1. Questioning Your Way to Fundraising Success With Carol Weisman BoardBuilders.com With Carol Weisman, MSW, CSP www.BoardBuilders.com, Carol@BoardBuilders.com 314 863 4422, copyright Board Builders. 2014 1 AFP Sarasota, April, 2016

2. Why learn how to ask questions rather than formulate a nifty elevator speech? 2

3. What is the smartest decision you’ve ever made? 3 Carol Weisman, MSW, CSP www.BoardBuilders.com, Carol@BoardBuilders.com 314 863 4422, copyright Board Builders. 2014

4. What was the happiest day of your life thus far? Your life 4 Carol Weisman, MSW, CSP www.BoardBuilders.com, Carol@BoardBuilders.com 314 863 4422, copyright Board Builders. 2014

5. If you could have dinner with anyone, living or dead, who would it be and why? 5 Carol Weisman, MSW, CSP www.BoardBuilders.com, Carol@BoardBuilders.com 314 863 4422, copyright Board Builders. 2014

6. What was the energy like in the room? 6

7. The big question to ask yourself… Why do you give to the Museum? What do you receive from giving? * * Remember, every one of you is giving both time and money! 7

8. The latest stats on giving in America From Giving USA What percentage of the approximately $360 Billion is donated by: Individuals___% Corporations___% Foundations___% Bequests ___% 8

9. Why would a friend, relative or colleague choose to join you in supporting the your organization? 1. 2. 3. 4. 5. Discuss with the folks at your table…. (This is also known as “The Case for Support” in fundraising jargon) 9

10. The most difficult step… making the phone call. What questions might you want to ask on the phone when setting up an appointment? 1. 2. 3. 4. 5. 6. 7. 8. 10

11. What questions do you need the answers to before you go to meet with a prospective donor…. Why do you give? What are the giving opportunities for time and money? How much money are you going to suggest the donor give? What is the giving history of the donor to your charity? To others? Is this person going to make the decision alone or with consultation? 11

12. Working with a partner… Lessons learned from an unlikely source. 12

13. Choreographing a meeting with your partner…Questions you need to ask each other before the meeting. Is this a cultivation, ask or stewardship meeting? If it is an ask meeting, who is going to “make the ask?” How much time do you and the potential donor or donors have? If you are having a meal, who pays? 13

14. Questions to ask during the meeting… 1. 2. 3. 4. 5. 14 Carol Weisman, MSW, CSP www.BoardBuilders.com, Carol@BoardBuilders.com 314 863 4422, copyright Board Builders. 2014

15. Jerry Panas, the Yoda of Fundraising… The 4 Magic Questions In our profession, you learn to take rejection in stride. You understand that a series of NOs only means that you are part way toward a YES. I have a saying that applies: 3 NOs and you're halfway to a YES. At a meeting, if I get a NO, I ask my 4 Magic Questions. I use these, also, if the response is, "I need to think this over." I say something such as, "Of course, you need to think it over. Just let me ask you (now my 4 Magic Questions):  Is it the project  Is it the institution  Is it the amount  Is it the timing 15

16. How do you answer these statements…. I just don’t know. I can’t make up my mind. I’m not ready to give. NO! Your request is too high. I have to talk to my husband (or wife) first. Can I fund another project? I don’t believe in federated giving. I like to give directly to organizations. 16 Carol Weisman, MSW, CSP www.BoardBuilders.com, Carol@BoardBuilders.com 314 863 4422, copyright Board Builders. 2014

17. Remember the wrap- around technique 17 It starts with your questions about your potential donor’s story You listen to why your donor cares about the Museum and/ or the Holocaust The final question: commitment plus your donor’s story then a specific ask to give money or time or both. The reason your donor will give Carol Weisman, MSW, CSP www.BoardBuilders.com, Carol@BoardBuilders.com 314 863 4422, copyright Board Builders. 2014

18. Questions to ask at the end of a meeting… 1. 2. 3. 4. 5. 18 Carol Weisman, MSW, CSP www.BoardBuilders.com, Carol@BoardBuilders.com 314 863 4422, copyright Board Builders. 2014

19. Who needs to do what next? 1. 2. 3. 4. 5. 19

20. Most important lesson of the day… Power words: You, your, you’re, us, we Snooze-inducing words: Me, I, my, mine 20