If your gala feels like it’s drifting toward “same night, different centerpiece,” you’re not imagining it.
In this 501(c) Drop, Leya Simmons (CEO and Co-founder of BetterUnite) sits down with benefit auction powerhouse Shannon Eason (Founder & CEO of Everything Gala) to talk about what’s changing in event culture and what nonprofits can do right now to keep guests engaged while still driving strong revenue.
Shannon has spent decades running benefit auctions coast to coast, and she doesn’t deal in fluff. This conversation is packed with practical, field-tested ideas that help events feel more modern, more inclusive, and more effective without turning the night into a nonstop money grab.
Early in the conversation, Shannon names a trend many teams are experimenting with: moving away from the traditional formal, seated dinner in favor of casual receptions, food stations, and “mix and mingle” formats.
The catch is simple: standing guests talk.
Shannon’s core pro tip is blunt for a reason: a seated audience is an attentive audience.
If your event structure is more casual, you can still win. You just need a tighter plan for transitions and timing.
One of the most tactical “why is this not everywhere?” ideas from this episode is Shannon’s recommendation to add a countdown clock on screens leading up to program start.
It works because it removes uncertainty and prompts action:
This isn’t just a nice-to-have. It’s a control lever for flow.
Shannon doesn’t treat “VIPs” like a vague concept. She wants names.
She compares it to The Devil Wears Prada style support: a VIP book that helps her recognize key people and greet them personally. When you welcome someone by name, you’re not just being polite. You’re reinforcing belonging.
Other relationship-forward tactics she recommends:
This ties into a broader theme of the episode: relationships are the real engine. The event is the spark, but what happens before and after is what determines long-term growth.
Shannon’s take on event stagnation is simple: a town that doesn’t grow dies. Organizations are no different.
A once-a-year ask with minimal touchpoints in between is a recipe for churn. Guests might still show up, but they will not deepen.
Instead, Shannon emphasizes the need for a gratitude plan and post-event relationship building. The hard truth she shares: the week after the gala can be harder than the week before it, and the teams that win long-term are the ones who prioritize appreciation and follow-through, not just cleanup.
A key moment in the episode is Shannon’s distinction between:
The goal is not to cram the room with games. It’s to pick the right few, place them at the right time, and keep asks aligned to the guest experience.
If your crowd loves Heads or Tails but you want it to feel newer, Shannon suggests swapping to an inflatable dice format:
It feels fresh, fits themes like casino night, and keeps momentum without reinventing the wheel.
Instead of quietly grabbing bottles off a table, Shannon recommends turning it into a ring-toss style moment:
It’s not only about the dollars. It creates a gathering point, a cheering section, and energy in the room.
Shannon’s warning here is important: do not let a Golden Ticket winner choose from your live auction items. You risk giving away your strongest revenue piece.
Instead:
Bonus strategy: if you only have a few left, sell them from stage as a scarcity moment.
Consignment is one of the most misunderstood levers in auction strategy. Shannon is direct: many orgs need it because fully donated “perfect live auction lineups” are rare.
Her two biggest rules:
She also highlights a smart post-event move: if a trip sells successfully, you may be able to offer additional quantities after the event through a follow-up email, creating a post-event revenue extension.
In other words: budgets can be a checkbox, or they can be a steering wheel.
Shannon’s preferred flow is designed like a roller coaster:
Small operational tips that matter more than people realize:
If you take one tactic from this episode, it might be this.
Shannon describes a simple, quick end-of-night moment:
Why it works:
And one critical operational note: give each person a paddle, not one per couple. Participation jumps.
Shannon closes with something event teams need to hear: new ideas can feel scary, but when you collaborate with professionals who have done it hundreds of times, you can move faster with fewer mistakes.
The point isn’t to throw gimmicks at your gala.
The point is to design a night that feels intentional, modern, and human… and makes it easier for guests to say yes.
Transcript Recording:
Leya Simmons (00:01)
Hi everyone, welcome to today's ⁓ 501c drop from Better Unite. I'm Leah Simmons. I am the CEO and co-founder of Better Unite. Welcome to our Tuesday, always Tuesdays at 1 30 central webinar slash podcast, our 501c drop. I'm really excited about today's topic. As you can see here on the screen, make it fun, make it work, interactive revenue enhancers that drive real results. I mean, we all know that we are
back in gala season. Shannon, my guest here today and I were just talking about this full swing, full throated. Here we go. But what are I see our nonprofits not struggle with but thinking about and I think also our guests kind of expecting.
are some differences, some plays on the ordinary, not our, know, galas as usual. We still need these events, these galas to perform and to do all of the things that we are thinking of, but we also want them to feel fresh and new and innovative. And my guest today, Shannon, has some really amazing ideas in that regard. So welcome, Shannon Eason.
Shannon Eason (01:08)
Well, thanks. It's so great to be here with you, Leah. Thanks for inviting me.
Leya Simmons (01:11)
Of course, I'm so happy I got to meet Shannon last year. We were just talking about this outside of Chicago at a National Auctioneer Association event. And she was very generously doing a ⁓ gala dress swap with other female auctioneers. I love this so much. Your big heart shines way in advance of you, Shannon.
Shannon Eason (01:31)
Oh, well, thank you. Yes. Welcome to my gown room where I have like 135 gowns. And so, so it's kind of like, oh, let's just swap some of those. So yes, some of us auctioneers get together and then we just share our gowns and because you don't want to wear the same one, of course, to two different events. you just swap them around. A guy has it made. He just changes out his jacket or puts on a different tie and it looks different. But women, oh my gosh, we have to put a different gown on. You're talking a different story here.
Leya Simmons (01:46)
No, 100%.
So easy.
Every single time.
100%. All right. Well, I am, I'm going to read a little bit of your bio here that I have. It's a wonderfully storied bio. So I'll also let you do a little bit of introducing of yourself. I, um, Shannon Eason is a fundraising auction expert and true industry icon. As I just noted, an international auctioneer champion who's spent 35 years, 35 plus years, which I can't believe looking at you, but okay.
Conducting benefit auctions coast to coast for organizations of all sizes, helping raise more than $100 million. That's $100 million. ⁓ Shannon is known worldwide for her professionalism, her integrity and innovation. And yes, she's recognized for her gift to sell, but what really sets her apart is her ability to create.
a genuine heartfelt connection with clients and audiences. She knows how to inspire bidders to respond to the call of philanthropy and she measures success by the compliments that matter the most. She understands what we need and Shannon truly believes in our mission. On top of that, Shannon has spent decades giving back as a highly sought after teacher, instructor, presenter and mentor, shaping the next generation of auctioneers and leading workshops nationwide. She's also
the CEO and founder of Everything Gala as of you said January of 2025 right Shannon? Nice where she conducts auctions, consults with nonprofits, speaks nationally and supports affiliates across the country on and off the stage. Shannon I am so glad that you're here.
Shannon Eason (03:25)
Yes.
Well, thanks. Like I said, I'm excited to, I mean, I follow you and I watch your posts and you're so fun and you have so much energy. And I'm like, I can totally relate with her.
Leya Simmons (03:47)
I've been, you know, I don't know that I'm not at 35 years, but I have been around nonprofits and nonprofit events for ⁓ a couple of decades. So I speak the language fluently. I just happen to also speak a tech language now as well. But they have collided and colluded, yep, to put me with you and people like you. And I just love it. It's my favorite thing. I love.
Shannon Eason (04:05)
I'm jealous. I'm jealous of that.
Leya Simmons (04:12)
nonprofit events. frankly think that they are this like a magical time that we get to bring people that support missions together to in real life, communicate, be together, be a part of a collective and in a community. So, and you all as auctioneers and you particularly, the magic, the energy that you all bring is really something extraordinary and so necessary and so needed. So I loved that you had actually Shannon, speaking of LinkedIn, I saw a
post of yours or I'm sorry, I think it was a blog post maybe on this topic. And I was just fascinated by, you know, the idea of like, let's think about ways that we can keep the funds coming in and keep the revenue there, but also create something fresh and new.
Shannon Eason (04:57)
That's what everyone always says. Okay, we've been doing the same thing for years. What do we want to do? But it's really funny. We get stuck in the rut of even when you give someone new ideas, the very first thing they say is, well now we've always done it this way. So they say they want to change, but do they really want to change? that's really the key thing is I like people to at least be open-minded.
let's just throw out some fun ideas and I tell organizations, I'm not here to micromanage you. So I want you to take the ideas that you think sound fun and let's incorporate those. And if there's something that you're like, we're gonna pass on that one, that's okay. So we'll do the things that sound good and make them successful and the other things, I'll wait, watch what you do and then maybe make some more suggestions after that.
Leya Simmons (05:48)
Okay,
well that was actually, you just literally teed up my first question perfectly because it's all about change. So I'd be curious to know before we go kind of suggesting new ideas to some of the nonprofits, what have you seen change ⁓ within the galas and the events, because they're not all galas that you all are working, what have you seen change the most in the past five years or list a few?
Shannon Eason (06:13)
think so many people want to be more casual and they really want to change it up and not have the formal sit down dinner. And then they change. So then they do kind of a standing reception ⁓ and realize that, wow, it was a great in theory, but it didn't work because when people are standing, they talk. When people are at high tops, they talk. When people are standing in the back with the high tops all around the back of the room.
they talk. So it's really hard to get the attention of people if they're not seated. So just that's probably one of my pro tip number ones. A seated audience is a more attentive audience.
Leya Simmons (06:51)
It's captive, right?
Absolutely. I have actually been to events where what sounded good in theory, the walk around and then we've got someone on stage struggling to get their attention, which then it almost feels like it's part of noise as opposed to an intentional effort on the part of the nonprofits.
Shannon Eason (07:10)
You're exactly right. And, you know, we've seen a big change over from going to the sit down dinner to food stations. That's probably in the last five years, I've seen a huge trend towards food stations and that can be a lot of fun. You can get people to.
try new things, they feel like they're getting a more inclusive opportunity because then you can have a vegan station, you can have, you know, I mean, you can offer gluten-free stations so you can really have people feel like, I've got a place here instead of having to ask for the special menu, you know. So it's a nice way to share just inclusivity. So, ⁓ and that's working.
And as long as you have good timeline where you're allowing people the opportunity to go through the food station and then come back and sit down and then have good starting time. And one thing that works good with that. Well, the thing that really helps with that is having, okay, this is a good one, having a clock on the screen, a countdown clock to when the program is going to start. ⁓ it's a game changer.
Leya Simmons (07:58)
⁓ I was curious, yeah, the magic is the timeline. Sorry, go ahead.
I've never
seen that.
Shannon Eason (08:19)
So because if you're looking, you're like, ⁓ eight minutes, I've got time to run to the restroom. You're going to intentionally go do that now, whereas otherwise, unless someone says in the voice of God, ladies and gentlemen, we'll be starting in 10 minutes, then you might think, ooh, I better grab a drink. I'm going to go to the restroom, get all that done before the program starts. So the countdown clock, I love.
Leya Simmons (08:44)
That is just, I mean, I really feel like the mind blown emoji here. That is so wonderful. Cause I've seen countdown clocks, well, we have it in our software for like the silent auction for when it's going to end or I've seen other kinds of countdown clocks, but for the timing of the actual flow of the event. So smart. I love that. I love that.
So, okay, so you do all of this planning in advance with the nonprofit, with the organizations, but when you walk into the room, know that, frankly, I guess maybe this is a two-part question, this is another piece of the question just came to me. How do you talk to the nonprofit to kind of figure out who's going to be in the room? What are the questions that you're asking them?
Shannon Eason (09:26)
I specifically want to know who's going to be in the room. And I mean, who like names? Yes. I want you to think Devil Wears Prada. Do you remember the movie? And she's standing there and they've got the assistant next to her giving her the names of so-and-so's coming up. And then she gets to say their name. Well, please give me that book. And I do have organizations who fix me up the VIP book. And I'm going to tell you that's gold.
Leya Simmons (09:29)
Like names.
I love that movie.
Shannon Eason (09:52)
That is gold because then when those VIP people come up and I can say, Mr. And Mrs. Or, Diane, it's great to see you this year again. You know, people love that. They love that you know who they are and they love to be remembered, which is another reason I love name tags. I love name tags in events. So I know that when those name tags are there, it's an easy super way to identify people, to use their names. And I always encourage board members to wear their name tags.
Leya Simmons (10:02)
100%.
Hey.
Shannon Eason (10:20)
I encourage organizations to give out name tags with the board members' names so that as they're working the room, people can easily spot them. So I do think relationships, that type of thing is really important. And Leah, when you mentioned about the people in the room, I want to know who is in that room, and that's a good helping aid.
Leya Simmons (10:41)
That, you we talked about this last week actually on the 501c drop, you know, kind of having people that in advance of your event, I was calling them ambassadors, but people that kind of are getting excitement up about the event or even fundraising for the event while in advance of the event, but having all of those folks also having on some form of name tag or identification so that you can know that if you don't really know anyone to talk to, at least you would have someone to talk to, that could be helpful too.
Shannon Eason (11:07)
Yes, yes. And you know, that's one of the things that our ambassador teams do. They look for people who are standing, maybe a couple by themselves, and they go and visit with them. We want everyone to feel included and maybe invite them over to participate in something. Or if there's an educational display, which I always encourage for everyone to have.
Leya Simmons (11:18)
Yeah.
Mm-hmm.
Shannon Eason (11:26)
then that is a great place for people to go that don't know anyone and they get to meet a board member or two just right there to learn more about the organization just from having just an informational setup.
Leya Simmons (11:38)
That's great. I can't tell you how many events I've gone to as a guest, invited by a friend where I didn't really know what the organization was about. You you're invited and you trust this friend of yours and you go, but like, you don't really know. And then, I mean, there've been several I've left where I'm still unclear as to what the organization does. So I think that's a great idea as well. So when you go into a room then Shannon, and you've done the prep work and maybe you do have some names, what like, I know that there's...
And I don't know how you guys do this again, admittedly, but I know there's like this magic to the vibe in the room that you all create, you as auctioneers and you particularly create, but there's gotta be like an out of the box energy in the room right away. So when you go into the room, how do you, what are the like the tells for this is gonna be a great crowd or man, I've got my work cut out for me?
Shannon Eason (12:31)
It's really actually pretty easy. But what happens when you first arrive in a vent? I mean, I'm talking about the very first thing. What do you do? You go park. And that can be a terrible experience. And if you're in a long line of valet, or if you've got to go park offsite in a garage somewhere to self park and then come over two blocks in the rain or in snow, I mean, so all of that.
Leya Simmons (12:53)
or in your high heels.
Shannon Eason (12:55)
Yes, all
of that is setting you up to what it's going to be like for the experience for that person for that night. And so, I mean, I'm a firm believer in making sure that every aspect of the event is premeditated so that when someone walks in the door, all of that was so easy that they didn't have to think about it. So that when they walk in, they're fresh, they're happy, and then they're walking into a situation that it's going to just be fun. And my tell on how I know that it's going to be a tough crowd, when we're walking and trying to sell
Leya Simmons (13:00)
Yeah.
Shannon Eason (13:24)
golden tickets or if we're trying to promote something and we're not getting any feedback or people are saying, here's the worst. We're going to think about it and get back to you. ⁓ that's like a, that's like a, you know, knife. So, so we know that it's going to be tough when, we're getting a lot of, we'll get back to use and not many people purchasing the, the blinky rings. And if you're not seeing a lot of those activity,
Leya Simmons (13:38)
Development directors hate those words too, trust me.
Shannon Eason (13:54)
pieces that are, you know, the necklaces, if you're gonna do a Mardi Gras beat game, or the bracelets. If you're not seeing a lot of those, then that's kind of the first tell of, ooh, this could be a little bit of a challenge. And then let's regroup, see what we need to do.
Leya Simmons (14:09)
So in that regrouping, I think this question kind of goes both ways with what you were mentioning earlier about people come to you and say they want change, but then when you suggest the change, they really are a little bit change-averse and a little nervous. What does adaptability look like for fundraising events today? How do organizations, ⁓ when they are adapting, what does that look like? And then what about those that kind of don't adapt?
Shannon Eason (14:19)
Yeah.
Well, I think it's just kind of like, um,
if you're looking at a town, a town that doesn't grow is usually going to die. There's no such thing as staying stagnant. You either grow or you go backwards. And I think that's the same thing with an organization. You either grow or you go backwards. organizations that aren't building relationships and really, um, developing core, um, groups to talk to. And I mean, I can't use the word relationship enough, but.
Leya Simmons (14:48)
Mm-hmm.
Shannon Eason (15:06)
That's where it's all going to, I mean, that's where those people are going to stick with the people they feel comfortable with. And so if you're waiting once a year, you invite people to your event and you're asking them to be a sponsor, you ask them to make a donation and it happens once a year and then you don't have any communication with them until the next year when you're doing the same thing. I just want to say shame on you. I mean, that's so mean, but really shame on you.
Leya Simmons (15:11)
Mm-hmm.
⁓
No, I know, I hear you. It's so hard and it is hard for the nonprofit to do, but it is so essential. And yeah, the relationships are the name of the game.
Shannon Eason (15:32)
⁓
So we really talk about a gratitude plan. And you know, it's funny because when the event is over on a Saturday night, everybody thinks that on Sunday that that organization is all done and now they get to go on vacation. ⁓ it's just the opposite. I mean, in a lot of times that next week after the gala is worse than the week before the gala.
Because that's where they have to really start wrapping up. They gotta get their invoicing out. They have to make sure that all the bills get paid. They have to make sure that all the donors get their prizes. They get their silent auction items. But most importantly, what I say is, before all that happens, make sure you have your gratitude plan in place. Make sure that everyone at the event, no matter what giving level they were at, make sure that they feel appreciated. Because that's how you start building that relationship so that
Maybe people who were just trying you out, unprecise, to see if you're a good fit. Maybe your communication with them makes all the difference between that $50 or $100 donation and the next year you get the $5,000 because they see what you do, they believe in your mission, and they know about you.
Leya Simmons (16:30)
Right?
Shannon Eason (16:45)
and they become a volunteer and they become active and it's like, my gosh, you just now cultured and nourished this amazing person that loves what you're doing and they're all in. I mean, isn't that our goal? We want people all in for us.
Leya Simmons (16:58)
That is so well articulated, Shannon. I just love that we, you know, here over at Better Unite talk a lot about tools that can help with that and facilitate it and automations and so forth. But that was an incredible description of that full life cycle around how as you know, people working in nonprofits, everybody up and down the org chart, but you know, development directors, particularly, and executive directors, how we want those folks to ⁓ kind of really like sink their hooks into the organization on a much more, on a much deeper level.
than superficial. That was great. I could write all of that down. We should have some sort of tattoo with that. I love it. All right. then, okay. So we've, you you talked about change and we've talked about, let's try some stuff new and people do want some new things and they want more casual and more playful. And so what about when somebody has decided on a game? You'll have to name one. Pick some.
Shannon Eason (17:30)
Absolutely.
Wait a minute, I'm too free. Wait.
So let's do some fun ones. So let's talk
about what it was and what it can be now. So let's say heads or tails. my gosh, everybody's done heads or tails for years. So what we've done is said, okay, so let's shake up the heads or tails a little bit and let's substitute, roll the dice. And they're like, okay, what's that? It's great. It's a four foot, it's about, well, probably three foot by three foot inflatable dice, one dice.
Leya Simmons (17:58)
There you go. Okay. Done it before. Yeah.
⁓
really real dice. Okay, got it.
Shannon Eason (18:21)
we're gonna roll that
dice. And so you still sell the beads and I always say, give them an enticement, one for 23 for 50. But don't sell more than three because then the game goes on too long and you crush your momentum. huge, take a note, no more than three.
So, and then, so you put one hand in the air for odds, two hands in the air for evens. We're gonna roll that dice and as long as your hands match the dice, then you get to stay standing. But if you miss, you gotta take a mo, you know, it's like a mulligan in golf. You gotta take one of those strands off. And if you're only wearing one, bye bye. So, it's a fun little twist and it works great, especially if you're doing like a casino night.
It even blends in. So what I'd like to do is take those revenue generators that they were using before and then find either a way to roll it into their theme or just change it up altogether and let's like take that one out. Now sometimes people are like, no, no, our crowd loves our heads or tails. So then that's fine. Okay, we're going to keep it, but we're just going to change it and switch it up a little bit. And I've never had anybody say, we wish we wouldn't have done that.
Leya Simmons (19:05)
yeah.
I love that.
That, I was actually wondering that. Do you ever have, and I would imagine that nothing you've suggested this has happened to you, but have you ever seen, have you ever seen something that just kind of fell flat? That like, the crowd wasn't into it, it felt a little gimmicky or yucky in some ways. Do you have any cautionary tales around that?
Shannon Eason (19:38)
I don't know.
Oh gosh, I wish I could say something. I mean, I've had auctions that kind of fell flat just because the items that were in the room, know, the ones that we were using. So we have lots of cautionary tales there and then advice on live auction items. So, you know, we can definitely, we want to make sure that we're giving a good variety. I mean, you may want to talk about that later, but as far as the revenue generators, instead of the typical wine pool,
Leya Simmons (20:04)
Sure.
I need this.
Shannon Eason (20:19)
Well, let's do a wine toss. Let's make it fun and interactive because people who don't know anyone and they show up and they're just standing by themselves, let's give them something and activity. Let's give them something to be engaging. And so if you put the wine bottles or spirits, a lot of times we'll mix them, wine and spirits and put them in together into a triangle and then put a rope and then people are buying.
Leya Simmons (20:28)
Yeah.
Shannon Eason (20:40)
a ring, one ring for 10, three for 20, or one for 25, three for 60, you know, whatever it is. And then they're throwing one, they're throwing the, it's not throwing wine, they're throwing the rings on to trying to ring a bottle. And it's fun. And then if they don't after three tries, then you give them a consolation bottle. So everybody wins.
Leya Simmons (20:58)
⁓ that's great. Okay. I was
wondering, I was picturing the carnival game in my head and wondering if that's what she meant.
Shannon Eason (21:03)
But we want
to keep everybody happy, right? And so in order to be happy, they have to be a winner. We don't want anybody to walk away going, my gosh, I just lose $50 and didn't get anything for my, you So you give them a consolation prize because everybody loves to walk away with a bottle of wine or a bottle of spirits. So that's a win-win. And it's so much more fun than just walking up and grabbing a bottle off a table and like opening it up. I got a bottle of red or I got a white.
Leya Simmons (21:27)
Yeah.
Shannon Eason (21:28)
So it's just fun. then plus
Leya Simmons (21:30)
So.
Shannon Eason (21:30)
people are walking around, are gathering around, and then it becomes you're cheering them on. And then you, and then it just increases the energy in the room. So it's a lot of fun.
Leya Simmons (21:35)
I was thinking that.
And these are all happening. So my next question is about like maybe ⁓ importance applied. So how much importance are aware in the hierarchy? Do you put these kinds of games, revenue enhancers, with our silent auction, live auction, paddle raise, how do you encourage development teams or event teams to think about those?
Shannon Eason (22:04)
want you to pick out the ones that are most important because we don't want too many because then you're looking at donor fatigue. Don't wear them out and don't, you don't want people to feel like, my gosh, they went, I went to their event and they literally wore south. They just asked for money every time you turn around. That is not what you want. So you have to find a nice little happy mix. So two revenue generators in the cocktail time is plenty.
Leya Simmons (22:17)
Yeah.
Shannon Eason (22:28)
and then you move in. So one of the ways I like to look at it is you have your pre-function fundraising, okay, sponsorships and ticket sales, and then maybe even throwing in a golden ticket, which I love that because ⁓ my goal on the golden ticket is to pre-sell those before you even arrive to the event. So I consider that a pre-function fundraiser. And so if you have those going on and then you have your
event night fundraisers and then your post event and we're going to talk about how to make money after the event too because it's a great you know a great opportunity so looking at it in three directions pre-event the night of and post event there's ways to make money in all three areas because what you're wanting to do is reach people who maybe weren't able to come and so
Leya Simmons (23:18)
⁓
Shannon Eason (23:19)
If you're talking to someone and Leah, you've got friends that you're on a board and you're saying, oh, you're not going to be able to make it. Well, hey, we're going to make this fun. So why don't you buy a golden ticket from me? You're making a donation and you may want to trip. So for those people who are, I'm sure everyone knows what a golden ticket is, but we probably should.
Leya Simmons (23:35)
I was actually going to say,
I know we're talking about this in a minute, but why don't you go ahead, since we're talking about it, explain the golden ticket for anybody that might not know.
Shannon Eason (23:43)
Sure, golden ticket is you sell usually 100 or 120 tickets for $100 a piece. Now, here's the way it has changed, Leah. In the past, people would do this as the best of live. And they would say, they would pull a name out, and then that person would get to choose off of the whole entire live auction. And all I wanna say is, no, don't do that!
You're losing money because they're gonna pick probably probably the most expensive item in your live auction and instead of having a prize that you know and you've controlled and you know how much it's going to cost now they're picking that six or eight thousand dollar item that you could have sold at the live auction so control the prize and my favorite price to do on a
Leya Simmons (24:07)
for sure.
best. 100%.
Shannon Eason (24:27)
golden ticket is to have something that's going to appeal to the masses, which would be a trip to like four or five different locations where that winner gets to choose which experience they want. And so put on there a domestic or two, an international or two, and then maybe even just a stock your wine so that people who don't even want to travel, they're going to have the opportunity of being able to get some wine, you know, and not have to travel. So I love the opportunities that we're giving people on that.
Leya Simmons (24:56)
That's great. I'm just I'm trying to get down to because I know I have a ⁓ question about this part, but I wanted to talk about you mentioned the golden ticket. You said that the trips are a really good option there. And I wanted to talk to you about consignment and how to really effectively leverage consignment items. A lot of times I know that consignment items are trips. So so what guidance do you have for the nonprofits that you work with around how to really most effectively use
any consignment items, as well as any, you know, I don't want to say warnings, but any kind of boundaries that you want to put around that. Red flags, there you go, that's the word.
Shannon Eason (25:33)
flags, you know.
Well, and I know that there are auctioneers who are like, oh, we don't use consignment. But here's the thing. A lot of organizations, they need it because they can't come up with the donations. And I mean, I'm to tell you if an organization tells me, Shannon, we have eight live auction items. They're all donated and they're great. I'm going to be doing cartwheels. And I'm like, yes, congratulations, because you're an anomaly. OK, you the unicorn out there. So but typically, people need some help.
Leya Simmons (25:44)
Yeah.
Love it.
Shannon Eason (26:02)
And what Consignment does is it offers that wow factor, number one. So when I bring to them an autographed Taylor Swift guitar, they're like, ⁓ sweet, you know. So, or when I bring to them a special safari in South Africa that includes all these extra goodies and then.
be able to say, I've been on this trip, so I know it's great, so I can really give you a great testimonial, and I'll stand behind this. So when I know that those items are good, ⁓ or fantastic, then I feel really good about selling them. But sometimes those organizations, they just need something that's just a little over the top, because maybe they have just all one or $2,000 experiences, but we know there's somebody in that room who will give five, seven, $10,000, but they don't have a live auction item to get them excited about it.
And honestly, when you're talking about some of the things that have changed in our culture in the last five years, one of the things that we're seeing that people really want to get something for their donation. So we still have people who are very philanthropic and want to donate the five, $10,000, but we also have people who really want to get something. We want to trip for our $5,000, know, something like that. So that's been a big change. So we want to make sure that we're providing them the opportunity.
⁓ to spend their money, right? And so I think by doing that the right way, then the organization is in a good win place and so is the donor. ⁓
If you sell something that's a bad experience, it's going to come right back and it's going to haunt that organization because that dealer is going to blame the auctioneer. They're going to blame the organization and they are probably going to bag Matthew to every one of their friends and says, we bought that such and such trip and it was a disaster and we'll never go back to that event. So that's the last thing you want to happen.
Leya Simmons (27:34)
Yeah.
Shannon Eason (27:51)
So, so we believe that number one, you want to vet your, your consignment company that you're using, net your vendors as in anything, as in production, as in software platform, as in any vendor that you're using, you want to vet them. You're vetting your auctioneer, you're vetting all of the other things. Why would you not vet your, ⁓ your trip con, your trip consignment company? So we definitely have organizations that are out there that, ⁓ that are doing a great job.
Leya Simmons (27:51)
Right.
Thank you.
Shannon Eason (28:18)
And then the second thing on that is that whenever you have a trip that you're selling, so let's say the cost is $3,000, don't sell it for $3,500. If you have a $3,000 trip, the value should be around that $7,500 mark so that you can sell it anywhere in that $5,000 to $6,000 range. Still make $2,000 $3,000, but your donor's still getting a great value for their donation.
So if a consigner is telling you that here's a $3,000 trip and you ask them what the value is and they say $4,000, walk away. That is not one that you want. You want something that's going to have at least double the value and then that way you can still have a good margin to sell that. And another thing that you want to do is you want to leave that in a selling position. So that means like, let's say if at $3,000, ⁓
Leya Simmons (28:52)
Interesting.
Shannon Eason (29:09)
You had one person who bought one at 5,500. Then after the event, this is part of that post fundraising I was telling you about, after the event, you can send out an email. Thank you so much. We're so excited to have you at the event. And it was a huge success. raised this much money. And by the way, we're thrilled to be able to share that due to the generosity of the, you know, you can embellish that however you want. We have the ability to offer.
and extend the offer on these trips. So if you are interested in attending or going on this trip for this amount of money, please reach out to us and we'll get you set up.
Leya Simmons (29:43)
⁓ okay. And you see that work well? Amazing.
Shannon Eason (29:45)
it's amazing. So yes.
So it's all about getting the right trips. And I tell people, I'll tell our developmental directors, when you get ready to decide what you're looking for, talk to your board, talk to your table captains and find out what trip is on your bucket list. I'm not really a bucket list term fan, but what's on your travel agenda? Where are you interested in going? Because you could be traveling.
and then benefit the organization and help raise money for them. And then usually board members are excited about that.
Leya Simmons (30:17)
Well, that's a really good idea.
Yeah, so you've got your captive audience. We know they'll be in the room and like, let's figure out what it is that you want. So if you are selling, you're using a consignment, so you've identified a great trip, you've got a good relationship, you feel comfortable and vetted with your consignment company and you've found your trip. Like how do you make sure that you sell those golden raffle tickets? You mentioned ahead of time, like I'd be curious to know how do you make sure the word gets out? ⁓
well enough or what's necessary to get the word out for the Golden Tickle prior to the event? And then if you're selling them during the event, how's the best practice at doing that? What's the best practice? Oh, there we go.
Shannon Eason (30:56)
social media, social social
media. So what we always tell people is to get all of your staff to post and share it. And then your board needs to get on there because that's where the tickets are coming from or who's gonna be purchasing the tickets. So a lot of board members will say, I'm not really comfortable posting or you know, that's not only my thing, but they can share and they can share it and put it on their wall. So I always want someone to be able to prepare really professional looking post ⁓
Leya Simmons (31:05)
Mm-hmm.
Shannon Eason (31:26)
hop on Canva, you got people who do that. And then the goal is have each board member selling five or 10 tickets and that way going into the night, you've already sold almost all of your tickets and if you have 10 left, then that can be a fun thing to do from the stage. Friends, we only have 10 tickets left. The first 10 hands in the air and that's all, then you're gonna get the last tickets. And I probably will put those tickets on top so you have a better chance of running. So that's cut, I'll just.
Leya Simmons (31:27)
Yes.
Cool.
Shannon Eason (31:55)
throw that out there and mess with people. And sometimes we'll do 100 because that way if you look at you're going to gross $10,000, the cost of that package usually runs around, we try to find packages that run between $1,500 and $2,000. And that way they're going to net for sure over $8,000. And sometimes we'll even say, don't you do 120 tickets? And that way that extra 20 tickets covers the cost of the package. So you're going to net $10,000. And that's a winner right there.
Leya Simmons (32:22)
that's great.
Shannon Eason (32:25)
That's popular. And then also then that night, having that big poster board on an easel with a volunteer standing there promoting that golden ticket, if there's any left, then that's important. I I have clients that sell two or three of those out before the night up. I mean, they'll do the first 100 and then they'll do another package and then they'll do the third package and we'll finish out the night of. So they're going in there with $30,000 almost in their pockets.
Leya Simmons (32:42)
Wow.
I love that and it's also I would say a very good use for a digital raffle wheel that would be a thing that you could drop in and do the drawing right there and if they didn't buy it this year they would certainly buy it next year knowing that that excitement was gonna happen so ⁓ I love all of that. Alright so I want to just go back to some of these revenue enhancers that you've described it then get really practical and so thinking about like folks that are listening right now and I actually see we've got some comments in the chat so thank you I haven't mentioned that but if you have questions please just drop those into
Shannon Eason (33:05)
That's fun.
Leya Simmons (33:22)
to chat and we will try to get to as many of those as we can. One of the questions was what is a golden ticket? So we already answered that one, way to go Shannon. But so practical advice, somebody's planning their gala for maybe the fall or even later this spring, we wanna have them walk away with stuff that they could implement.
⁓ You've already talked about the wine toss. What is, in your opinion, this is gonna be like rapid fire, some sort of game show, Shannon, what's the sweet spot on pricing, number of bottles and setup? You mentioned the triangle, so that it's not, but in my head, I'm picturing the carnival, but obviously we want it to be an elevated carnival experience. So what's your guidance on that?
Shannon Eason (33:59)
Well, maybe they're having a carnival theme, so it's right in the game. I mean, you want to elevate it according to your event. So theme it with your event. And so you might want to do crystal bracelets that you're tossing, the little fake diamond. So you can take that and go any direction that you want with that. But I think there's a big difference between a real good revenue generator and an engaging activity.
Leya Simmons (34:01)
There you go.
Good point.
Yeah, yeah, yeah.
Shannon Eason (34:23)
And I think of that more as an engaging activity than a big fundraiser because most people, when you ask them how much money they're going to raise on their wine pull or their wine toss, it's going to be usually around a thousand to $1,500. So for some organizations, that's huge. And I understand that that's important, but for organizations who are looking at two, three, $400,000 and more, that's more of a time sucker for their staff.
Leya Simmons (34:36)
Yeah.
Yeah.
Shannon Eason (34:50)
than
it is and they're doing it more, like I said, for an engaging activity. And that's okay if that's what your goal is. But I'm a full believer that if you have a goal, go into your event with what your goal is. And I love three goals. I wanna see a goal that they feel comfortable that they're gonna be able to hit. Then I wanna see a little bit of a stretch goal. And that means something that's gonna really push the team. gonna have to make this, we gotta work hard to get this to hit. And then I want them.
the dream goal that if all the stars align and all the magic happens from the stage, we're going to hit the dream goal. That's mine. That's the dream goal. I want that dream goal. And so, but then let's also be really cognizant of how are we going to get there? So let's look, what's our budget? And I want to see a budget for my organizations. How much are you going to make on sponsorships? How much is your goal for live auction? Because guess what? If you just start throwing these things out there, then ⁓
Then it's just like shooting a shotgun instead of a rifle. You're gonna be looking at trying to just, what are you just trying to hit the masses. But what we wanna do is we wanna look at each individual area and surpass that area. But we can't do that if we don't know what the goal is.
So live auction, our goal is 50,000. Well, so far we have donated six packages under $3,000. We're not going to hit $50,000. So by breaking that down and really analyzing the numbers, honestly, Leah, that's the goal to a successful event, is really breaking down and seeing where we want to hit those numbers and how to successfully hit our goal by making sure that we have at least $50,000 worth of items that people are going to bid on.
Leya Simmons (36:10)
Yeah.
That, you know, we do that in our for-profit businesses too, right? Like we need to set a goal, we have to forecast if it's not, what is the saying? It's like if it's not measurable, it doesn't exist. So, but I mean, it's like the dream to be able to say, okay, here's what we need to do and now let's reverse engineer how we're going to get there. So with these events, seems like it's very, from your perspective, very straightforward in how to approach those goals.
Shannon Eason (36:57)
Right, and so we had an event Saturday night and their goal was we were gonna sell six Portugal trips, we were gonna sell 14 Sonoma trips. I mean, we knew going in, I knew what I was supposed to be doing. So then that told me during the marketing time, during that cocktail time that I think of it as marketing time, I'm definitely, my team, we're working a live auction display area and talking to people about what the packages are for that night.
Leya Simmons (37:23)
Right.
Shannon Eason (37:24)
we're able to not only talk to people, we can see who's interested and then we can know where they're sitting. We can even ask people, what would you like to go ahead and kick us off at $1,000 on that package? Well, yeah. Yes. And that way we know who's vested. And now granted, we may ask 10 people, do you want to start us at $1,000?
Leya Simmons (37:36)
before even stepping on stage? ⁓
Shannon Eason (37:47)
They're paying attention and don't you know that they're poking each other and saying, that's us, we're at $1,000, we're in. And they're already engaged, they're watching, they're focused because they're already participating. And that's the goal, we want participation. And if you start low in that live auction, you're gonna get a lot more participation going. And then you're setting kind of some expectations of, hey, we want you to get that paddle in the air. Because once you get that paddle in the air, it's hard for them to stop.
Leya Simmons (38:14)
And you know those people are going to be paying attention to your countdown timer to make sure they're in their seat at the time that the live auction starts. I'm not going to miss that. I love that.
Shannon Eason (38:21)
Exactly,
yes.
Leya Simmons (38:23)
So where then do the,
in our revenue enhancers conversation, do you kind of make sure that they're all done and completed by the time the live auction paddle raise portion is starting? what's your kind of ideal, I imagine this varies event to event, but if you had your pick, what would be the ideal run of show with an organization that has decided, okay, we're gonna do some of these revenue enhancers and then also have a paddle raise and ⁓ a live auction?
Shannon Eason (38:52)
Well, one of my first things I always say is PSS, preset salads. Please, please preset your salads, please.
Leya Simmons (39:02)
Less noise
from people moving plates around, always.
Shannon Eason (39:08)
Exactly. And I'm to tell you, I'm a huge, huge fan of preset desserts as well, because then that's again, one less thing to have to have. And I don't know about you, but I don't usually get to eat dinner. So if that dessert is sitting there and I'm visiting with people at a table because I'm getting ready to walk off and not eat my meal, I get to pick on the dessert. And my favorite part anyway. ⁓ but yes, less interruptions as possible. And I love to start that live auction right after dinner.
Leya Simmons (39:13)
yeah?
One last thing, sure.
Shannon Eason (39:36)
And actually, if we're going to play a game, an interactive game, like Roll the Dice or any type of game from the stage, then I usually like to do it first thing after dinner because that gets enough that wakes everybody up because they're getting comfortable and their stomachs are full. You know, they're kind of late. So we're getting them up, getting them excited and getting them participating. And then go right into the live auction because that energy is already kicked up and they're excited. And then from that, then you go to that mission moment.
Leya Simmons (39:47)
well that's a good point. Yeah.
Shannon Eason (40:04)
And it's kind of like a roller coaster ride that we're taking our donors on. So we're giving them the key excitement and then starting to bring them back down then for the ⁓ mission moment. Then that video, that heart impactful video or testimonial. And then we're building back up for all of that giving. And then we're bringing them back down with ⁓ how happy we are. And then we're doing that paddle toss in the air and ⁓ wait.
Leya Simmons (40:07)
you
Shannon Eason (40:31)
You don't know what a paddle toss is? Oh, well, hey, if you want to know what my number one, number one thing to do that's quick raises and immense amount of money and involves the whole room, it is the paddle toss.
Leya Simmons (40:45)
Really? Okay, well describe it for us please, just in case somebody doesn't know that's listening.
Shannon Eason (40:49)
there
might be, and it's known by a couple different names, but it really just needs to be called the paddle toss, because you're tossing, physically tossing the paddles in the air. So at the $100 level, we started off by saying, okay, now friends, our last level of the night, now we believe in reduce, reuse, and recycle, so what I would love for you to do is our team's gonna come around and we're gonna gather up your paddles. Now, before you give us your paddle, do know that it's a $100 donation, so boom.
Slide pops up on the background, $100 to play. So giving us your paddle is giving us a $100 donation. We're going to bring those paddles up in the air and, this is where it gets fun. We're going to throw those paddles up in the air. That's right. They're going to be flying, paddles flying. And then we're going to have so-and-so reach out, grab a paddle, hold it up, and that person is going to win this. The next slide pops up and it's something that, okay, this is the big secret.
you've got to have something that everyone in the room would give $100 to win. So don't do an overnight stay at the local Comfort Inn. I mean, it's got to be something that everybody wants to win. So whether it's taking something off of your silent auction, but the value needs to be about $1,000 to $2,000. In a room of 400 people,
Leya Simmons (41:54)
Yeah.
Okay.
Shannon Eason (42:09)
Are you ready for these numbers? Because it's pretty quiet. It's just quiet. So in a room of 400 people, we definitely want both people in a couple to have a paddle. That's right. Don't give one paddle per couple. Because at the end, to play this game, a lot of people will give you both of their paddles. So you just doubled up. And then in a room of 400 people, it would not be any surprise at all to get $15,000, $17,000, $20,000. That. And it's quick.
Leya Simmons (42:11)
I love it.
Shannon Eason (42:36)
It's fast, it's fun, and then I always, when we're getting ready to throw the paddles up there, I'll say, okay, let's get all of our cameras out. The photographer, are you ready? Because this is gonna be fun. We have everybody help us count one, two, three, whoosh, and they all go up in the air, and then the camera, all the, know, popping, and then someone that you want to get some extra love, and I always say that you don't wanna give them the microphone, so this is their moment of.
Leya Simmons (43:00)
Mmmmm.
Shannon Eason (43:00)
stage
then they're gonna reach out grab that paddle and they're just like ⁓ yeah you know and they just had their moment and especially it could be someone that's getting an award that night or someone that you just want to give some recognition to maybe it's a volunteer that's been over the top with a lot of volunteer hours or something but anyway that is quick it takes usually five to seven minutes
And I would challenge you to find anything that's that fun and that successful in that amount of time to, and plus to collectively get everyone in the room. And here's what I always say. If we have 400 people in the room, I'll say friends, if every one of you gave us your paddle right now, and that's what this is about tonight is collective giving. We could raise $40,000, but we can't do it without you. We need your paddle.
Leya Simmons (43:46)
That is so, and I, that is to answer my question, I don't know if I've asked it yet, but something that somebody can do like today that they start planning for today, even if your event is in two weeks. I mean, that's an easy add on it seems like to me to, like you said, even just grabbing something from your silent auction as the item and then throwing that in there, literally throwing.
Shannon Eason (44:08)
But the secret, it has to be something that appeals to the masses. So probably our number one popular item is literally a big, the extra large Yeti cooler.
and then fill it up with spirits. And we call it a stock your bar. Everyone loves that or a tailgate ⁓ winning, you know, but it just kind of, really depends on your group, but most people love to win that big yeti cooler. And by the time you fill that up with liquor, you're looking at a thousand to $1,500 and it's super popular. Sometimes I'll have people put it all in a wheelbarrow and they wheel it out. But here's the thing too, you don't pre-promote it. This is a surprise.
Leya Simmons (44:43)
Little surprise
at the end, yeah.
Shannon Eason (44:45)
You
don't want people to really start thinking about, we're going to do that. So we're not going to spend this hundred dollars over here. We're going to wait and do that. No, this is a spontaneous last minute, just a, come on, give us your paddle. It's just another hundred dollars. Let's do it. Right.
Leya Simmons (44:51)
Hmm.
And they've usually been drinking for a little while by then. So maybe the inhibition is a little bit lower. And I love the idea of making sure everybody gets a paddle. Frankly, from a software perspective, that's much better to us just to make sure that there's no grabbing a paddle from somewhere else. We always prefer it for that to happen. So I think that's wonderful guidance. So you mentioned a minute ago that you want people to get up and move. And that helps to the post dinners. ⁓
Slack, slug, sluggishness, maybe that's the word I'm looking for. But what you've talked before, and I think I read this in your blog that movement creates momentum. Talk a little bit, say more about the relationship between the physical interaction at an event and their propensity to give.
Shannon Eason (45:46)
Well, and I also, once we get people seated, I'd like to keep them seated because if they wander off, then sometimes they wander home or yes. And once you get people up and talking, it's hard to get them quiet and back down, especially in school events. my gosh. That's our biggest challenge. Schools are the toughest because people like to visit. I mean, it's, yeah, it can be a super big challenge, but
Leya Simmons (45:55)
Yeah, hard to get him back. Yeah.
Mm-hmm.
yeah. I'm sure.
Shannon Eason (46:16)
I mean, I love like my Catholic schools, I'll get the priest to come up and get everybody quiet, because all they have to do is the name of the Father, and can hear a pin drop. And I'm like, just love that. But getting people's attention can be a challenge once you let them start talking again. So I always say, once that meal is done, if you see people starting to stand up,
Leya Simmons (46:22)
Just them and...
⁓
Shannon Eason (46:41)
to go walk or do something, then that means it's time to get going. So don't give them that chance to wander off. So I guess I don't want them wandering around once we start, but during the networking, you don't want them to go sit down. You want to keep them up and moving around. So I do love when the ballroom is closed off during the cocktail time so that people have to mill around in the area.
Leya Simmons (46:44)
Mm-hmm.
Okay.
Mm-hmm.
Shannon Eason (47:05)
That way they don't get to go sit down at their table and completely just ignore all the fundraising going on.
Leya Simmons (47:11)
Interesting. Okay. I, you know what? I see that a lot and I've actually never really put like strategy behind that, but now that makes sense. kind of forces them to maybe walk through and see the silent auction items or even view the videos or the images of the live auction items and we're keeping them from going and sitting down and becoming still. So that's really fascinating. And I had not thought about that. ⁓ okay. So
You mentioned that at the this past weekend, I think is event you sold 14 of one trip and six of another. So how do you kind of leverage the multiples of auction items or, know, I'm assuming a lot of these are consignment items. What, types of items work best when you've got, you know, when you know that you're going to sell multiple multiples and how do you pitch that from the stage so that it feels like excitement and not like, like it's like a bait and switch.
Shannon Eason (48:04)
Right. well, and one of the things is there's no premeditation on this part of it because I mean, well, I'm premeditated, of course, but no one knows that I'm going to sell more than one item. So it looks like I'm just selling one item. And so then, so let's just say for an example, I'm getting ready to sell at Dominican Republic, five net all inclusive. Then I'll say, all right, now friends tonight, I want you to close your eyes and I want you to put your toes in the sand.
Leya Simmons (48:15)
Right.
Shannon Eason (48:30)
And I want you to say, I'm supporting the mission. And what better way to support tonight's event than to have your toes in the sand and celebrate while saying, I'm supporting.
this organization. so then I'll start auctioning it off. How am I gonna get a thousand? I ain't gonna get a thousand dollars and now I'm twelve and a half. I ain't gonna get twelve and half. Yes! And now I'm gonna go fifteen hundred. I don't have fifteen hundred dollars and now I'm gonna go seventeen fifty. I know you do. Yes, yes! And now I'm gonna get two thousand. I'm gonna get seventy-five. Two thousand! Yes! And now twenty-two and a half. I ain't gonna get two thousand dollars. Twenty-two fifty. I know you want to. Oh wait, wait, wait, wait, wait, wait. Leah, your bidder number four twenty-eight. I have you a two thousand dollars. Now tonight, friends, I don't want to leave anyone out.
I want you all to be able lay on the beach and say, we're supporting our mission tonight. So all you have to do is put your paddle in the air at $2,000 and you're going to the Dominican Republic. Number 427, you're going to the Dominican Republic. Number 528, you're going boom, boom, boom. And we just do the room. And my record to date is 59 trips at one time. that net, yeah, that was a net to the organization, net of almost $90,000.
Leya Simmons (49:21)
Bye!
gosh.
my gosh, that's incredible. And they were at a lower price point like that, but you could get so many other people in the room able to, ⁓ that's really, I chill bumps. And I won a trip to the Dominican Republic and that, that's exciting.
Shannon Eason (49:41)
So.
Right. Because the value was.
Well, yes, because the value was 4,500 and so we could sell it at 2,000 and then the organization is still making over $1,000 a trip. You use whatever works best for you. You have to play the numbers according to the organization that you're working with. But it's just a matter of making it exciting.
Leya Simmons (50:08)
Yeah.
Shannon Eason (50:14)
Because then at one point I'm like, all the cool kids are going, you better get your paddle in the air. And they're like, and then you'll see two, three, four people at the same table start raising their paddle because they don't want to get left out. And so it's, it's the excitement. It's the non pre-planning. It's the spontaneous, ⁓ energy in the room. so.
Leya Simmons (50:24)
Yeah.
Shannon Eason (50:33)
I mean, we're planning up and getting everybody excited and my ambassadors are on the floor. Yes, yes, yes. And they're getting everybody hyped up. I'm all about the ease. And you probably saw that on my website, energy, excitement, enthusiasm, entertainment. I love those words because I feel like if people are having fun, they spend more money and that I'm a big believer in that. So that's kind of the Oprah moment. call that the Oprah moment. You get a trip and you get a trip and you get a trip. And so it works out perfect, but you have to find.
Leya Simmons (50:52)
100%.
Shannon Eason (51:03)
that right moment package for your crew.
Leya Simmons (51:07)
So it's really about knowing who's in the room again. We're back. Yeah, that makes perfect sense.
Shannon Eason (51:11)
Absolutely.
Leya Simmons (51:12)
Okay, so we have a couple of questions that I'm gonna really try and get to a few of those, but ⁓ I did wanna give you, before we do that, one chance to say, so if you could have our event planners, development directors, other auctioneers, everybody that's listening today, if you could have them walk away with one single idea, one single something that you want them to take away from your experience, from the things that we've talked about today, or it frankly doesn't even need to be that, what would you say to everybody?
Shannon Eason (51:39)
my gosh, I think I've already given him so many nuggets. I'm like a nugget dealer right here. Nugget, nugget, nugget. ⁓ I think, ⁓ trust the process. Trust the process because some things sound scary when they're new or different. And if you're dealing with someone who has experience, trust them because they've seen it happen.
Leya Simmons (51:41)
We really have, we really have.
you
⁓ good.
Shannon Eason (52:03)
I mean, when you collaborate with a professional, then they're going to make sure that they walk you through the right direction. So that's, I think that's probably my biggest nugget.
Leya Simmons (52:11)
I love that. That's really wonderful guidance, in many things, but especially regarding hiring a benefit auctioneer. Thank you so much, Shannon. Okay, can I jump in and ask you a few of the questions that have come into the chat? We've got some really good ones here. So Tiffany has asked, what are effective educational displays you have seen? We always struggle to find different ways to share our mission with our guests at the Gait Law. I think that's a great question.
Shannon Eason (52:35)
So I love the six foot pull up, like the three foot by six foot pull up banners that can just be, like put one or two of those. I like to have something about what your organizations do to make a difference or who is benefiting from your programming. So if you're a domestic violence shelter, then put on there some statistics because those are scary to people. It's like, ⁓ my gosh, we helped.
Leya Simmons (52:40)
Yep.
Shannon Eason (52:59)
75 women this year transitioned into a different life. We helped 75 families be able to provide food and health care. We hit some statistics because those are huge. And when you're seeing them right there with some really dramatic shadowed pictures, I mean, I know we have to be really careful with privacy, but you know, the backs of someone aside with just a darker.
that dark image, you a shadowed image. But just sometimes those painful pictures are the ones that really resonate. mean, World Hunger, when we're raising money for people who really just don't have food for their families, just those poverty pictures. it's hard, but people need to see those because they need to see how they're making a difference that night.
Leya Simmons (53:30)
Right, right.
Absolutely.
That's great. I love that. then I have a next question that actually is interesting because I had I had a ⁓ Nicole, I had a question about this written down here and I didn't ask it, but I was thinking it. you've so she says, I feel like little things may distract from the main asks. And my question was, I reframe it as, know, how can we make sure that these revenue enhancers we've talked about don't cannibalize in any way the live auction and the paddle raise, even the silent auction, I get asked that question as well.
Shannon Eason (54:18)
So they're happy, sure.
And they're happening at a doubly different time. So remember what I said about, there's, we have the three areas of fundraising, pre-event, night of and post. Well, it's the same thing, the night of. We can divide the night of into three as well. We can do cocktail time from the stage and then the other revenue enhancers that we're doing because sometimes those are done ahead of time. And so what I would say is that you're really separating
Leya Simmons (54:30)
Mm-hmm.
Yeah.
Shannon Eason (54:47)
and you're doing a different dollar ask. So in the cocktail time, you're usually doing 25, 50, $100. Those are the games. That's the kind of, that's the ask that you're doing. But I would encourage you not to do bigger asks because then that does compete with your fundraising, you know, with your special appeal. So don't compete, but by doing the different dollar amounts and think of it this way.
Leya Simmons (55:05)
Okay.
Shannon Eason (55:13)
There are gonna be people at your event. Yes, you want every person at the event to be able to spend $1,000 or more. But don't you also wanna give people the experience that night that can't do the thousand to help them feel like they need a difference too? And I feel like by giving them the opportunity to donate 50 or $100, that's gonna help their heart. And that's gonna make them feel special because we don't want to just let them, we don't want them to feel like that they didn't make a difference at a smaller level.
Leya Simmons (55:39)
Everyone's giving it their own capacity. I've gotten this question before and I often think ⁓ that the worry is that there's like this mental math going on where like, I've already given at this, but I find that to rarely be true. And honestly, we know this if we look at silent auction data where people will bid.
a lot of money. Like if you go and add up whatever what somebody bid, they're not going to bid more than they can give, but they, you know, they didn't win at these different levels. So I do think that maybe we underestimate people's willingness to participate at different in different places at different times in different levels. So I think that's a great guide.
Shannon Eason (56:15)
or we're overestimating
and thinking they're thinking more about it than they actually are.
Leya Simmons (56:19)
That's right, we're overestimating their
math ability too. ⁓
Shannon Eason (56:24)
There's one,
and I do want to mention, please don't put your live auction values on your materials. Don't promote it because what you're doing is you're putting a ceiling on it. So if you say, this is worth 5,000, and then they're going to stop at 5,000. So don't put those values on there. That's another little tidbit that I can save you and make you more money by not doing that.
Leya Simmons (56:35)
Yeah.
Particularly for those collectibles and for even for trips and experiences. I mean, they don't have a hard and firm value either, right? It's how much you go. It's priceless. Everything's priceless. Okay, so I have one more. I'm gonna give one more question and then I'm sorry, but we will have to answer the rest of these by email. But if you do so, it sounds like we've got a buffet dinner that cannot be avoided or you know, the food around the world or whatever that is. If you have to do a buffet dinner, how would you order your program?
Shannon Eason (56:53)
Priceless! They're all priceless.
So I would still do my welcome and maybe get a couple of things out of the way that need to be, you know, your donor sponsor, thank yous, all those things. Get those out of the way and then open it up to the buffet. And that way those things are done.
Leya Simmons (57:19)
Mm-hmm.
Shannon Eason (57:32)
And that's on their brain. They can be thinking about it or playing a fun video to at least let people know about your mission. I always believe in two videos for the night. I want to do a video at the start of the program that talks about what great things that we're doing. And then that special appeal video, the tugs at the heart. So, you know, people will pay attention to a video more and make sure that you are making the room dark. That's the one of the best kept secrets is to get people to stop talking.
Leya Simmons (57:56)
I
Shannon Eason (57:58)
turn the lights off and they get quiet. It's a magic. But yes, that's, I would put that and leave it a small, don't try to leave, give them an hour to go through the stations. That's another thing. Keep that timeline tight. Let people know with that clock that they have two more minutes. They better get through there and get their food. And so that's a huge, I like to get that going as soon as possible.
Leya Simmons (58:03)
you
I was about to say your clock. I love it. Yeah.
Great guidance. my gosh, Shannon, thank you so much for your help and your guidance and all of the work that you do on behalf of our nonprofits ⁓ sector. I couldn't be more grateful to you. And I just think, like you said, you were the Jim, the pearls, the nuggets, all of it, whatever it is, you were like the gumball machine for us today. So much came out. It was so wonderful. Thank you. Thank you. Thank you for being here.
Shannon Eason (58:48)
So Lee, someone didn't get their questions answered, feel free to email me at shannon at everythinggala.com and I'll be.
Leya Simmons (58:54)
There we go. Thank you for joining us.
Here's our slide. If you have questions, there is Shannon's email address, her website. Please do go check it out. Everything Gala, she is doing some incredible work. You've got a great blog and social media presence. So I just encourage everybody watching to pay attention to Shannon. Thank you. Thank you again.
Shannon Eason (59:13)
Thanks, Leah. It's great to be here.
Leya Simmons (59:15)
Of course. All right. And so if you've got questions about Better Unite or if you can't remember Shannon's email address, you can always email us. We can put you in touch support at betterunite.com. And next week, I hope you will join us again. being joined by Anne Tuong. She is the partnership success specialist at Double the Donation. And we will be talking about going beyond the bid, unlocking hidden corporate revenue.
in your supporter base. have within Better Unite now a new way for you to identify potential corporate sponsors for your events. Ann will be here to talk about all of that in addition to corporate matching programs. So you don't want to miss it. Scan the QR code right there. Sign up for next week, March 3rd, Tuesday at 1.30 Central. And again, Shannon, thank you so much for being here. I really appreciated it.
And everybody else, thanks for spending a little bit of time with us. We so appreciate it here at our 501 C drop. Have a wonderful rest of your day and let's all go do some good. Bye bye.