By Katherine Wertheim, CFRE Power Fundraising 31 days to the end of the year – 31 days of your best fundraising ever! By Katherine Wertheim, CFRE

Your best fundraising ever The C.A.T.E. Formula Planning and Goal Setting Major Donors Home-based events Inviting donors to feel-good events Maximizing public relations Direct mail (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

(c) Katherine Wertheim, CFRE 2006 www.werth-it.com The C.A.T.E. Formula C.A.T.E. = Cost, Amount, Time, Effort Cost = All costs, your salary Amount = Gross Amount raised (Cost – Amount = Net) Time = Number of calendar days Effort = Number of people involved (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

(c) Katherine Wertheim, CFRE 2006 www.werth-it.com Resources The story you have to tell People Time Money (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

(c) Katherine Wertheim, CFRE 2006 www.werth-it.com Planning Write down: Goals Resources The most important things to do Prioritize Delegate (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

(c) Katherine Wertheim, CFRE 2006 www.werth-it.com Major Donors How to visit a donor: two-on-one Getting training to visit a donor “Speaking of Money” Working the numbers: statistics (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

Major donor visits: statistics How many visits can you make? How much money can you make? How can you know how much to ask for? Start with a list of 100 donors 65% will have phone numbers You can reach 70% within five phone calls Half will agree to visits 80% will keep the appointment (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

(c) Katherine Wertheim, CFRE 2006 www.werth-it.com Statistics, continued 90% of visits will result in a gift The average gift = 5x previous high gift Thus: 100 names = 65 with phone numbers = 45 who can be reached = 22 who will make an appointment = 17 who will keep the appointment (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

(c) Katherine Wertheim, CFRE 2006 www.werth-it.com Statistics, continued Of 17 who keep the appointment = 15 will give money They will average about 5x previous gift, some higher, some lower Thus, a list of 100 donors who gave previous gifts of $500 on average will lead to 15 giving higher gifts of $2,500 each, totaling $37,500! Check your own list for average gifts of your top donors, ask: Is the return worth the time? (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

(c) Katherine Wertheim, CFRE 2006 www.werth-it.com C.A.T.E. and Major Donors Cost = Your time and board members’ time Amount = $37,500? (based on past gifts) Time = Sorting list: three hours. Training board: four hours. Calls to 65 people = about ten hours. Visiting 17 people: about 27 hours. Time = 44 hours over 30 days Effort = Can do with just one or two people (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

(c) Katherine Wertheim, CFRE 2006 www.werth-it.com Home-Based Events Throw an event at someone’s home, often called a “Friend-raiser” One to 1.5 hours Bagels and orange juice, desserts, wine & cheese, cocktails, chocolate tasting. Mingle, present your work (eight minutes max), make pitch, collect money Two hosts, invite donors and friends Quick to schedule: ten days, send E-vites (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

C.A.T.E. & Home-based Events Cost = Hosts pick up costs, minimal Amount = $700 to $5,000 Time = Ten days start to finish Effort = Two people (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

Inviting donors to feel-good events Do you have a holiday party for the people you serve? Volunteer appreciation dinner Christmas Day gift delivery Open house Staff/board party Invite donors, no ask, just connect with them and mingle. (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

Feel Good Event Benefits Way to thank donors Donors meet volunteers and the people you serve You get face time with donors No ask, no pressure, just connection Easy for board and staff to get involved (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

C.A.T.E. and Feel-Good Events Cost = Little additional cost Amount = Not designed to raise money, but increased connectiveness often results in more money later Time = Takes little additional time to invite more people Effort = Can be done by one or a few people (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

Maximizing public relations If you already have an event, invite the press Follow-up a fax with a call What will interest the media? Utilizing Jews and Muslims for Xmas 200 copies of the newspaper with a post-it note E-links to video (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

(c) Katherine Wertheim, CFRE 2006 www.werth-it.com Direct Mail Assuming your letter is already written, but if not: powerful, poignant, emotional, Anne Frank story, longer = better, one signer. The Lift Note Board members add additional notes Volunteer note to the volunteers Ask your vendors (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

(c) Katherine Wertheim, CFRE 2006 www.werth-it.com Direct Mail, continued Write more often If only four letters, the best months to mail Ask for a specific amount Write more personal letters to higher-$ donors 3x-2x-1x upgrades What to expect: 66% give again and increase past gift More communications = more responses (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

(c) Katherine Wertheim, CFRE 2006 www.werth-it.com Direct Mail, continued Reasons to mail: January end of year totals for taxes February Valentine’s Thank You April taxes, summer dangers, graduation September – Monthly donor appeal? October – CFC, United Way November - holidays December - holidays Muslims for Ramadan Jews for Purim/Hamentoshen-Shelach Manot (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

(c) Katherine Wertheim, CFRE 2006 www.werth-it.com Final Thoughts Emotions How do you feel about money? Delegation: www.strategiccoach.com Organization: www.franklincovey.com Planning: www.innonet.org Public speaking: www.toastmasters.org Questions for me? Katherine@werth-it.com (c) Katherine Wertheim, CFRE 2006 www.werth-it.com

(c) Katherine Wertheim, CFRE 2006 www.werth-it.com Handouts Script for phone calls Script for visits The C.A.T.E. Formula Katherine Wertheim Biography All materials © Katherine Wertheim 2006 (c) Katherine Wertheim, CFRE 2006 www.werth-it.com