Training poe overview 4 2006 by Kim Rymer

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OVERVIEW GOAL/PURPOSE OF “DISCOVER THE ARMY:” • Develop long-term relationships • Enhance visibility • Increase community support STEP I: POINT OF ENTRY (POE): What is a POE? The Point of Entry is a succinct, one-hour introductory event. It provides the generic story and facts of your organization. Goal/Purpose of POE Process: Connect the community to The Salvation Army’s mission by providing: • Facts 101: To educate attendees about the programs, services and benefits The Army brings to the community. Provides rational reasons for involvement. • Emotional Hook: To evoke passion for involvement. Values, rights, ideals, hopes and dreams with which attendees can personally identify. • Capture the names of prospects with their permission POE Concept/Themes: “Discover The Army” Golf featured as metaphor for The Salvation Army Key messages: Teamwork/coaching (trusting someone beyond ourselves) Passion/compassion Vision

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STEP 2: CULTIVATION SUPERHIGHWAY • Includes follow-up contact • Deepens prospect’s involvement STEP 3: ASK FOR MONEY • May be an event or one-on-one

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POE SCHEDULE POINT OF ENTRY DATES: • ____________________ • ____________________ • ____________________ • ____________________ • ____________________

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____________________ ____________________ ____________________ ____________________ ____________________

OTHER IMPORTANT DATES TO CONSIDER: • Ask Event • ____________________ • Civic Dinner • ____________________ • ____________________ • ____________________ • ____________________ • ____________________ • ____________________ • ____________________

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____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________

TIME: • One-hour • Must start and end on time • Can be breakfast or lunch – but not dinner REQUIRED TEAM: • Parking Lot Greeter (Staff) • Door Greeter (Staff) • Sign-In Table Greeter (Staff) • Putting Coaches (Board members, staff, volunteers) • Host 1 (Board Member) • Host 2 (Development Director) • Host 3 (Corps Officer) • Visionary Leader (Corps Officer) SAMPLE LUNCHEON SCHEDULE: Everything must be done exactly on time! • 11:45 – 12:04 Greeting, sign-in cards, name tags and play putting game • 12:05 –12:09 Welcome Reading of story: “There Is No I In Team” • 12:10 – 12:12 Prayer • 12:13 – 12:24 Video • 12:25 – 12:30 Overview of programs and services. Client testimonial. • 12:31 – 12:41 Visionary speech • 12:42 – 12:45 Summary, recap, Q & A, wrap-up

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SAMPLE MENU AND PROJECTED COST Grand Forks has a group of volunteers prepare the lunches a day ahead of time, arranging each plate and covering with plastic wrap. Grand Forks, ND Meal: • Croissant • Turkey/Chicken Salad • Fruit Cup • Cookie • Lettuce Leaf • Carrot Sticks • Pickle Total cost per individual

.31 .89 .40 .08 .05 $1.73

Development staff prepare lunch on-site in Willmar, MN on the morning of the event, arranging each plate and covering with plastic wrap. Ice water, coffee and condiments are preset. Willmar, MN Meal • Croissant • Sliced Turkey • Lettuce Leaf • Tomato Slice • Cheese Slice • Individual bag of potato chips • Mini-Carrot Sticks • Mini-Pickles • Cookie Total Cost per individual $2.50

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WHO TO INVITE Start with those who are connected to your organization in some way. Brainstorm about “natural” supporters. Focus selection on criteria other than wealth or social status. Prepare a “Treasure Map” (See sample.) Diagram the groups your organization interacts with regularly • What are each groups’ abundant resources? • What are each groups self-interests? • Diagram the groups would you like to interact with regularly. (Fantasy groups.) • Connect the groups that already interact with one another

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SAMPLE INVITATION SCRIPT #1 Prior to the event, the development director and others will personally contact prospective attendees. Hi, my name is (name) and I’m calling on behalf of The Salvation Army. Don’t worry -- I’m not calling to ask for money! Is now a good time to talk? Well -- I’ve been involved with the (Willmar) Salvation Army for (six months) and have found that The Army has a truly compassionate approach to helping needy families who have nowhere else to turn. It’s SO rewarding to see the smiles on the faces of people who have been helped. What’s more, The Army’s (community youth programs help Willmar’s young people build integrity and grow into well-rounded adults. It’s SO encouraging to see a responsible group of teens doing service work to help Willmar’s elderly.) Anyway -- as one of this year’s goals, we’re trying to get the word out to the community about all the great things The Army is doing. We’d like you to see first-hand how we are helping the less fortunate in the (Willmar) area. So -- I’d like to invite you to a community lunch at The Salvation Army facility located at (521 SW Fourth Street in Willmar). The lunch will start at (Time) and last ONLY one-hour. We’ll be serving a delicious, light meal. By the way -- you will NOT be asked for money at the lunch – but, we WILL ask for your advice, feedback and suggestions. Here’ are the upcoming dates:

(Date One) (Date Two)

(Date Three)

Which date

works best for you? (If the person agrees to a lunch date.) Great! I’ve got you down for (Date) at (Time). We’ll give you a call a day ahead just to confirm. Remember you will NOT be asked for money -- so leave your checkbook at home! Even the lunch is free! I look forward to meeting you. Thanks a million! Bye!

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SAMPLE POINT OF ENTRY INVITATION SCRIPT #2 (Note: Invitation script #1 was too long for people in Willmar, MN. The following script has received a better reception.) Hi, my name is (Kim) and I’m calling to invite you to a community luncheon at the (Willmar) Salvation Army on ______. The lunch is free. It starts at 11:45 and will last JUST one-hour. The lunch is NOT a fundraiser. NOBODY will be asked for money. You are welcome to bring a guest. The purpose of the lunch is to share how The Salvation Army is helping needy families in (Kandiyohi County) area. If voicemail is reached: Hi, my name is (Kim) calling from The Salvation Army. I’m calling to invite you to a community luncheon on (date). The lunch is free. It’s not a fund raiser and will last only one-hour. If you’re interested in attending, please call me at (800) 456-4483, extension 3520. Thanks supporting of The Salvation Army of (Willmar). I look forward to hearing from you soon.

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SAMPLE REMINDER PHONE CALL SCRIPT NAME this is NAME from The Salvation Army. How are you doing today? Several weeks ago, we talked about a community luncheon at the Salvation Army. When we spoke, you signed up to attend the DATE luncheon, which is tomorrow/this Wednesday, etc. Can we still count on you to be there and see what The Salvation Army has been doing? (Alternate if they need to cancel.) Oh….. I’m sorry something has come up… can we reschedule you for one of the next luncheons? Alternate Date choice one Alternate Date Choice Two Alternate date choice Three Great…. Do you need the address or directions? Great, we’ll see you at TIME on DATE at The Salvation Army on 1600 University Avenue. See ya there! Goodbye

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SAMPLE TO DO LIST (Grand Forks, ND) TWO DAYS BEFORE EVENT Reminder calls to guests Bake chicken or turkey ONE DAY BEFORE EVENT Make salad and complete meals Clean bathrooms Do a facility check – walk around inspection Make outside greeting sign Remind staff to wear golf shirts and name tags for next day MORNING OF THE POE Set up tables Set up putting area Complete plates for luncheon (make 3 extras) SIGN-IN TABLE SET UP Pens Sign-in Cards Name tags Blindfolds Basket TABLE SET UP Corps brochure Fact sheet Wish List

Centerpiece (optional)

PARKING ATTENDANT Golf balls (in a container that does not resemble a kettle.) DOOR GREETER Golf balls, coat rack BACKGROUND MUSIC “Chariots of Fire” PUTTING AREA Putting greens, golf clubs (lefty club too) Prizes for hole-in-one (optional)

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SAMPLE FACILITIES CHECK LIST 1. VISITORS NOTICE (Sent to all employees notifying them of the upcoming visit by visitors): “We will be holding a community lunch meeting on DATE where guests will be visiting our facility. Please make sure your work area and surrounding areas are neat, clean and presentable. Please look your best -- make certain you are wellgroomed and wearing clean, pressed clothing.”

2. EXTERIOR BUILDING ISSUES Lawn cut and trimmed Repair of any obvious building defect Sidewalks clear and recently swept Dumpster covers closed, and loose trash picked up (move out of walkway) Have staff park further out so guests can find easy parking Develop a parking plan Have a plan for those who may need handicap accessibility 3. INTERIOR BUILDING ISSUES Windows clean Entry way neat and clean Hallway clean Floors and walls clean of any major hand marks, paint in good repair Check lights in meeting room and walkway areas Be sure both ladies and men’s lavatory facilities are clean and fresh and stocked with towels, TP and hand soap. Check for any potential safety issues, electric cords across walkways, etc. Make sure there is a convenient place to hang coats

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SAMPLE JOB DESCRIPTION PARKING LOT ATTENDANT Uniform: • Wears a blue Salvation Army polo shirt, black slacks and name tag. • Clothing must be clean and well-pressed. Attitude: Warm and friendly. Smiles and is enthusiastic/happy to see people approaching the parking lot.

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Goal: Provide a warm, friendly first impression. • Usher the guest into the door as quickly as possible. Remember, it is very important to start on time. •

Job Description: Is the first person to greet the guest at the “Discover the Army” event. • Helps direct the traffic into the parking lot. • Opens the guest’s car door if possible. •

Suggested Script: “Good morning! Welcome to our “Discover The Army” event. (Attendant hands each guest a golf ball as they walk toward the building.) “Here is your official game piece. Please continue through the door and (provide directions).”

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SAMPLE JOB DESCRIPTION DOOR GREETER Uniform: • Wears a blue Salvation Army polo shirt, black slacks and name tags • Clothing must be clean and well-pressed. Attitude: • Warm and friendly. Smiles and is enthusiastic/happy to see people arriving through the door. Goal: • Provide a warm, friendly impression. • Usher the guest into the sign-in table as quickly as possible. Remember, it is very important to start on time. Job Description: • Shakes everyone’s hand and introduces themselves to the guest. • If guest is wearing a coat, greeter hangs up the coat for the guest. • The coat rack should be located near the door. • Make sure everyone who enters the door has a golf ball in their hand. Suggested Script: “Welcome to The Salvation Army! Can I take your coat? Did you get your golf ball? Great! (If not, give them a golf ball.) Okay, now will you please sign in with ________ at this table.” (Shows the guest to the sign-in table.)

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SAMPLE JOB DESCRIPTION SIGN-IN TABLE GREETER Uniform: • Wears a blue Salvation Army polo shirt, black slacks and name tags. • Clothing must be clean and well-pressed. Attitude: Warm and friendly. Smiles and is enthusiastic/happy to see people arriving at the sign-in table.

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Goal: • Provide a warm, friendly impression. • Have each guest complete the sign-in card as quickly and completely as possible. Remember, it is very important to start on time. Job Description: Each guest should fill out a sign-in card which includes: name address, phone number, email address and the name of the person who invited them. • Once the card is completed, place it in the basket. • Give the guest his/her name tag. Make sure it is spelled correctly before you hand it to the guest. If there is no name tag, print one out and make sure their name is spelled correctly. • Once the guest has a name tag, provide them with a blindfold and send them to the putting area. •

Suggested Script: “Welcome to The Salvation Army! We’re going to be calling you to ask for your advice and feedback on today’s event. So, will you kindly fill out this information card and indicate the best time to call? (Hand them their name tag.) Now, please join our coaches for some putting fun. Prizes will be awarded for ‘hole-in-ones’ – but you’ll find that our course has a special challenge to it.” (Hand guest a blindfold and signal over a coach.)

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SAMPLE JOB DESCRIPTION PUTTING COACH Uniform: • Wears a blue Salvation Army polo shirt, black slacks and name tags. • Clothing must be clean and well-pressed. Attitude: • Warm, friendly and fun loving. Smiles and enthusiastically encourages guests to try the putting game. Goal: • Provide a warm, friendly impression. • Encourage guests to participate in the putting game and experience how people feel when they receive help/coaching. Job Description: The purpose of putting blindfolded is to have guests experience how people feel when they receive genuine help from another person. By allowing the guest to coach someone else, they experience teamwork. Suggested Script: “Hi, I’m your golf coach. I’m going to try to help you get a hole-in-one in just three tries! I’ll help you get set up and visualize the hole at the end of the putting green.” (Lead the blindfolded person to the putting green. Place the golf club in their hands.) “I’m placing the club firmly on the ground right behind the ball, square to the target. This serves as an anchor. Now I’m going to help you position your feet.” “Can you visualize the hole at the end of the green?” “Okay, you’re ready to swing.” (After the golfer swings, assuming he/she misses.) “Little fade down the right/left side. “Great! (Remove guest’s blindfold.) Now I’m going to give you the instruction card so you can help the next person putt.”

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SAMPLE WELCOME SCRIPT (Development Director or Board Member) Good morning! My name is ____ and I’d like to welcome you to The Willmar Salvation Army. I’d like to start by reading a short story which relates to the little activity we just completed. And then we will follow with a blessing. The story is called, “There Is No ‘I’ In Team,” by Dave Sheinin. It’s an excerpt from the book, “The Heart of A Golfer,” by Wally Armstrong. Bob and Tina Andrews work together like a well-oiled machine. She sets him up on the tee box, steps back, looks down the fairway and says, “Okay.” He takes a deep breath and swings, and the ball sails down the lift side of the first fairway at a country club near their Tallahassee, Florida, home. They display impressive teamwork. Bob Andrews is totally blind. Tina, his wife, is his “coach” and together they make up one of the best teams in the United States Blind Golf Association. “The first thing you learn is that blind golf is a team sport,” says Bob, fifty-one, who was blinded by a grenade in Vietnam in 1967. “Until you have a coach, you’re not a blind golfer. You’re just a blind person with some golf clubs.” Bob and Tina were married not long after he returned from Vietnam. He took up golf first for the exercise. “I tried running,” he says with a laugh, “but you get tired of taking those falls.” He had played golf as a kid, but he was never serious about it until he became blind. He joined the USBGA, and in 1995 he became its president. Tina is his third coach. Andrews’ father did it at first, but it got to be too much for him. Then, Andrews’ son took a turn. But he soon went off to college. That left Tina, who isn’t a golfer—but Bob actually thinks that’s a plus because she doesn’t overload him with information. All she does is point him in the right direction.

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After they play a couple of holes, it’s understood how they do what they do. Or so you think. “Ready to try it?” asks Bob. You stammer for a few moments, then answer weakly, “Sure.” Until you’ve coached a blind golfer, you can’t appreciate how hard it is – and how wonderful it is when things go right. You find that you’ve never been so interested in someone else’s game. Bob holds the club out in front of him, and the first thing the coach does is place the club firmly on the ground, right behind the ball, square to the target. This serves as an anchor. Next is the position of his feet, also square to the target. Then the shoulders. When everything is right, a simple “okay” is all he needs. Andrews swings and the ball takes off. “Little fade down the right side?” he asks judging the ball’s path by its feel. “Yep. Little fade down the right side.” Later, Andrews has about 160 yards, of which about 140 is a carry over water. “What do we got? he asks. “About 160 yards, over water,” you say. “Oh boy,” he says. “Let’s try a 7-wood.” After he’s set up, Andrews spends a little more time standing over this shot. He hits it a little fat and it splashes in the water. Your heart sinks. That wouldn’t have happened if Tina were coaching. “See, I wouldn’t have even told him about the water,” she says. “No point in giving him one more thing to worry about. Take advantage of his disadvantage, know what I mean?”

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After dropping, Andrews hits a nice pitching wedge over the water and onto the green. You lead Andrews by the arm to the spot where his ball rests, then walk with him to the flagstick. “Fourteen feet,” he says. “A little left-to-right, slightly uphill.” You set him up with the putter’s face aiming just outside the left edge of the cup. “How’s that look?” he asks. “Perfect,” you say. But you cross your fingers. His putting stroke is smooth and sure, a perfect pendulum. On its final rotation, the ball ducks into the left side of the cup. Andrews hears the hollow sound of the holed putt. It is a sweet sound indeed. “Hey,” you say as you head to the next tee, “that was a great bogey you made back there.” “No,” he says, “that was a great bogey we made.” “Now, I’d like to turn it over to ________ who will share today’s blessing.”

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SAMPLE LUNCH BLESSING SCRIPT (Officer or Board Member) Dear Heavenly Father…. Thank you for this beautiful day/morning. Thank you for the fun little experience we just had plying blindfold golf. We come to you today, admitting that in many ways we too are sometimes blind to the true realities of life, and the truths of your holy word. We thank you for being our coach and ultimate resource in life. As the blind golfer puts his trust in the coach for direction, we also put our trust in you for our direction. I thank you for each and every one who has come here this morning. I pray that you will bless our time together. May the lessons learned from the blindfolded golf experience help us all understand how The Salvation Army, on a daily basis, helps people who have been blinded by various issues and come to us needing guidance and support. In Jesus’ name. AMEN!” Now, I’d like to show you a video called “The Faces of God’s Army” which provides a little background on The Salvation Army’s overall activities. (Play video, “Faces of God’s Army” – turn off video.) Now, I’d like to introduce ____ who will give you a brief overview of the programs and services offered in the Willmar and Kandiyohi County area.

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SAMPLE OVERVIEW: PROGRAMS & SERVICES The Salvation Army began working in Kandiyohi County in 1897 and has been meeting a variety of the community’s many needs for the past 109 years. Currently, we offer an array of programs and services intended to encourage individuals to become responsible, active, contributing members of the Willmar area community. This team feels our greatest opportunity to serve the Willmar community is through our youth programs. Currently, this team provides a range of character education, recreation and social development programs aimed at helping children from needy families grow into well-adjusted adults. These programs include our Kidz Konnection After-School Program, Girls Guards, Junior Brass Band, Puppet Team, and our Singing Company. Additionally, our team’s “Mobile Outreach Meals” feeding project provides a nutritious lunch and structured activities for at-risk youth in two of Willmar’s poorest neighborhoods during the summer months. Another important way our team helps people of Kandiyohi County is through our emergency social services, which meets the basic needs of poverty level, low-income and at-risk individuals and families. This aid is dispensed in the form of vouchers, non-cash financial assistance and in-kind items including clothing, personal care items, food, lodging, rent, utilities, transportation, car repair, fuel assistance, holiday assistance, prescriptions and medical treatment. Our team’s social services are offered without discrimination and are determined on a client-by-client basis after a personal interview with our case worker. You may recall that The Salvation Army was there on 9-11 and The Salvation Army is still working in the areas affected by Hurricane Katrina. Here in Kandiyohi County, our Emergency Disaster Services team is on-call 24-7, to assist both victims and relief workers during and after fires, tornadoes, floods, and other catastrophes by providing hot meals, clean-up supplies, emergency housing, clothing and more.

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At Christmas and Easter, our team visits shut-ins and residents of area nursing homes and institutions to provide companionship and comfort through our Caring Communities Ministries. English As A Second Language is our newest program. We believe that strengthening the speaking, reading and writing skills of new immigrants will help them more effectively become part of the Willmar area community. And last — but never least – we offer a variety of opportunities for Bible study and fellowship though our spiritual programs. Now, I’d like to give you an opportunity to meet a couple of the clients who have come to the Willmar Salvation Army for help. (Play client testimonial video – turn off video.) Now, I’d like to introduce ____ who will tell you more about us and explain The Salvation Army’s vision for the Willmar and Kandiyohi County area.

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SAMPLE VISIONARY SPEAKER SCRIPT (Corps Officer) When _____ told me what we would be doing today, I thought—you’ve got to be kidding! What does golf have to do with The Salvation Army—and blindfolded golf for that matter? But as I read the story, some parallels emerged. As you heard—Bob was blinded from his service in Vietnam. Wanting to stay active, he first tried to take up running, but got tired of falling on his face. So instead, he chose a somewhat less physically demanding sport, but one that was more challenging – one that required strategy, skill, and yes—sometimes luck. But luck isn’t the reason that Bob and Tina Andrews became one of the best teams in the U.S. Blind Golf Association. Their success did not come overnight. Together, they had to discover a system that worked for them. As the coach, Tina would get Bob set up at the tee, just like your coach did this morning. She told him what was out on the fairway, just like your coach did so he could visualize it in his mind. She would tell him about the twists and turns ahead, just like we at The Salvation Army tell the people we serve about the twists and turns down life’s road. Bob mentioned that he had several coaches before Tina. It took time for him to discover the right teammate and coach, someone who really cared about his success. Over time, they developed a great team, each fulfilling their specific part to accomplish the joint goal. It’s the same with The Salvation Army. Our team genuinely cares about the success and wellbeing of the people who come to us for help. We work together to reach the goal of overcoming whatever challenging issues they are facing. Today, friends, I invite you to discover The Salvation Army. Some of you may already know a lot about us; some of you may know just a little. Some of you may know nothing about us beyond our red kettles at Christmas time. Today, I hope you will discover more about who we are – and discover our team, discover our passion, and discover our vision. (TEAM) In the story, it is clear that Bob and Tina are a team. All teams are composed of people— people who are managers, partners, investors, workers, and clients—who don’t abandon their individual needs and hopes when they come together to form a team. Teamwork is

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essential in any organization. Some people suggest that TEAM is an acronym for Together Everybody Achieves More. People are more effective together. Bob and Tina Andrews shared an interest in golf. Our team shares an interest in meeting human needs. Our team is made up of people from all walks of life. Some have joined our team as officers and soldiers, while others are employed as lay personnel in many clerical, technical, and professional positions. Our volunteers, who give their time to bell-ringing, serving meals at our shelters, and helping with disaster relief, are a significant component of our team. Each person’s contribution is valuable. Together, our team plans strategies, launches and refines programs, recruits people, and measures results according to our mission. Here in Willmar, the team you see here works day in and day out to meet the needs of the less fortunate in Kandiyohi County. (PASSION) Another part of golf is passion. I’m not a golfer, but people I know just love it when they have an opportunity to play the game. Why is that? Perhaps it is because golf offers a sense of renewal; a little time away to get one’s mind off of the cares of the everyday world. The game presents the challenge of overcoming obstacles like sand traps and water hazards. It rouses those internal emotions—the desire to win and succeed. That is the same kind of passion that The Salvation Army has for each and every person we serve. Our passion is for people. Our team wants them to succeed—we want them to win over their present struggles. Just like in our golf exercise, you have to be in the game—no one can play for you. It takes action on your part. It is the same with the people we serve. We can’t do it for them. They need to take actions to help themselves overcome the sand traps and water hazards of life. Like _____ from the video, many clients come to us as lost, desperate people who have tried everything to fill the holes in their lives. Our passion for people spurs us to help people like ________ face and overcome difficult situations as they work to reconnect with their lives. Our team is committed to helping people meet their basic needs. Here in Kandiyohi County, when a hungry family comes to us, not having eaten a well-balanced meal in days, we can provide them with emergency food baskets equipped with groceries, diapers, and personal care items—improving their quality of life in a time of crisis.

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As we all know, Minnesota winters are harsh and it is essential to have a winter coat and a warm place to sleep. In the past year, we provided over ____ adults and children with emergency lodging. It’s hard to believe it, but these people had no other safe, warm place to sleep. What’s more, we have provided hundreds of individuals with winter coats each fall. We have provided thousands of toys and clothing to children to make their holiday season brighter. And we have provided food baskets to individuals and families who could not afford a holiday dinner. We are fueled by the energy generated from stories like ________’s. It is our desire, and our passion, to continue to help people by offering the guidance and support they need to improve their lives. (VISION) Another part of golf is vision. Where do you want the ball to go—if it would only go where I hit it, right? Many people ask me, “What is your vision for The Salvation Army, and specifically the Kandiyohi County area?” A good question! So, what is our vision? What will it take to continue to offer our programs and continue to meet the growing needs of the Willmar community? Quite frankly, as an organization, we’ve struggled for the past several years. This Corp and this community have gone through some hard times, and it takes time to recover from those unexpected situations. It is encouraging to see the progress that has taken place. As we continue to spread the word about The Salvation Army, it is my vision that we will eventually come to a point of financial stability that will allow us to increase our services in proportion to the community’s growing needs. That means, no matter when people come to us, we will always be able to help them—we will never have to turn anyone away due to inadequate funding. Once that is accomplished, we will be able to expand our emergency aid and offer help to more people like ________.

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Homelessness is a growing concern in Kandiyohi County. In the past fiscal year, the Willmar Salvation Army has had an 80% increase in the number of people requesting lodging assistance. Interestingly, more that 75% of the people we assisted were families. In the future, we hope that -- with the help of other organizations -- we will be able to effectively address this issue and reduce homelessness in Kandiyohi County. Additionally, we’d like to expand our Kidz Konnection After-School program from two to five days a week – in order to continue to help area children build confidence, character and grow into well-rounded adults. It’s so rewarding to see our kids make responsible choices and know we’ve made a lasting, positive difference in their lives With your advice, feedback, and suggestions, I believe we can do great things throughout Kandiyohi County. Well, here we are… Who would have thought golf and The Salvation Army go together. I guess they do! I hope you have discovered something new about us today—a little bit about who we are and what we are trying to accomplish. I hope you had fun playing blindfold golf—what an experience! Thank you for sharing your time with us today. We are excited and look forward to a very bright future in this community. We are on our way to building hope, one step at a time. Thank you for discovering our team, our passion, and our vision. Now, I’ll turn it back to _____.

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SAMPLE WRAP-UP SCRIPT (Development Director)

Thank you for joining us today for our "Discover the Army" luncheon. I hope you've learned more about us today including our role in the community, our passion for people, and our emphasis on teamwork and coaching. I promised I would only keep you here for one-hour -- and our time is up. In about a week, I will call each of you to obtain your feedback and advice about today's event. Additionally, if you are not pressed for time, I invite your to stay for a tour of our building, including the food pantry and chapel. I will also be available to answer any questions you may have. Thanks for coming -- and I look forward to speaking with you soon.

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(Development director makes follow up calls one-week after the event.)

SAMPLE FOLLOW-UP CALL SCRIPT (Development Director) “Hello _______. This is _______. You may remember me from the “Discover the Army” lunch at The Salvation Army. I am calling to thank you for taking the time to come out and visit us. It means a great deal to us that you took your time to do that. As we mentioned last week, we’re trying to get our story out to more people in the community and expand the base of folks who know what we’re doing. We’d really appreciate your feedback and suggestions. “So, what did you think of the luncheon?” (Listen to their responses carefully. Don’t talk. Listen closely to their response, pick up on any cues or hot buttons that interest them.) “Is there any way you could see yourself becoming involved with our organization?” “Is there anyone else you know who might enjoy attending a similar event? Would it be all right for me to call them and mention your name or would you prefer to call the person first to let them know I will be calling?” “Thank you so much for speaking with me today. I know we will benefit for your valuable insights, especially (fill in). If you can think of anything else you think we should know about, please feel free to call me at ________.” Thanks a million. Good-bye.”

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THE CULTIVATION SUPERHIGHWAY Accelerates “ripening of the fruit” Purpose is to deepen prospect’s involvement Total number of prospect contacts directly correlated to size of gift EACH CONTACT MUST BE: 1) Personal • 1 on 1, face-to-face are best • Prospect must be able to respond directly 2) Relevant • Must relate to prospect’s needs and interests 3) Timely • Must relate to prospect’s pace and style • No more than one-week intervals until you get to know prospect better • Responses must be prompt 4) Delivered in prospect’s preferred medium • Vary the media until you know the prospect’s preference IDEAS: • Mail handwritten note • Mail photo • Mail handmade work of art • Fax legislative update • Set up meeting with program leaders CONTACT MATRIX • Chart a timeline what is already being done to connect with prospects and donors: − Invite volunteer recognition banquet − Email newsletter − Mail annual report • Note who is responsible for making each happen • Consider and note: − Distribution of connections dates − How prospect can respond/provide feedback in each case − Whether there is “real person” contact • Make a second matrix for donors listed by gift-size category − Consider how to maintain contact with each group