Happy Make that Money Monday,
WHAT IF YOU STOPPED ASKING for money and started earning it?
I know, I know. Feels a little dirty to say out loud in the nonprofit world. But the term you're looking for is earned revenue, or fee-for-service, and it's the quiet engine behind almost every financially healthy nonprofit. Forbes has a list of the top 100 nonprofits in the country, and 100% of those Nonprofits have one of these models in place.
Here's the problem though. Most nonprofits that try fee-for-service build something forgettable. A workshop nobody signs up for. A membership nobody renews. A training that competes with 40 free webinars. Then they decide "earned revenue doesn't work for us".
The offer was the problem. Not the model.
Let me show you mine so this isn't theory. What I sell nonprofits is simple: I specifically teach nonprofit EDs one-on-one, how to use AI to literally solve their pain points, time consuming tasks, and repetitive tasks, and they literally save 5 hours a week and $5,000 a year or I don't get paid. I charge $3,244. And if I don't hit those numbers, I don't get paid at all. So the ROI shows up before the invoice does, and I typically can find a grant for them, not every, but most. (I know, I know, shameless plug. But since I started, organizations on this list can get my services fully covered by a pre-approved grant by the Denver Foundation. If you're on it, message me 'interested' and I'll send you the details.😅😁)"
Regardless, the fact remains. I built an offer so good, it's hard to say "no" , and I'm humbled and blessed to say that it has been working and keeps me very busy, but I say this not to brag, but to sincerely share the wealth and knowledge.
That structure has a name. The Greek Business God that makes me pierce blood when I bite my fist every time I see him, named, Alex Hormozi calls it a Grand Slam Offer in his book "$100M Offers"; How to make an offer so good that saying no feels irrational or silly.
Imagine how much good you can do, people you can help, and breathing room you'll have with a Grand Slam Offer.
Lets build one for your organization right now.
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Actionable Task:
Build your Grand Slam Offer.
Step 1: Open your favorite AI tool and use the latest model in medium or higher.
Step 2: Paste this and edit the brackets:
"You are Alex Hormozi, an expert in your Grand Slam Offer framework from '$100M Offers.' I'm the [TITLE] of [NONPROFIT, WEBSITE], serving [POPULATION] in [STATE].
Review my organization's website [WEBSITE] thoroughly and build a fee-for-service or earned income revenue offer (Whichever you think is best) so compelling my ideal buyer feels it's irrational to say no. Critically, we have to solve a huge pain point for the buyer, and they must easily be someone who can actually afford it, so identify who that is first. It may not be the population we serve for free.
Apply the Value Equation: increase Dream Outcome and Perceived Likelihood of Achievement, decrease Time Delay and Effort. Then add risk reversal so the buyer carries almost none.
Before you build anything and after reviewing everything you can about my organization, ask me the top 3-5 questions you need about our expertise, our assets, our reputation, and what we already do for free that someone would pay for. Then give me: the offer, who buys it, the price, the guarantee, and the first three steps to launch it. Keep it simple to implement and nontechnical, and make sure nothing in it compromises our mission or our 501(c)(3) status."
Step 3: Answer honestly. Do not soften your answers to protect your ego.
Step 4: Pressure test the result with your board and treasurer before you launch anything.
Step 5: Don't forget about me when you make your organization more money than Elon Musk has.
Example use cases:
Turning the training you keep giving away free into a paid workshop for corporate partners
Selling your expertise to peer nonprofits who need exactly what you already built
Licensing your unique curriculum instead of rebuilding it for every partner
One note before you execute on anything: talk to your accountant about unrelated business income. Earned revenue is completely normal for nonprofits, but how it's structured matters at tax time. Do it right on the front end.
Want to go deeper? Email me “Book” and I’ll send you the $100M Offers PDF along with a far better prompt I used to build my own offer. Upload the book with that prompt and you’ll get the strongest strategic outcome. (It’s too long to include here.)
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Remember:
Sustainability was never the enemy of mission. A nonprofit that can fund itself is a nonprofit that can say no to the wrong money, and yes to the people who need it most.🙏🏽
#ExistToServe
P.S. Drowning in tasks AI could handle? Don't know where to start? Need to save time and money? Sincerely, let's talk.
Let's hop on a 30-minute call. I'll show you how you can clock out on time, get home to your family, and still serve more community members:
Regis Arzu (he/him/his)
[email protected]
ETS AI Consulting | CEO
347.748.5078
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Mondays are rough. It's scary times for Nonprofits. Your time is scarce. That’s why I created the Monday Motivational Minute. Each week, I’ll send you one high-impact, actionable idea to help you leverage AI and save time. It will always be a 1-minute read or less. If it adds value, great. If not, unsubscribe, but I’m betting you’ll want to stay. (Challenge Accepted ☺️)
