Show Me the Money:            Fundraising That Taps into The 90%              of All Wealth That Is Not Cash              ...
Protecting and Preserving the     www.cjwconsulting.com            Institutional Memories of            Nonprofits Since 1...
Affordable collaborative data             management in the cloud.A Service   Of:                     Sponsored by:
Today’s Speaker                                         Russ Mack                                        Executive Directo...
Your charity ________           The why     Show Me The Money!      Fundraising That Taps Into The 90%        Of All Wealt...
Your charity could make good use of more resources!     Todays purpose & deliverables • A case for your charity taking any...
Takeaways   A simple 3-step process any charity can use to open    themselves up to significant non-cash donations . . . ...
This is personal                           • Diagnosed with a terminal disease                           • Rare and hard t...
Cheat sheet   Show Me the Money!   (Turning non-cash contributions into in-kind contributions, resources, cash)  You can’t...
Are we                                  there yet?Leave No Donation Behind, a charity                                     ...
New resources for your charity . . .Starting now!I. Why. Why. Why.   – The opportunity   – The even bigger opportunity (cr...
Tired of                              chasing                              cash?Leave No Donation Behind, a charity       ...
These                  a. $50,000 life insurance policy                       b. $400,000 yachtdonations              c. $...
These                  a. $50,000 life insurance policy                       b. $400,000 yachtdonations              c. $...
All sorts of non-cash donations available                                                              Financial instrumen...
Real estate misunderstood                               EasyGreat signs: Single family residence Free and clear “Buyer ...
“The largest                                       transfer of                                       wealth. . .”         ...
•   A church in Chicago was offered $50,000 in    Kruggerands. Church secretary didn’t take    message, thought they were ...
“Not us! We don’t leave money on the table!”       3 biggest secrets . . . why non-cash       donations are lost:       1....
Why do charities miss the boat (literally)?                             • “Oprah factor” – charities feel what            ...
Our vision: Every donation counts Generous donors contribute anything they      have to any charity they want.            ...
New resources for your charity . . .Starting now!I. Why. Why. Why.   – The opportunity   – The even bigger opportunity (cr...
Get buy-in and excitement throughout• Decision makers• Leaders• Staff• Donors• Volunteers• CommunityLead with big picture ...
• Modify anything that might limit: bylaws, charter, policies and  procedures• Develop policies and processes – complexity...
AlsoRecommended: Make it simple Good exercise to  go through Speeds up  decisions and  actions Solves issues  upfront...
As charities…we are conduits         Leave No Donation Behind, a charity                                               26 ...
Recommended: “Donor Stewart” Responsibility: Be the lead in helping donors make                 contributions Qualities:  ...
The Basics . . . Communicate                                     1. Communicate from top                                  ...
The charity that saved my wife’s life    Rare disease    Pulmonary Hypertension Association     started with $800 and fo...
Ask                      Offer                       ways to                       give                      Make it   ...
Powerful and effective              communicationAs simple as . . .           Please remember           _________ charity ...
New resources for your charity . . .Starting now!I. Why. Why. Why.   – The opportunity   – The even bigger opportunity (cr...
Save a Donation* - Today                          (*to your charity)                                                  •   ...
Are we           there yet?           Yup. Just about.VetPower                      36
The deal. . .what we need from you   Your stories – to inspire other charities    and nonprofits   Your learnings – so o...
Intoday’s worldwomenas well          Leave No Donation Behind, a charity                                                38...
Shackleton was heading for the South Pole.That was a real adventure. Every bit asdangerous as he advertised*.             ...
Cheat sheet   Show Me the Money!   (Turning non-cash contributions into in-kind contributions, resources, cash)  You can’t...
Find listings for our current season          of webinars and register at:            NonprofitWebinars.comA Service   Of:...
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Show Me the Money: Fundraising That Taps into The 90% of All Wealth That Is Not Cash

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Want some great reasons for your charity to take any and all non-cash donations? Wonder why other charities seem to increase their fundraising in good years and bad years, quickly build up their endowments, have the resources they need? Well, find out in the webinar. Here’s the real story:

This is personal. Russ’s wife was diagnosed with a rare terminal disease some years ago. She owes her life to the extraordinary work of the charity that supports her illness. That charity has had the resources to provide so much because it takes advantage of almost anything a generous donor wants to contribute.

That got Russ to thinking: What if the charity had not taken those donations? Would his wife and other needy people still be alive? Would she be doing as well as she is doing? Why are charities leaving so much money on the table? If 90% of the wealth is not cash, why shouldn't charities be thinking out of the (cash) box? What would it do for the world if all charities took advantage of the 90% of wealth that donors want to contribute?

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Show Me the Money: Fundraising That Taps into The 90% of All Wealth That Is Not Cash

  1. 1. Show Me the Money: Fundraising That Taps into The 90% of All Wealth That Is Not Cash Russ Mack January 22, 2013A Service Of: Sponsored by:
  2. 2. Protecting and Preserving the www.cjwconsulting.com Institutional Memories of Nonprofits Since 1993 (866) 598-0430 info@cjwconsulting.comA Service Of: Sponsored by:
  3. 3. Affordable collaborative data management in the cloud.A Service Of: Sponsored by:
  4. 4. Today’s Speaker Russ Mack Executive Director Leave No Donation BehindAssisting with chat questions: Hosting:Jamie Maloney, Nonprofit Webinars Cheri J Weissman, CJW Consulting & Services, Inc.A Service Of: Sponsored by:
  5. 5. Your charity ________ The why Show Me The Money! Fundraising That Taps Into The 90% Of All Wealth That Is Not Cash The how (our charity) Leave No Donation Behind, a charity supporting charities 5
  6. 6. Your charity could make good use of more resources! Todays purpose & deliverables • A case for your charity taking any and all non- cash donations – You are serving your donors – Its where the money is – Your mission needs it • Some simple steps that can put you in position to tap into non-cash donations immediately • Invitation to a boot camp Leave No Donation Behind, a charity 6 supporting charities
  7. 7. Takeaways A simple 3-step process any charity can use to open themselves up to significant non-cash donations . . . almost instantly A powerful incentive – we are just starting to see the greatest transfer of wealth the world has ever seen, as baby boomers age (and guess what they have most of?) Perhaps the most powerful reason for taking non-cash donations – you are helping your donors A charity’s (free) offer to help any charity take non-cash donations: tools, resources, phone support A Donate Rescue program that will take a charity’s discards and turn them into contributions (also free, and done by a charity) Leave No Donation Behind, a charity 7 supporting charities
  8. 8. This is personal • Diagnosed with a terminal disease • Rare and hard to diagnose • Owes her life to a charity• Started by 4 patients with $800• The charity does it all…and well: patient support, advocacy, research, medical education• They can afford to do it all . . . because they take it all, basically any contribution What if the charity had not taken non-cash donations? Board Meeting Dec 2012 8
  9. 9. Cheat sheet Show Me the Money! (Turning non-cash contributions into in-kind contributions, resources, cash) You can’t fail…with help! 1. Education and information Be able to take it all…in 3 steps: – Access to experts – Resources 1. Commit – Forms, templates, checklists – Do it right (by the rules) 2. Coaching and consulting – Get the best help and – Problem-solving expertise 3. Donation Rescue Program 2. Change – The option for when you are about to give up – Eliminate limitations – Get resources and cash from your donation – Assign Donor Stewart discards – Develop policies and  Help from another charity processes o Leave No Donation Behind 3. Communicate o Russ Mack, Executive Director – Within organization o 248 760-2360 – Community o RussMack@LeaveNoDonationBehind.org – World at large o www.LeaveNoDonationBehind.orgsupporting Behind, a charity Leave No Donation (in progress) charities 9
  10. 10. Are we there yet?Leave No Donation Behind, a charity 10 supporting charities
  11. 11. New resources for your charity . . .Starting now!I. Why. Why. Why. – The opportunity – The even bigger opportunity (crazy, really)II. How . . . The Basics (your “get started now” package) – Commit – Change – CommunicateIII. Confidence that you can do it all . . . now – Support available – The “cost” of that free support Leave No Donation Behind, a charity 11 supporting charities
  12. 12. Tired of chasing cash?Leave No Donation Behind, a charity 12 supporting charities
  13. 13. These a. $50,000 life insurance policy b. $400,000 yachtdonations c. $30,000 vehiclelook d. $500,000 appreciated stockfamiliar? e. $20,000 antique German shotgun f. $300,000 house g. $50,000 in Kruggerands h. $20,000 stamp collection i. $500,000 bequest j. $10,000 cash Leave No Donation Behind, a charity 13 supporting charities
  14. 14. These a. $50,000 life insurance policy b. $400,000 yachtdonations c. $30,000 vehiclelook d. $500,000 appreciated stockfamiliar? e. $20,000 antique German shotgun f. $300,000 house g. $50,000 in Kruggerands h. $20,000 stamp collection i. $500,000 bequest j. $10,000 cash Leave No Donation Behind, a charity 14 supporting charities
  15. 15. All sorts of non-cash donations available Financial instruments: • SecuritiesProperty: Real property: • Retirement plan• Cars assets  Residential homes• Boats • Patents• Planes  Rental properties – • Savings bonds• Jewelry from single family • Closely held stock• Frequent homes to apartments • Gas & mineral flier interests mileage  Commercial properties of any sort • Life insurance• Farm equipment • Life insurance death  Vacant land, such as• Gold & benefits silver recreational acreage,• Livestock home site lots• Etc.  Time shares Leave No Donation Behind, a charity 15 supporting charities
  16. 16. Real estate misunderstood EasyGreat signs: Single family residence Free and clear “Buyer in the wings” Strong, fast local market (can sell fast) Property in perfect condition Warning signals: Donor is very cooperative, able to  Liens on property help  Multiple owners  Possible environmental issues  Maybe legal or title issues  Market for property is not good  Property needs improvement  Donor is not in a position to be much help supporting charities Challenging Leave No Donation Behind, a charity 16
  17. 17. “The largest transfer of wealth. . .” • Estimated $41 trillion (steady number) • $6 billion (or more) expected for charities • From WWII gen & baby boomers • Big effects: women more important, more vs. fewer charities, etc.  Ahead of the curve?Leave No Donation Behind, a charity 17 supporting charities
  18. 18. • A church in Chicago was offered $50,000 in Kruggerands. Church secretary didn’t take message, thought they were German coins.• A prominent nationally-recognized academy for the learning disabled in Michigan was Money left on offered a $20,000 antique German shotgun. But a gun didn’t seem appropriate for the the table silent auction. Plus, a gun and a school -- academy didn’t want the association.• Condo’s are often routinely turned down by Habitat affiliates because of charter, or the ongoing costs of association dues• 26 foot motor homes, corn silos, construction bulldozers . . . they can be very valuable . . . But these often sit or get passed over . . . because no one seems to know what to do with them• Very few charities will take a real estate property that has money owing or needs fix- ups to make it sellable . . . But there is at least one charity that can partner to get this done . . .and the affiliate still gets Leave No Donation Behind, a charity money from the 18 donation supporting charities
  19. 19. “Not us! We don’t leave money on the table!” 3 biggest secrets . . . why non-cash donations are lost: 1. “Never thought of you.” Your charity never even has an opportunity for the non-cash donation because you don’t show that you would consider, let alone welcome, non-cash donations. 2. “No one home” or “Lost in the cracks.” Donors call and never get a call back, connect with the right person, etc. 3. “You have to be kidding me?!” Charity passes on the donation. Donor not happy. = $100,000+ a year inBehind, a charity supporting charities opportunities Leave No Donation lost 19
  20. 20. Why do charities miss the boat (literally)? • “Oprah factor” – charities feel what Oprah said she saw in all of her 25,000 interviews: _____________• Perceived lack of time, expertise, resources• Legitimate concern about complexity and risk• Misunderstandings about what can and can’t be done as a charity• “Zero factor” – potential donation becomes more intimating as you add zero’s. . .example: boat worth $500…$5,000…$50,000…$500,000…$5,000,000…etc. Leave No Donation Behind, a charity supporting charities 20
  21. 21. Our vision: Every donation counts Generous donors contribute anything they have to any charity they want. Our mission: We make sure charities...Leave no donation behind Leave No Donation Behind, a charity 21 supporting charities
  22. 22. New resources for your charity . . .Starting now!I. Why. Why. Why. – The opportunity – The even bigger opportunity (crazy, really)II. How . . . The Basics (your “get started now” package) – Commit – Change – CommunicateIII. Confidence that you can do it all . . . now – Support available – The “cost” of that free support Leave No Donation Behind, a charity 22 supporting charities
  23. 23. Get buy-in and excitement throughout• Decision makers• Leaders• Staff• Donors• Volunteers• CommunityLead with big picture – what will it mean for everyoneOvercome objections Leave No Donation Behind, a charityEtc. supporting charities 23
  24. 24. • Modify anything that might limit: bylaws, charter, policies and procedures• Develop policies and processes – complexity will vary: – Conflict of interest – Gift acceptance policies• Recommendations: – Best practices…templates available – Make it as simple as possible – Don’t scare yourself into inactivity – Don’t wait “until everything is nice and neat” – you will lose your energy, enthusiasm, six months, and who knows how many frustrated donors and lost donations Leave No Donation Behind, a charity 24 supporting charities
  25. 25. AlsoRecommended: Make it simple Good exercise to go through Speeds up decisions and actions Solves issues upfront Etc. Templates available Leave No Donation Behind, a charity 25 supporting charities
  26. 26. As charities…we are conduits Leave No Donation Behind, a charity 26 supporting charities
  27. 27. Recommended: “Donor Stewart” Responsibility: Be the lead in helping donors make contributions Qualities: • Listener, good people skills • Problem solver • Creative • Not an expert Process: 1. Capture information 2. Acknowledge the potential contribution, share with leaders 3. Seek appropriate expertise and propose a solution (to leaders) 4. Facilitate solution (with help as necessary) 5. Thank donor and keep up relationship Leave No Donation Behind, a charity 27 supporting charities
  28. 28. The Basics . . . Communicate 1. Communicate from top down or inside own1. Announce changes – Board2. Them make info – Leadership permanent in all your – Staff communications – Key donors (website, brochures, – Volunteers etc.) – Community of supporters – Potential donors – Etc. 2. Expand to local community 3. Communicate to world at large Leave No Donation Behind, a charity 28 supporting charities
  29. 29. The charity that saved my wife’s life  Rare disease  Pulmonary Hypertension Association started with $800 and four patients at a kitchen table  $132,000/year in 1999  $10 million/year today, growing  Serious endowment, growing  They take anything and everythingMonthly fundraising e-newsletter• Sophisticated, above reach of most charities• But it does play a major part in the fundraising success of PHA• Some key take-aways (for any charity) – Personalized – Suggests that they are open to anything – Keeps it simple – provides one key contact person . . . with direct contact info Leave No Donation Behind, a charity 29 supporting charities
  30. 30. Ask Offer ways to give Make it easy800 sq feet libraryPopulation: 1000
  31. 31. Powerful and effective communicationAs simple as . . . Please remember _________ charity in your will. Leave No Donation Behind, a charity 31 supporting charities
  32. 32. New resources for your charity . . .Starting now!I. Why. Why. Why. – The opportunity – The even bigger opportunity (crazy, really)II. How . . . The Basics (your “get started now” package) – Commit – Change – CommunicateIII. Confidence that you can do it all . . . now – Support available – The “cost” of that free support Leave No Donation Behind, a charity 32 supporting charities
  33. 33. Save a Donation* - Today (*to your charity) • This is a big, big deal! • There comes a time when a non-cash donation won’t work for your charity – Too much time, resources, or expertise – Other factors – Even with our help it’s not something you want to take on • You give up • But hold on, all is not lost • Before that donor reaches for the phone to call the next charity. . . • We’ll step in (as a charity), rescue the donation if possible, split the proceeds with you • Yeah, we know, it sounds too good to be true • Try us! What have you got to loseSave those challenging • We turn your discards into your donationsnon-cash contributions! • Our mission: leave no donation behind! Leave No Donation Behind, a charity 35 supporting charities
  34. 34. Are we there yet? Yup. Just about.VetPower 36
  35. 35. The deal. . .what we need from you Your stories – to inspire other charities and nonprofits Your learnings – so other charities can improve based on your lessons learned and best practices Your referrals and recommendations Your impossible-to-handle donations – so Leave No Donation Behind can afford to - continue educating and consulting Leave No Donation Behind, a charity 37 supporting charities
  36. 36. Intoday’s worldwomenas well Leave No Donation Behind, a charity 38 supporting charities
  37. 37. Shackleton was heading for the South Pole.That was a real adventure. Every bit asdangerous as he advertised*. Helping donors make contributions, turning those contributions into valuable resources. A piece of cake! Harness those sled dogs. Let’s go. . . *FYI. Shackleton advertised looking for 60 in his expedition. 5,000 applied! Leave No Donation Behind, a charity 39 supporting charities
  38. 38. Cheat sheet Show Me the Money! (Turning non-cash contributions into in-kind contributions, resources, cash) You can’t fail…with help! 1. Education and information Be able to take it all…in 3 steps: – Access to experts – Resources 1. Commit – Forms, templates, checklists – Do it right (by the rules) 2. Coaching and consulting – Get the best help and – Problem-solving expertise 3. Donation Rescue Program 2. Change – The option for when you are about to give up – Eliminate limitations – Get resources and cash from your donation – Assign Donor Stewart discards – Develop policies and  Help from another charity processes o Leave No Donation Behind 3. Communicate o Russ Mack, Executive Director – Within organization o 248 760-2360 – Community o RussMack@LeaveNoDonationBehind.org – World at large o www.LeaveNoDonationBehind.orgsupporting Behind, a charity Leave No Donation (in progress) charities 40
  39. 39. Find listings for our current season of webinars and register at: NonprofitWebinars.comA Service Of: Sponsored by:

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