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Nonprofit Radio for October 9, 2015: Anti-Legacy Society & Deep Pockets

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Claire Meyerhoff: Anti-Legacy Society

You have to thank your planned giving donors and have a recognition society. But do you have to call it the legacy society? Plus, what do you do with the group? What’s the experience? Claire Meyerhoff is a planned giving marketing strategist.

 

 

Maria Semple: Deep Pockets

Maria Semple

How 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 on 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. We have a listener of the week one justice they blogged thank you all. Thank you for all of the amazing content that you do. We love your work end quote. Well, one justice i love your work. You’re bringing civil legal assistance to californians in need very important work without legal representation. What good our rights they’re at one hyphen, justice dot org’s and at one justice dot org’s. Congratulations, one justice, our listener of the week love you out there in california. Oh, i’m glad you’re with me. I’d suffer the effects of ps, eh, phyllis? If i had to wrap my head around the idea that you missed today’s show auntie legacy society, you have to thank your plan giving donors and have a recognition society. But do you have to call it the legacy society? Plus what do you do with the group? What’s the experience. Claire meyerhoff is a planned e-giving marketing strategist and deep pockets. How do you find pockets of wealth in the communities that you serve? Maria simple reveals her. Secrets she’s, our prospect research contributor and the prospect finder that originally aired on march twenty eighth. Twenty fourteen on tony’s take two with an i pad air responsive by pursuant full service fund-raising data driven and technology enabled, you’ll raise more money pursuant dot com what a pleasure to welcome back to the studio are creative producer and ah plan giving marketing strategist krauz meyerhoff. Welcome back. Thanks, tony it’s. Great to be here again in the studio of it. You were last year for our oh two hundred fiftieth july show. He had music. We had skits. We had all kinds of radio x tragically duitz that was cool. Let’s. Just make sure people know that they could follow you on twitter at claire says. And in their very creative way that’s easy, that’s. Got someone else s okay, you but you use it an opportunity and i think it’s clever. So now my way around. Yeah. All right. Um planned giving legacy societies or recognition societies? Um what’s. What is it? Since your you do plan giving marketing? What? What is it that you think is unusual? Are unique about plan giving marketing? Why be a plan? Giving marketing strategist what’s special about that? Well, because really, when you are thinking about your donor’s overall and and putting them into groups or whatever plan giving really is on ly about marketing in a way, i mean, yes, plan giving is about structuring a trust and things like that, but let’s not forget that, but for the regular donor, what they see when they’re getting your newsletter when they see your animal report, when they’re on facebook or whatever, what they see in the course of the day is all marketing that might enticed them or interest them in making a plan gift if they see a donor story. For instance, in your newsletter that’s about someone else, who’s made a plan gift and there really happy about it, and they’re going to have a scholarship or something named after their family because they’re making this bequest and then turns the corner and says, perhaps you’d like to make a gift like this that’s marketing so it’s all about communicating. I like to call it plan e-giving communicating and marketing because it’s not just marketing, okay that’s due to me, i didn’t know you. Ah, including that in your and your your title and well, it’s. Not really. In a title, one more clinton community marketing, communications also promotions and outreach. I’ll say what instead of saying, like, what are you doing for your plan giving marketing to a client? Because that that sort of signals the thing like, oh, marketing that’s my marketing budget ni hyre in this big company and play, you know, do all this stuff instead, i might say to them, well, what are you doing for your plan? Giving out reach? How are you reaching your donors to talk to playing giving about them so it’s a little bit about outreach, it’s promotions, it’s, public relations, communications. All that really, before you do the marketing, all that other stuff is free. It’s free free claire’s whispering for expenses. Okay, everybody here, that’s okay, no marketing does not have to be expensive at all. In fact, i’m doing something. Ah, at the foundation center in november called five minute plan giving marketing. Rand. Yeah, and i’m full of information and news. Yeah, and a lot of ideas do not do not have to be expensive and can be done in. Really? Just five minutes. A little sidebar on a newsletter you know, brief mention at an event things like that now that’s not a saying that all planned giving marketing is done with elements that a lot of them and be done that because that quickly buckslip way were in your in your thing and there’s another one in your newsletter instead of saying, remember us in your will that’s like saying, have a nice day so instead in your newsletter say, are we in your will if we’re in? If were in your well, could you call and let us know it’s important? We’ll we’ll keep your request confidential, if you like or if you haven’t yet updated your will call us. We’ll give you the information you need. So to ask the question are we in your willis so much better than the remember us in your will? Okay, so that’s that’s a great tip that’s the easiest thing that any organization khun do right off the bat now when someone does inform the organization that they’ve included them in the will, then hopefully we have a recognition society for us. Why is plan give recognition society important? Well, it’s important for several reasons the first reason is that it’s a way to thank and acknowledge the person that has made this wonderful gift this future bequest, so by inviting them to join the special society or group or circle, you’re acknowledging their gift to something very important, and they’ll see it in the in the annual report or wherever. The other thing. Why it’s really important to have a legacy society or some sort of a plan giving recognition? Society is so that other people know about it and know that it that it exists. I heard it’s a marketing you can use your legacy society as a marketing, a little marketing platform or or something to encourage other people to do the same. I find a lot of organizations don’t think about planned giving a recognition group, even though they have recognition groups for donors at the thousand dollars level. One hundred dollars five. Yeah, whatever. Whatever is a major gift for you or whatever is the threshold? Usually there’s almost always won two thousand, but yeah, one hundred to fifty five thousand twenty five. They have all kinds of recognition for those. Yes, but they’re not thinking. Oh, plan. Giving recognition well, those people deserve recognition too. It’s really often an afterthought. And that is why so often the little recognition society is simply called the legacy society, because that’s as much thought as when it’s what went into it. Oh, we need to put that in our in our annual report. Here’s the legacy society here are the donor. Alright, since you’re making fun of that name now we can get i was going to ask you some other things, but we’ll get to them. We got twenty times were ah, the name the name, legacy society? Not not the best. Well, it’s not that it’s, not the best. It’s just it’s shows a sort of a lack of thought and and and if you’re already called the legacy society that’s, fine, maybe have a little co-branding a little something and something that you can do if you already have a quote, legacy, society and it’s called that you could just tack a little name onto it, for instance. So let’s say you’re a school and your your school stone that’s in the class ring let’s say it’s, a girls school and and it’s an amethyst and you could you could make it the amethyst legacy society. So you get still. Call it the legacy society, but give it a little a little something. Something a little special buy a little something something i like to see something that’s unique to the organization. What, like i have? Ah, client that has the belltower society. It’s, a school on the bell tower, is an iconic building s on their on their campus over brooklyn college. Yeah, smith college in massachusetts. They have the great court society because that’s it’s, the great court gate is this beautiful gate that when you first come to campus and it has something on it and everyone knows the great court gate and the gate is a nice thing, you know, it’s a gateway again grayce country. Where avery? Good. So they have the great court pin with with the gate a little bit of the gate on it. So that’s what? That’s for what they do the very first i think it was the very first plan giving society that i started when i was at st john’s university. It was called the macallan society that was named for a treasurer back in the late forties, early fifties era and that was exactly the people who we were trying to attract to do a planned gift for the university, and they knew this treasurer avery well, because used to give you a break, he was a priest, right? Have your break on tuition like back when tuition was like ten dollars, for a semester, you couldn’t do it all at once, he’d set you upon a plan is a great story didn’t include that story and you’re marketing his father, thomas macallan. Exactly, and everybody knew father macallan that’s awesome let’s go out for a break and when we come back, we’ll keep talking about the legacy society and some other super plan gift recognition. Stay with us, you’re tuned to non-profit radio tony martignetti also hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a quick ten minute burst of fund-raising insights published once a month. Tony’s guests are expert in crowdfunding, mobile giving event fund-raising direct mail and donor cultivation. Really, all the fund-raising issues that make you wonder am i doing this right? Is there a better way there is? Find the fund-raising fundamentals archive it, tony martignetti dot com that’s marketmesuite n e t t i remember there’s, a g before the end, thousands of listeners have subscribed on itunes. You can also learn maura, the chronicle website philanthropy dot com fund-raising fundamentals the better way. Welcome back to big non-profit ideas for the other ninety five percent let’s do some live listener love st louis, missouri, wilmington, north carolina and new jersey jersey you’re masked. I don’t know why there’s no, are you one of the bad guys in new jersey? When the bad people we can’t see what town you’re in, but you’re in new jersey. We know i’m from jersey, so i could make jersey jokes, okay? Um also canada, british columbia’s with us turkey? Welcome on that! I think we’ve had a turkey before, but uh, not too much. Columbia is with us. Welcome, columbia, and we’ve got some other live listeners abroad will get two of course, affiliate affections. If you are listening on one of our am and fm affiliate stations, whatever time, whatever, whatever slop, worrying and your station throughout the week affections out to you all our affiliate station listeners and we’re going to affiliate coming up in, i think i can two more weeks i’ll be able to announce a new affiliate in the pacific northwest that’s all i am permitted to say at this time, that’s all i can say and, of course, podcast pleasantries if you’re listening in the time shift pleasantries out to you, wherever you are, whatever you’re doing while you listen, washing dishes, driving pleasantries to you, our podcast listeners hyre off. Let’s. See? That’s oh, that’s. So we were talking about naming, um so it’s not yeah, so a good idea. If you have legacy society, maybe you can personalize it a little bit. That was your idea. You already have it. And you don’t want to really get rid of it or lorts or scare your board too much or scary organization too much and that they were going to make america new name. Just sort of you could just add something to your legacy society. So you could be the, you know, the oak tree, like personalized or something like that. Okay, um, what are you seeing among plan giving recognition patterns and non-profits it’s all over the board? Because this is this is what i do so let’s say, i’m working with a new organization. The first thing i do is i go find their annual report online, and i look in the back and i see what they have and sometimes it just says bequest donors and that’s all they have, they have no riel, quote, legacy society and some people have really robust really thought out legacy societies with a great name, and they have a lot of benefits, recognition benefits. So what? Kinds of what kinds of i love your earrings, by the way. Very sparkly. Thank you. I’m sorry. We’re not surprised by my very sparkly let’s not get carried away, but the sparkle let’s leave it at that. What do you see? What kind of benefits are accompanying legacy or recognition? Society is very important when you’re when you’re starting to build out your legacy. Society experience. Let’s say you’ve never had a legacy society and your building this out and it’s. Like what kind of things can you offer? People used to say thank you and usually it’s. Nice to offer some sort of a gift. So perhaps you have some nice framed prints or a beautiful blanket with the school logo on it or the organization’s logo. Like whatever you think you can offer. That’s something that’s. Very nice. So it’s, really all across the board to have a gift. Okay, interesting. Let me stop you there. Uh, sorry, but we’re having a conversation. That’s. Interesting. So i have a different theory and that i’m not too big on the let’s. Go big on the little gift. I like a little lapel pins, but you do little framed frame things, those air interesting, like frames prince or something? Well, for instance, i know i know the ronald reagan library foundation in california, when you go in their legacy society, they don’t they don’t say this. I don’t think on their web site or whatever, but after you let them know you’re in the will, they send you, like this beautiful coffee table book, like one hundred fifty dollars gorgeous coffee table book, and you just get that as a way to say thank you. And i think it’s a very sincere way to show your appreciation. So a lot of really good organizations have a nice gift that they send, and then you could have other benefits. So for instance, sometimes they have a yearly lunch or dinner and all the way up, tio i’ve seen colleges, i know a college and i think it’s, south carolina and i want to say the name offhand cause i may get it wrong, but i know of ah college in south carolina, and they have a lot of alumni that live nearby, and so they’ve made a benefit. You can have free parking. On campus, when you come to events, so you need to, like, call the office and get a sticker and you can use the athletic facility, you can use the gym and that’s of great value does a great values but doesn’t cost the organization anything isn’t that first morning, and very few people are going to use it. It’s, it’s like people, you know, they get it and a few people will use it, but but not that many. So whatever you might have that you can offer people. So for instance, i worked with pearl s buck international in pennsylvania and their own organization that you can, like, adopt a child in vietnam, pay something every month and adopt the child, but they also have this beautiful the pearl s buck historic home, so so they’ve offered to members of their new and i’ll tell you the name in the moment of their new organization, when you put them in the will you get you get lifetime free admission to the pearl s buck house, and you could you could transfer that if you live in california that’s okay, you can transfer that if your friends are coming. East or something, you can offer them that’s cubine lifetime admission to the pearl s buck historic home. So things that you already have and you can offer people it just it sounds good, frankly, it’s, like when you’re talking about it, it gives you something to talk about there’s one that i like again, no cost when you’re hosting an event of some type, have a v i p seating area for your recognition society members, your legacy, society members, whatever. Yes, by piece sitting, you know and you could say, yeah, right, exactly or, you know, premier seating and and exactly does a lot of especially schools have, like, a christmas concert or something that’s very popular, and people come to the christmas concert, older people, they love to have that that v i p seating that this a nice a nice benefit for them. Another thing i’ve seen some of my clients do is, uh, before a big event, they host a little reception. They’ve already got the venue that’s already paid for it and it just add on like a half an hour cocktail reception beforehand. Maybe it’s a meet and greet with the ceo before. The larger event where you’re not going to really get time with that person but it’s something something special small added on to something that’s bigger. And so the marginal cost of that is not very big, right? So at a college reunion, if you have a special event for people in your plan giving society and the president of the college comes and you have a nice little cocktail party and you get and you get one on one time with the president of the college that’s that’s definitely special, but the name i think is really is really important to come up with these dust with the pearl s buck. Well, this is i worked at this organization and all they had when it when i came on board was the visionary society and the only place they had it was in the annual report, and that was it. So you never saw it on the website or you never never saw it anywhere else, so they felt it was time to refresh. So the visionary society like visionary, you can’t really see it like what is it? And so instead what i’ve done is we created something. Called the camelia circle because pearl s buck, the author that everybody loves that’s part of this organization that was her favorite flower was the camelia and right next to her office in the historic home is a beautiful greenhouse filled with camille ia’s. So we’ve made a beautiful camelia circle pin and it’s the camelia circle rather than society, because i tend a lot not like to call them societies and everything else is, well, the society. So if you have ten different societies, well, your plan giving society is yet another one. But if you circle that’s something different, i could say a guild or a league or a circle there’s a lot of other things, things that you can say. Okay, cool. Um, there’s one that occurs to me. I have a client that’s, pretty small ship it’s a historical society. And they’re celebrating what’s called the abraham lincoln brigade, which is a bunch of men who from america, who volunteered to go fight in the against the fascists in the spanish civil war. And they became known as the abraham lincoln brigade. The spanish civil war is like nineteen, thirty six to thirty nine and some of these men went over, like three thousand them and this society’s perpetuating their legacy legacy these these soldiers in the war from the u s and they call it the haram a society on the haram a haram a means absolutely nothing. That’s what i love about this, it means absolutely nothing to anybody outside the organization, right? But that doesn’t matter. That doesn’t matter to people right in any organisation. Haram a was a big battle in spanish, they all notice of that know all about it, and they’re right, and everybody else out there on the outside has no idea, and it doesn’t matter. It makes no difference because it’s special for the organism did they have any little image ing with that cause? It’s nice like when you’re when you’re building the image that’s? Why, if if, if you name it after a person, it’s a little harder to build the image because what you going to put the person’s face on a pin? So i like to use like if you have a special tree or like maybe with this haram a bottle, maybe there’s like a battlefield, a little crest of two crossed guns. Or i don’t know. Okay, i’m gonna ask you don’t have something like that now. No, look at this. Okay, um but yeah, just making the point that doesn’t have to be universally recognised. Its what’s special to your organization, i think that’s yeah, but not too out there because sometimes it’s a little too out there. And i like to do something that, like the great court gate at smith college, you can make things with the great court game. Like you can have that on stationery. You could make a pin out of that it’s a thing. And so i like like the camelia with with pearl s buck. We made a beautiful camelia circle pin and then and that allows you also let’s say you have a new member of your camelia circle. You could have them visit thie greenhouse and talk to the guy that runs the green. You can take a photograph of them and then you could give her her pin in the greenhouse. And you’ve a wonderful photograph for your newsletter that’s. Why i love the pin so much it’s an opportunity, it’s a pr opportunity i find i find donors do like the pins and they wear them, they were them two events and they’re great out of them and they’re proud of them and open and aside from that, they give you something to talk about. So for instance, i do some work for smith college, so we mail a newsletter to existing members of the great court society and in it, i always put a little thing. You’re a picture of the pin, your great court pin. Would you like that? Have you lost your pin? Or would you like an extra pin? Give us a call and we’ll get it. We’ll give you another pen. Say it gives you a little something to talk about to engage your donors because that’s, what it’s all about it’s engaging people, giving them a reason to call you or a reason to send you a little email? Yes, i’ve lost my pin. I’d like a new pin, right? You don’t have a pen, then you can’t talk about it. Um all right. So let’s, let’s. Go, little brother, what else is, uh, what else do you like in plant e-giving marketing besides the recognition society, we got ourselves some more time. I kind of like what you talked about at the beginning about things that you do for free, and that seems to be what i love to do i’ve i’ve started to put together some content, hopefully that will become a book that is all about marketing that you, khun do yourselves. That doesn’t cost you anything that any organization khun d’oh and basically it starts with that thing in the newsletter that says, are we in your will? If we’re in your will or other estate plans, please give us a call even if you wish for your gift to remain anonymous. It’s important that you share this information with us covered these different reasons and that’s, you know that’s free, you can put that in your newsletter you can put that on a buckslip so there’s a lot of things that you could do for free. So i really like to help organisations, whether their teeny tiny or a huge organization are missing the boat sometimes on the good free stuff. Well, if you have a book coming than, uh, share, share something else that’s, easy and free. Well, keep in free my kind of cheap and free i’d like to call it internal pr internal public relations. So? So you want to do more with your with your plan giving you hope to get more bequest? So why not have a little let’s say you’re having? Ah, volunteer, you could have a little volunteered gathering these air like kind of like top people, they’ve been with your organization for a long time. They don’t work for you, but they’re volunteers and their longtime donors you could have a little pizza party on a certain afternoon and invite everyone to the pizza party and say, we have something great that we’d like to share with you. This would be really, really helpful, you know that sometimes people pass away and they leave organizations gifts in there will like that. That cat shelter down the street just got a request for five hundred thousand dollars. Wouldn’t it be great if we got a request like that? And if it goes, oh, yeah, that would be great. And then you just share this simple thing with them and you say here’s something that you can do that’s really, really easy the next time you hear someone say, oh gosh, i’ve been coming here for such a long time and i can only donate ten dollars, a year. I wish i could do more. Well, you have to do nice volunteer is listen for that information and come back to me and share with me that person’s name that’s all you have to dio soc look at what you’ve done there, it’s, great internal pr you’ve you’ve shared this information with a group of people that their prospects as well, these long time volunteers, but you’re not asking them for a gift. You’re just sharing this with them and you’re putting the, you know, the idea and they’re in their head and then you’re giving them a very, very easy way that they can help beyond the way that they’re helping. Right now, all they have to do is listen for this key phrase from a donor. Gosh, i wish i could do more because that’s someone that could potentially be a fantastic plan giving prospect, they can’t give you a lot of money right now, but they might have a retirement plan, life insurance, and they wish they could do more and they wish they could do more so that’s that’s really key? So that’s a little internal public relations thing that you can do doesn’t cost you anything except for maybe a couple pizzas. I love it because you’re most people would call it training, right? It’s not, but internal pr. Oh, it’s, internal pr, it’s and it’s. Not a big deal. It’s not a big deal. Another way to do internal pr is you go to that to the young woman that answers the phone at the front desk at your organization. She’s, twenty seven years old and you say no if you say, you know, kathy, if someone called you up and said, oh, you know, i’m thinking about i’m going to the lawyer and i want to update my will, what would you say to them and cathy? Michael, god, i don’t know, i’ve no idea i’d have to ask somebody. Well, instead, next time someone calls, you know, make sure you refer them to me because here at the organization, i’m the person that that would help them with that. So it’s that’s, another way to do an internal pr is just communicate to key staff members about who’s doing what with the plan giving and you get the word out and i love that you said the person who answers the phones receptionist or somebody like that because they’re they’re talking to donors all the time and sometimes opportunities arise, so just don’t go you don’t know where their right, but you just don’t know who the next person is going to be. That’s talking to a plant, giving potential donor. I’ve gone up to the t to the help desk at a hospital and a huge non-profit beautiful hospital where i live in north carolina, and i went up to the help desk in the volunteer and she’s got the pin on thirty years service, and i said, excuse me, i said, but if i were going to update my will and and include the hospital, i love the hospital, how would i go about doing that? And this woman i know i threw her off, but but not too far because she was she was savvy, and i’ve been around a long time and she said, well, i’m not exactly sure, but i’m i can point you to the person that would be able to tell you that’s perfect, yes, and she gave me the name for the development person a development that’s a home run. So see, she knew so that so the next step after that would be, you know, introduced her to who the plan giving director is. And then she knows, like, a new a new title at the right. But now that that’s that’s the outstanding i mean, that kind of outreach is ideal. Otherwise, that person might have been lost. Well, i don’t really know i’m sorry. I don’t know. I’ve never heard of that. Okay? Feeling hurted, like people have never been mike away and say you might go and say, ok, never mind, you know, let’s. Forget it. Right. Okay. All right. We have just got half a minute. So you want to give us one planned giving marketing tip? Whatever it is related to free, free for all. Well, another really inexpensive thing that you can do is you could. You could have some information on your website that has your request language, your tax i d and all that right. You probably have that. Have your i t person make a little vanity kind of earl fort. So say you’re a s p. C a, you know, in new york dot org’s you could have slash requests or slash plan giving or slash my will or something, and and you have rent that unlike a special little card you could make with on vista print or something or through your organisation, make a special little card and have your title on there your name and title you’re the development director than on the back of the card. You have this little girl, and so when you’re going around and doing your internal pr and you go to the lady at the front desk, you could give her that card and say, well, if someone calls, you can just give them this earl where here’s ten cards and if someone comes before you give him a card or figure out on a donor visit or you’re at it, you’re at a dog wash, you know thing for your a s p c a and the person says, i wish i could do more. You could you know, this is where you know this is. You could send your lawyer here on look hard, so inexpensive and love zoho effective lovett claire meyerhoff planned giving communications and marketing strategist you’ll find her on twitter at claire says c l a i r e as easy, thanks, claire martin. Thank you, tony. Great show. And thanks for being our creative producer as well. It’s it’s it’s an honor and i have it on my lincoln. Thank you very much. All that tony’s take two and deep pockets coming up first pursuing they’re here. Hillary sutton is brand journalist for pursuing in the studio from lynchburg, virginia. Welcome, hillary. Thanks, toni. Excited to be here. Cool. I’m glad you’re excited. Thank you, rob. Very glad to have you were talking about pursuing for weeks. Generous sponsor of the show. Thank you very much for that, i think that’s ah, i think it’s a perfect relationship. Yeah. We’re we’re so excited to be able to support a podcast that provides action oppcoll information to people every week. And it’s. Just really helpful. Absolutely. I mean, look at all the stuff claire shared. Right. Like a dozen things that you could go on. Start taking notes over here. You could start on monday, take the weekend off and start your plan giving marketing and recognition on, eh? Um okay. Interesting title you have pursuing brand journalist. Why is what what is? What is that brand journalist do? Yeah, great question. So i’m a part of our marking team and i get the express honor. Teo, help share the success stories of our clients we it’s really exciting when we get to do we get to come alongside our clients who have big dreams, big visions for changing the world. Really every organization marvin improving the environment. I mean in so many different ways. And so i just love teo, get teo it’s get to connect those dots of how we’re getting to come alongside those clients and and leave the world a better place. Really you’re helping tell the story of how pursuant is helping clients in whatever they’re trying to dance, right, make the world a better, much better place. Okay, cool brand journalist covered that innovative. Alright, um, so you know, you know very well that the audience here is small and midsize non-profits on dh pursuant to the reason i think it’s such an outstanding relationship is because there’s so much that pursuing does that small emissions shops, midsize shops can take advantage of like all the tools, you know, in ala carte tools and things just help amplify it. I mean, i talk about it every week, but, um what? Look, why? How is it that pursuing is always thinking about small and midsize? Sure, while we have a couple of different offerings specifically, our velocity and our billboard are both offerings that just help small and midsize fundraisers work smarter, not harder. We’re going. We’re going to talk a little about velocity because there’s a survey and that’s actually for like, uh, managing your fund-raising and fundraisers. Time against goal, right? Yes. It’s e-giving productivity tool for fund-raising. Exactly. It’s a prospect management system and it’s. Interesting. Because we actually developed in house because we have some gift officers in house and we developed it to make their jobs easier so they wouldn’t spend time, you know, doing the same things over and over again. It simplifies process. It was it was being used by pursuing concerns as they were helping client that’s, right? And so it’s. So cool. I like that. Yeah. Developed internally. And it was so helpful that it was somehow sure we thought we’ve got to share this. Exactly. Okay. Okay. Let’s see, also you mentioned billboard? Yes. Okay. Billboard is our tool that does marketing automation. So it’s it it it’s a fantastic tool to use, you know, at the year. And you don’t have time to send out those emails. Live particular year in giving him so billboard is a tool that could help automate that and automate your non-profit running across its really cross all marketing channels, right kind of helps you develop well, send the messages and then it also has analytics. So you know which channels or productive is that the best mobile is the best e mail? Is this one your social media platforms? You know, etcetera? Exactly. Let’s go back to velocity because there’s a survey that i am going to put on my video next week. So on today’s the ninth, ten eleven, twelve so many the twelfth is going to video. I’m going to talk about the survey and i’ll have a link to it. But velocity, you’re trying to get more information and people can win an ipad air. Yeah, exactly. We just want to hear from fundraisers about some of their pain points. S o we can make our product better to make it to serve fundraisers better. So in exchange for your time, you get entered to win and an ipad ipad and are better. I’ve had a rare yeah, and i i went through the survey. It takes like five minutes. I’d say five, six minutes elearning yeah, there you go. It it’ll help develop the tool. But important that mean the tool is already available now? Yeah. It’s. Just like it’s going to be like improving it. Yeah. Step to face two or something. Okay, cool. Hillary, thank you very much for coming around your way. You’re my pleasure. And thank you again for sponsoring non-profit radio. Happy to do it. The video that hillary and i are talking about the survey and the link will be on tony martignetti dot com by the time you’re hearing this and that’s tony’s take two for friday, ninth of october fortieth show of the year. Here is maria 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 donorsearch 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, tony. 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 this fun. Now we’re here and 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, right? Well, they they’re they’re of age. They put it that way. Okay. Okay. Um well, i’m glad you’re back. 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? Um, and 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 resource is our that air 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 a 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 these in these zip codes? Because then now you’re getting them to really focus in on some specific people are 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 thes resource is start t these resources to try to generate lists and, uh, 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 are dyin 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 thie arabic. We know that’s the arabic numerals, right. The arabic numerals, right. Fact finder to dot senses. Stop, gov. Um, 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 be kind of 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 started mining specific communities, it could be an interesting way to see if that how that 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 can 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 brackets 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 changed 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, 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 too 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, 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 da’s adjusted gross income figures, charity contributions um, home values again broken down by race and so forth. And you know, you khun a lot of a 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, um and 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 use 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. Ah, and 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, um, 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 amongst 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 they’re getting 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 to tie 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, etcetera, 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 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 m a r 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. 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 do. 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 there, 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 with women in 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 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 the study and they want to at least try and figure out where’s. What does this all mean for me? And where should i go with it? I would say they should focus on pages 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 khun, 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, andi give it as a percentage. They give you the percentage of income given, so i thought that was was pretty good. They give a breakdown as well by demographic. So do you just have an idea? You can look at a breakdown by age, race as well as education level of the population, 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 start assuming on income level of at least fifty thousand. So fifty thousand to one hundred and 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 or two. We’re going to get to, but some claim gives you ah, project a task i 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 expanding and doing some proactive prospecting, you know, where are some of the more affluent neighborhoods that we should be looking to perhaps hold cultivation event? 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 fists chronicle of philanthropy study, as well as the census data, to try and identify where those hyre income levels are, and both of those locations where people are giving more so they be more of ah, 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. Who 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 devise a mailer to go to all the households? There’s an 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 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. Time for mohr live listener love lots of new live listen has joined us from carmel, indiana live listener love out to you especially and zoho in new wendorf, germany. Good dog also joined by inchon, korea anya haserot and hamamatsu japan konnichi wa also ten gin china still thinking of you that tragic explosion a few weeks ago threefold, weeks ago or so, still thinking of you, johnjn ni hao and also in india and i hope i’m saying it right live, listen love send there, too next week, a panel on stop pointing fingers at tech and hiring geeks with amy sample word. If you missed any part of today’s show finding on tony martignetti dot com, where in the world else would you go pursuant fund-raising tools for small and midsize non-profits you’ll raise barrels more money. I’m not talking about those tiny replicas you seon model railroad set ups on ping pong tables. I’m talking the sixty gallon models stacked in the musty barrel room of a winery filled with money pursuing dot com. Our creative producer is claire meyerhoff. Sam liebowitz is the line producer shows social media is by susan chavez, susan chavez, dot com and this music that you hear is by scott stein, thank you for that scottie with me next week for non-profit radio big non-profit ideas for the other ninety five percent go out and be great. Kayman 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, way.

Buon Giorno From Venice! How To Keep Your Planned Giving Above Water

Cultivation and solicitation of the right prospects and potential donors for your Planned Giving program will maximize your gift revenue.

Nonprofit Radio for July 10, 2015: Reach The Rural And Marginalized & Discovery Visits

Big Nonprofit Ideas for the Other 95%

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Opportunity Collaboration: This working meeting on poverty reduction is unlike any other event you have attended. No plenary speeches, no panels, no PowerPoints. I was there last year and I’m going this year. It will ruin you for every other conference! October 11-16, Ixtapa, Mexico.

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Osvaldo GomezReach The Rural And Marginalized

Osvaldo Gomez reveals lessons learned as he used online, mobile & cloud technology to improve health care outcomes in hard to reach communities. He’s technology director at Upleaf. We talked at NTC, the Nonprofit Technology Conference, hosted by Nonprofit Technology Network (NTEN).

 

 

Maria SempleDiscovery Visits

Maria Semple

These one-on-one meetings are critical to your prospect research. Maria Semple, our prospect research contributor and The Prospect Finder, makes sure you’re getting the most out of them. She also shares her recommendations for summer conferences throughout the U.S. that will help your research.

 

 


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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 am very glad you’re with me. I’d bear the pain of mass toid itis if i had to hear you say tony, i missed today’s show reach the rural and marginalized osvaldo gomez reveals lessons learned as he used online mobile and cloud technology to improve healthcare outcomes in hard to reach communities. He’s, technology director at upleaf we talked at ntcdinosaur non-profit technology conference hosted by the non-profit technology network and ten and discovery visits thes one on one meetings are critical to your prospect research maria simple, our prospect, research contributor and the prospect finder make sure you’re getting the most out of them. She also shares her recommendations for summer conferences throughout the us that will help your prospect research on tony’s take two important legal stuff responsive by opportunity collaboration that working meeting that unconference on poverty reduction that will ruin you for every other conference. Here is osvaldo gomez from auntie si. Welcome to tony martignetti non-profit radio coverage of the non-profit technology conference it’s day two were hosted by intend the non-profit technology network and we’re in austin at the convention center. My guest is as valdo gomez he’s, technology director for upleaf. Welcome, osvaldo, thank you for having me, it’s. A pleasure. Your topic is using technology and online communication to reach rural or marginalized populations. Excellent that’s, a riel niche topic before we before we get into it, and we have plenty of time to do that let’s, define the rural and marginalized. How do you consider those? So i think that the most important thing is to understand that. There are lots of populations that could be considered rule. Remember, analyzed the most. The most obvious one is hispanics. There’s, obviously a language barrier. There’s ah, you know, on documentary me grant. So are other circumstances that by default, you assume that it’s a somewhat marginalized population, then when you add up hispanics that live in rural areas, then they kind of have the double warming. Okay? We’re very hard people who are very, very hard to reach exactly online. Kind of off the grid. You all right? Do they have? And this is really dangerous. Got nowhere generalizing about lots of different populations. Exactly. But we’re talking about the hispanic population because the work was with the hispanic access foundation. Yes, correct. Okay. All right. So how can we with with recognizing that were generalizing? Yes. They didn’t have mobile devices largely. So that was very interesting for us to learn. When we started working with the project, we realised that the the word three things that could help us first is online communication. Because because you are it’s, a nationwide effort, it’s really hard to get to everyone in person. And there was a grassroots component to it also yes, there were. I don’t want to take you off your way have plenty of time don’t want and so they it was hard to get to everyone in person and they was also expensive to get to everyone through attritional media. If you do tv it’s very expensive. So the obvious choice was to go online. Okay, online number one. Exactly. Then the next one is mobile devices and mobile devices helped us. No, no, not just in the front and just, you know, because people like you are saying there’s a high incidence of smartphone use there is there’s there’s good penetration? Yes, even among the marginalized in rural. There is this ok and then but it didn’t also didn’t on ly helped us there. But it also helped us in the back in for us to actually run the operation. So when we were doing aggress receive into then it made sense to have the staff that was running the event using in their case it was ipods and using a mobile device because it allowed them to do data entry on this part. Okay, so for the back end also there was that there. Was online. And then is there a third of that is yes. Oh no eso so we said online communication and we say mobile devices, the third big part of this was clouds services, okay? And that is kind of the perfect pair for mobile devices, because then you have this holy infrastructure of this whole team on a national level connected and connected are low cost, which was really important because obviously it’s a non-profit it’s, not unlimited funds. And so those three things were the ones who allowed us to really reach this population. And what we proved with this project was that using online communication, mobile devices and cloud services, you can effectively reach rural or marginalized populations at a national level with a very small core team on a low budget. Alright, very exciting. I love i really i love the niche so let’s dive into it. What were the first steps? So what we did was essentially use a whole host ofthe tools to get to do to do this. We didn’t discard mass media. Well, let me ask you first, what about assessment? Determining where the people are, what they’re levels of connectedness are well, that was easy. There’s there’s a lot of information about distribution of hispanics and in our presentation, there’s a very cool map that shows you the share of the population for county that is hispanic. Ok, so there’s this’s and this is all in the us exactly, and and that the census is of the first go to place, and then it’s very easy to flag where to go, but in their case what they did, because obviously this has to be funded, so they had to prove the concept. And so they started in houston with one community, and when it went really well there, then they expanded to five communities and then more and more, and then four years later, they’re reaching eighteen states in the united states. Obviously, the goal is to get toe all state offgrid taken incremental with a community and then a bunch of states which is that’s a big leap on praveen eighteen states exactly and it’s very important to prove to the donors that the money’s will spend that you’re doing a good job, and so they’ve been doing that very effectively, and i think that the those eighteen states have bean chosen based on you know where you’re going to have the biggest impact. Of course states like texas, california winning first, how were they able to measure? And we can go? We can come back to this later on just you’re just sort of overview. How were they able to measure outcomes or definitely had an impact? The biggest tool that they used was a sales force system on this system was what the field team used. We’re on their ipods on the field, and it was what the people in washington had also available in this system runs the entire operation. And so everything that happened if you attended an event that data was entered, if there was ah, say that ran on your show that was logged, and ultimately once you put once you do all that data entry and in a decentralized way so that every user does their part, then because you have an integrated system, it all comes together, and then you can report on it more effective. Okay, so so the outcomes were points of contact. That was one part of it. The other thing was, first of all, we would do we still do post event surveys, so we collect data from people, and we collect data from the speaker about how the event went, how what you learned, and we kind of tried to gauge whether they actually learn the talking points of the okay. All right, so it was more than just a contact. But what was learned exit from the contact of the event, exactly. The other thing that we did make love sense they’ll think what it was a huge population study to evaluate whether not only they learned because there’s through three stages for for behavior to change, you have to have knowledge about, you have to know that there’s a problem, you have to be motivated to change, and then you have to have access to the resources you need to change. And we’ve been addressing all three but to be able to prove that the last one, the access and the action took place and we need it to we needed to do a study. So we did, and we proved that when you were able to educate people through a grassroots event with a community leader that they trust and kind of build that knowledge and create the position of risk. For example, we did a one big part of what we did was cancer, breast cancer and colon cancer prevention. Yeah, i was going to ask you about what some of the messages were, but go ahead, we’ll get to that. Yeah. And so for that you have to actually make sure people got tested screened exactly. Eso this study allowed us to prove what the success rate wass and, you know, out of all the people that attended this event that received the information, the motivation and was made available resource is for them to go get tested. How many actually did get this all right? And the results were very good on dso we’ve bean just building on that and improving over the years to make sure that that we reach us many hispanics as we can. Okay, really cool. And of course, you mentioned sales force. You’re doing this on a low budget sales force, of course, donated except for non-profits i think it’s up to ten licenses, i believe. Yes, that right salesforce’s free for non-profits. Well, the first and licenses are donated, and then you get a huge discount for the one after that, okay, it’s huge on for these organization in particular. So far, they’ve received three hundred three, six thousand dollars worth of donations part of that or most of it from sales force. But a lot of that also from google through the google non-profit program they run google ats donated by ghoul okay, one hundred percent 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 so let’s, talk about some of the tools that were used, so we’re we’ve we’ve touched on sales force. Yes, dribble used ripple. Yes. That’s that’s a quaint listeners, maybe more, probably more familiar with word preston droop a lso. Explain what dribble is drew police, a condom management system platform and it’s being used very widely. The white house website is built on drew people really and so it’s, very popular and very robust and it’s amazing the nuggets you can learn on non-profit radio. The white house platform is not is not word press or even customized. It’s ah, droop a little bass. Yeah, all right. And so there was non-profit radio. I’ve been telling you for years. Listen to me. Listen to osvaldo. And so the main thing is, whenever we chose the technology was is it open source? Or is it donated or discounted? Because no, the savings are remarkable and so do people was what we used for the front end sales force for the back end. But then they also because this is a distributed team throughout the country. They needed to be able to claret. And so again with a google for non-profit. Program, they were able to get google maps for free and so their e mail their calendar, they can do hangouts and collaborate and and also have a share, dr using google drive and so using all of these tools, they’re able to stay in touch, to stay connected on to coordinate. And this goes not just to do the core team in washington, but they also gave ipods to the field team to the community and faith based leaders in the community so that they could stay connected with this network. So they expanded their teams through volunteers essentially very, very effectively, through the use off the mobile of isis on the clock services and, of course, online communication to distribute the information. All right was was was more of the communication mobile based than than online because because there’s a greater penetration of mobile devices than there is desktop and laptop computers. So what we try to do is i mean, i guess i mean mobile native or was it was a more online and then mobile mobile optimized exactly that’s the that’s the the key because of cost it’s very for non-profits it tends to be prohibited. To have a nap for every platform. Especially when you have to. Do you know it’s andre for so many different devices. And so web apps or web solution’s make more sense. Okay, okay. Let’s, turn to the grassroots component of this. Because that was important. A huge yeah. Very important was not just online with, i guess local community organizations that are trusted in the low in the local place. Exactly. And trust that he’s a key word. Because, you know, an undocumented immigrant is probably not going to trust on outsider to come and tell them. Let’s. Let’s, gather you all in this room right now and talk to you. And so being able to reach them through the church that they attend, or through the community center in their community that they already trust. And the people eating there that they already trust andi, instead of having an outside and talk to them, have the leaders that they already know talk to them about the specific topic was very, very, very important. So the organization try to engaged these leaders on dh. Right now, the network is two thousand people strong throughout the united states about more. Than two thousand leaders throughout the united states are connected to this organization engaged by this organization and participate and lead these events that are happening as we speak that’s, the hispanic access foundation. Yes, we’re all the messages about rest in colon cancer. Well, that was part of it. The address they have for areas there’s, education, there’s, health, of course, and the kid. The cancer project, is an example of that. There’s also finance on dh. There is the environment, and the reason why these four are important is because in the case of finance, what, what they realized this. You have to help people improve their lives throughout, if, if there’s, no money, there’s, no health, and so being able to. And the main thing for for immigrants is. Being in the numbers being in the statistics and so submitting your taxes, even if you’re undocumented is huge because if at any point in time, in future there’s immigration reform, you have to have that history that you’ve bean reciting innis they file your taxes compliant for years exactly all right, all right, and that’s a huge thing because there is no tradition in america of doing that. So educating people that in the united states you do have to file tarsus taxes regularly is a big deal. What were the outcomes you were measuring in thie environment, part messages. So the thing about the environment is that when you pull hispanics, they’re all very aware of it. They were aware that you have to preserve the environment, that climate change is important, but many times, even though they want to a lot of hispanics living or been city in urban areas, and they don’t really get out much besides a lot of doing a lot of work and so being able to create a world, especially among the youth, that all these national parks are available to you that you have to take care of them if you go to a national park you take care of. It was very important because he created this more well rounded. How did you measure citizen? How did you measure the impact of those national parks announcements? So the idea is beyond announcements we actually organized tours and took people there. And so the post, sir, the post even survey was very important to gauge how how many people numbers attended the tours and what they’re what they learn and how they felt. Definitely excellent. Excellent. And what about on the education side? Were the messages there? There was a lot about making sure that the people can, first of all, with those very interesting price about distributing books two, two hispanics and creating their habit of off reading of learning. So so that was a big part of it. But i think that the most important take away is that it is possible that a non-profit with a low budget, a small team can really use thes three tools online communication, mobile devices and cloud services to reach very hard to reach populations effectively. Yeah, excellent. All right, now we still have a good amount of time left. So tell us were there any other tools besides the a dribble sales force and and the google maps that were that were important? Yes, so they’ve used a whole whole host of things. So one one, because this is all valuable, i mean, even if you’re not trying to reach rural and marginalized pompel definitely in terms of low cost, valuable, you know, really helpful tools for for non-profits we’ll definitely yes, whatever whatever work you’re engaged so well, what else was valuable? So they important thing i think we think sales force the top exchange what the application store that they have is very important because there’s a lot of free it’s, a sales force petition store, the ap exchange, okay, okay, and they having these aps available for free was huge because it allowed us to expand the infrastructure and do more things than what the course ellsworth system can do at a very low cost. The most important one for them was project management, and you can imagine running in national operation with a bunch of volunteers spread throughout the country, how hard it could be if you don’t have the system in place to manage every little to do and organize things and so there’s a free up in the ap exchange called milestones, pm milestones milestones piela all right, there’s, a free program management tool that you can just installing your in yourself was application and having it in one system was huge. There are others that are there’s. A lot of you know is outstanding to me because first of all, sales force is free. First ten first, ten licenses so let’s do. Our audience is small and midsize non-profits excesses him. They probably don’t need more than ten licenses, but anyway, but then there’s a deep discount beyond that. But then the then the everything in the ap exchanges free. Well, not everything but a lot of it, but just wanted this project management, which is again called milestones being ostomel p m free, so free sales force and then free add on and obviously valuable because it’s, managing a project of two thousand volunteers across eighteen states, exactly really outstanding. What what other tools can you share? So the other thing that we did was looking for whatever was donated, open source or discounted and so in terms of email marketing, very good. Response has a at that point, when we started, i think they’ve changed a little bit recently, but they had this donation program that you would get the first ten thousand emails for free and so for them it made sense to start without because it gave them a in an instant saving, even if they had to pay for the extra write emails he gives them gave them just like socials gives you this instant push, and so but the beauty of it is that it integrate two cells were so they could go toe one place and do everything they needed to do so. Vertical response there’s an app in the exchange from vertical response that allows you to integrate it into cells. Whores it’s remarkable that’s outstanding these air this a great great resource is really alright. I’m adding vertical responsible list now that’s that’s um that’s! Excellent! What else could please more? What else should we use? Share don’t don’t hold back with tools are there so i think that they being able to when you, when you combine all the key tool that i think it’s very important to understand that they would didn’t exist. A few years ago is this mobile devices in the case, in their case, the ipod and they they had ei paso were connected to a cell network so they could be moving around and doing that entry. But even if, even though it’s not donated or free having a tool for a relatively low budget that you can distribute two people, you know, remote for them to work remotely is huge and being able to use all of the other tools sales for his google labs and all this stuff through this device really empowers people on what we saw was, you know, a pastor that’s, sixty years old and had never had access to a device like this, getting training and having so much enthusiasm for learning to use this tool and then realizing that it really helped them, even if it was a little scary at the beginning, it really helped him do what he wanted to do, which is help people. All these people, they’re not any for the money, obviously. So they really want to help people. And when you give him a tool that allows them to help more people, they just love it. Love that of the story of the pastor let’s spend a little time our last couple minutes on lessons learned on the the and the grassroots level, so we talked a lot about the digital onda technology side let’s talk about the the personal side, the people side of the grassroots work, some lessons learned there, yes, so the key thing for us was don’t go it alone, partner, and the profits are very good at doing that partnering, but in this particular case, it’s key because you can’t go into a community that is already a little off the grid and pretend to be an outsider and be heard and access people, and so being able to to go to get to these community through people they trust was very, very, very important. Now, these people also need to be able to trust you as an organization. And so a lot of the work that the spending explanation did was reaching out to these pastors, getting them into a room on dh, showing them everything that was in the works. Everything that we’re doing, this is our this is even how we’re handling data. This is how we’re handling privacy if we collect data from an undocumented immigrant, we’re not sharing that with anyone and creating that trust between the organization and the leader was important because if the leader trusts you, then the committee trusts you and i think that’s the biggest takeaway from this there there vouching for the larger organization exactly local leaders are vouching for exactly they’re putting their name on the line. And so they want to know that you are really for real trust critical both between the organization and the leader and the leader and and the people. And then you’ll get the third you get the third leg of the triangle between the people and the organization, exactly, little by little. And then okay, well, then i would say, and then the messages will be trusted except by little. Sounds like there’s something there? Yeah, so? So even so, we’ve been at it for a few years on dh. What we’ve seen is that you go in the first time pastor or the priest, in some cases, partners with youand brings people in and educates people the first time the attendance might not be. You might not feel the room the next time you do, on the following time, then they they asked for, and i think that there’s a real need for information people just don’t really they don’t feel comfortable asking for it. Yeah, all right, but but they they open up? Yes. Okay, we have another like minute and a half or so. What else? On the personal? The grassroots organizing side. Other other lessons there? Well, the other thing is don’t be afraid to use technology. This story about the pastor that was kind of scared of the beginning. It was very easy for everyone at that point to say, well, let’s, just not do that let’s go to back to paper latto pencil on paper, but that has a huge cost over the long term, especially for you to actually measure impact and don’t and so don’t don’t not being afraid off putting people out of their comfort zone and telling them let’s, do this let’s do it together and it’s okay is important. And i think that that was a big lesson for for me, because a technology guy, i thought, everybody, we’re going to say, just say, yeah, sure, that’s it, andi, wasn’t it? Took some convincing but beeper system because ultimately, once they get used to it, then it becomes something that they can’t work without. Oswaldo gomez, technology director for upleaf very inspiring story that’s outstanding. Thank you very much for sharing. Well, thank you for having me at my pleasure. This is tony martignetti non-profit radio coverage of the non-profit technology conference and t c twenty fifteen. Thank you so much for being with us love the story that he shared lots of valuable information, even if you’re not trying to reach the rural and marginalized, but just about free and very low cost resource is excellent. One let’s do live listener love and let’s start abroad. Seoul, south korea always with us gratefully. I’m very, very grateful. Anya haserot soul guangzhou, china ni hao, we’ve got jakarta, indonesia very glad you’re with us live listener love to jakarta and tokyo, japan also very frequent listeners. Konnichi wa in bangladesh, we’ve got listener in dhaka i’ve been there. I spent a day in old dhaka but spent several days in ah in the capital generally welcome dhaka and also in brazil. Camp in ious live listener love how about domestic ridgefield? New jersey. My dad used to teach in richfield ta ta ta ta ta ta. Instrumental music in the elementary schools in richfield, new york, new york. Thank you very much for being with us. Cranford, new jersey, hubert, north carolina and oxford, maine. And i believe oxford main maybe. Read stockman. He was tweeting that he is listening in maine that maybe read live listener love main north carolina, new jersey, new york. Thank you very much for being with us. Tony stayed too. And the open movement coming up. Uh, pardon me. The discovery visits air coming up. See, i need an intern so i could blame someone when i make a mistake like this. Tony’s take two and discovery visits coming up. Where’s the intern to blame. But first i got to talk about opportunity. Collaboration. It’s ninety three percent sold now. It’s, thea unconference in x top of mexico for non-profits around the world grantmaker zoho social impact investors, venture capitalists, academics and companies. If you’re working to reduce suffering anywhere in the world, you need to be at o c. There are no plenary speakers. There’s no power points. Every session is in a circle. Obviously collaborative three hundred fifty people and there’s lots of time. Deliberately set aside for meeting each other. I was there last year. I’ll be there in october. I did get my reservation in opportunity. Collaboration dot net. The video this week is a new entry in the non-profit radio knowledge base. Important legal stuff. Jean takagi. You know who he is? Our legal contributor and the longest running contributor to non-profit radio uh, four years. He’s been with me four years. He’s, the principal at the non-profit and exempt organizations law group in san francisco. That’s his, you know, that’s, part time gig. But most of the time he spends with non-profit radio he’s been with the show. As i said four years and i chose the best stuff from his four years. And i added it to our knowledge base. And the video is at tony martignetti dot com that’s tony’s take two for friday tenth of july twenty seventh show of the year. You also know maria simple she’s, the prospect finder, a trainer and speaker on prospect research. Her website is the prospect finder dot com. Her book is panning for gold. Find your best donor. Prospects now, she’s. A diet of dirt, cheap and free. You can follow her on twitter at maria simple. Welcome back, maria. Maria so i give this screen here. How are you? Where you been? What’s going on there? What do you think? That’s? Too much that’s. Too much. I had myself on mute while you were doing on minute announcements there. Sorry about that. Um, i’m glad you’re with me. Welcome back. Absolutely. Thank you. Pleasure. We’re talking about discovery visits today. These, uh, he’s let’s, define the discovery visit. And then once you explain why you think they’re so critical, the prospect research well, you know, as prospect, researchers, unfortunately, we don’t have access to every little piece of information that would be useful for you. As you’re thinking about cultivating or soliciting someone so actually sitting down face to face with a donor is going to yield so much insight about what motivates them, why they love your organization and potentially yield larger gifts for you down the road. I blogged this a while ago, and it may be one of the first times that you and i met online because you commented on it. But i don’t think you were on the show at this point. But i blogged the value of face-to-face meetings and i was not. Diminishing prospect research online and all through all the resource is that you and i have talked about from chambers of commerce and libraries toe online resource is wasn’t diminishing those, but yeah, the value that you get from having lunch with someone i happen to like doing it over meals, but whether it’s over meals or a meeting in their office or a site visit to your place, those could be great buy-in you just pick up so much just by talking to somebody for for an hour? Yeah, yeah, and and definitely even in the body language alone. So you start steering that conversation in a certain direction, and you see people getting uncomfortable or fidgety or ah, in the opposite way, if maybe they start leaning in and leaning forward and looking like they’re really engaged with with what you’re talking about, perhaps a new program that you’re looking toe launch and get funded, all of that can yield so much great information for you. Sometimes it could be a little awkward. You hear things that you, you’re not sure how to document, and we’ll talk about the importance of doing that, like, you know they don’t really like the ceo or your boss? You know, are there glad that you’re at the lunch with them and not this other gift officer? Yeah, and you do have to be careful about that. How you document that? Because, you know, a donor does have the ability to walk into your organisation at any time and say, let me see what donorsearch crowds you have on me. So you think you would want to document it in as a subject in an objective manner i should say objectively think of yourself as a a nen vested gate of reporter, right? When you’re trying to write down what the comments were so you might, you know, just right, you know, they did not seem particularly interested in the new x y z program and period end of story. Now we’re talking about the documentation it’s critical to save this in your hopefully have a cr m database, right? A donor database, cr m someplace this has tio this information you know, it’s what we call, i guess institutional memory, right? And you’re not going to put me in jargon jail for that? Are, you know, that’s a pretty straightforward one. Okay, i don’t join you for a while if you as a development officer or is an executive director, sit down and have a conversation with someone, and then you decide to leave the organization a year later. Ah, and then the new person takes over and goes in and has a visit with this long time donor sort of starts asking that same set of questions that donor’s going to kind of look at him like, don’t you already know this? Because i’ve already talked to your predecessor about what my interests were, etcetera. So you really do need to make sure that you are taking, you know, the time and it’s time well worth, you know, spent just documenting what happened during the conversation. What were the critical point? What were the things that need to be followed up on? You know, maybe it’s a timing issue, maybe they say, well, you know what? This is a really bad time for my family right now, but in two years we feel that our finances will be in a different situation, you’ve got to get that documented and that’s an ideal example of one of the many, many things that you’ll find out from talking to somebody that you’ll never find online or any other resource is it’s talking, you gotta you gotta drop people out and and they love your work, otherwise they wouldn’t be meeting with you, so they’re happy to talk about what it is they love how, how their situation can impact your organization. I mean, positively or negatively, you know, like you’re saying, this is not a good time for us, you know, we just had a downturn in my business or from death in the family or, you know, whatever i mean, stuff you’re not going to find out anywhere else than talking to people, you’re absolutely right. And, you know, one of the interesting things, too, is you sometimes when i’m having conversations with with a non-profit maybe it a networking event or at a conference or something, and i’ll last generally how is your fund-raising going and then steer the conversation towards you know, well, you know, when was the last time you had a chance to meet with who you would consider to be your top ten donors? And they kind of look at you like, uh, am i supposed? To be regularly meeting with donors. Oh, boy. Yeah. That’s ah, that’s yeah, that’s where the person in charge of development needs to be stewarding and managing up the, you know, the sea level people and that maybe that’s only one person may be the ceo is executive director is all there is but that, you know, yeah, yeah, you’ve got to be managing up and making sure that these relationships are nurtured with your your most important donors, your most important volunteers as well. Yeah, and if you don’t have the time to do it as a staff member, get your board involved. This is a perfect role for a board to get involved in. Even your board members who say, i hate to ask for money. I’ll do anything for this organization. Just don’t make me ask for money and it’s so simple for them to just go in and have it it’s really a conversation, you know, you can provide them with, you know, prompt them with a list of questions that they might consider asking this individual. But it really is a conversation all about discovering what is this donor-centric about why are they giving any? Money to you at all when you know when did they start and, you know, where do they see themselves going with your organization? As a consultant? I do hardly. And, you know, i don’t i don’t meet with donors and potential donors alone ever and very few of the visits that i am on our discovery visits, you know, where we don’t know the person all that well, but when i was a director of planned giving at a couple of colleges, i should do these all the time, and i remember my head’s spinning with oh, i don’t remember that, but i’m trying to stay in the conversation, too, but you can’t take notes while you’re having lunch, but i remember my head swimming over my gosh, i can’t remember that and that. Oh, and this news about his sister and that relationship, you know? Oh, you know, but there’s so much too, and you get back to the office and you just have to spill it all out, and i agree with you, i usedto have ah, client who said never write anything about someone with potential donor or donor at anybody boardmember that you wouldn’t want them to read basically the same standard you had when you said someone could come in the office any time and ask what you have on them. That’s fine, you know, today with with technology having advanced right, i’m hoping that people who were in those positions that you were holding at that time in the plan giving departments and so forth are using their smartphones and the recording feature not to record the conversation, but afterward, one the meeting has ended, and you’re getting back into your car or getting to a quiet place, you know, in, you know, a different space or something like that. Just data dump it right in by voice because you can speak a lot faster. Most people can speak much faster than they can write or type, so why not just get it in that way? And then if if you needed to, you know, use a transcription service of some sort to then get it into a print format and then edited from there, i think you know, that could be a particularly great way to use technology. Yeah, great. Cool tip. I like that. You’re right. You can dump into a voice memo excellent. I also like your idea of using board members for this purpose idea we’ve we’ve talked about it, but good many times, but good to mention that also, this is ideal for board members for organizations that have a prospect research person, do you think that these contact i’m going to call them contact report? Because as we used to call him at the colleges, right? Should they flow through the prospect researcher? Or should they go right into the c r, m database and then it’s a prospect researchers job follow-up and read them? How does? Because the prospect researcher is the the focal point of a lot of this, the prospect activity? How should this info get to the to that person? Well, you know, it really again depends on the size of the department and the type of cr m that you’re using and who has access to it because some will allow you no board members to have access and others won’t. So then clearly, if it’s your boardmember that needs to be providing the information in many cases, they’re not going to have access two, uh, to that database, so don’t need to get it to that prospect, researcher some other way. If it is ah development officer who does have access to the database. And i do recommend that they inserted directly themselves. If it’s a small organization, if it’s a larger organization with multi level, then, you know, you would want to make sure that there are certain procedures in place for me. No, but certainly the prospect researcher in some way, shape or form should be alerted that there’s been an update to that record in case there’s, you know any additional updated information that they need to provide? Yeah, right. It could be a simple is ah, niu new email address or you are. Whatever a new relationship. Um, i know in the in the colleges where i worked which bigger organizations that the prospect researcher was the like. I said the focal point, and they would pull out something from a prospect research report that would say, oh, you know, i should. This is consistent with this other contact report that i read for this other person done by a different gift officer. And these two need to be talking to each other for whatever reason that was always that was always the done through. The prospect researcher i don’t know is that it makes sense to you. Yeah, yeah. Does absolutely. And i can tell you that, you know, having attended various conferences in the past that are, you know, attended by prospect researchers. They would love to be on every one of these donordigital covering visits, making sure that the right questions get asked and so forth. Okay, so this should be from training there, maybe maybe training the gift officers by the prospect researcher. When again, when it’s an organization that has prospect research. I understand a lot of listeners. Organizations. Problem. May not. But if you do, should there be some training that the prospect researcher was doing for the gift officers? Yeah, absolutely. There should be some sort of training. And in terms of not only what they confined online, if they needed to find some information quickly. What are some of the go to resource is when they’re out on the road, etcetera. But also you know what? Air the typical questions you should be sitting down and asking of every single donor and prospect and, you know ah, good development. Officer, this should really be intuitive and second nature for them. But if there’s somebody fairly new in the role, or if it’s an executive director who is, you know, that that’s, it that’s the only person there is no development officer. Oh, and perhaps they’ve been so very used to running an organization, and on the day to day management of the organization that they really haven’t gone down the road of, of getting trained on, you know, how to ask the right questions to elicit the responses we need to move this prospect forward. We’re gonna go out for a break. Marie and i will keep talking about this a little bit. And then she also has, um, unconference dates coming up this summer. That would be valuable for your prospects, research or stay with us. Like what you’re hearing a non-profit radio tony’s got more on youtube, you’ll find clips from stand up comedy tv spots and exclusive interviews catch guests like seth gordon. Craig newmark, the founder of craigslist marquis of eco enterprises, charles best from donors choose dot org’s aria finger, do something that worked, and levine from new york universities heimans center on philantech tony tweets to, he finds the best content from the most knowledgeable, interesting people in and around non-profits to share on his stream. If you have valuable info, he wants to re tweet you during the show. You can join the conversation on twitter using hashtag non-profit radio twitter is an easy way to reach tony he’s at tony martignetti narasimhan t i g e n e t t i remember there’s a g before the end he hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a short monthly show devoted to getting over your fund-raising hartals just like non-profit radio, toni talks to leading thinkers, experts and cool people with great ideas. As one fan said, tony picks their brains and i don’t have to leave my office fund-raising fundamentals was recently dubbed the most helpful non-profit podcast you have ever heard. You can also join the conversation on facebook, where you can ask questions before or after the show. The guests were there, too. Get insider show alerts by email, tony tells you who’s on each week and always includes link so that you can contact guests directly. To sign up, visit the facebook page for tony martignetti dot com. I’m 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. Got more live listeners in san francisco, california live love going out to there now podcast listeners and affiliate listeners. Did you think i forgot? How how could you live? Listener love always is accompanied by podcast pleasantries and affiliate affections very grateful to all the podcast listeners wherever, whatever device, whatever you’re doing love having you with us and all those affiliate listeners in the many stations across the country affections out to r am and fm affiliate listeners perish the thought that i would forget podcast pleasantries and affiliate affections. Maria, any last thoughts you want, leave us with on discovery visits and before we move teo unconference ideas. Well, you know, really, just to figure out what what is a donor’s? Why, right? That that’s, what you’re looking to get to understanding there? Why, um, to the heart of why they’re investing in your organization and, you know, try and use that language when you’re speaking with them, you know, why are you investing in us? What? What motivates you to continue supporting us? What do you like best about our non-profit? And you know what? Can we actually improve? So try and really elicit some good conversation from them and, you know, you’ve probably heard that old adage tony asked them for money and they’ll they’ll offer you advice and asked him for advice, and they’ll offer you some money. So, you know, it’s a great way to get people engaged in your organization, so don’t be afraid to start those conversations, even if somebody proposes something or says something a little bit on the negative side, take it as constructive criticism and look for areas of improvement. Yeah, you’ve got to hear the negative and a lot of what you’re what you’re suggesting comes out organically, you know? I mean, the person knows that you’re there to talk about the organization, you know, they talk about politics or hopefully you keep politics off the table. I always think that’s a bad idea for these kinds of visits, but yeah, they’re talking about the organization that’s, what the two of you have in common, so, you know, a lot of that stuff just gets elicited. I love this program, or i didn’t understand this or i didn’t know you’re doing this thing, but i just read about it in the newsletter and you know that stuff. Uh, i mean, you’re right ask if it’s not coming out, but a lot of times, it just happens organically because right that’s what you have in common. That’s what? You share, right? Right. All right. So, uh, you gots unconference ideas for us? Prospect researchers like to meet during the summer. Yeah, absolutely. So the biggie for prospect researchers is the international conference that happens every summer for apra, which is the association of professional researchers for advancement. And this year, the conference takes place in new orleans. Metoo and it’s going to be july twenty second to the twenty fifth, and they actually also have a new researchers symposium as part of that uh, they have a full day symposium just for new researchers. So this is a great way to get i think, you know, a full day in ah dedicated to a newbie. And, you know, if you’re just getting your feet wet in this whole thing about prospect research, that might be something well worth while attending. Are you going to the international conference? I will not be going this year. I’m actually attending other conferences, but you know, this one is definitely if you’re thinking about prospect researchers this truly is the one to consider. You know there are fall conferences that you know, we just missed a few conferences that are more regional. So, like in new england, there’s, an organization called nedra, the new england development research association, they they had a conference in april was not researchers look okay, let’s not look backwards, let’s go forwards, but but the good thing about it is that some of those organizations will still put the presentation’s in power point on the website so still perhaps worth just checking into even if you book market for next year. If you’re in those regions, certainly something to think about seeing what what have they shared from the past conference cause you might be able to just do a little, you know, your own online learning are these all apra chapters that we’re talking about? Yeah, yeah, they really are there. They’re more regionalized chapters of research association years ago, i spoke a couple of apra chapters, i think in new york and new jersey years ago, back when i know i’m not even sure i was consulting at the time, maybe more than twelve years. Ago, but glad they’re still around. Okay, what else? What else you got besides the international? Also coming up in arizona? There’s going to be a false symposium on the topic of campaigns and that’s going to be held november fifth through the sixth in tempe, arizona, so that might be one to consider and also in california, they have several events going on. The california advancement researchers association has several things on their website, so i’d be glad to share some of these links on your facebook page, if you like and then people can check them out and if they’re in those regions and see if they want to attend. I love it. Why did you do that? As a comment to the takeaways that’ll be posted around four o’clock eastern today? Sure. Okay, that’s outstanding. We still have another minute or so left. What’s ah what’s going on in? Oh, i’m sorry. Are there other conferences or that you got it? That’s covers it. You know, i think because several have already passed. Those were the ones that i really found that i thought, you know, were sprinkled throughout in different places that you might consider going. Tio okay, sounds good. Tell me, uh, yeah, now we just have about a minute or so, right, sam? So what what’s going on in your world, what you’re seeing among your clients in our last minute, you know, well, i’m definitely seeing a tick up in activity, capital campaigns and so forth. So, you know, it’s great to see that that good news came out with e-giving yusa numbers, and i think that that generally just kind of buoys people a little bit and their spirits. So i am seeing more activity and more research request because of these larger campaigns and the need to research some of these high net worth individuals before visiting them. So in general, i think it’s it’s all good news, okay, i’m glad you’re optimistic looks. You’re so upbeat. Andi, you’re going to be back with me in two shows on july twenty fourth for the two hundred fiftieth show. Yes, you’re going to here in the studio. Cool. I will. All right, looking forward to it would be nice to have you institute a sze yu were not made a cz we would say in latin i’m fluent in latin is a worthless skill, but thank you very much. Good to see you. Good to talk to you. Thank you. You’ll find her at the prospect finder dot com and on twitter at maria simple. Next week, two interviews from the non-profit technology conference walked to work, walking as part of your work day as an integral part of your work day, not a break from it with beth cantor and re to sharma. Also keep current after launch. Farrah trompeter and kira marchenese help you keep your sight current after a redesign in two weeks as i was just talking about july twenty fourth, two hundred fifty of show five years of non-profit radio, we’ve got giveaways, music with scott stein comedy a new sponsor i’m going to introduce and much more going on two weeks, july twenty fourth, two hundred fiftieth show be with us if you missed any part of today’s show, find it on tony martignetti dot com opportunity collaboration with world convenes for poverty alleviation, an outstanding unconference that will ruin you for every other conference opportunity collaboration dot net, our creative producer is claire miree off sound. Liebowitz is the line producer shows social media is by susan chavez. Susan chavez dot com on our music is by scott stein yeah, thank you, scotty, for that information with me next week for non-profit radio. Big non-profit ideas for the other ninety five percent. 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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 idealised 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 gifts. Mark echo is the founder and ceo of eco enterprises. You may be wearing his hoodies and shirts. Tony talked to him. Yeah, you know, i just i’m a big believer that’s not what you make in life. It sze, you know, tell you make people feel this is public radio host majora carter. Innovation is in the power of understanding that you don’t just do it. You put money on a situation expected to hell. 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