Funding

FOCUS every ounce of your ENERGY and TIME on your TOP 33 BEST RELATIONSHIPS, MOST QUALIFIED PROSPECTS or POTENTIAL INVESTORS!

You only need 33 great RELATIONSHIPS to totally TRANSFORM your organization.

ACTION: DETERMINE, quickly, who are your:

• Your Top 3 Champions
  
• Your Top 10 Best Prospects
  
• Your Next 20 Potential Investors
  
• Total = top 33 prospects

Then, GO VISIT WITH THEM IMMEDIATELY!!!

BE AUTHENTIC. You can’t screw up. Pull a Nike. Just (go) Do It and you will have success beyond your wildest imagination!

• Qualified Prospects

  • Qualified Prospects Overview
  • Identify Your Prospects
    • Low Hanging Fruit
    • Ideal Prospect Profile
    • Referrals
    • Magic Formula
    • Target Sectors
    • Women Rule
    • 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
    • Order of Visits
  • Strategize Your Prospects
    • The Last Investor (T.L.I.)
  • Qualify Prospects
  • The Difference Between a ‘Natural Partner’ and a ‘Relationship Manager’
    • What Would It Mean To Maximize This Relationship At This Given Moment?
  • The Difference Between a ‘Natural Partner’ and a ‘Relationship Manager’
    • Sales Team Vocabulary
  • The Difference Between a ‘Natural Partner’ and a ‘Relationship Manager’
    • The Irrational Investor
• 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
    • For Impact Guidebook: Thoughts On Follow Up
• 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]