February 3, 2025 • 10 mins
Have you ever felt like fundraising was just begging for money? Like you were throwing out asks and hoping someone would say yes? If so, you’re not alone—but there’s a reason it feels that way. And it’s not just you.
In this episode of Let’s Talk Fundraising, I break down the difference between real fundraising and what I call panhandling. It all started with a phone call that should’ve been about speaking at a conference—but instead turned into a hard sales pitch for sponsorship. And when the other fundraiser shrugged and said, “Well, we have to ask everybody”, it hit me like a brick.
No. We don’t.
Fundraising isn’t about throwing out asks to anyone with a checkbook. It’s about building real relationships, aligning passions with purpose, and guiding donors on a hero’s journey—where they see themselves as part of the change.
In this episode, we dive into:
🎙️ The huge mistake that makes donors run the other way
🎙️ Why real fundraisers never feel like salespeople
🎙️ The key to making donors excited to give (without pressure)
🎙️ How to stop “panhandling” and start inspiring generosity
If you’re tired of making asks that feel transactional, if you want to build real donor relationships that last, this episode is for you.
🚀 Let’s raise money the right way.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Keith Greer, CFRE (00:05):
Hey there, hi , and welcome back ambitious
fundraisers.
I'm your host, keith Greer, andyou're listening to let's Talk
Fundraising, the podcast, wherewe cut through the noise and
talk about what really makesfundraising work building
authentic relationships andinspiring generosity.
Today I've got a story for you.
It's a real hot take.
It started as a simple phonecall about speaking at a
(00:28):
conference, but before I knew it, I was being hit hard with
sales pitches to sponsor theirevent.
And then came the line thatstopped me in my tracks.
Well, as fundraisers, we haveto ask everybody.
That moment got me thinking arewe actually fundraising or are
we just panhandling in disguise?
Let's get into it and let'stalk fundraising.
(00:48):
So here's what happened.
I got on a call with anotherfundraiser, someone organizing a
regional fundraising conference.
The invitation was for me tospeak, which I was excited about
.
I love talking with fundraisers, sharing insights and helping
people level up their impact.
But almost as soon as westarted, the conversation took a
(01:11):
real sharp turn.
Instead of talking about thespeaking opportunity, they
launched into a hard pitch aboutwhy I should sponsor their
event, and when I said it wasn'tin my budget and it didn't
align with what I was doing,they just brushed it off.
Well, as fundraisers, we haveto ask everybody.
I felt my stomach drop thatline.
We have to ask everybody,because sure, we have to ask,
(01:36):
but not like that, the way thiswas happening.
It wasn't about a partnership,it wasn't about alignment or
even a genuine conversation.
It was a transaction, plain andsimple.
And in that moment I realizedthat wasn't fundraising, this
was just panhandling with afancier title.
That phone call took me straightback to the early days of my
(01:58):
career, when I worked with afundraiser who had one strategy
Ask everyone for a milliondollars.
Who had one strategy Askeveryone for a million dollars.
It didn't matter if they were ateacher, a retiree or someone
grabbing coffee in the officelobby.
If they had a pulse, they gotthe pitch.
No discovery, no relationshipbuilding, no effort to see if
their interests aligned with ourcause, just a big, bold ask
(02:22):
right out of the gate.
And let me tell you thereactions.
They were exactly what you'dexpect Confusion, discomfort and
a whole lot of no's.
It felt like watching a usedcar salesman at work.
You know the type they're pushy, they're aggressive and they
make you feel like you have tobuy right now, before the deal
disappears.
And that's the problem.
(02:43):
When fundraising starts to feellike a high-pressure sales
tactic, we stop beingmission-driven professionals and
we start looking desperate, andthe damage it's real.
People don't trust us.
They feel like walkingcheckbooks instead of partners
in making change, and when thathappens, they don't just say no
to one gift, they walk away fromthe organization altogether.
(03:05):
That's why I call itpanhandling, because if we're
only focused on squeezing moneyout of people instead of
inspiring them to make an impact, we're not actually fundraising
at all.
This is where I see fundraisingcompletely differently.
To me, philanthropy isn't justabout money.
It's almost a spiritualexperience.
It's about helping people see aworld that's better than the
(03:28):
one that they inhabit today, andthen inviting them to be a part
of the solution.
As fundraisers, we are notsalespeople.
We're guides.
Our job isn't to pressuresomeone into giving.
It's to walk alongside them asthey discover how they can
create real change.
It's about connection, it'sabout purpose and it's about
(03:48):
impact, and when it's done right, it follows a journey, what
storytellers call the hero'sjourney.
First, they envision a betterworld.
They see a problem that needsfixing Maybe it's homelessness,
education gap or environmentaldestruction and they recognize
something needs to change.
Maybe it's homelessness,education gap or environmental
destruction and they recognizesomething needs to change.
Then they align their interestswith purpose.
(04:10):
They don't just throw money atthe problem.
They find the cause that speaksto their hearts no-transcript.
Then they join in making adifference.
And this is the moment wherephilanthropy happens, not
because we begged or pressuredthem, but because they chose to
take action.
And finally they see the goodachieved.
(04:32):
They witness the impact oftheir generosity the
scholarships awarded, the mealsserved, the medical research
breakthroughs.
They don't just give and forget.
They see themselves as part ofthe change.
That's what real fundraising isabout.
It's not about making an ask.
It's about helping someone stepinto their own story of
generosity.
And when we do it right, theydon't just give once.
(04:55):
They become lifelong partnersin changing the world.
Think about it when someonetruly feels connected to a cause
, when they see the impact oftheir gift and they know they
played a role in somethingbigger than themselves, they're
not just writing a check.
They're investing in a vision,and people want to keep
investing in something thatmatters to them.
That's why stewardship the waywe care for and communicate with
(05:18):
our donors is everything.
It's not just a thank you emailor an annual report.
It's an ongoing conversation.
It's inviting them to see theimpact firsthand, to hear the
stories of lives changed, tofeel the ripple effect of their
generosity.
Because when donors see theirgiving making a real difference,
they don't need to be pressuredinto giving again.
(05:39):
They want to.
They become champions for thecause, advocates in their own
networks and, most importantly,they become lifelong believers
in the mission.
That's the kind of fundraisingthat lasts, not the quick hit,
not the transactional ask, butthe kind that builds movements,
transforms communities, the kindthat creates lasting change,
(05:59):
transforms communities the kindthat creates lasting change.
And maybe you're listening tothis and thinking yikes, I've
definitely been guilty ofpanhandling before.
First off, don't beat yourselfup about it.
We've all been there.
The good news you can shiftyour approach today and start
(06:20):
fundraising in a way that buildsreal, lasting impact.
And here's how you can do it.
First, listen more than youtalk.
Before making an ask, take thetime to understand what truly
matters to the donor.
What are they passionate about?
What kind of impact do theywant to have?
When you start with their heartinstead of your funding gap,
(06:43):
the entire conversation changes.
Second, focus on relationships,not transactions.
Fundraising isn't aboutsqueezing a donation out of
someone and moving on.
It's about cultivating aconnection over time.
Follow up, check in, invitethem into the mission in ways
beyond giving.
When donors feel seen andvalued, they stay.
(07:07):
Third, personalize the ask.
People don't give just becauseyou need money.
They give because somethingspeaks to them.
Show them how their gift makesa difference in their area of
interest.
A generic pitch gets a politeno.
A tailored, meaningful ask getsengagement.
And finally, share the impact.
(07:30):
Don't just collect the checkand disappear.
Show them what they madepossible.
Tell them stories, send themupdates, invite them to see the
work firsthand.
When donors experience the realchange they helped create, they
don't just give again.
They believe again.
This is the difference betweenpanhandling and real fundraising
(07:53):
.
One takes, the other builds.
One is about the money, theother is about the mission, and
that's the work we should allstrive for.
So here's my challenge to youTake a step back and ask
yourself am I truly buildingrelationships or am I just
(08:18):
making asks?
Fundraising isn't about securinggifts.
It's about serving donors andcauses in a way that makes
philanthropy meaningful foreveryone involved.
So commit to doing itdifferently.
Be the fundraiser who listens,who cares, who helps people step
into their own story ofgenerosity, because when you do
that, you're not just raisingmoney, you're building something
(08:38):
that lasts.
And if you're thinking, okay, Iwant to do this, but where do I
start, you're in the rightplace, and upcoming episodes
will be diving into practicalstrategies to deepen donor
relationships, make meaningfulasks and raise funds ethically
and effectively.
So stick around, hit that followbutton and let's do this work
(09:00):
together, because the worlddoesn't need more panhandlers.
It needs real fundraisers whoinspire change.
You have a choice you can be atrue philanthropic guide,
walking alongside donors as theycreate real change, or you can
be a panhandler chasing quickmoney with no connection.
One path builds trust, impactand long-term support.
(09:24):
The other burns bridges beforethey're even built.
Choose the path that upliftseveryone.
Thank you for spending thistime with me on let's Talk
Fundraising.
I appreciate you and I knowthat by showing up, listening
and growing, you're alreadymaking a difference in how you
approach this work.
And remember, our job is not topressure people into giving.
(09:46):
It's to help them become thehero of their own giving story.
Until next time, keep buildingrelationships, keep inspiring
generosity and keep making animpact.
I'll see you real soon.
Hey there, hi , and welcome back ambitious
fundraisers.
I'm your host, keith Greer, andyou're listening to let's Talk
Fundraising, the podcast, wherewe cut through the noise and
talk about what really makesfundraising work building
authentic relationships andinspiring generosity.
Today I've got a story for you.
It's a real hot take.
It started as a simple phonecall about speaking at a
(00:28):
conference, but before I knew it, I was being hit hard with
sales pitches to sponsor theirevent.
And then came the line thatstopped me in my tracks.
Well, as fundraisers, we haveto ask everybody.
That moment got me thinking arewe actually fundraising or are
we just panhandling in disguise?
Let's get into it and let'stalk fundraising.
(00:48):
So here's what happened.
I got on a call with anotherfundraiser, someone organizing a
regional fundraising conference.
The invitation was for me tospeak, which I was excited about
.
I love talking with fundraisers, sharing insights and helping
people level up their impact.
But almost as soon as westarted, the conversation took a
(01:11):
real sharp turn.
Instead of talking about thespeaking opportunity, they
launched into a hard pitch aboutwhy I should sponsor their
event, and when I said it wasn'tin my budget and it didn't
align with what I was doing,they just brushed it off.
Well, as fundraisers, we haveto ask everybody.
I felt my stomach drop thatline.
We have to ask everybody,because sure, we have to ask,
(01:36):
but not like that, the way thiswas happening.
It wasn't about a partnership,it wasn't about alignment or
even a genuine conversation.
It was a transaction, plain andsimple.
And in that moment I realizedthat wasn't fundraising, this
was just panhandling with afancier title.
That phone call took me straightback to the early days of my
(01:58):
career, when I worked with afundraiser who had one strategy
Ask everyone for a milliondollars.
Who had one strategy Askeveryone for a million dollars.
It didn't matter if they were ateacher, a retiree or someone
grabbing coffee in the officelobby.
If they had a pulse, they gotthe pitch.
No discovery, no relationshipbuilding, no effort to see if
their interests aligned with ourcause, just a big, bold ask
(02:22):
right out of the gate.
And let me tell you thereactions.
They were exactly what you'dexpect Confusion, discomfort and
a whole lot of no's.
It felt like watching a usedcar salesman at work.
You know the type they're pushy, they're aggressive and they
make you feel like you have tobuy right now, before the deal
disappears.
And that's the problem.
(02:43):
When fundraising starts to feellike a high-pressure sales
tactic, we stop beingmission-driven professionals and
we start looking desperate, andthe damage it's real.
People don't trust us.
They feel like walkingcheckbooks instead of partners
in making change, and when thathappens, they don't just say no
to one gift, they walk away fromthe organization altogether.
(03:05):
That's why I call itpanhandling, because if we're
only focused on squeezing moneyout of people instead of
inspiring them to make an impact, we're not actually fundraising
at all.
This is where I see fundraisingcompletely differently.
To me, philanthropy isn't justabout money.
It's almost a spiritualexperience.
It's about helping people see aworld that's better than the
(03:28):
one that they inhabit today, andthen inviting them to be a part
of the solution.
As fundraisers, we are notsalespeople.
We're guides.
Our job isn't to pressuresomeone into giving.
It's to walk alongside them asthey discover how they can
create real change.
It's about connection, it'sabout purpose and it's about
(03:48):
impact, and when it's done right, it follows a journey, what
storytellers call the hero'sjourney.
First, they envision a betterworld.
They see a problem that needsfixing Maybe it's homelessness,
education gap or environmentaldestruction and they recognize
something needs to change.
Maybe it's homelessness,education gap or environmental
destruction and they recognizesomething needs to change.
Then they align their interestswith purpose.
(04:10):
They don't just throw money atthe problem.
They find the cause that speaksto their hearts no-transcript.
Then they join in making adifference.
And this is the moment wherephilanthropy happens, not
because we begged or pressuredthem, but because they chose to
take action.
And finally they see the goodachieved.
(04:32):
They witness the impact oftheir generosity the
scholarships awarded, the mealsserved, the medical research
breakthroughs.
They don't just give and forget.
They see themselves as part ofthe change.
That's what real fundraising isabout.
It's not about making an ask.
It's about helping someone stepinto their own story of
generosity.
And when we do it right, theydon't just give once.
(04:55):
They become lifelong partnersin changing the world.
Think about it when someonetruly feels connected to a cause
, when they see the impact oftheir gift and they know they
played a role in somethingbigger than themselves, they're
not just writing a check.
They're investing in a vision,and people want to keep
investing in something thatmatters to them.
That's why stewardship the waywe care for and communicate with
(05:18):
our donors is everything.
It's not just a thank you emailor an annual report.
It's an ongoing conversation.
It's inviting them to see theimpact firsthand, to hear the
stories of lives changed, tofeel the ripple effect of their
generosity.
Because when donors see theirgiving making a real difference,
they don't need to be pressuredinto giving again.
(05:39):
They want to.
They become champions for thecause, advocates in their own
networks and, most importantly,they become lifelong believers
in the mission.
That's the kind of fundraisingthat lasts, not the quick hit,
not the transactional ask, butthe kind that builds movements,
transforms communities, the kindthat creates lasting change,
(05:59):
transforms communities the kindthat creates lasting change.
And maybe you're listening tothis and thinking yikes, I've
definitely been guilty ofpanhandling before.
First off, don't beat yourselfup about it.
We've all been there.
The good news you can shiftyour approach today and start
(06:20):
fundraising in a way that buildsreal, lasting impact.
And here's how you can do it.
First, listen more than youtalk.
Before making an ask, take thetime to understand what truly
matters to the donor.
What are they passionate about?
What kind of impact do theywant to have?
When you start with their heartinstead of your funding gap,
(06:43):
the entire conversation changes.
Second, focus on relationships,not transactions.
Fundraising isn't aboutsqueezing a donation out of
someone and moving on.
It's about cultivating aconnection over time.
Follow up, check in, invitethem into the mission in ways
beyond giving.
When donors feel seen andvalued, they stay.
(07:07):
Third, personalize the ask.
People don't give just becauseyou need money.
They give because somethingspeaks to them.
Show them how their gift makesa difference in their area of
interest.
A generic pitch gets a politeno.
A tailored, meaningful ask getsengagement.
And finally, share the impact.
(07:30):
Don't just collect the checkand disappear.
Show them what they madepossible.
Tell them stories, send themupdates, invite them to see the
work firsthand.
When donors experience the realchange they helped create, they
don't just give again.
They believe again.
This is the difference betweenpanhandling and real fundraising
(07:53):
.
One takes, the other builds.
One is about the money, theother is about the mission, and
that's the work we should allstrive for.
So here's my challenge to youTake a step back and ask
yourself am I truly buildingrelationships or am I just
(08:18):
making asks?
Fundraising isn't about securinggifts.
It's about serving donors andcauses in a way that makes
philanthropy meaningful foreveryone involved.
So commit to doing itdifferently.
Be the fundraiser who listens,who cares, who helps people step
into their own story ofgenerosity, because when you do
that, you're not just raisingmoney, you're building something
(08:38):
that lasts.
And if you're thinking, okay, Iwant to do this, but where do I
start, you're in the rightplace, and upcoming episodes
will be diving into practicalstrategies to deepen donor
relationships, make meaningfulasks and raise funds ethically
and effectively.
So stick around, hit that followbutton and let's do this work
(09:00):
together, because the worlddoesn't need more panhandlers.
It needs real fundraisers whoinspire change.
You have a choice you can be atrue philanthropic guide,
walking alongside donors as theycreate real change, or you can
be a panhandler chasing quickmoney with no connection.
One path builds trust, impactand long-term support.
(09:24):
The other burns bridges beforethey're even built.
Choose the path that upliftseveryone.
Thank you for spending thistime with me on let's Talk
Fundraising.
I appreciate you and I knowthat by showing up, listening
and growing, you're alreadymaking a difference in how you
approach this work.
And remember, our job is not topressure people into giving.
(09:46):
It's to help them become thehero of their own giving story.
Until next time, keep buildingrelationships, keep inspiring
generosity and keep making animpact.
I'll see you real soon.
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