Identifying Major Donors

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Excuse me, for. For many of you, I don’t know what your experience has been with prospect research. But as like just a brief refresher or maybe an introduction, really what is prospect research. Read More

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Excuse me, for. For many of you, I don’t know what your experience has been with prospect research. But as like just a brief refresher or maybe an introduction, really what is prospect research. Ultimately, when you really boil it down, what you’re doing is you’re taking information, prospect information for that matter. And you’re gathering it, you’re analyzing it distilling it. As a prospect researcher, we’re just calling information, really overwhelming information in order to deliver it to the gift officers. So that they can really pull their prospects and their donors through the cultivation cycle, and get to a better solicitation or a more advantageous solicitation for themselves. It’s a very, at the very basics. It is a very simple process. Now, why would we use prospect research? Because a lot of the times people question it. Because if you have a gift officer, I mean, isn’t enough to just kind of talk with people and gain that information that way? Well, the advantage of having prospect research is that it actually focuses you, it can help identify new prospects, when you don’t really have the time to be casting such a wide net, and calling through information yourself. It focuses the time of your staff, so that they’re really paying attention to the right places, the right supporters, the right people, rather than making cold calls. to an audience that might not be really that kind of warm to you already. And for your current donors, it gives you more insight into them so that you can build better bonds strengthen those relationships in a much more meaningful way, and a much more informed way. And I know that with prospect research, there tends to be for those who don’t utilize it that much. The question becomes, well, is it ethical? Is it something that should be done could be done? What if our donors and our prospects actually question us about like, you know, the information that we gather on them? And to that question, first and foremost, prospect research. And well, screening, vendors, such as donor search, or any of the other ones that you see out there, they only gather published public information. So we don’t do anything truly intrusive, like go into people’s mutual fund reports or things that aren’t publicize. It is all public information. So it’s out there. And it’s all in that way. It is ethical. Nonprofits of all sizes, especially the ones that I’ve worked for have some sort of Prospect researching capabilities. And they employ it to varying degrees. So you could be as exhaustive as going and finding somebody’s career information, finding what their charitable giving is to other organizations, or it could be a lot more surface like, what are the general categories per se, that people are giving to, because that will help you to better target your messaging, it would help you better segment your audiences from, say, a demographic view. Because if you’re looking at somebody, say age groups, demographically, or you’re looking by location that technically is a form of prospect research. It’s just on a much higher and probably broader level. Research is also something that’s commonly recommended. Whether you’re talking to an association, for best practices, are consultancies, which many of you have probably talked with consultants, if you’re entering capital campaigns or maybe just evaluating your operation. They may have already talked to you about this, that it helps to really make your operation your fundraising much more efficient and targeted. Quite honestly, major major donors, are you expecting to have been researched to a certain degree, whether that’s on the front end to identify them, or whether that’s towards the solicitation and goal because you don’t want to walk into a situation where you’re going to ask them for too much money. Um, and certainly you don’t want to ask them for too little money. And you also want to ask them for things to fund programs and things that are close to them and that they have an inclination for. I’ve definitely had instances where we’ve had gift officers go out, and maybe have not listened to the ratings that we gave, and asked for too little money. And we’ve actually, I have stories of donors who were, I don’t want to say insulted, that might be a little too strong of a word. But definitely were taken aback by the fact that they were asked for too little of a donation, when they knew that they were capable of more and other people, other institutions that they were involved with. Certainly, we’re asking them for the right amount. And, lastly, researchers, prospect researchers when you enter this field, and a lot of us kind of drop into it. And when we get our training, we’re schooled up on following a code of ethics. So sensitive materials if we stumble upon them, or because inevitably, you’re going to find something that may kind of straddle the line of whether this is a good research to have is the proper research to have, we do follow a strict code of ethics that binds us to making sure that the information that we provide, that we delve into, is on the up and up, you know, so we’re not we’re not being intrusive. We’re certainly not being unethical. So hopefully, you know, that’ll help kind of dispel anything, any stigmas that you might have or have heard of, when it comes to prospect research. One other thing I wanted to note, like, if you have any questions, please feel free to put in the question section or in the chat. We’re going to try to save them up for the end. But if you have anything that’s kind of pressing, as we’re going through the, the slideshow, please definitely feel feel free to drop a line. So now that we kind of cleared up some of prospect research, let’s take kind of like a use case scenario. And see how using an integrated solution. Well, screening prospect research solution works in tandem with your database and your internal information. So let’s say for instance, we are perusing our weekly or monthly gift report, right. And we find Well, recently, Mr. Eddie Brown has given us $2,000. It’s a pretty kind of like eyebrow raising gift for, you know, many organizations, that’s basically himself identifying, especially if we see that he doesn’t have a history of giving large gifts. In fact, his last gift was $50. That’s a pretty good hand raise that Mr. Brown is doing right now. And it should prompt us then to look internally number one, that’s actually the first place a prospect researcher will actually start to delve into. So who is Eddie Brown? Well, if we look into our internal systems, we’ll see that he’s an individual, he’s not a volunteer, he’s not he hasn’t been listed as a board member. So he’s kind of fresh, right? When we look at his giving prior to the $2,000 gift, he’s only given $170 total over six gifts, you know, 20 $2,100? Over six years, so he’s a consistent giver is what we see. But only recently has He given something that you know, really is comparable to say a major gift level depending on you know, the institution that you’re in, but definitely at a very higher level. So if we delve further and look at is giving history well, he is a consistent giver, as we recognized before, but he’s only really given a small levels. And if you look further, he’s given unsolicited. So nobody’s really been engaging him. We’ve only been sending him out another random mailing. He’s attended a couple of events, but only in the last couple of years. So somehow, he might have just kind of been testing the waters with us sending in those smaller gifts just to see how we react, how we maybe steward him. Those are really kind of good indicators. But we don’t have any other information because we haven’t been cultivating him

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we haven’t been engaging him. So if that’s the case, By all accounts, he looks like he could be a very good prospect potentially. Right. So what do we do now? Well, what we do is we research. And that’s where the prospect research the, you know? Well, screening tools and solutions really come in handy. Because when what we’re looking for now is, what is his philanthropy? Like? What is his wealth? Like? What types of involvement is he in? What’s he interested in? Do we have connections with him? In essence, what we’re doing is we’re building a puzzle, we’re putting the puzzle of Mr. Eddie Brown together. And that gives us a more holistic look at what this individual as a donor is like. Because if we focus in on one thing, which a lot of us tend to do is saying wealth, we look at capability. But that doesn’t really tell us much outside of the fact that he’s capable of giving something. So if you’re, say, a healthcare institution, and he’s capable of giving a six figure gift, but all of his gifts are going towards youth development, or something, that’s anything but healthcare doesn’t really help you out. Right. So great prospect on paper, possibly not a great prospect for you, because there’s no arrows indicating that he’s coming your way. In terms of his inclination. That’s why you want to see more of who this person is. That’s where things like, well, screenings, and especially integrated solutions, which are housed within your own CRM is very helpful. So say, we take his information, we we screen through a data source, it does screening source, oh, well, screening source, what does it show us? So any brown, by the way, is a real person, he’s a philanthropist, and in Baltimore. And what we can see here is that through the wealth screening, we found that 353 gifts that he’s given, that we’ve recognized before, and a high quality match, that have amounted to over $57 million. The largest gift that He’s been recognized for is $6 million. His capacity based on his wealth, his net assets, is that he can give between 10 $50 million over a five year period. He’s got 10 properties, that total over $51 million. He’s got some stocks, his business revenue is over 5.6 million, almost 5.7 million in revenue. His rating is very, very high. And this is accurate rating, this are an accuracy score on top of his philanthropy score on top of his wealth, assets. So when you’re driving this, all of this data helps to inform you in terms of granted, this is external data, right? What it’s pointing you to is number one, he’s capable, the man is capable of giving an enormous gift. If you just look at a few data points of his wealth. He’s got one property that’s worth $38 million. That’s pretty impressive. He has a very high net worth. The other thing that it points to is that he’s philanthropic. So if you look, he’s very involved. He sits on boards of other nonprofits. So he is involved. He both and his wife are both involved in the community. So they they have a pattern and they have a culture within the cells of philanthropy and giving back. And if you look at status, the giving snapshot, then you can really see and drill into what are his affinities? Okay, so that for the most part he gives to higher education and education. And another large chunk is arts and humanities. So now you’re building a better picture of him. So when you combine all that information, the external information and the internal information, then we’re kind of building more of the puzzle. So now we know that he’s given six years consistently to us, but not much contact, not any direct engagement still gave to us. However, that’s a really really good sign. It shows that he’s got an inclination towards us. He’s very wealthy. He’s certainly very philanthropic. Um, We know where kind of his interests lie. Through my own research, which, you know, I was only giving a little snapshots of the data points, but he has his own foundation, his own family foundation, which really goes to the fact that he’s super philanthropic. And he’s involved in the community. So now you’ve built a better picture of Mr. Eddie Brown, what sort of donor he is. Not just as his inclination, but the type of donor he is, right? He’s, he’s more on the side of education is more on the side of arts and culture, like he really wants to, you know, enlightened people, it seems. Now, how do you take that puzzle? So we built that puzzle of Edie. Now, we want to take him even though it seems holistic, he’s still a puzzle piece in himself, because you can fit him now into the puzzle piece of your organization of your development shop, how does he fit in the grand scheme of us? You know, now we can build a profile based on the information that we have that we’ve garnered through the data points, the external data points and the internal data points. And we can build profiles for our leadership. So if you’re a smaller organization, it’s really kind of, you know, you’re a one person shop or a two person shop, you can, you can now take that and put it to a profile to give to your leadership, and really see, you know, who do we know that can build that bridge between us and him? What are some of the programs that, you know, from looking at his charitable giving and his philanthropy? What are sort of the things that we can see that can bridge that gap? Also, do we know anybody on our board or volunteers, I can also make that connection. We can also strategize, you know, based on the gifts that he’s given. How do we engage? Like what is what are some of the conversations that we should have? Some of the other data points that we tend to find out is like social media, you know, what their social media presence is, maybe that is another avenue to connect with them, do you follow them on Twitter, you know, those, those are the type of things that more data can really help you with. But with more data, also comes just a flurry of choices and sources and whatnot. So the more data you have, the more organization you really need to have. So you need to take your integration a little further than just getting data poured in on you, right, because nobody wants to be overwhelmed. So since I take it, many of you are on DonorPerfect. You can use internal functionality that you have. Or if you have another CRM, many workflows, excuse me, many have workflows already kind of built into them. So you know, use those leverage those workflow options with your integrations with the information that you have already housed in your database, to set automated screenings, and then have them alert you when you have like a high rated prospect come in, you know, and you can base them off of your weekly and monthly giving reports, you know, for example, so anytime you have, say, a new donor, a first time donor, make a gift, you can, you know, flag them so that it triggers a capacity or a wealth screening on that person, and then have that pushed out back to you via email or, you know, however, which way you want to do it, you could do regular screenings, and manually look at them, but you know, really have the, the tool, you know, your CRM and your integration work for you. Especially again, if you’re a smaller organization or a smaller development shop. There’s, there’s tools out there that can help push this information out to you. So no need to need to do the heavy lift constantly. You just put a little bit of time on the front end to set up these operations and have that work for you. And then you can build on top of that. Now you can get all that information that you’re you’ve been gathering, and you could use it on kind of like a larger platform. So when you’re segmenting, you can use this now for your

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for your mailings, so you don’t need to do such kind of general blasts. to broad mailings, you can be more targeted in your messages, you can do it programmatically. So if you have particular programs or, you know, areas that your organization kind of focuses on internally that needs funding, you can break those down, then you can take, you know, create your buckets, then take your your donor list or your prospect list, and you can segment that down by maybe affinity interests, or where they’ve been giving to your institution like Has it just been a general Annual Fund, where they have have they been giving to specific areas within your program, or maybe you want to do it by ratings, you know, you want to look at high capacity people and really kind of target them for capital gifts. You can be much more strategic with your visits now. Because now you can cluster them by location, in addition to whether giving levels have been in addition to what their capacity ratings have been, or maybe their RFM scores, and you can build, build out. A visit schedule that really kind of serves focuses on people like that higher echelon, warmer leads, people who are probably more willing to take your call, or sit down with you for lunch, and talk to you at the same time, that can also lead to better attended events, because now you can look at the clusters best based on your segmentation to see, okay, here, at least I know this cluster of people in say, Miami, Florida within the metro area, this cluster of 50 people, they’re all givers, you know, we have a history of them giving, or we have a history of them. Now, philanthropically giving to higher education or healthcare or whatnot. Now we can build an event, right smack in the middle of that kind of cluster. And we’ll know that we have a better chance of having a better attendance rate. There versus say, like, you know, 50 miles away, where we don’t really have like a cluster or something, you know, like, it seems very common sensical, it seems very intuitive. But until we do it, it’s not really on our radars for a lot of times, because we’re too busy trying to do our day to day jobs. So we’ll end up casting a wide net, when really, you can cast a wide net, but then within that net, you can segment down to be a lot more targeted, a lot more focused. So with that even, you can then broaden that out again. And if you have a well, screening vendor, well, screening tool, so for us a donor search, you know, we have our marketing list, you can then create marketing lists. So I know there’s a lot of organizations I’ve worked with in them also that, you know, go out and purchase acquisition list, well, acquisition lists are great, but unless you give some kind of directive, those are really, really wide nets. And they can come at a hefty price. So I think it’s better if you if you’re gonna go for an acquisition list that you should define some parameters. Now they can be parameters that you built out of your own database and some of your own research. Or maybe they’re their data points that were a combination of thing of data points that you you’ve called from external, well, screening tools and internal health screening tools. Or they could just be general one, right. So for, for the sake of kind of simplicity, I did, you know, just a quick marketing list here. And what I was looking for were, you know, households in Baltimore, that have children present within the household, that have been recognized for giving $100,000 gift or above. And that they’ve been recognized as giving to education, higher education and youth development. And that lead to 204, a list of 204 households. So this was actually called down from a list of, I believe it was 75 million households throughout the United States. So think about that price point. And that advantage. I’m not paying for now a list of 75 million. I don’t know anybody who would, but I’m not even paying for a list of say, a million, or even 50,000. Now I’m much more targeted, and I can pay for a list of 204 You know, and this would probably get me a better result in terms of engagement and an outreach and people maybe answering back and reply. So when you’re more targeted, at the end of the day, I think when you start town, it’s basically segmentation of information. The simplest way to put it is you’re basically taking a very big list and you’re turning it into a small list. So you’re turning something overwhelming information into manageable bite sized chunks. That’s how I’ve always tried to sell it, for lack of a better term, to my higher ups to my gift officers to my VP is basically look us in prospect research us doing well, screenings and whatnot. What we are is we’re a tool for you think of us as your, your Microsoft Outlook, we can be your task list, we can organize things and put them into bite sized chunks for you. So that it’s not so overwhelming, so that your portfolio is not so overwhelming, so that we’re feeding you very quality prospects into your portfolio. And we’re keeping your portfolio size manageable. All of this data and stuff. Not just for major gift officers, but when you think about it for on the annual gift side. So going back to the marketing list, you know, the fact that I segmented that down, you can be more thoughtful in how you’re targeting your audience, how you’re going to use your resources, that’s a big thing too. Are you going to send out like actual mailers? Or are you going to email, you know, there’s real cost benefits here, if you can slice and dice the information of the proper way. And we use that a lot in budgeting, especially nowadays, I mean, I’m sure all of you are struggling with budgets, and struggling with resources. The way you use information to segment your populations is not just how you target them. It’s also how in the back end, in your operation, how you actually mechanically deliver that mass mailing, deliver that solicitation, so you can save money, this can help you also save money. So really, in conclusion, what I want to get across is all of this data, all of this information, it helps in so many different pain points that you have, it can help you become more efficient in the way you you approach your prospects. And the way you organize your prospects. And the way you do things in your database, you’re more strategic now. So you don’t feel like you’re kind of going in this kind of scattershot way of going after donors or prospects. Again, it builds better bonds with your current donor base, there’s nothing more disheartening than when you hear your donors come back to you and say, hey, the only time you ever call me is when you want money? Or do you ever really listen to me because you’re putting up programs that I have no interest in. So you know, they want to make sure that you’re hearing them and that you’re being good stewards of their money of their donations. And there’s no better way to do that than to do some research into them. Now, that can be as far as you know, looking at historical contact reports from you know, your predecessors and whatnot, that’s still prosper, prospect research, that’s some form of research. That’s you building a relationship with these people. And data integrity. I can’t tell you like, the last several years of my nonprofit career I spent in as the head of advancement services, this type of information goes a very, very long way in keeping your database clean, which translates into when I gotta run reports from my gift officers, for my VP for my president, I need to make sure that that that information that’s getting pumped out of there is clean research, integrations, all of that stuff, helps in the effort to keep my database clean, to keep it viable to keep it credible. And so that goes a long way also, to keep you credible. So there because again, there’s nothing more disheartening than, you know, being called out on like mistakes or something that was inaccurate. So, you know, all of this information really helps to build a better fundraising, operation and organization.

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So that really is the conclusion of my presentation. I At this point, I am so happy to take any questions. Let me look in the question area here.

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See?

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Yes, so the slide deck will be available. After this, I think I believe it will be sent out to everyone. And this are the same well screening tools available, Canada versus us. That’s a good question. You can have access to them. Whether or not there’ll be you can access Canadian data is a different question. That’s something you’d have to talk to your to the vendor that you’re talking to, and negotiating with. Typically, if you’re looking at a US based vendor, most of the time, it’s going to be us information, it’s just it, it can get very difficult, especially internationally. Because of the way information is, is reported out. Every country every country’s government has has a different standards, some of them are more restrictive, some of them are more lacks, the US tends to be pretty lacks, because we have to file taxes on pretty much everything. So if I buy a piece of property, it’s got to be reported out. Some states have clamped down on that. So like California and New York are pretty. They’re pretty infamous now for having kind of put some locks and, and restrictions on those. But you can get some information. But really, you want to talk to your vendor and see what what sources that they have access to. When it comes to properties, I’ve come across some skewed data at times when the prospect lives in a condo or similar. The results sometimes attribute the entire value of the building to the prospect when in reality they only own one unit, how can we get more accurate data? In those cases that are out there? That’s a very good question. So property can get tricky. Clearly as good as I believe, Katie, you’ve pointed out, so that comes down to property. Property reports. So as a prospect researcher, wealth vendors are great, we do a lot of business with them, we we really rely heavily on them. However, when you come across a situation like this, yes, you you need to go and look at the actual property records. So say for, I guess, if you’re in Baltimore, I’ll use I’ll use my area since I’m most familiar with it. So if somebody was living in a in a co op, for instance. And the wealth screening came back with that type of information, it gave the entire property versus just there one there one unit, then you would have to go to say like the Baltimore County’s property tax assessor their their website and you can do a search and most of the time, you can do the search on their actual name, depending on the the nuances of the county tax assessor’s office, you can most of the time, they’ll the last year for the actual address. And so there you’ll get more granular you’ll get, you’ll get a lot more detail, like you’ll get you know how much they bought it for, like the square footage of the unit and whatnot. With places that are say like New York, which are infamously harder to get that type of information, you basically have to do some detective work and deduction. So you’ll never with New York and places like that you never going to get a straight up property record, you’re going to get more. Okay, so this is a co op. So then you’ll have to go out to say sources like property shark or how had a I have a list actually, from my prospect research days of different sources. So if you want to connect with me offline, I can I can give you some of the sources but there are places like property shark and that will list out the building. Because a lot of those buildings are historical and they give kind of information on them and you can find on those websites, comparables, they’ll even show sometimes the actual site sales history, they won’t have a name attached to them, but they’ll have a unit and some of those sizes. So comparable sizes so that way you can get like a better estimation of what the particular unit is worth. And so you could use that as more of your ballpark figure, if that helps. Let me see.

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Hi, we’re a small volunteer led nonprofit I was hired in 2012. I’m wondering about the way our board and myself to move forward building and nurturing that relationship, we’ve never really had a stewarding process, let alone donor cultivation program beyond annual.

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So you haven’t had any? Well, so basically, with that, yeah, you’re kind of starting from scratch. So I mean, the number one place I would look is definitely I would start to run some queries into your own database internally. So really look at like, who’s been involved without having been solicited, or being engaged really, are the ones who have been. So you really want to start with some kind of base level, talk with your board as to like, what you want your metrics to be. I personally would be looking for people who have a history of giving consistent giving. I would also look at people who definitely have been involved in some way volunteers and maybe sit on some committees and boards and develop a kind of like a shortlist based off of that. So you want to wait it then also of like, you know, how long have they been giving versus, you know, if you have somebody who’s been giving, say, like 10 years or more, like maybe a certain level versus people who have only given in dribs and drabs have only given like, five gifts over a 20 year period and hasn’t given in say, like 10 years, that might not be somebody who you really need to have on your shortlist. You can combine that data with then, you know, external data points from a well screening, you know, like I showed, and then kind of build a bigger and more targeted spreadsheet of of people who really are number one highcapacity. Number two, have given consistently and so therefore have shown an affinity to your organization, and then also have shown that they have some involvement with you. And then you can take that list to your board and say, Hey, do we know who these people are? Do any of you know who these people are that we can make some kind of like introduction to some other kinds of data points have probably be very good to know, are you know, where do these people work? Like what organizations do they work for, because then you can see if any of your board members have any kind of involvement with the board, so they might not know that person directly, but they might have some connection to that organization, and maybe can in some other indirect way, make an introduction for you. Same with if you can find other organizations, maybe nonprofit organizations that they they sit on the board of which again, is another reason why a wealth screening tool is really good, because it can can call that information for you. And you can build that into your list. So I hope that helps. Once we follow on Twitter, then what? That’s a good question. So it’s really just another avenue, right? It’s just another avenue for you to kind of have some kind of outreach, you could, you could certainly post on their Twitter, if depending on like how you feel that relationship is for you. That’s really a question of how your annual fund or how your gift officers want to handle that kind of outreach, is that something that’s kind of, maybe they’re too skittish about it is kind of it can be kind of intrusive, because you know, Twitter can be something that’s more unless you’re a celebrity or something like that really is more personal. But, you know, we live in a day and age now where everybody kind of lives their lives on on social media. So maybe it’s not so alien for that person. I mean, especially look at their Twitter feed, because if they’re very very active on it, maybe it’s not such a weird or strange thing for them to connect with somebody on Twitter, just kind of out of the blue. Maybe they are that’s what they expect. And then maybe that’s how they like to be approached. So it’s really delving in and looking at you You know, their feet, it’s not, you don’t just stop short of just following them, you know, like discovering that they have it and then following them, you kind of have to do a little bit more digging, not a ton more, but you know, just kind of get more of a feel of the person. Again, it’s building that, you know that that puzzle of that person, what they’re like, would suggest that you are also looking at Mrs. Davis while you are. Sorry, I’m just trying to read some of these questions. And then they get, they get a little cut off. So I just want to make sure that I get to

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my apologies. There are there are a lot of questions. Would you suggest that you are also looking at Mrs. Davis while you are researching her husband? Yes, I would. That does come down to though how much time that you have, how extensive you want your research to be. But yes, if you can pull in the spousal information, that’s always a good extra data source for you to have because, you know, if somebody’s married, or somebody has a significant other or a partner, you know, chances are like their their decisions, especially philanthropically in terms of like how much they’re going to give who they’re going to give to, isn’t going to be isolated, you know, they’re gonna want to get, you know, the input of their their significant other. So, yes, I would certainly do that. You also can find out like, you know, how much they really bring in, in terms of their, their, their income, you know, because unless they’re the source, the sole source of income, you know, chances are, they’re not so. In Canada, I’m using iWave. But it does not integrate easily. I can’t really speak to that I don’t I don’t use iWave. I haven’t actually used iWave and several years. So it’s been it’s been quite some time. Today is the first time I ever signed into donor search, how do you see the donors giving? As a pie chart? How did you see oh, so if you go into the profile, the profile summary, like when you build that profile summary, it should be right there, it should pull up next to their name. When there’s the top bar that has their information, the DS rating and the summation. And right below that, when the probe the rest of the profile starts, it should be on like your right hand side right there. In terms of an integration like that, you talked about why way. So donor search does have an integration with DonorPerfect. So you can go into that constituent record. And automatically, we have like a custom section custom field there, that you can do a screening just from that from your CRM, and we’ll pull that data back in it will also kind of it can also take you out to show you the big profile, but also all those data points come back in for you. So I have needed on a perfect, can you clarify does the information I enter about my orange donors become visible to others who use DEP? No, it does not. That’s all yours when you have well in your organization. So it should, because if your organization like whoever is has user accounts, the organization will should have access to that? Do you generate prospects mainly from existing donors, or from a list of generated and outside prospect providers? So what donor search does, what we do is basically if you’re talking about the marketing lists, specifically, the marketing lists works off of two things. It works off of consumer data. And it also works off in tandem with our donor database. So we have the largest database of philanthropic giving, charitable giving, because we collect annual reports, donor walls, any sort of recognition for charitable giving that we can find. We have over 260 million records that we update with a quarter of a million every Monday so and we even put in both links and scans because if we find things like a playbill or whatnot, we’ll scan that information and everything is actually searchable. So when you’re building an actual profile, per se, and you’re doing a well screening on a person, or batch screening of people, that information calls through that Charitable Giving Database also, and it matches the names, the locations, we have our own proprietary matching logic that it goes through, and it scores at high quality matches versus down to the low quality matches. And then it builds scores off of the high quality matches. And then if you if you couple it with your internal information, say like your giving information, your involvement information, we can also do an RFM scoring too. And we can also do a major gift likelihood scoring and annual fun, likelihood scoring. So those type of things, those types of solutions are also available. I’m curious about the integration peach piece you mentioned, does it depend on what CRM you’re using? Whether or not automated screenings are possible? Or is that function across the board on all CRMs? For context, we use now for good. So most CRMs will have some sort of integration we have integrations with even lost count credit I’ve only been with during the search for about three months. So I know that like the big ones and some of the smaller ones we have integrations with. So we have integrations with everybody from Salesforce to DonorPerfect, obviously, to a little green light. So the it’s a pretty common thing to have nowadays, when you have a CRM that’s robust enough Network for Good in particular, I’d have to look into to see. And in terms of like the workflow when you automate screenings and whatnot, yes, so that’s something that is also pretty common. So it shouldn’t, it shouldn’t be something out of the ballpark, you just have to talk with say, one your your CRM, so you want to talk with Network for Good. And see what integrations that they have. And then you’ll probably talk with, well, they’ll probably have all the information for you in terms of, especially with like automated screenings, because they can also contact you know, the screening vendors that they that they work with, or whoever you want to work with. And you’d have to just kind of have maybe like a quick, you know, roundtable discussion, questions about donor search from DonorPerfect One, can donor search download information on a donor right into my DP record for that person to how current is the information on donor search? And related, how often is the information updated? So, yes, so yes, you can, when you build out that profile, you can retrieve there is an actual retrieve button in DonorPerfect, so you can have the data points brought back in into that custom field for you. And you can actually have it refreshed. So anytime you hit that retrieve button, it refreshes that profile. So it rebuilds it refreshes it pulls it back in the information, like I said, our our Charitable Giving Database, we’re adding new gifts in quarter million about every Monday. That was donor search integrated, or affiliated with DonorPerfect. So we are not the same company. We’re two entirely different organizations. And we basically, we’ve worked with DonorPerfect to build an integration into the DonorPerfect platform. So it lives in the DonorPerfect constituent record. You can also do batch screenings off of it, but you’d have to you’d have to contact your DonorPerfect representative to set that up. The integration really is for your use case, you do one by ones, if you wanted to do large batch screenings, and you’d have to talk with donor, your DonorPerfect representative and they can set that up for you. Does donor search track death and marriage records to ensure that we have this information to you? I’d have to look into that? That’s a good question. I believe we do but because we do follow demographic information. And we do cultivate that. So I believe we do but I’ll have to double check on that. We are a very small nonprofit but we’re confident that we have some very wealthy individuals are though they are not known to us wanting to use wealth creating a wealth screening service. Excuse

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me, sorry, I have to expand this. How much should we expect to pay for All screening service? Good question. Depends, it’s really going to depend on the volume. And it’s going to depend on the services. That because because you can do all the current like well, screenings.

50:27  

Again, I’d have to look into that for you in terms of if you’re looking for us, specifically, you can send us an email, or send me an email, where you can go to donor search.com, or sorry, so donor search.net. And ask for more information, I can tell you without tooting our own horns, that our pricing is probably better than our competitors. And as an end user, keep in mind, I’ve only been here for three months, I’ve been an end user, so I know how it goes. I think our person is better. So what type of Smart Actions did you create the one that you showed us, so it’s, so you can create a smart action that’s based off of say, like, you create a report that says, you know, if any gift comes in at like a certain threshold, so like, $200 $500, whatever you want to set, you save that, and then you go into Smart Actions, and you use that as kind of like your root report, to flag whoever comes in then. And then through Smart Actions, then you define that like, Okay, I want it to send an email to me and say, my colleague, or whoever, every time x happens, and the X is usually that report that you kind of piggyback off of. So that’s really how it goes. If you want to learn more about Smart Actions, you should talk to your donor, perfect representative and they could, or whoever they’re, maybe their customer service or client success people, they could probably help you do that, too. And they could certainly help you walk through it and set it up. It’s pretty cool. It’s a really great workflow functionality. Can you remind us of your name, sorry, my name is Frank Choi. If you if any of you need anything or would like more information, you are more than free. I’m happy to talk to you to enter anything. If you want to send me an email. It’s Frank dot choice ch o i a donor set donor search.net. And I believe that’s the end of our questions. So sorry that I rushed through anything. Again, feel free to contact me I think Laurie could probably send out my information. Also, I apologize. I should have put it on the questions screen. But please, again, feel free to contact me or feel free to contact donor search to our DonorPerfect to get to me. And with that. I will say thank you so much. I hope you have a great rest of your week. great rest of your day. And and I’m signing off bye