IT’S ALL ABOUT MISSION Development initiatives flow from mission of the apostolate and vision set forth by the leadership team. Spirit Catholic Radio = evangelization “extraordinary gift renewed each day”

DEVELOPMENT PHILOSOPHY Philanthropy is spiritual journey for donor/recipient Advancement of SCR dependent on our listeners Donor/listener relationship with the station is critical Development is a function of all employees and volunteers at the station Programming as an invitation for advancement Awareness is the foundation for successful development

AWARENESS AS FOUNDATION Marketing/outreach. Assume no one is listening Explaining win/win for Parish and Pastor with Catholic Radio Go into the deep. Not just Catholic events What are best tools: tell-a-friend, billboards, yard signs..bumper stickers

GETTING ORGANIZED Key Questions to ask What kind of database software are you using? How will you segment or define your donor database? How will you track your communication Build, maintain and grow Collecting names through events/referral and other means (marketing - outreach)

DEVELOPMENT PYRAMID 80% of revenue from 20% of donors Not all can give the same but all can equally sacrifice Define your 20% and spend your time there Giving Societies, Executive Director advisors, Board members, Development Committees, committed volunteers Let the microphone build the other 80%

GIVING SOCIETIES St. Luke Society (levels) Spirit Catholic Radio Heritage Society Perpetual Light Society (recurring gifts) Presidents Club (advisory)

DEVELOPMENT COMMITTEE Committee members will help Spirit Catholic Radio engage new potential top donors through personal visits or station events Arrange office/lunch visits with Development staff Attend SCR sponsored events with potential top donors (i.e. Gatherings, speakers, trips) Assist development staff with other moves management strategy with potential top donors Assist with Care-a-thon Challenger solicitation calls twice a year Attend bi-monthly Development Committee meetings Committee members will be asked to be well informed of the Financial Status of Spirit Catholic Radio (Revenues and Expenses)

ABOUT THAT RELATIONSHIP Foremost it is a relationship between donor and apostolate Development staff’s manage or cultivate the relationship through programming, personal contact, other station member’s contact. Cannot be all things to all listeners The love of people should fuel your ability to build the relationship # 1 trait – to be a good listener

IF GIVING IS A SPIRITUAL JOURNEY No two donors are a like Watch the ‘low hanging fruit comments’ You are a counselor along the journey Donor and development staff should act on inspiration – not paralysis by analysis It is God’s money. It is God’s radio station Donor and Apostolate must be good stewards

IMPORTANT TO KNOW LYBUNT (Last year but not this year ) SYBUNT (Some year but not this year) Only 2 out of 10 first time donors make a 2nd gift to an organization* Of those that make a 2nd gift, 6 of 10 will make a 3rd gift* *stats provided though Fundraising Effectiveness Project 2016

USE THAT MICROPHONE! Development PSA’s (rotators) Fund drives – Keep asking. Keep inviting Get your development staff on air Don’t forget the End of Year (Christmas Open Houses) Testimonials are the best witness for support

MARK YOUR CALENDARS! How many Appeals per year? Always include something for year-end Special Project funding? Dual givers Educate your staff and volunteers

MAKING THE CALLS 12-16 Personal visits per month 10% return on call to scheduled visit Why the visit? Beneficial to donor Beneficial to the radio station What are the resistors?

ABOUT THOSE PLEDGE DRIVES Go All-In Make it fun – joy filled! (organic!!) Testimonials As the challenge funds go – so goes the drive! Bring on your Priests and Bishops! Asking begins 6- 8 weeks prior to on-air Post on air – call those LYBUNYS & SYBUNTS!

Do ordinary tasks with extraordinary love ALL THE LITTLE THINGS Personal Thank You notes Timely acknowledgement letters Creative mailers and PSA’S Follow-up phone calls Outbound calling (volunteers) Reminder e-mails Invitation, invitation, invitation! Do ordinary tasks with extraordinary love