Podcasts
Development Principles
Release Date | Topic | Description |
6/23/21 | Your best campaign support will come from people already in your database. | |
07/23/21 | Major gifts nearly always go to charities where the donor has first been meaningfully involved. | |
08/11/21 | Principle #1: People support what they help create. | People support charities where they are involved. This especially applies to capital campaigns. Involve major gift prospects in the conversation about how campaign proceeds will be spent. |
08/18/21 | Principal #2: First identify your best prospects. | Every successful funding initiative, whether a capital campaign or annual fund, begins by identifying your best donors and focusing your best efforts on them. |
(09/08/21) | Principle #3: Create two sets of estimates. | You need two sets of estimates before launching any funding initiative: income and expense.We explain how these two estimates underpin every successful campaign. |
09/15/21 | Principle #4: Current Donors are your Best Future Donors | It is easier to upgrade a current donor rather than acquire a new one. |
09/29/21 | Principle #5: Invest time where ROI is best. | Invest limited resources with prospects who have the greatest potential for positive return. |
10/14/21 | Principle #6: Ask volunteers to help raise money. | Asking volunteers to help raise money takes time, especially at first, as they may be uncomfortable. But it eventually pays off. |
10/20/21 | Principle #7 Everybody has someone to whom they can’t say no. | If you need a ‘yes,’ send the right person to ask. |
11/03/21 | Principle #8 Human nature doesn’t change. | What do Benjamin Franklin and today’s donors have in common? Human nature doesn’t change. The more you understand basic human nature, the more you will understand what motivates donors. |
11/24/21 | The More Personal the Appeal, the More Likely the Gift: What Little Jane Taught me on Her First Birthday. | |
12/01/21 | Principle #10: Don’t Assume a No. | Don't say no for another person. Ask even if you think it might be a long shot. |
Asking for Major Gifts
Release Date | Topic | Description |
07/28/21 | What's behind call reluctance? | |
08/25/21 | Things you need to do before the visit. | |
09/02/21 | What to say. How to say it. | |
10/06/21 | What to do when you are so friendly with donors it’s hard to ask. | |
01/20/22 | Tips on estimating how much to ask for. No, it’s not simply twice what you need. | |
01/26/22 | Every great appeal, ask, invitation and opportunity has one thing in common: Urgency. | |
02/16/22 | When asking for gifts, there is something to be said for bare bones honesty. Learn why authenticity is critical when asking for major gifts | |
03/09/22 | You’ve asked, and you’re waiting for an answer. Three tips to close more gifts. | |
05/18/22 | Five data points you need from the donor in order to consider a gift closed. | |
06/08/22 | Tips to take the ‘cold’ out of the cold call. | |
01/11/23 | Asking for a major gift over dinner can be awkward. How to do business in a social setting. | |
01/18/23 | Unlike the NFL, we don’t have game tape, but you can ask a peer to critique your solicitation visit. | |
03/31/23 | The diva donor is the one who loves to make you uncomfortable. How to handle that situation. | |
04/13/23 | How to start a major gifts program. | |
09/06/23 | You asked. You waited. Still no decision. How a ‘contingent pledge’ can help close more gifts—especially the big ones. | |
11/08/23 | Give donors a first-hand experience of your organization from the inside. It’s the best way to help them understand their impact. | |
12/01/23 | The best major gift officers master the art of listening. | |
07/09/24 | Silent Phase? Advance Phase? What should one call the first solicitation phase of a campaign? It matters because it changes how you think about the task at hand. | |
07/25/24 | Three things you need to do after the capital campaign wraps up. | |
09/24/24 | Advice on knowing if/when you may have asked for too much. What do you do now? | |
03/18/25 | If you need dollars directed to a certain area, don’t be afraid to ask. Most donors trust the organizations will use donations wisely. | |
08/18/25 | Bryan unpacks a recent visit—one that led to one of the worst reactions to an ask he’s ever seen. But the story doesn’t end there... | |
11/04/25 | Why is leadership the #1 factor influencing major gifts? In a word, trust. | |
11/25/25 | Greg reveals the #1 unspoken concern on nearly every lead donor’s mind. | |
01/20/26 | Do fundraisers really care about donors—or just the donation? Bryan challenges a common, false assumption that fundraisers are driven solely by need. |
A More Effective Office
Release Date | Topic | Description |
10/27/21 | Four mistakes that stall fundraising. | |
03/18/22 | Yes relationships and feel good are important. But if there is no money, there's no mission. | |
04/28/22 | Yes, yes. Major Gifts. But there is more. | |
05/13/22 | Every dollar you spend in your office is one more you need to raise BEFORE you have been of any benefit. | |
11/10/22 | It's really difficult to raise money if your administrative leadership has not clearly defined what you do, what you DON'T do, what makes you different, and why it matters. | |
05/14/24 | If your non-profit is truly out to change the world, you need to be bold. | |
11/22/24 | How do you attract more millennial donors? | |
11/13/24 | Is direct mail still effective? Consider today’s mail and the number of requests one gets every week. | |
04/15/25 | How do you run a more efficient office? How do you get more done in less time? | |
04/02/25 | Consistency is key to fundraising success. | |
05/07/25 | From the outside, it may seem like we have fundraising all figured out. But even we face times where we need to take their own medicine. | |
06/05/2025 | Meetings can take massive amounts of time and accomplished little. Greg proposes one essential question key to more productive meetings. |
Starting a Development Program
Release Date | Topic | Description |
08/04/21 | Startups may need to begin with a part time development staffer. But you'll quickly see it's a full time job. | |
02/24/22 | Product sales are a very ineffective way to raise money. Let us show you a better idea. | |
05/27/22 | Three reasons parishes need a development office. | |
06/02/22 | Three MORE reasons parishes need a development office. | |
02/03/23 | How to know it's time to start a development office. | |
06/15/23 | Should you hire a consultant? Here's what you need to know about the fundraising consulting industry. | |
11/15/23 | If this is your first capital campaign, understand that it gets easier later. | |
01/25/24 | Tips on finding your first prospects. Especially helpful for startups. | |
01/17/24 | Specifics on starting a development program. | |
11/07/24 | Why is it called development and not fundraising? Greg explains the history behind the term “development.” And how it frames the work we do. |
Executing Plans: Get Stuff Done
Release Date | Topic | Description |
05/06/22 | To close gifts, ask the question you want answered. Seems simple. It is. | |
06/16/22 | If you wait for the perfect time, you’ll never make the call. Just ask. | |
07/22/22 | Launching a campaign - step by step. | |
07/27/22 | Launching a campaign on your own. Step by step. | |
08/31/22 | How to get more done in less time. the daily to-do. | |
09/08/22 | More productive meetings rest in two questions: What is the question that demands an answer? What is the action item? | |
01/04/23 | Whether asking for gifts, or ticking off a to do list, it's all about the follow up. | |
06/27/24 | Three ideas to get stuff done faster. |
Wisdom
Release Date | Topic | Description |
09/23/21 | Pride in your work? Of course. We’re talking about the pride that keeps you from being successful. | |
12/15/21 | Fundraising.It’s not us vs. them. It’s us vs. us. | |
12/22/21 | How much do donors need to know? A discussion about transparency in fundraising. | |
01/06/22 | How Catholic schools have changed in 30+ years. How it impacts development work. | |
01/12/22 | A discussion of ‘mission drift’ in Catholic education. | |
02/09/22 | Donors are concerned about ‘mission drift’ in Catholic education. How it impacts development work. | |
03/03/22 | Special guest Evan Baker. A discussion of Henri Nouwen’s “The Spirituality of Fundraising.” | |
06/22/22 | A discussion of cost-shifting for just about every service the Church provides. | |
07/06/22 | Underpricing your service makes it cost more. Greg explains. | |
09/30/22 | To be a top development office, follow this daily practice. | |
11/19/22 | Well-meaning administrators, board and donors come to us with time-consuming ideas that are not worth the effort. Learn to say no to bad ideas. | |
12/08/22 | A reflection on what might be holding our work back. | |
12/15/22 | We’ve all heard it: We need to create a culture of giving. Is that even possible? | |
03/10/23 | There has emerged a new mindset among parents that impacts fundraising among this constituency. | |
05/26/23 | "Can we raise $1M.?” Probably. But only if you are doing something worthy of spending $1M. | |
08/17/23 | Don't waste time convincing the wrong person with the right reason. | |
08/28/23 | Burnout is real. | |
07/24/23 | Is diversity always a good thing? Only if understood in the traditional Catholic definition, which is different from the modern understanding widely accepted today. A critical lesson for school administrators. | |
09/28/23 | Some donors just aren’t that in to you. What to do. | |
11/22/23 | In show business, “No one wants you ‘til everyone wants you.” Bryan explains how that principle applies to non-profits, as he recounts the growth of St. Paul’s Newman Center. | |
01/31/24 | When you are trying to do something beautiful for God, understand the forces against you. An exploration of the mystical encounter, both good and bad. | |
03/06/24 | To use the dollars you raise most effectively, your organization must be smart and healthy. | |
03/14/24 | Three elements that make a plan truly strategic. This could be one of most consequential podcasts. 03/14/24 | |
03/22/24 | There is one element to Mission Effectiveness that often gets overlooked: Courage. | |
03/29/24 | We break down what constitutes good stewardship. | |
05/28/24 | A discussion of the factors causing turnover in our profession. | |
07/01/24 | Greg talks about the inspirational language of our Church documents. Familiarity with them will give your school marketing the aspirational language needed to inspire enrollment growth. | |
09/10/24 | Dr. Larry Arnn, President of Hillsdale College says leadership and fundraising require the same virtues and character. | |
10/28/24 | Three frequently stated assumptions that are just plain wrong. | |
01/08/25 | Donor Love Languages. | |
12/02/24 | Understand that a teacher may have changed the life of a student years ago. So today, when you ask, you reap the good will another has sown. You will be doing the same for development directors who come after you. | |
03/18/25 | Learn the one thing matters most when choosing a fundraising consultant. | |
04/22/25 | What does it mean to be a mission-driven Catholic school? Dan Baillargeon of Mission Driven Catholic shares his insights. | |
05/01/25 | How do you turn a Catholic school into a mission-driven school? Dan Baillargeon of Mission Driven Catholic shares his insights. | |
6/10/25 | It's surprising how often leadership contemplates withholding information from major donors. Bryan and Greg explain why honesty is the best policy. | |
6/17/25 | Bryan challenges the unspoken status quo of the non-profit world: spend as little money as possible. Find out why you may be stunting the growth of your mission by striving to spend as little as possible under the pretense of “good stewardship.” |
Inspiration
Release Date | Topic | Description |
05/19/21 | Our first episode. An overview how we hope to help fundraisers. | |
11/10/21 | Every member of the organization has a role to play in development. | |
12/29/21 | Unless there are millionaires roaming your office halls, you can’t raise money behind a desk. Get out of the office. | |
03/30/22 | Find your motivation. | |
04/08/22 | What stops many people from making that call? An exploration of the phenomenon of call reluctance. | |
04/26/23 | God inspires the gift.We’re just his administrative assistant. | |
05/03/23 | What I learned watch someone begging alms on a street corner. | |
05/18/23 | Why is asking for money so hard? Why are relatively so few people willing to do it? What is required of the human heart in those willing to do this important work? | |
12/13/23 | What development people can learn from Warsaw, the Dentist and the Great Flood of ’97. | |
12/20/23 | A donor once told me, “Asking is the easy part.” How that transformed my thinking. | |
12/28/23 | Bryan shares five things you can do to kickstart your fundraising in 2024 | |
05/20/24 | A student caller in a collegiate phone bank brought in way more money than her peers. What was her secret to success? | |
09/18/24 | Out of 30,000 entrants, our own Bryan Wilburn finished in the top 28 International Toastmasters Competition.Some public speaking tips from a pro. | |
01/14/25 | Challenge 2025. Set some audacious goals. | |
05/13/25 | Greg and Bryan share experiences of gifts that can only be described as miracles. |
Prospecting for Major Gifts
Release Date | Topic | Description |
10/20/22 | Raise more when you learn how to identify your best donors. | |
09/03/24 | Tips to finding the first donors to your startup. |
Catholic School Endowments
Release Date | Topic | Description |
08/10/22 | Getting started with building your Catholic school endowment. | |
12/29/22 | To make it worth the record-keeping and reporting, family endowed funds should have a minimum price point. How do you determine that number? |
The Aging Catholic Donor and the Coming Cash Crunch
Release Date | Topic | Description |
04/14/22 | The Coming Catholic Cash Crunch Pt 1 | This may be our most important podcast ever. In some parishes, as much as a third of the parish offertory is coming from people who have outlived their life expectancy. Let that sink in for a moment! Greg asks, "Does anyone care to notice?" |
06/04/24 | The Coming Catholic Cash Crunch Pt 2 | The Catholic donor is aging, and the next generation is not stepping up. What does that mean for the future of funding for Catholic Organizations? Part 1 of 2 |
Is Your Capital Campaign Struggling?
Release Date | Topic | Description |
08/18/22 | What to do when you discover the project cost has increased, driving up your fundraising goal beyond what you originally planned. | |
08/25/22 | More discussion of what to do when the fundraising goal unexpectedly needs to rise. | |
10/13/23 | What to do when your campaign stalls. Part 1. | |
10/20/23 | What to do when your campaign stalls. Part 2. | |
09/02/25 | The #1 reason campaigns fail. | |
09/16/25 | The second most common reason campaigns fail. |
Database Best Practices
Release Date | Topic | Description |
12/09/21 | Who? What? When? With just a few fields, here is the most effective way we've found to track solicition of major gifts. | |
09/23/22 | Most databases have codes that at one time meant something important to someone. But since no one documented the purpose or meaning of those codes, their usefulness is lost to history. | |
05/28/25 | Raiser's Edge, NXT, DonorPerfect, Bloomerang, you name it. One rule applies to all database management. |
Just for Fun
Release Date | Topic | Description |
02/02/22 | It's not all work. We've had some funny experiences along the way. |
Human Resources
Release Date | Topic | Description |
03/23/22 | A fast-food fundraiser is someone who stays at an organization 12 – 18 months, then goes on to the next. The analogy is likened to employee turnover in a fast food restaurant. | |
04/21/22 | There are some key personality traits that lend themselves to the profession, and women tend to be very gifted in these areas. | |
07/13/22 | These are the critical skills and personality factors that make for successful major gift officers. | |
01/27/23 | Should you take that development job? Will you be a good fit for those circumstances? | |
02/10/23 | What are the skills and personality traits that make outstanding development professionals | |
04/29/24 | Building the A Team. How do you attract A level talent as volunteers? Five things you need to know. | |
05/06/24 | When searching for A Team volunteers, don’t default to the ones you know will say yes. Invite people of wealth, even if you have a modest relationship. | |
06/11/24 | Formerly a teacher and principal, you’ve just accepted a job as president of a Catholic high school. What does this new job entail? How is it different than principal? | |
01/21/25 | When is the right time to invest in a Development Director? | |
01/28/25 | Are there days when you feel like you work in a dysfunctional organization? One thing you need to know to begin to deal effectively in this situation. | |
02/04/25 | Is your boss a micro-manager? Understand what drives that behavior and what you can do about it. | |
02/10/25 | Is your timely execution of plans hampered by a boss or peers who agonize over decisions? Advice on how to move the ball forward. | |
03/13/25 | Some organizations have employees are obviously not right for their position, but the administration turns a blind eye. How conflict avoidance is masked as loyalty, and what to do about it. | |
05/20/25 | As a leader, when was the last time you asked your staff for their opinions on how things could be improved? | |
7/2/25 | PART 1. Stephanie Ballis shares her career track from Catholic elementary school to the University of Idaho. What she learned along the way about fundraising and career development. | |
7/29/25 | PART 2. Stephanie Ballis shares her career track from Catholic elementary school to the University of Idaho. Advice about career development. | |
8/7/25 | From idea to execution, there are six areas of work every project goes through. Understanding where you and fellow workers fall on that continuum of work preference can make project execution easier and more efficient. Karyn Macfarlane of Supporting Stars explains. | |
8/12 /25 | Part two of Greg’s conversation with Karyn Macfarlane, founder of Supporting Stars and certified Working Genius Certified Facilitator. Learn the six types of Working Genius by Patrick Lencioni, and how they m can enhance your fundraising potential. | |
8/26/25 | Bryan speaks about why the athletic concept of 'hustle,' is a key ingredient for fundraising success. | |
12/11/25 | Greg and Bryan unpack insights, pitfalls, and practical advice for new fundraisers entering the field. |
Successful Events
Release Date | Topic | Description |
06/02/23 | At what point is an annual event worth the time and effort? Would you be better off focusing energy elsewhere? | |
11/17/21 | Events CAN make big money. Bryan eats crow pie on his dislike of events. | |
10/20/25 | Before you plan the event, ask why you are doing it. That will shape your approach and help you decide whether it is worth the investment. |
Foundation Grants
Release Date | Topic | Description |
04/14/22 | Grantwriting takes time, and odds of an award can be slim. When are they worth the effort? When are they not? | |
06/04/24 | Bryan likens grant proposals to a subjective beauty pageant and shares his opinion regarding the ROI of grant proposals. |
Communications
Release Date | Topic | Description |
9/14/22 | The benefits of calling just to say thank you. | |
03/24/23 | Voicemail is dead. Need to reach volunteers? Shoot them a text. But you need to word it effectively. | |
10/14/24 | How often should I call back? How much should I ask for? | |
10/24/24 | How many appeals are too many? Did we hire the right person? How to know? Are we ready for a capital campaign? | |
04/08/25 | Is the newsletter still relavant today? Are there better ways to keep in touch? | |
11/11/25 | When words lose power: fundraising phrases to let go. |