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The Estate Concert as a Philanthropic Tool: Modeled after the private home concerts of the great composer Franz Schubert, the home concert in the European tradition has been the hallmark of my career. The greatest joy of my life is utilizing my music and art collection as a tool to connect those in need with answers. Many years ago, following a public concert, the chief executive officer of a hospital asked me if I would help him raise the final $5 million to complete a capital campaign. He explained to me the difficulty they were having in raising the final $5 million and suggested to me that a series of private home concerts hosted by hospital board members, existing major donors, and hospital executives would provide them the ability to connect with key business and community leaders, and potential major donors in a unique and creative way (click here to see examples of inivtations used for the private concert). He predicted to me that people would respond to an invitation to a home concert more readily than they would a public venue. Burned into my memory is a statement he made: "The best way to raise funds is to raise friends first and what better place to raise friends than a private home." I was at the time skeptical because I knew nothing about fundraising but captivated by the enthusiasm of the CEO, I agreed to help him. What would follow changed my career and more importantly, my life. Six months later, and in the span of one week, I donated six home concerts with a combined audience of 415 invited guests in attendance. Not only was the $5 million raised, but an additional $750,000.00 was raised. The RSVP rate for the invitations was a remarkable 85% and each home was filled to capacity. In a highly competitive fundraising environment, the home concerts proved to be a relational and fundraising philosophy that utilized the private home as a unique and powerful platform to connect the mission and vision of the hospital with others. Following that week of concerts, I vowed never again to perform for entertainment purposes only and stopped my pursuit of a public concert career. From there on out, I promised myself, each and every concert would be for a specific reason that served to meet a need for the greater good. Consequently, I have not charged a single performance fee since.
The Applications of the Estate Concert as a Fund Development Tool: Every year I perform many private home concerts on behalf of highly select nonprofit organizations utilizing the estate concert as a way to communicate the philanthropic vision and mission of the organization to select invited guests. It is through these inspiring home evenings that people are brought together in a spirit of friendship to learn of the valued work of these organizations and important relationships are formed with philanthropists, community, business, and social leaders. To the right you will see but a handful of the many home concerts that have taken place over the last twenty years. By clicking on one of the images, you will be taken on a fascinating tour of these estates where those with hope were brought together and inspired to give to those in our world who lack hope. I believe everyone wants to give and make a difference. The home concert has proven to be a powerful portal of philanthropy through which people can fulfill that desire. The home concert is, in most cases, not an active fundraising event and yet, over the last several years many millions of dollars have been raised in support of the work of select nonprofits. Someone once said that if you raise friends first, then you will raise funds. I believe that and practice that as a core principle of my personal philosophy of philanthropy. "Through your two estate concerts on behalf of Portland Opera, you have impressed our very sophisticated patrons with your sincere views on philanthropy by clearly articulating the joys and benefits of supporting causes close to one's heart. Our patrons have many opportunities to attend special events, and yet when invitations to your concerts are received, they respond with amazing speed and number. At the most recent concert, our limited space filled in record time. You have helped build stronger ties to our major donors and you planted the seeds of new relationships." - Sharon Benson, Portland Opera, Manager of Individual Giving and Endowment (click here to read letter)
There are three primary applications of the home concert: 1. Donor Acquisition: Today's fundraising environment is as competitive as it can be and every nonprofit organization must continually be about seeking new donors to perpetually secure the mission and vision of the organization. The home concert, as hosted by board members, executives, and existing major donors, has proven to be one of the most effective ways to connect with new potential major donors. People are very quick to respond to an invitation to the home of their friend. The average RSVP rate for a home concert is an astonishing 68%. Many organizations have reported that in the span of one week of home concerts, they directly reached (in a substantive way), more potential donors then they had in the previous two to three years. "You are a master communicator. I learned more about fundraising by watching you in one evening concert then I have learned in the last ten years. Your ability to know where people are and bring them to a place of giving is remarkable. You truly reflect your own heart and life to people." - David Hepburn, President, Ridgemont School
2. Donor Recognition: Organizations continually seek to thank and recognize their donors in a meaningful way. Combatting donor fatigue is critical in the life of the nonprofit. The home concert is a beautiful way to thank donors, to reinforce the relationship, and to inspire them to not only continue their giving, but to volunteer their time and resources. It is common to see donors not only renew their charitable committment following the home concert, but to see them increase their giving. "You are a profoundly generous man with a profoundly relevant message. I want to thank you for what was the most meaningful evening my wife and I have ever experienced with a nonprofit organization. More than anything, I thank you for reminding us in such a powerful way the difference we can make through our charitable giving." - Wesley Mission Donor, Sydney, Australia
3. Super Donor Acquisition: The home concert is a very unique and effective way to connect in a meaningful way with those who have the capacity to make extremely large gifts - gifts of $50,000.00 and upwards. I call them "super donors." "I want you to know that upon our return home from your concert, I sat down and promptly wrote a check to Mercy for $50,000.00. Your words will linger in my heart for the rest of my life." - Mercy Healthcare Donor
There is no greater calling placed on the life of an individual then to become proactively involved, as much as we are able, in the lives of those around us. I am grateful to have been shown a way to use my talents, giftings, and assets to aid others in their quest to wholeness. It has brought a deep personal satisfaction and meaning to my own life. Franz Schubert understood something that few performing and visual artists today seem to understand: the greatest symphony hall and museum ever built is actually the private home - for the purpose of music and art is ultimately, to share. It is in sharing that we connect with others in a meaningful and life changing way and inspire them to then share their lives with others.
It is called philanthropy ... the love of mankind.
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Examples of The Estate Concert
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"It is difficult to determine which element of your performance was the most enjoyable ... your musical performance, your eloquent and emotional words, or the showing of art. All three were inexpressibly wonderful. You are truly a gifted and talented individual. What I have read about you and your performances in the past is true - your performance is a moving experience that does indeed change one's life. Your words on philanthropy and the importance of giving are ones that I will never forget. From my perspective as a fundraising professional, I can tell you that your message is one that all donors need to hear. You were able to point out what giving is really all about. From the tears in the eyes and the expressions on the faces of our donors that evening, I was able to tell that your message definitely made an impression. The next morning, our phones were ringing off the hook with donors calling to say what a wonderful time they had." - Carolyn Sentelik, Assistant Director of Development, Akron General Development Foundation (click here to read the letter) |
Christian Thomas Lee Performing in a Private Estate Concert |
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