Funding

• Qualified Prospects

  • Qualified Prospects Overview
  • Identify Your Prospects
    • Low Hanging Fruit
    • Ideal Prospect Profile
    • Referrals
    • Magic Formula
    • Target Sectors
    • Wealthy Vs. Qualified
  • Prioritize Your Prospects
    • Master Prospect List (M.P.L.)
      • Rate and Rank with the Qualified Prospect Index (Q.P.I.)
      • Assign Relationship Manager
      • Find Natural Partner
        • The Difference Between a ‘Natural Partner’ and a ‘Relationship Manager’
    • 97/3 Lions, Mice & Antelope
    • Top 33 + Routine
    • Order of Visits
  • Strategize Your Prospects
    • The Last Investor (T.L.I.)
  • Qualify Prospects
  • The Irrational Investor
  • The Difference Between a ‘Natural Partner’ and a ‘Relationship Manager’
    • Maximizing Relationships – A Checklist
  • The Difference Between a ‘Natural Partner’ and a ‘Relationship Manager’
    • Sales Team Vocabulary
• Sales Process

  • Sales Process Overview
  • Predisposition Overview [Video]
    • How To Get The Visit
    • Never Make A Cold Call
    • Memorable Experiences as Powerful Predisposition
    • “Get To Campus” (G.T.C.)
  • Just Visit
    • The Goal of the First Visit
    • The Discovery Visit
  • The Presentation
    • Presentation Framework
      • Never Answer an Unasked Question
      • 2:1 Rule for Dialogue
    • Presentation Flow
      • Only 15 Minutes To Meet With New Prospect
      • The Open
      • Power Questions & Transition Questions (PDF Download)
      • Ask… Listen… Ask… Listen
  • Just Ask. Just Ask. Just Ask.
    • How To Ask
      • What Does An ‘Ask’ Look Like? (A Checklist)
      • An Ask on the First Visit
      • The Ask as a Dialogue
      • Closes
        • The Steve Jobs Close
        • The Clueless Close
        • The Today, Tomorrow, Forever Close
        • The Napkin Close
        • The Discovery Close
        • The Listening Close
  • For Impact Guidebook: Thoughts On Follow Up
    • Follow Up Within 24 Hours
• On Campaigns

  • On Campaigns Overview: Guidebook
  • No More Traditional Campaigns
  • No More Feasibility Studies
  • A Campaign Is…
  • Campaign Leadership (No More Committees!)
    • Order Your Visits Using MO-COs, LEAD-COs and CO-COs
  • Take A Quantum Leap: A Campaign Manifesto (PDF Download)
• Relationship Based Funding Model

  • Relationship-Based Funding Model Overview
  • No More Cash To Endowment
  • The Triple Ask
• Funding Frameworks

  • Funding Frameworks Overview
  • The For Impact Funding Roadmap
  • Today, Tomorrow, Forever (T/T/F)
  • Funding Frameworks Illustrated [Video]