Joanne Oppelt Says, “I Raised a $2.2m Gift Using Major Gifts Ramp-Up!” is a an inspiring account celebrating Joanne Oppelt, a Major Gifts Officer who raises big gifts! The story that follows highlights the “grace and propriety” donors enjoy when they experience Major Gifts Ramp-Up.
Two days before the event, Pam’s housemate fell and broke her shoulder. A former nurse, Pam decided to care for her friend and forego the luncheon. She called Peter and expressed her regret. Peter said he would be in touch.
The day after the luncheon, Peter called Pam and updated her on what had happened. He also requested a meeting with her the next week, when I would be there, to continue the conversation.
“Send me all your investment opportunities before we meet,” she said.
Peter sent her an electronic copy of the case for support and the video describing the capital project shown during the event. He made an appointment to meet.
JOIN JOANNE OPPELT FOR A MAJOR GIFTS RAMP-UP CONFERENCE EVENT
I instructed him and his team to prepare for the visit. I told them how to develop a gift range chart, gift prospectus, and gift agreement. I also directed them to bring another copy of the case for support, along with the agency’s financial statements and a pen. We wanted to be ready with any information Pam might request.
We met Pam at her club. We sat down at a quiet table and ordered beverages.
“So, let’s get down to why we’re here,” Pam stated.
“Peter, why don’t you review the budget in the case for support and tell Pam how you will use any money raised?” I suggested.
Joanne Oppelt Says, “I Raised a $2.2m Gift Using Major Gifts Ramp-Up!”
Peter got out the case for support, turned to the budget, and pointed to it. He described his vision for the community, the amounts necessary to reach his goals, and exactly how donations will be used. He talked about programs and operations, the need for a new building, and the strategic capital they needed to sustain their efforts.
Pam looked at me. She asked, “What do you want me to do?”
“We know you have given an estate gift, for which we are grateful. You are very generous. We were thinking of asking you for an additional $150,000 a year for three years and a $500,000 gift for the building.” I replied.
“For me or the whole campaign?” Pam countered.
“For you,” I said.
“Oh my,” she responded. “I don’t know if I can do that much. Let me think.”
Peter and I stayed silent, letting Pam think.
JOIN JOANNE OPPELT FOR A MAJOR GIFTS RAMP-UP CONFERENCE EVENT
“Let’s talk about the building first,” she said. “I think I might be able to swing that if I move some investments around.”
Peter described the different rooms of the facility and asked if any of them were of special interest. He also mentioned that he had recently asked a local church to donate land for the building but had not heard back yet.
She reminisced, “I had an aunt who died in 1943, two years before I was born. She was a woman before her time. She was an astute financial manager who managed her father’s three farms. When her husband died, she traveled the world. She even went to Japan. I have the vase she bought there. I mean, what woman traveled to Japan in the 1940s? Now, all that’s left is some of her letters and a few pictures.
“When she died, she left income from one farm each to my father and his two siblings. After they died, I inherited the farms. When I sold the property three years ago, I gave $125,000 to your nonprofit and smaller amounts to others on the advice of my tax man. He said either charity will get it or the government will get it. Last year, I gave too much to the government. I need to give more to charity.”
“Pam, I hear how important your aunt is to you. Would you like to honor her memory by naming a room after her?” I asked.
“Maybe,” she answered.
“What room would be most appropriate to honor your aunt?” Peter inquired. “We will have a library, trauma room, business center, child care center”
Pam interrupted, “Aunt Rita was an astute businesswoman. I think the business center would be fitting. When do you need the money?”
Peter and I were elated. In addition to the estate gift, we had just acquired another $500,000.
Peter replied, “Your donation would help secure the land we need if the church donation doesn’t come through. When would you be able to swing it?”
“Sometime late this year,” Pam informed us. “Let me think.”
Peter and I stayed silent while she thought.
“Regarding the $150,000 annual gift, I can swing that too. It doesn’t detract from my other giving, and I am impressed with how effective your organization is,” she mused. “I can see that you change lives and give people a hand up, unlike other causes that give people a handout. I would be happy give you $150,000 a year for three years.”
Peter and I grinned. Another $$450,000.
I prodded Peter, “It’s time for the gift agreement.”
JOIN JOANNE OPPELT FOR A MAJOR GIFTS RAMP-UP CONFERENCE EVENT
As Peter got out the blank gift agreement and started to fill it out, I turned to Pam. “The reason we do written gift agreements is so that everyone is on the same page about what is being agreed to. Plus, we remember the details, such as your aunt’s name, for the plaque.”
Pam nodded.
“In what form would you like to remit your gift?” I continued.
“What do you mean?” Pam asked.
“Cash, stock, or some other form?” I clarified.
“Cash,” she stated.
“And when would you like to remit the second and third-year gifts?” I queried.
“Oh, about this time every year,” Pam replied.
“July 1?”, Peter offered.
“Yes,” Pam concurred as she watched Peter complete the written agreement.
“Oh,” she blurted, pointing to the date of the $500,000 remittance. Change that to 2025.”
Peter complied.
“You’ve just helped change 5,000 lives and honored your aunt in a significant way,” I said. “Thank you for the immense good that you have done.”
Pam’s eyes welled. The enormity of what she had done hit her.
“This is emotional,” she said.
Peter and I smiled at her. She had given a total of $2.2 million to change lives in her community.
She declared, “It feels so good to do this.”
ABOUT THE AUTHOR:
During Joanne’s 30+ years working in the nonprofit arena, she has held positions from volunteer to executive director. Integrating fundraising with strategic planning, marketing, operations, and financial systems, she builds up organizational revenue streams, creating sustainable funding structures. She specializes in helping nonprofits improve their ROI and realize continuous net surpluses. She is a senior counselor with Development Systems International and a Major Gifts Ramp-Up Expert.
Joanne Oppelt Says, “I Raised a $2.2m Gift Using Major Gifts Ramp-Up!” was first posted at National Development Institute
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