Over the last 18 years, Bob Westfall has helped charities and not-for-profits raise over one billion dollars for their work. He unpacks why some people give and others don’t, the wrong script to use when raising money, and the principles behind raising more money.
Bob also explains why economic downturns don’t necessarily reduce giving and can even increase it.
Welcome to Episode 384 of the podcast. Listen and access the show notes below or search for the Carey Nieuwhof Leadership Podcast on Apple Podcasts or wherever you get your podcasts and listen for free.
Plus, in this episode’s What I’m Thinking About segment, Carey talks about 7 fresh ways to talk about money in church.
Guest Links
Episode Links
Pushpay
Increase connection and momentum in your ministry with one powerful suite that helps you encourage giving, nurture community and share your message.
Churchstaq brings all of the digital tools you need together for a seamlessly connected experience.
Go to pushpay.com/carey to learn more.
Convoy of Hope
Millions are hungry this holiday season, but you can help. So far this year in 2020, Convoy of Hope has delivered 150 million meals to those affected by COVID-19, all in partnership with the local church.
Convoy of Hope is a Christian humanitarian organization that exists to bring hope to the hungry through feeding initiatives, disaster response, women’s empowerment and agricultural training, empowering others to live with greater independence and freedom from poverty, disease and hunger.
Thousands of churches around the U.S. partner with Convoy of Hope to help those in need in their local community. You and your church can, too, this Christmas season.
Convoy is one of the most trusted non-profit Christian humanitarian organizations in the world. They take your dollars and stretch it into 6 dollars because of their partnerships with companies like Wal-Mart, The Home Depot, Culligan, Nestle Water, Bass Pro Shops and more.
You can bring hope to the hurting and hungry this Christmas season by texting COH to 68828, or visit convoyofhope.org to donate.
CONVERSATION LINKS
The Courage Factor by Bob Westfall
The Fulfillment Principle by Bob Westfall
Lilly Family School of Philanthropy
7 Fresh Ways for Every Church Leader to Think About Money by Carey Nieuwhof
Text CAREY to 33777 to join more than 77,000 subscribers to our leadership content
*As an Amazon Associate, I earn from qualifying purchases.
INSIGHTS FROM BOB
1. If you want great donors, preach vision not conviction
Churches and non-profits rely too much on preaching a believer’s “duty” to give a tithe. Modern research on philanthropy shows that 95% of modern giving is done because someone believes in the mission of whatever organization they’re donating to. So, if you want more donors, make a case for why your organization is a worthy place for someone to support.
Bob calls this your “transformational case.” He sees 3 major aspects to a good transformational case:
- Intellectual: You explain the who, what, when and how.
- Emotional: How are you changing lives? On what scale?
- Transformational: How are people’s individual gifts making a difference?
You need donors to go through all three of these steps in this specific order.
2. Surround non-generous donors with generous people
So, how do you take a non-generous person and lead them to be generous? Bob says it doesn’t happen overnight, but it happens by modeling, engaging and discipling those people as a generous person. If you’re a generous person yourself, and you’re trying to disciple and engage a non-generous person, it’s gradual not quick, but it can be done.
Bob’s company, Westfall Gold, has done a study of the giving of all of their clients and donors over the last five years and found the number one factor that moved people to a higher level of generosity was community. If they can get a non-generous person to be in community with a generous person, that is their best shot at transformation.
3. When a donor loses big in a recession, lean in not out
When economic uncertainty hits, you will likely have donors that lose a high percentage of their net worth and lose the ability to give to your organization. Your temptation would be to quit focusing on these individuals. Don’t. This is a time when you should lean in to those donors not out.
If you’re a pastor, these people might need your care now more than ever, and if someone was able to reach a high net worth once, it’s very likely that they’ll be able to do it again. If you abandon them when they are down, they will abandon you when they get back up.
Quotes from Episode 384
Generosity breeds generosity, and you have to be a generous giver yourself in order to invite others to be generous. @TheBobWestfall Share on XThe number one factor that move people to a higher level of generosity is community. @TheBobWestfall Share on XThe most important thing an organization can do between an organization and a donor is build bridges of trust. @TheBobWestfall Share on XPastors that are super generous attract super generous people. @TheBobWestfall Share on X94% of givers will give when they believe in the mission of your organization. @TheBobWestfall Share on XWhen you are rubbing shoulders with generous givers, generous giving happens. @TheBobWestfall Share on XThe moment you start creating a culture of transactional giving, it's really hard to break out of the culture of transactional giving. @TheBobWestfall Share on XIf folks understood the impact the transformational case has in a donor writing a check, we would transform the way we engage in donor development with our donor community. @TheBobWestfall Share on XYou can inform and inspire people to believe in your mission. It has to be founded on principle. @TheBobWestfall Share on XIn the church space, too often, we don't take the time to build the evidence of the impact of our support. @TheBobWestfall Share on XGreat stewardship of your talent matters a ton to God. @TheBobWestfall Share on XGod knows exactly how he created you. And based on how he created you, he gave you something of his to steward and manage on his behalf to help with his kingdom on earth. @TheBobWestfall Share on XRead or Download the Transcript for Episode 384
Looking for a key quote? More of a reader?
Read or download a free PDF transcript of this episode here.
Watch Back Episodes of The Podcast on YouTube
Select episodes of this podcast are now on YouTube. Our YouTube Channel gives you a chance to watch some episodes, not just listen.
SUBSCRIBED YET?
Subscribe for free and never miss out on wisdom from world-class leaders like Brian Houston, Andy Stanley, Craig Groeschel, Nancy Duarte, Henry Cloud, Patrick Lencioni, Francis Chan, Ann Voskamp, Erwin McManus and many others.
Subscribe using your favorite podcast app via
Spread the Word. Leave a Rating and Review
Hopefully, this episode has helped you lead like never before. That’s my goal. If you appreciated it, could you share the love?
The best way to do that is to rate the podcast on Apple Podcasts and leave us a brief review! You can do the same on Stitcher and on TuneIn as well.
Your ratings and reviews help us place the podcast in front of new leaders and listeners. Your feedback also lets me know how I can better serve you.
Thank you for being so awesome.
Next Episode: Kayla Stoecklein
In August 2018, Andrew Stoecklein died by suicide. His death made news around the world and rocked not only his congregation, but the wider church leadership community. His widow, Kayla Stoecklein, joins Carey today to talk about the unique pressures of ministry, what it’s like to be a pastor’s wife of a growing church, Andrew’s mental illness and death, and how to help leaders who are struggling.
Subscribe for free now so you won’t miss Episode 385.
