1. Keeping Extension Funded: We can do it with a simple ask L

2. Did any of you participate in the ESP webinars in May and June related to development? L

3. Meet our presenters Lisa Wallace Henry County Program Co-Director University of Missouri Extension L Catherine (Cat) Comley Adams Director of Advancement University of Missouri Extension

4. What are your goals for today’s session? L

5. Overall Agenda Learning practical lessons with the “f” word from rural Missouri What is the giving pyramid? How to ask Dealing with a “no” Sharing resources L

6. Successful Development Strategies at the County Level No money for our 4-H position. Our Extension council believes a strong 4-H program is a strong Extension program. Set out to raise $140,000 in three years; raised $155,000. All dollars went into an endowed fund. Only interest is spent; Corpus remains intact through eternity. Chose to use the campus endowment fund and a local endowed foundation. L

7. 1. Believe in your cause and start slowly. 2.Find local, successful fundraisers. Get advice. 3. Study the giving pyramid. L Lessons learned in Henry County

8. The “giving pyramid” helps you determine strategies for potential donors and amounts. L

9. 4. Nurture your volunteers. 5.Send letters if you must, but never send a letter that will not be followed with a personal contact. L Lessons learned in Henry County

10. 6. Target donors. As potential donors are identified, consider “who is the appropriate contact to make the appointment and/or ask?” L Lessons learned in Henry County

11. 7. Plan the personal ask. Read two books about asking- Asking by Jerold Panas Ask without Fear by Marc A. Pitman Be confident, positive, stay strong and be fearless. L Lessons learned in Henry County

12. “What a man does for himself dies with him. What he does for his community lives long after he is gone.” Theodore Roosevelt L

13. Not all asks involve initiating a conversation Visual cues – posters, literature, flyers, envelopes Cat

14. Printed/Electronic One Liners Remember a loved one with a gift in his or her memory to MU Great answers don’t grow on trees. Pick MU Extension to support with a gift. You can invest in a more positive future for Pulaski County by supporting MU Extension. Don’t forget to include MU Extension in your estate plan. Cat

15. How to Ask Goal – build relationship (you may have thought it was to ask for money) Plan the request –Who Already engaged with Extension Capacity to give –How much? A meaningful amount to the donor –Plan on a yes, but know some will say no Cat

16. Learn about the donor’s goals Match organization opportunities with donor goals Focus on opportunities, answers, solutions (not neediness) Cat

17. Show the donors how they can make a concrete difference or reach a concrete goal. Will the gift have immediate impact? Will it be transformational? Cat

18. Anatomy of an Ask Cat’s Method Begin with pleasantries appropriate for your audience – be careful not to talk too much or too little Verbalize the purpose of the meeting Ask if they have been provided with all the information they need Cat

19. Anatomy of an Ask Cat’s Method Demonstrate the alignment between what they’ve told you are their interests and your proposal – in writing! Invite them to support the project with $X (make an ask with an educated estimate) Wait. Let them think. Say nothing. Cat

20. It’s just a little word. Smaller than most. Cat

21. Why do we make it bigger than other words? Cat

22. Deal with it Don’t take a “no” personally. Although someone has said no to your request, that person is not rejecting you or Extension. It isn’t about you and your self esteem. Cat

23. Why people say no No relationship Cause is not on their highest priority list Don’t see the organization as relevant, reliable and responsive to them or others around them Impact is unclear or questionable The ask wasn’t effective for them –Felt pressured –Ask was unenthusiastic or uninformed –Person asking hadn’t given –Follow-up did not occur as promised Don’t have the capacity to give Cat

24. What if they say no? 1.Thank them 2.Can we talk about this again? 3.Ask yourself, “What’s the small good?” 4.Shake it off and move on. You are one step closer to a yes. Cat

25. Remember the #1 reason people don’t give… They weren’t asked. At least you gave them an opportunity. Cat

26. We invite you to learn more http://extension.missouri.edu/extcouncil/ gifts-endowments.aspx Cat

27. Optional On-line resources (no endorsements intended) 1.thefundraisingauthority.com 2.Askingmatters.com 3.nonprofitmarketingguide.com These resources have webinars, newsletters, blogs, etc. Some are free, other resources have a charge. L

28. Questions… to “tie up loose ends?” L

29. What will you do as a result of today’s session? L

30. Lisa Wallace 100 West Franklin Street Courthouse, Room 16 Clinton, MO 64735 660-885-5556 wallacel@Missouri.edu L Catherine (Cat) Comley Adams Director for Advancement MU Extension Whitten Hall Rm 109 Columbia, MO 65211 573-882-2003 comleyc@missouri.edu comleyc@missouri.edu We believe in Extension. We want it to continue. If we can help you, let us know…