Ideas on a Napkin

1,000 Day Action Plans

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: Set your goals of ENGAGEMENT.

STOP STRATEGIC PLANNING.
When people talk to themselves, it’s called insanity. When organizations talk to themselves, it’s called Strategic Planning.

Most ‘Strategic Plans’ are an internal work of fiction usually prepared by left-brain, accountant-types who love outlines, charts, 5-year projections, etc. If you’re looking for an undecipherable, unimaginative, unread, super-thick binder to use as a bookend or a doorstop, then by all means, do a strategic plan!

Note: The old-line, old-school Case Statements worked in their time, but that time has passed. There’s no engagement, no sharing, no dialogue, no involvement, no support.
P.S. I feel the same way about no more ‘Business Plans,’ but I’ll save that rant for another day.

There is too much to do, too many lives to SAVE and IMPACT, to get caught up in ‘strategy.’ Instead…

 

START 1,000-DAY ACTION PLANS!

If you really, really, want to achieve your Vision, fulfill your Mission, live your Message: then prepare an Action Plan that will provide focus and direction for the next 1,000 Days (11 Quarters, 33 Months, almost 3 Years).

Your 1,000 Day Action Plan should include:

  • 90-Day Goals and Priorities
  • Monthly Checklists and Measurement
  • Timely Celebrations

This will engage your team and leaders in a focused manner.

P.S. Match this with a 1,000-Day Funding Plan and you will be well on your way to success.

Read more in Nick’s Note about the difference between Strategic Planning and Strategic Clarity.
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Do the Math to Simplify Your Funding Story

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is DO THE MATH.

Doing the Math means owning and internalizing an understanding of your numbers. Your numbers tell an important part of your story.

Doing the Math also means taking the time to simplify the numbers in a way that others – Your board, your prospects and your staff – can understand.

In our For Impact World you must:

DO THE ‘BLUE‘ MATH around your Cause and Case and Impact. i.e. How many people/families/students/patients/kids do you impact? Or how many people/families/students/patients/kids NEED this impact?

DO THE ‘RED’ MATH around your Staff, People and Operations.
i.e., What are the people or operational costs associated with delivering your current or desired impact?

And DO THE ‘GREEN’ MATH around your Income, Funding Plan, Goals, etc.
i.e, What is your total need for the year or next 1,000 days based on the BLUE and RED and how will you get there?

Note: Here is a list of questions you can ask your CFO or CEO to get the information you need for math.

Next, use this Math to frame your Funding Rationales. Funding Rationales help to answer your Prospect’s question, “What do you need from me?” and help you get ‘numbers on the table’ tied to a Person, a Program, a Project or a Funding Plan. For example:

A unit of Impact.

One of the simplest ways to do your math is around a Unit of Impact – A Person, A Student, A Family, A Village, A Patient – You get the idea. Quick math:

You can use this math to ask a prospect, “Can you help us by underwriting 10 students this year?” or “How many students would you like to underwrite this year?”

Your Gap, or even better, the cost of EXTRAORDINARY Impact.

Gap math is a common way to do your math and simplify a funding rationale.

 

 

I recently worked with a fantastic Hospice organization who refuses to talk about the gap and instead asks prospects to fund Extraordinary Care for every family. This Hospice has (fluctuating) revenues from reimbursements, but they don’t cover everything. This is where philanthropy comes in – For $1000 you can underwrite Extraordinary Care for one of the 3000 families they serve each year.

The true cost of programs.

This is a big one. Organizations frequently underestimate the true cost to deliver a program, which is essential to a funding rationale. Knowing the real numbers boosts confidence in the ask and helps the funder buy in. You can ask someone to underwrite part or all of the program.

Along with the previous point, you can do the math to tie programming costs to impact in multiple ways. Here’s a clean and simple example to illustrate the concept using the example above. The Read Aloud Program impacts 1600 Kindergarteners and their families (80 classrooms/20 students per class at 40 schools.) You can do the math to create simple funding rationales:

$80,000 to underwrite the program for one year, or;
$2,000 per school, or;
$1,000 per class, or;
$50 per student.

Funding a Project or Priority.

This is commonly used with a ‘campaign mindset’ – projects or priorities that have a larger funding goal than some of the examples above. Casting a vision, packaging up three year Priorities or Projects and then understanding a dollar amount/funding rationale for each.

For example, “As we discussed, our vision is to be there for every family who needs Hospice Care in this community. Part of achieving that plan is to secure a Hospice House where we can care for people who can no longer stay at home, or have no home. Can we talk to you about being part of this plan?”

or

“We’ve put together a plan to scale and innovate in our three core areas – Family Literacy, Read Aloud Programs and Teen Services – that would require $1.3M of the next 1,000 days. Here’s what we would use the funds for – 1000 Families in Literacy Program, increase 1:1 teen Mentoring by 30%, excellent data and evaluation, 5-10 new school relationships…”

(more…)

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The Only Presentation Tool You Need

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10
weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is SIMPLIFY YOUR MESSAGE.

Simplify your message so that it fits on a napkin.

It’s not easy. However, I believe that your ability to engage someone with your why, what and how is proportional to how clearly and cleanly you can communicate your message.

This is a really big deal!

When sitting down with someone new they should ‘get it’ in a matter of seconds. Too often we overwhelm people with power points, three-ring binders and slick brochures. I’ve made many ‘million dollar calls’ using ONLY a napkin. I believe it is the BEST and ONLY presentation tool you need.

At the thousands of training and speaking engagements I’ve done, I can spend three straight hours talking, listening, and responding to our Controlling Insight, on a napkin:

Every day, every training, every coaching just reinforces the power of this insight.

*Since I’ve presented this 1,000 times, give or take, and still get ‘juiced’ at the simplicity of this message – doesn’t hurt for you to see it again (and again, and forever, again.)

Just for kicks, see if you can identify these industry changing businesses from the napkins below. Or email with your own napkin – We’re happy to respond, add thoughts, etc.

 

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No More Endowment

STOP ENDOWMENT.

This is an issue that I believe impacts all FOR IMPACT ORGANIZATIONS. We’re caught up in an endowment arms race. We’re communicating that “We need ENDOWMENT now to build and preserve ENDOWMENT for future generations.”

START SAVING, CHANGING, IMPACTING LIVES!

 
ENDOWMENT, in and of itself, is NOT the goal! The goal is and always should be around Saving Lives, Changing Lives, Impacting Lives, etc.

And if that doesn’t get your attention, how about: No More Cash For Endowment.

Cash is a very, very expensive and difficult way to increase endowment. Very few investors want to give you their money so that you can invest it, generate an average 5% return, and then use that interest to fund an important priority. Plus, many of these investors are making five-year commitments/payments and would have to ‘wait’ to see the results and actual use of the funds.

Here’s a pretty simple way to look at it: a 5% IMPACT vs. a 100% IMPACT.

 

Money to endowment (5%)

OR

Money to fund people, programs, and places that help deliver your IMPACT – now (100%)

 

Note: As a serial entrepreneur and someone who works with a lot of business and social entrepreneurs, I would ask this question: Would a great business or business model (one that is growing and scaling their IMPACT) take revenue (cash), put it in the bank, and then try to fund their growth from their INTEREST INCOME?!!!

What every truly successful entrepreneur would do: They’d go to a bank, or to angels, or to the market, and BORROW MONEY (not put money in) so that they can LEVERAGE every dollar in order to GROW and SCALE their IMPACT RIGHT NOW!

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Team Selling

These 3 Concentric Circles represent a great way to look at your organization’s TALENT and how it might be most effectively used.

The Blue-Red-Green Team is a great visual that helps with roles and responsibilities within the Sales Process.

  • Use your ‘Blue’ Team to help with predisposition, open doors, and even set up the visit. Blue Team represents best example of ‘3 Degrees of Separation’ (Kevin Bacon/6 Degrees is actually less than 3 moves (2.78) from any other actor).
  • Note: In many cases, you are only 1 person removed from who you want to see. This is especially true in Ireland and North Dakota.
  • Blue Team can be engaged before the visit or after the visit.
  • Blue Team can be on the visit but never leading the visit. There can only be one leader and it must be a Green Team member.
  • Blue Team never goes alone/solo on a visit!
  • Note: We don’t do ‘peer-to-peer’ solicitation which is just ‘trading dollars’. So, there is always a professional staff person engaged on visit.
  • Green Team is always the R.M. (Relationship Manager). No exceptions to this.
  • Red Team can help with visits, especially with phone follow-up and call backs.

This visual provided a real eureka moment for a College Sales Team: Deans can help get the visit, but the Deans don’t have to be on every visit. And they (as the Green Team) don’t have to set up every visit themselves.

Note: This framework works for a Business Sales Team as well. Share it with your Board as a nugget they might find helpful.
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Ask…Listen…Ask…Listen

In our trainings (see link below for upcoming engagements), we do a card trick to demonstrate the greatest sales tip ever:

ASK a question… LISTEN to the answer… ASK another question (based on the previous response)… LISTEN to the answer.

Asking questions is the best way to do DISCOVERY, the best way to create ENGAGEMENT, and an absolutely marvelous way to be able to PRESENT THE OPPORTUNITY!

Here are 3 quick tips on how to be a great listener:

  • Get people to tell their story. Most people love to talk about themselves and share their stories with you. This is a perfect fit with out IMPACT –> INCOME | SHARE THE STORY –> PRESENT THE OPPORTUNITY. (It’s not just you who should share the story… but they should also share their story with you.)
  • Take notes. In my mind, this is a great way to show respect, show that you’re listening, and show that you care. The best thing about notes for me is that it helps me focus on listening, and then when the prospect is finished I can refer back to the notes and quotes.
    *It’s also a great way to capture as much of the visit as you can for the Memo for the Record, which, of course, you are going to complete as soon after the call as possible.
  • Totally focus. Actually sit up and engage with your eyes and ears as you focus on exactly what the prospect is saying.

Download our For Impact Guide to Power Questions and Transition Questions. Then:

ASK… LISTEN… ASK… LISTEN.
Note: Read the article ‘Are You Listening?’ in Selling Power for 8 more positive listening skills, and another FI blog on Asking the Right Types of Questions.

To see the card trick live, come to our Boot Camp!

Tuesday, April 28 – Wednesday, April 29 2015
Ostrander, OH
Wednesday, June 17 – Thursday, June 18, 2015
Ostrander, OH
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The Clueless Close

Of all the closes we cover, the Clueless Close has resulted in more gifts for our coaching and
training alumni than all the other closes combined.

It represents the EASIEST way to ask, especially if you have no idea what to ask for or you have some fear and need a go-to line to make the close.

Use the Clueless Close for visits where:

  • You have great timing, but your lack of information lowers confidence; or
  • You have a qualified prospect on a first visit.
In its simplest form, the Clueless Close is one question:

Where do you see yourself?

One great way to do this is with an engagement tool that includes a funding plan or
traditional campaign pyramid (examples below).

Goal: 500 Families @ $1000/Family
1 @ 100 Families
2 @ 50 Families
4 @ 25 Families
10@ 10 Families
20 @ 5 Families

Hospice House: $5.0M
1 @ $1M
2 @ $500K
4 @ $250K
10 @ $100K
20 @ $50K

Example 1:

After you’ve walked through the vision and funding priorities, you come to the
funding plan and ask:

Based on everything we’ve talked about, I would love to ask you about being part of this plan. Mrs. X, I’m not really sure where to go. I don’t know much about your capacity but you’ve indicated you would ‘like to make a really big difference’.

We have several funders on board with us [checking off – with a pen – committed gifts]. I
would like to go this route and ask you, where do you see yourself?

(You can let the prospect think about it and respond. As with any question, it’s critical that
you LISTEN to the answer and PROCESS the response.)

The prospect responded by saying “I think I could only do this [pointing to $50,000] this year.” Key words: THIS. YEAR.

Important note: Obviously you can’t use the Clueless Close when you’re with your top prospects. If you know you NEED to ask for $1M or you NEED to ask for project funding (tied to a specific number) you can’t afford to be clueless. Use the Clueless Close with first time funders when your funding plan is not dependent upon a specific commitment.
Be prepared for the answer.

Example 2:

On a different visit for the project, I tried to ask the same question, but that prospect started laughing before I even finished. “Nick, I’m not on your chart.”

I paused and said: Could you tell me more about what that means?

He responded, “My wife and I are committed to seven big projects right now.”

Key Words: RIGHT. NOW. These are big community philanthropists in the middle of some huge funding commitments. He was telling me that though he loved our project, it couldn’t be one of his top projects right now.

At the end of that visit, he committed to $10K. The goal of every visit is to maximize the relationship at this given moment. In this case, there was a lot of potential for the future as he and his wife finished up with other projects, and I now had more information about capacity than I had before.

The Takeaway: The Clueless Close is a great way to ask when you don’t know what to ask for. And you will no longer be ‘clueless’ after this close.

Click here to download audio on on the Clueless Close + 19 more Closes.

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Don’t Skip the Open!

Brian Tracy, one of the best sales trainers in the world, says that 50% of salespeople don’t ask for the sale. Jack Canfield, of mega-phenom Chicken Soup fame puts the number at 60%.

As the old (and only?) song by the Monkees goes, “I’m a believer” when it comes to the importance of closing. (More on that tomorrow.)

With that said, I am convinced that the OPEN, not the CLOSE, makes the SALE.

If sales is defined as the forging of a human connection, then skipping the open means skipping the human connection!

In our For Impact Presentation Flow, the open is comprised of three elements:

You.

If you don’t tell/own your story, this is the story that will be told for you:

I’m Nick. As you can see from my title, I’m a major gifts officer and so I’m coming to talk to you about money.

Instead, talk about: Who are you? How did you get here? What makes you passionate about this work?

An open also puts you in the driver’s seat for managing the flow of dialogue:

I’m looking forward to our conversation, would it be okay if I share a little about myself to start?

This works whether you are brand new or the founder of the organization – the prospect just needs to know you as a human being.

Them.

Knowing as much as you can about your prospect is great preparation for a visit. But you need to hear the prospect talk about themselves, in their own words:

I can google you (and did) but it would be even better to hear you tell your story.

P.S. When a person’s eyes glaze over, it’s because there is no engagement. Getting them talking early and often will set a tone for dialogue and engagement (vs. monologue/boredom, followed by a ‘pitch.’)

Us.

No matter the order you do these, this is simply the time to talk about what or who brought you together:

I’m so happy that (Board Member/Champion) made this introduction. As I said in my note, I’m really excited to share our story/vision and talk to you about how you can help us make it happen.

or

I know that (Board Member/Champion) thought it was important for us to meet. Could you tell me what you already know about our organization (or our impact)?

In summary:

Do an OPEN!

It’s a VISIT, not an appointment. Talk about yourself and ask about the prospect. Then you can move to the purpose of the visit.

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1,000 Day Action Plans

STOP STRATEGIC PLANNING.
When people talk to themselves, it’s called insanity. When organizations talk to themselves, it’s called Strategic Planning.

Most ‘Strategic Plans’ are an internal work of fiction usually prepared by left-brain, accountant-types who love outlines, charts, 5-year projections, etc. If you’re looking for an undecipherable, unimaginative, unread, super-thick binder to use as a bookend or a doorstop, then by all means, do a strategic plan!

Note: The old-line, old-school Case Statements worked in their time, but that time has passed. There’s no engagement, no sharing, no dialogue, no involvement, no support.
P.S. I feel the same way about no more ‘Business Plans,’ but I’ll save that rant for another day.

There is too much to do, too many lives to SAVE and IMPACT, to get caught up in ‘strategy.’ Instead…

 

START 1,000-DAY ACTION PLANS!

If you really, really, want to achieve your Vision, fulfill your Mission, live your Message: then prepare an Action Plan that will provide focus and direction for the next 1,000 Days (11 Quarters, 33 Months, almost 3 Years).

Your 1,000 Day Action Plan should include:

  • 90-Day Goals and Priorities
  • Monthly Checklists and Measurement
  • Timely Celebrations

This will engage your team and leaders in a focused manner.

P.S. Match this with a 1,000-Day Funding Plan and you will be well on your way to success.

Read more in Nick’s Note about the difference between Strategic Planning and Strategic Clarity.
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Do the Math to Simplify Your Funding Story

Doing the Math means owning and internalizing an understanding of your numbers. Your numbers tell an important part of your story.

Doing the Math also means taking the time to simplify the numbers in a way that others – Your board, your prospects and your staff – can understand.

In our For Impact World you must:

DO THE ‘BLUE‘ MATH around your Cause and Case and Impact. i.e. How many people/families/students/patients/kids do you impact? Or how many people/families/students/patients/kids NEED this impact?

DO THE ‘RED’ MATH around your Staff, People and Operations.
i.e., What are the people or operational costs associated with delivering your current or desired impact?

And DO THE ‘GREEN’ MATH around your Income, Funding Plan, Goals, etc.
i.e, What is your total need for the year or next 1,000 days based on the BLUE and RED and how will you get there?

Note: Here is a list of questions you can ask your CFO or CEO to get the information you need for math.

Next, use this Math to frame your Funding Rationales. Funding Rationales help to answer your Prospect’s question, “What do you need from me?” and help you get ‘numbers on the table’ tied to a Person, a Program, a Project or a Funding Plan. For example:

A unit of Impact.

One of the simplest ways to do your math is around a Unit of Impact – A Person, A Student, A Family, A Village, A Patient – You get the idea. Quick math:

You can use this math to ask a prospect, “Can you help us by underwriting 10 students this year?” or “How many students would you like to underwrite this year?”

Your Gap, or even better, the cost of EXTRAORDINARY Impact.

Gap math is a common way to do your math and simplify a funding rationale.

 

 

I recently worked with a fantastic Hospice organization who refuses to talk about the gap and instead asks prospects to fund Extraordinary Care for every family. This Hospice has (fluctuating) revenues from reimbursements, but they don’t cover everything. This is where philanthropy comes in – For $1000 you can underwrite Extraordinary Care for one of the 3000 families they serve each year.

The true cost of programs.

This is a big one. Organizations frequently underestimate the true cost to deliver a program, which is essential to a funding rationale. Knowing the real numbers boosts confidence in the ask and helps the funder buy in. You can ask someone to underwrite part or all of the program.

Along with the previous point, you can do the math to tie programming costs to impact in multiple ways. Here’s a clean and simple example to illustrate the concept using the example above. The Read Aloud Program impacts 1600 Kindergarteners and their families (80 classrooms/20 students per class at 40 schools.) You can do the math to create simple funding rationales:

$80,000 to underwrite the program for one year, or;
$2,000 per school, or;
$1,000 per class, or;
$50 per student.

Funding a Project or Priority.

This is commonly used with a ‘campaign mindset’ – projects or priorities that have a larger funding goal than some of the examples above. Casting a vision, packaging up three year Priorities or Projects and then understanding a dollar amount/funding rationale for each.

For example, “As we discussed, our vision is to be there for every family who needs Hospice Care in this community. Part of achieving that plan is to secure a Hospice House where we can care for people who can no longer stay at home, or have no home. Can we talk to you about being part of this plan?”

or

“We’ve put together a plan to scale and innovate in our three core areas – Family Literacy, Read Aloud Programs and Teen Services – that would require $1.3M of the next 1,000 days. Here’s what we would use the funds for – 1000 Families in Literacy Program, increase 1:1 teen Mentoring by 30%, excellent data and evaluation, 5-10 new school relationships…”

(more…)

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Define Your Ideal Prospect

I’m absolutely stunned, amazed and flabbergasted that so very few organizations and sales teams actually take the time to define their ‘IDEAL PROSPECT’! (This is just as true in the ‘FOR PROFIT’ world as it is in the ‘NOT FOR PROFIT’ sector.)

The IDEAL PROFILE is one of the most powerful TOOLS that we use during our IDENTIFICATION PROCESS.

Don’t blow by this one. It has created many, many ‘MILLION DOLLAR’ prospects and INVESTORS.

 
Here’s the concept:

If you can actually come up with a PROFILE of your BEST PROSPECT/ INVESTOR then you simply have to MATCH this IDEAL PROFILE with REAL PEOPLE!

In essence, this IDEAL PROFILE would be a simple ‘list’ of absolute best characteristics of your PERFECT (IDEAL) PROSPECT that should include examples of how we know the following:

Unlimited Capacity (Or Capacity to Make a ‘Major Gift’)
ex. Have multiple homes in expensive zip codes, Recently sold a business, Could drive a Ferrari, but drives a Tesla, etc.

Relationship To The Cause (Kids, Education, Health Care, Cancer, Workforce Development, Disadvantaged Populations, Etc.)
ex. A Cancer Survivor or Spouse/Loved One of a Survivor

Geographically Connected
ex. Someone who may not live in your Community, but who has strong roots or ties

Interest/Connection To The Priorities, Programs Or Projects

Philanthropic
ex. Has given significantly to other organizations, especially those working on the same cause

Note: You can come up with more than one ‘ideal’ profile. For example, for a Campaign, for a transformational gift, for a legacy commitment, for President’s circle etc.

(more…)

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Commit to Sales

If you’ve ever been heard me speak, you’ve heard me say:

You’re in Sales, get over it.

I’ve made a commitment to help more organizations and development professional embrace SALES.

In ALL of our work with clients, speaking, training, etc. this part of our message is always the same:

NOTHING HAPPENS UNLESS YOU’RE OUT SELLING – YOUR VISION. YOUR IMPACT. YOUR MESSAGE. YOUR IDEAS. YOUR RETURN ON INVESTMENT.

We have worked with some really impactful organizations that, like many of you, came late to the idea that:

“God gives every bird food. He just doesn’t throw it into the nest!”

All of you are deeply committed to your CAUSE and your ORGANIZATION.

Yet, none of you have been ‘TRAINED IN SALES!’

(You’re not alone. Even the Nation’s business schools provide no SALES TRAINING. Yet, in this ‘FOR PROFIT WORLD,’ SALES drives [almost] every company. Without it, all products and services remain ‘on the shelf.’)

I’ve spent my whole adult life in SALES, much of it selling ‘INTANGIBLES’ (large gifts/commitments for great causes and cases).

We are often with some amazing people who are changing the world, but don’t like the idea of “sales.” Nick quotes a great line from an author named Bob Burg that works really, really well for these people.

Burg says, “Selling – at its core – is not a business transaction. It is first and foremost the forging of a human connection.

We are out ‘PRACTICING’ forging human connections every day.

Here are three really big things that may help you on your next VISIT/’SALES CALL:’

  • DISCOVERY
  • SHARE THE STORY PRESENT THE OPPORTUNITY
  • AUTHENTICITY

ACTION:

  • Write this on a little card.
  • Look at this every time you go to visit/meet with a Qualified Prospect or Potential Investor.

1. DISCOVERY.

Where’s the best place to find out ANYTHING you want to know about your INVESTOR/PROSPECT??? FROM THEM! Remember: SELLING IS NOT TELLING! ASK QUESTIONS. More importantly, LISTEN TO ANSWERS!

Here are three great questions to help you with your DISCOVERY.

  • WHY are you engaged/involved with us?
  • Which of these three things (buckets) is most important to you?
  • Can you help us Fund this Vision?

2. SHARE THE STORY ➡ PRESENT THE OPPORTUNITY.

SHARE THE STORY is exactly that. SHARE. THE. STORY. Everybody in the organization can share THEIR ‘story.’ You must also be able to capture the ‘STORY’ of your organization, your cause or your vision.

Then, PRESENT THE OPPORTUNITY. This is NOT about ASKING PEOPLE FOR MONEY!!!

  • It’s about PRESENTING THE OPPORTUNITY for them to make an IMPACT!
  • To move from SUCCESS TO SIGNIFICANCE!
  • To SAVE LIVES. To CHANGE LIVES. To CHANGE THE WORLD!

Special Note: Ask your Board Members or Volunteer Leaders whether they’d rather go out and ‘ASK THEIR FRIENDS FOR MONEY’ …or SHARE THE STORY and PRESENT THE OPPORTUNITY.

3. AUTHENTICITY.

First, this is about being YOURSELF! If you just started with the organization, say so; and then explain why you made that decision. If you spent 10 or 15 years working with your organization, explain WHY you devoted that kind of commitment to this cause. Additionally, AUTHENTICITY is about total candor. Sometimes even BRUTAL HONESTY. (“You’re one of our top investors. You helped us build this plan and we know you want to see it succeed. Can you take the LEAD?”) A great line that is about as AUTHENTIC as you can get. “I have one goal with you today: to have your jaw drop at the unbelievable impact that this organization is having on children. That’s it.”

For those of you out VISITING and PRESENTING … I hope you can use these simple but powerful reminders.

For the rest of you …

Get out of the office. (GO PRESENT OPPORTUNITIES.)

Stop doing research. (DO DISCOVERY … ON THE VISIT.)

Stop doing proposals and grant writing. (GO SHARE THE STORY AND PRESENT THE OPPORTUNITY.)

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Start With The Why

Start with the Why is our number one For Impact Guiding Principle.

I came across a brilliant thinker, Simon Sinek, who has a great book, Start With Why, a powerful Ted Video, and an amazing story around the power of ‘WHY.’

The essence of his message:

People don’t buy what you do, they buy why you do it.

He calls it the ‘Golden Circle’.

Mediocre organizations and leaders always sell ‘outside-in’: talking about WHAT, then HOW (features, benefits), and never even getting to the WHY.

Great leaders sell ‘inside-out’ – leading with the WHY.

Sinek’s Golden Circle is our ALTITUDE FRAMEWORK… with research!

Starting with Why has many implications in our For Impact world; here’s a few:

A vocabulary challenge to the sector. What prospects hear (often times) is “We need money to meet our annual funding goal” or “Buy a table at our gala.” These messages have no WHY, but what your prospects want to do is save, change and impact lives.

Selling happens at 30,000’. The number one question of every investor is, “Why do you exist?” If the person you are talking to doesn’t care about your WHY, it’s very hard to talk to her about the what and the how. Conversely, if your WHY is his number one priority, you can ask on the proverbial ‘first date.’

There are 1.5M nonprofits in the U.S. You must be able to talk about your raison d’etre (reason for existence); otherwise, you just ‘exist to exist.’

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No More ‘Asking for Money’

STOP ASKING FOR MONEY.

Money is merely ‘worthless wampum’! No one likes asking their friends, much less strangers, for money. (The rare volunteer who really loves doing this should be treasured as a true gift, psychoanalyzed, and then cloned.)

Your conversations are not about asking for money. They are about changing the world. (Of course it requires resources to do that.)

 

START SELLING YOUR IMPACT!

PRESENT the OPPORTUNITY…

To help with your cause and your case.
To move from success to significance.
To make an impact and change the world.

 

Special Note: Ask any Board Member (or, for that matter, any of your staff ) if they’d rather ‘Ask for Money’ or ‘Present Opportunities’ (to make an Impact.)

This, by the way, is a rhetorical question. You already know the answer.

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Stop Fundraising and Start Selling Your Impact

STOP FUNDRAISING.

STOP talking, thinking, acting as a fundraiser, focused on fundraising. And don’t even go there with its cutesy cousin, ‘friendraising’. (See No More Cultivation.)

“Mama don’t let your babies grow up to be… fundraisers.”

She’d rather see you be a cowboy. Fundraising has a reputation slightly south of used car sales. Why even go there?

START SELLING YOUR IMPACT!

Remember, the big epiphany goes like this:

IMPACT DRIVES INCOME … Not the other way around.

The SIZE & SCOPE of your IMPACT
DETERMINES
the SIZE & SCOPE of your INCOME.

Don’t be normal. Define your purpose. Get a plan. Do it with enthusIASM. (I Am Sold Myself.)

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The Presentation Framework

The are three key components to a great presentation: Engagement, Discovery and Authenticity.

1. ENGAGEMENT

The ‘green’ ENGAGEMENT word is there to remind all of us that our goal on the visit is to get people ENGAGED – in a dialogue, about them, about you, and about the opportunity you both have to save, change, and impact lives.

2. DISCOVERY

Asking questions is the best way to do DISCOVERY. It is the best way to create ENGAGEMENT and an absolutely marvelous way to be able to PRESENT THE OPPORTUNITY!

Here are 3 quick tips on how to be a great listener:

  • Focus. Actually sit up, and engage with your eyes and ears as you focus on exactly what the prospect is saying.
  • Get people to tell their story. This is even better than you sharing the story about impact. Let them tell you why they find meaning in your impact or organization. Nothing you say can trump their ‘WHY.’
  • Take notes. In my mind, this is a great way to show respect, show that you’re listening, and show that you care. The best thing about notes for me is that it helps me focus on listening, and then when the prospect is finished I can refer back to the notes and quotes.

    *It’s also a great way to capture as much of the visit as you can for the Memo for the Record, which, of course, you are going to complete as soon after the call as possible.

For even more, read the article 8 More Steps to Positive Listening Skills!

Then… ASK… LISTEN… ASK… LISTEN.

3. AUTHENTICITY

We like to tell our Boot Camp attendees, “If you’re authentic, you can’t screw it (the visit, the conversation, the ask) up!”

AUTHENTICITY means being REAL. HONEST. CANDID.

Simply put, it’s being SINCERE!

The people you’re with know right away whether you’re ‘selling snake oil’ or SINCERELY PRESENTING AN OPPORTUNITY that has VALUE to both the GIVER and the RECEIVER!

I read 30 years ago (in Denis Waitley’s Seeds of Greatness) that the word SINCERE means “without wax” (in Latin, sine = without, cera = wax). Ancient sculptors would ‘fix’ any flaws or mistakes that they made in the marble by filling in the mistake with wax.

You can only be you. So go without the wax!

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Use Predisposition and Perseverance to Get the Visit

Getting a visit is both an ATTITUDE and a SKILL. There’s a ‘SYSTEM’ to it.

Getting a visit is all about: PREDISPOSING … QUALIFIED PROSPECTS … to take your phone CALL … and ultimately VISIT with you. I’ve included action steps, strategies, and tips to help you make it happen.

We are professionals. We do not make COLD CALLS! We always PREDISPOSE the prospect/potential investor. We first predispose a potential investor to our phone call to set up the visit, and then we predispose to the visit/ presentation itself (and yes, we even predispose to the follow-up).

The word PREDISPOSE means to make someone inclined, in advance, to a specific action or attitude. You need to be literally (not figuratively) be predisposing potential investors to expect your contact and look forward to visiting with you about your amazing organization.

 

The Goal

 

The goal of predisposition is simple: GET THE VISIT! It is NOT to ‘sell on the phone’!

A really strong predisposition e-mail or letter makes the follow-up phone call very assumptive/ presumptive!

“I’m following up on the note that you received from (Natural Partner) and I’d like to see if you might be available next Tuesday morning? Or would Wednesday afternoon be better?”

Consider having someone else set up the visit! I know this is somewhat sacrilegious to many people, but I’ve found it to be the single most effective way to get visits. This is especially important if you are full-time Development Officer/Major Gift Officer/Chief Development Officer with a portfolio. You should be making presentations, not setting up visits.

In the predisposition note, the sender/Natural Partner closes with these very important words: “I have asked Mary Smith from our development team to follow-up with you to set up a visit.”

A phone call from your CEO/President’s Assistant is one of the absolute best ways to get a visit.

The easiest way for the Campaign/Foundation Team of a well-respected hospital to
get a visit with their top prospects is to do a simple predisposition email from the CEO, and then ask her wickedly competent and talented assistant does a follow-up phone call to set the visit. The assistant already knows knows all of the CEO’s relationships, and has great existing interaction with both the prospects and their assistants (gatekeepers).

 
(more…)

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Maximize Relationships at This Given Moment

STOP CULTIVATING.

This is one of my favorite ‘soap box’ platforms. As a gardener and faux-farmer, I know ‘cultivation’ is when you spread manure on plants!

Think about it from the other side for a second. No one wants to be CULTIVATED.

They either get your Message and Impact or they don’t. They want to support your Cause and your Case or they don’t. Your Qualified Prospects/Investors truly do want to help, but they don’t want to have a multitude of meetings before they’re even told what it is that you actually WANT from them.

START MAXIMIZING RELATIONSHIPS … AT THIS GIVEN MOMENT!

Many of you are waiting for the ‘perfect time’ to make your ‘BIG’ request. The ‘perfect time’ to MAXIMIZE a RELATIONSHIP is always NOW… AT THIS GIVEN MOMENT!

MAXIMIZING RELATIONSHIPS could be an invitation to join a Leadership Group, President’s Circle, Impact Circle, etc. It could be Presenting an Opportunity to Leave a Legacy Gift. Or, it may be ‘THE’ moment … for ‘THE’ Gift … that truly TRANSFORMS your organization.

Remember: You’re in SALES. Get over it. Go ‘sell’ your Vision, your Ideas, your Priorities, Projects and Programs. Now.

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No More Feasibility Studies

STOP FEASIBILITY STUDIES.

Having watched hundreds (maybe even thousands) of nonprofits do feasibility studies, I still don’t get it!

  • Internal staff get together and agree they need more money.
  • An internal group decides to do a campaign to raise more money.
  • Internal leaders enlist external consultants to do a feasibility study for justification, CYA, and backup.
Consultant conversation with a prospect goes like this: “If XYZ nonprofit org were to do a hypothetical campaign with a hypothetical goal, how much hypothetical money would you hypothetically give to this hypothetical campaign?” (UGH!)

 

START LEADERSHIP CONSENSUS BUILDING.

INVOLVEMENT begets INVESTMENT!!

Instead of feasibility, think ‘Leadership Consensus Building.’ Get your TOP STAKEHOLDERS INVOLVED in BUILDING the PLAN – for both IMPACT and INCOME!!!

This OWNERSHIP will translate into a HUGE RETURN on the time, energy and resources you INVEST in this process.

I’ve chosen these 3 words carefully, and have used this process effectively for the last 20 years:

  • LEADERSHIP. It is what it is. It is what it says. Engage your best leaders in this process of message clarification, prioritization, and funding planning.
  • CONSENSUS. Consensus is about the right decision, NOT (necessarily) about unanimous agreement on a politically correct, watered-down, something–for–everyone plan. Consensus (on Purpose/ Priorities/Plan) creates commitment, generates momentum, and forces engagement (vs. passive participation).
  • BUILDING. This is the kicker. This is the action word that makes this idea worth millions!!! You must provide a framework to let your stakeholders help BUILD THE PLAN!!!

This approach also serves as ‘THE’ most powerful form of PREDISPOSITION, since it answers one of the 3 most Frequently Asked Questions, “WHO DECIDED WHERE THE MONEY GOES?” with an emphatic, “YOU DID!”

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Start Creating Memorable Experiences

STOP SPECIAL EVENTS.

ALERT: SPECIAL EVENTS ARE NOT ‘SPECIAL!’

And, they’re not ‘EVENTS!’ They rarely generate income anywhere close to the corresponding staff and volunteer effort and time. If you really think anyone in your organization wants to work for ‘EVENTS-R-US’ or do one more ‘GOLF OUTING’, ‘STAR BAZAAR’ or BINGO, you need to get out of your office (and out of your dream world!) and talk to your stakeholders!

P.S. Not only do your volunteers and staff hate these Non-Special Events, so do all of the ‘INVITEES’ … who clearly don’t want to go to another ‘un-memorable, time-away-from their-family’ auction, gala, ‘fundraiser’!!!

START CREATING MEMORABLE EXPERIENCES!

MAKE EVERYTHING YOU DO A MEMORABLE EXPERIENCE!

They’re more IMPACTFUL. More FUN. More PRODUCTIVE. A ‘MEMORABLE EXPERIENCE’ is about your Vision, your Message, your Impact. It’s not about raising money, selling tables, golf holes or silent bids. Every ‘MEMORABLE EXPERIENCE’ is an incredible PREDISPOSITION OPPORTUNITY to create the perfect FOLLOW-UP. (Something that never happens after a Non-Special Event.)

Nota Bene: If you don’t know the ‘difference’ between a ‘Special Event’ and a ‘MEMORABLE EXPERIENCE’ , think about the difference between a one-ring, carnival CIRCUS with two clowns, an elephant, some monkeys and an old lion … and CIRQUE DU SOLEIL!!! Enough said.

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Engage, Mav, Engage!

In our world, (just so there is no confusion):

ENGAGE means VISIT.
SHOULDER TO SHOULDER.
OUT OF YOUR OFFICE.
With your BEST INVESTORS,
RELATIONSHIPS
and PROSPECTS.

 
Andy Grove, of Intel fame, has a 3 word battle cry that changes everything,

“ENGAGE. THEN PLAN.”

Newton’s Law states,

“A body in motion tends to stay in motion.
A body at rest tends to stay at rest.”

I’m no physics major, but I get this: ENGAGE means GET IN MOTION!!!

You can hide under your desk because of the economy, fear, call reluctance, whatever.

OR, you can buy into our IMPACT DRIVES INCOME insight and epiphany:

More VISITS (with Best Prospects) means…
More PRESENTATIONS (to Share the Story/Present the Opportunity) means…
More MONEY (to Fund the Vision) means…
More INCOME means…
Much more IMPACT.

Go Forth and ENGAGE!

Read more in our For Impact Guidebook: On Engagement

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The Funding Role of the Board: Champion, Invite, Invest

Every single Board that we have worked with, without exception, has a very fuzzy and ill-defined ROLE for their Board vis-à-vis INCOME.

One of the very best Executive Directors I’ve ever worked with actually told me that her Board’s ‘funding strategy’ was to buy LOTTERY TICKETS! It would be funny . . . if it wasn’t true.

Here’s what the ROLE of the Board should be in an IMPACT -> INCOME culture:

  • CHAMPION… the CAUSE and the CASE.
  • INVITE… others to get INVOLVED and ENGAGED.
  • INVEST… with a COMMENSURATE COMMITMENT (to help FUND THE VISION).

Specific Board Members are also a critical part of your SALES TEAM! They can help get the visit, predispose the visit, possibly join you on the visit, and definitely help follow-up after the visit.

Some thoughts to help you and your Board better understand these 3 big words.

  • CHAMPION. The power of this word is that everyone can and should know what it means to CHAMPION your organization, your CAUSE, and your CASE. When you present these 3 roles to your Board, if there are any Board Members who are reluctant to CHAMPION your organization, they need to be removed immediately. (Call security and have them escorted from the building.)
  • INVITE. Your Board Members and Champions need the opportunity to INVITE others to become INVOLVED and ENGAGED in your Impact. Just imagine if you went to your Board and said, “We do not want you asking people for money! We need you to INVITE a qualified prospect to a tour or memorable experience.” This is 100 times better than asking them for names!

    One of the best ways we’ve found to execute on this role is with specific membership opportunities. Let them INVITE prospects to join the President’s Circle or a Legacy Society. Then they get MEMBERS… not MONEY!

  • INVEST. The ‘COMMENSURATE’ word changes everything! Every single Board Member/Champion should make an investment (in time, energy, money) that is COMMENSURATE with their relationship, capacity, and involvement with your organization.

Special Note: ‘INVEST’ has nothing to do with Board Members ‘giving or getting $10,000’. Nothing to do with ‘time, treasure and talents’ from the 1950’s.

A $250 gift from one Board Member could be both commensurate and sacrificial. A $1 Million gift from another Board Member could be neither commensurate or anywhere near a sacrifice.

This COMMENSURATE strategy allows you to take a Board Member who is a $10,000 (commensurate) investor on a visit to present the opportunity to a $1 Million investor.

We realize (from a lot of comments and feedback from our For Impact audience) that many Board Members have been told very specifically that they did not have to give money to be on the Board. We still strongly believe that you should have this discussion with your Board around their ROLE, including the ‘INVEST with a COMMENSURATE COMMITMENT’ point.

Why? Because it’s all about the IMPACT. If they believe (CHAMPION), they should both INVITE and INVEST.

The following is a direct quote from a ‘feasibility study’ conducted by a very old and well-respected consulting firm (with our caps):

The Board must feel charged with the BURDEN of the fundraising campaign‘s success.

Trustees are expected to give SACRIFICIALLY.

BURDEN. SACRIFICE. Is it no wonder that your Board Members are not enthusiastically and passionately engaged in your fundraising and your campaigns?

Read more about The Role of the Board in our Guidebook: On Boards.

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Celebrate your Birth DATE!

Today is our Founder, C.S.O. (Chief Spirit Officer), and resident Old Guy’s birthday!

For 40 years (or more) Tom has encouraged every young person, old person, fundraising professional, social entrepreneur, etc., that he has come across to adopt one very effective habit for success and life balance. Tom uses his birth date (the 19th of every month) as a reminder to get some solo time – write goals, reflect on goals, celebrate – just take that one day a month to focus on yourself and you will be more effective in all areas of life.

In his honor, were are sharing some of Tom’s most inspirational words about why you should celebrate your Birthday and your Birth Date! Share this idea on social media and (1) tell us how you celebrate your birth date and (2) leave a birthday message for Tom.

Here’s a great goal/challenge: Make your BIRTH DATE a special day for YOU!

  • Do something solo. (Breakfast or coffee shop, with a journal or a book. A motorcycle or bike ride. A yoga class. Something… Alone.)
  • Then, do something special with those you love. (Spend a little time with the g-kids. Catch up with a sib or a child away from home. Have lunch with the ‘girls’ or a beverage with the ‘boys’.)
  • Do some serious journaling.
  • Do a monthly review of your goals (lifetime, this year, upcoming 90 days, etc.) and to set an Action Plan for next 30 days.
  • Take your BIRTH DATE ‘off’ – Whatever that means to you. Yes, most people will laugh or scoff at this suggestion, but if you can’t set aside even one day for yourself, once a month… things are pretty screwed up. (Note: If you can’t take your Birth Date ‘off’, surely you can take your actual BIRTHDAY off!)

Big Idea: Spend one on one time with your kids on their Birthdays! When my 5 kids were growing up, we would do special Birthday Breakfasts where we would write down goals, best friends, favorite books and movies, etc. I still have all of their thoughts captured in a special ‘Green Book’. It’s great to look back at ‘goals‘ from a 5 or 10 or 17 year old.

Note: You’re seeing a special sneak peek of our very own For Impact Font, ‘OG’, on the napkin above. Our phenomenal designer, Matt, has painstakingly scanned and cleaned up an entire alphabet, taken from Tom’s actual journals over the past 40 years. We’ll be rolling this font out in the coming months but wanted to share our excitement with a preview for our Tribe!
 

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The Entrepreneur’s Mantra: Think Big, Build Simple, Act Now

For Impact is a team of entrepreneurs. I sold my first company at the age of 20. Tom, a serial entrepreneur, has founded 19 different companies. Just about everyone else has experience in starting or building companies and scaling ideas.

What brings our team together is this experience plus a common passion to use this DNA for Impact. (And, there we have a nice little reference to our raison d’être.) Extracting this DNA — then putting it into words — it reads:

 

This mantra is so important to us, that we’ve also made it one of our 9 Guiding Principles.

THINK BIG.

  • Think Big with your VISION. How are you changing the world or your world?
  • Think Big with your ASKS. You can’t get $1M if you can’t communicate what you would do with $1M!
  • Think at a higher level. Get up out of the weeds and see the problem, opportunity, team and solution at 30,000’!

BUILD SIMPLE.

  • Get your MESSAGE on a napkin!
  • Simplify what you do using the Rule of 3.
  • Focus on 10 prospects who could TRANSFORM your funding … and TRANSFORM your organization.
  • ONLY do that which is productive in your funding plan (Stop doing special events that aren’t special and that don’t raise money.)

ACT NOW.

  • Stamp DRAFT on everything and go visit!
  • No committees. “Engage, then plan!”
  • Just Visit. Just ASK. Ten steps forward and two steps back is still eight steps forward.

Tom brings a more powerful voice to the ENTREPRENEURIAL SPIRIT. Not only has he done the 19 companies, but he’s traveled the world visiting with and mentoring social entrepreneurs. Here is a one-pager on TB/BS/AN from Tom.

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The Altitude Framework

The For Impact ALTITUDE FRAMEWORK is one of our most referenced and utilized tools (by our team, our coaches and our clients) – TO RAISE THE LEVEL OF THEIR GAME!

We use Altitude to order thinking, communications, and storylines. We use it to develop Engagement Tools. And, we use it to think through the Flow of a Visit.

The Altitude Framework works great for Presentations, Agendas, Meetings, Speaking, Strategic Plans and Action Plans.

It’s also a great Framework to respond to questions. “At what altitude is the best or most appropriate response?” And, it’s a powerful coaching model. “Let’s talk about this issue at this particular altitude.”

We have color coded our Altitude Framework (Blue, Red, Green) to lay out our content, our guides and our books. And, it allows us to talk shorthand and reach decisions ten times faster than a normal process.

One of the reasons that this framing device has been so popular is its obvious simplicity. Everyone can understand the hierarchy of WHY, WHAT and HOW and they intuitively get the connection between VISION, STRATEGY and EXECUTION. Following are some ways to help you understand and apply ALTITUDE. (more…)

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Triple Net

I learned about the TRIPLE NET concept during my days as a real estate broker and playing real-life ‘monopoly’ purchasing houses and commercial buildings.

In simple terms, the real Triple Net lease means that the tenant is responsible for all of the costs relating to the asset being leased. Usually this means that in addition to the rent, the tenant is required to pay for real estate taxes, insurance, and property maintenance.

In the For Impact world, I use this Triple-Net concept to explain the true value of any fundraising activity.

For example, everyone talks about how much money they generated at their (not) special event. “We sold ‘x’ tables/tickets, etc.” The number stated is almost always revenue.

  • Net Revenue would be total money generated minus actual cost of the event (food, etc.)
  • Net, Net Revenue would then subtract the cost of labor/staff who worked on the event (often two or three people for six months or a year).
  • Triple Net would then also deduct the cost of volunteer time and energy.

Note: Depending on how you want to play this game, there could be one more net, which would be the opportunity cost if staff or volunteers have been working on major gifts or top prospects.

Many smaller events that generate $5,000 or $10,000 in (single) net (revenue minus actual cost) end up having 1,000 women/man hours of volunteer time which comes out to $5 or $10 an hour. Ugh!

Try the Triple-Net math with your fundraising activities:

Is the Net-Net-Net really worth the effort?
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Return on Energy (R.O.E.)

Earlier this week we reminded you of our thoughts on a VOCABULARY CHANGE for the sector. Two big shifts are from ‘donor’ and ‘donation’ to ‘investor’ and ‘investment.’

And, obviously, you would know what every INVESTOR wants from their investment: A RETURN (ROI).

As a For Impact Leader or Social Entrepreneur, you know that you can DELIVER on that RETURN with your Impact, giving your prospects the chance to save and change lives.

There is another return that we use quite often that seems to really grab people’s attention:
 

RETURN ON ENERGY

 
What (exactly) is your RETURN on ENERGY? (In this case, ‘ENERGY’ means both physical and mental TIME and FOCUS.)

Is the end result worth the ENERGY?

Are you working on your Top 3% or still expending a lot of (wasted) ENERGY at the bottom?

This seems to be especially big for organizations trapped in a transaction-based system of special events (life-sucking, volunteer-draining) with often and incredibly low RETURN ON ENERGY:
 

 
If that describes your organization, then think about this rhetorical question:

What would happen if you did away with one event?

And then, you focused all that energy (time, urgency, people, resources) on building a great relationship with one or two prospects who could invest $1Million in your vision?

 

 

Remember:

Special Events As Fundraisers: They’re not special and they raise minimum net dollars for your impact.

Major Gifts: Raise the most money at the least cost.

97/3: 97% of the money/investments comes from 3% of your family: focus on the 3%.

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97/3: Focus on the Top!

97% of all your INCOME (SALES/REVENUE) will come from

3% of your PROSPECTS (Portfolio/Community/Family).

This is a fact. Don’t fight it. Deal with it.

97/3 just reinforces the need to find your BEST and most QUALIFIED prospects!

The whole ‘80/20’, Pareto the Italian Economist thing is soooooo 1980. (Actually, it was in the 18-somethings.)

A quick parable/metaphor to reinforce this concept.

Lions, Mice, and Antelope.
A lion can hunt, capture, kill, and eat a field mouse. But the ENERGY expended is greater than the caloric content of the mouse. If a lion spent her whole day hunting and eating field mice, she would slowly starve to death!

A lion cannot live on mice. Lions need antelope. Antelope are BIG. Antelope take more planning, persistence, speed, and strength to capture and kill. But, once killed, they provide a huge feast for a lion and her pride.

A lion can live a long and happy life on a diet of antelope. She will die ‘chasing mice.’

BIG IDEA: The Master Prospect List (MPL)

 

The MPL is one of the biggest ideas in our sales and prospecting process. It’s a system of:

rating and ranking,
your best and most Qualified Prospects,
in descending order of importance.

PRIORITIZATION is the centerpiece of our prospect system: the MPL is not a random group of names nor an alphabetical list!

The MPL ranks ALL of your prospects, not just ‘individuals’.

Here are 3 ways to execute:

  • RATE & RANK Your Prospects. (MPL)
  • Assign a RELATIONSHIP MANAGER. (Portfolio)
  • Identify NATURAL PARTNERS. (Visits)
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Change Your Vocabulary

Tom Peters says, WORDS ARE IMPORTANT.

Jim Collins says,

“We need a NEW LANGUAGE. The critical distinction is not between business and social, but between GREAT and GOOD. (We need to) jointly embrace a LANGUAGE OF GREATNESS.”

And, I say, CHANGE YOUR VOCABULARY!

 
 

I believe that if you CHANGE the way you TALK…

you can CHANGE the way you ACT!

 

It’s not just a personal belief: there is compelling science around the psychology of CHANGE that includes tremendous work on this whole idea of NEUROLINGUISTICS and how we FRAME things. Pioneering researchers on cognitive science and linguistics have pointed to the paramount importance of something called ‘FRAMING’.

George Lakoff, Professor at University of California Berkeley, defines ‘FRAMES’ as the mental structures that shape the way we see the world. He says that ‘FRAMES’ are part of our “cognitive unconscious;” but the way that we know our current frames or new frames springs from LANGUAGE.

I want to strongly encourage you to CHANGE YOUR VOCABULARY. CHANGE the way you TALK …To dramatically CHANGE the way you ACT.

My hope is that the following OLD WORDS/NEW WORDS will help you ‘TALK THE WALK’… to make it easier to ‘WALK THE TALK!

(more…)

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Just Ask

Just Ask is the ACTION part of the For Impact Point of View.

Through The Suddes Group, we’ve raised a $1B. A big reason for this – WE ASKED.

 

 

This napkin has just two words. Please note that it does not say:

Ask…
…when timing is perfect.

…when you know exactly what to ask for.

…after you’ve visited with the prospect nine times.

…when you’re entire board is on board.

…when those butterflies in your stomach are finally gone.

…when you have the perfect message.

…when you have the perfect materials.

It says, Just Ask!

Timing will never be perfect.

The only way you’ll know what to ask for is by asking (and getting a response).

Cultivation is for people who can’t communicate. You are in the business of saving, changing, and impacting lives; if you’re with someone who wants to do just that, you can ask on the first visit.

I still feel like I want to puke before a big ask.

The only way to truly test a message is to ask.

You don’t need perfect materials – You need a tool to help you engage in a conversation.

Just Ask is all about action.

It’s permission to move. Nothing happens until you ask!

Until you ask, (one-on-one) the message is not personal.

Until you ask, people don’t know how they can help.

Until you ask, the prospect doesn’t guide you through what else is needed (from the you, from the org or from the plan) to make a commitment.

Until you ask, a prospect can’t say YES!

Just Ask!
Always Ask.
This is 90% of everything you need to know about raising money.
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Be For Impact

BE FOR IMPACT is a 50,000’ conversation, an imperative, and a challenge.

Finding PURPOSE is a journey. BEING FOR IMPACT is a decision.

We have learned that you either get BE FOR IMPACT right away or you don’t. If you do, I hope the following helps you decide to ACT on this challenge:

BE FOR IMPACT is the ‘other Golden Rule’. You can think about BEING FOR IMPACT in the same way that you think about ‘DO UNTO OTHERS’.

BE FOR IMPACT is all about the WHY. (Why do we exist? To have an impact. To leave a legacy. Why do we get up in the morning? Why do we go to work? Why, why, why?)

BE FOR IMPACT is the holy grail, so to speak, of organizations, businesses and people. Any truly great or successful company or Third Sector organization is driven by their IMPACT.

BE FOR IMPACT, again, is a conscious decision, an intent. It’s a commitment that just takes a moment to make and a lifetime to deliver.

BE FOR IMPACT is timeless. Andrew Carnegie. Napoleon Hill. Earl Nightingale. Og Mandino. Rick Warren. And I’m sure somewhere Aristotle and Plato, using some Greek words, laid out the idea of IMPACT.

BE FOR IMPACT is about a legacy. The people who have left the largest legacies have always had the greatest impact. (They’re not the ones who left the most money.)

*THE DASH. My good friend and brilliant thinker, Jim Mahoney, is founder and president of Battelle for Kids. Jim says the DASH is your impact. On your tombstone, the DASH between the year you were born and the year you died symbolizes your IMPACT/ LEGACY. You have the opportunity to write/define your DASH. (I call this your EIA, your Eulogy In Advance.)

BE FOR IMPACT is about value and service and purpose and meaning. Oprah Winfrey recently delivered a commencement speech to Harvard graduates with this message:

After interviewing over 35,000 people, there is a universal truth: Every one of those people craved affirmation.

In her words, it was always, “How did I do?” It doesn’t take much to change that to “Did what I do matter?” “Did it make a difference?” “Have I had an impact?”

BE FOR IMPACT can also be a job description! Every organization is looking for people who want to wake up in the morning and have an impact. Provide value.

*What if this was part of the Ideal Profile you were seeking to any important role in your company, your organization or your team. “Do you want to have an IMPACT?” “What kind of IMPACT do you want to have?”

BE FOR IMPACT would seem to be a huge part of the ‘work-life balance’ conundrum. Certainly, the question of IMPACT transcends work, career, and money. It represents IMPACT on your family, your friends, your community and much more.

In Closing:

BE FOR IMPACT is the way you can change THE world or change YOUR world. It’s a great way to “make a dent in the universe” as Steve Jobs used to say. Gandhi added, “BE the change you want to see in the world.”

We are human BEings, not human DOing.

In 1623, Billy Shakespeare wrote the opening soliloquy in Hamlet, questioning the whole meaning of life. “To BE or not to BE … that is the question.”

In the 21st century, that might be asked in a different way. “To BE FOR IMPACT or not to BE FOR IMPACT … that is the question.”

Only you can answer it.

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No More Not-For-Profit

Why do we define ourselves in the negative? It makes no sense.

Does your organization exist to not make any money?

Or, does it exist to save lives, change lives and impact lives?

Anyone who has barely even touched the surface of our For Impact thinking knows that right under our Controlling Insight of IMPACT drives INCOME (not the other way around) is the idea that this is NOT about not-for-profit, 501c3, tax-exempt, charity, etc.

We are the only industry/sector which defines itself in the NEGATIVE! (It is the equivalent of Starbucks calling themselves a ‘Not-tea’ company or Southwest saying “We’re in the ‘not-train’ business.”)

Stop defining yourself by what you’re not.

Start defining yourself by what you are for: IMPACT.
 

More than a shift in language we need a different way of being.

This shift is about attitude. It’s about your purpose (the WHY). It’s about re-thinking an entire sector (or two).

In 1950, Earl Nightingale wrote The Strangest Secret. The secret (common to many beliefs, all sectors, and all definitions of success): We become what we think about.

What becomes of us when our entire thinking is about ‘nonprofit’?
What if we think, instead, about changing the world?

 

The For Impact Movement

We’ve been sharing this message for the last 15 years and living it for longer than that. The past few years has given rise to an incredible conversation around this VOCABULARY and CHANGE.
 

Think not and be not about:

Charity, 501c3.

Tin Cups or Begging.

Not-for-profit OR for-profit.

Think about and be about:

An organization that is Changing the World.

Selling your Vision.

For Impact!

 

Note: Here is some great thinking from Peter Drucker:

Every organization has to abandon almost everything it does.

No ‘some’ orgs… need to ‘tweak’… some ‘things.’ What if you abandoned:

Direct mail. Lengthy Case Statements. Feasibility Studies. Volunteer Solicitations. Survival Pitches. Small thinking. Cultivation. Special events (that aren’t special and don’t raise money). Letters that read “We are a 501(c)3” (who cares?). Committee Reports. Etc.
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Impact Drives Income. (Not the Other Way Around.)

Putting an ‘idea on the back of a napkin’ is pretty important to us. The ‘napkin’ is the most powerful device or metaphor for SIMPLICITY that we’ve come across.

That old saying “a picture is worth a thousand words” is true, and in this case, the visual represents everything we have learned and believe after 30 years in the field.

 

 

Our entire MESSAGE and POINT OF VIEW can be summarized with these 3 color-coded words: IMPACT DRIVES INCOME. Even simpler: 2 words and an arrow on a napkin!!

The implications of this idea are everything to us.

It is not about fundraising, development, soliciting people for money, or anything else you do under the guise of raising money. Instead:

Impact Demands, Drives, Determines Income.

The SIZE and SCOPE of your Impact Determines the SIZE and SCOPE of your INCOME. (Not the other way around.)

It’s ALL about your IMPACT. How are your saving, changing or impacting lives?

If you can convey your VISION, IMPACT or PURPOSE and do so CLEARLY, CONCISELY, COMPELLINGLY…

To someone who wants to do just that…
Then, YOU GET MORE MONEY!!!
Then, MORE MONEY EQUALS MORE, GREATER IMPACT.

Little bit of Lion King ‘Circle of Life’ going on here, but whatever it takes to make the point! The more IMPACT you have – the more INCOME you can have – the more IMPACT you will have.

Action: Put these words, this visual, this napkin everywhere:

Share it with your Board.

Begin every staff meeting with it.

Even use it on presentations.

It’s a great REMINDER to start every conversation with WHY you do what you do.

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3/3 kicks off 33 days of For Impact Ideas on a Napkin

Today is 3/3 and if you know us, you know that 3 is our favorite number! So, today, we’re kicking off 33 days of For Impact Ideas on a Napkin.

We’re starting with (of course) The Rule of Three.

The Rule of 3

The Rule of 3 is a magical rule for SIMPLICITY.

As human beings, we’re wired to understand, internalize, and remember threes. Politicians know this, as does the media. Neuroscience tells us that the brain actually finds harmony in threes.

One is lonely (no choice.)

Two creates an either/or conflict. (Sophie’s Choice, anyone?)

Not only is Three just right (thank you, Goldilocks) but anything more than three is too complex!

Barry Schwartz’s The Paradox of Choice: Why More is Less tells us stories of engagement DECREASING proportionate to MORE choice.

Look around:

Three-Act Plays. The first act sets up the story, the second act creates conflict, and the third act is the resolution.

The Holy Trinity.

Pyramids. An ancient symbol for strength.

Think BIG! Build SIMPLE! Act NOW! (Can you feel the cadence?!?!)

Today. Tomorrow. Forever.

You can use the Rule of 3 to simplify EVERYTHING you do and how you communicate:

If there are 20 points you want to make about why you exist, you need to frame them up under 3 storylines.

If you have 7 programs, you need to package those into 3 funding priorities, such as:

People, Programs, Places.
Students, Teachers, Campus.
Read-Aloud Programs, Family Literacy, Teen Intervention.

If someone asks you a complex question, you can respond by saying, “I can answer that with these 3 things…”

If someone asks you, “How can I help?”, you can answer by saying, “We ask everyone for 3 things:

To be a Champion for our cause,
To Invite others to be engaged,
and to make an Investment in our Impact.
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