Latest / The Nonprofit Podcast / Ep 161| Activate your board for fundraising success

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Ep 161| Activate your board for fundraising success · The Nonprofit Podcast

• 0:04
  SPEAKER_00: The Nonprofit Podcast, powered by Donor Buck.
• 0:09
  SPEAKER_01: Hey friends, welcome back to the Nonprofit Podcast.
• 0:12
  SPEAKER_01: I'm Brit, your host, and this episode is for anyone who's ever sat at a board meeting and thought, I love you all, but I just really wish you were more involved in fundraising.
• 0:25
  SPEAKER_01: Well, today we are in luck because I've got Sabrina Walker Hernandez.
• 0:30
  SPEAKER_01: She's here with me.
• 0:31
  SPEAKER_01: She's a powerhouse nonprofit consultant, a coach, and the founder of Supporting World Hope.
• 0:37
  SPEAKER_01: And she has helped scale nonprofit organizations that were just barely scraping by to major growth, including a 12 million capital campaign and a 500k endowment in one of the most under-resources counties in the US.
• 0:55
  SPEAKER_01: And she didn't just fall into this work, she launched her business right from a hospital bed after being diagnosed with cancer, all because she deeply believes in the power of relationships.
• 1:09
  SPEAKER_01: Sabrina, I am so glad we were able to connect.
• 1:12
  SPEAKER_01: We had met for virtual coffee over LinkedIn one time.
• 1:15
  SPEAKER_01: And look where we're at.
• 1:16
  SPEAKER_01: Welcome to the show.
• 1:17
  SPEAKER_01: Thank you for having me.
• 1:19
  SPEAKER_02: Um, I'm so excited about this conversation.
• 1:22
  SPEAKER_02: I love boards of directors.
• 1:23
  SPEAKER_02: I know it's a little odd for most, but I serve on Five Board.
• 1:28
  SPEAKER_02: Um, I'm changed, transitioning my business name to uh Building Better Board because I want people to know that that is my niche and where where we can move organizations forward, right?
• 1:42
  SPEAKER_02: So I'm so excited.
• 1:44
  SPEAKER_01: I know one thing I've met a lot of nonprofit thought leaders, but you are a busy woman.
• 1:49
  SPEAKER_01: You're not just a teacher, you're out there in the in your community, you're you're doing what you're what you're teaching.
• 1:54
  SPEAKER_01: So, Sabrina, let's get right to it.
• 1:56
  SPEAKER_01: Um thing that comes up a lot in my coaching sessions is you know, my board, as soon as they hear the word fundraising, they they completely freeze up.
• 2:08
  SPEAKER_01: And they're thinking that they have to kind of do these awkward calls or do all of these hurdles to like kick off a very costly gala.
• 2:18
  SPEAKER_01: Yeah.
• 2:19
  SPEAKER_01: So I wanted to start here.
• 2:21
  SPEAKER_01: What's the most common misconception that you see working with a lot of nonprofits when it comes to a board's role in fundraising?
• 2:31
  SPEAKER_02: So the most common misconception is that fundraising is about asking for money.
• 2:39
  SPEAKER_02: That is the smallest percentage of fundraising.
• 2:42
  SPEAKER_02: Look, I sat in that chair as a CEO who did not have a development director.
• 2:47
  SPEAKER_02: I was frustrated as well.
• 2:49
  SPEAKER_02: Sometimes I would go to meetings, talk about fundraising, talk about this and that.
• 2:52
  SPEAKER_02: And you get the blank stairs, right?
• 2:54
  SPEAKER_02: We've we've been there.
• 2:56
  SPEAKER_02: But I had to understand that they are volunteers.
• 2:59
  SPEAKER_02: This is not the world that they live in.
• 3:03
  SPEAKER_02: And my role as the CEO is two things.
• 3:06
  SPEAKER_02: And my mentor shared this with me: take care of the board, take care of the money.
• 3:11
  SPEAKER_02: And so, in taking care of the board and taking care of the money, I had to get over my frustration and I had to meet them where they were at.
• 3:19
  SPEAKER_02: And meeting them where they were at was explaining and educating them on fundraising.
• 3:25
  SPEAKER_02: And this changed my world.
• 3:26
  SPEAKER_02: So I'm gonna share it really quick.
• 3:28
  SPEAKER_02: Fundraising, 10% of fundraising is identifying.
• 3:33
  SPEAKER_02: That is identifying potential donors.
• 3:36
  SPEAKER_02: The other 10% is qualifying.
• 3:39
  SPEAKER_02: That is, that you just because you know them does not mean that they're gonna give to your organization.
• 3:44
  SPEAKER_02: Do they have the ability to give and do they have an affinity towards your mission?
• 3:49
  SPEAKER_02: If a board member is comfortable and their strength is in those two areas, those are your door openers.
• 3:59
  SPEAKER_02: They will introduce you to anyone in their network.
• 4:03
  SPEAKER_02: They would not only introduce you to anyone in the network, they will make sure that they are qualified, they would nurture those relationships, they would take care of that part.
• 4:13
  SPEAKER_02: That's their identified role.
• 4:15
  SPEAKER_02: The next part of fundraising, the next percentage is building relationships.
• 4:20
  SPEAKER_02: Now that is 60% of fundraising.
• 4:23
  SPEAKER_02: That is where most of your board members may lie.
• 4:28
  SPEAKER_02: That's where most of my board members lay.
• 4:30
  SPEAKER_02: I was like, you don't have to worry about that 5%.
• 4:33
  SPEAKER_02: I call that the fear of the five that is asking for money.
• 4:38
  SPEAKER_02: Focus on this 60%, do the cultivation, face-to-face conversations with potential donors, taking them out to coffee, lunch, dinner, whatever it is, calling them on the phone, um, inviting them in for tours of the venue if you happen to be a facility-based organization.
• 5:01
  SPEAKER_02: Um, I said asking for advice, getting them in to do hands-on volunteer opportunity.
• 5:07
  SPEAKER_02: That's where I wanted my board after I sat down and stopped doing the blame game.
• 5:13
  SPEAKER_02: I sat down and said, this is where I need them at.
• 5:17
  SPEAKER_02: And once that happened, we assigned specific roles.
• 5:21
  SPEAKER_02: We went to the 5%, which is the fundraising, the asking.
• 5:25
  SPEAKER_02: The 5% is asking.
• 5:27
  SPEAKER_02: I had to accept if my board members were willing to do the cultivation, that when it came time for the ask, they would invite me into the meeting and they would do the small talk, and I would be the one who would say, Will you consider an investment in 10 of$10,000 in our organization?
• 5:49
  SPEAKER_02: Whatever that number was, we knew the exact number because they had done their job in building the relationship, asking those discovery questions.
• 5:58
  SPEAKER_02: We had information on them.
• 6:00
  SPEAKER_02: And then the other 15% of fundraising is saying thank you.
• 6:05
  SPEAKER_02: And I had some board members that was their realm, they did the thank yous.
• 6:11
  SPEAKER_02: And so that's how I had to break it down in my mind and board so that I wasn't constantly saying my board doesn't do anything.
• 6:23
  SPEAKER_01: I can see Sabrina thinking about this myth of fundraising as a really icky thing.
• 6:31
  SPEAKER_01: I can even see where it's not all the board's fault.
• 6:35
  SPEAKER_01: I've been in situations as an executive director or development director where I've reinforced the ickiness too.
• 6:42
  SPEAKER_01: I automatically went in and assumed, well, my board, they're too busy.
• 6:47
  SPEAKER_01: They're not gonna do the work.
• 6:48
  SPEAKER_01: So what did Brit do?
• 6:50
  SPEAKER_01: I stepped in, I didn't get I didn't involve them in the process or I didn't give them the tools.
• 6:56
  SPEAKER_01: I took it upon myself to save the board from doing the process, that cultivation that you're talking about and making that.
• 7:04
  SPEAKER_01: So to your point, it's not always the board's fault.
• 7:08
  SPEAKER_01: Like if you are a development director or a fundraiser, we need to be addressing how we're reinforcing these men's.
• 7:18
  SPEAKER_02: I just got off a client called Britt before we jumped on here.
• 7:22
  SPEAKER_02: And going through, um doing a five going through, and I'm like, who are the tough employers in your community?
• 7:28
  SPEAKER_02: He's naming off.
• 7:30
  SPEAKER_02: Do you know anyone in this?
• 7:31
  SPEAKER_02: Well, I know someone, but I don't know.
• 7:33
  SPEAKER_02: I said, okay, this is an opportunity where you engage your board right out to your board members and say, Do you know anyone in these companies?
• 7:42
  SPEAKER_02: He had not thought of that.
• 7:44
  SPEAKER_02: And I'm like, why board members don't feel engaged?
• 7:51
  SPEAKER_02: Exactly what you said.
• 7:52
  SPEAKER_02: We work in a nonprofit space, we want to save everything, we want to even save the board, you know.
• 7:58
  SPEAKER_02: I talked to I talked to another uh nonprofit CEO, and she's like, Well, they're volunteers, and I don't want to ask them to do this, and I don't want to ask them to do that.
• 8:09
  SPEAKER_02: And I'm like, Well, you you get the board that you want.
• 8:13
  SPEAKER_01: That is powerful.
• 8:14
  SPEAKER_01: I did read a report, board source report.
• 8:16
  SPEAKER_01: Let me pull the numbers here.
• 8:18
  SPEAKER_01: They said that 49% of nonprofit CEOs only feel good about their board's involvement and fundraising.
• 8:26
  SPEAKER_01: The other 20% of board members didn't even rank fundraising as a top priority.
• 8:32
  SPEAKER_01: And I think this explains a lot of what you're talking about, Sabrina, where this nonprofit leader didn't even know like that the board should be involved in the process.
• 8:43
  SPEAKER_02: So they don't know, and then they do know, and they choose to be disingenuous during the interview process if there's an interview process.
• 8:55
  SPEAKER_02: I know this because I've had this conversation over and over and over again.
• 9:01
  SPEAKER_02: They will say, I don't want to talk about fundraising during recruitment because that's gonna scare them off.
• 9:08
  SPEAKER_02: That is a direct quote.
• 9:09
  SPEAKER_02: And I'm gonna gasp.
• 9:13
  SPEAKER_01: Well, you talked about it.
• 9:14
  SPEAKER_01: What it what would that be called, Sabrina?
• 9:16
  SPEAKER_01: Is that like a savior mentality?
• 9:17
  SPEAKER_01: Because we do have some of that that is pervasive in the sector.
• 9:21
  SPEAKER_01: It's like we're jumping in and we're and presuming that this board member doesn't want to fundraise.
• 9:26
  SPEAKER_02: And then on top of that, we're scared to talk about it because we're gonna scare them off.
• 9:32
  SPEAKER_02: But you get to the first board meeting after you have after they've said yes, and what do you talk about?
• 9:39
  SPEAKER_02: You talk about that gala, and you talk about whatever that event, or you talk about we need to fundraise this or that, and they're sitting there looking at you like you didn't say anything about fundraising when you interviewed me or when you asked me to serve on the board.
• 9:56
  SPEAKER_02: Uh-huh.
• 9:57
  SPEAKER_02: And say, What are you talking about?
• 9:59
  SPEAKER_02: And then we don't even give them any training towards fundraising.
• 10:04
  SPEAKER_02: So, how are they supposed to succeed?
• 10:07
  SPEAKER_01: Well, it sounds like first off, they may not even know what fundraising is because as staff, we're not even bringing it into the conversations.
• 10:14
  SPEAKER_01: On the other side, if your board thinks that fundraising means pressure and panic, maybe we also need to think about shifting the language, even reframing what fundraising is.
• 10:25
  SPEAKER_01: And I think one from what I'm hearing from you, Sabrina, is we need to bring in fundraising early on in the conversation in recruitment, because that is essentially part of a role of being a good board.
• 10:38
  SPEAKER_01: Yes.
• 10:39
  SPEAKER_02: There's three things board members have to do: trust and chip, that's strategic direction, vision it, do that piece, um, provide oversight, and that's not telling the CEO what to do.
• 10:52
  SPEAKER_02: That is making sure you have a budget, you have policies and procedures in place.
• 10:57
  SPEAKER_02: We're not being reactive but proactive, um, and then ensuring necessary resources.
• 11:03
  SPEAKER_02: Ensuring necessary resources mean ensuring you have a good CEO or an executive director and fundraising.
• 11:10
  SPEAKER_02: Those are the two, that is it.
• 11:12
  SPEAKER_02: That's your three functions.
• 11:14
  SPEAKER_02: When we interview or don't interview, and we don't lay out those expectations, you're getting good-hearted people who want to be helpful, who does not understand their role, and so they bring a lot of assumptions to the table.
• 11:29
  SPEAKER_02: And I guarantee you that assumption is oh, I'm here to listen and to tell you what to do.
• 11:37
  SPEAKER_02: How many meetings have you set in, Brent, what board members say, well, you should do this?
• 11:42
  SPEAKER_02: Well, we're a team, but did you please say team environment?
• 11:46
  SPEAKER_01: Right, right.
• 11:47
  SPEAKER_01: Um, you mentioned something earlier that had to do with the board's role in making the ask, and if that is even part of their roles, I think in the stewardship process, right, of identification, solicitation, cultivation, when it comes to making the ask, is where board members freeze.
• 12:08
  SPEAKER_01: My question for you is in your opinion, should every board member actually be the one making the ask, making ask for donations?
• 12:18
  SPEAKER_01: Or do you think there are other ways that they can kind of contribute to fundraising that still bring on that big impact?
• 12:26
  SPEAKER_02: I this is this is what I know to be true.
• 12:29
  SPEAKER_02: Every person you bring on the board has their strength.
• 12:33
  SPEAKER_02: You should lean into their strength so that they can be the best board member for the organization.
• 12:40
  SPEAKER_02: Some board members are gonna be great door openers.
• 12:43
  SPEAKER_02: Again, they're gonna introduce you to people in their circle.
• 12:46
  SPEAKER_02: Some are gonna be great cultivators, some are gonna be askers.
• 12:50
  SPEAKER_02: I had a board of 21.
• 12:52
  SPEAKER_02: Out of those, only three of them were not afraid of the 5% of fundraising.
• 12:59
  SPEAKER_02: I'm very clear about there should be some expectation, and every board member plays a role in that fundraising cycle.
• 13:08
  SPEAKER_02: Your job as the CEO, when you're doing your board retreat, hint hint, you should be doing a board retreat.
• 13:17
  SPEAKER_02: When you're doing that, your one of the goals is to find out where their strength is.
• 13:23
  SPEAKER_02: Right?
• 13:24
  SPEAKER_02: Are they a door opener?
• 13:26
  SPEAKER_02: Are they a cultivator?
• 13:27
  SPEAKER_02: Are they, you know, in this 5% of the asking?
• 13:30
  SPEAKER_02: Are they a therapy?
• 13:32
  SPEAKER_02: Find out what their strengths are, get some real concrete ways in how they're gonna demonstrate that strength because all of those pieces play a role in fundraising.
• 13:45
  SPEAKER_02: Fundraising is not just that five percent.
• 13:48
  SPEAKER_02: So most of my board members, after we went through that, were cultivators, and I was very happy because they were building those relationships.
• 13:57
  SPEAKER_02: Once they we had this formula called five by five.
• 14:01
  SPEAKER_02: So their goal was to touch their five people that they were cultivating at least five times.
• 14:08
  SPEAKER_02: Once they touched them five times, it was very strategic.
• 14:11
  SPEAKER_02: We we had a process, but once they did that, then we were like, there's no magic, but we were like five touches, now we can make the ask.
• 14:22
  SPEAKER_01: Right.
• 14:23
  SPEAKER_02: How they set that up was they would call the person and they would say, um, I would love to set up a meeting with you to bring in our CEO, Sabrina, um, to see how you can further we can further develop our partnership.
• 14:40
  SPEAKER_02: If you get a yes to that, you're 80% of the way to getting a yes to the donation.
• 14:45
  SPEAKER_02: We would practice it.
• 14:46
  SPEAKER_02: It sounds hokey, but it worked.
• 14:49
  SPEAKER_02: People get nervous, so we would practice the conversation.
• 14:53
  SPEAKER_02: Once we got there, and one of the key things with the conversation was we had a little model, do you a little small talk because you have the relationship, the in-depth relationship at this point.
• 15:06
  SPEAKER_02: Do you a little small talk, then you turn it over to me and I will do the hard thing.
• 15:13
  SPEAKER_02: Will you consider an investment of ten thousand dollars?
• 15:17
  SPEAKER_02: You will do the next hardest thing, you will be quiet because money triggers people and they want, they mean well, but if you don't practice this, this is what will happen.
• 15:31
  SPEAKER_02: They will try to feel the silence after you've made the ass to say, or whatever you think, or whatever you think.
• 15:37
  SPEAKER_02: We would just really appreciate any help that you can do.
• 15:41
  SPEAKER_01: Yes, we automatically want to jump in, right?
• 15:44
  SPEAKER_01: Automatically want to jump in anxiety and nervousness.
• 15:47
  SPEAKER_01: So you're saying, Sabrina, sit back and let the silence kind of fester it.
• 15:53
  SPEAKER_02: It's the magic of the silent, and I would say he who speaks first loses.
• 16:00
  SPEAKER_02: Don't you say a word?
• 16:03
  SPEAKER_02: Give them time to process, and the process could be no, but I also say if it's no, it is okay.
• 16:14
  SPEAKER_02: Is it the opportunity?
• 16:16
  SPEAKER_02: Is it no because you need to speak with your spouse or your partner?
• 16:21
  SPEAKER_02: Is it no because this is not the right program for you that we're asking about?
• 16:27
  SPEAKER_02: Or is it no because we are asking for the wrong amount?
• 16:32
  SPEAKER_02: Whatever it is, we need to walk away knowing that because they go back into the relationship circle till we get it right.
• 16:39
  SPEAKER_02: We just don't like, oh, it's a no, and that's it.
• 16:42
  SPEAKER_01: Right, right.
• 16:43
  SPEAKER_01: So what I'm hearing, Sabrina, and feel free to jump in is we're not pushing everyone on the board to make the ask.
• 16:51
  SPEAKER_01: No, but they have a seat at the table in the process of deepening that that relationship.
• 16:59
  SPEAKER_01: Everyone plays a role, and um, and there are many ways to do this, Sabrina.
• 17:04
  SPEAKER_01: Many ways to do it without asking.
• 17:07
  SPEAKER_01: Yeah, there's so many ways based off of each board member's comfort level.
• 17:13
  SPEAKER_02: I want to say this because people always think that the fankers are getting off easy.
• 17:19
  SPEAKER_02: Yes, they're not getting off easy, they're setting your organization apart because although we are the heart people in this industry, we are horrible at saying thank you.
• 17:30
  SPEAKER_02: Why?
• 17:31
  SPEAKER_02: Because we get busy, we forget to send the thank you card, and then we look up, and it's been six months, and you never said thank you.
• 17:39
  SPEAKER_02: You don't have it systematized.
• 17:41
  SPEAKER_02: And what does the donor feel like?
• 17:43
  SPEAKER_02: They feel horrible.
• 17:45
  SPEAKER_01: They do.
• 17:45
  SPEAKER_01: Well, and I can see this with like major donors.
• 17:48
  SPEAKER_01: There's so much work that goes on to build the relationship.
• 17:51
  SPEAKER_01: Then we get to the big ask, we make it, and oh my goodness, they make the they make the donation, and then we completely forget all the lead up of the thank you.
• 18:01
  SPEAKER_02: Uh the other thing is we oh, they just gave a big chick, so we don't want to bother them anymore.
• 18:06
  SPEAKER_02: It's all the things that we we we make up, and you gotta have that 15% um that says thank you and have a system in place.
• 18:15
  SPEAKER_02: You had we had a system in place where every board meeting, we ended it by writing thank you card.
• 18:21
  SPEAKER_02: The first to say that they were not addressed to anyone, they were handwritten.
• 18:25
  SPEAKER_02: Um, the board members would sign them, they would hand them to me.
• 18:28
  SPEAKER_02: When the gift came in, I would add um the donor's name, I would add my name, send it out.
• 18:34
  SPEAKER_02: That's how we made sure everybody got like a thank you in the 24 hours of receiving their check.
• 18:39
  SPEAKER_02: But there was a certain set of donors, depending on the amount, you make that determination.
• 18:45
  SPEAKER_02: If they gave for us at the time, if they gave uh$1,000 or more, I would send that name and contact to three board members who were my bankers.
• 18:58
  SPEAKER_02: Okay, say, here's the name, here's the contact.
• 19:01
  SPEAKER_02: And the first one it got back to say, I will call, they would make the call and say thank you.
• 19:07
  SPEAKER_01: Uh, you're gonna have to remind us at the end of the call the percentages, because I think that is something so tangible and specific.
• 19:14
  SPEAKER_01: Something else that I pulled from what you just said is we need to be making fundraising a fun experience.
• 19:20
  SPEAKER_01: What do we do?
• 19:20
  SPEAKER_01: We show up, we read the updates before the board meeting, we got things to do, and there's no joy.
• 19:27
  SPEAKER_01: There's no joy, there's no shared experience.
• 19:29
  SPEAKER_01: And so if this week for the for the development directors, fundraisers listening, if there's one thing that they can do to get their board not just involved, but excited to feel joy about fundraising, what is that?
• 19:46
  SPEAKER_02: Yeah, you know, there's a couple of things that come to mind because the writing of thank you card is something very simple that you can start that the next board meeting.
• 19:54
  SPEAKER_02: You have the script of what they based on a client's story, some part of your mission.
• 20:02
  SPEAKER_02: Every month, if you're meeting monthly, you change the script.
• 20:05
  SPEAKER_02: What is that doing?
• 20:07
  SPEAKER_02: That is giving your board members stories that they can tell out in the community.
• 20:13
  SPEAKER_02: When you write it out, you're gonna retain it more.
• 20:15
  SPEAKER_02: When you're there at that chamber meeting or they're at that rotary meeting, they're gonna remember the story and they can talk about the story.
• 20:23
  SPEAKER_02: So that is key.
• 20:24
  SPEAKER_02: The other thing, or a little bit more long term, but you can start the process now.
• 20:31
  SPEAKER_02: I love gamification.
• 20:35
  SPEAKER_02: Gamify fundraising and engagement.
• 20:40
  SPEAKER_02: What does that mean?
• 20:41
  SPEAKER_02: My board members' goal every year was to get to 15 points.
• 20:47
  SPEAKER_02: Every$1,000 they raised was a point, every committee they chaired was three points.
• 20:54
  SPEAKER_02: Um, every meeting they attended was a point.
• 20:58
  SPEAKER_02: We at the end of the year had a board member of the year, we had perfect attendance, we had all of these things, and we talked about it.
• 21:08
  SPEAKER_02: It was competitive.
• 21:09
  SPEAKER_02: They wanted to know who was in the leaderboard, they wanted to know all of these things.
• 21:15
  SPEAKER_02: That is the gamification, and they developed that themselves.
• 21:19
  SPEAKER_02: That all came about from a board retreat, and it doesn't require anything fancy, right?
• 21:29
  SPEAKER_02: Who keeps track of all that?
• 21:30
  SPEAKER_02: Well, you do.
• 21:31
  SPEAKER_02: I'm gonna be honest with you, you do, but it's this many points if they are chair, this many points that they attend a meeting.
• 21:39
  SPEAKER_02: You're keeping roster anyway.
• 21:41
  SPEAKER_01: Right.
• 21:42
  SPEAKER_01: A lot of board service work is unrecognized, it's invisible, and it doesn't always feel good.
• 21:48
  SPEAKER_01: So I think this is a great way to kind of fill in that void of a lot of non compensated positions.
• 21:54
  SPEAKER_01: We're driven by passion and love, but like we need that motivation to be accountable.
• 21:59
  SPEAKER_01: So I I love this idea of gamification.
• 22:02
  SPEAKER_01: Um, can you remind us you had a great formula when it comes to the role of board fundraisers?
• 22:11
  SPEAKER_02: Okay.
• 22:11
  SPEAKER_02: 10% of fundraising is identification.
• 22:14
  SPEAKER_02: That is identifying potential donors.
• 22:16
  SPEAKER_02: 10% of fundraising is qualifying.
• 22:18
  SPEAKER_02: Once you have identified them, do they have an affinity towards your mission?
• 22:22
  SPEAKER_02: Do they have the ability to give?
• 22:24
  SPEAKER_02: 60% of fundraising is building relationships.
• 22:27
  SPEAKER_02: That's cultivation.
• 22:28
  SPEAKER_02: The top six ways to cultivate is face-to-face, phone calls, new um newsletter, electronic communication, hands-on volunteer experience, um, getting them through the door and doing tours and seeking advice.
• 22:43
  SPEAKER_02: 5% of fundraising is asking for money.
• 22:47
  SPEAKER_02: That is it.
• 22:48
  SPEAKER_02: That is the fear of the five.
• 22:49
  SPEAKER_02: It's only 5%.
• 22:50
  SPEAKER_02: If you do the 60% right, you won't even have to do the 5%.
• 22:54
  SPEAKER_02: You have made the case that your organization needs this.
• 22:57
  SPEAKER_02: And then 15% of fundraising is saying thank you.
• 23:02
  SPEAKER_02: That is stewardship.
• 23:04
  SPEAKER_02: That is maintaining the relationship.
• 23:06
  SPEAKER_02: So 60% is building the relationship, 15% is built of maintaining the relationship, 75% of fundraising is relationships.
• 23:17
  SPEAKER_01: You make it so actionable, tangible.
• 23:20
  SPEAKER_01: It's all about revving people up through gamification, building confidence, and building a culture of fundraising so that it's not just the staff where they feel like they have to carry it alone.
• 23:31
  SPEAKER_01: Yep.
• 23:32
  SPEAKER_01: Um, Sabrina, I wanted to end here, and I hope it's okay.
• 23:36
  SPEAKER_01: Your personal journey is incredible.
• 23:39
  SPEAKER_01: Um, you've been doing nonprofit work, board work, consulting, you know, your grandma, your mom.
• 23:47
  SPEAKER_01: You launched your business while you were literally navigating cancer, right?
• 23:51
  SPEAKER_01: From your hospital bed.
• 23:53
  SPEAKER_01: What keeps you hope hopeful when nonprofit work gets hard?
• 23:57
  SPEAKER_02: So, you know, let me just be clear with everybody.
• 24:00
  SPEAKER_02: There were two cancers.
• 24:02
  SPEAKER_02: I was a CEO of a of a boys and girls club.
• 24:06
  SPEAKER_02: And I am so blessed.
• 24:07
  SPEAKER_02: This is why.
• 24:08
  SPEAKER_02: Um, we have a corporate office.
• 24:10
  SPEAKER_02: We, if I needed a sample document, I can call my corporate office.
• 24:14
  SPEAKER_02: We could call another club, get something, all of that.
• 24:18
  SPEAKER_02: The cancers that I had, you start looking at lifestyles, and a lot of it was stress, right?
• 24:25
  SPEAKER_02: And so as I sat there, um, I had a stem cell transplant, you were in the hospital for 30 days.
• 24:31
  SPEAKER_02: I started to think about all of those nonprofit organizations that didn't have a national office, didn't have that person or that entity that they could call when they were going through a crisis, when they needed a document.
• 24:51
  SPEAKER_02: When they were out searching on, I always say Google it, trying to pull it all together.
• 24:56
  SPEAKER_02: My goal was to be that for those who didn't have it, to be that kind of clearinghouse because ultimately my why was I did not want people to experience the dis-ease that was happening in my body because of stress.
• 25:18
  SPEAKER_02: And I thought if I had the type of support that I had, and there's people out there that don't have that type of support, what are they going through?
• 25:28
  SPEAKER_02: And what are they setting themselves up to have in this health journey?
• 25:33
  SPEAKER_02: And if I can prevent that, that was what was my motivating goal.
• 25:39
  SPEAKER_02: And that has always been my motivating goal because I see it every day.
• 25:43
  SPEAKER_02: And then and the other part is this industry is the industry of best practices.
• 25:50
  SPEAKER_02: There's no right way, there's no wrong way.
• 25:53
  SPEAKER_02: We are all grabbing at best practices, and so again, putting those best practices in one hub and sharing that with the people who need it.
• 26:08
  SPEAKER_02: The people who need it the most are not necessarily the people that are on LinkedIn.
• 26:16
  SPEAKER_01: Right.
• 26:17
  SPEAKER_01: And this is just speaking from my experience and personally and professionally, when I really need help, naturally what happens is I run away and get inclusive when I should be really reaching out.
• 26:29
  SPEAKER_01: And I'm thinking about our nonprofits out there that are kind of invisible.
• 26:34
  SPEAKER_01: They may not have visible workspaces.
• 26:37
  SPEAKER_02: Yeah.
• 26:37
  SPEAKER_01: And and and when we need help, we really need to be putting ourselves out there, but but innately, like we're trying to retreat in.
• 26:45
  SPEAKER_02: What I have found is I need to be on all the platforms, uh talking to all the people, and in hopes that the person who say people think I'm waving, but I'm actually drowning, so that person who is drowning can hear it wherever they are, whether it's a podcast, whether it's on Facebook, whether it's on Instagram, whether it's in an in-person activity, whether it's on LinkedIn, whether it's I'm repeating the message that may sound redundant to me, but it's hitting that person for the first time.
• 27:21
  SPEAKER_02: Or they've heard it before, but now they're finally absorbing it and they're ready to ask for help.
• 27:30
  SPEAKER_01: Right.
• 27:30
  SPEAKER_01: It's all about being ready and and willing.
• 27:33
  SPEAKER_02: Yes.
• 27:35
  SPEAKER_01: Thank you so much for being here.
• 27:37
  SPEAKER_01: Um, most of all, for reminding our nonprofit friends, fundraising isn't about the dollars.
• 27:42
  SPEAKER_01: As you heard, a good part of it is the journey, is the building relationship with donors.
• 27:48
  SPEAKER_01: And we don't have to do it alone.
• 27:50
  SPEAKER_01: No, if you want to hear more from Sabrina, like like she said, she is everywhere.
• 27:55
  SPEAKER_01: She has amazing work at supportingworldhope.com.
• 27:59
  SPEAKER_01: She has training, she has templates, she has resources.
• 28:03
  SPEAKER_01: You're walking the walk, Sabrina.
• 28:05
  SPEAKER_01: Thank you so much for joining me.
• 28:07
  SPEAKER_01: Um and friends, try bringing fundraising into your board meetings.
• 28:12
  SPEAKER_01: Like Sabrina said, doesn't have to be big, it can be small.
• 28:16
  SPEAKER_01: Just take a minute to share those wins.
• 28:19
  SPEAKER_01: Thank you, Sabrina.
• 28:20
  SPEAKER_02: It's been a pleasure.
• 28:21
  SPEAKER_02: Thank you so much.
• 28:24
  SPEAKER_01: And thank you for joining us on the Nonprofit Podcast.
• 28:28
  SPEAKER_01: I hope that you left with the confidence to take a small step today that will make a big difference tomorrow.
• 28:34
  SPEAKER_01: Don't forget to click the download button on your podcast player, then leave us a review or give it a thumbs up.
• 28:41
  SPEAKER_01: You're here to help others, we're here to help you.
• 28:44
  SPEAKER_01: Until next time, stay inspired.
• 28:48
  SPEAKER_00: That warm feeling when you help someone, it's not just happiness, it's fulfillment.
• 28:53
  SPEAKER_00: And we believe it should be available to everyone from frontline heroes to first time fundraisers.
• 28:59
  SPEAKER_00: Our tools empower you to help others.
• 29:02
  SPEAKER_00: This is our mission.
• 29:03
  SPEAKER_00: This is Donorbox helping you help others.