📌 Shift from scarcity to abundance, master fundraising, and grow your impact.
The Stories We Tell Ourselves About Fundraising
Before I walked across America, a little voice in my head whispered, “Yeah, that’s cool and all, but that isn’t for people like you.” It told me I wasn’t strong enough, didn’t have the money, and wouldn’t finish what I started.
That same voice—the Sabotaging Voice—speaks to nonprofit leaders every day.
“Fundraising is hard. Asking for money feels awkward. We can’t afford to invest in growth. We have to scrape by with what we have.”
But just like I learned on my 3,000-mile journey across the country, those thoughts aren’t facts. They’re half-truths. And they’re holding you back.
In this week’s episode of the Never Peak Project Podcast, I sit down with Mike Imholte, a nonprofit fundraising expert and auctioneer from Black Diamond Benefits. We dig into one of the biggest mindset shifts nonprofit leaders need to make: treating their organization like a business.
Because here’s the truth: If you want to create real impact, you need more than passion—you need funding.
Nonprofits Aren’t Businesses? Think Again.
Many nonprofit leaders believe that focusing on fundraising means losing sight of the mission. But in reality, money fuels the mission.
“If you look at every major nonprofit that’s thriving, they’re treating it like a business,” Mike says. “They have a plan, they invest in their growth, and they make sure they’re sustainable.”
Here’s the mistake many nonprofits make: They think their mission alone will attract donations.
But the most successful nonprofits don’t just wait for donors to show up. They actively build relationships, communicate their impact, and create clear funding strategies.
Because at the end of the day, a nonprofit with no money is a nonprofit that can’t help people.
The Fundraising Mindset Shift: From Scarcity to Abundance
Most nonprofit leaders operate from a scarcity mindset.
They think:
❌ “We can’t afford to spend money on marketing or events.”
❌ “If we ask for too much, people will stop donating.”
❌ “We should just be grateful for whatever we get.”
But successful organizations flip the script.
They think:
✅ “Every dollar we invest in fundraising has the potential to return tenfold.”
✅ “We are offering donors an opportunity to be part of something bigger than themselves.”
✅ “We’re not asking for charity—we’re inviting people to change the world with us.”
Mike explains it best:
“A lot of nonprofits think running lean is the best way to serve people. But if you’re just scraping by, you’re not growing. And if you’re not growing, you’re limiting the number of people you can help.”
How to Ask for Donations Without Feeling Awkward
One of the biggest challenges nonprofit leaders face? The ask.
That moment when you sit down with a potential donor and say, “Would you be willing to contribute?”
Most people dread it. They don’t want to feel pushy. They worry about rejection.
But here’s the secret: Fundraising isn’t about convincing people to give. It’s about showing them why their contribution matters.
🔹 Tell a compelling story – Donors don’t give to organizations; they give to people. Instead of rattling off numbers, share the story of someone whose life changed because of your work.
🔹 Be clear about the impact – Instead of saying, “Your donation supports our programs,” say, “A $100 donation provides clean drinking water for a family for a year.”
🔹 Make it easy to say yes – Give donors options: “Would you prefer a one-time gift or a monthly donation?”
Mike puts it simply: “A bad ask is, ‘Hey, we need money.’ A good ask is, ‘Here’s the problem. Here’s what we’ve done. Here’s what your donation will do. Will you help us change lives?’”
Why a Gala Might Be Your Best Fundraising Strategy
For nonprofits looking to make a big impact, Mike recommends hosting an annual gala.
“If you want to raise serious money, galas are the way to go,” he says. “They bring in major donors, create a sense of community, and tell your story in a powerful way.”
A well-executed gala isn’t just a fancy dinner—it’s an opportunity to:
✅ Connect with high-value donors
✅ Showcase your mission in a memorable way
✅ Create an event that people look forward to supporting every year
But there’s one key question: Can you get 100 people in a room who are willing to pay for a ticket?
If the answer is yes, you’re ready. If not, it’s time to start building those relationships.
The Power of Storytelling in Fundraising
Whether you’re asking for a $10,000 donation or selling a product with a social mission, the key to getting people to care is storytelling.
“When we’re raising money, we’re not selling a service,” Mike says. “We’re selling an opportunity for people to make a difference.”
A great nonprofit story includes:
📌 The problem: What’s the challenge you’re solving?
📌 The hero: Who is directly impacted by your work?
📌 The solution: How does your nonprofit change lives?
📌 The ask: How can the donor be part of the solution?
Think about it like this: If you want people to invest in your mission, you need to make them feel the impact.
Because numbers don’t inspire action—stories do.
Final Thoughts: Build Your Nonprofit Like You’re Building a Legacy
If I had listened to the doubts in my head, I never would have walked across America. And if you keep listening to the voice that says, “You can’t ask for money,” your nonprofit will stay stuck.
So here’s the real question:
Are you running your nonprofit like something that barely survives—or like something that will last for generations?
Because the best nonprofits don’t just do good work.
They grow, they scale, and they build something bigger than themselves.
Resources & Next Steps
Want to take your nonprofit’s fundraising strategy to the next level? Here’s where to start:
📌 Work with Mike Imholte – Black Diamond Benefits
📌 Partner with Within Range Coaching – withinrangecoaching.com
📌 Listen to the full episode: Spotify | Apple Podcasts
🚀 You’re not just asking for donations—you’re changing lives.