1	Fundraising: Events & Call Time
2	Tonight’s Trainers
3	Objectives for this Session
4	Tonight’s Focus Your Finance Plan Goals Benchmarks & Timelines Targeting Tactics Events & Call Time Most frequently used (and misused) fundraising tactics
5	Fundraising Events AKA ‘Partying for Dollars’ Different Kinds of Events Dinners & Galas Concerts, etc. House Parties Attendees (donors) get entertainment and exposure to the campaign Campaigns get contributions
6	Events: Strengths & Challenges Strengths Engages the donor Gathers a large group of donors to one place Works for any level of donor Challenges Time and Labor intensive Requires formal recruitment effort Cost over-runs possible
7	Events: Return on Investment People Cost = High Money Cost = High Time Cost = High
8	Setting Up a House Party Program Budgets & Goals Spend very little Raise very much Hosts do the work Find a host or host team Set a time and place Create your own list Invite your list Phones, direct mail, email RSVP goals & attendee goals
9	Throwing a Party Your “Guestbook” = data capture Collect the money Mingle The Pitch Personal story Campaign context Solid “Ask” Collect the money
10	The “After Party” Following Up Track event data Thank you letters Hosts Donors Attendees Recruit at least 2 future hosts at each party
11	Listener Submitted Questions
12	Call Time AKA Smilin’& Dialin’ Candidate with a staffer in a distraction proof room Series of individual conversations Targeted list Formalized and scheduled process Priority # 1!
13	Call Time: Strengths & Challenges Strengths Personal contact = High Yield Low financial cost Challenges Time intensive Candidate frustration
14	Call Time: Return on Investment People Cost = Low Money Cost = Low Time Cost = High
15	Before You Call Know your list Determine your tracking systems Block-off time and secure a distraction-proof space You’ll Need Researched call sheets Download sample call sheet Call tracking sheets Download sample call tracking sheet
16	Time to Call Two person operation On time, on track Quantify benchmarks Close the deal
17	Hang Up and Get to Work Follow-up notes immediately after the call Track your data ASAP Go after your pledges Staff does most follow-up Get Thank You’s out quickly
18	So…What do you say? Mastering “The Ask” The 5 C’s Connect Context Commitment Catapult Confirm
19	The Set Up Connect Human invitation Listen Context Problem Solution Urgency Commitment Solid Ask Ask for a specific & targeted number (and ask high!) Listen
20	The Follow Up Catapult Get excited, thank them! Set up a follow up plan Thank them again Utilize their networks Confirm Collect the $$$ Track your results Cultivate a relationship Ask again
21	Listener Submitted Questions
22	Homework Use one or both of these tactics to raise $500 for your DFA group or candidate
23	Thank you for joining us!
24	DFA Training Academy