Tag Archives: prospects

Skip Wealth Screening For Planned Giving

Torn window screen

photo credit: quinn.anya via photopin cc

I consistently preach this to clients and audiences: small-and mid-size nonprofits need not spend money on wealth screening to find potential Planned Giving donors. You have all the data you need in your fundraising or CRM database.

Query your data for age and giving consistency and you’ll find your best Planned Giving prospects.

If you don’t have age info, consistency alone will work if you’ve been around for many years. Lots of my clients go back many decades, sometimes into the late 1800’s. But 20th century roots will be fine for you to rely on giving consistency as a proxy for age.

If a donor has been giving for 30 years, for instance, they’re probably in the age range you’re after.

If you don’t have giving data going back far enough to extrapolate age, then before you pay for an age overlay from a screening service consider this. Can you survey your donors with a reply card in your next mailing? If you don’t want to ask for date of birth, ask for age. It’s worth considering before you make the plunge into age screening.

An important word about giving consistency. Ignore gift size.

I literally mean if a donor has given you just $5 a year, and they’ve done it for 18 years out of the past 20, or 25 years out of the past 30, then they are an outstanding prospect for a charitable bequest, which is a gift to you in their will. (I said a lot about starting your PG program with bequests in this series for GuideStar.)

The students at Fairleigh Dickinson University’s Center for Excellence heard me say this just last week.

Age and giving consistency. That’s all you need to get started in Planned Giving.

Large shops will want to move beyond bequests, so they may wisely invest in wealth screening further down the road. But it’s not needed at the outset.

Small- and mid-size nonprofits can have very respectable PG programs that start and stop with gifts by will.

To launch any program–big or small–you can skip wealth screening.

Ask For What You Want

Bilie (Mac) McBain Dec 16 blog post

Two customer service reps recently reminded me of the value of straightforwardly asking for what you want. Asking politely, confidently and firmly, which is how fundraisers should solicit potential donors and prospects.

Billie (Mac) McBain at Best Buy in Aberdeen, NC asked me in all the right ways to fill out an online survey, rate the store a 10 and explain how he helped me buy the right charging cable for my wife’s MacBook Pro. I obliged, but only after sharing my impression with the store manager and Mac together. I also tweeted my admiration.


Just last week, Port Authority of NY & NJ customer service rep Mohammed Alam helped me save a buck when I bought an AirTrain ticket on my way home from JFK airport. As he explained the procedure, he wrote his name on a business card and handed it to me. OK, he didn’t explicitly ask for my help, but the implication was clear and confident. I happily dashed off an email to HQ. (Which sent back a lackluster form reply ignoring my enthusiasm. Boo!)

Port Authority Customer Care rep badge Dec 16 blog post

Both were terrific, fun, sure-footed solicitations that got me to give what was asked. Bravi, gentlemen, bravi!

Let’s bring this back to what I know something about. It’s painful when I see a weak fundraising solicitation.
— An email or letter where the ask is buried in the middle of the fifth paragraph
— One that never comes around to make an ask
— A solicitor who apologizes
— A solicitor who just isn’t comfortable asking for money, or other support
— I had a client where the executive director insisted his letter should “humbly ask”

Gutless solicitations demean your work and discourage support. They’re embarrassing for everyone and suggest you don’t believe in the cause.

You believe in the cause, right? Or else you wouldn’t be there.

Here are a few tips:
— Rehearse: many Nonprofit Radio guests have suggested this. You role play the solicitation meeting. Lots of pros use this.
— Prepare in advance: last minute preparation is inadequate; this is an important meeting!
— Not so many pages or screens: lots of notes suggest you don’t know your subject; that’s why you prepare.
— You host: when meetings are in your office, you control the flow and prevent interruptions.

For serious help with strong asks, check out Asking Matters. You can find your asking style (rainmaker; go-getter; mission controller; or kindred spirit), which will help you approach others, and show you how to support volunteer solicitors. (Follow president Brian Saber.)

When she was with Asking Matters, I had Andrea Kihlstedt on Nonprofit Radio. The link to listen to our convo is at the bottom of this post.

Ask for what you want with firmness and confidence. Ask from a position of strength.

Nonprofit Radio for June 21, 2013: Get Out and Positively Communicate & SECrets

Big Nonprofit Ideas for the Other 95%

Listen live or archive:

Tony’s Guests:

Interviewing Sharyn Abbott at NextGen:Charity 2011
Sharyn Abbott: Get Out and Positively Communicate

Sharyn Abbott is the author of Mixing It Up! The Entrepreneur’s New Testament and her strategies apply to small- and mid-size nonprofits, too. At the NextGen:Charity conference in 2011 we talked about networking your nonprofit; recruiting and hiring motivated people; and positive communications. Sharyn reads my face to tell me what kind of communicator I am.



Maria Semple
Maria Semple: SECrets

Maria Semple is the author of Panning for Gold: Find Your Best Donor Prospects Now! and our prospect research contributor. This month she pans for research gold in SEC corporate filings.



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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host. Oh, it feels good to be back in the studio. It’s been a couple of weeks. It is good to be back. Um oh, i should day o is what i mean to say i hope you were with me last week. I’d suffer a sebaceous cyst if i heard that you had missed successful software selection strategy don fornes, ceo of software advice, let us through the software selection process for non-profits also storify and cora, i announced that our social media contributor, amy sample ward, got a promotion to ceo at non-profit technology network, and then we talked about the value of storify and cora to lesser known social networks for your non-profit this week, this week was supposed to be adam grant, author of give and take, but adam had to cancel, which is a postponement? Well, it was all certainly reschedule with him, but there isn’t adam grant this week. This is what happens when you chase the celebrities, and sometimes they’re they’re busy this week. I have some pre recorded segments get out. And positively communicate. Sharon abbott is the author of mixing it up, the entrepreneurs, new testament and her strategies applied a small and midsize non-profits, too. I interviewed her at the next-gen charity conference in two thousand eleven talking about networking your non-profit and recruiting and hiring motivated people and positive communications, you’ll see sharon read my face to tell what kind of communicator i am and secrets maria simple, our regular prospect research contributor and the author of panning for gold, find your best donorsearch prospects now she shares gold panning for ah, she shares panning for research gold, using s e c corporate filings and those air to interviews from september of two thousand twelve trying to accommodate the last minute sort of cancellation that we had right now. We take a break, and when we come back, it’ll be get out and positively communicate. Stay with me. Welcome to tony martignetti non-profit radio coverage of the next-gen charity conference two thousand eleven we are at the tribeca performing arts center in downtown manhattan. With me now is sharon abbott. Sharon is the author of mixing it up the entrepreneurs new testament talk about some of her entrepreneurial success, ideas and how those probably very well translate to your work in non-profits oh, and maybe some of her positive communication techniques also sharon abbott, welcome to the show. Thank you, tony it’s a pleasure. Pleasure to have you let’s talk a little about some of your entrepreneurial success ideas with the with our audience of small and midsize charity leaders in mind. What what’s the first thing you’d like to share. Well, what i truly believe is the better connected and non-profit is better that they will do. I taught entrepreneur skills for over twenty years to small businesses, and i would bring in and non-profit to every group that i had, and at one time i had twenty two treyz with twenty two twenty report people in every group to teach people how to be philanthropic, to teach him to get back to their community. And what i found is the skills of the needed were the same as the knob durney so i talked on how to get out in the community, how to get volunteers to work with them, how to engage other people so that they didn’t have to do all the work and how they brought in a board of directors was more proact zaptitude rather dahna board of directors by name, so that made a huge difference to the non-profits as well as one of the thing that’s really hard, especially when everyone perceives economic times being as bad as they are is that people are tired of all these organisations putting out their home just expecting a check, and so they need to get something back. And so i created all these different programs there fund-raising activities that are fun that people want to participate in that make it much easier for a non-profit to get their budget back-up where it needs to be to be self sustaining, and they don’t have to work this hard, so they couldn’t have ah lot of them do got tournaments, or they might do silent auctions. They might do a single stands. I did a big band dance for easter seals one year i did it was a costume party. We kind of did it like old victorian kind of party, where everybody came in as a character in the victorian era, very themed events, right? And that way, people, they really feel like they’re participating more in the non-profit rather than just here’s a check, you know, i’m done well, let’s, go into some detail about let’s. Start with you mentioned getting into the community. What ideas do you have specifically that non-profits khun khun execute? Well, i know in california that almost every non-profit thinks that they just need to join a chamber and then once they join the chamber there dahna there activity that they have in the chamber is actually the important part, not just joining the chamber. What would you like to see them doing? They need to be on various committees like if they were to volunteer for ambassadors. The ambassadors have to go out to every business, right? Shake hands, what you’re doing and people used to ask me, oh, you work for the chamber is you know, i’m just out here helping the chambers get better known what they need to have happen in the community, and then that brought me more business. So i thought, well, if it works for me, it’ll work for anybody and it does so if non-profit goes out and they just find out from all of from businesses what business? Needs and then takes them back to the chamber. It’s their face, they’re non-profit so that great way of becoming very active in their trainers have fund-raising valens, claire non-profits could actually be featured so they could be part of the but how about beyond joining the chamber and being active in that way as an ambassador? What other advice about getting out into the community? You know, all of the leads groups that are out there. I used to run my let’s say it’s, a business development kind of organization where people get together on a weekly basis, which most of them do, and they have coffee and everybody talks about their business years, and they said, this is what i’m looking for. This is what i have to offer, so there are business leads group, and you can find them listed in the business section of every paper there’s, a website called am city dot com that list all of the business events that that are all around the country. Ok, everything we’re going where you just search for new york and you’ll find sample is going to san francisco on business, i think it’s probably the times. Here, but in santa’s a journal. So you know, it’s one of those so am city dot com and you can see every event that’s going on every week. So if you go out to events and let’s say you meet twenty people this week, one out of twenty will either be somebody that will be on the board active in the community, help promote non-profit organized fundraiser somebody in that twenty people is going to be involved with that non-profit interesting, you really want to see non-profits getting out into the business community first. First things we’ve talked about so far been making those business connections not staying within your within the non-profit committee exactly because we have the money. Why stay in a community where everybody knows you when you go out into a community where no one knows who you are and they’re the ones who have great let’s share one more idea getting that non-profit out most non-profits don’t realize that they could do a speaking circuit rotary lions quanah is all of those kinds of social organisations, and those organizations do kind of quirky things like if you talk out of turn your find a dollar you promote your business and return to find five dollars? Well, that money is allocated to helping non-profit so if every non-profit were to go out to one of those once a week and literally their morning, noon and night, you goto seventy eight weeks and not run out of him in a year. And so you go out to these organizations. You said this is my cause this is what i’m doing. I need you. This is why here’s, the result of what happens when we get out, they literally right champ on the spot. And i know there are a lot of these groups just in the new york area you mentioned a bunch of different sessional association, but rotary isn’t there a rotary in every county? So i’m probably in one block their city there. Well, i know that at least one in every county. So this’s a big area, right? There are a lot of opportunity. Plus you mentioned all the other membership organisations lion lion’s, alanis, optimus professional business women e women network really? When you look in the paper you think when i had a travel agency in nineteen ninety one justus the gulf war was starting. I went out morning, noon and night six days a week, and i built a travel agency from thirty thousand a month, two, three hundred and seventy five thousand a month in three and a half years by doing just so it was all handshaking and getting to know people and making sure that people knew who i was, even though no one was traveling with tom, so i hid it at the worst time but managed to build my business in a way that nobody else had ever thought they didn’t spend a dime on advertising. You just had transit costs to all the meetings, and i’m joking, you know, being sarcastic, but the point is very low cost, exact neo-sage it should be fun for for executive director seo’s mean, they should be enjoying being out in the community in the business community, talking about their work. That’s the biggest issue is people have fun when they’re doing something that they’re connecting with people, and when these organizations see how much fun that you’re having, they want to be more part of it. So when when people are making oh, would you write me? A check or we, you know, we’re short on the budget. Could you help us out? It’s really kind of gloomy, and people don’t like being part of that. So you make it fun in it. Obtaining talking alternative radio twenty four hours a day. Do you need a business plan that can guide your company’s growth? Seven and seven will help bring the changes you need. Wear small business consultants and we pay attention to the details. You may miss. Our culture and consultant services are guaranteed to lead toe. Right, groat. For your business, call us at nine. One seven eight three, three, four, eight, six zero foreign, no obligation. Free consultation. Checkout on the website of ww dot covenant seven dot com are you fed up with talking points? Rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over in tow. No more it’s time for action. Join me, larry. Shock a neo-sage tuesday nights nine to eleven easter for the isaac tower radio in the ivory tower will discuss what’s important to you. Society, politics, business it’s provocative talk for the realist and the skeptic who want to know what’s. Really going on? What does it mean? What can be done about so gain special access to the ivory tower. Listen to me, larry sharp. You neo-sage tuesday nights nine to eleven new york time go to ivory tower radio dot com for details. That’s. Ivory tower radio dot com everytime was a great place to visit for both entertainment and education. Listening. Tuesday nights nine to eleven. It will make you smarter, geever. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. Dahna yeah, i’m gonna guess you have advice about hiring, so bringing people to your organization and this stops the top, but he actually even applies to the board hiring, hiring the top. But what advice do you have about bringing people in and making sure you get people who are going to be passionate goingto love the mission and the innovative thinkers? How do we know we hyre these kinds of people? You know, i think one of the hardest things for non-profit is inviting people into their board of directors who actually have the connections, and that will make a difference for the organization. So there’s, a lot of people who are semi retired retired and they volunteer for non-profits but technically they don’t have the contacts, and they don’t have the ability to go out in the community and start helping promote other people. So if a non-profit were to look at what your database like, do you have social media contacts on what experience have you had with non-profits before? What were the results treated? Just like a job interview, so don’t take anyone on your board unless they really are bringing something to the table that’s a huge issue, there’s a lot of non-profits who just think, oh, so grateful you’ve even pasta or sometimes it’s way desperately need a lawyer or an accountant, so we’ll just take the first one that way get introduced to and we end up with just somebody who’s just brings that skill, but nothing mohr related to your to your important charitable work. And they might think that they save, you know, ten thousand a year on legal cost, but they lose one hundred thousand year by not having the right person connected with the non-profits so that’s really important that they look at, you know, what is the cost effectiveness of what a person is bringing to their nonprofit organization, right? So that’s excellent for board recruitment. How about about hiring employees within the organization? Would you like to see ceos and executive director? I have been speaking where people are unemployed for over twenty years, and i am surprised because i have a little blank card and i have them right on their what would i like to do most of anything now that i don’t have a job? And i would say twenty percent say that they want to work with the non-profit any fashion? Some even say that worked for freeze just so that they can beat heart of that community and giving back when a non-profit is looking for an executive director, that person better be a network. They better be the horn shaker they need to be up to date on technology, open minded. I’m trying different fund-raising concept instead of the same old, same old thing, because what work five years ago does not even come close to working today? And so they have to always be on top of what the technology is. We heard this morning how text messaging is so important because the thirty year olds are now not opening email and even, you know, ten percent or everybody in the world only opens was that was that aria finger was talking about texting to e j just had her as a guest before you came on, and i was talking about actually fifteen and sixteen year olds motivating them, and she said, you know, get them where they are text, right? Saving forty, two hundred messages a month for sixteen year old girls or something, right? Exactly. So you know that’s what keeping up with technology will do for someone is always looking at what else can they do? Most non-profits don’t have a log that’s a big mistake, because that, who in the non-profit you like to see doing that block duitz in the name of the executive director should be in the name of the executive director because that builds the relationship with the person who has the most visibility in the community and the most visibility and on able to make decisions for the non-profit because a lot of times you could have someone else write it in the office, but it should be in the name of the director let’s talk a little more about hiring now we’ve talked about the board, what on what the board should be looking for in the executive director. What should the executive director be doing to make sure that he or she is hiring the right people that are going to be supporting? Well, i think the skill set is going to depend on how much the non-profit is doing in the community. So if if it’s just administrative work that’s one thing that’s easy too, but the biggest give back in a non-profit is the person who has that innovative ability to figure out how they can use technology, how they khun reach out into the community, draw more people in durney there’s there’s so many different things, like most people don’t realize that you can actually go to a restaurant and say, i haven’t event coming up in thirty days, and almost every restaurant will say because you’re non-profit i’ll donate a lot right in the way i would do is i would package twelve lunches and have it lunch for a year and auction it off, you know, and just simple little things like that if you have people who are willing to go out, do things like that. Hey back-up that employee ends up paying for their own sour, and when we’re in the hiring process, how do we make sure we’re getting somebody like that in our the questions i think would be, how do you feel about being out in the business community? Are you comfortable picking up the phone and talking to people you don’t know? You know, what would you do in a situation where we need to create a new event? What would you what would you suggest? How would we go about creating an event and see how people are creative there’s also facial recognition and i teach a course it’s called about face, and it actually helps means clever figure out what your face tells me about how to communicate with you, but also how well you communicate with other people. So someone who has a larger bottom live is a good listener, right? It’s great, if you need to listen, but if they’re the person who has to be out in the community speaking, you want them to have a larger offgrid all right, we’re going to talk more about this very, very short that just want to remind listeners that i’m with sharon abbott at the next-gen charity conference two thousand eleven in new york city. Her latest book is mixed. Is this the latest mixing it up? This’s just been revised by have eight books. Okay, we’re giving credit to this one because it’s related to our topic it’s mixing it up, the entrepreneurs new testament, and you’ll find sharon abbott at sharon abbott dot com but you need to know that she spells her name, s h a r y and and two b’s and two teas in sabat and then dot com. So i should just sell the whole thing out instead of pieces. Sharon and then a and then at the end, there’s two teas and then after the others to be hyre how do we know you have a bunch of sharon abbott, dot com someone who’s. A good listener has a larger lower lip. How does that why is that true? Well, back in aristotle’s time in the fourteenth century, he began this whole study. It’s called physiognomy and judge jones in nineteen thirty five. Jones in chicago started looking at people who were presented to him in his courtroom. And he kept the law and he would have guilty. Not guilty, not guilty. And according to the jury’s findings, he was ninety percent accurate based on looking at someone’s face. So i took that information either. Wait a minute. What if we could use this for communication styling? So if i look at you, i know that you like it. When people get to the point. You want people that you’re looking at me now? They should just e i like it when people get to the point based on what makes you draw that concern your nose. But how does a physical feature convey personality? There’s a science to it? This is actually the society of reading your face, so i know that i’m going to get to the point. I’m not going to talk to take long way around, so i’m going, i’m going to actually say that she’s, right? But i think i’m a patient listener also. Well, your lip is larger on the bottom, then the top. So you’re a really good listener almost twice is good at listening as you are speaking and you know you’re good at speed, so the difference is all ego now blushing to what it was blushing cheeks metoo means you could still feel there must be some downsides. Where show me something, tell me about something that i’m shortcoming well, let’s say i needed to explain a project to you. The squareness of the bottom of your chin tells me i have to get to the point, which means i can’t tell you all about the details, but also my nose conveyed that to you to ration. But there’s there’s this point where you’re going, i don’t want to know how you’re going to build it. I just want to know when it’s going to be built, and so people who have a need to explain every detail will get very frustrated because you’re looking at and go, you know, i’ve got things to do. You just tell me what i need to do, and we’re done. This is embarrassing because she’s sizing happens there’s a pretty accurate this is not like fortune telling e-giving this’s, she’s anything? Is there anything else? Oh, absolutely. All right, one more. Go ahead. I’m getting paid now. I don’t want this is actually quite insightful. Portion right above your eyebrows is okay now for radio listeners. She’s putting her finger in between my eyebrows right in between her, i’m i mean, we’re not there’s no contact. She says that there’s no physical contact at all. It’s. Unbelievable. So this tells me that you like information in order. So you want to give me this first, then this then that in order. But i pluck my eyebrows. So if i had one brow straight across with the unibrow, not in style. No, this is the logic. This is, like minus flat right here. She’s again, she’s talking about the space between her eyebrows and the forehead. Right? So i have a logical personality. You have a logical personality. So you really want things in order? First, there’s a lot of people who you’ll see it’s just totally slanted back. Those people who they understand process and then they immediately know how it applies to them. Long term physiognomy is the physiognomy. Okay, that’s, the practice and google physiognomy and sharon abbott as well. We’re gonna go off this now, but that was that was that was pretty much on point. Yeah, i didn’t disagree with anything. You just told me about myself. I learned something. Dahna okay, let’s, talk a little about your you’re positive communication techniques since we’re talking about the way people like to communicate and your judging this by there by there face, right. What are some of the positive communication techniques that people should be using? Well, i think it’s really difficult for a lot of people to stay positive in what i believe is a perceived economy. Now, i cannot argue with the numbers, you know? We do have the highest unemployment rate of this time. There are fewer people donating to non-profits, you know, you kind of get point. So how do we actually project a positive attitude when we know that this is on everyone’s mind? So my attitude is no one came along, scraped up all the money and locked it up, and they’re not magically waiting to the day that everybody says, okay, take the money out now. So where is the money? It’s just moved, so when we’re communicating with people and we start thinking about all right, so what do i have to do to be that person that somebody wants to give, what they have allocated their ten percent toe a non-profit communicating in a positive manner instead of we need money, we need thio raise his phones, it would be when people are involved with our non-profit jesus, this is what we’re giving back to you, and the long term benefit for you is so it’s turning something around, you’re saying the same thing, but in a positive manner and making the person that you’re talking with more comfortable with the idea of being involved so the simple technique, but it’s phrasing. How you actually phrase what you’re talking about and allowing the other person. So this is where this comes into play. If you’re talking to somebody who has a larger upper lip, you make sure that they have more than enough time to talk. Kayman, let’s, let’s, give an example of fund-raising something positively that that in a positive way, we do that, that someone that i wouldn’t be well, take a negative and make it sort of a positive so people can understand making this positive communication. Give me a name. It’s, i’m cold rooms cold. I’m too cold in this room instead of saying i’m too cold and that’s an easy fix. Starting studies let’s, let’s put on a sweater. You don’t put on the jacket, you know, let’s, move a little bit. Start getting your blood moving a little bit so that you can actually be warmer. Come on. But let’s say challenging one would be i called all these people and no one is calling me back. Okay? Right. And that happens a lot. You know, when when i am actually very business oriented, which i think makes a big difference. A lot of people get into non-profit and they think it is not for-profit and non-profits have to be profit minded. So they have to know that they’re making more money than what it costs him to run the organization. So i do things like i make twenty dials. I know that ten people answered the phone. I know that if i leave five voicemail messages on ly one person’s going to call me back, is it worth my while to return those calls and call somebody who doesn’t call me back? So do i look at the possibility that that person is out of town busy, you know, family things going on and then call them again anyway. So my rule of thumb is you take a situation where somebody nobody’s calling me back, i don’t know what to do, and then they get into that funk. So how do you turn it around? So what i found is that for every organization there is a time a day, a day of the week that has the best return, so i call on monday morning at nine o’clock i’m not likely to get the right people that answer the phone because they’re setting up their week. They’ve got their sales meetings, whatever is going so i know that if i call at eleven thirty, people are kind of wrapping up their morning and they’re getting ready for lunch if i call it one thirty they’ve just gotten back for lunch. They might be late back for much. So there’s these windows of time ten to eleven one, two, three and i know that monday’s not the best day in friday’s, not the best day. So if i make my calls tuesday, wednesday and thursday, then i’m gonna have a much better ratio if i can improve my ratios even ten percent, then i improve my bottom line. So why not treat a business like a non-profit as a true business, actually track what we’re doing having results so that we know that if this isn’t working, we have to sure and start doing something. Most people keep doing the same thing over and over again, and it drives them crazy, right? The definition of insanity, but they don’t never realise all need to do a shift what it is that they’re doing so that they end up having better results. We have to stop there. Sharon abbott, one of her eight books is mixing it up. The entrepreneurs new testament one thank you very much for being a guest. Sharon. Oh, you’re welcome. Thank you, tony. Thank you. Even with my big lower lip. Tony martignetti non-profit radio coverage of the nextgencharity conference two thousand eleven. Thank you very much for joining us. Still able to speak with my fat lip? That was that was a lot of fun with sharon right now we take a break and when we come back tony’s take to get a little tony’s. Take two for you and some live listener love, and then maria simple with secrets. Stay with me. You don’t think that shooting getting ding, ding, ding ding. You’re listening to the talking alternative network e-giving. Thank you, cubine are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications? Then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way look forward to serving you! Hi, i’m ostomel role and i’m sloan wainwright, where the host of the new thursday morning show the music power hour eleven a m we’re gonna have fun shine the light on all aspects of music and its limitless healing possibilities. We’re going invite artists to share their songs and play live will be listening and talking about great music from yesterday to today, so you’re invited to share in our musical conversation. Your ears will be delighted with the sound of music and our voices. Join austin and sloan live thursdays at eleven a m on talking alternative dot com you’re listening to the talking alternative network. Oppcoll lively conversation. Top trends and sound advice. That’s. Tony martignetti non-profit radio. And i’m janna agger’s, senior vice president, products and marketing from blackbaud cubine. I got live listener love guangzhou, china ni how many listeners in seoul, south korea many there are many of you are you all together? Maybe you’re all together in a coffee shop in seoul? Do you know each other? I wonder but there are many of you there and of course i wish you an io haserot lots of lots more live listener love coming up so hang in, including domestic live listeners alright, i’ll tease a little bit brooklyn, new york live love to you live listen her love to you thank you andme or domestic live listener love coming! Tony steak two two weeks ago, i was at fund-raising day new york conference at the marriott marquis i was with remote producer john federico. We were on the exhibit floor, and i learned from fifteen guests it’s and doing nine interviews, including beth cantor, sarah durum, whose ceo of big duck and professor doug white from columbia university who’s been a guest before it’s. Great fun being on the exhibit floor, lots of people coming by saying hello, i know you. I follow you on twitter love the podcast it was really very gratifying. Thank you very much to everybody who came by listeners and new listeners as well, welcome and also want to make you aware that aria finger, who is ceo of do something dot or ge, has been a guest on the show and there in fact, there’s video of her conversation with me on engaging millennials on the youtube channel, which israel tony martignetti she’s still ceo at do something but she’s been appointed in addition, president of too much information or t m i, which is an agency of do something, and they’re going to lend to non-profits and other marketers do somethings, expertise and research in mobilizing eighteen to twenty five year olds in social change. That is pretty exciting, that’s it’s obviously a growing market, and they’re a lot of non-profits, i think frustrated trying to engage the eighteen to twenty five year olds so you might reach out to t m i or too much information and aria and her team will help you there. There’s more about both of those on my blog’s at tony martignetti dot com and that is tony’s take two for friday twenty first of june twenty fifth show of the year we’re roughly within a week of being halfway through the year. Um, right now i have for you another previous interview, this one with maria simple talking about sec corporate filings and everything you confined in those maria simple is with me. Now you know her she’s, the prospect finder she’s a 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 now you can follow her on twitter at maria simple. Maria simple welcome hey, tony, how are you today? I’m doing great. Thank you. We’re talking about secrets. What is the this securities and exchange commission data? Well, there’s a lot of very interesting data that we can look at as non-profits to try and find some potential new donors for us as well as maybe some people who are current donors that we just didn’t realize are connected to public companies as corporate insiders. So let’s talk about corporate insiders. I want to make sure that everybody really understands what that is. We hear so much, i guess, in the news about insider trading and it’s always, you know, portrayed in a negative light. And that means that people who are corporate insiders have done something illegal with information they have as as insiders. But basically, if urine inside earthy see defines you as falling into one of three categories, you’re either one of the top officers of the company. Uh, usually there’s. About five, six, seven people around that number listed. You are one of the board of directors of that public company. Or you just happen to be a person or an entity that holds ten percent or more of the outstanding stock of that company. So if you fall into one of those three categories, you must report all of your trading activity in that company to the securities and exchange commission. And all of that data is public knowledge. Okay, so insiders have to file with the company’s about there their holdings within the companies that they’re insiders for that’s, right? And then also, public companies also file with the sec. They must right. Right? Right. So, i mean, you know, the information can be found if you happen to know that a particular process effect is connected to a public company as a corporate insider, maybe they sit on the corporate board of that particular company you can actually go to that company’s website. And typically the tab that you would be looking for in a company’s website is called investor relations. Ok, for the companies themselves do have the data. All right, on course. We can also get it from the sec. But before we go further let’s keep it let’s. Keep each other out of jargon jail. Let’s. Make sure everybody understands what is a public company. So a public company is a company that is has issued stock and its trading on the market. I guess the most famous one that we saw go from a a private to a public company recently with facebook. Right? So, prior to that all of the information was private. Uh, no, no information had to be released to the public about salary information att saturday. Other compensation data. But now that they’re a public company and the public now owns shares of that company owns part of the company, they have to be able to report all the all the goings on all the various filings about, you know not only what the corporate insiders were doing, but obviously. All the data related to other financial information for the company it’s the difference between privately held on dh public that’s. Right? Ok, so what kind of data can we find about about what we’re interested in the people, the insiders, what kind of people? What kind of info can we find? Well, the interesting information you confined if somebody is a top officer at the company, you confined there, there salary and other compensation data, and they actually have charts of that data going back over a three year period so you can actually see whether they’ve had what their big salary wass what commit other compensation that they might have maybe bonuses, etcetera? Um, really key? I think teo looking at this data is stock ownership because very often a non-profit um, especially if they are in, say, in a capital campaign or an endowment campaign mode where they’re really looking for major gift trying to get a gift of appreciated stock, a supposed to getting a gift of outright cash from a particular donor could be very beneficial. So, you know, just understanding whether or not you have people in your own fund-raising database, whether or not they may be one of these corporate insiders who can give you stock that would be fabulous to know, and, you know, the screening companies can help identify that for you if you’re not able to self identify who those corporate insiders are in your database, okay? And there could be other there’s other stuff that’s disclosed as well, like all their their fringe benefits and things, right, which can include insurance policies, that’s, right, all their employment agreement. You know, you’ve heard of people who have these golden parachutes, right if they’re released from a company, so all of that is actually outlined in these particular employment agreement eyes that maria, i’m sorry is the agreements themselves or public? So, yeah, they they actually will say, you know, if this person is terminated, thiss personnel will be subject to earning x number of dollars, maybe even shares of stock upon their termination, but i’m just curious, can you actually see the language of their employment contract? Or do you think i don’t see the language of the employment contract but within the proxy statements which is filing statement that this information is contained within that’s where you would find really? That the juicy, the meat of it all that if that is of importance to you, if you have somebody who is, perhaps, you know, a corporate insider and maybe, you know, has just been let go or will be let go. You can actually find that information just like lurking. I would if i could see people’s employment contracts. But now all right, just some juicy details. Yeah, exactly. Details. No other juicy details that i like pulling out of this is also bios of the thie entire board of directors of ah, of a public company. So it’ll give somebody’s age. So right? Yeah. I mean, you know, you do plan giving tony, so understanding whether or not somebody is maybe perhaps even a prime planned e-giving prospect based upon their age that’s disclosed in this a statement, you have a bio that would contain where they’re currently employed other corporate boards that they sit on so very often i’ll read about bio yeah, within a corporate proxy. And then i’ll realize, oh, i didn’t realize this person also sat on another board of directors. Yes. So their insider over there too. Right? So then that makes me, you know, have to you know, then i know just from that key piece of information here’s, another area i need to explore as i’m doing my prospect research that they may actually own, you know, significant shares in this other companies well, right? And just to remind people that a way that you might find that someone is an insider because you might not know it is setting up the google alerts, the free google lorts that you and i have talked about a couple of times in the past, if you have those on your major donors, then information about them and the company that they’re an insider for, we’ll come right to your rage. Your inbox? Yes, i think it should you know why? Because when they have let’s say i maria semple, where a corporate insider, maybe i sat on the board of directors of the company. I just used to use me as an example, but now you’ve learned tripoint likelihood of that ever happening. So so even test really small it’s not even worth it. You’ll start using one of your other regular anybody but me. Yeah, you’re much better off if you have much greater likelihood of being inside of me. If i traded today in a public company and i were a corporate insider, i need to let the sec know within two business days. Oh, wow. Yeah. So, you know, from a product, you know, as a prospect researcher it’s. Terrific. Because you know that if you’re looking at particular filings, you will be able to see whether that person has how much stock they have within a two day accuracy period. Okay. That’s. Incredible. So, yeah, well, all of that came about, you know, and because of the recent financial meltdown, et cetera, in the early two thousand’s, but there was definitely some new laws that went into a fake into effect under the sarbanes oxley act. And so they ended up saying, okay, you know what? You used to have a longer period to let us. Now now we’re shortening it for two days since you mentioned plan giving earlier. Something else you might find out about his people’s retirement plans with the cup with the company that’s, right? That’s, right. So might give you some some idea there as well. Whether or not they’re gonna have maybe. You know, a significant amount of money that they were going to have to do something with. So, you know, why not know about that and be prepared to have a conversation with them? So we have just about a minute and a half before our first break, what? So you mentioned the proxy statement that’s one thing that has to be filed that’s filed by the companies or by the insiders, those air filed by the company’s once a year, once a year, they’re filed with the securities and exchange commission, they’re known as to other things actually notice of annual meeting of shareholders. You might see it turned that way, and then everyone of the filings that the sec has has a number and the number that course sponsor to these. This particular sec document is called death d f like crank death fourteen a and that’s filed once a year by the company. Okay? And those air all the different names for the proxy statement? Yeah, yeah, i mean, they’re they’re known as all these different things, but if you are on the website, you’re actually looking for form death fourteen a for that particular company again. It’s on the company’s website, though, is well. Ok, now we have just about thirty seconds before, before our break. There’s, there’s, annual and quarterly statements also, right? Yes, there are. There are definitely annual and quarterly statements, and they’re they’re more related to significant happenings within the company related to really financial goings on of the company itself, as opposed to individuals connected to the company. So for the most part, that’s, the type of information that they’re going to file annually quarterly. Okay, we have to take a break when we returned. Of course, maria semple stays with me, and we’ll talk about some of the places where you can find this data. Stay with us. You’re listening to the talking alternative network. Cerini are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people, better business people. Dahna have you ever considered consulting a road map when you feel you need help getting to your destination when the normal path seems blocked? A little help can come in handy when choosing an alternate route. Your natal chart is a map of your potentials. It addresses relationships, finance, business, health and, above all, creativity. Current planetary cycles can either support or challenge your objectives. I’m montgomery taylor. If you would like to explore the help of a private astrological reading, please contact me at monte at monty taylor dot. Com let’s monte m o nt y at monty taylor dot com. Talking alternative radio twenty four hours a day. Welcome back. I’m glad you’re still with us with a cracked voice cracks again again, like a thirteen year old maria, just briefly. What are the seance? Isn’t important to know the file. Name the names of some of these forms. What do these annual and quarterly statements called that people will be looking for? Well, if you’re looking for those quarterly and annual statements ten k and a k or those statements. But there are others that i think are even more interesting in terms of prospect research. In addition to that proxy, the death of fourteen a there’s, something called a form three and a form four. So form three is the initial report work that is filed by insiders as of the date that they become an insider or a beneficial owner of stock that will lift their holdings as of that day now, i would’ve thought that would be formed one but that’s not forme one yeah called for me. Okay, i don’t want confuse people. All right? It should be for more that i find very interesting is called form for, which would show any changes and holdings anytime that insider buys or sells their insider, stock and that’s the form that i was referring to that actually has to be filed within that two day period of that stock chance transactions. So let’s say there’s an example. Maybe a proxy filing may have been done and say april here for a particular public company. And here it is the beginning of september where researching this particular corporate insider if we only go on the data that was filed on the death of fourteen a document that proxy and it’s going to show the stock holdings as of april twenty twelve there’s a lot of time passed through several months. Did this person trade any stock during this time? We would like to know what their their holdings they’re still the same or not. So you would be looking particularly performed for to see if that person actually made a trade and stop between april and september, and then on the form it’s self it’s going to show you whether they bought or sold more stock, and then how many shares that they hold at the conclusion of that sale? So let’s say the conclusion of that particular transaction, i still own ten thousand shares. Of that particular stock, i can go on a web site that shows, you know, market activity. Boone is showing, you know, what’s going on in the stock market and get a general idea of how much that stock is worth in that portfolio. All right. You mentioned the corporate website under investor relations and investor information as one place too. Find this data where else? The government has its sec has its own site. Yes, the sea, which is dot gov does have a database called edgar free edgar’s. So that is definitely something that you can use teo to look for the information and using the website or even going to the corporate website is three. Two d’oh. Okay, edgar, i had always heard of edgar, but i didn’t know that it it stands for electronic data gathering analysis and retrieval. Yeah, that isn’t that smart of the is in that little clever of the sec. They should have, like, make a retrievable info analysis. And there would be maria. There you go. You should have maria get rid of edgar and replace it with maria. Okay, fun. We just have, like we just have about two minutes. Left. What are other sites where you can find this? Even though we’ve already identified some free ones, right? So a fee based site, actually, one that i myself subscribe to because i do so much of this type of research is called ten k wizard dot com and that’s actually part of the morning star document research of companies. So it used to be a stand alone, and now they’re part of morning stars. So ten k wizard, i find to be really useful. Their lowest subscription is roughly four hundred dollars a year, and it enables you to i just like the output of the data. I like the fact that i can put in an insider’s name, and it will show me every place somebody is connected to a corporate insider to lead me directly to the filings. And i can see a pdf copy of the filings. Um, so it’s it’s just a quicker way. So i would suggest for anybody who’s really going to be doing a lot of this, you might want to consider a subscription service, okay. Oh, really? They just worked. Works better than the edgar site or going to the companies. You know it, i think it just points to a lot of information very quickly. So as opposed to trying to sort through the information on the corporate side, etcetera, teo, sort through, say all the form four filings that exist on a corporate site to just see well, because it’ll just say form for, you know, and say the filing he’ll need to try and figure out what is this filing related to the person that i’m researching right now? Yeah. So, it’s, just the way you go about the research, i think it just becomes a little bit more efficient on some of the paid resource is maria sample is the prospect finder. You can follow her on twitter at maria simple. Her sight is the prospect finder dot com always a pleasure. Thank you very much, maria. Thanks so much. Have a great day. Thank you very much. I’ve got more live listener love newport, north carolina, cincinnati, ohio and reston, virginia. Thanks for joining us. Live. Love going out to you listeners in japan, metallica, tokyo for pete’s sake, it’s almost two. In the morning there. What do you what do you doing up listening to this why are you why are you listening? But i love that you are. Thank you very much next week. Intuitive brainstorming. Karen garvey is an author, speaker, intuitive and coach and we’ll talk about the new brainstorming and jean takagi returns he’s, our legal contributor and principal at the non-profit and exempt organizations law group in san francisco, and we’ll finish our discussion of the dan pallotti video. The way we think about non-profits is dead wrong started that last month when he was on insert sponsor message over nine thousand leaders, fundraisers and board members of small and midsize charities. Listen, each week you can contact me on the block if you’d like to talk about sponsoring the show. Our creative producer was claire meyerhoff. Sam liebowitz is our line producer shows social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules. I hope you’ll be with me next week on talking alternative broadcasting at talking alternative dot com. I think the dude getting ding, ding, ding ding. You’re listening to the talking alternate network duitz waiting to get in. Cubine are you a female entrepreneur ready to break through? Join us at sexy body sassy sol, where women are empowered to ask one received what they truly want in love, life and business. Tune in thursday, said noon eastern time to learn tips and juicy secrets from inspiring women and men who, there to define their success, get inspired, stay motivated and to find your version of giant success with sexy body sake. Sold every thursday ad. Men in new york times on talking alternative dot com. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com. We look forward to serving you. You’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. This is tony martignetti athlete named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays one to two eastern on talking alternative broadcasting are you concerned about the future of your business for career? Would you like it all to just be better? 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Maria Semple

Nonprofit Radio for June 7, 2013: Maria’s FAQs

Big Nonprofit Ideas for the Other 95%

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Tony’s Guest:

Maria Semple
Maria Semple: Maria’s FAQs

Maria Semple is The Prospect Finder and our monthly prospect research contributor. She does a lot of speaking and training and gets asked a lot of questions She’ll answer the most frequent, about researching individuals and foundations.


On Tony’s Take Two, guests from Australia! Sally West and Keith Wright share the Love Is campaign.

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Metoo hyre 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 it’s friday, june seventh. Oh, i hope you’re with me last week i’d suffer and our card itis if i heard that you had missed grow grass roots, michael o’brien, founder and principal of mob advocacy, had ideas on how to bring people to your cause with grassroots advocacy and divine devices desktops, laptops, tablets and handhelds. Scott koegler had tips for picking the right device. He’s, the editor of non-profit technology news and our regular tech contributor this week, maria’s faa cues maria simple, the prospect finder and our prospect research contributor does a lot of speaking and training, and we’re going to talk about what she’s frequently asked about halfway through the guests through my conversation with maria on tony’s take to keith, right, and artist sally west are in the studio. They’re joining me from australia and they’re going to tell us about the love is campaign it’s my pleasure right now to welcome maria semple back to the show she’s the prospect finder you’ll find her at the prospect finder dot com she’s a trainer and speaker on prospect research, her book is panning for gold. Find your best donorsearch prospects now you know her she’s are dyin of dirt cheap and free. And you can follow maria on twitter at maria simple. Welcome back, maria, how are you? Hey there, tony, how you doing today? Terrific. Lee, how are you? Just fine, that’s. Good. You do a lot of speaking. You go all over the country, i guess. Don’t you? Yeah. Mostly mostly in the north east. And every once in a while, unconference will take me elsewhere to speak. But for the most part, it is in the northeast area. Okay, mostly northeast. And you’re talking about prospect research for for individuals? Certainly. And what else? Well, also, i touch upon foundation research and business or corporate research. So most of the stuff so that people are interested in gaining knowledge on is on individuals. Ok? And before we start getting into the questions that you’re often asked and you know well, we’ll start with where you start. But when you’re given an assignment before you start going online or anywhere to any resource, online or library or, you know all the others that you have what do you what do you looking at in the assignment? And what are you thinking about? I’m thinking about what is the relationship that the person already has to the organization because that’s very important to know, and also what is the goal of the research? So is this person a donor prospect? Is this person perhaps being considered for boardmember ship at a large organization? And they’re trying to determine, you know what that person’s network is like and what that might bring to the organization? So i guess, you know, ultimately, what is the overall goal? And and is it for an annual gift versus plan gift versus a kn endowment or major gift? The goal of the gift is very important. Why? Why? Why is gift type important to what you’re going to be doing with that assignment? I might be looking for certain markers. You know, tony, if i were doing research, for example, on plan giving prospect, you know, age would come into play, i’m trying to determine where else they may have made major significant commitment, even if i could find maybe a multi year commitment, maybe through a foundation or so something like that. So, yeah, i’m interested in knowing their age. What? The goal of the gift iss and how would that distinguish from whether the person maybe was a prospect for annual giving? So for an annual gift, you know, they might they might be looking for somebody that could just sort of, you know, upgrade what they’ve been giving overtime, so i might be looking for well, if they’ve been donating to your organization at levels of one thousand dollars a year. But if i’m able to determine that they’re donating elsewhere in the community e-giving of five or ten thousand a year than that, that points to, well, we’re not asking for enough, you know where they are able to do more. So really just trying to determine where they’re giving where they’re at in their lives. Is this an appropriate time? T even asked them for a major gift. There might be something that would prevent them from doing so. Several kids in college things of that nature and as we are giving assignments to prospect researchers what information is helpful to you, it’s very helpful for me to have a person’s correct spelling of their names. So it’s interesting that’s. The first thing you say is that is that often not not correct? Every once in a while, i do come across a misspelling on a name, and i need to go back to my client and say, are you sure the spelling isn’t this way? You know, because i am finding somebody connected to that company but a different, slightly different smell, its spelling on a name, and then they’ll say, oh, yes, sorry, miss type that okay. Meanwhile, i’ve got off, you know, trying to look for a completely different individual. So, yes, spelling really important, do they have a middle initial? Are they a junior or senior? When i’m researching a male, um, their spouses named their home address and where their employees, even if they don’t know a lot about their employment history, sometimes that just knowing where they’re currently employed if there’s a common name, you know, if i’m researching tony martignetti probably not that common in there all distinguished, but there aren’t very many but were distinguished, you know, searching joe mccarthy. Yeah, that’s going to be a much more common name across the united states, so i would want to know exactly where joe mccarthy might be employed, so i know i’m researching the right guy. Okay, we’re trying to get into your were getting in your head today. I should’ve called the segment in maria’s head change it well, now it’s too late now we’re committed, but, you know, yeah, i want i want listeners. Teo, get the idea of how this process works for you. I mean, what it is like what you’re thinking about, you know, like i said, before you go to resource is anything else that that you’re you’re thinking about or or doing before you actually start the research process? You know, in this in this, like, thinking and analyzing process or stage, i should say, yeah, i mean, just really trying to get i think part of it, too, is making sure that you’ve carved out some quiet, uninterrupted time to do the research is probably important as well, so that when you’re able tto find and get yourself in a curious mind set, right, sort of like an investigative reporter mindset, so that when you’re about to start this research, if you see some sort of a clue that leads you to believe that there’s something you want to explore a little bit further, you then carved out that time and space and that mindset to be able to really explore something a little bit more in depth and also knowing when to stop knowing that every little bit of information that you come across might not even be relevant to the fund-raising process, okay, interesting knowing, knowing when to stop? No, we went to stop because you could really, you know, this is this is something i hear from people a lot saying, well, how do you know when you hit hit the right mark? How do you know when to stop? Because you could just sort of go on forever, right? You could just stay on google, for example, and just kind of keep going, but you really need to understand what what the goal is of the overall process. So, as i said earlier, understanding what type of gift you’re looking for, and then when you’re able to frame your mind set in that way, you’re able to understand what those potential pieces of information are that you’re looking for. Also, i’ll usually say to a client up front if i find information related to e-giving teo, your organization, i’m not going to note that. On my profile, because the assumption is you have that information already, so i don’t need to kind of repeat that in a profile that i’m sending back to you. All right? All right, on. I like that analogy of the investigative reporter that’s. Cool. Yeah. In fact, you know, one book. Yeah. You mentioned that one book when i first started out. Really getting into doing prospect research. I think it was called. I mean, look, i think it’s still having on my bookshelf here, i think it’s called the investigative reporters handbook. Oh, no, the reporters handbook. And that was kind of a neat tool to have on hand because it kind of gave me a bunch of resource. Is that people who do investigative journalism investigative reporting might be using and i thought, well, that must be a lot of the same resource is that prospect researchers might use? Oh, interesting. That was your very first book. Before you want one of your enterprise, i had kind of looked at and thought, well, this could be really useful. Awful for me to have, you know, on hand just in terms of resource is so i still have it sitting on my bookshelf every once in a while, i have to pull it out and look something up in there just to remind myself of a resource that i might want to check out. Okay, we have just a minute before our first break back-up what’s the well, is it going to vary where you go first, depending upon with the assignment is actually no, i do. I do have a first stop, always make, and it is a sea bass resource, and the reason why i used it is that it normally points me to a lot of markers that i would want to check out further on my own through other sources. So it kind of gives me a really good first overview glance of an individual and then has has be pointing to a lot of different sources, okay, you’re teasing us. You haven’t given us the name of the site yet? No, not yet. So what is it already? Well, on the way to after the break it out because you’re taking control. No, i run this show, you’ll say it now or we’re not taking a break. So what’s the name of the site. Sure, i’ll say it now, so the site is wealth engine. Okay, now we’re taking a break, okay? Marie goes to wealth engine first. We do have to take a break, come back in a couple seconds, and she stays with us, and we’ll keep picking maria’s brains. Find out how this prospect research process works will stay with us talking alternative radio twenty four hours a day. Are you confused about which died it’s, right for you? Are you tired of being tired? How about improving your energy strength and appearance? How i’m rika keck, holistic nutrition and wanda’s consultant? If you have answered yes to any of my questions, contact me now at n y integrated health dot com, or it’s. Six for six to eight, five, eight five eight eight initiate change and transform your life. Are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication, and the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office need better leadership, customer service sales, or maybe better writing, are speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes, or get your human resource is in touch with us. The website is improving communications, dot com, that’s, improving communications, dot com, improve your professional environment, be more effective, be happier, and make more money improving communications. That’s. The answer. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back to big non-profit ideas for the other ninety five percent. We’re pre recording this week those air listening live on friday at fund-raising day in new york city, doing a podcast interviews for future shows. We’re on the exhibit floor and the marriott marquis hotel all day friday, doing interviews of speakers at at fund-raising day. So i can’t send live listener love, but i know there are live listeners out there we know california has certainly checked in, of course, often texas and oregon, north carolina, very frequent listeners. North carolina on dh asia konnichi wa for our japanese listeners in china and taiwan, always checking in ni hao and in korea on yo haserot and we’ve had occasional listeners for listeners from australia as well, not every week but occasional and that will play into tony’s take, too, because my two guests on tony’s take two r visiting from australia. Okay, maria simple, you goto wealth engine first. Why is that? I do? Because it very often will point me toward key pieces of information that i want to explore further, such as, uh, property ownership, primary and secondary properties that they might own it would. Point me toward cos that they’re connected to foundations, they’re connected to political giving charitable giving, so it gives me a lot of great information for me to then say, all right, these are all potential places. This person either is now or has been in the near past connected teo, so let me then go on to some other resource is to explore these further. Now, what about people who don’t have the budget for wealth engine? You said it’s a it’s, a fee based service? What right do you know? I would say google google could really be great, but you know what? You want to go to the advanced search page of google? So you’re really using it efficiently, and you’re able to really narrow down your search results so that you’re not getting thousands or potentially a million hits that you need to kind of comb through. Andi, i think we’ve given this site out before if we talked about the advanced search pages google in the past? Yes, we have. So why don’t you just remind listeners how to get to it so you can go to google dot com forward slash advance underscore search and that brings up a completely different search page for people to take a look at. You can look for things as an exact phrase. You can look att specifics. Right? So let’s say, you know that a particular prospect toe went to columbia university and you’re trying to figure out in your head. Well, how do they still maintain a relationship with columbia? Are they donating their are they serving on the board? There? You can actually narrow down your search results. Two on ly include hits that are on columbia university’s website. Okay, so for ah, for those of us who don’t have wealth engine google, advanced search. Very good place to start. Yeah. Okay. Um, you mentioned setting aside a block of time to do this research. How long should you set aside? How long can we estimate how long this is going to take when you have an individual’s name to research? And in particular, if you’re trying to research a couple, you should probably set aside roughly four hours of time to research an individual’s name. Okay, four hours. That’s. Quite a block it’s a half a day? Yeah. You know, i mean, you know when when you’re talking about doing this, this level of in depth research from the time you’re doing the research to the time you’re typing it, you know your data either into a ah word of file, or write straightaway into your donordigital base and populating it there that’s kind of the ideal, you know, it’s going to take you some time to gather the info phone and then type it into where it’s going to make sense into a nice profile for for the development officer that’s going to use the information? Um are you ah, are you ever asked? Hyre why should we use the the fee based resource is if if we have free ones, yes, i am asked that all the time because, you know non-profits especially, i would think a lot of your listeners tony, have very tight budgets in terms of what there of really going to be allowed to spend, but what i find is that paying teo use some of the fee based three sources really cut to the chase and get to the meat of the data that you’re looking for very quickly. So, you know, although you might sound like you know, off the top of your head, you know? Well, why do we need to spend, you know, two to five thousand dollars or something for a particular resource when i can access a lot of that information for free? Well, yeah, you can access a lot of it for free. However you’re going to all these different sites. And now with your time of going to a ton of different sites to find this information versus having it all gathered in one place on dh. You know, as i said, it really kind of just cut to the chase, so you’re going to spend the money somewhere, whether it’s on a fee based resource or on bath time to do the research. Okay? Ah, that’s a frequent tradeoff time versus money, but you’ll be more efficient if you can invest in some of these. If if someone had a limited budget, what what of the resource is you’d suggest paying for first, or does that vary based on the task? May be, you know, i think it would very based on the task, so somebody role is really just to do foundation research, right? Then they might want to expend their their research budget on sources that that really focused on foundation research. Now, if somebody’s role is really on on ly in researching individuals than they would want to set aside some funds for screening companies such as the wealth engines of the world to be able to really cut to the chase and it would allow them to then research more people in a given week. Okay, you see what i’m saying? So you know, when you’re talking about spending four hours on a name, you know, look at how many names one person than khun research potentially in a week, all right, way, and we’ve talked a lot about the foundation center for foundation research hyre is that one that you would recommend if if we’re going to invest in something on the foundation side? Or or is it something else? I don’t want to get in your mouth, you know? No, i usually use a combination all used a combination of three resource is when i’m using my foundation research the foundation center, by the way, you can access their fee based research, the foundation’s center online foundation directory online i should say they have that available at a lot of the cooperating collections. So there you can use that resource for free if you’re willing to take a trip to a nearby library that houses a cooperating collection. Um, otherwise, i would say he based i like to use foundation search dot com. I really like the way they aggregate their data and the output and hyre let’s say i’m researching for a social service agency right versus an educational institution. Say my client is a social service agency i’m interested in seeing. Well, what are the gifts in that particular category? Are they you know what? Air the range size of gifts so that i can hone in specifically on this resource i can hone in on just the social service gives it that foundation has made, and i can print that out on an excel spreadsheet and save it in a spreadsheet, i should say. And then send that to my client so they can see a sampling of the gifts that have been made in that category. And that one was foundation search. Dot com. Yeah. Okay. Is there another one? One more that yeah. Guide stars. Very good. Well guide star has a very good research capacity, and you can do both free and fee based research on guide star on the really cool thing is that if a non-profit maintains their own data on guide star than they are actually granted access to their their premium search level source. So there’s kind of ah, a double bonus really? To maintaining your own data on guidestar. Ok. And that’s also on that’s still on the foundation side, right? Guidestar. Yeah, because you’re able tto look at guidestar kind of monitors both non-profit organizations and foundations. So you can get dad on both in that source, let’s, go to the individual side. If if someone is willing to invest in able to invest in some paid resource is what do you like first couple? You know, top few on the individual side help you that i like are as i mentioned already. Wealth engine another one i like is i wave. Um, i waive has a number of resource is that they have under their banner. And they actually just changed up in the last couple of months where you can now input one person’s name and it will research. Across all the different sources that they have, such as zoom info, power search, they have foundation information, e-giving data sabat the property information. So i like, i like that resource very much as well. Okay, we’re picking the brains of maria simple, the prospect finder and our monthly prospect research contributor, trying to get at what this process is and getting at it through the questions that she’s asked in all the seminars and training that she does what’s what’s something else, maria, that people frequently ask about research. On the individual side. They wonder how. How they should be looking at people versus couples, you know, they say, well, should i? If i have the name of an individual, um, is it necessary for me to be looking at what their spouses doing? And i always say, you know, if if you can come across that data and have the time to include that in your research, i think it is important because most people are not making their philanthropic decisions in a vacuum, and they’re making those decisions as a couple, whether they’re donating from a personal cheque book or a foundation checkbook. So i really think that if you can find out where their spouses also spending time, volunteering on a board or where they’re donating elsewhere, i think you’d be really good to be able to include that if you have the time to do so, we’ve had guests to recommend that the relationship should be with a couple where, where the where there is, where there is a couple just for a deeper relationship, just as you said, there’s influence one person to the other. It’s just a, you know, it’s a broadening of the relationship, why have why have the relationship only with one person out of a couple, if you can include both right, right? And, you know, and then extended to potentially multigenerational, you know, a t some point, if you want to be able to have that legacy, continue with that family, you know, as the children start to mature and come into their own and become part of the overall, um, charitable decisions that that that couple maybe making and become more aware of it and that happens, you know, as you well know, tony at all different ages and levels depending on people’s, income and so forth, so e think it would be important to start including their children, and some of these maybe have family friendly activities for that younger set and start getting them engaged, or at least event invitations, even if even if the other, even if the kids can’t come just the thought of of an invitation i think is important. Yeah, absolutely. Okay. What’s, another f a q that you get on individual research. People say to me, you know, i’m interested in their network, uh, you know, i just really get need to get a handle on their networks. And people get hung up on that phrase and, you know, the key thing to keep in mind is a prospect. Researchers i don’t have access to certain key pieces of information that make up networks. We don’t have information about the liability side of somebody’s equation. So while i’m able to tell you how much somebody paid for their home, what the home is valued at now, how much taxes they pay on that home, i don’t know how much debt they’re carrying, not only on that home, but credit card debt and so forth never access things like credit reports, so yeah, you don’t you don’t know the liability side of a person’s balance sheet. No, no, we we can get, you know, a pretty good handle on the asset side, but not on the liability side. So a true picture of network is not something that that we have access to. Why is that important? Why would someone get hung up needing to know networth? You know, i think it’s just because it’s one of these phrases that’s thrown around out there, you know, somebody’s got a network of whatever. And, you know the forbes list somebody’s. Network, you know, on ford, but it doesn’t the net worth, i think it doesn’t even matter as much as the relationship as the person already has with the nonprofit organization or the potential for that relationship. So, you know, somebody could have a much lower networth paper but have a really significant and deep relationship with a non-profit very committed, and they’re going to be a probably a much better donor. Zampa lt’s for your small little amount profit helping in geographic community, of course, and the network’s number it’s really not something that people really should be getting hung up on. Yeah, it sounds like a red herring to me based on, you know, even just a different goals that you mentioned earlier of research. I don’t see where networth would would have a lot of value. Yeah, but, you know, it seems like it shouldn’t, but i get asked that all the time. Well, you know, you able to tell me so and so’s net worth and it’s a little bit of an educational process. Sometimes when i have to come back and say no, and this is why okay, just a minute or so again before before another break, what about political giving is that is that relevant before we get into where you might do it? Is that relevant? I do like to include political giving information, some non-profits, you know, our kind of supercharged in one direction or another politically, so it is kind of important to know where prospect might lie, but i think it just gives it a general marker as two again, where somebody’s capacity is. If they’re able to make donations annually of, you know, two thousand five thousand dollars to political donations, i think it just gives you another indicator of overall capacity for somebody to be able to donate to your non-profit. Okay, we’re gonna break there, and when we return, it’s tony’s, take to live guests for tony’s, take two from australia, and then we’ll continue our conversation with maria picking, picking maria’s brains will stay with me talking alternative radio twenty four hours a day. Are you confused about which died it’s, right for you? Are you tired of being tired? How about improving your energy strength and appearance? How i’m rick, a keg, holistic nutrition and wellness consultant? If you have answered yes to any of my questions, contact me now at n y integrated health dot com, or it’s. Six for six to eight, five, eight five eight eight initiate change and transform your life. Are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication, and the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office needs better leadership, customer service sales, or maybe better writing, are speaking skills. Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes, or get your human resource is in touch with us. The website is improving communications, dot com, that’s, improving communications, dot com, improve your professional environment, be more effective, be happier, and make more money improving communications. That’s. The answer. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com hyre welcome back time now for tony’s take too and i am really i’m pretty excited to have live guests for tony take two. This is very rare joining me from australia. Keith right, and artist sally west here to talk about the love is campaign welcome. Thanks, tony. Sally, you literally flew last night, right? You arrived last night. New york city. I’ve had two hours sleep. Okay. Excellent. So, that’s. Why you’re here in new york. There’s. No time for sleep. We don’t know where you’re coming from. Where? Where? In australia. Sydney, we’re okay. But where’s blue he’s baby, you’re blue. He’s beat, right. That’s three and a half. Hour’s up, because what is that? Where you told me? Thats the paradise ijust moved from, you know louise beach tonight. No reason that i was going to come to the match. All right. Living city. Deal on the base. Okay. And keep your in this city. It’s, the australian city. Okay, i know sally’s an artist. What? What is your work, keith? Social entrepreneur. Okay. And what’s, the love is campaign that brings you to new york. You were putting on a vent on in july, which is to provide young people in new york with the opportunity to share with the world what love’s all about and it’s. Very exciting. I’ve been meeting with a lot of people in new york in the last few days and yeah, sensei stone okay there’s, a book there’s film there’s art acquaint us with some of this here we’ve created a book celis panting is on the front of the book and there’s impressions of love from around the world. Six continents have been covered with a short film on the website which talks about love, and we’re in a film festival at the moment in new york as well. And what what festival is that? That’s, the picture start film festival, which is running in this week this week? When does it in thursday and there’s unfortunately, right. So listeners not going to get that? Because streams on friday, but, sally, you have a show that’s affiliated with the love his campaign. Is that right? Or the show is separate or what? Well, it’s, a way to promote the project with the campaign. Okay, and tell us about your show. It opens on the fifth of june and it said the artifact gallery in new york, heidi for orchard street in lower east side, and the work’s, uh, a, um, and oppression, i guess you’d say off the of what i see as the beauty ofthe people’s lives that they create out of the chaotic out of their own chaos, poor ones, working on two hours sleep, but again, welcome to new york way thrive on that. Is that’s that’s actually a luxury you’re lucky to get teo. You’re trying to capture love in your heart. Yeah, love is one of the aspects. Beauty and peace, definitely so there’s, a very minimal color palette, and harley, textured and holly chaotic works, i would say. But within the works is when you stand back, there’s a simplicity in the workers well, keith, you want teo connect with non-profits in the u s, right? Very much. The case part of our trip this time is to connect with charities that are working with young people they would love to be. I would speak to those guys about the event, which is an art i intended a vent in july event takes place on the twenty eighth of july. We’ve got some campuses that we’re going to be taking around new york and having the opportunity for people to write what they think love is on those campuses, so we’d love to hear from other charities in new york and especially charities, they’re looking to raise their awareness and consider increasing their dahna poles and i want to spread a message to the world and charities that are working with children that that would be great, yeah, and and or suicide, we’ve got a project that were doing in australia around on suicide prevention, so we’d love to hear from a suicide prevention charity, too. Ok, you’ve already got a couple of charities that you’re affiliated with, correct? Yeah, we’re doing some. Work with the women worldwide initiative in new york. The point. And this week we last week we signed with let world which is a global charity. And that was a very exciting step towards describe how can listeners reach you if they wantto during the campaign that they can visit the website, which is www book love is on those details on their how to connect with us on email address. Well, they can email me directly at keith at square shaped circles. Dot com okay, say they say that your email i just one more time. It’s keith k i t h at square shaped circles dot com. Okay. And the website is book love is dot com. Correct. Okay. And sally west’s show at artifact gallery on orchard street in new york city. Runs until when? Sally from the fifteen. Twenty third of jean. And you, khun, fund out more information about the show on my website, which is w w sally west at dot com sally west art dot com sally west keith, right. Thank you very much for joining me. Thank you very much. Time for pleasure. Good luck with the love his campaign. Thank you and i will see you at the opening tomorrow night. Thank you. Thank you for real pleasure. Thank you. Thank you. Returning teo. Maria simple. You’re still there. Maria. I am here. Okay, but let me just say that. That was i’m sorry. I’m not a sequence. That was tony’s. Take two for friday. The seventh of june twenty third show of the year are almost already halfway through. Twenty thirteen. Okay, uh, let’s. Continue. Maria. We’re talking about individual research and picking your brains. We were talking about political giving. And if if that is germaine to the goal of our research, where can we find it? One of the easiest places to go to their number of resource is but i like going to the web site of the federal election commission. So that’s f like frank s e c dot gov and you can search by an individual’s name. Um, if that individual also has a very common name, they have actually an advanced search page. So if you knew that person was from a particular state, you might focus your research down to having that person’s name affiliated with that state so that you’ll know. That that you’ve got the correct person, but what i also really like about that is sometimes i’m only told that, you know, well, this person is, uh, this is their name, and we think they’re affiliated with the construction industry, but we don’t have their address or we don’t have their work address that’s not a lot going on name, and we think they’re affiliated with the construction industry. Yeah, they won’t have very much information to tell me a memory told you earlier, it’s often helpful if i’ve got their address and but if i don’t have it on biff, i’m not able to readily find it what’s kind of interesting is that on political donations, when you make a political donation, i think the minimum is two fifty or more it’s either two hundred or two fifty or more than it becomes part of public record and searchable on this fdc database. Part of what they provide in making this donation public is a gn address and very often an employer affiliation. So sometimes that those air the missing pieces to my puzzle, i’m able to find it through their political giving. So that’s kind of an extra bonus to looking at their political giving. I find anywhere else besides ftc dot gov, uh, there are a number of sites out there i think mother jones is one of them. Certainly the major resource is that i mentioned earlier, like wealth injun and i wave, they do aggregate data as well, but i do like to see that recap right on the f because i think that’s probably the source that a lot of these aggregators they’re getting it from anyway. Okay, ftc dot gov sounds like a big site. Where do we go after we’re at that? That rude girl? You would want to do a search for a campaign contribution by then. And you can search by individuals name um, so that’s very useful, you know want one caveat that i should mention about that sight, though, is, um, you you can’t use the information it says very clearly on there that you can’t use the information for any solicitation purposes at all. So really, i just do that is part of my overall data that i’m gathering on somebody, but you do need to be careful about using it to proactively prospect for new people, and by that, i mean, the resource allows you to go in and search by zip code and find out who all the big political donors are in a particular zip code. But they say that the data is seated so meaning that i don’t know, i think i don’t know the federal government’s watching to see who’s going to download the list and then mass, you know, mail out to them on so they might throw some fake names in there. Maybe i’m not sure or no, you’re names of people who work for the federal elections commission to see what, what nefarious things people might be doing with the names they find, right? So, you know, i would just be very careful don’t use the data to proactively prospect, i think that would get you in trouble, all right? And this this type of political giving, we’re talking about onl e-giving to the major political parties, is it? Is it on lee republican and democratic parties? Or does it go a little broader than that? There’s e-giving teo to political action committees as well. So yeah, i mean, it is pretty broad, it is pretty broad, so i do like to at least include that the person you know, i might even just recap it on my profile the person has donated in the last five years x number of dollars toward political campaigns, and then i might note if i can find it, you know, most of them are democrat versus republican, you know, for example, so if the non-profit needs to know more, i can actually expand on that and show exactly what gifts have been made to which political candidates can we get to the data on giving to the five oh, one c four’s that are in the press a lot because they’re the ones that were mostly not exclusively but mostly targeted and flagged by the irs determinations unit, which i’ve talked about a couple of weeks ago on tony’s take two. Can we get to that five or once before those those social change organizations? I’m not sure i don’t. I don’t recall ever seen five oh one c for specifically, but that’s a good one for me to explore. I’m kind of curious about that myself. Now that you’ve brought it up, i would have to dig a little bit. Further and find out about that. Maybe we can talk about it on a future show. Make a note for myself to find out about five a onesie for it. Okay, i think a feature of them is that they don’t have to disclose their there their donors, i think, well, i could be wrong about that, but you’ll know, because you’re going to do the research this’s the value of having regular contributors of prospect researcher like these assignments i’m giving out left and right, yeah e-giving the work. I had no idea i’d be getting a work assignment. Okay? Things i didn’t have enough teo it’s helping you prepped for the next show. This is this is a valuable aid for you. I think so. Okay. Um okay. What else? What other people? What other things are people asking you about on the individual sabat still individuals people are also asking about. They want to know if a z a general marker for wealth, they would like to know if people are owners of yachts or planes, and both of those are also part of what one can find out in the public record field. So you want to talk about some of those resources since they’re not to come and what you just listen, you know, two or three. Okay, so the yachts are all registered with the coast guard on. So the coast guard does maintain a website. It’s a little cumbersome. I actually goto ah, very inexpensive sea based resource to do that research it’s called boatinfoworld dot com dahna you can research by person’s name and find out they own a yacht. And on the airplane side you can go to the f a a website, the federal aviation administration you khun search to see somebody as a pilot license. You can also searched to see whether they were their company would own a plane so that, you know, is other pieces of information that if somebody is really, you know, high net worth individual, they might have one of those two items. Okay, for the rest of our conversation, we’re going to switch to the foundation side because that’s important too just a minute before a break. How do we get started on the foundation side? And then we’ll have time or after the break, i think probably a great place to start. Then would be just to go to two foundation center and find out for free whether or not that that last name might have foundation affiliated with it. But sometimes people don’t always use their name. They’ll come up with some sort of a creative name for their foundation, so that would be the easiest way to start is to go there with a guide star and find out and foundations center guidestar sighted again because you can do it for free on those two sites just to run their names through the search field. Okay, i know johnny carson was famous for that. I think his foundation was like the john w foundation or something like that. It was something obscurely named. We’ve got to go away for a couple of minutes. When we come back, marie and i will keep talking on maura about foundation research will stay with us. I didn’t think that shooting good ending things, you’re listening to the talking alternative network e-giving good. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you, too? He’ll call us now at to one to seven to one eight, one eight, three that’s two one two, seven to one eight, one eight, three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Hi, i’m ostomel role, and i’m sloan wainwright, where the host of the new thursday morning show the music power hour. Eleven a m. We’re gonna have fun. Shine the light on all aspects of music and its limitless healing possibilities. We’re going invite artists to share their songs and play live will be listening and talking about great music from yesterday to today, so you’re invited to share in our musical conversation. Your ears will be delighted with the sound of music and our voices. Join austin and sloan live thursdays at eleven a. M on talking alternative dot com. You’re listening to the talking alternative network. Schnoll i’m can burger of charity navigator. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Dahna ken berger is so modest he’s, ceo of charity navigator and he’s just been in the news just so i’m quoted in the new york times, um, around around disaster aid. Yes, i think it was in the wake of the dahna moore oklahoma tornado, he was quoted, you know, making the point that there’s a tension between getting money, two victims fast and vetting where that money goes so that it goes to people who actually need it. But anyway, can burger, ceo of charity navigator, was a guest has been a guest. Maria, what we’ve been talking about so far on the foundation side, that was whether an individual is connected to a foundation, right? That’s, right? Ok, or whether they might have their own, their own foundation or what if you want to know if they’re on the board of a foundation. So there that’s where i do get into the fee based resource of foundations search dot com because i’m able to put in an individual’s name and find out if they come up connected as a trustee of a foundation. So again, even though they may not have their own family foundation, they still have access to another foundation as a trustee, i want to know that that’s really important information for me to know about, ok and yeah, and, you know, one, you know, one of the other things we didn’t touch upon with regard to individuals, and it kind of relates to foundations as well is whether or not somebody’s a corporate insider at at at a public company, meaning that they would own significant shares stock of that company, and then as an insider, they have to report that to the sea. Sometimes what people will do is they will take on, and that will be the influx of cash, for example that that foundation received. So if i look through and at a particular foundation, and then i see that the foundation has had an influx that year of x number of shares of stock, or or that the foundation that happens toa hold a large position of a particular type of stock that’s kind of a marker two mated. Somebody connected to that foundation may have been connected to that company. Where there’s that large dog position. And now give me another piece to the puzzle that i might want. To explore further, very interesting. So you’re looking at the finances of the foundation, not just what they give to and what the timeline is for sending your letter of inquiry and things like that. Yeah, because if i don’t really know that much about the person and i’m trying to figure out what their work history has been about, andi are connected, as they said to a foundation or ceding their foundation with stocks of of a particular company, then that might be something for me to look at, see if their name is connected to that company and maybe some news resource. Is there something like that? Maybe they’ve retired recently from a company so it’s very important for me to try and figure out, you know where that where that money is coming from that that’s really financing that foundation? Okay, all right, so, so but i’m exploring it from the from the researching, the foundation side. You look at the look at the finances in the sources of their giving as well as you know, other than mission related things. Yeah, sometimes sometimes it is important for me to have that piece and, you know, we’re also, it’s very important to know where they’re the foundation has their money invested is i was once doing research for american cancer society, and they wanted to make sure that the foundations they were approaching did not have significant assets, i think or any assets invested in stocks related to tobacco. And so my research project became very different at that point, right? Because i had to try and figure out well and, you know, and some of the, you know, sometimes it’s not as evidence there was remember what the company wass that had a significant position as a subsidiary company owned this suit very company that was tobacco related, and it didn’t it wasn’t apparent at the outset we figured out what that company really did. What is something that you’re back to our f excuse that you’re asked often about researching foundations, so they want to know, you know this foundation give to pre selected organizations, so on page nine or ten or so of a neiers, every every foundation files an irs nine, ninety pf and about page nine or ten of that of that form, it’ll have a little check box that a foundation. Can check off if they get to pre selected organizations or not. And it’s really important to know that because it could really just be a dead end foundation for you if you’re trying to knock on that door and they’re just not accepting any proposals in that case, what i say to a non-profit is, look, if your mission is so perfectly aligned to what that foundation likes to fund let’s, try and figure out if a member of your board perhaps has a connection to somebody who the trustee of that foundation so we can at least open a dialogue because just sending an outright proposal it’s really not going to get you anywhere that sounds like the first thing you should look at if you look researching the foundation is jump to whether this check off on page nine or ten is checked about pre selected organizations only right that you spend half an hour researching a foundation on ly to get to page nine and find out that you wasted half an hour, right? Exactly. But you know that resource that i mentioned earlier foundation search dot com? Actually, you can if you’re searching for foundations. Say, who donate to the arts in your particular state? You can actually tell the source toe on ly search for foundations who accept who are accepting proposals so you can actually have the tool. And again here that’s where you were talking about, you know, was it worth paying for a tool or not? Here’s a resource that will help you cut to the chase is to knocking all those other foundations off the list for you so that you’re not spending any valuable time researching it unnecessarily. And the thing that we’re going to end with is how would you execute your suggestion to find out whether one of your one of the board members on the board you’re doing the work for has a connection with someone in a foundation that that only gives to pre selected organizations? So what i’ve done in the past for some of my clients is i’ve taken those organizations that give only to pre selected may be saying in their in their county or their geographic community that they serve, um and i will outline the list of all the trustees of those foundations and circulate those names on a spreadsheet. With the members of the board and ask himto identify. They have any connections if they happen to know any of these people. So it becomes a very different task when you approach a development committee meeting or a fund-raising or ah general board meeting and say, you know, dj, does anybody have a foundation connection that they know of versus ifyou’ve proactively gone out and sought out the names of foundations in your community that you just need some help getting doors open, too? Put a list of names in front of them of those trustees. Then it becomes a very different meeting in a very different conversation for those who are interested in strategy around foundation grantspace ship. I’ve had a guest, john hicks. In the past you could go to my blawg twenty martignetti dot com and search for john hicks. H i c k s pull up that show where he was a guest and he took he talked a lot for an hour about the strategy of approaching foundations. Marie, we have to leave it there. Thank you so much. Thank you for having me my pleasure. As always. Each month, maria simple is the prospect finder and you’ll find her at the prospect finder dot com next week it is software selection. Don fornes, ceo of software advice, leads us through the software selection process for non-profits and amy sample ward returns she’s, our social media contributor but she’s no longer membership director at intend the non-profit technology network that you get booted out, we’re going to talk about it, she has an announcement, i’ll leave it! I have to leave it at that insert sponsor message over nine thousand leaders, fundraisers and board members of small and midsize charities. Listen to the show each week you can contact me on my blogged if you’d like to talk about sponsoring the show. Our creative producer is claire meyerhoff janice janice taylor line produced today’s show our social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules, and as you’re listening on friday, june seventh, we are remote at fund-raising day at the marriott marquis in new york city. Oh, i hope you’ll be with me next week, and i hope next week you will have been with me. This week. Otherwise, i’ll suffer some serious, but not life threatening disease. You’ll find us every friday one to two p m eastern at talking alternative broadcasting at talking alternative dot com hyre. Hyre i didn’t think the shooting. Good ending. You’re listening to the talking, alternate network, waiting to get in. Cubine hi, i’m dahna and i’m done were certified mediators, and i am a family and couples licensed therapists and author of please don’t buy me ice cream. Our show new beginnings is about helping you and your family recover financially and emotionally and start the beginning of your life. We’ll answer your questions on divorce, family court, co parenting, personal development, new relationships, blending families and more dahna and i will bring you to a place of empowerment and belief that even though marriages may end, families are forever join us every monday, starting september tenth at ten a m on talking alternative dot com are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications? Then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way look forward to serving you! You’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. This is tony martignetti athlete named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcast are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology no reality, in fact, its ideology over in tow. No more it’s time. 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A Charity Did What Charities Do

No Smoking Guns courtesy of David King on Flickr
No Smoking Guns courtesy of David King on Flickr
Last week The New York Times exposed Beth Israel Medical Center’s fundraising operation as it became public through documents related to a will challenge by distant relatives of Huguette Clark, a wealthy woman who lived her last 20 years in the New York City nonprofit hospital. She died in 2011.

From the Times’ account, I see very little wrong and nothing egregious. New details may emerge and I’m analyzing what’s known today based on the linked article. (I’m much more interested in where the story ends.)

Ms. Clark was a major gift prospect, as she should be. She lived in the hospital for a long time and had her faculties.

Fundraising staff researched their prospect and the CEO was actively involved. All CEOs should be engaged in major gift fundraising. They wrote memos to each other and to the file.

It’s true: people inside charities routinely talk to each other about fundraising prospects and donors. They keep records in databases and paper files. They hold strategy meetings to manage relationships.

That’s what charities do.

It’s what they have to do to get gifts so their doors stay open. It is the way fundraising gets done in the charity business.

Surprisingly, the Times article lacks this context. There’s no commentary from a person with knowledge of fundraising practices to say, presumably, that there’s not much in this story that’s out of the ordinary.

What I didn’t like is the unprofessionalism of some notes and the unbridled exuberance that led a staffer to use seven exclamation marks to announce a gift of a painting. And there are snarky comments, too.

Those instances were poorly judged and thoughtless. Not illegal. Not unethical. Just thoughtless.

Never put in writing something you wouldn’t want the person you’re writing about to read. Keep your notes factual.

My greatest interest is the last paragraph of the Times’ article. Within 20 days of signing her first will, which did not include Beth Israel, the CEO met with Ms. Clark three times. Three weeks after the last of those visits she executed a new will with a $1 million bequest for the hospital. That’s the will under dispute.

Now we’re squarely in my territory, Planned Giving.

  • Did an attorney prepare the wills?
  • Did the same attorney prepare both?
  • Were they executed in compliance with New York law? (The first will is dubbed “sparse.”)
  • Were the attorneys recommended by the hospital?
  • Did hospital staff have meetings with the attorneys?
  • Who paid the attorneys?
  • How many people were in the three meetings with Ms. Clark?
  • What was said?
  • How did she react?
  • Did other staff meet her between the two wills?
  • What did they say and how many people were in those meetings?

Nearly everything leading up to the first will is business as usual, as far as we know.

For me, the end of the story begins the most interesting inquiry.