Episode Highlights:

• Lacey defines money mindset and explains how cultural taboos and personal experiences shape our beliefs about money.
• Scott discusses the impact of early money memories on fundraising attitudes.
• Lacey emphasizes the importance of shifting from a scarcity to an abundance mindset to unlock fundraising potential.
• Lacey suggests mindfulness and reflection as tools to build confidence before donor meetings.
• Scott discusses the value of not underestimating small donors and understanding donor motivations.
• Lacey advises fundraisers to see their work as an opportunity for donors to contribute to a transformative mission.
• Scott encourages fundraisers to take pride in their role, viewing it as a key part of societal good.

Key Quotes:

• “Your money mindset is your unique set of feelings or beliefs around money.” - Lacey Mellott
• “It's so important to acknowledge how we think about money and then try to set ourselves up with some actions to behave differently so that we can really ultimately raise the most money possible for the nonprofits that we serve.” - Lacey Mellott
• “I also encourage folks to embed some reflection time into their routine before donor interactions, just taking that five minutes in your car before you go in to just do a little reset.” - Lacey Mellott

Resources Mentioned:

• Lacey Mellott LinkedIn
• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast
• Book: The Millionaire Next Door 1st (first) edition

Episode Highlights:

• Exploring the connection between emotions and decisions to donate to charity
• Discussing personal updates and the hosts' experiences with philanthropy
• Delving into new research suggesting pre-giving emotions influence charitable actions
• Analyzing the shift in motivations for giving, highlighting the role of emotion over the past decade
• Reflecting on the impact of societal changes on philanthropic behaviors
• Examining academic debates around the 'warm glow' theory versus preheating effects in giving
• Concluding thoughts on the reciprocal benefits of giving and its implications on personal legacy

Key Quotes:

• “As a fundraiser, I want people to feel good about supporting our organization. I want them to have a warm glow if you will, but I really want the person that is inherently generous. That fundamentally believes in our mission and, and knows and trusts that we're going to make an impact.” - Scott Niermann
• “Anything we can do on this podcast to inspire more people, any donors, any board members listening out there, this is good for them. So you're right. There is a reciprocity. There is a benefit to all of this, whether you need to decrease cortisol, whether you need to feel better about your place on the planet.” - Scott Niermann

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast

Featured article:

• People who donate to charity seem to have one thing in common
• Bank of America/Merrill Lynch study on high net worth philanthropy
• The Health Benefits of Volunteering: A Review of Recent Research
• The Health Benefits of Giving Back
• I Like Giving - Book
• I Like Giving - Website

In this episode, Niermann and Cass talk about experiences in sales and fundraising, both mistakes they have made and successes they have had, and lessons learned through each case.

Episode Highlights:

• Jason Cass explains the importance of managing major gifts in nonprofit fundraising. 
• Scott Niermann emphasizes the importance of visiting donors personally for major gift requests to build relationships. 
• Jason Cass discusses the effectiveness of face-to-face meetings versus virtual meetings for major gift tasks. 
• Scott Niermann explains the significance of having the right people in the room during major gift asks, especially involving board members. 
• Scott Niermann discusses strategies for avoiding backtracking during major gift asks and the importance of not beating around the bush. 
• Scott Niermann shares a personal anecdote about a two-hour lunch meeting where he failed to make the ask and the lessons learned. 
• Scott Niermann discusses the critical role of follow-up and keeping the responsibility to stay in touch. 
• Jason Cass provides practical tips for ensuring follow-up, including planning timelines and understanding donors' preferences for communication.

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast

Feature article:

• Top 8 Nonprofit Major Gift Asking Blunders

This episode also emphasizes the importance of executive or leadership coaching, as Scott shares about the value he has seen with an Executive Coach to help level up his game.

Episode Highlights:

• Jason mentions a thought-provoking book “Think Again” by Adam Grant, discussing how the rate of knowledge growth has accelerated from 25 years to as few as 3-6 years since the 1950s.
• Jason and Scott discuss their goal to rethink the podcast format to better deliver valuable insights to the audience.
• Scott shares his experience post-pandemic, touching on how basic functions in society seem to struggle and his personal engagement with an executive coach to enhance his leadership skills.
• Scott explains the 360 assessment process he underwent, which provided him with comprehensive feedback from various perspectives within his professional circle.
• Scott discusses the complexities of leadership styles and the necessary balance between detail-oriented and results-focused approaches.
• Discussion on the necessity of leadership adaptability in fast-paced environments and the importance of detail-oriented management.
• Jason discusses the implications of failing to meet goals and the intrinsic value of the learning derived from those experiences.
• Scott explains the philosophical aspects of identity, and how our past and decisions shape who we are and who we can become.
• Jason mentions another influential book, "The Courage to Be Disliked" which further explores the concept of identity and personal growth.

Key Quotes:

• “We're trying to rethink this podcast, right? We want to make sure that we're going to give you the nuggets that we started with all along.” - Jason Cass
• “We're not trying to be all things to all people, but on the same token, we want to go deeper kind of in a next level that's going to help folks today.” - Scott Niermann
• “I'm being challenged in my leadership role. And so it's time for me to level up, right? You either rise to the occasion when you're in leadership or you get off the bus.” - Scott Niermann

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast

Books mentioned by Jason Cass in this episode: 

• Think Again by Adam Grant
• The Courage to Be Disliked by Kishimi, Koga & Galvin

Episode Highlights:

• Scott mentions that the first rule for obtaining a tax advantage when making a charitable gift is to donate it to a 501c3 public charity. (4:39)
• Scott explains the importance of discussing year-end giving with donors' tax advisors and ensuring timely paperwork. (7:46)
• Scott discusses the concept of bunching gifts, which is a tax planning strategy where a donor combines multiple years of giving in order to exceed the standard deduction in that tax year. (9:57)
• Scott mentions the significance of Donor Advised Funds (DAF) for regularly setting aside money for charitable purposes. (11:28)
• Scott advises fundraisers to consider marketing appreciated assets such as stock, bonds, mutual funds, and real estate to avoid capital gains. (13:27)
• Scott discusses the concept of Qualified Charitable Distributions (QCDs) from IRA accounts. (18:30)
• Scott explains the Qualified Charitable Distribution, which allows donors to directly give up to $100,000 per year to a qualified charity. (20:22)
• Jason mentions that one of the motivating factors behind putting the podcast together was the various changes happening in the organizations covered by NP Local. (22:07)

Key Quotes:

• “If you're a fundraiser out there, and again, you're working towards your year-end strategies, be sure that you're talking with people or marketing appreciated, stock bonds, or mutual funds. Appreciated investments, including real estate, when gifted directly to charity, help the donor avoid the capital gain.” - Scott Niermann 
• “One of the things that ignited Scott and me to be able to put this podcast together was the different changes that are coming into nonprofits, social services, all of these different organizations that NP local covers.” - Jason Cass

Resources Mentioned:

• Fidelity Charitable: Charitable contributions
• U.S Chamber of Commerce: How Do Charitable Donations Impact Your Taxes?
• CNBC: How to maximize your tax deduction for charitable donations
• Charity Navigator: Tax Benefits of Giving
• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast

Episode Highlights:

• Scott discusses the first two stages of the fundraising cycle which are identifying a prospect, and qualifying potential donors. (3:58)
• Scott mentions that the third stage is cultivating relationships with potential donors, including inviting them to events and sending them mail to prepare them for solicitation. (7:17)
• Scott discusses the solicitation stage of fundraising, and how research and outreach can help with major gifts. (12:19)
• Jason discusses the importance of having multiple marketing tactics to reach different types of clients, and how outsourcing and technology can help with e-newsletters and online donations. (14:05)
• Scott explains how to segment donor bases based on their giving levels and how to steward them differently. (18:55)
• Scott discusses the importance of stewardship in fundraising, including spending the money ethically and meeting the donors' expectations. (20:17)
• Jason mentions the Directors and Officers' coverage in protecting nonprofit organizations from lawsuits due to wrongful acts. (22:18)
• Scott advises prioritizing time and doing things properly, particularly with top donors, to cultivate, recognize, and steward them, as it can result in bigger and more frequent gifts. (23:36)

Key Quotes:

• “Routines though, are one of the keys to success because routines create consistency and consistency creates success.” - Jason Cass
• “Prioritize your time and do things properly, particularly with your top donors. You've always got special events and mailings that you can do for those lower down the levels. But, try to do it properly with your top-tier supporters and you will be amazed at the results.” - Scott Niermann

Resources Mentioned:

• NonProfitPRO: What Is the Fundraising Cycle?
• Freewill: What nonprofits need to know about the 6 stages of the fundraising cycle
• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast

Episode Highlights:

• Jason discusses the challenges faced in the advertising and insurance fields, which include the effects of budget trimming and staff layoffs. (1:30)
• Scott shares his experience with the administrative hurdles while managing a nonprofit fundraising department, emphasizing the importance of professionalism and ethical conduct in fundraising activities. (4:26)
• Scott outlines nine key factors to evaluate when considering fundraising readiness, these include crafting a clear case, setting specific goals, and defining a vision for the organization. (7:54)
• Scott discusses the obstacles they encountered when fundraising for a 130,000-square-foot facility, highlighting the necessity for patience, professionalism, and involvement from leadership volunteers. (15:09)
• Scott shares a story about an unexpected $100,000 donation, underlining the importance of preparedness for such surprise gifts. (16:35)
• Jason believes in the approach of letting the donor make the first decision, without making assumptions about their thinking. (17:12)
• Scott mentions the nine elements required to effectively manage fundraising. (18:41)

Key Quotes:

• “I've been fortunate where I'm at now that so many people love and know about the organization. And we serve a pretty large geographic area of 10 counties that people know about us and call us pretty regularly. ” - Scott Niermann
• “One of the things I do is I like to make the offer first, and I've had to learn over the last three or four years. Let them make the decision. Number one, it's their decision anyways, but you never know what they're really thinking versus what you're thinking.” - Jason Cass
• “Institutional readiness, and what you need in order to do fundraising and to manage fundraising. There are nine things: the case, the need, the goals, prospects, leadership, volunteers, public relations, time, staff, and budget.” - Scott Niermann

Resources Mentioned:

• The Fund Raising School at Indiana University: Principles and Techniques of Fundraising
• Checklists:
• Check Out Your Organization’s Fund-Raising Readiness and Learn the Secret Of Fund-Raising Success
• Organizational Readiness Checklist
• CFRE: International Statement of Ethical Principles in Fundraising
• The Chronicle of Philanthropy: Working With Vulnerable Elderly Donors: Tips for Fundraisers
• The Non-Profit Times: Sensitive Stewardship And Donors with Dementia
• Bloomerang: 7 Limiting Beliefs in Fundraising You Need to Remove Today So You Can Raise More
• Book: The Millionaire Next Door: The Surprising Secrets of America's Wealthy
• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast

Episode Highlights:

• Scott mentions that successful fundraising requires an organization's Executive Leadership. (2:34)
• Scott discusses the advantages of involving CEOs in fundraising, such as obtaining larger gifts and demonstrating support for fundraising functions. (3:46)
• Scott believes that a CEO can help fundraisers by signing cards, making phone calls, and organizing lunches for introductions. (6:40)
• Scott explains how important it is to create a culture that respects and understands the fundraising cycle. (9:36)
• Jason mentions that it is important to give ownership to employees and involve them in fundraising efforts. (11:47)
• Scott believes that successful fundraising requires coordination, collaboration, and respect for each other's knowledge and function. (13:33)
• Jason explains why it is important to concentrate on long-term goals. (15:30)
• Scott mentions that relationships and working with the right people are important fundraising principles. (17:23)

Key Quotes:

• “Successful fundraising includes Executive Leadership of your organization.” - Scott Niermann
• “Ask anybody on my team and ask them what they are building. Everybody in my office can tell you what they're building because we are building an empire. And I can't build the empire. But everybody building their piece of the empire creates the empire.” - Jason Cass
• “The number one thing a CEO can do is to ensure that the fundraising shop has the resources that they need, whether it's human resources, or whether it's cash, it takes money to raise money.” - Scott Niermann

Resources Mentioned:

• SPNO: Should CEO Be Involved with Fundraising?
• Future Fundraising Now: 8 ways a CEO can transform fundraising
• Fundraising Coach: How much time should a nonprofit CEO spend on fundraising?
• Amy Eisenstein: Help Your Executive Director Embrace Their Role in Raising Major Gifts
• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast

Listen and learn more!

Episode Highlights:

• Scott discusses the growth of his organization over the past few years. (1:18)
• Scott mentions the role of Executive Leadership in fundraising and the importance of collaboration between the CEO and the fundraiser. (4:08)
• Scott explains the Chief Development Officer's role and how it differs from that of a CEO. (7:39)
• Scott mentions that the fundraising manager focuses on how, by whom, and when funds are raised, whereas the fundraising leader inspires everyone in the nonprofit by focusing on why funds are raised. (11:43)
• Scott discusses his role in leading a capital campaign to raise $7.5 million for a new 130,000-square-foot facility, and shares the project's timeline. (12:35)
• Jason mentions that smaller social services organizations often don't have a CDO and instead the CEO is doing a lot of the work of a CDO. (17:51)
• Jason explains that managers can only do so much with manpower and that if they don't have enough manpower, they must focus on the things that add the most value. (20:10)
• Scott mentions that the next episode will discuss why a CEO should be involved in fundraising, how they can learn to fundraise, and how you can collaborate with them. (21:33)

Key Quotes:

• “What I have found is that there's oftentimes not a consensus in any given community on the role of Executive Leadership and fundraising or the role of an organizational CEO, as compared to that of your hired fundraiser or lead fundraiser.” - Scott Niermann
• “The fundraising manager concentrates on how funds are being raised, by whom, and by when. The fundraising leader, in contrast, inspires everyone in the nonprofit, focusing on why the funds are being raised, and what could be next if fundraising could increase to meet an expanding vision.” - Scott Niermann
• “We can’t understand certain things that happen in our life unless we experience them. But one of the ways that we can get the closest is by listening to podcasts like this.” - Jason Cass

Resources Mentioned:

• Board Source: The Guide to Board Member Roles and Responsibilities
• Gail Perry Group: 10 Fundraising Responsibilities of Every Board Member
• NonProfitPRO: The CEO Is the Quarterback for Organizational Fundraising
• Lilly Family School of Philanthropy: Effective leadership, successful fundraising
• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast

Episode Highlights:

• Scott discusses the critical role of trust in team engagement. (1:46)
• Jason mentions that one way to avoid quiet quitting is to ensure that everyone realizes that they each have their own piece of the empire, but that everyone's empire is successful because of the success of each other. (3:34)
• Scott discusses policy processes as barriers to micromanagement and shares that providing individuals freedom within specific limitations is something they've been working on in his organization in recent years. (4:49)
• Jason discusses the significance of structural support in the workplace. (8:53)
• Scott explains that offering ample opportunities for growth and development is one of the most important factors in improving employee engagement at the organizational level. (13:42)
• Scott discusses leadership engagement and how it drives employee engagement. (15:21)
• Scott shares how important developing self-awareness is for leaders. (19:01)

Key Quotes:

• “What if we train them and they leave, what if we don't and they stay? Now, I know, there are a lot of you that have heard that before. But if you heard that for the first time, really stop and think about that. That is very, very vital and very important as a manager or principle.” - Jason Cass
• “As a leader, if we all will increase that self-awareness. As we said earlier, we all have quirks and that's just how we are. It's a factor of our lens and our personality and our experiences that we've been through. But, I think it's important to build that self-awareness.” - Scott Niermann 
• “We mentioned team norms…when you're severely understaffed, or when you have leadership that is not engaged, or that has had some turnover, or you just have these earth-shattering situations like the pandemic, right, that just changes what those norms ever have been before.”- Scott Niermann 

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast
• Center for Creative Leadership
• Articles:
• 3 Tips to Banish Productivity Burnout
• Focused on Improving Employee Engagement & Retention? Pay Attention to These 4 Factors
• Book: Good to Great and the Social Sectors

Episode Highlights:

• Scott explains what “quiet quitting" is and how to prevent it in your organization. (2:35)
• Scott provides an example of leader engagement and shares that over the last ten years he has discovered how aspects of his identity or personality might impact his leadership. (6:21)
• Scott explains that people are more engaged when they believe their job is important and when they can relate their everyday activities to the organization's goals and accomplishments. (7:45)
• Jason mentions that one of the things he does in his business is reminding his employees that they are building an empire, specifically an insurance empire. (8:15)
• Scott explains that entering information into a database can make employees feel like a cog in the wheel, and it’s helpful if employees understand just how critical the database is to the organization’s mission. (9:57)
• Jason shares his mission for his virtual employees this year, as well as how Tango.io helps to make the processes and procedures easier to share with the virtual employees. (18:09)
• Jason mentions that he is thinking about writing a book about how to delegate, and he is even going to delegate the writing of his book. (13:14)
• Scott talks about the importance of building trust within your team. (15:32)

Key Quotes:

• “If employees are properly engaged, that is the biggest thing an organization can do to avoid quiet quitting, especially in the nonprofit sector. You know, we're about mission.  As our lead into this podcast says, we're about mission and changing communities.” - Scott Niermann
• “If I can create the fence and let them know where they're allowed to not go, then they know where they can go. And I don't need to micromanage them.” - Jason Cass
• “What I always try to focus on with new employees is the fact that this database is the brain of the organization when none of us are there anymore. So that's how critical it is to the mission. So, you've got to take those things that feel like a hamster wheel and connect them to the mission.” - Scott Niermann

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast
• Center for Creative Leadership
• Articles:
• 3 Tips to Banish Productivity Burnout
• Focused on Improving Employee Engagement & Retention? Pay Attention to These 4 Factors

Episode Highlights:

• Dr. Vance discusses how he became interested in the issue of busyness. (2:01)
• Dr. Vance explains the three phases of burnout: emotional exhaustion, depersonalization, and loss of any sense of personal accomplishment. (5:46)
• Dr. Vance discusses the impact of busyness on productivity. (9:39)
• Dr. Vance believes that people can be so preoccupied with doing good things that they are unable to achieve the great things that they want. (11:41)
• According to Dr. Vance, the simplest approach to protect your people is to give them permission to push back, which sometimes involves saying no. (13:04)
• Dr. Vance discusses the steps he recommends for being unbusy: Decide, Deconstruct, Design, Develop, and Draw Others In, which took him three years to figure out and apply but will now only take others 30 days to accomplish. (16:41)
• Dr. Vance explains that busy individuals tend to attempt to cram relationships, recreation, rest, and reflection into the nooks and crannies of life, and there are no nooks and crannies when our lives are so busy. (22:18)
• Dr. Vance shares how making "busy" a bad word in your family can help you worry less and achieve more. (22:45)

Key Quotes:

• “Burnout has been closely connected to busyness and over-commitment.” - Dr. Garland Vance
• “We're so busy doing so many good things that we can't actually do the great things that we want to do.” - Dr. Garland Vance
• “Don't say, “I'm busy”. Don't allow yourself to get caught up in believing that and instead, make it a bad word…As I said earlier, you're going to stress a whole lot less and accomplish a whole lot more.” - Dr. Garland Vance

Resources Mentioned:

• Dr. Garland Vance LinkedIn
• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast
• AdVanceLeadership.live
• GettinUnBusyBook.com
• Books:
•  The Four Disciplines of Execution
• Book: 48 Days to the Work and Life You Love

Episode Highlights:

• Scott believes that there are effective techniques for dealing with burnout. (2:50)
• Jason discusses some of the signs of burnout and encourages individuals who are experiencing them to listen to this episode. (3:48)
• Scott discusses some of the burnout he experienced in the past, as well as how he manages his stress level. (4:53)
• Jason explains that having clear expectations and defining roles will help prevent burnout. (8:57)
• Jason discusses the significance of connecting with your employees, a lesson learned during COVID. (12:53)
• Scott believes that many individuals fail to focus on their own personal growth, professional development, and skill set because they are so concerned about others or stuck in their heads with decision-making. (14:26)
• Jason believes that everyone needs a coach, and he is looking forward to getting one soon. (16:58)
• Scott mentions several resources for listeners to look into that provide guidance on goal setting and resolutions. (18:13)

Key Quotes:

• “Let's be sure that in a stressed or hurried environment, or just something where everyone is overloaded, that we're communicating clearly, and that one-on-one time as a leader with your team is so important.” - Scott Niermann
• “When people were stuck at home all the time, we realized that to a lot of people, their safe haven is the job.” - Jason Cass
• “Everybody needs a coach. And what's amazing is, the only people that I do not hear say that, are unsuccessful people.” - Jason Cass

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast

Articles:

• 3 Tips to Banish Productivity Burnout
• Nonprofit Burnout Statistics
• A Nonprofit Employee Says He Quit His Job After Having Anxiety and Heart Palpitations From Burnout
• Check this out for the "Wheel of Your Life" exercise: https://www.scottkniermann.com/pageblogarticles/2021/1/3/goals-and-resolutions-a-journey-in-change

Listen to this episode of the NP Local podcast hosted by Jason Cass and Scott Niermann, for a discussion on the current nonprofit environment and some ways to address your own burnout.

Episode Highlights:

• Scott mentions that employee burnout is real and common in the nonprofit sector, especially post-pandemic. (1:42)
• Jason explains that dealing with other people's money that has been entrusted to you as a nonprofit, and as a leader in the organization, is stressful, no matter who you are. (3:26)
• Scott discusses a Givebutter blog article from May 2022 about nonprofit burnout statistics that he can relate to. (4:14)
• Scott mentions that he has recovered from burnout four or five times in his 5-10 year career. (9:25)
• Jason mentions that he is currently reading the 5 Love Languages, a book that is so relatable that it works for people and would also work in business. (12:11)
• Jason explains that today's jobs are more demanding, and burnout may develop as a result of unfulfilled expectations. (14:20)
• Jason discusses how one of his team members' lives was changed after 20 years of being burnt out in the insurance business, and how Virtual Employees helped to ease some of the burnouts. (16:16)
• Scott explains that he had trouble accepting the fact that half of his staff would be out of the workplace due to their hybrid work arrangement but we are all adapting to a new reality. (18:48)

Key Quotes:

• “We have become in the last 10 to 15 years, a very intellectual, emotionally talented, driven society, especially when it comes to work.” - Jason Cass
• “Not just the managerial level and the cultural level, but the individual, we all have to adapt to this new reality.” - Scott Niermann
• “The job is demanding more today. And sometimes, that burnout is because they're being unfulfilled.” - Jason Cass

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast

Articles:

• 3 Tips to Banish Productivity Burnout
• Nonprofit Burnout Statistics
• A Nonprofit Employee Says He Quit His Job After Having Anxiety and Heart Palpitations From Burnout
• Check this out for the "Wheel of Your Life" exercise: https://www.scottkniermann.com/pageblogarticles/2021/1/3/goals-and-resolutions-a-journey-in-change

Episode Highlights:

• Scott discusses the first key point from John Maxwell's book, Becoming a Person of Influence, which is that everybody has an influence on somebody. (2:18)
• Jason shares how the word influence is very significant to him and how this has become the name of one of his podcasts. (3:00)
• Scott explains that nothing is more important than integrity and how it relates to being an influencer. (6:07)
• Scott shares that in order to be able to influence other people, one should be able to know how to nurture people. (7:56)
• Jason and Scott explain that it is very important to listen to what your team has to say. (10:42)
• Scott shares that the next point in Maxwell’s book is about helping people realize their own skill set. (13:05)
• Jason shares a saying from one of his mentors that that has had a tremendous impact on him. (16:06)
• Scott shares the importance of delegation and that empowering a person is similar to enlarging them. (18:02)
• Scott explains that insecure leaders feel threatened by the very individuals that they're supposed to be mentoring. (19:00)
• Jason shares that one of the most important things about being an influencer is that you are able to produce other influencers. (19:33)

Key Quotes:

• "We as leaders, navigate for other people, if you're going to influence them, you are helping them navigate." - Scott Niermann
• "When you're the leader, there are certain things that you will decide and your team will not agree on, and you have got to make the call. That's why you're in that role, but you can still listen to their ideas." - Scott Niermann
• "There's a lot of things that can be done, and there are others that will help you with that, but you've got to be a leader and a person of influence that passes that baton." - Jason Cass

Resources Mentioned:

• Book: Becoming a Person of Influence
• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast

Episode Highlights:

• Jason shares that different types of relationships all have similarities in what they require, and this starts with appreciation. (3:00)
• Scott shares the concept of giving your team acceptance, inspiration, and recognition (AIR) which he heard about in a podcast. (6:13)
• Jason explains the importance of getting to know what your employee values so that you can support them and show them appreciation in a way that is tailored to them. (9:12)
• Jason shares how they support their team in his office. (13:11)
• Jason explains that it is good to get to know each other outside of your business lives. (15:56)
• Scott shares about recognition and how this can be used to help lead your team well. (17:18)
• Scott explains that showing appreciation doesn’t have to be a big gesture and can go a long way. (21:13)

Key Quotes:

• "It's our time to reconnect. And so, not only does the next generation expect this, maybe not on that big scale, but show your appreciation. It doesn't have to feel like an obligatory thing. You know, do something a little bit creative. And, really, let's just say thank you" - Scott Niermann
• “In a relationship, first it's acceptance, right? Accepting that person for who they are because we've all got quirks. We all got certain gifts and knowledge, and we've all got the desire to be part of a team or part of a relationship." - Scott Niermann
• "My really, really good friends are just as important to me as my co workers. They’re building the empire that is helping serve the community and what we're doing." - Jason Cass

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast
• Three Ways Great Leaders Show They Care About Their Team
• 12 Tips for Taking Care of Your Employees
• The Art of Caring About Your Employees

Episode Highlights:

• Scott explains that if you have a high net worth, you should be aware of the organization's D&O limit so that it can function in combination with other policies you may have. (2:26)
• Jason discusses what Directors and Officers' "D&O" liability is. (3:03)
• Jason explains that having an insurance person on the board gives great guidance, but you must also ensure that they understand that social services, directors and officers, nonprofits, are unlike other sectors. (6:14)
• Scott discusses that having board education sessions or having an insurance agent attend a board meeting and talk about fiduciary duty and other decision-making liability is beneficial. (8:01)
• Jason explains Employment Practices Liability as any practice for which you may be held accountable as an employer. (8:49)
• Jason discusses the third-party Employment Practices Liability coverages. (11:39)
• Jason explains why having a policy that includes coverage for volunteers is important for nonprofits and social services. (13:58)
• Jason explains what cyber liability is and why it is important in a local organization. (14:53)
• Jason defines the different types of coverage in a Cyber Liability policy. (16:47)
• Scott shares his experience as a cyber attack victim. (17:56)
• Jason explains how cyber attackers generate money. (18:58)
• Jason explains how "blocking the markets" exists and what should be done when this happens. (22:11)

Key Quotes:

• “Having an insurance person on the board gives great guidance, it really does. But, you also have to make sure that they understand that social services, directors and officers, nonprofits are completely different than any other sector out there.” - Jason Cass
• “Somebody asked me not long ago also what the limit was on the organization's D&O. Because, I think when you have a high net worth, you need to know that so that it works in conjunction with other policies you may have.” - Scott Niermann
• “Just know that the insurance markets are changing every year. And this is where you can get the latest and encourage you to keep in contact with your agents so that you can know what's going on and know what to expect when you come up for renewal.” - Scott Niermann

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast

Episode Highlights:

• Scott introduces Paul Bowman, President of The Holston Foundation. (1:03)
• Paul discusses planned giving programs and mentions that a robust planned giving program is a natural maturity of a non-profit, especially a development office for a nonprofit. (3:49)
• Paul explains that a planned gift is any strategic gift that benefits an organization and often leads to the sustainability of the organization. (5:49)
• Paul shares that it is important for nonprofits to express their vision of the nonprofit to potential donors. (7:50)
• Scott and Paul talk about wills, bequests, and the majority of planned gifts come from a simple bequest. (10:31)
• Paul shares that he often does a workshop called Provide and Protect that talks about beneficiary options for planned giving, which many people are unaware of. (14:14)
• Scott shares that in their organization, they have what is called a charitable gift annuity or CGA program. (20:32)
• Paul shares the benefits of gifting stocks, bonds, or even mutual funds. (25:42)
• Paul discusses which components in a legacy society are most important. (30:33) 

Key Quotes:

• "I just encourage those that perhaps are dipping their toe into planned giving, as a professional or as a nonprofit, don't be scared of the process. Get to know a foundation, or a bank, or an organization that can assist you in the more sophisticated gifts." -Paul Bowman
• "You may not be under the shade of the tree of the seeds that you're planting in your nonprofit work, but someone will benefit from your efforts." -Paul Bowman
• "I love CGAs. They're such an easy instrument to use, you don't even need to involve an attorney. In the process, it's simply a contract between the nonprofit and a donor that has to be notarized and you receive the gift." -Paul Bowman

Resources Mentioned:

• Paul Bowman LinkedIn
• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast
• The Holston Foundation
• Planned Giving Today newsletter
• Crescendo Interactive software
• Charitable Estate Planning Institute
• The FundRaising School at Indiana University

Episode Highlights:

• Scott introduces his guest, Amanda Squibb, Executive Director of Friends of the Children - Klamath Basin. (0:39)
• Amanda shares about their recent "Friendraiser", their primary fundraising event of the year which has the goal of both raising funds but also to raising friends and awareness for the Friends of the Children organization. (4:02)
• Amanda discusses the challenges they have faced during the global pandemic which required them to pivot to holding virtual events in 2020 & 2021 and a hybrid event in 2022. (6:44)
• Amanda explains that a lot of lessons were learned from their most recent “Friendraiser” but that she is very proud of their team for pivoting and being creative and finding solutions. (08:10)
• Amanda explains that micro-fundraising events and events to raise awareness about the organization were a crucial component for them during the pandemic. (13:40)
• Amanda discusses how they ensure a good return on investment, both in terms of fundraising and raising friends and awareness. (17:25)
• Amanda mentions that they used their auction to focus on helping small businesses that had suffered during the pandemic. (20:40)
• Amanda shares that she loves that nonprofit organizations can share ideas and creativity in a positive way. (25:08)
• Amanda sees Friends of the Children - Klamath Basin as an excellent example of doing a lot with limited resources. (28:43)

Key Quotes:

• “Friends of the Children is the name of the organization, and the ‘Friendraiser’ is the name coined for the event because while we are raising funds, we're also trying to raise friends and awareness about the organization of Friends of the Children.” - Amanda Squibb
• “We have an incredible committee, a board development committee, that we start planning for this event, six, seven months out, and so many of them have been doing it for so long. And like I said, we continue to innovate, and we want to bring something new and fresh every year. That's really important to this event.” - Amanda Squibb
• “I think we're a great example of doing a lot with so little, you know, small community rural, we have a lot of poverty in our community and recognizing the barriers, but don't let those defeat you, that you can do it just keep pushing.” - Amanda Squibb

Resources Mentioned:

• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast
• Friends of the Children - Klamath Basin

Resources re: Special Events, etc.:

• Fundraising Principles and Practice text: 
• Special Events 101 for Nonprofit Fundraising
• SNPO: Special Events - Pros and Cons
• Blog: The 2 Types of special Fundraising Events and Why They Matter
• Eventbrite - How to Create a Winning Event Plan
• TeamGantt - Event Planning Template & Checklist
• Harvard Business Review - Addressing the Biggest Challenges of Hosting Hybrid Events

Episode Highlights:

• Cheryle explains that when nonprofits and corporations come together with a mutual goal, they can accomplish a lot. (4:10)
• Cheryle talks about how local nonprofits could benefit from a partnership with a corporation. (7:28)
• Cheryle advises nonprofits to think outside the box and not to focus on the money, as it will naturally come. (10:55)
• Cheryle provides an example of how she was able to build credibility and recognition for a nonprofit. (12:56)
• Cheryle explains that advocacy is pushing for and pulling for a particular issue. (15:40)
• Cheryle shares that the first step to building trust with a corporation is to figure out who at the corporation you should contact. (17:38)
• Cheryle talks about how the key to a great negotiation is thinking through in advance what you can bring to the table. (23:01)
• Cheryle elaborates on the importance of roles and responsibilities for both parties in a corporate-nonprofit relationship. (24:37)
• Cheryle advises listeners to look at what is exciting and fun in a partnership, and suddenly new ideas will come up and the rest will follow. (27:53)

Key Quotes:

• "Both the nonprofit and the corporation come together with a mutual goal, and together they can accomplish a lot." - Cheryle Yallen
• "I would say, as a nonprofit, think bigger and think outside the box. Don't automatically go for the money, the money will come. But appeal to them for a different reason." - Cheryle Yallen
• "I would say in partnership, overall, think outside the box. Don't look at what is necessarily easy. Look at what is exciting and fun. And then all of a sudden, you'll come up with some new ideas." - Cheryle Yallen

Resources Mentioned:

• Cheryle N. Yallen LinkedIn
• CNY Enterprises
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• Nonprofit Insured
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting

Additional information on corporate-nonprofit partnerships:

• Volgistics Blog
• Nonprofit Pro
• Classy
• The Modern Nonprofit

Episode Highlights:

• Jason explains that Scott is great at discussing the innerworking of nonporfits and that is one of the reasons for creating this podcast. (2:30)
• Scott recaps some takeaways from the previous episode. (3:14)
• Scott talks about the two organizations that had significant improvement in their missing middle. (7:13)
• Jason asks which comes first, growth or process? (8:49)
• Scott shares that, in his foundation, rapid growth has made them realize they do not have the processes in place to be as efficient and effective as they could be. (9:51) 
• Jason explains why it is important to learn from those who are bigger in the industry. (9:28)
• Scott explains that when setting up a giving club, it really is a combination of direct marketing, direct mail, and online. (10:46)
• Jason talks about how the Rainforest Alliance is putting on their event. (13:11)
• Scott advises the listeners to have specific issues bubble up in a staff meeting. (16:04)
• Jason explains that it's important to have an open meeting, and bringing up an idea does not mean you will get stuck doing it. (17:13)

Key Quotes:

• "What I'm experiencing right now in our foundation is we are growing so quickly in the last few years that we realize we don't have all the processes that we need in place in order to be as efficient and effective as we can be." - Scott Niermann
• "I think the header sums it: ‘revamping your middle donor program will take time and money, but you can make progress in the next 30 days.’" - Scott Niermann
• "Sometimes it's important to have an open meeting, you have to get that gorilla out of the room." - Jason Cass

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast
• Sea Change Strategies - The Missing Middle Report

Other articles on similar topics or on these reports:

• The Missing Middle
• THE MIGHTY MIDDLE: HOW MIDDLE DONORS CAN PROVIDE A BIG RETURN FOR YOUR ORGANIZATION
• Mid-Level Donations and Their Importance in Fundraising

Episode Highlights:

• Scott explains that the “missing middle” was the money that has been missing in the nonprofit industry. (2:16)
• Scott mentions that the basis of the good middle donor strategy is that is that if you are going to get someone to write a bigger check to your organization, they are going to need to know a little more about the organization. (6:21)
• Scott shares that if you are doing person-to-person marketing, you've got to get your message out, and you can never get it out too much. (9:48)
• Scott explains that your board is a steward of your organization, and you want them to understand that because there is legal liability involved in board service. (13:23)
• Scott explains that patience and listening are the highest levels of the pyramid, but having them takes time and does not happen overnight. (15:00)
• Scott talks more about listening to your donors to make an impact. (17:51)
• Scott explains that the internet, while important for giving a level of legitimacy to an organization, is not the answer to everything. (19:47)

Key Quotes:

• "When there's not a computer at your fingertips, you want to get your message in people's hands. And folks prefer, I mean, I believe in multi-channel marketing of all types and strands." - Scott Niermann
• "I think some folks will understand, you know, however you view your responsibility in fundraising and life. We're all stewards of something. And so your board is a steward of your organization." - Scott Niermann
• "The internet is not the answer to everything. Yes, I believe, as a level of legitimacy as an organization, you need to have those bells and whistles available. But it's not, don't use that as a cop-out that we're going to blast out this E-newsletter with a giving button." - Scott Niermann

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast
• Sea Change Strategies - The Missing Middle Report

Other articles on similar topics or on these reports:

• The Missing Middle
• THE MIGHTY MIDDLE: HOW MIDDLE DONORS CAN PROVIDE A BIG RETURN FOR YOUR ORGANIZATION
• Mid-Level Donations and Their Importance in Fundraising

Episode Highlights:

• Scott discusses the "Sea Change Strategies - The Missing Middle Report", which looks at the issue of retaining annual donors after the first year and offers strategies for nonprofit organizations to address the issue. (1:10) 
• Scott talks about donor motivation, where studies show that donors would still want some kind of recognition, which is not being applied in the “missing middle". (5:12)
• Scott shares what the fund development strategy is about and how the “missing middle” can benefit from it. (10:27)
• Scott explains that leadership is important because they are the ones that are setting budgets to implement strategies. (13:37)
• Scott mentions the importance of having the right content and being able to focus on subgroups with a personal touch. (16:54)
• Scott shares how he started his first hospital foundation as the first director of the foundation. (20:35)

Key Quotes:

• "Why is leadership important? Because those folks set the budgets, and you've got to have people and you've got to have the budget to implement the strategies." - Scott Niermann
• "What I think is the true limitation, though, is when folks believe that, as I said earlier, these special events equals fundraising, or that direct mail equals fundraising. Unfortunately, that is a pervasive mindset in small nonprofits." - Scott Niermann
• "I think there are some more important strategies, maybe some higher level thinking that needs to happen if you're going to fix the problem of the millions of dollars that were missing out on in that missing middle." - Scott Niermann

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• NP Local Podcast
• Sea Change Strategies - The Missing Middle Report

Other articles on similar topics or on these reports:

• The Missing Middle

Episode Highlights:

• Scott shares what he has seen in his foundation coming out of the pandemic. (2:32)
• Did Scott have any problems trying to get employees? (3:17)
• Jason shares why transforming their organizations could be beneficial. (5:30)
• Scott mentions a report from Volunteering in America. (7:40)
• Scott shares that Utah has a particular religious denomination that requires and expects young adults to go out and volunteer. (8:33)
• Scott explains the difference between hard matches and soft matches in the grants business. (12:23)
• Scott shares a couple of things about volunteering. (14:58)
• Scott mentions why he believes in snatching folks up. (17:20)

Key Quotes:

• “Nobody's being paid to necessarily volunteer. You look at the tasks that they do and the skills that they bring. Whether they're a retiree, an eager young person, or maybe looking to volunteer their way into a paid job, that's the value they bring to these organizations.” - Scott Niermann
• “I think if there's anybody that doubts the value of these volunteers, go to one of the smallest nonprofits and ask if they would even exist if they didn't have volunteers.” - Scott Niermann
• “The volunteer spirit of this country is strong and it is unique. It's part of what makes America great.” - Scott Niermann

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• Nonprofit Insured
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• Volunteering in America report
• Value of Volunteer Time in America
• Mayo Clinic - Health Benefits of Volunteering

Episode Highlights:

• Scott shares the report called the Giving USA Report. (2:18)
• Scott mentions how much charitable giving grew according to the report. (3:07)
• Jason mentions why the report is proof that rich people give. (4:09)
• Scott shares what nonprofits are saying and what he has experienced. (4:50)
• Scott explains where the wealthier households give. (5:37)
• Scott shares one of the interesting things about the infographic. (8:24)
• Scott shares a key takeaway from Stelter group. (14:39)
• Scott mentions the leaky bucket syndrome. (16:24)
• Scott mentions a book called Donor-Centered Fundraising, by Penelope Burke. (16:46)
• 
  

Key Quotes:

• “Foundations were more generous with their grant funds, they had less strings attached. Most in the nonprofit world know this but, I just want to reiterate that growth because that is substantial and it's a very positive thing for the future.” - Scott Niermann
• “Every organization has an online presence. There are certain things that legitimize you as an organization and having a website. These days, if you're a nonprofit, having a giving portal on that website is absolutely essential.” - Scott Niermann
• “There's something more personal about a phone call than just a transactional letter. It takes human resources, time and volunteers to get those things done if you're a small shop. Planning for that and developing those processes to do so really can pay off.” - Scott Niermann

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• Nonprofit Insured
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• Giving USA
• Giving USA 2021 infographic
• Candid article re: Giving USA 2021
• The Stelter Group article re: Giving USA 2021
• Guidestar Directory of Charities (and categories of nonprofits)
• Donor-Centered Fundraising book by Penelope Burk

Episode Highlights:

• Scott introduces Sandi Byrd. (1:15)
• Sandi shares her background. (3:28)
• What drives Sandi to being in fundraising for 45 years? (6:05)
• Sandi shares her previous experiences that made an impact. (7:55)
• Sandi gives her philosophy on collaborating or partnerships. (12:01)
• Scott mentions one of the things that some organizations are scared of when it comes to partnership. (12:56)
• What other expectations does Sandi think that donors have along the lines? (16:42)

Key Quotes:

• “My favorite is working one on one with people to help them. One thing I think I learned the most from habitat was that the people that give are as much a beneficiary as the people who they help with their gifts.” - Sandi Byrd, ACFRE
• “I think people are understanding the fact that if they do a partnership, all the good things about each one can really develop by being together and by collaborating.” - Sandi Byrd, ACFRE
• “The stories are really what people turn to if you get a real life experience. Something that happened to somebody in their life because of what they've done means everything.” - Sandi Byrd, ACFRE

Resources Mentioned:

• Sandi Byrd LinkedIn
• Loudon County Habitat for Humanity
• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• Nonprofit Insured
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting

Episode Highlights:

• Scott mentions the first step in preparing a report. (7:31)
• How does Scott feel about utilizing your board when you only have 1-2 people in the organization? (9:19)
• Scott shares why it’s important to have someone manage the writing process. (11:02)
• Scott mentions the GuideStar Charting Impact. (11:55)
• How does Scott go about changing his community? (16:26)
• Jason shares how to draw people into your organization. (19:23)

Key Quotes:

• “Anybody that's that motivated to work in a nonprofit, which may or may not be the largest pay they'll ever make in their life... They're motivated. And, they're going to do the kind of work it takes. You don't have to have degrees. You don't have to have all of this, necessarily, to make an impact in your community.” - Scott Niermann
• “When you can find the individual that is particularly good at a specific task, you’ve got to keep your eyes and ears open as you network. It is absolutely worth the expenditure as you can afford it, to get something done quickly, with the person that's going to do it best.” - Scott Niermann
• “You change communities by motivating donors. You change communities by serving. That servant leadership mindset, and by having programs that truly meet a need that doesn’t so much duplicate other things in your area but, are filling a niche.” - Scott Niermann

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• Nonprofit Insured
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• Charting Impact Guide
• Guide Star

Episode Highlights:

• Scott mentions some organizations from his files. (2:35)
• Scott shares what a Charting Impact does. (4:04)
• Jason shares a story about his conversations with a women’s abuse shelter and an executive director of a nonprofit. (4:54)
• Scott mentions the first question in the Charting Impact. (8:02)
• Scott gives us the second question in the Charting Impact. (11:11)
• Scott shares the significance of the program areas. (12:25)
• Scott explores the third question in the Charting Impact. (13:49)
• Scott explains why your capabilities have to be aligned with those goals. (15:57)
• Scott shares the fourth question in the Charting Impact. (17:16)
• Scott gives us the final question in the Charting Impact. (20:45)

Key Quotes:

• “There's so many nonprofits being created every day. You've got to stand out, you've got to show what I think most donors are looking for... impact in the nonprofit world.” - Scott Niermann
• “Knowing what the impact is, is the story you're not only going to tell to your people you serve, but, also to those who are serving those people... your employees, which are our greatest asset.” - Jason Cass
• “This whole exercise is an opportunity for the organization to reflect something that we don't take enough time for...Something that we have to do. It's a way to improve morale and get in that positive mindset for planning.” - Scott Niermann

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• Nonprofit Insured
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• Charting Impact Guide
• Guide Star

Episode Highlights:

• Jason mentions that today’s topic is relevant to Scott. (1:16)
• Scott mentions that he came across a report from the Blackbaud Institute called the Blackbaud Institute index. (2:24)
• Scott shares that the Blackbaud Institute is a software company that has several different software packages. (2:57)
• Scott shares that he was very interested in the particular research that had with the COVID-19 crisis, and the research they did back in August. (3:08)
• Scott mentions what's interesting about these giving trends is that the medium and large organizations are faring a little better, at this moment. (4:40)
• Scott shares that as of September 30, 2020, compared to September 30, 2019, smaller organizations are down about 4.4% in fundraising revenue, and when you get above a million dollars in annual fundraising revenue, organizations are up 1.5%, despite the COVID-19 crisis. (5:14)
• Jason explains Digital Darwinism. (7:14)
• Scott mentions his philosophy that, if we do enough of the right things, the things happen, the magic starts to happen. (9:02)
• Scott shares what Blackbaud recommends when they break down the report for each sector includes sustained annual giving and donor acquisition. (13:32)
• Scott mentions that the tax benefit is not why most people give. Yes, it has affected the volume or the flow of those gifts, but it’s not the main reason why they give. (14:18)

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• Nonprofit Insured
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting
• Blackbaud Institute

Episode Highlights:

• Scott gives a summary of the ways to engage your board. (2:09)
• Scott shares that you have to remember that board members are not corporate board members getting stock options for serving. Rather, they are volunteers and givers. (4:56)
• Scott mentions that you must have accountability between the board, staff, and the general public. Because the purpose of a public charity in the IRS code is that we're doing something good for the public. (5:32)
• Scott mentions that insurance is a difficult business. It’s different from most other jobs, and it's a huge impact on the country's economy and the entire sector. (11:00)
• Scott shares that a powerful way to demonstrate impact to a board member is by bringing one of your beneficiaries to give their testimony and speak to that board. (11:29)
• Jason shares a story about the time when they raised money for the after school programs for kids, at Centralia Youth Initiative. (12:20)
• Jason mentions an article entitled I can't afford my wife, by Erik Garcia. (14:58)
• Scott mentions that you can exchange ideas around key board members and to some of your skilled professionals when you have a legal issue, financial question, or investment question. (16:29)
• Scott shares a book that’s going to help board members to serve not just on your board, but on other boards as well. It’s called The Fundraising Habits of Supremely Successful Boards: A 59-Minute Guide to Assuring Your Organization's Future, by Jerry Panas. (16:56)
• Scott shares that they always try to show impact, improvement, but also, have fun and get your board involved in creative fundraising events. You must know your members, know what their triggers are, and know what's going to be meaningful and enjoyable to them. (18:59)
• Jason shares the significance of the board members is that it doesn’t only filter out the person at the very beginning to make sure you get the right one, but it allows you to hold accountability in the future. (21:29)
• Jason mentions that accountability is the key to the military, accountability is the key to the process of big companies, and accountability is the key to good parenting. (21:51)

Key Quotes:

• “At my business, we are here to be serious and be professional. But I tell my team all the time, we're 51% having fun. Our expertise will come through when our customers and clients need us. But overall, we have to maintain good mental health, we have to keep our clients informed and our staff informed.” - Jason Cass
• “I believe they have a place in the nonprofit world if they have a big heart for the community, they love people, animals, or the environment. These are the things that you can do. Nonprofits are doing economic development, so whatever your passion is, it's there for a reason.” - Scott Niermann

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• Nonprofit Insured
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting

Episode Highlights:

• Jason mentions that they’re starting to receive feedback from the podcast listeners. (1:06)
• Scott mentions that the board is legally responsible, but it’s on the staff to engage the board. (2:26)
• Scott shares that in reality, it’s still on the Director to make sure that the board has the necessary information, structure, and meaning behind what they're doing. (3:10)
• Jason shares that the three basic tips are: communicating, structure, and making it fun and meaningful. (3:30)
• Scott mentions some of the points that we need to be communicating aside from the day-to-day operations is their role when onboarding a new board member. (4:46)
• Jason mentions that a lot of times, nonprofits will look for people that are big in the community. (7:41)
• Jason shares that miscommunication causes so many of the world's problems. (10:20)
• Scott shares that it’s significant that the bylaws are reviewed regularly every year or every other year and it doesn't mean that there's a change needed. (11:14)
• Scott mentions that when starting a nonprofit, an attorney should be able to help with what passes state scrutiny. (11:32)
• Scott mentions that the board members simply renew every year, and there's no staggering. (12:36)
• Scott shares a website called, Board Effect. It’s about the best practices in term limits and rotating two terms of three years each. (14:10)
• Jason mentions that the diversity on boards happens to be a big part of our society today. (14:42)
• Scott mentions that if you have all those different skill sets, you need to understand the resources that your members bring to the table. (18:59)



Key Quotes:

• “What's more important is finding somebody that besides the church, this is their second cause, this is what they do. This is their passion, this is where they put their money, they could be a nobody, they could be a no-name, and that person has so much more value than the head banker in town or doctor, or whatever you may want to put on.” - Jason Cass
• “I believe you need a mix of all those who are more passionate, they're not necessarily there for business reasons are going to inspire others, and those who are there for business reasons, they may even have a vested interest in ensuring your success.” - Scott Niermann
• “You want your nonprofit to be strong enough to always have that pipeline, that nominating committee pipeline of names and leaders and supporters that can serve for a term or two, and give some of these folks a break.” - Scott Niermann
• “I just want to encourage the Directors out there and our local listeners that engaging your board doesn't have to be scary. This is important. It's very important, probably one of the most important things you do, I'd advocate those boards that every executive director needs an administrative assistant that understands board and donor relations.” - Scott Niermann

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• Nonprofit Insured
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting

Episode Highlights:

• Scott thinks that most well meaning nonprofit staff may lose focus on the financial side, and others that are very focused on the financial side, they lose the mission. (3:48)
• Scott mentions that the bottom line is the idea that we must have a financial bottom line. (4:04)
• Scott shares that the second bottom line isn’t necessarily financial, it depends on the type of organization you’re with and what ways you choose to demonstrate the impact to your supporters. (4:17)
• Scott mentions that a nonprofit doesn’t have shareholders. (4:40)
• Scott shares that if we're not paying sales tax or real estate tax on a piece of property, we have a responsibility not only to our donors and constituents but also, to the community as a whole because we get special tax treatment from the IRS. (4:47)
• Scott mentions that according to GuideStar, about 50% of nonprofits have less than one month of operating revenue. (7:18)
• Jason shares that there are two different mindsets if we're not dealing with shareholders, those who are worried about the financials and sometimes lose focus on the mission, and those who are focused on the mission that they don't understand its financial aspects. (7:47)
• Scott shares that nonprofits need the financial bottom line to reinvest in themselves, reinvest in their business, and their community. (8:33)
• Scott mentions that the third bottom line is a communication goal that every organization needs to have. (13:36)
• Scott shares that the ROI or yield, is a measure of fundraising effectiveness. Therefore, your return on investment for the dollar spent demonstrates the effectiveness of your fundraising and your spending. (15:47)
• Scott mentions that plan giving is the one on one discussions in estate planning, among those who are closest to your organizations. (16:22)
• Scott shares that fundraising efficiency shows how efficient you are and how much money comes out of that dollar raised for the other costs. (18:48)
• Scott mentions that you should remember who you are as a nonprofit, remember your mission, and find a way to measure that mission. (21:13)

Key Quotes:

• “The double bottom line is the idea that we have to have a financial bottom line, we are a business, we have to keep our doors open. We want to reinvest that income each year back into the mission and making our community better changing lives.” - Scott Niermann
• “We’re in the business to improve lives or the life of the community as a whole. So what that means is when the social good and that mission and impact in the community is our number one goal. Our profits don't go to shareholders, they go right back into the mission, and invest in the organization, just like you would invest in your business.” - Scott Niermann
• “If you’re focused on the mission of the nonprofit, but you're not so much in understanding the bottom line, this will give you some insight to why that person on the financial side is going drive home the need for you to be effective, efficient, and productive in the money driving organizations in the processes that you create.” - Jason Cass

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• Nonprofit Insured
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting

Episode Highlights:

• Scott describes the fundraising pyramid. (3:27)
• Scott shares that the bottom layer of the pyramid is the foundation for everything on top of it, and being first-time donors. (3:42)
• Scott shares that in reality, anything that you're doing in the broad base, is going to be a two to one return. (4:46)
• Scott shares one of the elements that he learned from the fundraising school. (5:06)
• Jason mentions that you should feel confident if you're doing, what you're supposed to be doing. (5:29)
• Scott shares that the goal is to reach the peak of the pyramid and raise more money, and as you move up, you're going to yield more money. (5:35)
• Scott mentions that the second layer of the pyramid is the regular givers. (5:43)
• Scott shares that the third layer of the pyramid is the major gifts, and as you move up the pyramid, you're spending more time with the donors. (7:58)
• Scott shares that the pinnacle of the pyramid is the transformative gift, and oftentimes it’s the largest gift someone makes in their life, through a will or estate plan. (8:57)
• Scott mentions that the pinnacle of the pyramid is called gift planning. (10:54)
• Scott shares that the nonprofit manager's challenge is something the boards don't understand what their role could be. Because if you're a small organization, you must have a working organization. (15:56)
• Jason shares that one of the most underutilized areas of a nonprofit is getting your board, and when you look at nonprofits who are successfully fundraising to understand the pyramid, the board is a major factor. (21:33)



Key Quotes:

• “If you're not familiar with the fundraising pyramid, you don't know fundraising, and so we want to break that down. It’s not rocket science, I say that all the time...this is a skill, this is a trade.” - Scott Niermann
• “Oftentimes, special events are that friend-raiser and it's also a fundraiser, right? You want some positive net revenue from any event, and you want to grow that.” - Scott Niermann
• “One of the things that they've taught me that if you get a two to one return out of an event, you've done okay, all right...Two to one net of expenses, you’ve doubled your money, that's fine. Obviously, if you can do better than that, heck that's wonderful.” - Scott Nierman
• “I want to encourage folks who are out there, struggling with fundraising. This is an investment that is worth your time to get the training you need. If you've been in fundraising five years, full time or almost full time in management, go after that certified fundraising executive, take a prep course, take the exam.” - Scott Niermann

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• Nonprofit Insured
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting

Key Quotes:

• “The benefit of NP Local, we understand that your community is always local, and that is what we're striving to do, is help you strengthen that community.” - Jason Cass (3:45)
• “Funding is so important because it's important that folks understand what a nonprofit is, and the fact that an organization has to have something left on December 31 in order to open their doors on January 1, so it is a business. It's just a different business model.” - Scott Niermann (4:59)
• “So these are things that are in the numbers, and you want to always know your numbers when you're in the nonprofit world. But you need at least 30% of your support from the public.” - Scott Niermann (6:13)
• “Well, long story short, you've got to follow your own bylaws and your own incorporating documents. So to become a nonprofit, you're incorporating just like a business would incorporate in a different section of the IRS code.” - Scott Niermann (6:50)
• “If you think about a bull's eye, that's what he's talking about. You've got this core constituency, that is always going to support you. Okay, maybe it's mom and dad, maybe it's your board, maybe it's folks who you know, are passionate about the mission as passionate as you are. And then you've got that next ring of the people that they know and then you've got the general public.” - Scott Niermann (8:53)
• “In a fundraiser’s mind, everyone you meet is a fundraising prospect. That doesn't mean you put them all in your database, that doesn't mean you're going to swap business cards every time, but you've always got to be thinking about that.” - Scott Niermann (9:18)
• “I just think it's important to realize that someone had to start it. It all had to start by asking, and so the problems in the anxiety you may be having today, are the same ones that everybody's always had, as they've had to ask people for money.” - Jason Cass (14:10)
• “This is something uniquely American, we are one of the most generous countries on the planet, and so that's encouraging. But the reality is, there's a lot of competition out there, you want to be good at your craft, something that I'm trying to be better at every day.” - Scott Niermann (15:27)
• “Let me tell you, a government grant or even a foundation grant might have quite a lot of strings that your entity is not capable of managing. You better have some good accounting support, you better keep really good records of the services you're providing, and be prepared to write that up a formal report, and a narrative, with all the OMB government forms to go with it.” - Scott Niermann (16:08)
• “The amount of time you spend with the donors at the bottom is not the same as the individualized attention you give at the top, and the return on investment of any money spent to raise those dollars obviously goes up as you go up the pyramid.” - Scott Niermann (21:27)
• “Hey, maintain your passion, fundraising is tough. It's tough right now during the COVID era, but this is a generous country and so you believe in your mission, and you keep at it and show that impact on your community, and you're going to do fine.” - Scott Niermann (22:05)

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• Nonprofit Insured
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting

Key Quotes:

• “One of the things that we do in our insurance agency, we only do a few are nonprofits. We do a lot of nonprofits when it comes to assisted living facilities down to senior centers, drug rehabilitation centers, anything mainly that has to do with kids or seniors. That's normally what we do.” - Jason Cass (1:36)
• “I also enjoy consulting on the side helping those smaller organizations that cannot afford a full-time fundraiser or volunteer manager and providing organizational planning and fundraising planning for them.” - Scott Niermann (2:22)
• “I realized that when I was going into a lot of nonprofits… there's a huge change that's happening.” - Jason Cass (3:30)
• “There's going to be a lot of opportunity in the nonprofit world. And it's fun business” - Scott Niermann (4:37) 
• “I actually advocate for partnerships, if not mergers, you don't need to be competing with a nonprofit right down the road in your same county for the same cause, partner together.” - Scott Niermann (5:11) 
• “I help in leadership coaching and to have somebody come alongside you, which we can do virtually through this podcast. And to know that you're not alone, I think is very important. And so we want to help you network, we want to help you learn and we want you to know that you have support.” - Scott Niermann (7:12)
• “NP local, where we know local means community, and helping your community is your goal. And we just want you to know that you are not alone in that process. We're going to help you through it.” - Jason Cass (7:29)
• “If you're new to this field, it's important to understand that this is not-for-profit business. And it is not public service or government service.” - Scott Niermann (8:54)
• “I'm not a guy that believes that pie is limited, I believe in growing the pie, garnering more interest in giving and giving people that opportunity and educating them on your organization.” - Scott Niermann (13:42)
• “Any given small to medium-sized nonprofit operates on a small margin, potentially, as a small business does.” - Scott Niermann (19:00)
• “You can do well, by doing good, this is a great career path. I've enjoyed it. And even if you're in a small organization, just know that there are resources out there and we plan to be one of them.” - Scott Niermann (20:21)

Resources Mentioned:

• Reach out to Jason Cass
• Reach out to Scott Niermann - Scott can assist with church, nonprofit, and commercial insurance in Tennessee and Georgia.
• Nonprofit Insured
• The Insurance Alliance serves organizations in Illinois, Missouri, Indiana, Kentucky, and Wisconsin.
• Niermann Coaching and Consulting