Lead with mission, not programs: Define the problem you exist to solve; then show how your programs are the vehicle.
Money isn’t the problem: Relational deficit > budget deficit. Build the relationship that makes the gift obvious.
Change lives, not line items: Donors give to impact. Your job is to articulate how lives change uniquely through you.
Listen like a pro: Aim to speak far less than you listen; measure it after each meeting to improve.
Don’t be flippant with the ask: Cultivate and ask—don’t “just ask.” Ask when a “yes” is likely.
Emotion moves big gifts: Logic opens the door; emotion carries the gift over the threshold.
Meet with both spouses: If both aren’t in the room, your best arguments will go unanswered.
Make the case bigger than your org: Community, nation, world—then your distinctive role.
Treat giving as a habit to build: Start small with first-time or reluctant givers; grow over time.
Recognition matters (even if it’s “no recognition”): Always ask and align.
Choose the living room over lunch: Fewer interruptions, clearer decisions.
Prior donors predict future gifts: Steward yesterday’s givers to cultivate tomorrow’s.
Never take insiders for granted: Keep building the drama for board and volunteers, too.
Do your homework: Know their giving, interests, and context before you meet.
You must ask: After real cultivation, make the clear, specific ask.
