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

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Me: 5-Minute Marketing for Planned Giving

The best person to reveal my wildly simple Planned Giving promotion tips is me.

 

 

 

 

Maria Semple: What’s Fair Game?

Maria Semple

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

 

 

 


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

Nonprofit Radio for July 28, 2017: 350th Nonprofit Radio

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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 it’s our three hundred fifty and show you heard that live music scott stein is with us and lots of other people. Thank you, scotty, you’re welcome. We’ve got two listeners of the week first. Dan kimble he’s, a product specialist at apple, owes software he’s always tweeting and retweeting aboutthe show very grateful. This week, he posted congrats to tony martignetti and his upcoming anniversary show, grateful for you’re and mr show, grateful for your promotion of non-profit work. Dan, i’m grateful to you for your support of non-profit radio. Thank you so much. Congratulations on being a listener the week on show number three hundred fifty also fund-raising fox they’re on the road right now between buffalo grove, illinois and downtown chicago. They tweeted that this will be great road trip listening to which i retorted, this is like an hour trip from buffalo grove to chicago that’s like that’s a commute? Not a not a, not a that’s, not a road trip, but okay, if you insist, maybe in chicago that’s a road trip congratulations. Fund-raising fox drive carefully even though you’re only going across the street, thanks for being with us on three fifty oh, i’m glad you’re with me. I’d be stricken with copper. Oh, poor foreign yuria! If you wet me down with the idea that you missed today’s show, it is the three hundred fifty of show seventh anniversary of non-profit radio coast clear meyerhoff is with us with me live in the studio. We’ve got that live music and more to come give aways from pursuing and cure a coffee all our contributors jane takagi, maria semple and amy sample ward, our sponsor ceos are going to be with us. I’ve got new am and fm affiliate stations to introduce we got non-profit medio math quiz and i’m already exhausted. We’re on facebook live! Check us out right now from the tony martignetti non-profit radio page facebook live! We’re also live tweeting, join us! Use the hashtag non-profit radio on tony’s take two thank you. We’re sponsored by pursuant full service fund-raising data driven and technology enabled, you’ll raise more money pursuant dot com and by we be spelling supercool spelling bee fundraisers we b e spelling dot com tomorrow half welcome back to the studio, tony. Thanks for having me. Thank you. Wonderful to be here for the three hundred and fiftieth show. Thank you. Yes, i love it. You’re the creative producer of the show. Of course. Thank you. I helped you start the show from one back when it was the tony martignetti show for two weeks back in the day two thousand ten also? Yes, of course. There’s a seventh anniversary seventeen minus ten seventh anniversary president of plant giving agency that’s me, you’ll find claire at pg agency, dot com and at claire says z what’s going on climber half what’s up in your what’s up in the pg agency. Well, we’re working on a lot of different projects. I’ve got a lot of wonderful clients and working with parkland hospital foundation in dallas. Cool, a couple of other clients in texas and a couple clients in florida and ah, united way and lots of different people. And i’m staying here in new york for a couple days of my friend bette’s house in westchester county, and i drove into the city this morning with the convertible top down and here i am, cool it’s a beautiful day for a top you drive to scott stein. Welcome back to studio. Thank you for having me. Great seeing my pleasure. Of course. Scott’s dying. The composer of our theme song. My voice is cracked theme song like i’m fourteen cheap red wine of course you’re gonna be playing cheap red wine on dh another wine related song as well you’ll find him at scott stein music dot com don’t go to scott’s stein dot com i did that that somebody it’s an australian motivations motivational speaker don’t go to stop sign dot com go to scott’s in-kind music dot com and he’s at scott’s time music also so glad you’re with us. Great beer. Cool. Cool. Uh, we got, uh we got track record on the phone. He is the ceo of pursuant to years, sponsor of non-profit radio. The renewing way with us to the end of the year. So grateful for that. So so grateful for pursuance, sponsorship and love of non-profit radio trade ryker, welcome to the show. Tony. How you doing today? It’s? Great it’s. A beautiful day for three. Fifty how are you doing in where you from? In texas. Where? You calling from? I’m in the dallas area. The big d. Okay, cool. I want to thank you. I want to thank you so much. Not only for being here today, but for pursuing sponsorship of non-profit radio. Well, tell me, first of all, congratulations. Three hundred fifty episodes. What a milestone. Unbelievable. We appreciate so much. See great work that you and the other sponsors provide the opportunity for you to do for the non-profit states your gift way. Love what you do, and they’re just proud to be a sponsor. Thanks, tony. Thank you so much, trent. Um, you you are so generous at pursuing there’s there’s. This constant resource is available. I mean, i’m talking about them every single week. It’s webinars info. Grams. Content papers? Uh, it’s it’s. Amazing how generous you are. What? What? Acquaintance with what’s coming up for pursuing the rest of this year. Well, a lot going on. Thank you for that. We really believe in giving back the non-profit states in any way. We can. We learn a lot by working with our clients were in partnership with them always. We’re always thirsty. Learn mohr and then share what we learn. Through a variety of webinars and white papers and other things that we do, no matter how large or how small you are, we’re hopeful ableto help some folks out, you know, for the second half of the year, we’ve been working hard on something that over the years we’ve learned things. One of the things that i think most important is that the smaller non-cash profits that don’t have the resources to hyre firms to help him out of that at a deep level, we’re trying to make some of those tools more accessible youand your listeners have known that we’ve been working on that for a while, wade got some exciting things on the horizon to make better sense of all that data out there that that folks have and be able to make that more actionable and getting better results without having that we’re not having to spend a lot of money, so we’re driven by by creating tools, you know, i think that that’s an opportunity out there right now, there’s more competition than ever out there for the same dollars and stay on top of mind for your constituents and being able to keep up. In that to a conversation is really important, and while there are a lot of great point tools out there would like to call them, and we encourage everybody to use things like that that are free or very inexpensive with non-profit states being able to pull that data together being ableto you have the appropriate relevant conversations to your here’s donors and your prospects and volunteers on your advocate, you are really important so that some of the stuff we’re working on cool and, you know, small and midsize non-profits that’s the audience, you know, where we’re big non-profit ideas for the other ninety five percent, and i’m always saying every week, actually, a couple times a week pursuant data driven technology enable ana, i know and that’s that’s a big no that is a challenge area for small and midsize shops. Yeah, not always accessible, i think you know the big non-profits have a lot more resources, and while we appreciate the opportunity to work with them and learn from them, i’m really driven for the drive system for the quote unquote little guy, the small, the medium sized non-profit that’s passionate about what they’re doing and that most of the time spent, you know, driving for the mission of the organization and fund-raising is an important aspect of that, but how do we make that more simple? How do we make it more accessible? How do we make it more affordable? And so i think that the market will be really excited about some of the stuff that we’ll be bringing out twenty eighteen by way of tools to apply all of that. We’re taking the concepts that you hear out there about business intelligence and artificial intelligence, predictive modeling, and we’re going to simplify that to make it as easy as the way you might use google maps and make it easy for the smaller, medium sized non-profit put it to use and to raise more money and more connected to their constituents. That’s what’s really important, excellent trench. Well, i look forward to sharing the word of all that stuff as it comes out with our with our audience with our over twelve thousand growing on die again. I know you’ve got to go and i thank you very much again for your support of non-profit radio. Thanks so much for being with us, trent. Congratulations, tony. And everybody out there keep supporting tony and the great work that he does. Keep up the good work for your non-profit have a great show, tony, and keep up. Keep it going. All right. Cool. Thank you very much, trent. So long. All right. We’re gonna go out for a first break. We got tons more coming up. Oh, my god. We’re just scratching the surface for god’s sake. Stay with us. You’re tuned to non-profit radio. Tony martignetti also hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a quick ten minute burst of fund-raising insights published once a month. Tony’s guests are expert in crowdfunding, mobile giving event fund-raising direct mail and donor cultivation really all the fund-raising issues that make you wonder am i doing this right? Is there a better way there is? Find the fund-raising fundamentals archive it. Tony martignetti dot com that’s marketmesuite n e t t i remember there’s a g before the end, thousands of listeners have subscribed on itunes. You can also learn maura the chronicle website philanthropy dot com fund-raising fundamentals the better way welcome back to big non-profit ideas for the other ninety five percent reminded we’re on facebook live got some folks with us shout out tio maria simple is there dave lynn, thank you so much. Uh, who else we got? Gary astro cool welcome shoutouts to facebook live! You can join us at the tony martignetti non-profit radio page were also live tweeting used the hashtag non-profit radio. Join the conversation on twitter um, we got a we got to give away let’s do a giveaway we’ve got got coffee gif ts from cura coffee and we’re giving our first pound of coffee too silver mark he’s at this is ah, his twitter idea at silver mark make-a-wish did three hundred fifty is awfully nifty returns of the day for those great things you say i mean, you know that’s, you got to give you got to give some kudos for creativity not great! Those are not great lyrics, but that’s just our okay cheats memorable! I think he may have used it may be recycled. He may have used that for another contest. I don’t know, but that silver mark, thank you so much you’re going to get a pound of coffee from cura coffee and claire, won’t you tell us about your coffee? Cure a coffee directly connects coffee lovers with farmers and families who harvest the finest organic coffee beans. With every cup of courage, you’re joined your effort to expand sustainable dental care to remote communities around the world. We are direct trade, a direct trade coffee company with direct impact brought directly to you, creating organic smiles beyond the cup. Cure coffee, dotcom. Thank you, claire. In that beautiful radio voice, she’s got that. She talked pretty talk pretty good. My abc radio cbs radio serious. You left off serial. I work too serious. Serious. Next time. Don’t be modest. I was then except when they launched on september twelfth, two thousand won cool. Oh, that xero auspicious. That you know that and i get it. You know, again shadow to cure a coffee. Coffee. The ceo is a dentist. He’s practicing dentist that’s. Why? When you get a pound of cure a coffee that’s, why they when you get a compound of your coffee, the gift goes, goes to silver. Mark will include a toothbrush and i think luke’s dental floss. But there’s aural. Care? Yes, because that’s. Why, he says. He says expanding sustainable dental care to remote communities they’re they’re giving back to the communities where the coffee beans are raised. Dental care, they’re giving money for dental care in those communities, communities and in central and south america. On he is a he’s a practicing dentist. He couldn’t be with us. I beg him to couldn’t make it he’s between patients, you know, he’s doing a root canals. You know, it’s got saliva around everything all right? Um, scotty, you cannot i want you to play first song for us. Sure. Um again, scott scott stein, now a pianist, songwriter, vocalist, composer, arranger tell us what you’re gonna play first. I’m gonna play a tune from the record that i just put out just a little bit ago the records called travelling companion and the song is called wine soaked tart we’re keeping ah, wine theme here we do. We got cheap red wine, wine soaked tart. People are going to get the wrong impression of me here, you know, but it’s ah it’s a little tune that way have this idea that as songwriters in his artist we have to be, you know, really down in the dumps to really, like, create great music, you know, you have to really be eo, suffer for your art and it’s not true. It helps it’s, not total teacher. But this is something that is not what kind of zooming out and kind of, you know, being grateful for for what you have i was i was on honeymoon with my wife when i woke up in the middle of the night with the idea for the song, okay? And scott stein, wine soaked heart off his newest album, traveling companion. Dahna i love what you give me. You lying so tired, let me ramble through the square like this september breeze is used to know, nor would you give me your line so tar, let me pull it all together. Then they pull my fuse, paul. Sametz it’s six in the morning and i can’t sleep. It was lying about a strange hotel bed. Buy-in sounds of my lover. Do not keep me waiting. Just the ryland to the rumblings bouncing around inside my head. I what would you give me your wine? So tar, let me revel, sing in the shadow of the spanish hill. You know what, give you wine so let me pull it all together. Limit my fuse part. It’s been a long time coming, but we made it here going to step out on the block, and the noise is going to get off the grid. Tune out everybody but the one i love. Let the world revolve around us like a couple of barefoot kid. Oh, yeah. Love to give me a wine. So tar buy-in let me ram on the land of the authors in the poet it’s on the scene. Lorts give you wine. So tar. Let me pull it all together to limit my bar for my future. Call it predictable. I don’t care. U b roll footage. Cue the montage here. The movie strings. You only get so many years. Be so self aware before the exterior starts to fade in. On this left are the important thing. Duitz because you want forever with a wild, wild heart. What would you give me your line? So tar? So down, breathing him. Don’t try to think so much law to give me a line. So tar, let me pull it all together. My fuse, par. Put my fears apart. Buy-in got stein one so tart thie album is traveling companion. Get the album at scott stein music dot com scottie, thank you so much. Thank you, absolutely love it, love it and there’s more to come. We got we got course, cheap red wine coming up, indulge me while i announce a couple of new affiliate stations. Would you please? All right. W p h w in harpswell, maine live listener love to you. Ah, philly. In effect, i should say affiliate affections to w p h w so glad you’re with us. They’re in the freeport brunswick area of maine, just northeast of portland. Welcome. Welcome to the affiliate community. W p h w also cabe og ki bong ninety seven point nine fm in bandon, oregon. And that is oregon, not oregon. There’s no. E at the end of oregon, oregon offgrid admonished it’s, oregon. Brandon, oregon. There are pacifica station that’s. Very cool on. They happen to be all along the pacific coast in county, oregon. Now, why’re they k bog. I found out k bog glamarys come off cranberries. Very organ is a very big cranberry producing state. Really? And this region of of oregon is bandon is the cranberry capital of oregon. Really cool. Have you been to argue? Okay, bob, i’ve been to oregon. I’ve been to portland. I’m joined a portland for the organ for the first time this october. And then i will only have two states in the us. I have not visited well, that’s very and north when you’re so young through so i need to oh, thank you. I need to get a speaking engagement in alaska and in alaska, north dakota. Okay, that should be well. North dakota is easy, one for you. North dakota sametz least visited st in united states. Listen, alaska people threat well, the glaciers that while there, while we have them, okay, that that’s very cool, you’re going tohave portland. You’re really a great food scene. Great fruiting, love, ah, really quirky place. So our new affiliate stations w p h w and k b o g. Welcome to the affiliate community affiliate affections to those listeners. I’ve got more stations coming up. We got jean takagi on the line. I know we do. Jean takagi is the principle of neo, the non-profit exempt organizations. More group he’s at g tak e ta ke yet it’s. The wildly popular non-profit lob log dot com. Hello, jean takagi. Happy anniversary, tony. Congratulations on three. Fifty. Thank you, man. That’s so cool. Thank you very much. I’m so glad you’ve been with us so so many years from the very early days you were you were one of the very first shows, like you were in, like the first, fourth or fifth show or so and, uh, contributor sense. Really geever it’s been awesome, but you have to come back and visit me here in san francisco. I know. Well, you should come. You know, you could come to new york. I did visit you once in san francisco years ago. But you could come to new york, too. That invitation is open. You could come to the beach in north carolina if you like peaches. That’s tony’s having a big, fat oregon. Maybe we can all meet there in oregon. That’s. Not too far. Yeah, but i’m thinking about a fall trip, actually out west. So i will. I will let you know. Just you know, jeanne, i i emailed this to you a lot, but i want to say it to you. You know, i’m so grateful for the time that you put in for the listeners. Of small from small and non-profit med small and midsize shops it’s a non-profit radio so grateful for the time contribution you make, you know, month after month, you red block posts about the show. When you’re gonna be on, you’re a terrific i just i’m so grateful to have you as our legal contributor. Thank you so much, james. Thank you, tony. Thank you for making all of this information from all of your great contributors available. Teo non-profit sector it’s it’s. Invaluable. Thank you. Uh, what do you got going on, gene? But you got a little little takeaway. Will tip you wanna leave? Leave us with? Sure. You know, i thought i’d talk really briefly about having a politician appear in your charity event. We recently had way did have someone forced chamber. Yeah, it got a lot of attention, so i didn’t talk about that specifically wanted to make sure everybody knew that political leaders can be invited to speak on issues of public policy and issues of importance that charity events. But you’ve got to be careful about it, so make sure you know five oh one see threes aren’t allowed to engage in election. Nearing, so provide instructions to the politicians or their staff, people about not campaign campaigning or speaking on political campaign issues. Uh, you know, at the charity event, and if they start campaigning, you might choose to interrupt politely and strategically, if possible. You know, sometimes that may not be possible if it’s the president of the united states, that might be very, very politically challenging to do that. But afterwards, don’t wait long at the end of the speech of possible make a statement about the charity being a partisans uh, organization don’t wait several days and have the statement come from the top of your leadership. So jean, what is the worst case scenario that could happen to a five a one? C three non-profit if, for instance, a candidate came and super campaigned and broke all those rules and you didn’t do anything about it, what’s what could happen? What’s the outcome right now, the rules say the remedy is taking away its five a onesie three tax exempt status so that’s the rule you know, right now in the political climate, president trump and the republican party platform say that they want to get rid of that rule, but they haven’t gotten rid of that ruled yet, so they would actually like to open up election hearing toe all five, twenty three public charities. But that hasn’t happened yet, and it may never happen. We hope that it doesn’t happen, but the rule right now don’t let it happen because you could lose your tax. Exempt that claire’s got another question for another question. Have you heard about a cherry that has lost its tax exempt status? Because of that? Yeah, it happens pretty rarely and particularly much more rarely. I haven’t heard of any since the new administration. But you would see a handful every year lose their tax exempt status for just that reason. Okay. Interesting. Cool. Very timely topic as always. Jean jean takagi, always on top of things s oh, so grateful, gene. Thank you so much. Thanks. What a pleasure. Thanks, tony. Thanks, clarence. Got have a great thank you. Thanks for your good wishes. So long, gene. We got we got alex career alt-right not not yet. Okay, we’ll get to him. Um, let’s. Um, let’s. Take our little break. Then we got we got we got a little business. Actually, but we have tons of stuff coming up. You still got the math quiz? We got more giveaways. I got morning am and fm stations. We got live listener love coming up. I gotta do the live listening. But look at this for those of us, those on facebook like this list of live listeners amazing it’s a scrolling off the printer, the live listeners we’ve got. And, of course, on the heels of that comes the affiliate affections on the podcast pleasantries, cheap red wine coming up all that first you got to give a shout to pursuant we know them. We just met the ceo but i got eggs. I got to do my promotional thing because i do want you to check them out for the free resource. Is that that trade? And i were talking about infographics, content, papers, webinars. And even even if it’s paid trainings and we have a great prize coming up great grand prize that’s all i am permitted to say at this moment about the grand prize but it’s related to this? Just check them out for resource is tons of stuff for free. They are data driven. It’s it’s. Not just a tagline for them. They help you work with data sorted out, figured out, use it, so you’re not overwhelmed. Check him out. Pursuing dot com quick resource is all the stuff is right there, and we’ll be spelling super cool spelling bee fundraisers. They make millennial money, these air, these air really cool. Claire, they it’s a night for your charity, it’s, live music, dancing, stand up comedy, and they work in fund-raising through spelling bee that’s fun, because millennials are really spelling peer-to-peer. The resident millennial. I feel like i have to confirm this, okay, when you write your lyrics, they’re spelled correctly, yes, what, nobody sigh, and nobody sees them, right. Okay, check out they have a video, they’re really cool. Video show you what a night is like for your charity, it’s, that we b e spelling dot com and then just talked to alexx career, and hopefully we’re gonna be talking to him shortly. And i gotta do tony steak to now, which is my thank you too the way it goes from the people who are just with us today live on facebook hello, thank you for that. But the listeners the over twelve thousand listeners i’m just so grateful that the audience has grown so much in seven years. Thank you, thank you for being part of non-profit radio the trend is always upwards. I’m grateful for that if you let me in your inbox every thursday through the insider alerts, which if you’re not getting them, you can get them at tony martignetti dot com. Thank you for letting me in your inbox every single week. If it’s youtube our fans, their subscribers, they’re on youtube there’s a new video every week twitter, thanks so much for following me reach meeting this show tweeting about the show just enormous, enormously grateful i just got us you know this is an anniversary time to time to say thank you, thanks so much. And speaking of the latest video aside from the three fiftieth which you don’t need now because you got to show you don’t need the previous video, you might check. Out the one that i did most recently before that it was feels good in sixty nine and that’s all i can say about that video, you just have to watch to see what the sixty nine is all about. And, of course, that’s at tony martignetti dot com feels good in sixty nine, and that is tony stick to we got maria simple online. I’ll bet we don’t have a reassembly yet. Wow. Okay, i’ll tell you what, let’s do a little math quiz clay morrow, because i’m really good at math. So exactly, um, and i’m a lawyer. So we picked a non-profit radio math quiz. So you know, we’re gonna sing a song writer writer on dh lawyer, former engineering student i story story for you to bring your slide rule uh, i can not write. Or your engineer, you may need your engineering calculator for those. Ok. Ok. So here’s here’s the math quiz? Because tony’s been doing this show for a long time now, since since twenty ten, it’s a lot of shows that he’s very prolific. We have three hundred fifty shows, so i’d like to kind of figure out some things that some numbers that we’ve accomplished over the years. So would you say how many guests average per show phone and live in studio? Yeah. Live in studio and then plus you gotta bring in the conference guests. I mean, sometimes there’s like three and four panellists. I’d say average. Okay, average, uh, one point seven three let’s. Say two. Okay, let’s round it. So three hundred eighty shows. Two guest per show we have. Who gets it first? How many is that? I hope that i hope that some hope that seven hundred, seven hundred okay, so how many steps are there to climb up the stairs from seventy second west? Seventy second street to the studio here. Oh, you could take the staircase around here. I do it all the time. How many steps? Which is saying? Oh, sam, sam sametz again. Twenty. So twenty steps, times two hundred fifty shows is that’s. Got to be that’s. Gotta be the same. Seven thousand fifty seven thousand. Scott so you did bring a slide rule? I yes. Yes. It’s right in here. All right, all right, all right. So, tony and scott, how many times during each show would you say scott’s music is played during each show. Oh, that’s a cool oh, that’s like how many times is the number one appear on a dollar bill? One, two, three for i’d say it’s probably five. I’m thinking five so what’s time to a two hundred fifty. I don’t know the seven, seventeen, fourteen hundred plus three. Fifteen degree was kottler against that’s got with all right. All right, i swear i’m not i’m not just like peeking over the over the engineering because a ringer is i didn’t know that, it’s. All right? I don’t know. Who’s going to bring her. Okay. How many times have you taken the show on the road? Oh, my gosh! Conferences. Oh, that’s. Probably like, i’m afraid that’s an easy one. Well, ten. So let’s say eleven. So what percentage i can’t even do? The percentage of eleven of the three hundred fifty shows are were shows on the road but you cut me off the delays. I get more than one interview per unconference less now last non-profit technology cover. That was twenty, thirty two interviews in one conference. So there’s thirty two right there, right in three, two and half days. I got thirty two interviews, i’d say probably come away with twenty times eleven conferences. That will be two hundred twenty interviews out of no, that can’t be right. Two hundred twenty. That sounds too high. No that’s. Not right. What am i doing wrong? It’s probably not that high it’s probably it’s. Probably been like one hundred. Oh, those air segments that you’re messing me up. Segments two segments per show. So seven hundred segments. Two hundred let’s. Say, two hundred something two hundred twenty five of those maybe have been conferences or so two hundred out of seven hundred segments. Okay, so the last questions for may out of seven years of shows, i probably come and do it live. Maybe, like, three times a year. So i’ve been here maybe twenty one times. Uh, yeah. In the early days. Yeah. You’re blowing me off in the early days? No, i invited you all time. You never came up? No, i yeah, don’t twenty more. That sounds like a lot. And you know, the last time i was here in the studio, i left tony and i saw another man who works in broadcasting. I met someone. Really? Really. Cool. Right after i left tony show. Oh, you met lester. Lester holt? Yeah, i went down to nbc and lester home. You’ve treated me a picture. You facebook me a picture of you and lester. So today stepped down, you know, the talking alternative studios where we are live on nbc, and then i guess you could go down, continue going down on the show to last. So what are you doing in new york? I said i have clients here and stuff like this came from this non-profit radio show. Oh, and cause i realized later that lester worked in radio. So radio people like even if they end up working in tv or whatever, they still really love stick todo zoho he’s. His eyes lit up when i said, ready brady was cool. Absolutely, absolutely. All right. Thank you, everyone. Thank you for the non-profit. Your math quiz created, produced. This is what she’s, the creative producer. Well, what a surprise. No surprise. Came up with this last night. Like eleven. Thirty my maria semple, decide your simple cold. And i was actually calling on her a little early because she was not at fault when i said maria symbols online, but she is now anyway. Fremery a sample. Hello there, how are you our social media contributor? Immense. I’m sorry prospect restarts contributor. I’m doing great, our prospect research contributors. You’ll find her at the prospect finder dot com and she’s at maria semple on, and she has been a long standing oh gosh, but going back also many years hyre contributor to non-profit radio. Thank you, maria, thank you so much for the time you put in a month after month for our listeners. Thanks so much for my pleasure and congratulations on three hundred fifty and looking forward to three hundred fifty more. Oh oh, my god, they’ll be seven hundred. Okay, i don’t know what i’ll be another seventy years. Oh, my god will be forty. What is that? Twenty, twenty four? Um now cool. Where you now? Where you calling from? Maria semple? I am in new jersey. You’re home in jersey, okay, cool. Very simple loves the new song you facebook live. Do you love scott’s new song? Thank you. Yes, i did. I really liked it a lot. I’m gonna have to go see where i can find it. I think he said it was scott stein music dot com. So i jot that down that’s exactly right. And get the album. Traveling companion. Yeah, she lives out facebook live. All right. Um, summary of you. You got a little tidbit for us today in respect, research land. What do you see? It’s one on there? Yeah, well, you know, i thought it was just kind of focused on teamwork a little bit because, uh, sort of staying in the spirit of, you know, your three hundred fifty shows wouldn’t have happened with without a lot of teamwork there in the studio and from your regular contributors and so forth and all the conferences you’ve attended and really focusing on how important prospect researches to the development process. But that really it’s only one component of the development process on and really try to encourage folks if if you’re wearing that, that prospect research had either as a your sole function within the organization, or maybe one of the functions that you do and your everyday job to try not to work in a vacuum and to try and get a seat at the table. If you can try and see if you will be allowed to attend those development committee meetings and so forth to really play a role in the overall development cycle so that information that you’re able to glean from important conversations can be incorporated into the work that you d’oh alright, it takes a village. It takes a village, is what you’re saying. I think it takes a community text community to raise money and number, and, well, of course, non-profit radio is a part of that, but so is prospect research. All right, the team approach i love thank you for shouting out the team. We do have a great team. We do have an excellent, cool team. I shot them out of the end of every show. Claire scott, sam. Oh, our social media, social media, of course. Social media, susan chavez, all part of the team. Yes, thank you for that. Thank you so much. Cool. Maria, i want to thank you so much again for being part of the show. Thank you very much. And again, wishing you many, many more. Thank you, maria. I gotta give shut out to people who are with us on facebook live. We got we got tons more still. Aunt mary. I know her on david insta with us. Gary astro jimbo xero welcome, jim dahna gillespie rivera ray meyer mary-jo chamberlain michelle libonati oh, my god. Old good friends. Thank you. Thanks for being with us. You could join us on facebook live at tony martignetti non-profit radio page and we’re also live tweeting and use the hashtag non-profit radio. Is that true? That’s true, isn’t it? Um, let’s. See, we got a make on line. Scott. Sam. Any buy-in the line? Okay, then, uh, let’s. Go to i got some new ah, so new affiliate stations and i’d like to welcome. We’ll continue bilich community absolutely am fm stations throughout the country. We got a new one. Que tiene que eighty eight point one fm carbondale, colorado and w c s q one o five point nine fm radio coble skill in upstate new york. I know. That you know, couples skill. Well, i went to plattsburgh state, so i know you would know. Yeah, i know. Yes. Did you know is it’s uh, you know, that’s coble skill, not kabul skill. It’s it was called didn’t know. I didn’t know that i do now, but it’s spelled like kabul, but it’s coble told only one day only one b all right, thank you very much. Like right would be no e at the end of oregon. Okay, you’re right. Couple would be all right. My gobble kabul it’s coble it’s called bilich latto global scale koegler and i’m so glad they’re with us that’s w c s q one o five point nine fm andi i know couple skills. I got a ticket there once. Yeah, it doesn’t. Eighty eight, i think route eighty eight. I don’t know. Interesting fremery take out there, but i’ve got to take a lot of other places in upstate. You got you got a tear, right? Hearing even all the good places. Saratoga, you got a parking ticket right here on seventy second street after one show. That’s a parking ticket that was parking moving violations, or you’re in the big time. Yeah, i did get one. You’re you’re coping skill. I’m pretty sure it was on eighty eight. You gotta hire a lawyer when you get a speeding ticket. That’s the best thing to do. I had to do that once, actually in virginia? Yep. Virginia. You know what? Because anything over eighty, of course, that was not me. I saw it on a sign. But if you happen to be one who was pulled over for dui strike more than eighty is reckless driving. I’ve been there. You get you get a misdemeanor. You know, mr metoo convey. Imagine if you sign the back of that ticket. Mr metoo conviction in virginia for doing over more than twenty miles per hour over the speed limit or over eighty miles per hour. But you could. So i’ve heard you can hire an attorney. You know, they send you letters and for a very reasonable about they’ll take care of it. And the lawyer that took care of mine, i chose his letter out of about twenty letters because his name was will robinson. Oh, cool. Thank will robinson. I didn’t get that was virginia. That was virginia. Virginia. I didn’t get here because i would have picked him through. Thank you. Will robinson? Yes. Be careful in virginia on ninety five. I’ve heard it could be bad. So, yes, eso brand new stations now in main oregon, colorado in new york. So lots of new affiliate affections going out when? When we get to that. So so many affiliates do we have a terrestrial radio? Couple dozen. I really don’t know the exact number. Look where they ended up partying more than twenty. Woman. Twenty. So a score score was more than a score. We gotta score. Plus more than stone. Just don’t get that matthew’s teo what’s that teo give our leaders. Tio penn was that old word for a for a ten cent piece. Whatever a dime in the tie. I can’t remember to bits. We got to bet your two bits worth of that isn’t isn’t cubine oh, is it that those dying what’s two bits i don’t want it was a dime. Now two bits a quarter. We’re almost a two bit we could were around to putting wimpy say, it’s worth burglar hamburger um okay, let’s. See, uh, i want to i want to. Do some more music. Yeah, i’m ready for more music. Scotty stein. Oh, it’s, time for the time, for the theme of non-profit latto now, this is this is legit. I never stole this music from scott start. We have, we have no way of really license, license and he’s been with the show ever since. It’s a couple of years now, you know, i didn’t go back and look at when the licensing agreement started, but if you have been a few years, yeah, cheap red wine, this is scott’s dying cheaper what what’s the album, the cheaper ones snusz from a two thousand nine record, i did called jukebox and get their jukebox. I’ve seen him live ilsen him in and bars clubs. I’ve seen him do cheap red wine a few times. Scott stein, the theme song for non-profit radio, cheap red wine, all right. To be, they just keep on talking sooner. Later, i figure around just so what you mean. You see, in romantic advice from a village, i’m looking for answers upon a tv screen. Buy-in wait can agree on nothing. We can’t tell our ups from our downs. We’re disappointed in each other. Nothing baby. And i love that we have found. You know, you used to find me charming, but i can’t figure out how. And you said you thought it was handsome. But doesn’t matter now. So keep falling. Five foot sounds as long as your time. Well, because i haven’t got any promises about a cheap one and down. You know, some girls live in diamonds. And they won’t talk to the cut of clothing that i wear. Well, i’m reporting for the good stuff, and you’re too easily distracted to care, relying got too many options, and so i’m gonna do the best that i can, but you have some competition one day when i’m a wealthy man said, you know, you used to find a job, but i can’t figure out how you see your toes, and it doesn’t matter now. So came falling from my post as loans. Your time will allow, because i’ve got a runny promises by achi, brenna wine and wait let’s, raise the glasses. You drink the better days. The other people’s kids are. They don’t like the things we say, and i’m thinking, because of everything that i want flash nothing. Three signs his work permit for each other, as long as with you, nobody else in my nobody’s way. What? You know, you used to find the jumping, but i can’t figure out how and you see, your father was handsome. Never mind it. Don’t matter now, so get for from a punch on monday, tom. Allow about her any promises, a cheaper one. Teo. Yeah, man, that song is under my skin. I can’t help it. I just love i just love cheap red wine from the first moment i heard i knew it had to be the thing that theme song thank you so much. Thank you for your, you know, for communion to have me on and getting congratulations every fifty and, uh, you know, supporting local independent music. Absolutely. Absolutely love it. Thank you. I’m glad you’re part of the show chanpreet out every time. Every time we got we got alex career alex were called and he’s the ceo of we’d be spelling you hear me? Talk about it every single every single week. Super cool spelling bee fundraisers we be spelling dot com. Hey, alex. Career. Hey, what’s up. Tony, how you doing? I’m doing great. How are you? I’m doing fantastic. Thanks so much for having me on for the three hundred and fifty of the exciting stuff. Absolutely. I just wanted to hear you tell people. You know, in your own words what we be spelling is all about, and i’m grateful that you’re part of the show week after week after week. So, you know, give us give us the short version. What? What? What tell me about we’d be spelling absolutely. So we’d be selling the lifetime of game show. We have a live band with comedian judges. What we do is we take this wacky event repair with non-profit and we use it a za fundraiser. So we start peer-to-peer campaigns with all of the spellers. They raised a bunch of money like marathon runners in the lead up to the event. And we come together. We have ah, party of an event that it’s spelling bee only in name, but feels a lot more like comedy. Game show. Yes, cool! I love that it’s all it’s, all entertainment i’m you know i’m always saying, is that it’s not your seventh grade fundez not your seventh grade spelling bee, not you. It is not your grandmother’s, not your grandmother spelling that. What do you got coming up? Anything exciting? Going share? Yeah, so we’ve been really busy this year. We’ve been doing about two to three events a month from the top of the year axel next big event is august twenty third in brooklyn were going to be part of the brooklyn comedy. Festival so that’s a really fun event we’re partnering with. They tell you to raise the money at a big event with a whole bunch of comedians participating in fellers that august twenty third at union pool in williamsburg, brooklyn. Excellent. Excellent. Yes, and it’s a night for your charity, it’s ah, it’s fund-raising for your charity individually. S o you know, check out the video. We be e spelling dot com and then just talked to alexx. I mean, you could see what a what a what a cool guy is, right? I mean, it’s, no trouble. No trouble. All right. Appreciate it, alex. My pleasure. Thank you for calling in. Thanks so much for being part of the show. For your sponsorship. Of course. In two to three hundred fifty and three hundred fifty more shows. Thanks so much. Thanks so much. Let’s. Go teeny sample war. Who? Thank you. Thank you. Alex let’s, go to any sample ward. I know she’s on. Hello, amy. Sample ward. How are you? Hello. I’m doing well. Congrats on three. Fifty. Thank you. Aimee semple ward, our social media contributor. Ceo of intend the non-profit technology network. She’s at amy rs. Ward the ours for rene. Um and thank you so much. Thank you. Thank you. Yeah, i can’t believe that. I mean, i remember five years ago getting to be on the show. Can you believe that it’s been five years? I know you were on your guest on the one hundredth. You’re a guest on the one hundred, and then i just fell in love with the whole idea of prospect of sorry mixing him up social media and being on the show every single month. And, uh, yeah, two hundred fifty shows ago. It’s. Amazing. I know. Five years. Absolutely. So. So, you know, there are there were tools that didn’t exist five years ago that now we get to talk about on the show. Indeed, there were indeed there were so glad so. And let me say to you, i am grateful for the time that you put in every month to educate non-profit radio listeners in small and midsize non-profits thank you so much. Amy really means a lot to me. Thank oh, my god. It’s. My pleasure to get to share. Cool. Thanks. You give us. We just got a minute or so. Give us something you’d like to share. Well, one thing that i was thinking about that i will not put any any political commentary around, but i was reflecting earlier this morning about being on the show, talking about social media five years ago. And would we have ever thought five years ago that we would have politicians using the same tools that organizations are using right, like, five years ago, it was such a difference reality when it came to that, and now it’s normal, that articles would be quoting a tweet or a facebook post or facebook live stream, you know, from from d c i think it’s really interesting what that will mean going forward? Yeah, i think five years ago, politicians were just kind of figuring out whether twitter is something they should put their name on, is it? Is it safe for me to be associated with this platform now? It’s zits fundamental and you’re way behind if you’re not, you know? Yeah, i mean, we have, you know, elected officials using facebook live stream when there, you know, doing presentations on the floor, how does that change their relationship to their constituents? I think i think it would mean a lot. Get shifted pretty quickly. Okay, cool. Wait, what did you have something you want to know? We got it. Okay, we gotta let me go and we’re happy. Three. Thank you, thank you so much. Thanks for being part of the show. Amy. Of course. Thanks, amy, and we got to go to a break. When we come back, we’ve got got more giveaways. We got live. Listen, love podcast, pleasant she’s, an affiliate, affections. You gotta hang around, stay with us. Like what you’re hearing a non-profit radio tony’s got more on youtube, you’ll find clips from stand up comedy tv spots and exclusive interviews catch guests like seth gordon. Craig newmark, the founder of craigslist marquis of eco enterprises, charles best from donors choose dot org’s aria finger do something that worked neo-sage levine from new york universities heimans center on philanthropy tony tweets to he finds the best content from the most knowledgeable, interesting people in and around non-profits to share on his stream. If you have valuable info, he wants to re tweet you during the show. You can join the conversation on twitter using hashtag non-profit radio twitter is an easy way to reach tony he’s at tony martignetti narasimhan t i g e n e t t i remember there’s a g before the end he hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a short monthly show devoted to getting over your fund-raising hartals just like non-profit radio, toni talks to leading thinkers, experts and cool people with great ideas. As one fan said, tony picks their brains and i don’t have to leave my office fund-raising fundamentals was recently dubbed the most helpful non-profit podcast you have ever heard. You can also join the conversation on facebook, where you can ask questions before or after the show. The guests were there, too. Get insider show alerts by email, tony tells you who’s on each week and always includes link so that you can contact guests directly. To sign up, visit the facebook page for tony martignetti dot com. Lively conversation. Top trans sounded life that’s, tony martignetti non-profit radio. And i am his niece, carmela. And i am his nephew, gino. Ah! My niece’s name is carmela. Come on, that was carmela and gino metal, niece and nephew there. Now they’re not yet there. Now thirteen and eleven, they’re italian. Let’s, give something right there. A little talent, let’s. Give something away. I got some more cure a coffee. Um and this time it’s going to seth perlman. Ah he’s at s j perlman p r l m a n and he tweeted better, brighter, bolder broadcasts for those who give back yeah, you know that’s an attorney that’s, that’s that’s about what you’re gonna get. You know, i know it’s great just writing for a living. No such problem not very good and i’m grateful for him tweeting out and using the hashtag non-profit radio three fifty for today’s show. So we’re sending him a pound of bolder kira coffee for seth perlman. Claire cura coffee directly connects coffee lovers with farmers and families who harvest the finest organic coffee dean’s. With every cup of cure, you join our effort to expand sustainable dental care to remote communities around the world. We are a direct trade coffee company with direct impact brought directly to you, creating organics miles beyond the cup. Cura coffee dot com your coffee dot com love them. Thank you so much, cura, for sponsoring those two giveaways and we got a grand prize to give. Away the grand prize is going to cheapen cole she’s at non-profit chapin and she tweeted for today’s show congrats to tony martignetti on celebrating non-profit radio three fifty seven years of enriching inspiring content on an amazing podcast exclamation mark thank you! Thank you so much. We got the grand prize for you and that is a seven part webinar training siri’s sponsored by pursuant are our sponsor. I hope they’re not at their sponsoring. Too many eyes not distribute the sponsorship dollars too broadly. I mean, don’t forget non-profit radio for god’s sake. Claire, what about that? What about that seven port? Serious? Well pursue it is proud to sponsor a seven part webinar siri’s with some of the world’s top fund-raising experts, including gael perry from fired-up fund-raising the donor relations guru lynn wes for simon scribe er from change fund-raising leah eustis s f r ee and founder of blue canoe see change strategies founder mark rovner and a rachel muir c f r ee what’s that stand for cfr certified fund-raising executive and then there is also a c f r ee what’s that advanced certified fund-raising and then there’s and then there’s double advance. D a c f r double advanced, which and then it has an asterisk at the end too. And then you drop a footnote at the bottom of the page and it says that you’re super sort of fundchat yes, so go for the cfr, which i just made up. In fact, it looks like dale perry. Looks like cal perry just joined us on now. Hey, just join us on facebook. Hello, gail pantry. So joined lisa martin game and joined hello, lisa. Jeff lane joined wow, let’s vote for lots of friends from and vot nor the value altum pan high school. Thank you so much, jeff. Lisa um, panda reso mary-jo chamberlain didn’t realize this show had so much math. Now, this is a special because it’s got a three, five zero in the title. So not to worry come back and not a lot. Nothing so much math every time greg rajic am i going to saying no, no, i was left thinking you did mind you don’t mind my lip sync when you were singing it all now and listen if you want to sing harmony like you know what does that mean? I have jack in jail, jack in jail, not proper radio jock in jail, i don’t know. Not sure harmony is normally the lyrics is that what the lyrics is now it’s like when you sing, when people sing together, one sings like the team, the melody and the harmonies, like another part, like the background, or sometimes what’s the lyrics what’s that what’s that i hear the words that’s, the word zoho fancy way to say it works the melodies, the tune this is why i have drug in jail. Um, i like to write the words first and then i do the lyrics after let’s do live listen alone using one minute. So what? The end of the show home? My god, no, no, alright, live! Listen love, i can’t do i can’t doing languages look at this live love! I’ve got to get out besides everybody on facebook, shalem, malaysia, seoul, south korea padano dune yano, italy thanks for being with us. Italy, brazil, austria, germany non-cash yang, china let’s bring it into the u s new york, new york multiple in new york city, potomac. Marilyn brooklyn, new york. Stuart scott stein, who hails from oakland. California. Madison, wisconsin south orange, new jersey. Swan’s bar in north carolina, whoa! Swan’s morrow, mendham north, new jersey, woodbridge, new jersey. New winds or new york. Tampa, florida st louis, missouri hyre hobson, houston, texas live listener love i got into the ophelia affection before you cut me off. Sam, i am and fm stations throughout the country. So glad you’re with us. It’s the affiliate affections. Thank you for being part of the show and the podcast pleasantries. I’ve got to go out to the over twelve thousand podcast listeners. I am grateful you are with us. Sam is cutting me off. I wish i could be more effusive. We got to go. Duitz snusz stein. Claire meyerhoff. Thank you so much for being with you. Thank you. Thank you. Being with me for three. Fifty next week. Personalized philanthropy. Steve myers wants your fund-raising to be seriously, really donor-centric he’s with me for the hour. If you missed any part of today’s show where i beseech you, as i do every week find it on tony martignetti dot com. We’re sponsored by pursuant online tools for small and midsize non-profits data driven and technology enabled and by we be spelling supercool spelling. The fundraisers we b e spelling dotcom are creative producers. Claire meyerhoff sam league rules is the line producer shows social media’s by susan chavez. Our music is by scott stein of brooklyn. You with me next week for non-profit radio. Big non-profit ideas for the other ninety five percent. Go out and be great. What’s not to love about non-profit radio tony gets the best guests check this out from seth godin this’s the first revolution since tv nineteen fifty and henry ford nineteen twenty it’s the revolution of our lifetime here’s a smart, simple idea from craigslist founder craig newmark yeah insights, orn presentation or anything? People don’t really need the fancy stuff they need something which is simple and fast. When’s the best time to post on facebook, facebook but andrew noise nose at traffic is at an all time hyre on nine a, m or p m so that’s, when you should be posting your most meaningful post here’s aria finger ceo of do something dot or ge young people are not going to be involved in social change if it’s boring and they don’t see the impact of what they’re doing. So you got to make it fun and applicable to these young people look so otherwise a fifteen and sixteen year old they have better things to do if they have xbox, they have tv, they have their cell phones. Me dar is the founder of idealist took two or three years for foundation staff to sort of dane. Toe add an email address their card it was like it was phone. This email thing is fired-up that’s why should i give it away? Charles best founded donors choose dot or ge somehow they’ve gotten in touch kind of off line as it were and and no two exchanges of brownies and visits and physical gift mark echo is the founder and ceo of eco enterprises. You may be wearing his hoodies and shirts. Tony talked to him. Yeah, you know, i just i i’m a big believer that’s not what you make in life. It zoho, you know, tell you make people feel this is public radio host majora carter. Innovation is in the power of understanding that you don’t just put money on a situation expected to hell you put money in a situation and invested and expected to grow and savvy advice for success from eric sabiston. What separates those who achieve from those who do not is in direct proportion to one’s ability to ask others for help. The smartest experts and leading thinkers air on tony martignetti non-profit radio big non-profit ideas for the other ninety five percent.

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

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Marc Schein: Your Cyber Risk

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

 

 

Maria Semple: Beyond Online To IRL

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Maria Semple, our prospect research contributor and The Prospect Finder, reminds you that real-life conversations (remember those?) can tell you so much more about your potential donors than online research. Book those meetings!

 


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

Nonprofit Radio for February 10, 2017: News From Accounting & LinkedIn Latest

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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host. Oh, i’m glad you’re with me. I’d be forced to suffer the pain of sal pin jim fractious if i had to listen to you say that you missed today’s show news from accounting. There are revised accounting rules you need to know and you huge tomb walks us through. Don’t worry, we will keep it lively and interesting. Heat is a partner at wagner, cps and linked in latest lincoln got a facelift plus operational changes, especially in search what do all the updates mean for your prospecting? Maria simple knows she’s, our prospect research contributor and the prospect finder on tony’s take two end of the hair. We’re sponsored by pursuing full service fund-raising data driven and technology enabled, you’ll raise more money pursuant dot com and by we be spelling supercool spelling bee fundraisers. We b e spelling dot com my pleasure to welcome back, eat huge tomb. He is a partner at the wagner cpas. He works exclusively with tax exempt organizations and oversees the firm’s form nine ninety nationwide preparation practice and manages the new york city office eats niche is tax exempt, financial and compliance. Auditing the firm is that wagner, cpas, dot com and at wagner cps. Welcome back to studio. Thank you. Thank you for your pleasure. Now the firm is in madison, wisconsin. You’re managing the new york city office. So you spend a lot of time here in new york, are you? Ah. Are you trying to evade the law? No, you’re not. You’re not under surveillance or anything, or one step ahead of the law, you know? Yeah, i spent. I spent my time between new york and wisconsin. Okay, clear. But for all good reasons for all good, nothing to various are really okay. Like, okay, so okay, now you have after your name. Three designations, two of which i get sepa an mba. Cf is the third one. What is this? What is the c f d? Just assert fight fraud examiners. So be get into sometimes some fraud examinations. Ok, do some work around, like, litigation support? Are you involved in all withy the allegation of millions of fraudulent voters in our election of your involvement on those, you don’t have a quaint that okay, so c f e. I know cfcs chlorofluorocarbons, but that’s, not you. You know, you know, you’re not a guest. That’s not, you know, full gas. All right. Cf. So we have these changes that have come from faz be the financial accounting standards board. Right? All right. So before we get to changes, what is this fast? B what is this thing? The fast b is the governing body that basically sets the accounting standards. Ah, who are then can we name them where they exist? Who are they? Where are they? Well, there are real people. There are people. Okay? They have committees, and they have task forces, so they’re very involved and very, really so ok. Are they are they? Where do they sit? What we’re like? Is there a fast b office somewhere and washington d c or i think they have? Ah, i’m not exactly sure what main offices i apologized neo-sage years yet they have their members on around the country and sometimes, like their committees, meet off on their own experts. But they also have, like employees and other other okay, they’re not elected. This is not elected organization like the u s accountant and pepe, do you vote for the fast b do you vote for fast be members? People do i don’t you don’t vote, you don’t have a vote, you know, maybe they’re not voted. I don’t know. I’m sure. I figured it was just fast. B i was your fast b thing. It reminds me of his, uh, m p ay the motion picture association america. These people who rate movies like pg or an r seventeen and you are not in our butt pt seventeen. I don’t know who they are, but they have a lot of a lot of sway cause of a movie is our vs pg you know, that has a smaller audience in a big around. So, uh, all these all these organisms shadow like shadow government. Faz be mpa. I’m very suspicious. All right? Don’t be suspicious there. Really trust the people. You trust those people. They’re good people, and they do out off work for our industry. Okay, i know this stuff is important. Yes. What comes down from in terms of accounting standards is important. It affects us more than i think. Most people realize your accounting standards. All right. So we have some changes for non-profit round non-profits i would i gather is this is teo to make information more useful for, like, donors grant towards what do we what do i have there? General purpose behind these changes? Correct? Yeah, basically, the latest update from fast b is on this presentation of financial statements for not-for-profits that’s the one that i would liketo ah, space talk about in this show, financial statements are and, ah, basically they’re looking for ways to make the financial statement mohr user friendly, transparent grantspace and useful tow the reasons off the financial state organs and basically the project started tow, clarify certain misunderstandings and latto make the financial statements more useful in terms ofthe, like assessing tilly, could it be off organizations are you are really specific things about have to present of expenses by function and things like that? Ok, ok, so we’re trying to make these a cent more transparent because we know that people donors are becoming more sophisticated about where they’re going to give, looking for transparency, looking more for outcomes. Now i don’t know that i mean outcomes, they’re not part of the financial statement, but donors or more savvy, basically, i think a lot of this comes from guidestar, charity navigator, better business bureau wise giving alliance, you know, all encouraging donors to be smarter. All right, so so we know that donorsearch paying more attention to numbers on, and they’re also trying to make it more clear for the board members also. Okay, so this is supposed to help boardmember sze also right. Okay. Um, now you mentioned financial statements. What the one i’m going to start with those endowments. Okay, now everybody can understand that this is it’s complex, but we’re not gonna make it dull. And there’s mohr detail here. Me now asterisk, asterisk underlying bold there’s mohr detail to these changes than we can cover yet and i in twenty five minutes or even if he’d stayed for an hour, but i don’t want to do for accounting for an hour, so we’re going to acquaint you with the high level and not all the high level because there’s, just too many changes your c, p a and your auditor, they’re the ones who need to know about these changes. And so we’re going to talk a little about some of the changes the biggest changes, and then we’re going to get into when you need to put these changes into effect, whether you now or you wait until it required. We’re gonna get to that part, right? So we just have, like, a minute and a half or so before first break. All right, so just endowments. Now i’m going to give the non accountant definition of account endowment? Not that i don’t trust you, but i’m going to make it simple. It’s basically, your savings account. You only spend income or a portion of the income each year. And when you invade the principal of this quote savings account, um, you may need to get permission sometimes from a state. Or maybe from the donor. It’s a big deal to invade the principle of endowment. So this is long term, like perpetual funds, and you’re only spending the income or a portion of the income that you earn each year. Would you be willing to accept that peopling definition? That mostly? Yes. Okay. All right. So we have. All right. What? What refined my definition of endowment. Basically, the only thing i would add would be the ah, the use. Is not like legally, ah there’s, some recent changes in the law recently and day, a lot of you to spend fundez even though you go under the main principle so even invading the principal right, you can be the underwater endowment for its eggs, a colored exactly that’s, what we’re gonna get to underwater endowments will define it, and then we’ll talk about it right after this break you’re tuned to non-profit radio tony martignetti also hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a quick ten minute burst of fund-raising insights published once a month. Tony’s guests are expert in crowdfunding, mobile giving event fund-raising direct mail and donor cultivation really all the fund-raising issues that make you wonder, am i doing this right? Is there a better way there is? Find the fund-raising fundamentals archive it. Tony martignetti dot com that’s marketmesuite n e t t i remember there’s a g before the end, thousands of listeners have subscribed on itunes. You can also learn maura the chronicle website philanthropy dot com fund-raising fundamentals the better way welcome back to big non-profit ideas for the other ninety five percent. I feel like doing some live listener love we got so many, i’m going to spread out a bit, so i’m going to start with new york, new york, right where i’m sitting on west seventy second street multiple looked like a half a dozen or so in new york city love it live listen love to you! Tampa, florida, dallas, texas college station, texas woodbridge, new jersey live listener love oh, we got another one. Queens, woodhaven, new york, lovett lots of new yorkers checking in and new jersey to live listener love to you. Um go abroad germany. Guten tag seoul, south korea so so generous. Multiple multiple soul as always annual haserot comes a ham nida and we have a new country checking in mongolia. Looks like ulan bator, mongolia. Welcome live listed her love to you and the podcast pleasantries and the affiliate affections. They’re always coming. Stand by. Okay, eat. What is underwater? Endowment, basically and underwater endowment is a endowment that has lost value. So basically, just to give you an example, if there’s an endowment for a million dollars and it’s getting invested in the market and the market turns out and now the endowment is worth nine hundred, investment is worth nine hundred eighty thousand. Yeah, so the twenty thousand is considered to be underwater. Basically, in this case, usually it’s temporary. Because more market is supposed to go up in the long run, right, but depending on the timing, especially in the beginning, in like younger organization just starting an endowment. It’s it’s not very uncommon. And ah, basically, the new changes is is going to eliminate some off the confusion. Ok, in this, in this case. But before i talk about underwater endowments, i want to mention, like, the biggest change which i really like because it’s more clarified in the standard speeches, the net assets classifications you insist on to your being anarchist. You insist on talking about net assets first before endowment way. We have to go that way. Because it’s kind of like a subset off. This changes a subset in the net. Asset classifications. Ok, would be would be better if we do this. Okay. All right. So what about net assets? You gotta you gotta define this for us, right? The net assets. Are basically the organization’s net bird s o the balance sheet. The assets are about organization. I said equal liability is plus the owners equity. Exactly. Zoho neo-sage okay, so net assets are almost a kitty got in that example. So the net assets currently are classified into three three types. Unrestricted that asset, temporal restricted net assets and permanent restricted net asset. Okay, so the biggest change here is now you will have two types ofthe net assets. One it’s going to be called net assets. We dot dahna restrictions, which is be cool and off the current unrestricted net assets and net assets with dahna restrictions, which will yeah, include temporal restricted and permanently sticking that has its okay, so it’s so we’re now it z i see is more donor-centric it’s with donorsearch restrictions and without dahna restrictions that’s it that’s two classifications stead of three on its based on whether the donor has imposed restrictions on right now, the money’s gonna be spent, right? Basically, the good thing about this is this is pretty clear because it was confusing, like temporal, restricted by definition, it has to come from the donor but it’s confusing to some. People, because they were thinking the borg and restricted funds. Well, by definition, they can’t. But with this new of titles it’s going to be clear that it’s donor-centric shin’s. Okay, i see. And this would, of course, be, uh, usually are backed up. If it’s going to be a donor restrictions there’s typically a writing. I guess it depends on the size of the gift. I mean, i might give up just a fifty dollar gift and say it’s designated for a specific program. I wanted to go to the lunch soup kitchen that you run. Okay, that no writing for that, but that would be both. Restrictions were dahna restriction that acid don’t restrict right on. But if i do a half million dollar gift, they’re certainly going to be ah, writing or a contract, it is going to lay out the restrictions. Right? Okay. Oh, that’s. Easy, that’s. Easy. Why did i fail accounting? And when i was in carnegie mellon, all i learned is assets equals liabilities. Put sonar equity. I lasted like, three days, and i got i even i even got stuck with the textbook. I couldn’t return the book. Ah, all right, but i got that for all right. So that’s that’s easy now. So one off the things that this underwater endowments they counting for that is changing, too. In the past, the underwater portion was included with unrestricted net asset. And that was creating confusion because some organisations were thinking, although do we have to pay back? Or do we have to cover those losses and the law? Say’s, you don’t have to but now it is nufer change the loss will be included in the ah net assets with dahna restrictions peaches connect to be more ah, i think it’s a better street yeah, this is going to be in line with the law again. Donor-centric too, because site someone else creates an endowed fund that your non-profit that is that is wrist restrictions. Nobody gives an endowment for general purposes. So all right, that makes sense. But you’re saying in the past or i guess currently now it’s confusing where that underwater port should have been reported. But now that it has been reported as unrestricted, which was kind ofthe misleading, right there were restrictions. Okay, okay. All right. So anything more about underwater endowments? That is that’s that’s. That’s! That’s! That’s! Good. Cool. I’m not intimidated, but even i fail. You don’t want to get technical, so i don’t i don’t know, because then i will be intimidated. I mean, that was accounting for poets that i took. So you know where i’m standing, but happy to dio i want i want to talk about this because it’s important for non-profits um okay, what else do we have? Ah, what else? Give me another change throughout. Another change that significant, i think the one off the changes which another one that i like, which is going to be making the financial statements more clear. So you approve of the fast be this fast be changes most ofthe time. Yes, i like i like i like i collect them. I think i like most ofthe them. So one off the disclosures again toe avoid aa or eliminate or minimized the confusion. Ah, is ah, the organization’s liquidity. So currently there are no requirements to disclose liquidity, oft organization and ah, it’s kind of confusing because ben, the readers off the financials see unrestricted net assets. They may think that that money, i mean, then that number is ah, basic. The available free cash for cash little not because it can be if there’s a building like say, we’re tapped a million in the books yeah, it’s going to be ifit’s going to be rich effected in the unrestricted net assets, but that building is not readily convert. Okay, so there’s gonna be some something’s in the liquidity is something that people look at when they’re considering investing in stocks. They’ll look at free cash that the corporation has, um, so now we’re going to be able to make the same sort of analysis and analogous now analysis for non-profits yes, because it’s going to be required to non-profits will be required the basically disclose some qualitative information about how they manage its liquidity, and they could in this case will be defined to meet their cash need in the next twelve months, written within the next year. So there’s going to be qualitative information about that? In addition, there’s gonna be some qualitative, informing quantitative information? Ah, basically listing their financial assets, that’s going to be ready for general expenditures in the next year, so basically looking at those disclosures, the readers off the financial spill assess the organizations needs ah, liquidity, much better and liquor that they may be affected by restrictions from donors. You are south. Impose restrictions from the board. Okay. Let’s, let’s, unpack something here. The liquidity for twelve months now. So, i mean, suppose you only have six months of operational expenses that our liquid so you don’t have a year, but that it will still be disclosed. The old somebody can tell that you don’t have enough cash to get you through the year. Well, ah, basically a quiz is this is going to be disclosed as off the organization’s here. And so you gotta keep in mind that the organization hopefully bills keep getting income right here. Small eyes off today this’s once available for next year’s expenditures it’s going to be available as off that date available for for the next year, our shoretz or may or may not be thiss like equal to the one year’s worth of experience. Kayman up, right? I mean, it’s sort of a bad situation. If you don’t have enough liquidity to get you is like a year is that is that sort of a standard. That is a minimum that an organization should have. That’s going to be the standard for which these footnotes or disclosures bilich what do you think? I mean, is it necessary to have a year’s cash to be to be comfortable? Or is that really nice tohave about it? It’s really it’s very hard. So most off the non-profits they do not have that reserve and some off the lock yvonne’s about this wedding. Don’t you see more typically, like horrifically? If i didn’t have a cash reserve, what would i would like to be a minimum that you would advise me, tio tio, achieve basically most organizations, if they have ah, like three months off oken spence is in liquid essence. That’s, that’s, that’s. Pretty good. Okay, again, understanding more cash is going to coming in, but from day to day you’re recommending like a minimum wage at a minimum of all the income. All the case stops today. How long we can live for three months minimum you that that might be that’s what we see typically in, like really mid sized to smaller non-profit that’s our sweet spot, small and midsize. Exactly lots of colleges and hospitals, or mid sized, but some have more some have less. But if you have less than three months, it’s, not like you’re like in big trouble, but i would advise not-for-profits toe, build some reserves, okay, or for rate to get that three month party. Okay, rico, this is valuable. Um, all right, so so i like the fact that people will be able to make a comparison that i know a lot of investors make stocks in cos when they’re when they’re looking, whether a new investor not okay, what else? Throw, throw something else. That’s new everything that neil is. Ah, another disclosure requirement on functional expenses. So current the there’s two different standards, so for no voluntary health and benefit organizations that’s one type of a non-profit basically, they are required to disclose their record includes state, no functional expenses in their financial statements. Speech this basically this what you see on the nineties, the natural category and function so line item, natural expense category would be like wages, ok, in a functional category with bilich program or management general. Okay, so right now, those type of organization required to have that all other organizations, all they have to disclose is the total program expense his management general fund-raising i thought they’re not required toe put, like sailor expenses in their financial statements. So what this changes bringing is ah, basically all organizations either in a statement or a footnote disclosure, they’ll have to be disclosing like a nature and by function all their expenses. So it’s going to be ah more standard throughout when when you, when a reader off the financial looks at two different organisations, they’ll see this information either in the form of a statement or a food, not disclosure, but i’m going to be there. It sounds like a footnote you mentioned footnotes of budget and it sounds like footnotes are important, but most are very there. We should read the footnote. I had a law professor who used to advise you always read the footnotes and a fact on a law exam. One of our exam questions. You didn’t read the footnote. You were going to go astray in your analys sis. So the footnotes important. Take it. Take it from heat and a little for me because i know less about this thing. But not too many people read. No, i said i love the footnotes. Yeah, and i you know what bothers me when i see i read a text and i see a dagger or like a double dagger. I’m the one who’s looking on the and a lot of times i see this on food, food, packaging, where’s the foot i see a double dagger after after your word. Nutritious or something. Or minerals but where’s, the there’s. No explanation. You turn the package upside down and the double daggers aren’t to find anywhere. So i mean that’s different than financial statements. I realize that. But as a footnote meter, you know, that’s annoying. What? Take the double daggers. Off its’s erroneous double daggers. I don’t like that. So you’re doing doesn’t change with the ah, with this new standards ah, back to business now on me. Okay, the requirement will be the description off the methods have the organization allocates expenses, which is important, in my opinion because it’s going to require organizations to think more about how they locate expect they’re there. They’re gonna have to disclose how they do it. So how are we doing it now? What’s the current rule on expenses are important. I mean that’s everything right? Expenses are everything from rent two insurance, two wages to program expenses. These are all okay. What’s what’s the problem with the current method of expense reporting there’s really? I wouldn’t call it a problem. But there’s, some different from it has be disagrees with you. I get fat city or the fast burn don’t agree they’re they’re emphasizing switches, which is a good thing. But ah, i don’t see there’s a problem, but we see different matters used by different organizations and ah, this paid the reader off the financial statements bill know what method they use? Because these are mostly like estimates which we called significant estimates and ah, and they’ll be disclosing the basis is off these estimates, which is going to give more information to the rehearsals, were basically standardizing the method of of expense reporting. Is that basically what we’re doing? In-kind off. But if even if you’re not standardizing, we are basically making organizations disclose off treyz baron, more transparency give more information have have their doing this okay again, more donors friendly, more user friendly. Okay, okay. Um, let’s deviate a little bit in terms of implementation of thes rules. Now they’re they’re required by required to start using these by when basic the ah the requirement is that for counter your organization’s it’s going to be two thousand eighteen so they’ll be required in their december thirty first, two thousand eighteen financial statements and for fiscal years it’s going to be two thousand nineteen. So if the organization is a junior and it’s going to be for the year ending june thirty two thousand nineteen. Okay, that’s what’s required. Spend it’s quiet. But you can do it earlier. Yes way. Only about a minute left. Believe it or not. So in a minute or so what is there? Any advantage to doing it earlier than you then required? Well, the one advantage would be there more accounting standards updates coming, which is one of them is a revenant. Records face-to-face tio let’s not get into that, but it’s coming face to is coming later. But there are latto one like big ones. Fundez the leases on the other one is revenue recognition between pick some off the non-profits. So the advantage off that would be ah durney implementation would be that you don’t have toe implement everything, like very close, so you can government it’s now and implement other ones in two years. But i haven’t seen any organizations that have been building to implement early, yet not embracing the change about your client’s. Yeah, assuming that this scott issued in august off two thousand sixteen, they’re pretty naive standards. All right, we’re gonna leave it there. You thank you. I had, you know what i had ready for you is, uh the keys to jog in jail, but i didn’t need them see so outstanding. Excellent. Excellent. Put those keys away for another time. And another guest you duitz doom partner wagner cpas. You’ll find them at wagner, cps, dot com and at wagner cps. Thank you very much. Thank you for tony. My pleasure. We’ve got more coming up, and that is with maria simple and that is linked in latest first pursuant, do you want to start a sustainers e-giving program or fine tune your existing program monthly giving raises money and builds strong relationships? I think we all know that because they’re giving month after month and lots of opportunities to thank them or you. Although you’re not supposed to say thank you every month. That’s bad, but it builds relationships. Um, they have a stat that a ten percent increase in donorsearch retention can equal a two hundred percent increase in donor. So i think this is it’s worth looking at. And you want to do your sustainers program, right? So that you get the maximum value out of it. This is the free webinar coming up is sustained, e-giving decoded and it is on february fourteenth. Valentine’s day so you can get the love from your donors sustaining, giving, decoded ah, you’ll find it at pursuant dot com to register, click on resource is and then webinars. Oh, in a footnote i gotta put in i get a double dagger footnote for you that this may also be helpful to you if you need to convince your ceo or you’re bored to start or expand your recurring giving program double dagger, see, i defined my double deckers i don’t like i don’t like errant double daggers, we’ll be spelling. Have you seen the video from their spelling bee for help for children? One guy in the video says best spelling bee i’ve been to in a long time somebody else. Ah lot of great spellers, great band. We had a blast there’s a couple that says we would definitely come back to we’d be spelling this is not your seventh grade spelling bee. Check out the video, it’s that we be e spelling dot com now, tony steak too. The deed is done. My long hair has been cut video of the ceremonial cutting. You will find it at tony martignetti dot com it’s gotten a decent number of hits you’ll be pat, my stylist, the artist. And you watch my river of curls flow down by purple gown onto the floor. Tragic but it’s done what’s done is done. We can’t you can’t. You can never go back. But you do have the opportunity to bear witness to this history it’s at tony martignetti dot com. And that is tony’s take two maria semple. Everybody knows who she is. She she she needs no introduction. She she deserves an introduction. Certainly, but it’s it’s not necessary. You know that she’s the prospect. Find her she’s a trainer and speaker on prospect research that her website is the prospect finder dot com that her latest book is magnify your business tips, tools and strategies for growing your business or you’re not non-profit uh, you know, whereas our diet of dirt cheap and free and you’ll find her on twitter at maria simple, real simple. Welcome back. Thank you so much, tony. Great to be here. That’s. A pleasure, it’s. A pleasure. Thank you. Um, let’s see, linked in. Lincoln has some changes for us. What’s going on over there, you know, you know the one thing about social media that you can count on as if there’s always going to be something changing, right? So lincoln is no exception to that, and they have kind of rolled out a whole new look and feel, if you will, and with that, they’ve rolled out a bunch of changes, especially to an area i’ve always loved on linked in, which is the advanced search feature. So if you haven’t had the change yet, if you’ve not linked, log into your lincoln profile in awhile on you go in there today and it looks the same and feels the same as it always did. Then you have not been migrated over to the new platform yet. It’s weird, i mean, i’m still on the old platform, but i’ve had it experience with using it through some of my clients that i consult with on their linked in profile, so i kind of seen both side by side, all right? So everybody is not converted over that, right that’s reassuring to me, it’s, an immigration prophecy, the immigration problems there throughout the country. It’s an immigration migration problem because i went because i went to you know, i’m prepping, prepping for this, but believe it or not, i mean, i do prepare for the show and i don’t see any difference in mind. So i was thinking these are pretty subtle changes, but maria says she wants to talk about them. I don’t see any changes. Okay, so i am a non immigrant. I’m not immigrants that i don’t have a card or anything. I’m non for the new i’m non status, non citizen status for the new lincoln change, okay, right, right, that’s, right? But, you know, soon i think it’s going to happen for all of us. So you know, if you still have that i’m going to say old look and field here platform, i would say some of the tips that we’re going to talk about today in terms of prospecting. Anyway, you would really want to hop on board and take advantage of using the advanced search feature right away because it will soon disappear in terms of really the refinement that you’re going to be able to do with your your searching, they’re going to make that the base and i know you like me talking about free and dirt cheap, but i did. Think it was an important topic for at least to talk about, you know, what can you still do for free? And what will you need to pay for? What will it cost? Charlie ford? So this is an urgent urgent topic if you are on the old platform of you’ve been non immigrated over, forcibly, then do a lot of advanced searches now we’re going to talk about what changing but do them now while you still can for free. Yeah, yeah. Okay, hunker down this weekend. Yeah, right. Okay, so you know it, sze classic with with the social media platforms that they they give you something for nothing and it’s robust, and then they start charging for it once you’re accustomed to it. Same thing with facebook making the organic reach of pages so difficulty, tio have decent numbers on to encourage you, teo, to buy tow to boost your butcher post, which costs money. Yeah, well, you know, these companies do have shareholders to respond to what they have to make some money. Whatever. Okay, uh, i’m doing a lot of grassing today. I know. I know. A suspect of faz b and m piela i’m on edge, on edge. Okay, what’s changed. Go ahead, give us the bad news. What? What? What are we gonna have to pay for, or maybe you already have to pay for. Okay, so the searching that you used to be able to do one of the things i always loved twas being able to really refine a search. So let’s say, i’m looking for a state planning attorneys that are within a, you know, ten to one hundred mile radius of my zip code who are also interest buy-in volunteering or serving is a boardmember at a non-profit that search to that level of refinement in terms of the zip code and the radius around a zip code that is gone, you now need to pay to use length in if you want to use that level of refinement. So now, if i want to search for an estate planning attorney interested in volunteering or boardmember ship, i can limit it to the greater new york city area, for example, or the greater chicago area. You know, those larger you know how when we’re setting up arlington profiles, we get listselect you know that we’re in the greater new york city area for folks like you and i, so you will now only be able to refine it geographically to that degree, and now so many of your listeners really serve a very you know, specific geographic scope. I always thought that that search feature was going to be awesome, you know, now you can’t really refine it is much unless you want to pay to use lengthen. So are you saying wait, hold on. So you’re saying, are you saying greater new york is is you can’t get any narrower than that under the new service? Back-up correct, but you can get, but you can’t get more refined currently, you can get more refined if you’re still under the old form, right? So how much can you refine it by, like, zip code? Or you could go by zip code? I could have searched for a state planning attorney within ten miles of my coat and now greater new york city area. It requires a double dagger. What? How do you define greater new york city? I mean, that could include philadelphia, for god sake or or close to philadelphia. Yeah, man. Yeah. So, unfortunately, you’re going to have to pay to refine it if you want it, you know, and any more refined than that. So i was sorely disappointed that that particular functionality went away, however, they still for free left the functionality in of searching for people who have a non-profit interest of either skilled volunteering or burt board service. So, you know, if he ah all’s not lost is what i’m saying, okay, so i still think the fact that they left that capacity there for a non-profit executive to use linked into search for people who are within, say, the greater new york city area interested in volunteering for, for, you know, their organizations, you know, somebody has, um, i think, taking the step of putting on their own personal lincoln profiles and raise their hand and said, yeah, i’m interested in volunteering or i’m interested in board service, i still think it’s going to be valuable, to be able to proactively go in and identify who some of these people are, right? But you have to sift through so many more because you can no longer define it to within ten miles of my zip code, right? Right. So you know, you may come up with several hundred people in the search results, as opposed to maybe a more manageable list of, you know, say, i don’t know forty or fifty people that might have come up if you were really refining it to a ten mile radius, so, you know, a little bit more sifting, ah, little bit more digging that you’re going to have to do once you get that list, but it’s still could be valuable, you know, might be something that you can have on an intern do. Um, so i know it feels like, you know, summer is forever away, but, you know, you’ve got spring break coming up for college students, and so maybe this is something you can set up for as a nice small project for a college intern, okay? There’s a there’s, a there’s, a dirt cheap or free idea? Thank you always. See, i’m glad you’re on today because you’re you and eat your finding the bright spots when i’m feeling very grassy, i don’t know why. Um okay, uh, what i was gonna ask about the oh, so what? What about people’s industry? If you’re trying to find some a particular industry that someone is in. Is that that’s still that’s still free? Yes. You can still refine buy-in district? Yes. You can do that school. All right. What about ah, company current company. Past company? Yes, you can still refined by current and past company as well. So if you really want to refine it that way, you can do that. Do you know what school they went to? Also in terms of the universe. So if you want to try and find, you know ah, alum who? You know, you went toe to college with the same university or something. And you think that, you know, maybe you’d at least have an affinity, a reason to connect with that person because you went to the same school, you know that. That could be an opportunity there. What? Do you know what the cost is? If somebody wants to take on the pro version is, like fifty bucks a month or so? Yes. So there’s, uh, there’s a version that is called sales navigator and that’s. Probably the version that that the non-profits they’re going to want to use ad so you can either lock in for sixty for ninety. Nine a month if you lock in for a year, or you can go month to month at seventy nine ninety nine a month, um, and that, of course, you can just use it for the months that you want. Now, here’s here’s. The beauty of it, though you can use it for free for thirty days, so they will let you have a trial, if you will, for thirty days. So again, if you have been migrated over and you want to at least give the new platform a try, i highly recommend you at least try it for free for thirty days. Okay? And again, if you haven’t been migrated over yet, get get to it. Do your do your searches. Yeah, okay, what? What else can you tell us? You’re gonna have to start paying for that that’s free now. Well, um, let’s see what else? One of the things that they are giving access to, i will say, which could be pretty valuable for non-profits who want to make sure that their folks, you know, have access to some good training and so forth, but can’t really pay to send them to a lot of conferences and what not with the premium level services you have access to things, something called lincoln learning and lincoln salary, so i think lincoln learning where they boast that they have over nine thousand courses available, i think that could be a pretty interesting value proposition for a lot of non-profits who want to make sure that folks say, you know, trained on various, maybe technical things and so forth, those nine thousand are specifically for non-profits those air non-profit topics? No, no, they’re not i mean, they’re across the board. I mean, i would imagine if you need to learn how to use excel better or, you know, you want to learn more about, you know, how to use facebook marketing or things like that? Those are the types of, you know, online courses, if you will, that you’re going tohave available. Now, i’ve not tested any of them. You know, i i i don’t, you know, i can’t talk about, you know, they’re they’re quality and so forth. But i thought that was kind of interesting that they did, you know, have that as a perk, teo, to premium. Well, of course, they’re not going to be as valuable as the seminars that maria simple does throughout the country. Prospect research. All right, let’s, let’s, go out, take a break, and marie and i’m going to keep talking about these, the linked in latest, which i’m not liking, but we have to keep talking about it. Stay with us. Like what you’re hearing a non-profit radio tony’s got more on youtube, you’ll find clips from stand up comedy tv spots and exclusive interviews catch guests like seth gordon. Craig newmark, the founder of craigslist marquis of eco enterprises, charles best from donors choose dot org’s aria finger do something that worked neo-sage levine from new york universities heimans center on philanthropy tony tweets to he finds the best content from the most knowledgeable, interesting people in and around non-profits to share on his stream. If you have valuable info, he wants to re tweet you during the show. You can join the conversation on twitter using hashtag non-profit radio twitter is an easy way to reach tony he’s at tony martignetti narasimhan t i g e n e t t i remember there’s a g before the end, he hosts a podcast for the chronicle of philanthropy fund-raising fundamentals too short monthly show devoted to getting over your fund-raising hartals just like non-profit radio, toni talks to leading thinkers, experts and cool people with great ideas. As one fan said, tony picks their brains and i don’t have to leave my office fund-raising fundamentals was recently dubbed the most helpful non-profit podcast you have ever heard. You can also join the conversation on facebook, where you can ask questions before or after the show. The guests were there, too. Get insider show alerts by email, tony tells you who’s on each week and always includes link so that you can contact guess directly. To sign up, visit the facebook page for tony martignetti dot com. Hi, this is claire meyerhoff from the plan giving agency. If you have big dreams but a small budget, you have a home at tony martignetti non-profit radio. Are we gonna do more live? Lister eleven the first person i want to shit out out is something else from wagner, who i met with you eat it wasn’t in the studio today, but chris, chris rowe, you ask for a shoutout, sometimes i don’t give him just cause you asked, but i’ve given it to you live with her love to you, andi let’s, go let’s, continue to go abroad. Um, we got something else from mongolia, so originally we had ulan bator, mongolia, and now we’ve got sue betar, mongolia, so i don’t know if you two are connected by phone and the person in ulan bator contacted his or her friend in su betar, mongolia, and told him you gotta be listening. It’s tony monday non-profit radio, which which i think is a very worthwhile reason to make a phone call, but either way, whether you know each other or not live listen, i’d love to you. Germany is with us more multiple, more germany, guten tag uk is with us. Is it in england? We know is it? Uh we don’t know, we don’t even know which is which of the was therefore countries it. Could be whales or ireland or scotland, or it could be england. But the uk is with us, maybe it’s, someone welch. I don’t know now if it’s someone english and i just called them welch that’s, very bad, so i’m not getting into it live. Listen, love to the person or people listening in the united kingdom. Let’s, leave it there. And the podcast pleasantries have to come over twelve thousand. Now, over twelve thousand listeners on your own schedule. I love it. It’s it’s, twenty seventeen is all about. Listen at your leisure, benj, listen or do it in drops live. Listen to our podcast pleasantries to the over twelve thousand of you and the affiliate affections to r kayman fm listeners throughout the country. So glad that you are with us. Please let your station know that you listen to non-profit radio that will help us a lot and help them affiliate affections to our am and fm affiliate listeners. Very simple. Um, we were goingto yes. Okay, so let’s continue with what’s. Ah, what you got to pay for news now or soon? That that used to be free. Okay. Well, let’s, let’s, talk about what? Some of the good freebies air still there because sound like i think i might have depressed you in that first segment there. I want to make sure i looked into it. Might be my short hair. It might be this hair cut. I don’t know what it is. You know, it’s, i walked in this way. I don’t know why go. Ahead, yeah, we wouldn’t leave you in your listeners on a good note, let’s talk about some of the stuff you can still do for free that i think are pretty awesome, so they and i’m going to give you a website, and i’ll also put it on your facebook page. But it’s non-profit dot length in dot com forward slash development, right? So you know what they were? I want to focus a little bit more on how to elevate their their pages entitled how to elevate your fundraising efforts with lincoln, so they give you some some tips and ideas on that particular page, as you know how non-profits can use this for fund-raising for development, one of the things they provide is a free webinar that you can watch to learn how to use lincoln better for fund-raising so again, that is still free, and i think it would be well worth while at least checking that out and see what additional tips you might be able to get on. How to use lengthened for fund-raising okay, i’ll just put that in my takeaway is okay non-profit derelict in dot com slash development, okay? And i yeah. I did want to point out that that that domain is still available that non-profit doubt linked in dot com there’s still a lot of good stuff there. Yes, there is. Yes, absolutely so there’s, some good stuff there. So it’s a bad still there, that’s still free they what? When i was poking around that area, one of the things that i did find is that they give an email address, that they say that you can the email them to see if you qualify for discounts. Now i don’t know what that means to see if you qualify for discounts of the non-profit um and then on and the e mail address that they give is non-profit solutions at lincoln dot com and i i i don’t know what the qualifications are. I don’t know if it’s by size of budget, i don’t know, i don’t know, i have no idea, i don’t know anybody who approach them with this, but i figured since i was preparing for the show and i came across that e mail address that dear listeners might want to know about that, they also say that they have a lincoln fund-raising specialist who’s. Available and there’s a form that you fill out and hit send, i guess. And then somebody from lincoln reaches out to you. So that might be worth pursuing something. What? You know, maybe they’re going to give you some free ideas about how to use linked in better and so on. And so for non-profit fund-raising specialist. Yeah. That’s what they call it. I know where you found that on non-profit darlington dot com. Yeah, for its development is where you found that non-profit fund-raising specialist form that you submit? Yeah. Yeah, because they have. They have a link at the very bottom that says, talk with our non-profit specialists. And so when i click clicked on that, i noticed that they have ah, form that you can fill out. And then somebody gets back to you that we should try to get somebody on from lincoln. How about that? There you go. That was that the form and say, hey, i’m learning a radio show. Come on and talk to me. Well, that’s, one way to do it so that’s. A rather simple minded way. It certainly will get the job done. I prefer to be a lot. More sophisticated than that, but okay, i’ll take that one under advisement. Do that without specialist or specialists. Was it a plural specialists? They just say that they have a lincoln fund-raising specialist available for just one person serving a well, i don’t know one point. Two million of us. Ok, it’s hard, it’s. Hard to say. I mean, i don’t know how you know how much they still have in terms of staffing available that they have dedicated to the non profit sector. That would be really interesting question to ask now, did you say a non-profit fundez specialist or the non-profit reasonscall esha list? That article is very important a versus the did you catch that chance? Okay, let’s say that speaks to a link in a ok, so that religion fundrasing specialist who could help you find the right fund-raising solution for your non-profit okay is very important a versus d because okay, so the a of course it could mean they only have one and they just making it sound like they have multiple but that’s another conspiracy don’t okay spirit. Very grassy today, very graphic sexual it’s a short hair i don’t know i’m set off today. I don’t know why. Okay, let’s, get you back in here. Tony welchlin articles. A very important article arguing articles are very important. Geever city, i think. But there is one more thing i did want to focus on that you can still do for free on linkedin, even with the new search feature. So when you have that that search box that’s at the top of the page now they do allow you to run bully in searches. Now you’re going to put me in jargon, geo bully. And everybody knows boolean is good, kendo and or and not okay, so a little feedback. All right, so is that something new? Bully in search? Well, it’s it’s taught their you know, their they’ve given you some, you know, instructions on how you can actually run those searches in terms of how to use you know the word not or and you know how to use the parentheses, teo, filter down your searches. So again, you know, it could be a way for you, teo, to take advantage of what still available for free one. One of the things that i found was interesting, though, is that you? Can’t use like like we can you do on google when we’re running searches, you cannot use the plus sign or the minus sign. So you must use the word and instead of the plus sign and you must use the word not in place of the a minus sign. Okay, that’s it. We’re going very grandeur now, boy. Okay, i know that. Yeah, yeah, pretty pretty important. Is this going away in a new in the newer version is the is the is the boolean search going away? No, no. It’s there. It’s still there? Okay. That’s. Why? I want to make sure we covered it because it is there also those those operators not. And or they must be in upper case letters if you’re going to use that. So that that’s important? A cz? Well, ok, ok. And they’re not supporting any type of wild card searches. Sometimes if you only knew, say part of the word you used to be able to put an asterisk at the end. Well, you can normally and boolean searches, but apparently on their platform they are not doing a wild cards search. So let’s say you were looking for the word ah, fundraiser or fund-raising you normally would have been able to put in f u n d e r a f asterisk so that it would complete the word in any way. But now you can’t do that on this particular bullying search. But, you know, i did want to let people know that that is available. You could just do fund-raising capital o capital our fundraiser and that would cover. All right, we got to leave it there. Maria simple. Thank you so much. Thank you for keeping us on our toes and linked in excellent, you’ll find maria. You’ll find maria at the prospect finder dot com and also at maria simple next week don’t burn out in twenty seventeen and personalized video if you missed any part of today’s show, i beseech you, find it on tony martignetti dot com responsive by pursuing online tools for small and midsize non-profits data driven and technology enabled, and by we be spelling supercool spelling bee fundraisers we b e spelling dot com our creative producers claire meyerhoff sam liebowitz is the line producer. I’m working on hiring a new am and fm outreach director and i mistakenly had gavin in the credits last week after i said goodbye on january first, but gavin, if you don’t, if you don’t leave, we can start missing, so please i’m a damn idiot intern alright, social so media is by susan chavez on our music is by scott stein he’s going to be singing shortly and i’m going to talk over him, so saying, bring him down if you start to happen your turn you with me next week for non-profit radio big non-profit ideas for the other ninety five percent go out and be great you can’t take my own advice what’s not to love about non-profit radio tony gets the best guests check this out from seth godin this’s the first revolution since tv nineteen fifty and henry ford nineteen twenty it’s the revolution of our lifetime here’s a smart, simple idea from craigslist founder craig newmark yeah insights, orn presentation or anything? People don’t really need the fancy stuff they need something which is simple and fast. When’s the best time to post on facebook facebook’s andrew noise nose at traffic is at an all time hyre on nine am or eight pm so that’s when you should be posting your most meaningful post here’s aria finger ceo of do something dot or ge young people are not going to be involved in social change if it’s boring and they don’t see the impact of what they’re doing. So you gotta make it fun and applicable to these young people look so otherwise a fifteen and sixteen year old they have better things to do if they have xbox, they have tv, they have their cell phones. Me dar is the founder of idealised took two or three years for foundation staff to sort of dane toe add an email address their card it was like it was phone. This email thing is fired-up that’s why should i give it away? Charles? Best founded donors choose dot or ge somehow they’ve gotten in touch. Kind of off line as it were and and no two exchanges of brownies and visits and physical gift. Mark echo is the founder and ceo of eco enterprises. You may be wearing his hoodies and shirts. Tony talked to him. Yeah. You know, i just i’m a big believer that’s not what you make in life. It sze you know, tell you make people feel this is public radio host majora carter. Innovation is in the power of understanding that you don’t just do it. You put money on a situation expected to hell. You put money in a situation and invested and expected to grow. And savvy advice for success from eric sabiston. What separates those who achieve from those who do not is in direct proportion to one’s ability to ask others for help. The smartest experts and leading thinkers air on tony martignetti non-profit radio big non-profit ideas for the other ninety five percent.

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Hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent on your aptly named host oh, i’m glad you’re with me. I’d be hit with santa chromium if you joined us me with the mere notion that you missed today’s show boost revenue with donorsearch vase john hayden and rachel muir reveal how to smartly and effectively survey your donors to increase revenue and grow your major gift pipeline. John is the ceo of inbound zombie, and rachel is vice president of training at pursuant that was recorded at the twenty sixteen non-profit technology conference and discovery visits thes one on one meetings are critical to your prospect research maria simple, our prospect research contributor and the prospect finder make sure you’re getting the most out of them that originally aired on july tenth twenty fifteen tony take two twitter responsive by pursuing full service fund-raising data driven and technology enabled, you’ll raise more money pursuant dot com, and by we be spelling supercool spelling bee fundraisers for non-profits we be spelling dot com? Here are john hayden and rachel muir on boosting revenue with donorsearch vase welcome to tony martignetti non-profit radio. Coverage of sixteen ntc it’s the non-profit technology conference with the convention center in san jose, california with me now are john hayden on rachel bure. John hayden is yeah dahna ceo founder. Easy everything of inbound zombie. And rachel bure is vice president of training at pursuing before we begin with john and rachel, you have to do our a swag item of the of the interview, which you may have noticed a big, big green glass from wind streams. And inside is a charging charging box so you can charge your charge your usb device using and then at the same time, have your drink from win streak. Preacher, would you have that swag pile? Please take the charger out before you drink. It worked in the foreground, foreground of our swag pile, if you please. Thank you very much. Thank you. Okay. All right. Rachel. John, your topic is how did boost revenue with donorsearch vase. I don’t think people think of boosting revenue with older surveys, but so that’s spell that misconception. John, how is it that donorsearch vase can be used to boost revenue? Well, thie idea is that the more you understand your donors the more they’re going to feel heard, right? And then the more that they’re understood and they feel heard and they’re connected to the organization them or they’re going to support the organization, so don’t donorsearch is a really about understanding people that support your organization. So it’s part of ah multi-channel engagement strategy. Yes, you could say that it’s fair to say, rachel, this is one of our channels in our multi-channel strategy absolutely and it’s a really great tool for understanding what your donor’s interests are. So then you could target your appeals based on this interest, and you can talk to your donors about the one program that they care about and not the nine programs they don’t care about you okay? I don’t think i don’t think many people are thinking about surveys as a channel. I think they’re thinking about twitter and facebook and instagram as their channels, not a servant, all right? Yeah, i wouldn’t i wouldn’t say this survey zahra channel, i would say that surveys are almost like an approach, you know, too sir, because you could survey people on twitter you could survey people on facebook you could survey people with a surveymonkey app you khun survey people in a number of ways so it’s more like, you know, get feedback from donors, you know, approach to a channel. Yeah, exactly approach to a channel to a strategy for an engagement purpose. Exactly. Yes, i couldn’t have said it better. I couldn’t have said it worse. Okay, so let’s dive into this, you have some i can t example, i don’t feel like starting with the examples because then you have some do’s and don’ts, which we’ll get to. But you have some examples to share of good donorsearch practices. Rachel sure, yeah, we shared a example in oven online donorsearch ve in our session and it was a short six question survey that really focused on identifying number one. What donors communication preferences are how we doing on communicating with they are communicating to little just write too much. What? What air? The beneficiary preferences the donor has who does it don’t care about of all the target populations that the non-profit serves which one interest the donor the most some questions about you know what? What programs do they care about the most? Is that just some great basic? Questions that you can use to ask your donors and these were important because that was six question, yeah, six question, okay, you only important because these are all really important questions because donors give for their reasons, not ours, and the more and one of the points that john and i made in our session is, the more you find out you’re you’ve gotto ask when you ask these questions, you’ve got to be prepared to use them to use what you learned and then honor your donor’s preferences that they tell you i want to hear from you more, or i want to hear from you less or i want hear about this book, i’ve got to be prepared to be able to deliver on that so that you’re honoring their preferences. You’ve taken the time to find out, and you’re going toe near next up, it’s going to deliver on it. Okay, so we’ve got a preserve these responses not just use the to analyse survey, and then we get it not before. Yeah, we’ve got to make good on it and that’s what we want to because we want to be talking about what they care. About the more we talk to them about what i care about, where they’re going to give, the longer they’re going to stay with us, jon, otherwise, people are gonna feel unheard, yeah, totems of serving me, if you’re not going toe honor what i asked you to do. Exactly, yeah, okay, you got another, i can’t example for us, john, i can’t example, i’m only quoting from your text here, so is this text fortified? I persisted, it’s, somebody else wrote it. I don’t know what i doubt that, you know, you have no, it turns to blame too exuberant. Okay, you got some other examples. I can’t hear otherwise. Good serve, good serve a example. No. You know, we should see we shared another video example of using video. Yeah. Video. Yes. Sorry. I thought we were in this session. I was definitely the sessions that work you did? I did provoc way. So we shared a great example of using video using video to really take the donor right into the action. Take them right there in the field, allow them to release, give them an immersive experience where they can experience the donor’s work and then use that to open up a conversation with, um, wade love to talk to you. We want to learn more about what inspired you to give. We’d love to talk about what we’re doing. We want to do so respectfully if you’d like to hear from us, just click this button and we’ll set up a visit. So it’s a great way to have your donor raise their hand on their own and find out who wants to have a deeper relationship with you. Yes. Okay. It’s a little more about what was the content of that video? The video example that we shared was a great video for operation smile and it really took the viewer. First hand into the operating room, seeing these surgeries and seeing how marchenese cleft palate surgery’s how, how they impacted these families and these communities, and they heard stories from the program officers they heard stories from donors, doctors from doctors from the founder of the organization and the founder of the organization has a very respectful called action at the end where he says we’d love to hear from you. We want to do so respectfully, we’d love to hear your hopes would love to hear your wishes. Wait, if you’d like for us to call you and set up a visit, just click this button so it’s a really nice way using the emails since the donorsearch to a landing page with personalized you were all so they could track how the if the donor watches the video, how long they watch it for, and then invite the donor to respond and raise their hand if they’d like to have a visit. So it’s another tool to learn more about a donor’s interest and hopefully set up a visit. Okay, okay, you’re tuned to non-profit radio tony martignetti also hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a quick ten minute burst of fund-raising insights, published once a month. Tony’s guests are expert in crowdfunding, mobile giving event fund-raising direct mail and donor cultivation. Really, all the fund-raising issues that make you wonder, am i doing this right? Is there a better way there is? Find the fund-raising fundamentals archive it. Tony martignetti dot com that’s marketmesuite n e t t i remember there’s, a g before the end, thousands of listeners have subscribed on itunes. You can also learn maura, the chronicle website, philanthropy dot com fund-raising fundamentals, the better way. Dahna john, i’ll give you a chance to rehabilitate. Duitz. I was just there for my looks and that’s it. You could say what not to ask, no, no, yeah, yeah, yeah, yeah, thank you, rachel. Yeah, i was gonna get do’s don’ts. Thank you, teo. Grayce you think? Well, i’m talking, john, you want to scrap something? Yeah, there you go, that would help them if they want to sign. You know, i don’t know, i okay, let’s, move. Yes, duitz a note. Don’t you ask them how much they recently gave? Don’t ask them what they gave and these air no nose, because you should know this information, right? So if you ask them that right away out of the gate, they say, wow, what? What if it’s an anonymous server or we’re not, we’re not we don’t like anonymous service. No, we can’t, because we’re supposed to be a hundred preferences. They were not so from the kate we’re not talking about no, no, no, no. Yeah, and s so were were, you know, again the purpose of the surveys to understand the donor. So we’re collecting this information putting into the donor database so that we can follow up with appropriate communication. So if someone says, hey, i like cats versus dogs for an animal shelter. They’re going to get communication that’s about dogs, here’s, harold, the dogs that were saving and here’s what you can do to help change the life in a dog. So that’s, really, the purpose is to try and taylor the communication and connect the have basically have the donor have a voice in the in the cause. Okay, i understand. Rachel’s getting the pen out of swag out chili that’s. Okay. I mean, john is squeezing the clients, just ball. I’m a little nervous. Yeah. That’s. Okay, rachel got tomato, but i know you’re nervous because you’re doing so badly. I know he’s doing our angel holding its made of which is not squeezing she’s selling. Yeah, i would say. Okay, here’s, some morning lol i was going to give you some dues. Don’t don’t use complicated phd level language don’t use complicated language keep it short keep it simple sixth grade reading level literally experience meeting you wanted to be don’t use have it be all text used highly visualized examples that fit in with the organization’s mission think. Think of a buzzfeed stall quiz that you might take on facebook. Like what? Eighties band and my duran duran psychedelic furs, thie cures you know you you just see the images and you know how you’re going to vote. You barely even have to read the text. You wanna make it as easy for them to read is easy for them to do is possible. Okay. Okay. Really? Sixth grade level. All right. Any other don’t you don’t don’t use don’t send people to a website that looks horrible on a mobile device where they have to zoom in and look at the survey in order to fill it out. Don’t ask people twenty questions be very careful what you’re asking and the number of questions you know, twenty years too long twenties way too long is there arrange five or six? If you’re doing a survey to your whole group, just keep it short and simple. Five or six? Yeah, and i would say, don’t skimp on this subject line put as much thought into this subject line as you do your survey questions so that you get people to open it. We’ll talk about the subject line of the invitation email. Exactly. Put a lot of thought into maybe a test. Your subject line. Okay, so easy to do now we all should be tested. That’s. True. Yeah, i say be testing is like it’s. Like letting your donor’s vote on subject line that they like the best and then using that to send out to all the other people. It’s, basically, you know, having them help you write the email. Yeah. Okay. Okay. That was a good one. Good response. Join arms. I don’t mean the beginning of this catching ourselves ability, working bilich. Like getting out of prison. You were. Seriously, you’re not serious, man. Like a parole officer. You’re like the worst parole officer. You’re much better one. I’m much better on twitter, facebook way we’ve never met trump. I invite you you all this time, i’ve been holding you at bay. Yeah, exactly welcoming, but probably yeah. Okay hyre be horse that’s. Great, man. You’re a good sport. Yeah, i’m a good sport. Absolutely. You beat the crap out of you later on before you go. I am in a police state. Okay. Kruckel with affiliate. I will not oppcoll hyre all right. All right. We’ve exhausted. Don’t let’s. Look let’s. Focus on the positive. Yes. Do. Alright. Well, rachel, you hit some of that. You make it simple. Very visual, right? Visual, other deuce, other good practices. I would say. Try to integrate, serving your donors in multiple avenues. You know, you can send them a donorsearch juche. Khun, ask them questions after they you know, we talked about having just a comment box. What inspired you to make this gift on your donation form after they get your newsletter after an event after the gala, you know? There, there. Are multiple touchpoint where you can solicit feedback from your donor’s there’s a reason why you can’t go to old navy that buy something for my twins without me getting a survey about the experience and satisfactions and number one driver dahna loyalty. So think of other ways that you console is thatyou’re dahna speed back way also talked about donorsearch coll’s, which is kind of interesting. So when you think surveys right, you think, oh, the internet, we gotta use the website and all that stuff, but donorsearch coll’s kind of old school. You get five or six donors in a room, you know, very kind of, i guess, you know, committed long term donors. Maybe, you know, from different, maybe maybe a volunteer. Maybe a donor could just be a virtual room. It could be, you know, a real impersonal world. Yes. You meet them in person and you ask them questions. You know what made you decide it? Initially support the organization. You know what? You know what? What kind of stories really get you amped up? You know why? Why do you continue to support the organization and just have that open dialogue in the small? Group and i think often that khun b, that dialogue can be the kind of source to create the online survey, because then we know well what you know, when you start with an online survey, you might be asking, well, what do we even start with? But maybe the donorsearch kel is a good place to start, find out what are the key kind of issues or what the key preferences and then sussed that out throughout the throughout the database. Yeah, yeah, exactly, yeah, yep, okay, are there certain groups of donors that air better to try to engage in a survey than others like sustainers vs strictly annual donors or hyre plant e-giving donors vs others durney any distinctions across types of donors that we’re talking with or dealing with? That’s a great question, i would say surveys air really great for all your donors and it’s an opportunity for you to be able to identify who you’re sustainers prospects are and who playing, giving prospects are and really move those people from the annual fund up because you cared enough tto learn about what they care about, and you’re going to deliver on it so you’ve got you’ve increased your chances of deepening that relationship and deepening their involvement with the organization by asking them the survey because donors give for their reasons, not ours and it’s up to us to figure out what they are. I see a lot of fundraisers really trying to read their donors minds and wasting a lot of time and, you know, i like to say ask more questions, read les minds there’s someone it’s, it’s totally appropriate to say how do you like to be invited to make a gift? That’s a very respectful way to find out more about how someone does like to be invited to make a gift, and these are all you don’t have to try to read their minds. You can ask them these questions and learn a lot build a relationship in the process i can think of to gary with one music suggested. How do you like to be asked? How often? How often should we be approaching? Use is two or three times per year appropriate five times one time that’s a great example. We actually talked about that, you know you’re giving donors choice when you do that and that. That’s giving them control and that’s a really big part of them deepening their engagement with you. They want to have that control. We’ve got one study where an organization raised fifty percent more fifty percent more at their year and appeal because they gave those donors those choices win, do you? When do you want to hear from us? When do you want us to ask? How often do you want us to ask? They first proved the value of their communications and that’s something i would caution anyone to first do you know if if the first time you make a gift? If i ask you how much how often you won’t hear from me, you might say, not very much because you don’t know me yet, but once i proven the value of the communications and you do know and the donor doesn’t know the organization it’s really great to ask those questions. That’s a really great point. Thank you. Like i scored warning sixteen minutes and forty seconds. All right, john, you want a chance? A chance of what? Score a point? Okay asked me a question we’re talking about. Good, good. Good news. No, mistress. Yeah, eso so keep the language simple, very simple and use their words right don’t use any jargon that you might throw around in the, you know, internal meetings, use their words on dh focus a lot on visuals, actually, visuals drop people in the video is a great example. And actually, that video is very powerful because and the organization was alt-right smile training, you know, is it was operation smile operation, smile. Yeah, it was great. I mean, when the video was playing during our first session, i was kind of had tears in my eyes, you know? So that emotion drives the person take action, right? So at the end, you know, hey, tell us what we can do or contact us. We want to take the next step with you, that person probably more likely to take that action because that emotion, right? So i think that’s that’s really key is to try two focus on drawing people in emotionally and and appeal to that because that’s going to drive the action and there’s something like logic will logic drives a conclusion. So a logical solicitation koegler appeal, logical appeal drives a conclusion. An emotional appeal. Drives a response. Action? Exactly. Exactly. That’s crazy. You weren’t ten points to that. I love it. That was brilliant. No one gave you the authority to assess points. There’s a hostess that just here. You see the signs? Yes. Okay. Tony martignetti okay, he’s putting you in this company. I’m being put in my space and i think i’m being hard. I think john hayden may never come back co-branded before so yeah, people will google me at least. Who is this guy? John hayden he’s having a total failure on this video? Shit. You don’t even mention it. A credential here that you’re exactly facebook marketing for dummies proof that i am a dummy proof facebook marketing for demolition take himself too seriously and not at all. Okay. Secrets your favorite for-profit brands used to build loyalty let’s, start revealing some of some of these for-profit secrets. Well, they ask, i mean you you can hardly buy anything or do anything without being asked about your experience, right? I mentioned like the survey over the dressing rooms. I was the lighting and and they, you know, the best time to build on a great experience or fix a negative one is in the moment that it happened. And that’s why? Surveys are so great if you ask people honestly, you get a chance to interact in that experience before that donor becomes a lapsed owner and that’s. Why it’s great to be soliciting feedback often, often often and immediate. Yeah, depending on the engagement, right, depending on what that engagement was. Okay, okay. That’s a good one. Yeah, and actually, someone has a bad experience, you know, they might wait. One the question we asked to us. Have you ever had a bad haircut? You know? So you’re not going to tell your hair and i don’t. I don’t know if i’d have been here cut or not. Probably not right now, but, you know, if you have a bad haircut apparently, according to people i know if you have a bad haircut, you’re going to tell your friends, you know, whatever you do, don’t go to the hairdresser, but you’re not gonna tell the hairdresser, right? So it’s important to listen on follow-up and but but just being heard can often turn things around, and i think that way refer to the recovery paradox. Yeah, this is known in the for-profit sector. Is this service recovery paradox? Yep, service recovery so it says it says that if you do something really awful and it’s, someone has an awful customer experience if they feel heard, they are more likely. Teo, you know, support, you are loyal, but they’re going to be more loyal then if they never had a complaint in the first place and you don’t even have to fix the problem. That’s the good thing you don’t have to listen to it. Yeah, really? That’s the that’s? Why it’s a paradox like you would think if someone has negatives, something negative to say about your you know, organization or your business, you know, you you have to fix it. We gotta change this, but not necessarily you have to listen, something’s, you obviously can’t change, right? But just giving that person the opportunity to say how they feel and be heard. Then they say, wow, of all the brands of all the retailers of all the non-profits i sport, i feel hurt by these guys. Now they’re not doing everything i like, but i really liked them so that loyalty increases universes. The defensive, you know. Blaming the victim response? Yeah. Service. Yeah, exactly. And again, the bad haircut. Right? So if you don’t listen to them that person’s out there on the street telling their friends, hey, you know, whatever you do, don’t support these guys because they’re kind of, you know, not only did they do it wrong, but they don’t want to hear what i have to say. Also, you don’t want that on the street. Your customer donorsearch taking the time to share their opening up to you. If they didn’t care about you, they wouldn’t. They wouldn’t bother wait. They’re in their mind. They would waste a time sharing this bad if you are. Yeah, this person cares enough to tell. And eventually we all heard that that will increase their loyalty. That’s the parent? Okay? Yeah, yeah, yeah. We got a couple more minutes together. What else? What else can we do? You have to depart. Rachel it’s. Okay, just you don’t have to do it silently. I’m going to turn off your mike so you don’t make a lot of noise. You’ll wake latto by rachel buy-in right now you’re gonna leave me with the, uh, heimans lackluster way. Go. Alright, let’s, finish this up. Tony that’s. So that’s. Rachel, you’re vice president of training at pursuing thank you, rachel. Thanks, rachel. Okay, john. All right. Great. So i hope that i just said we have a couple of minutes left, so don’t disappoint. Good. Okay. What? What else? What else is gonna be covered in this topic, or or what else was covered in? Well, i think, you know, i think i talked about the thing that we’ve tried to impress people with. The donor survey is not just a survey that you do once a year, once a quarter, but it’s almost like a mindset of creating upper every opportunity to follow up with the donor and listen to them. So, for example, we talked about when someone makes a first time donation, right? That’s a big deal. That’s. A pretty big deal. Hey! Wow, you you gave us money. Don’t! Why did you know what was what made you decide to do that? Someone gives a second time, right? If they give once that’s that’s great. But if they give a second time, it’s almost a miracle. So wow! What did we what are we doing? That drove you back to us twice reinforced the catch of a miracle. That is because we have a seventy percent donor attrition problem across non-profits in the u s absolute we’re losing seventy percent of our donors each year yet so it’s quite a big deal when somebody gives you that second? Absolutely. And then and then, of course, monthly, right? If someone says, hey, i gave once or twice here and there, but now i want to commit to a monthly program, right? I want to commit to that. Wow, you did that other yeah. So obviously these follow-up these donor-centric questions going different for each of the situations right on then also, you know, even on a donation form, having, like rachel said an open box that said, if you wanted, you know, if you have anything to tell us anything you want to share with us about why you’re supporting us, just type it in right here, just having this attitude of kind of b, you know, having an ear and being open there, listening to people and giving people opportunities to share how they feel, you know, even on, you know, i wrote facebook marketing for dummies and i’m always telling people yes, there’s facebook insights, you can look at all the data but read the comments on the posts, right? That’s, where you get all this really incredible personal stories, people sharing personal stories, what they think about certain issues, how they and you and also you learn their language, right? How are they talking about the cause we think we talked about has a, you know, communications person at a non-profit, you know, sometimes they get into jargon or talking about a cause in a certain way of thinking, they have to educate donors, but, you know, by reading comments really listen to donorsearch kind of understand their language, how they’re talking about it using their words, you know, okay, yeah, cool john all right, was that i think that’s a great rap, all right? Because i was so harsh to you. Yeah, i’ll give you a shout out. You should be following john hayden on twitter he’s at john hey, because he is very good who does have a lot of good content and it’s not only about facebook, email anything put candy, you know, five tips five think you sort of known for five of these seven of these quick tips very tactical there’s that value yet. But you also go deeper to oh, yeah, yeah, definitely. Yeah, and i’ve weekly webinars i do free webinars called the hump day coffee break and it’s just, you know, people show up, look at wednesday’s eleven and, you know, have a cup coffee, learned something and leave and that’s it, you know? So yeah. So i feel like i told you that. Great. We’ll let you have it. Thank you. Well, thank you for the opportunity. Really do appreciate it. And it was fun. I have very thick skin, so i had a great time. Honestly, tell your friends about not probably. I do. Do i tweet about it? I know you tweet about it. Yeah. Thank you. Yeah. John hayden, he’s he’s. Everything around inbound zombie. They do. Marketing consultant. Exactly. Thank you. Took it. And you are listening and viewing tony martignetti non-profit radio coverage of sixteen ntcdinosaur non-profit technology conference wrapping day one with john hayden and rachel muir. Or we’ll be back on day two. Of course, on the day three stay with us. Discovery visits. We have maria. Simple coming up first pursuant you know them, they have fund-raising management tools that are ideal for small and midsize shops perfect for our listeners. They fill your potential donor pipeline that keep your fund-raising on task, time against goal and all the individual fund-raising task day after day, week after week that you need to track, they’ll keep you managing those making sure that your time is is probably focused. So you’re meeting goal pursuant dot com we’d be spelling spelling bees for non-profit fund-raising this is not your mother’s spelling bee, not even the ones from seventh grade there’s too much fun, they’re enormously interactive, including dancing and there’s also stand up comedy and the comics i’ve seen are quite funny live music too. Facilitate that dancing note there’s no deejay thing here is live music so you got a concert you get stand up comedy there’s dancing fund-raising, of course, and they squeeze the spelling bee in there too. I love what they’re all about it’s really very cool, it’s. Very different. They have a video that shows it all at we b e spelling dot com now tony steak too. Meet me on twitter i love i have a lot of fun on twitter. Even people cite that hundred forty character limitation, but that’s nonsense because if if the conversation is getting detailed, you go into direct messages. And if you if you want to keep it public, then you just do multiple one hundred forty character messages. So, uh, seems kinda old to be hope you not put off by one hundred forty characters. It’s fun, you know, it’s it’s immediate. Um, i get a lot of guests that way. I get a lot of listeners of the weak that way. Twitter’s very cool. So if you’re not following, you could check me out at tony martignetti be grateful as i always am. If you re tweet about the show talking about the show, let your followers let your network know that you’re into non-profit radio and, uh, yeah, check me out. Sabelo please say hello on twitter that’s tony’s take two it’s just that simple live listener love it’s got to go out you know, it’s coming gratitude, gratitude and love to all our live listeners whatever city, state country you are in your listening now and i appreciate it live love to you i will spare you the diatribe about then versus now, when we’re pre recorded this week podcast pleasantries, they go out right after the live love they go pleasantries to our many, many podcast listeners are lots of different platforms for podcast listeners. There’s still that one in germany hanging in there we get like thirty or forty hits ah month from his podcast dot d i think, but itunes the vast, vast majority stitcher number two platform and then there’s like player dot fm and pod bay and podcast and smaller ones. But whatever platform you’re getting, the the the show from pleasantries to you and our affiliate affections right on the heels of the podcast pleasantries i know where platforms you’re getting it from our am and fm affiliate stations throughout the country and i am grateful to you affections to the many affiliate listeners on stations all around the country. Here’s maria simple originally from the july tenth show last year on discovery visits you also know maria simple she’s, the prospect finder, a trainer and speaker on prospect research. Her website is the prospect finder dot com. Her book is panning for gold. Find your best. Donor prospects now she’s on a diet of dirt cheap and free. You can follow her on twitter at maria simple welcome back, maria maria so i gave the screen here. How are you? Where you been? What’s going on there? What do you think? That’s? Too much that’s too much. I had myself on mute while you were doing on minute announcements there. Sorry about that. Um, i’m glad you’re with me. Welcome back. Absolutely. Thank you. Pleasure. We’re talking about discovery visits today. These, uh, he’s let’s define a discovery visit. And then once you explain why you think they’re so critical to prospect research, well, you know, as prospect researchers, unfortunately, we don’t have access to every little piece of information that would be useful for you. As you’re thinking about cultivating or soliciting someone so actually sitting down face to face with a donor is going to yield so much insight about what motivates them, why they love your organization and potentially yield larger gifts for you down the road. I blogged this a while ago, and it may be one of the first times that you and i met online because you commented on it. But i don’t think you were on this show at this point, but i blogged the value of face-to-face meetings, and i was not diminishing prospect research online and all through all the resource is that you and i have talked about from chambers of commerce and libraries toe online resource is wasn’t diminishing those, but yeah, the value that you get from having lunch with someone i happen to like doing it over meals, but whether it’s over meals or a meeting in their office or a site visit to your place there’s going be great. Um, you just pick up so much just by talking to somebody for for an hour? Yeah, yeah, and and definitely even in the body language alone. So if you start steering that conversation in a certain direction and you see people getting uncomfortable or fidgety or ah, in the opposite way, if maybe they start leaning in and leaning forward and looking like they’re really engaged with with what you’re talking about, perhaps a new program that you’re looking toe launch and get funded, all of that can yield so much great information for you. Sometimes it could be a little awkward. You hear things that you, you’re not sure how to document, and we’ll talk about the importance of doing that, like, you know, they don’t really like the ceo or your boss, you know, are there glad that you’re at the lunch with them and not this other gift officer? Yeah, and you do have to be careful about that. How you document that? Because, you know, a donor does have the ability to walk into your organisation at any time and say, let me see what donorsearch crowds you have on me. So you think you would want to document it in as a subject in an objective manner i should say objectively think of yourself as a a nen vested gate of reporter, right? When you’re trying to write down what the comments are so you might, you know, just right. You know, they did not seem particularly interested in the new x y z program and period end of story. Now we’re talking about the documentation it’s critical to save this in your hopefully you have a c r m database, right? A donor database cr m someplace. This has tio this information, you know, it’s what? We call, i guess, institutional memory, right? And you’re not going to put me in jargon jail for that? Are, you know, that’s a pretty straightforward one, okay, i’m enjoying for well, if if you as a development officer or is an executive director, sit down and have a conversation with someone and then you decide to leave the organization a year later. Ah, and then the new person takes over and goes in and has a visit with this long time donor sort of starts asking that same set of questions that donor’s going to kind of look at him like, don’t you already know this? Because i’ve already talked to your predecessor about what my interests were, etcetera. So you really do need to make sure that you are taking, you know, the time and it’s time well worth, you know, spent just documenting what happened during the conversation. What were the critical point? What were the things that need to be followed up on? You know, maybe it’s a timing issue. Maybe they say, well, you know what? This is a really bad time for my family right now, but in two years we feel that our finances will be in a different situation, you’ve got to get that documented and that’s an ideal example of one of the many, many things that you’ll find out from talking to somebody that you’ll never find online or any other resource is i don’t lose its talking, you gotta you gotta drop people out and and they love your work, otherwise they wouldn’t be meeting with you, so they’re happy to talk about what it is they love how, how their situation can impact your organization. I mean, positively or negatively, you know, like you’re saying, this is not a good time for us, you know, we just had a downturn in my business or from death in the family or, you know, whatever i mean stuff you’re not going to find out anywhere else than talking to people, you’re absolutely right. And, you know, one of the interesting things too, is you sometimes when i’m having conversations with with a non-profit maybe it a networking event or at a conference or something, and i’ll last generally how is your fund-raising going and then steer the conversation towards you know well, you know, when was the last time you had a chance to meet with who you would consider to be your top ten donors, and they kind of look at you like, uh, am i supposed to be regularly meeting with on donors? Oh, boy, yeah. That’s ah that’s yeah, that’s where the person in charge of development needs to be stewarding and managing up the, you know, the sea level people and that maybe that’s only one person may be the ceo is executive director is all there is but that, you know, yeah, yeah, you’ve got to be managing up and making sure that these relationships are nurtured with your your most important donors. You’re most important volunteers as well. Yeah, and if you don’t have the time to do it as a staff member, get your board involved. This is a perfect role for a board to get involved in. Even your board members who say, i hate to ask for money. I’ll do anything for this organization just don’t make me ask for money and it’s so simple for them to just go in and have it really a conversation you know you can provide them with, you know, prompt them with a list. Of questions that they might consider asking this individual, but it really is a conversation all about discovering what is this donor-centric about why are they giving any money to you at all when you know, when did they start? And, you know, where do they see themselves going with your organization? As a consultant, i do hardly and, you know, i don’t i don’t meet with donors and potential donors alone ever and very few of the visits that i am on our discovery visits, you know, where we don’t know the person all that well, but when i was a director of planned giving at a couple of colleges, i should do these all the time, and i remember my head’s spinning with oh, i don’t remember that, but i’m trying to stay in the conversation, too, but you can’t take notes while you’re having lunch, but i remember my head swimming over my gosh, i can’t remember that and that. Oh, and this news about his sister and that relationship, you know? Oh, you know, but there’s so much too, and you get back to the office and you just have to spill it all out and i agree with you, i usedto have ah, client, who said never write anything about someone potential donor or donor at anybody boardmember that you wouldn’t want them to read basically the same standard you had when you said someone could come in the office any time and ask what you have on them. That’s fine, you know, today with with technology having advanced right, i’m hoping that people who were in those positions that you were holding at that time in the plan giving departments and and so forth are using their smartphones and the recording feature not to record the conversation, but afterward, once the meeting has ended and you’re getting back into your car or getting to a quiet place, you know, in, you know, a different space or something like that, just data dump it right in by voice because you can speak a lot faster. Most people can speak much faster than they can write or type, so why not just get it in that way? And then if if you needed to, you know, use a transcription service of some sort to then get it into a print format and then edited from there. I think you know, that could be a particularly great way to use technology. Yeah, great. Cool tip. I like that. You’re right. You can dump into a voice memo. Excellent. I also like your idea of using board members for this purpose idea. We’ve we’ve talked about it, but good many times, but good to mention that also, this is ideal for board members for organizations that have a prospect research person. Do you think that these contact well, i’m going to call them contact report? Because as we used to call them at the colleges, should they flow through the prospect researcher? Or should they go right into the c r, m database and then it’s a prospect researchers job follow-up and read them how does? Because the prospect researcher is the the focal point of a lot of this, the prospect activity? How should this info get to the to that person? Well, you know, it really again depends on the size of the department and the type of cr m that you’re using and who has access to it because some will allow you no board members to have access and others won’t. So then clearly if it’s your boardmember that needs to be providing the information in many cases, they’re not going to have access two, uh, to that database, so don’t need to get it to that prospect. Researcher some other way. If it is ah development officer who does have access to the database. And i do recommend that they inserted directly themselves. If it’s a small organization, if it’s a larger organization with multi level, then you know you would want to make sure that there are certain procedures in place for me. No, but certainly the prospect researcher in some way, shape or form should be alerted that there’s been an update to that record in case there’s, you know any additional updated information that they need to provide? Yeah, right. It could be a simple is ah, niu ah, new email address or you are. Whatever new relationship. Ah, i know. In the in the colleges where i worked which bigger organizations, they the prospect researcher was the like. I said the focal point, and they would pull out something from a prospect research report that would say, oh, you know i should. This is consistent with this other contact report that i read for this other person done by a different gift officer. And these two need to be talking to each other for whatever reason, that was always that was always the done through. The prospect researcher i don’t know is that it makes sense to you. Yeah, yeah, it does. Absolutely. And i can tell you that, you know, having attended various conferences in the past that are, you know, attended by prospect researchers. They would love to be on every one of these donordigital covering visits, making sure that the right questions get asked and so forth. Okay, so this should be from training there, maybe maybe training the gift officers by the prospect researcher. When again, when it’s an organization that has prospect research. I understand a lot of listeners organizations problem may not. But if you do, should there be some training that the prospect researcher was doing for the gift officers? Yeah, absolutely. There should be some sort of training and in terms of not only what they confined online, if they needed to find some information quickly. What are some of the go to resource is when they’re out on the road? Etcetera. But also, you know what air the typical questions you should be sitting down and asking of every single donor and prospect and, you know, ah, good development officer, this should really be intuitive and second nature for them. Um, but if there’s somebody fairly new in the role, or if it’s an executive director who is, you know, that that’s it that’s the only person there is no development officer on, perhaps they’ve been so very used to running an organization and and the day to day management of the organization that they really haven’t gone down the road of of getting trained on, you know how to ask the right questions to elicit the responses we need to move this prospect forward. We’re gonna go out for a break. Marie and i will keep talking about this a little bit. And then she also has, um, unconference dates coming up this summer. That would be valuable for your prospects, research or stay with us. Like what you’re hearing a non-profit radio tony’s got more on youtube, you’ll find clips from stand up comedy tv spots and exclusive interviews catch guests like seth gordon, craig newmark, the founder of craigslist marquis of eco enterprises, charles best from donors choose dot org’s aria finger do something that worked and they only levine from new york universities heimans center on philanthropy, tony tweets to he finds the best content from the most knowledgeable, interesting people in and around non-profits to share on his stream. If you have valuable info, he wants to re tweet you during the show. You can join the conversation on twitter using hashtag non-profit radio twitter is an easy way to reach tony he’s at tony martignetti narasimhan t i g e n e t t i remember there’s a g before the end he hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a short monthly show devoted to getting over your fund-raising hartals just like non-profit radio, toni talks to leading thinkers, experts and cool people with great ideas. As one fan said, tony picks their brains and i don’t have to leave my office fund-raising fundamentals was recently dubbed the most helpful non-profit podcast you have ever heard, you can also join the conversation on facebook, where you can ask questions before or after the show. The guests were there, too. Get insider show alerts by email, tony tells you who’s on each week and always includes link so that you can contact guess directly. To sign up, visit the facebook page for tony martignetti dot com. I’m dana ostomel, ceo of deposit, a gift. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Got more live listeners in san francisco, california live love going out to there now podcast listeners and affiliate listeners. Did you think i forgot? How how could you live? Listener love always is accompanied by podcast pleasantries and affiliate affections very grateful to all the podcast listeners wherever, whatever device, whatever you’re doing, i love having you with us and all those affiliate listeners in the many stations across the country affections out too. Our am and fm affiliate listeners perish the thought that i would forget podcast pleasantries and affiliate affections. Maria, any last thoughts you want to leave us with on discovery visits and before we move teo unconference ideas? Well, you know, really, just to figure out what what is a donor’s? Why, right? That that’s, what you’re looking to get to understanding there, why to the heart of why they’re investing in your organization and, you know, try and use that language when you’re speaking with them, you know, why are you investing in us? What? What motivates you to continue supporting us? What do you like best about our non-profit? And you know what? Can we actually improve? So try and really elicit some good conversation from them and, you know, you’ve probably heard that old adage tony asked them for money and they’ll they’ll offer you advice and asked him for advice, and they’ll offer you some money. So, you know, it’s a great way to get people engaged in your organization, so don’t be afraid to start those conversations, even if somebody proposes something or says something a little bit on the negative side, take it as constructive criticism and look for areas of improvement. Yeah, you’ve got to hear the negative and a lot of what you’re what you’re suggesting comes out organically, you know? I mean, the person knows that you’re there to talk about the organization, you know, they’re talking about politics or hopefully you keep politics off the table. I always think that’s a bad idea for these kinds of visits, but yeah, they’re talking about the organization that’s, what the two of you have in common, so, you know, a lot of that stuff just gets elicited. I love this program, or i didn’t understand this or i didn’t know you’re doing this thing, but i just read about it in the newsletter, and you know that. Stuff. I mean, you’re right. Ask if it’s not coming out, but a lot of times, it just happens organically because right that’s what you have in common. That’s what? You share, right? Right. All right. So ah, you gots unconference ideas for us. Prospect. Researchers like to meet during the summer. Yeah, absolutely. So the biggie for prospect researchers is the international conference that happens every summer for apra, which is the association of professional researchers for advancement. And this year the conference takes place in new orleans, metoo and it’s going to be july twenty second to the twenty fifth, and they actually also have ah, a new researchers symposium as part of that, uh, they have a full day symposium just for new researchers. So this is a great way to get i think, you know, a full day in, um ah, dedicated to a newbie. And, you know, if you’re just getting your feet wet in this whole thing about prospect research, that might be something well worth while attending. Are you going to the international conference? I will not be going this year. I’m actually attending other conferences, but, you know, this one is definitely if you’re thinking about prospect researchers, this really is the one to consider. Um, you know, there are fall conferences that, you know, we just missed a few conferences that are more regional. So, like in new england, there’s, an organization called nedra, the new england development research association, they they had a conference in april, it was not researchers let’s not look okay, let’s not look backwards, let’s go forwards, but but the good thing about it is that some of those organizations will still put the presentation’s in powerpoint on the website so still perhaps worth just checking into even if you book market for next year. If you’re in those regions, certainly something to think about seeing what what have they shared from the past conference? Cause you might be able to just do a little, you know, your own online learning are these all apra chapters that we’re talking about? Yeah, yeah, they really are there. They’re more regionalized chapters of research association years ago, i spoke a couple of apra chapters, i think in new york and new jersey years ago, back when i know i’m not even sure i was consulting at the time. Maybe more than twelve years ago, but glad they’re still around. Okay, what else? What else you got besides the international? Also coming up in arizona? There’s going to be a false symposium on the topic of campaigns and that’s going to be held november fifth through the sixth in tempe, arizona. So that might be one to consider. And also in california, they have several events going on. The california advancement researchers association have several things on their website, so i’d be glad to share some of these links on your facebook page, if you like and then people can check them out, and if they’re in those regions and see if they want to attend. I love it. Why did you do that? As a comment to the takeaways that’ll be posted around four o’clock eastern today? Sure. Okay. That’s outstanding. We still have another minute or so left. What’s uh, what’s going on in. Oh, i’m sorry. There are the conferences or that you got it. That’s covers it. You know, i think because several have already passed. Those were the ones that i really found that i thought you know, were sprinkled throughout in different places. That you might consider going tio okay, sounds good. Tell me, uh, yeah, now we just have about a minute or so, right, sam? So what what’s going on in your world, what you’re seeing among your clients in our last minute, you know, well, i’m definitely seeing a tick up in activity, capital campaigns and so forth. So, you know, it’s great to see that good news came out with e-giving yusa numbers, and i think that that generally just kind of buoys people a little bit and their spirits. So i am seeing more activity and more research requests because of these larger campaigns and the need to research some of these high net worth individuals before visiting them. So in general, i think it’s it’s all good news. Okay, glad you’re optimistic looks so a beat. Andi, you’re going to be back with me in two shows on july twenty fourth for the two hundred fifty of show. Yes, you’re going to here in the studio? Cool, i will. All right, looking forward to it will be nice to have you institute a sze yu wei would say in latin i’m fluent in latin is a worthless skill, but thank you very much. Good to see you. Good to talk to you. Thank you. You’ll find her at the prospect finder dot com and on twitter at maria simple next week. Have i ever let you down? Well, maybe there was that one show on fermenting, possibly. If you missed any part of today’s show, i beseech you, find it on tony martignetti dot com. 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