"NOBODY WANTS TO GIVE MONEY AWAY!"
Author: Robert F. Hartsook, JD, EdD
Illustrations: Mark Litzler
©ASR Philanthropic Publishing, April 2002

Nobody wants to give money away…but everybody wants to make a difference. That's the essence of "Nobody Wants to Give Money Away!" the fourth and most insightful book by highly respected philanthropic consultant, Robert F. Hartsook, JD, EdD. He is chairman and CEO of Hartsook Companies, considered the nation's foremost philanthropic strategists.

It's all about caring and connections, he contends, about building bridges between your mission and the hearts of prospective donors. There's plenty of money out there. But first, you must help people understand how they can change people's lives.

As with Dr. Hartsook's other best-selling books, "Nobody Wants to Give Money Away!" condenses his many years of success into an easy-to-read, entertaining tour d' common sense. It's a motivational, eye-opening and realistic look at what fundraising professionals can achieve. Through stories, narratives and gentle prodding, the book reflects the easy style that has made Dr. Hartsook's writings and presentations so popular over the years.

ASR Philanthropic Publishing will introduce the book at the 39th International Conference of the Association of Fundraising Professionals, this April in St. Louis.

Adding a bit of whimsy is a series of clever cartoons by well-known illustrator Mark Litzler. His works appear in many publications, including The Chronicle of Philanthropy, The Wall Street Journal, Barrons and The Harvard Business Review.

Nine "fundamental fundraising truths" form the book's core. Around them Dr. Hartsook builds his foundation for success. One telling example, from early in Dr. Hartsook's career:

"Oliver Elliott was a man who came to philanthropy late in life. He had bought and sold several businesses over the years and it was common knowledge he was interested in giving a gift to the university I was associated with at that time. My simple and sincere question to him opened up a wealth of opportunity… 'Oliver,' I asked, 'how did you become successful?'

"His story began with what he believed the university had done for him. This, of course, was good news from my point of view. However, as he continued, I realized there was more to this story than one might expect….

"What I heard, as I listened to Oliver retell the story of his success, was that his real passion was not business (as everyone had assumed) but communication…. By asking him 'how did you become successful?' and then listening to his answer, I had become privy to information no one had uncovered…."

The result? A major gift-for the department of communications-much larger than the university would have received from him for the business school. As well, Oliver ultimately raised another $2 for a communications building and several hundred thousand dollars more for materials and support.

All because someone took the time to listen. Principle No. 4: Listen to what your donor is really saying.

The nine principles:

· No. 1: Nobody wants to give money away, but...
· No. 2: People will give to change lives for the better, therefore...
· No. 3: Demonstrate the impact of your organization, and...
· No. 4: Listen to what your donor is really saying, then...
· No. 5: Consider everyone a prospective donor, and...
· No. 6: Always exceed expectations, because...
· No. 7: There are no limits to the money available, if you...
· No. 8: Stay passionate about fundraising, and you...
· No. 9: Stay focused on the mission…
· NOW…Get out of the office and solicit!

Dr. Hartsook's previous three best-selling books -"Getting Your Ducks in a Row!," "How to Get Million Dollars Gifts and Have Donors Thank You!" and "Closing that Gift! How to be Successful 99% of the Time"-have provided insight for thousands of readers. All three also are available through ASR Publishing.

ASR Philanthropic Publishing serves the fundraising and philanthropic community with a variety of books, monographs, newsletters and brochures designed to inform, educate, and stimulate discussion among professionals throughout the United States.

Hartsook Companies, Inc., has successfully served more than 1,000 nonprofits nationwide with capital campaigns, endowment campaigns and much more since 1987. The firm has consultant offices in 19 cities and counsels more than 150 campaigns annually. The Web site: www.hartsookcompanies.com.

PUBLISHER: ASR Philanthropic Publishing. Box 782648, Wichita, KS 67278. Toll-free: 1.877-7GIVING. Main number: 316.634.2100. Fax: 316.630.9933. ASRpublishing.com. 127 pages, illustrated. $11.95. ISBN: 0-9663673-5-9. Library of Congress Card Number: 2001099438.