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PODCAST

Hey Fundraiser!

Welcome to Hey Fundraiser, the podcast for nonprofit Executive Directors and major gift officers who are done guessing.Each week, host Mary Petersen pulls back the curtain on what actually works in major gifts. Not theory. Not whiteboard frameworks. Real scripts, real strategy, and the exact moves you can use in your next donor meeting. Mary spent 25+ years as a working major gift officer and built a methodology that closes 5 and 6-figure gifts in months, not years, by going deep with a focused

business non-profit

All Episodes

29:46

Why Donors Really Leave (And It's Not What You Think)

Hey Fundraiser! ·

2026/04/03

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 ...

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34:02

After the Ask: The Follow-Up Rhythm That Protects the...

Hey Fundraiser! ·

2026/03/27

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 Stop having “nice meetings” that go nowhere. If you want meetings that end with momentum (next step + timeline + clarity), start here: 🔥 Major Donor

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39:34

Objections Clinic: The 7 Objections + The 3-Step...

Hey Fundraiser! ·

2026/03/20

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 Stop having “nice meetings” that go nowhere. If you want meetings that end with momentum (next step...

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30:49

The Three Donor Types: Head / Heart / Gut (And How to...

Hey Fundraiser! ·

2026/03/13

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 Stop having “nice meetings” that go nowhere. If you want meetings that end with momentum (next step + timeline + clarity), start here: 🔥 Major Donor Meeting Mastery — my step-by-step system for better donor meetings. 📘

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32:18

Offers & Outcomes: Why Donors Fund Outcomes (Not...

Hey Fundraiser! ·

2026/03/12

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 Stop having “nice meetings” that go nowhere. If you want meetings that end with momentum (next step + timeline + clarit...

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19:51

Why Donors Say No: The 5 Real Reasons (And the Fix...

Hey Fundraiser! ·

2026/01/30

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 pote...

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24:09

What to Say: 12 Gift Asks to Get a YES

Hey Fundraiser! ·

2025/12/19

I wrote a short, punchy field guide with word-for-word major gift ask scripts so you can make confident, collaborative solicitations (without the anxiety). In this video I share why I wrote it, what’s inside, and how to use it to book more meetings, tailor your ask to head/heart/gut donors, and handle objections like a pro. This one is for you executive directors, major gift officers, and directors of development! You’ll learn: -Why “asking” is a joyful, professional invitation—not “begging”...

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39:46

How Heather Closed $280,000 in 6 Weeks

Hey Fundraiser! ·

2025/11/03

In this episode of the Hey Fundraiser podcast, Mary Petersen interviews Heather Withrow, a member of the Major Gift Momentum program. Heather shares her transformative journey in fundraising, detailing her impressive successes, including securing a $245,000 gift. The conversation explores the mindset shifts and strategies that have empowered Heather to approach fundraising with confidence and clarity, emphasizing the importance of community support and permission-based fundraising. The episod...

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29:41

Mastering the Major Gift Ask: 5 Solicitation Scripts...

Hey Fundraiser! ·

2025/10/27

In this episode, Mary Petersen tackles one of the most-asked questions in fundraising: “What exact words do I use to close a major gift?” Mary breaks down the anatomy of an effective ask—clarity, confidence, and connection—and shares five solicitation styles with real-world language, when to use each, and why they work. You’ll learn how to time the ask using permission-based fundraising, avoid common pitfalls (like being vague or asking too soon), and tailor your approach to each donor’s styl...

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15:59

How to Break Through Donor Silence (Without Feeling...

Hey Fundraiser! ·

2025/09/26

Ready to pour rocket fuel on your major gift efforts? Major Gift Momentum is the solution. Check it out here! Welcome back, fundraiser! In this episode, we're tackling one of the most head-scratching (and heart-sinking) experiences in major gift fundraising: donor silence. Ever had a warm, engaged prospect suddenly vanish into the abyss of unread emails and unreturned voicemails? You're not alone—and you're definitely not doing anything wrong. In this episode, you'll learn: Why donors really ...

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22:41

How to Close Major Gifts Faster—Without Rushing the...

Hey Fundraiser! ·

2025/09/19

Ready to pour rocket fuel on your major gift efforts? Major Gift Momentum is the solution. Check it out here! Do you really need to spend 18 months cultivating a donor before making an ask? 😅 (Spoiler alert: Absolutely not.) In this firecracker episode, Mary calls BS on the outdated “18-month cultivation” rule and walks you through how to build authentic, strategic donor relationships that lead to major gifts faster — without feeling rushed, pushy, or awkward. What You'll Learn: Why loo...

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28:43

A Week in the Life of a Major Gift Coach

Hey Fundraiser! ·

2025/07/21

📅 Episode Summary: Ever wonder what a major gift coach actually does? In this episode, Mary pulls back the curtain on a single Monday filled with coaching sessions, new client strategy, proposal rewrites, and prospect deep dives. You’ll hear what it really takes to help fundraisers grow their confidence, build a major gift pipeline, and start closing six- and seven-figure gifts—no guesswork, no fluff. 💡 Whether you're a solo development officer, a board chair taking on fundraising, or a

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19:18

3 Mindsets Holding You Back in Your Major Gift Work...

Hey Fundraiser! ·

2025/05/28

Description: Ever feel like you're stuck in your major gift work — second-guessing your proposals, over-preparing for donor meetings, or trying to sound more “professional” than you feel? You’re not alone — and you’re not broken. You’re just operating with some mindsets that a lot of fundraisers are carrying around. In this episode, Mary unpacks the three most common mindset traps holding fundraisers back from raising transformational gifts — and gives you the tools to flip each one into conf...

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32:36

How to Close Your First $100,000 Gift

Hey Fundraiser! ·

2025/02/21

Fundraiser, this is a BIG one! 🎉 Closing your first six-figure gift is a milestone moment in your career—and today, I’m walking you through exactly how to make it happen.Whether you’re brand new to major gifts or just haven’t hit that $100K mark yet, this episode will give you the step-by-step framework to find the right donor, cultivate the relationship, make a powerful ask, and steward the gift for future giving. And hey—if you’ve already closed a six-figure gift, stick around! You’ll

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24:27

5 Biggest Mistakes Fundraisers Make During Solicitation

Hey Fundraiser! ·

2025/02/14

Episode Summary:Raise your hand if you’ve ever walked out of a donor meeting thinking, “Oh my gosh, I totally messed that up.” 🙋‍♀️ We've all been there! Asking for a major gift can feel stressful, but it doesn’t have to be. In this episode, I break down the five biggest solicitation mistakes I see fundraisers make every single day—and how to avoid them.Whether you’re struggling with when to ask, what to say, or how to handle donor objections, this episode is packed with real-life

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15:05

Building Your Major Gift Plan for a New Fiscal Year

Hey Fundraiser! ·

2025/01/01

Welcome to the first podcast of 2025! Starting a new year can feel like both a blank slate and a daunting challenge—especially when your fundraising total resets to zero. But don’t worry, fundraiser, we’ve got you covered.In this episode, we break down how to approach your annual fundraising goals with clarity, strategy, and confidence. You’ll learn: How to divide your big fundraising goal into actionable quarterly milestones. The importance of maintaining a prospect list full of

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22:58

How I Closed a $100 Million Gift

Hey Fundraiser! ·

2024/12/06

It should not take you more than a year to close a major gift. The days of cultivating for 18+ months is OVER. I hope this story inspires you to:embrace permission-based fundraising trim your portfolio so that you have 40-60 qualified prospects go deeper with fewer prospects, as opposed to shallow efforts with hundreds of prospects Send a voicemail to Mary:https://www.speakpipe.com/heyfundraiser Major Donor Meeting Mastery: If you want to lean in to how to set yourself up for getting to

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15:41

The #1 Trait That Sets Top MGOs Apart (And How You...

Hey Fundraiser! ·

2024/11/23

What sets the most successful major gift officers (MGOs) apart from the rest? In this episode, we explore the single most important trait that top-performing MGOs share—a quality that helps them thrive in the face of challenges, build meaningful donor relationships, and achieve extraordinary results.We’ll unpack how this trait shows up in daily fundraising work, why it’s so crucial for long-term success, and, most importantly, how you can cultivate it in your own career. Whether you’re

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28:15

How to Find New Major Gift Prospects

Hey Fundraiser! ·

2024/11/03

In today’s episode, we tackle one of the most vital elements of major gift fundraising—finding new prospects! Whether you're a seasoned fundraiser looking to sharpen your strategy or a newcomer eager to build your prospect pipeline, this episode is packed with actionable insights to help you cultivate meaningful relationships with future major donors.Join Mary as she shares proven tactics for identifying and qualifying high-potential prospects who will truly make a difference in your

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16:32

How to Overcome The Fear of Making a Major Gift Ask

Hey Fundraiser! ·

2024/08/27

In this episode, Mary dives into the number one challenge faced by her major gift coaching clients—fear of making the ask. Whether it’s the fear of rejection or the fear of damaging a relationship, many fundraisers struggle with taking that final step. Mary shares practical strategies to help you confidently make major gift asks, even when fear kicks in. From mindset shifts to cultivation tactics, and knowing when it’s time to ask, this episode is packed with actionable advice. Mary also

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44 results

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