Mastering Fundraising

Mastering Fundraising welcomes Christina Romero, Executive Director of the Santa Ana College Foundation, for a powerful conversation on social capital, authenticity, and the Trust Triangle in donor relationships.
Christina shares how genuine connection, emotional intelligence, and a personalized approach help fundraisers create meaningful donor experiences that last far beyond a single gift. Her insights include how to understand donor motivations, how to build trust through consistent and transparent communication, and why successful fundraising blends both personal and professional connection.
In this episode you will learn:• How social capital shapes donor meaning and engagement• Why authenticity is the foundation of trust in fundraising• How the Trust Triangle strengthens donor relationships• How donor love languages and personal operating systems influence giving behavior• Practical strategies for fundraisers who are not naturally extroverted• Why personal equals professional when developing long term donor loyalty• Small habits that create big outcomes in donor stewardship
If you are looking for practical ways to deepen donor relationships and elevate your fundraising practice, this episode offers inspiration and real world tools you can use immediately.
Be sure to like and subscribe to Mastering Fundraising, and check out our other shows, Lead for Good and The Nonprofit Edge, for more conversations that support nonprofit leaders and fundraisers everywhere.

Episode Title: What Is Behind Christian Generosity and Fundraising for a Christian Organization Guest: Justin Coleman, Salvation Army In this episode of the Mastering Fundraising Podcast, host Chris Looney sits down with Justin Coleman to explore the deeper foundations of Christian generosity and what it truly means to fundraise for a Christian organization. This conversation goes beyond fundraising tactics to examine faith, stewardship, leadership, and responsibility. Justin shares how his leadership journey has always been rooted in ministry rather than a traditional career path, and how his faith shapes the way he leads teams, stewards resources, and builds trust with donors. Together, Chris and Justin unpack core biblical principles that inform Christian generosity, including the belief that God owns it all and we are simply stewards, that to whom much is given much is required, and that God loves a cheerful giver. Justin explains how joy in giving comes from understanding impact and how transparency and accountability are essential expressions of faithful stewardship. The conversation also highlights the unique responsibility fundraisers carry when representing Christian organizations, the importance of meeting human need without discrimination, and how leaders can invite donors into participation in God’s work rather than framing giving as sacrifice or obligation. Key Takeaways from the Episode: Christian generosity flows from stewardship, not ownership. Joyful giving grows when donors clearly see the impact of their generosity. Transparency builds trust and honors both donors and God. Fundraising in a Christian context is ministry, not transaction. Leaders must stay grounded in mission, especially during economic uncertainty. Vision, humility, prayer, and authenticity are essential for Christian fundraising leadership. This episode offers encouragement and perspective for fundraisers, nonprofit leaders, and anyone interested in faith based generosity that is rooted in purpose, trust, and impact.

In this episode of the Mastering Fundraising, host Chris Looney sits down with Ray Watts, Interim Vice President for Advancement at California State University, San Bernardino, for a thoughtful and practical conversation on plannual giving.
Plannual giving is the intentional integration of annual giving and planned or asset-based giving. Ray challenges the traditional separation between these strategies and makes the case that loyalty, consistency, and generosity today are often the strongest indicators of legacy gifts tomorrow.
This conversation moves beyond technical planned giving mechanics and focuses on donor behavior, mindset, and relationships. Ray reframes planned giving as a celebration of asset-based philanthropy and shares real-world examples from his career in higher education advancement.
In this episode, you will learn:
• Why planned giving should be understood as asset-based philanthropy, not a technical specialty• How annual giving behavior predicts future legacy giving• Why most donor wealth is not held in cash and what that means for fundraising strategy• The Three Circles of Philanthropy and how they help identify donor opportunity• How loyalty, leadership, and legacy intersect in donor relationships• Why planned gifts are often simpler than nonprofits assume• How annual fund and planned giving teams can work together more effectively• Practical ways to invite donors into conversations about perpetuity and long-term impact
This episode is ideal for nonprofit leaders, fundraisers, and board members who want to build sustainable philanthropy while honoring donors as whole people, not just transactions.
Be sure to like, follow, and subscribe to Mastering Fundraising, and check out our other podcasts, Lead for Good and The Nonprofit Edge, for more conversations on leadership, governance, and the future of the nonprofit sector.

Mastering Fundraising Podcast: Capital Campaigns with Ryan Marshall, Assistant Vice President for Development at Atrium Health Foundation
In this episode of Mastering Fundraising, Chris Looney sits down with Ryan Marshall to explore one of the most important and misunderstood areas of fundraising: capital campaigns. Ryan brings more than a decade of hands-on campaign experience, from national consulting work to leading major philanthropic initiatives within Atrium Health, one of the most dynamic healthcare systems in the country.
This conversation pulls back the curtain on what it really takes to prepare for a successful campaign long before the first gift is solicited. Ryan shares candid insights on organizational readiness, feasibility studies, early donor engagement, and how to build momentum that carries through the quiet phase and beyond.
Key takeaways from the episode include:• Why organizations often fall in love with solutions instead of the problems donors want to solve• The five conditions every nonprofit should evaluate before entering a campaign• How leaders can build early buy-in through curiosity, listening, and donor partnership• Why the quiet phase is where campaigns are won or lost• How to guide volunteers with realistic expectations and clearly defined roles• Strategies for recharging momentum when a campaign feels stalled• Why adaptability is one of the most important leadership skills in campaign management• What healthcare systems will face in the next decade and why philanthropy must sit at the strategy table• The mindset shift that turns transactional giving into transformational support
Ryan’s blend of humility, clarity, and practical wisdom makes this a must-listen for any fundraiser preparing for a campaign, considering a campaign, or currently in one.
Listen, learn, and subscribe for more conversations that help you master the art and science of fundraising.

Integrating Storytelling, Marketing, and Philanthropy with Victor Martin – University of Puget Sound
How do you build a communications strategy that inspires generosity and strengthens donor relationships?
In this episode of Mastering Fundraising, host Chris Looney sits down with Victor Martin, Vice President for University Relations at the University of Puget Sound, to explore how his team has successfully integrated a centralized marketing and communications function within the advancement office.
Together, they discuss how storytelling, brand, and philanthropy intersect — and how aligning these disciplines can elevate fundraising results, enhance donor stewardship, and deepen community engagement.
You’ll learn:
How an integrated MarCom-Advancement model transforms institutional storytelling
Ways to infuse philanthropy and donor impact into communications across all channels
Strategies for improving collaboration between fundraisers and communicators
The leadership mindset needed to unite teams around shared purpose
Whether you’re a chief advancement officer, communications director, or frontline fundraiser, this episode offers a practical and inspiring look at how authentic storytelling drives meaningful philanthropy.
🎧 Listen now on YouTube, Apple Podcasts, Spotify, or Podbean — and subscribe for future conversations that help you master the art and science of fundraising.

A huge thank you to John Scola for joining me on the Mastering Fundraising podcast for a powerful and timely conversation on Ethical Fundraising — a topic that sits at the very heart of our profession. As Chair of the Association of Fundraising Professionals (AFP) Ethics Committee and a respected leader with decades of advancement experience, John shared deep insights into what it really means to uphold integrity while navigating the complex realities of philanthropy today. 💡 Key Takeaways from our conversation: ✅ Why defining and living out your ethical framework matters more than ever ✅ How to navigate gray areas when donor intent and mission don’t perfectly align ✅ The importance of transparency, accountability, and values-based leadership ✅ How to build an organizational culture where ethics aren’t just policies—but practice ✅ What the future holds for ethics in an age of data, AI, and shifting donor expectations If you care about elevating trust, integrity, and impact in fundraising, this episode is a must-watch.

In this episode of Mastering Fundraising, host Chris Looney sits down with Keegan Bell to explore one of the most important and underutilized concepts in modern fundraising: layered donor relationships.
Drawing from more than two decades of nonprofit leadership experience across education, youth development, healthcare, arts, and environmental organizations, Keegan shares how organizations can move beyond transactional fundraising and build deeper, more resilient donor relationships through intentional collaboration between staff, board members, volunteers, and executive leaders.
Throughout the conversation, Chris and Keegan unpack:
Why donor relationships should never rely on a single point of contact
How organizations can create a true culture of philanthropy across departments
Practical strategies for engaging board members in meaningful donor cultivation
The “triangular strategy” of executive leadership, program staff, and peer volunteers working together
How stewardship creates future frontline fundraisers within organizations
Why fundraising should be viewed as leadership work, not just financial work
Keegan also shares compelling real-world examples of layered cultivation strategies leading to transformational gifts, including how a simple holiday office tour evolved into a long-term endowment commitment supporting student scholarships.
This episode is packed with practical insight for nonprofit leaders, development professionals, executive directors, CEOs, and board members seeking to strengthen donor engagement, deepen trust, and create sustainable fundraising systems that outlast any one individual relationship.
Whether you lead a small nonprofit or a large institution, this conversation offers actionable guidance on how to build fundraising cultures rooted in shared ownership, authenticity, and long-term mission alignment.

When a fundraising leader helps guide two billion-dollar campaigns, builds world-class advancement teams, and reshapes the future of one of America’s leading public universities, people pay attention.
In this episode of Mastering Fundraising, Chris Looney sits down with Brian Hervey, Vice Chancellor for University Advancement and Alumni Relations at University of California, Irvine, to explore what it truly takes to lead transformational fundraising at the highest level.
Brian shares his remarkable journey from financial advisor, police officer, and community volunteer to becoming one of the nation’s most respected advancement leaders. Along the way, he reveals how a deeply personal family experience sparked a passion for philanthropy that would eventually lead him to help complete University of California, Irvine Foundation’s historic $2 billion Brilliant Future campaign.
In this powerful conversation, you’ll discover:
• How Brian’s personal story shaped his calling in fundraising• What it takes to build and lead high-performing advancement teams• The infrastructure, systems, and leadership required to execute billion-dollar campaigns• Why alumni engagement, grateful patient fundraising, and principal gifts matter more than ever• Lessons learned navigating campaign leadership through COVID, organizational change, and shifting donor behavior• Brian’s perspective on the future of philanthropy in higher education and what may come after the era of mega-campaigns
This episode is a masterclass in strategic leadership, campaign execution, and mission-driven fundraising at scale.
Whether you lead a university advancement shop, healthcare foundation, or growing nonprofit, Brian’s insights will challenge your thinking and expand your vision for what’s possible.

In this episode of Mastering Fundraising, host Chris Looney sits down with Kenya Beckmann, a dynamic leader in healthcare and higher education philanthropy, to explore one of the most under-discussed yet powerful strategies in modern fundraising: the shared support model.
Drawing from her experience at Providence, one of the nation’s largest health systems, Kenya unpacks how coordinated, enterprise-wide fundraising infrastructure can dramatically elevate performance across multiple foundations and communities. From donor research and communications to data analytics and principal gifts, she explains how shared services can drive greater speed, expertise, and impact without sacrificing the local relationships that fuel philanthropy.
This conversation goes far beyond theory. Kenya shares practical examples of how this model has led to record-breaking fundraising results, accelerated the adoption of strategies like comprehensive campaigns and endowed chairs, and strengthened physician and board engagement across diverse markets.
Equally compelling are her insights on leadership. Kenya outlines the mindset required to successfully manage complex, multi-entity fundraising environments, emphasizing emotional intelligence, humility, process discipline, and a deep commitment to local empowerment. Her philosophy of “high accountability and high love” offers a refreshing and actionable framework for nonprofit leaders at every level.
Whether you’re leading a hospital foundation, working within a federated nonprofit system, or simply looking to scale your fundraising impact, this episode provides a rare and valuable look into how shared support models can unlock new levels of performance and mission advancement.
Tune in to learn how to balance scale with local connection, leverage expertise across teams, and build fundraising systems that truly deliver on their promise.

In this powerful episode of Mastering Fundraising, host Chris Looney sits down with veteran fundraiser Jim Boyle, chief development leader at the Charles Darwin Foundation, to explore what it really takes to sustain hope, energy, and purpose in a profession defined by urgency and scale.
From leading one of the most ambitious ecological restoration efforts in the Galápagos Islands to navigating decades of fundraising across sectors, Jim offers a candid and deeply human perspective on burnout, resilience, and the emotional realities of the work. This conversation goes far beyond tactics, diving into the mindset required to stay motivated when the challenges feel endless and the stakes couldn’t be higher.
You’ll hear how small wins, like the unexpected return of a species after a century, can reignite belief in what’s possible. Jim also shares practical wisdom on managing stress, building support systems, and embracing both vulnerability and optimism in leadership. Most importantly, he reframes fundraising not as asking for money, but as inviting others to change the world.
Whether you're a seasoned fundraiser or just beginning your journey, this episode is a reminder that your work matters, your effort is enough, and sustaining yourself is essential to sustaining the mission.
Listen in for a conversation that will challenge, ground, and inspire you to keep going.