>> SLIDE 1 The National Council on Independent Living presents – The 6 Keys to Raising Money July 1, 2019; 3:00 – 4:30 p.m. EDT Presented by: Domonique James Politics with Purpose Politics with A Purpose Logo: U.S. Capitol Rotunda NCIL Logo: National Council on Indpendent Living >> SLIDE 2 Agenda - I’m going to teach you as much as I can in the limited time we have together and share my contact info at the end of today’s session in case you have additional questions or want to continue the conversation - The 6 ways campaigns go wrong when it comes to fundraising and how you can get it right! (even if you’re a first time candidate and you feel like you have no money and no network) - Teach you how to identify your unique donors and make an authentic ask using my IWIN Method - Share nuggets of wisdom from fellow candidates across the disability spectrum >> SLIDE 3 About Me: Domonique James Image: Headshot of Domonique James Politics with Purpose We teach purpose-driven candidates and causes how to raise money, tell their story, and channel their passion into effective political or social change. Logos: - Spelman College: A Choice to Change the World - Obama / Biden - American Association of Political Consultants (AAPC) - Campaigns & Elections - North American Excellence Awards 2018 Image: Students raise their hands in a classroom with a teacher at the front. >> SLIDE 4 You Are Not Alone - Everybody needs money help! - You need to raise money to get your message in front of the right people, even if you want to run a grassroots campaign Emails and texts to Domonique. 1. Finance Assistant Help. I need some help standing up a fundraising call operation. Duties to include setting up NGP, generating call sheets, managing cash flow tracker, and updating NGP from notes from call sheets. 2. Hey Domo, hope all is well rock star any new prospects for a finance director? 3. What's going on? I'm looking for a bomb ass finance director. Any suggestions? 4. How did the call go? I forgot to mention she hadn't hired a fundraiser yet. >> SLIDE 5 The Fundraising System - Fundraising is about systems and in order for the system to work properly you need the right pieces - You need to raise money to get your message in front of the right people, even if you want to run a grassroots campaign - Fundraising is the fuel to your campaign engine. You want your car to have a full tank of gas. >> SLIDE 6 The Fundraising System Image: Image: A circular flow chart with a bag of money in the center. Arrows lead in the following order: - The right mindset - The right donors - The right words - The right tactics - The right plan - The right team (flows back to the right mindset) >> SLIDE 7 Mindset - Where campaigns go wrong: Many campaigns block their cash flow because of their disempowering thoughts, beliefs, and actions when it comes to raising money. It sounds like: - “Only some people are good at it… - I feel like a fraud/No one will support a candidate like me… - I don’t want to focus on money, I want to run a “grassroots” campaign… - I don’t like asking for help/I don’t want people to think that I am weak... - I don’t like asking for money for myself/it’s easier to ask for money for other people - But, this person only gave *this* much... >> SLIDE 8 Mindset Shift - You need to realize that money is not your enemy but rather a tool for you to use (who likes an empty tool kit?) - You need to bring your personal mindset and beliefs about money into harmony with everything you need to do to be an effective candidate and have a winning campaign. - Seek out people with the skills or solutions you need - Your experience is EXACTLY what qualifies you - Gain confidence through experience, not logic. The best way to conquer any fear is to do the thing that scares you. >> SLIDE 9 The Fundraising System Image: Image: A circular flow chart with a bag of money in the center. Arrows lead in the following order: - The right mindset - The right donors - The right words - The right tactics - The right plan - The right team (flows back to the right mindset) >> SLIDE 10 Donors Where campaigns go wrong: Many campaigns block their cash flow because they never take the time to thoroughly map their network. They never identify their unique donors in the beginning and then hit fundraising walls when it matters most. >> SLIDE 11 Identify Your Unique Donors - YOU are your secret sauce. - Invest time in creating your initial fundraising list - Catalog your entire life story - Export contacts from email, social, etc. - Box of business cards - Old yearbooks, clubs, groups - Remember: fundraising is about networks. It’s not just the people you know but also the people that they know. >> SLIDE 12 The Fundraising System Image: Image: A circular flow chart with a bag of money in the center. Arrows lead in the following order: - The right mindset - The right donors - The right words - The right tactics - The right plan - The right team (flows back to the right mindset) >> SLIDE 13 The Ask - Where campaigns go wrong: Many campaigns block their cash flow because they never learn how to effectively ask for money. They say the wrong things to the right people.They don’t use words that motivate donors to action. This can look or sound like: - You don’t ask for a specific amount of money - Don’t put the potential donor first - You make it about YOU (the individual) not your CAMPAIGN (the change you represent) - You give your potential donor an “out” - You don’t lead the donor experience or follow up effectively - You do not share the impact of the contribution - Use passive words like support or help out >> SLIDE 14 Frame Your Ask Ask for money with authenticity using my IWIN Method I - identify your shared issue with the donor when you introduce yourself W - explain why you are the best candidate and how you can win I - investment - ask for a specific dollar amount and how it will impact your campaign N - walk the donor through next steps >> SLIDE 15 The Fundraising System Image: Image: A circular flow chart with a bag of money in the center. Arrows lead in the following order: - The right mindset - The right donors - The right words - The right tactics - The right plan - The right team (flows back to the right mindset) >> SLIDE 16 Tactics - Where campaigns go wrong: Many campaigns block their cash flow because they experiment with fundraising tactics that yield low results. - Think that there is a magical list of donors - Solicit donations from a “cold market” - Want someone else to fundraise on their behalf - Stick to raising money one type of way -- digital and/or social media -- event heavy -- leave it up to other people who said they wanted to help >> SLIDE 17 Solid Tactics - Regular Call Time is the base of every fundraising operation - Depending on characteristics of your region and budget -- Small dollar house parties -- Larger fundraisers -- Email -- Digital ads -- Social media ads or posts -- Surrogate fundraising -- Text -- Mail >> SLIDE 18 The Fundraising System Image: Image: A circular flow chart with a bag of money in the center. Arrows lead in the following order: - The right mindset - The right donors - The right words - The right tactics - The right plan - The right team (flows back to the right mindset) >> SLIDE 19 Plan Where campaigns go wrong: Many campaigns block their cash flow because they don’t prioritize fundraising early enough in the campaign. They jump into a race at the last minute and do not set up their personal and campaign schedules up for success. >> SLIDE 20 Creating a Fundraising Plan - Make a decision to run early - Rolodex and map your network - Organize the data and contacts - Identify strengths/challenges/opportunities - Set low, mid, high raise goals - your fundraising plan supports the campaign budget and overall campaign strategy (be mindful of deadlines) - Determine the best tactics to achieve those goals - Identify your $ Money Team $ - Go raise money - Be consistent >> SLIDE 21 The Fundraising System Image: Image: A circular flow chart with a bag of money in the center. Arrows lead in the following order: - The right mindset - The right donors - The right words - The right tactics - The right plan - The right team (flows back to the right mindset) >> SLIDE 22 Team Where campaigns go wrong: Many campaigns and block their cash flow because they operate in isolation. They go to sleep exhausted and overwhelmed because they are an army of one. >> SLIDE 23 - Build a Money Team - People win campaigns No one great has accomplished anything alone. You must get comfortable asking for help! Six Ways Family, Friends, and Volunteers Can Help Raise Money - Help you get or stay organized - Research - Keep you focused while you make campaign calls - Help you follow up with donors - Host or coordinate fundraisers - Attend meetings and events on your behalf >> SLIDE 24 The Fundraising System Image: Image: A circular flow chart with a bag of money in the center. Arrows lead in the following order: - The right mindset - The right donors - The right words - The right tactics - The right plan - The right team (flows back to the right mindset) >> SLIDE 25 How They Did It: Reyma McCoy McDeid >> SLIDE 26 How They Did It: Jimmy Anderson State Rep. in Wisconsin “paralyzed from chest down after a drunk driver hit his car and killed his family Raised +$25,000 his first campaign, and won a 3-way primary “The hardest part I had to overcome was getting comfortable asking for help. People will give you the time of day if you make the ask.” Build your “ask” muscle Be willing to do the work Create a plan and execute >> SLIDE 27 Contact Information Domonique James Politics with Purpose domonique@politicswithpurpose.com 720.401.2210 Politics with A Purpose Logo: U.S. Capitol Rotunda NCIL Logo: National Council on Indpendent Living >> SLIDE 28 Questions & Answers Use the Q&A feature in the Zoom toolbar to type your question. You may also type your question in the chat box on the CART screen at http://www.streamtext.net/player?event=NCIL-IGNITE >> SLIDE 29 Copyright Property of the National Council on Independent Living (NCIL). Do not use in whole or in part without the express written permission of NCIL. >> END PRESENTATION