Real Talk for Real Fundraisers

Hosted by Veritus Group

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Episodes

159

Latest episode

Apr 2026

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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.

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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

January 30, 202634 min

Diana Frazier: 6 Things Every Fundraiser Should Focus On in 2026

Start your year with clarity and direction. 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, no-fluff conversation about what actually matters for fundraisers heading into 2026. Whether you’re a frontline major gift officer managing a caseload, a development director overseeing a team, or an executive director trying to remove organizational roadblocks, this episode lays out six priorities that separate reactive fundraising from disciplined, relationship-based growth. Jeff and Diana dig into what they’re seeing every day in coaching conversations with fundraisers across the country. In an era of AI, automation, and constant distraction, the organizations winning in 2026 are the ones that stay relentlessly focused on planning, accountability, and donor relationships, while leaders do the hard work of fixing systems that quietly undermine success. This episode offers clear guidance on how to build donor plans without overwhelm, why mid-level programs are now non-negotiable, and how to leverage tools like AI and donor-advised funds without losing the human connection that drives major gifts. This grounded, tactical conversation is designed to help you simplify your focus, remove friction, and set up your strongest fundraising year yet! Show Highlights: In this episode, you’ll learn about… How to create a clear, customized plan for every donor using a simple 30-60-90 day framework that keeps fundraisers proactive instead of reactive What leaders must do to remove internal barriers, align teams, and ensure donors can give at their full capacity Why relationship-based mid-level programs are now essential, and how they are driving consistent revenue growth while feeding major gift pipelines How to approach donor-advised funds (DAFs) and AI tools strategically, using both to increase impact and efficiency without sacrificing personal donor relationships 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] 2026 Non-Profit Fundraising Trends Every Fundraiser Needs to Know [White Paper] Building a Culture of Philanthropy [Blog] Donor Advised Funds Series, Part 1: Your Donors Stopped Giving. True or False?

January 21, 202636 min

Christopher Beck: Five Questions Every Non-Profit Leader Needs to Answer About Equity

In this special episode of Real Talk for Real Fundraisers, Jeff Schreifels is joined by Christopher Beck—Associate Director of Individual and Planned Giving at the High Museum of Art in Atlanta and a 20-year fundraising veteran—as a new co-host for an ongoing 2026 series centered on equity, inclusion, and the real-world challenges facing fundraisers of color. This conversation centers around the practical, financial, and strategic realities of a sector that is already changing faster than many organizations are prepared for. Together, Jeff and Christopher dig into five foundational questions that will guide the series ahead, from who actually holds decision-making power inside non-profit organizations to the measurable revenue impact of building a more diverse donor base. With the great wealth transfer underway, next-generation donors on the rise, and communities of color holding more philanthropic power than ever before, this episode offers a clear-eyed look at what’s at stake and what’s possible for organizations willing to adapt. It’s an honest, forward-looking conversation about where fundraising is headed and how leaders can meet the moment without losing sight of relationships, mission, or results. Show Highlights: In this episode, you’ll learn about… The single biggest equity barrier limiting revenue potential in most fundraising offices, and why homogeneity in decision-making is a financial risk The business case for donor diversification, including why engaging Latinx, Asian American, African American, LGBTQ+, and next-gen donors is essential for long-term growth How inclusive internal culture directly impacts donor retention, staff turnover, and relationship continuity A five-year forecast comparing equity-embracing organizations with those that resist change, and why the gap between them will continue to widen 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] Every Non-Profit Leader Needs to Join the Journey For Racial Justice [White Paper] Building a Culture of Philanthropy [Blog] White Men, Wake Up!

November 26, 202535 min

Diana Frazier: What Makes Great Fundraisers Great at Year-End

In this episode of Real Talk for Real Fundraisers, Jeff Schreifels welcomes Diana Frazier, Veritus Group’s senior client experience leader with more than 40 years of fundraising experience, for an essential conversation about winning the final stretch of the year. Diana has coached over 300 mid-level and major gift officers during her 12 years at Veritus, and she brings a rare blend of wisdom and practicality to this discussion. Together, Jeff and Diana break down the 15 critical fundraising days of December, explore what separates exceptional fundraisers from those who may be in the wrong role, and outline clear, actionable steps for frontline fundraisers and managers who want to finish strong. They talk through why focus—not more time—is the real differentiator in December, how to approach year-end planning with less stress, and the specific information your donors need to complete stock gifts, donor-advised fund contributions, and wire transfers. Diana also lays out a simple two-hour-per-day gratitude strategy that allows you to meaningfully thank up to 70 donors before the year ends. If you’re preparing for the intensity of December or leading a team that needs direction during the busiest season of the year, this episode will help you navigate the final push with confidence. Show Highlights: In this episode, you’ll learn about… Why you don’t need more time—you need more focus, and how to get it The simple two-hour inventory exercise that relieves year-end stress How to manage the 15 critical calendar days before everything winds down Essential information donors need for stock gifts, donor-advised funds, and wire transfers 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] Creative Ways to Stand Out at Year-End [White Paper] Planning Guide for Fall and Year-End Fundraising [Blog] How to Talk to Your Donors About 2026 Tax Changes

September 24, 202536 min

Marne Fauser: How Authentic Leaders Inspire and Empower Their Teams

In this episode of Real Talk for Real Fundraisers, Jeff sits down with Marne Fauser, President and CEO of United Way of Central Illinois and a former college basketball coach, to talk about what it really means to lead with authenticity. Marne shares how her coaching background shaped the way she builds and leads teams, why she believes failure is essential for growth, and how trust, communication, and mission alignment are the foundation of great fundraising. From her early days on the court to the C-suite, she has learned how to lead with heart, take risks without fear, and develop people into confident, capable leaders. If you have ever wrestled with imposter syndrome, feared making the wrong move, or struggled to get your team aligned around a shared vision, Marne’s story will speak to you. This conversation is packed with wisdom, honesty, and a whole lot of encouragement for anyone navigating leadership in the non-profit world. Get more insights and connect with Marne on her LinkedIn profile. Show Highlights: In this episode, you’ll learn about… Why authenticity is a non-negotiable for building trust with your team and your donors The importance of creating space for failure—and what it really teaches us Why leaders must empower their teams to lead and “manage up” How to shift the mindset around fundraising from obligation to opportunity and joy 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] Failure As Opportunity: How to Value the “No” In Your Life [White Paper] Building a Culture of Philanthropy [Blog] The Top 5 Qualities a Director of Development Must Have to be Successful

September 9, 202555 min

Tom Ahern: Lessons in Fundraising, Love, and the Language of Giving

In this heartfelt and wisdom-packed episode, Jeff Schreifels sits down with the legendary Tom Ahern, one of the most sought-after experts in donor communications and fundraising copywriting. With decades of experience, six books under his belt, and a career that began in commercial marketing, Tom shares his fascinating journey into the non-profit world and how marketing principles, psychology, and genuine human connection have shaped his approach to fundraising.Tom talks about the early days of learning direct response, the transformative power of donor newsletters, and the importance of speaking directly to donors’ hearts. He opens up about what works and what doesn’t in fundraising copy, and why mistakes and even complaints are signs that you're doing something right.This conversation also takes a deeply personal turn, as Tom reflects on the life and loss of his beloved wife and partner, Simone Joyaux. He shares movingly about their life together, her legacy in the fundraising world, and how grief, love, and generosity continue to shape his work today.Whether you’re a new fundraiser or a seasoned pro, this episode is rich with insights, warmth, and real-life stories that will stay with you long after you listen.Show Highlights: In this episode, you’ll learn about… ● Powerful tools to help you improve your donor communication ● Why embracing mistakes, feedback, and even complaints can actually lead to better fundraising results● The importance of mentorship and continuous learning in fundraising careersYou can learn more about Tom and grab a copy of one of his books here.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] Are Donors Even Reading Your Emails? 13 Pro Tips to Help You Write Better Emails● [White Paper] Digital Touch Points: Meaningful Ways to Connect with Donors ● [Blog] In Fundraising, Vulnerability Is Your Greatest Strength

August 27, 202523 min

Richard Perry: Building a Smarter Development Team

Aligning development teams with the donor pipeline is one of the most important—and often overlooked—keys to sustainable fundraising success. In this episode of Real Talk for Real Fundraisers, Jeff Schreifels sits down with Veritus co-founder Richard Perry to unpack why organizational structure matters so much for fundraising success. They dive into the philosophy behind Richard's new venture, Giving Pathways, and explore the hidden dysfunctions that can derail even the most passionate teams. Together, they discuss why too many development shops fail to align with the donor pipeline, the dangers of vertical staffing, and why mid, major, and planned giving must be treated as essential revenue streams. Richard also shares practical advice for executive directors—especially younger leaders—on how to implement change with empathy and build truly relationship-focused organizations. This episode is a must-listen for nonprofit executives, managers, and fundraisers who want to build stronger donor relationships, increase revenue, and create organizational structures that mirror the donor journey. Show Highlights: In this episode, you’ll learn about… Why development teams often misalign with the donor pipeline How vertical staffing approaches hurt donor engagement The crucial role of mid, major, and planned giving in sustainable revenue 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] Is Your Organizational Structure Holding You Back? [White Paper] Donor Pipeline Assessment [Blog] Why You Can’t Afford to Ignore Mid-Level Donors Any Longer