Video




Visit with a Foundation

Video, Just Ask • July 1st, 2014 • by Nick Fellers

Nick walks through a visit with a foundation and demonstrates how build Leadership Consensus to validate the plan. Set Up Nick meets with a local bank foundation that has a long-time, but unmaximized, relationship with Christian Community Action, an organization that started a campaign but fell short of their goal. Visit   Debrief   Key […]




Visit with a Lapsed Annual Fund Supporter

Video, Just Ask • July 1st, 2014 • by Tom Suddes

Tom walks through a visit with a prospect that has previously been engaged with the organization but has been disconnected for a length of time. Set-Up The prospect is a wealthy socialite with children who has been previously involved with the organization.   Visit   Debrief   Key Learning Points: 3 ways to help: Champion. […]




Only 15 Minutes To Meet With New Prospect

Video, Just Ask • July 1st, 2014 • by Nick Fellers

Nick demonstrates a visit with a prospect when under a 15 minute time constraint. Visit   Debrief   Key Learning Points: Establish a personal relationship and connection. Even though there were only 15 minutes, the visit did not feel rushed or pressured. Listen and ask questions! The prospect did most of the talking




A Triple Ask on the Very First Visit

Video, Just Ask • July 1st, 2014 • by Tom Suddes

The prospect has a very strong relationship with the college, and Tom does a triple ask the very first time he meets with her. Set-Up Tom visits with a high capacity prospect for the first time who has a strong relationship with Ohio Wesleyan University an alumnus. She is a very successful attorney with a […]




The Clueless Close

Video, Just Ask • July 1st, 2014 • by Nick Fellers

Nick explains the Clueless Close for when you are unsure of the prospect’s capacity. Key Learning Points: If you are unsure of the prospect’s capacity, be very authentic and honest. I don’t know what your personal capacity is, but I know what it will take to support this program. Can you help? If you don’t […]




The Napkin Close

Video, Just Ask • July 1st, 2014 • by Tom Suddes

Tom demonstrates the Napkin Close with a high capacity prospect that is already invested in the organization. Key Learning Points: When going after a high number, such as $10M, layout a pyramid funding plan with the prospect in a template such as – 1 @ 2M, 2 @ $1M, 4 @ $500k. If the prospect […]




Discovery Close

Video, Just Ask • July 1st, 2014 • by Nick Fellers

The Discovery Close can be used when you have not been able to qualify the prospect’s interests or capacity. Key Learning Points Ask questions and listen! “Where do you see yourself?” “Would you be willing to share with me a little about your grant making process?” “I know you give to so many wonderful projects, […]




Visit: 3 Keys to Success

Video, Just Engage • June 21st, 2014 • by Nick Fellers

Nick shares the three universal keys to success for every visit. Summary: There are three universal keys to success on a visit: Listen and Discover – it’s not about you talking, it’s about asking questions and letting them sell themselves. Listening implies them talking, while discovery implies asking questions like What are your priorities right […]




Visit Flow – Share the Story and Present the Opportunity

Video, Just Engage • June 21st, 2014 • by Nick Fellers

Nick presents the visit flow centered around the framework of sharing the story and presenting the opportunity. Summary: The flow for your visit is as simple as sharing the story around your impact and presenting the prospect with an opportunity to help. The first step is the opening – it’s a relationship, not a transaction; […]




Introduction to Visits

Video, Just Engage • June 21st, 2014 • by Nick Fellers

Nick introduces how to present the opportunity and have a conversation with someone over the phone or in person during a visit.