much if you would just, uh yeah, talk to people. Absolutely, absolutely. So, you know, if if you know, if you’re doing the prospect research for the organization, i’m going to give you some some questions to think about. But also, you might think about ceding your your your development staff, your executive director and you’re bored with some of these questions that they might just curious, you know, in their conversations with people they might be ableto ask so that you can fill in maybe some some holes that you might have on the donor profile that you might be, you know, compiling on this person or just, you know, at some point filling in night now you and i have talked about boards being valuable for prospect research and occasionally or you think you advocate even regularly making part of boardmember or period board meetings or periodically list of prospects? Yes, a swell as institutional funders, funders and people thes air these these are the people in the organizations that are on our screen right now. Yeah. How can you help us with any of these? Right? Right. So it could be it could be through that process that you could elicit the information another way you could potentially do this is, you know, tony, you’ve, you’ve probably heard this phrase where if you want to get money, ask people for their opinion, has them for their opinion and they’ll give you money. So if you can figure out a way, tio, engage people either through a formal feasibility study or bring together some sort of small focus groups where you’re really getting people engaged and asking them questions and making sure that they understand there’s, there’s, there’s nothing behind this, we’re not you’re not being brought in the room to to solicit you in any way. We just really want your opinion, and i think that people start to feel more engaged and and committed to an organization once they understand that. Oh, you know that they want to know what i think about this organization and how to move it forward into the future. So, you know, i you know, kind of came up with my top ten questions that i thought i would love to ask, okay? Okay, we’ll get to those, um we’re going to get there. Um, so we mentioned the board as a good source. Focusedbuyer oops, sorry, focus group staff, you’re you’re you’re might be development staff, but not necessarily could be staff that’s interacting with people in a different in a different way besides fund-raising that’s, right? That’s, right? So maybe it is staff that’s involved with really just ah, organizing your volunteers so you might have a volunteer engagement person on staff that really just that focuses on your special events? Ah, you’re runs your walks, things like that s so they could be sort of armed with this set of questions as well, so they could just happy just be kind of on their radar and be always looking to collect this type of data because the type of data that we’re about to talk about a lot of times, you just can’t even find it on you. Yeah, and ah, and i think it goes to really good development work to be able to source that data and fill in some of those holes and missing piece puzzle pieces, so dismayed now this raises the question of social media, so when you’re researching prospects, do you go to their social media accounts to see what what might be public like if a lot of their facebook posts are public now, some people keep them private, but or only to their friends. But do you do you look at social media? Tio try to fill in hold while i tell you what i actually do? Because one of the things that i do, of course, is i google somebody’s name. So when i do that and on page one of google search results very often will be their social media accounts, they’re linked in their facebook instagram, right? So even even you think okay, well, it’s an instagram account it’s all photos. What am i going to gain from that? But you can really gain a lot of information avectra their second home? Yeah, their boat, their plane? Yeah, i mean, our just, you know, maybe maybe there really into birding, for example. So they’ve got, you know, a lot of pictures around that and you think ok, well, gee were an environmental organization. We didn’t realise they had this particular interest within our scope. Eso you, khun really? Maybe even learn a lot, you know? They say a picture’s worth a thousand words, right before you just filled with the old the old saying, zoho yes, yes, i’ve heard that you have heard that, you know, so you know for sure on dh, then then let’s not forget some of the some of these platforms that also allow for video, so my goodness, when they then not only have photos up there, but then they’re involving video as well. So if it’s if it’s public right? Um and, you know, that’s not somehow password protected or privacy protected, then it’s in the public domain, you’re not going in friending all these prospect? No, no, no, no, to try to sneak in, no, no, and become their friends absolutely know you’re going? No, no, absolutely not. But i will say one thing about the linked in if you’re doing the research there. Ah, there is a way to set your your privacy settings in such a way that you will like if i’m researching you, tony, or if i’m just looking at your linked in profile, i go in as anonymous an anonymous user, so you won’t know that i was looking at your profile really, however, give up the ability to see who’s been looking at mine. Oh, well, i wouldn’t care about that. How do we set that? So you go into the privacy settings, and, um, and one of the options is, you know how you want to appear to others. When you are looking at their profiles, they’re three settings there’s one that’s, fully transparent. So your your your picture will be there. Your name will be there, and your headline will be there. Right? That’s the setting that allows you to also then see who’s been looking at your profile. If you choose that setting, then there’s two private settings. One is semi private, so i could come across as just somebody who’s in the management consulting industry in the greater new york city area. Or i could be anonymous. Okay, so those air, the two private and semi private said they’re either naked, topless for that’s. Fully clue, fully clothed. Okay, um, all right. And that’s. Very interesting. I mean, i would i could care less. Who looks looks at mine. I get those e mails. I know it is an option. I can turn off, but i just haven’t. But, you know, whatever. Twelve fourteen people looked at your your your profile this because i don’t care and okay, but so now so if i turn around but you could turn it on and off you can’t you don’t want to you want to be if you want to be naked sometimes and fully exposed could do that if you want to put your clothes on top and bottom tops and bottoms like jammies like foot season, everything right on the twenty years and everything, you know and hoody you could do that to write. Okay, you go back for all right? This is all online. And what i promised was we’re going to go beyond online in real life. But this is all valuable. So we do whatever the hell i want the okay, um, he’s going rogue it’s my show now, it’s not rogue. It sze mainstream sametz dream it’s twenty martignetti non-profit radio. All right, now you have questions that are good for in real life. Real life questions. So let’s, talk about some of those for aa for a couple minutes before we take a break. So what kind of things should we be putting out into? Our among? Our people, because it is not just for us to be asking, but all the people that we just think about a few minutes ago, and also these would work really well in, like i said, a focus group or or a feasibility study type of the situation. So question number one, what do you feel are the most pressing challenges for our community? And i often can’t find that type of information, right? So you’re now you’re getting into the mind of that individual and you’re getting them to talk about what are the challenges that you see, not only with regard to the service types of services that we provide, but in our community? What are the challenges that you see? And then, you know, hopefully from their conversation will will happen around, you know, how does does this particular non-profit even address any of those challenges? And it may not be appropriate that in fact, that’s your next suggestion? What role do you see? Non-profits playing resolving the issues, right? That that are pressing for you, actually, that you feel, you know, i like this, you know? What do you feel? Because you’re asking the person what’s their opinion where their feelings about write something good, open ended questions. Yeah, yeah, yeah. You definitely want to make sure that they are open ended and not just yes or no questions, right? Because what you’re looking to do here is really just listen, um, and and i think that, you know, this is something that i think especially those of us in the northeast. We’re so used to talk, talk, talk, talk that we have that we have trouble just listening. I don’t know you may have that trouble. I don’t feel i have that trouble. Well, you know, you’re already transitioning to the south so well, slowly but that’s like degree of sarcasm. Okay. So, you know, how do you see us fitting into it? Yeah. How do you see are not fitting into this into addressing this particular in need. You know what? How can we help address this need in our community, in the community? Is it appropriate for us to be addressing this need within our community? All right. Do you feel like this should be? It should be a priority for us. Yeah, it is. Or it isn’t. And some of these i think are things that i mean? I hope that fundraisers, frontline fundraisers have in mind, and they are asking people, you know, a taste. These last couple that we talked about, you know, what are we doing right? How do we, how do you think we fit in? How do you feel about the work that we do have to fit into the community? You know, what else should we be hitting on that we’re not things like that, all right, we got to go take our car break. When we come back, we got live, listen, love, et cetera, et cetera, 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 or 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 chuck longfield of blackbaud. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. We have got live listeners all over the country, it’s amazing, but we’re booming today from new bern, north carolina. Bradenton, florida, and tampa, florida. Basically, we’ve got all this is that this is a first for non-profit radio for sure, we’ve got all five boroughs of the city checked in bayside and rochdale in queens, bronx. Cancel your neighborhood, brooklyn can’t see your neighborhood. Manhattan and staten island got all five boroughs checked in live listener love throughout the city of new york throughout the five boroughs. Also blair’s town new jersey used to go to boy scout camp in blair’s town no, be bosco stood for north bergen boy scouts no be bosco bladders in blair’s town and that’s, where they filmed friday the thirteenth one of kevin bacon’s early movies flight friday, the thirteenth films at that boy scout camp in blast down new jersey live listener love to you blessed town also woodbridge new jerseys with us i’m nowhere altum pandu jersey is where my mother and father are they did not check in they’re checking out there so i don’t know but they’re not checked in we got all way all the way west coast. Can’t washington live? Listen, love out to the upper northwest? Um, i think that’s, everybody so far in the us of a how about germany, multiple cities in germany? Guten tag, spain. I can’t see your city, i’m sorry, but spain, buenos di days. I’ve got a newcomer. Ah, the area of the stars of by john the town is tub breeze and that’s, iran welcome, iran live with their love to you in iran, give us a high five from iran. On the heels of the live listen, love, of course, comes the podcast pleasantries, maria samples getting close to her, mike thinking that’s her time to talk again. But it’s? Not quite because we’ve got to do the podcast pleasantries, she’s trying to cut you off podcast listeners. She doesn’t want me to do it, but her restraints are are ill are feeble against my will to do podcast pleasantries to the over twenty, twelve thousand listeners, whenever you are whatever device i am so glad you’re with us pleasantries to you and the affiliate affections to our am and fm listeners throughout the country. So glad that you are with us as well affections to you on those analog devices glad you’re with us. Ok, marie simple. Now it’s back your turn. You can sit up straight again. Maria sample. You’ll find her at the prospect finder dot com and she’s at maria simple. Um, yeah. So more questions we got. We got some more questions that we’d like to be asking. Yeah, absolutely, absolutely. So these next two questions are very inter related, and they may be difficult for you to ask directly to someone it might work. Better in mohr of aa group situation, and i think it would work really well if you had, i’m going to say, ah, third party may be a consultant or other volunteers, perhaps asking this question, so the questions are, what are we doing right? And what can we improve? Because i think you’re going to learn a lot about how your organization is serving the community. And maybe there is some gaps that that that these potential donors feel thatyou’re not filling but should be filling eso it sounds particularly student to a focus group, right? Or a feasibility study, a consultant asking feasibility study questions of individuals or couples one on one yeah, yeah, absolutely, absolutely. And this next question really has to do more with your communications and how you’re communicating with people and, you know, you know, are we transparent and communicating effectively regarding our programs and achievements? S o you know, i think that fund-raising and communications marketing, pr, whatever you want to call it are they cannot live in silos, they absolutely are interrelated when one one part of that is not going well, it’s going to impact thie other side and vice versa. So i think it is important to have an understanding of, you know, are you over communicating under communicating, you know, sometimes donors feel like, you know, g the only time we ever hear from this organization is when they’re asking for money that’s always about right, right? So, you know, are you adequately communicate? And also, how would you like to be communicated with right? Do you prefer email, paper, mail, phone twitter, you know, how would you like us to be talking to you, right, exactly what channel? So yeah and thiss next question i really like because now we’re going to start to understand, will these people be willing to make a major number seven minutes if you like this one? Where was this number seven? Well, no, i mean, because now we’re getting into more of a major gift flow of questions arc to the right, right? We’re approaching danamon right there, and then we’re going on that we’re goingto leave xena, ok, exactly. Bonem so have you ever made a multi year commitment to a non profit organization? And would you ever consider doing so? So not necessarily to your non-profit to a nonprofit organization ok, you need to go through the next couple quickly. Okay, great. We have a few minutes left and we got to talk about conferences. Okay. Great. Read them off. All right. So how many non-profits do you typically support in a given year? Do you give more to an organization when you are involved in its leadership? Would you like to be a boardmember? Etcetera? Volunteermatch ok. And who else should we be talking to? Excellent. Right? Because you you who have your in your network and you bring to us, right? Who in your circle of influence should we be talking? Teo? All right. Excellent. In real life, go there. Don’t ignore the in real life. It’s it’s it’s part of you being a human being. It’s not all digital. Okay, let’s, go to conferences. If you want to meet in real life, we have a nap. Unconference association of professional researchers in advancement, right? Where’s that that’s, right? So they’re big annual conference it’s their thirtieth actually is happening in anaheim, california. This year on july twenty sixth through the twenty nine, you’re going to be there? I am not. No, i’m not. I’m not going to. Be attending it this year, but i do want to make sure that everybody is, you know, he’s aware that it’s there in case they want to get some extra education and this information as well as a lot of this other stuff i’m going to bring up now is all available on apple. His website, which is a p r a home dot org’s. So that’s apra home dot order s so that’s, the big, the big international conference. A bunch of statewide stuff just passed in in april, but a couple of other upcoming things that i did want to bring to your attention. So if you are members of the florida chapter of apra, they’ve gotta state conference coming up june eighth through the ninth, we’ve got anapa overdrive one day conference coming up in seattle, washington may twenty fifth, there’s a couple of webinars coming up a free one on june fifteenth. Ah, getting the most out of wealth screening and they’ve got one that they’re running in conjunction with a f p called you khun do it research at your finger tips and that’s going to be on august twenty third i don’t know about all these is available on apple home dot org’s. Yes, yes, it iss that’s. That’s exactly where i got it from. Okay, very good. We gotta leave it there. She’s a prospect. Find her again at maria simple and at the prospect finder. Dotcom. Thank you, sir, for being in the studio. I was so glad to be here too. Two force cracked like a fourteen year old is unbelievable. Next week, health care funding options and jean takagi is back. If you missed any part of today’s show, i beseech you, find it on tony martignetti dot com. We’re sponsored by pursuant online tools for small and midsize non-profits data driven and technology enabled and by we be spelling supercool spelling bee fundraisers we b e spelling dot com our creative producers claire meyerhoff. Sam liebowitz is the line producer. Betty mcardle is our am and fm outreach director shows social media is by susan chavez. And this cool music is by scott stein you with me next week for non-profit radio big non-profit ideas for the other ninety five percent. Hopefully i’ll be more articulate, 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 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 phone. Amador is the founder of idealised took two or three years for foundation staff 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 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.