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Alan Sharpe, CFRE
Fundraising practitioner, author, trainer and speaker.

Uncovering Local Millionaires.

Learn how to recognize, find and approach undiscovered millionaires in your city.

This is a series of three 90-minute telephone seminars delivered by Alan Sharpe. Available for immediate download as a complete course that you take at your leisure. Listen to the seminar from anywhere you want, at any time you want, as often as you want.

The topic

If your non-profit organization is typical, you are making two deadly mistakes in approaching wealthy people for gifts.

First, you are mistaken about what a wealthy person looks like.

Two, you are soliciting the same prospects that every other non-profit in your region is soliciting.

The good news is that there are likely dozens of millionaires in your city that no one has discovered. Yet. They don't look like millionaires (to the untrained eye). They don't act like millionaires are supposed to. Yet they have a net worth of $1 million or more, and are ready to give away some of their wealth to non-profit organizations that approach them in the right way.

The secret to reaching hidden millionaires in your city is to know what they look like, know where to find them, and know how to approach them. That's why you should listen to this three-part on-demand seminar.

Fundraiser and former licensed private investigator Alan Sharpe leads you step-by-step through the three stages of uncovering local millionaires.

You’ll discover:

  • common myths about millionaires that are likely hindering your major-gift fundraising results
  • how to recognize a millionaire when you meet one
  • how to avoid people who appear wealthy but aren't
  • how to avoid soliciting the same millionaires that everyone else is soliciting
  • how to use the newspaper, phone book, trade directories and other tools to uncover the hidden millionaires in your region
  •  how to approach hidden millionaires in the right way at the right time

A special message from your trainer . . .

Dear fundraising professional,

When I was a licensed private investigator, I provided executive protection services for a billionaire. Despite his wealth,  this man would stoop to retrieve a nickel from the sidewalk. He didn't take delivery of the newspaper at his home, even though he owned the newspaper. Instead, to save money while he was away on business trips, he only bought single issues of the newspaper when he was home.

He didn't wear Gucci. He didn't drive a Cadillac. He didn't wear a Rolex. Very little about this man said he was a billionaire. Yet you could tell he was a millionaire many times over, if you know what to look for, and if you knew where to look.

If your city is typical, you have more hidden millionaires than you have public ones. The faces you see in the newspapers and the names you see inscribed in donor walls represent only a fraction of the wealth in your region. Most of the millionaires are hidden.

But you can uncover these hidden, local millionaires when you employ the tactics you'll learn in this three-part on-demand seminar. In it I share the truth about the wealth in your area, who has it, where to find it, and how to approach the wealthy people in your region who are among the least-solicited millionaires around.

If you are a small non-profit organization with a great cause, and if your budget for major-gift fundraising is small, this is the seminar for you. Best of all, you can "attend" this seminar anytime you want with no travel, no airfare and no hassle.

Yours sincerely,

Alan Sharpe, President
Raiser Sharpe

Session #1: How to Recognize Hidden Millionaires.

Find the truth behind these common millionaire myths

  • Myth 1: Millionaires live in wealthy neighborhoods
  • Myth 2: Millionaires drive expensive imported cars
  • Myth 3: Millionaires wear expensive clothes
  • Myth 4: Millionaires inherited their wealth
  • Myth 5: Millionaires earn huge salaries
  • Myth 6: Millionaires are white collar workers
  • Myth 7: Millionaires are well known in their communities
  • Myth 8: Millionaires live lives of leisure
  • Myth 9: Millionaires spend, spend, spend
  • Myth 10: Millionaires have advanced university degrees

Discover what a typical North American millionaire looks like

  • male or female?
  • age?
  • marital status?
  • number of children?
  • homeowner?
  • value of home?
  • employee or self-employed?
  • type of work?
  • annual income?
  • average hours worked a week?

By the end of this seminar you'll have discovered that the average millionaire looks and acts nothing like a millionaire. You'll know the tell-tale signs of millionaire status to look for. And you'll know the tell-tale signs of millionaire status to avoid, since many people who appear wealthy are not wealthy at all. Symbols of wealth and dollars to donate are not the same thing.

What you get during Seminar #1:

1. Alan's comprehensive seminar handout
Filled with facts, statistics and fill-in-the-blank sections that you complete as you listen to the audio recording. This helps you comprehend the material and remember it longer.
Pages
: 51
File size: 1.3 MB
Format: Downloadable Adobe PDF file

2. Audio recording
Advice on how to recognize hidden millionaires.
Length: Just over 60 minutes
File size
: 2.6 MB
Format: Downloadable MP3 file that plays in iTunes®,
Windows Media Player® and Real Player®.

3. Transcript
Electronic transcript of the seminar, capturing with
the written word what Alan Sharpe communicated with
the spoken word.
Format: Downloadable Adobe PDF


Session #2: Where to Find Hidden Millionaires in Your Region.

If you're using the same list of wealthy prospects as every other fundraiser, your list has no strategic value. You need a different list. A list comprised of millionaires that no one in your city has discovered. This session shows you how to compile that list.

You will learn . . .

  • how to use your library (and librarian) to uncover hidden millionaires
  • how to read your local newspaper classifieds in a new way, searching in unconventional places for the clues that undiscovered millionaires leave in their path
  • how to read stories in your local newspaper with new eyes, looking for the events in people's lives that indicate considerable wealth
  • how to search trade publications for wealthy people in your city
  • how to spot millionaire business owners from your car while driving around your city's industrial and retail areas
  • how to find millionaires in the Yellow Pages
  • how to search the eight most popular directories of the wealthy, most of them likely unknown by other non-profits in your city

By the end of this seminar, you'll know where to find the undiscovered  people in your city who have wealth to give away.

What you get during Seminar #2:

1. Alan's comprehensive seminar handout
Filled with facts, statistics and fill-in-the-blank sections that you complete as you listen to the audio recording. This helps you comprehend the material and remember it longer.
Pages
: 47
File size: 3.3 MB
Format: Downloadable Adobe PDF file

2. Audio recording
Advice on how to recognize hidden millionaires.
Length: 90 minutes
File size
: 4.7 MB
Format: Downloadable MP3 file that plays in iTunes®,
Windows Media Player® and Real Player®.

3. Transcript
Electronic transcript of the seminar, capturing with
the written word what Alan Sharpe communicated with
the spoken word.
Format: Downloadable Adobe PDF


Session #3: How to Approach Hidden Millionaires.

How do you ask a stranger for $20,000? Or $200,000? Very carefully. The first two sessions in the Uncovering Local Millionaires seminar series teach you how to spot millionaires and how to find millionaires. This session teaches you how to approach millionaires with a request for funds.

You will learn . . .

  • how to use your board of directors to make a bridge between you and your millionaire prospect
  • how to approach hidden millionaires in ways that arouse their curiosity but not their defenses
  • how to use the telephone to arrange that all-important first meeting
  • when (and how) to use the mail to introduce yourself
  • how to use direct mail to solicit a large gift from a millionaire
  • how to tailor your ask to the giving interests of your potential donor
  • common blunders to avoid in approaching millionaires
  • what to do and say before, during and after your face-to-face meeting with your prospect
  • what to do after your meeting to improve your chances of receiving more large gifts in the future
  • what to do if your prospect says no
  • how to cultivate millionaire prospects who can't give now

All your research will be for naught if you approach your millionaire prospects in the wrong way. By the end of this seminar, you'll know the proven methods that major-gift fundraisers at leading non-profit organizations use to cultivate, solicit and steward millionaire donors, and land the breakthrough gifts their organizations need today.

What you get during Seminar #3:

1. Alan's comprehensive seminar handout
Filled with facts, statistics and fill-in-the-blank sections that you complete as you listen to the audio recording. This helps you comprehend the material and remember it longer.
Pages
: 36
File size: 727 KB
Format: Downloadable Adobe PDF file

2. Audio recording
Advice on how to recognize hidden millionaires.
Length: 90 minutes
File size
: 5.3 MB
Format: Downloadable MP3 file that plays in iTunes®,
Windows Media Player® and Real Player®.

3. Transcript
Electronic transcript of the seminar, capturing with
the written word what Alan Sharpe communicated with
the spoken word.
Format: Downloadable Adobe PDF


What others are saying about your instructor

Comments from participants at Alan Sharpe's workshop on direct mail fundraising letter writing, delivered at Blackbaud’s 2007 Canadian Conference for Nonprofits in Vancouver, quoted from their workshop feedback forms:
  • "Alan was awesome. Very engaging and clearly knowledgeable about the subject (and made me excited to get started ) thank you."
  • "Appreciated the concrete examples."
  • "Great presentation. Liked the way I need to think about my letters. Engaging, kept my attention through the whole session."
  • "This was a great session. Interesting and interactive. Please thank Alan for doing a great job!"

Comments from participants at Alan Sharpe's direct mail fundraising workshop in Winnipeg, quoted verbatim from their Workshop Feedback Forms:

  • "Most helpful seminar of the session" (anonymous).
  • "Great tips for creative and effective communication" (anonymous).
  • "Thanks for the great tips. Very applicable, practical" (Jessica B.).
  • "Just what I needed" (Brian T.).
  • "Terrific! Very beneficial" (anonymous).
  • "Very practical and useful. Thanks" (anonymous).
  • "Well done. Most informative" (anonymous).
  • "Very helpful" (Len S.).
  • "Very good! Well worth repeating! Very practical and user-friendly" (Graham G.).

Comments from participants at Alan Sharpe's 2005 direct mail fundraising workshop in Mississauga, quoted verbatim from their Workshop Feedback Forms:

  • "Excellent! A lot of food for thought + application. Very energizing!" (Diane P.).
  • "The workshop was great. The room was inadequate to accommodate the audience. Choose a better room for this speaker." (anonymous).
  • "Very useful information." (anonymous).
  • "Very much enjoyed the high energy, interactive, informative session." (Keren K.).
  • "Excellent session. Very useful." (anonymous).
  • "Excellent practical tips! I was jotting down opening sentences all session long." Avril H.).

Another reason to "attend" the Uncovering Local Millionaires on-demand seminar . . .

Your trainer, Alan Sharpe

Alan Sharpe didn’t discover that he wanted to write fundraising letters for a living until he had first fought in the Falklands War, travelled with the circus, worked as a licensed private investigator, taught children with disabilities how to downhill ski and lived in Jane Fonda's old house in Paris.

Today, Alan helps non-profit organizations worldwide to raise funds, build relationships and retain loyal donors using cost-effective, compelling, creative fundraising letters. His clients include Doctors Without Borders, Habitat for Humanity, Greenpeace and Medic Alert. .

Alan has taught direct mail copywriting at the university level (at the University of Toronto) and has published over 200 articles on the topic. As a seminar leader and mentor, Alan coaches executive directors and directors of development to craft engaging, warm appeal letters that win the hearts and minds of their donors.

Alan’s popular email newsletter, Direct Mail Fundraising Today, is read weekly by thousands of professional fundraisers worldwide.

Alan served as Director of Development and Communications for two international non-profits, where he was responsible for strategic planning, annual direct mail fundraising campaigns, major giving, planned giving, major events, publicity and other enjoyable headaches. He lives and works in the other London (the one in Ontario, Canada).

The teaching style that Alan uses is energetic, fun, helpful and memorable.

Over four hours of audio recording, 139 pages of full-color handouts and an 89-page electronic transcript. $99 (three 90-minute sessions at just $33 each)


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Kitchener, Ontario N2G 2C4 Canada

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