Most fundraising galas leave money on the table for reasons the people running them never see.

Chris Hensley and Brett Higgins, two of the most in-demand fundraising auctioneers in the country, join Trevor to work through five of the sharpest questions raised at the recent Chicago Gala Playbook event. What separates the organizations that consistently overperform from the ones that stay stuck at last year's number? Where does the fundraising actually break down in a program? And what does it look like to create inspiration to give without slipping into pressure?

In this episode: the six-month mistake most nonprofits make (spoiler, it involves ignoring the data from last year's event), why "we don't want to ask for too much money" is almost always a symptom of a past bad experience, the difference between pressure and inspiration and when each has a place, the concept of "unspoken peer pressure" and how leaders in the room quietly move giving upward, why the witching hour at 9:15pm is real and what to do about your program timing, and the one thing organizations overestimate every year (the room, the dinner, the linens) versus the one thing that actually moves revenue.

Plus: why Chris raised $1.2M against a $400K goal at a Relevant Radio event, and what "taking the lid off" the top ask can look like when the room is emotionally ready.

Chapters:

00:00 Intro

01:41 Gala Playbook in Chicago

09:25 Data-Driven Fundraising

18:25 The Art of Asking

23:00 Creating Inspiration to Give Instead of Pressure

32:09 Creating a Unique Experience for Fundraising Events

38:09 The Right Places to Focus

43:32 One Piece of Advice You Would Give to a Nonprofit

45:54 Bonus

🔗 *CONNECT WITH US* 🔗

Book Brett for Your Event: https://www.bretthiggins.com

Book Chris for Your Event: https://www.bidraisebid.com/chrishensley

Connect with Brett on LinkedIn: https://www.linkedin.com/in/bretthiggins/

Connect with Chris on LinkedIn: https://www.linkedin.com/in/chris-hensley-auctions/

Connect with Trevor on LinkedIn: https://www.linkedin.com/in/trevor-nelson-b8922a167/

Follow Hey Nonprofits! on LinkedIn: https://www.linkedin.com/showcase/hey-non-profits-raise-more-money/

💙 *ABOUT HGA FUNDRAISING* 💙

This episode was brought to you by HGA Fundraising. The team at HGA helps event fundraisers create auction success with the most profitable (and mission focused) auction items in the space. Trips and experiences that excite donors, ignite bidding, and help your organization RAISE MORE MONEY.

To learn more about HGA Fundraising click here: https://hgafundraising.com/trips-and-experiences/

The Easiest Way to Raise More Money at Your Next Event: https://hgafundraising.com/golden-ticket/