1. Relationship Building: The Essence of Personal Fundraising Rich Brown Adjunct Professor, New York University President, RB Consulting

2. Objectives 1. Know how to think about relationship building 2. Be able to build your personal brand 3. Understand the Relationship Pyramid 4. Know the six ways to make people like you 5. Be able to implement the four phases of building relationships 6. Know how to deliver the joy of philanthropy

3. Fundraising is a People Business 1. Know how to think about relationship building

4. Two Influential Books

5. Volunteers Prospects Mid-Level Donors Major Gift Donors Who are we building relationships with?

6. Donor Gift OfficerOrganization The Gift Officer is the Primary Liaison

7. Attributes Who You Are Skills What You Can Do Building Relationships is more about attributes than skills….but you need both

8. Attributes  Personable  Professional  Honest  Confident / Poised  Trustworthy  Polite  Empathy  Maturity  Reliability  Consistency  Responsibility / Accountability

9. Skills  Conversation  Strategy  Planning  Communication  Listening  Problem-solving  Motivate others  Subject Matter Knowledge

10. Develop Your Attributes  Personable  Professional  Honest  Confidence / Poise  Trustworthy  Polite  Empathy  Maturity  Reliability  Consistency  Responsibility / Accountability Look deep inside to find what drives you, what animates you, your values and principles, what makes you unique

11. 2. Be able to build your personal brand

12. …. and you must be an interesting person !!! … and you must enjoy people !!!

13. True personal connection Involvement Interest Introduction Reliability Consistency Trust Affection Esteem Competence Communication Likeability 3. Be able to implement the Relationship Pyramid

14. Be interested in the other person A smile is worth a million dollars A person’s name is the sweetest sound Encourage others to talk about themselves Be a good listener Make the other person feel important 4. Know the Six Ways to Make People Like You

15. Starting the Relationship Deepening the Relationship Translating the Relationship into Gifts Sustaining the Relationship 5. Be Able to Implement the Four Phases of Building Relationships

16. Starting the Relationship Deepening the Relationship Translating the Relationship into Gifts Sustaining the Relationship

17. Starting the Relationship on the right foot

18. Starting a relationship on the right foot means preparing well for that first meeting

19. Be crystal clear on your objectives, audience, substance, time constraints “Begin with the end in mind.” Stephen Covey

20. PREPARATION: KNOW AS MUCH AS YOU CAN ABOUT THE OTHER PARTY  What is the person’s professional background?  Where did he or she go to school?  Where does he or she live?  Are there any current events affecting the person’s industry or company?  Does the person serve on other boards?  Can you discover any hobbies?  What is the gift history to your organization?

21. PREPARATION: BE PREPARED TO DISCUSS QUESTIONS ABOUT YOUR ORGANIZATION  What is the organization’s history ?  How big is your organization ?  How is it structured ?  What are the main sources of revenue ?  What are the main expense lines ?  What is your efficiency ?  What are your programs ?  Who comprises your leadership ?  What is your vision for the next five years ?  What is your organization’s place in the non-profit sector

22. Where to Meet

23. Prepare a Briefing. Background. Purpose. Talking Points. Gift History

24. Visualize the Meeting Imagine the greeting Know your ice breakers Know your questions Know your segue Rehearse your main points Know your wrap-up

25. THE GREETING MAKE AN EMOTIONAL CONNECTION  Look the other person in the eye  Lean forward  Firm handshake  Smile  “How nice it is to meet you.”

26. Famous Greetings

27. Breaking the Ice  How long have you lived in Baltimore?  This building looks brand new….  Did you have any trouble finding the (meeting place)?  How did you get interested in our organization?  Tell me about your business / professional life

28. 25 tips in a flash The Fine Art of Conversation

29. 1. Talk about their kids, not yours 2. Never give short answers 3. Never correct the other person 4. No matter how tired you are, never let it show....make each person feel like they are your only meeting of the day 5. Observe the other person’s body language / be conscious of yours 6. Measure your opinions, but show you know something 7. If speaking to more than one person, look at everyone 8. Speak at a moderate pace 9. Ask open-ended questions / elicit dialogue 10. Don’t be afraid to talk politics, but keep strong opinions to yourself 11. Smile; display enthusiasm; show life! 12. Know your industry 13. Speak in positive terms The Fine Art of Conversation 25 tips n a flash

30. 14. Be financially literate 15. Eliminate jargon 16. Spare them from talking excessively about yourself... 17.... On the other hand reveal some things about yourself 18. Stay focused on the person in front of you, not the person who just walked in 19. “That’s fascinating, tell me more” shows you are interested 20. “I’m sorry, I don’t understand that,” shows you are paying attention 21. Taking out the notepad is okay, but don’t overdue it 22. Be ready to discuss current events intelligently 23. Now and then, it’s okay to show off that you read Dosteyevsky 24. Refer to something you know interests the other person 25. Remember why you are meeting in the first place The Fine Art of Conversation 25 tips n a flash

31. Above all…..Make the Other Person Feel Important

32. Let’s take a deeper dive

33. Starting the Relationship Deepening the Relationship Translating the Relationship into Gifts Sustaining the Relationship

34. Deepening a Relationship  Give a tour  Meet at his/her home or office  Pick up the phone  Write a note  Provide meaningful volunteer opportunities  Invite to events  Get to know family  Meetings with CEO or board chair  Accept invitations  Face up to difficult conversations

35. Starting the Relationship Deepening the Relationship Translating the Relationship into Gifts Sustaining the Relationship

36. Prospect’s interests Identify gift opportunities Meetings with key people The Ask Jan Feb Mar Apr May June Jul Aug Sep Oct Nov Dec The Major Gift Process

37. Finding the right match Donor’s Interests Organization’s Programs

38. Starting the Relationship Deepening the Relationship Translating the Relationship into Gifts Sustaining the Relationship

39. Sustaining a Relationship… Getting the Next Gift, and the one after, and the one after that.

40. Sustaining a Relationship Have Systems in Place Develop Good Habits  Quarterly Update  Send newsworthy stories  Set-up a tickler system  Personalized attention  Make at least one touch every day with someone  Quadrant II

41. Objectives 1. Know how to think about relationship building 2. Be able to build your personal brand 3. Understand the Relationship Pyramid 4. Know the six ways to make people like you 5. Be able to implement the four phases of building relationships 6. Know how to deliver the joy of philanthropy

42. Gain Perspective 6. Know How to Deliver the Joy of Philanthropy