Video: Mastering Major Gifts for Year-End Fundraising Success | Duration: 2824s | Summary: Mastering Major Gifts for Year-End Fundraising Success

Transcript for "Mastering Major Gifts for Year-End Fundraising Success": I presume? It'll start. It'll it should pop up when the session starts. Yeah. Cool. Alright. I think we are live. Well, welcome everyone. Thank you so much for, joining us for today's session, Mastering Major Gifts for Year End Fundraising Success. My name is Ashley Clark. I'm a marketing manager here at Blackbaud. We're so excited to present this webinar today as part of our end of year fundraising webinar series, where our aim is to equip you with effective strategies to inspire, engage, and energize your donor base during the year end giving season. It's hard to believe that it is already upon us with Giving Tuesday coming up very quickly. So let me skip over to the agenda today, and then I will give some housekeeping reminders before I hand things over to Rosita and Steve. So for our agenda today, you can see we've got a jam packed session today. We'll probably take the whole hour, but we will try to answer some of your questions at the end, and we'll come back on with Rosita and Steve at the end to do that. So why major giving at year end? We've got decoding donor patterns, building community, maximizing matching gifts, And then Steve's gonna talk a little bit about maximizing stock gifts. And then we're back to Rosita with incentivizing challenge gifts. And then we'll end with some key takeaways and final thoughts. So before we get started with this agenda today, I just wanted to remind you of a few housekeeping items. You'll receive a recording of today's session via email within 24 hours after we end. A copy of today's slide deck is over in the docs section of the platform that you're in right now, which should be over on the right hand side of your screen, sort of next to the q and a area. You'll also find links to our free Giving Tuesday Guide and End of Your Fundraising Toolkit. If you haven't had a chance to download those already, please do. They're packed full of tools and templates to help make your work a little bit easier, as we go into the end of your season. And lastly, just don't forget to utilize that q and a section, to ask questions of the presenters and like I said, we'll hold some time to answer live at the end. If we can't get to your question live today, we will follow-up with you via email. Alright. So I'm going to hand things over to our speakers for today, Rosita Bradham and Steve Latham. I'll let them introduce themselves and tell you a little bit what about what they do at Blackbaud and at Donate Stock. So, Rosita, we'll start with you. Hello, and welcome, everyone. Thank you so much, Ashley. My name is Rosita Bradham, and I am a customer success manager here at Blackbaud. I am a senior principal and been with the company for over 20 years. I primarily work with the arts and cultural team, but I do have backgrounds in, fundraising in general for over 30 years. And my partner today talking about year end giving for major gifts is Steve Latham. Steve? Thanks, Rosita. Hi, everybody. Steve Latham, cofounder and CEO of Donate Stock. It's a pleasure to be with you guys. We're we're Blackbaud Partners, and, we our mission is really simple. It's to make stock efficient easy and accessible for donors and for nonprofits. So removing the friction, unlocking new source of funding, they'll be talking about that today as well as especially how to, how this is the most, best time of the year for soliciting stock gifts. We'll get into that later, but excited to be here. Thanks, Rosina. Great. Thanks. So let's get started. So first, why major giving at year end? The number one reason is gonna be because it's peak giving season. This is the time where donors are more likely to be inspired in the spirit of generosity and spirit of giving. We have a lot of holidays towards the end of the year, and also, major donors like to plan their contributions towards the end of the year for those tax benefits as well. So we really wanna take advantage of that, and Steve's gonna go and talk about some ways that we can encourage those donors to do that even from multiple different ways they can do that through different types of of gifts. And also the power of successful major giving strategy can set the tone for the rest of your year end giving and for get you jump started for next year. So this is a real important, time frame for you guys to really start focusing on, like, what we can do with these major gift donors and how we can get them engaged for year end contributions. So next, let's talk about decoding donor patterns. So here, this is where you're gonna review your CRM system no matter what it is to kind of get a little insight into how your donors give, your major donors give. So first, you wanna review your giving history. So here, you're going to analyze your major donors' past contributions and identify timing and motivation. You can do that a couple of ways. You can check by you could check with your appeals and how you run your appeals in different campaigns and see how they responded to them. Did they give gifts as a result of a type of package or appeal that you sent out? Also, you wanna identify some trends in those giving. And for this, yes, you're gonna look at your, direct databases to see if they have any past data to detect those patterns, but you can also look at some outside re resources to help you do that as well. Our Blackbaud analytics has some tools for you to identify some of those giving patterns and identify your donors as it relates to their giving across all different nonprofits, where they can look at giving to other institutions to kinda help you gauge if that person is also a good fit for your organization, but also give you some ideas to some of those donor patterns. And then also, you wanna tailor your outreach. So as you discover what these patterns are, you wanna customize your your, communication to them based on your, based on these insights. So is it for monthly donors where we want to incur them to, you know, give a gift at the end of the year? Or for the occasional donors, actually show them the impact of their cumulative giving because they've given you this x amount of money for, you know, this particular project. This is how you've been able to serve the community. That type of information where it can actually tie their dollars to that specific, program that you needed assistance with can really make a difference. So with, also just going back to looking at those, identifying those trends. Some of those trends that you're gonna look at for, for your donors, it's gonna be including, looking at frequency. Was it a certain time of year or certain activity that was going on that you're gonna look for that, charitable giving? And, again, you can look at those 3rd party, and there are other resources you can look at to figure out what those actual trends are. Next, let's talk about building community through challenges. So for this, we wanna look at the power of a group challenge. You may a group challenge here is like, you may get a a group of donors or tap into a into a group donors who through the community and have them give, gifts to your organization just for the spirit of giving and for a collective goal. This could be, you know, getting your senior centers, maybe if you have a lot of activities that you do with them, maybe engaging them more in your education, programs that, you know, deal with children. You know, they there are some studies that say when you get the younger and the older generations together, there's some improvement in health improvements for both, for both the, seniors and the kids. So maybe coming up with some sort of, like, group challenge like that that will support a program that you need. You might hear about these group challenges. A good example of this will be, let's say, the, public radio stations and the public television stations do a really good job at this. They come in and they'll do those annual appeals where they have you, on the radio, on the TV, those pledge drivers, and they have those challenge grants that come through. Those are a really good way, to make it a little bit competitive and fun. One of the other examples is for those of you who work for universities, maybe having, you know, a class year challenge where you get your competing, alumni to you see who can raise the most money. Anything you do can make the actual challenge fun. It's really gonna be encouraging, to get that get your point across. Next, leaderboard updates. Who doesn't love a nice little thermometer or some sort of gauge where you're going into, when you're going into a good campaign. So, if you can have those, you know, we do have some sites even with our new online giving forms. There's like a little, thermometer option you can have there as well. Some of our peer to peer, programs where we have, systems that encourage, people to actively engage with you. You can get maybe get some major donors to go into those type of peer to peer programs to help with those types of challenge, challenge, grants that you may wanna do for your end of year. So there's a couple of options you can do for that. And also you wanna make sure you share your impact. As you go through this campaign and you're hitting those important milestones, make sure you're telling everybody how good you're doing and making sure that they understand, like, how much you mean and start that stewardship part of the ask too. You know, leading up to that is making sure you're keeping your donors updated. So let's talk about matching gifts and how we can maximize those. So matching gifts matter because they can significantly increase the value of your each donation. Those matching gifts can come from the you know, whether it be through employee match programs, which are very, very popular. Look at your big donors who are corporations. Do they have a giving program for their employees that you can take, that you can utilize and and and encourage and use within your campaign? So definitely look for options for those matching gifts. There are plenty of third parties that, also go out and provide that type of service where they, just remind people, hey. If you're gonna give, you know, this charitable gift, hey. Your employer also can match. Make sure you sign up for those matching gifts. So those are actually a good way to kinda encourage, whatever, you know, sponsorships and big corporations you have, kinda getting their individual employees involved, which again will build your family, with your organization and be able to have a bigger pool of donors to take a look at and cultivize. You also wanna promote those matching gift opportunities every chance you get. So as you're working with your, fundraising departments and we're looking at building those different communications, always make sure you have that little option. It says, hey. If you would like to, you know, give a matching gift or does your employee match gifts, please consider, you know, signing up into that matching gift program to double your impact. And use those opportunities also to tell them how it will impact, you know, that increase, that double of the gift. How does that impact your organization? What that good that's gonna do? Make sure you send that messaging too to help, you know, really, you know, focus on the point. Next, you may look at those top, donors as match partners. Like I said, look at your corporations. You might even have some individuals that can do some of those, challenge matching gifts where, you know, if you raise so much money, then the donor will kick in and match it. Those are also a great tool that we see that the, like I was talking before, the public radios and the public TV stations are really good at promoting and getting people to make sure they do this little challenge grant. So that's a great opportunity to kick off, that, campaign as well. And you can almost look at these, you know, utilizing your major gift officers for these end of year campaigns just like you would for a regular, like, capital campaign or endowment campaign. That little initial donor match, you know, that little getting your major donors to, like, do that initial match can really jump start that program for you. And in some organizations, they all use, a what we call a matching gift calculator. So, again, this is, again, talking about how we can use and, communicate how those dollars will, potentially help your organization. Doubling this impact is gonna double our outreach. Doubling the impact is going to be able to to help us do x, y, z. You gotta make sure you have a really good story because those types of, like, pulling up the heartstrings is really what matters, to donors, especially in this time where they're in that mood of giving. Okay. So now we're gonna talk about maximizing stock gifts. I wanna pass it over to Steve who's gonna talk about how donate stock can help you do that. Thank you, Rosita. Let's see here to My slides coming through okay? Actually, hey, Rosita, I think you need to uncheck. There we go. Awesome. Cool. Hi, everybody. Steve Latham again, excited to be here this morning. Hopefully, this is coming through okay. Is that can you see my screen alright? Yes, sir. Cool. Alright. So, we're gonna talk about the, you know, one of the the big opportunities with year end giving is stock gifting. It's when it's talking about when most stock gifting happens. So people say, why stock gifting? And the answer is that's where the money is. If you think about, you spend most of your time asking donors for cash, which is the smallest component of their portfolio. Generally, it's 3 to 5, maybe 10% cash, in terms of their assets. Most of their assets are in their investments. When we talk about stock, we're talking about mutual funds, ETFs, stocks, really investable any publicly traded securities. This is where most household wealth is concentrated. It's a much deeper well, from which to to request gifts. It's also a lot easier for people to give from there, just because it's on they can give much larger gifts. It's also the most tax advantaged way for people to support your cause. If I made the mistake, if I wanna give your organization $10,000, let's say I bought NVIDIA 5 years ago, it's up about twelvefold, and I wanted to share some of those gains with you, the worst thing I can do is sell that stock and send you the cash. Because what's gonna happen is my brokerage is going to deduct the capital gains tax. So in a situation like that where my gains are maybe 1200%, I'm gonna pay a big chunk of capital gains tax. It's gonna come right off the top. If I donate that stock, directly to you instead of selling it first, you're gonna get the full $10,000 gift. You're not gonna get what might be, 75100 after avoid after deduct the capital gains tax. So you get a larger pretax gift. The donor doesn't have to pay that capital gains tax. You don't. You're tax exempt. And then the donors also can write off the full fair market value. So if I donate the stock to you, I could write off to $10,000. If I sold the stock, paid the 25100 in tax, then I can only write off 75100. So it's really a win win. You get larger pretax gifts. Donors get more tax savings. It's also very attractive when you think about the size of gifts. The normalized average year to date is about $63100 per gift. That's up from 45100 last year. So what's really interesting is the pork is the markets have, as I'll show you in a a subsequent screen, really taken off this year. There today, we're at all time highs, record highs across all indices. People can just give bigger gifts because their their stock, has increased quite a bit. We're also finding it's a great way to to start driving recurring gifts. Today, almost actually, almost a third of our donors now have made multiple gifts on average, 4 gifts each, often to the same, nonprofit. Because once you've donated your stock to a charity, every time you have to take gains and and you you have this portfolio concentration, you have too much NVIDIA, it's too big percentage of my portfolio. I can either sell it and take a big hit on taxes, or I can just keep giving it away. And that's what we see a lot of do donors doing is making smart portfolio management decisions, and that leads to much larger recurring gifts and a reoccurring nature of those gifts. So the opportunity for nonprofits in stock, for most organizations is 1 to 2%. It's a tiny, percentage of their total funding. Now keep in mind, 2 thirds of Americans own stock. All of your major donors own stock. Most of your mid level donors own stock. It's the most tax advantaged way to give, and it's the assets from which they have the most to give. So it should be 5, 10, 15, 20% of your funding. Today, it's like 1 to 2%, and that's really for two reasons. First of all, there's a lack of awareness amongst most donors about the benefits of stock gifting. And those that are aware that have actually tried to get through the process the old fashioned way where they're contacting you, trying to get your account information, maybe filling out a form for you. Then they have to go to their broker, and they have to fill out a form for them, and they have to figure out a way to get that form to the to their brokerage. It's just a lot of friction. It's a lot of hassle, and most people just say, you know, I don't have the time. I'll just give you a, you know, a1000 a $1,000 in cash. Maybe I can give you $5,000 in stock. I just don't have the time to put the hours of work into this. It's also a hassle for for financial advisers. It's also impossible to scale for nonprofits manually, and it's there's a few reasons for this. One, it's a very costly manual process, facilitating that gift, checking your account, selling the stock, waiting for the set the the stock to to to settle for the cash to become available, transferring the money, and then the challenge of reconciling the gift when you don't know whose stock it is. If you have received stock gifts before, you know there's a really significant problem that the donor's identity does not travel with the stock. So if multiple people are giving you Microsoft or NVIDIA or Apple stock, which are very popular stocks to give, you don't know who stock is whose, and it creates a really, difficult situation that can strain donor relations if you cannot tell them definitively, yes. We received your NVIDIA stock. This is the price that was sold. Here's your receipt. If you can't do that quickly, it it creates a lot of anxiety for the donors and makes them not really wanna do it again. So this is the donor experience is super important when you think about that, not just the ability to scale this. So that's really why we started donate stock is to make stock gifting easy and accessible for all nonprofits and all donors. It starts with an easy button for stock gifting. So when people click on this app, it pops up on your site, an easy PayPal like experience where someone can initiate a gift to you in just a matter of minutes. What took me hours to do years ago, the reason I started this company, is because I realized it was such a broken, process of trying to make this document as a donor. I thought in this day and age, it should be easy. It should be minutes, not hours. And this is, the starting number. I'll show you actually the user experience in a minute. It's fast. It's safe. It's free for donors. They have full transparency. They have a dashboard. They have notifications. So it removes the pain and the and the the opacity from the process for the donors. We also provide a full end end platform. We can handle the entire life cycle of each gift for you from an a facilitator on the front end to either sending the stock to your account, giving you dashboard, reporting notification, make it easy for you to reconcile, or more likely, just let us process the gift for you. 95% of our customers, we have now over 24 100 nonprofits from from tiny ones all the way up to Shriners Children's and World Stroke Kitchen, kind of our hallmark case studies. They all of them would rather have us process the gift for them so we can route the stock to our own 501c3. We'll sell the stock. We'll reconcile the gift. We'll acknowledge the donor and send you the cash. So you literally don't have to do anything except educate your donors on on, stock gifting, and that's where we provide you the content, the training, the assets you need as well. We also provide live support to the donors and to the nonprofits. That's really important when donors have questions about the process while they're making the gift. You've gotta be able to answer that quickly and make them comfortable, or, that can cause them to second think or think again about giving you that, that that large pretax stock yet. So ensuring success for each gift is a big part of the of the solution. User experience. Again, rather than fill out forms, it's just a few steps. We provide some educational information. They register with us. We ask them for some information. We're not asking for login credentials, username, passwords to the brokerage accounts. Not part of our solution. We just need the information that would be on a check, name, account number. That's basically it. With that, we can initiate the transfer of the stock that they designate in here. They sign it. They check out. And what took, me hours to do now can be done the first time by a donor in, let's call it, 5 to 7 minutes. Each subsequent gift takes they they start right here because their brokerage info is already saved. It takes about 2 minutes to make each subsequent gift. So it's it's fast. It's easy. It's, super efficient. And then you get notifications as a nonprofit. You get, the dashboard. You're gonna get email every time a gift is initiated, received. So, and, again, we'll handle the acknowledgment for you. You can obviously do your stewardship and thank them and and and to what Rosita said, like, talk to them about the impact that you can that their donation is going to have because that's what people really wanna know is, am I making a difference? Is my money gonna put to good work in a good way? So we'll free you up of all the administrative work so you can do more of of, donor stewardship. Timing literally could not be better in the history of, stock gifting. The markets today are sitting at record highs. This chart's actually outdated now because it's a few weeks old. The stock markets, are just have been on this incredible bull run over the last almost 15 years now. Just in the last few years, they've had just a a tremendous amount of appreciation. So your donors are sitting on 1,000,000,000, 100 of 1,000,000,000 of dollars of gains, 1,000,000,000 of dollars of gains, really, actually. And all we're trying to do is make it easy for them to share some of those with you. This is a chart showing the stock gifting proceeds by week, last year for 2023. We expect to see this, but at a much larger scale. Year to date or, actually, this last 3 months, stock keeping is up 300% on our platform over last year. People are doing larger gifts more frequently, and they're making repeat gifts. So last year's donors are now making repeat, giving a lot of, new donors are making gifts. So it's it's really an exciting time. What we'll see is the weeks leading up to just a few days before Christmas is when we see kinda peak stock gifting. And then those last several days of the week, of the year, sorry, the the the starting around 27th to 31st, we'll see a lot of people making initiating their stock gifts, at the end as well in order to get a postmark that they've initiated their gift. And I could talk about that in the q and a if you have questions about timing of valuing and recognizing stocks. So here's kind of a a timeline. We are huge fans of GivingTuesday. We actually had a webinar with them a couple weeks ago and talked about a a GivingTuesday, playbook strategy. It's actually in the in the docs link. There's a link to that page that has all this information. But we we would think about it really with 2 2 kinda goals of this next 8 weeks of the giving season. 1 is optimize your site for stock gifting. It's it's and I'll and I'll show you those keys to success here in a second. The next is, leaning into Giving Tuesday. It is a great time to it's gonna be 3 +1000000000 in annual giving I'm sorry, in in giving just on that day this year on December 3rd. So launching a page, supporting with announcements. Similar to the challenge, that that Rosita was, explaining earlier, a pledge for Giving Tuesday is also a great idea. Getting people to pledge to give on Giving Tuesday, creating a form where they can say, I'm here's my name, my email. I pledge to give you this much on Giving Tuesday. Start building that pipeline now. Giving Tuesday has some great resources. Again, there'll be a link to all of this, in your docs and in the follow-up email. Staying in those reminders, one thing we learned from the GivingTuesday, webinar is that don't worry about fatigue. What most people say that they've surveyed after GivingTuesday is had I been aware of and asked to give, I absolutely would've given. I just either wasn't asked or I didn't read the one email they sent me. Most people aren't gonna read every single email that you send. So keep in mind, whether it's direct mail, email, social media, it takes frequency. It takes repetition to to really get some resonance with the donors that they remember on December 3rd to come support your organization. So don't worry about over communicating. That was the message from GivingTuesday. And then the next 3 weeks after GivingTuesday is go time for stock keeping. That's when that chart I showed you on the last slide, most stock keeping is going to take place, between 10th 31st. There'll be there's a little hiatus right there and a few days before and after 25th, but, you otherwise, you're gonna see that's what most people do in their year end tax planning and their tax loss selling. That's when they figure out how much do I need to offset in taxes, and that determines how much oftentimes they're going to give to charities the the tax driven donors, if you know that that that, those, personas. So this is really kind of a playbook or time line. And, again, there's we've got a lot of content for this as well. And there's also this is the give the, giving resources, center we have, the Giving Tuesday Resource Center. So it's it's Bentley Giving Dash Resources. Well, again, this will be in the slides and everything that you need afterwards. So 3 keys to success for stock gifting. 1 is you have to have something about stock gifting on your site. Don't don't make them hunt you down to to ask you how do we give you stock. Make it easy. The more you can educate your donors on the benefits of stock gifting, the easier it is for them to realize, wow. This is such a smarter way to give. I can give you larger pretax gifts. I can save a ton of money on taxes. You get I can have more impact. So this example of Shriners Children's, this is another sub $1,000,000 organization, a small organization in the Bay Area. They have our the educational content because all this information we provide for you, the content. Once you have your stock gifting section or page on your site, you wanna promote it and make sure that people know there are other ways to give. One way is is putting ways one reason World Central Kitchen, one of our Hallmark case studies, I think has been so successful, is they have ways to give right next to the donate button. We, as consumers, as donors, are kind of accustomed to just coming to your site, hitting your donate button, and going right into that press into that that process where we're asked to make a, you know, 100 to $500 credit card gift, maybe ACH. There's a couple of things you can do here. 1 is make ways to get prominent and then, obviously, put stock and make sure that's prominent inside your ways to get page. The other is actually putting the button or a link in your form. This is an example of a razor's edge, customer where we actually have the add in, I'm gonna show this to you in a second, where you can actually activate a button inside your razor's edge form in 5 minutes. You can actually have a button appear there. So before someone gives you a a $50 or a $250 credit card, they might be able to give you 10 times that in stock. So you wanna make sure that they have that opportunity to make a larger pretax gift. And then lastly, you wanna you have to tell your donors. You have to inform them and not just with one email and not with just with one social media post. The the magic number in advertising is 7. If you wanna change behavior, you need to tell somebody 7 times before it to really sink in and resonate. We are trying to change donor behavior. It takes repetition, takes frequency, takes consistency. So using your direct mail, email, social media, if you're doing signage, or live events, whatever it might be, make sure that you are making that part of your boilerplate messaging. There's 2 ways to get started. 1, you can go to your site, to our site, donatestock.com. We have a page for every 501c3 in good standing today. So if you're, in good standing with the IRS, you can go to our site, search by your name or, EIN, and you'll find your page, and then you can just claim your page at no cost to get started. I'll talk about pricing real quick. We have a straight, a basic plan. There's no upfront fee, no fixed fee. It's a straight 3.9% transaction fee, and we handle everything for you. For most of our customers, what they actually pay in fees, they're saving that in labor hours, time, and labor, what they would cost to go manually process that. More importantly, we're opening up the funnel to get, dramatically grow your stock gifts and provide a great donor experience. If you're a razor's edge customer, which I assume many of you are, you can actually activate it through the marketplace, and I'll show that to you on the next slide. To learn more, there's actually a pretty recent blog just from last month, that I wrote on the the Blackbaud Engage blog about how to unlock new sources of funding, through stock keeping. So I'd encourage you to go check out the Engage blog. So if you wanted to get started right now, you can actually go to the Blackbaud marketplace and search for our app. You find this is our our page in the in the marketplace. You click get started. You basically end up activating it here. You drag it in your form, and in literally 5 minutes, you can have the donate start button in your form. You can then register with us, and tell us who you are and get set up, with with all the the t's and c's, etcetera. It's pretty easy. Again, you can get started at no cost and no commitment. So, let me turn it back to Rosita. I think you were gonna do a quick poll, and then we'll talk back into final thoughts. And I look forward to answer any questions you all might have. Thanks so much, Steve. Yes. There's gonna be a poll that's gonna pop up here. And if you wouldn't mind just putting in your thoughts. This is really helpful to me as well just to understand where is docking in terms of your your areas of of focus priority. Is it something that's really important to you, not important? The those are those are all good data points, so appreciate your your honest, candid, in input here. Oh, that's great. So thank you guys so much for entering that. You could still vote on that poll. We're gonna continue on with the presentation. I'm gonna talk about now a little bit more into depth into that incentivizing with your challenge gift. So this is like doing those challenge, matching, challenge grants that, you may have some deals with your major donors. This will be a great opportunity, for them to get engaged. So with here, with the challenge gifts, what basically they are, they're gonna be those pledges that are made by your major donors that unlock a specific goal, that's when met. So like I mentioned before, our, public radios and our public TVs do a great job at this. This is an easy ask for your donors and a great way to double their donation by having them, accept that challenge and then getting your, of your the rest of your donor pool to contribute, to unlock those additional dollars. So definitely a great, tool for you to use. Next, to get it, kick started, definitely wanna look at Giving Tuesday. It's a great launching point, for any end of year campaign, especially now. It's later in the year starting, I think it's like December 3rd, around that time frame. So Giving Tuesday would be a great, point to, announce the challenge gift to get that kinda launched off. I do wanna say that in our documentation section, up here, if you click on that on the right hand side of your screen, there is gonna be a link there to our black bulb ultimate year end, tool kit. This is a great, piece of documentation that's free to you. This gives us all of your our tips and tricks for some things you can do for end of year, gives you a nice little toolkit so you can keep track of, like, here are the action items I need to do for end of year, and giving you some examples as well. So all of this we, do to support that particular piece of documentation. So when we look at the, the case of urgency here, you in order to make these challenge grants, challenge GIFs work, you really wanna create a nice story behind why you need these funds. So make sure you have a good use case of, you know, here's why we need these funds from you. Get with your marketing team. Have a actual theme or goal in mind. That will certainly help with messaging and making it sure it stays consistent. But that's gonna be a real critical key of having that sense of urgency for those challenge gifts. And then you wanna celebrate your achievements. I talked about before how, you know, some donor pages will have little thermometers, or you can have that posted on your website, seeing here we are to our goal. Again, this will keep the donors engaged and updated as you make progress through your goals. So definitely utilize your social media and also your website to make sure you're getting that communications out to your, donors. So now we're gonna talk about, I'm gonna kind of roll things up here, and let's talk about some key takeaways and some final thoughts. Also, thank you so much for putting your questions into the q and a. As we said before, we're gonna, if we have time, we'll get to a couple of those, and then we'll also, have our contact information as well. So here are some things that we've already took take a look, taken a look at for our major donors for year end giving. 1st, analyze your major donors and act on their donor patterns. You can find these donor patterns looking at their frequency, using, other research prospecting tools to do that, to kinda see, okay, here's where people might, be, wanting to engage with us and capitalizing on that. Inspire your community through spirit. So have a good story. Make sure you're telling them why you need to have, why you're raising these moneys and why is it so important to you and important to the community as well. So definitely make sure you got a good story behind that. Double your donations with matching gifts. You know, Steve gave a great presentation on how donate stock can help, but also, you know, looking at matching gifts, that's also a great opportunity. If you haven't done so for before, it's easy and also gives you another avenue to get engaged with your bigger donors that might be corporations by going and targeting their employees and asking them to get as well. With those maximizing their stock gifts, Steve has some great tips on how to do that, including, in, turning on the option to say, hey. There's other ways you can give. Don't forget about, you know, these other means which you can double or give more than what you, could give by just giving a one time transaction off your credit card. So definitely take a look at these other opportunities you have. Just because you haven't done it doesn't mean it's not a good fit for you. Take the time to actually research it and make a good decision on whether this is something that will work for your organization. But don't be afraid to look. And finally, motivate with those challenge gifts. That's a great way to get people involved and it kinda also gamifies it. You know, it's another way that we can, look at matching, gifts and and not matching gifts, but challenge gifts in a way that we can get people, eager and excited to join. So get that motivation by looking at those stories or making it fun. And with that, let's answer a couple questions. I think someone had popped up, asking if donor stock is available in Canada. Sorry. I had to unmute. Not today. We plan to next year. It's a little more complicated going across border, but, next year, definitely. Awesome. And I can help read some of these q and a's too. It looks most of the q and a's are, about donate stock and some of the details. You guys asked some awesome questions. There's a ton of them. So let me see, which ones make the most sense to answer live. Steve, could you please repeat how much donate stock costs? Yeah. So it's, we have a couple different plans. The basic plan is there's no upfront fee or no fixed fee. It's just a 3.9% transaction fee, and it is capped. I think there's a question. Do we cap the fees? It is capped on larger gifts. So for gifts, over a 100,000, there's no incremental fee. So it's all in, generally, it's less than what many pay in terms of platform fees and merchant processing fees for, even sometimes credit cards, certainly, like Facebook fundraisers, etcetera. So it's a it's an we kind of view it as a as a new source of funding that's easy to grow at a much lower, below market cost. So, it's, pretty easy. Again, no fixed cost. You you also that's not exclusive. If you have a major donor that wants to give you $1,000,000 in stock, you can still take those directly. It's not exclusive. So our goal is really to help you convert $500 donors to $5,000 donors and really expand the volume of your stock keeping, by just making it easy. Thanks, Steve. That makes sense. Lots of questions coming in about which products donate stock works with. Does it have to be a Blackbaud product? If so, which Blackbaud products do you work with? Yeah. I was just actually answering that. So, today, we are integrated into RE NXT through the Blackbaud marketplace. So that add in, you can activate and then surface the button in your Blackbaud razor's edge form. We are not really we we do have customers that have integrated us into Blackbaud CRM as well. It's just from a data, a data syncing standpoint. That's pretty straightforward. We do work with a lot of other platforms too. I know it and very few organizations have just one stack. Right? Use a lot of different vendors for different things. So I think we're embedded in you know, we have integration with DonorPerfect, the CRM, Fundraise Pledge. We work closely with FundersUpClassy, and, here's some of the others. GiveSmart, DonorPerfect. I think I mentioned them. So quite a few, if if there's a specific vendor. We actually have a partners page that has all the partners and describes our integrations and partnerships with them. Thanks. There's one other question here from Nicole I'd like to address, about marketing materials to to, to donors, foundations, etcetera. This is probably one of the biggest challenges is is even with a button, if your gift officers aren't comfortable talking to your donors about stock gifting because it it's kind of an intimidating, daunting thing. Some people have had bad experiences in the past with stock getting trying to get stock gifts through a system. So we do provide all of the content, whether it's FAQs, conversation starters, benefits, as well as, the, letters, like, to major donors, to your regular donors, to millennial donors because they all have different motivators for why they would want to donate appreciated stock, as well as, social media posts, templates, etcetera. So we try to arm you so you can copy, paste, put it in your own voice, and then you don't have to become you know, figure out how to become fluent in stock gift speaking. We we've got that for you. Awesome. I'm gonna add the link to your website, Steve, at the bottom of the screen here. It's just donate stock.com. And I it's in the q and a now too. Let's see. What other questions do we have here? You talked about fees. Yeah. Let me there's a question about our 501c3 versus a deaf. So it basically functions like a DAF. So we created donation.charitable. We we found out early on that a lot of small charities could not get brokerage accounts. And it was kind of, really surprising to find out these small charities would go to a a Fidelity Schwab Vanguard, and there's actually policies against servicing small nonprofits. So we created Donate Stock Charitable to basically serve as the think of it as the the sponsor of clearing house for processing stock gifts for initially small charities. We then found out that the large ones don't wanna deal with the stock either, and they would rather outsource the whole process. So we will run the stock through Donate Stock Charitable. The acknowledgment letter to the donor is thank you for your gift to Donate Stock Charitable for the benefit of the NPO, the nonprofit, their name with their logo on it. So I they know it's through DSE to you, and, obviously, you can do your stewardship and the follow-up and thank you notes and and and those things to talk to them about the impact they're having. We'll take care of the the tax receipt for you. Awesome. Thanks for explaining. Yeah. There's one question by Todd that I think is good. Do we have the option to keep a stock that we may want to add to our portfolio, or does it have to be sold by donuts? I will tell you, the policy for pretty much every nonprofit is to sell on receipt because, what goes up can go down really quickly. And you could get a $100,000 gift, and 2 days later, it could be worth $80,000. So most, policies are to sell on receipt. If there's a special situation, then we you know, we'd wanna know about it in advance, and we could coordinate that with you. Most cases, the stock is when we're processing, it's sold on receipt. And what's we recommend to nonprofits too? People can lose their jobs, sitting sitting on stock that crashes. And by the way, most people are donating stocks that have gone up quite a bit. There so the volatility, which makes them attractive to to donate, can also make them kinda dangerous to hold on to. Hope that's helpful, Todd. Great. I think I think we answered most of the big questions. There are some more specific questions in the chat that I might let Steve answer, on his own time after the webinar. If anyone had anything else for Rosita, feel free to pop it in the in the q and a. She talked a lot about, like, challenge gifts, incentivizing those, lots of other Giving Tuesday tips, things like that. And if we don't get to those today, we we will also answer after the fact. Before we wrap up here, I do just want to point out one more time the docs section over on the right hand side of your screen. It's got Blackbaud's free end of year fundraising toolkit. You're going to find a full guide, a Giving Tuesday planning guide that has social media templates, all sorts of good information there. You know, how to reach out to donors, like, what that looks like. Like, Steve touched on the cadence of what that looks like. The more the better just because you're trying to reach them, through multiple different channels. Donate Stock also put their giving season playbook in that doc section. And then today's copy of the slide deck is also in that doc section, all available for you guys to download, and peruse at your, on your own time. But I just wanna thank you guys for attending today, taking time to spend with us. I'm gonna pop up, Rosita and Steve's information at the end here. Thank you, Rosita and Steve, for spending time with us today. This was awesome. I learned a lot about stock gifting personally that I never knew before. And as a former fundraiser, it seems like it's a huge opportunity. So thanks for spending that time with us today. I'm gonna go ahead and Hey, Ashley. Can I we can just reiterate one one point Rosita made earlier? The, you guys have seen the trends. The last 20 years, you know, roughly a third fewer households give stock or sorry, donate support nonprofits than they did, 2 decades ago. 10% fewer than just just a year ago. The reason you know, there's a lot of questions. Like, why are people not as as as benevolent, not as charitable? And and when it gets pulled down to it, it's like they don't oftentimes trust that the money that they're donating is getting put to work in an effective way. What Rosita talked about as far as quantifying the impact that they're having, that you're having as an organization, there's nothing more important than that. It's it's not about the galas. It's not about the the celebrities. It's about what is what are we doing with your money and how are we putting it to work. The more you can hammer that home and and help people see that my 10 my 5 and early gift just, you know, it just fed $200 per month. Like, whatever it might be. Something that can break it down where people feel like, okay. That's where my money is going to. That's just such I think it's an overlooked and so important thing. Before asking, you know, explain what what you do with their money. And I think you're gonna have a much higher ROI. So absolutely thanks for for mentioning that, Steve. He's absolutely right. And also one more plug for that end of your tool kit that's in our docs section. It's gonna have some of those, templates for that stewardship for after making sure you thank them. So we do give you some tools in there to kinda help you get started or start thinking about, you know, what type of stories, what type of, impact should we really be thinking about. So definitely check that out. But first things first, you know, they gotta know, like, who you are and why you're here and what you're doing in the community, and that's the story you need to really make sure you understand and flush out and use that to get the the year end fundraising, from our donors this year. So definitely definitely don't sleep on that. Great. Well, thank you both again. Thank you all for being here with us today. We hope you have a great, day and rest of your week, and we will see you for our next End of Your Giving webinar. It's on stewardship, and that will be December 6. So thank you so much, and we'll see you then. Bye. Thank you. Bye. Thank you, everyone.