Fundraising: Ask and Raise Contributions for Your Charity | TJ Walker | Skillshare

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Fundraising: Ask and Raise Contributions for Your Charity

teacher avatar TJ Walker, Public Speaking and Media Training Expert

Watch this class and thousands more

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

13 Lessons (39m)
    • 1. Fundraising Promo

    • 2. Fundraising Overview

    • 3. Fundraising Message

    • 4. Fundraising You are the message

    • 5. Fundraising Will You Help

    • 6. Fundraising The Specific Amount

    • 7. Fundraising By a Specific Date

    • 8. Fundraising Will You Raise Funds

    • 9. Fundraising Will You Raise a Specific Amount

    • 10. Fundraising Will You Raise it by a Specific Date

    • 11. Fundraising Rinse and Repeat

    • 12. Fundraising Video Rehearsal

    • 13. Fundraising Conclusion

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About This Class

Fundraising: How to ask people face-to-face and on the phone to give funds to your charity, non-profit, or campaign

Fundraising. Imagine rising thousands or even millions of dollars for the non-profit or campaign of your choice. You can raise unlimited amounts of money, once you learn the right way of asking people.

You can become the greatest Fundraising financial asset your organization has ever had.

This course will teach you a step-by-step process to use when asking people to donate to your favorite charity, political campaign, university or college. You can raise money for causes you believe in, if you follow basic principles. Money is usually in short supply for most non-profits. You can make the ones you support get into better financial shape.

Why let another day go by where needed funds are not flowing into your organization the way they could or should. Sign up today for this Fundraising class and start an immediate return on your investment.

There is a 100% Money-Back Guarantee for this Fundraising course. And the instructor also provides an enhanced guarantee.

What will students achieve or be able to do after taking this Fundraising course?

  • Raising money
  • Creating a process for raising money
  • Developing check lists when dealing with donors
  • Making a sustainable system for talking to donors and prospective donors

What do Udemy students say about this Fundraising course?

"5 Star Rating! The course is really good. The presenter does truly present very well. His teaching is great model for how to do it well. Trying to think of something to give some good constructive criticism but i cannot come up with anything. Good suggestion, enforced and reinforced very well. I like how each lecture just starts up and the is no fluff at the first of each lecture that get so repetitive and old. Good job" Steven Cherrington

"5 Stars! Very informative and simple to understand. Good stuff!!!" St. Patrick Dunbar

"5 Stars! TJ Walker did a great job engaging my attention, showing me the simple process to use to achieve the goals in fundraising I wanted, and being very straight-forward about techniques to use to overcome personal limitations or mindsets &fears to be effective in asking for $$ for my charity." Diane Davis

"5 Stars! Thanks for the tips. The scope of the course was very precise, to the point. I liked the length of the video tutorial." Sunil K Thodupunuri

Meet Your Teacher

Teacher Profile Image

TJ Walker

Public Speaking and Media Training Expert


TJ Walker is the founder of Media Training Worldwide and has been conducting public speaking training workshops and seminars since 1984. Walker has trained Presidents of countries, Prime Ministers, Nobel Peace Prize winners, Super Bowl winners, US Senators, Miss Universes and Members of Parliament .

Walker has more than 100,000 online course enrollments and more than 100,000 online students.

His book, "Secret to Foolproof Presentations" was a USA Today # 1 Bestseller, as well as a Wall Street Journal, and Business Week Bestseller.

Walker is also the author of "Media Training AZ" and "Media Training Success."

In 2009, Walker set the Guinness Book of World Records for Most Talk Radio Appearances ever in a 24 hour period.

Walker has also served as a forme... See full profile

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1. Fundraising Promo: do you have to ask people for money? Are you trying to do some fundraising for your university, your favorite charity, A non profit or a political campaign? This course is for you. It is a step by step process to help you ask for money and to raise more money. Now, if you don't love raising money and asking people for money just means you're normal, for most people don't like calling a friend or looking someone in the eyes and say, Please give me money for my favorite charity, my university, my medical charity. Most people don't like doing that. They're afraid of rejection, and it just seems awkward. I'm gonna take you through the steps you need in order to be is efficient about this as effective and so that you can raise the most amount of money for the good organization you're working with Now. This particular course is not on every aspect of how to nurture donors. It's just about the asking part. If you're on the phone, if you're face to face with a potential donor, how toe ask that person for money. That's what this course is about, and it's going to make all of your fundraising go more efficiently and more effectively. So please sign up 2. Fundraising Overview: fundraising for non profits for universities, for political campaigns. It's like anything else in life. You can do it sort of sporadically and haphazard, random way and get random results. Or you can go about it in a very methodical, step by step, rational process. This course is going to teach you how some of the great fundraisers operate. It's not about having a silver tongue. It's not necessarily about dialing 10,000 times a day or working until two in the morning. It's about a set process. For every single time you ask people for money. It's about your mindset, how to formulate your message. And then, most important, once you've ascertained there some interest there, a willingness to help to give money. How do you take it from there in order to raise the most amount of money in the quickest amount of time? Most effectively. So that's why I urge you go through these steps one at a time. It's not gonna do any good to just pick and choose videos to watch here, go through this all the way. It's very sequenced. Do the homework and I guarantee you you will generate more money. Then, if you just continue down the path you've been on of randomly asking people from for money or said, Can you help? Please send a check The problems most people have. No matter how much time they put into fundraising, no matter how earnest they are, they just don't pin people down specifically enough the right amount of money for the right specific thing that's being purchased by a specific date. So I'm going to show you all the steps you need to do that, so get ready. 3. Fundraising Message: before you pick up that phone to call someone to ask them for a donation before you set that meeting to meet face to face with someone you've got to figure out what is your message? Why is this particular organization you're trying to raise money for so valuable? Why do you personally value it? Why should anyone value it? If you're trying to raise money for the United Way? What specifically is better in your community because of the United Way? If you're raising money from your university and you don't enjoy your university and didn't think it was that great, why are you raising money for now? Presumably you love your university, or you wouldn't have volunteered to raise money for it. You've got to figure out of all causes in the world, and there are millions of them. What's unique about this? What's special about this one? What is the message that you have that's important to you that's going to resonate with the person you're talking to now? Obviously, if you're raising money for a particular healthcare charity and the person is directly affected by that someone in their family, you can talk about that so for example, if someone called me trying to raise money for a L s. If they knew that in fact my father had ls my grandfather died of a l s. If they know that and talk about it in a gentle way, it's gonna be very, very hard for me not to give them some money. It's just pulling on the heartstrings a little too strong. So before you get into that meeting our before you pick up that phone, you've gotta have a general message as to what this organization does Well, that anyone I would say, OK, that makes sense. That's legitimate. But then you have to figure out what messages do you have that are uniquely of interest to this person. Everyone has certain issues family members with needs, friends, Children who have special needs. And, yes, some people give entirely based on being noble and what's good for humanity. But a lot of people do like to mix their charitable giving with self interest. So if they're giving money to your Boy Scout organization and their son is going to be or their daughter is going to be in scouting a couple of years from now, and you're helping with some sort of infrastructure meeting facility that could be of use to them. That may make the difference. So you've got to come up with messages about what's good in your organization, what's good for society, how it's benefited you, and specifically, how this is going to benefit the individual raising money for a political campaign. You've got to talk about the issues that person cares about and how there is an alignment between the political figure of the candidates you're working with and the person you're trying to raise money from. So don't try to think of this off the top of your head. You need to have a clear cut sense of what your messages before you pick up the phone before you meet with that person face to face. So that's your homework. I want you to think of a target donor and then think of a message, something you can say in about 30 seconds to that person. Go ahead and write it down, something that you think reflects why you see this organization is valuable and while you think that person would see it is valuable, Teoh 4. Fundraising You are the message: before we focus on how to get money out of this donor or this friend or this person that was on a list someone gave you. We first have to start with you. If you're gonna be a great fundraiser, it comes from you. It starts with you. For starters, we've got to ask, Why do you care about this? What is your personal commitment to this? And have you given money? It's often very, very difficult to ask people for money if you personally haven't given. Now, if you're a professional fundraiser for a large, large national organization, it's a little bit different. But if you were a volunteer for any local charity political campaign, any other nonprofit, it's going to be a lot easier for you to ask for money. If you've already given money and you can tell the person Hey, Bill, that's why I decided to write a check to. That's because I wanted give specific examples of how you get it's gonna make it so much easier. You're not gonna feel like a hypocrite. So ask yourself what are the very reasons that attracted you to this organization in the first place? Why did you want to donate to this organization in the first place. You're donating your time by trying to raise money. Presumably, you've donated some money. Now don't feel embarrassed. If you haven't donated a $1,000,000 it's not necessarily about how much you've given. For some people, donating $100 is a bigger sacrifice than others donating a $1,000,000. But if you've given money, don't be afraid to mention that to other prospectively donors. Tell them why this organization is so important to you what it's meant to you personally. Why you think it's doing such a good job. And, for example, if you're giving to your university and you're trying to raise money for that, talk about how this university changed your life. If you're trying to raise money for a medical charity and you have a close loved one who, for example, has died of breast cancer, and this really touches you personally, talk about that talk about why it's so important if you still have spouses, mothers, grandmothers, Children, granddaughters who may be affected by this talk about that because people do not give money just on the facts. If you were just about the facts we could just send emails with data points and bullet points, and no one would never have to ask for money. It's a combination about the substance, the fax, the emotion behind it, the story behind it and the person asking and of course, your relationship with the person you're asking money from. So for starters, really right down the top three reasons why you're personally committed to this organization, this charity, this campaign. You may be raising money for your own political campaign. You need to have a very clear cut reasons as to why you're donating so much of your time and at least some of your money to your own political campaign. So right thes reasons down and be ready to tell them when you do start calling and meeting face to face with donors. 5. Fundraising Will You Help: when you're conducting a fundraising call or visit, the first thing you have to do is talk to the person either in person or over the phone and get a sense of whether now is a good time for them to help it if they want to help. If you've called up a friend who's asked you for money before and has helped you before and the first thing out of their mouth is Oh my God, I just lost my job. I don't How I'm gonna pay my mortgage now is probably not a good time to ask them for money , so chat with them. Don't. Just in the first tense, I can say we give me money. You've got to build some report. Ideally, you already know the person, and you can talk about areas of commonality. Next, talk about the particular organization. Let the person know. Hey, I'm really trying to help this organization. The heart fund, whatever it is build their resource is so they can do X y and Z b. A specific as possible. Can you help me? Your first question is simple. It's not. Write a check for a $1,000,000 for May in the next five minutes. That's too much pressure that's coming on too strong. But after you've established that, now is a good time to ask them for money, and you get the sense that they are interested in this. Simply asked, Can you help? Then don't say anything if they say, Uh, wow, it's just really not a good time. You say, Hey, I understand Thanks so much. Don't go on and on. I don't spend the next two hours talking to Don't call them every single day if somebody tells you now is not a good time or they can't or they won't or they don't like the organization or they have philosophical problems with the organization or you're raising money for a campaign and they're already raising money for the opponent. Okay, don't waste time. Don't continue to throw your good time after something that's not going to reap any investment. So that is your first step. You've got to simply ask, Can you help our? We're going now. They know you're trying to raise money, so if they say yes, I'm willing to help. They're implicitly saying, Go ahead and ask me for money. That's your first step Make a note of it right now. Starting outline so that when you are talking to people on the phone are you are meeting face to face. You know, that is the first step asked people specifically, Will you help us with this organization? 6. Fundraising The Specific Amount: Now comes the next step. It's time to ask for money specific money because if all you do is say, hey, t J, I'm trying to raise money for this great charity of United Way. We'll send some money and I say Sure, fine, happy to Thanks so much, T j gotta go click If that's all you do. Well, guess what? Maybe I send you money, but maybe I wait two months and maybe I send you $5 and you were expecting $50,000. Well, whose problem is? That is not my problem. It's your problem because you left money on the table presuming I can pay Ah, lot more than five dollars. You don't ever want to let someone off the hook with something. So, general is can you give? Can you donate? Because if the person gives you even one penny, they kept their promise. Now I'm not stressing high pressure techniques. I'm not suggesting you become a used car salesman and twist people's arms or try to manipulate them. All I'm suggesting is that you are direct, straightforward and doing what you've done. You've presumably already donated to this organization. You're donating your time right now and you want them to do the same thing. So here's the key to asking for money. Money is abstract saying money and people don't visualize anything. The organization needs money. Well, the federal government needs money. Everybody needs money. That's not concrete enough. You've got to make it specific. So, for example, if you are running for the local school board and you've called a friend and you know this person has means, don't just say I'm running for school board. Can you help? Can you send a check? Sure. Click. Be very, very specific. Say, Sally, I'm running for school board. As you know, you and I both have a long standing commitment to education. I won't give them your whole message. Try to connect with the person, say thank you very much for expressing Your Holiness to help my campaign. I specifically need 127 yard signs by next Thursday. I've gotta have these yard signs, and it's going to be exactly $727. Can you help me with this amount? Now people can visualize yard signs. They know if it's like in most communities. Other school board candidates spend money on yard signs. They know it doesn't fall from the sky. It's not free. Presumably you're running a serious campaign, and this is a legitimate need. You're not saying send me a bunch of money because, you know, I don't know. We might want to go out to an expensive lunch, tell them exactly what the money is going to give him a specific amount. People like to know what they're getting. They like to know what they're paying for, even if it's not going into their pocket. They like to know specifically how they are helping. The more specific you are, the more they can visualize exactly where their money is going. The better off you're going to be, the greater the chances are that they're going to say yes and commit to a very specific dollar amount. So there's nothing wrong with saying these yard signs. We're gonna be $721. Can you send me a check for $721? Now, I do realize those of you working, for example, large university endowments. You're trying to raise hundreds of millions of dollars. You can't always quantify it that way, but to the extent you can, it's going to make it easier to raise the money. It's easier for the potential donor to see exactly where the money's going. So that's your homework right now. Think of something in the organization you're trying to raise money for. Come up with a target amount from the donor you're going after and paint a specific picture . You may be trying to raise money for your local school charity. You might be in high school. You're trying to raise $10 from someone, or you might be trying to raise a major endowment and you want an entire building and you want someone to donate $3 million. Figure out exactly what it is, but come up with a very specific price tag and be able to describe exactly what your prospect of donor is going to be paying for 7. Fundraising By a Specific Date: so we're making progress. The good news is you found a donor. You asked for a specific amount to pay for something very specific. And your donor said yes. That's great. Wonderful. Let's celebrate. Let's pop the cork on the champagne bottles right room you haven't collected yet because there's something very important we forgot to do. We forgot to pin down exactly when that person is going to pay the money, because here's the thing. If you call me and ask for 500 bucks for the United Way and I say yes and it's for a good cause and I'm a trustworthy person and I say yes to you and you hang up and that's a four o'clock in the afternoon. We'll what happens at eight oclock this evening when my refrigerator goes out and tomorrow , after a console with my spouse, I realized while we got to buy a new refrigerator and it's gonna cost about 500 bucks. Well, how enthusiastic am I gonna be to send you a check for 500 bucks when? Now I haven't unexpected need for 500 bucks. So what happens to a lot of people sometimes, is there think Well, yeah, I'm still going to be good on my promise. I didn't say when. Let me just wait till next month. Things are gonna be easier on the pocket book, and I'll send that check to the United Way next month for 500 bucks. That's human nature. And if you didn't pin the person down on a particular timeframe for sending the money, then you might not ever see that money. Remember, it's not how much money is committed to you. It's not how much it's pledged. It's how much money is actually in your hands or in your bank account. Please don't ever forget that. So the second and I mean the second someone is committed to giving you a set contribution. That's when you politely I need to ask or tell them when you need it. Say, thanks so much. Today's Tuesday. We've really got to make that purchase for yard signs Thursday. Can you pay by credit card now? Can you send over a scan of your check, which is a very easy, simple way of paying these days? If you're not doing that yet, someone can take a picture of their check and send it to you. Can you wire transfer it over? Can you? Fat x the check. Obviously use your judgment. If you're kidding it. A check for $25 from someone you don't wanna waste another $25 on the FedEx charge. But if they're talking about giving a sizable contribution, 6000 or more spending 2025 bucks on overnight charges is well worth it. Here's the key. You have to ask this person for the money by a specific time. It might be two months. They may say it's gonna have to be in January, as I do my estate planning. That will be the time. That could be 10 months off. That's okay. Make careful records and just let the person Okay, I'm making a note here, and I will follow up with you January 3rd as we discussed so we can figure out how to handle this. You don't want to sound pushing it again. You're not doing this because you're greedy. This isn't money going into your own pocket. And I'm not giving you tips on how to raise money for your business. Your startup. This is fundraising for nonprofits, charities schools and political campaign. So you're doing this because you're trying to help the organization with its mission. So no one can accuse you of doing anything unethical or slimy simply by wanting to know when the money will come in. So that is your homework assignment. Come up with this same donor. You're approaching your prospective donor. You've got the messaging down. You know what you're gonna ask them for? What, You want them to purchase the amount Now, what is the actual time frame? And by the way, there's no better time frame forgiving than today. Right now, if you can take the credit card if you can have them pay by PayPal If you can have them send the check today, then there's absolutely no risk. 8. Fundraising Will You Raise Funds: Okay, We've had a huge success. We found a donor. We came up with our message. We sat him or her down, talk to them or over the phone. We got them to agree to helping. We gave them a specific amount. There was by in. They pledged to give us a specific amount by a specific date. And you know what? We've got the money. That's great. That's wonderful. Can we quit now? No, no, no. Sadly, way too many people quit right now. You just begun. If you stop right now and move on to the next person, you could be leaving millions of dollars on the table. Perhaps more. Here's the thing. Anyone who's given your organization money might also raise money for your organization. Wouldn't it be a lot better if instead of you raising all the money, they were 20 or 30 or 50 people raising money doing exactly what you're doing? So always. Always ask anybody who's given the organization money. If they wouldn't mind raising money Now some people will say, Don't know no T J. I hate it. I'll send you the check. Don't ask me to do anymore. I hate asking people for money. I get up, get up all the time. I'm sick of it. But I like your organization. I'm giving you money at least us. But a certain percentage of people who donate money believe in the organization like you do to the point of being willing to ask other people for money. But guess what? If you don't ask, they won't volunteer. Most of the time, you've got to ask people to raise money. So that's your next step. Think of this very same donor you've been working with has already said yes to giving you specific amounts and has come through now. Think about asking that person to raise money because a certain percentage will do it within your donors. Maybe it's 90%. Maybe it's only one out of 100 but if you have thousands of small donors, an extra 1% are all out duplicating your efforts. Well, Kim, Italy That could be several 100% more money raised each year, So do not let them off book again. You're not doing this to enrich yourself. You're not doing this out of your desperation. You're doing this to help the organization and healthy organization, meet its goals and to accomplish its objectives. And it does require money for that so that your next step ask. This person has already donated money if they will help raise more money for the organization. 9. Fundraising Will You Raise a Specific Amount: Okay, so your donor has not only given you money has agreed to raise money. Now you've got to ask them to raise a very specific amount because again, if they've given you $1000 you ask them to raise money and they get one friend to send in $5 they fulfilled their promise to you. He don't want to let them off the hook that easily, especially if this is a person who could raise $50,000. You don't want to leave that much money on the table. So here's what you've got to do. Just like earlier, you've got to paint a picture of a very, very specific need for this money. So get if you're running for school board, you could tell the person. Look, it's a big city we're in. I have to communicate with voters through television ads. I'm gonna have to pay for 50 TV ads to the TV stations and cable networks so that I can communicate this message to the voters. It's going to cost exactly $7927 for these 50 spots to run again and again and again. Can you take the responsibility of raising this specific amount and you want to get Yes now they might say All T J. That's ridiculous. I could never raise 7900 every day. It's a possible at the time, the most I could possibly raises a couple of grand. Okay, thanks a lot. Your $2000 will pay for 20 of these TV commercials. Do I have your commitment that you can raise $2000 to pay for these 20 commercials? Now you've got them something specific, but always start with a specific amount. If they want to come down, that's fine. But something beats nothing if you just tell them. Hey, raise what you can whenever you can. You might get $5 it might be in five years. 10. Fundraising Will You Raise it by a Specific Date: okay, The money's rolling in your doing. A number of things. Well, you've asked the donor for money. He said yes. She said yes. For a specific amount by a specific time. Check. Check check bunnies come in. You've asked that person to feel she'll raise money for you. They've said yes. You told them what? It's four. They've said yes, we've got to take it again to the next step. They have to commit to raising the money by a set time, because if they raise all the money, but it comes in 10 years from now, that might not doing you any good, especially if you have a political campaign and it's three weeks into Election Day. It's not going to do your goods that would get you must clearly establish when the funds will be raised. I'd much rather have 50% of a goal, and it's here in our coffers three weeks from today than 100% of our goals. But it's two months after the campaign has ended, or a year after the capital campaign ended, so you must give a very specific time frame just like before, make a note and say okay, I'm putting down here in my calendar that we're going to receive the $7922 whatever the exact amount is that you'll have raised from your own network by and then picking it mutually agreed upon that you can't force someone you can't twist their arm off to magically raise you a lot of money from their whole network in a day or two. Give a reasonable time frame based on what the person thinks they can do and when the needs are. If it's a five year capital campaign for university, that's different than if it's six weeks out from an election in political season. So you always have to take that into account. But just make sure there is a deadline that you know what it is, what the donor knows, what it is and that there is agreement that everyone's on the same page. Do that, and you're going to raise a lot more money 11. Fundraising Rinse and Repeat: so great. We are doing exactly what we're supposed to be doing. We are fundraising. We've raised money from this donor. This donor didn't just give us any little amount. We got the most we think we could have gotten from that donor. And then we got the donor to raise money and the donors done both the donor. This particular donors done everything we've asked. They've given us money and they've raised money. Now you might think that's the time to say, Well, thanks very much. Shake their hand, give a thank you note and call again in a year to wrong. Now I'm not saying you have tow Badger people and call them 24 hours a day and call them every day a week. No, but if someone is given money, someone has raised money and your organization still has needs. Your university still has buildings to bill. If the disease you're working with has not been cured, you still have needs. Don't feel as though you have to wait a year two years before asking for money again. Start the whole process over again. The worst thing that can happen is the person says no and if that you have not done your job until that person says no. So we have to continue this process, ask them for more money, get not generic money. Not a generic amount but a specific amount of money for a specific needs, something they can purchase. A service, a product that is needed for the mission of your organization. Do the whole process Again and again and again. The greatest fundraisers in the world are kind of like Tom Sawyer. If you remember, he got all of his friends to paint his fence. He wasn't painting faster and harder than anyone else, but he convinced his other friends it was this activity. It was this fun. It was this privilege of being part of it. That's what you need to dio. If you want to be a great fundraiser, you have to constantly recruit more and more people in to your mission and have them raising money on an ongoing basis. So you know the system now. It's a step by step process, so that's what I want you to think about. Now is how to ask this person for another specific amount of money, the specific time for a specific thing 12. Fundraising Video Rehearsal: How do you get truly confident and how you're presenting yourself asking for money? There's one sure solution, and that is to practice on video before you call the first donor. Before you go see that first person face debates. I want you to practice, but not just talking to a mere. Here's what happens if you practice to Amir. You start looking at the mirror, you think? Wow, my hair falling out. Even Maura, my getting more of a double chin. That's not the way to do it. Don't look at a mere instead practice on video these days. Just pull out of cell phone, talk to your own cellphone, talk to a webcam and watch yourself afterwards. Figure out What do you like? What do you not like now? Ideally, you could practice on another human being. Have a friend, a family member. Their part isn't that important. It's just someone to talk to, and they can hold your cell phone or a video camera in front of you to monitor how you're doing. Here's what you want to look for when you were asking someone for money you do not want have doubt in your voice. You don't want to make it sound like I think we could use this money. Or maybe it's a good idea if you donated. No, you don't want to be pushy or obnoxious or arrogant, but you want to speak with authority and conviction. If there's the slightest little bit of doubt in your voice that this is a worthwhile cause or that the money will be spent in the right place, you're finished. You're not going to raise any money now. If you're a little bit nervous, that's okay. That's understandable. It is unpleasant to ask people for money, but you can't act like you're nervous because you're uncertain of the worthiness or the goals or yourself. Remember, you're not asking for a handout for yourself. You're not telling somebody. I'm starving. I'm hungry. I need you're doing this to help other people. You're doing this to help. Other hungry people are other charities or political causes that you believe in to make the world a better place. So in some sense, that makes it much easier than trying to raise money for yourself or your own business venture. You're trying to do this to help other people, to help society. So you need to practice and you need to practice on video and you've got to watch it. And here's what I recommend. Get a pad, get a pen, watch that video and write down everything you like, about how you're coming across and everything you don't like. Judge every aspect of style and substance because if you see yourself fidgeting with your ring the entire time and you look nervous, that could work against you. You don't want the person you're asking money from to think. Why's this person nervous? Or they upset about something? They seem fidgety or they're going to steal the money and go use it on drugs. You don't want them thinking about any of those things. You want them focused on you, and perceiving you is highly credible and highly confident. If you're all nervous about asking people for money, the video practice is the perfect thing. Because if you keep practicing and you keep watching your video at some point, you'll get to the point where you like it. You think, Wow, this person is coming across confident, relax, comfortable. If I could do as well as this person, I'll be fine If you practice to the point on video, you like what you see. Guess what? It actually becomes impossible to get nervous when you're in front of a real person asking for money, because what makes you nervous is not. Knowing how you come across is not knowing what you're doing with your hands or your tongue in your mouth or anything like that makes us nervous is fear of the unknown. Thanks to the power of video, nothing has to be unknown. You can know exactly how you're coming across. You'll know if you're speaking too quickly or too softly are too high pitched. You'll know all of that and you'll be able to adjust before you go to that face to face meeting or before you pick up the phone and call. So I beg you, This is a critically important step in the whole process. If you want to be a great fundraiser and you really want to go into every single pitch with ultimate confidence, you need to rehearse on video and it doesn't take long. You can simply pull out your cell phone, talk to it for a minute, listen to it for a minute. total amount Time. Two minutes. You have two minutes to refine your pitch and to really hone it and get it. Great. So, please, that's your homework right now. Practice your pitch recorded on video. Write down what you like. Write down what you don't like. Do it again and again and again until the don't likes have disappeared and what you like is now along this. Do that and you will be supremely confident before every fundraising pitch. 13. Fundraising Conclusion: so are about to conclude this course here on fundraising. How you can ask people for money for your nonprofits, for your political campaigns, for your universities and institutes. I do want you to recognize your a special person at some level, because most people would rather do anything than asked for money. It's something people like to delegate to others. The fact that you're this far and you're willing to actually raise money says something about your character that you're willing to take the tough jobs that nobody else wants. But ultimately, if you don't do it, no one else will, and the organization will flounder. Finance is what makes organizations pay their electricity bills and make everything else run on time. So it's an incredibly important task if any organization is going to sustain itself now, as you do more and more fundraising, you'll get better and better at it. You'll know more about the particular personalities involved, and you'll build real relationships with your donors. Now you know your donors. I don't know your donors. I have tried to give you concepts that is your starting out fundraising and even if you've been doing it for a while that all things being equal will help you go about this any more systematic process and raise more money and get more people involved. But it's like anything else in life. The more you're doing it, the more you'll learn the particulars of your organization, your industry, your sector, the people who care about your organizations. Ultimately, it's about those people, their wants and how you connect with them, as long as you ask them in a focused way in a specific way, a time specific, amount specific way you will raise money. Good luck with your ventures if I can ever help please right here or call thanks so much.