Now that you've shared your testimony, you need to transition to the presentation.

• This can sound something like, "Thanks for listening to my story. If

Three questions to consider:

1. Who are you reaching?
2. What are the struggles they go through?
3. What are their needs?

• Sharing the need can sound something like, "One motivation for me/us

• is knowing that there are xxx,000 people in <location>

• who need to hear the good news of Jesus Christ.

• "
• You

• can also ask, "Mr. Jones, let me ask you a question

• ,

• what

• do you think are some of the pressures facing people in <location> today?

Now that you've reached the Gospel portion of your presentation, you will tell/remind the person that only Jesus can truly fulfill those needs.

• "

• Of course, as you and I know, only a relationship with Jesus Christ can fill the void that is in each person’s life. That’s why I feel very strongly and deeply about reaching out to people in <location>

• through our church plant, showing them God’s love and forgiveness through Jesus Christ.

• We desire to help them

• see and know the hope and joy Christ has to offer through both words and through serving our community. ...<Possible short testimony or story>

This is the part where you will explain who Reliant is and what they do for you as a church planter. You will also introduce any other ministry organizations you're partnering with.

• "To be a part of this mission involves partnership. Our church plant is involved in the <name> church network, who's mission is to <mission>."

• Reliant

• is the sending organization that I will be working for. Reliant partners with

• missional churches and

• gospel-centered non-profits by mobilizing support-based missionaries for the Great Commission." (You can read this directly from your slide.

Sure, people know that you're planting a church. But what will you be doing specifically in that process?

• "I’m often asked what am I going to be doing specifically in <location>." Share about your specific roles with the church/ministry.
  
  • Ex. "I will be working at sharing with those who don’t know Christ and building Christians up in their walk with the Lord. I will help teach Bible studies, build discipleship relationships, and be trained in church planting..."
  •  Communicate general activities and ministry responsibilities. Possibly use a short story to help communicate the impact your role can have.

STOP and see if they have questions! Now is a good time to do this so they don't get confused about anything you've said so far and are able to keep focusing on what you are going to say. Sometimes if people are confused or have questions, they are thinking about that instead of focusing on you and what you are saying.

• "I know I’ve been talking for a while now

• . I was just wondering if you had any questions about what I’ve shared so far?

After you've asked for questions, you will lead into your various asks.

• "Thanks so much for your questions/listening to what God is doing. I am so excited to be a part of this ministry... <Cast vision one last time before asking for partnership>
  • Ex. "Just like we were able to see Ann change her life around, we want to be there for the thousands of others like Jill who need to hear the good news of Jesus in <city>."

• On the "I am Reliant" page: "But <insert name>, we can’t do this alone. Because we are Reliant. We are Reliant on the Lord for everything. And we are Reliant on people like you to team up with us in <location> to make these things possible."

  • Some ideas for furthering this idea of being reliant:

• • • Romans 10:14 states, ‘How can they call upon Him in whom they have not heard? And how can they hear without a preacher? And how can one preach unless he is sent?’ At <church>, we’re convinced of God’s call and are willing to do our part, but we need others on our ministry team to make this ministry happen.

    • Let me give you an analogy from Exodus 17. Maybe you remember the story. Moses, Aaron, and Hur were overlooking a battle between the Amalekites and Israel. When Moses had his hands raised, Israel would begin to prevail. But when his arms dropped from being tired, Israel would start to lose. Aaron and Hur, seeing that he was weak, held Moses' arms, and ultimately Israel won.

      Who won the war? The soldiers? Moses? Aaron and Hur? It took a team working together to see victory. We see a team as a partnership that can make a difference in <location>.

• On the circles page:

  • Keep each circle's explanation short, no more than one sentence each.

  • "<Insert name>, let me tell you how you can

• • be part of the team.

• • There are three ways we have often received help in our ministry

• • .

    • We need true intercessors who will commit to praying regularly for Reliant, <organization/church,> and our ministry in <location>.

    • Another way you can help is by connecting me to others you know who would love to hear about our ministry.

    • Lastly, a regular way we’ve been helped is through the generous giving of others. If you don't mind, I'd like to share with you about that now.

Here it is! The big finish. You've made it this far; you can do this. We recommend reading directly from the "Here's how you can help" page because it gives you a minute to breathe, gather your thoughts, and pray before diving into the ask.

The Here's How You Can Help page (HHYCH) is the key tool to introduce the financial ask.

• The page is carefully worded and should be followed nearly exactly — to be read word-for-word at the end of your presentation. If you prepare and practice adequately, you will be able to present Reliant’s financial needs in a natural and conversational manner while sticking closely to the text.
• The HHYCH page allows donors to see how giving works and is designed to focus on our biggest need: regular, monthly giving.
• "I'm actually just

• Say thank you!
• Clarify the Amount, Frequency, and Start Date
  • It is very important that you know exactly how much and how often partners plan to contribute. Miscommunication can easily happen here. Is the gift monthly? Or were they thinking quarterly or annual, or just a special gift? When would they want to start?

• Once you have determined the amount, frequency, and start date, communicate appreciation again.

• Briefly Explain How to Start Giving

  • Once the amount has been clarified, it is important that the new partner know how he or she can give most effectively. This should be very brief; you will address details later.

  • "Let me explain how that works. Most donors set their giving online. Reliant has a secure website that is easy to use and allows you to stop, start or change your giving at any time. Before I leave, I'll share more about how you can get started."

The prospective ministry partner responds, “I’d like to pray about it,” or “I’d like to talk with my spouse about it,” or something similar.

• Say Thank You and Be Happy! Maybes often can lead to “yes” decisions, so be happy.

  • "I certainly appreciate your consideration!"

• Set up a time to get his/her decision.

  • "For considering giving, when does it make sense for me to get back to you? Could I call you back in a few days to see what you have decided? Today is Monday; would it be enough time if I called you, let’s say, Wednesday?"

    • Most people are able to make a decision fairly quickly. Allow them enough time for a decision while staying within a timeframe where they don’t lose the urgency of the ministry's need. Sometimes this is the next day. Often it is 3-4 days.

  • Pro Tip: Suggest a time that you can call back. The prospective ministry partner may suggest another time, but you suggesting one gives you a springboard from which to set a mutually agreeable, specific time.

    • Some people may tell you they will call you. In those instances, here are some example responses that will help you keep the ball in your court:

      • "I certainly appreciate that, but I am usually either on the phone or gone. I think it would be easier for you if I gave you a call."

      • "Thanks, I appreciate that! I do tend to be hard to get a hold of, though. If we don’t connect, I’m happy to try to give you a call as well."

  • Once you have agreed on a time to call, confirm it out loud with them.

    • "I’ll look forward to talking with you around 7:30 or so Wednesday night."

  • Pro Tip: It can be helpful to allow for flexibility instead of a rigidly exact time. Remember, you have lots of calls to make!

• Briefly Explain How to Start Giving

  • Even with a maybe, it is important to briefly explain what giving could look like.

  • "I can certainly understand you wanting time to pray about this decision that is really important. Before I leave, I will go ahead and explain how the process works if you do decide to partner with Reliant. Most people start their giving to Reliant on our website. It’s secure, easy to use, and allows you to start, stop, or change your gift at any time. Should you and your wife decide to give, I can show you how to do that."

A “No” response can mean several things:

• “No, that amount is too high” (ask for a lower amount)
• “No, I can’t give regularly” (ask for a special gift)
• “No, right now is a bad time” (but later might be okay)
• “No, I have some unspoken concerns.”
• “No, period.”

This means we must clarify! Primarily, remember to graciously ask clarifying questions to determine what their “No” means.

Clarifying

• Ask for a lower monthly range.
  • If they are unable to give the monthly amount you requested, your follow-up should communicate understanding and appreciation: "I can certainly understand. I know that amount can sound high to some donors. Is there another amount that you could feel comfortable with?"

• Ask for an Alternate Frequency

  • If they are unable to commit to something monthly: "I totally understand. Some donors can’t commit on a monthly basis but have been able to consider quarterly or annual gifts. Is that something you might consider?"

• Ask for a Special Gift
  • "I can certainly understand. Not everyone is in a position to give on an ongoing basis. Mr. <name>, as well as the monthly expenses I’ve mentioned, special, one-time gifts will help cover less frequent financial needs of our ministry such as...<list a few special needs>.
• Ask about the future.
  
  • If they are unable to give at all financially, your follow-up should communicate understanding and appreciation and seek to find out if they would be willing to consider giving in the future.
    • "I so much appreciate your consideration. Some people who can’t consider giving do have circumstances change in the future. Could it make sense for me to check back in three or six months or another time?" If the answer is “Yes,” get a general time to get back in touch. Then agree upon an appropriate time to contact him/her. "I appreciate your willingness to consider joining Reliant’s team in the future."
• “No”…period
  

  • Communicate understanding and appreciation. "I can certainly understand. Thank you so much for letting me share about Reliant and this ministry with you. It’s a privilege just to be able to tell our story."

  • Ask if there are unspoken concerns. It may be appropriate to ask about unspoken concerns. Be sensitive and mention this only when appropriate.

    • "I wonder, are there any concerns you’ve had or questions I’ve left unanswered?"

Objectives: Getting Connected to Others

• Communicate to potential partners the vision for the need to get connected to others
• Ask boldy for connections to new people who would be interested in hearing about the ministry

REMEMBER:

• Asking for referrals is one of the most important aspects of MTD
• It's also one of the hardest aspects of MTD
• This is one of the main pieces that determine how quickly we finish our responsibilities in developing a Reliant ministry team

Ratio for one- or two-year interns/residents

The ratios may be "better" for you.

It is likely that you will secure 1 appointment for every 2 people you ask... (2:1 ratio)

And 1 new financial partner for every 2 people you meet with (2:1 ratio)

So, In order to gain those 80 partners...

I will need to secure 160 appointments. (That's 1 partner per 2 appointments)

In order for me to secure these appointments...

I’d need to connect with 320 people. (Again, 1 appointment per 2 responses

Asking to be Connected to Others

Cast Vision

Help those you meet with understand the importance of being connected to others.

• Communicate the need

  Following the Financial Ask, you will have to re-envision the need for help. Talk about how many people you will need to talk to and how you don’t know that many people.

"I will likely need to meet with literally hundreds of people..."

• Let them know they can help

Make sure to communicate that they can be a big help in solving this problem and meeting your needs here.

Suggest Categories

Invite those you meet with to take a few minutes and think through the people they know that you might be able to contact.

Start with the “Big Four” categories

1. Family
2. Church
3. Work
4. School

Within each category, you can get more specific

• Give examples: cousin, small-group leader, office manager, classmate
• Take each trail of thought to a conclusion, then return to the Big Four

After working through the Big Four categories, return to the list and ask for contact information

1. Name
2. Phone
3. Email

If time allows, have them put the people they’ve mentioned in order of priority. "If you were me, who would you start with on this list and why?" 

Put Them in Your Shoes

A great question to get people thinking of names is, "If you were in my position, raising support for this ministry, who are the first three people you would call?" This may help those you meet with think about people who will be passionate about your specific type of ministry and will be more likely to become supporters.

Get them Involved

When possible, it would be good to involve them in contacting their recommended people. This can take on different approaches, depending on how involved you get them:

• Very Involved: Rare. A partner may make the appointment for you and/or go with you to the appointment. 
• Involved: Common. They text, call, or email ahead to let the contact know you will be calling.
• Not Involved: They let you use their name when calling the contact.

When you get new contacts, follow up immediately while they are still fresh — ideally within 24 hours to a week

Tips for Getting Connected to Others

• Remember that the ask for more contacts is just as important as the financial ask. So coming off of the financial ask, be positive and deliberate to maintain momentum.
• Your body language, with paper and pen in hand, should communicate an expectation of spending some time on this now.
• Avoid yes/no questions, like, “Do you know someone...?” Rather, use “Who are...?” or “What are...?”
• Depending on who you are talking with, beware of the use of buzzwords like contacts, referrals, and leads.
• Acknowledge that they probably haven’t been thinking about possible individuals all day.
• In some situations, you should encourage them to look through their cell phone or Facebook contacts to think of others.
• When using a directory or precompiled list, ask them to identify those who would be best to contact first.
• Let them know that meeting with new people is something that you are comfortable with and excited about. Put their minds at ease that you will make the person they are connecting you with feel comfortable.

Objectives: Communicate the various ways for partners to begin giving to Reliant

• Show how to use the donor giving website to start, stop, or change their giving
  • Yes, with amount →"Thank you so much for committing to giving $__/month! As I said before, we can get that set up now, or if you're more comfortable, I can quickly walk you through how to set up your giving online, and you can do it on your own later today or tomorrow."
  • Maybe →"I know you said you'd like some time to check your budget/talk to your spouse/pray, but if it's alright with you, I would love to quickly run through how to set up your giving online so if you decide to financially support the ministry, you can get your giving set up."
  • No → "Thank you so much for listening to the vision of what we pray God will do through our ministry in _____. If something should change and you decide to financially support me, you can find my giving page at Reliant.org/_____."
• Implement wrapping-up appointment principals by asking about ministry updates, praying with partners, and tying up any loose ends from their conversation as appropriate to each situation

• Input notes about ministry partners in your donor management system after each appointment to track important details about ministry partners
• Establish patterns and practices for following up with partners after appointments, including sending thank you notes, sending materials as necessary, and communicating appropriately

• Send a Thank You text/email. The same day, send a brief text or e-mail that thanks them again and includes a link to the website for giving

  Expand
  title Yes
  From: Dave C. Subj: Thank You Again Dear Mr. Jones – Thank you again for the meeting today! I’m so encouraged by your generosity in giving towards my ministry with the residency program at <church> as we reach people with the Gospel. It makes a world of difference. Here’s the place to go: Reliant.org/david.johnson View our profile and choose “Give Now” to get started. In Christ Jesus Dave

  
  

  Expand
  title Maybe
  Thank you again for the meeting today about my ministry with the residency program at <church> as we reach people with the Gospel. I was encouraged by our conversation, and I appreciate the time you’ll take to consider whether you can be involved. If you do decide to give, here’s the place you will go. Feel free to take a look to learn more about Reliant. Reliant.org/david.johnson We’ll talk again next week. In Christ Jesus, Dave

  
  

  Expand
  title No
  Thank you again for the meeting today! It was kind of you to hear about my ministry with the residency program at <church> as we reach people with the Gospel. I understand that you won’t be able to give at this time, but I do appreciate the time you spent with us. God bless! In Christ Jesus Dave C. <Worship/Youth/Children's/Etc.> Residency Program at <church> Reliant.org/david.johnson