Why Emotion Matters More Than Money in Fundraising
When I step onto the stage at a benefit auction, I’m not just there to call out numbers. I’m there to hold space for something far more powerful than a paddle raise or a final bid. I’m there to move hearts.
Over the course of more than 3,000 fundraising events, I’ve seen the full spectrum of generosity, from the quiet donor who gives without fanfare to the bidder who sets a record just because the cause hit home. And through it all, one truth has stayed with me: the most successful fundraising events aren’t the ones that raise the most money. They’re the ones that leave people changed.
They’re the ones where giving feels deeply personal, not transactional. Where the mission lives and breathes in the room. Where emotion, not just strategy, is what unlocks generosity.
Giving Is Personal. It Should Feel That Way.
At its core, giving is an emotional decision. People give when they feel connected, when something stirs their compassion, ignites their sense of purpose, or reminds them of what really matters. That connection doesn’t happen by accident. It’s crafted through tone, storytelling, energy, and trust.
I’ve seen it play out in real time. A donor hears a story about a child helped by the organization, and suddenly, that donor sees their own grandchild in that story. They aren’t just giving to a nonprofit anymore, they’re giving to someone. And in that moment, the bid they place becomes more than a number. It becomes a reflection of their heart.
That’s the kind of experience that stays with people. And it’s the kind of moment I aim to create at every event.
The Role of Emotion in the Room
Fundraising isn’t just about reaching a financial goal—it’s about creating a shared experience. One that makes people feel proud, inspired, and deeply connected to the cause and to each other. When people feel, they remember. They talk about it. They come back.
When emotion is present in the room, it creates a ripple effect:
- People are more attentive.
- They give more generously—and often more spontaneously.
- They leave feeling fulfilled, not just entertained.
I often say I’m not there to perform, I’m there to reflect the spirit of the organization. To serve as a voice for the mission. And to help people experience something that goes far beyond the auction list.
Money Is a Metric, But It’s Not the Whole Story
I’ve been fortunate to help raise over $1 billion for organizations across the country. That number is humbling, and I’m proud of it. But what matters even more to me is how that money was raised.
Did the guests feel joy? Did they cry at a story that touched them? Did they laugh out loud during a paddle raise and high-five the stranger next to them after making a gift? Did they leave feeling like they made a real difference?
Because that’s what builds loyalty. That’s what brings people back next year and the year after that. Emotion lays the foundation for lasting engagement.
You can hit your fundraising goal and still miss the moment if your guests leave feeling disconnected. But when they feel something deeply? That’s where true transformation happens.
Every Event Has a Story. We Just Have to Tell It
No two events are alike. Some are elegant galas; others are casual community gatherings. But they all have a story. My role is to help tell it—to draw out the mission in a way that resonates with the room.
Sometimes that means slowing down when I see people tearing up during a tribute video. Sometimes it means building momentum with humor when energy is dipping. It always means reading the room, staying present, and leading with empathy.
Because when people feel emotionally safe, inspired, and seen, they give from a deeper place. And that kind of giving creates impact that goes far beyond the numbers.
Why Emotion Creates a Legacy
The most generous donors I’ve met over the years didn’t become lifelong supporters because they were impressed with the auctioneer or wowed by the venue. They stayed connected because they were moved. Because someone helped them feel the heart behind the mission.
And once they feel that? It becomes a part of them. They give more. They share your story with others. They invite friends to your next event. That’s the power of emotional engagement. It builds legacy.
Let’s Create That Moment Together
If you’re planning a fundraising event and you want to move more than money—if you want to move hearts—I’d love to help you create that kind of night. The kind people remember. The kind people feel.
Because when giving comes from the heart, the results speak for themselves.
