Explore every episode of the podcast Hey Fundraiser!

If your major gift opportunities sound like a menu of programs, you may be unintentionally teaching donors to restrict their giving. In this episode of Hey Fundraiser!, Mary goes deeper on Offers & Outcomes and shows how to position your work around the change a donor can make instead of your internal program structure. You’ll learn the difference between a program and an offer, why specificity does not have to mean restriction, how to package cross-program work into a compelling major gift opportunity, and why donors should be investing in outcomes, not accounting codes. Mary also explains how to stop asking donors to design your strategy, how to price an outcome so it becomes an investable opportunity, and how flexible funding can actually make stewardship stronger because you can report back on the result the donor helped create. She shares examples from housing, healthcare, higher education, and the arts, plus a simple exercise to help you rework your own language: “With an investment of X, you can help us Y.” The goal is to stop selling programs and start inviting donors into meaningful, measurable change.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

You found the perfect major gift prospect. Great capacity, strong giving history, real connection to your mission...and they will not respond. In this episode of Hey Fundraiser!, Mary tackles one of the hardest parts of major gift fundraising: getting in the door. You’ll learn why generic “would you like to grab coffee?” emails fall flat, how to make your invitation genuinely worth saying yes to, and why access often matters more than capacity. Mary shares practical ways to use your board, donors, leadership, volunteers, and community connections to create warm introductions; how to invite prospects to advise, react, experience, or see something behind the scenes; and why changing the messenger or communication channel can completely change your results. She also shares creative cultivation ideas that go far beyond coffee and lunch, including the story of the donor she cultivated by walking with him several mornings a week after his back surgery. And if nothing works? Mary explains when it is time to bless and release, because your job is not to get every wealthy person in the door. It is to find the people who actually want a relationship. Major gifts do not start with the ask. They start with access.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

If Mary walked into a nonprofit tomorrow and had one year to build a major gift program from scratch, what would she do first, what would she ignore, and where would she spend her time? In this episode of Hey Fundraiser!, Mary breaks down the seven things she would prioritize to build a focused, effective major gift program without getting buried in software, policies, giant portfolios, or endless database cleanup. She walks through how to build a Money Map of the donors who can actually move your goal, create compelling Offers & Outcomes that fund change instead of budget lines, get in the door with your best prospects, establish a consistent Relationship Rhythm, identify donors who may already be ready for a larger conversation, build confidence around asking, and steward major donors like true partners after the gift. She also shares what she would deliberately not spend time on in the first six months and what she would want accomplished within the first 90 days. The goal is not more activity. It is more focus: the right people, the right opportunities, the right relationships, the right asks, and exceptional stewardship. Mary also shares how the 2027 Major Gift Intensives will help fundraisers do this work shoulder-to-shoulder using their own prospects, donors, challenges, and fundraising goals, with stops planned in Los Angeles, Dallas, Chicago, Washington, DC, Philadelphia, and New York.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Why do donors happily fund programs but hesitate to fund the people, systems, and infrastructure that make those programs possible? In this episode of Hey Fundraiser!, Mary breaks down how to inspire more unrestricted major gifts by building deeper donor trust. You’ll learn why restrictions often reveal where trust stops, how phrases like “we do so much with so little” can reinforce harmful scarcity thinking, and how to reframe overhead as the investment required to produce strong outcomes. Mary shares practical ways to talk about staffing, technology, leadership, and infrastructure with confidence; explains why unrestricted gifts are really confidence gifts; and gives exact language for asking a major donor for flexible support. She also challenges fundraisers to calculate the true cost of delivering their mission, set an intentional unrestricted giving goal, and replace scarcity language with investment language. Plus, Mary previews her upcoming book, Fortune 500 Expectations on a Bake Sale Budget, and makes the case that strong missions need strong organizations behind them. 

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

How many times can you follow up with a donor before you become annoying? How do you actually know when it’s time to ask? What happens if you ask for too much? Do you need a polished proposal before you ever talk about money? And where do you even begin when your major gift portfolio is completely overwhelming? In this episode of Hey Fundraiser!, Mary tackles five of the questions she hears most often in her major gift coaching conversations and digs into the strategy behind each one. She shares why silence from a donor doesn’t automatically mean no, how permission-based fundraising can take the anxiety out of asking, why fundraisers often negotiate against themselves before the donor ever gets a vote, when a proposal helps and when it becomes a hiding place, and how to narrow an enormous portfolio into a focused Money Map of the donors most likely to move your fundraising forward. The thread running through all five? Stop letting fear make your fundraising strategy. Great major gift work requires curiosity, judgment, confidence, and the courage to keep the relationship moving forward. 

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

What if the professional development line in your budget isn’t an expense, but one of the smartest revenue investments your organization can make? In this episode, Mary shares what happened when 15 Executive Directors and fundraisers gathered at her home in Bend for the VIP Intensive and went deep on their actual major gift work. Mary walks you through how to build the business case for professional development, calculate the ROI, identify the gift that would make the investment pay for itself, approach your ED or board, and respond when you hear “we don’t have the budget,” “can’t you learn this for free?” or “let’s revisit it next year.” 

Download the 2027 Professional Development Budget Kit to get the budget request memo, ROI worksheet, objection language, board talking points, and 2027 calendar you need to make your own ask.

Learn more about the Major Gift Intensive at heyfundraiser.com/major-gift-intensive and the VIP Intensive in Bend OR here: heyfundraiser.com/vip

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Your best gift officer is going to get a recruiter's call this quarter. What happens next was decided by how you led this quarter.

This week I'm sharing a session I delivered for nonprofit leaders at Northwestern's Kellogg School of Management on the problem nobody budgets for: keeping your most successful development officers. The average frontline fundraiser stays 16 to 18 months. Replacing one costs an estimated $127,650 before you count the real damage, which is the donor relationships that walk out the door. By the numbers, the average MGO closes nearly $2 million a year. That's not a staffing gap when they leave. That's a revenue line.

The good news? Almost every reason great officers quit is a leadership choice, which means every one of them is fixable. I walk you through the four pillars that keep top performers: investing in their growth before someone else offers to, real flexibility (not the fake kind with surveillance software), servant leadership that removes obstacles instead of inspecting activity, and my favorite: giving your officers time to go do things, because donors are out seeing plays and trying new restaurants, and an officer with no life outside the office has nothing to talk with them about.

I also share the five KPIs I give every organization I coach, including why I cap face-to-face meetings at ten per month instead of setting a floor.

None of the four pillars are a raise. All of them cost you almost nothing. And your best officer is already measuring you against every one of them. 

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Should you hire a fundraising coach or a consultant? Most fundraisers pay for the wrong one. In this episode, Mary breaks down the real difference: a consultant hands you the plan, but a coach gets in the car with you. You'll hear the story of Anna and her major gift ask, learn exactly when each type of support makes sense, and get the questions to ask (and red flags to watch for) before you hire anyone. If you've ever wondered why the binder on your shelf didn't raise a dollar, this one's for you. 

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

What should you actually talk about at a Small Table? In this episode, Mary breaks down one of the biggest mistakes nonprofits make when they finally get the right donors around the right table: turning an intimate conversation into a miniature fundraising presentation. When leadership wants to talk about budget deficits and board members want to lead with statistics, it is easy to lose sight of what Small Table is really designed to do: build relationships. Mary shares how to turn financial challenges into mission-centered conversations, why statistics should support the discussion instead of dominate it, and how better questions can help donors think, engage, and reveal what they truly care about. 

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Executive directors are pulled in a thousand directions, but major gifts still need focused attention. In this episode, Mary shares a practical strategy for leaders who have only four to eight hours each week to devote to fundraising. You’ll learn how to identify the 15 to 20 donors who deserve your personal attention, structure a simple four-hour major gift schedule, prioritize donor conversations and follow-up, move the right people toward an ask, and ignore the complicated systems, perfect proposals, giant prospect lists, and time-consuming activities that do not lead to gifts. Mary also shares how to involve willing board members, protect fundraising time on your calendar, and build a major gift program that is focused, personal, consistent, and sustainable. 

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

 CEOs play a crucial role in major gift fundraising, but not all of them are natural fundraisers. In this episode, we’ll discuss how to prepare and coach your CEO for major donor meetings, including messaging, body language, and overcoming objections. Learn how to position them as the ideal storyteller and ambassador for your mission. 

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

This is a different kind of episode, and it might be one of Mary's favorites yet! No theory, no framework from the top down. Just three real questions sent in by fundraisers like you, answered live.

Mary digs into how to do prospect research in-house with zero fancy tools (hint: your donor database already knows more than you think), how to translate big campaign priorities into asks that actually feel personal to a donor, and how to build a real system for stewardship and donor upgrades so gratitude doesn't rely on one exhausted fundraiser's memory. She closes it out with the story of how she got into fundraising in the first place, and yes, a 22-foot python named Rajiv is involved.

Got a question of your own? Send it to mary@heyfundraiser.com or drop a voice memo on Speakpipe. It might be the next episode! 

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

In this episode, I walk you through what we built together and answer the six questions that came up in the room, because I guarantee you're asking them too. Does the dinner have to be in someone's home? What do you do with loyal donors who won't return your calls? Can you invite people who have never given? And the big one: do you ask for the gift at the table, or the next morning? (The answer to that last one took me years and a lot of money left on the table to learn.)

If you've read Small Table Big Philanthropy and thought "okay Mary, now help me actually build mine," this episode is your preview of exactly what we do in the Small Table Intensive. 

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Your year-end success is being decided right now. Not by your appeal letter, not by your Giving Tuesday plan, but by what you're doing with your top donors today. In this episode, Mary steps back from the tactics and hands you the thinking that makes every year-end move actually land: ask a major donor once, then thank them for the next 180 days.

The Year-End Major Gift Playbook: Mary's complete six-month strategy to crush year-end, with scripts, calendars, trackers, and her 20 best cultivation ideas. Everything you need between now and December 31.

--> Get your Year-End Major Gift Playbook Here!

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Most fundraisers treat summer like the slow season. That's the mistake. Summer is the single best relationship-building season of the year, and what you do with your donors in July and August is what you'll close in October and November.

In this episode, Mary makes the case for summer as your secret weapon and hands you the exact moves to use it. You'll learn the low-stakes cultivation tactics that actually deepen donor relationships (yes, the lemonade and the walk are strategy), and the one conversation that takes the pressure off your entire fall: sitting down with your prospects to map out the next six months together, so you're protecting their holidays on purpose instead of chasing them through the Jewish High Holidays, Halloween chaos, and Thanksgiving. 

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Mary shares highlights from her keynote at the AFP Santa Barbara and Ventura Counties Summer Symposium, a full morning with 110 fundraisers built entirely around major gift confidence. She covers the difference between cultivation and avoidance, the relationship rhythm that moves donors forward without feeling transactional, and why confidence isn't a personality trait – it's a skill set you can build.

She also breaks down the three takeaways that landed hardest in the room: go deeper not wider (why 20 deep relationships beat a portfolio of 150), ask sooner with permission-based language, and why getting out from behind your desk and living your life might be the most underrated major gift strategy there is.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Mary teaches the board fundraising framework from Small Table Big Philanthropy — the one that works because it doesn't ask board members to do anything that feels like selling. She covers the 3-questions exercise (30 minutes, dozens of new prospects), the 4 board fundraising roles (none of which require 'the ask'), the small table approach to activating board networks, and how to celebrate and reinforce board fundraising wins so the momentum continues.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Mary makes the case for summer as the most strategic cultivation season of the year. She covers the summer small table strategy (the backyard dinner, the outdoor lunch, the informal gathering at a board member's home), the fall calendar booking strategy (book October visits now, while calendars are still open), and the specific summer actions that directly lead to Q4 gift closures.

She also addresses the board's summer role — and why summer social gatherings are one of the most underutilized major gift tools in most organizations.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Mary teaches from What to Say and her 25+ years of major gift experience on the single most common response to a major gift ask. This episode breaks down the in-the-moment response, the 48-hour follow-up, how to create structure without pressure, and the difference between 'thinking about it' and a quiet no.

She also covers the 4 most common objections in her book: 'I need to think about it,' 'This is too much money,' 'I'm not interested,' and 'I want to talk to my spouse.' Full language for each.

Get What to Say at heyfundraiser.com — it's your word-for-word playbook for every major gift conversation. Share this episode with your entire development team.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Mary teaches the 4 hidden major gift prospect profiles that live in almost every donor database — and the conversations that unlock them. She covers the 3-filter database review, the re-qualification conversation, and the staircase model that shows exactly how a $500-a-year loyal donor becomes a $50,000 major gift.

This episode is full of practical language you can use this week. Mary shares examples from the book — including the "graduation day" moment when a long-time mid-level donor realizes they've been waiting for an invitation to climb the staircase.

Get Small Table Big Philanthropy at heyfundraiser.com. It has the full staircase system — plus everything else you need to build a major gift program that grows itself.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Mary walks through the full mid-year major gift program evaluation. This episode is built on the Engineer step of her 4-step system: the phase where you get crystal clear on whether your strategy is working. She covers the 5 metrics that actually matter, how to run a pipeline health assessment, the 3 most common mid-year diagnoses, and how to build a realistic Q3 course-correction plan that doesn't require working 80 hours a week.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Mary teaches the stewardship system from Small Table Big Philanthropy — the one that turns $1,000 donors into $10,000 donors and $10,000 donors into $100,000 donors. She covers the 48-hour post-gift sequence (why a phone call beats a letter every time), the mid-year impact update format that actually gets read, the annual stewardship visit agenda, and the math behind treating donors like royalty vs. treating them like ATMs.

Grab Small Table Big Philanthropy at heyfundraiser.com. If this episode resonated, leave a review — it helps more fundraisers find the show.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

In this episode, I will share how shifting from large galas to small, intimate dinners can exponentially increase major gift fundraising. Discover her three-step strategy to build sustainable donor relationships and learn about her Small Table Intensive workshop designed to turn theory into actionable plans. 

 #fundraising #donorrelationships #philanthropy #majorgifts #marypetersen 

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Order Small Table Big Philanthropy at https://stbp.heyfundraiser.com/. This is the book your entire development team need.

If you want to go beyond the book and actually build this out with me — live — I just opened registration for the Small Table Intensive. This is a 4-hour working session, limited to 30 organizations, where we don't just talk about the Dinner-Match-Upgrade strategy. We build it. Together. 

#fundraising #donorrelationships #philanthropy #majorgifts #marypetersen

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

A week before the April 30 launch, Mary does a live teaching from the heart of the book. She covers the small table philosophy (why intimacy beats scale in major gift fundraising), the three-part strategy (Dinner → Match → Upgrade), the staircase mindset ($1,000 → $10,000 → $100,000), and the courage it takes to invite someone into something bigger.

This episode is part teaching, part behind-the-scenes look at how the book came to be, and part permission slip for fundraisers who are ready to try a more human approach.

Pre-order Small Table Big Philanthropy at heyfundraiser.com. 

Launches April 30. 

This is the book your entire development team needs.

#fundraising #majorgifts #relationshipbuilding #smalltablebigphilanthropy 

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Mary pulls from her book What to Say to teach the full anatomy of a major gift ask conversation. She covers the 5 elements of a strong ask (set-up, ask, silence, donor response, fundraiser response), how donors give from their head, heart, or gut and why matching your ask style to your donor's giving style changes everything, and the exact language of asking for a specific amount.

She also digs into what most fundraisers get wrong — and the one sentence that causes more lost gifts than any other mistake.

Get What to Say and Small Table Big Philanthropy. 

Small Table launches on April 30. Go get your copy.

#fundraising #majorgifts #donorrelationships

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Mary introduces the no-agenda visit as the cornerstone of the cultivation phase in her 4-step system (Engineer → Culivate → Solicit → Steward). This isn't 'showing up without a plan' — it's showing up with a completely different plan: the plan to listen. In this episode, you'll learn how to prepare for a visit where you're not pitching, the 5 questions that open every real donor conversation, how to read relationship readiness signals, and the follow-up routine that turns every no-agenda visit into meaningful next steps.

Mary also shares the story of a $250,000 gift that came from a visit where nobody asked for anything.

PREORDER: Small Table Big Philanthropy - comes out April 30th!

DOWNLOAD: The No-Agenda Visit Guide

#fundraising #donorrelationships #noagendavisit #cultivation #majorgifts

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Donor retention is the most under-discussed topic in major gift fundraising — and the most expensive mistake organizations make. In this episode, Mary digs into the real reasons donors go quiet, the exact moment most organizations lose a relationship they didn't know they were losing, and what the organizations with 80%+ retention rates do differently. Spoiler: it's not a better newsletter.

This episode is grounded in a chapter from Small Table Big Philanthropy about what it really means to treat your $1,000 donors like royalty — and how that mindset compounds into major gifts.

Grab Small Table Big Philanthropy at heyfundraiser.com — launching April 30. And if this episode helped you, share it with one fundraiser who needs to hear it.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

This episode explores the art of follow-up in major gift fundraising, emphasizing a steady, relational, permission-based approach that preserves trust and moves opportunities forward. Learn practical strategies for timing, messaging, handling silence, and maintaining integrity after the ask.

#fundraising #donorfollowup #relationshipmanagement

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

In this episode, Mary Petersen demystifies donor objections, showing fundraisers how to handle them with confidence and trust-building techniques. Learn the seven most common objections, a simple three-step response framework, and tips on tone and preparation to become a calmer, more effective fundraiser.

#fundraising #donorobjections #giftconversations #relationshipbuilding #fundraisingtips

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

In this episode, Mary Petersen talks about a simple yet powerful framework to personalize your fundraising conversations based on donor decision-making styles—head, heart, or gut—and significantly increase your success.

#fundraising #majorgifts #fundraisingstrategies

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

In this episode, Mary Petersen talks about the key difference between describing your organization’s activities and showcasing the real results that inspire donors to give. Explore practical strategies to reframe your messaging around impactful outcomes that resonate emotionally and logically with donors.

#fundraising #nonprofit #fundraisingstrategies #fundraisingsuccess

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

In this episode, Mary Petersen provides a master class on the critical first five minutes of donor meetings, emphasizing their importance in setting the tone, creating depth, and leading the conversation towards meaningful engagement. She outlines common pitfalls to avoid, offers a structured framework for effective donor engagement, and discusses various scenarios that fundraisers may encounter during meetings. The episode concludes with strategies for structuring the remainder of the meeting to ensure progress in donor relationships.

#donormeetings #fundraising #majorgifts #fundraisingstrategies

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

In this Valentine's Day special episode, Mary Petersen discusses the challenges of fundraising burnout and offers practical advice for rekindling passion for the work. She emphasizes the importance of relationship-building over task-oriented approaches and provides actionable steps to reconnect with donors and protect one's energy while maintaining high goals. The episode serves as a reminder that fundraisers are not alone in their struggles and can find meaning in their work through intentional actions.

#fundraising, #relationshipbuilding, #donorengagement, #Valentine'sDay

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

In this episode of the Hey Fundraiser podcast, Mary Petersen discusses the critical importance of silence after making a major gift ask. She emphasizes that the moments following the ask are crucial for allowing donors to process their decision. Mary provides practical strategies for fundraisers to effectively use silence, avoid common pitfalls, and respond appropriately to donor reactions. The episode serves as a training session on how to enhance fundraising success through confident communication and understanding donor psychology.

#fundraising #majorgifts #silence #donorengagement #fundraisingstrategies

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

In this episode, Mary Petersen discusses the common experience of receiving 'no' from donors in fundraising. She emphasizes that a 'no' often signifies a need for more information or clarity rather than a definitive rejection. Petersen outlines five key reasons why donors say no, including lack of clarity, misalignment of values, timing issues, decision-making dynamics, and the nature of the ask itself. She provides actionable strategies for fundraisers to address these concerns and turn potential rejections into opportunities for engagement and understanding.

#fundraising #nonprofit #fundraising strategies #fundraising success

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

In this episode, Mary Petersen discusses the concept of permission-based fundraising, emphasizing the importance of clarity and collaboration in donor relationships. She outlines five key questions that fundraisers can use to create a natural transition to asking for donations, ensuring that donors feel respected and engaged throughout the process. The episode also addresses how to handle vague responses from donors and provides practical homework for fundraisers to practice their skills.

#fundraising #solicitation #nonprofit #majorgifts, #donorrelationships #fundraisingstrategy

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

In this podcast episode, Mary Petersen discusses the critical signals that indicate when a donor is ready to be asked for a major gift. She emphasizes the importance of understanding engagement, values alignment, capacity, timing, and ownership signals. By recognizing these signals, fundraisers can approach potential donors with confidence and integrity, ensuring that the ask feels natural and appropriate. Petersen also introduces the concept of permission-based fundraising, which helps build a relationship that leads to successful major gift solicitations. Finally, she provides a scoring system to assess donor readiness and encourages fundraisers to focus on the right prospects to achieve their goals.

#majorgifts #fundraising #permission-based fundraising #philanthropy #donorrelationships

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

In this episode of the Hey Fundraiser podcast, Mary Petersen discusses the importance of portfolio triage in fundraising. She emphasizes that the scarce resource in major gifts is the fundraiser's time and attention, not the donors themselves. By categorizing donors into three priorities, fundraisers can focus their efforts on those most likely to give, ensuring that their time is spent effectively. Mary provides practical strategies for engaging with priority donors and highlights common mistakes to avoid in donor management. The episode concludes with a structured weekly triage plan to help fundraisers maintain focus and momentum in their efforts.

Check out the Momentum Webinar here - it's pre-recorded so you can watch it immediately!

#fundraising #donor management #major gifts #nonprofit strategy #donor engagement #fundraising tips

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

If your major gifts work is running on vibes—if you only do outreach when you feel confident, or you avoid the ask until you feel “100% ready”—this episode is your intervention (said with love).

In this conversation, Mary breaks down the Momentum Method, a simple system that helps you build steady progress in major gifts without relying on motivation, a perfect week, or a magical burst of confidence. You’ll learn the 4 core elements that create momentum—and a weekly rhythm to keep them moving.

In this episode, you’ll learn:

• What “mood-based major gifts” looks like (and why it’s so common)
• The 4 elements of the Momentum Method:
  • Portfolio
  • Major Gift Materials (Outcomes + Offers)
  • Cultivation
  • Solicitation
• A simple weekly operating rhythm to build real major gift momentum
• The biggest reasons you feel stuck—and how to fix them with structure, not willpower
• How to stop “prepping” forever and start moving donors forward with confidence

Your simple challenge for this week:

Pick 5 donors you’re moving this week.
Write one clear next step for each.
Schedule two outreach blocks on your calendar.
That’s it. That’s the system.

Want the full Momentum system?

If you liked this episode, you’ll love Mary’s Momentum webinar—a 60-minute training that walks you through the full 4-part system and shows you how to apply it to your real-life donor portfolio (even if you’re busy, overwhelmed, or new-ish to major gifts). This is an on-demand webinar so you can watch it anytime :)

Watch the Momentum webinar here

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

I wrote a short, punchy field guide with word-for-word major gift ask scripts so you can make confident, collaborative solicitations (without the anxiety). In this video I share why I wrote it, what’s inside, and how to use it to book more meetings, tailor your ask to head/heart/gut donors, and handle objections like a pro. This one is for you executive directors, major gift officers, and directors of development!

You’ll learn:
-Why “asking” is a joyful, professional invitation—not “begging”
-The 12 ask scripts and when to use each
-The 5 elements of a strong ask
-How to read head / heart / gut donors and tailor your language
-A simple way to handle money, timing, fit, trust, and curveball objections
-Confidence boosters to beat impostor syndrome (including my pre-ask pep-talk routine)
-Common mistakes to avoid so you shorten time-to-gift

📘 What to Say: 12 Major Gift Asks to Get a Yes → BUY THE BOOK 

🚀 Want coaching support? Major Gift Momentum cohorts → https://heyfundraiser.com/momentum

Who this is for:
New and seasoned MGOs, EDs at small–mid nonprofits, and anyone who wants practical, permission-based language to book meetings, design the ask, and handle objections with ease.

#fundraising #majorgifts #nonprofit #donorrelations #whatToSay #askwithconfidence #permissionbasedfundraising

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

In this episode of the Hey Fundraiser podcast, Mary Petersen interviews Heather Withrow, a member of the Major Gift Momentum program. Heather shares her transformative journey in fundraising, detailing her impressive successes, including securing a $245,000 gift. The conversation explores the mindset shifts and strategies that have empowered Heather to approach fundraising with confidence and clarity, emphasizing the importance of community support and permission-based fundraising. The episode concludes with a light-hearted discussion about celebrating future successes in fundraising.

If you'd like to learn more about Momentum, click here. 

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

In this episode, Mary Petersen tackles one of the most-asked questions in fundraising: “What exact words do I use to close a major gift?” Mary breaks down the anatomy of an effective ask—clarity, confidence, and connection—and shares five solicitation styles with real-world language, when to use each, and why they work. You’ll learn how to time the ask using permission-based fundraising, avoid common pitfalls (like being vague or asking too soon), and tailor your approach to each donor’s style so you walk into every meeting poised, prepared, and confident.

Key Takeaways

• Tailor your ask to the donor’s style, motivations, and relationship stage.
• Lead with confidence—never apologize for your ask.
• Don’t ask too soon; use permission-based fundraising to confirm readiness.
• Always include a specific dollar amount and what it funds.
• Acknowledge past giving to build momentum for the next gift.
• Silence after the ask is strategic—let it do the heavy lifting.
• Different donors respond to different ask styles—match the method to the person.
• Personalize by naming the program/outcome your donor cares about.
• The “What would it take?” ask unlocks collaboration and negotiation with strategic donors.

Chapters

• 00:00 — Transforming Panic into Poise
• 02:49 — The Art of the Ask
• 06:12 — Common Mistakes in Fundraising
• 09:05 — Five Powerful Solicitation Styles
• 26:29 — Tailoring Your Approach for Success

The Five Solicitation Styles (with sample language)

1. Direct Ask — best for decisive, well-briefed donors
   “Sarah, we’re looking for partners to fund the new Food Pharmacy. Would you consider a gift of $100,000?”
   • Why it works: clear, concise, confident.
2. Gratitude Ask — ideal for loyal donors stepping up
   “Lisa, your generosity has changed lives. We’d love to invite you to deepen your impact with a $500,000 gift for the new animal shelter.”
   • Why it works: honors history, creates momentum.
3. Partnership Ask — perfect for lead/anchor gifts & insiders
   “Tom, you’re a champion of our mission. Would you consider investing $1 million to help us scale our food bank?”
   • Why it works: elevates the donor as a co-creator.
4. Storytelling Ask — for heart-driven, first-time major donors
   “Mark, let me tell you about Maria… With $75,000, we can help 10 more families like hers in the next six months.”
   • Why it works: connects dollars to human outcomes.
5. “What Would It Take?” Ask — for negotiators & strategic thinkers
   “Tim, what would it take for you to consider a $1 million investment in our domestic violence hotline?”
   • Why it works: opens collaboration and deal-shaping.

Common Mistakes to Avoid

• Asking too soon—skip the pitch until you’ve secured permission for an ask.
• Being vague—never ask for a “major gift” without a specific amount and purpose.
• Apologizing or filling silence—state the ask, pause, and let the donor process.
• One-size-fits-all scripting—match your ask style to the donor.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

In this episode, Mary Petersen pulls back the curtain on the habits, mindsets, and metrics that consistently drive 5-, 6-, and 7-figure gifts. Whether you’re new to major gifts or ready to elevate your game, this episode breaks down what the best MGOs do differently — and how you can model their success starting today.

You’ll learn:
 ✨ The five daily habits every top MGO swears by
 📆 Why time-blocking and prioritizing the right donors changes everything
📊 The key metrics high performers track (and which ones to ditch)
🧠 How to shift your mindset from “petitioner” to “partner”
🔥 Why energy management is a fundraising superpower

By the end, you’ll know exactly what to focus on, how to measure the right work, and how to reframe your day-to-day to bring in bigger gifts — without burning out.

🧩 Key Takeaways:

1. Time-block donor work — Protect 90–120 minutes every day for strategy, outreach, and follow-up.
2. Prioritize by relationship stage, not recency. Responding to the latest email isn’t the same as advancing a relationship.
3. Know your top 25 cold. Keep them visible — whiteboard, sticky note, or list.
4. Track actions, not just dollars. Celebrate meaningful moves that build momentum.
5. Always plan the next step. Never leave a meeting without a clear follow-up.

💡 Bonus Metrics:

• 15–20 meaningful donor interactions per month
• 12–16 major gift asks per year
• 80% portfolio coverage every 6 months
• Track average gift size per officer

And remember — top MGOs think like partners, not petitioners. They don’t take “no” personally, and they know that rest and reflection fuel long-term success.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Ready to pour rocket fuel on your major gift efforts? Major Gift Momentum is the solution. Check it out here!

In this episode of Hey Fundraiser!, Mary Petersen dives into a surprisingly common (and often confusing) fundraising moment — when a donor sends in an unsolicited major gift that’s much smaller than what you were preparing to ask for. Should you celebrate it, be worried, or assume your cultivation failed? Mary breaks down exactly what to do next, why it happens, and how to respond strategically so you don’t lose momentum or confidence.

This episode will help you turn that “surprise gift” moment into an opportunity to requalify, re-engage, and deepen the relationship — instead of second-guessing your process.

You’ll Learn:

• 💡 Why unsolicited gifts happen — from “testing the waters” to avoiding a pitch.
• 🧭 The 4-step framework for responding to unexpected major gifts.
• 🗣️ How to thank donors thoughtfully and signal a bigger vision.
• 🤝 What to say (and not say) when you follow up.
• 🧩 When to “bless and release” vs. when to double down on cultivation.

Key Takeaways:

1. You didn’t blow it — unsolicited gifts are often a door opener, not a door closer.
2. Respond fast — thank within 24–48 hours and make it personal.
3. Signal there’s more — let donors know you have a bigger vision to share.
4. Re-engage with curiosity — ask discovery questions to uncover motivation.
5. Don’t chase endlessly — use Mary’s “three tries in three ways” rule before blessing and releasing.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Ready to pour rocket fuel on your major gift efforts? Major Gift Momentum is the solution. Check it out here!

Today we’re tackling one of the most common (and costly) mistakes I see major gift officers make: lowballing the ask.

If you’ve ever walked out of a donor meeting wondering if you should’ve asked for more—or felt afraid to offend a donor by going too big—this episode is your wake-up call. Because here’s the truth: donors aren’t offended by bold asks… they’re confused by vague ones.

We’ll unpack why fundraisers undershoot, how to calculate the right amount with confidence, and how to deliver your ask in a way that feels natural, strategic, and unapologetically bold.

In This Episode, You’ll Learn:

• Why “playing it safe” with smaller asks is actually hurting your organization (and your donors).
• The four biggest reasons fundraisers lowball their asks — and how to fix them.
• The real cost of under-soliciting (hint: it’s not just lost revenue).
• The confidence formula for determining the right ask amount using capacity, affinity, and readiness.
• How to deliver your ask with precision — using specific numbers, clear impact, and confident tone.
• What to say (and what not to say) when presenting different giving options.
• The four-question Confidence Checklist to know you’re ready to make the right ask.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Ready to pour rocket fuel on your major gift efforts? Major Gift Momentum is the solution. Check it out here!

Welcome back, fundraiser! In this episode, we're tackling one of the most head-scratching (and heart-sinking) experiences in major gift fundraising: donor silence.

Ever had a warm, engaged prospect suddenly vanish into the abyss of unread emails and unreturned voicemails? You're not alone—and you're definitely not doing anything wrong.

In this episode, you'll learn:

• Why donors really go silent (hint: it’s usually not personal)
• What not to say when following up (no guilt trips allowed)
•  What to say instead—4 proven re-engagement templates
• How to restart the conversation with confidence (even after 6 months)
• When to “bless and release” a prospect and protect your energy

Plus, I’m sharing my 3-touch outreach method and what to do when a donor ghosts you again after reconnecting.

🎯 Key Takeaway: Donor silence isn’t a door closing—it’s a pause. And you get to decide when (and how) to press play again.

🔁 If this episode helped, follow the podcast, leave a review, and share with a colleague who’s currently being ghosted!

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Ready to pour rocket fuel on your major gift efforts? Major Gift Momentum is the solution. Check it out here!

Do you really need to spend 18 months cultivating a donor before making an ask? 😅  (Spoiler alert: Absolutely not.)

In this firecracker episode, Mary calls BS on the outdated “18-month cultivation” rule and walks you through how to build authentic, strategic donor relationships that lead to major gifts faster — without feeling rushed, pushy, or awkward.

What You'll Learn:

• Why loooong cultivation timelines are sabotaging your impact.
• The three things donors must be clear on to say “YES.”
• Five powerful ways to accelerate donor momentum without pressure.
• What to say instead of “can you support our work?” 🙃
• Why smaller portfolios = deeper relationships and bigger gifts.

Resources & Links

 🎯 Ready to crush your major gift goals faster? Grab Major Donor Meeting Mastery – it’s your fast track to YES for just $47!

If you loved this episode, please leave a review and share it with a teammate who’s stuck in “not yet” land.

Until next time, keep fundraising with clarity, purpose, and a little sass.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Interested in Major Gift Momentum? Check it out here!

Are you stuck chasing donors who never call back? Wasting your precious time on high-capacity but low-interest "prospects"? This episode is your rescue mission.

Mary introduces the ABCDE Method—a powerhouse framework to help you quickly spot which donors deserve your energy (and which should be blessed and released). You'll learn how to focus on donors with true potential and stop burning out on low-likelihood long shots.

With witty wisdom and a dose of real talk, Mary breaks down:

• Affinity + Action – Why caring alone isn't enough
• Big Gifts Elsewhere – The receipts don't lie!
• Connections Inside – One warm intro could be worth $100K
• Donor Behavior Upgrades – Look for spontaneous signs of readiness
• Engagement – Time and attention are donor love languages

You'll also get tips on how to filter your portfolio using this framework and how to bless and release like a boss.

🧠 What You’ll Learn:

• Why high-capacity ≠ high-likelihood
• How to qualify better and stress less
• The 5 signs that a prospect is actually ready for a major gift convo
• The art of saying “no” to the wrong people (without guilt)
• How to turn signals into strategy

🎁 Free Resource:

Download the Prospect Spotting Checklist to make donor strategy meetings faster, smarter, and more effective.

Grab it here 

📣 Don’t forget:

• Follow the show wherever you listen
• Leave a review if this helped you
• Share it with a teammate who's drowning in low-likelihood leads 🙃

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

📅 Episode Summary:
Ever wonder what a major gift coach actually does? In this episode, Mary pulls back the curtain on a single Monday filled with coaching sessions, new client strategy, proposal rewrites, and prospect deep dives. You’ll hear what it really takes to help fundraisers grow their confidence, build a major gift pipeline, and start closing six- and seven-figure gifts—no guesswork, no fluff.

💡 Whether you're a solo development officer, a board chair taking on fundraising, or a seasoned MGO needing structure and strategy—this episode is packed with real-life scenarios, coaching advice, and actionable takeaways.

🔥 In this episode, you’ll hear about:

• Heather’s journey from $0 to $35K and how she’s prepping a $250K ask
• A theatre’s $3M challenge—and why their $10K/month consultant isn’t cutting it
• Coaching a one-person development shop through donor meeting language and confidence building
• Why your 15-page proposal is probably doing more harm than good
• How to build a prospect strategy map and cultivation touchpoint calendar
• Welcoming a new Major Gift Momentum member and creating systems from scratch
• Helping a large nonprofit structure messaging to inspire seven-figure gifts

✨ Links & Resources:

• 🧰 Major Donor Meeting Mastery – $47 Course
• 📚 Join the Fundraising Collective
• 🚢 Major Gift Momentum – Group Coaching
• ☎️ Book a Free 45-Minute Game Plan Call with Mary

💬 Quotable Moment:
"A major gift coach doesn’t just tell you what to do—we’re in the trenches with you, building your confidence, your materials, and your strategy." – Mary Petersen

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...