Tribute: Fundraising Without Fear: Building Relationships That Fuel Your Nonprofit Mission with Sabrina Walker-Hernandez
7/12/2025
“ People should have one of two reactions when they see you, if you are working with a nonprofit, they should [be] like, ‘oh my God, here she comes, she’s gonna ask me for something.’ Or, ‘oh my God, here she comes, let me think about what I can give her.’”
In this episode of Nonprofit Mission: Impact, Carol Hamilton gives a tribute to nonprofit consulting star and nonprofit governance and fundraising expert Sabrina Walker Hernandez, President & CEO of Building Better Boards, by re-releasing their conversation from 2021. Ms. Hernandez passed away in July 2025 after a long battle with cancer.
Episode highlights:
[00:06:45] Finding Her Why: From Law to Nonprofit Service
Sabrina reflects on her childhood volunteering experiences and how an internship at a housing nonprofit redirected her career from law to a lifelong commitment to mission-driven work.
✨ “What spoke to my heart was what my mom taught me — serving others.”
[00:13:00] Breaking Down the Fundraising Cycle
Sabrina explains the four phases of fundraising:
20%: Identifying & qualifying potential donors
60%: Cultivation (relationship building)
5%: The Ask
15%: Thanking donors
💡 “Don’t let the 5% of asking scare you off. Most of fundraising is about building relationships.”
[00:18:30] A Mantra for Courage: It’s Not About You
Sabrina shared her personal mantra for overcoming fear: reminding herself that she’s not asking for herself — she’s asking on behalf of the mission and the people served.
🔁 “All that nervousness is about self. You’re not there for you.”
[00:21:15] Helping Board Members Identify Donors: The List Generator
She introduced the "list generator" — a structured tool to help board members move past blank-page paralysis by identifying contacts across categories like church, service clubs, or professions.
🛠️ “Even if each board member gives you 25 names, with 3 board members, that’s 75 potential donors.
[00:25:55] Cultivating With Authenticity
Sabrina emphasized genuine relationship-building — getting to know donors personally, listening deeply, and showing care even if the person never gives.
💬 “You’re not building a relationship with an ATM card. It’s with a person.”
[00:29:75] Fundraising in Underserved Communities
She shared how she led a $12 million capital campaign in one of the poorest counties in the U.S. — and how she built her core fundraising team by cultivating trusted community members over two years.
🌱 “Be where they are — in Rotary, the Chamber — so they get to know who you are.”
[00:35:55] Where to Begin: Budget and Strategy
Sabrina encouraged leaders to start with a working budget, then diversify funding sources — and cautions against overreliance on events.
⚖️ “Do no more than two signature events. The return on effort isn’t worth it beyond that.”
[00:40:30] Innovating Fundraising Approaches
She urged nonprofits to explore hybrid events, social enterprise, and partnerships. Sabrina gave creative examples of pandemic-era events, including comedy shows with home-delivered wine and meals.
🧪 “Don’t get stuck in the traditional. Be innovative in how you pursue revenue.”
Guest Bio:
Sabrina Walker-Hernandez was the President & CEO of Building Better Boards. She has over 30 years of experience in nonprofit management, fundraising, and leadership. One of Sabrina’s greatest successes was that she increased operation revenue from$750,000 to $2.5 million over an 8-year period as well as being responsible for the planning and operations of a $12 million comprehensive capital campaign in the 3rd poorest county in the United States. She facilitated numerous workshops with hundreds of nonprofit professionals and was a master trainer for the Boys & Girls Clubs of America. Sabrina gained a certificate in Nonprofit Management by Harvard Business School. She was an active community leader and volunteer in Edinburg, Texas.
Important Links and Resources:
Tributes to Sabrina:
https://texasborderbusiness.com/in-loving-memory-of-sabrina-walker-hernandez/
https://riograndeguardian.com/tributes-pour-in-for-sabrina-walker-hernandez/
https://www.legacychapelsrgv.com/obituaries/sabrina-walker-hernandez
https://www.youtube.com/@SupportingWorldHope
Transcript:
For a full transcript of this interview, please see our post for Episode 26.
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