1 00:00:00,000 --> 00:00:04,200 Why do you believe leaders hide from funding their vision? 2 00:00:04,200 --> 00:00:05,960 You have an expertise behind this. 3 00:00:05,960 --> 00:00:07,520 So I'd love to hear about that. 4 00:00:07,520 --> 00:00:11,520 Well, when I first got into the business of, 5 00:00:11,520 --> 00:00:14,040 well, I call fund development, but at that time 6 00:00:14,040 --> 00:00:15,040 it was fundraising. 7 00:00:15,040 --> 00:00:18,440 There's a real reason in the two different words. 8 00:00:18,440 --> 00:00:21,800 In fundraising, you're looking for how you can, 9 00:00:21,800 --> 00:00:23,000 if I can use the term, 10 00:00:23,000 --> 00:00:26,560 positively manipulate people to give you money. 11 00:00:26,560 --> 00:00:31,560 Yesterday I got a text message from one of my political campaigns 12 00:00:31,560 --> 00:00:35,200 and it was intimidation, trying to intimidate me. 13 00:00:35,200 --> 00:00:38,320 We've written to you for the last 10 days, 14 00:00:38,320 --> 00:00:40,680 this person's written, this person's written, 15 00:00:40,680 --> 00:00:41,880 you've not responded. 16 00:00:41,880 --> 00:00:42,880 Are you still there? 17 00:00:42,880 --> 00:00:45,160 Are you really interested in our cause? 18 00:00:45,160 --> 00:00:48,280 Well, that was just pure fundraising. 19 00:00:48,280 --> 00:00:52,960 It was trying to intimidate me that I am no longer valued by them 20 00:00:52,960 --> 00:00:54,800 unless I give them some money. 21 00:00:54,800 --> 00:00:56,800 Yes, okay. 22 00:00:56,800 --> 00:01:01,040 And that's all over the place in our fundraising season 23 00:01:01,040 --> 00:01:02,680 of political campaigns. 24 00:01:02,680 --> 00:01:03,680 Right. 25 00:01:03,680 --> 00:01:06,680 But fundraising in its purest form is, 26 00:01:06,680 --> 00:01:09,680 I'll give you something if you give me something. 27 00:01:09,680 --> 00:01:12,280 So I get a blanket or I get a t-shirt 28 00:01:12,280 --> 00:01:15,960 or I maybe get a special interview 29 00:01:15,960 --> 00:01:18,800 with a special person on the phone. 30 00:01:18,800 --> 00:01:21,800 It's all about, I'll do this, you do that, 31 00:01:21,800 --> 00:01:23,880 we're happy together. 32 00:01:23,880 --> 00:01:27,880 I learned in my process of developing the book content 33 00:01:27,880 --> 00:01:32,160 that fundraising is really manipulative all the way around. 34 00:01:32,160 --> 00:01:33,160 Wow, okay. 35 00:01:33,160 --> 00:01:35,960 What I'm trying to do is help people see that they can find 36 00:01:35,960 --> 00:01:40,640 and develop partners that are equally involved in their mission. 37 00:01:40,640 --> 00:01:42,480 And then you treat them as partners 38 00:01:42,480 --> 00:01:44,480 because they're equally involved. 39 00:01:44,480 --> 00:01:47,040 It's not like I want the money and run, 40 00:01:47,040 --> 00:01:51,120 I want to work with you because I'm taking your investment, 41 00:01:51,120 --> 00:01:55,120 your work and putting it to work in my vision. 42 00:01:55,120 --> 00:01:58,200 And I have an obligation and a responsibility 43 00:01:58,200 --> 00:02:03,560 to keep you as a partner engaged and informed and appreciated. 44 00:02:03,560 --> 00:02:04,560 Yes. 45 00:02:04,560 --> 00:02:05,880 And long-term funding, 46 00:02:05,880 --> 00:02:08,680 and that's why I changed the whole term back in the 80s 47 00:02:08,680 --> 00:02:11,560 from fundraising to fund development. 48 00:02:11,560 --> 00:02:14,400 The word development means steps and stages and growth. 49 00:02:14,400 --> 00:02:18,200 And I want to grow with the people that support us. 50 00:02:18,200 --> 00:02:19,760 And I want them to give more. 51 00:02:19,760 --> 00:02:23,480 I chair a board of an organization out of the Philippines. 52 00:02:23,480 --> 00:02:26,360 And our goal there is to find individuals 53 00:02:26,360 --> 00:02:29,520 who will support little kids going into preschool. 54 00:02:29,520 --> 00:02:30,800 But you can support a kid 55 00:02:30,800 --> 00:02:33,520 or you can support a whole class of kids. 56 00:02:33,520 --> 00:02:36,480 Well, the goal is to get people to support a whole class of kids. 57 00:02:36,480 --> 00:02:41,920 That's 16 kids every single month, $560 a month. 58 00:02:41,920 --> 00:02:45,520 I may start by getting you to support one kid. 59 00:02:45,520 --> 00:02:48,000 But the partnership says it's worthy 60 00:02:48,000 --> 00:02:50,800 and you can use my money correctly. 61 00:02:50,800 --> 00:02:52,440 And I've got to keep them informed. 62 00:02:52,440 --> 00:02:53,640 I've got to treat them right. 63 00:02:53,640 --> 00:02:57,560 I've got to treat them as if they are the sponsors of the class. 64 00:02:57,560 --> 00:02:59,840 I'm not. I'm just a facilitator. 65 00:02:59,840 --> 00:03:00,840 Yes. 66 00:03:00,840 --> 00:03:03,560 So the philosophy is very different. 67 00:03:03,560 --> 00:03:07,600 And when I was working in the nonprofit sector for 35 years, 68 00:03:07,600 --> 00:03:10,400 I was really working with them in their major donor area 69 00:03:10,400 --> 00:03:12,600 and how you treat partners correctly 70 00:03:12,600 --> 00:03:18,200 so you can build sustainable partnerships forever.