Podcast – Episode 14: More Butts Doesn’t Mean More Bucks
In this episode of Auction is Action with U in it!, host Bobby D. Ehlert challenges one of the most common assumptions in nonprofit fundraising: that more attendees automatically lead to more money raised.
Broadcasting from inside a tent set for just 250 guests, Bobby explains how intimate, well-curated events can outperform massive galas—sometimes raising seven figures with a fraction of the audience. The difference? Connection, capacity, and intentional donor alignment.
If you’re a nonprofit leader, development director, or board member, you’ll walk away knowing how to:
Prioritize the right donors over simply more donors
Design events that maximize generosity, not just attendance
Create contagious giving moments that elevate results
Key Takeaways
Quality beats quantity. Who’s in the room matters more than how many seats are filled.
Connection drives capacity. Donors give more when they deeply understand and feel connected to the mission.
Sponsorships, paddle raises, and matching gifts scale impact. Strategic revenue streams outperform crowd size.
Fundraising happens with donors, not to them. Collective generosity fuels momentum.
Smaller events can raise more. Intimacy often leads to stronger engagement and higher gifts.
FULL TRANSCRIPT
Hey there, everyone. Bobby D. here with the Auction is Action with U in it! podcast. Today we’re talking about a big misconception in fundraising: more butts does not actually mean more bucks.
Tonight, I’m standing in a tent with 250 chairs—250 generous donors. And with this small group, they’re likely going to raise over a million dollars.
What does that tell us? It’s not how many people are in the seats—it’s who is in those seats. I always say quality over quantity.
Big Crowds vs. Big Results
There are many galas with thousands of attendees. Their goal might be awareness or introducing new donors—and that’s valid. But does that always mean they raise more money? Not necessarily.
Tonight’s event shows what’s possible with intentional planning:
~$300,000 in sponsorships
~$50,000 from a curated silent auction
~$50,000 from a live auction
~$300,000 from a paddle raise
Plus a $300,000 match from two generous donors
That’s how you get to $1M+—with 250 people.
It’s Not Capacity, It’s Connection
Fundraising success isn’t about seat count. It’s about connection.
Your ideal donors:
Feel emotionally connected to your mission
Understand why their gift matters
Have the capacity and desire to give
Fundraising isn’t about asking people for money. It’s about attracting people whose values align with your mission.
Fundraising With the Room
When you fill a room—or a tent—with aligned donors, fundraising becomes contagious. You’re no longer fundraising from the room—you’re fundraising with the room.
That shared experience creates momentum. That’s where the magic happens.
So remember: it’s not butts that equal bucks. It’s hearts that fuel fundraising.
Thank you so much for listening. Be sure to like, subscribe, and leave a review—and check out our resources at calltoauction.com, including our live auction handbook and planning tools.
Ready to Raise More?
At Call to Auction, Ready to Raise More? We specialize in turning galas and fundraising events into mission-driven, revenue-generating experiences. From paddle raises to live auctions, our team knows how to excite donors, engage audiences, and inspire generosity in the moment.
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