1. THE Y. for a better us™ Annual giving campaign Community kick-off
Triple J manor house
January 5, 2017

2. Goals by branch Branch 2017 goal 2017 raised
Alexander County $36,000 $6,220 Camp Hanes $250,000 $53,902 Childcare Services $65,000 $27,618 Davie $115,000 $22,472 Fulton $153,000 $28,553 Jerry Long $355,000 $69,425 Kernersville $180,000 $77,289 Robinhood Road $180,000 $76,393 Statesville/Barium Springs $135,000 $76,977 Stokes $125,000 $30,156 Wilkes $200,000 $53,973 William G. White $375,000 $112,126 Winston Lake $65,000 $12,040 Yadkin $115,000 $24,632 Association $251,000 $133,237 Total $2,600,000 $805,013

3. 2017 annual giving campaign to date total dollars raised: $805,013

4. 2017 goals vs. 2016 actual 2017 2016 $2.6 million (Goal)
9,000 gifts
975 CRT donors
100% Board Giving
Average gift $400
$2.53 million (Raised)
8,365 gifts
926 CRT donors
100% Board Giving
Average gift $371

5. 2017 AGC Focus Donor Retention Relationship, Engagement, Stewardship
Storyteller Recruitment & Training
5 Divisions of Storytellers
Staff (completed)
Board (completed)
CRTs
$250-$999
$250 and below
Recurring/Monthly Giving
Donor retention is crucial to a successful Annual Giving Campaign.
It is much easier to retain a current donor than to bring in a new donor.
83% of our overall dollars come from 24% of our donors at $250 and up. Focus your efforts there!
Focus efforts on first-time donors to get them to second year gift (this will increase their overall giving by as much as 40% over time).
Relationship, Engagement, Stewardship
Think of your relationship with your donors as a cycle;
donors do NOT want to be contacted only when being asked to make a gift/pledge.
Consider creative ways to build your relationship with donors.
Engage donors year-round and let them know the IMPACT of their gift.
THANK DONORS often and promptly.
New donors should be contacted within 30 days of their pledge
(Phone calls are best, hand-written notes are second best and s are not preferred.
5 Divisions of Storytellers
Divide storytellers into 5 divisions for focus based off of their talents/strengths:
Staff
Board
CRTs
$250-$999 (this will be the majority of giving)
$250 and under (focus recurring giving)
Recurring Giving
Recurring giving is the easiest way to provide consistent and steady support for the Y.
Donors can provide monthly giving via credit card, electronic funds transfer, to make it easy
An easy way to encourage donors to upgrade their gift
Gift increase seems more manageable when considering paying it over an extended period of time.
$1,000 now seems like a lot; $85 a month seems possible
Specific upgrade strategies:
$100 donor in the past, ask for $10-$15 a month; increases their giving by $20-$80

6. The role of fundraising in the Y
Youth Development
15.1 million children are unsupervised after school
One out of two children entering Kindergarten is not prepared for school
Nearly one third of public high school students fail to graduate
Only about half of Black, Hispanic and American Indian youth graduate high school
Healthy Living
One third of Americans are obese
26 million Americans have Type 2 diabetes
What role does fundraising play at the Y?
More than ever our communities need the Y. These are some eye-opening national statistics that relate to the Y’s three areas of focus:
The foundation for YMCA fundraising is the Annual Giving Campaign. The Campaign helps strengthen the philanthropic culture of the Y.
AGC also:
Strengthens individuals and families in spirit, mind and body.
Strengthens the community through greater program impact
Strengthen the Y movement through increased ownership, leadership development and sense of community
Provides funding to maintain and expand mission-aligned programs that require subsidy
Provides funds to deliver on the YMCA mission-based promise to assist those who cant’ afford membership or program fees
Social Responsibility
42% of children live in low-income families

7. Steps in the gift cycle Identification of Prospects
Cultivate and Involve
Ask for Support
Acknowledgement/Stewardship
Renewal
Identify Prospects
Cultivate & Involve
Ask for Support
Thank Donor
Renew

8. Time and energy involved in each step

9. The Art of “the Ask”
Know your role, your purpose and your goal-you are an ambassador of the Y.
Know our cause (Youth Development, Healthy Living, Social Responsibility).
Know the prospect-what is their link to the Y or to community issues that Y programs address?
Make the appointment-offer several times and places; should you take a staff member with you?
Tell the story and how they can be involved.
Relate you own story; your enthusiasm will be contagious.
Ask the prospect about what he/she sees as community issues
Talk about Y programs designed to address these issues
Make sure you have already made your gift.

10. The Art of “The ASK” Know what to ask for and why
Discussion—questions and answers
Wait for response
Close
Acknowledge the gift, thank the donor, confirm details and thank the donor for the opportunity to share Y stories
If more time is needed to make a decision, know when to follow-up; thank the prospect for the opportunity to share Y stories
Don’t get discouraged
All visits are successful!
Send the pledge card to the Y right away.

11. The pledge card
CHECK:
Name/contact info – if blank, fill out with as much info as possible; if pre-printed, confirm contact info
Pledge amount – be sure to include employee match if their company matches!
Payment Preference – don’t forget to indicate if donor prefers to pay now or pay later
Notes – use this section to include any information you learn about the donor or keep track of communication (you can also use the back for notes!)

12. Resources NEW THIS YEAR: Volunteer Guide (available in a few weeks)
Annual Giving Campaign Website (
Videos Stories (new for 2017 and past years)
AGC Brochure
Call Scripts
Much more!
Y-Exchange
Other branches
Staff
Weekly Updates from AGC Chair
AGC Marketing in branch
Y social media pages
YOUR passion for the Y
Volunteer guide: Folder with booklet including facts and figures about our Y, answers to FAQs, list of companies that match giving, and workbook area to keep track of your prospects, asks made and goals!
Y-Exchange:

13. Questions. What did you learn new today
Questions? What did you learn new today? How will you use what you learned back at your branch? 13

14. Thank You
Annual Giving Campaign
YMCA OF Northwest North Carolina 14