0:00 All right. Good afternoon or late morning, depending on where we're talking from welcome to day two of dream big. My name is Tim Sarrantonio, Director, corporate brand. We have tons of people who've registered for this. We're gonna give it a little bit of time as people roll in live today, we'll go over the housekeeping, such as the most important question, Will this be recorded? Yes, it will be. So as we are waiting for folks to get into the room and settle in, and we're going to go through some housekeeping and then we're excited to have the Team Gleason foundation folks. Join us for a interactive, kind of show Intel, I actually think is a good way to to describe today's session. So okay, we got tripled, triple digits in terms of the number of people who are live here. So we'll give it another minute. And there we go. Awesome. Hi, Danielle. Thank you. And so Okay, let's let's go over a few housekeeping items as we begin to dream big together, folks. So, first and foremost, welcome. Welcome to day two of dream big. Yesterday, we had Rachel Muir join us and go over the mechanics of creating a powerful generosity moment, she shared a lot of great tip sheets and insights and technical tips. And what's exciting is now on day two, we're gonna get into brass tacks of how a fantastic organization just like you folks, actually did that actually create their own generosity moments. Now, I learned from yesterday, the chat is open. We also have q&a. This is going to be something that we'd love it to be interactive, Kelly and Sally want to talk to people they want to listen to you. So let's test that out Nancy's already kicking us off. If you want to type into the chat, we're going to do two things you can chat. You can also use q&a Chat is going to be for interactive and comments and thoughts. q&a is used for I absolutely want to make sure that Kelly and Sally get a question. So let's use the chat and type in who you are and where we're hearing your from. Kelly Sally, where are you talking to us from today? Hi, guys. 2:58 We are from New Orleans, Louisiana. And we have some nice thunder coming in behind us a perfect soundtrack in the background to our fireworks theme today of our fundraising presentation. But I'm Sally Cox, I'm Chief of Staff for Team Gleason Foundation. We started working with Kelly who I'm gonna have her introduce herself here very shortly a few years ago when we made the migration from a different platform and CRM into neon and have been working with her as as our sidekick and consultant ever since. 3:35 Yeah, and it's been wonderful. So I'm finally collaborate again, we're coming from New Orleans. So I work with Team Gleason, which has been an amazing experience, as well as several schools and nonprofits in the city. So I have a wide variety of of knowledge coming from different ranges that we'll talk about today's team Leeson. But again, Sal and I both have a lot of experience. So we'd love any questions that y'all have. I mean, we could kind of kick out some ideas today. 4:01 Awesome. And we got folks, this is international. I saw Ontario. So I know we I know we have folks from New Orleans, I saw California, Ohio. We got somebody local to me, I believe that might be my friends at Capitol roots in Troy, New York. So we are ready to dream big folks. So let's go over what is going to be happening for today as well as the overall dream big experience. So dream big as a summit is a collection of both live as well as on demand and collaborative insights from the larger generosity ecosystem here that neon one helps facilitate. So we are on day two of our three days of live content. And so we're really excited for that to be bringing people from all over the world now. And so we are going to be diving into things with the folks of Team Gleason foundation today with their discussion Show and Tell fireside chat, whatever we want to call it. It's about fundraising fireworks. And we're going to hear a practical reason why we're actually calling it that on how Team Gleason foundation creates digital campaigns. So Kelly and Sally are going to go through a short presentation, but I'm going to help be your your facilitator for questions. And I might ask my own too, because again, we want this to be interactive. So we want people like Shelly, from Mobile, Alabama, to be able to ask questions, right? Because this is practical, that dare you. So they're actually living, they're actually doing it. Tomorrow, we're going to actually have this connected to the larger trends. So if Rachel kicked us off and gave those, you know, kind of middle ground of, I'm a thought leader, I have some great insights. I've lived it. But this is where I think people should be be doing things. What's really nice is now we're going on the ground. And we're seeing what's actually happening in kind of a, almost like a test kitchen environment, right of like, what's working what's not, especially in the wake of the pandemic. And then we're going to take it all the way to the high level of what's the big data telling us on the opportunity that we can embrace when we hear from Chief Data Officer of Giving Tuesday, Woodrow tomorrow. But ultimately, what we're doing here is talking about generosity moments. So if you joined us yesterday, this is going to look familiar, it's the same thing. But if you're joining us today knew I want to make sure we understood what we mean by the concept of a generosity moment. And so a generosity moment, first is needing to start with why do we need to think about things in a moment standpoint isn't giving, just giving Tim? No. Actually, there's a lot of data to show that when you stick in someone's brain because of an amazing experience that you've created for them, they're going to stick around. And why is this important? It's because in the wake of the pandemic, and we're going to get a lot of deep dive tomorrow with Woodrow on this particular item. But more and more people did step up during the pandemic to say I want to support I want to give, the issue is that when they came in 2020, when it came to 2021, lot of people said, I kinda didn't like that. And I don't think I'm gonna give again, and a lot of it comes down to the experience. A lot of the folks that came in and gave, we actually saw more people start giving compared to a dounce, downward slide, in individual giving, that we've seen over the past few years 2020, it reversed that trend, bunch of new donors came in. The problem is, is that they didn't stick around the small donors, the people who were being introduced to your organization, tend not to stick around. In fact, only 18.6% of the donors who gave in 2020 came back in 2021. So what we want to do is focus in on how can we solve that, because the other data shows that for that $1 that you might get from that new donor or any donor, it's gonna cost $1.25 You're already in the hole. But if you create a digital moment, if you create, I'm giving a generosity moment where it sticks, it actually drops to only 20 cents to keep that person. Now, what do we mean by generosity moment though, there's some science here, there's an art and a science. Now, I know, Kelly and Sally are going to really talk about the art. I'm going to talk a bit about the science here. Our friends at next after did some research on this. And so this is a graphical representation of what your donor is thinking. Okay, there are two went along there, you know, scrolling through Tik Tok, or, you know, looking at that, you know, the newest chewy ad or something like that Disney plus just released a new show. And then what happens is that something drops in their inbox, perhaps where they see social media or they get, they go into the mailbox, they pick up a direct mail piece, something interrupts their status quo, and says, Hey, look at me. Look at me. And that's you are the interrupter in this situation. And it's a good thing to be an interrupter. We want to interrupt people's lives in some ways to stand up and say, I want you to be part of our community. And that's where that moment of decision comes into play. And that's what a generosity moment is. When we look at that little line moment of decision. We have an opportunity to convert them to say, You know what, I want to be part of this community that you're building. And this is important, especially in the digital world. And Kelly, I know in particular would be terrified to hear this. But actually, the average online donation in our sector takes four minutes to complete. Now, there's something that's helping us though, baked in our DNA, humans have a high threshold for wanting to be generous, I'm probably going to be more annoyed at Amazon than I am an online donation form for nonprofits. The fact that it takes four minutes, but people suffer through that actually speaks to the power of your mission to draw people in. So what we want to do is tap into the fact that people are generous, that they want to give that they want to build something bigger than themselves. And what you need to do is tap in and create a generosity moment. So the psychology links up to what sociologist Daniel Kahneman talks about, which is, okay, humans don't remember the average of an experience, they're going to remember the high or the low, and how it ended. So if you attended Rachel's presentation yesterday, she talked about the Magic Castle. And it's this hotel that for all intents and purposes, is a kind of a hotel on the face of it, it doesn't look like anything special. This is not, you know, the fancy Ritz Carlton or anything like that, that the yellow walls and the regular pool and stuff like that. What makes it special, though, is the experience. They make it stand out, you can pick up a phone, and they'll bring your trays of ice cream on demand, things like that. What's great about nonprofits is that they can move beyond the transactional and they can speak to someone's identity for that moment. And that's what we're going to hear from with the folks at Team Gleason today. So I want to give a little bit of context of why we're focusing on generosity moments. And we also want to hear from you. I'm going to pop into the chat. We're giving away $500 up I shouldn't be doing that. I shouldn't be doing this. So there we go. Everyone has the opportunity to tell their own generosity moment, all you got to do is take out your phone, spend 30 seconds to two minutes tops telling me and the larger Nyan one cares committee. What's the generosity moment that you have done that you are proud of? Now, if you're looking for examples, guess what? We have a whole session on it today. So that's what we're going to be doing. So, Kelly, Sally, I'm going to stop sharing my side and hand it on over to you formally. I'll stick on here. I'll put myself on mute unless I want to ask a question. But otherwise, thank you, and the floor is yours. Okay, great. Are we good? There we go. Yes, there we go. 13:08 Awesome. Well, hi, everyone. And thanks so much for having us. We're really excited to talk to you today. As Tim said, we really do want this to be conversational, and share what what works, what hasn't worked and kind of give you guys a nice overview, that hopefully you can take some ideas back and really incorporate into your organization as well. So a quick background of who Team Gleason is. Team Gleason is a als nonprofit organization we were actually founded in 2011. Our founder is a former New Orleans Saints player. And he was diagnosed with ALS in 2011. So when he was diagnosed, he started kind of doing his own research and realized that there was a big gap. And research was great. A lot of people were focused on research and an end to the disease. But there really were not a lot of resources to help people live with the disease. So that is where we have kind of found our sweet spot and our mission we are really focused on providing quality of life solutions by innovative technology and equipment and also sending people on adventures. So this a lot of kind of what we talked about and how to loosen was started in form translates directly into our fundraising approach. So we really were started as as a grassroots als nonprofit, our goal is to help people, giving them the resources and opportunities not only just to live but to live as productively and independently as possible. So when I started, I was one of three full time employees. We now have 20 full time employees 20 started two weeks ago. But our fundraising approach fundamentally has really stayed the same from the beginning, we really took fundraising super personally, people who are fundraising on our behalf and choosing to share their dollars with us mean a lot to us wanted to make those personal connections. And we still do to this day. So I think, fundamentally, one of our values as an organization is collaboration, I think everyone can relate to wanting to feel of a connection with people in an organization. And we really do take that approach to fundraising. So I'm going to kind of walk you guys through our basic steps on how we approach fundraising in the fundraising process. And then we'll go ahead and walk you through some of the examples of how this is work. So a lot of times people come to us and say, I'm interested in in fundraising, we get an email outreach. We have things like a lemonade stand, or restaurants who want to do a give back. And we have bigger examples. So anything, we've had people who have raised $50, and then we have people who have raised hundreds of 1000s of dollars with a golf tournament, and we never really know where it's gonna go. So we always start by reaching out, I have the standard kind of email template that I tailor based on what the original outreach is. So I would say go ahead and get that template set up. We're gonna talk a lot about processes today. And that that's really shown to be helpful for us as we continue to grow. So we kind of have a standard email template. And our first step is to reach out thank them and set up a call. Because ultimately, we want to learn why people are fundraising for us, and then learn more about what they're trying to do. We always ask about their connection, why they're interested in fundraising for Team Gleason, and then what kind of camping they're doing. So someone who is doing a lemonade stand, we may just give them some language that they can use when they're promoting the lemonade stand. But then someone else who is really interested in building out a bigger campaign or fundraising for several months at a time, it will be a little bit more involved. So we tailor the conversations based on what people are looking to do with their fundraising experience. And that's a great time to connect with people. And then from there. 17:38 I start talking with Kelly, we learn what is going to be the the best and easiest way for people to fundraise on on your behalf. Neon and any kind of online fundraising platform is is what makes it easy for people to fundraise on your behalf. But it's it's kind of your job as a nonprofit, or as the organization to give them the reason why they're going to be your best advocate. And people who feel connected are going to want to go above and beyond, we just put the tools in place to make it very easy for them. People who are doing the work, our kind of philosophy, fundraising on our behalf should not have to worry about how to syntax acknowledgments after the fact how to collect money and then deliver it to life. So based on what they're looking to do, we kind of put this system in place and then let them have some creative freedom with with how they do that. 18:36 And last but not least, so I actually Sam, I wrote down something that you said it always the the psychology and sociology of giving. And that giving moment really always goes back to how things end. And we'll circle back after once we go through some examples. But people want to feel supported in their efforts. And I would say 70% of people who have done a fundraiser for us something small or large are repeat fundraisers on an annual basis because of the experience because they feel supported. And so many people have told us that, oh, wow, this is so easy to do this. There's not a lot of we really, really want to eliminate the red tape and and remove a lot of the hoops that you have to jump through. So we work with them and then send them stuff to help them fundraise and advocate on our behalf. Because if someone in Ohio is fundraising for us, they're going to be reaching an entire network of people that traditionally and otherwise we would never be able to reach. So really ensuring not only that people are able to fundraise successfully and bringing the money but are accurately representing your organization and educating people who they're asking for money for so we will send stickers or rack cards we also are currently redeveloping also a fundraising how to Guy I bet we want to make downloadable with logos and folders, we always do ask a horse to make sure any, anything that's going to be printed, we have oversight on that before, just make sure it's an accurate representation of our mission. And they're speaking properly, but having some of those bullet points and that you can just send people to make it easy, and they don't really have to work. We also have sample social media guides. So people can copy and paste email templates. You know, a lot of people want to do good, but they don't always know how to best do it. So we really do try to just give them the tool so they can run and be successful. 20:43 Great, so I guess I'll kind of kind of the next phase, what we're talking about, are actually going to show you some samples of things that have worked really well, for Team Gleason. There's a wide variety, some are as small as Memorial campaign, which would probably fit in in the majority of nonprofits and schools. So you can kind of see how that might work. And then all the way up to a partnership with two universities and a competing campaign for fundraising. So we're going to kind of walk you through our, as we're definitely saying, using neon, every last ounce of it. So what you're gonna see in each one of the campaigns, they're all going to look a little bit different. We're going to use everything from the web templates to different types of forms, you know, getting creative with logos and backgrounds. But what that allows us to do is to really make things look polished, look clean, professional, and allows us SLA set to fundraise throughout the country. And people feel comfortable. They see their own logos, they see a flyer that's familiar to them. So it's kind of creating partnerships, and then making sure that we're using the technology to the best of our ability. So the namesake of our presentation is the first one we'll look at. So let Sally explain how this came to be. 21:53 Yeah, so this, and again, it's a repeat this year. But last year was the first year of this event, we had a couple who live in Texas. And it started with just a voicemail left to us. And he said, my name is Fred and I'm interested in doing a fundraiser. I have a meat company in Texas, and we'd love to talk more. So you kind of always kind of be going a little skeptical, like what are your what's gonna come out of this interesting Texas meat company fundraiser. So we we got on a call with him and his good friend was diagnosed with ALS. And we had actually helped get him a couple of pieces of equipment. And they have been doing for 20 years in Texas, a firework show at their lake house and everyone in the neighborhood and surrounding area comes over, they actually have a radio show that is linked with it and a live broadcast. So he said we'd we'd love to fundraise for you guys and use this opportunity when people are already together for this event every year to bring in some dollars and really raise awareness because you've done so much to help our friends. And he also said on top of it, I'm willing to match every single donation up to $25,000, which is huge. And that's not that's not the norm. I will say that but a very welcome surprise for us. So we got started right away, we wanted to learn a little bit about how he's planning on promoting it. So then we could kind of develop the tools on the back end to make it really easy for people to support the event, everyone now I think, especially post COVID is really comfortable and familiar with QR codes, which is something that we never really utilized until the last two years, it makes it super easy for people to scan and go directly to the donation page. So that's one of the things that we set up with this event. And I'll kind of turn it over to Kelly. Yeah, talk through some of the materials we develop. 23:46 Yeah. So again, like Sally said, so basically, where you know, we work together is saying, Okay, how are we going to brand this? How are we going to give them a flyer, this is a neighborhood event. And that's what we spoke about. So it's even going to those details? Well, let's make sure they have something that they can print, let's have something that they can share, let's make sure that it all looks the same. And it's clean and consistent. And like Sally said QR code that might be something we should try for this an explanation that's clear and concise branding that looks identical for all of their pieces. So you get the flyer, maybe you see it in the neighborhood, a friend texted to you, then the donation campaign looks exactly the same, which we'll look at in a second. But as you can see, even on this flyer, so again, it's customer service, user experience, whatever you want to call it, making sure that we have QR codes, we have shortened URLs, these simple things, it's like going that extra step. But that I think is where people get oh, this is gonna be a simple process, right? So this was essentially the flyer that we came up with. And then on this next screen, you're gonna see how we actually rolled out the campaign. So for this particular campaign, for those of you who are familiar on the back end, what we use for this is peer to peer fundraising. The reason we chose that model was because we wanted the whole neighborhood as you can see on the right to read who don't it how much they donated and their notes. And that was the encouraging part. And then you're getting, you know, people interacting, saying how thankful they are, if they were friends of the, you know, the the friend who was diagnosed with ALS, and it has the built in thermometer. So, again, like Sally said, we had set it at 25,000, that would just be the donations that were coming in, and it exceeded that 25,000. And then you got the match of the 25. So, for us, the key parts, again, like Sally saying is, you know, what's what's going to have the biggest bang for the buck, still using all of our inner neon pieces, not really doing anything external. So it's as simple as header that looks the same colorful background, kind of connecting the dots. And then we're just sending one URL, and then we take care of everything from there. So this is a really exciting example. Again, it's Yeah, fireworks, it was like salads in a very unexpected over the summer to be taken over $2,000 that you didn't even know was an option a few weeks before. So yeah, that's that's a great peer to peer example, especially getting the excitement of the neighborhood involved on that. 26:01 And I'm actually going to take a picture of this, to send to Fred, he's going to be so excited that we are presenting on on what we've done. So one of the other things that's not shown here, Kelly did a great job of showing the back end of neon and how we used it. But with that QR code and the same branding, it was important to him, he wanted to pass out flyers to all of his neighbors the week ahead of time. So then we use that same QR code scans back, this is what they see when they scan it, and can easily make that donation. And then we just had a few sentences about why Kathy and Fred were doing this and the connection to our organization. 26:39 Questions on this one? Tim? Anything specific coming up? Or anything you want to ask? 26:43 Yeah, we've had a few questions that I think it's, you know, good, good timing to ask them. So the first one that someone asked is, in terms of involvement for these types of items, Brad reached out to you. But when it comes to solicitations or engagement, are you reaching out to past volunteers, donors to tell them about the opportunity to fundraise? 27:09 Great question. So we do have it available on our website, if you go under like a about us or get involved, there is an option to set up fundraising pages. But we've been fortunate, we have not been as active as really pushing and promoting as I think we could be. However, we've done a much better job of highlighting some of these on not only in blogs, but on social media stories, kind of highlighting the impact of people who are fundraising on our behalf across the country, which also has really led to an increase of more people realizing, Oh, I'm already running this marathon. Yeah, might as well do it for charity, I'm already a lot of times it is it's people who are already planning on doing something and then they want to tie it into a cause? And how can we help make that experience, as you said, really memorable for them, you know, a marathon is gonna be great, and in a lot of different ways. But then they're also able to bring in their community to support them when they're when they're using that for but 28:11 it's the Kismet of alignment, you know? And that's why if you put these things out there and make it easy for someone to see, understand. And then do you never know what's going to come up. And even when you're engaging folks, who will you put it out there and newsletters and direct mail and things like that. If you got to the website covering a lot of the kind of here's your starting point. You know what you folks do very well, then that's a good thing. The other question we have is more about kind of like impact and budget. And I want to go through the other examples that you have, because you do things, they all ultimately lean into these types of things. So I want to kind of save that for the end in terms of that. So Danielle, we're going to answer that. But I want to see some of the more examples. So and one 28:56 other quick thing, because the next example is is a really beautiful example. And then we're going to go to very simplistic things. Again, you're going to hear me say this a lot process is what has been so so helpful for us. So I kind of have after I talked to the fundraiser, depending on what we may be interested in doing or setting up for them, I kind of have a punch list of five ish things that often totality. So we may not always need a branded graphics. But if we have a handful of different tax acknowledgement and email templates, and they're very easy to just customize, we have a standard one. So I'll kind of say this is what I want the subject line to be this is this is the information and she can just turn it around very quickly if there's any kind of color theme, but I kind of give her the five basic things that we always look at. And that's where customization can come into play, but it's it's pretty simple. 29:52 So I did get one great question from Lisa. We talked about this beforehand to highlight this, but let's maybe make it a little bit more exciting. Listen, how big is your development and fundraising and comms team? Great, because they're a team of six. And they tried some of these tactics, but it seems overwhelming to have it do this. So answer that because I think you're gonna blow people away. 30:14 So until four weeks ago, it was a team of one. And we have recently hired we had hiring kind of audit paws through COVID. We have someone who really handles the CRM side data entry check donations, cleaning the system. And then we have someone who is over event and works with. So we call a lot of these third party fundraisers, which is anything that we are not putting on on our own, we have around five ish events that we really own throughout the year, anything else is considered third party party fundraisers, so people who are fundraising on our behalf. And it doesn't, that's why I wanted to make the distinction, it does seem like a lot, Kelly is the one who is able to just design it. But I sent her kind of the five bullet points of this is what I'm looking for. I just need a donation page. This is the custom email language that I want. I send that to her. I if there's any donation levels that we need, I may say that, and this is kind of the colors. Yeah, the timeframe. And then from there, 31:19 you know, we're able to have a conversation and saying, you know, because we've been we've been at this for a little while, oh, you know, this is the best route for this. This is going to be the simple way of doing this. Our does this need to be in person? Is it only online like there's, there's simple things like we now have like a rhythm of how that works. But again, like Sally's saying is once you kind of have a few steps in place, is does become more simple. And maybe that's just starting maybe with like a template or to creating something standard, and then inputting it, and then getting to where you feel comfortable. And then you'll be able to roll a lot faster. So yeah, we're some of these examples are, you know, flash here? And we'll get to it, like Sally said, a few more simplified versions. But once you get to a good spot of knowing what is possible, then you can get more creative as time goes on. Yeah, cool. 32:03 And I think too, depending on how you get fancier, if someone has, has a ton of fundraising experience, and once that a lot of people who reach out to us, they say, we want to do something and we want to help but we don't really know what we're doing. And so we may just set up a custom link, no flashy design so that they can we can track everyone who's donated to that campaign. And that's as simple as setting up a campaign and having a link. And it's it's all of our standard donation. Formatting that's on our website. 32:35 And Lisa did say, Wow, do you sleep amazing work. But I would, I would say that a lot of it is because of the planning that you've done the identification of the ideal process and then creating the templates to quickly be able to spin these up. Right. So Exactly, yeah, there you go. Keep going. Yeah, 32:53 we have three people a month is every one is different. We don't build out something for every single person who comes up. 33:02 Yeah. Cool. All right. Let's keep the examples going. You're really inspiring folks. I Susan has a great question that I think will probably end up touching on too, later on as a recap, but keep going. 33:16 Okay, so this. This next one, again, is, is very unique. And actually one of the first things we actually worked on together when I came on board. So I'll let Sally kind of explain the relationship between Washington and Washington State and yeah, Lisa. Yeah, like all good rivalries. It all comes back to college football. You know, every every division has one. And so Steve, who is our founder, who has ALS, he played college football at Washington State University, one of our board members, Phil Green, who is an incredible als advocate. also played at totally blanking on the name, or you can Washington this out. Yeah, Washington. So they they have an annual game. That's a big rival rate. And so he kind of came and said, I want to have a head to head I'll be calling on all of my supporters to beat Steve out. And a good around the football game is where we had this campaign. We had both of the football teams on board. They were interested in kind of promoting it at the game. I think there was an ad that was run as well. And so they said we just need the platform and to kind of direct people to to get as we're pushing out this fun. College rivalry. 34:32 Yeah, so So basically, what we did, again, is getting innovative with the tools that neon has. So this was my first thought process. Sure, we could have a donation maybe has a custom field where you're selecting you're donating to or you can get hyper creative and you can create two campaigns that are constantly running internally. So this is a screenshot from when we started a while back. But basically what we did was created a campaign for Washington State Campaign for University of Washington embedded those thermometers on the same web page. So it was constantly running where you were keeping up with how the fundraising was going, when you clicked on new fundraising fundraising page, it would take you to the donor list of names. So all of this are, these are tools that are literally built in neon, it's just getting creative on how you're using them. Maybe hiding some features updating or other ways of sort of posting. So this is literally just built in. But you can get creative right with the branding. So Washington gets purple and gold, Washington State gets the maroon and grey. And then to take it a step further, like like Sally's talking about acknowledgments is something that Team Gleason does very well. And it's important for us that people again, because the rivalry that they got the email with the correct header, so we took the time to even create two separate email campaigns. And again, you're probably thinking this isn't this is a lot of work. But it's just one more, you know, we're kind of you built, you're building out a few steps, you're getting your colors, right, you're getting your simple logos, and then just making sure that everything is consistent. So essentially, we created two different campaigns, two different acknowledgments with two different headers. And then how we displayed that is where you again, you're kind of adding some layers, this is is a detailed one. But for us, this has a lot of impact. You know, this, this is showing that Team Gleason is really leveling up with their fundraising, and that we're able to post to universities through our processor. So I know a lot of people are probably thinking, oh, man, well, you see, to get one donation campaign up, you don't have to go this far. But even as simple as this, you probably have, even if you have PowerPoint, if you have Canva, you don't need incredibly complicated software, in order to create these simple graphics, and make sure there were there needs to be. But um, this is one I think that we're proud of right, it was a it was a complicated thing to kind of map out. But once we got it going, it's an exciting thing that we can re up every year to. So think about it that way, you know, if you're gonna invest the time potentially in a campaign like this, you do it once and you do it right. And that's what we're finding a lot of our campaigns are already built. Because we took the effort, you know, maybe it took a few more days than a simple campaign. But if the universities want to re up this again, this year, we're we're ready to go. So that's that's another good way of looking at that one. But yeah, so Team Gleason is the benefactor. Great thing about it, too, instead of having the fundraiser. Maybe in Washington, you're actually getting all the good data. And so we have, you know, basically data on all these new donors, we're able to send them communications, add them to your list of potential donors. So that's that's a great part about keeping it all in house in one system. Yeah, and then that's a good, far reaching goal. But branding can easily be done in a variety of software's or even right, you could probably even make it in Word if you had to. So yeah. Same questions on this one. 37:57 Generally, the last interesting one that's probably more cumulative of all this is how many of these types of fundraisers have you done in the past year? And so maybe we could cover that under impact when we look at everything. But yeah, though, we did get a good question coming in from Carla, how do you approach engagement and stewardship with new to you donors who give via that third party fundraiser? Are the the ever the ever popular? How do I make that person love me thing? And I think you're gonna cover this a little bit later in, in in the presentation. So I actually want to hold off on that one, because because I think we're gonna get a little bit deeper on that. So the memorial side and great question. 38:40 Yeah. And so again, this was kind of a, this is a thinking outside the box example. And then the next one that we're going to show is something I think that's gonna be a lot more familiar and near and dear to probably a lot of organizations that we're talking to today. And you could probably implement this easily on your end. So I'll let Sally explain how the conversation starts. And then the back end how this is a much more straightforward process, 39:02 definitely. And so obviously, our population of people who our mission is focused on working with and helping and supporting is ALS. So sadly, we see a lot of people who we help who pass away and we have been fortunate, not that we've pushed or promote this, but a lot of people then in turn dedicate Memorial funds to us or include us in obituaries. Half of the time, I would say we're not really notified before but on our standard donation page, on the website, there is a field to put in a tribute and an honor or in memory of someone. And we may see a lot of names popping up regularly. Sometimes we do get notified ahead of time and people will say where's the best place to direct people. This was an example this family had done some fundraising, some other fundraising for us before and really had some time and wanted to build out a page with a photo so We were able to do that the turnaround on this, I think was two days, once we got the photo from the family and really some of the language that they felt comfortable having we, we just made it front facing all of the standard donation settings were the same on the back end. Again, we've had a lot of these as well, where we may just have a custom URL, or just create a QR code for it, which also Canva it's, it's a free resource, it's great. They have a QR code now. So you can just add a link to it. And you don't need Kelly, you can do it on your own very easy. 40:37 But a lot of these we do just have a, we don't brand it out specifically, but just doing a header makes it very easy so that they can push it out. And it does feel representative and branding across. Yeah, I think for this again, it's like a perfect example of yeah, this is kind of a, if it means a lot to the family, right. So taking an extra step, they had a photo, even the quote was something that gets sent over something that was meaningful to them. And just taking that extra step right having their copy that they wanted, I think those are the steps as opposed to just having a generic form that says, you know, you can list in a in a big text box, maybe the name of the person, especially since they were a part of the organization. So I know a lot of schools go through this too, right? Maybe you have an alum that has passed away, or something that might have had a meaningful representation on campus, sometimes you don't really know what to do you It's overwhelming, this is going to be very complicated. But like Sally said, in this instance, the only only two pieces that we really did differently were a header, and just some copy. The reason I left the rest of the donation form on the right hand side is because you see, we didn't we didn't redevelop the wheel on this one, the acknowledgment was the same. Just Just so you kind of know not everything has to be as elaborate. But these special, like, we're saying these moments that people will remember, I think, you know, we live in a world where people are screenshots and text messages with links, I think as even a family member or a colleague, this is what you're gonna send, because it's meaningful to see a friendly face when you get to that page. So think about it that way. It doesn't have to be, you know, a partnership out of state, this could be as simple as a family member sending one picture over and just making it meaningful. And again, right, we can turn that around and very simply 42:23 correct. Yeah, doing a similar thing for someone's birthday, someone wants to dedicate everything adding a photo on the front, anything like this, we're using all of the same settings, we're just adding an image and what's front facing is the only thing that changes. And then the great thing about setting up a custom page like this, as opposed to just directing people to our website is that we can pull a report on the back end, it's very easy. I built this report all the time, and I'm not techie. So if I can do it, anyone can do it. And share that link out. So I can pull a list of everyone who has donated to this page, and then share it with a family. And of course you can hide any fields make so that for privacy purposes, but so that the family knows, in real time, every time a new donation comes through to this page, it's auto populated on the back end. So all I have to do instead of downloading excels and responding every few days, I set up that report share the link out once and then they can continue checking it as often as possible to also thank people on their behalf. It's just one extra step that really does help with that peace of connection. And, and keeping them up to date with what's going on in real time as well. And that for sure, 43:41 is one of the best features of neon, for those of you that are not quite using that yet save your reports as a live link. It's a game changer, especially right. So there's so many varying things going on and keep people in the know, there may be one staff member that is really just wants to keep up with x, y and z then you can provide that information. So again, you don't have to have 1000 queries in place. But the simple things I think are the connective things that make people feel like they know what's happening. So yeah, and then we have we have one more, which is another fun one, kind of unique to Tim Gleason. But this may apply to a lot of people. So I'll let Sally kind of explain the connection between this is actually a fraternity at LSU. 44:21 Yes, so these guys actually started fundraising for us in 2019. And we thought it was going to be a one off event and we are now their official charity partner for their fall and spring fundraisers. And Kelly and I both we talked about this a lot every time they come back. We're impressed by what they do. They're not just for eternity guys and raising $500 They really do get kind of creative which makes it fun for us and build out based on what they're trying to do. They've they've done a couple of this is the battle of the basin. So it was a jumble Iowa versus a two day cook off and they had teams register pay a registration fee to cook And then they also promoted it out at the event for people to make additional donations. 45:05 And so what was even a really cool thing that they did I know we, it might have been for battle the basin, but they even again, this was really fun. These guys, they're creating these graphics, they send them to us. And they're making their own fliers they're putting on Instagram. And then they kind of pass it off to us and say, Can you turn this into something that can take in donations, and we're like, Oh, of course. So we really, this isn't a really easy turnover for us. But one of the things too, which I thought was really neat for one of these, and I think it was about the base. And they asked if they could have a field where they could write the name of the fraternity member that should get the credit. So they were actually kind of doing as a fun competition internally to make sure that each fraternity member was getting, you know, so you'd see like the name and like father of you know, some parents were participating. But as a part of their, like philanthropy within I think this is a wonderful thing. This is it, it's a really easy thing for them, right? They've got their little marketing chair, he sends over the graphics to us, they send us any information, and they're wonderful to work with. But what a great way to start getting a younger generation excited about fundraising by making their graphics and they'll send it up on the website themselves. But yeah, this really simple fun. One. And you'll you'll see too, on this is for those of you who are kind of looking at well, why does every form look kind of different, which is probably also why you're thinking this is this must be so much work. There's some simple tweaks you can do in neon. So in this particular instance, this is going to be a webform, neon has upgraded and has an additional form maker now, which probably some of you are using, but there is a lot of flexibility. The reason we're using this route, in particular w here it says 37. So that's TeamGleason plus and number 37. So we use that as like the base. But this is a really quick, easy way to interact on a cell phone. So we chose this format, because the, again, their students, they might just be doing it on their phone really quickly. It's not going to be as formal, we don't ask as many questions. Those are the fun things that we kind of go back and forth about not every forum needs to have every field maybe leave prefix off of this one, maybe you'd leave certain aspects that maybe we would ask, but that's the beauty part about neon, you're not locked into any one thing either creatively or even the forum's have a lot of flexibility. So yeah, but we're still collecting address and email and everything. So we can do proper follow up. And teams listen does a great job with acknowledgments. So yeah. 47:27 So two questions on this one. First, somebody asked, are the ticket sales for this also on the peer to peer? Or did they sell tickets separate for their own event base? 47:37 Um, we actually sold the tickets separately. So we provide the donation page and a separate form for the ticket separately. And we do that sometimes for events. Yes. I work in tandem. Yeah. 47:50 Yeah. And they can do that. You can also sometimes combined, depending on how you want to do it, but okay, and then my practical question is who won? 48:00 I don't know for the jobalign. Don't know. I'm like you forget about it after you maker. Yeah. Exactly. 48:07 So the the experience was memorable, but not the the food perhaps. No, I bet they did. Great. Me. I'm a jumble. I'm a fan. But yeah, that's that's really the reason I asked that. Okay, so keep it going. We got about 10 minutes, we have a lot of questions. So want to make sure that we get through those. This has been interactive, 48:29 I think that we're we're pretty close to wrapping up. In terms of examples. Again, I think, as we kind of round out and follow up our presentation, a follow up with all of these fundraisers is the most important piece, it doesn't have to be anything super, super detailed. I typically set depending on what the campaign is. So if it's someone who's running a marathon, and I have a call with them in the beginning, and we set up a page for them, just they have their link, and then three months out their fundraising, I'll typically follow up with them maybe a few weeks before and giving them some fundraising tips. Again, this is all stuff that once it's set up, it takes time on the front end, but then I have this information. And I can easily just send over you know, here are some ideas, as a last minute fundraising, push those photos of your training and let people know the progress, remind them that you're this far away from your goal to kind of help them and maximize their fundraising efforts on our behalf. But I always set a calendar invite to follow up with people and thank them after the campaign as well. We're very fortunate to have people who fundraise for us all over the country. And it makes up a huge part of our revenue, which I'll just kind of talk about. So 49:51 that's actually the first question is like how much of this actually makes up the efforts that you're doing? And then how many of these events are happening now? Just kind of combining two questions, so. 50:03 So in 2019, I'll go back pre COVID. We're finally starting in the last couple of months to get back to more fundraising and events, both in person and virtually. But in 20 19/3 party fundraiser, so not our own fundraising events, third party fundraising accounted for about 34% of our organizational revenue, it was over $800,000. And that's everything from lemonade stands to a big golf tournament to things like the Apple Cup and fireworks. And so that third party revenue amount accounted for 80% of our event revenue. So the vast majority of our event fundraising is from these third party fundraisers. Awesome, very cool. 50:56 And I think one of the things to point out to folks is that Sally, even in the presentation practiced rule number one of of the philosophy that we like to talk about here at NEON one, which is connected fundraising, which is put people first not their transactions during the presentation. She said, Oh, hold it, let me take a picture and send this to Brad. Okay, like, you have to actually structure your head to think about People First, many times, because we get under such a grind, to hit our numbers hit our marks, we have this thing to do that if you teach yourself to start with people first, these things get so much easier to do. And folks have really appreciated this. I don't know if you've been paying attention in the comments, Danielle, big, big kind of, you know, props that you're getting there. Patricia said great examples, you know, all around. So yeah, I mean, this is great. We still have time for questions. So I've got about eight minutes. So let's maybe, you know, shift into some questions. Unless you're Kelly, Sally, you have anything that you want to add, before we shift in that kind of 52:16 thing? I'll say to that it's so important, and people feel when it's genuine and when it's not. And I think that's the fun part for us. For us. It's always interesting, genuinely, it's a genuine curiosity of where are these people coming from? And why are they fundraising for us? There's a lot of ALS organizations out there and and big national ones with lots of chapters. So it's like, Wait, why do you choose us? We're only 20 people, we do have a national impact. But tell us more about that. And then how can we help you? Because when it does feel transactional, that that comes across, and it's also not, I don't think it's not fun on my end, when when I treat things like that, you know, people want to be treated like humans and have that connection. So make that part of the fun part of the fundraising, learning about people. Awesome. 53:01 Okay, so let's get into the practical data as to very Nyan specific questions while you answer something else. Done. I'm just gonna go find the support link and send that to to you in there. So you don't have to worry about that. So you're gonna get your answer. But Susan, kind of asked earlier in the presentation, what's the reminder of the the items that you give fundraisers again, when you're trying to empower them? You said kind of five things to empower folks to kind of do on their own, 53:30 basically, oh, so I always kind of learn about Are they active on social media? Because we have other people as well, what what are they trying to do, and I always go back to having a goal. And I always tried to take the pressure off of people like, it doesn't matter if you're going to raise $50. Or if you want to raise $5,000 have a goal in mind, because it not only gives you something to work toward, but also is a great communication point for anyone who you're reaching out to like help me reach my goal of x. So then once I kind of learn about how they're hoping to fundraise, if it's going to be a lot online, if it's going to be in person, we really do try to give them the tools and resources. Like I said, I'll send over email templates. And again, this is this is all stuff that's already created. It's me just adding this attachment to the follow up email after the call. You know, we're so excited to have you fundraise and monitor we have here are some tools to help make it easy. Here's the two pages of our language that you don't have to think about explaining our mission to someone you can just copy and paste this language. Here is some social media posts. You know, here are some tips for fundraising. 54:43 I think even in person too. So like we literally right before we started, we're going over another event that we need to get going. But even as simple as I think people are overthinking maybe I need to work with a partner to get stuff developed if it's like an in person and we're like no clear holders for a little bit. donations sheet with a QR code so people can scan it at the event, simple little things that people are having something, you know, a smaller event, like at a brewery like we're talking to, there's a lot of that kind of going on. So just kind of even the simple things are printing it in house, not spending a lot of money, but just having it ready to go. And we're using the same template over and over again. Simply submission is on the bottom, the logo, click here to donate, or scan here to donate. It's those little simple things. So we're not reinventing the wheel. So it looks like there's a lot of moving parts, but a lot of it right is kind of already in place. And we're just like rinsing and repeating and making it look put together. Yeah, 55:33 yeah. And that. And that actually just speaks anonymous. Attendee said, Can we clone you to train our teams? And that I think that's why we're doing this presentation in particular, because we don't need to first of all, cut and Sally got a lot of stuff to do on their own. So you can do it, though. That's the beauty here is that that there are a small team that gets to Andrew's point to, which is like how, as a small nonprofit, what are your recommendations to, you know, that doesn't have the same connections as larger organizations, you're not a large organization. And what what I would say, it looks like, 56:14 I mean, you're amazing job. I mean, it looks enormous. It looks 56:18 that and a lot of it is, is it's not even faking it till you make it, it's focusing on your why, and your story, and then paying attention to the people that do love you and care about you and building upon that. And that's how organizations like Team Gleason are gonna grow, and they're gonna win, and they're gonna connect, is because you get the basics right. And the basics ultimately come down to people. 56:47 Exactly, as I said, In the beginning, when I started, I was one of three full time employees, employee number 20, this seven years ago, just started two weeks ago. And we use really the same fundraising approach and model our platforms are elevated, our tools are elevated that it is having that personal connection, learning about why us and then talking them through how to best fundraise on behalf of your organization, and following up with them. So it's, it takes a little bit of time. But it's time well spent. Because as I said, we have a very large majority of people who come back and continue fundraising for us or make it any annual fundraiser. Not even because we're making that direct task. But because we connect with them upfront, we kind of support them and give them ideas and brainstorm throughout make their efforts successful. So that they feel like it's the land and want to do it again. And then just a simple thank you after it doesn't, you don't have to send a gift. You don't have to, you know, write their name in the sky, but an email like, Wow, I'm so impressed by your efforts. And you know, we can't thank you enough. You can always drop in a testimonial like us your mission, I'm super proud because of the impact that we do make, and I see it every single day, it's really easy for me to sell it. So use your cause organization business, tie in a story, you know, here's a great story that I thought you would really, really enjoy. And and let them know, you're able to continue saying yes to helping people because they're fundraising on your behalf. 58:20 And one thing I'll add to your budget, and that seems like a lot of people are asking about staff numbers and how this all works. I think one thing that we all do really well, too is Sally's like, you know, we're all on the same page, we're going to send it when it's ready to go, all the details are in line. You know, I think a lot of what nonprofits get caught up in the haziness of let's start working on this, it's not ready to go, I don't have the details. I don't know the photo, we're really kind of streamline, where if this needs to be done, we're going to do it in literally a few days. And that's how kind of how we operate. So if you can get yourself on like a calendar where like, Yes, I need these five items to Kelly will then pass this along. It'll be double checked, and then we can launch I think that's where we've gotten in a really good rhythm. So if those are things that you did, maybe take some time and figure out you know, and then who is the person who's over this, this and this, and then that's where things success starts to happen internally on the staff that you don't even have eight people involved in every process, you see one or two that can handle every little piece. And then that's how we've made a lot of movement very fast. I think that's just if you're thinking this seems overwhelming, just get a few people who know how to do their roles specifically, I don't talk to the potential fundraisers just like Sally does sit in design so we you know, we all know our link I think that's very helpful when just trying to decide who's going to handle what um, yeah, that's that's my one piece of why I think this works well for us. 59:41 My email, Sally, I'd simply send out work. It's very easy. Email me I'm happy to talk to you about what's worked for us. You know, we've we've grown a lot and learned a lot along the way. And it's all about having a process and a system and then it's plug and play from there. 59:56 One of the things Sally on that point too, and I Maybe if you want to pop your email there, but I am going to pop in the connected fundraising community that we've built. It's not only an email list that gives tips and insights from fundraisers, like Sally and Team Gleason, but also there's a Slack community absolutely for free, where people are sharing insights, thoughts, templates even. And so make it take advantage of that. We'd love to see folks as as part of that. It's a free thing that neon one has cultivated and will continue to grow. But being able to connect with folks like Sally and Kelly is why we are doing stuff like dream big. We're gonna probably do some other we already talked about potential deeper workshops for for generosity exchange, Kelly, so let's follow up on that, actually. So we're going to make official announcements around generosity exchange tomorrow, actually. So feel free to tune in. But any final words for folks? Before we kind of sign off today, this was a fantastic, practical, inspiring review of what you folks are doing and the impact that you're having in your own donor community. Any final words for folks to help them dream big? 1:01:16 Check out Gleason on Amazon. It's a documentary about Steve, I think it'll give you a really good insight to us and the work we do, but please email me, you use me as a resource. If you want to chat. I'm always happy to talk and tell you what's worked for us and what happened. But it's always gonna go back to process for me, it's it's a little time on the front end, but it will save you hours down the line when you have your standard. Thank you templates you have and then you just switch it up a little bit. You can plug and play. Love it. Yeah, that will same thing and contact me as well again, experienced to listen, but um, lots of school experience, alumni associations and things like that. So my big thing is, yeah, don't be afraid to get creative. And don't be afraid to change it up. 1:02:01 You know, don't get stuck in one lane. I think what is actually kind of energizes us is it's like every week is a new so I think you know, that don't make don't make that overwhelming. Make that the really exciting part of what you're doing in your nonprofit that there's so much more we can all be doing so 1:02:18 well, we're so grateful for your insights and and the work that you're doing. Folks, if you are impacted by alien ALS, please go ahead and make a donation to Team Gleason if you want. And we encourage that neon one will be making a donation as a thank you to the organization for participating today as well. So awesome, awesome. And folks are just pouring in saying thank you, here's where you can go. And we are so grateful for your time today for both Kelly, Sally and the folks who tuned in as well. 1:02:56 All right, thanks so much, guys. 1:02:57 Thanks for having us. Thank 1:02:59 you. Thank you, folks. We'll see you tomorrow for our final live session and dream big. Hope to see you in the community. Hope to see you out there on the internet. And please also send in your own generosity moments like what we're seeing here. We did get one during the presentation at the very least. So let's keep it up. We want to give more money away. So let's let's see your own stuff. And we'll be putting those actually out on to the Dream Big Resource Center that's going with all these recordings too. So you could get inspired by other people's insights. So thanks again, Kelly, Sally, you rock and you know, we'll see out there and let's keep dreaming big together. Thanks, guys. Thank you. Bye Transcribed by https://otter.ai