Three-Part-Ask Role Play – Major Gifts Ramp-Up Video inspires nonprofit leaders to invite donors to give THREE-GIFTS AT THE SAME TIME! This production is just one of the hundreds of video trainers available in the Major Gifts Ramp-Up Cloud.
Press play above to meet Bonnie Miles, Mary Nell Anthony, Jean Shew and Jimmy LaRose as they perform the THREE-PART-ASK role play. Here’s how it happened! During a recent Major Gifts Ramp-Up 2-Day Conference Event three nonprofit executives (who had never heard of the three-part-ask) prepared for about 20 minutes, went onstage in front of a live audience and performed flawlessly. Watch this video to learn how to properly invited a person to give their largest gifts ever! Greenville Technical Charter Highschool is also featured in this inspiring video.
The Three-Part-Ask is unique to the Major Gifts Ramp-Up Model and invites a person to give THREE GIFTS AT THE SAME TIME! Campaign cabinet members will invite each prospect to consider a multi-year operations gift, a one-time capital project gift, and an endowment gift through their estate plan. Cabinet members are equipped with a very specific set of collateral documents that keep them on message and provide them the confidence they need to boldly invite their assigned prospects to make their best gift.
Systematic peer-to-peer solicitations are most effective when the organization goes through the intentional process of training their strongest volunteers in how to make the “three- part ask”. The success of peer-to-peer fundraising is based on friends asking friends to join the campaign. Though it may be necessary to use staff, administration, or board members to make the solicitation the ideal presentation should include a volunteer (already in relationship) who can look their friend in the eye and invite them to give the big gift.
Concerning the “three-part ask”…what’s the difference between an operations gift, capital gift, and planned gift?
#1 – OPERATIONS GIFT
An Operations Campaign is an organized effort to obtain gifts on a yearly basis to support, at least in part, the ongoing expenses of a nonprofit organization. Funds are typically raised through mail or direct solicitation efforts.
Actual solicitations for an Operations Campaign may take place more than once a year (via direct mail or telephone) but is distinguished by its regularity. These types of commitments are usually for unrestricted income and often represent a substantial percentage of a nonprofit’s income.
#2 – CAPITAL GIFT
A project campaign is a time-limited effort by a nonprofit organization to raise significant dollars for a specific project. Often the money raised is to fund the acquisition, construction, or renovation of a building. Sometimes, project campaigns are used to build an endowment for the future or to fund a one-time extraordinary expenditure such as an expensive piece of equipment.
Project campaigns have a beginning and an end, but often span multiple years. This type of effort employs all the usual means of raising funds such as direct mail, special events, and face-to-face solicitations. They always require extraordinary preparation and skillful execution.
#3 – PLANNED GIFT
Planned Giving is a set of ways a donor can leave money/assets to a nonprofit at his/her death; or a way to invest money so that the donor and/or the nonprofit receives benefits during his/her life and then bequeaths the remaining funds to the organization. Planned Giving is a complex program of various financial instruments that can be adapted to each donor’s needs.
Nonprofits can enlist professional help in setting up their planned giving programs and hire staff educated in planned giving methods.
HOW IS IT DONE?
The three-part ask is generally presented in the following order:
First, invite the donor to make (or increase) their multi-year gift commitment to sustain the critical ongoing operations of the nonprofit.
Second, upon securing their operations pledge, invite the prospect to make a “stretch-gift” to the one time project. (Consider asking for a gift ten times greater than their annual investment.)
Finally, invite the donor to make either a current gift or an estate gift to endowment.
What’s to be gained?
First, the danger of “robbing Peter to pay Paul” is drastically reduced.
Second, the WIN, KEEP, & LIFT concept of increasing a donor’s annual gift commitment to operations can be explored.
Third, this may be the first time an opportunity has presented itself to formally ask the prospect to consider making an estate gift to the organization.
The Three-Part-Ask is a proprietary component of the Major Gifts Ramp-Up Model. Study Chapter 12 to learn everything you need to know about boldly asking for your best gifts ever!
Three-Part-Ask Role Play – Major Gifts Ramp-Up Video was first posted at Major Gifts Ramp-Up
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