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Cold Calling for Development Officers
Why do some Development Officers get to new wealthy philanthropists…..first? How can you reach the philanthropists everyone wants to talk to and introduce your institution? Every organization has their top prospects they would love to reach, perhaps they aren't billionaires, but they are the people who can make those game changing gifts! We ask Development Officers to reach new major gifts prospects. But often nobody realizes that getting a difficult or first appointment is a learned skill. I offer a unique training based on 28 years of experience in the field. I have literally had those "conversations with billionaires" and I can help train you to do so as well. This is not a training that teaches theory or generalities but solid practice, methods and techniques. This type of training is simply not offered elsewhere. We will go through the basics of approach, attitude, scripting, voicemail, working with assistants, practice and reaching difficult to reach prospects. This webinar is $48.00 per screen. When you click 'Register" a PayPal screen will automatically appear and allow you to pay by credit card that way. I will then email you a One Drive link where you may download the live recording. The Art of the Qualification Visit
Sometimes called a “Discovery Call” it’s a vital skill that is sometimes not practiced regularly and it's rarely taught. Yet it’s an essential practice that needs to be learned by all development officers. When meeting a new prospect for the first time how can you know how to move them forward after the first meeting? How much time are they worth, who’s attention should they be given at your institution? Do you know where their passion is at your institution? A good strong qualification can save your team and yourself so much time and accelerate cultivation of a major prospect. It can create larger gifts, earlier. Because of poor qualification many of our portfolios are full of people who will never make a major gift for a range of reasons. The live recording is $48.00 . I will then email you a One Drive link where you may download the live recording. Moving the Heart: Dynamic Cultivation for Your Prospects
It’s always a challenge to identify the right experiences that will move your prospects from interest to a desire to make their first philanthropic gift. Too often we rely on the stock and well-worn methods to cultivate donors. This webinar will help you think about cultivation in a new way and identify unique and special cultivation opportunities that fit your institutions culture, budget and tell your story. We will review the list of common mistakes made in cultivating most prospects. We will review the basic design methodology for cultivation, a list of cultivation methods and help you create new cultivation methods at your institution. This is webinar is not just for Events staff but also for Major Gifts and Prospect Research teams. The live recording is $48.00 . I will then email you a One Drive link where you may download the live recording. Making Friends with Solicitation: Learning to Ask for Money
It’s the make or break moment when you have hopefully cultivated your prospect and the time has come to ask for a gift. Perhaps their first gift? It’s the part of fundraising most people misunderstand and even fear. Yet closing a gift, asking for the right gift, at the right time in the right way is a crucial skill. Yet it’s rarely taught. This training will deal directly with common fears. Talk about common mistakes. We will go over a range of methods of asking for a gift. We will also go over soliciting Challenge Gifts, Corporate and Foundation solicitations. The live recording is $48.00 . I will then email you a One Drive link where you may download the live recording. Growing the Forest, Innovative Stewardship for Your Institution
Polls of major donors tell us this is the most often neglected part of their development experience even at major institutions. It’s easy to think that one’s work is done once your bring in a good gift, but donors who make a major investment rarely “see” other parts of our work the way they see how they are stewarded. How do we find that balance between tailoring the experience of each donor and the constraints of budget, staff and time? We will explore common stewardship methods and talk about ways you can innovate and mold your stewardship around the needs and wants of your donors. We will explore how to have essential meetings with your key donors that build communication and trust. Takeaways from this presentation are focused on understanding the breadth of stewardship techniques and identifying new ways you can inexpensively innovate with your stewardship program. This recording is $48.00 , when you pay I will be notified and send you the live recording via One Drive. Dynamic Small Events: Engage and Cultivate Your Ideal Major Gifts Prospects
So many small events are wasted opportunities to energize new prospects with the mission of your institution/organization. This training will teach you to create small dinners that will directly help you prospect and fill your pipeline with major gifts prospects. Guided by your Prospect Research and Management staff these small events will help you to get your best prospects in the room, qualify those prospects and gather information on them. Through these dinners you will be able to qualify and start new relationships with dozens of people at a time. They are often very inexpensive to run and will help you raise more money in a tough economy. These dinners stand out in that the attendees are highly screened and invited in a way that fills the room with the best prospects available. This training is great for all types of field fundraising staff, Prospect Research and Management staff and Event staff. It is also useful for Executive Directors who have to do fundraising but don’t have staff. This recording is $70.00 Fundraising Is Beautiful:
Teaching your Leadership and Board to Love Fundraising Yes I say “Love”. The most crippling unspoken issue in nonprofits today is our leaderships fear and dislike of fundraising. Educating our Board’s about fundraising isn’t enough we need them learn to honor fundraising. Only through their complete appreciation for the actual work that is fundraising can the true power of your institution be unlocked. By showing our leadership their true and unique roles in fundraising can a whole team approach be activated. This approach will help you improve board giving, identify new major prospects, strengthen development staffing, protect your work and job. If you have been hampered by your leadership’s lack of understanding and/or fear of fundraising then this presentation was written for you. With a mix of humor and specific steps Armando will help you identify how best to indoctrinate your Board into your crucial work. We will examine public perceptions and misinformation about fundraising, we will examine the power of the Board/Development Officer partnership and we will help you prepare a presentation for your own Board. This webinar is $75.00 Diversify Your Fundraising: Making the Transition from Govt/Foundation Based Funding to a More Diverse Fundraising So many institutions and organizations exist because of a few large government or foundation funders, so few prepare in enough time to transition to new forms of support when that funding ends. Rather than join the long list of failed nonprofits take the time to learn about key methods and considerations when building new starter fundraising programs. This training is highly actionable and low on theory and generalities because its based on my direct experience implementing fundraising diversity plans. It covers a wide range of funding sources and focuses on building individual Major Giving programs for almost any organization. This training will help give you a timeline, define roles and build a solid long term fundraising plan that will sustain your organization through this challenging transition. This webinar is $75.00 Forming a Major Gifts Committee and Board Recruitment
So many organizations have no methodology or direction in Board Recruitment. This presentation is about practical methods to develop new Board Recruitment that is both powerful and diverse. There is also a major part of this presentation that teaches a methodology for building a Major Gifts Committee. This committee can be drawn from Board or non-Board Members. Understand your community, understand through the power of Prospect Research the ideal composition of your volunteer leadership. Who do you need on your Board and fundraising committee's that will optimize connections, wealth and influence in your community. These methods by their very nature also help to build true diversity, no tokens, on nonprofit Boards. These are practical methods designed for all sizes of nonprofit organizations. This webinar is $75.00 Starting Your First Major Giving Program: Prospecting for Small and Medium Institutions
Too many small and medium nonprofits are wholly unaware of the world of Prospect Research and Management. Or they think of prospect research as a luxury reserved for universities and hospitals. Yet many would agree that great prospecting is the difference between staying a small institution and entering “the major leagues” of fundraising. This frank and humorous presentation is designed to be heard by leadership, funders and Board members. It’s a compelling case to invest in prospect research, management and effectively pursuing individual major giving rather than other more common methods of funding. We will confront misconceptions and fears about individual major giving, wealthy philanthropists and money. We will review various options to make prospect research happen at institutions with small staffs and budgets. We will leave the presentation with clear expectations, goals and roles clearly defined. So next time there is a big headline in the newspaper about a new major gift , the headlines will be yours. This webinar is $95.00 |
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All webinars are for the individual educational use of the purchaser and not for resale in anyway. Please do not copy or reuse the content of these presentations without explicit written permission.
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