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Mary pulls from her book What to Say to teach the full anatomy of a major gift ask conversation. She covers the 5 elements of a strong ask (set-up, ask, silence, donor response, fundraiser response), how donors give from their head, heart, or gut and why matching your ask style to your donor's giving style changes everything, and the exact language of asking for a specific amount. She also digs into what most fundraisers get wrong — and the one sentence that causes more lost gifts than any other mistake. Get What to Say and Small Table Big Philanthropy.  Small Table launches on April 30. Go get your copy. #fundraising #majorgifts #donorrelationships 🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy. 🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script. More from Mary: 📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology. 🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward. 👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place. 💻 Connect with Mary Petersen Website: heyfundraiser.comYouTube: @heyfundraisersInstagram: @heyfundraiserLinkedIn: ...

Mary introduces the no-agenda visit as the cornerstone of the cultivation phase in her 4-step system (Engineer → Culivate → Solicit → Steward). This isn't 'showing up without a plan' — it's showing up with a completely different plan: the plan to listen. In this episode, you'll learn how to prepare for a visit where you're not pitching, the 5 questions that open every real donor conversation, how to read relationship readiness signals, and the follow-up routine that turns every no-agenda visit into meaningful next steps. Mary also shares the story of a $250,000 gift that came from a visit where nobody asked for anything. PREORDER: Small Table Big Philanthropy - comes out April 30th! DOWNLOAD: The No-Agenda Visit Guide #fundraising #donorrelationships #noagendavisit #cultivation #majorgifts 🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy. 🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script. More from Mary: 📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology. 🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward. 👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place. 💻 Connect with Mary Petersen Website: heyfundraiser.comYouTube: @heyfundraisersInstagram: @heyfundraiserLinkedIn: ...

Donor retention is the most under-discussed topic in major gift fundraising — and the most expensive mistake organizations make. In this episode, Mary digs into the real reasons donors go quiet, the exact moment most organizations lose a relationship they didn't know they were losing, and what the organizations with 80%+ retention rates do differently. Spoiler: it's not a better newsletter. This episode is grounded in a chapter from Small Table Big Philanthropy about what it really means to treat your $1,000 donors like royalty — and how that mindset compounds into major gifts. Grab Small Table Big Philanthropy at heyfundraiser.com — launching April 30. And if this episode helped you, share it with one fundraiser who needs to hear it. 🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy. 🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script. More from Mary: 📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology. 🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward. 👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place. 💻 Connect with Mary Petersen Website: heyfundraiser.comYouTube: @heyfundraisersInstagram: @heyfundraiserLinkedIn: ...

This episode explores the art of follow-up in major gift fundraising, emphasizing a steady, relational, permission-based approach that preserves trust and moves opportunities forward. Learn practical strategies for timing, messaging, handling silence, and maintaining integrity after the ask. #fundraising #donorfollowup #relationshipmanagement 🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy. 🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script. More from Mary: 📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology. 🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward. 👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place. 💻 Connect with Mary Petersen Website: heyfundraiser.comYouTube: @heyfundraisersInstagram: @heyfundraiserLinkedIn: ...

In this episode, Mary Petersen demystifies donor objections, showing fundraisers how to handle them with confidence and trust-building techniques. Learn the seven most common objections, a simple three-step response framework, and tips on tone and preparation to become a calmer, more effective fundraiser. #fundraising #donorobjections #giftconversations #relationshipbuilding #fundraisingtips 🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy. 🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script. More from Mary: 📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology. 🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward. 👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place. 💻 Connect with Mary Petersen Website: heyfundraiser.comYouTube: @heyfundraisersInstagram: @heyfundraiserLinkedIn: ...

In this episode, Mary Petersen talks about a simple yet powerful framework to personalize your fundraising conversations based on donor decision-making styles—head, heart, or gut—and significantly increase your success. #fundraising #majorgifts #fundraisingstrategies 🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy. 🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script. More from Mary: 📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology. 🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward. 👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place. 💻 Connect with Mary Petersen Website: heyfundraiser.comYouTube: @heyfundraisersInstagram: @heyfundraiserLinkedIn: ...

In this episode, Mary Petersen talks about the key difference between describing your organization’s activities and showcasing the real results that inspire donors to give. Explore practical strategies to reframe your messaging around impactful outcomes that resonate emotionally and logically with donors. #fundraising #nonprofit #fundraisingstrategies #fundraisingsuccess 🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy. 🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script. More from Mary: 📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology. 🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward. 👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place. 💻 Connect with Mary Petersen Website: heyfundraiser.comYouTube: @heyfundraisersInstagram: @heyfundraiserLinkedIn: ...

In this episode, Mary Petersen provides a master class on the critical first five minutes of donor meetings, emphasizing their importance in setting the tone, creating depth, and leading the conversation towards meaningful engagement. She outlines common pitfalls to avoid, offers a structured framework for effective donor engagement, and discusses various scenarios that fundraisers may encounter during meetings. The episode concludes with strategies for structuring the remainder of the meeting to ensure progress in donor relationships. #donormeetings #fundraising #majorgifts #fundraisingstrategies 🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy. 🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script. More from Mary: 📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology. 🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward. 👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place. 💻 Connect with Mary Petersen Website: heyfundraiser.comYouTube: @heyfundraisersInstagram: @heyfundraiserLinkedIn: ...

In this Valentine's Day special episode, Mary Petersen discusses the challenges of fundraising burnout and offers practical advice for rekindling passion for the work. She emphasizes the importance of relationship-building over task-oriented approaches and provides actionable steps to reconnect with donors and protect one's energy while maintaining high goals. The episode serves as a reminder that fundraisers are not alone in their struggles and can find meaning in their work through intentional actions. #fundraising, #relationshipbuilding, #donorengagement, #Valentine'sDay 🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy. 🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script. More from Mary: 📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology. 🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward. 👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place. 💻 Connect with Mary Petersen Website: heyfundraiser.comYouTube: @heyfundraisersInstagram: @heyfundraiserLinkedIn: ...

In this episode of the Hey Fundraiser podcast, Mary Petersen discusses the critical importance of silence after making a major gift ask. She emphasizes that the moments following the ask are crucial for allowing donors to process their decision. Mary provides practical strategies for fundraisers to effectively use silence, avoid common pitfalls, and respond appropriately to donor reactions. The episode serves as a training session on how to enhance fundraising success through confident communication and understanding donor psychology. #fundraising #majorgifts #silence #donorengagement #fundraisingstrategies 🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy. 🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script. More from Mary: 📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology. 🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward. 👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place. 💻 Connect with Mary Petersen Website: heyfundraiser.comYouTube: @heyfundraisersInstagram: @heyfundraiserLinkedIn: ...

In this episode, Mary Petersen discusses the common experience of receiving 'no' from donors in fundraising. She emphasizes that a 'no' often signifies a need for more information or clarity rather than a definitive rejection. Petersen outlines five key reasons why donors say no, including lack of clarity, misalignment of values, timing issues, decision-making dynamics, and the nature of the ask itself. She provides actionable strategies for fundraisers to address these concerns and turn potential rejections into opportunities for engagement and understanding. #fundraising #nonprofit #fundraising strategies #fundraising success 🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy. 🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script. More from Mary: 📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology. 🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward. 👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place. 💻 Connect with Mary Petersen Website: heyfundraiser.comYouTube: @heyfundraisersInstagram: @heyfundraiserLinkedIn: ...

In this episode, Mary Petersen discusses the concept of permission-based fundraising, emphasizing the importance of clarity and collaboration in donor relationships. She outlines five key questions that fundraisers can use to create a natural transition to asking for donations, ensuring that donors feel respected and engaged throughout the process. The episode also addresses how to handle vague responses from donors and provides practical homework for fundraisers to practice their skills. #fundraising #solicitation #nonprofit #majorgifts, #donorrelationships #fundraisingstrategy 🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy. 🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script. More from Mary: 📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology. 🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward. 👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place. 💻 Connect with Mary Petersen Website: heyfundraiser.comYouTube: @heyfundraisersInstagram: @heyfundraiserLinkedIn: ...

In this podcast episode, Mary Petersen discusses the critical signals that indicate when a donor is ready to be asked for a major gift. She emphasizes the importance of understanding engagement, values alignment, capacity, timing, and ownership signals. By recognizing these signals, fundraisers can approach potential donors with confidence and integrity, ensuring that the ask feels natural and appropriate. Petersen also introduces the concept of permission-based fundraising, which helps build a relationship that leads to successful major gift solicitations. Finally, she provides a scoring system to assess donor readiness and encourages fundraisers to focus on the right prospects to achieve their goals. #majorgifts #fundraising #permission-based fundraising #philanthropy #donorrelationships 🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy. 🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script. More from Mary: 📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology. 🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward. 👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place. 💻 Connect with Mary Petersen Website: heyfundraiser.comYouTube: @heyfundraisersInstagram: @heyfundraiserLinkedIn: ...

In this episode of the Hey Fundraiser podcast, Mary Petersen discusses the importance of portfolio triage in fundraising. She emphasizes that the scarce resource in major gifts is the fundraiser's time and attention, not the donors themselves. By categorizing donors into three priorities, fundraisers can focus their efforts on those most likely to give, ensuring that their time is spent effectively. Mary provides practical strategies for engaging with priority donors and highlights common mistakes to avoid in donor management. The episode concludes with a structured weekly triage plan to help fundraisers maintain focus and momentum in their efforts. Check out the Momentum Webinar here - it's pre-recorded so you can watch it immediately! #fundraising #donor management #major gifts #nonprofit strategy #donor engagement #fundraising tips 🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy. 🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script. More from Mary: 📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology. 🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward. 👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place. 💻 Connect with Mary Petersen Website: heyfundraiser.comYouTube: @heyfundraisersInstagram: @heyfundraiserLinkedIn: ...

If your major gifts work is running on vibes—if you only do outreach when you feel confident, or you avoid the ask until you feel “100% ready”—this episode is your intervention (said with love). In this conversation, Mary breaks down the Momentum Method, a simple system that helps you build steady progress in major gifts without relying on motivation, a perfect week, or a magical burst of confidence. You’ll learn the 4 core elements that create momentum—and a weekly rhythm to keep them moving. In this episode, you’ll learn: What “mood-based major gifts” looks like (and why it’s so common)The 4 elements of the Momentum Method:PortfolioMajor Gift Materials (Outcomes + Offers)CultivationSolicitationA simple weekly operating rhythm to build real major gift momentumThe biggest reasons you feel stuck—and how to fix them with structure, not willpowerHow to stop “prepping” forever and start moving donors forward with confidenceYour simple challenge for this week: Pick 5 donors you’re moving this week. Write one clear next step for each. Schedule two outreach blocks on your calendar. That’s it. That’s the system. Want the full Momentum system? If you liked this episode, you’ll love Mary’s Momentum webinar—a 60-minute training that walks you through the full 4-part system and shows you how to apply it to your real-life donor portfolio (even if you’re busy, overwhelmed, or new-ish to major gifts). This is an on-demand webinar so you can watch it anytime :) Watch the Momentum webinar here 🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy. 🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script. More from Mary: 📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology. 🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward. 👩🏻‍💻 Momentum Training. My complete packaging + ask system, all in one place. 💻 Connect with Mary Petersen Website: heyfundraiser.comYouTube: @heyfundraisersInstagram: @heyfundraiserLinkedIn: ...