What sets the most successful major gift officers (MGOs) apart from the rest? In this episode, we explore the single most important trait that top-performing MGOs share—a quality that helps them thrive in the face of challenges, build meaningful donor relationships, and achieve extraordinary results.

We’ll unpack how this trait shows up in daily fundraising work, why it’s so crucial for long-term success, and, most importantly, how you can cultivate it in your own career. Whether you’re just starting out or a seasoned pro, this episode will give you practical steps to strengthen your skills and unlock your potential as a fundraiser.

What You’ll Learn in This Episode:

• Why this one trait is a game-changer for major gift officers
• How this quality impacts every stage of the donor journey, from cultivation to stewardship
• Real-life examples of how top MGOs use it to overcome challenges and build trust
• Actionable tips to develop this trait and incorporate it into your daily work

Don’t Miss This Episode If:

• You’ve ever struggled with setbacks in your fundraising efforts.
• You’re looking for strategies to improve your donor relationships.
• You want to learn the secret that separates top MGOs from the rest.

Listen now and discover the #1 trait that will take your fundraising career to the next level!

Subscribe & Follow:

• If you enjoyed this episode, be sure to subscribe to the Hey Fundraiser! podcast so you never miss an episode.
• Join Mary in the Major Gift Fundraisers Facebook Group for more fundraising tips, funny moments, and promotional content.

Connect with Mary:

• Website: www.heyfundraiser.com
• Email: [email protected]

→ Join The Fundraising Collective

→ Connect with Mary Petersen on LinkedIn
→ Join our Private Facebook Group

→ Schedule Your Free Gameplan Call with Mary

🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy.

🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script.

More from Mary:

📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology.

🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward.

👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: ...

In today’s episode, we tackle one of the most vital elements of major gift fundraising—finding new prospects! Whether you're a seasoned fundraiser looking to sharpen your strategy or a newcomer eager to build your prospect pipeline, this episode is packed with actionable insights to help you cultivate meaningful relationships with future major donors.

Join Mary as she shares proven tactics for identifying and qualifying high-potential prospects who will truly make a difference in your organization. We’ll dive into the importance of affinity and capacity, leveraging your board’s network, qualifying potential donors through discovery calls, and even mining your own database for hidden gems. This episode is all about finding, qualifying, and nurturing the best prospects so you can spend more time building relationships and less time chasing “maybes.”

If you’re ready to create a lean, focused portfolio of prospects who are passionate about your mission, then this episode is for you!

Key Takeaways:

1. The Right Prospect Pool Equals Major Gift Success
   Learn why a lean, well-curated prospect pool is worth more than a list of hundreds of "maybe" prospects. Mary shares why quality over quantity is the key to securing transformative gifts.
2. Affinity + Capacity: The Qualifying Formula
   Discover how identifying prospects with high affinity for your mission and strong giving capacity is essential to building a successful prospect list.
3. Leverage Your Network Through Board and Volunteers
   Tips for turning your board members and campaign volunteers into powerful prospecting partners, allowing you to expand your network without spending extra hours on direct prospecting.
4. Mining Your Database for Hidden Gems
   The database you already have is one of your best resources for finding potential major donors. We discuss how to identify mid-level donors, lapsed major donors, and ways to use wealth screening wisely.
5. Building Trust from the First Contact
   Mary shares her favorite “sticky trust strategies” to make a memorable impression from the first interaction, laying the foundation for a lasting donor relationship.

Mentioned in this Episode:

• 6 Ways to Build Your Best Major Gift Portfolio — Explore our blog post that dives into portfolio management, qualifying prospects, and maximizing every spot in your pipeline.
• Major Donor Meeting Mastery — Mary’s $47 training that gives you the frameworks and confidence to land major donor meetings and turn those relationships into big wins for your organization. Learn more here.

Additional Resources:

• Current Trends for Major Gift Officers — Read up on trends for gift officers to hone your portfolio, maximize prospect outreach, and cultivate transformative donor relationships.

→ Join The Fundraising Collective 

🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy.

🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script.

More from Mary:

📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology.

🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward.

👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: ...

In this episode, Mary dives into the number one challenge faced by her major gift coaching clients—fear of making the ask. Whether it’s the fear of rejection or the fear of damaging a relationship, many fundraisers struggle with taking that final step. Mary shares practical strategies to help you confidently make major gift asks, even when fear kicks in. From mindset shifts to cultivation tactics, and knowing when it’s time to ask, this episode is packed with actionable advice. Mary also discusses how to handle objections and what to do if your prospect says no.

Key Takeaways:

• Fear of Rejection is Real: Mary shares her own experiences with the fear of rejection and how getting past that initial "no" helped her grow as a major gift officer.
• Mindset Shifts: Learn how to reframe your thinking from viewing an ask as a withdrawal in the emotional bank account to seeing it as an opportunity for your prospect to make a meaningful impact.
• Cultivation Tactics: Discover the importance of preparing your prospect for the ask by understanding their motivations, interests, and connection to your organization’s mission.
• Permission-Based Fundraising: Mary emphasizes the value of gaining permission for next steps in every interaction to build trust and ensure that the ask won’t be a surprise.
• Handling Objections: Mary provides examples of open-ended questions that can help you understand and address any concerns your prospect might have, reducing the chances of a "no."

Resources Mentioned:

• Free Download: 15 Questions to Ask During Cultivation - These questions will help you deepen your relationship with your prospect and get you closer to a successful ask.
• Schedule a Game Plan Call: Book your free 45-minute call with Mary to discuss your unique challenges in major gift fundraising and how to overcome them.

Subscribe & Follow:

• If you enjoyed this episode, be sure to subscribe to the Hey Fundraiser! podcast so you never miss an episode.
• Join Mary in the Major Gift Fundraisers Facebook Group for more fundraising tips, funny moments, and promotional content.

Connect with Mary:

• Website: www.heyfundraiser.com
• Email: [email protected]

→ Join The Fundraising Collective 

→ Connect with Mary Petersen on LinkedIn
 → Join our Private Facebook Group

→ Schedule Your Free Gameplan Call with Mary

🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy.

🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script.

More from Mary:

📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology.

🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward.

👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: ...

In this episode, Mary dives into transforming board members into effective storytelling fundraisers. She highlights the significance of board members feeling comfortable and skilled in connecting with donors through the organization's stories. Mary categorizes board members into four types: connectors, storytellers, visionaries, and closers. She offers insights on how board members can craft three vital stories: their involvement story, impact story, and thank you story. Additionally, Mary outlines key storytelling rules and suggests conducting storytelling exercises during board retreats to enhance these skills.

Book a FREE gameplan call with Mary

Grab a copy of the slides here

Listen to the previous podcast episode
Four Types of Board Members

Takeaways:

• Board members are pivotal in fundraising by engaging with donors and narrating the organization's stories.
• Board members can be identified as connectors, storytellers, visionaries, or closers.
• Each board member should develop three core stories: their involvement story, impact story, and thank you story.
• Stories need to be genuine, relatable, and focused on the organization's community impact.
• Board retreats offer a great opportunity for board members to hone their storytelling abilities.

→ Join The Fundraising Collective

→ Connect with Mary Petersen on LinkedIn
 → Join our Private Facebook Group

→ Schedule Your Free Gameplan Call with Mary

🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy.

🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script.

More from Mary:

📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology.

🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward.

👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: ...

In this episode, Mary discusses the importance of fundraising operations and how it can make or break a fundraising program. She outlines six pillars of strong fundraising operations, including strong technology and systems management, enhancing the donor experience, supporting fundraising efforts, data-driven reports and analytics, building collegial partnerships, and standard operating procedures. Mary emphasizes the need for fundraising operations professionals to prioritize supporting fundraisers and highlights the importance of proactive gift entry and communication between different departments.

Chapters

07:32 Fundraising Operations Pillar 1: Strong Technology and Systems Management
09:13 Fundraising Operations Pillar 2: Enhancing the Donor Experience
10:09 Fundraising Operations Pillar 3: Supporting Fundraising Efforts
12:43 Fundraising Operations Pillar 4: Data-Driven Reports and Analytics
20:12 Fundraising Operations Pillar 5: Building Collegial Partnerships
22:54 Fundraising Operations Pillar 6: Standard Operating Procedures

Resources Mentioned In This Episode

→ The Fundraising Operations Success Formula—Free Masterclass
→ Ask Mary A Question on Speakpipe

Connect With Mary Petersen ([email protected])

→ Join The Fundraising Collective 

→ Connect with Mary Petersen on LinkedIn
 → Join our Private Facebook Group

→ Schedule Your Free Gameplan Call with Mary

🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy.

🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script.

More from Mary:

📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology.

🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward.

👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: ...

In this podcast episode, Mary Hackett discusses the importance of metrics in annual giving. She emphasizes the need to measure what truly matters and avoid vanity metrics. Mary then dives into specific key performance indicators (KPIs) for annual giving, including retention rate, retention rate for first-time donors, upgrade rate, total raised, donor pool growth, and second gifts in the same fiscal year. 

Chapters

00:00 Introduction to Metrics
03:03 Importance of Annual Giving
07:13 Retention Rate
08:32 Retention Rate for First-Time Donors
10:29 Upgrade Rate
12:51 Total Raised
14:31 Donor Pool
16:10 Second Gift in the Same Fiscal Year
18:07 Trendy Annual Giving Slogans

Downloads and Resources Mentioned In This Episode

→ Download KPI's For Annual Giving

→ Join The Fundraising Collective 

→ Connect with Mary Petersen on LinkedIn
 → Join our Private Facebook Group

→ Schedule Your Free Gameplan Call with Mary

🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy.

🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script.

More from Mary:

📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology.

🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward.

👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: ...

In this week's Hey Fundraiser! episode, Mary Hackett discusses the importance of creating an effective fundraising board and how to engage board members based on their unique profiles. She highlights common mistakes organizations make with board members and provides strategies for deploying them strategically.

Mary introduces the four board member profiles: connectors, storytellers, visionaries, and closers. She explains how to engage each profile and offers an audit tool to assess the composition of your board. By understanding and leveraging the strengths of board members, organizations can maximize their fundraising efforts.

Episode Takeaways

• Board members should be strategically deployed based on their unique profiles and strengths.
• Common mistakes organizations make with board members include assuming they know how to raise money and expecting them to be full-time major gift officers.
• The four board member profiles are connectors, storytellers, visionaries, and closers.
• Engaging board members based on their profiles can lead to more effective fundraising efforts.
• Assessing the composition of your board and recruiting the right personas can strengthen your fundraising board.

Downloads and Resources Mentioned In This Episode

→ Download Board Member Audit

→ Join The Fundraising Collective 

→ Connect with Mary Petersen on LinkedIn
 → Join our Private Facebook Group

→ Schedule Your Free Gameplan Call with Mary

Episode Chapters
00:00 Introduction: The Importance of an Effective Fundraising Board
02:26 Strategically Deploying Board Members
03:25 Common Mistakes Organizations Make with Board Members
08:41 Effective Strategies for Engaging Board Members
11:30 The Four Board Member Profiles
19:23 Engaging Board Members Based on Their Profiles
26:34 Conclusion: Deploying Board Members for Success

🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy.

🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script.

More from Mary:

📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology.

🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward.

👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: ...

Join our host, Mary Hackett, as she bravely shares three impactful stories of fundraising failures, revealing valuable lessons and pitfalls to avoid in this very personal Hey Fundraiser! episode.

Link mentioned in today's episode >>> Questions To Ask

Valuable Resources From Hey Fundraiser! ↓

→ Join The Fundraising Collective

→ Connect with Mary Petersen on LinkedIn
 → Join our Private Facebook Group

→ Schedule Your Free Gameplan Call with Mary

🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy.

🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script.

More from Mary:

📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology.

🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward.

👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: ...

In this episode, we are diving into two inspiring and creative cultivation stories from my experience as a major gift officer. Join us as we explore the lessons learned and the power of personalized connections in cultivating lasting donor relationships for maximum impact.

Do you have an inspiring creative cultivation story you want to share? We would love to hear from you! Click the link below to submit your story for a chance to be featured on the Hey Fundraiser! podcast.

>>> Click here to send us your story!

Valuable Resources From Hey Fundraiser! ↓

→ Join The Fundraising Collective 

→ Connect with Mary Petersen on LinkedIn
 → Join our Private Facebook Group

→ Schedule Your Free Gameplan Call with Mary

🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy.

🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script.

More from Mary:

📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology.

🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward.

👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: ...

Director of Development Reports | Free Download
http://reports.heyfundraiser.com/http://reports.heyfundraiser.com/

In this episode, I am sharing all my tips and tricks so you can quickly gain visibility, attain early wins, and assess your staffing and resources. Grab my free reports download to see exactly what I request when I start a new position as a director of development so that I can fully understand the lay of the land and easily set myself up for long-term success. 

Valuable Resources From Hey Fundraiser! ↓

→ Join The Fundraising Collective 

→ Connect with Mary Petersen on LinkedIn
 → Join our Private Facebook Group

→ Schedule Your Free Gameplan Call with Mary

🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy.

🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script.

More from Mary:

📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology.

🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward.

👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: ...