2016 PSA Parish Training Workshop

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Opening Prayer Lord God,

You have called us to be faithful and wise stewards

whom You have set to watch over Your household.

Increase our gratitude for Your many gifts to us.

And from your blessings, may we joyfully share Your Gospel so that others will know the outpouring of Your Love.

May we each be blessed for doing our share of Your work while

awaiting that great day of the Lord, Your Son, until he comes again. Amen.

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Goals for This Session • Update on Dates and Important Information • Learn proven techniques for engaging more of your parishioners

and raise significant funds for YOUR parish projects

• Find out what’s NEW to help your parish reach its goals

• Organize Your Team

• Create a Business Case

• Set Goals for your Parish

• Set Up a Timeline for your Campaign

• Proven Ideas for Marketing Your Campaign

• Get motivated for 2016!

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Update on PSA and FCF

For Christ Forever Update:

• Over $83 million in pledges

• 67% of confirmed gifts paid

• Redemption continues through 2018

• Moratorium on Parish Capital Campaigns until at least 2017 • Christ Cathedral Capstone Campaign continuing in 2015-16 to

complete renovation of Christ Cathedral

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2015 PSA Update

Diocesan-Wide Results September

2014 September

2015 Change September

2014 to 2015

Total PSA Allocations Goal (Programs Funded)

$6,100,000

$6,222,000

+$122,000

Number of Pledges 20,684 25,100 +4,416 +17.6%

Amount Pledged $8,113,126 $9,655,756 +$1,542,630 +15.9%

Amount Paid $6,283,007 $7,774,510 +$1,491,503 +19.2%

Total Parish Rebates $1,342,923 $1,905,759 +$562,836 +29.5%

Avg. Gift $392 $423 +7.3%

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As of 10/31/15: 25,990 pledges,

$9.8 million pledged,

$8.2 million paid

$2.2 million parish rebates

A History of the PSA • 1978 – Bishop William Johnson initiates the “Unity & Growth Appeal” to support the newly

established diocese in Orange County. Purpose was to raise revenues for the new diocese and to purchase land for new parishes. Parishes received 25% rebates

• 1988 – Bishop Norman McFarland changes the name to “Pastoral Services Appeal” to reflect how the funds were used. The land allocation was phased out and pastoral ministries were added, including Priest Retirement. PSA rebates were increased to 100% received over the parish goal. The PSA supported aid for Catholic schools, many of the diocesan pastoral ministries as well as Priest Retirement.

• 1998 – Bishop Tod Brown re-aligns the PSA for support of primarily pastoral ministries that provide direct services to our parishes and centers. Keeps the 100% parish rebates to continue this benefit to parishes. In 2009, the OCF is tasked with management of the PSA.

• 2012 – Bishop Kevin Vann keeps the same structure for the PSA.

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Purpose and Impact of PSA • Bishop Kevin Vann has responsibility for the local Church of Orange

• It is the responsibility of the baptized to help carry out the mission of the local church by funding programs and services which are beyond the scope of individual parishes.

• Diocese is a geographical area, in our case, the entire County of Orange

• Diocese is not located at Christ Cathedral Campus It encompasses all 62 parishes and Catholic cultural centers throughout our county

• From San Clemente to La Habra to Seal Beach

• 434 Masses every weekend/in 8 languages

• 217,836 average attendance every weekend

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Purpose and Impact of PSA Ministries Supported through the PSA provide a foundation for all parishes, schools and the wider community: • IPM certifies all DRE’s and Catechists in 3 languages ($100,000 in

scholarships – almost 3,000 scholarships in 2014-15)

• Catholic Schools Tuition Assistance (over $1 million in scholarships for over 2,400 elementary age students each year)

• Parish Stewardship Education supports all parishes in Stewardship formation and increasing engagement in our parishes

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Purpose and Impact of PSA • Catholic Charities of OC receives a 10% tithe ($622,000 in 2015 – 165,000 individuals served)

to help those least among us

• Catholic Restorative Justice and Detention Ministry provides sacraments and spiritual support to our incarcerated brothers & sisters (over 44,552 contacts in 2015)

• Vocations and Seminarian Education • Our diocese has the highest number (44) of seminarians in formation in the history

of our diocese ($2 million annually to support – PSA provides $1.2 million) • Currently 125 deacons serving, with 36 aspirants in formation – PSA funds this

office

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New tagline for our 2016 theme…

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KNOW • LOVE • SERVE • Sound familiar?

• Baltimore Catechism – Question #6

• God made me to know Him, to love Him, and to serve Him in this

world, and to be happy with Him forever in the next

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KNOW • LOVE • SERVE • Know God

• Tied to PSA funded ministries that teach us to know God • Catholic School Tuition Assistance for deserving families

• Institute of Pastoral Ministry

• Certifying catechists and DRE’s that teach our children and youth • Providing Master’s Degree in Pastoral Theology from LMU

• Parish Stewardship Education

• Catholic Deaf Community

• Love God – sharing God’s love • Catholic Charities of O.C.

• Catholic Restorative Justice and Detention Ministry

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KNOW • LOVE • SERVE • Serve God

• Seminarian Education

• Vocations Ministry

• Clergy Continuing Education

• Deacon Formation

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2016 Pastoral Services Appeal

• 2016 PSA: 10-month campaign beginning in January, 2016 (10-month pledge redemption period) and ending December 31, 2016

• New 7-minute video in 3 languages including three highlighted PSA ministries

(to be previewed at the December 4th Kickoff Event)

• Ministry Highlight for 2016 PSA

• Institute for Pastoral Ministry (Faith Formation)

• Catholic Restorative Justice and Detention Ministry

• Vocations

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Upcoming Dates for PSA Tuesday, 11/17/15 2015 PSA LYBNT Mailing from Bishop Vann Monday, 11/23/15 Material Order Forms Due By 11/30/15 Guidebook available online in English & Spanish Friday, 12/4/15 PSA Kickoff Event and Luncheon Christ Cathedral Cultural Center – 3rd Floor 12:00 pm – 2:00 pm – RSVP to Beverli (714) 282-4208 Week of 12/14-18/15 Campaign Materials Delivered to Parishes

1/9-10 – 2/27-28/16 Parishes Kickoff PSA (try to plan for before Ash Weds.)

2/10/16 Ash Wednesday 3/27/16 Easter Sunday

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2016 PSA Parish Goals and Allocations

• To be transmitted to Pastors with parish goal week of 11/23/15

• Same ministries funded as in 2015

• Newly updated PSA policies approved by Bishop Vann and sent to all

Pastors 9/4/15

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2016 Parish Incentive Award Program Plan A – Increase in # of Pledges 2015 total pledges/donors will be used to track increased number of pledges/donors. Over Benchmark 30% increase $ 5,000 20% increase $ 3,000 10% increase $ 1,000 Plan C – Enhanced PSA Campaign (in packets) - Any parish that uses the Enhanced PSA Campaign as presented in the Leadership Guidebook (must show proof of steps taken) and reaches at least Level 3 (30% increase) – addt’l $1,500 award

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Will Your Parish Be Here in 2016?

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Creating a Successful PSA for Your Parish Includes…

• Planning and Organization • Marketing • Execution • Follow-Up • Celebration

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#1 Importance of PSA Committee and Chairs • Pastors need our help and support to make him successful

• Especially when they are a newly assigned pastor or administrator

• His PSA Team is critical to his success

• Drafting letters, submitting prayers, announcements, bulletin updates

• Creating a calendar to keep him on track • Because he is the leader and has the responsibility of giving the

pitch and making the ask

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Cultural Sensitivity

• Include representatives from all cultures on PSA Committee

• Use Different approaches for different cultures • Consider giving small token gift to Hispanic culture

Use “Bishop’s promesa” in wording or tie to Our Lady of Guadalupe

• Vietnamese give to a need Promote case

All need personal ask from Pastor and trusted Leaders

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Role of the Pastor “People give to people - not causes”.

This truism explains why THE APPEAL MADE BY THE PASTOR IS THE SINGLE GREATEST INFLUENCE ON THE SUCCESS OF THE PSA. Both the "appeal" he makes in his letter and homilies, and his leadership and relationship with the parish community impact the participatory and financial success of the PSA.

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Role of the Pastor DO . . . . . . explain how supporting the mission of diocesan church as well as the parish church is part of our responsibility as disciples. . . . stress the need we have to share with others what God has entrusted to our care. . . . set an example by making your pledge first. . . . ask for a "proportionate" gift – equal sacrifice, not equal gifts.

. . . explain the gift chart on the PSA Pledge Envelope, and ask people to pledge a percent of income, or their pay for “x” hours per month, or an amount equal to a non-essential in their life. . . . encourage donors to pay their pledge over 10 months to develop the habit of giving and to reinforce their connection to the local church.

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Role of the Pastor DO NOT. . .

. . . ask for a specific gift amount. It will be impossible for some parishioners to fulfill their pledge and will limit those who could make a much larger gift (equal sacrifice, not equal gifts) . . . ask people to make a pledge so the parish can do “thus and so”, barely mentioning the diocesan allocations. . . . stress giving to fill church needs. . . . “Do as I say, not as I do.” . . . ask parishioners to put their total gift in the envelope so they can forget about it until next year— both apathy and smaller gifts result.

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#2 Recruiting a PSA Chair

JOB DESCRIPTION (in packet)

PARISH PASTORAL SERVICES APPEAL CHAIRPERSON

Desired Skills:

Commitment to parish and understanding of diocesan mission, good communicator, good leadership skills, good project management skills, good follow-up skills, good understanding of marketing strategies.

Role:

The parish PSA Chairperson has the important role of communicating to the parishioners that they are all an integral part of the Pastoral Services Appeal mission. It is important that this person expresses their own commitment as well as financial support of the appeal.

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Timeline • Campaign Strategies Included in Guidebook

• Standard Campaign Strategy • Enhanced Campaign Strategy (in packet)

• Choose a date on the parish calendar that will have no conflicts with ANY other parish events (critical!)

• Work back from that date for making plans

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Timeline • PSA Campaign Timeline (review handout)

• Weekend #1 – Announcement Weekend - Lay Witness Speakers

• Weekend #2 – Pledge Weekend – PSA Video and Pastor Homily • Pastor emphasize the spirituality of Stewardship and of sharing what God has

entrusted to our care • Share the PSA diocesan case (ministries and impact in community) • Share the parish case in ministry terms

• Weekend #3 – Follow-up/Thank You Weekend

Checklist for Fall Follow-up Appeal

• A follow-up appeal can result in an additional 25% of additional pledges

• Customize your own calendar for the year – do what works for your parish

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Plan Leadership Event

• Consider planning a leadership event (either November or early January)

• Invite your loyal PSA donors and bring them together to share in the strategy for the coming year.

• Provide refreshments and fellowship

• They will invite others into participation

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Preparing Lay Witness Speakers

• Important to choose parishioners who have been loyal supporters and participants in the PSA

• Lay Witness Guidelines are included in the guidebook

• Important that it isn’t a talk about giving money!

• Ask them to share their conversion story and how they came to be good stewards of their God-given gifts

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Developing Your Parish Case

• What is your parish vision?

• Steps toward achieving that vision

• Need an Impact Statement

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Telling Your Story

• Is it personal?

• Does it evoke an emotional response?

• Does it make parishioners want to be part of it?

• Pastor’s pitch on Pledge Weekend should include the diocesan case and parish story in ministry terms (why is this important to our faith life?)

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Setting Smart Goals

• What should we expect for 2016? • What did we do last year? • OCF Incentives to encourage participation

• Do we know who our parishioners are? (cultures, age groups, median income)

• What should the average gift expectation be? (do not suggest minimum gift amount – for internal use only)

• Prayerfully discerned, sacrificial, proportionate 1% is suggested for diocesan support (5% to parish, 1% diocese, 4% other charities)

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Helpful Tools – Using Census Data • http://quickfacts.census.gov/qfd/states/06/06059.html

(Census Data 2010 - Orange County)

• What is the median household income for your parish? (listed by city)

• Median income X goal for participation X 1% • Example: 800 families pledging X $57,870 = $46,296,000 (total median

income)

• $46,296,000 X .01% = $462,960

• At 1% of median income, this is your potential! 11/16/2015 33

Setting Your Parish Goal • Set goal for participation

Look at recent year’s history – set a challenging, yet achievable goal Use average mass count / 3 = avg number of families attending Mass (2400 / 3 = 800) -or-

• Set financial goal for paid pledges:

• Example: 2X your diocesan goal (Higher if highly motivated) • Set a goal for electronic gifts (credit card, ACH, etc.) • Link parish website to OCF pledge site and remind parishioners to consider

electronic gifts (credit card gifts are on average more than 2X higher than regular pledge)

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Break into Groups – 15 minutes

Break into Groups

Timelines Case Development

Goal Setting

When we return – Marketing Your Campaign

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Break into Groups – 15 minutes

Group Feedback

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Marketing Your Campaign

Marketing Vehicles • Letter from Pastor with Brochure and Pledge Envelope • Prayers of the Faithful • Lay Witness Talks (Chairpersons and Others) • Show Video • Bulletin announcements • Bulletin Reports • Website Reports and Announcements • Email Reports and Announcements • Banners, Posters and Thermometer Posters • Publish Names in the Bulletin • The PSA should be part of your parish vocabulary

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Using Raiser’s Edge Reporting to Increase Your Results

Many reports available on Raiser’s Edge

• LYBNT (Last Year But Not This)

• 3-Year Trend Report (ask Yolanda for this report)

• Donor Report for Thank You and Follow-Up

• Data Segmenting for Personalizing Communication

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Segmenting Data for Personalized Communication • Personalize the initial ask letter from pastor indicating amount of previous

year gift

• Consider segmenting your data into gift amount categories

• Suggest a step-up in gift amount • Make it do-able (10% or more depending) • Year-over-year this makes a big difference • This is what makes your campaign grow

• Be sure to acknowledge all gifts and especially in a personal way when

they respond to your request

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Recognizing Your Donors • You cannot say Thank you Too Many Times!

• Acknowledgement

• Make it personal • Use personal salutation in letters • Include amount of gift in body of letter • Let them know you know who they are

• Publish names in bulletin

People like to see their name printed (no pledge amounts published)

• Publish bulletin articles thanking the community

• Have Celebration Weekend and thank everyone from the pulpit

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Raiser’s Edge Training to be held on January 20, 2016 – sign-up sheet on table

• Parishes to Input Pledges into Raiser’s Edge Batch Entry System

• Pledge Processing Training sign-up sheets in back of room

• Parishes to Mail Pledge Envelopes and Down Payment Checks

to Lockbox Using OCF Postage Paid Envelopes

• Cash to be deposited in parish account and parish check sent in with batch or request ACH

withdrawal by OCF

• Credit card and ACH pledges to be mailed to F&M Lockbox after entering in Raiser’s Edge

• Use same Username and Password as for 2015 PSA

• Call Anna Orozco with questions (714) 282-3048 or aorozco@oc-foundation.org

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Questions/Discussion?

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What Now?

• Come to the 2015 Parish Kickoff Event on December 4, 2016 • Create your Parish Plan • Stay in contact • Learn from Parishes Here Today • Ask Questions

Be:

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Stewardship Formation Opportunities

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• 2016 Quarterly Stewardship Teams Networking Meetings • Saturday, February 27, 2016

Saturday, May 21, 2015

• 2016 International Catholic Stewardship Conference (ICSC) October 2-5, 2016 – New Orleans, LA

Thank you!

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God bless you in your efforts!

Happy Thanksgiving to you and your loved ones!

See you at the Kickoff!