EverTrue's presentation with the University of Missouri for the CASE District VI 2020 Conference.

1. Storytelling Secrets:
How crafting better stories
can help frontline fundraisers
close more gifts

2. Ana Compain-Romero
Sinclair School of Nursing
Advancement Officer
University of Missouri
compainromeroa@missouri.edu
Mike Nagel
Manager of Customer & Product
Marketing
EverTrue
mike.nagel@evertrue.com

3. Ana: Why I Raise

5. Mike: Why I Raise

6. Mike: Why I Raise

7. Mike: Why I Raise

8. Mike: Why I Raise

9. How’d you get into
advancement and why
do you raise?

10. ● 1 dedicated nursing fundraiser
● Current priorities include new
facility (opening 2022)
● Expanding research faculty
positions

11. About EverTrue

12. Your carefully curated
constituent data
A living record with
fresh information at your
fingertips
Lisa A. Shaw
Class of 1979
Major: Business
Lifetime Giving: $5,000
Largest Gift: $500
Last Gift: $200
EverTrue
Combined with your
constituents’ digital footprint

13. #1
Highest-rated advancement software
500+
Higher Ed Partners
51
Of the Top 100 US News & World
Report Universities

14. Here’s what we’re doing today...
● Why story matters
● Anatomy of a story
● Tenpole topics
● Building your elevator pitch
● Story sources
● Infusing your work with stories

16. Why stories?

18. 70%

19. Stories
Release
the Trust
Hormone

21. Emotion > Logic

22. We tell ourselves
stories all the time

23. Anatomy of a Story Once upon a time…
One day (crisis)…
Because of that…
And because of that…
Until, finally…
They lived happily ever after.

24. Once upon a time…

26. One day...

27. Crisis!

29. Because of that...

30. And because of that...

31. Because of that...

32. Until finally...

33. ...they live happily
ever after.

34. How does this translate to fundraising?
Once upon
a time...
One day... Because of
that...

35. How does this translate to fundraising?
Because of
that...
Until finally... They lived
happily ever after

36. Tentpole Topics

39. What can we say that
no other institution or
program can say?

40. The University of Missouri is the only one that helps students
lead the U.S. and the world forward via
immersive, comprehensive study of our
nation’s founding.
We are solving the world’s big problems such as changing
public policy to transform the lives of families
affected by autism.

41. What are your 3-5
Tentpole Topics?

42. Organization is the only one that helps students _______.
College is the best place for ______ to happen.
We are solving the world’s big problems such as _______.
There’s no other organization like ours because ________.

46. ● 15-20 seconds
● Inspires interest and curiosity
● Focuses on listener
● Uses hyperbole to sell to strength
● Tells a story
Elements of a Great Elevator Pitch

47. Hi, I’m Mike and I raise money for __ORG_____.
I’m your liaison to support __WHY___.
Because when you give, you impact __WHO___.
Elevator Pitch Framework

48. ● On-campus location
● Affordability
● Top 2% of colleges
● Cross-disciplinary programs
● State-of-the-art facilities

49. Hi, I’m Ana and I’m in the life-changing business through
alumni gifts.
Your gift activates a ripple effect, where your own legacy
expands, students from every background gain access to a
Mizzou education, underserved populations receive critical
medical care, and thousands of patients lives improve.
Elements of a Great Elevator Pitch

50. What is your elevator
pitch?

51. Hi, I’m Mike and I raise money for __ORG_____.
I’m your liaison to support __WHY___.
Because when you give, you impact __WHO___.
Elevator Pitch Framework

52. Own Your Pitch

53. Finding
Hot
News
Stories

54. Guide to Sourcing Stories
● How’s your relationship with Communications?
● Who has the strongest relationship with students?
● Donors & prospects
● Daily news from campus
● YouTube, Facebook, Instagram, Social Media in general

55. Exercise: Name Those Sources
● Name five people to grab coffee with next week (advisors, faculty,
admissions, clubs)
● Which three people in your portfolio have a story to share?
● Set a weekly reminder to read and digest campus news.
○ Bonus: Add another weekly reminder to share.
● Subscribe to your YouTube channel, set alerts for Facebook,
Instagram, and Twitter.
○ Bonus: Who is your social media manager?
○ Double bonus: Buy them a beer.

56. Get
Started

57. Where You Can Use Stories
Cold Outreach Meetings Stewardship

58. Using Stories
Cold Outreach
Inbox x
Apr 7, 2017 ➦
Available on 2/12?
Mike Nagel
to top.prospect@gmail.com ⏬
Hey there,
I’m going to be in town on 2/12 and I wanted to see if you were free to grab coffee?
I’d like to share what’s new on the EverTrue University campus and update you on
our new strategic planning initiative.
Please let me know if you’re free in the mid-morning, say 10:30 a.m.?
Thanks and see you soon!
Mike
Mike Nagel
Director, Metro NY
EverTrue U Advancement

59. Using Stories
Cold Outreach
Inbox x
Apr 7, 2017 ➦
First-generation students doing great things
Mike Nagel
to top.prospect@gmail.com ⏬
Hey there,
A few days ago, I met Lazaro C. He’s from Las Vegas, is the youngest of seven, and
overcame stacked odds to become the first in his family to graduate high school.
He then came to EverTrue U to study civil engineering and wants to design
neighborhoods to help build community, reduce income barriers, and give other
young kids like him opportunities to break through boundaries, too.
I’d like to share more of Lazaro’s story and how EverTrue U is introducing new
programs equip first-gen students for success on campus. It’s a core theme of our
new stragetic plan.
Please let me know if you’re free for coffee on 2/12 (10:30 a.m.?) and I can share
how you can get involved.
Thanks and see you soon!
Mike
Mike Nagel
Director, Metro NY
EverTrue U Advancement

60. Using Stories
Meetings

61. Using Stories
Meetings

62. Using Stories
Stewardship

63. Q&A

64. Ana Compain-Romero
Sinclair School of Nursing
Advancement Officer
University of Missouri
compainromeroa@missouri.edu
Mike Nagel
Manager of Customer & Product
Marketing
EverTrue
mike.nagel@evertrue.com