Sun, 27 December 2009
This podcast includes: Brad Layland and Pat Rhoades discuss the Bible and money with Greg Lehman.
This is the first of a 4-part series. According to Brad, there are more verses where Jesus is talking about money than any other. Greg Lehman lives in
Paul really gives us a model for being supported through gifts in Philippians 4: 10 – 20. The process of being supported in ministry is very biblical. Pat has a convertible in his garage. The first person who emails email@example.com and says “convertible” will win a $5 Starbucks gift card. Pat’s quite the entrepreneur and instead of using his skill to make millions of dollars, he’s chosen to use his gifts to serve the Lord in ministry. The Lord gives us our talents. There are a lot of people who are good at making money around Pat and they’re givers. God has called us to be fishers of men and to help others develop the gift of giving. Each of us has gifts. We recruited Greg from a career making more money, in a more prestigious job as a bank manager.
Brad likes 2nd Corinthians, Chap 8 Where Paul is praising the
Pat likes Psalms 23, where David says, “The Lord is my shepherd I shall not want.” That’s a key verse for us in ministry. We surrender ourselves to the Lord and say, “Lord this is your deal, I’m giving this up to you.” The Lord does a mysterious thing. When we surrender our lives he’ll do something in our life. I’ve told new staff that I don’t know how God is going to make up the difference for them financially but I know God will show up in some way we didn’t expect and unveil a miracle. The point of this podcast this week is to all of you volunteers and committee people, that raising money is hard but it is a biblical deal. We see Paul talking about it and churches doing it. We see the message to trust the Lord in it all. So we want to validate it as a very appropriate way to serve in life. When Brad’s dad initially heard that he’d put Brad though college and then Brad was going to go on Young Life staff his dad was disappointed. He didn’t think it was worthy. Since then Brad’s dad has been an adult guest to camp and after that he told Brad he’d been wrong, and he was so glad Brad was working for Young Life. The world doesn’t really recognize this as a legitimate job. “OK so you’ve got a job and now you have to raise your support? That’s not really a job!” But it is, because we have this great biblical example. Greg will be back next week for part 2 of The Bible and Money series. Next week we’ll be giving away a new Message New Testament.
Remember to maximize your time for ministry with kids you need to realize that the Bible has a lot to say about money.
Sun, 20 December 2009
This podcast includes: Brad Layland and Pat Rhoades discuss the 7 Non-Negotiables with Bill Hautt. Bill is the founder and creator of Taking Donors Seriously. Bill’s from
Meet the top 20% of your donors before the banquet and get their pledges. That’s a great way to go into your banquet - to celebrate their leadership and then turn up the music we only have another 20% of our budget to raise. If everyone will give tonight, that will gather the rest of your budget.
Brad’s TDS story is that as a young area director he was told to read the manual and he did and he implemented the steps in the back of the manual and was seeing success. Then about 2 years later he got an invitation to speak about TDS to the area director’s school and when he asked why they said it was because he was doing as well or better than most of the area directors in the country. Then they asked him, “What’s your secret?” He said, “I read the manual.” That’s all he did and then he took the steps. It was simple. It’s so simple we miss it.
Brad confirmed the strategy of 80/20 recently when he did the financial report for the area he’s the TDS Chair for in
The plan incorporates everything we’ve talked about. But back to entrepreneurs for a moment– identify everyone who owns their own business in your prospect list because the number one characteristic of major donors is they are often someone who owns their own business. Look for the business owners to meet with individually.
You put the strategy on your calendar (the plan). The plan is simply that you meet individually with the top 20% of your donors in the early fall and get pledges for 80% of your budget and get a momentum going. Then plan on raising the last 20% from the banquet. Take every donor seriously. Then use a “letter – phone call” to those who aren’t in your top 20% and who did not attend the banquet. In the letter you ask them to consider a gift in certain a range and tell them that you’ll be calling them. Then you call them. That way we engage everyone on our prospect list in some fashion. If all goes according to plan by the time you get to the “letter – phone call” phase that will be some excess revenue because things change and we all need a cushion. So hopefully by Christmas, you’ve met with all your major donors, you’ve done the banquet and your letter-phone calls and you can move forward in the your Taking Donors Seriously and not asking for money. Wouldn’t it be amazing to have all your budget committed by December? Then you’ve got 9 or 10 months just to go after it with your kids and to spend time with your donors and start to raise money that you don’t need until next year. The best time to raise money is when you don’t need it.
Prayer is essential. Prayer is the backbone of all that we do. You have a prayer list in the Priority Prospect List (PPL). The PPL is a prayer list.
Last non-negotiable is cash flow. It’s a reality that we need to not only manage what our pledges are but also our cash flow. Brad remembered when he was an area director, that he had 100% of his pledges in by May but he was coming up short in the months ahead. He looked at his cash flow and saw this so he went to a major donor, a friend to ask her to give her gift in June instead of January in order to keep his cash flow in the black.
Remember to maximize your time for ministry with kids by committing to carry out the 7 Non-Negotiables in your area.
Sun, 13 December 2009
This podcast includes: Brad Layland and Pat Rhoades discuss the 7 non-negotiables with Bill Hautt. Bill Hautt is the founder and creator of Taking Donors Seriously (TDS). The 7 Non-Negotiables are part of Young Life's official fundraising training, TDS. This fundraising training is based on the way Young Life works with kids. Jesus is always the focus. It's a sin to bore a kid with the Gospel. It's a sin to bore adults with fundraising. You've got to have adventure and fun with kids. You've got to have adventure and fun with adults. You've got to earn the right to be heard by kids. You've got to earn the right to ask adults for support. Do what you do with kids with adults.
The 7 Non-negotiables are: Prayer, Case Statement, Leadership, Priority Prospect List (PPL), Strategy and Financial Master Plan.
The case statement: It's an expression of the vision, a way of helping people see what the needs of kids are. What's the mission which addresses the needs of kids, what are the values, the lifetime values that Young Life will bring to the community and to individual kids? What's the program that Young Life uses to create those values? What's the impact Young Life is having through that program? What's the future of Young Life in that community? What do you need to raise money for? What's the gift plan or strategy based on your prospect list for raising the money? Who are the players?
We take kids who really aren't doing well and turn them into the mayor and the pastor of the church. So many people talk about finding Christ in their life through Young Life at camp and it's a deep and broad legacy. Put it on paper but it's a dynamic idea. Staff should be able to talk naturally about the case. Take any one of the 7 ideas to emphasize at banquet, another to emphasize in your newsletter, etc. The case is the foundation for how we raise money. It's not a good idea to print up hundreds of cases. It's to focus your ministry's fundraising. It's the summary of your ministry.
Leadership is key in fundraising. Hopefully a team, a TDS team will take this on and surround the staff person. We need experienced volunteers who will go to individual donors and other experienced volunteers to run the banquet. Brad tells the story of how Bill Thurman would take Brad as a young area director and his case around to all his friends and introduce them to him and Young Life to them. That's leadership.
We've covered two of the Non-Negotiables in this podcast. Bill will come back for next week's podcast to discuss more of the 7 Non-Negotiables.
Remember to maximize your time for ministry with kids by using the 7 Non-Negotiables.
Sun, 6 December 2009
Included in this podcast: Brad Layland and Pat Rhoades discuss Grants and Foundations with Sandra Trujillo, Director of Grants and Foundations for Young Life.
Sandra Trujillo leads in getting Young Life in front of foundations. Her team of three brings in millions of dollars annually, about $5 million this year. Areas across the nation are getting 10 - 12% of their budget from grants and foundations. That's a good figure to shoot for. Look on the Staff Resouces website for "grants and foundations" and go there. For more information on grants and foundations you can go to the Field Development website by typing Field Development into the search box and hit go. It's money laying on the table. The first step is FREE - Research for where you should apply. The first person who emails us the definition of proclivity and spells the word correctly will win a $5 giftcard for Starbucks. Foundations have to give away 5% of their annual income. The research and hand holding are valuable and FREE. They include: How you approach a foundation, which ones are out there that might be a good fit for your area. To have a grant writer write your proposal is FREE to areas that are in deficit. The writing costs $25 per hour. For a simple proposal of say, $10,000 it might cost you $100 - $125 - not a bad return on investment. It's a huge benefit for local areas. Continue to check in at Grants and Foundations annually as they often change, new ones come on board, some only give every two years, etc.
Contact Sandra Trujillo, Director of Grants and Foundations at the service center, at 719-381-1800 or by email at firstname.lastname@example.org.
For more information about grants and foundations go the Grants and Foundations site through the Field Development site by typing "Field Development" into the search box on the Staff Resources website. To win the $5 giftcard to Starbucks send your email answer to: email@example.com. To maximize your time for ministry with kids, utilize the incredible resource of Young Life's grants and foundations department.
Thu, 3 December 2009
This podcast includes: Brad Layland and Pat Rhoades discuss how to schedule a meeting to ask your major donors to increase or continue their gift to Young Life.
First pray for the person you're going to call and pray for wisdom. Then pick up the phone and tell them what you want to do with them. Nobody wants to be blind-sided. Make sure you tell them you're going to ask for their gift. Start with your easiest calls to people you know will say yes to gain confidence.
Brad and Pat role play a call to ask and then critique their example call.
Brad (playing the donor) was trying to derail Pat, he wanted to complete the deal over the phone. Pat (playing the staff person) feels like if pushed into a corner (the donor refuses to meet and just wants to take care of it over the phone) that it's OK to make the "ask" over the phone. But Pat was able to "hook" Brad's interest by agreeing to bring pictures of camp and information on a particular camp in order to secure a face to face visit. But Pat had to reach Brad's heart to share the impact of his gift. Pat has said that he doesn't want their money without their heart. "Hook" your donor by sharing something that reaches their heart. In the example call it was Malibu. Your sharing the best news and product out there. This is not a transaction it's an opportunity to get involved in Young Life.
The first five people that email Field Development at firstname.lastname@example.org and say, "I want to take a donor to Starbucks", will win a $5 giftcard to Starbucks. Then call your donor and say, "I got a free giftcard to Starbucks and I'd like to use it to take you out for coffee." Try this. It gets easier and easier with practise. You should be meeting with the top 20% of your donors about four times a year.
Remember to maximize your time for ministry with kids by making calls, hanging out with your donors and sharing with them the real impact of their gifts to Young Life.