661. Working Session: Closing Major Gifts with Courage with Julie Ordoñez
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Overview
If you need to close major gifts in the next five weeks, this Working Session is your new game plan. We brought in major gifts coach and CourageLab founder Julie Ordoñez to break down exactly who to ask, what to say, and how to step into these conversations with more courage, clarity, and conviction—especially during giving season.
Top 3 Takeaways:
Focus Beats Frenzy: Stop trying to reach everyone. Warm prospects—the people who’ve expressed support, encouragement, or interest in the last 3–6 months are the ones most primed to say yes right now.
Courage Isn’t a Feeling, It’s an Action: Planning isn’t the work. Asking is. Discomfort is normal - and moving through it is the path to major gifts.
Ask for More, With Less Guesswork: Vague asks create homework for donors. Clear, specific asks make giving easier and speed up decisions. When in doubt, ask for more than feels comfortable—and let humility guide the conversation.
You'll leave this session with practical mindset shifts and scripts you need to move relationships forward today.
Let’s get to work.
Resources:
Julie’s Opportunity Brainstorm PDF: If you message Julie Ordoñez on LinkedIn with the code words "breakfast burrito." Julie will send you the guide for FREE.
“If you don’t know what to ask for, ask for more”
Episode Transcript
Download Full Episode Transcript Here
Episode Highlights
How to Identify Your Warm Prospects (01:29)
Engaging Raving Fans and Supporters (05:38)
How to Build Courage to Make the Ask (09:04)
How to Ask for a Specific Amount (12:20)
Julie’s One Good Thing (15:26)
Powerful Quotes
"Stop playing these games. Stop acting like the economy is affecting everybody the same, because it ain't." - Julie Ordoñez
"You literally cannot be courageous if you're not taking action." - Julie Ordoñez
“Ask them, what amount is a good amount for you? What makes sense for you? Would you consider donating more than you did last year?”- Julie Ordoñez
“Ask for more, don’t wait, don’t put it off, don’t do anymore preparing. Take action!” - Julie Ordoñez
"Courage is, I'm taking bold action and I'm not thinking about me." - Julie Ordoñez
"Be willing to do it uncomfortable. Be willing to do it with a pit in your stomach. Be willing to stutter over your words. Be willing to have sweaty hands, be willing to experience wanting to throw up, because guess what? That's what everybody did who came before you, and you envy their results." - Julie Ordoñez
"It's not a mystery how people raise money. They straight up ask people who want to help for more." - Julie Ordoñez
"What scares you today will become normal in two weeks, 30 days." - Julie Ordoñez
"You can absolutely do this and when you get it wrong, when you stumble, let your humility guide you." - Julie Ordoñez
Connect with Julie
LinkedIn / Website / Courage Lab
Connect with Jon
Connect with Becky
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