Over the last 18 years, Bob Westfall has helped charities and not-for-profits raise over one billion dollars for their work. He unpacks why some people give and others don’t, the wrong script to use when raising money, and the principles behind raising more money.
Bob also explains why economic downturns don’t necessarily reduce giving and can even increase it.
Welcome to Episode 384 of the podcast. Listen and access the show notes below or search for the Carey Nieuwhof Leadership Podcast on Apple Podcasts or wherever you get your podcasts and listen for free.
Plus, in this episode’s What I’m Thinking About segment, Carey talks about 7 fresh ways to talk about money in church.
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Convoy of Hope
Millions are hungry this holiday season, but you can help. So far this year in 2020, Convoy of Hope has delivered 150 million meals to those affected by COVID-19, all in partnership with the local church.
Convoy of Hope is a Christian humanitarian organization that exists to bring hope to the hungry through feeding initiatives, disaster response, women’s empowerment and agricultural training, empowering others to live with greater independence and freedom from poverty, disease and hunger.
Thousands of churches around the U.S. partner with Convoy of Hope to help those in need in their local community. You and your church can, too, this Christmas season.
Convoy is one of the most trusted non-profit Christian humanitarian organizations in the world. They take your dollars and stretch it into 6 dollars because of their partnerships with companies like Wal-Mart, The Home Depot, Culligan, Nestle Water, Bass Pro Shops and more.
You can bring hope to the hurting and hungry this Christmas season by texting COH to 68828, or visit convoyofhope.org to donate.
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INSIGHTS FROM BOB
1. If you want great donors, preach vision not conviction
Churches and non-profits rely too much on preaching a believer’s “duty” to give a tithe. Modern research on philanthropy shows that 95% of modern giving is done because someone believes in the mission of whatever organization they’re donating to. So, if you want more donors, make a case for why your organization is a worthy place for someone to support.
Bob calls this your “transformational case.” He sees 3 major aspects to a good transformational case:
- Intellectual: You explain the who, what, when and how.
- Emotional: How are you changing lives? On what scale?
- Transformational: How are people’s individual gifts making a difference?
You need donors to go through all three of these steps in this specific order.
2. Surround non-generous donors with generous people
So, how do you take a non-generous person and lead them to be generous? Bob says it doesn’t happen overnight, but it happens by modeling, engaging and discipling those people as a generous person. If you’re a generous person yourself, and you’re trying to disciple and engage a non-generous person, it’s gradual not quick, but it can be done.
Bob’s company, Westfall Gold, has done a study of the giving of all of their clients and donors over the last five years and found the number one factor that moved people to a higher level of generosity was community. If they can get a non-generous person to be in community with a generous person, that is their best shot at transformation.
3. When a donor loses big in a recession, lean in not out
When economic uncertainty hits, you will likely have donors that lose a high percentage of their net worth and lose the ability to give to your organization. Your temptation would be to quit focusing on these individuals. Don’t. This is a time when you should lean in to those donors not out.
If you’re a pastor, these people might need your care now more than ever, and if someone was able to reach a high net worth once, it’s very likely that they’ll be able to do it again. If you abandon them when they are down, they will abandon you when they get back up.
Quotes from Episode 384
Looking for a key quote? More of a reader?
Read or download a free PDF transcript of this episode here.
Want To Get Ahead In 2021? 5 Skills You’ll Need.
What if 2021 could be a year of unprecedented growth for you and your church?
I know, that sounds crazy, but like most things, it’s crazy until it’s not.
2021 can be a great year for you and your team, and I’d love to help you make it happen.
That’s why I created the 2021 Church Leader Toolkit.
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I’ll be releasing 5 parts of the toolkit throughout December. And it’s free.
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Next Episode: Kayla Stoecklein
In August 2018, Andrew Stoecklein died by suicide. His death made news around the world and rocked not only his congregation, but the wider church leadership community. His widow, Kayla Stoecklein, joins Carey today to talk about the unique pressures of ministry, what it’s like to be a pastor’s wife of a growing church, Andrew’s mental illness and death, and how to help leaders who are struggling.
Subscribe for free now so you won’t miss Episode 385.