Imagine meeting a donor who sees something of themselves in your mission. Someone who’s built something extraordinary, knows the challenges firsthand, and wants to give back. This is the story of John, a successful entrepreneur who built the Scottsdale Plaza Resort into a beloved Arizona institution, and whose support was instrumental in launching Americans for Prosperity (AFP) into the force it is today.
Born and raised in Kansas, John grew up in Wichita and Topeka, where he was a natural leader and excelled in theater. After studying theater arts at the University of Denver, he didn’t go on stage—instead, he found his calling in real estate development, quickly gaining a reputation for excellence in the fast-growing Colorado Springs market. By the time he was 36, John had already achieved enough success to buy the Sheraton Scottsdale Inn and Villas. Over the next four decades, he transformed it into a premier resort that became a landmark in Arizona’s travel industry, known for its hospitality and its long partnership with the Fiesta Bowl.
By the time my colleague Tim Phillips and I met John, he was 65. He was in the prime of his life, not yet ready to slow down, but reflecting on a career built on hard work, persistence, and vision. Tim had recently been named president of AFP, and I was introducing him to potential supporters to help build the organization. For weeks, we had hit roadblock after roadblock—one fruitless meeting after another. So when we sat down with John at his own Remington’s restaurant, our spirits were low.
John, sensing our frustration, leaned in and asked a simple question: “What are you guys trying to accomplish?”
With that, Tim lit up, sharing his vision for AFP and our campaign to end wasteful government earmarks. John listened, and as Tim described the campaign’s goals and the values that drove us, something clicked. John knew all too well the costs of burdensome regulations; he saw our vision as an extension of his own experiences. He looked at us, and then leaned in and said, “You remind me of myself when I was just getting started. I’ll give you $25,000 to help launch.”
That single moment, that act of faith, changed everything. John didn’t just see AFP’s potential; he saw himself in our efforts. His belief in us wasn’t transactional; it was personal.
The Importance of True Donor Engagement
John’s support wasn’t a one-time contribution. It was the beginning of a relationship grounded in mutual respect and shared values. Over the years, we kept in close touch. I’d often stay at his resort when visiting Phoenix, meeting with him to give updates and seek his advice. Tim did the same, calling John from the road to get his perspective on AFP’s latest efforts. We even held leadership retreats and events at the Scottsdale Plaza, where John would speak to our teams, sharing his experiences and hard-won wisdom.
John’s involvement went beyond his initial gift. He became a mentor, a friend, and a champion for our cause. His belief in our mission helped shape AFP’s growth and influence, and his guidance reinforced the values that drove our work.
Building a Partnership, Not a Transaction
The story of John’s support for AFP highlights the transformative potential of true donor engagement. When we connect with donors in a meaningful way, it’s about more than the funding; it’s about shared purpose. This approach to fundraising isn’t about selling a cause or securing a one-time gift. It’s about forming partnerships where donors feel personally invested in the mission.
True engagement involves:
- Listening: Understand your donor’s values, experiences, and motivations. John connected with us because he saw his own challenges in our campaign, and that shared experience made his support natural and authentic.
- Involving: Keep donors informed and engaged, showing them that they’re integral to the mission’s success. For years, we involved John in key events and sought his insights, which deepened his connection to our work.
- Building Trust: Acknowledge donors’ contributions beyond financial support, recognizing the wisdom, time, and encouragement they bring. John wasn’t just a donor; he was a mentor, shaping our strategy and encouraging our vision.
From Transactional Fundraising to Transformational Partnerships
Too often, fundraising can feel transactional. But a true partnership offers a win-win for both parties. When you build a connection based on mutual respect and aligned values, you create a lasting bond that goes beyond any single donation. Donors like John want to make a difference; they want to invest in something meaningful. By engaging them as active partners, you can empower them to create a legacy that aligns with their values.
Takeaways for Your Fundraising Efforts
- Engage, Don’t Just Ask: Involve your donors in the vision and mission, allowing them to feel they are contributing to something larger than themselves.
- Build Relationships Over Time: Like any lasting partnership, strong donor relationships develop gradually. Stay in touch, keep them informed, and let them see the impact of their support.
- Listen and Adapt: Donors bring unique perspectives and experiences. Listen to them and integrate their insights into your approach; it shows respect and deepens their connection to your cause.
Ready to Engage?
John’s belief in AFP helped us reach heights we never imagined. He wasn’t just a donor; he was a partner in our mission. If you’re ready to take your fundraising efforts to the next level, consider adopting an approach that values true engagement. By building relationships, listening deeply, and involving donors in meaningful ways, you can create partnerships that go beyond funding and transform lives—for both your organization and the donors themselves.
True donor engagement isn’t just about a single gift; it’s about creating a legacy, a partnership, and a shared vision for lasting impact.
