Episode Details

In this solo episode, Tom Dauber gets highly practical about what really happens in donor meetings when the setting, the people, and the emotions do not follow the script.

Tom walks through how to take control of the meeting environment, starting with something as simple as choosing a restaurant that actually allows for a real conversation, reading the menu in advance, and, when possible, steering donors toward meetings in their homes or offices. Along the way, he shows how those more personal settings reveal clues about wealth, values, and affinity that no wealth screen will ever surface.

From there, Tom shares the “magic question” he wishes he had used early in his career when a donor offered a significant gift on the spot: “Tell me what you have in mind.” He explains why great fundraisers talk less, ask better questions, and resist the urge to launch into a canned pitch the moment a donor opens the door.

Tom also unpacks:

• How to use a donor’s home or office to read capacity and commitment
• Why you should treat angry donors as passionate allies, not problems to avoid
• How to find major gifts in small towns and modest-looking communities
• When persistence becomes “weird” and how to vary your outreach channels
• Why invitations to events and experiences matter, even when donors say no

Tom closes with a reminder that fundraising is full of cranky donors, awkward restaurant moments, and strange surprises. Your job is to practice, prepare, and put yourself in enough real situations that you can handle the unexpected with calm and confidence.

Looking for fundraising coaching?  Check out www.abundantvision.net