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Part 2 The Three Deep Desires That Drive Philanthropy — Transcript

by Susan Axelrod · 5,189 words · 772 segments · language en · Watch on YouTube

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0:02How can charitable organizations build a
0:05sustained culture of philanthropy?
0:08Jim Langley, president of Langley
0:10Innovation, says, "Speak with your
0:12donors and listen to what they have to
0:15share." In this video series, Jim shares
0:18decades of expertise and his commitment
0:21to helping institutions develop the most
0:24effective strategies to build broader
0:26and more lasting communities of support.
0:30If you're a fundraiser, tune in now.
0:33Every video with Jim is a master class.
0:40Hello, I'm Susan Axelrod. Welcome to
0:44part two of this threepart video series,
0:49The Three Deep Desires That Drive
0:52Philanthropy. If you're just joining
0:54this series now, I invite you to go back
0:56and listen to part one in which you'll
0:59receive context and learn about the
1:01first of the three deep desires that
1:03drive philanthropy to believe in
1:06something. For this video series, I'm
1:09interviewing Jim Langley, president of
1:12Langley Innovations, a philanthropic
1:15consultancy that believes in deep
1:18listening. Recently, I did a casual
1:21interformational interview with Jim
1:23after I saw him quoted in the New York
1:25Times about Jeffrey Epstein and
1:27charitable giving. I'll share the link
1:29to that discussion in the show notes. In
1:32that discussion, I heard Jim speak out
1:35an organic thesis from his decades of
1:37work in the philanthropic sector. I
1:40invited him to participate in this
1:42three-part series to go deeper on it,
1:45and I'm glad he said yes.
1:49Hello, Jim. Welcome back.
1:51>> Hello, Susan. I'm glad you asked. Thank
1:53you so much.
1:56>> Well, if there's one thing I've learned,
1:58you can ask.
2:00>> That's right.
2:00>> It's a good lesson. You'd be surprised
2:03who responds, right?
2:05>> Exactly. Exactly. So why don't we have
2:08you start with um taking a minute or two
2:11here to just recap a few of the main
2:13points that we talked about the overall
2:16construct of of the framework of the
2:19three deep desires that drive
2:21philanthropy and a little bit about the
2:23first one belief.
2:25>> Sure. After decades of fundraising and
2:29uh fundraising leadership and in the
2:32process trying to do a lot of research
2:34as to why people gave, I started to see
2:38a crystallization of what I had learned.
2:40And I knew that crystallization was
2:42important if I were to convey that
2:44information in a helpful way to
2:46nonprofit leaders and to fundraisers.
2:48You can't go on and on. You can't pour
2:50piles of research on people's head and
2:52say, "Figured it out." So as I started
2:54to think about it, I realized there were
2:56three deep donor desires, not just
2:59transactional interest, but deep donor
3:01desires that I saw at work in some
3:04combination over and over again. And
3:07they were to believe, to belong, and to
3:11better, to believe in something greater
3:12than ourselves, to belong with kindred
3:15spirits and work on something joyously
3:18toward goals, shared goals. that that
3:21provided great satisfaction and
3:23ultimately the test of both was are we
3:26making something better. So in the last
3:28episode we focused on the believing
3:30portion and I look forward now to
3:33developing the belonging portion of that
3:36and I think through the whole series and
3:38related materials to provide people
3:41listening with some practical tools
3:44about how do you go about building a
3:46stronger community of shared purpose
3:49from which philanthropy will more
3:52naturally joyously and plentifully flow.
3:56Beautiful.
3:59There is one thing I want to say that we
4:02discussed in the framework of the
4:05industry a little bit and how things in
4:08the industry of fundraising and
4:10philanthropy have changed. we uh started
4:15coming into data analytics, you know,
4:18metric measures and uh use of uh online
4:24applications.
4:26And in some ways, Jim, you and I
4:29certainly remember the days before, you
4:32know, where we did hard letters, then we
4:34were like, "Hey, go to email." Right.
4:36And now we're coming back into write a
4:39letter. Right.
4:42Exactly. So all those things that we did
4:44in the name of efficiency now created
4:48something that is valued more than
4:50efficiency and that is the personal
4:52touch, the personal outreach, the
4:54personal caring in the form of a
4:56handwritten note as old as language
4:59itself.
5:00>> Yeah. And actually that really does
5:02bring us right to the next uh idea of
5:07the three desires that really drive
5:10philanthropy and that is to belong. And
5:15I've heard you say, Jim, that one of the
5:17things uh is that this is a desire that
5:21we in the institutional setting
5:23sometimes forget and also kind of you
5:28have real uh research to show that. So
5:31why don't you share a bit about why this
5:34desire is so important and how we
5:36sometimes in the institutional world
5:39forget about this one in particular?
5:42>> It's incredibly important, Susan. And
5:43there's all kinds of evidence, not just
5:45the research and I've done and the
5:47experience I have, but I can cite other
5:49sources and will in just a minute. So,
5:52what we've learned by listening to
5:54donors is they want to be more than a
5:57donor. They don't like being treated in
5:59a one-dimensional way. Oh, you're a
6:01donor to be thanked to receive a report.
6:04That there was something deeper that
6:06they were looking for in their giving
6:07and that was to not only believe in an
6:09organization but belong to it. Well,
6:11what does that mean? It means to to be a
6:14part of an organization in such a way
6:15where you feel as if you matter and the
6:18powers that be recognize how much you
6:20matter. But more importantly like the
6:23church, like the synagogue, like like
6:25other kinds of metaphors is what you
6:28really want to do is to be in community
6:31in congregation with kindred spirits.
6:34And we didn't understand the power of
6:37that. that donors like being around
6:40other donors and donors like being
6:41around doers within the organization and
6:44people who deliver on mission they like
6:47to be a part of it. So just sending a
6:50check or a credit card payment you know
6:52over the transom or through virtual
6:54means was leaving a deeper desire unmet
6:58unrequited and to our peril we've
7:01ignored that for too long and that's I
7:04believe one of the major reasons and the
7:06evidence will show why we're seeing
7:08donor attrition. Why does somebody give
7:11once and then we turn around and lose
7:13four out of five? Because we didn't
7:16respond to that desire. Now, the
7:18evidence is abundant above and beyond
7:20what I've been able to gather. Actually,
7:22years ago, Penelopey Burke, who's done
7:25mood of donor surveys for decades and
7:27decades,
7:27>> donor focused fundraising,
7:30>> who I've learned a lot from, said, "Be
7:32careful about the size of the donor you
7:34community you grow." because you may not
7:37be able to attend to all the donors as
7:39you try to drive up the volume of giving
7:42and you may miss the essential
7:44ingredient which is putting donors
7:46together with donors that they enjoy one
7:49another's company because they're shared
7:51values and shared purposes. So donors
7:54love hearing why other donors gave.
7:56Loyal donors like hearing the story of
7:58other loyal donors. Planned giving
8:00donors who are leaving estate love to
8:02hear for why other people are living
8:04estate leaving estates and and they like
8:06to be in conversation with them. Not
8:08only hear about it. So anytime we bring
8:10them together we make them feel as if
8:14they are in community with kindred
8:16spirits working toward common ends and
8:19they feed off of each other's purposes
8:21and each other's energy. So in denying
8:24that we've we've then left resources on
8:27the shelf or watched uh giving become
8:30much more transient than it should be.
8:32But then to flash forward as we come to
8:35better understand younger generations,
8:37those that are younger than baby
8:39boomers, we're hearing something very
8:41similar, but they might put it more
8:43bluntly. Well, don't come to me and and
8:46make giving a prerequisite of belonging.
8:49No, first give me something to do. let
8:52me work with interesting peers and
8:54together we will then formulate what we
8:57want to give to. In many cases, Susan,
8:59they're making it a stipulation.
9:02>> Bring me in, treat me like an adult,
9:05give me something to work on, if I start
9:08to believe in in the purposes of this
9:10organization, if you allow me to work
9:13with interesting peers, I will then
9:15consider giving. So, they're saying,
9:17you've put the cart before the horse.
9:20And we're seeing corroborations of that
9:22from other sources across the board.
9:24Powerful donors. One who which one of
9:27whom household word you would word you
9:30would all know his name looked me right
9:32in the eye and said if your CEO really
9:35wants my support he'll come up here New
9:37York City put me around the table with
9:40other CEOs that I can learn from and
9:42respect and tell us the God's honest
9:44truth about how we can help get him to a
9:47better place. you'll earn my support.
9:50But you hear the stipulations, put me
9:52around the table with other people I can
9:55respect and support that I can learn
9:57from. This is one of the most powerful
9:58people in the field of finance wants to
10:01learn from other people. I've heard this
10:03uh from alumni Susan in organizing
10:06activities around the world. Why would
10:09you want to be a part of it? What will
10:10bring you here? And from research we've
10:12done. We want to continue to learn, they
10:14say, and we want to interact with
10:17interesting peers. So, you see what what
10:20they're actually expressing, which I'm
10:22crystallizing, is belonging. Belonging
10:24to an organization, belonging to
10:25purpose. But you can't belong to
10:27something if you're by yourself. You can
10:30only belong to something if you're in
10:32human company. And you won't feel as if
10:35you belong if you're just looking at
10:37each other. You got to be working on
10:39something together. You got to be trying
10:41to help each other or help lend your
10:44collective talent to achieve a shared
10:47goal. So if I could give you other just
10:50a couple of other quick examples about
10:51the power of belonging to in Canada last
10:54year 2025 a study was done and I found
10:57it so moving because they the authors of
11:00the study were trying to understand why
11:02so many people have stopped giving. Same
11:04is true in Canada as is in the United
11:07States. In the US, we've lost a third of
11:10giving households in in a 30-year period
11:13of time. When I started my career,
11:15Susan, 75% of Americans were giving
11:18every year to at least one purpose. It's
11:20now down to about 45%. So, you see,
11:25giving to institutions has shrunk
11:27considerably, dramatically, and it's
11:28it's worrisome because it also speaks to
11:31the health of democracy. The more we are
11:34willing to help each other in intangible
11:37ways, the more democracy itself works.
11:40The more we pull back and just protect
11:43ourselves, the more imperiled we the
11:46people
11:47as a powerful unifying concept is. So
11:50the this Canadian study said the reason
11:54people are falling away is isolation.
11:58>> Yeah.
11:59>> They don't belong. They're not in
12:02community. They may have isolated
12:04themselves in the virtual world or they
12:06may have fallen through the cracks as
12:08community has eroded as as you know
12:11there are fewer opportunities for
12:13neighbor to help neighbor in any
12:15concrete tangible way. People have
12:18fallen away into a virtual world into
12:20greater isolation and it's isolation
12:22itself that is counter philanthropic. So
12:26if we want to renew the philanthropic
12:28spirit then we must renew commitment to
12:33community and to helping each other.
12:35That's what belonging is. A second quick
12:38anecdote and maybe you or some of your
12:41listeners can help me in this but I
12:43retain something from my youth that I
12:46didn't fully appreciate and I can't find
12:48where it comes from but the story goes
12:49something like this. was a famous
12:51philosopher, maybe a French philosopher
12:54who like all philosophers spent most of
12:56his life looking for the meaning of life
12:58study and he wrote very elegant
13:00treatises on life and values and spent
13:04entire life but still felt as if he was
13:06missing something and then at some point
13:09in his life in his later years he
13:11happens upon an urgency an emergency
13:14where I believe a dam or a dyke has
13:16broken and he's called to to help with
13:20people of all backgrounds, of all
13:23beliefs. All of a sudden, they're thrown
13:25together in trying to salvage a dyke or
13:29levy. And so sandbags are being compiled
13:31and and people are working fervently.
13:33And those sandbags are being delivered.
13:36People are stacking them up. They're
13:37being passed from hand to hand. And this
13:39great philosopher having spent all his
13:41life studying the meaning of life then
13:43said there it was given to me not in a
13:48classroom not through reading but
13:51realizing how vitalizing it was how
13:56enjoyable it was to be mixed with all
13:59sorts of people to be working in a in a
14:02common way toward a common end. In this
14:05case, it was self. It was survival, but
14:08ultimately out of survival comes safety.
14:10So, they're rushing to repair this levy
14:13or dyke or whatever it was that broke.
14:16And he says, "Never did I better
14:19understand the meaning of life than at
14:22that desperate moment."
14:26>> Oh my gosh. Um, wow.
14:29>> When I belong to my fellow human beings.
14:32Has anybody Susan have you ever have you
14:34been in a concert where everybody's
14:36singing or a sports event and you don't
14:38you forget who voted for who? You're all
14:40pulling toward the same end or you're
14:42all singing or in my case recently
14:44having gone to a a a dance and people of
14:48all backgrounds and all ethnicities and
14:51all social strata are dancing together
14:55happily and nobody's asking what do you
14:58believe in? Who did you vote for? What
15:00is your earning power? We are together
15:04as one and it's just so sweet and so
15:07beautiful.
15:08>> So beautiful. I just want to bring up
15:10the uh graphic of this construct to show
15:15the belong uh desire has a flock of
15:19birds in it.
15:21It has a flock of birds flying together
15:26and um you know the example of people,
15:31humanity being thrown together to
15:34salvage a levy, a dyke that holds the
15:38water back and everybody's all in. This
15:42really truly speaks to uh one of the
15:46things that we talked about in part one
15:48of this series which is opportunity.
15:52>> Yes.
15:52>> Some of the things that you described
15:55you even said the actual words people
15:58want to be I wrote it down uh in
16:02community in congregation with kindred
16:05spirits. Well, another thing that we
16:07know that's happening is organized
16:09religion is um
16:13not falling apart, but there's not as
16:16many people, especially younger
16:18generations and even older generations
16:20are leaving
16:21>> organized religion. Yeah. And listening
16:24to you here, it comes up for me quite
16:29explicitly
16:31that that is a opportunity for nonprofit
16:36institutions to capture those people who
16:41formerly were in a formal organized
16:45structure of congregation and that you
16:48can actually uh capture them and offer
16:52them community And that brings up the
16:54question uh for the development officer,
16:57the fundraiser, the nonprofit CEO. We
17:00talked in our last uh video about the
17:03leaders. Uh what does it actually look
17:06like to build belonging inside an
17:09organization? You clearly articulated
17:13how um needed it is and uh the
17:17opportunity is ripe. What does this look
17:20like? Uh Susan, you made so many good
17:22points in in a few sentences that you
17:26know as attraction to faith es and it
17:30is. And what does that tell us? That
17:32those purposes that once were widely
17:35shared are not so widely shared. And so
17:37people start to look elsewhere, but they
17:40still have this desire to believe and
17:42belong. If nonprofits will only capture
17:45that and and give them the value systems
17:48and show them how values can be
17:51transferred by giving to and through an
17:54organization and how you can belong to a
17:57nonprofit as you belong to a
17:59congregation or a church or a synagogue
18:01in the same way you come together
18:03inspired by a common set of beliefs and
18:07provide support each for each other
18:09through thick and thin. Right? So what
18:11what organizations have to do at a very
18:14elementary level above and be beyond
18:16what we talked about in the survey in
18:18the last segment is actually start to
18:21find more ways to put donors together
18:24physically and virtually in town halls
18:27or focus groups or some sort of mediated
18:29discussion to talk about what we have in
18:32common. So for instance Susan um just
18:35take you know arts organizations are are
18:37are struggling for support. Yeah.
18:40>> And and you go, "All right, so maybe
18:43what you could do is tap into community.
18:44I'm working with one of those arts
18:46organizations and you say, you know
18:48what's interesting about music?" And
18:50this was learned by the uh I believe the
18:52San Francisco Symphony Orchestra more
18:54than a decade ago. The the reason that
18:57people go to when you ask when you try
18:59to understand why do people go to a
19:01symphony and nobody go gives to a
19:03symphony if they don't go to one, right?
19:04Nobody wakes up one morning and says,
19:06"I'm going to give the symphony I've
19:07never been to or never heard." Why do
19:10people What's the greatest motivation?
19:12Having played an instrument as a child.
19:16>> Oh,
19:17>> it's a shared It's a shared experience.
19:20So, if you even toodled on a flute or
19:22strummed a banjo or tried your hand at a
19:25guitar or what or, you know, screeched
19:26on a violin, you got some appreciation
19:29for what it takes to make those
19:31beautiful sounds come out of there. It
19:32isn't easy, right? and you then admire
19:36the person who does that so beautifully.
19:38But you see, you're bringing in a body
19:41of experience. So if I'm coaching an
19:44arts organization, what you got to do is
19:47before the performance or after the
19:49performance, go out with a circulating
19:51microphone and say, "Tell us about your
19:54first musical experience. Tell us about
19:57your goosebump moments in music. Tell us
20:00about your epiphany in music. Tell us if
20:03you had to preserve one memory musical
20:06memory that will be forever with you or
20:09one lyric that you can't get out of your
20:12head. What you see all of a sudden you
20:15take this one way of being we perform
20:18you applaud and you start to create
20:20community.
20:21>> I hope that makes sense to everyone.
20:23Break the veil pierce the veil and start
20:27saying why are you here? What was your
20:30experience in this field? Why do you
20:31care about art? Why do you care about
20:33science? What when in your childhood did
20:36you then realize science or math or
20:40what? It doesn't matter. Susan, you see
20:43then you stitch together individual
20:46experience into the fabric of
20:49congregation, community, whatever it is
20:52that we brings us together. Gosh, if we
20:55were sitting in a classroom setting with
20:58a dozen representatives from a dozen
21:00different nonprofits, I would go around
21:03the room to every single mission
21:05represented and say, "How can you apply
21:09uh this tactic?" Because what you
21:11described is my personal uh when I teach
21:14I I'm people know like I'm walking I'm
21:18looking at people I'm asking them
21:20personal questions to engage in whatever
21:23it is that I'm doing or speaking about.
21:26Uh and I was just thinking, you know,
21:29why recently this really happened. Why
21:32did I go to the food center um to pick
21:35up boxes for a food drive and see two
21:39dozen volunteers scurrying around
21:42packing the bags for the driveth through
21:46section where people in need of food can
21:49drive through and the answer might be
21:51there but for the grace of God go I or
21:54that was me you know or I grew up that
21:59way you know or I want to show my
22:02children. You know how much we have all
22:05the things. So,
22:06>> yes,
22:07>> that would be really fun to do in a
22:09classroom. I love houses.
22:12>> Get donors talking to each other and get
22:14a moderator listening to what it is
22:17about this field that drew you to it,
22:20>> right?
22:21>> And then feed that feed that what what
22:24you came looking for sustenance. Feed
22:27them that. Why do volunteers give 10
22:29times more over their lifetime than
22:30passive donors?
22:34They're in community. They're seeing
22:37work. But guess what? They're
22:39shouldertosh shoulder with people
22:41working toward common cause. And it is
22:43an incredibly powerful bond. And your
22:46values get reinforced. Just like you
22:48said, there but for the grace of God I
22:50could be me. But then when you see
22:52somebody with the same gleam in their
22:53eye, with the same thought, you feel
22:55less alone. you feel this is oh this is
22:58so rewarding to be here
23:01>> I want to come back
23:03>> it's so good again using myself as an
23:05example I co-founded a a global movement
23:09for Jewish girls because I'm a Jewish
23:11mother I have Jewish daughters and the
23:14um the person who runs the organization
23:17now we have shared values even though we
23:19don't agree on everything Jim but we
23:21have shared values about that course and
23:24then um and then my husband usband did
23:27pass away. And then um basically she
23:30gave me an opportunity to make a
23:32beautiful legacy tribute to my husband
23:35by naming a book, writing a whole page
23:38on him. And it cost it was the biggest
23:40gift I've ever made,
23:42>> which I never imagined I would make. And
23:46um but when I'm there, I'm in community.
23:48That's real for me. And we could come up
23:50with a ton of examples. Um so let's um
23:58there is an aspect we talked about last
24:01time and that is um there really is so
24:06much goodness like you said to me I'm
24:08I'm thinking about all these things that
24:09you said but this is not designed to be
24:11a deep dive it's designed to be a a a
24:14survey an overview of this construct so
24:18I I guess I'll say um how do We we're
24:22speaking to fundraisers, development
24:25officers, nonprofit leaders, board
24:29members, people like you said also what
24:32I teach, everybody's a fundraiser in an
24:35organization, right? Uh so program
24:38people who work and um some of them are
24:42still relying on these old methods of
24:45leadership of metrics rather and some of
24:49this work is long Jim some of this work
24:53uh takes time uh that we see over time
24:58to use myself I should say I was
25:01involved with this organization for more
25:02than a decade more than a decade before
25:06I made that big gift for me.
25:09>> Right. And I think that is a part of it.
25:12I love the idea of getting them talking
25:15then feed it.
25:16>> I want to just talk a little bit about
25:18the keeping donors in your space. We
25:21call it loyalty
25:23and that belonging and how leadership
25:26does kind of need to value that.
25:29>> Do you know what I'm saying? Leadership
25:31needs to value time.
25:34>> It does. I think what ails philanthropy
25:36and therefore is being echoed in
25:39fundraising and the ever greater
25:41struggles in fundraising is the
25:44disagregation of communities. We broke
25:46it down in parts. We took something for
25:48granted and then we focused, you know,
25:50on the harvesting of support. We focused
25:52on the mechanics. We focused on all
25:54these technical aspects, right? And we
25:57started to miss community itself. We we
25:59we got so much into the trees that we
26:03lost the forest. the trees of raising
26:05more money this year, the next year of,
26:08you know, these these short-term
26:09metrical goals. We missed what is this
26:12whole thing about, right? And so, how do
26:15you reorient every part of it? As you
26:18say, let's all step back and get out of
26:22this technical execution, which at some
26:24point is important, but it's a little
26:27bit like rowing madly in a boat, but
26:30going in the wrong direction, right? So,
26:32we just keep working harder, but we're
26:34not getting closer to the shore that we
26:36wish to be, right? Where we wish to be.
26:38So, we just work harder and harder.
26:40Where are we going? And and what will it
26:43take to get there? And then we'll start
26:45to see that we must start to rebuild
26:47community and foster a sense of
26:49belonging and and then say that has to
26:51be done relationship by relationship. In
26:53many cases, surveys will help,
26:55conversations will help. But but there
26:58it lies. What what what is the bond in
27:00every enduring relationship must be
27:03better understood. And what makes any
27:06relationship vital is listening,
27:09responding, and committing to something
27:11together. Even when we disagree, even
27:13when we're not the exact same people, we
27:15come together and say, "But but there is
27:17something in this union that is so
27:20valuable.
27:22Let's resolve to work together for a
27:24long period of time. Right? This is and
27:26and relationships then become the
27:28framework for neighborhoods and
27:30communities and society itself. You have
27:32to take it back to this organic level.
27:35So I think we've we've lost sight of so
27:38many important issues Susan which you
27:39touched on before but let's remember
27:42while neither of us disparage metrics or
27:45goals or any of those things that or
27:48technology neither one of us do. But in
27:51this new world of technology and more
27:53disciplined fundraising, we have seen
27:56higher rates of donor attrition than
27:58ever before. Uh the greater loss of
28:01donors and growing donor
28:02dissatisfaction. So what was all that
28:06about? You lost sight of the core
28:09objective. We the people
28:13determined to build more perfect
28:15communities as we see them that respond
28:18to what we think is important. There is
28:21no fundraising strategy. There is no
28:24wizard in fundraising. There is no
28:25charismatic fundraiser. There is no
28:28amount of money that you can pour into
28:30this if you don't understand. The
28:32building block is the relationship
28:35itself. And one person to feel complete
28:39likes to be in union with at least one
28:42other person and to use their collective
28:45talents to be something greater than
28:48themselves. That's what partnerships are
28:50about. That's what community is about.
28:52And that's what nonprofits have to be
28:54about.
28:56>> I mean, my gosh, it's almost like a um
28:59universal prayer to which I want to say
29:01amen.
29:03>> It is a prayer. It it really it really
29:06truly is. Um the bottom line that I'm
29:09hearing from you is uh belonging is a
29:13fundamental human need.
29:15>> Yes.
29:16>> And we only have to look at ourselves to
29:21feel how we feel ourselves.
29:24Yeah. And
29:26>> so what happened where we lost that
29:28Susan where we started to think people
29:30were different from us that something
29:33that we knew and gleaned from our own
29:36interpersonal relationships somehow
29:39didn't apply to fundraising. So good
29:41institutional relationships are nothing
29:44more than good human relationships at
29:46large. And all of us who have been in
29:48any kind of enduring successful
29:50relationship have something to
29:52contribute to that.
29:55But it's about shared purposes.
29:57>> Yeah, absolutely. This is such a
30:01beautiful
30:02um part of this threepart construct of
30:07three deep desires. It's not three deep
30:13tools. It's not three deep graphics, you
30:17know. It's not like it's like desires.
30:21And that's where I want to leave it here
30:23today is uh especially well with all of
30:26them really um the deep desire of
30:30belonging is as simple as a nonprofit
30:34leader who might have heard this. It
30:37might have been shared with them by one
30:38of their team members or you know their
30:41brother who knows what they do and what
30:42they're struggling with to ask herself
30:45or himself or themselves you know how do
30:49we create belonging
30:52with our donors? It's reciprocal. It's
30:55shared. How do we do this? Is it
30:59possible? Open with curiosity and
31:02imagine the possibility that it could be
31:05possible if you seek it out. Right.
31:09>> Amen.
31:10>> Yeah. Amen. Exactly. Well, Jim, thanks
31:13again for your time. Let's just quickly
31:16remind people of the survey instrument
31:18that you have uh the donor satisfaction
31:22survey and just put it in the context of
31:25how these questions can help uh an
31:28organization kind of sus out this
31:30feeling of belonging.
31:32>> Well, Susan was instrumental in putting
31:34this survey together and it's a
31:36wonderful tool. It's a simple survey.
31:39You can either administer it
31:40interpersonally as in an interview which
31:42would be ideal but you could issue it as
31:44a donor satisfaction survey. It's only
31:48has a few questions and it gets right to
31:49the heart of the matter. How strongly do
31:52you believe in this organization? Its
31:54leadership etc. On a scale of 1 to 5, 1
31:56to 10, whatever you want to do. How
31:58strongly do you feel as if you belong?
32:00You matter on a scale of 1 to 5 to 1 to
32:0210. How strongly do you believe that by
32:05giving to and through the organization
32:07you're making the world better, the
32:09community better, or whatever the cause
32:10is? So, this simple survey is easy to
32:13take. It's complimentary. Donor goes,
32:15"Oh my goodness, they care enough to
32:17check in with me uh and and see how
32:20strongly I believe belong and feel as if
32:22we're making better making something
32:24better." It's complimentary. It makes
32:26them feel as if they belong just by the
32:28administering of the survey. And then
32:30from it, you will yield results. the
32:33difference between you where you hope
32:35donors are in believe belong and better
32:37and where they actually are. You'll
32:39create a baseline and from that baseline
32:42you will be able to measure progress
32:44going forward. Strengthening belief
32:46stren strengthening belonging
32:48strengthening that sense of bettering
32:50and as you do this elusive community of
32:54shared purpose this culture of
32:55philanthropy you will see start to take
32:57shape. It's long work. It's valuable
33:00work. It's important work, but at least
33:02it starts to turn us from this ever
33:05depleting cycle of losing support of
33:08donor turnover to a growth mode. Believe
33:11belong better. And Susan's created this
33:14instrument which will allow us to create
33:16a baseline from which we can measure
33:18performance going forward.
33:21>> Beautiful. So, we'll bring it to a close
33:24here, but I invite people to come back
33:27for part three of this video series in
33:31which we're going to talk about uh
33:34better to better something. People want
33:38to be a part of bettering something. And
33:41boy, if we haven't talked about
33:42opportunity to better, I don't know what
33:44we've done here today, Jim.
33:47>> That's right.
33:48>> Thanks again and I'll see you next time.

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