“Hey (potential ministry partner), I am excited about my new role with XYZ ministry! I’d love to get together with you soon to share my vision, budget goals, and how God is using this ministry to change lives. Could we maybe grab coffee next Thursday morning?”
You hit send on your well-crafted text and wait for their reply.
Crickets.
Although texting seems to be a preferred method of communication these days, the majority of successful support raisers I have spoken with tend to avoid using texts to set appointments because of a high failure rate. There are a number of reasons for this, including a reality that some people might see the word “finances” or “budget” and quickly dismiss your appointment request without ever replying. When trying to secure an appointment, it is more personal and interactive to do so verbally, whether over the phone or face-to-face. Filling your appointment calendar by shooting out some texts certainly sounds appealing, but unfortunately text messaging in this stage of support raising often doesn’t work so well. You could literally communicate this very message to someone verbally and likely get a better response than sending a text message using the exact same words!
A helpful exercise might be to think of all forms of communication as tools in your toolbox. Not every tool is going to be the best instrument for every job. For instance, it’s unlikely you will ever need a sledgehammer when repairing your computer (though you might feel like you want to use one sometimes)! But if you want to break up concrete, you will want that sledgehammer and not a rubber mallet. When trying to set up an initial appointment, texting seems to act like a sledgehammer being used on the wrong job; however, that doesn’t mean you should never use that tool. Here are at least 3 other occasions when texting might be the right tool for the job.
1. Setting up an “appointment request phone call”I’ve had times when people simply don’t answer their phone or return calls despite two or three attempts at calling. Maybe I even left a short voicemail or two in which I didn’t mention money, but they still aren’t replying. At this point, my new go-to method is to send a short text like this: “Hey John, this is Aaron Babyar. Sorry I keep missing you. Is there a better time to talk later today? Or perhaps is now a good time to talk?” Some people respond by calling me immediately. Many others eventually reply, which jump starts further communication. Note that I ended my simple text with a question or two. That might be partially why some are compelled to finally respond.
2. Confirming the appointmentI like to send a statement message 12-24 hours before a planned get together. For instance, “Jeff, I’m looking forward to seeing you tomorrow morning at 9 a.m. at Kennedy Coffee.” This serves to help them remember our commitment to meet, and if perchance they have also scheduled something else during that time and accidentally forgotten about me, it also allows them time to rearrange their calendar. Meanwhile, it saves me from drinking coffee all alone, again, because I forgot to confirm…again!
3. Post-invitation follow up confirmationWhen someone gives a “maybe” answer to potentially join my team, I’m careful to set a follow-up expectation during the meeting by saying something like, “Great. Sounds like we agree that we can follow up this Saturday. I will be praying for God to lead you and your husband as you process this potential partnership in the gospel.” Meanwhile I want to be praying for them, and I always send a recent newsletter as they are hopefully moving towards making a clearer decision.
Increasingly though, I have begun to send a text the day before our follow-up that looks something like this, “Sarah, thanks again for prayerfully considering joining my support team. We had discussed clarifying your decision by tomorrow. Let’s plan to touch base in the early afternoon.” I’ve had a variety of replies to statements like this: from people who have already decided “no” who text me their decision on the spot, to people who ask if we can wait one more day, to people who have already decided “yes” that respond, “Great. We are in for $150 a month. Talk to you tomorrow, and maybe you can tell us how to set that up.”
Sometimes, sending a text message is the perfect tool for the job. Be sure to know when to use it, when not to, and when to search through your toolbox for a different form of communication.

You may have previously heard that I was a failed support raiser for a few years before I attended an SRS bootcamp. I wasn’t even able to raise 25% of our need, and I felt like a terrible failure.
There were many reasons for this, but a big one was that I didn’t have any plans for how to use my time, and how to chart my success outside of actual money given. I hadn’t built a good list of contacts, I didn’t know how to ask for referrals, I made too few calls and averaged too few appointments, among other problems! I needed to get training, and I needed to get S.M.A.R.T.
Perhaps some of the support raising staff you are coaching seem to be in the same boat. Maybe you’re wondering how they are spending their time. They seem to say some of the right things when you ask questions, but you’re not convinced they are really building momentum. How do you help them? What should you measure? How do you ask questions without discouraging?
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Of course, there are some basic preventative steps in advance of this frustration point:

• Scripture study
• Reading and re-reading or listening to some excellent books such as “The God Ask” or “Funding Your Ministry.”
• Listening to the SRS Podcast
• Formal Training – there’s no video replacement for the huge benefit that comes from actual real life training and role playing. This is one of the reasons that the SRS Bootcamps are incredibly successful at helping prepare support raisers.

Meanwhile, we hope as the Coach you are keeping an eye on the SRS Coaching Guide. (Available to SRS Network members). It won’t answer every question you may have, but it covers a multitude of topics relevant to you as you oversee others in process of raising their support.
You do want to be building your relationship with the support raiser you are coaching, making sure they are staying spiritually healthy and getting the training they need to succeed.
But it is also vital to help them learn to set Specific, Measurable, Achievable, Relevant, Timebound goals in support raising.
Let’s look at a Not-So-S.M.A.R.T. support raising goal:“I want to make a bunch of phone calls, so I can get some appointments and eventually get fully funded.”
This sounds like a great idea on the surface, but that’s the problem isn’t it? It doesn’t go below the surface. It’s a vague, simple, and hard to measure. Progress will be questionable at best.
Here’s an example of a S.M.A.R.T. support raising goal:“In order to get fully funded, I accept that it will take several weeks or months of making “asks” to reach my goal.
There will be many a Yes, No, and Maybe along the way, so I must make a lot of asks.
Therefore, before Friday of each and every week, I want to set up at least 10 support raising appointments for the following week.
If necessary I will make 20 or more phone calls on Monday, and each day after until I have at least 10 appointments set up for the following week.
Meanwhile, I will engage with those pre-set-up 10 appointments each week, and make the appropriate follow-up communications.
This will continue for at least the next 100 days / 15 weeks/ 150 appointments – unless I reach full funding first!
I will track my work efforts along the way, and submit a weekly report to be reviewed by my coach and accountability partner.
Meanwhile, I will take 1 full day off every week, and have some personal time with my wife and each of my kids.”
So what makes this example so S.M.A.R.T.?Specific: There are a lot of specifics in there. In this instance, getting many appointments for making many “Asks” is the key component.
Measurable: The numbers 1, 10, 15, 20, 150 can all be charted in chunks over time, and are listed in the S.M.A.R.T. goal. At any given time the support raiser can determine where they are in their flow of daily or weekly goals. Sometimes in my successful support raising process, I had to work 6 full days. Other times I was able to accomplish what was necessary in a bit less than 5 days. The need for appointments, for connection with my family, and a full day off determined my schedule each week. Sometimes I would work ahead, sometimes I had to work extra because I had fallen behind.
Achievable: Ten appointments are usually not easy to come by, yet are quite possible if you are working at it full-time. I’ve spoken with people who were averaging 2 appointments weekly and others who averaged 20 appointments a week while still taking at least 1 full day off for sabbath/rest/worship. The “2” people usually quit. The “20” people usually needed an extra rest day here and there to prevent burnout. However, because they put more emphasis on getting appointments than on tracking how many phone calls they had to make, they got fully-funded faster than normal!
Relevant: If you’re going into full-time vocational ministry, this sort of workload may seem completely on par with the type of focus you will need to do your job well after the primary fundraising push. However, the level of dedication needed to get to full-funding might even require taking a few month break from your weekly 2 hour women’s Bible study group or coaching a little league baseball team for a season. Whatever you need to set aside for a time, your smart goals demand focus, and you need to have some Big Mo’!
Timebound: “Before Friday of each and every week…” Assuming it’s Monday morning, you still have five full work days to fully reach the stated goal. Your schedule will vary, but if this exact goal is accomplished and repeated the next week and over the next 15 weeks, there is a force from your focus that will make impact!
If you have walked the walk, those you oversee are much more likely to listen when you talk the talk. Your oversight is crucial in helping them to set and sometimes manage, measure, or change their goals.
As a support raising leader, your role is significant in allowing them to find success in being Spiritually Healthy, Vision-Driven, and Fully funded. For God’s glory, let’s help them be S.M.A.R.T. about their goals!

The following article is in partnership with SRS and was originally published via supportraisingsolutions.org.
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In the support raising world, a referral is much more than just contact information. There is depth to it, as someone trusts you and your ministry vision enough to purposely encourage contact between you and their friends, associates, etc. They also understand that you have a goal of inviting that person to join your prayer and financial support team. If you think about it, that is a lot of trust!

When seeking referrals, I’ve experienced several different types of reactions:

Some wouldn’t help at all – I’ve heard a few variations of “I’m never comfortable sharing other people’s information, not even for ministry.”
Some people have said they were going to help, but it was only a promise of forthcoming future information that never showed up, despite subtle inquiries and reminders.
Some people have helped very little – More than once I’ve had someone share a name or two and then clam up.
Some people help tremendously – One person that I didn’t know very well promptly put together a spreadsheet including names, contact information, and further information for 20+ different associates of his that he suggested I should call for an appointment!
I’ve led public SRS Bootcamps since 2014, which means I’ve been blessed to interact with thousands of ministry leaders around the topic of support raising. In particular, it’s been a blessing to listen, continue to learn about, teach on, and dialogue about referrals. Yet even with all of that empirical data, I can’t provide a surefire checklist method of gaining many referrals every time you want to ask for them. However, I’ve picked a few tidbits that I consider to be strategic guidelines to keep in mind:

Being spiritually healthy is critical, because situations change. Don’t let fear keep you from asking for referrals! However, don’t let overconfidence drown out the Holy Spirit’s nudging that perhaps it’s not the right time. You probably need to get referrals, but how that occurs may not always happen in the same way. Boldly move forward in prayer.
Only ask someone for a referral after they have personally considered joining your team. Have a clear “yes” or “no” from them before engaging the consideration of referrals. Keep them focused on their personal decision to partner in prayer and finances before jumping to a discussion on referrals.
Don’t forget to intentionally ask for referrals, and plan to do so regularly. Many (perhaps even most) of the fully-funded people I’ve met exhausted their initial contact list at some point. Be intentional before your list of contacts has dwindled.
Beyond the strategic guidelines mentioned above, I have developed my own personal strategy that has worked well for me. I can’t promise it will work for everyone, but the following example has been an effective strategy in my context. Don’t follow my example too closely, as it’s important that you pray, plan, and prepare your own strategy for gaining referrals. However, through much prayer and diligence, the following has brought some excellent referrals my way, which has led to some monthly ministry partners for me. With that being said, consider the following as descriptive, not prescriptive, of what everyone should do:

I prefer not to ask for referrals in the same meeting as when someone clearly answers the invitation to join my team (whether that is a Yes or a No answer). I like the continuation of relationship, and I will invite them to start thinking about referrals for the future, but the only task I actually do in this regard is to set up a future calendar date for that discussion. This gives them time to start thinking while not feeling like it’s a surprise. I may even schedule a near-future time to get coffee with that goal in mind. I want them to think of that future meeting as a different yet very practical way they can help me accomplish the ministry vision and also potentially bless their friends who might want to know about it.

When we sit down again at a near-future date, I remind them of the vision of the ministry, and let them know I have a process that will allow them to help me invite others toward accomplishing it. Then:

I ask if they would please allow me to help them brainstorm names of people who might be interested in hearing more about the ministry, while being clear that I don’t consider any name they bring up as a guaranteed future ministry partner. Meanwhile I SLOWLY suggest questions like: Who are some Christians you know who I probably don’t know, from work, school, extended family, neighbors, your kids’ sports teams’ parents, etc? Or from a different vendor business that your work interacts with? Other family members? Neighbors? Who are the first five people you would call if you were suddenly headed into full-time missions work?
I suggest a goal of coming up with at least 10 names with contact info
I take quick notes, and immediately write down any name mentioned, along with other details they might talk about (she is a banker, he is a realtor, they live near the park and he coaches, etc)
I keep an eye on body language. 10 total contacts might be my goal, but they might be done at six. Or they are excited and still going strong at 15 names. Let them keep going and maybe offer them more coffee!
When they are done brainstorming names, go digital! Instead of writing down or sharing phone numbers and potentially misspelling names, I ask them to text me the smart phone “contact cards” of each of the contacts mentioned. Note that those contact cards sometimes contain email addresses, work info, or pics that could all be helpful for me.
After they are done sending the contact card, I encourage them to NOT call their friend (sometimes this discussion may come up earlier in the meeting). Instead, I ask them to send a simple text message heads up to their friend whom I will be calling in the near future. And then I suggest and send to them something simple that they can copy/paste that looks something like this: “My friend Aaron Babyar helps lead a ministry that God is really working in and through, and it’s legitimately changing lives! He’s probably better at explaining it than me, so I gave him your contact info. He promised to reach out to you soon. Please do yourself a favor and connect with him for coffee or something.”
That’s a process that has worked well for me, and it’s constantly evolving. The next steps are all for me to focus on. I enter the new contacts into my MPD software and begin planning for a time of making phone calls for setting up appointments. Meanwhile, I’m sure to send a thank you to my friend who gave me the referrals.

What about you? What have been some good methods that have helped you gain new referrals?

Be sure to check out Categories for “Priming The Pump” of Contacts to help you gather more referrals.

Check out the latest Support Raising Solutions podcast hosted by Aaron Babyar right here.

​Joseph San Jose of CCO discusses having persistence in ministry partner development.

The following article is in partnership with SRS and was originally published via supportraisingsolutions.org.

​“We don’t need insurance, because we trust God, and He is our provider.”
“Prayer is our form of health insurance! ”
“Healthcare? Nah, it’s gonna be OK, because we are ministry workers, God will take care of us! ”

If you’ve ever thought, or even said, words like this, I am concerned for you. I hope it’s not too late for me to convince you to avoid a quite painful end that follows failing to prioritize the necessary steps to care for your own healthcare needs.

It is true that we need faith in Him and his plan for our lives. Additionally, it’s true that He is our provider. It is also true that our creator provided you with a brain, and He expects you to use it!

I was foolish with insurance, and I hope you might to learn from my error.

When I first started raising support for full-time ministry, I neglected to consider the cost of failing to plan properly in this area. I had just rolled off staff at a church for a fresh ministry vision that I was excited about, and I didn’t find it necessary (or want!) to pay the bills to keep our healthcare coverage. It felt more important to use our income for ministry, and to pay for my family’s day-to-day bills.

I told myself that we would be OK without healthcare coverage and that we would rely on prayer for our good health. My wife and kids were all healthy and once we got through the initial support-raising phase, I figured I would eventually go back and sign us up for a good insurance plan and maybe some simple investments for the future. I had a lot of faith, but not much wisdom.

Soon after we dropped off any sort of health coverage, my wife’s health began seriously deteriorating. Even though she had been healthy and athletic her whole life, the debilitating symptoms, constant pain, and numerous surgeries produced some gigantic medical expenses that endure to this day. I remember one moment specifically where she was in the midst of literally fighting for her life in the hospital. I was by her side as she attempted recovery following one of the four invasive brain surgeries she has endured thus far. In the midst of that, I opened one of several medical bills that had started to pile up. That particular bill alone was for $80,000! I was shocked.

We had no reason to think my wife was about to get really sick at the moment we chose to no longer pay for health insurance. By God’s grace she is a fighter, and is still fighting to have a decent quality of life. Health challenges have created a hard path physically, emotionally, and spiritually. Yet our medical bills have also brought an additional element of pain to our lives by putting us in a financial hole that has taken considerable effort and time to overcome.

Foregoing good health insurance coverage is just one area that we Christian workers living on support are often guilty of. We can claim all day long that we are exercising a “holy-inspired frugality”, but when we opt out of raising additional support for basic needs to protect and provide for our family, we are really just blind—and in denial. Choosing to ignore 1 Timothy 5:8 which says anyone “who doesn’t provide for their family is worse than an unbeliever” put my loved ones at risk. It also may have undermined the respect and testimony I seek to have with my family and friends.

Ouch.

Our family’s experience has clearly changed my thinking. I fully believe that God provides all things, in many different ways. As you prepare your budget and engage in raising support, be sure to consider more than groceries and rent–include healthcare, savings for emergencies, future college costs, retirement, disability, and life insurance in your vision-driven budget. The foresight to get these things in place before you report to your assignment, even if your ministry doesn’t require you to do so, will free you to fully focus on the ministry before you.

God will provide for your family and ministry. He will use YOU as the conduit for planning and procuring that provision as you raise your support. Yes, get on your knees and pray. Yes, trust. And yes, you’ll need to get up off your knees and make calls to set up more appointments. Pray and ask for wisdom as you approach each line item in your budget and get FULLY funded!

Aaron joined the Engaging Mission podcast to break down common negative feelings that come with writing support letters. Listen to learn more about how important these kinds of partnerships are in ministry!

This incredible time we are currently living in has given those of us who are fully funded (or mostly so) a special opportunity. This article is intended for this particular audience in this particular time, because I want to unpack an idea about gaining new contacts. This idea in no way supersedes normal and primary ways to connect with ministry partners, it is just utilizing this moment in history.
Currently, there is grim news. At the time of drafting this article the daily Covid19 statistics seem to worsen daily. Watching the stock market is like staring at a profile view of a roller-coaster under construction. A lot is changing, and few things seem settled other than the promise of Psalm 103 that God is still very much on His throne. What a comfort! Praise the Lord.
The goal of ministry partnership is about so much more than finances. It’s about sharing in the work of the Great Commission, and inviting others into engaging with God’s purpose of bringing glory to His name.  Within this slice of developing history, untold millions are experiencing some form of “intentional or required sheltering in place” at the behest of medical professionals and/or their government. It’s shocking, unnerving, and almost surreal. Daily routines have changed dramatically. There is also something else quite unique about this moment in time that we might consider to be encouraging news: Most of those practicing social distancing have begun utilizing technology and virtual gatherings in ways that were largely impossible before now. Consider the implications of that. This new wave of digital connection might be a special time which provides you with an uncommon and increased opportunity of access to new people for sharing about the vision for ministry God has laid on your heart. 
If you are like me, you probably have some contacts who are active in various sorts of church or Bible related Community Groups, Men’s Groups, Women’s groups, etc., – that are based around the common goal of seeking God. In many cases, these groups have moved their meetings online. What if you were to procure an invite to share at one or two of these online meetings, and you took the opportunity to proclaim God’s love, our hope in Him alone, and a bit about your ministry vision and work? You could do this from wherever you are in the world, so long as you have decent internet speed to your phone or computer. And you don’t have to gather the audience, it’s already been gathered. What an incredible time!
I don’t like being too prescriptive in how to approach something like this, so allow me to say that you don’t have to do things exactly how I would do it. However, see if you can follow my possible progression of prayer, thoughts, and action. Always remember to be sensitive to where people are in this current state of the world, remember your goal is to share the encouraging word of God, and remember God is always calling people to His purposes.
What are 5 things I would do if I was considering sharing online with a group of probable Christians, that were mostly strangers to me?

1. Pray. I need to pray about it before blazing forward on a new idea. Doing an online meeting might be a different approach than what I’m used to, but it might also be a great strategy for introducing people to how God is working. Does God want me to boldly do this or something like it? Ask. Listen. Adjust. Conform. Be obedient. If God is confirming He wants me to try something like this, then I would pray about what friend or two I should ask invites from.
   
   
2. PRE-ask the friend if they would like a missionary (me!) to visit their online group call. I would let them know I’m not directly asking for financial partnership on their group call. However, it seems like a great opportunity to meet and be met. If they say yes and invite me I would also….
   
   
3. PRE-ask that same friend to make follow-up easy on me. Before the group meeting ever happens, I would ask my friend to plan to share contact information without me having to ask everyone for it. I’d probably ask them to text contact cards or put together a spreadsheet to simplify it for me.
   
   This is much easier than asking everyone to send me their information, and it saves a lot of time. I’d also explain that after the group meeting, I plan to send along a copy of my newsletter to everyone, and possibly individually follow up from there.
   
   However, I would be sure to indicate to my friend that I’m not going to continually pursue anyone who shows no interest after an attempt or two at further connection. I’m going to be sensitive, and proactively put my friend’s possible concerns to rest. I would also let my friend know that I might end up doing some support raising with people who reply and express interest, but one step at a time.
   
   
4. Approach the online meeting as a good time to meet others, get to know them a bit, and also share about my ministry vision and a story of life change for God’s glory. Yes, I would have a background goal of eventually crossing the bridge for support raising with those whom God opens the door. However, I’m not trying to share everything about me or my ministry role or raise funds at this moment. Right now, I want to have the simple goal of connection with other brothers and sisters in Christ that are in community with the person who invited me. I want to start to get to know them, but also let them get to know me and the heart for ministry God has put inside me. Thus, I want to keep it simple and allow God to be the inspiration. I’d shoot to only have 10 minutes of presentation and 1 picture to share with the group. But I would also plan to stay on the entire call and listen in on and possibly participate with their bible study, prayer, etc.
   
   
5. Have a plan for after the online meeting. I’d plan to send a recent newsletter to everyone. I might also send some individual emails or make phone calls or text people on a 1-1 basis. Something like, “John, it was great to meet you briefly on your Men’s Bible Study online meeting. It was an honor to share with you about our ministry and how God is using it to change lives. I’m curious if our vision for ministry made sense to you, or if it left you with questions. Maybe we could talk 1-1 sometime soon, and share more about our ministry vision, budget goals, and how God is changing lives. Would you be open to connecting again soon?” Obviously there are many variations of how I could approach moving from group communication to individual communication, and not everyone is going to reply. But prayerfully, something like this progression will connect others to being involved in the kingdom work God has laid before you.

I can’t emphasize enough how important it is to be seeking God continually about the possibility of engaging with a process such as this. Like many others you are probably stuck at home. What if one of the purposes of a time such as this, is for you to bring others into Great Commission partnership through something like this?
Seek Him first, listen well, and be bold for His glory!