 Welcome. Thanks for joining us today. Another episode of the nonprofit show this week has been a special week. And today we have Tony Bell with us for the nonprofit Power Week partnered with Fundraising Academy at the National University. So each and every day this week we have had a champion from Fundraising Academy to join us in these conversations. And the conversations have been questions that we want to share and provide to you. So Tony is here and he is going to share with us about confirming a gift with these questions. So Tony, so glad that you're here and before we jump into that deep end that we all love so much. We of course want to remind our viewers and our listeners who we are. So hello to Julia Patrick, CEO of the American Nonprofit Academy, who's going to be on the front page for her big ask this evening. It's coming we feel it I just know it's there Julia. I'm Jarrett Ransom nonprofit nerd CEO of the Raven Group and truly honored to be alongside in this co hosting journey. We want to say thank you to all of our presenting sponsors that many of them have been with us day in and day out to help provide these conversations to all of you across the world the globe truly so thank you to the American Nonprofit Academy, Fundraising Academy with the National University, nonprofit nerd, your part time controller staffing boutique and the nonprofit thought leader. Please check these companies out because they are here on your team right next to you to help elevate your mission and they're also pretty cool so do check them out because they're really amazing partners to have. Don't miss any of our episodes from this power week or any week prior you can find us on Roku YouTube Amazon Fire TV, Vimeo and podcast so go ahead and queue up the nonprofit show wherever you choose to you know absorb all of this information so again, any of the episodes from this week with Fundraising Academy you can find on these platforms as well as our 600 previous episodes and make sure you check that out. We're waiting so patiently, not only today but this week because we have you on the fourth day of the power week, and we've had some amazing, you know, guest of course with your team that have joined us already, but welcome back our friend. Well thank you so much I mean you know how much I love being here, and how much I really value the contribution that both of you and the nonprofit show make to the the nonprofit sector so it's again, happy to be here and looking forward to another robust and and hopefully thought provoking conversation. Well always, you know, we, we love this whole concept and Jared and I talked about this off camera we talked about this on camera with your team. And oftentimes we bring it in without your team so I mean, it's really an interesting thing and today. We want to really delve into the ask, which is phase three step seven. A lot of times this is the piece that gives us anxiety, or concern, but you have flipped it on its head and said hey, let's talk about the questions. Before we get going. Help us understand, as we're moving through these phases, the value of questions and listening. So we, you know, the cost selling cycle is all about relationships and so we, you know, it's important that we are asking questions throughout the entire process, just to gain deeper knowledge and understanding around our potential donor or for the organization. I mean, you know, quite quite simply, the more you know, right the more you know, just the better position you're going to be for success in all aspects of life. So these questions, you know, for each step along the way, really are there to support that concept of the more you know. I love that because Jared made the comment yesterday, and I really was like wow I saw myself and that is a lot of times. We just keep pushing stuff out because we're afraid of the silence. And we want to just tell everybody or perspective donor, what it is we know what we have to say about our organization and we just, you know, bombard people. It's interesting what you said Julia about the ask and, you know, and the butterflies or the nausea. I mean I remember, you know, early on. You know, I mean I was literally almost like sick to my stomach early in my career when I got to be excited to be at that point right I'm ready to do it but also just so nervous. But I didn't do then that I do now is I remind myself that I'm not speaking to a stranger. I'm not making a cold ask. This is someone that I have developed a relationship with that in, you know, through this process we have gained mutual respect and trust with one another. And that's we have, you know, gone through this journey of really getting to know each other. So when we get to this step. Again, you know, it should help minimize the anxiety by, you know, through that realization that we're not, we're not going to have this conversation and make this ask to a stranger. It's someone we've started this journey with who we now have a relationship with that has taken us to this point where we're ready for this, you know, incredible and important conversation and ask. Great reminder because I'm looking at our individuals who have joined us today. And I know there's some that are on that, you know, they get those butterflies and they're like I just don't know how you do it. I want to share with us today Tony questions that can tell the donors truly exactly, you know what is being asked, are they ready to make this gift. Have we provided the information that they've needed to really feel confident in that investment so I'm excited for these questions because I will witness as well like where I don't think any of us are you know obsolete from this. I think we've all been nervous. Right, I think we've all had that nervous butterfly gut check feeling. And, and that's, that's an adrenaline rush for me. It drives me. Well, I think we need to be concerned when it doesn't happen because then then I know what we'll truly right I think it's not just the, the anxiety around the face to face or the ask. But also because we care so deeply about the causes that we support, or, or, you know, or, or serving and, and we just, we just want to do well we want to, we want to make this happen for the communities that that benefit from the programs and services that we offer. So it's, it's a little bit of both right it's our deep passion for the cause and the relevance of the work but but then it's that you know oh my gosh I'm going to be one of this person and have to do that. I wanted to add to be just a little bit before we jump into the question something we talked a little bit about in the green room. But that you know how these are, you know turn key but not necessarily cookie cutter, you know, solutions for folks and, and I say that about all of our curriculum is that it's turn key and, and that and these questions as well. It's easy to access it's easy to implement, but it's not cookie cutter and that it's, it's not meant to be your one size fits all. It's supposed to be a catalyst for you to think about how you can utilize these questions in your own voice, how you can utilize these and how they can help stimulate the creation of questions that really represent your authentic self and still get you to that place where you're getting the information and hopefully the, the affirming response that you're looking to receive from the donor or the investor. So I use the word catalyst, because it kind of gives me permission to say, I can put these in my own language and use my own tone. It's not like question number one, I need to say this, right. I mean, I like that you bring that up because it does. It actually for me reduces my stress even more. I don't feel like, oh, I didn't ask it properly. I didn't use the right words. So one of the first things that you say, again, we're talking to our donors were making the ask, and we're doing it by asking questions about the ask. I find it fascinating. So this first question. That's all I have to tell you about the program. Is there anything else you would like to ask me. And the reason why I think that that's, you know, that's important. Is there anything else you would like to ask me. So depending on so one it's recognizing your own presentation style. So sometimes even, you know, when we're nervous, we may just blow through a presentation, Russian, and, and, and may not have really allowed an opportunity or created space through the presentation or the conversation for the donor to feel comfortable asking a question. They, you know, they might have felt like, well, I don't want to interrupt. So, so I think that that's why, you know, kind of keeping in mind this particular question, is there anything else you would like to ask me, really, again, just opens up the space for you to, to address any concerns or potential objections that they might have based on what you, you know, what you shared with them. I gotta ask you this question, because you've really been in the saddle for a long time. I know you look like you're 15, but you've asked a lot of people. I'm going to my 40 year high school reunion this weekend. So I'm really excited about that. But I don't feel so bad. But when you ask this question, are donors or prospective donors or people that you have these relationships with? Are they kind of surprised that they get asked? Again, I think it depends on the continuity of your style. So if you, if you have been asking questions all along the process, and always, you know, giving them the opportunity to respond. I don't think it'll seem out of character for you to ask that particular question, you know, during, you know, during the ask. That's, that's good. Because I mean, it, again, it, I think what you just said reaffirms the concept. And Jared and I've talked about this, you got to always be asking questions. Yeah. And just like you did have Tony and I saw it where you were like, well, Tony, I have a question for you and Tony and I both giggled and we were like, questions about questions. It's kind of true. It's kind of true. But it comes naturally and I, and I think that's, you know, that's part of the conversation is to lead with questions, open ended questions, get the donor to talk about what, you know, he she or they are really passionate about. You can hear right as, as Jack a lotto said yesterday put those listening ears on, you can hear where they gravitate towards your mission, you know, in those different areas. And we've talked to you know we've talked a little bit too about being comfortable in silence. So it's okay to, you know, for there to be silence, but these questions and and you're, you're asking the donor these questions really help keep the engagement, you know, at a higher level. And then, you know, it also allows you an opportunity to perhaps respond to body language that you might have seen throughout the course of the conversation the presentation so if you ask the donor, do you have any other questions for me. They say no. Again, this is in a stranger we have a relationship. You could feel comfortable and saying, Well, that's excellent. I just wanted to make sure because when I spoke about X, Y and Z. In my presentation, it looked like you might have had a question about that and I didn't give you an opportunity to respond. You might have seemed a little surprised by that piece of information or data. And so I just wanted to clear, you know, give you an opportunity to clarify, you know, or respond to that. And then, you know, then they'll be like, Oh, you know, and then that may start a whole another conversation like, you know, they're like, Oh, they called me out, they saw my reaction. And so that, so I think that, you know, I get it that if they say no, then that does give you an opportunity to perhaps respond to something that you may have seen through body language. You know, that that may have made you, you know, just think, Hmm, what was that about. When you're talking, then you've, you've been asking these questions, you've created an environment where it is a dialogue where you're building a relationship. And then you're getting to the ask, you have an interesting way of phrasing this and I'd love for you to kind of expand upon this. You use the phrase, would you consider. And it's, it's different than I would like to ask you to make a donation, right. Would you consider and talk to us about that using that word. Yeah, so I, you know, I think using the word consider, again, opens up additional dialogue. I think consider just makes you think a little more deeply about it. It doesn't necessarily direct you to, and it's an open, you know, it's, it's, this is a little bit of, you know, would you consider a gift of $500 to join us in our efforts to blah, blah, blah, blah, blah. Typically we, you know, we try and stray away from closed ended questions because this really, you know, would you consider. That kind of, you know, again, it, it phrase another way could be very directly yes or no. But when you say would you consider I think the word consider is a little more thought provoking. Okay. And allows a donor maybe to sit back a little bit and say, hmm, I was thinking a hard yes or a hard no let's go there I was thinking a hard no but, but yeah let me consider it. Great. So that's how I find that. And then you have the consider partnering which I love that as well which you consider partnering, which is a powerful word with us by making a gift of fill in the blank. And I feel like it's similar to the previous question but it's really getting them to think beyond that yes and no and to consider deeply more deeply. How might this, you know, dollar amount impact, talk to us about the word adding, you know, adding partnering with consider. And adding partnering really helps deepen their relationship with the organization right you're a partner, you're more than a name on our roster of donors, you're, you know, as important as all of that is right at you are a partner, you are really invested in the success of the organization, and as a, and we're going to treat you like a partner. We're going to communicate the good stuff we're going to communicate the challenges. We're going to keep you informed as a valued partner of our organization in terms of what's going on and the impact of your gift. Jared, I've got to ask you, when I see the word partner. I think of it as long term and not just like a single check. What you think that. No, I feel like I use the word partner quite a bit. And it could be in any kind of structure a loose, you know loose partnership a really formal partnership. We're presenting partners here at the show. So, I don't see it as I said amount of time but that's interesting that, you know, some may. It's really, yeah, I'm fascinated. I think to me it's a powerful word. I mean, this is nonprofit Power Week. So it to me it's, it's, it's almost like saying to your donor investor, I see the value that you can bring beyond just a check that you're going to be a champion of what we're doing because you're going to be partnering with us. I don't know, maybe donors don't want to hear that maybe they, maybe that's too much but it's, to me, it paints a different picture. Again, not a stranger. So you're going to know in the conversation, whether this person because there's also additional curriculum available through the fundraising Academy where we talk about donor styles. So you can really understand kind of the style, the person you're, you know, they may not want to be a partner they may want to write the check, they're totally comfortable with with that role. We've been updated of course we all want to know how our, you know, our contributions are being utilized in the outcome, but they don't, they don't really want any more than that they're, they're totally comfortable with that. Yeah, I appreciate that you brought that back around because I think that's really important. Now as we're talking with people, and we're trying to figure out, you know, how we're going to navigate this ask and more specifically, how we're going to ask for a specific dollar amount. Can you give us some guidance there? What does that look like? Yeah, so these are, you know, good examples for, you know, for some larger gifts like, you know, you've done your research going into it, you probably have, you know, an understanding of their capacity to give. I think the important thing to note here is to not under ask. You know, so that's something that, you know, I think we can be guilty of sometimes, you know, it is under, you know, under asking. And this is where, you know, I really lean into, you know, making sure folks realize that this is not, you know, cookie cutter. So here, like for number five, I would probably say, would you consider making an investment of? Or it might be, I think it's, there might be another one where we talk about the future, right? So, so thinking about, you know, using terms like that, you know, would you feel comfortable in making an investment of $25,000 to help fund the new initiative, you know, we discussed and that investment to this new initiative would mean. We also have to be mindful of what, what these questions, the message that they sent and that this one, will you consider making a fund the new initiative. So that's going to be a restricted donation. Right. Right. So also being mindful of what message your question is sending to the donor around whether or not this is going to be, you know, for general purposes or, or will have to be a restricted fund. Tony, how do you feel about the word transformational because I feel like a number five will you consider making a gift we could also say would you consider making a transformational gift of $25,000, $50,000, $250,000 for this new initiative because I feel like a lot of organizations now are focused on capacity building and infrastructure. And transformational, you know, $2,500 could be transformational for one organization where another that's, you know, oh, we get that all day long, right. So I love the term transformational. I think that again, it, it reminds us of the impact that our contribution can have on an organization. But I think you have to take it a step further and explain why it's transformational. Okay. Why is a gift at this level transformational for the organization. Yeah, interesting. So part of that transformational part then kind of fits into our last question. And that is addressing the future and stepping outside of the immediacy that may might even go beyond our lifetimes. What does that look like? Well, I think when you, you know, you said something that I kind of heard loudly there was, you know, our lifetime and our legacy and how do these larger transformational gifts support, you know, the legacy that we would like to leave. And again, we learn all of that through the call of selling cycle, the extent in which someone, you know, wants this to be part of their, of their legacy. It's powerful. And I think it's a really interesting thing to address that within the ask. And when you, when you talk about, you know, now that you've heard our vision for the future, you know, I assume and existing donors, potential donors and investors love to hear about your future. If you have a, you know, a strategic plan for the future, share that with them as part of your, you know, your presentation, which I'll assume, you know, is perfect for this kind of question when you shared with them the vision for the future and your roadmap to get there. They're more likely to want to jump on on board with you and, and, and have that journey along your side. So Tony, I'm curious through all of these questions we've shared six so far in today's conversation but many more in the previous days. How many of these questions do we use in confirming the gift. Good question. I've got more. Good inquiry. And there might not be a solid answer like Oh three is the magic number but I'm just curious because, you know, I know you Tony, and you are a three times yes man so you're looking to hear yes, you know really multiple times to confirm that decision. And I'm curious how that plays into these questions for confirming the gift. Yeah, I don't, I'm trying to think of a, you know, an intelligent response to that and sometimes look to the transparency I don't have an intelligent response. So, I doubt that. So here's, here's my take on that I think you, you ask once when you know around the dollar amount, and then it's then it's just continuous questions to get them to affirm and commit to that. Or, or if you know again we don't want to under ask but if we over ask, then part of the conversation and some of your questions, then start, you know, getting them to that place of where they're comfortable with you know with the amount. So, that's, you got me on that one a little bit Jared I don't know that I have a solid answer for that one. Well I apologize I didn't intend for it to be a good. I really do think that you know asking for that gift, and then I love the follow ups that you've provided in these donor questions about, you know, do you have any other questions for me in regards to the program like really just being of service being of service with information on the mission. And I don't think we can ask enough questions for our donors investors, supporters, partners, all those fun words to say. I'm curious so thank you for for sharing what you did I do think it was intelligent. Thank you. You know, I want before we let you go. I thought it was riveting. When you shared with us in the green room. Chatter and so I want to make sure that you can spend a little bit of time we don't have a lot of time left on this but where on earth did the concept of coming up with questions and applying questions to each one of your phases. How did that cause selling cycle. How did that originate. Yeah, so it originated so with within our curriculum and in our textbook and the needs discovery portion of the cause selling cycle. There are some examples of donor centric questions. We have with within a national university some of our partner programs are our harmony social emotional learning program and inspire teaching and learning. We have tools available for teachers that are called quick connection cards, so that they can, they can pull out a card and ask that question of their classroom. We also refer to them as buddy up activities just to kind of stimulate conversation and really help students get to know each other in the classroom. So as we look at the success of that particular product within our harmony program. We thought, hmm, we have these questions within our curriculum for donors. Why don't we expand on that and come up with our own version of like quick connection donor questions that could be made available to to the sector. And so that was kind of an added value to the existing curriculum and to our portal. So, so yeah so there's there's a lot of questions available on our portal. Pretty much for for any kind of conversation you're going to have with with a donor. So helpful. So amazing, you know, Tony you have been just a highlight for so many of us in the nonprofit sector and I love that you shared that story because it really demonstrates how this is a natural process. And you can make it your own and and this is really a process to help you build your confidence and navigate what that process can be. Well, Senior Director Relationship Center Fundraising Academy at National University. Thank you so much for joining us. I cannot believe that you're going to your 40th high school. I'm just saying you must have graduated when you were 12, but you know, that's well thank you. Check out fundraising dash academy dot org. The amount of information that is on this website that is free that leads you into this new portal that Fundraising Academy is part of under the banner of National University is remarkable. It's an amazing learning system that is is just an incredible value so you don't want to miss that it no matter I think injured. I don't know what you think about this but no matter where you are in your journey of being absolutely. Well, you and I, you know, say all the time and Tony Tony as well. We wish we had this, you know, years ago decades ago truly and you're still going to use it my friend for your ass tonight because Tony and I are waiting to see the headlines. That's right. Well, hey, no pressure. No pressure. I'm excited. As I mentioned in the green room I have an ask tonight, and I'm very excited and so we'll see what cooks along with that because I have some skills. I would have had more skills if I joined the National online cause selling accelerate which is now reforming. It's a cohort process. Heads up everybody. You got to apply. They don't just take anyone because they really want to build a professional network of folks so check them out. You can get this through fundraising dash Academy dot org. Really an interesting opportunity. It's a 10 week process. There is a fee and it is led by Hannah burger who I believe will be joining you tomorrow, Jared for asking. Yes. So check this out. It's a great way to build a lot of more muscle memory in this whole process. Again, I'm Julia Patrick. I've been joined by my trusty sidekick the nonprofit nerd herself. I'm Jared Ransom, CEO of the Raven group. Again, we want to thank all of our presenting sponsors that have been with us day in and day out, especially for nonprofit power week. We've been joined by blue meringue, the American nonprofit Academy, your part time controller nonprofit nerd fundraising Academy at National University staffing boutique and nonprofit thought leader. These are the folks that really allow us to have these these sessions every each and every day. Hey, as we lead through the last day of nonprofit power week. Join us. We'll be talking about a lot of questions that have come in during this time. And we also want to remind everyone out there to stay well so you can do well. Thanks so much, Jared. Thank you, Tony.