Master’s Series

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The eleven sessions in the Master’s Series have everything you need to get to amazing fundraising results! You’ll learn the strategies to build fundraising plans that have increased contributions from $300,000 per year to over $1.2 million each year. That’s a 400% increase! What could your cause accomplish with 400% more contributions?

Lessons

Session 1 – Put the FUN Back in Fundraising!

Author: Heidi HancockComplexity: Easy

In addition to setting goals we examine who is responsible for fundraising, the life-cycle of a donor and what that life cycle looks like in your organization. In this session you will

  • Determine personal reasons for supporting cause
  • Describe the two fundraising models
  • Identify donor life-cycle fundraising activities
  • Evaluate current prospect base
  • Establish methods to re-engage donors

Session 2 – Establish Your Fundraising Plan

Author: Heidi HancockComplexity: Standard

What does an integrated development plan look like? How can your development plan be adaptable during a fiscal cycle? What are the donor pipelines you use and which ones do you need?

In this session you will

  • Evaluate your sources for philanthropic revenue
  • Identify areas of opportunity for increasing fundraising results
  • Select methods for securing contributions
  • Set fundraising receipts goals using specific methods by philanthropic source
  • Set fundraising goals by prospect with step-by-step methods

Session 3 – Identify Donors and Prospects

Author: Heidi HancockComplexity: Standard

Where are all the donors? You’ve got donors, but you need more. You need more contributions. You need new donors. You need a different kind of donor. In this session you will

  • Identify the four ‘donor crops’ you harvest
  • Select the donor pipelines that give the best return on investment
  • Choose the fundraising activities that give the best return on investment
  • Grow your prospect list and fill your contributions funnel

Session 4 – Tell Your Story

Author: Heidi HancockComplexity: Standard

Why should someone support your organization? How do you tell your ‘story’ in the best manner to connect with donors and prospects?

In this session you will

  • Personalize your cause’s Mission Statement
  • Learn how to use a specific ‘case statement’ structure for written materials
  • Create your own short stories to get someone involved one-on-one with your cause
  • Learn how to present your cause  in 30 seconds or 30 minutes to one person or one thousand to generate support

Session 5 – Connect Budgets to Resources

Author: Heidi HancockComplexity: Standard

In this session you’ll discover presentation and donor opportunities that are hiding in your organizational, campaign or project budget. We’ll discuss how to present the opportunity to change lives from a financial and other resources standpoint.

  • Identify your cause’s tangible programs that will attract revenue
  • Learn to present your cause’s operating budget to generate unrestricted contributions
  • Establish naming rights and price points
  • Discover non-cash, budget alleviating gift opportunities in your cause’s budget

Session 6 – Plan Your Fundraising Call

Author: Heidi HancockComplexity: Standard

In this session you will examine the goals, structure and roles for both a solicitation call and a cultivation call.

  • Learn how to set yourself up for a successful fundraising visit
  • Set goals for each cultivation and stewardship visit that make your next request successful
  • Establish the structure that keeps you in control of the meeting
  • Set your next actions to follow-up and close that gift

Session 7 – Move from Transaction to Transformation

Author: Heidi HancockComplexity: Standard

What’s the difference between transactional fundraising and transformational? How do you move a donor onto the path to transform your organization?

  • Discern the differences between transactional and transformational fundraising
  • Identify activities to engage prospects and donors at the highest level
  • Find the prospects who are most likely to transform your cause

Session 8 – Find the Right Connection

Author: Heidi HancockComplexity: Standard

Fundraising is more than a presentation and a request for support. How do you connect your prospect with what motivates them to make a gift? We’ll discuss how to find the connection with your donor or prospect. In this session you will

  • Determine what intellectual and emotional benefits your community, constituency, and donor/prospect receive from your cause
  • Learn critical interviewing skills to determine potential motivations and interest level in supporting your cause
  • Learn how to find out what motivates your donor/prospect in an informal setting
  • Determine your cause’s main strategic objectives
  • Learn how to engage your donor/prospect in a formal setting with a goal of long-term involvement and support

Session 9 – Major Gift Solicitations – The Legwork Behind the Scenes

Author: Heidi HancockComplexity: Standard

A successful major gift request is 95% cultivation and preparation and only 5% solicitation. You’ll set your preparation, practice, and approach steps and we’ll discuss how to get the best request for the largest gift on the table. In this session you will

  • Select your sources for ‘intelligence’ about your prospects and donors
  • Learn how to interpret information to determine the best request for the largest gift
  • Establish rehearsal goals for fundraising meetings

Session 10 – Major Gift Solicitations – The Ask

Author: Heidi HancockComplexity: Standard

In this session you’ll learn best practices for presenting your Major Gift request. We’ll discuss structuring your request, getting the “ask” out, closing techniques, and how to refocus your prospect on the urgency of your mission.

  • Set individual steps to position your cause for the best gifts
  • Develop the agenda to follow during the request that leads to success
  • Determine specifically what to say during your request
  • Discover the most effective techniques for handling responses to requests

Session 11 – Major Gift Solicitations – Closing and Stewarding

Author: Heidi HancockComplexity: Standard

70 percent of your donors will require additional time to make their gift decision. Success is in the follow-up to the solicitation. It’s time to close that gift! Your success in fundraising doesn’t end at gift receipt, but with donor retention and gift upgrades. In this session you will

  • Learn the most effective closing techniques
  • Discover when and how to increase a new gift
  • Set your specific acknowledgement steps
  • Develop your donor re-engagement plan for stewardship of their gift and cultivation for the next request
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