Unlocking Leadership: Insights Five Years In: Still Invitational
Trees on a mountain seen through the fog
When I was hired by Gary Dollar, former CEO of United Way of Greater St. Louis, as a major gifts officer back in 2007, I asked why the position had been open for so long. Gary's response was simple yet disarming: "I was waiting for the right person." Coming from a background of insecurity, I wondered if I truly fit the bill. I had never fundraised on the scale of United Way or worked for an organization that impacted so many lives. However, under Gary's leadership, our team excelled, and his unwavering confidence in me fortified my own belief in my abilities.
Even during the 2008 recession, when presenting, I boldly declared that I and our team were not participating in the downturn. Alongside my role, I had the privilege of teaching a course on Marketing, Fundraising, and Community Affairs. One of the key assignments I incorporated into the class was the need to ask people for money. Asking for money is humbling, especially when met with rejection. However, successful fundraising requires getting over oneself and understanding that the ask is not for personal gain but to support others.
Reflecting on my own experiences as a foster kid, I know that someone, at some point, asked for money to support the programs and group homes I was involved in. That is part of my "why." Whenever I interacted with graduate students at Washington University in St. Louis or other fundraising professionals, I simplified fundraising in my mind. I categorized people in any room as either donors or prospects, making it easier to engage with them.
Today, the same principle applies at the bank. Community members often express their appreciation for what the bank is doing. Regardless of the size of the potential relationship, my standard response remains consistent: "The highest form of flattery is to do business with us and refer a friend." I believe my success lies in your decision to become a bank client—never losing sight of this goal. Mentors like Gary instilled in me the importance of belief in oneself. This lesson isn’t just about fundraising, if you believe that what you do is a calling, you should be working to enroll more people in your business – it doesn’t matter the area of the business you work in.