1 FUNd Raising with 4-H FUNd Raising with 4-H Fundraising can be fun if you believe in Fundraising can be fun if you believe in the program; the program; If you are a donor to the program; If you are a donor to the program; If you can be enthusiastic in telling If you can be enthusiastic in telling others what is going on in 4-H others what is going on in 4-H If being told “no” is not taken If being told “no” is not taken personally personally If you remember you are making a If you remember you are making a positive difference in the lives of positive difference in the lives of young people. young people.
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FUNd Raising with 4-HFUNd Raising with 4-H
Fundraising can be fun if you believe in the Fundraising can be fun if you believe in the program;program;
If you are a donor to the program;If you are a donor to the program; If you can be enthusiastic in telling others what If you can be enthusiastic in telling others what
is going on in 4-His going on in 4-H If being told “no” is not taken personallyIf being told “no” is not taken personally If you remember you are making a positive If you remember you are making a positive
difference in the lives of young people.difference in the lives of young people.
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FUNd Raising with 4-HFUNd Raising with 4-H
There are rules and regulations paid and There are rules and regulations paid and volunteer Extension staff must follow.volunteer Extension staff must follow.
There are time proven fund raising There are time proven fund raising methodsmethods
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Birth of a Major Birth of a Major Gift Donor…Gift Donor…
Beyond bake sales Beyond bake sales and car washes!and car washes!
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What is a “major” gift?What is a “major” gift?
Ambiguous termAmbiguous term Significant amountSignificant amount PlanningPlanning CommitmentCommitment InvestmentInvestment Donors develop over Donors develop over
timetime
Birth of a Major Gift Donor…Birth of a Major Gift Donor…
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Exercise 1: Charitable donations…from Exercise 1: Charitable donations…from whence do they come? whence do they come?
(Rank the following by percent of total U.S. giving. Use the (Rank the following by percent of total U.S. giving. Use the appropriate number of M & M’s for each ranking)appropriate number of M & M’s for each ranking)
_____ Foundations_____ Foundations
_____ Corporations_____ Corporations
_____ Bequests_____ Bequests
_____ Individuals_____ Individuals
Birth of a Major Gift Donor…Birth of a Major Gift Donor…
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Exercise 1: From whence do charitable Exercise 1: From whence do charitable donations come? donations come?
11 Individuals give 80% Individuals give 80%
22 Foundations give 8% Foundations give 8%
33 Bequests give 7% Bequests give 7%
44 Corporations give 5% Corporations give 5%
Birth of a Major Gift Donor…Birth of a Major Gift Donor…
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Exercise 2: Charitable donations…for what purposes Exercise 2: Charitable donations…for what purposes are they given? are they given?
(Please record below how you would donate $1,000 of discretionary personal (Please record below how you would donate $1,000 of discretionary personal income among the following. Use 10 M & M’s – each one represents $100.)income among the following. Use 10 M & M’s – each one represents $100.)
$_______ for Arts, Culture, Humanities$_______ for Arts, Culture, Humanities$_______ for Public/Social Benefits$_______ for Public/Social Benefits$_______ for Environmental/Wildlife$_______ for Environmental/Wildlife$_______ for International Affairs$_______ for International Affairs$_______ for Health$_______ for Health$_______ for Religion$_______ for Religion$_______ for Education$_______ for Education$_______ for Human Services$_______ for Human Services
Birth of a Major Gift Donor…Birth of a Major Gift Donor…
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Exercise 2: Charitable donations…for what Exercise 2: Charitable donations…for what purposes are they given? purposes are they given?
Birth of a Major Gift Donor…Birth of a Major Gift Donor…
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Birth of a Major Gift Donor…Birth of a Major Gift Donor…
The Role ofThe Role of
•LinkageLinkage•InterestInterest•AbilityAbility
The “LIA Principle”The “LIA Principle”
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Birth of a Major Gift Donor…Birth of a Major Gift Donor…
Planned GiftPlanned Gift
Big GiftBig Gift
Major GiftMajor Gift
Special GiftSpecial Gift
Upgraded DonorUpgraded Donor
Repeat DonorRepeat Donor
DonorDonor
ProspectProspect
SuspectSuspect
The Development ProcessThe Development Process
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Birth of a Major Gift Donor…Birth of a Major Gift Donor…
Exercise 3: Exercise 3: Profile of anProfile of anAnnual FundAnnual Fund(Estimate how much of the (Estimate how much of the total campaign each total campaign each category of donor provides category of donor provides by placing 10 M & M’s on by placing 10 M & M’s on the graph – one equals 10 the graph – one equals 10 percent)percent)
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Birth of a Major Gift Donor…Birth of a Major Gift Donor…
Typically, major gifts comprise 60% or more of a campaign.
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Birth of a Major Gift Donor…Birth of a Major Gift Donor…
The “LIA Principle” – The “LIA Principle” – Step 2: Developing Step 2: Developing committed donorscommitted donors
Birth of a Major Gift Donor…Birth of a Major Gift Donor…
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Exercise 4: Maintaining the link – Exercise 4: Maintaining the link – 1. Think of a friend or acquaintance.1. Think of a friend or acquaintance.
2. Ask “What have I done to maintain or strengthen our relationship in the past 12 months?”2. Ask “What have I done to maintain or strengthen our relationship in the past 12 months?”
3. Place an M & M by each of the following you have done:3. Place an M & M by each of the following you have done:
_____Sent a card or letter_____Sent a card or letter
_____ Made a phone call_____ Made a phone call
_____ Took them out/met them for coffee or a meal_____ Took them out/met them for coffee or a meal
_____ Visited them at home or office_____ Visited them at home or office
_____ Entertained them at home or office_____ Entertained them at home or office
_____ Attend a special event/sporting event with them_____ Attend a special event/sporting event with them
_____ Invited them to attend a special event/sporting event with me_____ Invited them to attend a special event/sporting event with me
Role Play:Role Play:1.1. Divide into groups of 2Divide into groups of 22.2. Determine role – either Determine role – either
recruiter or major gift recruiter or major gift prospect.prospect.
3.3. Role play making a phone Role play making a phone call to invite a major gift call to invite a major gift prospect to a citizen’s prospect to a citizen’s committee meeting.committee meeting.
Birth of a Major Gift Donor…Birth of a Major Gift Donor…
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How To Approach a Friend about Donating to 4-HHow To Approach a Friend about Donating to 4-H
Tips for Success:Tips for Success:1.1. Make sure you are already a contributor to 4-H.Make sure you are already a contributor to 4-H.2.2. Ask them to meet you at a restaurant or invite them for dinner at your house. Ask them to meet you at a restaurant or invite them for dinner at your house.
Include the spouse and let them know you want to talk about 4-H program Include the spouse and let them know you want to talk about 4-H program needs and their interest in the program.needs and their interest in the program.
3.3. Find out about their history with 4-H. Find out their people connections to the Find out about their history with 4-H. Find out their people connections to the program, and if they, a friend or relatives have benefited from the program.program, and if they, a friend or relatives have benefited from the program.
4.4. Ask them to tell you their favorite part of 4-H educational programs and what Ask them to tell you their favorite part of 4-H educational programs and what they have observed about it. Would they like to see a particular part of the they have observed about it. Would they like to see a particular part of the program continue or be enhanced?program continue or be enhanced?
5.5. Ask them to talk about other commitments and interests.Ask them to talk about other commitments and interests.6.6. Tell them about the needs of your 4-H program.Tell them about the needs of your 4-H program.7.7. Tell them about your personal commitment to helping to meet these needs Tell them about your personal commitment to helping to meet these needs
and ask them to consider joining you in support of 4-H.and ask them to consider joining you in support of 4-H.8.8. Thank them for considering a gift.Thank them for considering a gift.
Birth of a Major Gift Donor…Birth of a Major Gift Donor…
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Exercise 7: How To Exercise 7: How To Approach a Friend Approach a Friend about Donating to 4-Habout Donating to 4-H
Role Play:Role Play:1.1. Divide into groups of 3.Divide into groups of 3.2.2. Determine who will be the Determine who will be the
prospects (2) and who will prospects (2) and who will ask for the donation (1).ask for the donation (1).
3.3. Role play a lunch meeting Role play a lunch meeting where you will ask the where you will ask the prospects to consider a gift prospects to consider a gift to the county 4-H public to the county 4-H public speaking project.speaking project.
Birth of a Major Gift Donor…Birth of a Major Gift Donor…
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Planting Seeds for Receiving a Planned GiftPlanting Seeds for Receiving a Planned Gift
Planned Gift Tools:Planned Gift Tools:
Wills and bequestsWills and bequests Charitable gift annuitiesCharitable gift annuities Charitable remainder unitrustsCharitable remainder unitrusts Charitable lead trustsCharitable lead trusts Retained life giftsRetained life gifts
Birth of a Major Gift Donor…Birth of a Major Gift Donor…
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Planting Seeds for Receiving a Planned GiftPlanting Seeds for Receiving a Planned Gift
Benefits of Planned Giving to donor:Benefits of Planned Giving to donor:
Significant tax advantagesSignificant tax advantages Leave more to family membersLeave more to family members Provide income for lifeProvide income for life Peace of mindPeace of mind
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Planting Seeds for Receiving a Planned GiftPlanting Seeds for Receiving a Planned Gift
How to get 4-H include in the estate plan:How to get 4-H include in the estate plan:
““I have some friends at the University who help families I have some friends at the University who help families with their estate planning needs. I think they could with their estate planning needs. I think they could really help you out.”really help you out.”
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Birth of a Major Birth of a Major Gift Donor…Gift Donor…
Beyond bake sales Beyond bake sales and car washes!and car washes!
