The Rainmakers

Anyone can dream, but rarer are those who can make their dreams come true. Southwest Florida is blessed not only with beauty and wealth, but with people who passionately believe that this can be a better place. Through the force of their convictions-and often of their personalities-they inspire others to share and support their visions. These charismatic catalysts are a major reason the region has gained a national reputation for generosity, and they've created cultural, educational and social opportunities for us all. Here's what five have to say about their causes-and why their enthusiasm is so contagious.

Myra Janco Daniels

When it comes to fund raising, Myra Janco Daniels stands in a league of her own. In 1983, the former advertising exec was a newcomer who desperately missed the music, dance and art she'd enjoyed in Chicago. Fired by a vision of a regional theater for the arts, she launched a fund-raising campaign by cold calling from the phone book. The first person who answered turned out to be the daughter of J. Howard Pugh of the Pugh Charitable Trust-and gave her $25,000. Since then, some $200 million has been raised-much of it by Daniels-to build and run Naples' Philharmonic Center for the Arts, which has played a major role in attracting sophisticated, wealthy residents here. The rare visionary who can also do the numbers, Daniels continues to preside over operations and to inspire and cultivate thousands of donors, who, she says, have come to feel like "my extended family."

Where do you give? People think [the Phil] is all I give to, but I give to many causes, and I always get back a warm glow of satisfaction. That's the reward-to hell with tax deductions. Anonymous or named donors? The best donor is any anonymous donor-yet I encourage people to have buildings named after them. That name means someone cared; it's a legacy. I wanted to sell the urologists all our urinals, but nobody bid on that. What don't donors understand? They want to give to capital campaigns, not to operations. But ticket income pays only 49 percent of our operating costs. What's your pitch? I never ask for a specific sum. I tell them what we want to do, how it will affect the community and what it will cost. Then I might say, "Do you have an interest? Is it right for you at this time to be a part of this?" Why are you so successful? I don't have any hidden agenda. I like people, and if they happen to like me and like the project, great. With human needs so urgent, why should people give to the arts? Without the arts, their property isn't as valuable, children don't advance in other subjects, and the stresses of the world remain. And our program gives them joy. Have you ever refused a gift? If there are strings attached; I refunded a gift of millions-they wanted to manage rather than to give.

-Pam Daniel

Kim Long

A former volunteer in Miami's troubled Liberty City, Kim Long discovered Fun Time Nursery, a preschool housed in a trailer in Naples' River Park, shortly after she moved to town. Shocked that "the community had allowed a double-wide to sit 10 blocks from Fifth Avenue South for 44 years," she started advocating for the school, first as a board member and since 2004 as its CEO. Under her leadership, Fun Time has raised $3 million, earned national accreditation and will move into a new building early in 2007. Energetic and candid, Long jokes, "I was born asking." Her first campaign: her own all-out-and successful-drive to begin nursery school a year early.

What makes you such a good fund raiser? I don't consider myself a fund raiser. I see myself as a connector-connecting people to the cause. And I never ask for money. Then why do they give? If you tell the story with passion, people will get excited. I don't look at people like a bank account-they make the decision based on their heart. We hear people can't say "no" to you. People say "no" all the time. I just say, "When do you want me to call you back?" It's easier for them to go ahead and do it-and they know it. Who are your donors? They're not glitzy. They know they are giving children a chance at life and that schools are the cradle and future of America. Often they find me. Who don't you cultivate? If I don't like someone, I won't cultivate them. Or someone may not be a good fit. [Life is too short] to fall out with somebody over a charity. Memorable gift? Geraldine Martin, who has a family foundation, came by for a tour. Two weeks later she made a $250,000 donation-our largest ever, and she did it without any fanfare. Who inspires you? My great-grandmother had 12 children and was widowed young. She was strong-willed and tenacious and so am I. Any mantra for when the going gets tough? I tell myself, "When I'm happy, everybody's happy." And then I get to work on that.

-Pam Daniel

Garrett Richter

When it comes to raising funds for Southwest Florida causes, Fifth Third Bank executive vice president Garrett Richter says, "I'm just part of a big herd-and I'm not at the front of that herd, either." Maybe not, but Richter has been working to make this a better place since he and Gary Tice started First National Bank of Florida (acquired last year by Fifth Third) in 1989. The kind of clean-cut, can-do guy who peppers his phone conversations with "Super!" and "Fantastic!," Richter became the face of the friendly local bank, enlisting donors and serving on boards for myriad causes. And as a speaker and auctioneer for charity events, he's pumped up crowds, sparked donations and sent guests home ready to give again. All that mike time should serve him in his latest campaign-not for charity, but for the Florida House of Representatives.

You go to so many charity events. Ever get old? Eighteen years ago, when an event came up, I'd be excited all day. Now I'm not as excited-but once I get there, I have fun. Why auctioneering? I'm high energy and I enjoy people. I'm the first to get to the party and the last to leave. What makes a good emcee? Confidence, good acoustics and no inappropriate jokes. You're there to raise money, not to try out for the comedy station. Best opening line? I was introducing the author of a book about President Reagan at a Quest event. I went to the mike and shouted, "Premier Gorbachev, if you seek peace, come down to this gate-tear down this wall!" I had their attention. First speech? I won an award 25 years ago and blubbered through my speech-people said, "I was surprised-you seem so confident." I learned you have to prepare. Favorite causes? Quest for Kids, Boys and Girls Club, Education Foundation of Collier County-kids are our tomorrow. Why give? If you give to the American Heart Association, you won't stop heart disease. But something might happen to save somebody. You made a difference in that life.

-Pam Daniel

Fred Pezeshkan

As president of Kraft Construction, Fred Pezeshkan has built structures all across Southwest Florida. But on his own time, the Iranian-born businessman has also built a better community by raising money for more than 40 local causes. Among them: Florida Gulf Coast University Foundation, Education Foundation of Collier County, Naples Community Hospital, Collier's Economic Development Council and Edison Community College. Determined to improve the future of Florida's education and healthcare systems for his children and his employees, he's turned fund raising into a fine art. Championing causes, he says, has taken up most of his spare time for the last 25 years.

How much have you raised in all? Probably tens of millions of dollars. Sometimes it's been as a group, so you can't identify who has raised the money. The most successful fund raising is when it's a team effort. What's your strategy? You have to have a game plan. Know the people and how much they can give and their passions. Set a realistic goal. And unless you specifically ask, you won't be successful. Your pitch? I explain why I believe in the cause. Then I lead into why this person should give and identify how others have given. You can't be pushy and you can't offend people. Do you rehearse? I used to. It took eight years of doing it before I stopped. Do you ever get refused? Many times. But it's OK. People have good reasons to give or not give. You just move onto the next. Most memorable refusal? I went to visit someone in his home, and he had just gotten a brand-new $300,000 car. When I asked for money, he said he couldn't afford it. Biggest gifts? For all my charities, I have received [single] donations of more than $1 million. Best place to ask? If you're asking someone in a corporation, his or her office. If you're asking a family, you might want to go to their home. A lot of fund raising is done over lunch or dinner. I like to make it as convenient [for them] as possible. Favorite cause? Education is my passion. Do you give to the charities you fund raise for? All of them.