People give money to add meaning to their life. Donors want to support causes that have impact. Churches should develop communication that demonstrates impact - not simply financial needs.

1. Your People Want to
Give you Money
Brad Cecil, CFRE

2. “Every Time a Bell Rings and Angel
Get’s it Wings”
“Every time a coin hits the money
box a soul fly’s out of purgatory”
Johann Tetzel – Paraphrased
One of the conditions in 1517 that
provoked Luther…was a
fundraising campaign

3. Why Donors Give
 They are asked to give
 Organizations most likely to receive attention are
somehow connected to the donor’s personal
experience.
 A willingness to commit is nurtured and expanded by
direct involvement with an organization.
 Personal contact with an organization’s representative is
essential for continued interest and involvement.
 Donor’s need and want continual and positive feedback
about their involvement and the use of their gift.
 Donor’s are concerned about organizational efficiency.
 Giving something back is a powerful motivating factor.

4. Social Outreach Preferred by Congregations
Migrant/Immigrant 8%
Employment Related 24%
Voter Registration/Education 30%
Social Issue Organizing 32%
Health Education 34%
Tutoring 36%
Substance Abuse 36%
Day, Pre, Before School 38%
Prison Ministry 41%
Elderly Housing 42%
Counseling/Hotline 48%
Hospital/Nursing Facilities 49%
Thrift Store/Donations 62%
Food Assistance 85%
Cash Assistance 89%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

5. Wall Street Journal Poll
December 2006
Income Total Household Income
less than $35K $35 - $49.9K $50 - 74.9K $75K+
% % % % %
Contributed to a Charity in the Past 12 months 83 71 80 90 88
Religious 35 26 32 41 41
Hunger/Food 34 26 28 36 39
Health-based/Disease related 31 22 25 35 39
Disaster relief 27 18 22 28 36
Shelter/Homeless 26 18 25 32 28
Animal 23 18 22 23 27
Educational 20 13 15 23 30
The Arts 10 5 4 11 18
Other 15 15 14 14 15
I have not contributed to charity in the past months 18 29 20 10 12

6. Wall Street Journal Poll
December 2006
Age Total Age
18-34 35-44 45-54 55+
% % % % %
Contributed to a Charity in the Past 12 months 82 70 80 88 91
Religious 35 25 31 35 47
Hunger/Food 34 27 29 41 39
Health-based/Disease related 31 26 29 30 37
Disaster relief 27 18 21 32 35
Shelter/Homeless 26 19 22 35 29
Animal 23 18 23 26 25
Educational 20 18 23 26 25
The Arts 10 10 8 11 13
Other 15 12 13 18 17
I have not contributed to charity in the past months 18 30 20 12 9

7. Bank of America Study of High Net-Worth Philanthropy
March 2009
• Respondents:
o 680 respondents
o $200,000 annual income
o and/or $1,000,000 net-worth
• “Giving back” is more important than “leaving a
legacy”
o 81.2% “Giving back to community”
o 70.7% “Support same causes annually”
o 66.9% “Moved at how gift can make a difference”
o 45.6% “Set example for young people”

8. Bank of America Study of High Net-Worth Philanthropy
March 2009
• There is a surprising correlation between donating time
and dollars
o It is not true that wealthy donors “simply write a
check”
o The more time they volunteer the bigger the check
• Volunteer 1– 50 hours a year gave an average
$45,318
• Volunteer 51 – 100 hours a year gave an average
of $47,846
• Volunteer over 100 hours a year gave an average
of $124,267

9. Church Budget Worksheet
Church Budget Worksheet
Income
Average Gift of Adult in Worship* $45
Attendance Weekly Income/Average Annual Income/Average
Adults attending Worship* 300 $13,500.00 $702,000.00
Children 60
Youth 30
Total 390 $34.62 $1,800.00
Expenses
Salaries & Benefits 50% $6,750.00 $351,000.00
Facilities 15% $2,025.00 $105,300.00
Children & Youth 10% $1,350.00 $70,200.00
Missions 10% $1,350.00 $70,200.00
Worship 5% $675.00 $35,100.00
Community Life 5% $675.00 $35,100.00
Administration 5% $675.00 $35,100.00
Total 100% $13,500.00 $702,000.00
Miscellaneous
Parking spaces needed for cars 156
Capital Campaign Projection** $2,106,000.00
Full-time Staff*** 3.90
*Income based on average gift of adults in w orship
To adjust spread sheet - adjust the tw o variables of average gift or attendance the other percentages are "standards" and don’t vary
** Capital Campaign Projection is calculated as the amount that can be raised in addition to annual income, if the project is a building project and a mu

10. Church Budget Worksheet
Church Budget Worksheet
Income
Average Gift of Adult in Worship* $35
Attendance Weekly Income/Average Annual Income/Average
Adults attending Worship* 600 $21,000.00 $1,092,000.00
Children 120
Youth 60
Total 780 $26.92 $1,400.00
Expenses
Salaries & Benefits 50% $10,500.00 $546,000.00
Facilities 15% $3,150.00 $163,800.00
Children & Youth 10% $2,100.00 $109,200.00
Missions 10% $2,100.00 $109,200.00
Worship 5% $1,050.00 $54,600.00
Community Life 5% $1,050.00 $54,600.00
Administration 5% $1,050.00 $54,600.00
Total 100% $21,000.00 $1,092,000.00
Miscellaneous
Parking spaces needed for cars 312
Capital Campaign Projection** $3,276,000.00
Full-time Staff*** 7.80
*Income based on average gift of adults in w orship
To adjust spread sheet - adjust the tw o variables of average gift or attendance the other percentages are "standards" and don’t vary
** Capital Campaign Projection is calculated as the amount that can be raised in addition to annual income, if the project is a building project and a mul
*** Full-time Staff is calculated at 1 for every 100 people in attendance

11. Tips
• Be generous – give yourself
• Ask – don’t be afraid to talk about money
o If you are too self-conscious find someone who is trusted
who will talk about it… be honest with your congregation
o SBC has the highest average because they talk about
money often
o Ask people who are connected but not members
• Relatives
• Companies
• Talk about any percentage besides 10%
o 7%, 9%, even 11% will increase giving
• Be Thankful, Be Thankful, Be Thankful
o Do not assume
o Do not rationalized under religious pretext
o Don’t believe people when they tell you they don’t need to
be thanked!

12. Tips
• Communicate – don’t assume communication anymore
o Pulpit
o Newsletter
o Email
o Social media
o Use Print - it has staying power
• Provide vehicles for donations
o ENVELOPES
o Website
o Electronic bill pay**
o Links in Email
• Talk about Planned Giving
• Encourage creative giving
o A gift of stock
o An in-kind gift

13. • People are not motivated by needs. “We need $XXXX to
meet our budget”
• Donors care about unique Missional opportunities that make
a difference -This is not semantics:
o “We need to raise $279,000 this year to meet our budget”
o “A gift of $100 will provide a night of shelter and care for a
homeless teenager
• What does $100 actually do in your congregational setting?
• Donors give to change lives- so learn to tell stories of changed
lives and inspire potential donors!!!
• Think about your supporters
o Who are they?
o Ask “What are you called to do with your life”
• Avoid acronyms – ELCA, PCUSA, CFRE, etc
• Avoid the quantitative case for support
• Tell Stories
o Narratives of life change – people give to change lives
o Powerful Images of clients that convey meaning