Rainmaker Fundraising Podcast

Should you invest in branding, OR, should you invest in fundraising?  What creates greater impact for your cause?  The answer often depends on who you ask. There are plenty of fundraising consultants who will tell you that investing in brand is a useless exercise, and all you need to do to be successful is invest in fundraising. Buy more direct mail. Spend more on paid ad programs. Hire more consultants. Do more events. If you're not careful, you'll invest in a grab bag of tactics that may not move the needle for you on revenue. Sadly, too many nonprofits do […] Chapters (00:00:00) - Kevin Brown on Fundable & Findable(00:00:45) - How to Build a Brand for Nonprofits(00:02:00) - Writing Down the Book(00:02:33) - Getting Out There: The LinkedIn Content(00:03:44) - Mission Clarity and How to Raise Money(00:06:30) - What is Vision for Nonprofit Leaders?(00:08:38) - The Secret to Success in Raising Money(00:11:03) - Brand Investment in Community(00:11:43) - Brand Investment: An Investment(00:13:17) - What Role Do Boards Have in the(00:15:01) - Strategic Plan: Everything Is Possible, But Everything Isn't(00:17:15) - The Investment Strategy of Building a Brand(00:18:17) - Nonprofit Communications and Brand Teams Understaffed(00:20:05) - How to Build a Nonprofit Brand with Just One Word(00:23:37) - A Few Favors for the Rainmaker

Do you know the 7 key donor performance metrics that drive organizational fundraising success in your nonprofit?  My friends Gabe Cooper and Carly Berna from Virtuous help us dig into those KPI trends in this conversation about the Virtuous 2025 Nonprofit Benchmarking Report. Some of the insights we cover in this conversation include: The importance of donor retention, and the key difference between overall retention and net donor retention Challenges facing the nonprofit sector, and how doubling down on relationship, personalization, and automation can help offset some of those challenges Why you have to start leveraging data and automation (including […] Chapters (00:00:00) - The Rainmaker Fundraising Podcast(00:01:21) - Virtuous's 2025 Nonprofit Benchmarking Report(00:02:17) - The 7 KPIs that Matter The Most to Driving Revenue Growth(00:03:49) - Donor Experience: Days Between First and Second Gifts(00:06:46) - Donor Welcome Series(00:08:31) - The decline of the everyday donor(00:12:12) - The Future of Fundraising: Data Literacy(00:16:13) - Will AI Change the Way Nonprofits Raise Money?(00:19:23) - Mid- and Major Donors(00:25:48) - Mid-level Donors: The Middle Child(00:27:11) - Donor Outreach(00:30:23) - Nonprofit Giving: Average Gift Increases(00:33:22) - Are You More Likely to Give Online?(00:34:41) - Nonprofit Giving: New Donor Acquisition(00:37:43) - Donors' Long Term Value(00:39:30) - Ask Again: How to Ask the Donor(00:42:07) - Virtuous Nonprofit Data 2017: Most Encouraged(00:45:09) - Top Nonprofit Executives Discuss the Benchmark Report(00:45:54) - A Few More Favors For You

Chapters (00:00:00) - The Rainmaker Fundraising Podcast(00:00:33) - Meet the Hammer Residences Major Gift Officer David Green(00:02:20) - In the Elevator With Charitable Givers(00:05:26) - Empowering the Next Generation of Fundraising(00:13:55) - The Importance of Humility(00:16:25) - How to Get Your Salesforce CRM to Do the Things You(00:16:57) - Donors Are Terrible People(00:17:37) - Philanthropist on How He Views Wealth(00:26:25) - Donor Centricity in Fundraising(00:31:11) - Donor Experience: How to Win at Fundraising(00:35:44) - What is Donor Stewardship?(00:39:42) - Top 10 Most Meaningful Donor Conversations(00:43:24) - The Rainmaker: Donating to Nonprofits

What does it really take to become a great fundraising organization? In this powerful episode of the Rainmaker Fundraising Podcast, Andrew Olson is joined by Alan Clayton, author of Great Fundraising Organizations and founder of Revolutionise. Together, they explore what separates thriving nonprofits from those that struggle, why fundraising success starts with leadership, and how to run two distinct operations—service delivery and fundraising—under one mission. Alan shares insights from global research, practical leadership strategies, and a call to embrace emotional storytelling, strategic investment, and a purpose-driven culture Chapters (00:00:00) - Alan Clayton on the Rainmaker(00:00:52) - Revolutionizing What It Is to Raise Money for Nonprofits(00:01:29) - Great fundraising organizations: The journey from good to great(00:03:08) - Getting organizations to commit to a five year plan(00:04:44) - What Makes Nonprofit Organizations Successful?(00:06:50) - The need for emotionally relevant engagement(00:09:29) - The role of the leader in fundraising(00:13:24) - How to Get Your Salesforce CRM to Work(00:13:59) - Philanthropy: The Leadership Problem(00:16:58) - The Conflict and Tension of the Fundraising(00:21:12) - The 3 Step Process of Brand Management(00:24:31) - In the Elevator With Andrew Carnegie(00:25:17) - What Makes a Charitable Leader So Driven?(00:28:58) - Laughably Leadership: A challenge to the(00:30:53) - Andrew Olson on the Biggest Mistakes Nonprofits Make(00:31:24) - A Few Favors for the Rainmaker

Is your nonprofit leaving long-term donor value on the table?In this episode of the Rainmaker Fundraising Podcast, Andrew Olson talks with Dave Raley, founder of Imago Consulting and author of The Rise of Sustainable Giving. Dave explains how the subscription economy is reshaping recurring giving and why many organizations fail to treat sustainers as the long-term partners they are. They explore the history of recurring giving, the elements of a strong sustainer program, and bust common myths about donor loyalty and communication. This episode is a must if your organization wants to grow predictable revenue and deepen donor commitment. Chapters (00:00:03) - Dave Raley on Why He Started Imago Consulting(00:04:12) - Bookmark: The Rise of Recurring Giving(00:09:08) - Subscriptions and Recurring Giving(00:15:24) - Your 90 Day Leaders Journey Email Course(00:19:03) - Sustainer vs. Long Term Value(00:20:37) - What Makes an Organization Ready for Sustainer?(00:25:49) - Should I Let a Major Donor Be a Monthly Donor?(00:26:21) - Are Your Recurring Donors More Valuable Than Your Major Don(00:29:50) - When Should a Major Donor Start Giving?(00:33:18) - Subscriptions in the Nonprofit Industry(00:37:56) - Cancel Your Subscriptions?(00:39:54) - Sustainer Program Launch: Benchmark, Evaluate and Design(00:44:08) - Sustainable Giving Growth Plan(00:45:52) - A Few Favors For You

Are you telling stories that truly inspire donor action?In this episode of the Rainmaker Fundraising Podcast, Andrew Olson talks with Tayloe Clements, Director of Digital Marketing at Barna Group and host of the Mission Money podcast. Tayloe shares her journey from filmmaker to nonprofit strategist and breaks down five key elements of compelling storytelling. She explains why conflict and transformation are essential, and offers practical advice for creating impactful video content—even with limited resources. Whether you're a seasoned marketer or just getting started, this episode will help you level up your digital storytelling.   Chapters (00:00:03) - Rainmaker: The Fundraising Podcast(00:00:46) - Taylor on His Leader Journey(00:02:02) - Barna the Swing dancer on How To Fit It All In(00:03:02) - Nonprofit Missionary(00:06:25) - What Excites You About Storytelling?(00:07:35) - The Story of Donor Engagement(00:11:19) - 4 Key Elements of a Mission(00:14:04) - Your Leadership Journey Email Course(00:15:48) - The Donor: The Hero of Nonprofit Marketing(00:19:10) - How to Coach Nonprofit Leaders on Camera(00:22:18) - How to Tell a Story in Video(00:26:15) - Andrew Olson: The Nonprofit Future(00:30:32) - Social Media: How to Tell the Story(00:33:44) - How to Start a Business in the Digital World(00:35:23) - A Few Favors For You

Could treating fundraising like a skilled trade transform your results?In this episode of the Rainmaker Fundraising Podcast, Andrew Olson sits down with Jason Zwang, founder of The Giving Group and longtime major gifts leader. Jason shares why major gift fundraising should be approached not just as a career, but as a craft that requires apprenticeship, trust-building, and continual learning. They explore the evolution of major gifts, the tension between science and art, and how organizations can prepare for the next generation of fundraising leadership. This is a masterclass in practical wisdom for anyone serious about long-term fundraising success.   Chapters (00:00:00) - Raising Money Through Major Gifts(00:01:11) - Jason Levitt on Major Gifts(00:04:15) - Major Gifts as a Trade(00:05:13) - Philanthropy as a Trade versus a Career(00:09:15) - How to Balance the Pressure of Delivering This Year's(00:13:21) - Philanthropy and the Future(00:18:23) - The 90 Day Leader's Journey Email Course(00:19:47) - David Lively: The Need for Tradecraft(00:24:53) - The Art of Raising Money(00:28:22) - 3 Rules for Success in Raising Money(00:31:46) - What are you most excited for in philanthropy in the coming decade(00:33:38) - How Do Nonprofit Pro and Pro Speak?(00:34:11) - A Few Favors for the Rainmaker

How can failure become a catalyst for growth in nonprofit leadership?In this honest and empowering episode of the Rainmaker Fundraising Podcast, Andrew Olson is joined by Beth Fisher, CEO of Fisher Strategic. They explore how failure—especially public failure—can be one of the most powerful teachers for nonprofit leaders. Beth shares how to recover from setbacks, how to create psychologically safe cultures, and why investing in people is non-negotiable for organizations that want to grow. This episode offers practical insights for leading with authenticity, resilience, and empathy.   Chapters (00:00:00) - Rainmaker: Failure and What We Can Do About It(00:00:56) - In the Elevator With Templeton Religion Trust's Director(00:01:55) - What is the Risk of Failure?(00:07:16) - Tom Clancy on Recovering From a Big Failure(00:10:17) - On Coaching and the Need for Support(00:14:00) - Steve Jobs on How Do You Manage Your Life?(00:15:34) - The 90 Day Leaders' Journey Email Course(00:16:47) - On the Toxic Environment(00:18:36) - The Need for a Safe Workplace(00:19:54) - Performance Review and the Gray Area(00:21:08) - Does the Enneagram Affect How You're Seen?(00:22:10) - The 3 Biggest Mistakes Nonprofits Make(00:25:48) - WSJDLive: Leading Transformational Change(00:27:20) - What Have You Learned From Your Biggest Fails?(00:30:50) - Rainmaker: A Request for Help

Are your fundraising and PR efforts working in harmony—or getting in each other's way?In this episode of the Rainmaker Fundraising Podcast, Andrew Olson sits down with Jessi Marsh, Senior Director of Creative Strategy at DickersonBakker, to explore how public relations and fundraising can support each other for greater impact. Jessi shares practical strategies for building media relationships, positioning your nonprofit as a thought leader, and coordinating PR efforts to elevate donor engagement. From crisis response to calendar planning to election-season storytelling, you'll learn how to use the media to raise both your visibility and your revenue—without stepping on your fundraising team's toes. Chapters (00:00:00) - The Intersection of Public Relations and Raising Money(00:01:22) - How to Manage Public Relations?(00:02:56) - What is a Press Release?(00:04:34) - How to Plan Your Public Relations Plan(00:09:34) - Are You Needing a News Media Presence?(00:10:39) - How to Promote Yourself as a Thought Leader(00:12:51) - The 90 Day Leaders' Journey Email Course(00:14:10) - How to Leverage Public Relations to Support Fundraising(00:20:48) - How Do Non-profits Compete During an Election Season?(00:22:32) - Inflation and domestic violence(00:23:57) - What Do You Say to Nonprofit Leaders Who Are Afraid to(00:27:09) - Responsive PR for Israel's Crisis(00:33:11) - Jennifer Marsh and Jesse Baker on Public Relations(00:35:39) - A Few Favors for the Rainmaker

Is your organization suffering from quiet decline—and would you even know it if it was?In this episode of the Rainmaker Fundraising Podcast, Andrew Olson talks with Jim Langley, founder of Langley Innovations and former advancement leader at Georgetown, Georgia Tech, and UC San Diego. Together they explore the concept of institutional rot in the nonprofit sector, unpack why courage and curiosity are essential leadership traits, and challenge the rinse-and-repeat fundraising mindset that keeps organizations stuck. Jim shares hard truths about complacency, the decline in donor participation, and what it really takes to build lasting community and partnership. If you're serious about the future of your organization, this conversation will wake you up and point you forward. Chapters (00:00:00) - Jim Langley on Raising Money(00:01:57) - Philanthropy: The Vital Signs of Organizations(00:04:53) - The Importance of Courage(00:08:47) - Coronation 6: Courageous Leaders(00:16:50) - The 90 Day Leader's Journey Email Course(00:18:07) - Donor Satisfaction and the(00:27:03) - Philanthropy's Future(00:34:32) - Jim Vance on How to Reach People(00:35:30) - A Few Favors for the Rainmaker

Over my 25-year fundraising career I’ve often heard it said, “fundraising is like farming — you plant the seed, allow time to take hold, and then eventually reap the harvest.” But as Joel Eaton, Founder of Preface and I discussed, there are a multitude of other ways that fundraising and farming are similar. In this […]

“If we believe so much in our missions and what we’re trying to accomplish, we have a moral obligation to provide the time and space for our employees to get the continuing education necessary to be the best they can at their jobs.” I loved this quote from Andrew McIndoe, Vice President at The Heritage […]

“If we believe so much in our missions and what we’re trying to accomplish, we have a moral obligation to provide the time and space for our employees to get the continuing education necessary to be the best they can at their jobs.” I loved this quote from Andrew McIndoe, Vice President at The Heritage […]

If you’ve spent any time at all in the nonprofit sector, you know there are some subjects that are taboo. Some subjects that are difficult to discuss in public spaces, and others that are purely unpopular.  Our guests today refer to those topics collectively as “Nonprofit F-Words.”  No, not THAT F-Word. I promise.  In this […]

If you’ve spent any time at all in the nonprofit sector, you know there are some subjects that are taboo. Some subjects that are difficult to discuss in public spaces, and others that are purely unpopular.  Our guests today refer to those topics collectively as “Nonprofit F-Words.”  No, not THAT F-Word. I promise.  In this […]

Gift planning and legacy giving conversations don’t just have to be about death and mortality. In fact, they can and should be beautiful conversations about how donors can care for the long-term needs of their families, AND, how they can make significant impact for the causes they care most about.  Kristi Brennan, Chartered Advisor in […]

Gift planning and legacy giving conversations don’t just have to be about death and mortality. In fact, they can and should be beautiful conversations about how donors can care for the long-term needs of their families, AND, how they can make significant impact for the causes they care most about.  Kristi Brennan, Chartered Advisor in […]

Everyone pretty much everywhere is talking about change right now. Coming out of the COVID-19 pandemic, change seems to be the word of the day. And if you’re not talking about change, you might be talking about transformation. That’s just bigger change, right?  What so many of us get wrong about change and transformation efforts […]

Everyone pretty much everywhere is talking about change right now. Coming out of the COVID-19 pandemic, change seems to be the word of the day. And if you’re not talking about change, you might be talking about transformation. That’s just bigger change, right?  What so many of us get wrong about change and transformation efforts […]

What’s the role of social media in today’s nonprofit landscape?  Why do you need to think about social media within the broader context of your overall marketing and fundraising strategy, instead of as a stand-alone effort?  Should social media replace your other marketing tactics, or should it augment your existing plan?  How should your nonprofit […]

What’s the role of social media in today’s nonprofit landscape? Why do you need to think about social media within the broader context of your overall marketing and fundraising strategy, instead of as a stand-alone effort? Should social media replace your other marketing tactics, or should it augment your existing plan? How should your nonprofit […]

Dr. Patton McDowell has spent his entire professional career leading organizations and developing high-performing leaders across the nonprofit sector.  You might have caught my conversation with Patton a few weeks ago on his show, Your Path to Nonprofit Leadership. If you didn’t, you should check it out. We had an in-depth conversation on the impact […]

Dr. Patton McDowell has spent his entire professional career leading organizations and developing high-performing leaders across the nonprofit sector. You might have caught my conversation with Patton a few weeks ago on his show, Your Path to Nonprofit Leadership. If you didn’t, you should check it out. We had an in-depth conversation on the impact […]

Katie Lord is Vice President of Nonprofit Development at Proof Positioning, a market research company that uses emotional research to better understand donors and motivate them to act for nonprofits.  Katie and I talked recently about the disconnect between marketing and fundraising in nonprofits, as well as the impact of behavioral economics and emotional research […]

Katie Lord is Vice President of Nonprofit Development at Proof Positioning, a market research company that uses emotional research to better understand donors and motivate them to act for nonprofits.  Katie and I talked recently about the disconnect between marketing and fundraising in nonprofits, as well as the impact of behavioral economics and emotional research […]

Jenny Soderholm has invested her entire career in healthcare philanthropy. As Chief Development Officer at Children’s Minnesota and President of Children’s Minnesota Foundation, Jenny is focused on fostering a broad and deep culture of philanthropy that advances her organization’s ability to serve more children and families across Minnesota.  As we talked recently, Jenny shared some […]

Jenny Soderholm has invested her entire career in healthcare philanthropy. As Chief Development Officer at Children’s Minnesota and President of Children’s Minnesota Foundation, Jenny is focused on fostering a broad and deep culture of philanthropy that advances her organization’s ability to serve more children and families across Minnesota.  As we talked recently, Jenny shared some […]

What does a Bay Area pastor know about nonprofits and charitable giving?  Turns out he knows quite a lot.  At least if that guy is Vance Roush.  Vance is Founder of Overflow.co, a platform created to help unlock generosity across the globe.  Overflow is a platform that helps generous individuals give to charities and ministry […]

What does a Bay Area pastor know about nonprofits and charitable giving?  Turns out he knows quite a lot.  At least if that guy is Vance Roush.  Vance is Founder of Overflow.co, a platform created to help unlock generosity across the globe.  Overflow is a platform that helps generous individuals give to charities and ministry […]

Do you have a theology of fundraising?  This was a fascinating question that Michael Mitchell posited on the show recently, and it led to a great conversation about what’s really important in our craft.  Michael is Director of Development and Discipleship at Christian Alliance for Orphans (CAFO).  In our conversation, Michael talked a lot about […]

Do you have a theology of fundraising?  This was a fascinating question that Michael Mitchell posited on the show recently, and it led to a great conversation about what’s really important in our craft.  Michael is Director of Development and Discipleship at Christian Alliance for Orphans (CAFO).  In our conversation, Michael talked a lot about […]

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Rebecca Hendrix is Chief Development Officer at Food Bank of Northeast Arkansas. She joined us on the podcast recently to talk about food bank fundraising, engaging donors throughout the COVID-19 pandemic, and how to deal with the various challenges facing the nonprofit sector today. Some of the highlights from our conversation include: Understanding the complexity and challenges that arise with engaging donors in a purely virtual environment Navigating crises at your organization and caring well for your people in the process Helping fundraisers balance the desire to remain remote with the need to engage directly and deeply with donors Why fundraising is “the highest form of sales” The key traits for successful nonprofit leaders What your organization can do to meet donors where they are today and engage them well for the future

Kevin Feldman is Director of Development at The Salvation Army, Lake County, Indiana. He also advises small and emerging nonprofits on all things fundraising-related. Kevin also runs a one-person development shop and has spent years fine-tuning his approach to donor engagement and fundraising. We sat down recently to discuss the state of fundraising amidst the COVID-19 pandemic and how that’s changing the nonprofit landscape. Kevin had some great insights about the work and how we ought to be thinking about it. Here are some of the key insights we discussed: The number one factor in driving success for fundraising in an organization is the leader’s passion for the cause. Being “fearlessly sold out” for the mission is critical. This trait drives everything else, keeps you motivated in challenging times, and helps to define the culture for everyone else in the organization. Managing internal expectations around fundraising, donor relationships, revenue and expenses is equally as critical as managing your external donor expectations. In fact, bringing the board and other leaders into your fundraising plan — essentially making it their plan — will help bring shared ownership and greater success than trying to go it alone. For the one-person shop, determining where to spend your time and energy is the most important decision-making challenge. Think about that decision from the perspective of, “will this activity help me retain more donors, grow the organization’s relationship with more donors, increase giving, or add more new supporters to our cause?” If yes, then do it. If no, pass on it. As COVID-19 and other social issues conti

Kevin Feldman is Director of Development at The Salvation Army, Lake County, Indiana. He also advises small and emerging nonprofits on all things fundraising-related. Kevin also runs a one-person development shop and has spent years fine-tuning his approach to donor engagement and fundraising. We sat down recently to discuss the state of fundraising amidst the COVID-19 pandemic and how that’s changing the nonprofit landscape. Kevin had some great insights about the work and how we ought to be thinking about it. Here are some of the key insights we discussed: The number one factor in driving success for fundraising in an organization is the leader’s passion for the cause. Being “fearlessly sold out” for the mission is critical. This trait drives everything else, keeps you motivated in challenging times, and helps to define the culture for everyone else in the organization. Managing internal expectations around fundraising, donor relationships, revenue and expenses is equally as critical as managing your external donor expectations. In fact, bringing the board and other leaders into your fundraising plan — essentially making it their plan — will help bring shared ownership and greater success than trying to go it alone. For the one-person shop, determining where to spend your time and energy is the most important decision-making challenge. Think about that decision from the perspective of, “will this activity help me retain more donors, grow the organization’s relationship with more donors, increase giving, or add more new supporters to our cause?” If yes, then do it. If no, pass on it. As COVID-19 and other social issues conti

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Anthony Jones is Founder of LinkedInOnePercentClub and formerly led all digital marketing, fundraising and social media strategy at Ducks Unlimited. He’s one of the most prolific digital marketers in our sector, and an all-around great guy. Recently, Anthony made a HUGE move, leaving a 15-year career at Ducks Unlimited and launching his own company to help people like you and me improve our personal brands on LinkedIn. In this conversation, Anthony and I talk about the importance of building your personal brand, why LinkedIn is the most important platform for personal branding, and how nonprofits can leverage LinkedIn for growth as well. Our conversation hit key topics including: Why focusing on your personal brand on LinkedIn can put you in the top 1% of users on the platform. What content is and isn’t “LinkedIn appropriate”. How your nonprofit can gain attention and engagement on LinkedIn. Why nonprofits shouldn’t be afraid of their employees building personal brands on LinkedIn. Understanding how an employee’s personal brand can help build and grow your organization’s credibility. How best to engage donors, potential board members, and future employees on LinkedIn (and how not to). Don’t forget to check out Anthony’s FREE mini-course on personal branding on LinkedIn.

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In our first episode of 2022 we sat down with Andy Carr, Vice President of Development and Marketing at Feed My Starving Children. Feed My Starving Children is a Christian international hunger relief organization that will provide 370 million meals to people in need across the globe this year. That’s more than 1 million meals per day. In our conversation with Andy, we covered many topics, including: The philanthropic power of an engaging volunteer experience. Crafting easily shareable messages. Why talking about the “big” problem actually keeps people from acting, and how you can boil the big problem down to a single key point. How to use a low-cost, tangible entry point to introduce supporters to your organization in a meaningful way. The value of creating blended live/virtual fundraising events. Andy is a dynamic, engaging speaker who is leading monumental growth at Feed My Starving Children. Take a listen — we’re sure you’ll find value in this conversation!

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We recently sat down with Tom Kilgannon, President of Freedom Alliance. Freedom Alliance is a nonprofit organization founded to support our nation’s combat wounded and deployed troops and their families. One of their greatest contributions to the military community is their scholarship fund for the dependents of military personnel who have been severely wounded or killed in combat. To-date, Freedom Alliance has given out $20 Million in college scholarships to the dependents of America’s fallen and injured heroes. In our conversation with Tom about Freedom Alliance’s fundraising strategy and how they achieved this huge accomplishment of funding $20 Million in scholarships, here are some of the great insights Tom shared: An integrated approach to fundraising allows them to speak to each donor in the way that donor needs to hear the message in order to inspire generosity in their hearts. Some fundraising offers / asks for support work better in-person, while others work better at major events, and even still, some messages resonate best when delivered via direct mail or email. You need to activate all viable channels to drive the greatest return for your organization. The more you listen to your donors — to truly understand — not just to respond, the more likely you are to secure major investments from your supporters and investors. During the pandemic, they were able to activate significant support for the organization and those they support by regularly engaging donors, checking in on their supporters’ needs, and sharing stories of impact. Focus on your donors’ needs and desires, and let those items drive how you engage and approach giving opp

Welcome to the 100th episode of The Rainmaker Fundraising Podcast! I’m thrilled to have had the opportunity to visit with Russell James, J.D., Ph.D., CFP for this milestone episode. If you know Dr. James, you know this will be a great conversation. If you don’t know him yet, you’re in for a real treat! Dr. James is Director of graduate studies in charitable planning in the Division of Personal Financial Planning in the College of Human Sciences at Texas Tech University. His research into human behavior and charitable giving has shaped how institutions large and small engage major donors and maximize revenue all across the U.S. Dr. James recently published a five-book series, the Fundraising Myth and Science Book Series. In our conversation, we talk extensively about one of those books, The Storytelling Fundraiser. This new book series is also the foundation of a great new training program that Dr. James and Greg Warner at MarketSmart have partnered to bring to market. We covered so much ground in this conversation. It’s an in-depth review of the book and the foundational thinking that went into it, including: The One Big Thing in fundraising, and why it’s something you might not expect. The difference between donor-centered and community-centered fundraising, and why organizations that want to secure transformational gifts should double down on donor-centered fundraising. The neuroscience behind high-impact philanthropic activity, and how your organization and your donors can benefit from it. Why talking to donors about giving from their wealth (assets) vs. their disposable income is critical to your organization’s long-term financial security and growth. The exact phrase(s) you should adopt to help your supporters unlock transformational generosity. How philanthropy is both altruistic and self-serving at the same time, and what you need to understand to effectively navigate these differences. The key decision-making processes that people go through when deciding to give a charitable gift, and how focusing on asset-based giving can help your donors make better decisions (for them and you!). Why fundraisers have a difficult time talking with donors about legacy giving, and the exact language and tools to help overcome those difficulties (including his 65 video trainings available for FREE). Why wading into math conversations with your donors may not be the best idea, and how to use storytelling to make key financial points that will motivate your donors to act. The interconnected role of overhead and restricted giving in philanthropy, and how you can navigate these to unlock significant giving from your