Remember, the Benevon Model is designed for building lifelong donors and true friends of your organization who make multiple-year pledges for unrestricted operating needs.

You are looking for people who:

• Understand and appreciate your mission
• Understand the need for operating funds: they have no problem funding the basics, such as lights, salaries, new programs
• Have no problem making a five- or ten-year financial commitment to your organization

They believe in you, and they trust you to keep getting the job done.

They appreciate that you're in the trenches sorting out the issues, delivering the services or campaigning for the cause.

Note that in many cases, your very board members meet the above criteria! They get it. They're sold on you.

Try thinking of each of your board members as a lifelong major donor. Then try treating them like one. These folks may be the best friends your organization ever had.

Here's how to involve them in fundraising so you are respecting both their role and their commitment to you:

If you have been through the Model Overview on this Web site and if you have been following the Featured Resources, it will be obvious to you that the most useful and effective contribution a board member can make is to invite people to a Point of Entry^®.

In fact, that's about the most authentic and genuine expression they can offer—telling their friends how great your organization is and inviting them to an informative, inspirational dog-and-pony show, no-ask event, just to find out.

The easiest way to garner their trust and their action is to have a special Point of Re-Entry Event for the full board. That way they can "kick the tires," get comfortable with what their friends will be subjected to, plus give their input to tweak it and make it even better.

Not to mention that it will reinspire them about your great work, or educate them for the first time (in case you didn't do that brilliant job of board orientation you'd been meaning to get around to).

Here are some suggestions for having your first Point of Re-Entry for your board:

1. Have the chair of your development committee make a little presentation to the board about your renewed focus on individual giving. If appropriate, show them the Benevon "circle model" to explain that asking for money does not take place until the donors have attended a Point of Entry and received a one-on-one Follow-Up Call or chat.
2. Tell them what you have in mind for a Point of Entry: a tour, a box lunch, a roadshow, little house parties, etc. Get them engaged in the conversation.
3. Tell them you'd like to start by having them test out the tour you'll be giving everyone else. It will be a special "kick the tires," demo Point of Entry just for the board.
4. Schedule two events, varying the dates and time of day. Let them choose the one that works best for them. Make it clear you want every board member to come to one.
5. Encourage them to bring one or two guests, such as perhaps a spouse or family member. It should be someone fairly close to them who they know would enjoy the opportunity to learn more. In this way, the event won't seem like just a dressed-up board meeting. The board will behave differently when they have guests.
6. Have it be a real dry run. Conduct the event like you would a straight Point of Entry for outsiders. Don't let it devolve into an insiders gab session. The straighter you play it, the more likely the board will be able to picture what it will be like for their other friends to attend.
7. Stick to the timeline. If the Point of Entry itself takes one hour, end that part on time and invite those who are interested to stay to debrief and critique it with you. Send the others home.
8. Limit the debriefing time and stay focused. Issues such as time of day, location, and program will surface. Take good notes. Don't get defensive.

9. Follow up with each attendee, just like you would after a real Point of Entry. This will be the time for them to air any further complaints, offer additional suggestions, and give you that great one-on-one feedback.

Next, remember the script for the Follow-Up Call:

• "Thank you for coming."
• "What did you think of the event?"
• Listen to their responses carefully. Don't talk.
• If they haven't already volunteered this, ask: "Is there any way you could see yourself becoming involved?"
• "Is there anyone else you know who might enjoy attending a similar event?"

Treat these board members like you would treat your choicest of major donors. Keep them very happy. Don't ask them too soon. Cultivate them by involving them firsthand in the process.