THE Y. FOR A BETTER US ™

1. THE Y.FOR A BETTER US™ ANNUAL GIVING CAMPAIGN COMMUNITY KICK-OFF

2. ACTIVITY: Big Picture Deck Speed Dating Objective: Share your passion about the Y while meeting new people Directions: Pick a BPD card on the table that best illustrates why you are passionate about the Y. You have 15 minutes to introduce yourself and share your passion about the Y with 3 new people and listen to their passions

3. WHY DO WE RAISE FUNDS? Youth Development • 15.1 million children are unsupervised after school • One out of two children entering Kindergarten is not prepared for school • Nearly one third of public high school students fail to graduate • Only about half of Black, Hispanic and American Indian youth graduate high school • Healthy Living • One third of Americans are obese • 26 million Americans have Type 2 diabetes • Social Responsibility • 42% of children live in low-income families

4. GOALS BY BRANCH BRANCH 2019 GOAL 2019 RAISED Alexander County $38,000$5,933 Camp Hanes $308,000$69,334 Youth Development $71,000 $21,194 Davie $100,000 $24,298 Fulton $138,000$35,437 Jerry Long $368,000$58,816 Kernersville $191,000$61,839 Robinhood Road $205,000$57,467 Statesville $140,000$15,629 Stokes $126,000 $32,666 Wilkes $218,000$68,213 William G. White Jr./IQ$382,000$69,605 Winston Lake $62,000$9,591 Yadkin $130,000$7,404 Association $260,000$66,778 Total $2,730,000$604,204

5. 2019 AGC FOCUS & GOALS FOCUS GOALS • Donor Retention • Relationship, Engagement, Stewardship • Storyteller Recruitment & Training • Division of Storytellers • Recurring/Monthly Giving • $2.73 million • 8,500 donors • 1,750 first-time donors • 975 CRT donors • 100% Board giving • Average gift $500

6. Renew Identify Prospects STEPS IN THE GIFT CYCLE Identification of Prospects Cultivate and Involve Ask for Support Acknowledgement/Stewardship Renewal Thank Donor Cultivate & Involve Ask for Support

7. TIME AND ENERGY INVOLVED IN EACH STEP

8. THE ART OF “THE ASK” Know your role, your purpose and your goal-you are an ambassador of the Y. Know our cause (Youth Development, Healthy Living, Social Responsibility). Know the prospect-what is their link to the Y or to community issues that Y programs address? Make the appointment-offer several times and places; should you take a staff member with you? Tell the story and how they can be involved. • Relate you own story; your enthusiasm will be contagious. • Ask the prospect about what he/she sees as community issues • Talk about Y programs designed to address these issues • Make sure you have already made your gift.

9. THE ART OF “THE ASK” Know what to ask for and why Discussion—questions and answers Wait for response Close Acknowledge the gift, thank the donor, confirm details and thank the donor for the opportunity to share Y stories If more time is needed to make a decision, know when to follow-up; thank the prospect for the opportunity to share Y stories Don’t get discouraged All visits are successful! Send the pledge card to the Y right away.

10. THE PLEDGE CARD CHECK: • Name/contact info – if blank, fill out with as much info as possible; if pre-printed, confirm contact info including spouse (if applicable), best phone and email. • Storyteller Name- add the solicitor information to ensure that this is documented in the gift record and pulled relationship continues to be strengthened and stewarded by the appropriate person. • Heritage Club- check this box if a donor is interested in learning more about • Pledge amount – be sure to include employee match if their company matches! • Payment Preference– don’t forget to indicate if donor prefers to pay now or pay later. This area is especially important as it determines the billing schedule (or lack of one) for the life of the pledge. • Notes – use this section to include any information you learn about the donor or keep track of communication (you can also use the back for notes!)

11. ACTIVITY: ROLE PLAY Directions: Each person in your group will play each role. Between each of you, decide what role you will play. Then conduct the role play. Roles: • One person is the solicitor that will ask for the gift. • One person is the donor/potential donor. *Take the next 15 minutes to role play and switch roles.

12. ROLE PLAY Scenario A: You have an active member in your facility that and has helped to support many charities in your community, but has never given to the Y. Knowing that you probably only have 3-5 minutes of their time and attention, you have the opportunity to share and educate this potential donor on the good and important work of the Y. Scenario B: You have a loyal donor that has been giving to the Y for 5 years at the same giving level ($100). Through conversations and getting to know your donor, you have identified they are a retired educator from your community school system. Your board has decided to increase the amount of students served by 20, through the Bright Beginnings program. Make a specific ask of this donor to help achieve this goal.

13. RESOURCES • Volunteer Guide • Annual Giving Campaign Website (www.ymcanwnc.org/agc) • Videos Stories (new for 2019 and past years) • AGC Brochure • Call Scripts • Much more! Y-Exchange Other branches Staff Weekly Updates from AGC Chair AGC Marketing in branch Y social media pages YOUR passion for the Y

14. QUESTIONS?What did you learn new today?How will you use what you learned back at your branch? 14

15. THANK YOU Annual Giving Campaign YMCA OF Northwest North Carolina 15