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Getting Appointments - Interview with Joe Hendrickx and Frank Cummings on the Petrus Development Show

In this episode, Andrew visits with Joe Hendrickx, Major Gifts Officer at St. Paul's Newman Center at NDSU and Frank Cummings, Director of Development at School of Faith. They discuss how to make calls and get appointments with donors and potential donors. They talk about the anatomy of a phone call and walk through different troubleshooting ideas when the donor says no. And how to deal with motivation versus action. Frank and Joe presented this talk at the Petrus Virtual Conference 2020.


Show Notes:

Frank: You need to love your cause. When you get on a call, you have to lean into why you love your organization. And when you are having a bad day at work, you lean into how to help those find joy in giving. 

Cold calling is a formation of virtue. It's building mental toughness. 

Set an activity call. Frank sets 2 visits per week and keeps calling until he fills his calendar for the month. You need accountability set up for you in your organization and separate from...

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Fundraising in the New Normal


By Mary P. Walker, Petrus Blog Contributor & Local Charity Board Member


Right now, my daughter is in our guest bedroom teaching 130 7th grade students math. To be effective, she developed new skills, tested new teaching methods, and ramped up communication with her students’ parents. She is adding some wonderful tools that will serve her well when she gets out of our bedroom and back into a classroom.

What tools are we, as fundraisers, adding to our toolboxes? Let’s take a few minutes and reflect on how our current ways of coping, ministering, and paying the bills might empower us to do our jobs even better when this crisis is over. The following are some things I’ve been thinking about.

Longing for Mass and the Sacraments

While we are now getting used to not physically attending Mass or receiving the sacraments, most of us can’t wait until that changes. Even if our benefactors and community did not always attend Mass every Sunday or receive the...

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