FUNd Raising with 4-H

1. FUNd Raising with 4-H • Fundraising can be fun if you believe in the program; • If you are a donor to the program; • If you can be enthusiastic in telling others what is going on in 4-H • If being told “no” is not taken personally • If you remember you are making a positive difference in the lives of young people.

2. FUNd Raising with 4-H • There are rules and regulations paid and volunteer Extension staff must follow. • There are time proven fund raising methods

4. Birth of a Major Gift Donor… Beyond bake sales and car washes!

5. Birth of a Major Gift Donor… What is a “major” gift? • Ambiguous term • Significant amount • Planning • Commitment • Investment • Donors develop over time

6. Birth of a Major Gift Donor… Exercise 1: Charitable donations…from whence do they come? (Rank the following by percent of total U.S. giving. Use the appropriate number of M & M’s for each ranking) _____ Foundations _____ Corporations _____ Bequests _____ Individuals

7. Birth of a Major Gift Donor… Exercise 1: From whence do charitable donations come? 1 Individuals give 80% 2 Foundations give 8% 3 Bequests give 7% 4 Corporations give 5%

8. Birth of a Major Gift Donor… Exercise 2: Charitable donations…for what purposes are they given? (Please record below how you would donate $1,000 of discretionary personal income among the following. Use 10 M & M’s – each one represents $100.) $_______ for Arts, Culture, Humanities $_______ for Public/Social Benefits $_______ for Environmental/Wildlife $_______ for International Affairs $_______ for Health $_______ for Religion $_______ for Education $_______ for Human Services

9. Birth of a Major Gift Donor… Exercise 2: Charitable donations…for what purposes are they given? Religion 44.1% Education 12.5% Human Services 8.1% Health 8.8% Arts, Culture, Humanities 6.9% Public/Social Benefits 4.9% Environmental/Wildlife 2.8% International Affairs 1.4%

10. Birth of a Major Gift Donor… • The Role of • Linkage • Interest • Ability The “LIA Principle”

11. Birth of a Major Gift Donor…

12. Birth of a Major Gift Donor… Exercise 3: Profile of an Annual Fund (Estimate how much of the total campaign each category of donor provides by placing 10 M & M’s on the graph – one equals 10 percent)

13. Birth of a Major Gift Donor… Typically, major gifts comprise 60% or more of a campaign.

14. Birth of a Major Gift Donor… • The “LIA Principle” – Step 2: Developing committed donors • Linkage • Involvement • Advocacy

15. Birth of a Major Gift Donor… Developing committed donors: 1. Linkage

16. Birth of a Major Gift Donor… Exercise 4: Maintaining the link – 1. Think of a friend or acquaintance. 2. Ask “What have I done to maintain or strengthen our relationship in the past 12 months?” 3. Place an M & M by each of the following you have done: _____Sent a card or letter _____ Made a phone call _____ Took them out/met them for coffee or a meal _____ Visited them at home or office _____ Entertained them at home or office _____ Attend a special event/sporting event with them _____ Invited them to attend a special event/sporting event with me _____ Other: ________________________________________________

17. Birth of a Major Gift Donor… Developing committed donors: 2. Involvement

18. Birth of a Major Gift Donor… Exercise 5: Involving prospects in the 4-H program Role play: • Divide into groups of 2 as instructed • Receive your role – either recruiter or donor prospect • Role play inviting a potential donor to attend or participate in the 4-H activity of your choice

19. Birth of a Major Gift Donor… Developing committed donors: 3. Advocacy

20. Birth of a Major Gift Donor… Exercise 6: Recruiting advocates for 4-H Role Play: • Divide into groups of 2 • Determine role – either recruiter or major gift prospect. • Role play making a phone call to invite a major gift prospect to a citizen’s committee meeting.

21. Birth of a Major Gift Donor… How To Approach a Friend about Donating to 4-H Tips for Success: • Make sure you are already a contributor to 4-H. • Ask them to meet you at a restaurant or invite them for dinner at your house. Include the spouse and let them know you want to talk about 4-H program needs and their interest in the program. • Find out about their history with 4-H. Find out their people connections to the program, and if they, a friend or relatives have benefited from the program. • Ask them to tell you their favorite part of 4-H educational programs and what they have observed about it. Would they like to see a particular part of the program continue or be enhanced? • Ask them to talk about other commitments and interests. • Tell them about the needs of your 4-H program. • Tell them about your personal commitment to helping to meet these needs and ask them to consider joining you in support of 4-H. • Thank them for considering a gift.

22. Birth of a Major Gift Donor… Exercise 7: How To Approach a Friend about Donating to 4-H Role Play: • Divide into groups of 3. • Determine who will be the prospects (2) and who will ask for the donation (1). • Role play a lunch meeting where you will ask the prospects to consider a gift to the county 4-H public speaking project.

23. Birth of a Major Gift Donor… Planting Seeds for Receiving a Planned Gift Planned Gift Tools: • Wills and bequests • Charitable gift annuities • Charitable remainder unitrusts • Charitable lead trusts • Retained life gifts

24. Birth of a Major Gift Donor… Planting Seeds for Receiving a Planned Gift Benefits of Planned Giving to donor: • Significant tax advantages • Leave more to family members • Provide income for life • Peace of mind

25. Birth of a Major Gift Donor… Planting Seeds for Receiving a Planned Gift How to get 4-H include in the estate plan: “I have some friends at the University who help families with their estate planning needs. I think they could really help you out.”

26. Birth of a Major Gift Donor… Beyond bake sales and car washes!