2. How to Ask for Money: A Training Course For People Who Hate To Ask Other People for Money
CWA-COPE
Fund raising. Political Campaigns. Volunteering. Electing people. We do all of these things for a reason. I want you to keep this vision in mind as we go through this workshop.

3. In for a dime, in for a dollar
MONEY IS THE ROOT OF ALL EVIL
In for a dime, in for a dollar
Money makes the world go round
A fool and his money are soon parted
Money doesn’t grow on trees
Let’s examine how we feel about money. These sayings reflect many attitudes our society has about money. Review 2 or 3).
Money is the most taboo subject we can talk about. People will talk about the most private secrets in their life before they will tell you how much money they have in their bank account. No wonder that many people find it difficult to ask for money. When we fail to ask our members to give to CWA-COPE, who do we protect?
(Ask for responses)
We protect those who already have money because the wealthy give to politicians and that’s why the politicians listen to their concerns before ours. In the election cycle, 15,000 wealthy individuals gave a total of 40% of all political contributions, an amazing statistic. Why do you think tax cuts for the wealthy have dominated the nation’s agenda for the past 20 years?
We have to change that equation. That’s what this workshop is all about.
I want money, that’s what I want
Money is the mothers milk of politics

4. Here are some statistics about giving in the U. S
Here are some statistics about giving in the U.S. This chart is good news. It means that individual donors are far and away the largest source of giving.

5. What organization receives the largest share of private giving?
Religious groups—churches. Churches do wonderful things. But you’ve never heard a priest or a preacher apologize for asking for money.
Neither should unions. A political donation should be an expected behavior of union members.
They pay dues to negotiate and enforce their contracts. They contribute to CWA-COPE to protect their contracts from the politicians.

6. AGENDA – Asking for COPE
1. What to say
2. How to ask
3. When to ask
4. Who should ask
5. Successful practices – What’s Working at CWA
There are five topics we will cover. [Review 1-5.] At the end of this session, you should have a clear understanding of how to talk to our members about COPE, the psychology of the Ask and the power of one-to-one fund-raising.

7. Fundraising Myths Only the rich give
Let me share with you some of my favorite myths about fundraising.
Truth: People who earn $25,000 or less give away a higher percentage of their income than people who earn $25,000 or more.

8. Good fundraising is good schmoozing
Fundraising Myths
Only the rich give
Good fundraising is good schmoozing
Truth: Good fundraising has nothing to do with working the room or “scmoozing” members. It has to do with being a good communicator about why COPE benefits our members.

9. Fundraising Myths Good fundraising is good schmoozing
Good fundraising is good arm-twisting
Truth: Fundraising has nothing to do with arm-twisting or high-pressure tactics. It it much more like being a match-maker. A good fundraiser matches the interests of the donor with the interests of the organization.

10. Fundraising Myths Good fundraising is good arm-twisting
All we need is a story on the network evening news
Truth: All of the visibility in the world will not help us raise COPE dollars. Members still must be asked in a direct and credible way. Virtually no one sees a story on the evening news and then reaches into their checkbook and writes a check. It is certainly important to let our members know that our COPE program is effective and credible, and that is a wonderful effect of good press. But we still must have a program that actually asks members for money.

11. Fundraising Myths All we need is a story on the network evening news
All we need is Barbara Streisand
(or Charleton Heston)
Truth: The fact is that people give money because they care about the organization or what it will do for them. Maybe if we had a list of people who loved Barbara Streisand it would help. But we don’t. We have a list of people who depend on us to fight for their jobs and their quality of life. That is what we need to say in order to raise money.

12. Fundraising Myths
All we need is Barbara Streisand (or Charleton Heston)
Once someone has given, it's rude to ask for more
Truth: People who give you money are your BEST source of more contributions. Why? They have already proved that they believe in you. You already know who they are and they already know who you are. They are invested in the program. So you should absolutely structure ways to go back to your current donors and ask for an additional donation at least once a year. I guarantee you it will be the easiest money you raise.

13. Fundraising Myths Once someone has given, it's rude to ask for more
People will give if the cause is worthy enough
Truth: No matter how much someone believes in a cause, they still must be asked.
The number one reason people say that they don’t give is because they are not asked. And that is probably true for all of you. For all of the issues that you care about, the ones that actually get your money are probably the ones that someone has asked you directly to give to.
So we can talk about all the details of how to raise money for COPE, and the perfect strategies, techniques, and messages, etc. But it is really quite simple – just ask. If you want to raise money for your COPE program, just start asking someone every day to give.

14. Fundraising Myths People will give if the cause is worthy enough
People are motivated by charity and altruism
Truth: Charity and altruism have nothing to do with why people give and certainly nothing to do with why our members give to COPE. What motivates our members to do anything? Their own self-interest. And that is really at the heart of what I want to talk about today.

15. Member Self-Interest “What’s in it for me?”
Answer the Big Question:
Member Self-Interest “What’s in it for me?”
So the focus of every single aspect of your COPE program should focus on member self-interest. At every stage, you must be able to answer the critical question: “What’s in it for me?”

16. WHAT TO SAY
Let’s start by focusing on what to say to our members when we are asking for COPE.

17. MESSAGE Use local issues Talk about issues; NOT about politicians
Non-partisan: COPE is about our members, not about
political parties
Union-based issues only, not general social issues
Politics of the fight, not personality of the candidates
Focus on what our members are “buying” with COPE money
[Review slide.] As you can see from this list, everything on it is designed to answer the question: “What’s in it for me?” and focuses on our member’s self-interest.

18. How does it feel to ask for money?
Asking for Money
How does it feel to ask for money?
Bad
Guilty
Impolite
Begging
Fear of rejection
Powerless
I’d like to talk for a minute about asking for money. Because most of us don’t like it. And its worth taking a quick look at why.
Give me some words to describe what you feel when you think about having to ask someone for money. What is that knot in the pit of your stomach? Lets do a quick brainstorm.

19. How does it feel to give money?
Asking for Money
How does it feel to give money?
Good
Doing your part
Part of a larger whole
Powerful
Leadership Responsibility
Proud
Now give me some words for how it feels to give money.

20. Asking for Money: How do you Compare?
How does it feel to give money?
How does it feel to ask for money?
Bad
Guilty
Impolite
Begging
Fear of rejection
Powerless
Good
Doing your part
Part of a larger whole
Powerful
Wealthy
Proud
These are responses that other workshop participants have given. How do you compare?.
Notice the disconnection between the two. You are giving someone the opportunity to feel all of these good ways. So you should be proud and happy to give them such a great deal!
Notice the disconnection between these two!

21. HOW TO ASK
Now that we’ve talked about what to say, lets talk about how to ask for COPE.

22. Asking for COPE Start Where They Are - Their Benefit/Interest
Begin with the member’s own set of interests, attitudes, and values. Ask questions!
Program, not Need
Talk about what you are doing, not about the fact that you need money.
Keep it Short
Be concise and get to the point.
Speak from your heart
Use your own passion to set the tone and guide the language.
[Review slide.]

23. Asking for COPE Ask for a specific amount
Your ask must include an actual dollar amount. Minimum of $1 a week. If they already give, “can’t you do a dollar more?”
Ask a question and get an answer
"Close" the sale by handing them a payroll checkoff card and ask them to sign. Or hand them the incentive sheet and ask which gift they would prefer. Wait until you get a clear answer.
Stop
No Apologizing
Remember that you are giving them an opportunity to do something wonderful!
[Review slide.] Stopping is one of the most important aspects of asking for COPE. The only way to get an answer to your question is to stop and wait for an answer.

24. The “Value” of COPE: What are our Members buying?
What does a member “buy” when he or she gives money to COPE?
A voice in passing legislation
A more powerful union
People fighting for their
rights in Washington
More job security/better pay
Now let’s spend some time thinking about the answer to this question of what’s in it for our members. Let’s do a quick brainstorm on what our members are “buying” when they give to COPE.

25. The “Value” of COPE: What are our Members buying?
What does CWA “buy” with the COPE money we raise?
Political Power
A seat at the table
Friends in Congress and State legislatures
Protection of union rights

26. The “Value” of COPE: What are our Members buying?
What does a member “buy” when he or she gives money to COPE?
What does CWA “buy” with the COPE money we raise?
A voice in passing legislation
A more powerful union
People fighting for their
rights in Washington
More job security/better pay
Political Power
A seat at the table
Friends in Congress and
State legislatures
Protection of union rights
So, let’s summarize what the value of COPE is to our members.
CWA COPE is an incredible bargain!

27. COPE Messages To Remember
These messages are from CWA surveys of the members.

31. These messages are from another set of survey questions of CWA members
These messages are from another set of survey questions of CWA members. A power rating indicates the difference between those who agree with the message and those who disagree.

35. WHEN TO ASK
Now that we’ve talked about what to say and how to ask, lets talk about when to ask.

36. WHEN TO ASK Consider a CWA COPE drive during a specific time period
3-6 weeks is recommended
Target New Members
Emphasize CWA COPE during new hire orientation
Consider a COPE drive before or after bargaining
Capitalize on members’ sense of direct benefit from union activity
Combine with voter registration drives
CWA COPE must be a year round activity. But timing can affect how receptive our members will be to the Ask. Here are some suggestions to think about.

37. WHEN TO ASK Tie COPE activity to a conference or meeting
Use gatherings of union members to run a concentrated COPE outreach effort
Union social activity, picnics, etc.
On-going part of the Culture
Consider COPE fundraising as an integral part of what it means to be an active union member
[Review slide.]

38. WHO SHOULD ASK
So far we’ve talked about when to go after our members and what to say to them when we do. Let’s talk now about who is going to do this work.

39. Who Should Ask CWA COPE Fund Raising is Top-Down
Leaders must give first. Local union officers, executive board members, chief stewards and stewards should be the first and most visible in supporting COPE. Leadership participation is the single most important factor in the success of the program.
Consider Paid Volunteers
Recruit from membership and/or other employees with paid time off to
raise money for COPE.
Don’t do it alone - find a network to help
Don’t rely on just one person. The key to success is a network of people participating in the outreach efforts. Form a COPE committee if you don’t have one. Enlist stewards.
[Review slide.] I cannot overemphasize the role that your leadership must play. They should be the first ones to give and they should be highly visible about how important they think this is. At meetings, conferences, job sites it is their job to make COPE an integral part of what the union is doing.

40. Recruiter Qualities Believes in COPE
Understands in his/her hear the power and importance of COPE
High Energy
Enthusiastic and engaging; not shy; not afraid of getting a no
Knowledgeable about the Issues
Able to explain why this is important at both the local and national levels; can say clearly what members are “buying”
Knowledgeable about COPE and where the money goes
Can answer questions about why COPE money does not “just support Democrats”
Is a giver themselves
Helps to increase their credibility with other members
What are the qualities of a good COPE fundraiser?

41. Successful Practices: Robin Young, Local 2001, W. Va.
Signed up 200 members at $1.00/week in 5 days
She received paid time off.
Set up table at work sites.
Personally very committed to COPE and convinced in her heart that COPE was important for members
Made COPE into a good value:
“That Coke in your hand costs more than I’m asking you to contribute for the whole week.”
Focused on local issues
“We get unemployment insurance when we go on strike because we have the right people in office in our state capitol.”
I want to share with you an incredible success story from one of our officers and to spend a few minutes looking at what she did that worked so well. Robin Young is a vice president of CWA Local 2001 in West Virginia.
There are many Robin Youngs sitting in this audience and in our locals waiting for our leadership.

42. 139% Increase in Givers
“We are still seeing the success of talking to the members one on one…… Overall they (COPE recruiters) get 90% of the people that they ask.”
Karla D’Amato, Local AZ, Feb. 4, 2004
Here is another success story. Local 7019 of Phoenix, Az. had a 139% increase in $1 givers. This local represents primarily Qwest employees at many different locations around Phoenix. Here’s how they did it:
The local took advantage of the CWA Local Reimbursement Program.
A member of their executive board assumed the responsibility to lead the drive.
Stewards were assigned the responsibility to set-up meetings at the various locations, taking care of all the details. They did card tables in office lobbies, held lunch meetings, did doughnuts at the garages, etc.
The stewards and the local VP did the meetings jointly. The steward would greet workers or open the meeting. Introduce the members to the VP. The VP did the “close.”
Creating a local-wide “committee” of union stewards to handle the details of the drive took that burden off the VP who did the actual sign-up. In this way, one individual doesn’t get burned-out.
Oct = $2, % $1+
Oct = $4, % $1+

43. Successful Practices What to Say: When to ask: How to Ask:
Focus on local issues
Avoid partisan politics/divisive social issues
Use Tested Messages
How to Ask:
Be proud of the value of what COPE “buys” for our members
Relate COPE benefits to the local situation
Short, Concise
When to ask:
Consider timing, such as a COPE drive
New Member Orientation
Year-round activity
Who should ask:
Leadership/officers/stewards
Consider paid time off
Build a network of stewards/COPE committee
Quality Recruiters
We’ve covered a lot of material and I want to just high-light for you several key points. These points are based on what is working around the country for CWA. If there is just one hand-out you look at when you get home, this should be it.

44. Successful Practices Use competition Use Reimbursement Program
Use available materials from National
Brochures
Materials
Incentives
Upgrade current givers

45. Local Union Getting Started Checklist-I
President, Officers, E-Board Contribute
All Stewards Contribute—suggest a dollar amount. Example: Stewards--$2 per pay/Chief Stewards--$5per pay
Form a local Legislative/Political or COPE Committee. Use the committee to build a network of stewards or activists interested in COPE work.
Do the Workshop: How to Raise Money
Obtain COPE Materials: See the CWA website to order
So, let’s get started. But how?
Review suggested checklist.

46. Local Union Getting Started Checklist-II
Develop a Plan. Examples:
Use Paid Volunteers
New Hire Orientation
Card Table at Work Sites
Parking Lot Cook-Outs
Use the Incentives
Social Events
Develop a Message:“What’s In It For Me?” Tie local issues into COPE. Examples: “We’re in bargaining with Verizon. We need all of the political power we can get..” “The PUC affects our jobs and the politicians appoint the PUC.”
Kick-off Activity. Think about timing.

47. How Can We Respond? “Politics is a waste of time.”
“Why should I give my hard-earned dollars to a bunch of rich politicians?”
“I don’.”
“It doesn’t really matter what we do. It’s all going to come out the same in the end anyway.”
“CWA just gives to Democrats. I’m not a Democrat.”
Here is a list of things you’ve probably heard. Let’s pick one or two that you think you are most likely to encounter and see if we can come up with some good responses. [All of these issues have been touched on in the past hour. It is now up to the participants to apply what they have heard to some situations they are likely to encounter.]

48. What do you say? How can you respond?
SCENARIO: COPE vs. Dues
You have arrived on-the-ground at a local you have not visited before. The local has just come through a tough negotiation fight. And, though they didn’t get everything they asked for, they did get a small hourly wage increase. It is your job to get people signed up for COPE. You have given your best COPE pitch and a hand goes up from the back of the room. The member asks: “We already pay dues and now you want us to pay more? Why?”
[Let the answers come from the group. It is most powerful if they hear it from each other.] Answer: 1. There are two major things that affect our jobs – management and government; dues takes care of management but it doesn’t take care of government. 2. In terms of value, for $1.00/week you are getting a heck of a lot. 3. Dues buys you bargaining power, better contracts, staff that fight for your rights, grievance procedures,, lawyers, etc. COPE buys you a voice in Washington, and in the state capitol. It helps to be sure we’ve got a seat at the table when deals get made that affect our jobs and our lives. Big business has a seat at the table and we need to be sure we have one too.
What do you say? How can you respond?

49. SCENARIO: Leadership
Your local President wants your help to increase the amount of COPE money she raises annually. She says she will give you anything you need to get it done. She promises to ask her top officers for help and asks you what it is you want them to do.
Answer: 1. Leadership should start by giving. This includes Exec. Committee on down.
2. Be visible at COPE activities. 3. Include COPE in speeches and other activities even if they are not specifically “COPE” events. 4. Include COPE in meeting agenda. 5. Make it a priority in public ways at conferences, etc. 6. Pay special attention to COPE donors and make them feel valued for their contribution. 7. Ask others to give – ask all the time. 8. Build COPE into the “culture” of the local. Make sure members understand that this is a full and integral part of what it means to be an active union member.
What do you ask for? What do you want the President to do? How would you use the top officers’ time?

50. CWA COPE Challenge
We’re good, but we must go the next level—GREATNESS.
Keep pressure on our elected officials. “How are you going to help us grow?”
Ask elected officials to organize/walk picket lines/support collective bargaining goals.
Communicate with members on regular basis. Down-load materials from CWA toolkit
Build program.
Go to

51. Making COPE A Year-Round Activity
Every time there is a membership meeting you ask members to sign up for COPE. You ask all stewards to sign up for COPE. When we do two day stewards training we ask them to sign up for COPE. When we do new Officers training we ask them to sign up for COPE.
When we have our District meetings we ask them to sign up for COPE. When we hold our week long leadership schools we ask them to sign up for COPE. When we have District or National COE or Women's conferences we ask them to sign up for COPE.
When we have Health and Safety conferences we ask them to sign up for COPE. When we have Marketing and Operator conferences we ask them to sign up for COPE.Every time we talk to a member about their contract, problems grievances, etc, we ask them if they contribute to COPE. If this isn't happening it should.
Andy Milburn
Vice President CWA District 6
This quote from CWA District 6 Vice President Andy Milburn sums up what it means to make COPE a year-round activity.