The week-long Comprehensive Fundraising Training -- a bootcamp on raising more funds for causes and campaigns -- finished yesterday with the second day of the Direct Mail School. You can find previous highlights from the first day, second day, and third day of the fundraising trainings this week.-----Don't use the plural. Write to one person.Rick Hendrix, Founding Partner of ClearWord Communications Group, came back to lead the final day of the Direct Mail School and Comprehensive Fundraising Training. He taught attendees how to write effective fundraising letters to their donors.Other key points:--> Know your target audience. What are their backgrounds and what are their issues? Ask yourself, who are you writing to? What are you writing about?--> The first line must grab the reader's attention. You need a strong opening.--> In the closing, restate what you want the donor to do. Ask for the gift!-----Direct mail is like a contract. You make an offer and the donor accepts it. Treat the donation like an investmnet.Robert Stuber, Director of Development at Americans for Prosperity, joined the attendees of the Direct Mail school to explain how to make an offer a donor can't refuse.Other key points:--> Donors want value -- and credibility.--> You want to have a life-long relationship with your donor. The goal: a donor giving you $15 should have such a lasting love of your organization that he or she includes it in their estate plans.--> List specifics -- about your organization and your projects -- to give you credibility. List the technical specifics to show what you will use donors' money to do.--> Be timely in your talking points. If you're not, it seems like you don't know what's going on.-----Remember that your donors are on a calendar-year schedule.Matt Waters, President of Waters Agency, was up next. He talked to attendees about how to get a fundraising letter opened, by personalizing the piece and using the calendar.Other key points:--> You want your piece to be high-quality, but you don't want to make it seem like you're investing too much money in it.--> To personalize your pieces, use multiple stamps, handwritten font, and a return address. Write in the letter.-----Be an archer. Every interaction with a donor is getting you closer to the bull's eye.Brian David of Active Engagement spoke next. He presented on the importance of online efforts to complement a direct mail fundraising program.Other key points:--> Be consistent across multiple channels (e.g. mail and email), especially with your logo.--> Know your medium. Online is great for things happening right now. Traditional mail is great for perennial issues.--> The fundamentals of online fundraising are no different than those of direct mail.-----Read My Life in Advertising and Scientific Advertising (on Amazon here).Richard Viguerie, Chairman of American Target Advertising, Inc., closed out the Direct Mail School and the week-long Comprehensive Fundraising Training. Often referred to as the "funding father" of the conservative movement, he shared his valuable personal and professional experience with attendees.--> A donor base is critical to your direct mail efforts.--> Understand the lifetime value of a donor. This is the key to good fundraising.Kyle Baccei is the Communications Manager for the Leadership Institute. Follow him on Twitter (@KyleBaccei).>

The first day of the Direct Mail School was a busy one for attendees yesterday. The training is the second half of the Leadership Institute's Comprehensive Fundraising Training -- a week-long bootcamp on raising funds.Below are the big lessons I got from each speaker. The last round of updates will be here tomorrow.-----The right lists won't guarantee success, but the wrong list guarantees failure.Emily Lewis, the president of Lewis and Company Marketing, led off the first day of the Direct Mail School. She explained how and why direct mail fundraising works for organizations.Other key points:--> 75% of your new donors may come through direct mail.--> Direct mail empowers conservatives because it allows you to bypass media gatekeepers.--> People give because they want to shape a better future, share a purpose, get involved, and enjoy a special status.-----You should invest in prospecting if you have enough time, have enough potential donors, and have enough startup funds.Kevin Allen, Chief Operating Officer at The Richard Norman Company, explained to attendees how donor prospecting -- i.e. contacting new, potential donors who have not yet given to you -- can help you build your donor file.Other key points:--> Prospecting protects against file attrition, can advance your goals, helps you identify high-dollar donors, and can reactivate lapsed donors.--> Avoid prospecting if you won't risk losing money, if you don't have enough potential donors, or if you're not committed to mailing your house file, i.e. the donors who already give to your organization.-----Know as much as possible about your donor list(s).Rita O'Neil, president of the O'Neil Marketing Company, spoke next to attendees of the Direct Mail School. She talked about donor lists and the benefits of acquiring, borrowing, and trading them.Other key points:--> Your donor list is your most valuable asset. Treat it that way.--> Donor lists have drastically different values depending on the relationships you have built (or haven't built) in the past.-----Always give your donors credit for the good that is being done.Heather Sherlock, Donor Relations Officer at the Leadership Institute, and Jacquelyn Monaghan, Development Assistant for Major Gifts at The Heritage Foundation, spoke together on a panel to teach attendees how to build relationships with their donors.Other key points:--> Keep a running list of accomplishments to share with your donors. Tell donors specifically what their gifts are funding.--> Five ways to show you care about your donors: love what your organization does, pay attention to the details, give your donors special treatment, engage resistance, and go above and beyond what is required.----- You can't control everything. Control what you can.Rick Hendrix, Founding Partner of ClearWord Communications Group, shared his thoughts with attendees about scheduling mailers and analyzing your direct mail results.Other key points:--> Direct mail is an art and a science. The art is package and design. The science is the schedule and testing.--> Put yourself in your donors' shoes. What will be there to distract them? What holidays are coming up?--> Make sure you ask yourself these questions: what is the response rate? What is the average contribution? What is the return on investment? What is the cost to acquire a donor? What is the long-term value of a donor?Kyle Baccei is the Communications Manager for the Leadership Institute. Follow him on Twitter (@KyleBaccei).>

The High-Dollar Fundraising School came to a close yesterday. The packed, two-day training is just part of the Leadership Institute's Comprehensive Fundraising Training -- a week-long bootcamp on raising funds.Below are the key takeaways I got from each speaker. More to come throughout the week; the Direct Mail School is next.-----Vision, mission, program: Your vision is what success looks like. Your mission is why you do it. Your program fulfills your mission.Connie Marshner, President of Connie Marshner and Associates, led the second day of the High-Dollar Fundraising School by teaching attendees how to organize a successful development (fundraising) department and how to develop their message.Other key points:--> You need a fundraising plan to provide focus. It helps you use your resources wisely -- and it protects you from "good idea syndrome."--> Emotion, not logic, drives peoples' decisions to give to your campaign or cause.-----The four steps of a sale, fundraising or otherwise: attention, interest, desire, and (your) ask.Todd Meredith, co-owner of Morgan, Meredith, & Associates, explained how to run successful fundraising events, from start to finish -- and maximizing your return on investment.Other key points:--> Fundraising is about making a sale to your donor. Don't talk your donor out of the sale.--> When events succeed, you get large sums of money in a short amount of time, you reward donors, and you earn media coverage.--> Events fail without a plan, when the candidate or president is unprepared, or even just due to bad locations.-----Never assume. (In this case, that donors know you take gifts on a long-term basis.)Michael Barvick, Director of Major Planned Giving at The Heritage Foundation, talked about how to develop an effective and successful planned giving program for your organization.Other key points:--> Consistency is the single biggest indicator of a potential planned giver.--> When you're telling stories to donors, make them about real people and real families who have supported your cause or organization.--> For every estate gift you know of, there are four you don't. -----Start by looking for the organizations that identify with you.Tracey Johnson, President and CEO of CREDO Strategies, explained the nuts and bolts of grant-writing and how it could be used to fund your organization.Other key points:--> Include grant proposals as part of your fundraising plan. A grant is an award of funds given by a group or organization to another organization for a cause or project.--> Send grant-giving organizations a newsletter or other information about your group. Let them know what you're about.--> Don't forget to search locally for organizations that award grants. ----- The majority of the time you contact a donor in a year, it should not be to ask for money.Morton Blackwell, president of the Leadership Institute, closed the High-Dollar Fundraising School with a two-hour lecture on the "care and feeding" of donors. He taught students how to put together the lessons they had learned to build stable, thriving organizations.Other key points:--> Always remember: you can't save the world if you can't pay the rent.--> Large donors usually start as small donors. You must treat all donors well.--> Thank you cards to your donors should be warm and heartfelt.--> Most donors give to people, not to organizations. Create close, personal ties whenever possible. In practice, you will become personal friends with many of your donors.Kyle Baccei is the Communications Manager for the Leadership Institute. Follow him on Twitter (@KyleBaccei).>

The first day of the Leadership Institute's Comprehensive Fundraising Training -- a week-long bootcamp in raising funds for campaigns and causes -- kicked off with a full day at the High-Dollar Fundraising School.If you couldn't make it, don't worry. Below are the key takeaways I learned from each speaker. More to come throughout the week.-----You can't thank your donors enough.Carsten Walter, Development Director of the Heritage Foundation, opened the training by answering the question: why do people give you money? He explained the keys of donor communication and the importance of saying thanks.Other key points:--> People give because of a cause. Ask donors about an issue and then about how passionate they are about that issue.--> Send a thank-you note to donors and thank them multiple times.--> After you thank you donors, let them know where their money went.-----The five elements of asking donors: simple, unexpected, concrete, creditable, and have emotion or stories.Ian Ivey, who works for the General Service Administration but has a long background in the conservative movement, taught attendees how to create a case for giving -- and how to make it stick.Other key points:--> Your goal is to persuade donors that what you are doing is valuable to them.--> A good "pitch" follows the same checklist: simple, unexpected, concrete, creditable, and have emotion or stories. -----Fundraising in-person or over the phone is your most cost-effective way to raise money.Nancy Bocskor, Founder of the Nancy Bocskor Company, explained to students how to raise money person-to-person, to know when to ask for money, and to know what to avoid.Other key points:--> When you're making an ask, you have 21 seconds to make your impression.--> The results of personal solicitation are immediate. Anytime you call someone rather then send them direct mail your response rate will go up five times.--> When you're asking for funds, you need to have a firm greeting, engage in small talk, make a good sales pitch, and then close the deal. -----One person can only meet so many people -- so it's important to raise money with tools like direct mail.John Davis is the Director of Donor Communications at the Leadership Institute. He talked about the benefits of having a high-dollar direct-mail fundraising program.Other key points:--> The response rate to your first letter will be around 2%. But that's alright. Your goal is to build a core group of donors.--> Don't worry about getting a "no."--> Build relationships with your donors. Make your communication as personal as you can. It's okay not to ask for money. -----Your fundraising campaign must have a mission statement that is short and to the point. It creates energy and urgency.Karla Bruno is the Director of Foundations and Corporate Relations at the Leadership Institute. She taught attendees how to use capital campaigns to help their organizations grow.Other key points:--> Capital campaigns can super-charge your fundraising program when they tap into urgency. A sense of urgency in politics is phenomenal.--> The Leadership Institute's expanded its Campus Leadership Program into new office space with multiple elements of a successful capital campaign: a clearly defined mission, a sense of urgency with a deadline for action, and a video appeal with endorsements from conservative movement leaders, including Grover Norquist and Governor Mike Pence. -----Don't treat your donors as if you're meeting them for the first time.Dick Patten, the CEO of Patten and Associates, explained to attendees how they could upgrade their donors.Other key points:--> Remember: working with your donors is about their needs and wants, not yours -- theirs. Provide engagement in all your communications with them.--> Ask your donors for their input on a report card. Look at what's been accomplished and what needs to be done.--> Create a strategic plan for upgrading donors with dates, actions, benchmarks, and goals.Kyle Baccei is the Communications Manager for the Leadership Institute. Follow him on Twitter (@KyleBaccei).>

Teri Capshaw, a homeschooler from South Dakota, worked as a TV and local newspaper reporter during college. After graduation, she was hired as an evening news producer in Boise, Idaho, where she met her husband -- before starting her own sewing business. Now, she takes her professional background and understanding of the challenges that come with owning a business into meetings with donors and potential partners for Campaign for Liberty, where she serves as the donor relations officer. “I grew up training horses, participating in rodeos, raising small animals, and learning about the small businesses owned by my parents and grandparents. As a result, I brought a unique perspective to the news business—and thoroughly enjoyed reporting in my home area,” Teri said. “Now, I have a huge amount of respect for our donors at Campaign for Liberty, and I think a big part of that is knowing just how much work it takes to make money in a small business.” The Leadership Institute helped Teri launch her career. “I got my job at Campaign for Liberty (C4L) as the result of Leadership Institute training, so I certainly appreciate what you do,” Teri said. “I asked the main instructor from my Legislative Project Management Class, Mike Rothfeld, for advice on finding a job with an organization that would operate ethically and effectively. He interviewed me and recommended me to John Tate, the president of Campaign for Liberty.” Teri's husband Jesse accepted a job in 2009 that brought them from Idaho to Manassas, Virginia – just 45 minutes from the nation's capital. That's when Teri began working for Campaign for Liberty. In October 2009, she started working in the Outreach Department. Three months later, Teri assumed her current position as the donor relations officer in the Development Department. Some of Teri's responsibilities include working with donors interested in supporting C4L's key projects, like its effort to pass legislation to audit the Federal Reserve, its candidate survey program, and its ongoing effort to fight an Internet sales tax. “At C4L we have an incredibly committed base of nearly 750,000 members willing to lobby their elected officials to limit the federal government to its proper constitutional role,” Teri said. “By partnering with our donors we are able to provide the communication and organizational structure necessary to mobilize that membership base. I am also working with the wonderful sponsors we have lined up for the third annual Liberty Political Action Conference from September 19 to 22 in Chantilly, Virginia. I am excited to have the Leadership Institute join us as a sponsor again this year!” The Leadership Institute will have a table in the exhibit hall with several staffers, so please stop by! Also, LI President Morton Blackwell will take the stage Friday, September 20 at 2 p.m. LPAC tickets are available here. “The Liberty Political Action Conference is an opportunity to encourage, energize, and further equip a grassroots army focused on stopping government overreach into our lives,” Teri said. “I absolutely love the camaraderie this event brings out in an extremely diverse crowd. Conservative, libertarian, and constitutional speakers, activists, organizations and businesses all come together to celebrate the principles that made America great—and train for future success,” Teri explained. Teri's background working in media and covering local and state politics shaped the work she does now. “My perspective allowed me to see how often, political decisions are driven by fear, incentives (for those willing to seek power), and a sense of futility. Even elected officials in relatively powerful positions—and whom I respect on a personal level—often seem to be only gears in a powerful system. Feeling frustrated by that and looking for an alternative to politics-as-usual led me to take the Legislative Project Management course at the Leadership Institute. Being introduced to the concept of confrontational politics was an incredible experience,” Teri remembers. “Much of our current political process—of which the media plays a predictable part—rewards politicians for saying popular things to get elected, but then allows them to benefit key donors who lobby for government favors. Confrontational politics short-circuits that system by holding elected officials accountable for their actions.” To learn how to put pressure on elected officials and force accountability, register right now for LI's newest training: Tactical Warfare. Like many, Teri found out about the Leadership Institute through word of mouth. “I asked an elder from a church I used to attend for advice on finding a job in politics with an organization that wouldn't compromise its principles,” Teri remembers. “He suggested that I introduce myself to the Leadership Institute's President Morton Blackwell and ask him for advice. I wasn't quite brave enough—so I did the next best thing and signed up for the Legislative Project Management School.” “I have used most of what I learned during LI's Legislative Project Management School,” Teri said. “Learning how to lobby effectively and use a grassroots approach has been useful both when I help with special projects and when donors ask for things they can do in addition to supporting C4L financially.” In addition to the Legislative Project Management School, Teri took LI's On-Camera Television Workshop. “The Leadership Institute provides excellent resources to help conservatives become effective in the political arena,” Teri said. “I recommend that others who truly want to make a difference for their cause get educated at LI. There are many traps in the political world that can make us feel effective while accomplishing very little. It's crucial to ensure that we are really on the right track to have a lasting impact.” Sign up now for LI's week-long Comprehensive Fundraising Training. You'll learn how to make a lasting impact, or at least the funds to program your initiatives. Topics to be discussed include how to solicit major gifts, what makes a direct mail package most effective, and how to move into raising funds online. Contact Carol Wehe at Carol@LeadershipInstitute.org for more details. In 2010, Teri and Jesse's daughter was born in Manassas, Virginia. Last summer, Jesse's job took their family back to Boise “just in time for our son David to be born in September.” “Today I work from home,” Teri said. “We have a one-acre lot inside the Boise city limits where we are allowed to keep goats and a small flock of chickens—so life at our house is always interesting! I occasionally blog about those adventures at thisblessedlibertylife.com.” Please congratulate Teri Capshaw on receiving the Leadership Institute's Conservative Leader-In-Training Award and please spread the word about the upcoming Liberty Political Action Conference. To nominate a Leadership Institute graduate or faculty member for the Conservative Leader Award or Conservative Leader-In-Training Award where they will have an article written about them, please contact LI's Director of External Affairs Lauren Day, at Lauren@LeadershipInstitute.org.

Alexa Van Anne isn't your ordinary 19-year-old. She's a competitive ballerina, a committed conservative activist, and dreaming of running for office herself – but first, she's got to finish college. Alexa got her start in politics working for the reelection of her congressman, Rep. Mike Coffman, in 2012. As area campaign director for Mike Coffman for Congress, Alexa went door-to-door canvassing and phone banking. As November neared, Alexa became more involved in working on projects with the field director for her district. “Every week or so, we would have large groups of college students come in to help make phone calls and canvass, so I helped to train them on our systems,” Alexa said. Alexa also worked to publicize the debate between Congressman Coffman and his opponent, Joe Miklosi – one of the most competitive House races in 2012. She recruited campaign supporters so they made up the majority of the audience – and media coverage. Alexa's experience with the Coffman team didn't end with November elections. After the election results, she felt inspired by the work her Congressman was doing and decided she wanted to apply for an internship with his fundraising firm, The Starboard Group. Through her internship at The Starboard Group, Alexa got involved with other local political opportunities, including Congressman Corey Gardner's campaign, Colorado Secretary Scott Gessler's campaign, and local non-profits. During the legislative session, Alexa interned for State Representative Jerry Sonnenberg; after the session, for Secretary Scott Gessler's campaign. Alexa is very much an advocate for her state, and has big dreams that include running for office. “I would like to run for elected office in my home state of Colorado,” Alexa said. Growing up, Alexa learned the value that small businesses bring to the community and families. Working for her father's store—Blade Runner Services—Alexa gained valuable insight that has made her appreciate the hard work that goes into building and maintaining a business and the people behind them. “Working at a small business founded by my father provided me the opportunity to know what it takes to run a company,” Alexa said. Alongside being a committed activist for liberty, Alexa has spent the last 14 years of her life practicing ballet. During her time performing, Alexa lettered twice and was in a dance company for six years. After hearing about the Leadership Institute's Youth Leadership School from a friend who took the political bootcamp, Alexa decided to attend. Her experience was one that she will never forget. “I had an incredible experience at LI's Youth Leadership School. I learned exactly what it takes to be a conservative leader, and I was left with the tools to be one,” Alexa said. “The speakers were remarkable, and I was humbled by the opportunity to learn from each of them. Being a part of this two-day training alongside like-minded individuals was a great experience, and I met many promising future leaders. Most impressive, however, was the sheer amount of applicable information.” After taking the Youth Leadership School at the Leadership Institute in July with 141 others, she said she was “better informed” for her political future. And this fall, she will be joining 10 other conservatives to intern for the Leadership Institute. “I would recommend the Youth Leadership School to anyone who wants to become involved in politics. Everyone could learn something because the focus is on highlighting the skills of a selfless leader, which is very uncommon,” she said. Sign up now for one of LI's Youth Leadership Schools (YLS). The weekend trainings are hosted all over the country, or you may contact Daryl Ann Dunigan (DDunigan@LeadershipInstitute.org or 703-247-2000) to host a YLS training near you. Please congratulate Alexa Van Anne on receiving the Leadership Institute's Conservative Leader-In-Training Award and please encourage her to continue advancing conservatism in Colorado. To nominate a Leadership Institute graduate or faculty member for the Conservative Leader Award or Conservative Leader-In-Training Award where they will have an article written about them, please contact LI's Director of External Affairs Lauren Day, at Lauren@LeadershipInstitute.org.

The Leadership Institute and partnering organizations went to Orlando, Florida to meet with more than 70 people from across the I-4 corridor to find the issues that unite conservatives and Hispanics.Notable guests included a representative from U.S. Senator Marco Rubio's staff, a candidate for Florida governor, several candidates for Congress, local elected officials, and community and business leaders.Attendees interacted with event speakers from partnering organizations -- The LIBRE Initiative, Faith & Freedom Coalition, Voto Honesto, and the Heritage Foundation. Members of the audience asked questions ranging from immigration policy to messaging to Hispanics, winning over youth, education reform, and more. The event was held at the Orange County Regional History Center. The courtroom, a vintage early 1900's courtroom, was the same courtroom where Ted Bundy was found guilty. In fact, the corner of the defendant's desk has his name inscribed. Bertica Cabrera Morris, the featured business women, engaged the crowd and called for action. Her family fled Cuba in search of freedom. She raised five children while working and bettering the lives of those around her. She has inspired many.Sue Tombino from Boca Raton said, “This event has been very informative, passionate, and clear. We need more of these forums.” >

“Sorry for the delay; we're trying to defund Obamacare,” Nathanael Yellis said.Nathanael stays busy. By day he's deputy political director of Heritage Action, the 501c4 sister organization of The Heritage Foundation. He's also a trainer of conservative activists and young leaders.“I joined Heritage Action a month after it launched, in July of 2010,” Nathanael said.Three years later, their focus for this fall is clear: defund the Affordable Care Act.“I'm excited about our effort to defund Obamacare,” he continued. “We're working to make this the issue when Congress returns in September.”Yellis stays busy this August at a time when many in the nation's capital vacation. But, you won't hear him complaining.“It's really exciting stuff bringing conservative activists along and seeing Members of Congress respond as they hear the message from all sides,” Nathanael said.Nathanael's enthusiasm for helping conservatives extends into his own time as well. He has a history of helping activists and young leaders interested in politics.During his time at Patrick Henry College (PHC), he worked for Teen Pact leadership schools. Teen Pact gives high school students “a conservative civics education,” he shared.While at PHC, he went into debate – not originally his idea.“I started debating in college,” he said, “because my now-wife asked me to.”That wasn't his only reason for long.“I stayed in debate because it helped me learn -- knowing I had to make my own arguments gave my research and writing real purpose,” Nathanael said. “The skill of quickly seeing and communicating the essence of an idea is the key thing I learned from debate, and I use that skill every day.”Nathanael coached debate at Patrick Henry, and won many awards, including the All-American Debater title from the National Educational Debate Association.He went on to train with Ethos debate camps, and still uses his debate skills to train leaders.His advice to aspiring communicators?“Practice,” he said.That may sound simple, but Nathanael learns from history and says practice is key.“Communicating is a skill that one builds only by doing it,” he said. “We saw this in the 2012 presidential election when President Obama flopped in the first debate because he didn't practice. There is no better way to learn, so join Toastmasters, a debate club, or anything that pushes you to practice.”Like a good leader, he follows his own advice and practices his public speaking by being a faculty member for the Leadership Institute.“One of my mentors challenged me to speak to a new group every quarter to stay sharp as a communicator,” Nathanael said. “Training with LI helps me meet that goal.”Now Leadership Institute faculty, Nathanael has attended courses at LI since 2006.“At my first LI training I talked with the most interesting speaker and a few months later began interning for his company. That connection helped launch my career.”Now Nathanael trains future leaders and activists.“Teaching for LI,” he said, “keeps me sharp on how what we're doing helps the conservative movement. I enjoy surveying our work at Heritage Action and presenting the best of what we do to LI's audiences. The Leadership Institute enables our successes and our mistakes to help other conservatives, and that's part of our mission: building the movement.”That's what the Leadership Institute does with the help of faculty like Nathanael– LI trains conservatives and builds the movement.“I describe LI as two things: a solid foundation for conservatives and a strong network,” he said. “If you want to be an activist, staffer, journalist, campaigner, etc., then you at minimum need to attend the relevant LI training. As you take the next step and become a leader in your field, the Leadership Institute is the place to give back and build the network.”You can watch Nathanael Yellis's next LI training, a free live webinar, August 28 at 3 p.m. EDT. He will talk about Smart Debate: Confronting slick leftists in public arguments.You can learn more about LI training, and watch Nathanael's upcoming LI webinar appearance.Please congratulate Nathanael Yellis on his work helping American citizens make their voices heard in government and training conservative activists. Please applaud him for receiving LI's Conservative Leader Award. To nominate a Leadership Institute graduate or faculty member for the Conservative Leader Award or Conservative Leader-In-Training Award where they will have an article written about them, please contact LI's Director of External Affairs Lauren Day, at Lauren@LeadershipInstitute.org.>

Tan and rested they are not. But they return home a little smarter, a lot more effective, and with many more friends in the conservative movement.For an activist like you, this may sound like a holiday.So far this summer, more than 3,700 conservatives just like you agreed -- choosing Leadership Institute training over a beach, trading swimming and relaxing for learning from experienced political professionals, and picking up pens and notepads instead of hot dogs and hamburgers.Our movement and our country will be grateful they did.As Senator Rand Paul said, "If more conservative candidates have the same secret weapon I had -- top staff and key volunteers trained by the Leadership Institute -- you and I will see many more conservative victories in the future."You can imagine how many LI staff, graduates, and donors have that line committed to memory. It cuts to the core of the Institute's mission -- and what graduates like you do every day.Just see some of the highlights from this summer.Issues That UniteSince its launch in May, LI's Issues That Unite: Latinos and Conservatism has trained 410 conservatives. At these intensive evening workshops -- held so far in Nevada, New Mexico, Colorado, and Virginia -- attendees learned how to welcome Latinos into the conservative movement, how to work best with Spanish-language media, and how to talk persuasively about the values Latinos and conservatives share.The influence of Latinos in business, politics, and American culture is growing at a dramatic rate. But their involvement in the conservative movement has not matched that pace. LI and partnering organizations are changing that...one evening at a time.You may register for upcoming Issues That Unite events in Orlando, Florida; Houston, Texas; Miami, Florida; or Los Angeles, California.Bring a conservative friend. Better yet? Bring five.Virginia: Voting Is Not EnoughIt is election season in Virginia, which means LI is training activists and campaign staff to work for the candidates of their choice. Since January, the Institute has offered custom, targeted workshops for Virginians, training 540 conservatives so far.But it's really heating up this summer, with five trainings in June, eight trainings in July, and seven trainings already scheduled in August in locations all across the state.Live in Virginia and want to get involved? Contact Christopher Doss, Deputy Director of Grassroots, who's running the show.Impressive numbers at summer trainingsConservatives are hungry to learn how to win. That's one way to explain the eye-popping numbers from trainings at the Institute this summer.In June, the Conservative Intern Workshop trained 98 interns from 30 conservative organizations in and around Washington, D.C. Interns learned how to make the most of their current internships and land full-time jobs when they graduate.In July, the Youth Leadership School, LI's flagship training, welcomed 141 young conservatives. In an intensive, two-day political bootcamp, they learned ho wto run mass-based youth efforts for the candidates of their choice. Look for them on the campaign trail.In August, just last week, the Future Candidate School hosted more than 100 conservatives who plan to run for office. In four days (45 hours of instruction), they learned how to decide when they're ready to run, how to build their networks and raise funds, and how to devise a grassroots-powered political campaign.LI grads have done great things in office. Many of these aspiring candidates will join them soon.With three more weeks of summer, Institute trainings aren't slowing down. They're just getting started.Check out LI's 2013 training calendar. If you register this week, use the promotion code LeadMemo to save 25% on your registration fee. But hurry! The code will expire this Saturday, August 17.>

Issues That Unite: Latinos & Conservatism in Las Vegas, Nevada was the first city out of eight the Leadership Institute and its partnering national organizations visited. The Leadership Institute partnered with New America, a new organization in Nevada seeking to engage minorities.The event was a success; representatives from Governor Sandoval, Senator Heller, and Congressman Heck's office attended the event as did more than 100 other individuals.The event was held at the Springs Preserve in Las Vegas, a venue known for hosting El Dia del Niño and El Dia de los Muertos (The day of the Child and The day of the Dead). Attendees were treated to appetizers and beverages as they networked prior to the events' start.The first half of the event focused on public policy and how it affects Latinos.Isreal Ortega from The Heritage Foundation discussed economic and school public policy. Leticia Gardea, a small business owner in Las Vegas, gave her testimony as a Latina entrepreneur. Tim Mooney, representing Faith & Freedom Coalition, discussed family policy.The second half of the event tied public policy to practical training.Dan Garza with The Libre Initiative talked about messaging to Latinos while Adryana Boyne from VOCES Action discussed the importance of Hispanic Media.The day concluded with an immigration panel discussion where questions regarding immigration from the audience were answered.Highlights: 1. More than 100 attendees2. Notable guests included: -Representative from Governor Sandoval's office - Representative from Senator Heller's office - Representative from Congressman Heck's office - Other candidates for public office - Leaders from New America, Libre Initiative, Heritage Foundation, VOCES Action, Tea Party Patriots and Leadership Institute3. Red Card Solution,The Heritage Foundation, the Leadership Institute, and VOCES Action all distributed helpful materials to every attendee>

If you're doing your job as a candidate or party leader, you're going out speaking with a lot of people you haven't met before. When they don't know much about you, it's human nature to make quick judgments based on what little information they do have.First time candidates, particularly for local office, often send signals that undermine credibility among potential supporters, costing them votes, volunteers, donations, or all three.People make decisions based on cues and signals, and initial impressions can have a lasting impact. Here are eight unforced errors you can easily avoid.Loner = loser. Speaking at the Chamber of Commerce lunch? Showing up by yourself tells everyone you have no supporters in the room. Instead, arrive with a volunteer whose job it is to accompany you while you're chatting with people, helping in taking down notes for follow up, and carrying endorsement cards. When working a crowd and confronted with that weirdo who wants to chew your ear off about privatizing sidewalks, have your body man leading you, setting up the next person to talk to, and politely motioning you to the next person when he sees you're pinned down. Bonus: Let a member of the group you're speaking to know you're coming, and have him meet you at the door when you arrive and walk in together to show other members you have support already.Flag ties. Ronald Reagan was a great American patriot, and he didn't have to prove it by wearing a flag tie — a novelty that you should probably put up on eBay. Want to show your patriotism? Wear a small flag pin on your lapel. Cheap-o pens. “Ok, let me write your number down.” While you're writing, the person standing in front of you is looking straight at your hand. If it's holding a two year old Bic with the end chewed off, you don't look as impressive. Mont Blanc gets $450 for a pen not because it doesn't matter, but because it does. Yours doesn't have to break the bank, but a proper pen sends a subtle signal you have your act together. FREE OFFER! Business cards. Companies like Vista Print have nice offers for “free!” business cards using very generic templates that people like me who meet candidates a thousand times have seen – about a thousand times. While you're at it, have Vista put “I'm not taking this race seriously enough to invest in sending the right message to donors, volunteers, and stakeholders.” Spend a few bucks more on proper business cards that show you mean business.“I lost weight!” shirt collars. So you dropped 20 lbs walking all those precincts – fantastic! But if you don't trade in those collared shirts for ones that fit your new neck size, you're going to look like an anorexic or an addict, and your sloppy appearance will show in all those photos posted to Facebook.Bush or Clinton era shoes. Look down right now. If those shoes weren't purchased during the Obama Administration, take them off, put them in the closet, and wear them for gardening. When you're at events, it's surprising how often people are looking down. High end Hugo Boss isn't required, but they should be new and clean.Dark button-down shirts. If you're wearing a black button-down shirt, a tie and a blazer, congratulations, you look like a bouncer at a bar. Ditch the Sopranos look for now and go with a white or light blue shirt. Still have doubts? Turn on C-SPAN. See any elected officials with your bouncer costume? Exactly.Rookie@gmail.com. That's the message you're sending with your “I'm using this email address until I lose” Gmail or Yahoo account. For $10 at GoDaddy.com you can register your own private domain name, then sign up to have email to that address forwarded to your regular email address.For women candidates: no question about it, you have a tougher job than the boys when it comes to attire. The press pays more attention to what women leaders wear, just ask Hillary Clinton. Yet in most cases, the target audience consists of voters and stakeholders, and not the press, so don't worry about the writeup. Rule of thumb: middle of the road. Too flashy or too mannish and you'll turn people off. Not too much jewelry and definitely not too much perfume. If you hug someone and they can smell of your Chanel an hour later, it was too much. More food for thought in this New York Times story – The Fashion Conservatives.People are careful with where they invest their vote, their time, and their money. Switching from amateur to pro before you hit the field helps you maximize the return on every hour you're putting into your campaign. Ron Nehring is a volunteer faculty member for the Leadership Institute, where he speaks at LI campaign management schools and activists workshops all across the country. Under Ron's leadership as the former chairman of the Republican Party of California, they raised more $73 million, permanently retired over $4 million in debt, and instituted a wide array of management and financial reforms. He currently serves as a consultant and is the chairman emeritus of the California Republican Party. Read his full bio here.This “Expert Insights” article is a part of a regular series which delves into the mechanics of political technology. LI staff, faculty, graduates, and conservative friends are welcome to submit an article by contacting Lauren Day at Lauren@LeadershipInstitute.org>

Ronald Reagan was fond of quoting Senator Everett Dirkson, who often said, “You have to hold politician's feet to the fire because that is the only way they feel the heat and see the light.”Lobbying is not just a way of changing your public official's mind; lobbying is a way to remind them that this is your democracy and you are watching. Like any great disinfectant, when elected officials operate transparently and on-the-record, it keeps politics clean.Here are some basic tips for you to remember:1. Lobbying on its most basic level consists of a simple meeting with a legislator or other official. This should be approached like any other meeting with a busy professional. Set the appointment ahead of time and be prepared to deal with inflexibility. If possible, consider meeting in the legislator's home district. 2. If appropriate, record any meetings that you have with your official. When you request a commitment from your public official during your meeting, you want to have a record of their response. This way, you have what you need if the official strays away from the truth and you can repeat your request if it is not addressed while holding them accountable. 3. Watch your representatives closely and ensure they are held accountable. Gather information and constant feedback as it becomes available, and make sure that they are aware of the fact that you want to be kept in the loop of new developments.Remember that lobbying is a year-long gig and staying active in the process all 12 months yields the best results. Check with your activists; make sure they are communicating with their neighbors and their public officials and that the right messages are flowing in the proper directions.Learn more about grassroots lobbying during the Holding Elected Officials Accountable Workshop on April 10 and 11 or during the Grassroots Lobbying Webinar on April 10th. >

The Leadership Institute, in partnership with The Heritage Foundation and Faith & Freedom Coalition, launched today Issues that Unite: Latinos and Conservatism (ITU). Experts in education, and economic public policy as well as Hispanic media will teach at seven workshops to engage Latinos and activate conservatives.The series of workshops will be held in six states with large Hispanic communities. You can see them on LI's 2013 training calendar.“America's emerging face requires a shift in outreach efforts,” said Paulo Sibaja, Director of Coalitions at the Leadership Institute. “Conservatives failed to communicate our proven philosophy to Latinos effectively. That is why we have launched the first phase of a long term project to reach Hispanics. Through our efforts that merge policy and practical training, conservatives and Hispanics will lead the nation hand in hand.”“Opportunity is precisely what Hispanics are looking for when we consider what's desperately needed to return America to what so many of us came here looking for,” said Israel Ortega, Editor of Heritage Libertad at The Heritage Foundation. The Heritage Foundation is the nation's most broadly supported public policy research institute, with hundreds of thousands of individual, foundation and corporate donors. “Hispanics consider family and family cohesiveness a valuable pillar of their community. Our shared faiths are as diverse as the community and the desire for freedom is evident in how we live our lives,” said Gary Marx, Executive Director of the Faith & Freedom Coalition. The Faith & Freedom Coalition is a non-profit organization with an avowed commitment to educating, equipping, and mobilizing people of faith and like-minded individuals to be effective citizens.>

On a snowy Wednesday morning, the Leadership Institute welcomed Dr. George Nash, author of The Conservative Intellectual Movement in America Since 1945, for LI's monthly Wednesday Wake-Up Club Breakfast.Dr. Nash is an independent scholar, historian, and lecturer. He specializes in twentieth century American political and intellectual history, which includes the life of Herbert Hoover and the legacy of Ronald Reagan. Dr. Nash is also a senior fellow at the Russell Kirk Center for Cultural Renewal.While sharing President Reagan's original vision for America, Dr. Nash reminisced, "Reagan could make his point sharply without offending people. His humor had an ecumenical quality.”He went on to explain how President Reagan feared that America's memory was slipping away. Dr. Nash described the challenges to Reagan's vision of American exceptionalism.President Reagan once said, “I am not a great man. I am a man of great ideals.” Dr. Nash implied that many who intend on running for office or are in office today should embrace a similar mindset.Jean Morrow, an intern in the development department atLI, said: “It was a sobering experience listening to Dr. Nash talk about President Reagan and how he cultivated the idea that America is exceptional.”Dr. George Nash closed with the notion that Reagan had a national narrative that still resonates today: “If he can rally the city on the Hill, why can't we?” Please join LI at April's Wake-Up Club Breakfast on April 3 to hear Gun Owners of America's Executive Director Larry Pratt. Sign up here. >

Last week 80 conservative activists gathered at the Leadership Institute headquarters for an intense four day Campaign Management School (CMS).Tea party leader from Charleston, South Carolina Dean Allen said, “I have been involved in politics since I was the Galveston County youth chairman for Barry Goldwater in the 1964 presidential race. I ran Ronald Reagan's GOTV operation in Galveston County. I consider myself an expert in politics who is well trained and knows the ropes very well. I was very pleasantly surprised at the quality of instruction, the broad scope of activities covered, and all the things I either did not know as in depth as I had thought; or, at the technology and newer methods that are more efficient. I learned a huge amount every day! I strongly recommend the educational programs of the Leadership Institute to any conservative activist who cares about the future of our republic and plans to be involved in the process of saving America.”Twenty-two of the nation's top political operatives served as volunteer faculty to these 80 aspiring campaigners. On day one Mike Rothfeld, president of SABER Communications, taught LI students the “Real Nature of Politics” and how to organize a campaign.Leah Holloway, a grassroots activist from Norfolk, Virginia said, “What a breath of fresh air! Rothfeld's delivery was awesome. His lecture was informative and truthful. I just can't get enough of this man! His insights make me question what I thought I already knew.” “ABCs of Polling,” lecture was taught by Tyler Harber, a partner with Harcom Strategies, where he described the purpose of polling and emphasized the importance of polling strategy.With 22 seasoned faculty, the lineup included: Mark Kelly, deputy chief of staff for Congressman Tim Huelskamp, who lectured about the importance of precinct organization; John Tate, president for Campaign for Liberty, who taught students the ins and outs about fundraising via direct mail; Terry Campo of The Campo Group who taught about opposition research; Edward King, director of programs & operations at Young Americans for Liberty, who spoke on different strategies for getting out the vote; Jordan Lieberman, president of CampaignGrid, who gave a great lecture on the newest campaign technology; Steve Sutton, former chief of staff to three freshmen Members of Congress and presently, LI's vice president of development, who spoke on message development; and many others.Elisabeth Jessop, currently a campaign manager, said, “I loved the lecture on developing your message by Steve Sutton. The four boxes was a great illustration of how to approach political opponents and how to create a positive message to your supporter!”The training saved the very best for last when Leadership Institute President Morton Blackwell lectured on the handling of negative information. Amazingly, students were still eager to learn more after four days of intensive training.Personhood Florida state coordinator Brenda Macmenamin said, “My favorite was Morton Blackwell just talking to us. To realize how much impact this one man has had was very encouraging!”To see photos of the week-long training, check out the pictures on Facebook here.LI's next Campaign Management School is the week of June 3. Go here to learn more and sign up. To see what other trainings LI offers, go here to see the upcoming schedule. >

A common misconception is to keep recruiting until you have enough volunteers. The problem is if you are running an effective campaign you never have enough volunteers. Let's face it --life happens. People will cancel and bail on you at the last minute. Unforeseen tasks come up and in the campaign world you need to learn to expect the unexpected; what can go wrong, often does.In order to save you the often avoidable stress and wasted time of having to scramble at the last minute to find enough people to accomplish your goal, make sure you never run out of volunteers with these quick tips.* Have something for them to do. If you aren't prepared with projects for your volunteers, you will appear unorganized and it will reflect poorly on your campaign or organization. Without work, volunteers will get bored and go home and may never come back.*Treat them well. Remember, your volunteers are giving up their time – and we all know time is money. Make sure you feed them and thank them for sacrificing their time. Treating volunteers with respect may seem like a given, but you'd be surprised to know how many instances I've seen where this isn't always the case.*Never stop recruiting. Recruitment is a fulltime job – it never ends. You should always be searching for new volunteers and encouraging folks to sign up to volunteer for your candidate or cause. You need to be bold and ask people to volunteer; they aren't going to be knocking at your door, so you need to find them. If you have 30 phones to fill, don't recruit 30 volunteers and think you've succeeded. Keep recruiting and constantly look for ways to bring new people on board.Give ‘em a title and get ‘em involved. There is always something to be done. If you don't have work for volunteers to do, then you need to reevaluate your campaign! Recruitment doesn't have to be a tedious task. In fact, it can be an effective tool to mobilize supporters to your campaign or cause. Volunteers are your biggest asset -- now go recruit!This article is a part of a regular “Expert Insights” series which delves into the mechanics of political technology. LI staff, faculty, graduates, and conservative friends are welcome to submit an article by contacting Lauren Day at Lauren@LeadershipInstitute.orgHeather Homan is the Leadership Institute's political training coordinator and manages LI's week-long Campaign Management Schools and Future Candidate Schools. Before coming to LI she worked five years for U.S. Senator George V. Voinovich (R-OH) in his state office and later on Capitol Hill. She currently is the national committeewoman for the Young Republican Federation of Virginia, where she also serves as chair of the YRFV's outreach committee. Locally, Heather serves as the membership chair for the Arlington Falls Church Young Republicans. Heather is a 2005 graduate of The University of Toledo, where she received a B.S. in Criminal Justice and also holds a Master's in Organization Development from Bowling Green State University's College of Business. >

We were talking about New Year's resolutions in the office today, and aside from the regular ‘get in shape' resolutions, I heard a couple of great ideas. To help you think up a good list of resolutions, and then make it easy to keep them, I'll share a few ideas with you.* Become a great public speaker – For public speaking skills, practice is key. But, practice doesn't make perfect. You can just end up cementing bad habits and embarrassing yourself. So, start by learning from public speaking experts at the Leadership Institute's Public Speaking Workshop.*Change your community – Do you want to make a difference in your community, but don't know where to start or how to be effective? Go to the Leadership Institute's Youth Leadership School and Political Activism Trainings in your area to learn techniques from seasoned activists. *Be more tech savvy – The internet and smart phones are taking over our everyday lives. Learn to harness technology to make your voice heard online at LI's Online Activism and Strategy Trainings.*Run for local office – Sounds scary, huh? See if running for office is for you and learn how to be an effective candidate at the Leadership Institute's Future Candidate School. Learn from the experts – former candidates and consultants.*Pay the rent – You can't save the world if you can't pay the rent. Excel at raising funds in your current position, or get a job raising money for conservative orgs or campaigns. Learn how to effectively raise money at LI's Comprehensive Fundraising Training.Hope you enjoyed the holidays, and good luck with your 2013 New Year's resolutions! >

The Leadership Institute welcomed Kate Obenshain, writer, speaker, and frequent Fox News guest, to its monthly Wednesday Wake-Up Club Breakfast. More than 90 conservatives came early Wednesday morning to hear her discuss Divider-In-Chief, her latest book, and how President Obama has deceived Americans with his hope and change rhetoric.Kate specifically focused her speech on young Americans and how the Obama administration has affected them.As she wrote in her book, “Barack Obama has played young people. He reached out to them with soaring speeches championing unity, and they responded to his call to transcend differences and engage in a new kind of politics. In fact, they responded with more enthusiasm, more genuine hope than any other demographic. And the president repaid their trust with betrayal—becoming not the great united, but the most divisive president in history. He has robbed them of current and future prosperity, perverted their understanding of the value of hard work, ambition, and the American dream, and poisoned their optimism—the very optimism he used to soar to victory in 2008.”Kate has held many distinguished posts from being the first woman chairman of the Republican Party of Virginia to an appointee for Governors Allen and Gilmore on the State Council of Higher Education to chief of staff to Senator George Allen and serving as vice president of Young America's Foundation. She has four children and is a regular on Fox News and in other media.After Kate's talk, attendees had the opportunity to buy her latest book, Divider-In-Chief: The Fraud of Hope and Change, in person and receive an autographed note.To listen and watch her full remarks Wednesday, please click here for the video. >

“This message is of hope—it's also of despair,” began conservative pundit Jack Hunter at Wednesday's Wake-Up Club Breakfast at the Leadership Institute. The breakfast, held the first Wednesday of each month, brings a leading conservative to speak to LI supporters.Jack encouraged the audience of 70 at this month's event to responsibly vote and hold elected officials accountable. Jack is a columnist for The American Conservative and the Charleston City Paper, and is a Contributing Editor to Young American Revolution. He also regularly appears on Sirius XM and is involved with many other organizations.“The core definition of conservatism in the United States is something I like to call—and I didn't coin this—the Goldwater-Reagan legacy. The idea that the government that governs least governs best,” Jack said. “The idea that government is bad: that is American conservatism.”Jack echoed Reagan's 1981 inaugural address, “Government is not the solution to our problems. Government is the problem.”This is the main ideological discrepancy between true conservatives and their liberal counterparts, Jack argued.“The conservative grassroots desperately want that limited-government champion Republicans have always promised—and yet so many times, time, time and again, have never delivered,” Jack lamented. “They want the real deal.”Jack wants conservative politicians who fight for a decrease in the size of the government.“I do think things are finally getting better. You know, the term ‘conservative' used to be something very unique in our politics,” Jack said. “If you go back to the time of Barry Goldwater, or even right before that, to be a conservative was something sort of out there. It meant something specific.”“Nowadays, especially in the Republican party, the term ‘conservative' is widespread,” Jack said. “Everybody, from the most moderate (or I would dare say ‘liberal') Republicans to the actual conservatives like to call themselves conservatives. It's good branding. It helps get you elected.”“The term ‘conservative' is as popular as it ever was, but actual conservatism still hasn't got the job done,” Jack said.He proposed a solution to this problem.“The Leadership Institute has been instrumental in carrying these conservative ideas forward,” Jack said. “I think, moving forward, whether it's the TEA Party, or pushing forward these conservative candidates—this is, in a large part, a youth revolution. It's just like Barry Goldwater of 1964, and Mr. Blackwell was there.”Jack continued, “We all know that those young ‘damn Goldwater people'—those kids—became the modern American conservative movement. And they changed this country, and they changed American politics. Well, I dare say it's happening again. It's not only the TEA Party, but it's sort of this youth up swell that is represented by groups like the Leadership Institute who are going to reclaim conservatism in the way that Ronald Reagan meant it, and are going to push it forward in the way Barry Goldwater always dreamed it could,” Jack said.Jack ended on a high note, “I'm so excited about the future—despite how much big government we have now. I think we can finally really begin to turn things around.”For future LI Wednesday Wake-Up Club Breakfasts, please go here. >

Thank you for your support as I accepted the 2012 James C. Dobson Vision and Leadership Award. Your attendance at the Family Research Council's Faith, Family and Freedom Gala was a tangible display of your commitment to defend traditional values against those leftists who seek to fundamentally transform (i.e., ruin) our country. In the late 1960s and 1970s, left-wing efforts to undermine traditional values prompted social conservatives to get involved in politics. Like many of you, I took action. The subsequent formation of ad hoc coalitions grew into oday's conservative movement. Despite numerous conservative victories since then, the assault on family values and religious faith continues. Here are just a few chilling examples of leftist bias and abuse my staff exposed this year through the Leadership Institute's campus website, www.CampusReform.org: ·Professor wants to reduce human population by ‘controlling human fertility' ·Lutheran university announces opposition to traditional marriage amendment ·University of Southern Mississippi professor: ‘Anti-gay' Chick-fil-A needs to be removed from campus ·College professor: 'Jesus was a Muslim' ·Obama's DOJ Forces University to Allow 38 Year Old Male to Access Women's Restrooms ·Same-Sex "Marriage" Supporters Assault, Spit on Pro-Marriage Students The left is relentless, but so is my faith in the Almighty to use our powerful movement to fundamentally save America. That's why your support of the Family Research Council, my Leadership Institute, and other conservative organizations means so much to me. There is truly a crisis in America today. However, I am encouraged by good people like you who actively fight for faith, family, and freedom. On behalf of the Leadership Institute staff (photo enclosed), I thank you for the honor to fight alongside you in this battle. Cordially, Morton C. Blackwell President Leadership Institute