 Hello and welcome. It's Friday and another episode of the nonprofit show. I am thrilled to have with me today, Mr. Jack a lotto from fundraising Academy at National University. This is our ask and answer episode so every single week we dedicate these conversations to you and your questions so you send them in, we ponder them. So Jack is here in the hot seat jack a lotto CFRE trainer at fundraising Academy and just so excited to have you here. I'm Jared ransom your nonprofit nerd CEO of the Raven group and again every week we dedicate to these Friday ask and answer thanks to our amazing presenting sponsor of our frayas and they allow me to keep calling it frayas fundraising Academy, but we also want to give a huge shout out to our amazing presenting sponsors day in day out that support the nonprofit show. Yesterday was 721 so that means today Mr. Jack 722 is our episode so huge shout out to our besties over at Blumerang American nonprofit Academy, again the whole team at fundraising Academy at National University. And to be generous donate now pay later your part time controller staffing boutique nonprofit thought leader and the nonprofit nerd. Please check out these companies they're here to help you elevate your mission in and around throughout your community. They literally are here on your team so reach out to them, because of them we've able to been able to put up our archive episodes on Roku YouTube fire TV as well as Vimeo. And for those of you that are podcast listeners like moi, you can listen to the nonprofit show wherever you stream your podcast. In fact, we've had several downloads there so we, we see you downloading we're so grateful that you find that platform to be of opportunity to you so. Before we dive into these questions Jack, I want to dive into you and a little bit about your expertise but also the CFRE because I just think that's fantastic so again our viewers and our listeners jack a lotto welcome. Thank you. I'm so happy to be here. I think this is only the second time you and I have had a conversation. Really denied. Well, we'll get more of that but we did have the wonderful opportunity of meeting in person at the SP icon and hopefully we'll do that again this year in New Orleans. Yeah, I can't wait to I've never been to knowledge. So I'm looking forward to it. Some Cajun to eat my friend and jazz, my favorite musical genre jazz. Yeah, I love that. Well tell us a little bit about your role at fundraising Academy with National University but specifically the CFRE because you my friend are so very invested and involved in that credential. So I am invested and involved in all professional development including what we're doing right here today. This is your opportunity to learn from your peers, etc. CFRE. It's a great credential. I got it many years ago. I don't think the internet was around when I got it. And I have been fortunate to work with a variety of people over the years from all over the world. I have a person from Liberia in my study group gets up in the middle of the night to come to it. I've had people from Australia, Singapore, Hong Kong, lots of Canadians I love our Canadians. My study group, which is third week tomorrow has 127 participants and I love the questions they send me etc. With the fundraising Academy I get to do it more often webinars, writing blogs, writing articles. It's just a wonderful thing. I love our cause selling model of fundraising. I think it's such a useful model and I urge everyone to go to our website, go to our MyLearningPortal.org and see all the things that we have up there. A wonderful thing about the fundraising Academy if I give one more plug. All of our content is eligible for continuing education credits as you seek your CFRE and then after you get your CFRE still have to have those continuing education credits where the place to get them free. Fantastic. I absolutely love that and what a great opportunity for us to share this time together Jack and to dive into these questions. Fundraising Academy as you mentioned has just a wealth of information for us and you're right this is one of those opportunities for professional learning. So let's go to Miami, Florida. Let's let's pretend that we just landed right we're going to meet Pippa and the sun hopefully is out but Pippa writes in Jack and she has I'm assuming she has this question here. She monitors diversity, equity and inclusion at nonprofits. We are working on these issues but are still short of our goals and we don't seem to have a champion who is monitoring this to keep us on track. Great question. Take it away. You know what, I love this person because he or she and I think it's a she as well. Are they are they they're looking for an accountability. They want to operationalize their DEI and so few organizations do that. Now, what do nonprofits typically do and maybe you have some experience with this as well Jerry, but maybe there's a committee of the board. Maybe there is a DEI officer whose specific responsibility is to see that that philosophy of diversity, equity and inclusion is operationalized that they're really doing it. They're saying they're doing it. They're absolutely doing it so I love the question it could be a committee of the board. It could be a person that you hire. It could be a person who has other duties, but you're going to give them some amount of time to fulfill and monitor that DEI program that you have. Love the question. I love the question to you and that's such a great answer that you provide, you know, I didn't think of it in terms of making it an operational kind of responsibility or task, but I love that you took it that way. For Pippa, you know, I'm going to champion the fact that I really I love the accountability that Jack brought in here and I really do think that we should all have a responsibility for championing this cause not the cause but championing diversity, equity, justice at our nonprofits. I recommend, you know, I've been in so many meetings Jack and there's like a safety moment. So why not have a diversity, equity and inclusion moment that in every single meeting and every single committee or board meeting there is a staff training right there is a DEIJ opportunity built into absolutely everything you do. I do think that you know having a committee of staff would would be probably more advantageous than maybe just one person, because it's much easier to do things and to accomplish things. I think together in community. But Pippa, fantastic question. You know, something else Jared that has occurred to me, you know I worked in healthcare philanthropy, and we every hospital I worked in all had a DEI program or our mission, and I asked myself when we look at the occurrence of death mortality as a result of COVID. We see that there are huge numbers for African American communities and Latinx people. Why has that occurred and here's the reason why I think and I could be wrong guys. I think that all these hospitals have DEI, but they don't operationalize it. They haven't really looked at what they're doing with these marginalized communities should not be happening. So if you really follow that DEI precept that you have in your bylaws, etc. Yeah, you're right and I think you hit the nail on the head honestly Jack when it comes to you know creating an operation for this so that's a strong advice Pippa, I hope that it's helpful would love to hear back from you on how this moves the needle forward for your organization and stick to that accountability. Okay, we're moving on up to Illinois, Frankie wants to know, is it normal for fundraisers to do surveys of their donors, we are afraid that the donors will think it's another ask. We just want to know what our donors are thinking without intruding any ideas on how else we can find this out. Yeah, it's a great question. The first thing I would say in the communication is to say right in the first sentence, this is not a request for gift. And I think they're going to read that they'll read it. I think, you know, we talked about in cost selling about building relationships CFRE is a relationship building model, there are hundreds of them out there. Building relationships with your donors, ask them questions. It's really important because when you ask those questions and we say in cost selling open ended questions, you are going to build a relationship you're going to learn about them. So yes, ask them questions. Here's the other thing we you and I talked about earlier Jerry, you want to, you want to find out why donors are lapsing, ask them. Call them up and say this is not a request for a gift. I'm just wondering why you've stopped giving is that our program has something changed in your life. How could we do a better job of keeping you as a donor. Such an important point. Jack, do you see that some people maybe see that as confrontational. Well, I don't think it's confrontational. I think it's a good stewardship technique. I mean, if you call them up, if you call them up and say now Jerry, why did you stop giving to what's wrong with you. That's confrontational. But I think if you if you say to them. Here's what I like to say about left or remind them of why they gave in the beginning. Jerry, you gave to our homeless program because you are concerned about the homeless. Carol in right city. Jerry, here's what your gift did to us did for us did as far as impact in the community. And we're wondering why you did not make a gift this year. Very easy. If they say, I'm not interested in talking about this. And that's the end of it. But many people will tell you why they have stopped giving and it may not have anything to do with your impact or your program. I mean, you know, their children, their daughters just got into medical school at Harvard. Right. You know, it could be life in general. I love that approach. And I hope that more people are implementing that. So thank you for addressing it and I would say, you know, to add to what Jack has provided. These days can be done on an ongoing basis. My belief if you are working through this relationship process. And ironically, Jack, we had our friend Tony bell on earlier this week for a two part drill down relationships are sorry donor approaches it was seven tips for donor approaches but relationships don't come into that. So these open ended questions essentially are an organic natural way to engage and elicit responses from your donors in a survey. Now I have been involved with an organization that does an annual donor survey. Right. And into your question you had asked me when I shared this with you Jack it was, was it a qualitative or quantitative survey and my response was, yes. It was a mixture of both of those. So I do think there's a lot of advantage, you know, to really ask your donors, Frankie, you know what they are thinking of the programs of the impact, even what is their response to how often they're being communicated and in what platform. These are fantastic questions and I think you should absolutely do them. But Jack, I think you mentioned in the very beginning, started off by saying this is not an ask. I think it's really important to put them at ease because so much of our communications with our donors are asked unfortunately I don't think that's really good idea to have every communication to be some request for support monthly giving whatever it is. So, you know, like I mentioned to you that I attend the ballet. The next day I get a very simple email and don't make these surveys 500 questions. What I like that the ballet doesn't, they'll say, this is a three minute survey, it will take you three minutes. And they say that it puts me at ease and they asked very standard questions, did you enjoy the ballet, did you like the music, how, how are you treated in the theater, very simple questions on a scale of one to five, that kind of thing. Yeah, easy to do. So Frankie, good luck with that survey, we hope it brings some good information to you. All right, now we're moving on over to Texas and Houston so our friend over there Kim wants to know, is it proper to ask another nonprofit to stop coming to our events. We think they are there just to meet some of our donors and we would not do that to their organization at their events. What say you Jack. I say that if you I say no it's not appropriate to ask them to stop coming to your events, because here's here's why I think so if you have a relationship building strategy with your donors. You are not going to be fearful of other nonprofits talking to them, because your relationship is going to be strong. And they're probably not coaching them maybe they're just starting them by coming to your event. There's nothing about people who give I'm sure in your own giving. Jerry, you may give to a variety of nonprofits, not one philanthropy is something that philanthropists get to a variety of different causes, and it should not be threatening to us if they give to another nonprofit. Right. No, I agree. And you know, as professional fundraisers, it is our, you know, obligation to focus on the donor and what, you know, they are wanting to do with their money. And I think it's a fantastic opportunity to even, you know, say, Hey, I saw you at the ballet. Thank you so much for supporting the the arts in our community. And I think it's our community 10 fold by working together. So there's so much to be said there. I'm sure Tony talked about this earlier in the weekend, whoever hasn't seen it should go back and watch those. Okay, but one of the things that we do one of the questions that we ask prospective donors and current donors, what other nonprofits do you give to, and why. I think it's a good experience for you to give to that ballet, even though we're the opera, or for you to give to that hospital, even though we're a different hospital. What about that experience is positive, because then we learn so much about how we should be treating them in our nonprofit. Yeah, plus I think there's a lot of crossover I know in the domestic violence space and in shelters. They're incorporating now, you know, pet policies and, and dog parks because one of the reasons that many people do not leave a domestic violence, you know, situation is because that's, and so now you're approaching the opportunity for the animal welfare individuals right the support animal welfare to also support the domestic violence and the support services around that and the continuum of care. So I just, I always see our globe as one big you know beautiful picture, and we each hold a piece of the puzzle and when we put it in the right place at the right time, we're able to provide this continuum of care and really make the world a much better place. But you know, Jack, I am guilty because my mom noticed at a very young age she said, Jared, you want to save the world don't you. I like your mom, she's thinking you out hasn't she. I know, and I still do I still want to help save the world so Kim, please, I would say, you know, really, I encourage you to become friends with these other nonprofits and the leaders that are coming to your campus to find ways to collaborate find opportunities of of conversation because I think you could turn this into a win win opportunity. Jared I think that's beautiful beautifully put cooperation among nonprofits. Yeah, novel novel. Yeah, Kim so so enjoy. I think that's that's a good good opportunity here. Okay, moving to Jamie date in Ohio wants to know about working from home so since we have shifted to work from home, we are rethinking our employee vacation benefits. That means eliminating them so they're going away altogether. Now our people can schedule their lives as they want so long as they get their work accomplished and meet their goals. What are other nonprofits doing. Well, I'm not sure about other nonprofits but I do live close to Silicon Valley, and they are following this precept. You know you could take a day off to do volunteer work. And you have a you could schedule your base vacations. I think the most important thing that this organization needs to do Jared is to develop a policy. Now, here's what you don't want to happen if you're an organization that has a big end of the year fundraising campaign. All of your development staff saying we're going to miss for Christmas and Hanukkah. We want to see that happen so you have to have some policies around that. That's a big giving Tuesday campaign or your annual gala. Trust me, if this were a policy when I worked in healthcare, I would have taken the week off at the annual gala to go somewhere else. So you have to have some policies around it. I love it. I think it's especially true for millennials Gen Z Gen X they want to be in control, especially as a result of this work from home COVID thing that we've seen. I don't think we're ever going to go back to full time office thing I think we're going to have some kind of hybrid thing. So yes, this kind of policy would really, and it's really employee centered. But isn't it to say, you know, if you have children who have a spring break, and you want to go with them to Park City, Utah, then go for yeah, I have an Airbnb you can stay at as well. So just plug Thanks Jack for setting me up for that. I agree, not playing people I wasn't playing. I agree and I have seen a lot of this, you know, conversation about unlimited pto work from home opportunity. In fact, my other friend jack moohy and I have talked about work from home and how do we retain our staff to make our workplace, a place of And, you know, so I really do think it's this also dovetails into self care and burnout. So what, you know, I think a policy is absolutely critical so I would echo Jack sentiments on creating a policy, because there needs to be some kind of a boundary around those opportunities. I also think that, you know, adhering to, you know, encouraging people to take their time off is really important because anytime Jack I don't know about you. But anytime I hear someone say, Oh, this is my first vacation in three years and they're like, you know bragging about it, it hurts my heart because it means that they haven't taken the time that they need to set aside to recharge to recharge because many of us in this space, we are working with very vulnerable populations and it takes a toll in our emotions on, you know, kind of our mental health and even our physical health so regardless of the policy that you create I hope that it is definitely employee centric, and it encourages them to take the find that balance to take some time off. You know, I think the policy some I've worked for organizations if you didn't use your hospital organizations if you didn't use your vacation time they write you a check into the air. I would not do that. That means that that individual has not had that chance to refresh, rejuvenate and absolutely spend time with their family. You know, it's just crazy. So I don't like that policy I prefer you to be employee centric and say you know what your mental health, your well being, if your child is sick and you have to go to the school to pick them up and I was in a meeting yesterday where a woman had to stop and go pick up her daughter at school so I totally respect that that should be your policy, you need to take care of family. Oh, Jack, I'm sure you just you just went on the scorecard for so many people at the top great great responses for that. Jamie we hope this helps there is a lot shifting in our workspace and our culture and you know how we provide benefits so there's a there's a lot shifting right and I think just staying in in the know of your employees how can you best serve the employees while serving the mission, you know because you say here, so long as they get their work accomplished and meet their goals. Yeah. Yeah, yeah. Well, Jack, when you know let's say you had some pto time that it was a crewing. What would you recommend to you know your staff around you either in a supervisory position to the staff you know that reported to you, or as you reported you know, to your superiors. How would you, you know, go about this to say hey I really need to take some time off. Well, I said, first of all, I, I, I've had this situation where you know something came up at a school for one of my nieces and nephews not my own children, which I don't have any praise God. But you know where I had to go to school and talk to a teacher about something or I was the second person that they call if they couldn't get the parents. And believe me, I would just go in and say, I have to leave I have to go see what's going on with my nephew. So I would do that. I think it's important to take time off. I think downtime on the weekends. I love some of my coworkers at National University at the fundraising academy. They don't answer their emails on the weekend. I support that. Guys, that's self care. You know they have families, they have things even in my CFRE study groups, when people say, Hey, I've got to go to a soccer game on Saturday my study groups are on Saturdays. You know what I say to them, family first, then CFRE family first guys. Oh, I love this. Well, Jamie, I hope that's helpful and for all of our individuals that sent in questions today, Jack was a wealth of knowledge again Jack a lot of CFRE trainer at fundraising academy. I'm so very grateful to have you here and we do encourage you to look up fundraising academy and their amazing portal. The web address for that is fundraising dash academy.org and Jack. So much fun. We have to do thank you. You know what, this is all in my second time, my favorite, you know, presenter co host with you is Julia Patrick. Oh, I love Julia and I miss her and please tell her that I miss her, but invite me back to talk to you again as well. I would love that we take our turns with our fundraising academy friends every Friday and that was a lot of Fs in that sentence but I ask an answer today with Jack a lot of so very grateful to have the support of fundraising academy and each and every day so very grateful to have the support from our amazing presenting sponsors. I really love doing work with these people so huge shout out again to our friends over at Bloomerang American nonprofit Academy, your part time controller be generous fundraise Academy at National University, staffing boutique nonprofit as well as the nonprofit nerd. Thank you. Thank you. Thank you. Please do check out these companies. They are fantastic. Just as our guest was today so another round of applause to you my friend Jack. Thank you for being here. You know, I'm just going to tag on to what you said. It's the weekend. Take some time. Enjoy the weekend. Sleep in late if that's possible. Attend a family event if that's possible. But we are so grateful to have each and every one of you here today was episode 722 so we're moving along. I know March is going to be your forum. You know it's really great. I was in high school when you guys started. So, so much fun. Well, thank you for bringing the fun and the humor. It's so nice to be here with you and so nice to be here with all of you are viewers and our listeners. And as we end every episode, we invite you, we ask you we encourage you to please stay well. So you can do well. Enjoy the ballet jack. I'll see you next time.