1. Presenter: Kim Klein Klein and Roth Consulting Klein and Roth Consulting helps organizations build strong fundraising programs that are mission-driven. We provide practical, hands-on advice on how to build a broad base of individual donors, grounded in social justice values. Kim Klein is the author of Fundraising for Social Change and Reliable Fundraising in Unreliable Times. She has taught fundraising in all 50 states and 21 other countries. Sponsored by: OCCUR www.kleinandroth.com

2. You will expand your knowledge about how to:  Create a clear compelling message  Build a list of people who would give to your organization  Feel comfortable asking for money  Motivate board and volunteers to raise $  Find ways to help your program raise money which work for you

5.  Are most people: 70% of adults  Give to 5-10 organizations each year  Equal numbers of men and women  60% of money given comes from families with incomes of $90,000 and under  # 1 reason people give: someone asked them www.kleinandroth.com

6. Go from this: “Please, please, please…” To this: “I think you would be interested….”

7. www.kleinandroth.com Do you have a clear message? Do you have a clear message? What does your org most believe? What does your org do to act on its beliefs? What is your track record? How much money do you spend? Where do you get your money? Who is involved in your organization?

8. -- your website, --your e-newsletter --a friend --a special event --dropping by your office Would I know that you raise money from people like me? www.kleinandroth.com

9. Invite the first gift Invite the donor to give over and over Invite the donor to give thoughtfully: ) Invite a legacy gift (bequest):

10. We invite people to:  Make their first gift by…  Make their second, third, fourth gift by…  Increase the size of their giving by…  Ask them to consider leaving us a gift in their will by… www.kleinandroth.com

11. Comparing Strategies: TIME IN Strategy In person asking Personal Phone Call Personal Letter Phone-a-Thon Direct Mail (Acquisition) On-line Special Events MONEY OUT Response Rate 50% 25% 10-15% 5%.5-1% Varies

12. Financial Health Requires Diversity Fees/Products Major Donors Sources/Strategies Board and Volunteers In-Kind Foundations Online House parties Religious

13. Make his or her own gift Gift should be significant to that person Participate in fundraising in SOME WAY People have different talents, desires, time availability, connections and social skills www.kleinandroth.com

14.  State the vision  Name three accomplishments  Describe three goals for the current year  Know the total budget  Talk about how the organization raises $. www.kleinandroth.com

15. I, Betty Lou Board Member, will:  Give $500 before November 1.  Help raise $1000 by hosting a house party at my house in May.  GOAL: 20 new donors @ $50-100 each  Work on annual general meeting. I prefer not to: Participate in the phone-a-thon I will not: Come to the auction—sick of those! www.kleinandroth.com

16. Ideally this includes the board, but does not need to only be board members. www.kleinandroth.com

17. Looking Beyond the Board: Who else can you invite to join your fundraising team? www.grassrootsfundraising.org 1. 2. 3. 4. www.kleinandroth.com

19. One Thing Will Never Change: Personal face to face asking www.grassrootsfundraising.org Nothing takes the place of face to face asking

20. 1. Success is asking Fundraising is a volume business Tip: Create a visual which shows # of asks completed www.kleinandroth.com

21. 2. Be OK with NO People say no. “No” has nothing to do with you. People say no because:  They have too much else on their minds  They have given already to someone else  They don’t have the money  They need to think about it

22. BUT MEAN NOT NOW OR MAYBE: “I’ll get back to you.” “I have to ask my partner/spouse.” “I haven’t had time to look at your information” “Send me something in the mail” “I’m giving to so many other things right now.” “Yes, I’ll send something later”

23. 3. Believe in your cause

24. 4. Don’t ask everyone. You don’t need to ask people who: Are just going to ask you back Owe you a favor You don’t like Really don’t want to

25. Ability: Gives away money Belief: Cares about this cause or something similar Contact: You or someone you know and trust knows the prospect. www.kleinandroth.com

26. Example: $2,000 Need: 10 at $200 Or 1 @ $500 2 @ 250 5 @ 100 10@ 50 Need 3X as many prospects as gifts. www.kleinandroth.com

27. Create a chart of possible prospects: Name Relationship Gives $ Cares? Ask for: 1. 2. 3. 4. 5. www.kleinandroth.com

28. Create a chart of possible prospects: Name Relationship Gives $ Cares? Ask for: 1. Max ex-husband never hardly time of day 2. Mary cousin Yes yes $150 3. Jose friend Yes lobbyist houseparty 4. Susan colleague ?? Sort of Bake sale 5. Georgia book club Yes probably not ---- 6. Milagros neighbor Yes definitely $500 7. www.kleinandroth.com

29. Use a combination of letter/e-mail, phone call and face to face to face meeting www.kleinandroth.com

30. Have ready:  Opening sentence  Message for VM  Most exciting thing about the project  Where are you toward the goal?  How much do you want? www.kleinandroth.com

31. Ask different types of questions: How did you first hear about us ? How long have you lived here? How is that donut shop that just opened? What is most compelling about this issue to you?

32. I got involved in this because…. The most surprising thing to me about this issue is…. I loved meeting people who have been giving for a long time because…. I have a dog, too….

34. www.kleinandroth.com

35. Problem: Donors’ biggest complaint: “I am treated like an ATM.” Solution: Be in touch when you don’t want money. Appreciate what the donor has done already www.kleinandroth.com

36. Important Live here Not important Not here Urgent Not urgent www.kleinandroth.com

37. Magazine and e-newsletter Grassroots Fundraising Journal www.grassrootsfundraising.org Books by Kim Klein Reliable Fundraising in Unreliable Times Fundraising for Social Change Other recommended books: Working Across Generations by Robby Rodriquez, Frances Kunreuther and Helen Kim Accidental Fundraiser by Stephanie Roth and Mimi Ho Order from www.josseybass.com or your local bookstore www.josseybass.com www.kleinandroth.com