https://bloomerang.co/resources/webinars/ Amy Eistenstein, ACFRE will help you find the hidden wealth already hiding in your database, discover the do’s and don’ts of getting a first meeting with your best donors and identify the right metrics to measure your progress and help you raise more money.

1. 3 Secrets to Raising
Major Gifts You Can’t
Survive Without
1/26/17
1pm Eastern
The presentation will begin shortly.

2. 3
This presentation is being recorded!
The recording and slides will be emailed to you.
Please chat in any questions for our guest.
We will answer them in the formal Q&A session
at the end of the presentation.
Follow along on Twitter with #Bloomerang @BloomerangTech.
For best audio quality, dial in by phone.
(check your email for dial-in info from ReadyTalk)
Before we get started »

3. 3
https://bloomerang.co/demo/video

4. 3
Our guest presenter »
Amy Eisenstein
@AmyEisenstein
• Author, speaker, trainer and
consultant
• Frequent keynote speaker
• AFP Certified Master Trainer
• ACFRE
• Author of Major Gift Fundraising for
Small Shops, Raising More with Less,
and 50 A$ks in 50 Weeks
• Co-author of Mastering Major Gifts
study

5. 3 Secrets To Raising Major Gifts
You Can’t Survive Without
Developing More Than Friends And Followers

6. Amy Eisenstein
• Worked as a DOD in a battered women’s
shelter, at Rutgers University, and NJISJ
• Earned CFRE in 2004 and ACFRE
(Advanced) in 2013
• Author of 3 books on fundraising
• Conference speaker and board retreat
facilitator
Major Gifts for Small Shops Research Results:
www.MasteringMajorGifts.com

7. When You Learn to
Raise Major Gifts, You:
Get freedom from sprinting from one grant deadline to
the next, and from one event to the next.
Become an expert in the field and an in-demand
fundraising professional.
Overcome your fear of raising major gifts, and your fear
of asking.

8. Imagine What Your Life
Will Be Like When…
•You surpass your goals by 10%, 50% or even 100%
•You never stress about deadlines related to grant
writing and events
•You overcome your fear of asking
•You are qualified for any job in the philanthropic sector
•You have donors who make a huge difference

9. Case Studies
•Cynthia at a small community theatre who asked
for and received a first $10,000 gift
•Hilary raising money for children with
developmental disabilities, raised two $50,000
gifts in one year after largest prior gift of $20K
•Sue at a mentoring program, raising major gifts
from every board member for the first time

10. Results Are Not Typical
•I'll walk you through the steps we're using to get
great results.
•Please understand - our results are not typical
because the average person who attends ANY
training gets zero results.

11. What We’ll Cover
•Secret #1: Your best prospective donors are
hiding in plain sight.
•Secret #2: If you get a meeting, you’ll get a gift.
•Secret #3: Your board is focused on the wrong
metric, but when you focus on the right metrics…
watch your results skyrocket!

12. Secret #1
Most development directors think
they don't have any good prospects.
Your best prospective donors are
hiding in plain sight.

13. Focus on Major
Donors
You only need a few major donors to
raise significantly more money than you
are right now.
You can make more money from your top
10% of donors than with the other 90%
of your donors combined.
One major donor can increase your
revenue by 10% or more with one gift.

14. Focus on Major
Donors
If this is true for 1 donor, imagine
what would happen if you have 5 or
10 major donors.

15. You don't need new donors to get
started - your best prospective
donors are already in your database.
A – Access
B – Belief
C - Capacity
You Don’t Need
New Donors

16. Ask For More
Most people aren't giving you
as much as they could…
Ask for more!

17. If you get a meeting,
you’ll get a gift.
Secret # 2

18. Get Out From Behind
Your Desk
Too many development directors get
stuck at their desks.
Money is “out there” not “in here”.

19. If you get someone to take the
time to meet with you, they’re
much more likely to make a gift.
Power of Meetings

20. Don'ts of First Meetings
Do NOT:
•Offer to give them an update
•Offer to thank them in person
•Offer to tell them about your organization

21. Do’s of First Meetings
•Have a connection make an introduction
•Ask their advice and opinions
•Discuss their goals and passions
•Keep it short and convenient

22. •Ask open-ended questions
•Learn about their interests and motivations
•Answer questions and provide brief updates
•Invite to tour or volunteer
During the Meeting

23. Bad Advice
During your initial meeting, you may get
feedback that doesn’t align.
What to do with bad advice:
•Tell them you’ll think about it
•Follow up!

24. •Take the relationship to the next level –
deeper engagement
•Ask for a gift
•Continue cultivation and stewardship
Transitioning To Ask

25. Secret # 3
Your board is focused on the
wrong metric.
Watch your results skyrocket,
when you focus on the right
metrics instead.

26. You can raise more major gifts by
changing what you measure.
It’s not just about dollars raised.
What You Measure,
Improves

27. Focus On The Right
Metrics
• Measure success based on repeat gifts
(returning donors)
• Measure increase in gift size
• Measure stewardship efforts (which impact
subsequent giving)

28. • Measure meaningful visits
• Measure number of asks made and
gifts received
• Dollar raised
Focus On The Right
Metrics

29. Reward
…Here’s a free metrics worksheet
on “How to Evaluate Your Major
Gift Program”:
www.masteringmajorgifts.com/reward
AMY – Suggest showing the
cover of the free worksheet
PDF

30. Let Me Ask You A Question…
Are you enjoying the webinar so far?
Are you ready to raise major gifts?

31. Submit your questions…

32. We’ve Covered
• Secret #1: Your best prospective donors
are hiding in plain sight.
• Secret #2: If you get a meeting, you’ll
get a gift.
• Secret #3: Focus on the right metrics!

33. • Increasing fundraising revenue by 10%, 50% or more
• Getting off the never-ending treadmill of grant and
event deadlines
• Career advancement - becoming an in-demand
fundraising professional
• Overcoming the fear of raising major gifts
• Raising significantly more funding in less than 1 year
Mastering Major Gifts
7 Week Online Course

34. 7 weeks of videos:
- Introduction to Major Gifts
- Working with Board Members
- Identifying your best prospects
- Creating cultivation plans
- Solicitation scripts, role play
- Stewardship and follow up
- Capital Campaigns
- Staying on track, time mgt.
Here’s What’s Included
- 35 CFRE credits
- Live Q&A sessions with Amy
- Worksheets and checklists
- Private Facebook community
- 200 screened donors
- 1 hour free tech consult
- Capital campaign readiness assessment
- Bonus videos and materials

35. $ 1,997
Get Started Now With “Mastering Major Gifts” For Just
masteringmajorgifts.com/join

36. Your Two Choices

37. Questions?

38. https://bloomerang.co/resources
•Nonprofit Wrap-Up
•Bloomerang TV
•Bloomies
•eBooks
•Daily blog post
•Weekly webinars
•Templates
•Guides

39. Our next free webinar »
Capital Campaigns: Best Practices, Common Mistakes
Thursday, Feb. 2, 2017 – 1:00pm Eastern
Brent A. Hafele, M.A
https://bloomerang.co/resources/webinars