Your People Want to Give you Money

Brad Cecil, CFRE

“Every Time a Bell Rings and Angel Get’s it Wings”

“Every time a coin hits the money box a soul fly’s out of purgatory” Johann Tetzel – Paraphrased

One of the conditions in 1517 that provoked Luther…was a fundraising campaign

Why Donors Give They are asked to give Organizations most likely to receive attention are

somehow connected to the donor’s personal experience.

A willingness to commit is nurtured and expanded by direct involvement with an organization.

Personal contact with an organization’s representative is essential for continued interest and involvement.

Donor’s need and want continual and positive feedback about their involvement and the use of their gift.

Donor’s are concerned about organizational efficiency. Giving something back is a powerful motivating factor.

Social Outreach Preferred by Congregations

Cash AssistanceFood Assistance

Thrift Store/DonationsHospital/Nursing Facilities

Counseling/HotlineElderly HousingPrison Ministry

Day, Pre, Before SchoolSubstance Abuse

TutoringHealth Education

Social Issue OrganizingVoter Registration/Education

Employment RelatedMigrant/Immigrant

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

89%

85%

62%

49%

48%

42%

41%

38%

36%

36%

34%

32%

30%

24%

8%

Wall Street Journal Poll December 2006

Income Totalless than $35K $35 - $49.9K $50 - 74.9K $75K+

% % % % %Contributed to a Charity in the Past 12 months 83 71 80 90 88Religious 35 26 32 41 41Hunger/Food 34 26 28 36 39Health-based/Disease related 31 22 25 35 39Disaster relief 27 18 22 28 36Shelter/Homeless 26 18 25 32 28Animal 23 18 22 23 27Educational 20 13 15 23 30The Arts 10 5 4 11 18Other 15 15 14 14 15I have not contributed to charity in the past months 18 29 20 10 12

Household Income

Wall Street Journal Poll December 2006

Age Total18-34 35-44 45-54 55+

% % % % %Contributed to a Charity in the Past 12 months 82 70 80 88 91Religious 35 25 31 35 47Hunger/Food 34 27 29 41 39Health-based/Disease related 31 26 29 30 37Disaster relief 27 18 21 32 35Shelter/Homeless 26 19 22 35 29Animal 23 18 23 26 25Educational 20 18 23 26 25The Arts 10 10 8 11 13Other 15 12 13 18 17I have not contributed to charity in the past months 18 30 20 12 9

Age

Bank of America Study of High Net-Worth

Philanthropy

March 2009• Respondents:

o 680 respondentso $200,000 annual incomeo and/or $1,000,000 net-worth

• “Giving back” is more important than “leaving a legacy”o 81.2% “Giving back to community”o 70.7% “Support same causes annually”o 66.9% “Moved at how gift can make a difference”o 45.6% “Set example for young people”

Bank of America Study of High Net-Worth

Philanthropy

March 2009

• There is a surprising correlation between donating time and dollarso It is not true that wealthy donors “simply write a

check”o The more time they volunteer the bigger the check

• Volunteer 1– 50 hours a year gave an average $45,318

• Volunteer 51 – 100 hours a year gave an average of $47,846

• Volunteer over 100 hours a year gave an average of $124,267

Church Budget WorksheetChurch Budget WorksheetIncomeAverage Gift of Adult in Worship* $45

Attendance Weekly Income/Average Annual Income/AverageAdults attending Worship* 300 $13,500.00 $702,000.00

Children 60Youth 30Total 390 $34.62 $1,800.00

ExpensesSalaries & Benefits 50% $6,750.00 $351,000.00Facilities 15% $2,025.00 $105,300.00Children & Youth 10% $1,350.00 $70,200.00Missions 10% $1,350.00 $70,200.00Worship 5% $675.00 $35,100.00Community Life 5% $675.00 $35,100.00Administration 5% $675.00 $35,100.00

Total 100% $13,500.00 $702,000.00

MiscellaneousParking spaces needed for cars 156Capital Campaign Projection** $2,106,000.00Full-time Staff*** 3.90*Income based on average gift of adults in w orship

To adjust spread sheet - adjust the tw o variables of average gift or attendance the other percentages are "standards" and don’t vary

** Capital Campaign Projection is calculated as the amount that can be raised in addition to annual income, if the project is a building project and a multi-year pledge is used.

Church Budget WorksheetChurch Budget WorksheetIncomeAverage Gift of Adult in Worship* $35

Attendance Weekly Income/Average Annual Income/AverageAdults attending Worship* 600 $21,000.00 $1,092,000.00

Children 120Youth 60Total 780 $26.92 $1,400.00

ExpensesSalaries & Benefits 50% $10,500.00 $546,000.00Facilities 15% $3,150.00 $163,800.00Children & Youth 10% $2,100.00 $109,200.00Missions 10% $2,100.00 $109,200.00Worship 5% $1,050.00 $54,600.00Community Life 5% $1,050.00 $54,600.00Administration 5% $1,050.00 $54,600.00

Total 100% $21,000.00 $1,092,000.00

MiscellaneousParking spaces needed for cars 312Capital Campaign Projection** $3,276,000.00Full-time Staff*** 7.80*Income based on average gift of adults in w orship

To adjust spread sheet - adjust the tw o variables of average gift or attendance the other percentages are "standards" and don’t vary

** Capital Campaign Projection is calculated as the amount that can be raised in addition to annual income, if the project is a building project and a multi-year pledge is used.

*** Full-time Staff is calculated at 1 for every 100 people in attendance

Tips• Be generous – give yourself• Ask – don’t be afraid to talk about money

o If you are too self-conscious find someone who is trusted who will talk about it… be honest with your congregation

o SBC has the highest average because they talk about money often

o Ask people who are connected but not members• Relatives• Companies

• Talk about any percentage besides 10%o 7%, 9%, even 11% will increase giving

• Be Thankful, Be Thankful, Be Thankfulo Do not assumeo Do not rationalized under religious pretexto Don’t believe people when they tell you they don’t need

to be thanked!

Tips• Communicate – don’t assume communication anymore

o Pulpito Newslettero Emailo Social mediao Use Print - it has staying power

• Provide vehicles for donationso ENVELOPESo Websiteo Electronic bill pay**o Links in Email

• Talk about Planned Giving• Encourage creative giving

o A gift of stocko An in-kind gift

• People are not motivated by needs. “We need $XXXX to meet our budget”

• Donors care about unique Missional opportunities that make a difference -This is not semantics:o “We need to raise $279,000 this year to meet our

budget”o “A gift of $100 will provide a night of shelter and care for

a homeless teenager• What does $100 actually do in your congregational setting?• Donors give to change lives- so learn to tell stories of

changed lives and inspire potential donors!!!• Think about your supporters

o Who are they?o Ask “What are you called to do with your life”

• Avoid acronyms – ELCA, PCUSA, CFRE, etc• Avoid the quantitative case for support• Tell Stories

o Narratives of life change – people give to change liveso Powerful Images of clients that convey meaning