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Your people want to give

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Brad Cecil & Associates, Inc

People give money to add meaning to their life. Donors want to support causes that have impact. Churches should develop communication that demonstrates impact - not simply financial needs.

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Your People Want to Give you Money Brad Cecil, CFRE
Every Time a Bell Rings and Angel Gets it Wings Every time a coin hits the money box a soul flys out of purgatory Johann Tetzel Paraphrased One of the conditions in 1517 that provoked Lutherwas a fundraising campaign
Why Donors Give They are asked to give Organizations most likely to receive attention are somehow connected to the donors personal experience. A willingness to commit is nurtured and expanded by direct involvement with an organization. Personal contact with an organizations representative is essential for continued interest and involvement. Donors need and want continual and positive feedback about their involvement and the use of their gift. Donors are concerned about organizational efficiency. Giving something back is a powerful motivating factor.
Social Outreach Preferred by Congregations Migrant/Immigrant 8% Employment Related 24% Voter Registration/Education 30% Social Issue Organizing 32% Health Education 34% Tutoring 36% Substance Abuse 36% Day, Pre, Before School 38% Prison Ministry 41% Elderly Housing 42% Counseling/Hotline 48% Hospital/Nursing Facilities 49% Thrift Store/Donations 62% Food Assistance 85% Cash Assistance 89% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Wall Street Journal Poll December 2006 Income Total Household Income less than $35K $35 - $49.9K $50 - 74.9K $75K+ % % % % % Contributed to a Charity in the Past 12 months 83 71 80 90 88 Religious 35 26 32 41 41 Hunger/Food 34 26 28 36 39 Health-based/Disease related 31 22 25 35 39 Disaster relief 27 18 22 28 36 Shelter/Homeless 26 18 25 32 28 Animal 23 18 22 23 27 Educational 20 13 15 23 30 The Arts 10 5 4 11 18 Other 15 15 14 14 15 I have not contributed to charity in the past months 18 29 20 10 12
Wall Street Journal Poll December 2006 Age Total Age 18-34 35-44 45-54 55+ % % % % % Contributed to a Charity in the Past 12 months 82 70 80 88 91 Religious 35 25 31 35 47 Hunger/Food 34 27 29 41 39 Health-based/Disease related 31 26 29 30 37 Disaster relief 27 18 21 32 35 Shelter/Homeless 26 19 22 35 29 Animal 23 18 23 26 25 Educational 20 18 23 26 25 The Arts 10 10 8 11 13 Other 15 12 13 18 17 I have not contributed to charity in the past months 18 30 20 12 9
Bank of America Study of High Net-Worth Philanthropy March 2009 Respondents: o 680 respondents o $200,000 annual income o 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 dollars o 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 Worksheet Church Budget Worksheet Income Average Gift of Adult in Worship* $45 Attendance Weekly Income/Average Annual Income/Average Adults attending Worship* 300 $13,500.00 $702,000.00 Children 60 Youth 30 Total 390 $34.62 $1,800.00 Expenses Salaries & Benefits 50% $6,750.00 $351,000.00 Facilities 15% $2,025.00 $105,300.00 Children & Youth 10% $1,350.00 $70,200.00 Missions 10% $1,350.00 $70,200.00 Worship 5% $675.00 $35,100.00 Community Life 5% $675.00 $35,100.00 Administration 5% $675.00 $35,100.00 Total 100% $13,500.00 $702,000.00 Miscellaneous Parking spaces needed for cars 156 Capital Campaign Projection** $2,106,000.00 Full-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 dont 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 mu
Church Budget Worksheet Church Budget Worksheet Income Average Gift of Adult in Worship* $35 Attendance Weekly Income/Average Annual Income/Average Adults attending Worship* 600 $21,000.00 $1,092,000.00 Children 120 Youth 60 Total 780 $26.92 $1,400.00 Expenses Salaries & Benefits 50% $10,500.00 $546,000.00 Facilities 15% $3,150.00 $163,800.00 Children & Youth 10% $2,100.00 $109,200.00 Missions 10% $2,100.00 $109,200.00 Worship 5% $1,050.00 $54,600.00 Community Life 5% $1,050.00 $54,600.00 Administration 5% $1,050.00 $54,600.00 Total 100% $21,000.00 $1,092,000.00 Miscellaneous Parking spaces needed for cars 312 Capital Campaign Projection** $3,276,000.00 Full-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 dont 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 mul *** Full-time Staff is calculated at 1 for every 100 people in attendance
Tips Be generous give yourself Ask dont 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 Thankful o Do not assume o Do not rationalized under religious pretext o Dont believe people when they tell you they dont need to be thanked!
Tips Communicate dont assume communication anymore o Pulpit o Newsletter o Email o Social media o Use Print - it has staying power Provide vehicles for donations o ENVELOPES o Website o Electronic bill pay** o Links in Email Talk about Planned Giving Encourage creative giving o A gift of stock o 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 lives o Powerful Images of clients that convey meaning

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Your people want to give

  • 1. Your People Want to Give you Money Brad Cecil, CFRE
  • 2. Every Time a Bell Rings and Angel Gets it Wings Every time a coin hits the money box a soul flys out of purgatory Johann Tetzel Paraphrased One of the conditions in 1517 that provoked Lutherwas a fundraising campaign
  • 3. Why Donors Give They are asked to give Organizations most likely to receive attention are somehow connected to the donors personal experience. A willingness to commit is nurtured and expanded by direct involvement with an organization. Personal contact with an organizations representative is essential for continued interest and involvement. Donors need and want continual and positive feedback about their involvement and the use of their gift. Donors are concerned about organizational efficiency. Giving something back is a powerful motivating factor.
  • 4. Social Outreach Preferred by Congregations Migrant/Immigrant 8% Employment Related 24% Voter Registration/Education 30% Social Issue Organizing 32% Health Education 34% Tutoring 36% Substance Abuse 36% Day, Pre, Before School 38% Prison Ministry 41% Elderly Housing 42% Counseling/Hotline 48% Hospital/Nursing Facilities 49% Thrift Store/Donations 62% Food Assistance 85% Cash Assistance 89% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
  • 5. Wall Street Journal Poll December 2006 Income Total Household Income less than $35K $35 - $49.9K $50 - 74.9K $75K+ % % % % % Contributed to a Charity in the Past 12 months 83 71 80 90 88 Religious 35 26 32 41 41 Hunger/Food 34 26 28 36 39 Health-based/Disease related 31 22 25 35 39 Disaster relief 27 18 22 28 36 Shelter/Homeless 26 18 25 32 28 Animal 23 18 22 23 27 Educational 20 13 15 23 30 The Arts 10 5 4 11 18 Other 15 15 14 14 15 I have not contributed to charity in the past months 18 29 20 10 12
  • 6. Wall Street Journal Poll December 2006 Age Total Age 18-34 35-44 45-54 55+ % % % % % Contributed to a Charity in the Past 12 months 82 70 80 88 91 Religious 35 25 31 35 47 Hunger/Food 34 27 29 41 39 Health-based/Disease related 31 26 29 30 37 Disaster relief 27 18 21 32 35 Shelter/Homeless 26 19 22 35 29 Animal 23 18 23 26 25 Educational 20 18 23 26 25 The Arts 10 10 8 11 13 Other 15 12 13 18 17 I have not contributed to charity in the past months 18 30 20 12 9
  • 7. Bank of America Study of High Net-Worth Philanthropy March 2009 Respondents: o 680 respondents o $200,000 annual income o 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
  • 8. Bank of America Study of High Net-Worth Philanthropy March 2009 There is a surprising correlation between donating time and dollars o 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
  • 9. Church Budget Worksheet Church Budget Worksheet Income Average Gift of Adult in Worship* $45 Attendance Weekly Income/Average Annual Income/Average Adults attending Worship* 300 $13,500.00 $702,000.00 Children 60 Youth 30 Total 390 $34.62 $1,800.00 Expenses Salaries & Benefits 50% $6,750.00 $351,000.00 Facilities 15% $2,025.00 $105,300.00 Children & Youth 10% $1,350.00 $70,200.00 Missions 10% $1,350.00 $70,200.00 Worship 5% $675.00 $35,100.00 Community Life 5% $675.00 $35,100.00 Administration 5% $675.00 $35,100.00 Total 100% $13,500.00 $702,000.00 Miscellaneous Parking spaces needed for cars 156 Capital Campaign Projection** $2,106,000.00 Full-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 dont 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 mu
  • 10. Church Budget Worksheet Church Budget Worksheet Income Average Gift of Adult in Worship* $35 Attendance Weekly Income/Average Annual Income/Average Adults attending Worship* 600 $21,000.00 $1,092,000.00 Children 120 Youth 60 Total 780 $26.92 $1,400.00 Expenses Salaries & Benefits 50% $10,500.00 $546,000.00 Facilities 15% $3,150.00 $163,800.00 Children & Youth 10% $2,100.00 $109,200.00 Missions 10% $2,100.00 $109,200.00 Worship 5% $1,050.00 $54,600.00 Community Life 5% $1,050.00 $54,600.00 Administration 5% $1,050.00 $54,600.00 Total 100% $21,000.00 $1,092,000.00 Miscellaneous Parking spaces needed for cars 312 Capital Campaign Projection** $3,276,000.00 Full-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 dont 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 mul *** Full-time Staff is calculated at 1 for every 100 people in attendance
  • 11. Tips Be generous give yourself Ask dont 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 Thankful o Do not assume o Do not rationalized under religious pretext o Dont believe people when they tell you they dont need to be thanked!
  • 12. Tips Communicate dont assume communication anymore o Pulpit o Newsletter o Email o Social media o Use Print - it has staying power Provide vehicles for donations o ENVELOPES o Website o Electronic bill pay** o Links in Email Talk about Planned Giving Encourage creative giving o A gift of stock o An in-kind gift
  • 13. 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 lives o Powerful Images of clients that convey meaning