+ Your Special Event is Over – NOW WHAT? Roselle M. Ungar, CFRE, Development Division Coordinator Frieda Rosenberg, Development Division Vice-Coordinator Karen Everett & Kathy Hershfield, Major Gifts Chairs David Pasternack, Chief Development Officer Presidents Training Philadelphia PA July 12, 2015

+ What we want to cover today: Cause vs. Organization Turning Donors into Contributors –Identify the right people to ask How can we unleash the very best “major gift ASK skills” from ourselves and our leadership to raise the most Money? 2

+ Laws of Fundraising Must buy in before they cash in Sell values of your cause – not your organization Donors = 1 time gift of $$ or an item Contributors = Share their generosity with your cause What people give first & what they give last are not the same Do not keep doing what you always have been doing 3

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+ 5 Stages of Development 5 Legacy/ Planned Gift Special Contributor Major Contributor Regular Contributor 1 st Time Donor

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+ 7 Relationships and Major Giving Fundraising is not about money. It is about relationships. Why do we forget this?

+ Building the Relationship: Key Principles Meet Needs, not Have Needs - they invest in results A gift TO Hadassah– is THROUGH Hadassah to … Pride not apology - Opportunity not obligation Social investment 8

+ SIX Steps to Success 9 Step 1: Reconnaissance Step 2: Qualify Your Prospect Step 3: Warm-Up Step 4: Opportunity Step 5: The ASK Step 6: Follow-up

+ Step 1: Reconnaissance What do you know about your prospect? What can you find out online? Where can you start? Local Networking Hearsay: Local Word of Mouth 10

+ 7 Reconnaissance Questions 1. Who asks? 2. Who is asked? 3. When? 4. Where? 5. Values? 6. Project? 11

+ “Who are the people who can catapult Hadassah’s future?” 12

+ Step 2: Qualify Your Prospect The RULE OF 3 that drives Qualified Prospect success is: Identify Prioritize Strategize 13

+ Prospect Rating CRITERIA Ask yourself this Question … Common Interest Does the prospect exhibit interest in the kinds of objectives Hadassah and this capital campaign addresses? Financial AbilityCan the prospect afford to make a major gift ($5,000 and up)? Commitment to PhilanthropyAny history of the prospect giving to other causes? Commitment to Hadassah Has the prospect exhibited any past commitment to Hadassah? Ex: $$$, involvement, etc. Linkages to Hadassah Has the prospect personally or does the prospect have friends and/or family who could be a client of Hadassah? Time Window Is the time right for the prospect to make a major gift? Ex: inheritance, sale of certain assets, divorce Personality How can the individual’s personality affect their interest in making a gift? Is the individual driven by a strong ego? Are they caring? Personality traits will influence the likelihood of giving. Past Solicitation SuccessHas the prospect contributed to Hadassah in the past? When & How much? Common Politics/Philosophy Do the political/philosophical beliefs of this individual coincide with the mission & goals of Hadassah? 14

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+ Step 3: Warm-Up 16 Get inside your prospects head Warm up the prospect Create conversation by asking for advice

+ 17 The Advice Visit If you want money, ask for advice. If you want advice, then ask for money. Gail Perry

+ 18 The Advice Visit The 4 Golden Words That Will Open Your Prospects Heart to your organization: “What are your impressions?....

+ 19 The Advice Visit A "nice" way to introduce prospects to your organization. A soft-sell way that is "low pressure but high intention” A personal one-on-one meeting is a wonderful way to share your passion and introduce a person to your organization. It's an "Advice Visit" because that is truly what we are after—advice. This visit is emphatically not about money.

+ 20 The Advice Visit Suggested follow-up questions to ask your prospect: What do you think about the project? What about the need in the community? What interests you personally about the challenges we are addressing? Who else would be interested in hearing about this?

+ Step 4: Opportunity “We have an opportunity to ……” 21

+ Donor’s Philanthropic Goals & Interests Donor’s Personal / Financial Motivations & Needs Hadassah’s Projects Initiatives Needs Step 5: The Ask Customized ask for each prospect Join Hadassah’s needs, prospect’s philanthropic goals & interests, and prospect’s financial motivations & needs 22

+ XYZ Ask X – Money Y – Purpose Z – Impact We are hoping you will consider a gift in the amount of X to accomplish Y and make Z or so that Z………… 23

+ Getting the Appointment (Advice and Solicitation) Call the Prospect:  “May I speak to (prospect’s name)?”  “This is (your name).”  “Do you have a minute?” 24

+ Getting the Appointment (Advice Visit)  “I am honored to serve on the National Board of Hadassah. We are in the final phase of completing the Sarah Wetsman Davidson Hospital Tower in Jerusalem.”  “I would like to set up a time for you to personally hear about our vision and ask you your thoughts about this important project.” 25

+ Getting the Appointment (Advice Visit)  If your prospect raises the question: "Is this meeting going to be about money?”  You should respond with a light touch: “Don't worry, you won't need to bring your checkbook. Your perspective and guidance at this critical time will be beneficial to us as we move forward with this important project.” 26

+ Getting the Appointment (Solicitation Visit)  If your prospect states: “I know all about this project, just send me my pledge card.”  You should respond with a light touch: “I made a promise to myself that I would personally meet with you. This exciting project is too important to not give you the opportunity to hear about in person. I will not take a lot of your time.” 27

+ Have your appointment book with you Pre-select at least 2 potential dates and times Once the appointment is set, send an or personal note confirming the date and time 28 Getting the Appointment (Advice and Solicitation)

+ What to Do When a Major Gift Prospect is Identified 29 Contact your local Major Gift Officer Strategize who knows them best Who can open the door/breakdown any barriers? Utilize Blackbaud research information to identify areas of interest and potential ask amount

+ Campaigns Completion of Sara Wetsman Davidson Hospital Tower $ __________ HMO Research Campaign Budgetary Stem Cell New Brochure Information on later this yearwww.hadassah.org 30

+ More Tools to Consider Utilizing 31 Doctor Events Other National Speakers Parlor Meetings “Cocktails and Conversation” Events One-on-one meetings with Major Gift Officers and the Donor

+ Let’s review our current prospects and potential new prospects 32

+ Next Steps 33

+ Final Thoughts 34 It takes money to bring in money It takes a village It takes 5-7 “touch points” to bring in that big gift; doesn’t need to be one person “Insanity is doing the same thing over and over and expecting different results” – Albert Einstein

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