https://bloomerang.co/resources/webinars/ Join author, speaker and consultant Gail Perry, CFRE, MBA to learn her secrets for bringing major donors – and mega gifts – into your organization.

1. Raise the Money of Your
Dreams With Donor-
Centered Major Gift
Fundraising
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https://bloomerang.co/demo/video

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Our guest presenter »
Gail Perry, MBA, CFRE
@GailPerrync
• Fired-Up Fundraising
• 30+ years experience
• international fundraising consultant,
keynote speaker, trainer and
philanthropy leader
• #10 on the list of America’s Top
Fundraising Experts
• Author of Fired-Up Fundraising: Turn
Board Passion into Action (Wiley/AFP)
• Contributor to Fundraising Success,
Guidestar and Capital Campaign Masters

5. Raise the Money of Your Dreams
with
Donor-Centered
Major Gift Fundraising
Gail Perry, MBA | CFRE
FiredUpFundraising.com
GP@GailPerry.com
@GailPerryNC

6. Who am I?
30 years in fundraising
Served on 23 boards,
chaired 4 boards.
Raised over $500M
@gailperrync

7. Who am I?
Recent Honors & Achievements
Fundraiser of the Year (NC)
America’s Top Fundraising
Experts (2016)
@gailperrync

8. How much $ is out
there for your
nonprofit?
(but you don’t have the resources to go
get it?

9. An easier, more
fun and much
more successful
way to raise big
money.
Donor-Centered Major Gifts

10. Donor-
Centered?
You take
your lead
from the
donor!

11. • 10 easy questions
to get donors to talk
• 5 new donor
prospecting strategies
• 3 ways to get out of
the office
• Tools to organize
major gifts for your
nonprofit.

12. My Favorite
Prospecting
Strategies for New
Donors

13. Spread the idea virus
Discovering
for Major Gift
Prospects

14. What is a “Qualified Prospect?”
A prospect who. . .
1. Has capacity
2. Is interested in your
cause
3. Can be cultivated
for a gift

15. There’s no place like home!
Your future major donors are sleeping inside your
donor files.

16. First Place to Look: Internally
Who has given a substantial
gift in the past 18-24
months?
These are
your most
likely prospects.

17. III. Profiling Your Major Donor
Use the Phone to Engage and
Qualify Donors

18. Discovery On The Phone:
Searching for “Wealth Indicators”
• “Now that you are out
of the hospital (or now
that xx is completed),
are you planning to
travel?”
• Dead giveaway: “I’m
just an old country boy.
~Eli Jordfald, CFRE

19. III. Profiling Your Major Donor
Go to Community Events That
VIPS A?end

20. III. Profiling Your Major Donor
Door-Opener Events Hosted by
Board Members and Other Donors

21. III. Profiling Your Major DonorScreening Sessions

22. Wealth Screening

23. The Fundraising Adventure
THANK THANK
THANK AGAIN
CULTIVATE AND
INVOLVE
ASK FOR
SUPPORT
IDENTIFY
PROSPECTS

24. 10 Terrific Donor
Conversations:
Discover, Qualify and
Cultivate Your
Prospects

25. How to have a
successful conversation
with a donor

26. 10 Donor Conversations
1. What inspired your gift?
2. I’d love to know your story.
3. Then what happened?
4. What are your impressions?
5. Could you see yourself becoming more involved?
6. How did you come to be so generous?
7. What part of our work interests you most?
8. Ask for advice.
9. If you made a gift, what would you like to
accomplish?
10. Would you like to know more about how you could
impact this project?

27. 1. What inspired your gift?

28. 2. Would you have
coffee with me, I’d
love to know your
story.

29. Want Donors to Like You?
Let them do the talking!
Donor You

30. Fundraiser’s kiss of death
Being boring
Talking too much

31. 3. And then what happened?
Tell me more. . . .

32. The magic words
4. What are
your
impressions?

33. You don’t know what
you’re gonna get!

34. 5. Could you see yourself
becoming more involved with our
organization?
Tell me
about your
interest in . . .

35. 6. How did you
become so
generous
~ Kent Stroman,
Conversational Asking

36. I asked my donor
how he came to
be so generous,
and I walked out
with a $5k gift!
Diane Fuller
The Fuller Center for Housing, Inc.

37. 7. What part
of our work
most interests
you?

38. III. Profiling Your Major Donor
The Donor Will Tell You What She
is Interested In!

39. San Francisco Foundation Donors
They all have their
specific area of
interest!

40. Your Job? Find out their
passions, interests and hot
buttonsFind out their passions,
interests & hot buttons.

41. Do you know what your top 20
donors are passionate about?

42. 8. Ask for Advice

43. Can I pick
your brain?
What do
you think?
I’d love
your opinion.
If you want money ask for advice.
If you want advice ask for money.

44. I had an ‘advice visit’ today with a very
prominent woman in the community who
on the spot offered a $10,000 challenge
grant!!
What's even more amazing is that she did
not want to meet because she said her
foundation had no money to give us!
Linda Frenette, Community Music School

45. We asked our top donor:
“We’d like your input on our
business plan.”
We walked out with a $1.5
million challenge gift!

46. 9. If you made a gift, what would
you like to accomplish?

47. 10. Would you like to
know more about
how you could
impact this project

48. 10 Donor Conversations
1. What inspired your gift?
2. I’d love to know your story.
3. Then what happened?
4. What are your impressions?
5. Could you see yourself becoming more involved?
6. How did you come to be so generous?
7. What part of our work interests you most?
8. Ask for advice.
9. If you made a gift, what would you like to
accomplish?
10. Would you like to know more about how you could
impact this project?

49. What’s Holding You Back From
Raising Big $$?
Can’t get out of the office?
Urgently need more funding?
Not sure what to say or do?
Don’t feel like you are prepared?
Feel awkward?
Feel unorganized?
Nervous and maybe a tiny bit afraid?

50. Internal
Structure and
Tools Will Save
You

51. 3 Tools You Need to Build a
Major Gift Program

52. 1. Major Gift Prospect List
Prospect
Name
Rating $
Capacity
Rating
Interest
Last Gift Largest
Gift
Area of
Interest
Back-
ground/
Comments
1.
2.
3.
4.

53. 2. Monthly Team Meeting
Review the prospect list.
Create next steps with your top
prospects.

54. Is This Your Board?
Is This Your Board?
Is This Your
Board?
3. Shared Responsibility
for Fund Development

55. 51
When everybody gets behind
fundraising, all is possible!

56. Getting Out of the
Office

57. Tips for
Getting Out
of the Office!

58. Sniping and potshots from
colleagues?
You Need to be Out There Seeing
Donors

59. You Need to be Out There
Seeing Donors
- Educate: Help
people understand
that this is your job.
- Enlist help: Ask
colleagues to push
you out the door.
- Celebrate # calls/
per month.

60. Your Takeaways?
Action Items?

61. Major Gifts Coaching: Help For You!
• Lay down the systems and processes for long
term major gifts
• Raise real money next year!
• Enrollment is limited
gailperry.com/major-gifts-coaching/

62. 10 Months:
Step-by-Step Curriculum
Month 1: Build Your Team
Month 2: Identify Your major gift prospects
Month 3: Research and Rate Your Prospects
Month 4: Create Cultivation Plans
Month 5: Discovery Calls with Prospects
Month 6-7: Preparing for the Ask Visit
Months 8-10: Making Asks
gailperry.com/major-gifts-coaching/

63. gailperry.com/major-gifts-coaching/
Happy to answer your questions about
major gift coaching
for you and your team!
Set up a private call me me below

64. Your Takeaways?
Action Items?

65. Questions?

66. https://bloomerang.co/resources
•Nonprofit Wrap-Up
•Bloomerang TV
•Bloomies
•eBooks
•Daily blog post
•Weekly webinars
•Templates
•Guides

67. https://bloomerang.co/bloomcon

68. Upcoming free webinars »
11/30, 1pm eastern
Procrastinators Unite!
Last-Minute Strategies for Year-End Giving
Alice L. Ferris, MBA, CFRE, ACFRE
James Anderson, CFRE
https://bloomerang.co/resources/webinars