Do your board members run the other way when you mention fundraising? Join board guru Gail Perry to find out how to lower your board members' fear, make it fun for them, and put them to work. Discover a whole new way to approach your board members so that you can change their energy and get them fired-up. You'll learn easy strategies to help you educate them about their role and how they can help. And you'll discover a new way to get them to open doors to their contacts. Bring your board leaders to this webinar!

1. How to Motivate Your Board
Members to Help in Fundraising
Gail Perry MBA CFRE
www. Firedupfundraising.com gp@gailperry.com

2. Who Am I?
• 25+ years as staff or consultant
• Fired-Up Fundraising newsletter
• “Fired-Up Fundraising: Turn Board Passion into
Action” (Wiley)
• AFP Fundraiser of the Year
• International speaker and workshop leader
• email: gp@gailperry.com
• facebook: firedupfundraising
• twitter: @gailperrync
Gail Perry
gp@gailperry.com

3. Is This Your Board?
Is This Your Board?
Is This Your
Board?
A Happy Fired-Up Board!

4. Would You Like to Be An Ambassador?
4
Fundraising? “YETCH!”
!
Ambassador?
“What fun!”

5. “No Problem can be
Solved from the Same
Level of Consciousness
that Created It”
!
Albert Einstein
5

6. Is This Your Board?

7. Is This Your Board?
Is This Your Board?
Is This Your Board?
7
Is This Your Board?Boring Meetings = A Bored Board

8.
Did Somebody Say the “F-Word?” Did Somebody Say the “F-Word?”

9. The Myth of Board Members and
Fundraising
9
Board Members’ Myths
about
Fundraising

10. Board Members’
Definition of Fundraising
!

11. Board Members
Think:
Fundraising =
Begging

12. !
12
They Think Fundraising = Cold Calls

13. Board Members Think
Fundraising = Rejection

14. The Dark Side of Fundraising
!

15.
Cost per Dollar Raised
Of Various Fundraising Strategies
!
EVENT
!
50%
ANNUAL FUND 30%
MAJOR GIFT OR CAPITAL
CAMPAIGN
10%

16. Steps in the Fundraising Adventure
THANK THANK
THANK AGAIN
CULTIVATE AND
INVOLVE
ASK FOR
SUPPORT
IDENTIFY
PROSPECTS

17. TIME AND ENERGY INVOLVED
in each step of the cycle
thank ask
involve
identify

18.
Are We Losing or Gaining Donors?
!
!
!
!
18

20. 20
Who’s supposed to do what?
Who’s supposed to do what?

21. What Is Our Job as Board Members?
If our true believers won’t help us, who will?
Albert Camus

22. Want Different Results?
!
Make it fun!
Lighten up.
!

23. Ask Board Members Why They
Care!

24. !
!
Why Do You Care About Our
Organization?

25. The Mingle Exercise:
An Amazingly Powerful Tool
!
• Easy, low pressure
practice talking
about why they
care.
!
• Build visibility by
simply talking to
people.
!

26. “Gail, I am putting some of your ideas into action…. At our last
Trustee meeting, I asked, “What legacy do you want to
leave from serving on this board?”
Well, you would have thought I had opened the flood gates. One
man told us about his cousin in hospice . . . and how we helped his
family through that terrible time.
This turned out to be the best meeting we've had so far on with
this group in the last 3 years!
I can’t change them, but I can change me.
!
Laurie Taylor, Lower Cape Fear Hospice Foundation
Try This Question To Pull Out Their Personal Story
26

27. Spread the Idea Virus
Sneeze Wherever You Go!
This is how you turn your board members into “sneezers,”
spreading the BUZZ wherever they go.

28. Nothing great was ever achieved
without enthusiasm!

29.
How To Have a Conversation about the Cause!
29
What are your
impressions?
Get the other guy
talking!

30.
Part 3 of the Elevator Speech:
Turn It Into A Conversation
30
What
are your
impressions?

31. The Fundraiser’s Kiss of Death
• Being boring!
• Talking too much!

32. What Are We Raising Money For?
!
!
!
A Broader Conversation

33.
Fire Up Your Board
!
!
!
• A panel discussion or
interview format.
• Why does it cost so much?
• Program by program.
• How much does it cost per
person?
• Story about someone whose
life was changed.

34. More Questions That Will Fire
Up Your Board’s Energy and
Passion
1. “What do you believe is your purpose or your
contribution to the world?”
2. “What kind of difference do you want to
make?”
3. “What do you do well, and how do you want
to use that toward the highest good you can
possibly imagine?”

35.
Fire Up Your Board Step #2
Where Does The $ Go?
!
!
!
• A panel discussion or interview format.
• Why does it cost so much?
• Program by program.
• How much does it cost per person?
• Story about someone whose life was changed.

36.
Fire Up Your Board
10 Terrific Questions to Discuss with Your Board
!
!
!
1. “Why do we even need private contributions anyway?
2. “Why does it cost so much?
3. “Where exactly does the money go?
4. “Why does it take so much staff to do this work?
5. “How many kids are we helping in this program?
6. “About how much does it cost per person helped?
7. “What else do we really need? And how much would that cost?
8. “How many kids are we missing? What happens then?
9. Can you tell me a story of someone whose life was changed thru our
work?
10. “What would we do if we had an additional $100k? (or $50k, or $500k or
million – whatever is relevant to your budget size.)

37. A Word About
Nonprofit BOARDS

38.
Fire Up Your Board
Liven Up Your Meetings
NOT Business As Usual

39. 12 Ways To Liven Up Your
Board Meetings
1. Focus on results.
2. Be creative with the agenda.
3. Focus on problems, challenges, broad issues.
4. Look at trends within routine reports.
5. Plan big.
6. Cheerleading sessions.

40. 12 Ways To Liven Up Your
Board Meetings
7. Use consent agendas.
8. Interview the Executive Director.
9. Set up one interesting item for a discussion.
10. Select a theme for each meeting.
11. Create “mission moments” in every board
meeting.
12. Break into groups.
Find this handout on my website: Firedupfundraising.com

41.
#5 Give Them Social Time
Give Them Social Time

42.
Clarity on Action Items!
!
Give them
something specific
to do!

43. Peer Pressure: The Best Motivator

44. What Is Our Job as Board Members?
If our true believers won’t help us, who will?
Albert Camus
What Is Our Job as Board Members?

45.
We’d Rather
Have FRIENDS
Than Donors!

46. For Your Board Members,
Re-Define Fundraising into Friendmaking

47. Easy Fundraising Jobs:
Host Small Socials
1. Board member hosts
2. Free to invitees
3. No ask
“It’s easy to get intimidated if you are asking
someone for help. But inviting somebody to be part
of something that you are proud of is easier.”
!
~Diane Paces-­‐Wiles, former board member

48. Easy Jobs:
Host Sizzling Tours
• Board members
invite their FRIENDS
• Board member
welcomes
• Call the next day:
“What were your
impressions?”

49. Thank You Calls To Donors
Will Directly Impact the Bottom Line
• Donors received a thank you phone call from a
board members within 24 hours of receiving the gift.
!
• The next time they were solicited, they gave 39%
more than the other donors who did not receive a
call.
!
• After 14 months, those called were giving 42% more.
!
~Donor Centered Fundraising, Penelope Burk

50. "There's a different between knowing the path,
and walking the path."
Morpheus, The Matrix.

51. My favorite executive director:
51
Create a Fired-­‐Up Board!!

52. Many More Resources at
FiredupFundraising.com
Top 10 Things to Understand About How Fundraising Really Works Today
5 Clues Your Fundraising is Headed Downhill
Why Board Members Love Advice Visits
Does Your Organization Really Support Fundraising? Take This Simple Quiz
Easy Elevator Speech Exercise for Your Board
Show me the Money: How To Move From Friendraising to Fundraising
How Major Donors are Changing and What To Do About It
Board Members’ #1 Job: How to Be a Personal Advocate for the Cause
20 EASY Ways Board Members Can Cultivate Donors
10 Easy Ways Board Members Can Raise Money
12 Ways to Liven Up Your Board Meetings —and Your Board
Gail Perry MBA CFRE twitter: @gailperrync

53. Questions?

54. !
!
!
Upcoming Topics:
!
How to Develop
a Stewardship Program
!
Donor Thank You Videos, Infographics,
and Other Fun Ways to Say Thanks
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