Pastors and church leaders wear many hats. You preach, shepherd, lead, vision, and care for your community. And woven into all of that is the responsibility of inviting people to invest generously in the ministry God has entrusted to you. Yet for many pastors—especially those without stewardship training or a development team—the work of cultivating and asking for major gifts can feel overwhelming. Inviting larger gifts isn’t just about making an ask; it’s about nurturing the relationships and spiritual growth that fuel your church’s mission.
This is where strong pastoral leadership shines: transforming the work of inviting generosity from an uncomfortable chore into a confident, relationship-centered practice. It begins with a shift in mindset and a set of steady habits. With the right approach, any pastor or church leader can learn to make bold, meaningful invitations that inspire the larger gifts that sustain and grow the church’s ministry.
In this guide, we’ll explore core principles of financial leadership for pastors and church leaders, drawing on the wisdom of Horizons’ Expert in Residence, Mark Duncan (The Fund Coach). Mark has helped countless nonprofit leaders confidently ask for and secure significant gifts, and his insights are incredibly valuable for pastors who were never trained for this part of ministry. His proven habits and practical guidance will help you strengthen relationships, make meaningful invitations, and grow in the kind of financial leadership that fuels mission.
Why Pastors Play a Key Role in Major Giving
In the nonprofit world, everyone understands that the executive director must lead the conversation about generosity. The same is true in the church. Pastors and church leaders are often the most effective catalysts for a congregation's generosity. People, especially those capable of making significant gifts, want to connect with the leader who carries the vision. They’re investing not only in the ministry but in the leadership guiding it forward. Your passion and your direct connection to the mission are among your greatest strengths.
In the nonprofit world, the biggest mistake an executive director can make is delegating all generosity conversations to someone else. Yet, pastors do this all the time, or avoid them altogether. While stewardship teams and finance committees play an essential role, your personal leadership carries a weight no one else can match. When you step into these conversations, it signals that generosity is central to the church’s mission and that you are personally invested in guiding people toward meaningful, missional giving. Your presence bridges the gap between the ministry’s needs and a giver’s desire to make a difference.
This responsibility doesn’t have to be overwhelming. Mark Duncan, a seasoned coach who has helped countless nonprofit leaders grow in confidence, reminds us that success comes from steady, intentional habits. It’s not about having a “fundraiser” personality—it’s about practicing simple, effective behaviors that any pastor can learn and embody.
5 Habits of Highly Effective Fundraisers
Out of his years of coaching nonprofit leaders, Mark created a powerful resource called “5 Habits of Executive Directors Who Land Big Gifts.” While these habits were formed in the nonprofit world, they translate remarkably well into the life of the church—and offer pastors some truly eye-opening guidance. They’re not complicated strategies or high-pressure tactics; they’re simple, consistent practices that build trust, deepen relationships, and create a culture where people are excited to invest in the mission. As you read them, you may find yourself thinking, “That works there… and it could work here, too.” Let’s take a closer look at the principles behind these habits.
1. Prioritize Relationship Building
At its core, inviting generosity—whether in a nonprofit or a church—is about relationships, not transactions. Larger gifts in particular grow out of long-term, trusted connections. People who are capable of giving significantly want to feel like partners in the mission, not just responders to a financial need. That requires genuine time, attention, and pastoral care.
Rather than reaching out only when the church needs money, create a rhythm of regular, meaningful touchpoints. This could look like sending a personal note celebrating a ministry win, sharing an article or devotional they might appreciate, or simply calling to express gratitude for the ways they already contribute. These non-ask interactions build trust and show that you value them as people and disciples—not just as potential givers.
2. Block Time for Donors
Your calendar reveals what matters most. And if cultivating generosity is truly a priority in your church, it deserves a consistent, non-negotiable place in your week. In the nonprofit world, executive directors often struggle because the urgent demands of daily operations push donor relationships to the margins—and pastors face the same challenge.
One of the core habits Mark sees in effective leaders is the simple discipline of blocking a few protected hours each week for generosity-related work. Use this time to make pastoral phone calls, write personal notes, schedule one-on-one conversations, or plan intentional touchpoints with key ministry partners. When you guard this time, relationship-building doesn’t get squeezed out by the urgent. It becomes a natural, essential part of your ministry just like sermon prep, staff meetings, or pastoral care.
3. Listen More Than You Talk
When you finally sit down with someone who has the capacity to make a significant gift, it can be tempting to jump straight into explaining the church’s needs. But the most effective leaders do the opposite: They listen.
Your primary goal in an initial conversation is to understand the person’s passions, values, and motivations. Ask open-ended questions about what matters most to them, where they feel called to make a difference, and what they hope their generosity can accomplish. When you listen well, you can connect the church’s mission to what God is already stirring in their heart. That shifts your invitation from a generic appeal to a meaningful opportunity for them to live out their calling through the ministry you share.
4. Tell Stories, Not Just Statistics
Data and statistics can demonstrate your organization's impact, but stories are what capture the heart. Financial leadership involves being the chief storyteller. You must be able to articulate the human impact of your work in a way that is emotional and memorable.
Instead of saying, “We served 500 meals last month,” tell the story of one family who found hope and stability because of those meals. Share testimonies from people in your church. These narratives make your mission tangible and give people a clear picture of how their generosity changes lives. Practice telling these stories so you can share them naturally and passionately in any conversation.
5. Always Have a Plan for the Follow-Up
Securing a smajor gift rarely happens in a single meeting. The follow-up is where momentum is either built or lost. A common mistake is leaving a meeting without clear next steps.
Before you end any generosity conversation, be sure everyone knows what will happen next. This could mean sending a follow-up summary, scheduling another meeting with a ministry leader, or arranging a visit to see the work firsthand. After the meeting, follow up promptly as promised. This kind of professionalism and attention to detail strengthens confidence in you, and in the ministry you lead.
Your Next Step
Effective financial leadership is within your reach. It begins with recognizing that your unique position as a pastor or church leader is your greatest asset in cultivating generosity. When you embrace your role as the primary relationship builder and practice consistent, proven habits, you help unlock the generosity of people who are eager to partner with the vision God has entrusted to your church.
Start today by downloading Mark Duncan’s free guide, “5 Habits of Executive Directors Who Land Big Gifts.” It’s a short, practical resource that will give you immediate, actionable steps to improve your fundraising.
Let’s Connect
At Horizons, we specialize in guiding ministries toward building strong donor relationships that unlock next level generosity. Whether you’re looking to train your team, redefine your fundraising strategy, or secure your next major gift, we’re here to help.
Reach out to learn how we can partner with you to harness the power of relationship fundraising.