M2m short term trip curriculum by Andrew Knight

Made2multiply.com

A PRIMER Short-‐Term Packet

Support Training & Raising Techniques

WELCOME

The journey to being a fully supported missionary seems daunting with everything set before you, but do not miss out on the blessings and preparations the support process allows. Support raising is one of the best and most effective ministry training grounds God gives to develop his ministers for the coming tasks. Support raising and ministry go hand in hand and have many parallel principles and practical lessons. As you develop in one you are being prepared for the other. Both involve vision, discipline, prayer, initiation, endurance, boldness, time…and so on. May God affirm and prepare you for ministry by “meeting all your needs according to the riches and glory that are in Christ Jesus” (Philippians 4:19).

www.COSTART.ORG www.STARTHELP.TUMBLR.COM

A special thanks to Steve Shadrach who has encouraged our ministry to come up with our own support training notebook. I have gleaned some of the material here from him. The endnotes are ways to attribute material to their rightful owners. Stevei (personal friendship and The Bodybuilders—SRS boot camps), Scott Mortonii (Funding your ministry), Campus Outreach and Ken Currieiii (support training, mentor, and a vision for discipleship), and William Dilloniv (People Raising) have influenced me greatly. It is a privilege to give credit where credit is due. © 2013 coSTART – Campus Outreach Product CO Logo courtesy of Campus Outreach. World Watermark adapted from Graphic Resources. Social media icons courtesy of Mysitemyway Design Team. All drawings by Dan Nuckols unless otherwise noted. Scripture quotations are from The Holy Bible, English Standard Version® (ESV®), copyright © 2001 by Crossway, a publishing ministry of Good News Publishers. Used by permission. All rights reserved. 2| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

CONTENTS

SUPPORT PERSPECTIVE………....5 SUPPORT PRINCIPLES……….…12 SUPPORT PROCESS ……………..21

SUPPORT PRESERVATION…….31 SUPPORT RESOURCES………….39 3| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

Support Preface

We must view support raising as such a reward that to withhold it from potential partners is doing them a great disservice. “Not that I seek the gift, but I seek the profit that increases to your account. Philippians 4:17,18

4| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

TWO WAYS TO LOOK

OR “NOT THAT I SEEK THE GIFT, BUT I SEEK THE FRUIT THAT INCREASES TO YOUR CREDIT. I HAVE RECEIVED FULL PAYMENT, AND MORE. I AM WELL SUPPLIED HAVING RECEIVED FROM EPAPHRODITUS THE GIFTS YOU SENT, A FRAGRANT OFFERING, A SACRIFICE ACCEPTABLE AND PLEASING TO GOD. AND MY GOD WILL SUPPLY EVERY NEED OF YOURS ACCORDING TO HIS RICHES IN GLORY IN CHRIST JESUS” PHILIPPIANS 4:17-‐19 5| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

OUR GOAL v

I. WHERE WE’RE HEADED…

A. SUPPORT ___________________ B. SUPPORT RAISING ______________

C. SUPPORT ____________________ D. SUPPORT ____________________

OUR GOAL= 100% FULLY-‐FUNDED -‐ $_________ “WITH MAN IT IS IMPOSSIBLE, BUT WITH GOD ALL THINGS ARE POSSIBLE.” MATTHEW 19:26 II. WHAT WILL IT TAKE?

A. _____________ (BIBLE MUST BE BROUGHT TO BEAR ON THIS) B. _____________ (YOU MUST BE ABLE TO REPRODUCE THIS)

C. _____________ (IT IS A METICULOUS PERSISTENCE) D. _____________ (YOU CANNOT DO IT ALONE) E. _____________ (YOU WILL NEED TO BE SOBERED)

6| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

EVALUATION

HOW ARE YOU COMING IN? R E S I S T

Burden

Duty

H Job Description

Privilege

1 2 3 4 5 T 6 7 8 9 10

WHERE DO WE WANT TO BE?

_____________

WHAT IS YOUR GREATEST FEAR, LIMITATION?

WHAT ARE YOUR PERCEIVED OBSTACLES TO SUPPORT RAISING? 7| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

MISCONCEPTIONS A. “PEOPLE DON’T WANT TO GIVE.” B. “SUPPORT RAISING IS NOT BIBLICAL.”

C. “I DO NOT KNOW OF ANYONE TO ASK.” D. “MY CONTACTS ARE TOO POOR.”

E. “I DO NOT KNOW HOW.” F. “IT DOES NOT TAKE MUCH TIME.”

What are you telling yourself that is not biblical or true? Which of these statements (or others) do you find yourself believing? Identify these phony truths and intentionally engage them with fact. Experience is not authoritative in these matters, but only engagement with God’s Word, God’s people, and His Spirit will prove trustworthy. Remember, everything hinges upon thinking because we cannot believe what we do not know to believe. Since believing follows thinking, it is of the utmost importance to think rightly (Biblically and Christianly). We need to replace false information (lies) with correct content (Truth). Come to this study asking for a Romans 12:2 mind, “Do not be conformed to this world, but be transformed by the renewal of your mind, so that you may approve what the will of God is—that which is good, pleasing, and perfect.”

8| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

Support Perspective

At the core of the command to give lies the cross. Giving can have no more centrally located core.

“For you know the grace of our Lord Jesus Christ, that though he was rich, yet for your sakes became poor, so that you through his poverty might become rich.” 2 Cor. 8:9

9| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

GOSPEL & FUNDRAISING “FOR YOU KNOW THE GRACE OF OUR LORD JESUS CHRIST, THAT THOUGH HE WAS RICH, YET FOR YOUR SAKES BECAME POOR, SO THAT YOU THROUGH HIS POVERTY MIGHT BECOME RICH.” 2 CORINTHIANS 8:9

• ALL GIVING STARTS WITH _________. • NO ONE _____________ OUR GOD. (ROMANS 8:32) • WE ARE ALWAYS ON THE _____________ END IN OUR GIVING RELATIONSHIP WITH GOD

• GIVING IS FOUNDED IN THE CONTEXT OF THE ____________. • SUPPORT RAISING IS A REMINDER THAT WE ARE ALWAYS A ____________ PEOPLE.

• YOU ARE RICH, NOT ____________.

________ _________ + ____________ = _____________

He who has God and everything has no more than he who has God alone.” C.S. Lewis

10| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

EVANGELISM & FUNDRAISINGvii WHAT DO YOU FEAR? 1. BOTH INVOLVE ______________. 2. BOTH INVOLVE _______ ___ _______ ________________. 3. BOTH CREATE A _____________. 4. BOTH PAINT A ________________.

The 3 hardest convos to have: 1. Share the Gospel 2. Confront someone in sin 3. Ask for support

5. BOTH ASK FOR A __________________.

6. __________________ IS POSSIBLE.

7. ____________ TOTAL ALLEGIANCE TO YOUR WORLDVIEW.

Courage is not the absence of fear. Courage is doing what you’re afraid to do.

xiii

11| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

PARADIGM SHIFTERSviii GOD OUR GOD IS MORE ____________ TO HIS MISSION THAN WE COULD EVER BE. MISSION WE ARE A _____________ PEOPLE. THEREFORE GOD IS ACCOMPLISHING HIS PURPOSE THROUGH __________. YOUR MINISTRY THIS MINISTRY IS ______________ THE KINGDOM OF GOD. YOU YOU ARE A GREAT ________________. OTHERS YOU ARE NOT JUST SUPPORT-‐RAISING BUT _____________ -‐ RAISING. MONEY MONEY IS FOR _____________, NOT FOR HOARDING. SUPPORT FUNDRAISING IS NOT SIMPLY AN AFFIRMATION STEP TO PROVIDE FUNDING, BUT ITS PROVIDES ESSENTIAL _______________. GOSPEL THE GROUND FOR PAUL’S COMMAND TO GIVE IS THE ____________.

What is eternal? (God, His word, and human souls) What else would you give your life to?

What your God thinks about you is the most important thing about you!

Giving cannot get any more core or central to Christianity because it is tied so directly to the Gospel.

12| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

Support Principles

The Bible needs no help on the issue of fundraising. Let the Bible speak for itself. “All Scripture is breathed out by God and profitable for teaching, for reproof, for correction, and for training in righteousness, that the man of God may be competent, equipped for every good work.” 2 Timothy 3:16, 17 13| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

“SUPPORT” IN THE SCRIPTURE PHILIPPIANS 4:10-‐20 “I rejoiced in the Lord greatly that now at length you have revived your concern for me. You were indeed concerned for me, but you had no opportunity. 11 Not that I am speaking of being in need, for I have learned in whatever situation I am to be content. 12 I know how to be brought low, and I know how to abound. In any and every circumstance, I have learned the secret of facing plenty and hunger, abundance and need. 13 I can do all things through him who strengthens me. 14 Yet it was kind of you to share my trouble. 15 And you Philippians yourselves know that in the beginning of the gospel, when I left Macedonia, no church entered into partnership with me in giving and receiving, except you only. 16 Even in Thessalonica you sent me help for my needs once and again. 17 Not that I seek the gift, but I seek the fruit that increases to your credit. 18 I have received full payment, and more. I am well supplied, having received from Epaphroditus the gifts you sent, a fragrant offering, a sacrifice acceptable and pleasing to God. 19 And my God will supply every need of yours according to his riches in glory in Christ Jesus. 20 To our God and Father be glory forever and ever. Amen.”

What conclusions can you draw about fundraising from the Philippians’ support of Paul?

1. What were the circumstances/context surrounding the Philippians support of Paul? 2. Who did Paul thank in response to his needs being met? 3. What words does Paul use to describe the Philippians support occasion? 4. How is support-‐raising a matter of giving and receiving for both the sender and goer? 5. How long did they support him? 6. With what did they support him? 7. What are some of the effects of their support of him? 8. What is Paul’s ultimate trust for support raising?

14| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

PHILIPPIANS 4 CONCLUSIONS

SUPPORT RAISING…

#1. ______________, not just money. #2. _______________, not just duty. #3. _______________, not just an individual. #4. ________________, not just an event. #5. ________________, not just optimism. #6. ________________, not just a gift. #7. ________________, not just obedience to a command. #8. ________________, not just an expense.

15| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

SUPPORT FLY BY

BECAUSE IT CARRIES GREAT DIVIDENDS FOR: 1. _____________ 2. _____________ 3. _____________

Any good investor studies the rate of return—the potential dividends he may accrue before He invests. Support raising boasts a great rate of return in three directions!

I. FOR GOD i. _____________God over all • 2 Corinthians 8:5: “…relief of the saints—and this not as we expected, first to the Lord and then by the will of God to us.”

II. _____________ Obedience to God • Ephesians 4:28: “Let the thief no longer steal, but rather let him labor, doing honest work with his own hands, so that he may have something to share with anyone who is in need.” iii. _____________ God above everything

Biblical giving and receiving is a VERTICAL exercise.

• 2 Corinthians 9:11: “You will be enriched in every way for all your generosity, which through us will produce thanksgiving to God.” • Philippians 4:19: “And my God will supply all your needs according to his glory and riches in Christ Jesus.”

“For from Him and through Him and to Him are all things.” Romans 11:36 16| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

II. FOR YOU i.

_____________ for the mission • Philippians 4:18: “I am well supplied having received from Epaphroditus the gifts you sent, a fragrant offering, a sacrifice acceptable and pleasing to God.”

ii. ___________ -‐ _____________ exercise • Matthew 19:26: “With man this is impossible, but with God all things are possible.” iii. _____________ from worry • Matthew 6:33 “But seek first the kingdom of God and his righteousness, and all these things will be added to you.” Supporter raising is a very “needs-‐meeting” experience.

It supplies the missionary materially and spiritually.

17| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

III. FOR OTHERS i. Freedom from _____________ • Matthew 10:24: “No one can serve two masters, for either he will hate the one and love the other, or he will be devoted to the one and despise the other. You cannot serve God and money.”

ii. Riches in _________________ • Luke 12:33-‐34: “Sell your possessions and give to the needy. Provide yourselves with moneybags that do not grow old, with a treasure in the heavens that does not fail, where no thief approaches and not moth destroys. For where your treasure is there your heart will be also.” iii.

“We truly believe that if their gift is good only for us who receive, it is not fundraising in the spiritual sense.” Henri Nouwen in The Spirituality of Fundraising

____________________ in missions • 3 John 8: “Therefore we ought to support people such as these, that we may be fellow workers for the Truth.”

iv.

_____________________ • Acts 20:35: “…It is more blessed to give than to receive.”

18| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

TRIPERSPECTIVALISM

GOD

19| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

GIVING PASSAGES

OLD TESTAMENT LEVITES (READ NUMBERS 18) 1. WE LEARN GOD _____ -‐ ________ A PEOPLE FOR HIS SERVICE. 2. BIBLICAL GIVING & RECEIVING IS A _______ EXERCISE. 3. SHOULD SUPPORT-‐BASED MINISTRIES TITHE TO GOD? DAVID (READ 1 CHRONICLES 29) HOW DO THE PEOPLE RESPOND TO DAVID’S CALL OF SUPPORT? NEHEMIAH (READ NEHEMIAH 1-‐2) WHAT SUPPORT PRINCIPLES DO YOU FIND FROM NEHEMIAH’S MEETING WITH THE KING OVER SUPPORT?

“There are only three places in Scripture where Paul decides to make tents instead of live on support: Corinth, Ephesus, Thessalonica.” Scott Morton in Funding your Ministry

NEW TESTAMENT JESUS (READ LUKE 8:1-‐3, 10:1-‐7) 1. JESUS LIVED ON ____________. 2. JESUS COINED THE PHRASE, “EVEN CHRISTIANS NEED TO ________.” ACTS (READ ACTS 2:42-‐47, 4:34-‐47, 20:35) 1. _________ WAS ONE OF THE DEFINING MARKS OF THE CHURCH. 2. SOME OF JESUS’ ONLY RECORDED WORDS IN ACTS DEAL WITH ___________. PAUL AND JOHN 1 CORINTHIANS 9 – THE ____________ OF GIVING 2 CORINTHIANS 8 – THE ____________ OF GIVING 2 CORINTHIANS 9 – THE ____________ OF GIVING 3 JOHN – THE _________________ OF GIVING

“Let the thief no longer steal, but rather let him labor, doing honest work with his own hands, so that he may have something to share with anyone in need.” Ephesians 3:28

20| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

EVALUATIONix WHAT NEEDS TO CHANGE…

! WHAT WAS THE MOST SIGNFICANT PERSPECTIVE CHANGE FOR YOU AND WHY? WHAT PRACTICAL CHANGES DO YOU NEED TO MAKE IN LIGHT OF THIS?

Evaluation is humble in it disposition. It acknowledges change and realizes that improvement comes by life-‐long reflection, learning, and application.

! WHAT WAS THE MOST HELPFUL TRUTH LEARNED THEOLOGICALLY/BIBLICALLY ABOUT SUPPORT RAISING?

HOW WILL THIS HELP YOU IN THE SUPPORT RAISING PROCESS?

! HOW HAS YOUR VEW OF MONEY CHANGED?

21| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

Support Process

Those who fail to plan and pray, plan to fail. “Commit your works to the Lord and your plans will be established.” Proverbs 16:3

22| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

THE PROCESS The support process can be summed up by three major actions: Contacting, Calling, and Connecting. These steps make up the majority of the support raisers’ fundraising process. Contacting is initiating communication on the front end and finalizing it with a thank you card on the back end. Calling is a way to follow-‐up the initial contact for a meeting or follow-‐up a support challenge conversation. Connecting is a face-‐to-‐face meeting where the initiations and challenges happen.

CONTACTING

CALLING

CONNECTING

23| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

THE PRE-‐PLAN BEFORE YOU EVEN START: " #1. TAKE A DAY OF _____________ & SELECT A MISSION VERSE. (PAGE 25) " #2. COMPLETE/SOLIDIFY YOUR ____________ STATEMENT. (PAGE 41)

" #3. DETERMINE YOUR ______________. (PAGE 32) " #4. INVITE _______________ ______________. (PAGE 25) " #5. READ ALCORN’S TREASURE ____________ OR HENRI NOUWEN’S __________ OF FUNDRAISING. (COSTART.ORG) " #6. WRITE YOUR ________________ LETTER. (PAGE 44) " #7. PICK YOUR __________________ TO MANAGE ALL YOUR CONTACTS. (PAGE 29) -‐ EXCEL, GOOGLE DOCS, TEMPLATE… " #8. NAME-‐___________. (PAGE 42) " #9. GET A BUNCH OF ________ -‐ ______ CARDS. (PAGE 31)

" #10. SET SUPPORT AMOUNT AND DATE _________ THAT YOU ARE TRUSTING GOD TO MEET.

Here’s an idea: Stockpile stamps, envelopes, printer ink, addresses, paper, brochures, return envelopes… before you get started.

Setting Goals Those who set goals always accomplish more than those who don’t!

24| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

THE PLAN

P ________________

A ________________

S ________________

T ________________

A ________________

A. HAVE A PLAN OR LIST OF ACTION STEPS TO TAKE: # NAME-‐STORMING (SUPPORTER NAMES & CONTACT INFO) # WRITE OUT SUPPORT LETTER # PERSONALIZE CONTACT LETTER, ADDRESS, AND SEND # FOLLOW-‐UP WITH PHONE CALL (ANSWER ANY QUESTIONS) # RECORD AND TRACK PROGRESS # WRITE THANK-‐YOU LETTER(S) # WRITE FOLLOW-‐UP THANK-‐YOU LETTER

*WHAT YOU MUST REMEMBER: YOU ARE NOT RAISING SUPPORT, BUT SUPPORTERS. WE ARE SUPPORTER-‐RAISING. WE ARE RAISING PEOPLE, NOT PROJECTS TO FINANCE A NEED. OUR ULTIMATE NEED IS PRAYER AND THE HEARTS OF PEOPLE. YOU CAN RAISE SUPPORT AND FORFEIT RAISING ANY PRAYER, BUT IT IS NEARLY IMPOSSIBLE TO RAISE PEOPLE AND THEIR PRAYERS AND NOT HAVE THEIR FINANCES FOLLOW BECAUSE PEOPLE’S MONEY FOLLOWS THEIR HEART. 25| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

NAME-‐STORM

NAME-‐STORMING = ____ ________ ____ ________________ NAME-‐STORM—CONSIDER ANYONE WHO HAS TAKEN AN INTEREST IN YOUR LIFE. COACHES, TEACHERS, FRIENDS, PARENTS, GRANDPARENTS, DOCTORS, FRIENDS, CHURCHES…MAKE A LIST OF POSSIBLE SUPPORTERS AND THEN HUNT DOWN THEIR CONTACT INFO (ADDRESS, PHONE NUMBER).

FIND ALL _______________ & ______________ INFORMATION. START WITH A ______-‐_______ LIST WHO COULD GIVE $500 OR MORE? 1. 3. 2. 4. WHO COULD GIVE $200 OR MORE? 1. 3. 2. 4. REMEMBER, WE ARE NOT ASKING WHO CAN _______, BUT WHO DO WE ________.

Here’s an idea: Name-‐storm friends, teachers, professors, families, co-workers, employers, coaches, church members, family friends, relatives, dentists, doctors, club members, neighbors, teammates, professors, hobby buddies, mentors, pastors, etc. Search through old directories, phone books, your families rolodex, and relatives to get numbers and addresses.

26| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

CONTACT LETTER

CONTACT LETTER =______ ______________

CONTACT LETTER DRAFT—USE THIS OUTLINE I. PERSONAL UPDATE (MAJOR, SCHOOL, EXTRACURRICULAR ACTIVITIES, GRADUATION). II. “X” MINISTRY’S INFLUENCE IN YOUR LIFE ~ __________ 1. HOW WERE YOU INTRODUCED TO MINISTRY? 2. ORIGINAL MISSION STATEMENT “…….” 3. HOW HAVE YOU GROWN IN MINISTRY? III. MINISTRY OPPORTUNITY~ ______________ 1. DESCRIBE THE MINISTRY. 2. DESCRIBE THE BENEFITS/GOD’S CALL. IV. COMMUNICATE THE NEED~ ______________ 1. CLEARLY COMMUNICATE NEED FOR FUNDS. 2. INCLUDE IRS STATEMENT IN FOOTNOTE. V. REMEMBER: 1. INCLUDE PRAYER REQUESTS & CHECKS PAYABLE TO “X” 2. INCLUDE DEADLINE MAILING DATE. 3. NOT ALL SUPPORTERS WILL REQUIRE A LETTER. BE MINDFUL THAT A FACEBOOK, TEXT, OR A PHONE CALL MAY BE THE BEST MEANS FOR GETTING AN _____________________TO ASK FOR SUPPORT! 4. BE ___________ & ____________________. PURPOSE OF THE CONTACT LETTER: ____________ ________

Here’s an Idea: Content: 1. What have you been up to? 2. Where are you headed? 3. What are you seeking to accomplish? 4. What do you want from m e? 5. When will you be in touch with me? Pace: 1. Send them out in groups of ten. 2. Start with your “Top-‐Ten List”. 3. Send a new batch out after you have followed up the first batch with a phone call. Design: 1. Put it on your ministry’s letterhead. 2. Leave room for you to write a note. 3. Keep it to a page. 4. Include a personal note on letter. 5. Handwrite names and addresses

27| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

PHONE CALL

PHONE CALL = _____ ___ ______________

FOLLOW-‐UP CALL—THIS IS VERY IMPORTANT, BUT VERY HARD. THE PURPOSE OF THE PHONE CALL IS TO INFORM THEM OF THE VISION AND INVITE THEM TO JOIN YOUR TEAM OR ASK THEM FOR A FACE-‐ TO-‐FACE APPOINTMENT. BE THOUGHTFUL IN WHO AND HOW YOU WANT TO FOLLOW-‐UP CERTAIN INDIVIDUALS. SOME INDIVIDUALS NEED TO BE FOLLOWED UP TO SIMPLY REMIND THEM OF YOUR NEED. OTHERS WILL HAVE QUESTIONS, AND STILL OTHERS WILL BE BEST SERVED BY MEETING WITH THEM FOR A FACE-‐TO-‐FACE APPOINTMENT. HOW DO YOU KNOW WHICH WILL BE BEST? THE MORE INTIMATE THE RELATIONSHIP THE MORE THEY WILL BE HONORED BY A FACE-‐TO-‐FACE MEETING.

PURPOSE OF THE CALL: 1. _____________ _______ 2. _____________________

G____________________

T____________________

A____________________

C_____________________

About half of your potential donors will not have read your newsletter by the time you called and over half will have a legitimate conflict with your first proposed appointment date/time. This does not mean people do not want to support you—it simply means that they are busy. Just push through and use it to your advantage.

Prime Calling Times: • Mon-‐Thurs: 7-‐9pm • Sat-‐Sun: 11am-‐5pm Q&A: • What should I do if I get their answering machine? • What if they do not want to meet? • What if they say they will get back to me? Available Meeting Times: • Breakfast • Mid-‐Morning • Lunch • Mid-‐Afternoon • Dinner, Evenings

28| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

RECORD & TRACK TRACKING = _____________, NOT _________________. RECORD AND TRACK PROGRESS—BE DETAILED AND RECORD IMMEDIATELY. IF YOU FAIL TO DO THIS THEN YOU WILL FORGET THE NEXT STEPS WITH EACH INDIVIDUAL SUPPORTER AND LOSE YOUR PLACE WITH EACH PERSON IN THE SUPPORT PROCESS.

WHAT TO TRACK? ___________ -‐ WHERE THEY ARE IN THE PROCESS? _________ ___________ -‐ WHERE DO YOU WANT TO TAKE THEM?

29| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

APPOINTMENTS

APPOINTMENTS = _____ ___ ________________ MEET WITH SUPPORTERS—EVERYTHING YOU HAVE DONE HAS PREPARED YOU FOR THIS POINT. MAKE IT COUNT. THE GOAL OF THIS TIME, IS A CLEAR AND CONFIDENT “ASK”. THAT IS WHY YOU ARE THERE. DO NOT LEAVE THE APPOINTMENT UNTIL YOU HAVE DONE SO. THE FLOW OF THE CONVERSATION SHOULD MOVE YOU TO THE REASON YOU ARE THERE. IF NOT, THEN TRANSITION BY THANKING THEM YOURSELF. (I.E. “HEY, THANK YOU SO MUCH FOR BEING GENEROUS WITH YOUR TIME AND LETTING ME COME AND SHARE ABOUT WHAT GOD HAS CALLED ME TO.”)

COMMUNICATE YOUR ________________ AND THE ___________ YOU ARE TRUSTING GOD TO MEET.

PURPOSE OF THE APPOINTMENT: _________

KNOW HOW TO ANSWER __________________. (SEE PAGE 48-‐49)

How do I answer their response? “I will have to talk to my spouse/pray about it.” “I completely understand. That’s really wise. I will call you back in a week to ask if God has given you clarity. Is this okay? When is the best time to call?”

USEFUL CONVERSATION FLOW: 7 “M’S” (SEE PAGE 46) #1. PRESENTATION NOTEBOOK #2. ___________________ -‐ YOUR EXPERIENCE/TESTIMONY

___________________-‐ MINISTRY EXPOSURE/DISTINCTIVES

___________________-‐ OUTLINE THE MISSION STATEMENT

___________________-‐ HOW WILL YOU ACCOMPLISH THIS?

___________________-‐ WHERE WILL YOU DO THIS?

___________________-‐ WHO CAN MAKE THIS HAPPEN?

___________________-‐ HOW WILL IT BE PROCESSED?

REMINDERS – THE PURPOSE OF EACH: CONTACT LETTER = _____________________ PHONE CALL = _____________________ APPOINTMENT = _____________________

30| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

THANK YOU’S THANK-‐YOU’S = _________ _______ ____________________ THANK-‐YOU LETTERS—WRITE THANK YOU LETTERS ON STATIONARY IMMEDIATELY AFTER VISITING A SUPPORTER OR UPON RECEIVING THEIR GIFT. SUPPORTERS WANT TO KNOW THAT THEIR INVESTMENT OF TIME AND/OR MONEY WAS APPRECIATED. MAKE IT A GOAL TO WRITE THESE PROMPTLY UPON RECEIVING SUPPORT OR ELSE YOU MAY NEVER GET AROUND TO DOING IT.

WE SEND OUT AT LEAST _______ THANK YOU’S: 1) _________________________________ 2) _________________________________ SEND THEM OUT THE DAY AFTER THEIR __________________. DO NOT GET ____________________ ON YOUR THANK YOU’S. IT CAN MAKE PEOPLE FEEL UNIMPORTANT AND NEGLECTED

Make sure thank-‐ you’s are: • Hand-‐written legibly • On stationary • Sent out in a timely manner

31| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

WHAT WILL IT TAKE?x

EXAMPLE NEED: $3,000

LETTER APPROACH 1. AVERAGE GIFT IS $ __________ . 2. YOU WILL NEED __________ DONORS TO GET TO YOUR GOAL 3. FOR EVERY DONOR YOU WILL SEND _________ LETTERS TO RAISE $ ______________ YOU WILL: 1) NEED ______________ DONORS 2) SEND _________________ LETTERS

FOLLOW-‐UP APPROACH 1. 2. 3. 4.

AVERAGE GIFT IS $ __________ . YOU WILL NEED __________ DONORS TO GET TO YOUR GOAL FOR EVERY DONOR YOU WILL SEND _________ LETTERS FOR EVERY LETTER YOU WILL MAKE ________ PHONE CALLS TO GET A DONOR.

TO RAISE $ ______________ YOU WILL: 1) NEED ________________ DONORS 2) SEND _________________ LETTERS 3) MAKE _______________ FOLLOW-‐UP PHONE CALLS

FACE-‐TO-‐FACE APPROACH 1. 2. 3. 4. 5.

AVERAGE GIFT IS $ __________ . YOU WILL NEED __________ DONORS TO GET TO YOUR GOAL FOR EVERY ________ APPOINTMENTS YOU WILL GAIN 2 DONORS. TO SET UP 1 APPOINTMENT YOU WILL MAKE _________ PHONE CALLS/CONTACTS YOU WILL SEND _______ LETTERS FOR EVERY APPOINTMENT YOU SET UP TO RAISE $ ______________ YOU WILL: 1) NEED ______________ DONORS 2) REQUIRING _______ APPOINTMENTS 3) MAKE _________ PHONE CALLS/CONTACTS TO SET UP THOSE APPOINTMENTS 4) SEND OUT ___________ LETTERS TO POTENTIAL DONORS. 32| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

COMMITMENT

" NAME-‐STORM AND GATHER CONTACT INFORMATION " CLAIM TWO PRAYER PROMISES FOR SUPPORT PROCESS " INFORM ACCOUNTABILITY PARTNER " WRITE OUT CONTACT LETTER " PERSONALIZE CONTACT LETTER AND SEND " FOLLOW UP WITH PHONE CALL " RECORD AND TRACK PROGRESS IN THE SPREADSHEET " WRITE THANK-‐YOU LETTER " WRITE FOLLOW-‐UP TRIP THANK-‐YOU LETTER " MAINTAIN AND CULTIVATE YOUR TEAM “I pledge with God’s help to fulfill all these guidelines and pursue supporter raising with all God glorifying excellence.” (1 Corinthians 10:31) Signature: __________________________________ Date: ______________

33| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

Support Preservation

Supporters should be shepherded, not neglected. “So then, as we have opportunity, let us do good to everyone, and especially to those who are of the household of faith.” Galatians 6:10

34| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

EXPECTATIONS

OUR CATEGORIES BUILDING -‐ ____________________ a supporter

Definitions Build (v) the process of

HOLDING -‐ ____________________ a supporter LIFTING -‐ ______________________ a supporter

creating or developing something, over a period of time Hold (v) keep or sustain in a specified position Lift (v) raise to a higher position or level

(taken from Oxford American Dictionary)

5 CULTIVATION PRINCIPLES 1) ___________________________ principle 2) ___________________________ principle 3) ___________________________ principle 4) ___________________________ principle 5) ___________________________ principle

35| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

YOUR COMMITMENT

* THEY HAVE COMMITTED TO YOU AND NOW YOUR ___________________ BEGINS WITH THEM HERE ARE SEVERAL WAYS TO STRENGTHEN THE PARTNERHIP AND SAY, “THANK YOU:”

1) ____________________________ -‐ ASKING THEM FOR ANY PRAYER REQUESTS

2) ____________________________ -‐ KEEPING THEM UPDATED

3) ____________________________ -‐ COMMUNICATING GRATEFULNESS

4) ____________________________ -‐ HELPING THEM ON A MISSION TRIP

5) ____________________________ -‐ GETTING TO KNOW THEM

6) ____________________________ -‐ GIVING THEM THOUGHTFUL GIFTS

My Commitment: Ø Persistently invest the gospel broadly and strategically in human hearts. Ø Regularly keep you updated and informed so you can partner with me in prayer.

Ø Lovingly care for your concerns.

Why supporters quit giving? (out of 100)*

4 move away or die

15 transfer support

15 unhappy with ministry

66 think you don’t care *stat taken from SRS Bootcamp

* SADLY, THIS IS ONE OF THE FIRST RESPONSIBILITIES THAT IS _________________ FROM A SUPPORT RAISERS PRIORITY LIST. * REMEMBER, SUPPORTER RAISING ________________ ENDS. * IT IS EASIER TO ______________ A SUPPORTER THAN TO _______________ A NEW ONE. 36| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

INFORMING WHAT IS THE NEED? People are crucial to the coming of the kingdom—both on the field and at home. Knowing this should influence the energy and intensity that we go about keeping our supporters informed. If we really believe that prayer and finances are crucial to kingdom work on our campuses then we will update our supporters often. Furthermore, if we really think of supporters as friends, partners, and a target of intentional focus for ministry then we will keep them informed since their own spiritual vision/health depends upon it. Supporters feel ostracized and neglected and then become forgetful when missionaries fail to inform them of what they have made possible. Make them feel the weight of your ministry in every communication. Also, respect them by treating them as partners in your ministries and not just burdens. Mission workers have a variety of ways to keep this from happening by supplying their supporters with information and opportunity. Here are a few: EMAILS – SAY WHAT YOU NEED TO SAY IN THE SUBJECT LINE!xi The key to emails is to keep them coming and keep them concise. Failure to keep the length of the email at a minimum will prevent your email from being read most of the time. Make sure your supporter can see the end of your email in their email inbox. This increases the chance that they read it immediately and do not save it for later. The object is not to overload them, but to give them a quick informing update and then one or two memorable items to pray for. The goal is to get them excited about praying. Anytime a supporter writes back and acknowledges your email it is always useful to send them back a short reply—even if it just involves a thank you. 37| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

HOW TO WRITE EFFECTIVE EMAILS: 1. WRITE A MEANINGFUL SUBJECT LINE. 2. KEEP THE MESSAGE FOCUSED AND READABLE. 3. AVOID ATTACHMENTS. 4. IDENTIFY YOURSELF CLEARLY. 5. BE KIND — DON’T BLAME. 6. PROOFREAD. 7. DON’T ASSUME PRIVACY. 8. DISTINGUISH BETWEEN FORMAL AND INFORMAL SITUATIONS. 9. RESPOND PROMPTLY. 10. SHOW RESPECT AND RESTRAINT. FACEBOOK – MEET THEM WHERE THEY ARE The Internet is now the means for informing and communicating your cause to others. It is also the place where others go to gather information about you and your cause. Consider creating an online presence and building your communication base around something people are already a part of like Facebook. 75% of donors will check your website before making a gift to you online or by a check. YOU-‐TUBE – ARE YOU ENGAGING THEM THE WAY THEY WANT TO BE ENGAGED?

Find creative and relevant ways to engage your support base. 78.6% of the US Internet community view online videos and watch a minimum of 6 videos at a time. People want to be able to see you and would rather watch a video most the time than read a long email. Consider sending them a video before you leave for your trip or updating them with one while you are there. Keep it short and to the point and they will thank you for spending time thinking of them. 38| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

TWITTER – GET REAL TIME UPDATES OUT TO THEM Use Twitter to get them pictures or short messages or quick prayer requests in real time. They are easy and timely, but cannot be counted on for really updating and engaging your support base solely.

BLOGGING – YOUR VERY OWN WEBSITE

Blogging can be a very effective way to keep your support base updated with information and pictures in a very convenient format. It can be laid out cleanly and neatly and allow supporters to engage your mission work on their time and also read previous posts. But do not rely solely upon them to come and check up on you through your site. You must find a way through email or another means to bring the site updates to them.

PHONE CALLS – USE THEM TO ASK HOW YOU CAN PRAY FOR THEM! Phone calls are a great way to add a personal touch to contact with a supporter. Telephone calls communicate importance. Sunday afternoons are an ideal time to catch supporters. Even if you do not catch them, leaving voicemail messages can also be impactful. Be sure to ask them about their families, jobs, and overall well-‐being. Taking an interest in them usually necessitates they will also ask the same questions of you. Even if they do not, a phone call allows you to communicate a quick update of what is going on, upcoming events, and specific prayer requests. For example, while you are in the car alone, think about using the time to call a supporter. NEWSLETTERS – For prolonged trips or final updates one should consider sending out a final newsletter. They act as a good summary and picture filled glimpse into your ministry project. It allows your supporters to see their investment as a whole and how God used them through your life. 39| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

Support Resources

It is in the context of discipline, organization, and strategy that the proverbs say that Spirit-filled sovereignty operates. “The mind of man plans his way, but the Lord determines his steps.” Proverbs 16:9 40| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

VISION

xii

People first buy into a vision, and then they choose a vehicle to get them there. Therefore, we need to know what the vision is and how we aim to fulfill it is critical. If we want to enfold others into our vision, we have to be clear communicators of that vision. This resource functions as a vision clarifier so that when someone asks, “What is the vision of your ministry?” or “What is your personal vision or mission statement?” you may clearly, winsomely, and concisely communicate.

#1. Why, do you believe, God called you to this ministry? (gifting, desires, confirmation verses/conversations) #2. What personal vision has God excited you with to fulfill the Great Commission? #3. What impact are you trusting God to make through you in this ministry vehicle? (Specific Goals…) #4. What is the mission statement of your ministry/trip? How would you walk through each word?

41| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

NAMESTORMING Before one begins the support raising process it is helpful to complete an exercise to see if you have built enough contacts to begin the process. If you have any less than 150 names it might be wise to begin cultivating relationships through church attendance, bible studies, retreats, clubs, sports teams, etc. before heading into the support process. It is important to pursue references at the end of every meeting, but they cannot be depended upon for fulfilling most of a person’s support need. Using the following list of relational categories as a guide please write down as many names as possible that you have connected with over your life. Do not ask the question, “Would they support me?” or “Would I ask them for support?” Simply write down names of people you know or have known. -‐ -‐ -‐ -‐ -‐ -‐ -‐ -‐

Family: parents, grandparents, uncles, aunts, cousins, siblings, step-‐family, family friends, relatives, references, anyone who knows you through your family Social Networks: Facebook, MySpace, Twitter, Linked In, Plaxo contacts Sports/Clubs: coaches, teammates, friends, varsity, JV, grade school, Scout Leaders, Club teams School: college, high school, middle school, grade school, professors, teachers, administrators, fraternity/sororities, active community members, booster club members Churches: pastors, church staff, Sunday school teachers or classes, missions council, boards, deacons, elders, bible studies, prayer groups, mentors, disciples, directories Healthcare: doctor’s, dentist’s, orthodontist, dermatologists, Hair stylist, Neighbors: neighborhood residents, past neighborhood residents, country club members Workers: auto dealer, banker, mayor, grocery store workers, former employees or boss, Christian businessmen or women…

42| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

NAMESTORMING CONTINUED ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________ ______________________

43| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

CONTACT LETTER DRAFT PERSONAL UPDATE:

INTRODUCTION TO MINISTRY:

MISSION DEFINITION AND NEED:

_______________________________________________________________________________________________________ _______________________________________________________________________________________________________ _______________________________________________________________________________________________________ _______________________________________________________________________________________________________ _______________________________________________________________________________________________________ _______________________________________________________________________________________________________ _______________________________________________________________________________________________________ _______________________________________________________________________________________________________ _______________________________________________________________________________________________________ _______________________________________________________________________________________________________ _______________________________________________________________________________________________________

PRAYER REQUESTS:

44| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

PHONE CALL PREP

GREETING: (HOW ARE YOU? INFORMALITIES, CATCH-‐UP, ASK ?’S) Just say “Hello” and

_______________________________________________________________ look to catch up on _______________________________________________________________ their life. Prioritize what has been _______________________________________________________________ happening in their life. questions and look _______________________________________________________________ Ask to answer their _______________________________________________________________ questions. TRANSITION: (SO, DID YOU GET MY LETTER? ANSWER ANY QUESTIONS? CLARIFY ANYTHING?) The letter is an easy _______________________________________________________________ _______________________________________________________________ _______________________________________________________________ _______________________________________________________________ ASK: (BE DIRECT AND CLEAR) _______________________________________________________________ _______________________________________________________________ _______________________________________________________________ _______________________________________________________________ CLOSE: (CONFIRMATION) _______________________________________________________________ _______________________________________________________________ _______________________________________________________________

transition. If they did not get it then use it as an opportunity to explain the letter’s content and request.

A face to face, get in their living room, appointment is the goal of the call. Ask and communicate that you w ould love to come by and share more w ith them, maybe just 45 minutes or so. If attending a short-‐term trip you can use the call to ask them to give a single gift.

Extend gratefulness for their willingness and show your excitement to see them. Confirm the date, time, directions, and purpose OR support pledge.

45| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

FACE-‐TO-‐FACE PREP

MYSELF: (YOUR TMONY, CALLING, VISION, PARTNER WITH MINSTRY VEHICLE…) _________________________________________________________________ Order your story and callings _________________________________________________________________ to easily transition to your exposure to the present _________________________________________________________________ ministry calling/vehicle. _________________________________________________________________

MINISTRY: (DISTINCTIVES, HISTORY…) _________________________________________________________________ _________________________________________________________________ _________________________________________________________________

What was attractive about this ministry when you encountered it? What are its core values and history?

MISSION: (MISSION STATEMENT) _________________________________________________________________ _________________________________________________________________ _________________________________________________________________ _________________________________________________________________

METHODOLOGY: (BIBLICAL AND PRACTICAL) _________________________________________________________________ _________________________________________________________________ _________________________________________________________________ _________________________________________________________________

Show how the m ission statement clearly models the Great Commission and its fulfillment and your personal experiences that have made it effective and practical. Show them the specifics of what this ministry is about and what it has to offer. Excite them!

MEANS: (SUPPORT RAISING) _________________________________________________________________ _________________________________________________________________ _________________________________________________________________ MANAGEMENT: (SUPPORT ADMINISTRATION) _________________________________________________________________ _________________________________________________________________ _________________________________________________________________

We are looking to create a privilege mentality here. W e want a partnership most of all.

Walk them through your pledge card and have something to leave with them.

46| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

HELPFUL STATEMENTS Mission Statement Example: “Glorifying God By Building Laborers on the College Campus for the lost World.” Example Purpose Statement: X Mission (X) is geared towards students’ gaining a biblical and cross-‐cultural vision for the advancement of the gospel of Jesus Christ while exposing them to real-‐life cross-‐cultural evangelistic and discipleship experiences on Indian college campuses. X Mission (X) exists as a team-‐driven missions opportunity for college students looking to increase their vision for the Great Commission and refining their ministry skills in a cross-‐cultural setting. Short-‐Term Ministry Project Information statement Our 10 person team will be immersed in the Indian culture for 5 weeks in Allahabad and Delhi, India. Our days will largely consist of sharing the gospel with Indian college students, establishing believers in their relationships with Christ, and equipping them with ministry tools to reach their campus with the gospel. We aim to become learners of the Indian culture and have our vision for the globe increased through the entire process. God has blessed this process by giving us access to the students and college culture by providing us with the opportunity to enroll in an Indian college class. May this special access create relationships and cultural understanding that would propel the gospel forward through us in Indian dorms and classrooms. The Ask I am in need of $_________ to make this missions opportunity a reality. Would you pray about giving towards this cause and investing in my life? I will call you to answer any questions you might have and talk further about this unique opportunity. Investing in this ministry opportunity requires that I raise full support that will cover the expenses. Would you please pray about joining my support team as a means in partnering in this vision with me and investing in my spiritual maturity. I will be in contact soon about how you can help. I am trusting that our Father will provide faithful prayer warriors and financial gifts to provide for me spiritually and physically this summer. The cost of the project is $ and I am in need of my financial support by the end of May. Checks are to be made payable to “Organization” and are tax deductible.1

Due to IRS regulations all support raised by each “X” participant goes toward the cost of the “X” project not an individual participant. Therefore money turned in for the “X” can not be returned if a particular individual were not able to attend “X”. However, supporters are encouraged to note the names of students they would like to support on a separate piece of paper (not on the actual check) so that the administration of the Project can direct funds appropriately.

47| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

RESPONDING The best response to questions is the truth. A good response to a question that you are unsure about is, "I don't know." But the best answer is not only an accurate answer, but couples persuasion and wisdom in with it. The best response is, "I do not know, but I will find out and let you know." This is wise because it communicates that you value the questioner and his inquisition enough get ack to him and answer his inquiry. But it is also persuasive because it subtely communicates confidence and surety in your organization or ministry methodolgy by your willingness to answer him with the truth. Remember, do not be defensive when someone asks you a question about your ministry. Most questions arise out of misunderstanding and not incrimination. They are looking to gain knowledge about something not question your motivations. But, what makes perfect sense and clarity in your mind is often foreign to your potential supporter. Give your potential supporter the freedom to ask questions and provide an environment that makes fielding them natural.

REMEMBER: 1. Look the questioner in the eyes and do not side-‐skirt the issue. Never under-‐answer a question. Always answer more than they ask for. 2. Wait for the individual to fully ask their question. If you do not cut-‐them off then you will seldom answer the wrong question. 3. Have responses ready for common questions:

48| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

QUESTIONS

#1. Is this tax-‐deductible? #2. What will you be doing down there (typical day look like)? #3. Who do I make the check out to? #4. What does this money go towards? #5. Does this money go directly to you? #6. Where do I mail the check? #7. How much do you need? #8. What are your goals while you are there? #9. What type of ministry is "X"? #10. How does it differ from other ministries? #11. How did you get involved with them? #12. How will I keep in touch with you? #13. Is this a biblical method for support raising? 49| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

TRACKING PAGE

Keep a detailed list of your progress as you contact potential supporters so you know which step is next for each individual or family. Begin by name-‐storming and record their name and their contact information so you have all that you need to contact them when you begin sending out your initial support letters. Staying updated on this record sheet is vital and necessary to keep your names, numbers, progress and remaining pledge deficit accurate.

NAME

PHONE #

ADDRESS

CELL/HOME

LETTER

PHONE/MTG

DATE MAILED

DATE/RESPONSE

THANK YOU

PLEDGE

AMOUNT $

50| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

NAME

PHONE #

ADDRESS

CELL/HOME

LETTER

PHONE/MTG

DATE MAILED

DATE/RESPONSE

THANK YOU

PLEDGE

AMOUNT $

51| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

NAME

PHONE #

ADDRESS

CELL/HOME

LETTER

PHONE/MTG

DATE MAILED

DATE/RESPONSE

THANK YOU

PLEDGE

AMOUNT $

52| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

NAME

PHONE #

ADDRESS

CELL/HOME

LETTER

PHONE/MTG

DATE MAILED

DATE/RESPONSE

THANK YOU

PLEDGE

AMOUNT $

53| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Support Training & Raising Techniques

ENDNOTES

i http://thebodybuilders.net/ ii http://www.scottmorton.net/ iii http://campusoutreach.org iv http://www.peopleraising.com/

v Structure adapted from Steve Shadrach’s bootcamp vi Steve Shadrach’s bootcamp first showed me the value of personal awareness and its

importance in evaluation. vii Adapted from Steve Shadrach’s bootcamp material and booklet. viii Adapted from Steve Shadrach’s bootcamp material and booklet. ix Steve Shadrach’s bootcamp influenced me to provide this evaluation section. It is

modeled after him x Adapted this exercise from Steve Shadrach’s bootcamp.

xi The Top ten email list came from an adaptation from Dennis G. Jerz, on March 5th, 2011. xii This was inspired by a very similar sheet by the Navigators.

xiii Jones, Martin. “Mission is not just for the minister.” Photo. Fbrctoday.blogspot.com 16 September 2010.

22 March 2012 HTTP://FBCRTODAY.BLOGSPOT.COM/2010/09/MISSION-‐IS-‐NOT-‐JUST-‐FOR-‐MINISTER.HTML (ADAPTED PIC)

54| Supporter Training & Raising Techniques http://costart.org -‐ http://starthelp.tumblr.com/

Made2multiply.com