Summary:
Clark shares his November playbook for development officers: how to turn Thanksgiving into a month-long movement of gratitude that naturally inspires giving. From pulling lists in October to writing year-end letters in December, he explains how to stay relationally abundant and avoid those awkward, last-minute “can you give before midnight?” calls.

What You’ll Learn:

• Why gratitude—not urgency—is your most powerful fundraising motivator

• The difference between thank-you calls and gratitude calls

• How to structure your October, November, and December moves for maximum impact

• How small, consistent “no-ask” touches create major giving opportunities later

• Why there’s no such thing as a “transactional” gift

Key Quotes:

• “Gratitude is an attractive quality. People give without being asked.”

• “There are no underperforming donors—only underperforming organizations.”

• “Trust the process, and the big gifts will come.”

Action Step:Turn November into “Gratitude Month.” Send notes, texts, and cards. Make calls. Don’t ask—just thank.

Connect with Clark:
📧 Clark@MajorGiftsFundraiser.com
🌐 MajorGiftsFundraiser.com

The post From the Podcast Ep. 197- Be Thankful-And Watch What Happens appeared first on Major Gifts Fundraiser.

The Reverend Dr. Martin Luther King Jr. said, “The arc of the moral universe is long, but it bends toward justice.” I’ve always loved that idea. I want to take the full weight of my life and lean on that bend—pressing just a little harder so that, in some small way, my efforts help move it further toward justice.

Now, justice is an interesting word. In the Western world, we often think of it as law and order—people getting what they deserve. But justice, to me, is bigger. It’s making the world right again. It’s healing what’s broken. When you help families rebuild after disaster, or give children access to quality education, or bring clean water to communities—those aren’t acts of charity. They’re acts of justice. You’re restoring what was meant to be whole.

And that’s what your work is doing every single day. You’re bending the arc. You’re leaning on the bend. My role—what gets me out of bed every morning—is helping you do that better. Helping you raise the resources and build the relationships that sustain that work.

The Rhythm of Year-End

If I were sitting in your chair right now—as a development director, a major gifts officer, or an executive director—I’d be thinking about how to finish the year strong.

Here’s what I’d do first: pull a list of people who gave last year but haven’t yet given this year. That’s your LYBUNT list—Last Year But Unfortunately Not This year. Then, pull your biggest cumulative givers from the past two years and see how their giving compares this year. Some may have given less, or not at all. Those are names you want in front of you.

This isn’t just about data. It’s about relationships. Look at that list and think: Who needs to hear from me? Who deserves a touchpoint right now? Maybe it’s a quick text, a handwritten note on your newsletter, or forwarding an update they’d enjoy. You’re not asking for anything—you’re simply being present.

As November rolls around, I like to make gratitude my theme. Thanksgiving shouldn’t just be a day—it deserves the whole month. Gratitude is magnetic. When we exude it, people are drawn in. Donors who haven’t given yet are reminded of their connection to your mission. Others are inspired to give again.

I call them gratitude calls. These aren’t thank-you calls for a specific gift. They’re calls that say, “I was reflecting on what I’m thankful for this season, and I thought of you. I’m grateful for your friendship and partnership.” Simple. Genuine. Human.

You’ll be amazed by what happens when gratitude becomes the atmosphere around your work. Gifts come in without being asked for. Doors open that once felt closed. People remember why they give—and why it matters.

Trust the Process

By early December, you’ll notice names disappearing from your list—people who’ve already given because of the gentle nudges you’ve made. When you send your year-end letters, they won’t come as a surprise; they’ll feel like a continuation of a relationship that’s already alive.

Your letter might say something like, “You may not even realize it, but you haven’t given yet this year. Many of our supporters take great pride in their consecutive giving, and I’d hate for you to miss a year without realizing it.”

That’s not pressure—that’s invitation. It reminds your donors that they’re part of something bigger.

And by the time you make those final calls in late December, you won’t be calling cold. You’ll be calling from a place of abundance. You’ve shown gratitude. You’ve reached out. You’ve built trust. Now you’re simply inviting your partners to join you again as you lean on the bend.

This is the process. One touchpoint at a time. One note. One call. One letter. It all builds toward something bigger—a long-term relationship that leads to major gifts and transformational generosity.

Trust the process, and the big gifts will come.

If you’d like coaching to walk through this process—how to structure your lists, build your year-end communication plan, and strengthen your donor relationships—we’d love to help.
Reach out to us at clark@majorgiftsfundraiser.com. Let’s lean on the bend together.

The post The Two Lists You Need Before Year End appeared first on Major Gifts Fundraiser.

Fundraising has that same rhythm. Each year brings a new cycle of giving, and as we move toward the close of the year, it’s time to pause, take stock, and make sure we’re on track with the people who make our work possible—our donors.

One of the most practical, grounding things you can do right now is pull your lists. Not just any lists, but the ones that tell the real story of your relationships.

Two Lists That Tell the Truth

The first list is the classic LYBUNT list—those who gave Last Year But Unfortunately Not This Year.
Pull that report and sort it from the largest gift to the smallest. Then slow down and read the names. Don’t just glance at the numbers—look at the people. Do you know their stories? Do you remember what moved them to give last year? Have you connected with them recently?

This list isn’t meant to shame or panic you. It’s simply a mirror showing where relationships might have drifted. Sometimes a donor hasn’t given because life got busy, an email went to spam, or the organization hasn’t reached out in a while. The point is not to judge the donor—it’s to see where connection has faded.

But don’t stop there. The LYBUNT list can trick you into thinking everything’s fine if someone gave even a small amount this year. Maybe they set up a $25 monthly gift, so technically they’re “active.” Yet last year they also gave a $10,000 one-time gift, and that hasn’t happened again.

That’s why you need the second list—your biggest cumulative givers over the past two years. Create columns for 2023, 2024, and year-to-date totals. Sort the data top-to-bottom for each year. Who rose to the top? Who dropped off? Who’s given less so far this year?

These names are your early-warning signals and your opportunities. You’re not assuming anyone will repeat a big gift automatically. You’re simply checking the health of the relationship. When was the last time you saw them, called them, or wrote them a note? Have you invited them to an event, shared an update, or thanked them in a personal way?

If you find yourself saying, “It’s been a while,” that’s your cue.

Methodical Work Builds Meaningful Relationships

Good development work isn’t glamorous. It’s methodical. It’s pulling lists, looking at names, taking action, one relationship at a time. Every shared moment—a visit, a phone call, a handwritten note—adds another layer of trust and connection.

Think ahead for a moment. Picture yourself at the end of the year, staring at those same lists. You see a few people who still haven’t given, and you’re about to pick up the phone. Ask yourself: What do I wish I had done earlier to make this conversation easier?

That question alone can change how you approach the next few weeks. Because when you stay in touch—when you check in with care instead of pressure—something starts to happen. Donors who seemed “quiet” begin to re-engage. Gifts appear not by magic, but through consistent, thoughtful work.

And while we’re talking about lists, let’s retire one phrase for good: “underperforming donors.” Donors don’t underperform. Organizations do, when we fail to connect with people who’ve already shown us generosity.

So don’t think of this as a data exercise. It’s an invitation to reconnect. Each name is a relationship waiting for renewal, a conversation waiting to happen, a story waiting to continue.

The Call to Act

Before the next rush of meetings, carve out time to pull those two lists. Review them carefully. Mark the names that matter most, and start reaching out. Do it thoughtfully. Do it methodically. Do it because strong relationships are the foundation of every great mission.

And if you want a guide to help you build those relationships with clarity and confidence—join us at Major Gifts Fundraiser.
We’ll help you move from reacting to planning, from chasing dollars to cultivating lasting partnerships.

It starts with one simple step: pull the list. Then start connecting.

The post Pulling Lists for Year End appeared first on Major Gifts Fundraiser.

Summary
As year-end approaches, Clark shares the methodical moves that separate top-performing development officers from everyone else. In this episode, he walks through the two lists every fundraiser should pull before November hits—and how to use them to strengthen relationships and prevent last-minute panic calls in December.

What You’ll Learn

• Why now is the time to pull your LYBUNT list—and how to read it strategically.

• The second critical list: your top cumulative givers over the past two years.

• How to spot “underperforming relationships” without labeling donors as underperforming.

• What to do with donors who’ve given less this year, and how to reconnect before year-end.

• How methodical development work in October and November makes December “miraculously easy.”

Key Quotes

• “There are no underperforming donors—only underperforming organizations.”

• “If you do the work between October and December, names will magically disappear off your LYBUNT list. It’s not magic—it’s methodical.”

• “Good relationships are built on an accumulation of shared experiences and shared interactions.”

Action Step
Pull your two lists today:

1. LYBUNT: Last Year But Unfortunately Not This Year.

2. Cumulative Givers: Top donors from the past two years, compared to year-to-date.

Then ask yourself: Are these relationships on track?

Connect with ClarkHave a question or want help building your year-end plan? Email Clark@MajorGiftsFundraiser.com
Visit MajorGiftsFundraiser.com to learn more.

The post From the Podcast Episode 196- The Two Lists You Need Before Year-End appeared first on Major Gifts Fundraiser.

Summary
Part two of Clark’s practical “Lessons Learned” series—from an old slide deck that still packs a punch. We cover why mission must lead your conversations, how to cultivate until the “yes” is likely, the art of listening (and how to measure it), why the case must be bigger than your organization, and the simple discipline of getting in the living room, not just the inbox.

What You’ll Learn

• Lead with mission, not programs: Define the problem you exist to solve; then show how your programs are the vehicle.

• Money isn’t the problem: Relational deficit > budget deficit. Build the relationship that makes the gift obvious.

• Change lives, not line items: Donors give to impact. Your job is to articulate how lives change uniquely through you.

• Listen like a pro: Aim to speak far less than you listen; measure it after each meeting to improve.

• Don’t be flippant with the ask: Cultivate and ask—don’t “just ask.” Ask when a “yes” is likely.

• Emotion moves big gifts: Logic opens the door; emotion carries the gift over the threshold.

• Meet with both spouses: If both aren’t in the room, your best arguments will go unanswered.

• Make the case bigger than your org: Community, nation, world—then your distinctive role.

• Treat giving as a habit to build: Start small with first-time or reluctant givers; grow over time.

• Recognition matters (even if it’s “no recognition”): Always ask and align.

• Choose the living room over lunch: Fewer interruptions, clearer decisions.

• Prior donors predict future gifts: Steward yesterday’s givers to cultivate tomorrow’s.

• Never take insiders for granted: Keep building the drama for board and volunteers, too.

• Do your homework: Know their giving, interests, and context before you meet.

• You must ask: After real cultivation, make the clear, specific ask.

Practical Tools

• Add this to every visit report: “% of time I talked vs. % donor talked.” What you measure improves.

• Pre-visit prep checklist: giving history, household context, mutual connections, LinkedIn scan, recent news.

Quotable Moments

• “Listen. Listen intently. Listen even more intently.” — Jerry Panas

• “I never give because there’s a need. I give because I’m interested and I believe I can make a real difference.” — as referenced in the episode

Related

• Lessons Learned in Major Gifts Fundraising (Part 1)

Links & Resources

• Major Gifts Fundraiser services and trainings: majorgiftsfundraiser.com

• Try the Clarkbot (AI coaching, prompts, and role-play): majorgiftsfundraiser.com

ContactHave a question or want feedback on an upcoming ask? Email Clark at Clark@MajorGiftsFundraiser.com.

The post From the Podcast Ep 195-Lessons Learned (Part 2) appeared first on Major Gifts Fundraiser.