The document discusses the biggest mistake nonprofits make in fundraising appeals - being too self-centered by focusing on the organization's needs, programs, and budget rather than how donors can help change lives. It notes donors do not care about keeping the lights on or staff paid at an organization, and are less likely to donate when appeals are about supporting things they do not care about. The document recommends taking a broader approach by asking donors to help change lives through their gift rather than simply support an annual fund.