So, here's the deal with the Golden Ticket – it's like this super cool raffle game where you could score some seriously awesome stuff from the live auction. Imagine, you win the raffle and then you get to pick ANY of the awesome items up for grabs in the auction. How cool is that?
I'm all about helping out local and regional nonprofits. They're doing great work and have some amazing donors, but sometimes they struggle to snag those high-value items for their events. Like, their biggest item might be this amazing trip that's worth like $2,500 (although it's gonna sell for way more in the auction, trust me). So, that's where the Golden Ticket comes in – it's like a game-changer for these organizations.
Here's the scoop: even if they "lose" one of their live auction items to the Golden Ticket winner, the money they rake in from selling Golden Tickets ends up being way more than what they'd make from that item in the auction. And here's the crazy part – about half the time, the lucky Golden Ticket winner actually donates their prize back to the auction, and that's like an extra dose of awesomeness because people can be seriously awesome sometimes.
Now, you might be wondering who's gonna hit the jackpot with this game, right? Well, if you're running a smaller to medium-sized event with like 250 to 999 folks, and your live auction items are all under 5K, then this game's your jam. And don't forget the big galas with over a thousand peeps – they can totally cash in on this too, 'cause they've got a bigger crowd to sell tickets to.
But hey, not every party's a match. If you've got fewer than 500 party animals and you're offering some crazy high-ticket items over 5K, you might wanna pass on the Golden Ticket. It's all about making sure you're gonna make more moolah from ticket sales than what your fanciest live auction item is worth.
Now, let's talk about what you need to get in on the action. First off, you'll want a bunch of those raffle tickets, obviously. And you need a crew of lively volunteers who can charm the socks off anyone to sell those tickets like there's no tomorrow.
Here's how you rock the Golden Ticket:

1. Set a money goal: Figure out how much you wanna rake in from this game. Make sure it's at least as much as your priciest live auction item, so you don't end up in the red.
   
2. Ticket math: Decide how many tickets you'll sling and how much they'll cost. If you're hosting a bash for 1,000, you could go for a hundred tickets at a hundred bucks each to hit that 10K goal. But hey, you could get clever and go for like 200 tickets at 50 bucks a pop or just 50 tickets at 200 each. You do you.
   
3. The sales hustle: Get your smooth-talking, outgoing pals on board to sell those tickets like pros. And make sure they're a blast to be around – 'cause, you know, fun vibes attract big spenders.
   
4. The big moment: So, right before the live auction kicks off, it's time to reveal the Golden Ticket winner. Picture this: the crowd's all buzzing, the raffle tickets are up on stage, and someone cool (maybe the auctioneer) pulls out the winning ticket. It's like the ultimate "Who's gonna win?!" moment.
   
5. The winning move: The lucky winner gets to make a choice – nab one of the live auction prizes or be a total superstar and give it back to be re-auctioned. And remember, it's always best to give them that choice before announcing the winner. No pressure, just good vibes.
   
6. Party on: Once the winner's made their move, make a big deal about it – congrats, cheers, and all that jazz. And, of course, make sure that item's not gonna show up in the live auction – it's all about keeping the Golden Ticket special.
   

So, there you have it, the scoop on the Golden Ticket game. It's like adding a dash of excitement to your event, all while giving your nonprofit a sweet boost. Get ready to sell those tickets, make some dreams come true, and have a blast doing it! 🎉

The Power of Consignment Items in Nonprofit Live Auctions
Introduction
Nonprofit organizations play a vital role in addressing societal issues and creating positive change. To support their missions, these organizations often rely on fundraising events like live auctions to generate revenue. While traditional auction items have their place, nonprofits should also consider the benefits of incorporating consignment items into their live auctions. This article delves into the reasons why nonprofits should explore the option of purchasing consignment items to enhance their fundraising efforts.
1. Attracting a Diverse Audience
Consignment items can greatly diversify the range of auction items available, appealing to a broader audience with varying tastes and preferences. By offering unique and diverse items, nonprofits can attract attendees from various backgrounds, increasing the chances of enthusiastic bidding and higher prices. This diversity can also lead to a more inclusive and vibrant event atmosphere.
2. High-Quality Items Without Upfront Costs
Consignment items often include high-quality merchandise, experiences, or services that may be financially out of reach for many nonprofit organizations to purchase outright. By opting for consignment, nonprofits can acquire these desirable items without the initial upfront costs. This allows them to expand their auction offerings and create a more impressive lineup of items that will entice attendees to bid generously.
3. Reduced Risk and Financial Flexibility
When purchasing items for an auction, there is always a level of uncertainty regarding how much revenue each item will generate. Consignment items mitigate this risk, as nonprofits only pay for items that are successfully bid upon. This arrangement provides greater financial flexibility and minimizes the potential for losses, ensuring that the organization can focus on its core mission without worrying about financial setbacks.
4. Increasing Bidding Competition
Consignment items, often unique or exclusive experiences, can create a sense of urgency and excitement among attendees, fostering competitive bidding. The allure of securing a once-in-a-lifetime experience or rare item can drive up bidding prices as attendees strive to outdo each other in support of the nonprofit's cause.
5. Strengthening Donor Relationships
Procuring consignment items can also lead to valuable networking opportunities and donor relationships. Collaborating with businesses or individuals who offer these items allows nonprofits to forge connections with potential supporters who are passionate about the cause. These connections can extend beyond the event, creating long-lasting partnerships that benefit the organization in multiple ways.
6. Storytelling and Impact
Every consignment item comes with its own story and value proposition. Incorporating these stories into the auction can effectively communicate the impact of the items on offer and the cause the nonprofit supports. This storytelling approach creates an emotional connection between attendees and the items, motivating them to bid higher and invest in the organization's mission.
7. Expanding Fundraising Horizons
By embracing consignment items, nonprofits can break away from the limitations of traditional auction offerings and expand their fundraising horizons. This diversity can attract new supporters, increase the visibility of the organization, and position it as an innovative and dynamic force within the nonprofit landscape.
Conclusion
Incorporating consignment items into nonprofit live auctions offers a multitude of benefits, ranging from attracting a diverse audience to enhancing the quality and uniqueness of auction offerings. The financial flexibility, reduced risk, and opportunities for storytelling and impact make consignment items a powerful tool in a nonprofit's fundraising arsenal. By leveraging the allure of exclusive experiences and high-quality items, nonprofits can elevate their live auctions to new heights, ultimately driving greater revenue to support their impactful missions.

Clients often ask how to expedite their Fund-A-Need process. I suggest nonprofits opt for a full Fund-A-Need at their event—it's the best way to maximize fundraising swiftly. However, executing a full version takes time, which might not align with some nonprofits' preferences.
A complete Fund-A-Need, with six to eight giving levels in a room full of motivated donors, can span up to 25 minutes. Yet, this time investment can potentially yield up to $500k, contingent on variables like venue size, donor capacity, and nonprofit engagement.
Considering the potential outcomes, it's certainly worthwhile.
Now, what if your nonprofit has already front-loaded fundraising efforts? If major donors have contributed significantly or are event sponsors, what's the approach?
In such cases, while I still advocate for a full Fund-A-Need, you can choose a swifter route.
Let's explore how to achieve a ten-minute (or less) Fund-A-Need:

1. Giving Technology Utilizing technology is the fastest method for a three-minute Fund-A-Need. However, it lacks insight into participants' actions on their devices, potentially affecting engagement. This approach deviates from the communal spirit, substituting shared giving with solitary screen interaction. Moreover, it's unlikely to yield significant contributions.
   
2. Three-Level Fund-A-Need Limiting your Fund-A-Need to three levels, such as $1,000, $500, and $5, can build momentum and energy. While participation is high due to lower giving levels, total revenue might not match a full Fund-A-Need—unless major donors have already contributed.
   
3. Paddle Pick Up An expedited option involves five giving levels, managed by volunteers with labeled boxes. The auctioneer announces levels, and attendees respond by raising paddles. Swift, yet it dampens energy and appreciation. The fast pace reduces the giving pressure.
   
4. Centerpiece Fund-A-Need Designed for equal donor engagement, this approach involves a container filled with materials and mini-paddles. Donors write their names and donations, symbolizing their contributions by planting paddles. Its flexibility permits execution at any point, with no set levels, making it inclusive and low-pressure.
   

While faster Fund-A-Need methods exist, trade-offs must be considered. Swift versions often yield lower revenues. To save time, pre-approach major donors, securing donations before the event to mitigate potential revenue drop.

I get calls pretty regularly from nonprofits frustrated with the auctioneer they used the previous year. Sometimes their frustration stems from circumstances that were beyond the auctioneer’s control. But my guess is that most of the time, the auctioneer took the job for the wrong reasons. Trust me, I’ve done it before.

The reality is, many charity auctioneers are in this business to make money for themselves. The biggest feel good moment of their night is when you hand them a check.

The thing is, we do our best work when we put our own needs aside and focus entirely on the needs of the nonprofit.
​

Here’s how to know if your auctioneer is really on your team:

They always work in the best interest of the nonprofit and their donors. Their focus is not on how much they will earn for the evening, but on how much they can raise for you.

They make your donors feel appreciated and loved for their generosity. They do this regardless of the donor’s capacity to give. Minor donors are just as important as major donors. Everyone who gives should be celebrated. Everyone who volunteers should be celebrated.

They’re honest. I am honest about what my clients need and don’t need for their event, every step of the way. I am honest about what I think the event can achieve. I am honest about what they are doing right and what they could do better. As charity auctioneers, our job is to be completely honest and transparent.

They offer free advice. Any charity auctioneer worth their salt will give you free advice over the phone before you fork over any money or sign a contract. If an auctioneer says, “If you were my client, I could help you with that,” they are trying to get you to sign up for their services regardless of if they are the right fit for you. 

They tell you what to look for in a charity auctioneer. I am up front about the qualities that I think make for a good charity auctioneer. I tell all of my potential clients to watch my videos, and the videos of anyone else they are considering, before they make their final decision. If they feel I’m a good fit, they should pick me. If any part of them feels that I’m the wrong fit for the event, they should go with someone else. They don’t always pick me. This puts the nonprofit’s needs above my personal money-making capacity.
    

Here’s how to know if your auctioneer is not on your team:

They promise you the world. They say they can raise you millions of dollars when you normally raise $250k. They make promises without understanding the nuances of your nonprofit and your fundraising event.

They don’t care about metrics and data. If your auctioneer is basing their promises on nothing—no metrics, no numbers, no data—run and hide. They are making it up. Your charity auctioneer should always look at your numbers before providing an estimate of how much you can raise at your event. Always. People lie, numbers don’t. 

They don’t give you options. It’s one way or no way. Fundraising isn’t a one size fits all proposition. There are always different options for every aspect of each event. If your auctioneer says there isn’t, they are lying to you. A lack of options betrays a lack of flexibility on the part of the auctioneer, or suggests they don’t understand fundraising enough to customize and tailor their service to your event.

Hiring the right charity auctioneer for your event is important. Look for someone who goes out of their way to research your organization, who understands your mission and values. Watch video of potential charity auctioneers in action to see if they are right for you. The right charity auctioneer is out there, you just have to find them. ​

​If the thought of approaching a donor and soliciting a donation makes you break out in a cold sweat, you are not alone. Asking for money is something nobody is taught how to do and almost everyone is uncomfortable with it at first. 

There’s a lot of advice out there for improving this skill. One of the more common suggestions is to challenge yourself to ask for a discount every time you buy anything. If you are making your purchase in person, you ask the person at the register. If you are making your purchase online, you include the request in the notes to the seller.

The point of this challenge is to get you comfortable doing something incredibly uncomfortable. Asking for discounts is not something that’s natural in American culture, so for many of you this may be an incredibly uncomfortable activity. That’s the point. If you can get comfortable asking a random cashier for a discount you have no reason to ask for, on an item you were going to buy anyway, you can get comfortable soliciting donors.

This challenge is fine but I don’t think it’s enough.

What you really need is practice. 

Practice with your coworkers. Practice all the time. Make it a part of your weekly duties.

Practice with your board. Board members should be involved in fundraising to some extent, as part of their duties. They may be responsible for soliciting their friends and other major donors. Take a large portion of a board meeting and get everyone in attendance to practice with each other and give feedback on the asks.

Practice talking about your nonprofit in a confident, passionate, mission-focused manner. You don’t have to practice this part with other people, though that is certainly a good idea. You can do this in your car or in the shower.

Sit in on other solicitations. This is especially great for major solicitations. Go out with a coworker or your CEO and just observe. What does the conversation actually sound like? I think you’ll find it’s just like any other conversation. 

Relax. Your donor often already knows the ask is coming and will ask you to get to the point long before you planned to. This is especially true when soliciting long-term donors. 

If your donors have a strong relationship with your nonprofit, asking for gifts is a breeze. You’ve already done all the hard work of building their emotional connection to your organization, now you are simply inviting them to act on that connection.

Get out there and start asking. Asking for money is one of those things that gets easier and less intimidating the more you do it. You’ll discover what works for you and what works for your donors. You just have to do it.  

Remember, a botched ask or a rejected solicitation is not personal. There are so many reasons why your donor might not be able to give at the moment you ask, and that’s okay! The world won’t end, but you will learn something about asking for money from every solicitation you do, no matter what.

Do you have any tips for getting comfortable asking for money? Share them in the comments.

Recently, I’ve heard from several nonprofits who just can’t capture the Fund-A-Need magic. They have all the right things working for them, but the magic isn’t happening. 

​They are missing the secret, invisible ingredients in the Fund-A-Need souffle. 

I’ve written a bit about the things that make a Fund-A-Need successful. Today, we’re going to talk about the invisible ingredients in the Fund-A-Need recipe. The things you don’t see that must be working for your Fund-A-Need to be a success.

Before we jump in, if you haven’t already, click on over and grab a copy of my free Fund-A-Need worksheet to help you plan your best Fund-A-Need ever.

Now, back to why we’re here.

The invisible ingredients of a successful Fund-A-Need are:

1. Momentum
2. Energy
3. Pressure
4. Moments of Reflection

All four of these things must work together in the room for a Fund-A-Need to reach its full potential.

Let’s take a closer look at each of them.


Momentum
Newton’s first law of motion states that, “Every object persists in its state of rest or uniform motion in a straight line unless it is compelled to change that state by forces impressed upon it.”

Your Fund-A-Need is the object, persisting at a uniform pace. Your auctioneer is the force, impressing herself upon the object to slowly build momentum as she works down the giving levels.

The momentum at the top of the Fund-A-Need drives the momentum at the bottom. This makes those first few giving levels so important, even though there are very few hands being raised. Acknowledging these donors and getting the room excited about these massive donations, carries you into the lower giving levels. The momentum that your auctioneer builds at the top will only grow as the levels decrease and more hands start shooting into the air.

Building and sustaining momentum means it’s best if your auctioneer doesn’t stop to announce prizes or sell things at each level. These interruptions disturb the flow and can bring the momentum to a grinding halt. Pausing to show a video, look at slides, or have a presentation are all bad ideas in terms of momentum.  


Energy
Energy is the feeling in the room that gets people excited and ready to donate.

Energy is also what makes other people want to join in.

Each auctioneer has her own energy. Mine is what drives my Fund-A-Needs to feel more like a pep rally than a sales presentation, even though that is what I am doing. I am selling the idea of helping the nonprofit make a difference in the community. The energy in the room is how you communicate to the audience that giving and participating in giving feels good, and that taking action is what everyone else is doing.  

The action we want people to take is putting their hand in the air during one of the giving levels, and we want them to feel good while they do it.

Energy also sustains the Fund-A-Need which, let’s face it, can run a little long. A Fund-A-Need with excellent participation can easily last fifteen minutes. If your event has 500 people in the room, that time increases to 25 minutes, easy. That’s a lot of time to ask people to sit quietly and pay attention. Good energy is what makes it possible. Energy feeds the momentum and gets more and more people feeling good about giving and participating as we move through the giving levels, keeping everyone’s attention until the lowest giving level, which is designed so that everyone can give.


​Pressure
Pressure is an invisible force exerted on the room by the auctioneer and members of the audience. This is an invisible social pressure that happens when all the people around you are doing a thing. In this case the thing is donating to a worthy cause.

Oftentimes just being in the room at a charity event creates this pressure because attendees know donations are expected. People will naturally start to feel left out if they are not participating in something that everyone else is doing. Those who already planned to give will feel pressured to dig just a little bit deeper than they planned. 

Pressure also builds as the auctioneer moves around the room, should she choose to do so. For me, the closer I get to one side of the room, the more hands shoot up on that side.

Pressure is healthy in this context, but it can still make some people uncomfortable. I never call people out for not giving during a Fund-A-Need. That creates a negative pressure that is not conducive to fostering generosity.


Moments of Reflection
Moments of reflection should exist throughout every fundraising event. Every time the audience is listening to a speaker, watching a video, or looking a pictures, you are creating a moment for them to reflect on their life with gratitude. What follows naturally is a desire to help improve the lives of others.

These four invisible ingredients all work together to make people feel gratitude for their own lives and good about giving to your cause. 


Getting These Invisible Ingredients Working For You
The charity auctioneer running the Fund-A-Need must be able to command the attention of the audience. Carrying a room like this gives the auctioneer control over what happens to the energy in that room. They either feed the room to build that energy and raise excitement levels, or they take energy from the room and bring everyone to a more somber place. The energy feeds the momentum and builds the pressure.

This sounds like hocus pocus to a lot of people, but I’m telling you it’s real. Next time you watch someone on stage, pay close attention to what they’re doing. You can see this phenomena everywhere, not just at charity auctions. Someone who is standing still on stage is commanding the room in a way that creates a serious energy. Someone who moves about the stage with enthusiasm, like at a pop concert, is doing so to create an energy of happiness and excitement. They are inviting the audience to take this energy into themselves and to feed off it.

The charity auctioneer is the person who controls these forces during the Fund-A-Need.

Before interviewing potential charity auctioneers, watch some of their work online. Look for someone with good, positive energy who knows how to control a crowd without shushing them. 

Make sure the person you decide to work with knows the emotional journey you want to take your guests on.

Make sure they acknowledge the first gift of the Fund-A-Need appropriately. 

When running a Fund-A-Need your auctioneer has to keep track of a lot of things at once.

1. Are you nearing the goal amount?
2. How many people haven’t made a gift yet?
3. If people aren’t giving, what happened earlier in the program to cause this response?
   • Did the speaker speak for too long?
   • Did we fail to touch on the one aspect of the nonprofit that this person was invested in?      

It’s a lot to pay attention to, but it’s key to gauging when to interfere with the natural progression of the Fund-A-Need and what to do differently the next time.


A Last Chance Intervention
I can tell from that very first gift how the Fund-A-Need is going to go and how hard I’m going to have to work. Occasionally, I will make the choice to pause between giving levels for a purposeful moment of reflection, giving people a chance to consider digging deeper or donating for the first time. 

I only do this if I’m sensing that the Fund-A-Need isn’t going well and I’m not having any luck manipulating the momentum, energy, and pressure in the room. It’s risky, and I don’t recommend it unless the Fund-A-Need is really not working. Not just a little bit not working, I’m talking has no chance of coming anywhere close to the goal without a major intervention. 

Each time I stop like this, I am taking a huge risk of destroying the momentum, which is why I only do it if the Fund-A-Need is already in trouble. I can’t explain how I do this without messing the Fund-A-Need further, it just happens. I think it’s an instinct about people or an ability to read the room. No one taught me how to do it. You need to be a great auctioneer and a savvy crowd-reader to make this choice and not mess it up.

Even when you’ve set your fundraising event up perfectly, with all the right people in the room and a mission-focused program, your Fund-A-Need souffle can still fall flat if these invisible ingredients aren’t working for you. That’s why it’s imperative to have someone who really knows what they’re doing running the Fund-A-Need. This person can call on their skills and experience to manipulate these invisible forces and give your Fund-A-Need the best chance at success.