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.
“What Are You Guys Trying to Accomplish?”
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 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. My colleague 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?”
When a Donor Sees Himself in Your Efforts
With that question from John, my colleague lit up, sharing his vision for AFP and our campaign to end wasteful government earmarks. John listened, and as he 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.
Involvement Beyond an Initial Gift
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. My colleague 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, a partner, 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.
You’re Building a Partnership, Not Engaging in a Transaction
The story of John’s support for AFP highlights the transformative potential of true donor engagement, which involves listening, involving, and building trust.
- Listening: John connected with us because he saw his own challenges in our campaign, and that shared experience made his support natural and authentic.
- Involving: For years, we involved John in key events and sought his insights, which deepened his connection to our work.
- Building Trust: John wasn’t just a donor; he was a mentor, shaping our strategy and encouraging our vision.
