I’ll never forget the first time I heard about this.
It was 1999. I was at the Opryland Hotel for the National Auctioneers Association conference, and I met a gentleman named Kip Toner. I’ve been singing his praises ever since.
Kip was a fundraising auctioneer — one of the best. He was doing a presentation on fundraising auctions, and I’ll be honest, a lot of the cowboys in the room were thinking, “I don’t have time for that.” But I knew better. I asked for an audience with him.
Let me tell you — Kip was bigger than life. I felt like I was getting an audience with the Pope. I was down here, he was way up there. But he graciously said, “Yes, I’ll meet you at 4 o’clock.” He even picked the coffee shop.
I remember every detail. Kip had a Perrier. I think I had an iced tea. And right there, he started explaining this concept he called “Fund a Need” at the church.
I was still in transactional mode back then. You know — people buy stuff because they want it, they try to get a deal, that whole game.
But Kip looked at me and said,
“No. People will give. And the only thing they take home is a warm feeling in their heart.”
Mine was blown. Completely blown.
He went on to say that oftentimes, the Fund a Need — the special appeal — will actually eclipse the other auction items and become the highest amount raised in the entire event.
That ship has sailed for me. I’ve seen it happen time and time again.
Fast forward to a recent event we did in Naples, Florida.
We did an event where we ran a paddle raise — that’s what we call the special appeal or Fund a Need these days. No fancy live auction items competing with it. Just a pure opportunity for people to invest in the change they want to see in the world.
We raised $3.4 million.
Let that sink in. Three point four million dollars in one paddle raise.
People weren’t there fighting over some vacation package or piece of art. They were generous because they were allowed to put their money behind something that mattered deeply to them. And they showed up in a big way.
Now, of course, I still do plenty of smaller events. But that night in Naples was fresh proof that Kip’s lesson from 1999 is as powerful today as it ever was.
The Big Takeaway
Stop thinking transactionally at your fundraising events. Stop focusing only on what people can get. Start creating space for what they can give.
A well-run special appeal or paddle raise taps into something much deeper than a bidding war. It taps into purpose, mission, and the desire to make a real difference.
When you give people the chance to invest in the future they believe in, they respond generously. And they leave with something money can’t buy — that warm feeling in their heart.
I’ve seen it work in big rooms and small rooms. I’ve watched it outperform traditional live auctions over and over again.
So the next time you’re planning a gala, benefit, or fundraiser, remember Kip Toner’s wisdom. Create a powerful “Fund and Need” moment. You might be amazed at what happens when you let people give from the heart.
Ready to take your next gala or special event to the next level?
Start by identifying and securing those critical leadership gifts weeks (or months) in advance. The difference between a good event and a record-breaking one often comes down to this single strategy.
Have you seen the power of momentum gifts at your own events? Share your experiences in the comments below.
