Randy has a handy list of who he calls his regulars -- the guys that give regularly.
Brenda worked with her committee to cross check data and research the best solicitor for each prospective endowment gift.
Brenda and her committee spend ages planning prior to contacting anybody.
Randy spends time every week depositing checks from his regulars.
In the long run, who do you think builds the endowments and the planned gifts faster?
Right on ... it’s Randy.
Before you try to analyze who are your best “prospects” think about the people you already have. Get to know them as people first, not as prospects based on a profile.
When you are thinking about planned gifts and endowments, profiling prospects will lose every time to someone who has built a relationship to the person who is going to make the gift. How many times have you heard about the “huge” gifts that come from people an organization profiled as not having the resources to make them? I hear about them constantly.
Don’t be intimidated by big organizations with lots of money and staff. The reality is that after all their research, they still have to build the relationship to secure any gifts. I know you’ve heard it a thousand times, “people give to people.” So why don’t you believe it and get to know your people first and then the big gifts will follow. Whether it’s six or sixty, the numbers don’t mean anything until they become your individual people.
For more nonprofit administration and management tips, as well as nonprofit funding and endowment development, subscribe to Endowment Development Institute's Newsletter here.