Some prospective investors are what we consider ‘irrational’. They asks questions that have no answer, are abrupt, ‘cold’, or just like to give you a hard time. How should you handle these types of prospects?

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Tom shares an example of an organization that built simple and acted and saw extraodinary results. You don’t need a huge binder of a business plan to share your story and present the opportunity, and achieve amazing results.

It can really be that simple.

The Opening: actually talk about yourself! Share three things about yourself, then ask questions about the other person. Find out something about them. Then, transition to ‘us’. Or mix it up. The order doesn’t matter so much as having an authentic conversation where you make personal connections, to each other, and to the cause. People sell to people.

Running Time 1:15 | Listen To The Audio

When we’re out in the community making visits, the shoulder-to-shoulder dynamic is much more effective than the competitive ‘face-to-face’ stand off. It’s the difference between cooperation and collaboration. Remember, it’s either win-win or lose-lose.

Just Ask doesn’t say:
Just ask… when timing is perfect.
Just ask… when we are confident about the prospect’s capacity.
Just ask… when we have our perfect presentation.
Just ask… when we are not scared anymore.

Excerpted from a discussion at Boot Camp. Attendees had just completed a practice ask — upon arriving at Boot Camp they were asked to pair up and make a presentation or request for money. This discussion followed that exercise.

The visit is NOT about you. It’s about finding where the prospect’s passion is, and matching that up.

Nick shares an example of when a prospect who, previously, was very much opposed to the organization actually sold himself on the cause.

Not sure who to ask? Not sure how how to ask?

If you need a million dollars from your top prospect, and they’re the only prospect that has the relationship and capacity for that level, you cannot go to them and ask them to prayerfully consider a gift. They’ll come back with a level well below what is needed.

You need a goal for each and every visit. The goal may vary: get a commitment, get them to agree that they want to help, get a number on the table, get them to where you deliver your impact, etc.

Running Time 2:40 | Listen To The Audio

On any visit, whether it’s 5 minutes or 30, you rarely have enough time to share everything there is to know about all the great things your organization is doing.
Your first question should be: “what do you know about [your organization]?” Let them talk! You will [...]

A great story of sharing the story and presenting the opportunity… and then letting the prospect make their own decisions. Even with worries about the economy, prospects still care about making an impact.

I have heard this story countless times recently, and I think it serves as an excellent example of yet another reason why you need to be up front with your prospects, and make an ask on the first visit.

Sometimes there are negative things that need to be addressed before the prospect will give their support, whether it’s in regards to the organization, the salesteam, or the cause.

Running Time 1:02 | Listen to the Audio

Planned Giving Does NOT have to be 6 huge 3 ring binders of complicated information. This is the crash-course for planned giving.

This is what I’ve found from being out in the field. If you just do a general ask, “give whatever you can”, people will give 1/5 or 1/6 of what they would if you put a real number on the table.

Running Time 3:30 | Listen To The Audio

The connections you make in the opening, and while sharing your story allow you to have a real, authentic conversation when you follow up.

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There are three parts to the visit:
Opening (you, them, us)
Dialogue (not monologue: Ask Questions)
Present The Opportunity

If you’re brand new to the organization, if you’ve never made a visit, if you’ve never asked for a million dollars, if you screw up…

Nick shares with conferene attendees a story of one of his first visits ever. This mistake serves as a great example of why selling is not telling. It’s asking questions and listening to them.

Don’t decide for the prospect what priorities they’re interested in, or how much they’re able… or willing, to give!

Running Time: 3:10 | Listen To The Audio

Selling Is Not Telling. Let them talk, and listen. You may not always like what they’re going to say. If they unload on you… let them, because you’re probably the first person to actually listen to them. And be glad, because they’re passionate about the cause.
Nick shares [...]

Authenticity makes you an immediate sales expert.

Selling is not telling. Selling is listening. Right? We’re not trying to convince them of anything. We’re going to listen to them, understand what they understand and tryto show them how they can make a difference with their money.

Running Time: 1:20 | Listen To The Audio

Every call begins with an opening.
Then you move to the dialogue section.
There is a difference between a dialogue and monologue. A dialogue is an exchange. Back and forth. Give and take.
How to make sure that you engage in dialogue and not monologue… ask questions.

Share information about yourself, and get information from the other person in the opening. This creates context for the visit, and is often very refreshing, disarming and even comforting- for you and them. It helps keep you from turning into the ‘robot’. Because its not a ‘canned speech’, it’s an authentic conversation.

Running Time: 2:57 | Listen Online

Challenge: “Tom, our biggest challenge right now is generating unrestricted funds.”
Your organization would love unrestricted funds, that you can allocate anyway that you see fit, wouldn’t it? Wouldn’t you? Tom riffs–old-fashioned soapbox style–on why this doesn’t fly with potential investors.

This is a powerful example of the sales truth, ‘Selling Is Not Telling’ and a compelling reminder to ask questions instead of just spewing information about the founding of your company or statistics around your cause.

Running Time 2:12 | Listen To Audio
Nick shares a story about how he handled a prospect who wasn’t giving him anything. Seemingly no interest, minimal answers to questions… you name it.
To watch the beginning of this story, go to

Think about this:
The message is what the prospect hears, not what you say.

During a recent training camp, Nick shares an insight and useful tip: trust the presentation.

Nick emphasizes the need to have clear goals in mind for the visit, and discusses his goals for the role play visit from earlier in the training camp. Then Tom Suddes then does some Q&A and shares three stories around Angel investors, reverse maximizing relationships and practice.

Nick shares a story of the time he was meeting with a prospect. He trusted his presentation, used the simplest presentation tool available, and turned a train wreck into a success story for the organization.

Second of three Presentation Training Videos. Nick dives into sharing the story and presenting the Opportunity, and then discussing the presentation flow. He goes into Open, dialogue and flow.

The final presentation training video in this series, Nick discusses three important points.

First of three Presentation Training Videos. Nick opens with a comparison between presentation and conversation and introduces a framework, and answers the question of how long a normal visit usually is.