Summary:This episode is a walk down memory lane—and a masterclass in the basics that still matter.

While looking for a quote from legendary philanthropist Malin Burnham, Clark stumbled on an old slide deck from 2013 titled Lessons Learned: Practical Lessons in Major Gifts Fundraising. It sparked this episode (and likely a series) revisiting the core principles that shaped Clark’s early seminars and still hold true today.

If you're a fundraiser who wants to refine your instincts, tighten your messaging, and revisit the “why” behind what works—this episode is packed with timeless truths.

Highlights:

• (00:01) The Malin Burnham quote that still punches today

• (03:50) Rediscovering Clark’s 2013 fundraising seminar slides

• (06:00) The 3 E’s of great fundraisers (Empathy, Energy, Enthusiasm)

• (10:00) Getting the visit is 85% of getting the gift

• (12:15) Why board members are best at setting up donor meetings

• (14:30) Don’t sell need—sell vision. You are the solution.

• (17:10) The 3 things donors look for before making a big gift

• (22:00) “This is business.” Why donors need to sense you’re on a mission

• (25:15) How to remove tension in early donor meetings

• (28:20) How to handle objections without needing to “be right”

• (30:40) Two closing quotes from Jerry Panas and Alex Spanos

  
  

Quotes Worth Repeating:

“Donors give big, audacious gifts to big, audacious ideas.”
—Clark Vandeventer

“If the fundraiser isn’t deeply committed, how can they expect me to be?”
—Malin Burnham

“I never give because I think there’s a need. I give because I think I can make a real difference.”
—Alex Spanos

Resources & Links:
Mega Gifts: Who Gives Them, Who Gets Them by Jerold Panas
Community Before Self by Malin Burnham
Explore our full training programs at majorgiftsfundraiser.com
Try the ClarkBot – your AI-powered fundraising assistant, available now for free
Contact Clark: [email protected]

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