Real Talk for Real Fundraisers

Hosted by Veritus Group

BusinessExplicit

Website RSS feed LinkedIn Instagram YouTube

Episodes

165

Latest episode

Oct 2026

Language

EN-US

About the show

Welcome to Real Talk for Real Fundraisers, the podcast where fundraisers, nonprofit leaders, and industry experts come together to vent, laugh, and learn. Through candid storytelling and insightful interviews, we explore the highs, lows, and everything in between. With a fearless, irreverent, and conversational tone, we’re breaking down barriers, challenging the status quo, and creating a safe space to tackle the real struggles of the nonprofit world- one honest conversation at a time.

Listen to episodes

60 recent

October 28, 202631 min

What Keeps Fundraisers Up at Night, Ft. Laura Lang and Edie Dahlen

Fundraising can be meaningful work, but it can also come with a lot of pressure and scares. The worries can range from making the ask to wondering whether you’ll hit your goal or keep your job. Even experienced fundraisers carry fears that can be difficult to talk about, especially when the economy feels uncertain, workloads keep growing, and expectations seem impossible to meet. In this Halloween episode of Real Talk for Real Fundraisers , Jeff Schreifels is joined by Veritus Group Client Experience Leaders Laura Lang and Edie Dahlen to explore the biggest fears identified in a survey of more than 60 fundraisers and non-profit leaders. Together, they unpack seven common concerns, including asking for gifts, hearing no (or getting no response), missing goals, losing your job, seeming pushy, navigating a shaky economy, and feeling overwhelmed. They explain what’s behind these fears and offer practical ways to face them, reminding fundraisers that they’re not alone in what keeps them up at night. The conversation also turns to some of the bigger pressures fundraisers face inside their organizations. Jeff, Laura, and Edie discuss how to set realistic donor goals, communicate progress to leadership, and recognize that major gift relationships can take 18 to 24 months to mature. They offer solutions to engage donors during economic uncertainty without making assumptions about their ability or willingness to give. They also note the importance of protecting yourself from burnout by maintaining a manageable caseload and taking real time off. Show Highlights: In this episode, you’ll learn about… How to make asking for a gift feel more natural by understanding donor interests, using Permission-Based Asking™, and giving donors the freedom to decide. How to handle rejection, silence, and uncertainty by following up thoughtfully, qualifying donors, and treating a no as information rather than a personal failure. How to manage fundraising goals and job-related anxiety by setting realistic expectations, making your progress visible, and helping leadership understand the time it takes to build major gift relationships. What to remember when fundraising fears creep in: trust your work, respect donor decisions, save the kind notes that remind you why you do this, and give yourself permission to step away and recharge. Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, and planned giving, helping our clients to develop compelling donor offers and to focus on strategic leadership and organizational development. You can learn more about how we can partner with you at www.VeritusGroup.com . Additional Resources: [Community Hub] Join the Community Hub! [Certification Courses] Learn more about our Certification Courses (and our current Early-Bird Deal) [Blog] Fundraising and Donor Horror Stories That Might Shock You

October 20, 202653 min

“We’re a Bunch of Old White Guys”: Building a Board That Reflects the Community You Serve Ft. Harold Witherspoon

Non-profits can have a strong mission, a dedicated team, and years of community service behind them, yet still struggle to reach the people who could become their most meaningful supporters. Often, the challenge begins with who has a seat at the table and whether the organization has built the relationships needed to earn trust beyond its traditional networks. In this episode of Real Talk for Real Fundraisers , Jeff Schreifels and Christopher Beck sit down with non-profit leader Harold Witherspoon to discuss how board composition, cultural trust, and long-term relationships shape an organization’s ability to fundraise and serve its community. Drawing on more than 30 years in the non-profit sector, Harold shares why organizations need to look beyond familiar networks and build genuine connections with the communities they hope to reach. Harold starts with the board, arguing that its strength depends in part on how well it represents the broader community. When decision-makers share similar backgrounds and perspectives, organizations can become comfortable with the way things have always been done, missing opportunities to connect with new audiences. He explains why building relationships is a long game, comparing it to dating: trust takes time, and meaningful partnerships grow through getting to know one another rather than rushing toward an outcome. From there, Jeff, Christopher, and Harold explore the value of relationship capital, the difference between serving a community and inviting its members to become stakeholders, and the importance of sustained engagement in building trust. Harold also shares his approach to recruiting and onboarding board members, developing existing staff into fundraising roles, and balancing a compelling mission with the sound business practices non-profits need to succeed. Show Highlights: In this episode, you’ll learn about… Why board composition matters and how a lack of diverse perspectives can limit an organization’s fundraising and community outreach. Why serving a community is different from inviting its members to become invested stakeholders in your mission. How to recruit and onboard board members who reflect the community, while developing staff from within to strengthen your fundraising team. Why long-term non-profit success requires both a meaningful mission and strong business practices. Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, and planned giving, helping our clients to develop compelling donor offers and to focus on strategic leadership and organizational development. You can learn more about how we can partner with you at www.VeritusGroup.com . Additional Resources: [Blog] How to Secure Board Members Who Really Work [White Paper] How Non-Profit Boards Contribute to Major Gift Fundraising Success [Podcast] Donors Can Smell It: Why Authenticity Wins

October 7, 202638 min

How Rich Families Think (with Bridget Kustin from Ownership Project 2.0)

This week we're sharing an episode from our friends at System Catalysts, a podcast about the philanthropists and changemakers working to improve the systems that shape our world. We think this conversation will change how you see the major donors on your caseload. Anthropologist Bridget Kustin, Senior Research Fellow at Oxford's Saïd Business School and Director of Ownership Project 2.0, has spent years studying billion-dollar family businesses and family offices. Instead of approaching wealth holders with criticism or flattery, she approaches them the way she once approached families in Bangladesh: as people, with curiosity about how their world actually works. What she found may surprise you. Nearly every wealth holder she met genuinely wanted to do good. So why isn't more money moving toward lasting change? Bridget points to a deep fear of failure that often starts at birth, a complicated and very personal relationship with risk, and a reluctance to gamble away what a family spent generations building. She also shares that many wealthy families give in ways that are ad hoc and inconsistent, often without a clear philanthropic strategy. For fundraisers, there's a lot here to sit with. Bridget hears again and again from wealth holders that she's one of the few people in their lives who doesn't want their money. That says something about the world our donors live in, where nearly every relationship comes with an ask. It's a good reminder that donors want to be known as people first, and that helping them tell a story of meaningful success, even when a problem won't be fully solved in their lifetime, may be what unlocks their giving. In this episode: Why most research on the wealthy falls into either criticism or praise, and what gets missed in between What family-owned businesses reveal about long-term thinking, risk, and responsibility Why so much philanthropy at the highest levels is scattershot rather than strategic How fear of failure and loss aversion keep capital from moving Why partnership, not individual credit, is what makes systems change possible Bridget's challenge to listeners: if you admire someone's work, what's stopping you from joining it? Learn more: Ownership Project 2.0: https://www.sbs.ox.ac.uk/research-and-insight/centres-and-initiatives/ownership-project-20-private-capital-owners-and-impact Ownership Project Action Lab: https://www.gtc.ox.ac.uk/academic/global-philanthropy-initiative/ownership-project-action-lab-from-academic-research-to-real-world-impact Bridget's research: https://www.researchgate.net/scientific-contributions/Bridget-Kustin-2123035529 Listen and subscribe to System Catalysts here: https://lnk.to/systemcatalysts-show

September 28, 202633 min

Strategies for a Successful Year-End Fundraising Season

If you’re looking at your year-end number and then at your to-do list and wondering how you’ll get it all done, you’re far from alone. Late September into October is when that pressure lands on almost every frontline fundraiser, and the roughly 75 days left in the year can feel impossibly short. In this episode of Real Talk for Real Fundraisers , Jeff Schreifels is joined by Lauren Centrella, a Veritus client experience leader and former frontline fundraiser, to walk through those 75 days one stretch at a time. Together, they break down how to prioritize your caseload, prepare for year-end asks, and stay focused on the donor relationships that matter most, so you can finish the year with a clear plan and feel good about the work you’ve done, whatever the final number. Lauren starts with the first week of October, when it pays to slow down and audit your caseload donor by donor. They cover where each donor stands against their goal and last year’s giving, who hasn’t given yet, and which gifts, including DAFs, stock, and QCDs, may come with earlier deadlines than you expect. They also discuss the internal conversations with Finance, Program, and Marketing that need to happen before the year-end rush makes them harder to have. From there, Jeff and Lauren cover how to prioritize high-value donors, revisit Tier C prospects, and use Permission-Based Asking™ through mid-December. They also discuss communicating with managers when goals shift and finishing strong with follow-ups, DAF gifts, out-of-office planning, and thank-you calls that deepen donor relationships. Show Highlights: In this episode, you’ll learn about… What to review in the first week of October, including donor goals, giving history, and gifts with early deadlines How to prioritize the donors who matter most, prepare for Permission-Based Asking™, and communicate with your manager when goals shift How to finish strong from December 16–31, follow up on commitments, and use year-end stewardship to strengthen relationships Lauren’s immediate action plan: identify your top five donors, find one impact story for each, and choose one outreach you can make this week Additional Resources: [Blog] How to Build a Year-End Donor Plan [White Paper] 90-Day Year-End Fundraising Planner [Blog] Fall in Love with Fundraising Again Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, and planned giving, helping our clients to develop compelling donor offers and to focus on strategic leadership and organizational development. You can learn more about how we can partner with you at ⁠ ⁠ ⁠ www.VeritusGroup.com ⁠ .

September 3, 202635 min

Donors Can Smell It: Why Authenticity Wins, ft. Dwayne Ashley

Most stewardship programs are built around a formula: give at this level, receive this letter; give more, get invited to this event; give enough, get your name on a wall. But that model is quietly failing because donors can tell when they’re being processed instead of known. In this episode of Real Talk for Real Fundraisers , Jeff Schreifels and co-host Christopher Beck have a candid conversation with Dwayne Ashley, founder and CEO of Bridge Philanthropic Consulting, one of the largest full-service fundraising and advisory firms in the world. They explore what stewardship looks like when donors are treated as partners rather than sources of capital, including why the ask should move at the donor’s pace, why calling a donor for advice can be more meaningful than another impact report, and how gift acceptance and naming policies can quietly cost organizations major gifts. At the heart of the conversation is a simple idea: people give to people. Donors are evaluating your leadership, your flexibility, and whether they trust the people behind the mission just as much as they’re evaluating your programs. Jeff also shares a story from earlier that morning about being on the receiving end of a permission-based ask and what it felt like to experience that approach as a donor. This is a conversation about moving beyond transactional stewardship and creating donor experiences that actually feel personal. From designing experiences people want to attend to adapting your approach across generations, Jeff, Christopher, and Dwayne make the case that effective stewardship isn’t about following a formula. It’s about knowing the individual donor and building a relationship that works for them. Show Highlights: In this episode, you’ll learn about… Why authentic stewardship is about knowing donors as people, not moving them through a tiered system How permission-based asking, donor advice, and honest conversations can build deeper trust and partnership Why gift acceptance policies, pledge practices, and organizational flexibility can either strengthen or undermine donor relationships How to create more meaningful, personalized donor experiences by adapting to individual interests, expectations, and generations Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, and planned giving, helping our clients to develop compelling donor offers and to focus on strategic leadership and organizational development. You can learn more about how we can partner with you at www.VeritusGroup.com . Additional Resources: [Blog] Three Critical Elements of Planned Giving [White Paper] Building a Culture of Philanthropy [Podcast] Christopher Beck: Five Questions Every Non-Profit Leader Needs to Answer About Equity

June 29, 202647 min

Why Your Best Fundraisers Leave (and What Makes Them Stay)

Fundraiser turnover is one of the biggest threats to long-term fundraising success, and the cost goes far beyond an empty desk. When a fundraiser leaves, organizations lose donor trust, relationship momentum, institutional knowledge, and often significant future revenue. In this episode of Real Talk for Real Fundraisers , Jeff Schreifels is joined by co-host Christopher Beck for a candid and important conversation with Daphne Valcin, MCC, founder of Valcin Strategic Solutions , a leadership development consulting firm focused on helping organizations build stronger leaders and healthier workplace cultures. Drawing from her extensive experience as an executive coach, trainer, non-profit leader, and leadership development consultant, Daphne offers powerful insight into why so many talented fundraisers are leaving, and what leaders can do to change that. Throughout the episode, Jeff, Christopher, and Daphne unpack the deeper causes of fundraiser burnout, moving beyond the assumption that turnover is simply an HR issue. They explore how vague job descriptions, poor onboarding, unrealistic workloads, weak management, and outdated leadership styles create environments where fundraisers struggle to thrive. The conversation also examines the challenges faced by fundraisers of color and the hidden cost of turnover, especially when donor relationships are interrupted and trust is broken. This is a real-talk conversation for non-profit leaders who are ready to stop normalizing burnout and turnover, and ready to start building organizations where fundraisers feel valued, supported, and equipped to stay for the long haul. Show Highlights: In this episode, you’ll learn about… Why fundraiser turnover is not just an HR issue, but a major financial, strategic, and relational challenge What organizations lose when fundraisers leave, including donor trust, momentum, and institutional knowledge How Daphne’s “Three M’s” framework—meetings, mentorship, and messaging—can improve retention and team culture Why inclusion, allyship, and difficult conversations are essential to building healthier nonprofit workplaces Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, and planned giving, helping our clients to develop compelling donor offers and to focus on strategic leadership and organizational development. You can learn more about how we can partner with you at www.VeritusGroup.com . Additional Resources: [Blog] White Men, Wake Up! [White Paper] Building a Culture of Philanthropy [Podcast] Christopher Beck: Five Questions Every Non-Profit Leader Needs to Answer About Equity

April 27, 202630 min

The Power of Qualifying Donors

If you’ve ever looked at your caseload and thought, “I’m working hard… so why does this still feel so difficult?” — there’s a good chance qualification is the issue. In this episode of Real Talk for Real Fundraisers , Jeff Schreifels is joined by Diana Frazier, Senior Client Experience Leader at Veritus Group, for a practical conversation about what it actually means to qualify donors—and why it changes everything for a major gift officer. Jeff and Diana break down one of the most common challenges MGOs face: spending time on donors who don’t want a relationship. They explain what a qualified donor really is (hint: it’s not just someone who gives), and why the absence of true two-way engagement leads to frustration, stalled relationships, and missed revenue. They also walk through a clear, structured approach to qualification, including how to do a “gut check” on your caseload, how persistence plays a role in unlocking engagement, and why a portion of donors will respond if you approach them the right way. The conversation highlights what happens when MGOs shift from managing names in a portfolio to building relationships with people who actually want to connect. If you want more clarity, more confidence, and better results in your fundraising, this episode will help you rethink how you’re spending your time—and who you’re spending it on. Show Highlights: In this episode, you’ll learn about… What it really means for a donor to be “qualified” and why two-way communication is the key How unqualified donors create friction, frustration, and inefficiency in your caseload The “gut check” process that helps you quickly assess donor engagement Why persistence matters—and how one-third of donors may engage with the right outreach Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, and planned giving, helping our clients to develop compelling donor offers and to focus on strategic leadership and organizational development. You can learn more about how we can partner with you at www.VeritusGroup.com . Additional Resources: [Blog] What to Expect When You Try to Qualify Donors [White Paper] Qualifying Donors for Major Gifts Caseloads [Blog] Do You Qualify Mid-Level Donors?

March 27, 202658 min

What Great Fundraisers Really Understand About Donors

Your donors are trying to tell you something. The question is, are you set up to actually hear it? In this episode of Real Talk for Real Fundraisers , Jeff Schreifels sits down with fundraising consultant Jeff Brooks for a wide-ranging, honest conversation about what actually drives fundraising success today. And if you’ve ever felt like you’re doing all the right things but not seeing the results, this one will hit home. Together, they dig into what they’ve learned from decades in the field, especially when it comes to understanding how donors think, why they give, and why they sometimes stop giving. They talk about the real challenges nonprofits are facing right now, from donor retention struggles to shifting expectations, and what fundraisers can do to respond in a way that actually builds trust. You’ll hear why so many organizations miss the mark when it comes to crafting offers, and how getting more specific, more human, and more donor-centered can completely change the outcome of your conversations. There’s also a thoughtful discussion about where technology and AI fit into all of this. Yes, those tools can help, but they can’t replace your judgment, your empathy, or your ability to connect with another person. They also spend time talking about something that doesn’t get enough attention: the importance of community and mentorship, especially if you’re newer to fundraising. Because the truth is, no one figures this out alone. The best fundraisers are constantly learning, testing, and yes, making mistakes along the way. If you want a grounded, real-world perspective on what it takes to build lasting donor relationships and grow revenue in a meaningful way, this conversation will give you a lot to think about. Show Highlights: In this episode, you’ll learn about… Why understanding donor psychology is the foundation for everything you do in fundraising How to create more compelling, specific offers that actually inspire donors to give What’s really behind donor retention challenges and how to address them Where tools like AI can support your work and where the human element still matters most Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, and planned giving, helping our clients to develop compelling donor offers and to focus on strategic leadership and organizational development. You can learn more about how we can partner with you at www.VeritusGroup.com . Additional Resources: [Blog] Who Thanks Your Donors? If You’re Not Sure, That’s a Problem [White Paper] Six Secrets to Becoming an Extraordinary Major Gift Officer [Blog] What Frontline Fundraisers Actually Need [Template] Free Donor Engagement Plan

March 11, 202623 min

Diana Frazier: Is Your Donor Database Actually Working for You?

Your donor database should make it easier to build strong relationships with donors. But for many fundraisers, the CRM ends up feeling like one more thing to maintain instead of a tool that actively supports their work. In this episode of Real Talk for Real Fundraisers , Jeff Schreifels is joined by Diana Frazier, Senior Client Experience Leader at Veritus Group, for a practical conversation about how fundraisers can use their CRM to strengthen donor relationships instead of just storing data. Jeff and Diana walk through the key elements that turn a donor database into a relationship-building engine. They explore why most CRMs were built for direct-response fundraising, what that means for major gift work, and how a few simple structural changes—like clear donor status codes, thoughtful tiering, and better donor profiles—can dramatically improve how you manage your caseload. They also talk about the often-overlooked details that make a real difference, from capturing a donor’s story to tracking giving vehicles and building dashboards that actually help you prioritize your work each day. If you’ve ever felt like your CRM is slowing you down instead of helping you connect with donors, this episode will give you a clear path forward. Show Highlights: In this episode, you’ll learn about… Why most donor databases are designed for direct response fundraising—and what that means for relationship-based fundraising How a clear donor status field helps you quickly understand where each donor stands in their engagement Why tiering donors is essential for focusing your time and energy where it matters most The importance of capturing a donor’s story so relationships continue seamlessly over time Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, and planned giving, helping our clients to develop compelling donor offers and to focus on strategic leadership and organizational development. You can learn more about how we can partner with you at www.VeritusGroup.com . Additional Resources: [Blog] What Is An MGO Actually Responsible For? [White Paper] New and Improved: Donor Engagment Plan [Blog] What Frontline Fundraisers Actually Need [Template] Free Donor Engagement Plan

February 24, 202635 min

Holly Rustick: Why Your Non-Profit Needs a Grant Strategist (Not Just a Grant Writer)

Grant writing is one of the most misunderstood roles in the non-profit sector, and that misunderstanding may be costing your organization serious money. In this episode of Real Talk for Real Fundraisers , Jeff Schreifels is joined by Holly Rustick, a grant strategist with more than 20 years of experience, author of four books, and the founder of a movement that has helped organizations raise over $266 million in grant funding. Whether you’re a fundraising leader trying to diversify revenue, a major gift officer curious about how grants can support your donor strategy, or someone considering a career in grants, this conversation challenges nearly everything you think you know about “grant writing.” Jeff and Holly unpack why the title “grant writer” is outdated, what non-profits consistently get wrong when they hire for this role, and why there is still significant grant money available in 2026. They also explore how grant strategy connects directly to program design, leadership, and long-term sustainability, not just proposals and deadlines. This episode is a practical, paradigm-shifting conversation designed to help organizations stop leaving money on the table and start approaching grants as a strategic, team-wide opportunity rather than a siloed task. Show Highlights: In this episode, you’ll learn about… Why the term “grant writer” is outdated, what non-profits should be hiring for instead, and how that shift changes funding outcomes The real pros and cons of hiring an in-house grant professional versus working with a freelance grant strategist (and what most organizations overlook) Why “grant success rate” is the wrong question to ask, and what actually predicts long-term grant funding success How grant strategy supports stronger programs, aligns with major gifts work, and why there is still significant grant money available in 2026 Want to connect with Holly or get access to resources she mentioned during this talk? Visit her website! https://grantwritingandfunding.com/ Veritus Group is passionate about partnering with you and your organization throughout your fundraising journey. We believe that the key to transformative fundraising is a disciplined system and structure, trusted accountability, persistence, and a bit of fun. We specialize in mid-level fundraising, major gifts, and planned giving, helping our clients to develop compelling donor offers and to focus on strategic leadership and organizational development. You can learn more about how we can partner with you at www.VeritusGroup.com . Additional Resources: [Podcast] Diana Frazier: 6 Things Every Fundraiser Should Focus on in 2026 [White Paper] Removing Obstacles to Major Gift Fundraising [Blog] The Right Way to Refresh Your Caseload