The Sales Pitch

[One of our speaking modules from 1990]: Years ago friends of ours were lured to a sales presentation by the guarantee of winning a prize; either a microwave (that's what they wanted), T.V., refrigerator, etc. You've heard of those before.

If they bought a life-time supply, $2500 worth of soap – that would clean everything from the car to the dog – they would also get the prizes free. What a sales pitch! Someone went to great lengths to sell soap.

Back in 1978 after we were married my wife and I read Shadow of the Almighty by Elizabeth Elliot. You may know of it – the story of her husband, Jim Elliot, and four other men who were speared to death by the "Auca" Indians in Ecuador. They were martyred in 1956 while trying to take the Gospel to this unreached group. 

The actual reassembled remains of Nate Saint's Piper on
display at  MAF's headquarters in Nampa, ID

This story has been the initial motivation for thousands of people over the years to get involved in missionary service. And so it was with us. The death of committed missionaries led to our choice of a mid-life career change with Wycliffe Bible Translators.

Later, while attending a class at Wycliffe's support center in North Carolina, we all shared about how we were led into missions work. All ten of us had read Shadow of the Almighty. No promise of a washer, dryer or microwave . . . nothing to keep the dog clean. But we wanted to be involved in giving the Word of God, whose message received in faith, will cleanse the souls of those who have, as yet, never heard that Christ died for them.

That's how we were introduced to missions. We didn't know what that commitment would lead to, but we made it. If we'd known what we would go through later, I hope we would have had the fortitude to stay with it.

2013: Well, we did stick through it and continued to serve - and have since in various ministries. Now I found myself back at the origin of our missionary quest. As I arrived for an interview at MAF's headquarters today, I came face to face with an element of that story of 1978 when we read that book, and others since. What an emotional moment as I stood in front of what has been for thousands a call to give our lives in Kingdom service. 

Mailbox Missionaries

Overhearing a conversation between my wife and me about bills and our limited funds, our 9 year-old daughter piped up, “Maybe there will be a check in the mail today for $200!”

In 1989, after being accepted as approved missionary candidates with Wycliffe Bible Translators, it was recommended that I get further training in avionics and acquire my FAA General Airframe Mechanic certification in order to better serve in Communications – my technical support missionary position would require installation of radio equipment and antennas on aircraft. Having recently left my position with Eastman Kodak as a Field Engineer – and its relatively secure salary and benefits – our family of 6 was residing in East Tennessee while I attended Moody Aviation.

But while we were only approved candidates, we could not raise financial support through Wycliffe until this course was completed and we were ready to continue our Wycliffe training. So, we had written our friends, explaining to them our quest toward missionary service, and left it to the leading of the Lord through them for our personal support . . . we were now “Mailbox Missionaries.” 

Later that day the mail was opened and there was, indeed, a check for $200; the faith of a little girl and her family was fulfilled and strengthened. Through these vignettes of God working through His people, we were able to trust that our support would be realized and His work would go on as an extension of those who supported and prayed for us.

Such is the plight of para-church ministries and nonprofit charities that do not receive government funding, but rely primarily upon the generosity of donors in order to provide critical relief and services to the remote, disadvantaged, victimized, homeless, poor and needy. This work is only possible through the partnership of others who sense the call to reach out and fulfill the command of God to treat these people as we would the Lord Himself.

Many bemoan the numerous pieces of mail that tend to flood our mailboxes. But I realize that educating the public on services ministries provide and the opportunity for changed lives is often the only way the average person will know of that work. Many times I’ve heard donors make the comment, “I didn’t realize you did all this”; and this from those who have been supporting the organization for years!

Public concern for the percentage of donated funds used for solicitation is warranted. Interested donors can check out charities on websites such as Guidestar.org and review nonprofits’ 990 reports. If a 990 is not available, it is often an indication that the charity is reportedly operating as a church, and therefore not required to file a 990. Donors should carefully consider religious charities transparency in reporting information such as program, administration, and fundraising ratios as good stewardship of their giving.

However, the mechanics of fundraising and accountability should not be allowed to overshadow the ministry accomplished by small charities that exist primarily as “Mailbox Missionaries.” The response envelopes that come in the mail each day are the lifeblood of critical services and can often limit the ability to sustain ministry. When you consider supporting a ministry beyond your normal church tithe, consider if that organization is utilizing every inch of its facilities, every donated penny, and every offered prayer for the service of others and to the glory of God.

And the next time you see that envelop in your mailbox, remember a little girl and a young missionary family whose faith was answered through someone responding to a need. The possibilities that your support provides toward the faith of the organization and those individuals and families that benefit are endless. Your investment is an extension of the church’s responsibility to reach out to a needy world – and often, it is through a response to a piece of mail. 

Community Renewal as Incarnational Mission

Missonal, Incarnational, and Stewardship are terms that are too easily tossed about these days. In order for the people of God to bring about flourishing in our communities we need real definitions and concrete manifestations, rather than vague illusions of what they mean.   

Urban Homeless Shelter

I believe to be, or take part in something missional is to become part of what we recognize God is already doing in the community (missio Dei). This requires examination of the sociological, historical, and political conditions in which the Church—and our ministry—must become the visible expression of God to the world. When these realities are properly merged we see truly incarnational mission at work – through which we become stewards of God’s grace, justice, and resources of the Kingdom.

An incarnational mission involves our “real and abiding presence” in the community that bears fruit for both the local church and the urban environment. One cannot become part of the organism of community unless he or she becomes intimate with its “cultural rhythms, life, and geography” (2003a, 39); as Ronald Sider shares, “Holistic ministry is incarnational ministry . . . it’s God fleshing out the truth of the Gospel.” It is not only helping others in the community, but inspiring the church member and stretching themselves outside their traditional sphere of influence (2002, 27). Are we bold enough to commit to an incarnational model as sufficient to match the changes in culture and polity we face in this new millennium?

When efforts are not incarnational, little of lasting note gets done – this can lead to negative issues . . . and those seeing themselves in the “crosshairs” of perceived do-gooders begin to see themselves as “targets” rather than in community (2003b, 108). Becoming part of our community through assimilating its culture and recognizing context takes time and effort, which is necessary in order to build a missional bridge of any permanence. 

Fresno Rescue Mission's new Save the Children Home

This integration will take visionary church leaders who are able to assess the needs of the community, as well as considering the strengths within a congregation, and to build individual team leaders who can lay the groundwork for a safe and appropriate missional outreach (2006b, 32). I mention “safe” as there is danger in not considering the full impact of an urban environment when developing programs. This type of missional outreach can allow people to step beyond the “soup-kitchener” experience and into a more personal and contextual missional expression of their faith and lifestyle. 

Such change can only come through a concerted effort of our church leaders, ministries and community agencies in creating a bias for action through educating congregants in missional stewardship of all that they control – time, treasure, and talents.

Frost, Michael, and Alan Hirsch. 2003a. The Shaping of Things to Come: Innovation and Mission for the 21st Century Church. Peabody: Hendrickson.

Linthicum, Robert. 2003b. Transforming Power: Biblical Strategies for Making a Difference in Your Community. Downers Grove: IVP.

Roxburgh, Alan J. and Fred Romanuk. 2006b. The Missional Leader: Equipping Your Church to Reach a Changing World. San Francisco: Jossey-Bass.

Sider, Ronald J., Philip N. Olson, and Heidi Rolland Unruh. 2002. Churches That Make a Difference: Reaching Your Community with Good News and Good Works. Grand Rapids: Baker.

Vocations Empowered for the Common Good

This morning’s speaker at Grace Brethren Church Long Beach, Dr. Steven Garber, founder and principal of the Washington Institute on Faith, Vocation and Culture spoke on being stewards of our common grace for the common good.  His comments related to how the grace of God in a life committed to Him can impact the world for the Kingdom.  Our vocations, when empowered by God’s grace, fulfill the Church’s responsibility to impact the Kingdom life here and now, not just in the hereafter—socially, politically, and economically.  This discussion recalled my studies at Fuller on social advocacy and in particular one particularly powerful statement by Dallas Willard which gave credence to thoughts I’d had on charitable programs.

Willard makes a similar point to Garber’s in The Spirit of the Disciplines that “charity and social welfare programs, while good and clearly our duty, cannot even begin to fulfill our responsibility as children of the light to a needy world.”  He then boldly calls upon the people of God to “assume the responsibility, under God and by his power, of owning and directing the world’s wealth and goods” (1988:202).  He points out that by doing so, with Christ, the church would be able to reduce the causes of poverty.

That is a level of stewardship the church has not attempted on such a large scale—and likely will not—without realizing that the sacred calling of God is not just within the church, but in all vocations and careers. He continues the challenge by declaring the church should commission men and women into “farming, industry, law, education, banking, and journalism with the same zeal previously given to evangelism and missionary work” (1988:214).

Once the people of God are involved as stewards in influencing the marketplace for the community’s good, they can have a hand in advising public agencies in serving the truly needy.  This culminates in the people of God showing how the church “enters into full participation in the rule of God where they are” (1988:218).  That is true stewardship of all that God has made and put under our authority, including social service to those in need.  Religious control of social functions, as it has been in the past, can be seen as an authentic Christian response to need.  P. Beyer, in Religion and Globalization states that this validates the Christian message (1994:197).

By becoming stewards of God’s love and compassion through charity, the church becomes a centripetal force in the world.  Serving societal needs as part of the soteriological effort of the church is the greatest stewardship of all God’s resources, and becomes the attracting light the world seeks.  In the words of Bernhard W. Anderson, “The nations are attracted to Zion, the spiritual center, because the teaching that goes forth from that source appeals to the deeper human longings for šālom (peace, welfare).  Mission is at its best when it brings something to a people that respond to their deepest desire and quest” (2006:116).

• Beyer, P. Religion and Globalization. Thousand Oaks: Sage, 1994.
• Okoye, James. Israel and the Nations: A Mission Theology of the Old Testament. Maryknoll: Orbis Books, 2006. 
• Willard, Dallas. The Spirit of the Disciplines: Understanding How God Changes Lives. New York: HarperCollins, 1988.

Unexpected Inspiration

It was March 1999. I was nursing a failing business, going to school at night, working part-time for FedEx, and driving a limousine. I was pretty low.

After our furlough in Palm Desert, CA from a three-year missionary term with Wycliffe Bible Translators in the Philippines, we were unable to obtain a new assignment there. I completed a Management course at Summer Institute of Linguistics in Dallas, and was referred to International Relations work, but the director of staffing in Manila office would not allow my wife’s position as a teacher to be our primary assignment so I could intern in the Government Affairs office. Likewise, stateside opportunities were being thwarted by a personnel director refusing to allow me to serve JAARS (our technical service arm) in a field representative position as I had for six years at Eastman Kodak. I was at a stalemate; and so, we resigned a 10 year tenure as technical support missionaries.

Now what to do? Leslie was already teaching in public school, which left me seeking a technical management position in the Coachella Valley where few tech jobs existed. My lack of an undergraduate degree kept me from several promising positions, even though I was told I was overqualified. After the rejection of Wycliffe and these interviewers, I was a bit desperate.

My wife suggested I start a business, as I knew a lot about radios; so I did. I developed a business plan that thoroughly impressed a business loan manager. With an SBA loan and my retirement funds I dove into self-employment. Setting up shop, a sprinkling of sales, repairing CBs for truckers, and developing a tracking system for the local transit company was a great challenge for me. Ultimately, my small draw against a meager net profit slowly drained the business. When the transit manager gave the contract to a relative rather than putting it up for bid, and a ruptured appendix put me in the hospital, I was down for the count.

Having moved the business into my garage, I started a three-quarter load at the community college at night and found three part-time jobs to help keep the family afloat. I was now determined to complete my BS degree so that I could advance in management. In addition to school, and fixing radio and data equipment for two FedEx stations, I started driving a limousine. Although the clients were often glamorous, the level of my self-worth was not.

I picked up the Lincoln Town Car and the client order and headed west on the 2 ½ hour trip to Claremont to pick up a Mr. Drucker. As the elderly gentleman settled into the front seat and we began some small talk, it occurred to me who he was. Wait a minute, I exclaimed . . . “You are THE, Dr. Peter Drucker!” He smiled and said, “Ja, that is me.” I almost wrecked the car.

I am sitting with the worldwide guru of management captive in my limo for two and a half hours . . . as the commercial says – Priceless! He asked about me and I poured out my story, leaving out no detail or the current state of my frustration. He was a most gracious counselor and mentor to me during that drive back to the desert as the keynote speaker at some conference. He put off those interviewers as the loser, not me; the unethical practice of the transit manager; and shortsightedness of the Wycliffe personnel managers. Quoting Teddy Roosevelt, he said, “Failure is the backdoor to success.” Experience is much more valuable than the degree, he said; the piece of paper says nothing of your actual abilities to succeed in business. However, he did encourage me to finish my studies, promising that they would complement my experience.

Of course I told the dispatcher that I would drive Dr. Drucker back the next day. A tired Dr Drucker slept most the way back, but took the time to further encourage me in my endeavors, telling me that he saw great promise in someone with the courage and fortitude to keep up such a load to provide for his family.

Within months I became Administer for a commercial business, then General Manager of two RV Resorts, and subsequently CEO of two ministries in need of restoration. After completing a graduate-level certificate in Nonprofit Organization Management at UC Riverside, two years ago [now 7 years ago] I took a shortcut into an MA in Global Leadership at Fuller Theological Seminary.

Thank you, Dr. Peter Drucker, for your inspiration during a limo ride.

“All things work together for good to those who love God, to those who are called according to His purpose.” Rom 8:28.

PS: On June 11, 2011 I walked across the stage and received my MA in Inter-cultural Studies: Global Leadership from Fuller.

Fundraising isn't about the ASK

The ASK is all about relationship and trust.

I have a lot of experience in nonprofit ministry wherein we are dependent upon others for support of our programs, operations, and our salary.  A difficulty of most organizations in this sector is fundraising; asking people for money.  I believe that is due to a lack of a focus on trust and relationships.

Much of nonprofit fundraising training and practice focuses on marketing and communication.  Too much, I think.  What that focus may not clearly understand is that people want to be an integral part of the doing of good – of the ministry which meets needs and changes lives.  What they don’t want is to be seen and used as a “target.”  But all too often nonprofits see and use their clientele and donors as targets: one to do good to, and one to fund it.

Both our recipients and our donors want to have a relationship with us – but on their terms, for their purpose.  I think the secret of successfully providing services and responsible fundraising lies in how we relate to them. For both, respect must be openly given, without expectation of reciprocity.  How do we provide respect?  Through our relationship and building trust . . .

My learning curve began as a technical support missionary with Wycliffe Bible Translators as we learned their partnership development (i.e. fundraising) mantra of “Full Information, No Solicitation.”  When Leslie and I built relationships and communicated the mission and vision of Bible Translation, this brought buy-in and people desired to trust us with their investment. It didn't hurt that we traveled across the country with our four children in a '74 VW Camper and people we stayed with saw us interact as a family, warts and all.

This paradigm was clarified for me so powerfully today through a video from the TED Conference and an unlikely teacher of the ASK, “Amanda Palmer: The art of asking” (click to view)  I think you will understand as you share in Amanda’s experience in building relationship and trust as you watch.

Are you willing to become as vulnerable to, and trusting of your clientele and donors?  It's what the ask is really all about.

Mailbox Missionaries

Overhearing her mother and my conversation about bills and our limited funds, our 9 year-old daughter piped up, “Maybe there will be a check in the mail today for $200!”

In 1989, after being accepted as approved missionary candidates with Wycliffe Bible Translators, it was recommended that I get further training in avionics and acquire my FAA General Airframe Mechanic certification in order to better serve in Communications – my technical support missionary position would require installation of equipment and antennas on aircraft. Having recently left my position with Eastman Kodak as a Field Engineer – and its relatively secure salary and benefits – our family of 6 was residing in East Tennessee while I attended Moody Aviation.

But while we were only approved candidates, we could not raise financial support through Wycliffe until this course was completed and we were ready to continue our Wycliffe training. So, we had written our friends, explaining to them our quest toward missionary service, and left it to the leading of the Lord through them for our personal support . . . we were now “Mailbox Missionaries”.

Later that day the mail was opened and there was, indeed, a check for $200; the faith of a little girl and her family was fulfilled and strengthened. Through these vignettes of God working through His people, we were able to trust that our support would be realized and His work would go on as an extension of those who supported and prayed for us.

Such is the plight of para-church ministries and nonprofit charities like the Long Beach Rescue Mission that do not receive government funding, but rely primarily upon the generosity of donors in order to provide critical services to the homeless, poor and needy. This work is only possible through the partnership of others who sense the call to reach out and fulfill the command of God to treat these people as we would the Lord Himself.

Many bemoan the numerous pieces of mail that tend to flood our mailboxes. But I realize that educating the public on services that we provide and the opportunity for changed lives is often the only way the average person will know of our work. Almost every time we conclude a tour of our facility we hear the comment, “I didn’t realize you did all this”; and this from those who have been supporting us for years!

The concern of the public for the percentage of their donated funds used for solicitation is warranted. Responsible and concerned donors can check out charities on websites such as Guidestar.org and review nonprofits’ 990 reports. If a 990 is not available, it is often an indication that the charity is reportedly operating as a church, and therefore not required to file a 990. Donors should carefully consider religious charities not filing 990s; this lack of reporting limits accountability of nonprofits and shields information such as program/administration/fundraising ratios from public scrutiny and limits the donor’s responsibility as a steward of their giving.

However, the mechanics of fundraising and accountability should not be allowed overshadow the ministry accomplished by small charities who exist primarily as “Mailbox Missionaries.” The stack of response envelopes that come in the mail each day (some stacks a lot smaller than we’d like) are the lifeblood of critical services to the poor and needy and can often limit our ability to offer that hand-up and the opportunity for a changed life. When you consider supporting a ministry beyond your normal church tithe, consider if that organization is utilizing every inch of its facilities, every donated penny, and every offered prayer for the service of others and to the glory of God.

And the next time you see that envelop in your mailbox, remember a little girl and a young missionary family whose faith was answered through someone responding to a need. The possibilities that your support provides toward the faith of the organization and those individuals and families that benefit are endless. Your support is an extension of the church’s responsibility to reach out to a needy world – and often, it is through a response to a piece of mail.