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This weeks property of the week is an absolute stunner with river frontage in the much sought after Carr st Barwon Heads. As Hugh recalls early morning runs along Carr st, watching the sun peak over the Ocean Grove spit, combined with the river views, the location made for a magical experience. This is what you get every morning at 5/102 Carr st, Barwon Heads. Also Hugh reveals Open for Inspection Action, a Sneak Peek, New Listings, what’s sold and the latest news on Yellow Gums. So listen and find out: 1. SNEAK PEEK: Located in Ocean Grove 2. OPENS: What Happened Over the Weekend 3. YELLOW GUMS: Latest News Property of the Week * 5/102 Carr St, Barwon Heads * https://www.hayden.com.au/5-102-carr-street-barwon-heads-3227/5546822/ To get ahead of the action, call or click below. * CALL ON 5255 1000 * http://www.haydenoceangrove.com.au Never Miss a Show: * Download SPOTIFY * Search “ocean grove real estate” * Subscribe

Organizational impact is a result of effective leadership! The SynerVision Leadership Nonprofit Reactivation Symposium is a one-day intensive virtual event for you to learn the skills to stand up or grow your nonprofit, recruit the right board and volunteers, create a winning strategy, and attract donors to support your mission. This symposium is designed to equip nonprofit leaders and clergy to break through barriers in performance for themselves, boards, staff, and volunteers; and to attract the funding to support the fulfillment of the organization's mission. To register for this Virtual Symposium go HERE   Read the Preview Conversation Dr. Thyonne Gordon: Well, I guess we can introduce ourselves, huh? I am Dr. Thyonne Gordon. I am here in sunny Los Angeles, California. I am your story strategist. I help people with curating and creating the best story of their life, their project, their idea, their business. As Hugh continues to pull me back into the nonprofit world, I help nonprofits to curate their story of great success. Hugh Ballou: You're so valuable to this sector. Let me introduce who's here. We're here to share with you. It's a preview session. Thank you for being here today. Today is a special edition of The Nonprofit Exchange. It's thoughts, ideas, encouragement, empowerment, learning, examples to learn from. It's people who have something to share. Everybody here has been a guest on previous episodes of the podcast. We'll have some more people joining us. These are presenters for the Nonprofit Reactivation Symposium that will happen on May 1. I wanted the presenters to give you their story about what they're going to share with you. Also, why did they want to show up? I am going to start with Dr. David Gruder. David, you've been with me doing this kind of stuff for a way long time, back since water. This is #27 of these live events. This one is the first one that is virtual, and it's very different. It was the Leadership Empowerment Symposium for years. You and I started noodling on the title. Share a little bit about what we talk about and why we named this a reactivation symposium. Dr. David Gruder: Right. Well, first of all, it's a pleasure to be here with you, Hugh, as always, and to be with these wonderful, esteemed colleagues who I so respect and appreciate and love. The changes that are going on in our society right now that have been brought to the forefront through the COVID-19 crisis are changes that have been under way for a while in a lower-key manner, that in a sense flew under the radar. Because of what's been magnified through the COVID-19 crisis, we really are in the process of establishing what's being called a new norm. Nonprofits are going to be dramatically impacted by this new norm. So what we at SynerVision Leadership Foundation are committed to doing is helping nonprofits stay ahead of that curve so that we craft the new norm together as the nonprofit world so that nonprofits can fill their proper place in the world in a more effective way in the new norm rather than be drowned out because of the craziness that is going on as the new norm emerges. Hugh: Craziness. Whoa. I love it. We were talking a little bit before we officially started. I had a technical glitch, and my Zoom disappeared off my computer. I am back. We were talking about being busier than ever. When somebody says, “Why do we need reactivation?” you are going to talk a little bit… Tell them about what you're talking about. David: The topic I am going to be speaking on is reenvisioning leader development in the new normal. The things that have been emerging during this COVID crisis really illuminate the necessity of, I don't want to be dramatic here too much, but pretty much an overhaul of the vision of what leadership is going to need to include that people were thinking of as optional before now. Now it's mandatory. I am going to be covering four key areas of new norm leadership and leader development in my talk. Hugh: We won't tell them exactly what that is yet. David: Ooh, it's a secret. You have to show up to find out. Hugh: It's a secret. Each of you have recorded a little promo that we have put out on the Internet and invited people to come. The latest one I got a few minutes ago was from Dr. Gordon. We have some California people here. David Gruder, you're way south, Spanish-speaking San Diego. Thyonne, you're a little north of there in Los Angeles. Talk a little bit about what you're talking about, and why. Thyonne: Yes, I'm Dr. Thyonne. I will be talking about shifting your crisis story through board leadership. I'll be speaking in regard to how boards and executive directors and organizations overall need to work together during the time of crisis more than ever. No matter what, board leaders and their executives should always be in mind step. But during a crisis, it's really important for the board to step up and take their leadership role and do it in a more advanced way than they have in the past. I'll be speaking about how board members can show up in that type of way. Hugh: We'll be talking more about that. This is the special edition of The Nonprofit Exchange. This particular event, we have a key sponsor, EZ-Card. *Sponsor message from EZ-Card* We have Greg Sanders today. Greg represents the EZ-Card company. It's his company. He founded it. But you're not just a tech guy, are you? Just a little bit about Greg. Why are you supporting the work of SynerVision Leadership Foundation? Greg Sanders: I just want to say what a privilege it is first of all to be here. I understand this is a relatively informal gathering, so I did not wear a suit and tie. I agree with Dr. Gruder. This time is a time of transition. So many people are learning new technical skills, supportive technologies, to enable them to conduct business and do face-to-face meetings in this type of venue as opposed to meeting at Starbucks and going to live venues. Not just businesspeople, but their customers. If I am going to do an estimate and put a roof on your house, I am not going to come to your house anymore. I am going to ask you to hop on your phone or computer. The normal person on the street is also developing all of these online skills. So to David's point about nonprofits, every nonprofit I'm aware of works with a skeleton crew. They are time-challenged and resource-challenged, and they probably don't have time to think about what Dr. Gruder is going to talk about, which is how to rest and reshape and reform. They are trying to survive. Coming on Friday is so valuable. What we're doing at EZ-Card is we are the supportive technology. I am not a major speaker. I will speak briefly about possibly using EZ-Card along with Zoom or other technologies which move your message forward in this particular environment. That is what EZ-Card is. I will be explaining the benefits of EZ-Card as a mobile app. When I think of a nonprofit, they have to get their message out. They have to raise money. They have to let their supporters know this is our valuable work we are doing day in and day out. Any video they can show where they are caring for children or at-risk populations, any way to get their message out there, and they can do that with EZ-Card on their phone. That is what we'll be doing, and we are happy to support the event itself. If you'd like to look at it and share it with people to get there on Friday, you just text LDR, which is an abbreviation for leadership, to 64600. Two things will happen. You will get a link to your phone. You click the link, and the EZ-Card opens. It could take you to the SynerVision website. It could take you to details about Friday's event. You can register. But it will also give Hugh and the leadership team your mobile number so they can send you text reminders about the event. Text LDR to 64600. We'd like to provide similar technology to any nonprofit if we can help you do what you do better and help you raise more money. Hugh: It's an amazing tool. I know David Gruder has one. The others of you who have seen it. Sherita just saw it for the first time. Bob Hopkins out there in Big D, Dallas, Texas. You're recording as you were wearing this ten-gallon hat. So passionate about philanthropy he even named his horse Philanthropy. Bob Hopkins: I did. I did, and I do. Hugh: It's this kid who said to his dad, “Your ten-gallon hat won't hold ten gallons; it only holds four quarts.” Tell us what you are going to talk about and why you want to talk about that. Bob: It changes every hour quite frankly. I just got off the television looking at the president of Brown University. By the way, universities are nonprofit organizations. Talking about how hundreds of thousands of colleges are going to stay afloat because they depend upon tuition, and lots of kids aren't going back to school at this time because they don't know what they're going to do, and they don't have jobs anymore. They won't be able to afford to go. I'm sure every board of directors of every university or college in the country is madly trying to figure it out. One of the people I invited to come on Friday as a student is Alfonse Brown. He's at a university in Florida, an African-American law university, the oldest one in the country. He has board meetings all day Friday and Saturday, trying to figure out what they are going to do in the fall. Not in the summer. We have already figured out the summer; we are doing Zoom, just like we're doing now. What are they going to do in the fall with those huge buildings, with billions of square feet? With students, I have 22-24 students in my classroom. We cannot handle six feet apart. If every classroom doesn't have 24-26, they will lose money. Thousands of colleges will have to close. Then I'm thinking about my students. My students have been introduced to the nonprofit sector in my class because I teach communications with a focus on nonprofit management. I'm thinking about them because what are they going to get out of it, and what message am I going to give them? I have a requirement that all my students come to this class on Friday. It's half of their final. Then they have to write a critique on what they experienced, what they got out of it as 50 points, and they have to write their eulogy for the other 50 points. After this semester, they will probably want to die anyway, so their eulogy might be appropriate. I don't know. I'm going to look at what you all are going to talk about, so I will try to fit in so I am not talking about the same thing. I listened to speaking about boards of directors as well as Thyonne. There are so many avenues of how to talk about boards of directors. How to get them, how to keep them, how many to get, what are their responsibilities, those kinds of things. I think, and you already messaged it to me right now, is how they will stay afloat. That's what boards of directors are going to want to know when they come to see us when we are talking about nonprofit management and organizations. How are we going to stay afloat? What is the new normal going to be? I think that changes every day, too. We are supposed to in Texas open up last Friday. I went to the bank just now. There was one man in there without a mask on. I went to the president sitting in the corner and said, “Is it a requirement to wear masks now?” He said, “Yes, it is, but we're not enforcing it. It's a $1,000 fine, and we're not enforcing it.” I said, “Why not? It's a rule and a law. If I have to do it, they have to do it because I am not being protected, but they are being protected from me.” I tell you every minute I find something different. Our lives are going to change not just from the board level, but from the people who come to participate with us. All of them won't be board members. They will be people who are not involved in the nonprofit sector as a living or in a vocation, but as maybe just a volunteer. Hugh: Bob and I met recently. My wife was going to Dallas for a conference at SMU. We were introduced by guests on my show who were the founders of Barefoot Winery. They accidentally founded a winery; it's a great story. We connected. Bob, you have a book in your hand there? Bob: Hugh, I'm so sorry you asked. This is my book. It's called Philanthropy Misunderstood. Is that appropriate for the time. I think it should be Management Misunderstood, Nonprofits Misunderstood, Our Planet Misunderstood. My next book will be called Philanthropy Understood. Hopefully in the next two years, we will figure that out. Hugh: Sherita and Thyonne will have some stories for you there. They have a massive amount of connections and nonprofits they have worked with. The new normal is you go into the bank with a mask on. It used to be when you walk into the bank with a mask on, they will be nervous. Now if you don't have a mask on, they're nervous. The new normal is opposite polarity. Bob: They are still nervous because they arrested two men and asked them to leave. Unfortunately, you people of color will understand this. These were two black men with two black masks on. The people behind the counter were uncomfortable with them and asked them to leave, not knowing if they had a billion dollars in the bank or whatever reason they were there. It didn't matter. We have a lot of challenges coming up. Hugh: Sherita, on that happy note, tell folks- Bob has been a lifelong champion of nonprofits. He has been a CFRE with the fundraising professionals. He is a wee bit older than me. Finally I am in a group with one person who is my senior. My sister Sherita out there, where are you now? Arkansas? Sherita Herring: I am in Hattieville, Arkansas, of all names, right? Bob: I know Hattieville. Sherita: The fact that I am even here in Hattieville. When I was a young girl, do you guys remember Petticoat Junction? I used to want to live there. I loved Betty Jo, Billie Jo, Bobbie Jo, Uncle Joe. I loved the pig Arnold. Most people did not realize how much I am a country girl. I am telling you that story because what I am going to be talking about on Friday is there are grants that exist even now that will allow you to live your most unbelievable dreams. I am living my dream. I am sitting here on 30 acres of land that has been passed down in my family for over 100 years. It's been almost 50 years since my great-grandfather passed away and anyone has lived here. It's not a cliché for me. I am living my best life right now in an RV with chickens and Guinea, and he is out there spraying. That's what I'll be talking about. Thank you for having me on with these other experts, Hugh. Hugh: We have Wil Coleman. He is a great musician out there in Raleigh, North Carolina. We will hopefully have Dr. Williams here in just a minute. Sherita: He is coming on now. Hugh: We also have a presenter who is not here, Bishop Ebony Kirkland. If you go to the landing page for the symposium at NonprofitLeadership.live, I am watching my phone. People are registering. It's exciting. We want to fill the house because there is so much important work to do. If you click on the pictures for these good-looking people, a video will pop up with an invitation as to what they are talking about in more detail and why you should come. This word “reactivation,” it's a mystery word for some of us because we are working as hard as we can. It's a new era. It's an important era. Bob has invited students. He is in the classroom again. He's worn a lot of hats. I gotta tell you, I have been in his class with his students. They come to our nonprofit leadership group on Thursdays. You are inspiring a new group of leaders, profound group of leaders coming up. There is a lot of untapped potential for people who might get overlooked. I remember, Bob, when I was 18, I had a chance to conduct when I was nothing but potential. Somebody like you believed in me. Somebody like you said, “Hugh, give it a go.” I was able to step up into a whole career. Let's go back to David Gruder for a minute. I want to ask any of you to shout out when you can. This is such an important occasion. Bob just talked about colleges who are a specific type of nonprofit. Big universities with big budgets and a lot of foundations and history are having challenging times. Imagine a small community organization that wants to feed people, clothe people, house people. They are working on a bare strings budget. David, what's important for our mindset? What's important for how to equip ourselves to rethink leadership and our work? David: Oh my. Well, okay. Short version is that we need to shift our, what's called in psychology, locus of control. Right now, in society, there is an external locus of control. What locus of control has to do with is how a person centers their ideas about where control lives. Right now, a lot of people are thinking that society and government and COVID-19 and external circumstances are the boss of them. That is a mindset that is a surefire recipe for victimization, powerlessness, and empty, unhelpful forms of rebellion. That has to shift into what in psychology is called an internal locus of control, where I'm the boss of the future I create. I'm the boss of my own stories that I tell myself and the emotions that I have and response to those stories and the words and actions that I say and do in response to the emotions I have about the stories I create. That is a skillset that is developable, and it is a crucial skillset, not only for leaders to embody, but for teams to be trained in how to do because without that, there will be no conscious, elevated, spiritual architecting of a new norm that is helpful to humanity rather than harmful to humanity. Hugh: David Gruder says things, and I say, “Gosh, I wish I would have put those words together like that.” He is a champion wordsmith. Anything else you want to share? Thyonne, I was so impressed by your short video. Of course, I was impressed by all of them, but yours is in mind because I got it most recently. It was passionate. You used to be part of a foundation that sent you out to do board capacity building. Why is it so important for us to learn ourselves as leaders, to equip ourselves as leaders to grow and engage our boards at a higher level? Thyonne: Thanks for the compliment on the video that you had me do at the last minute. It's really important for us as leaders to engage and interact with our boards because our boards are what make our organizations. They hold the fiduciary responsibility for our nonprofit organizations, which means if they're not working in step with the executives and the team at the organizational level, you absolutely could slip and fall. Your board is like your safety net. They are looking at things. Their role is to actually make sure the organization is staying afloat, is sustainable, is doing what it says it's supposed to do, staying in line with the vision and the mission. Your board is your support system. It's important for leaders to understand the relationship and the role they have with their board members. The foundation that I worked with prior was the Annenberg Foundation here in Los Angeles. We did do capacity-building by teaching board leaders how to work in alignment with the executive director. The program was called Alchemy. It was a magical program to bring together the executive director and a support person, or a champion, and the board chair. They had to come together in the program, which we would do quarterly. We came for classes and learning how to work together, how to build the capacity of the organization, and even how to fundraise. With them working hand in hand, they were able to have much higher success rates. It's important for leaders to understand the importance of their board and what their board roles are. Especially with small organizations, when you start an organization, my mom is on the board, my brother is on the board, and my sister down north. They're like, “Yeah, sure, you can put my name down.” They have no idea what it means to be responsible on a board. They don't know anything about board governance. It's important for leaders who want to start these nonprofits to understand your board is a serious thing. It's not just your mom and grandma and everybody who said, “Yeah, we should do that. That sounds cool.” And you're selling pies or chicken dinners or whatever it is to raise money. That's great, but if you have a board who understands their fiduciary responsibility, they will say, “We can sell these chicken dinners, but we also have to expand and talk to somebody like Sherita about how we find grant funding and how we are in alignment with that and how we stay with our vision and our mission. If you're working with saving the chickens, selling chicken dinners might not be a good idea.” Hugh: Absolutely. Thyonne: It's important for us to know what we're doing and that our boards know their roles. Hugh: I want to get Sherita on here for a minute. Sherita has some family issues, and she needs to go tend to some of those important things. She set you up for this thing that you are going to talk about. Everybody thinks there is grants, and it will be a smooth road going after them. You send in an application, and people will give you all this money. We have to learn some things as leaders, don't we? Sherita: Yes. For one, grant funders are investors just like any other investor. People think that there is a magic potion or something when it comes to grants for the nonprofit arena. That's why another time when Hugh and I worked together, and I wrote that article, “Nonprofit - The Stepchild of Business,” people treat a nonprofit like a side gig or a hobby. They don't put much into it. They might submit one grant or two grants and don't receive it and say, “See, everyone told me not to do this.” But they have been trying to get money for their for-profit business for 20 years and kept trying until they succeeded. They will not put much into the nonprofit arena but expect a greater return. That's what tends to happen. When you're going after grants, it's a joint process with the executive or whoever they choose to work with the person that is writing the grants because even myself, I raised over $30 million. We developed over 600 organizations. But there is no way to just take it upon myself and write about my clients' accomplishments without their assistance. I am very good at what I do, but I am only as good as the information received. People expect you to write a grant for a building, for the grant-writer to write about it without their input. The grant-writer doesn't know their accomplishments, who they have worked with in the past as far as collaborations, their projects. It has to be a joint effort in order to make it happen. Yes, like you said, I lost a very dear uncle this morning. I tried to clear my calendar to be on here with you, but I got the call this morning that my uncle passed away. I am working on a couple of things. Before I leave, it's also important for people. Just today or yesterday it was reported, a director of an ER committed suicide. She was in New York at a major hospital. Had contracted coronavirus herself while treating patients. Got well, went back to work, and yesterday, committed suicide. Organizations after every catastrophe, whether it is Katrina or the 1930s Depression, after every catastrophe, it doesn't stop there. There is going to be an aftermath. There is cause and effect. Organizations are going to need to get prepared for depression, suicide prevention, PTSD, while also like professionals like ourselves, helping people to regain themselves after this. With every issue or problem, there is grant funding. That is why grants are there: to address problems and issues. This is why the nonprofit arena, and you hear about grants more during times like this. It's not that it operates less. The nonprofit arena steps up more. It's important to understand that, understand how you can stabilize your footing, and understand the process of how to go after funding in order to ride this wave. Yes, it is a negativity that is happening right now. Yes, we are losing lives. Yes, a lot of businesses are closed right now. If we understand how to ride the wave of what is happening right now in addition to knowing how to survive and move forward in it, that is what I will be talking about. I thank you for having me on, including me with these other experts. Wil, hi, how are you? It's been years. Tell Pastor I said hello, and I do want to speak with you guys following on this. David Gruder, Greg, Thyonne, and Bob, I look forward to being with you on Friday. Have a very blessed day. Hugh: That was so profound. It's time for some summary statements. I'd like to start with Bob Hopkins. Every time I talk to Bob, I am amazed at the depth of knowledge he has about a lot of different topics. He is living the sweet life. He could be tending his garden, but he is out there inspiring students and teaching. He has joined the SynerVision team and wants to help us take the magazine up another level and do some work with us. Blessings to you and sharing your gifts, and thank you for being a part of this presenting team. We are going to wrap up here and let everybody have a moment to say something. What would you like to add to the conversation? Bob: I'm anxious to read the content again of everybody and what we are going to do and where I fit in. I am going to be there for the entire time. A lot of it might be off the top of my head after I have learned what I have heard from you. I don't want to go on a tangent that doesn't have some relationship to what we are already talking about. I think as a time when we all speak for 20 minutes at a time, then I'm later on in the afternoon. I'm the last speaker. At least that was the schedule I saw. Hugh: I messed with it because we had some changes I had to make. I am going to send that out to you right after this session. You do have several times that you are going to be able to influence people and share some of your stuff. I have had to rework it. Our Bishop Kirkland in New York couldn't be here today. She is sitting in New York talking to people about working together, collaborating. She is going to share with us Friday about that. We will get a report on how that is going in New York City. Bob, you could speak off the top of your head all day and not duplicate yourself. You have such a wealth of information. We are going to talk about philanthropy. His book is brilliant. He lifted it up before. Your book is 100-something stories of nonprofits and how philanthropy really works. We think we know what philanthropy is, but it really is different. How do boards connect with that? You have experience running nonprofits as well as being a resource to them. We have had to make the schedule a little fluid, but it's not a whole lot different. I have moved you up in the day a little bit. Whenever you talk, people are going to listen. It's like one of those big investment companies. When they talk, we all listen. Knowing that, you're going to have great gifts to share. Don't put yourself down. You have a lot of important stuff to share. Thank you for being part of this great presentation team. Bob: Thank you. Hugh: Greg Sanders. Why is the work of a nonprofit so important? Why are you sponsoring SynerVision? Greg: My mother and my father were both university teachers. My mom was in foreign languages, Spanish. My father was in music. I taught sociology for 30 years. I have a big heart for students who can't figure out what the heck they are going to do with their lives when they are 18-22, which is an important thing I felt like I did when I was working at the university. Not just transmitting content, but helping people figure out their futures. I think about Dr. Gruder who is known for integrity. My feeling is that everything we do should be of service to other people. I love the nonprofit organization because they wear right on their sleeve that we are here to serve. Businesses should have that same mindset. If what you do is not improving the quality of life for other people, you should go do something else. That is what EZ-Card attempts to do. I tell people if you are going to build a house, you could do it with your bare hands, but it's a lot better to do it with tools, even with power tools, because if you spend $1 on a power tool, it's going to help you save hundreds of dollars in building that house. That is what we are trying to do at EZ-Card. If the technology fits and helps people to do what they have chosen to do to help other people in a more efficient manner, that is what we're all about. I think we are right. We need to rethink the way we are doing everything, and we need to think about it in terms of helping other people. We are trying to make money during this period of time, but we are also caring for people. Just recently, I had one middle-aged adult talking about taking care of her 88-year-old mother right now and saying, “My mom was healthy. She went out with her friends. She went to restaurants. She had an active life. Now she is cooped up in her house and is wasting away. She is no longer actively engaging.” My advice is to maintain your normal life as best you can, even having to shelter in place. How can you maintain the routines? How can you maintain life as normal? It's that kind of strategic thinking that nonprofit organizations have to be maintained in. You can't do some things the way you did them before, but you can make a semblance of those activities and try to keep those healthy routines in place. I am privileged to be a part of it. We are trying to drive some traffic to what is happening on Friday from the EZ-Card side. Hugh: Text 64600 with LDR in the message. You will have the SynerVision card. Dr. Gordon, how would you like to close? Thyonne: Hugh, I hope you can keep David, Greg, Bob, and Wil because I plan on putting on my mask and kidnapping Bob from Texas. Bob, don't pay attention. I am going to be grabbing you and bringing you to California. Bob: My bags are packed. Thyonne: I have already texted Greg's site. I am excited about that. David, I know how I feel about you. Wil, I just met you. This is going to be an amazing symposium. I am excited to be part of it. Anyone who misses it, you are about to miss out on the opportunity of a lifetime. That is what we have to understand as nonprofit leaders and people in this space. I will speak as an African-American woman. This isn't our first time in a crisis. We know how to get through a crisis. Nonprofits, we are used to not having a whole lot and making a lot happen. In this crisis, we are the leaders. We actually know what to do already. Our leadership style is what everybody else is trying to do. We have been doing this makeshift thing for a long time. We have such an opportunity to take this thing by the horns and make an opportunity of it. That is what I will talk about with the board leadership as well. When board leaders step up right now, there are all sorts of opportunities for us to come out of this thriving and leading during this crisis as well as through this crisis to help us get through it. There is so much opportunity. With the people who will be at this symposium, wow, you will get the ideas, the information. You will have the knowledge that you need to break through and make a change in your organization. I am excited. Hugh, let's make it happen. Bob, don't look for me, but I am coming to get you. Hugh: That's awesome. You may have noticed some old white guy. Sometimes we're clueless. Some of us know how to dress, but not me. Wil, did you say Pastor is on here? Blessings. Do you have a picture, or will you just talk to us? Dr. Kevin Williams: I am just going to talk to you. I don't have a picture today. Hugh: Thank you for being here. All of us have crazy schedules. We have some awesome folks. You are going to talk about how Paul said be transformed by the renewal of your mind. Talk about the transformation that you are going to talk about. You will be square up at noon EST at the symposium. It's the spot before we take a lunch break. Tell us why we need that and why you want to share that with people. Kevin: Right now, I think one of the greatest challenges that that could hinder any individual is to be stuck to an old way of thinking. Everything that has transpired recently has caused two waves of thought. One wave is people believing that things will go back to the way that they were, which is a very dangerous mindset. The other thought is understanding that they won't go back to the way that they were, but also understand what is getting ready to come. Any time there is going to be advancement, either you are going to be a reactionary person or you will be an initiating individual. Thought leaders nowadays have to initiate so that we can provoke other people to initiate and not be reactionary. Usually, if you are reactionary, you are going to suffer the consequences of reacting. But when your mind is renewed, when Paul talks about that, he is talking about a renovation of taking out some old things, almost like renovating a house, taking out some old things and literally changing the scope of the house and the aspect of it so that it can meet your current needs. The same thing happens in the mind. If a person doesn't transform their thinking and get out of the old stuck way of thinking, they are going to ultimately implode and damage themselves. But when an individual comes into a mind renewal, this is why symposiums like this are key and important, because what you have then is you have thought leaders who are ultimately like construction workers. What we're doing is aiding the individual to renovate their thinking because in this renovation, people are not just going to learn about what's new, but also learn the type of thinking they should have that has hurt them before but also is going to help them now because now we're open to a new way of thinking. If you look at what's happening with the United States, with the government, with the marketplace, everything is shifting. Look at stocks. Look at the different kinds of currency now, like cryptocurrency. All of these different things that are happening, our mind has to be renewed. The next thing is we have to make sure that we don't fall into the hands of something that we don't ascribe to because with all of this that is happening, by being a faith leader, I understand that God has an agenda. Even though God has a focus and a vision for all of us, so does the enemy. We have to make sure we are not operating in something that looks like it has a form of goodness, but denies the power thereof. As thought leaders, one of the things I believe that is important is that our thinking definitely has to change in order for us to be effective for this coming time and for this generation right now that is depending on us to see something for them that they cannot see for themselves. Hugh: Awesome. Dr. Williams, it's been a few years, but you invited me down to work with your congregation. We did some leadership stuff. Wil and I did some music stuff. Also, the very first symposium happened in Greensboro at your church. Did you know that? Kevin: Wow. I knew that we did the symposium, but I didn't know it was the first one. Hugh: That was a shorter one. It was an evening. You put out the word, and everybody came. I remember Bishop Willimon asked somebody why they came, and they said, “Pastor said to come.” He was quite impressed with that. This is #27. It's changed a little bit. Of course, we can't do it live right now, so we are doing it virtually. It's a celebration of something we started in Greensboro at New Jerusalem Cathedral. Thank you for helping me launch this so many years ago. Kevin: Most definitely. I always want to be a part of things that you're doing. Hugh: Blessings. You've been a blessing to me. Thank you for being here. You're sharing it with your tribe. Bishop Kirkland is out here in New York City getting people to collaborate. She is doing some important work today. She will be with us on Friday. May 1. Be there. Thank you for getting in here. As we close out here, my brother David Gruder, you get the last spot. You know Dr. Williams, don't you? David: Yes. We have not talked or seen each other for a number of years, but I am delighted to reconnect. Hugh: This has been a great conversation. What do you want to leave us with? David: What I want to leave you all with is a quote from a 20th century thought leader that many of you are familiar with by name at least, Buckminster Fuller. What Bucky Fuller said was, “The best way to predict the future is to invent it.” This Friday, we are going to be talking about how nonprofits get to invent their future in effective, useful ways. I am really looking forward to offering some key psychological foundations for inventing a new future. Hugh: And you have a book. Do you want to offer a virtual version of it? Tell us about that. David: Very briefly, yeah. I have been involved in one capacity or another with 24 books now. One of them is a book I was the psychology editor for called Transcendent Thought and Market Leadership. That is by Bruce Raymond Wright. I have been blessed by Bruce to be able to offer a digital copy of the book as a gift to everyone who attends the symposium on Friday. Hugh: We will have some other gifts, but that is a significant one. David, thank you for being here. Kevin, thank you for being here. Greg, thank you for being here. Bob, thank you for being here. Thyonne is going to capture you and take you to California. He can do a book signing there. He will do that in California. I look forward to putting a spin on nonprofit leadership in a good way and inspiring people to go out there and make a huge difference. Thank you so much for sharing today with everybody.   Learn more about your ad choices. Visit megaphone.fm/adchoices

New technology providing 24/7 access to property information is increasing demand in the non-traditional selling periods. As Hugh proclaims, ‘Winter is the New Spring’, Hayden Ocean Grove is on track for its best month for 2018. He lifts the lid on the various technology partners that are enabling demand for what traditionally used to be a slow time in real estates. In today’s episode, find out: * AUCTION: Moolap this Saturday at 11 AM * SOLD: What’s Sold Since Monday * ONLINE: Leopold Properties Now Live Property of the Week * 9 Cooney St, Moolap * https://www.realestate.com.au/property-house-vic-moolap-128208598 To get ahead of the action, call or click below. * CALL ON 5255 1000 * http://www.haydenoceangrove.com.au Never Miss a Show: * Download SPOTIFY * Search “ocean grove real estate” * Subscribe

Danna Olivo is a Business Growth Sequencing Strategist and CEO of MarketAtomy, LLC. Her passion is working with small first stage entrepreneurs to ensure that they start out on the right foot and stay on the path to financial freedom. Known as the Business Birthing Specialist, Danna understands the intricacies involved in starting and running a successful business. Her efforts extend beyond the initial strategic planning process on into the implementation and monitoring phase. As an intricate component ingrained into her client's business structure, she works diligently to keep her client's accountable and on track to fulfilling their success goals. A graduate of the University of Central Florida's College of Business, Danna holds degrees in both Marketing and Management Information Systems (MIS). She brings more than 35 years of strategic planning experience in business, marketing and business development both nationally and internationally. Danna is not only a professional business growth strategist but has worked as an International Strategist within the country of Brazil, is a public speaker and #1 Best Selling Author on Amazon with “Success From The Heart” and “Journey To The Stage.” Her newest book “MarketAtomy: What To Expect When Expecting A Business” is now available through Amazon on Kindle. What You will learn in this session: What do Sponsors/Donors Expect How to Build an Infrastructure to support the Donor Experience The 7 steps for creating a lasting Donor Experience   Here's the Interview Transcript Hugh Ballou: Welcome to The Nonprofit Exchange. Our guest today is Danna Olivo. First day with the new teeth. Danna and I have been colleagues for a while, and I have grown to appreciate her work more each time I hear her present. We are talking about sponsors and donors and how to really keep that relationship at the highest level because it's good for them, it's good for us. We just need to know how to do the talking and create a system around that. I am not going to waste any more time. I like for guests to introduce themselves, so tell us a wee bit, a couple of minutes, about your background and what prepared you for being able to do this powerful work on this topic. Before you finish, talk about why you chose this. What is your passion for this? Danna Olivo: Oh goodness. As Hugh said, my name is Danna Olivo. I like to call myself the Business Birthing Specialist. The reason that I go by that title is because I like working with early-stage and emerging entrepreneurs, whether they are nonprofit or for-profit. They are still in that birthing stage of their company. I am a business growth strategist at heart. That is backed up with more than 40 years in marketing, business development, and sales. That is where we get around to the experience that we are talking about: creating donor and sponsor experience. I work with for-profits and nonprofits to basically teach them how to build an infrastructure that attracts customers to their door and ultimately create an experience where they come out as advocates on the back end. That is where my background is. Hugh: You have taught at my live leadership empowerment symposium events. You and I are cooking up an event. We will do that again in Florida. We come to Florida on a regular basis. We are going to tag onto it a funding conference. Some of the stuff we are talking about will specifically be talking about fund sourcing and activation and maintenance for those running charities. It could be a church, synagogue, a membership organization, a cause-based charity. Any people doing, and really these are social entrepreneurs. That is still your sweet spot. Danna: Whether you are dealing with for-profit companies, nonprofit companies, churches, the thing to keep in mind is we are still dealing with a business. We are still dealing with entrepreneurs. We have to also keep in mind we are still dealing with customers. Whether they be sponsors or donors or customers or parishioners, they are customers. We have to keep that mindset when we are thinking about it. Hugh: You are so spot-on. We tend to think things are going to happen because we have a charitable cause. Not really. We are not really good at defining why it's important and the impact of our work. We don't really attract the money we deserve to attract because we are doing good work. We have a lot of different themes that we deal with in this episode. This podcast has been going on for three years. We have interviewed specialists like you who have brought some really good content. You are in good company as are they today. Danna, let's set the stage a little bit. What is your passion for helping early-stage entrepreneurs get their head around this really important topic of donor/sponsorship? Danna: My passion stems from failures in the past. That is where a lot of my passion comes from. The mistakes learned and wanting to teach others how to avoid those mistakes. Working with small businesses, whether nonprofit or for-profit, but we are going to focus on nonprofit. When you start a business, a nonprofit business, it is cause-based generally. Cause-based businesses are emotional. You are tapping into the emotion. That is what you're trying to do. Well, therefore, going after those customers, those sponsors and donors, you need to match that emotion to those sponsors and donors in order to get them to buy into your cause, right? Where my purpose is is teaching early-stage entrepreneurs there is a sequence to this. There is a sequence behind the research that has to go in to target those individuals that are more likely to emotionally buy into your cause, but also to understand what that messaging is that needs to be developed in order to reach those people. Not only on the sponsor/donor side, but what about on the other side? The people who are coming in that need your services, need your social platform. They need what you are providing through your platform. Hugh: In business, whether it is a nonprofit, you're right. We need to install sound business practices in the charities or religious institutions we run. It is a business with more rules than a for-profit business. We are regulated with good reason. The people can give us money and write it off on their taxes for good reason, or sponsors can give us marketing money because we create value for everyone. There is a little different nuance for sponsors and donors. Let's take the donor piece first. We ask people to donate and support a cause. This is what's going to happen. Then they fall off by the wayside and they don't donate again, or they don't tell other people. What is the biggest problem you see, the gap that hasn't been filled with people running an organization and managing these donor relations? Danna: Their structure. The structure that they put in place. It's one thing to get those donors, to get those sponsors to the door. But if you cannot create that experience that I talk about, which involves the structure of the organization, then you are not going to be able to carry them through and create that experience that will turn them into advocates afterwards. Ultimately, that is what we want to do. We want to create our own sales team or our own promotional team on the back end because of the experiences that they had while working with our program. Hugh: Okay. I get that. That is theory. Turn it into practice. What does that structure look like? If somebody is listening to this and goes, “Wow, I need to maintain this relationship, but I don't know where to start.” What does that structure look like? Danna: Oh goodness. You can start so many different places. First of all, you have to put yourself in the mindset of the sponsor or the donor. What are they looking for? What are their expectations? They are expecting to get out of this relationship that they are with you on. On the sponsor side, are there expectations to really create a brand out there in the marketplace by helping you in creating more of a brand recognition on the social side? On the donor side, are they really- Do they want to feel empowered by helping something they are really emotional about? What is it that they are expecting? Most of the time, what you are going to be looking at is they want to be appreciated. If they are not shown appreciation, or they want to see transparency, and especially on the nonprofit side because if they don't feel as though their money is being utilized the way it should be utilized, and as promised, chances are you won't get them back again. That's what we want. We want these donors and sponsors to come back again and again, especially when we have to depend on federal dollars as well. Those federal dollars can be pulled at any time. Hugh: It's really hard to get donors. We are competing with all these other charities out there. We want to have a process of maintaining that relationship. We don't think about the donors until it's time to donate again, and then we send a panicked letter saying, “We need your donation for next year,” but we haven't talked to them all year. Danna: That is it. That is what I am talking about. They want to feel as though they are appreciated. They want and expect you to keep them in the loop. How are their dollars doing? What's happening? Show them the results. Give them the statistics. Hugh: Say that again. Danna: You need to consistently be communicating with them. You need to show them what their dollars are doing as far as your cause. What are those statistics? How many of those lives are you affecting? How many people are you helping with the dollars they are giving you? Hugh: Why are those important? Danna: First of all, consider the fact that they are giving because they are passionate about their giving. They want to make sure that you are using their money to make a difference. That is one reason. They are passionate. This is their way of contributing. If you are not being transparent about it, they will go somewhere else that is doing the same thing in hopes they will be doing better. Hugh: I think it's probably gratifying for a donor to see I gave this money, and you say, “This is what we were able to do with your money.” Danna: A perfect example is my husband and I like contributing to the Smile Organization, primarily because we had relatives in the past that have had cleft lips. There is an organization out there that helped those who have deformed lips, cleft lips, that create these smiles. These are children. It really means a lot to us when we see one of these children being able to smile again and feeling good about what has happened after one of these surgeries. These surgeries don't cost a lot in these foreign countries. Hugh: That is such a great example. Several times in my life, I ran with the Leukemia/Lymphoma Society and pledged to raise a few thousand for leukemia and lymphoma research. At the race, I was connected to a particular patient with a wristband. It had their name, age, and condition on it. I was running for one person, but also for others, and I felt really purposed. Going back to the people who donated for me to run, they were betting on whether I would finish or not I'm sure, but they donated that few thousand and I did the running. We've been joined by the good-looking Russell Dennis in Denver, Colorado, and he just snuck in. He has experience in the funding seat for 11 years. Is that right, Russ? Russell Dennis: It is good to see you, Danna and Hugh. Danna: Haven't seen you since the last time we were on together. Russell: That's been far too long. With donors, one thing I find with people is that there is something magic about face-to-face contact. If you can have some non-ask events where you are not asking for money, just bringing them in to meet some of the people who are benefiting from your dollars, have them tour your facility, talk to other people, show them the exciting things their money is doing, and keeping them in the loop. Some people are going to want to be contacted more than others. It's having a system to keep track of people and keep those connections. It is really something that if you can, you should have a single person try to keep the flow going. A director will do a lot of the face to face, but you want somebody to keep that communication loop open. Danna: That's what I'm saying. You need to communicate with them. Involve them in the process, show them how their dollars are working, and help them be involved in it, as far as that's concerned. First of all, the donors aren't mind-readers. If you are not communicating with them, they are going to assume, and you don't want them assuming. You want them to feel comfortable with where their dollars are being spent, and that they are making a difference. Am I right, Russell? Russell: Spot on. At least, you can survey. It is just asking how are we doing, what would you like to see more of. They won't know what they want to see more of if they don't know what you're doing. Keeping them in the loop is important. Surveying them- Danna: Serving on one of the boards of a local nonprofit here, one of the biggest things that nonprofits do run into is the budget cuts with federal dollars. I was sitting in on the board of Hope and Help, which is HIV/AIDS awareness. One of the biggest struggles we had was the fact that the other agencies like ours were fighting for these federal dollars. We didn't really have in place any kind of public in-flow, or what we did have was very little. All we had was one major annual event that we did. That event only happened once a year. The dollars that we have to spend on expenses happen every month. That is where these sponsored dollars and donor dollars come in. Why should we have to rely only on federal money, which constantly is being cut back, and we never know we are going to have it year to year because there are other agencies fighting for it? How do we build those relationships with donors that we can count on every year? That is where we are going with this. Through transparency and by creating that donor experience that we can count on every year because we are meeting each other's needs on both sides, that is where we are going to be able to overcome that issue of the gap between the dollars we need and the dollars that are coming in. Hugh: That is the consistency. There is a rhythm to the communication. What is the mechanism you suggest people stay in touch? I think sending an email occasionally is not the answer, is it? Danna: First of all, because we are talking about relationships and creating an experience, it all boils down to service. That is what it's all about. Servicing your donors. I use that as an acronym, and I built seven guidelines using the word “service.” The first is S, which is scalable. What I mean by the S in service is deliver an awesome donor experience that scales as your company grows. This involves knowing your donor. How do you make their giving decisions? How do they make their giving decisions, and understanding that? This is where this research comes in. Why would they donate? The E is for Essential. What that is, today there is no shortage of tools available for gathering predictive data on sponsors and donors. The problem is getting that data is not enough. You need to understand and know what is happening in the background. What is the chatter going on in the background that really speaks to what is really important? Most of your research is built around the dollars that are given. Most of your primary research is based on dollars given in this event. There is chatter that happens out in the ether. What we call is deep data mining. We need to understand that and monitor that and combine that. R is for Relatable. What relatable is is when you are in the fundraising mode, it's important to listen and understand what motivates your donors. What is important to them? V is for Valuable. Intuitively, most people recognize the value of great customer service or donor service, but what are the causes? Causes that deliver value are ones that the sponsors will want to interact with. We want to create engagement. They will become more loyal as long as they can become engaged. This is where we get back to what we were talking about before as long as communicate with them, get them involved, invite them in, hold events that you're not trying to gather their money but are bringing awareness. A perfect example is I have a 30-year-old niece who has Down syndrome. Because of this, I find myself being drawn to organizations that are committed to creating healthy independent living spaces/environments for individuals with Down syndrome. Some of those, what they do is provide a lifestyle where these individuals are creating and giving back to society. Those are the kinds of organizations I get involved with because they are close to my heart. It's important for us to be able to relate to why the donor is giving. I is for Involvement. The donor experience involves a top-down approach. This is key. When the donor gives, they want to know that they are giving to the organization, and that it's being recognized from the very top, not just from the people who are the representatives. They want to feel as though they are recognized from the top, from the directors of these organizations. Does that make sense? C is for Credible. This is a given. Trust is the backbone to credibility. It's important that you do what you say you are going to do and when you say you are going to do it. Be consistent in your promises. Be transparent and communicative with sponsors. All of this is a given. We have known this all along. This is what comes with credibility. Finally, E is for what's Expected. Deliver what they expect. We talked about that earlier. Did you make them feel valued? Did you treat them like they are important? Did you anticipate their needs for giving? Did you make them? Make it easy for them to engage. This is another thing. If you don't make it easy for them to donate, they won't jump through hoops. Did you show them that you cared? Did they feel loved? These are all important. These are the seven steps that I see that need to be built into the structure that will develop that donor relationship that will keep them coming back time and time again. Hugh: I remember that model. Give us the acronym again and the words. Danna: SERVICE. S is for Scalable. E is for Essential. R is for Relatable. V is for Valuable. I is for Involvement. C is for Credible. E is for Expected. Hugh: This sounds like she's got a page out of your playbook, Russell. Russell: She has her own playbook, and it's wonderful. That is one of the beauties of talking to brilliant people like Danna. I learn more all the time. You can never learn too much. It is creating that experience and value. That is seen to be a dirty word around charities. Nobody would use the word “value,” but you are in the value creation business. That is what it's all about. Danna: Like I said, it doesn't matter if you are nonprofit, for-profit, whatever. Ultimately we are not here to make money because that is not generally what a nonprofit is all about. A nonprofit is creating an environment that helps others, whatever it is, but it takes money to do that. Therefore, you have to find that money. Russell: We get stuck with so many bottom lines because you have funding agencies, foundations, individual donors who come in all shapes and sizes. You have regulators, media, clients. You have all these bottom lines, and everybody has a different thing that is most important to them. It's juggling all of that is at the center of relationship building. It's asking questions. It's talking to people, keeping them informed, asking them what they want to see more of, what they like, what we should keep doing, what we should stop doing. It's just constant contact, which is the name of the game. Danna: Most nonprofits get so wrapped up in the cause that they don't worry about the business side of things. I wouldn't say they don't worry, but they don't think they need the business side of things because they are so wrapped up in the cause that they think putting the cause out there is going to attract. That is not necessarily the case. You have to treat it just like a business. You have a message you have to put out there. You have research you have to do to find out who is most likely to contribute financially to the growth of this cause, of this nonprofit. Who are the organizations that we can count on as sponsorships to support us when we need it? All of those- There is a science behind it. There is a science behind growing nonprofits as well as for-profits. Hugh: Before we switch over to the sponsor track, Russ, he is the one that asks the real hard questions, Danna. Have you got a question or comment for her besides what you have already said? Russell: I was thinking about sponsors versus donors but we are getting ready to roll into that. The one thought I did have was with starting a nonprofit or socially responsible business, it's our baby, and we love it. We birthed it, we throw it over our shoulder, we burp it, and we can really get lost because the important thing is what other people who are impacted by the organization value is not necessarily what I think is valuable. It's what the people I want to try to serve think is valuable. There are so many different ones; that's where it gets complicated. Danna: It is very complicated. I think Hugh will agree with me: You can't rely on just one source. You have to integrate the levels. It's almost like having different revenue streams. Even in the for-profit side, I tell my clients not to rely on just one revenue stream. You don't rely only on funding grants. You don't rely only on certain things because what you will find is those grants will be yanked, and you won't have it coming in anymore. You have people to pay, clients that are yours that you promised services, and now you can't afford to deliver. You have to develop a diversified approach to bringing money into a nonprofit, from the donor side, from the sponsor side, even legacy. Look at legacies. Get people involved enough to where they are so passionate about it that they will leave you mentioned in their wills. Those kinds of things. Hugh: Absolutely. Russell: What makes it more challenging is it's important to have those multiple streams, but only as many as you can manage well. It's the phased and systematic growth with first things first that takes all of the planning and building of the right structure, the strategy so that you don't get overwhelmed and you grow to all of these different sources. You need as many as you can, but only as you can manage well. Danna: You're right. The other thing to keep in mind though when you are setting up your revenue streams, how you will bring your money in, you also need to be looking at what are your monthly expenses, what is it you need to have every month so that you can plan this? Even in a nonprofit, you have to have a cash flow analysis, a cash flow statement, because you can't go on a wing and prayer. You still have expenses. You have services you have to deliver. It costs money. My son, I love him dearly, and he is extremely intelligent. All his life, he has wanted to live off the land. He does not want to rely on anything. Growing up, I always told him, “Sweetheart, I appreciate that. That's great. How are you going to get the land? You need money. How are you going to get the seeds to grow your vegetables? You need money.” There is a science to it. You have to plan this stuff. Hugh: That is the anchor of this foundation underneath all of this. If you all are ready, let's pivot over to the sponsor side of things. The donors are making a philanthropic gift. Their return on investment is a return on life that we give people in this sector, ROL. They want to see something happen. You've done a very good job of describing staying in touch with them, letting them know what the results are from their money. Sponsors are not making donations; they are spending marketing money because they want their brand associated with your brand. There are challenges with sponsorship. Talk about that channel a little bit and how to get top-of-mind with those sponsors and how to stay there. Danna: First of all, sponsorship dollars, when someone is sponsoring a nonprofit, they are doing it for a couple of reasons. First, the credibility, the connection to whoever it is they are sponsoring. Secondly, definitely for tax purposes. All of this other stuff. More importantly than anything, they are looking for a direct connection to whoever it is they are sponsoring and that brand that comes with it. The credibility, the recognition that comes with that sponsorship. To get those sponsors though comes that data we are talking about, the statistics. Most sponsors want to see that data of what your cause or what your platform has done. There has to be some kind of history there for them to feel good enough to be able to sponsor. Hugh: There is a negative brand reputation if your brand isn't good enough. They want to verify it will give them a positive spin on their brand. Danna: As much as they can be connected to any messaging, marketing, whatever is going out, the better. If you have got a nonprofit and you're developing videos and doing things like that, they want to be involved in that in one way or another as a sponsor. Hugh: There is a lot of similarities. Sponsorship is sponsorship. They want to see how many eyeballs, they want to create energy coming back to their business. In addition to what you have with the for-profit sponsorships, there is an affinity. Sponsors come on with something they have a passion for, or they want to see what happens or there is a philanthropic piece to the sponsorship. It's still their marketing dollars, but they have an emotional piece. There is some rules around sponsorship, like we can't do a direct call to action for a nonprofit. There is that IRS category of unrelated business income that then becomes taxable. There is a different protocol on the back end, but we are still representing the brand and the brand value and the brand promise and the brand identity to the sponsor. Continue. This is helpful. Danna: One of the other things that most nonprofits don't realize is it's most known for the for-profits sponsoring nonprofits. The nonprofits are looking for the for-profits to bring money in. What they are not taking into consideration is they can bring going out. For instance, with our funding conference that you're a sponsor of, Hugh, SynerVision Leadership, in order for me and my company to be able to go out for community dollars, I needed a nonprofit arm. That is where that value can come in with a nonprofit, and there is another income stream that can come in by doing that, by partnering synergistically, strategically partnering. Hugh: We have some relations in how the money flows, but that is why you have good accountants to help you set up those systems. Money is a value exchange. We are not really good at describing the value. I see a lot of charities get sponsors, and they put up a banner, put their name in the program, and mention them. There is not a lot of value received for a sponsor, and there is no checking expectations, how this fits into your overall marketing plan. Give us more ideas as to how we can create that lasting relationship with sponsors. Danna: That is where we go right back to what we are talking about on the donor side. We need to understand what their expectations are. What do they expect out of this sponsorship? Are they looking to participate? Are they looking to just have their brand brought in? We have to look at what their expectations are. What are their needs? They may have specific needs they are looking at with their sponsorship. Are they looking to bring into an environment that may need their services, either legally or financially or whatever? They may be sponsoring because it will introduce them to a different market that they could bring in as clients. We have to look at, and we have to understand what their expectations are in order for them to keep coming back. Hugh: Russ, I bet you are liking that one. Russell: It's true. What we are talking about here is a value for value exchange. With the nonprofit, money is very important, but it's not everything. It's the reason that the nonprofit is set up for. What is that value you can exchange? What is the sponsor looking for? Do you have a synergy where your values are concerned? Are you going to expose them to new customers? This is a metric we are talking about. How much media exposure are they going to get? We are talking about good will. We are talking about more bang for the buck. If they run out of sponsorship money, if they like what you've got, they will dip into some marketing dollars because you could actually get them a lot more bang for their buck. You have to understand as you approach a sponsor if you can do that. There is an art to it. You have to have a conversation with them. Is it possible that you can have a multi-year agreement? If you are going to go in and talk to them, you might as swell swing for the fence instead of having a one and done. Try to build that relationship and see what makes sense. Put some markers in there so that you can grow it. You want to keep these folks coming back. There is a difference. A lot of people mistake sponsorship for donations. They will go out and talk to businesses. We have this event, we'd like some auction items and these types of things. You have donations on one hand and sponsorship on the other. A donation is something they just give you. If they are looking for a value-for-value exchange in a pure sponsorship, they will look at who else has sponsored you. One question they will have in their minds is: Let's take Apple and Google. You go to Apple and say, “I have this event.” It could be an event where you try to bring in people, and you want Apple to be a sponsor. One question they are going to have is if we don't do this, will Amazon do it, or Microsoft, or Google? They may want some exclusivity. You never know. That would be a darn good problem to have. Danna: Yes, it would. Definitely it would. But you are right. Understanding what their expectations are, they get hit by nonprofits all the time. They have to weigh the value that is coming out of their sponsorship dollars if they are going to be giving away. How will that benefit me? Am I going to be fighting against competition? Am I going to be fighting against my morals, my culture? Does it match? Us as a nonprofit have to be looking at that before we even approach them because those are the questions they are going to ask. If we are not prepared to answer them ,chances are we will lose them. Russell: From what I have learned from other people who have been successful at getting sponsorships, some of what they do is approach people. They do their homework, a lot of research, and they try to approach the right people. They ask questions. People approach grant funders in this same manner. Building the relationships, looking at who might be a fit, and actually reviewing their website, reviewing whatever medium/material you have available, and calling a program officer, calling the appropriate person at the headquarters to ask them for a short informational interview. Do your homework so that you are not asking them stuff that is readily available. That will put a dent in your credibility off the bat. You ask questions to find out what is not between the lines. What is not written to get a feel for what sort of stuff they look for, what they are proud of, what did you do that worked, and ask what events they sponsored before. If it looks like you can deliver something that might be important to them, ask them if you can send them a proposal. You're not sending something blind. Doing that with private foundations saves you a lot of time, especially if you don't have a lot of resources or grant writers to go do it. Having those conversations, they remember you. You might have to make some adjustments in your language. You don't want to shift who you are and what you're about and what you're doing, but you may need to adjust the language to put it in the proposal to persuade them to fund you. Danna: One thing I have run into in the past if you are starting a new nonprofit or are in the early stages, oftentimes you will find that some nonprofits will try to beef things up in their proposals over and above what they are. It needs to be understood that you are going to be vetted. It's important that you are credible and transparent in everything that you do. Otherwise, you're going to lose those sponsorships, those donors, anything that you are going after. This is what a lot of nonprofits run into sometimes; they are not able to back up, whether with social proof or data, they are not able to back up what they are all about. I have started a nonprofit, and that's it. This is where you run into issues sometimes when you are trying to raise money for a nonprofit. It's tough. Just like with a for-profit business. In the beginning, you are doing it out of pocket. You are self-funding quite a bit. Hugh: You want to stop that though. What you are hitting around is that we need to be professionals at running the organization. Danna: Like a business. Hugh: A lot of cause-based charities, people have expertise or passion about the cause and zero ability to run a business. I encourage those people to get an admin or an executive director. What I have started suggesting that organizations do is create a position called a funds strategist. They look at your road map, your strategic plan, your solution map that says where you are going to be and how you are going to get there. Then we have targeted budget items for those one or two years out. Danna: This is where a cash flow statement comes in. A cash flow statement, when you think about it, is you are breaking down your revenue streams two years, three years. What you are doing is breaking it down on a monthly basis so that you know what your goals are to meet your expenses. Hugh: We don't do that. What we do sometimes is a cash flow analysis, which is the rearview mirror. What we need is the cash flow forecast, the headlights. We don't think about that a lot. We get this lump of money. We raised some money at an event. What you are talking about is we talk about when it's going to run out. When we are making presentations, we want to talk about use of funds, what the impact is going to be. We measure that. If you're good at it, and Russell talked about the value exchange, we are going to attract more money if we are really good at attracting the first money. There is a skill in learning how to make the presentations and attract the money. We don't give equal time to that. It's like we build a car. We build this great thing, and we fill the seats with our team members, but we don't learn to drive the car and we haven't put the gas in it, which is the money. Danna: The other thing to keep in mind, especially on the cash flow side, is the reason we deal with it is a lot of nonprofits depend on donors. They get donor promises. Those promises don't come in right away. It's important to understand on a cash flow statement those donor promises are not going to pay the bills until those checks come in. That is where I talk about let's make it easy for them to donate as opposed to making a promise, and then we have to keep chasing them for the dollars. Let's make the process easier until we get those donation dollars or sponsorship dollars in. Hugh: When they do a pledge week at NPR, they say, “Give us your card, and you can do a recurring donation.” You will give every month. They go for the monthly recurring smaller donations rather than bigger lump sums. Danna: I think that's probably better in a way. You know what's coming in every single month. Hugh: It doesn't mean we ignore them. We may need to create the program you're talking about of staying in touch. A funds strategist will create funding programs to support the strategic plan, your targets and budgets for each state of your development, and then your cash flow statement projects how long the money that you raise is going to last. You will run dry if you don't have that recurring revenue. Sponsors are unique. We will do a whole show on sponsors here soon. It's a very unique pathway. You talked about multiple streams of revenue. There are eight, not counting real estate. Donors and sponsors are right at the top. Those are dependable, regular. Typically, grants are for special purposes. If you do a good job with a sponsor, you have asked what they want, and you create results for them, then there is no reason for them to stop. This service piece that you are talking about is actually essential for regular recurring revenue, isn't it? Danna: When you think about the number of nonprofits fighting for the same sponsors, it's not as if they don't have enough organizations wanting their sponsorship dollars. How are you going to keep yourself at top of mind as far as these sponsors are concerned? This is where meeting their expectations and understanding that is how you are going to keep them with you. They are going to turn around and convince others to come in as sponsors. That is what the sponsorship service, the relationship you are developing, that is what the end goal is: keep them in the pipeline and have them turn into your own advocates on the back end to create more sponsors for you. Hugh: That is so well-put. Do you have any questions or comments for Danna, Russell? Russell: One of the things that I would ask or that people talk about in the question I get—I don't always have a good answer for it. Very new nonprofits, what is the best way for them to approach obtaining sponsorship? On what scale should they aim for? Hugh: Told you he had the hard questions. Danna: I have dealt with a few very early nonprofits as far as that is concerned. Oh goodness. What is the best approach? Relationships by far. You have to have those relationships. You can't just go in and say, “Look, I have started a nonprofit. This is it. Are you willing to donate or sponsor me?” Those relationships are critical. The other thing is really look at what your needs are from the sponsors. Match up those sponsors first before you approach them. Start to develop those relationships. If you need media, printing, marketing, all of that, look at what your needs are because if you are very early-on and you try going to an Amazon, chances are you won't get it. Go with your local companies. Go with the people that network with you. Go out there and network. Do some events, some free events, like walk-a-thons or something to that effect where you can get people involved and bring donations in that way. Through that, then the sponsors are going to be more apt to donate some dollars because they are branding themselves. Hugh: Wow. That is a lot of good stuff, Danna. You have hit on some really important topics today. Really rich content. What do you want to leave people with? A tip, a thought, a challenge? What do you want to leave people with? Danna: The biggest challenge I want to leave people with is one of the biggest challenges I fight all the time with my clients: think before you jump. Think before you jump. Think about the process. Think about the sequence. Think about the strategy behind what you are doing before you jump. When you are dealing with limited dollars, you don't have dollars to waste. You want to make sure that those dollars go as far and as efficiently as you can make them go. The only way you will do that is to think about what you are spending those dollars on. Hugh: Very sage advice. Russell, thanks for joining us. Danna, thank you for the wonderful, useful content today. Danna: You're welcome. Thank you. Nice talking to you again, Russell. Russell: Always a pleasure. Keep on keepin' on. Learn more about your ad choices. Visit megaphone.fm/adchoices

As Hugh celebrates 19 years in the real estate industry, the cooler weather has had an impact on buyer quality and sales volumes. In today's bizcast, find out the impact it has had on sales and how many contracts for sale are flying through the office this week. In todays episode, you will learn: * How many properties are under contract this week * Number of parties interested in premium 20 Westview Close * How many lots remaining at Yellow Gums Estate * Two Sneak Peek properties announced today * New premium property in Barwon Heads details announced Property of the Week 4 Benjamin Court, Ocean Grove http://www.realestate.com.au/property-house-vic-ocean+grove-122257006 To get ahead of the action, call or click below. * CALL ON 5255 1000 * http://www.haydenoceangrove.com.au This Hayden Real Estate News Update is brought to you by the BizCast Radio Network http://bizcastradio.com/

As Hugh prepares to jet off to Cairns for a few days, he dropped a few knowledge bombs during todays bizcast. In the 77th episode, unleashes more info about MORE sneak peeks plus * What the Ocean Grove Market is doing this week * The home prices ranges that are currently experiencing activity * Which sneak peek property is garbing massive interest * Holiday property only 500 metres from the beach Property of the Week 2/10 Wyatt St $395,000 - $415,000 http://hayden.com.au/listings/2-10-wyatt-street-ocean-grove/ To get ahead of the action, call or click below. * CALL ON 5255 1000 * http://www.haydenoceangrove.com.au * https://www.facebook.com/haydenoceangrove This Hayden Real Estate News Update is brought to you by the BizCast Radio Network http://bizcastradio.com/

From Dover to Dundee, London to Leeds and Cardiff to Cambridge, there is much more to our towns and cities than concrete and cars. Take the time to listen and look and a world of wildlife is there just waiting to be spotted. As Britain's largest city London is alive with wildlife and Jules Hudson takes a journey across West London in search of just a few of the feathered, furry and winged residents that call the city home. As the day begins, Jules meets David Lindo, aka The Urban Birder, who takes Jules for a walk across Wormwood Scrubs, the 183 acres of open land close to the prison of the same name. This is David's patch, his 'garden' where he says he has had the privilege of seeing Meadow Pipits, Woodpeckers, passing Northern Wheatears, Honey Buzzards and even nesting Skylarks. Leaving David doing what he does best, looking up to the skies, Jules joins Jan Hewlett at the Gunnersbury Triangle Nature Reserve. Cut off from the surrounding area by railway tracks in the late nineteenth century, this reserve in a corner of Chiswick has developed into a lively ecological community which became one of London Wildlife Trust's first reserves when it was saved from development by a local campaign. Jan takes Jules on a walk through the woodland of the reserve, which is home to an array of birdlife, butterflies and bats, as well as hedgehogs and field voles, to the pond to discover what creatures thrive there. Leaving Jan taking in the peace of the Triangle, Jules continues his journey to the home of Kelly Gray where he finds some surprising residents in her back garden. Longing for the rural lifestyle, Kelly has brought the countryside and the idea of life on the farm to Brentford. Introducing Jules to Rosie and Jim, the pigs that share her back garden with the ducks and chickens she also has, Kelly explains why she took such such a huge decision to bring the countryside in to her West London garden. No urban wildlife story would be complete without the gardener's best friend, the hedgehog. Jules rounds off his journey with a visit to the home of Sue Kidger in Twickenham from where she runs her hedgehog hospital, caring for orphaned and injured hedgehogs with the aim of releasing them once again to secure gardens. With Sue is Hugh Warwick, self-confessed hedgehog obsessive who tells Jules about an initiative to safeguard the future of hedgehogs whose numbers have been declining rapidly in recent years. As Hugh says, a hedgehog friendly garden is a wildlife friendly garden. Presenter: Jules Hudson Producer: Helen Chetwynd.

The gang all went to check out Hugh Masekela on Friday. I have to confess i didn't know the first thing about him. But we've been having an amazing musical journey (with one missfire: DRUM!) and I was hoping for the best.Dani told me this was the music her mum would listen to when Dani was a kid, (which really raised the coolness level of Dani's mum to another level.)Hugh was born in South Africa in 1939. That makes him just shy of 70 yrs. But watching him on stage performing just confirms my belief that music keeps you younger. For the 2 hours that he played for us he was either blowing the trumpet, playing tamborine, scratcher or singing.My favorite song was Khawuleza. As Hugh tells it, in those days it was illegal for blacks to drink in South Africa and because of this, the shebeen was born. Shebeen is the name for illegal drinking houses. And whenever the police would raid the townships, little kids would run around yelling "Khawuleza mama" which means "hurry mum don't get caught".This other version is by Miriam Makeba recorded for Swedish TV in early 1966.