Transcript for "Discover the Most Likely Prospects in Your Blackbaud Raiser's Edge NXT®": Hello, and welcome to our session, discover the most likely prospects in your Blackbaud razor's edge NXT. I'm Tiffany Hamm, a member of our customer success team, and I'm so happy that you are all here with us today. Please note that we will have a live q and a with our presenters after the video. So for the sake of time, let's go ahead and get started. Hello, and welcome everyone to our webinar, discover the most likely prospects in your database with prospect insights for Razor's Edge NXT. Before we jump into our presentation today, let's go over some housekeeping rules. First, you will receive a link to this webinar recording by email within twenty four hours of today's session. The webinar audio will be broadcast through your computer speakers, so hopefully you can hear me. If you encounter any audio or technical issues such as the slides freezing, usually a quick refresh of your browser is the best way to get it working again. Worst case scenario, leave and log back into the webinar. Please be sure to click on the q and a at the top right to submit any questions you may have. When submitting your questions, please make sure to be specific. The more details and specifics we have, the better we can address your questions directly. We have a great team in the background who will be answering questions throughout the webinar, and we will have a live Q and A at the end of our time together to address the most popular questions. Next to the Q and A, you'll see a documents tab. Please click on this to access several links and resources that you may want to have during the presentation or to just save for the future reference. Finally, you can also use the tabs at the top of the event space to see today's agenda and to meet your speakers. So how about we introduce the speakers now? And I will start with myself. Hello everyone. I'm Lauren Enlow. I'm a strategic consultant here with the giving insights team at Blackbaud. I've been with Blackbaud now for just about five years, but prior to that, I worked in the development space, mainly in k 12 schools and universities. I wore many, many hats in the development office, starting as a database administrator, moving into annual giving work, major giving work. I was also a director of alumni relations for a time, so I've been all over the development office. So let me throw it to my colleague Marlene so she can go ahead and introduce herself. Hello, everyone. My name is Marlene Lucas, and I too am a senior strategic consultant here at Blackbaud working on the analytics team. And prior to being on this team, I've actually been doing analytics for almost four years now, but I've actually been at Blackbaud for almost thirteen years in May. And I worked on the RNXT consulting side of the house, did a lot of that, as well as some project management in the world of services. So worked with all sorts of clients over the years, and by far, my favorite thing to do has been analytics because I feel like we get to raise the most money, which is super fun. And also prior to being at Blackbaud twelve years ago, almost thirteen years ago now, I was a fundraiser myself. So like many of you have worn pretty much all the hats I can think of. I also have a little bit of background in higher ed like Lauren. I was a alum of Washington State University. So go Cougs, if there's anybody out there who even knows what Washington State University is. And, I was a student caller, started off there, and then moved into running, call centers at different universities and, and in the UC system and different things here on the West Coast, and then moved into fundraising actually into the office themselves. So I have dabbled again a lot in higher ed, but then also in a zoo museum. I worked in lots of different organizations in higher ed over the years. So I am very excited to be with you here today and share some of our expertise and some of this great information that's coming out of prospect insights and analytics. So, again, I'm thrilled to spend some time today really exploring how prospect insights can transform the way you identify and engage with your best major giving prospects. Major giving is the backbone of fundraising as most everyone knows, but finding the right prospects at the right time is really overwhelming for most of my clients, honestly. And even in the past when we did that work in my in the shops I worked in many moons ago, it was still like that. Right? So prospect insights is included with every RNXT subscription, and it uses predictive and analytics and prescriptive recommendations to guide you directly to the donors most likely to make a major gift. So today, we're going to walk through the redesigned PI experience, explore new analysis and recommendation features, and talk about how you can use PI to streamline your prospecting, strengthen your pipeline, and make more confident fundraising decisions. So please know we are assuming that you have seen the tool and have gotten familiar with some of the basic information around the tool. But if you'd like to review the basics, we will provide links to BBU, Blackbaud University, as well as some previous webinars created for that more basic overview. So now that you have a sense of the agenda, let's get started by reviewing why prospect insights matters. When understanding why ProspectInsights matters, we need to consider the major giving challenge. Fundraisers often ask, who should I be talking to? What should I ask for? How do I know if someone is likely to give? Prospect Insights answers all of those questions by analyzing your constituent database and surfacing the individuals with the highest likelihood to give. It brings clarity to your data and helps you focus your time where it matters most. As our data intelligence teams puts it, Blackbaud's data intelligence capabilities help you translate data into value so you can move your mission forward. PI does exactly that. It turns data into action. Who are my best prospects? How do I know who to focus on first and why? How do you distinguish those who are likely to give from those who are wealthy? These things are not mutually exclusive. How much should I ask for so we don't leave any money on the table? Which donors are giving below their potential? How do I assess my portfolio quality? Maybe it needs to be cleaned up a little bit. These are all questions that ProspectInsights can help fundraisers answer. ProspectInsights helps fundraisers in four main areas. First, it helps identify top prospects. Just because someone is wealthy does not mean that they are likely to support your cause. Prospect insights allows you to utilize the combined power of wealth screening and predictive analytics to make major gift fundraising decisions without the tedious work of outside research, importing and exporting, or managing an additional vendor relationship. It aligns your ask amounts. I mean, it's one thing to flag someone as a major gift prospect, but how do you really know who can give you $10,000 or $25,000 or a 100,000 or more? Prescriptive ask amounts allow you to maximize your donor potential. They allow you to upgrade existing donors, and they help you set campaign goals with confidence. Fundraising proactively. We see a lot of organizations who rely on word-of-mouth. I know so and so is wealthy is what they'll say, and or some other donor self identification to flag major donor prospects. Prospect Insights leverages comprehensive data not currently in your database to identify the best major gift prospects even if they haven't given at a high level before. And because new constituents are automatically screened when they are added to Razor's Edge, prospect insights allows you to proactively engage these prospects and get an early start on the journey to a major gift. And finally, supporting churn. Maintaining balanced portfolios by churning means, less prospects in your portfolio that are not going to be producing results. And also always constantly looking at this and filling it with people that have that potential will always be beneficial to your fundraising team. So here is what prospects insights looks like in Raiser's Edge. There are actually three places that you can find prospect insights in the in the database. First, you'll see it on the prospect level. So when you're on a record prospect record and you look on the right side, usually, it's on the right side. If you scroll down a little bit, you'll see it there. You can move these tiles around, so this could be different for you if you've played with things there. But typically, on the right side at the prospect level, you'll see an area called prospect insights. And here, we're looking at a prospect named Christopher in a database. And with his view, you can see it's providing some great intel about Christopher and his history of giving, his potential and recommended next steps, and providing a great deal of detail on what to do next. All of these data points are actually addressing many of the challenges I mentioned previously. So these are all ways that it's helping your fundraisers do more. Next, we have the portfolio view. So when you go to the area of the of Razor's Edge web view that says portfolio, and under that are several options, one of which is prospect insights. When you click on that, this is the view I'm showing. So as you can see at the most basic level, prospect insights is telling this organization again about Christopher and his history of giving, his potential, and recommended next steps. It's a little more truncated here, though. The data is similar to prospect view, but it it does allow you to dive deeper. As you can see, we're on the analysis tab right now, but there are additional tabs here, biographical, prospect management, giving, and wealth that you can dive into and learn more about Christopher on. We're gonna actually explore that a little bit later in the presentation today. But even at this highest level summary of analysis, it's definitely addressing some of the many major giving challenges that I talked about previously. And the third location will be WorkCenter. And you can access WorkCenter as a assigned fundraiser to your organization. If you have that menu, you'll see WorkCenter data there. And then you also can under portfolio again, go to WorkCenter as the menu item, and you'll see things there too. So this is providing you even higher level data. So this is a way you and your team can use prospect insights as a guide to managing groups of prospects and helping you prioritize and adding and removing people from fundraising portfolios. So this particular instance, we found 1,700 new high potential major giving prospects to qualify and assign. They found just over 300 prospects who could give more than they have been and just under 500 prospects that maybe need to be reconsidered in their portfolios. Maybe they're assigned to fundraisers when they shouldn't be. They should be considered more annual giving type, donors. So as you can see, prospect insights is solving all those major giving challenges I mentioned at the beginning and, is helping you prioritize and provide as much assistance as possible to help your team decide to do what to do next. It uses predictive analytics to surface the most likely major gifting prospects and answers who should we target, what should we ask for, what is the right next step. PI brings prescriptive actions directly into our ENXT. No exports, no spreadsheets. So now that you know some of the basics of where to find prospect insights in REX T and why it matters, Lauren's going to share some of the new features and additions that have been made. For those of you that have dipped your toe in prospect insights and for those that are new to the tool, let's talk about some of the newer features. Prospect Insights has made some really cool updates in the past year since it went live for all NXT users, primarily in the areas of making the insights clearer and more actionable. If you like to stay on top of the NXT updates, be sure to attend the product update briefings, are held in the spring and the fall every year. I think the next pub session will be in May. So be on the lookout for the announcement in your blackbaud.com updates. Okay. So the first update I'd like to share is for the teams managing access. You now have a more granular control over who can view unassigned prospects. When prospect insights permissions were first provided, users users shared that they wanted more control over the permissions within Prospect Insights. Specifically, they asked for the ability to decide whether a user should be able to view and manage unassigned prospects. Currently, you know, someone that has the, managed portfolio or personal portfolio, they can view unassigned prospects in the untapped candidates list, but they can only assign to themselves and not others. With this update, now you're able to decide whether someone should have access to unassigned prospects in that untapped candidates queue at all, or if they should only be able to view the prospects within their own portfolio. This becomes very important when you have rogue gift officers that like to go hunting for prospects. With this control, you can make sure this doesn't happen. And as a former major gift officer myself, I have to say sorry to my researchers and the people building my portfolios. I was this rogue gift officer, so you definitely would have had to lock me out. Okay. So now you're also going to see some expanded constituent data. The new analysis section, is now going to explain why a prospect is being surfaced and the recommendation section that you see there, that's going to tell you what to do next. The analysis section explains the prospect insights models in the context of the prospect you're viewing and the recommendation section outlines the action being recommended based on our predictive analytics. This view also brings in additional details from the constituent record such as constituent codes, prospect status, right, to help you to determine whether to qualify and assign a prospect or dismiss them to review later. Think of this as a place to get started when it comes to building your strategy around engaging this prospect. In this example, shown here on the screen, the analysis shows that the prospect is listed as very good on the major giving likelihood scale because the prospect has a strong giving history and the wealth indicators show they could have some wealth behind them. As a result, the recommendation is to qualify the prospect and start reaching out to build a relationship. We've also added improved workflows, including the ability to mark a prospect for review in six months or twelve months or to remove them permanently. So when a prospect isn't ready for whatever reason, they just purchased a new home, their company is in the midst of a major merger. They just had a baby. Whatever the reason, we can throw them back into the prospect insights pool and they can be resurfaced in six months, in twelve months, or we can permanently disqualify them all depending on the circumstances. You get to make that decision in the midst of the review process. You can also add additional context when disqualifying prospects. Originally there were fairly limited options for disqualifying, but now you not only have the additional options, you can add a note, right? This space gives you the ability to write a short paragraph detailing the reasoning behind the disqualification so that everyone knows what's going on with that prospect. Now the last piece we're going to talk about here are metrics and reporting. Right? Within prospect insights, we have expanded the analysis section to give you an overview of how things are going. One exciting update is that scores are now updating weekly, which is giving you more timely insights. Okay. Now with the portfolio quality piece that shows up on the screen here with these metrics, it's going to show you the percentage of high potential and modest potential prospects that have been assigned to a fundraiser. Additions include metrics that show actions that you've taken over a rolling twelve month period. They will also surface the number of prospects qualified and assigned along with their target gift range. These metrics will give you the ability to tell a story around the impact that you're having with the actions you're taking in prospect insights. One of the nice features here is that you can filter these charts so you can see a broad overview of what's going on with all of the fundraisers or you can drill down and just view one fundraiser. So now Marlene is going to provide us with a guided walkthrough of how to utilize some of these prospect insights tools. When you first log into prospect insights under portfolio, there are a series of options. Any of the blue fields that are hyperlinks you see here will take you to lists of prospects that you can interact with and filter on. I know that many folks have had a chance to explore those various areas and see the list of prospects and then look at each prospect to qualify, disqualify, assign actions and fundraisers, and the like. In fact, Lauren showed you how to do some of these features in her session or her little section there that we just talked about and some areas where actually prospect insights has been improved over the last year. So I'm gonna actually focus on something a little different. I'm gonna look at the top right hand corner of options because you know what? As a person who uses this all the time, I sometimes forget this is here. So we're gonna dive into prospect insights in this area, which will be redundant to some of the other links that you use. So first, we're gonna start, with that top one that says all assigned prospects. The first menu option in that top right hand corner, like I said, was all assigned prospects. Here, you immediately see an active list of records with their TGR and MGL scores, target gift range, major giving likelihood, just so you know. Those are not that that screen's not shown here. However, when you get that, you get that top menu. You're looking at a list of people, every single prospect that's assigned to a fundraiser, and you get these filters that are showing at the top of the screen right now. Fundraiser, show prospects, constituent codes, PI models. Here, you can decide how you wanna filter your groups. So the you can do things like constituent code, like parent or alum, or you may only wanna see records of prospects assigned to you or only target gift ranges above 10 thousand. You can filter by all of those things and prioritize how you wanna look at those lists of prospects there. Then within each prospect's record, you will see the analysis biographical data prospect management data that I talked about before. So here, we are looking at the analysis page again at the top there, kind of in the middle of the screen. That's showing you what I showed you earlier about Christopher being an excellent prospect and some of the basic things about target gift range and major giving likelihood. Next is a biographical page that I did not show here, but that is gonna be saying things about Christopher's spouse and his household and his address and anything else that might be coming from that bio one page formerly in the, database view, but just some of the generic stuff about Christopher. It also will include some things like, the assigned fundraiser and things like that as well. And the next thing will be the prospect management data. That actually will include things like assigned fundraiser, action and opportunities, as well as prospect status and classification information. And then we also have giving and wealth information, which I'm showing here, and it doesn't have any data. But you can see here, giving behavior, lifetime giving, largest one time gift, as well as other indicators and estimated wealth and identified wealth functions. Each prospect's data includes a detailed analysis explaining the factors driving their score, giving history, engagement patterns, wealth indicators, and more. The recommendation section tells you exactly what action to take next, qualify, cultivate, solicit, or steward. This means you're not just seeing data, you're seeing a clear path forward. The next option in that the boxes in the top right hand corner is analysis, which, of course, provides you with that big picture and high level information we've talked about before. This provides you with some basic information about portfolios and prospect assignments. You can also see some of the potential from these prospects, which may help you identify where you might wanna focus assignments. Note that the hyperlinks recommended how you can improve your portfolio's quality by dismissing low likelihood major giving prospects or qualifying assigned untapped candidates. When you click on those hyperlinks, you access those lists. And then under analysis is the option to also look at your disqualified prospects in case you wanted to make some changes to that list. So that's the third item on the related links section. And honestly, if I showed you a screenshot, it would just be a list of disqualified people. So I'm not showing you that screenshot. The last item in that those that red there is prospect insights elearning. I think this one is actually super important to share. This is actually providing you with you a link to all the help functions and those hyperlinks. And in this case, it leads you to where you can take additional elearning training on prospects insights to learn more. So lots of different links, and links within links. Right? You just start pulling on the little thread of information and you can learn about everything in this one area. And finally, one thing I think I should definitely explain as part of the tour of prospect insights is a better understanding about target gift range and major giving likelihood. That is definitely something people ask us constantly. So first, when looking at a prospect and understanding their value as a potential donor, there's just a great deal of information being provided. So when we're working with analytics clients, I always say, let the analytics bubble Analytics bubble people up to the top to help you prioritize your prospects. So looking at records with appropriate target gift ranges to the work you're doing, a thousand dollars, $5,000, 10,000, 25, whatever your major giving focus is, along with excellent for major giving likelihood is always my go to for a top prospect. So basically, anyone at a thousand and above for target gift range or excellent for major giving likelihood. You can also look at very good as well. The target gift range is a projection of how much a prospect can give over the next twelve months. And this value is not necessarily the amount you should ask for, but it is the amount the data is suggesting that the donor could be at. Major giving likelihood is telling you how much this donor looks like a $10,000 donor. And if that score is good, very good, or excellent, they have a great deal in common with other $10,000 donors. Another thing I just wanna point out is I am pulling up the help menu in these screenshots here. So where the little blue eye is, that's what I clicked on to get the help menus pulled up. So there are many factors that go into these models to provide these predictive values, but keep in mind that they go together a little bit like peanut butter and jelly. A high target gift range with a low major giving likelihood is not necessarily a good prospect and vice versa. The best prospects are when they have good scores and you can further validate them with your own information, such as giving history and your interactions with that donor. This data is only a piece of the puzzle. You, the fundraiser, are building that relationship. Prospect Insights is giving you suggestions and helping you identify potential and laying the groundwork for you to start the journey. But it is up to you to decide on the right path for each donor and make it all happen. So now Lauren is going to provide us with some practical tips and tricks for using this information in your day to day work. Okay. So on to tips and tricks. When using prospect insights, I like to first think big picture. What are the things that I'm trying to accomplish? And then how can I use prospect insights to help? So you might start your day by reviewing your surface prospects, Revisiting these prospects after the weekly scoring refresh can be helpful, or you may need to stretch that out to a monthly review just depending on your bandwidth. So take a peek at the prospect insights queues to see if there's been any movement, especially in that untapped candidate's queue. Small habits lead to big results, but being intentional and keeping to a schedule to review your prospects can ensure that you are staying on top of any movement that may occur. Once you've moved into the part of your day that may include donor calls, you can use prospect insights during the calls to personalize your outreach, maybe using the scores to prioritize your call schedule or using the target gift range to formulate your ask amount. During team meetings, you can incorporate prospect insights into the conversations to help make decisions on how to handle an individual prospect. Or you can use the data to share newly identified prospects who may need a prospect manager. When everyone on the team understands the scores and how they can be used, it will lead to a more robust prospect conversation, and it'll streamline the meeting because everyone understands the rationale behind adding or removing a prospect. So we mentioned reviewing portfolios as something you might wanna use prospect insights for, and I thought it would be a good time to share some best practices when thinking about your portfolios. First, the questions you need to ask yourself when you're beginning the process. Do you you have too many people in your portfolio? Are you able to have meaningful relationships with each of them? Are you able to do discovery work to identify new prospects with your current portfolio size? What are other responsibilities that you're currently having on your plate that might hinder you from engaging with prospects? How often do we need to perform portfolio reviews? Is it monthly, quarterly, annually? The answers to these questions are unique to your organization. Only you can handle what's going on in these present circumstances. So you have to take that into consideration when looking at your portfolio size. Now, you know, there are some best practices around the size of that portfolio. You know, I would say a range might be somewhere between 75 to a 150 prospects if you're a major gift officer that may be focusing just on major gift work. If you have some managerial roles or maybe you're the CEO of the organization with a small portfolio, maybe your portfolio size is somewhere between twenty five and seventy five. Again, it's based on where you are and what your current bandwidth is. Same thing with creating that cadence for how often you're having those prospect review meetings. You know, you may have smaller team meetings that are happening weekly just to keep on top of what's going on in everyone's individual portfolios, and then you might do a larger review quarterly. You have to take the time to figure out what's going to work for your organization. So when you're sifting through your prospects, right, what makes a good prospect? So let's talk about that. Right? What information are we using to determine how we're going to engage with our prospects? With all the prospect information or prospect insights information, excuse me, at your fingertips, you wanna have an idea of what makes a great prospect, a good prospect, or an okay prospect. So here, we've got them kind of delineated by gold, silver, and bronze prospects. So let's talk about gold prospects. A gold prospect is someone who will usually have an excellent major giving likelihood score and a target gift range of over $10,000. But there are other characteristics or data points that you may be tracking in our in RE NXT that may make one person look better than another. So what might those indicators look like? Could it be their higher scores for network net worth and investments, higher engagement scores, event attendance, how many times they clicked through in an email. All of these things and many more could be key to elevating one prospect over another. Think about it again. What's important to you? On the flip side, when reviewing portfolios, you also need to consider who's not a good fit and maybe should be removed from that portfolio. You may consider things like, do they have a low major giving likelihood score and a low target gift range? Maybe they've been unresponsive. Right? But how many times have they been unresponsive, and what channels have you used to try to get in front of them? Or maybe you've gotten verbal confirmation from the prospect that they're just not that into you. Right? All of those things need to be taken into account. So take some time with your team and talk through this issue of what makes a good prospect and what doesn't. People may have different ideas when addressing this issue, But I've said it before, and I'll say it again. When everyone on the team understands what's going into the secret sauce, things are gonna tend to run smoother. Let's get into, you know, what the portfolio review process might look like. Right. Through this process, we need to decide who to keep, who to reassign to another fundraiser, or who to unassign completely. So first, let's take the easy step of removing those prospects that might not be the best fit at this time or those with low likelihood. So that's the list I'm gonna lean into. Right? We're gonna look at the low likelihood queue in prospect insights, and we're gonna work through that list to make room in our portfolios. Next, we're gonna review prospects, that may be left in a portfolio to make sure we are engaging them, and we have set out ask amounts in the right place. For that, we're gonna go to the undergiving queue. This gives us the opportunity to make sure we have been intentional with our asks and we aren't missing anything. Finally, we're gonna zoom out and look at all of the prospects that have been assigned and get an overview of where we are. What's the full scope of the portfolios? What do they look like before we go back to the till and begin to mine for new prospects? So the portfolio review process is gonna include reviewing those low likelihood folks and removing them, reviewing the candidates in our portfolios that are under giving and maybe reassessing what those ask amounts look like, and then taking a big picture view of everybody that's been assigned to make sure we're comfortable with where we are. So what does prospecting look like when we're trying to find new prospects with prospect insights? Well, first, we're gonna start with that untapped candidates queue. This is where we're gonna find the ability to review all of the prospects that look like they have potential. People with higher likelihood and higher target gift ranges. Right? That's where we're gonna spend time in that untapped candidates queue. This can be a tedious process going through each person one at a time. But if you and your team have taken the time to set up the parameters for what makes a good prospect, this should be an easy review. Take a look at the prospect insights information, the wealth analysis, the modeling, review notes, that you may have taken on this person that may live somewhere in razor's edge. If you have access to ResearchPoint, you may hop over there and do a deeper wealth screening. With all of that information at your fingertips, you can make an informed decision to dismiss, assign, or qualify a prospect. Qualifying simply means that they're a good prospect, but may not be moved into a portfolio just yet. And that's the next place we're gonna go. Right? Once we've reviewed those untapped candidates, we're gonna spend a little bit of time looking at the qualified prospects queue. I've heard some people describe this space as a a holding room or maybe a pipeline for their donors. When looking for new prospects, this is a great place to visit because all of the background work should have already been completed for this group of folks. We have, made the decision that this person looks like a good prospect, and when there's room, we can move them into a portfolio. So I've seen people, you know, put folks in the un in the qualified prospects queue, and holding them there. And when they hire a new gift officer, they already have a pool of people to throw into their portfolio. It's also a great space again when you're you've made room in your existing portfolios to slide someone new in there. Lastly, we may want to take a peek at that disqualified prospects list or the people who we decided weren't good prospects in the past. You never know. Someone's circumstances may have changed since they were disqualified. Maybe there's a new initiative that they would be perfect for, or maybe now is the time. So take a minute to quickly review that list. It can't hurt. So I hope all of these tips and tricks have given you a place to get started with using prospect insights. Maybe it made you think about reframing or, you know, restructuring your prospect management process. Most importantly, I hope it leads you to have more conversations with your team so that everyone is on the same page. Next steps. When you leave this webinar, take some time to assess if prospect insights is aligning with your team's needs. Visit Blackbaud University and take some of the prospect insights training courses and play around with the tool and get a feel for it. Update your policies and procedures to include new prospect insight steps. Make sure that everyone knows how the tool is now being used within your organization. Lastly, just get started. Make sure to keep training with Blackbaud University and staying active in the community ideas bank, you can choose the prospect insights category. Your colleagues in the community are always finding new ways to engage with the tool, and they're sharing their successes and asking for help when needed. Lastly, don't forget to join us for the next round of product update briefings or pubs, which should be in May to hear about all of the things that are up and coming with Prospect Insights. So thank you for joining today's session. Prospect insights is a powerful tool that can transform your major giving strategy, and I encourage you to explore it on your own in the NXT environment. If you're looking for deeper analytics and expanded predictions, join us next week for the prospect insights pro webinar. Don't forget to download the handout, and bookmark the links from today's session. You're gonna receive the recording, remember, within the next twenty four hours, you can always come back and revisit our conversation today and reach out to support when you have questions. So speaking of questions, let's open things up for our q and a now. Oh, there Here am. we go. Marlene, are you ready to answer a few questions? Because we got some great ones. Yeah. It's yes. All right. Let's go. I think the overall prevailing question that we got during this webinar is about querying, and lists. So the question is, can you query for prospect insights data? You wanna take that one? In PI Pro. I am. is the. answer. Actually, in the webinar next week, that is one of my very favorite things. That is a new feature in PI. Pro. So, yeah, while you can't do that in prospect insights, you can do that in PI Pro, in a relatively limited capacity. So there were a few questions in the chat about, you know, pulling people by different types of things they might give to and different things like that. And you would just use your regular parameters on that, of course, use the PI's change how it's still good that target gift for anything else giving history, but you can filter on excluding people that have gifts to certain things so that you're not looking at those. But, yeah, there's a little capability. with lists and in in PIPro. It's. super helpful because, of course, looking at these things as an individual, looking at the list in the you're still seeing all those things, but you just can't filter quite as much. Right. So you can't, query. that answers everything. The information is, yeah, Yeah. it's not gonna allow you to query. It's not gonna allow you to translate on lists. And I think there was one question specifically about, turning the PI data into a PDF. No. You can't do that yet. But again, as Marlene said, Yeah. with pro, you've got some more options with using some of the PI data and building your own lists. One of the other questions, Correct. we got about querying was about, can you query for disqualified prospects? And again, the answer is no. You cannot query for disqualified prospects, but prospect insights is gonna create a list for you of everybody that you have disqualified. So you can go and review that dismissed list and. and go through that and remove the dismissal if you're ready to. I think that was another one of the questions of, you know, what's the difference between, you know, in the disqualifying and and dismissing? It's kind of the same thing. What you're really saying is that we're not ready to assign this person, and we don't want them to keep coming up on the prospect insights list. So that's why you could dismiss them for six months, twelve months, or if you know you don't wanna see them again, you can dismiss them permanently. Okay? Marlene, is it possible to keep certain donation information away from prospect insights? I thought that was an interesting question. Is it possible. to keep donation information? Is that what you're saying? But I think I think that's kind of part of the question we answered already, which is, can you control what PI is looking at? And no. It's all happening in the background. And that's true for PI. and PI looking. at everything. So they have their predictive models. They have what they're looking at. Sometimes they're looking at giving history with some of the models, especially in the PI Pro area, but sometimes, you know, Pro area a little bit more. You can't control that. And it also you don't really I don't think you'd want it, like, one of our clients who aren't using PI and some of the other modeling that we offer, if they exclude too many, like, all their members, did I go away? Being crazy. Did I go away for a second? I'm sorry. The giving history, consecutive years of giving, something is not included, and so suddenly that changed that prospect to you. Years of being a member might be a higher or more or something. So I'm on the fence. There's reasons to exclude it, reasons to include it. But PI, just in general, just includes everything. Yep. It's looking at all of that giving data. It's not you can't dismiss constituencies because I know some organizations don't want their employees screened. If they're in Razor's. Edge, they're gonna get the prospect insight scores. Is this a good tool for major giving? Absolutely. The goal here is to help you to make sure that you have the strongest portfolios. We wanna help you to identify the best prospects possible. And yes, so this is a great tool for major giving and helping you to identify who are the best major gift prospects in your database so that you can figure out the best way to engage with those individuals. Okay? Estimated wealth versus identified wealth. What is the difference between the two? Well, I am happy to answer that one. I actually have PI and PI Pro open on my screen here to make sure I get it exactly right. But the identified, the estimated wealth is actually if you click on it, if you're in PI, there's a option to click to view more, and it will show you the two columns. The what the, estimated is, which is things like estimated net worth, estimated income, estimated discretionary spending, estimated, what's the other one, net worth. Did I say that already? Any and investments. So there's those wealth, kind of those wealth indicators. And so those are analytical data. That's analytical data. Versus the identified wealth is what would be something from a more traditional wealth screening. So if you use a tool like ResearchPoint to run wealth screenings, that's the type of data that's implying, which is identified wealth. So and then I know in PIPro, it does break it down a little further even by real estate, by prop you know, different types of wealth. So, that's a a slight variation, I believe, that happens between the two. But, yes, it is broken out by estimated. Assume estimated is all about analytical data. Know, they live on the street. They shop in these stores. They do these thousands of things, and the data thinks their net worth is this versus their house and the three properties they have are worth this, which is more prospect research traditional prospect research. Mhmm. Yeah. So I have seen the question a few times. Why do I wanna qualify a prospect as opposed to just assigning them to a fundraiser? And I thought this was interesting. So I like to think of my, qualified pool as people that are kind of next up. So initially, I'm gonna assign as many prospects as I want to my portfolios for my fundraisers. Whatever that magic number is for you, 25 people, a 150 people, I wanna get their portfolios full. But I'm still gonna be reviewing prospects kind of in the background so that they're next up, they're ready to go. So when my fundraisers come to me and say, hey. I've got room. I have people that have already been vetted that I can go ahead and just move into their portfolios. Or if I know that I'm hiring a new gift officer and I wanna be prepared before they're in Raiser's Edge and they are assigned as a fundraiser, I can have my qualified pool as my holding area for moving them on to my fundraiser. So it's kind of just like a holding tank. It's kinda how I think about it. Let's see. How often is prospect insights updated, and do we know the exact date when it's going to be updated? I believe it's weekly. That used to be quarterly, I believe, so they updated that. That's a newer update, which is awesome. So even for those of you who might have modeling, we talk a little bit about this in our session next week. But if you have traditional modeling with us where you purchased, you know, ResearchPoint and you've got, you know, all these different ratings that you, you know, sync with ResearchPoint or whatever, maybe you import it, Just know that you're gonna, now I lost my train of thought. Wait. What was the question? Say the question again. I just lost my train of thought. often is it updated? Oh, thank you. Just know those people, you know, we do those on an annual basis, and, that data is kinda there. So any new people you get are gonna have prospect insights. So you can use that combination, pretty powerfully. Even if you don't even have pro, you just have that data. So you can get some Affluence insight data and bring it over, which is kind of more that estimated wealth stuff I just mentioned. And then you can also, use that the prospect insights data. So you can get a target gift range and a major giving likelihood on anyone. And I believe once someone is added to Raiser's Edge, it's within twenty four hours, they get their prospect insight scores. So I just think about events that I've done in the past where we're supposed to, you know, tell the board member who they're supposed to meet that night and how powerful that would have been back in the day when I did fundraising. So that's immediately where I go. Okay. Who are the people sitting at Table 10 and that board member so and so needs to meet? I would know that because I would have PI telling me some of those key people just because they were registrants. Right? And they became constituents in my database. So very cool. Here's an interesting one. Don't major gift officers need a list of prospects first? And you start using PI after having some leads. So I think this is about preference and how your prospect management system is working. So for organizations that have someone that's a researcher or someone that is in charge of filling the portfolios, they would start using PI first to find the best prospects and then present them to the gift officer and say, hey. These are the people that I have looked through and I have vetted, and I'm adding them to your portfolio. And then we can continue the conversation going forward as to whether or not they need to stay there versus other organizations who are letting their major gift officers be the ones to fill out their portfolios on their own. And they may use the prospect insights information to help them figure out, should this person be assigned to myself? So I think it's all about preference within the organization for how you want to use it. The tool can be used in multiple ways. You have to figure out the best way that it's gonna work for you and your organization. Let's see. The difference between prospect insights and research point. What is the difference? Well, I'll just answer that one because I answered a lot. ResearchPoint is a think about ResearchPoint Point and Raiser's Edge. They're both databases. And ResearchPoint is a prospect management tool database, where Raiser's Edge, of course, is a constituent relationship management database. Right? So research point is where you go to pull up a person, whether you find them from outside or you have them in there already, and you run a wealth screening on them. So, again, that's that more traditional prospect research information. Things like hard asset data, how much their home is worth, any security, stocks, holdings, anything like that, information about their their income if they're high enough in a company. It also can be giving history to other organizations. It can be some other wealth indicator data that's, you know, kind of the stuff you would do with any, prospect management tool that you might have, even with some competitors to Blackbaud. Right? So it's providing you that raw data. I like to, always talk about analytics and, wealth information like an iceberg. And, I always say the wealth point data that you're screening on a person is the above the surface of the date of the iceberg. It's the raw data, the googly stuff. Right? And then everything below, the surface of the water is that analytical data. And that is traditionally what, I mean, all these other tools are, target gift range, your likelihood scores, all that other stuff. So that's the big difference. So with PI, though, there's, it's a nice little hybrid. So it's got mostly stuff below the surface. That's what most of it is. But there are some things like identified wealth that is clearly showing some wealth point type screening, traditional prospect research data. So hopefully that helps answer that question for everyone. K. We did get a couple of questions around sorting the lists in prospect insights and filtering the lists. One asked the question, can you sort the untapped candidates list alphabetically? No. But I will tell you that the way that list is sorted is it's putting the higher level prospects at the top and the lower level prospects at the bottom. So you can't sort it alphabetically, but you can now filter those lists. So someone asked specifically about filtering based on I'm guessing it was a k 12 school or university who asked this question, but filtering based on alumni, current parents. Yes. You can now filter based on constituent code, and you can also filter based on the PI scores. So if you wanna see the higher likelihood people on the list, you can sort that way or filter that way. So that is a newer feature that's been rolled out in the last couple of weeks. Okay? So I got a question here about the target gift range, And the target gift range being, is it a demonstrating a gift amount or an ask amount for someone making a gift to your organization, or is this a gift amount for them to make a gift to any organization that they might be interested in? Target gift ranges to you. However, they're looking at data, not just about you. So, we're looking at capacity. There's just a variety of things that go into these models. So I'm not gonna tell you all the secret sauce stuff, and I actually am not a statistician, so I don't understand it all anyway. But, it's giving you all this information, and it's a projection of what someone can give over the course of twelve months is typically what target gift range is. In contrast, though, potential gift range, which is something that's in PI Pro, that is actually looking outside of your organization, specifically to what they could give to all you know, a little bit more about their, things outside of giving to you. So perhaps they're a brand new prospect, one of those people that came to that event at table 10, for example, and they don't have much of anything with you. But they have been giving, you know, ten, twenty five, fifty thousand dollars to other organizations. That type of stuff will bubble that person up. So even though they might have a very low target gift range for you because they're giving to you is kind of not it's kinda moot, the the giving to other organizations is significant. So they that person would have a higher potential gift range versus target gift range, if that makes sense. So that those two things are looking at different things about that particular donor. Okay, is there a comparison somewhere that shows what features PI Pro includes versus regular PI? Well, I would first suggest coming to the PI Pro webinar next week so you can learn more about what PI Pro offers. But there is a sheet somewhere. I don't know exactly. where it is, but there is a comparison chart where you can see the things that are different with prospect insights versus prospect insights pro. Yeah. It might be in that elearning section, by the way. Yeah. So if you're in there, explore that because I think it is one of the hyperlinks in there. And there's a document. And then I think next week, we have a document similar to that that adds some of the other modeling things and what they all have and don't. have. And I think there are some documentations. out also. think you can get to. it from the knowledge base. If you use knowledge base to find out. information about things, there is a section there that talks about PI versus PI Pro. Let's. Yes. see. So we someone in the in the room has looked themselves up on prospect insights and said that their estimated wealth was over four times higher than what they actually make, and the identified wealth has their home listed higher, where is it getting this information from? Right? Why would somebody be rated so much higher than they think they are? Real estate gets a little tricky in my opinion. I agree. It just depends on kinda where you live. When I work with clients in New York or San Francisco, a lot of the things we do are very different than we do with some other folks in mainstream America because, SKUs, things are different in those areas, and there's everything's so much higher. So just think about it. It's not regional at all. So, but, you know, housing markets will definitely influence, your estimated wealth or that estimated number. And then for the identified wealth, it's coming from a variety of places matching to, you know, just it LiveRamp is producing a lot of this data, and it's just a lot of data on the background. So it's a I don't know. I can't explain exactly all the sources, but it is looking at numerous sources to make sure we get the right John Smith. Right? So, but it could be if you use a, you know, if you use multiple, or if other things are connected to your name and your name is a little more common, I mean, that could skew identified a little bit for sure. We see that in Research Point a lot actually happen. But that is one big difference between something like Research Point, a prospecting tool versus PIPro, and PI. Because, when you're in Research Point, you can control that narrative a little bit more. You can decide what's confirmed and what's identified, and you can say, no, this is not him, even though the data is implying it is. You can make those decisions. So that's a big difference. Yeah. So I like to think of it as. research point is or prospect insight is pointing us in the direction of people that look wealthy so we can begin to make decisions for how we're going to engage with them. It's not giving me the end all be all of what their wealth looks like. Correct. Yeah. Okay. Good way to say it, Lauren. Alright. So I think that. we, got through out of time. of the questions. So there's so many great questions though, guys. And do come to our session next week. I think some of your questions will get answered even more then too. Absolutely. Thank you. Thanks, everyone. We really appreciate your engagement today. Keep the questions, you know, coming. We'll we will answer as many as we can, of course, on the during these sessions. I did paste a link into the RNXT help file that shows the comparison of prospect insights and prospect insights pro. So you can take a look at that if you're interested. It is in the RNXT help file in your platform. So that's something you can search on if you don't grab that link. I do wanna launch the survey. So we really wanna know what you think, what you thought about this session. We love your feedback, and that helps us craft new sessions and just update what we have. But thank you, Marlene. Thank you, Lauren. Really appreciate it. And thank you to everyone who joined. The survey's really quick. I'm gonna launch it right now. Just a few questions, and we really appreciate if you could provide your feedback. So I'm gonna let that go. I hope everyone can see that now. And we got some really good questions here, and I'm learning a lot myself being in customer success. I know there are a few questions asking, you know, does Razor's Edge NXT, is it included with Razor's Edge NXT prospect insights is part of your contract? If you're unsure, you can always reach out to your customer success manager. There are a few questions. Do I have pro? Do I have the regular prospect insights? Customer success or account executive can certainly answer that for you. Just take a look at your contract. If you're interested in discussing what prospect insights pro what the cost is. There are several things that determine what the cost is based on your record count. There's there's a lot of that. I don't I don't deal with the pricing piece of it. I'm more relationship based, but we can certainly pull in your strategic account executive to talk about that with you and just help you to make an informed decision. But with that, I just wanna say thank you. We appreciate your time. We appreciate your engagement, and we hope to see you next week for the Prospective Science Pro session. Take care, everyone. Bye bye.