Bloomerang Major gift Must haves Marcy Heim 6-1-2023.pdf

1. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 1 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com No Nonsense Must-Haves for Major Giving Success NOW! With Marcy Heim The Artful Asker Thursday, June 1 2 pm ET – 1 pm CT – 12 pm MT – 11 am PT ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com "Something good is gonna happen to me!" Joyce Meyer 1 2

2. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 2 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Before we begin… Chat away! Interrupt me! Questions? YES! If you get missed please email marcy@marcyheim.com Really have a need to connect – www.scheduleacallwithmarcy FEEDBACK! Thank you. http://marcyheim.com/feedbacktomarcy1 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Session Goal--- To help you “cook up” success (or MORE success) in your major giving work! 3 4

3. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 3 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Consider……Guy’s Grocery Games and Major Gift Work 1. Random parameters 2. Challenging ingredients 3. Limited time But HAVE SKILLS, PASSION, CREATIVITY ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Our Agenda Must-Haves for Major Giving Success NOW!!  It’s all in your head  Vibrant Options for Giving  Creating Authentic Relationships  Making an Artful Ask  Engaging your board, colleagues, etc. as genuine partners  Words of Wisdom 5 6

4. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 4 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Something Goods Gonna Happen to me! We become what we think about! LET ME HEAR YOU!! 7 8

5. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 5 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com I create my life! People Love to Give Me Money. Let Me Hear YOU! ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com People love to Give me Money To Make a Difference People love to Give me Money I’m the link, to their investment Let’s sing! 9 10

6. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 6 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Your Inner World drives your Outer World Thoughts Feelings Actions Results Past Programming What are you THINKING? *People know I am just looking for the money. I really want my giver to experience joy from her giving. *I have to call to make appointments. UGH! People Love to Give Me Money *I sent them an email and they didn’t respond. Why can’t people answer my email? Why don’t they call back? How can I make it easier for them to get in touch? *He was really awful to me on that last call. I don’t have to put up with that! “How can I care for him now. Clearly something is up. (hug a porcupine)” *If only my Board would help. I need to be sure they understand that people who share THEIR values and interests may well also be interested in supporting us. 11 12

7. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 7 EXERCISE -- What are you THINKING? It will be so much harder to raise money this year. Money comes to me easily and frequently. WRITE YOUR REFRAMES – start with… It’s gonna be hard to…. And debunk it! ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com “If you change the way you look at things, the things you look at change. ... Wayne Dyre Renee Thompson, “Every time I’m talking to a donor I’m helping them realize they have permission to give what brings them joy.” 13 14

8. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 8 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Our Agenda Must-Haves for Major Giving Success NOW!!  It’s all in your head  Vibrant Options for Giving  Creating Authentic Relationships  Making an Artful Ask  Engaging your board, colleagues, etc. as genuine partners  Words of Wisdom ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Believe in your mission and want to make a difference They Are Asked Believe you are stable & ethical To honor someone/thing To extend their values High regard for the staff and volunteer leadership To belong to something and help their community Why Do People Give? From the research of Penelope Burke 15 16

9. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 9 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com People Want to Help - Their Way 2021 Contributions: $484.85 billion by type of recipient organization. Every organization has opportunity in every area if you think about it! ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Never Forget! “It’s not about the money, it’s about what the money does…Really does.” Marcy Heim 17 18

10. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 10 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com What the money does… and really does. ($110,000 to $20M in 5 years) Thank you. Our campus is transformed, our students are receiving scholarship assistance and you are ensuring the excellence of our academics and extra- curricular programs through your generosity! You are having an eternal impact! ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Welcome to our restaurant……. 19 20

11. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 11 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com What the Money Does and Really Does… Big donors want BIG VISIONS! ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Plan – Options - Vision Strategic Plan Our AMAZING FUTURE! Vibrant Options-Strategic Plan 21 22

12. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 12 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Review – Options – A Better Today Operations Budget Our BEST Impact NOW! Vibrant Options-Operations Budget ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com CREATE 3-5 Overarching "Buckets” ALL your Options for Giving Where the need is greatest Specific Programs Staff Support Facilities & Infra- structure Recipients of Service - Clients, residents, trees, animals 23 24

13. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 13 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Lifetime Options of Giving Annual Options 1. 2. 3. 4. 5. 6. 7. 8. Endowment Options 1. 2. 3. 4. 5. 6. 7. 8. Legacy/Planned/Estate Options 1. 2. 3. 4. 5. 6. 7. 8. Major Gifts Can Be Used to Fund ANY of These Dedicated work is needed to prioritize options for giving and create clear pathways for donors to invest initially and throughout their lifetime with you. ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com EXERCISE “What the money does…Really does.” 25 26

14. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 14 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Our Agenda Must-Haves for Major Giving Success NOW!!  It’s all in your head  Vibrant Options for Giving  Creating Authentic Relationships  Making an Artful Ask  Engaging your board, colleagues, etc. as genuine partners  Words of Wisdom ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com The Artful Asker Cycle of Successful Relationships© Creating the Joyful Giver Engagement Making the Artful Ask no yes acknowledge Invoking the Grateful Recipient Show Creativity Consider Shared Values & Interests Begin the Conversation Used with permission from Don Gray /Douglas Lawson Additional Interest ©2023 The Artful Asker LLC, www.MarcyHeim.com 27 28

15. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 15 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com The Artful Asker Cycle of Successful Relationships© Creating the Joyful Giver Engagemen t no yes acknowledge Invoking the Grateful Recipient Show Creativity Consider Shared Values & Interests Begin the Conversation Used with permission from Don Gray/Douglas Lawson Additional Interest They agree on the value of our organization/mission. They agree with the vision of our leadership. They see that private support is needed for this project to happen. We have a relationship built on trust and have talked through concerns they have about giving methods and the project. We have talked about different specific components and giving levels and found a project that accomplishes their dream. Making the Artful Ask ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com “Moves Management” with Vibrant Options of Giving© by Marcy Heim 29 30

16. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 16 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com EXERCISE List 5 prospective or current givers and what you already know…and where you need to go…to get to the giving option in their heart. ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com It’s NOT About…..  …the Money. It’s about what the money does.  … ‘getting the donor to give.’ It’s about finding a giving outcome that brings the giver joy.  … just give. It’s about options.  … giving from guilt or bullying. It’s about giving your donors an opportunity to invest and then not judging their decision. 31 32

17. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 17 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Our Agenda Must-Haves for Major Giving Success NOW!!  It’s all in your head  Vibrant Options for Giving  Creating Authentic Relationships  Making an Artful Ask  Engaging your board, colleagues, etc. as genuine partners  Words of Wisdom ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Marcy’s 3-Sentence Ask© (name)__________ You have (Why ME?) (compliment, service, giving) You understand (Why THIS?) (special connection to this request) Would you consider a gift of ___ (What?) for/to_______________. THEN QUIET Marcy’s 3-sentence Artful Ask 17 words max/sentence 33 34

18. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 18 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com For Endowment Marcy’s Example Artful Ask Jim and Susan, You have been impactful investors providing an Academy experience for worthy students for years. You understand how financial limitations can keep students from experiencing the loving, Christian, safe environment of our school. Would you consider a gift of $50,000 to create the Smith Scholarship Endowment and support an Academy worthy student forever? ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com For Operations You have witnessed the role sports play in the life of our students and with your own kids. You understand that having staff and equipment to provide these activities is vital. Would you consider a gift of $5000 to support our sports programs? Marcy’s Example Artful Ask 35 36

19. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 19 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com To Continue the Conversation Marcy’s Example Artful Ask Ask You have a heart for our Boys and Girls Club. You understand that generosity helps our club thrive for our kids and their families. Would you consider continuing a conversation about how you might get more involved? ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com EXERCISE - Marcy’s 3-Sentence Ask© Download Marcy’s ASK WORKSHEET www.marcyheim.com/askworksheet Look for my Making an Artful Ask webinar on Bloomerang! 37 38

20. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 20 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Our Agenda Must-Haves for Major Giving Success NOW!!  It’s all in your head  Vibrant Options for Giving  Creating Authentic Relationships  Making an Artful Ask  Engaging your board, colleagues, etc. as genuine partners  Words of Wisdom ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Board members and volunteers should not feel pressured to take part in fundraising. True/False?  We engage volunteers/Board - they don’t OWE us this service.  ‘Take part’ does NOT mean ASKING for money  A gift that is “significant and meaningful” for everyone!  Use the Cycle of Successful Relationships for actions THEY are comfortable taking. 39 40

21. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 21 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com “A confused donor doesn’t give, a confused fundraiser doesn’t ask, a confused board member/volunteer doesn’t help.” Marcy Heim ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com EXERCISE List 5 board members, staff colleagues, or volunteers that you can engage in ONE specific touch with one specific giver. Then do it. 41 42

22. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 22 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Our Agenda Must-Haves for Major Giving Success NOW!!  It’s all in your head  Vibrant Options for Giving  Creating Authentic Relationships  Making an Artful Ask  Engaging your board, colleagues, etc. as genuine partners  Words of Wisdom ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com It’s not the size of the PROBLEM, it’s the size of YOU. 43 44

23. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 23 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Not all storms come to disrupt your life, some come to clear your path. Paulo Coelho ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com “Why Me?” to What’s Next? EXERCISE 45 46

24. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 24 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Engage…. and engage ….and engage with your givers. Marcy Heim ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Confidence takes Reps! 47 48

25. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 25 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com “People give to people. That would be you! Own it! You are called to create life-long relationships.” Marcy Heim ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com 49 50

26. MUST HAVES for Major Giving Success! Bloomerang Webinar June 1, 2023 Marcy Heim, The Artful Asker Marcy@marcyheim.com 608-772-6777 26 ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com “Cook it UP!!!” YOUR Major Giving Success! ©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com Thank you! I appreciate YOU! FOR MY SLIDES etc! http://marcyheim.com/feedbacktomarcy1 Text/Cell 608-772-6777 marcy@marcyheim.com Stay in touch with me! SHINE ON! Know that the magic happens through you! 51 52

Bloomerang Major gift Must haves Marcy Heim 6-1-2023.pdf

Bloomerang Major gift Must haves Marcy Heim 6-1-2023.pdf

Bloomerang Major gift Must haves Marcy Heim 6-1-2023.pdf

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Bloomerang Major gift Must haves Marcy Heim 6-1-2023.pdf