Ep 194-Lessons Learned (Part 1)

Summary:This episode is a walk down memory lane—and a masterclass in the basics that still matter.While looking for a quote from legendary philanthropist Malin Burnham, Clark stumbled on an old slide deck from 2013 titled Lessons Learned: Practical Lessons in Major Gifts Fundraising. It sparked this episode (and likely a series) revisiting the core principles that shaped Clark’s early seminars and still hold true today.If you're a fundraiser who wants to refine your instincts, tighten your messaging, and revisit the “why” behind what works—this episode is packed with timeless truths.Highlights:(00:01) The Malin Burnham quote that still punches today(03:50) Rediscovering Clark’s 2013 fundraising seminar slides(06:00) The 3 E’s of great fundraisers (Empathy, Energy, Enthusiasm)(10:00) Getting the visit is 85% of getting the gift(12:15) Why board members are best at setting up donor meetings(14:30) Don’t sell need—sell vision. You are the solution.(17:10) The 3 things donors look for before making a big gift(22:00) “This is business.” Why donors need to sense you’re on a mission(25:15) How to remove tension in early donor meetings(28:20) How to handle objections without needing to “be right”(30:40) Two closing quotes from Jerry Panas and Alex SpanosQuotes Worth Repeating:“Donors give big, audacious gifts to big, audacious ideas.”—Clark Vandeventer“If the fundraiser isn’t deeply committed, how can they expect me to be?”—Malin Burnham“I never give because I think there’s a need. I give because I think I can make a real difference.”—Alex SpanosResources & Links:Mega Gifts: Who Gives Them, Who Gets Them by Jerold PanasCommunity Before Self by Malin BurnhamExplore our full training programs at majorgiftsfundraiser.comTry the ClarkBot – your AI-powered fundraising assistant, available now for freeContact Clark: Clark@MajorGiftsFundraiser.comEnjoying the podcast?Please follow, rate, and review. Your feedback helps us reach more fundraisers like you. And if this episode resonated, share it with a colleague.