Get Those Reps In!

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In the summer of 2018 I summited Mount Rainier (4,400 meter peak). The climb started from Paradise parking lot in Mt. Rainier national park, but my training started almost 6 months before that!  This wasn’t going to be a routine day hike - far from it! Preparing to climb a mountain involves rigorous training. Some of the drills were time consuming and technical while others were quite basic.

Whatever the day held for training, my routine always began with 12 foundational exercises. We called them the daily dozen (actually, I referred to them as the dirty dozen).  This equipped me to successfully reach the summit and enjoy the miraculous views. At times the daily work-outs were hard and painful. Yet as I look back on the experience, I’m so grateful for those essential disciplines which prepared me for the joy of viewing a sunrise from 14,400 feet.

Major gift fundraising sometimes feels like its own big mountain and also requires mental conditioning.  After giving it some thought, I’m suggesting 12 mindset exercises for you here, any of which can be practiced 3–5 times a week.  These will equip you to build resilience, confidence, and strategy in your work. Each exercise includes a quick action step to reinforce the mindset. Give these a try and let me know what you think!

1. Standing Steam Engines (keep the energy flowing)

Key Mindset: Initiative - Take the first step; don’t wait for givers to reach out.

Standing Steam Engines improve cardiovascular endurance, just like consistent follow-up keeps your fundraising efforts moving forward. The most effective fundraisers don’t wait for givers to reach out - they take the first step.

Quick Exercise:Scan your portfolio and select three people to follow up on with a simple email, handwritten note, or a meaningful check-in.

2. Arm Extenders (stretch your reach)

Key Mindset: Networking - Build new relationships beyond your current circle.

Arm Extenders expand your range of motion, just as intentional networking expands your potential giver base. If you’re only cultivating existing relationships, you’re limiting your mission’s impact.

Quick Exercise: Set a goal to connect with three new potential supporters every month by way of introductions, social media engagement, or industry events. Review and update your networking worksheet multiple times a week and make plans to pursue new connections.

3. Lunges (bold and balanced activity)

Key Mindset: Alignment - Match the ask to the giver’s passion.

Lunges require balance and strength, just like making the right ask at the right time requires discernment and boldness. Aligning your invitation with the giver’s passions makes all the difference. When there’s not a match, help them connect with the organization that they are excited about.

Quick Exercise: Identify one key giver in your portfolio and research their interests. Craft a personalized ask that aligns with their giving priorities. (Or…connect them with the thing that they are most excited about!)

4. Three-Quarter Squats (preparation and resilience)

Key Mindset: Adaptability - Be ready to shift strategies mid-conversation.

Three-Quarter Squats prepare your muscles for different movements. Similarly, adaptability helps you navigate difficult donor conversations with ease.

Quick Exercise:Role-play an upcoming donor conversation with a colleague. Have them raise objections so you can practice responding with confidence and clarity.

5. Steam Engines Lying Down (flexibility and adaptability)

Key Mindset: Fluidity - Be willing to pivot your strategy.

Steam Engines Lying Down improve flexibility, just as a good fundraiser knows when to shift their approach based on the giver’s needs.

Quick Exercise:Before your next meeting, review the giver’s recent philanthropic interests and be prepared to adjust your conversation accordingly.

6. Push-Ups (strength through repetition)

Key Mindset: Persistence - Keep showing up, even without immediate results.

Push-Ups build strength over time, just like consistent effort builds trust in fundraising. Showing up regularly, even without immediate results, is key.

Quick Exercise:After every giver interaction, follow up with a thoughtful email or handwritten note summarizing the conversation and outlining next steps.

7. Tricep Dips (support your colleagues and givers by listening and serving)

Key Mindset: Collaboration - Work alongside your people.

Tricep Dips strengthen stabilizing muscles, just as collaboration stabilizes donor and colleague relationships. Top fundraisers treat giving as a partnership rather than a transaction.

Quick Exercise: Take five minutes today to express gratitude for a giver, connector, or colleague. Strengthen your relationships by acknowledging their contributions.

8. Mountain Climbers (persistence is essential)

Key Mindset: Resilience - Push through obstacles with determination.

Mountain Climbers test endurance, just like fundraising requires the ability to keep going despite setbacks. Resilient fundraisers stay the course.

Quick Exercise: Start a “wins journal”. Each week, write down at least one small victory - whether it’s a great conversation, a new connection, or progress toward a gift.

9. Russian Twists (examine every angle)

Key Mindset: Curiosity - Ask deeper questions to uncover motivations.

Russian Twists train your core to move in different directions, just as curiosity helps fundraisers uncover what truly motivates a giver.

Quick Exercise:Spend 15 minutes brainstorming how your mission intersects with trending topics or a giver’s unique interests. Adjust your approach based on your findings.

10. Ranger Crawls (building humility and connection)

Key Mindset: Humility - Respect the giver’s journey and choices.

Ranger Crawls keep you low to the ground, just like humility keeps fundraisers focused on relationships rather than transactions.

Quick Exercise:In your next meeting, focus entirely on listening. Ask open-ended questions that encourage the giver to share their story and motivations.

11. Sumo Squats (a wide stance brings stability)

Key Mindset: Balance - Prioritize multiple relationship types.

Sumo Squats provide a wide, stable stance - just like a diverse, balanced donor base provides long-term sustainability for your mission.

Quick Exercise:Identify one new segment of potential supporters such as young professionals, business leaders, or faith-based groups. Start engaging with them this month.

12. 8-Point Burpees (full-body efforts deliver results)

Key Mindset: Coordination – Align multiple efforts for maximum impact.

8-Point Burpees demand full-body coordination, just as great fundraising requires alignment between storytelling, strategy, and relationship-building.

Quick Exercise: Create a quarterly impact plan that integrates storytelling, program updates, and personalized touchpoints for your key supporters.

Physical workouts are challenging and these mindset exercises are no different! In the moment, they are no fun…BUT they build strength over time. Choose 3–5 of these exercises to practice weekly.  You’ll develop the resilience, confidence, and strategy needed to excel in major gift fundraising.

Now, let’s get moving… There are mountains to climb! ⛰️

BTW - Would anyone like to climb Mount Kenya and/or Kilimanjaro with me sometime? I’d love to do both in the next couple of years as part of vision trips to Africa. Send me a DM and let me know if you’re interested!

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If you haven't taken advantage of some of the resources I've created to help major gift fundraisers, take a look now!  Initial calls with me are free and "no strings attached".  Sometimes folks feel like they need to wait and not 'bother' me until they have a pressing issue.  No need for that...just make the call. 🕺

‍Here's where you can access a lot of content for free:

‍* Follow me on LinkedIn - You'll get short pro-tips and reflections on major gift fundraising every day between 5-7am pacific.

* Breakthru Newsletter - As you've seen here, these are longer weekly posts (audio and written) sent directly to your email.

* Breakthru Blog - the newsletter from the previous week gets posted here each week for everyone (so email subscribers get it a week early).

* Breakthru Podcast - Interviews with high net worth givers about how we as fundraisers can get better at inviting them to the party.  And audio readings of Breakthru Blog posts.

‍Before getting to the PAID stuff: My opinion is that no small ministry with a tight budget should be spending more than $3-5k (total) for major gift coaching/consulting.  Most of you will be good-to-go spending far less than that.  This was a major issue for me when I was a frontline fundraiser - major gift consultants were an expensive 'black-box-of-confusion' for me.  That stops now.

‍Here's the PAID stuff:

‍* Online Catalyst Course - This is a full brain dump of my 28+ years of experience - good, bad, ugly.  It's built around the fundamentals, the sacredness, and the fun, of major gift fundraising.  It's infused with Henri Nouwen reflections.  Many people can take this course and they will be 'cooking-with-gas' and not need any additional coaching from me on the core systems.  I'm grateful that this course has gotten *great* reviews.

* Live coaching with me - I refer to this as "brain rental".  The ROI on live coaching, as you might imagine, is extraordinary.

Finally, be sure to connect with my colleague Ivana Salloum.  She's super awesome and can help with scheduling and access to resources, etc.

I look forward to hearing about your good work!

Blessings,