Art of the Ask

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Art of the Ask Bootcamp AFP Permian Basin

October 28 2015

Rachel Muir, CFRE • Founder: Girlstart • Strengths: Fundraising, parenting twins • Weaknesses: Queso • Featured on: Oprah, CNN, the Today Show • AFP Outstanding Fundraiser of the Year @rachelmuir [email protected]

MAJOR DONORS

MASS MARKET

Who is Pursuant?

3

Get today’s slides!

Pursuant.com/ slides

Epic Fails in Fundraising

Your name

Ice breaker

What is your biggest fundraising challenge? What do you hope to achieve today?

•Philanthropic Trends •Managing Your Portfolio •Break •Activity: Shall we meet?

•Lunch

Agenda

•Framing Fundraising

•Art of Ask •Activity – Ask Improv •Break •Activity – How High Will you Go? •The Donor Experience

•The Delicate Art of the Final Gift

Philanthropic Trends

80% of US giving is by individuals

Giving USA 2014

We’ve back to pre-recession giving!

Where did the gifts go?

Major Gift Fundraising boosts highest ROI

Cost per

Dollar Raised

Activity

Cost

Acquisition Mail

$1.50

Events

$0.50

Renewal Mail

$0.25

Major Gifts

$0.12

Souce: Fundraising Resource Group & Supporting advancement.com

Generational segments Gen Y ages 18-32 (b. 1981-1995) Gen X ages 33-48 (b. 1965-1980) Boomers ages 49-67 (b. 1946-1964) Matures age 68+ (b. 1945 or earlier

Sources: The Next Generation of American Giving (2010) Edge Research & Convio; Millennial Donor Study (2010) Achieve & JGA.

69% of giving is from donors 50 & up

Generations Contribution to Total Giving (% of total dollars)

Source: Next Generation of American Giving (2013) Blackbaud.

Huge Segment + Influence Boomers

Generosity Increases With Age

Total annual giving

Annual Giving by Generation (% of total dollars)

Boomers

59% Give 39.5M donors $732 yr/avg 3.9 charities $28.9 B/yr

Matures

72% Give

88% Give

51.0M donors $1212 yr/avg 4.5 charities $61.9 B/yr

27.1M donors $1367 yr/avg 6.2 charities $37.0 B/yr

Gen X Gen Y

60% Give 32.8M donors $481 yr/avg 3.3 charities $15.8 B/yr

Bubble size is ‘Estimated Annual Contributions’

% Giving

Source: Next Generation of American Giving (2013) Blackbaud.

Feel familiar?

Our donors

www.rachelmuir.com

Fundraising Playbook has Changed

Truth Bomb: Missed gift potential

@rachelmuir

Abila Donor Engagement Study

Are Millennials warming up to direct mail?

Truth Bomb: Donors admit to undergiving

@rachelmuir

“

Fundraisers rely too heavily on gift value as a determinant of future potential. ” Penelope Burk, The 2014 Burk Donor Survey

Source: Penelope Burk, 2013 Donor Survey

Make your donors feel like heroes

Source: The Millennial Impact Report

Stewardship business rules

Pursuant.com /stewardship

Board thank you calls (+25%) Actual visit (+15%) Designated gift by interest code(+12%) Staff thank you calls (+10%) Meaningful info on gifts at work (+10%) Donor cultivation events (+10%)

Invitation to program onsite (+5%) Online gift (+5%)

Actions that boost donor retention Burk, P. (2012). The Cygnus Donor Survey, Where Philanthropy is Headed in 2012, US Edition. Chicago: Cygnus Applied Research

Between 2007 and 2055

$59 trillion in assets will be transferred to the boomer generation US Wealth Transfer Study 2012 , Boston College Center on Wealth & Philanthropy

Who was the #2 money raising charity in 2014?

Fidelity Charitable

Estimated total assets: $45 billion

Managing a Portfolio

The Myth of the Donor Pyramid Major Gifts

Mid-Level Gifts

General Fund

What it really looks like

Major Gifts

General Fund

5 mid-level donor facts

They are your future major donors They need personalization They will give on the first ask They may have never donated before They look like low level donors

39

Tools to understand donors

“

It doesn’t matter what you want to sell. It only matters what they want to buy.” Ken Burnett, The Zen of Fundraising

@rachelmuir

Was it saving lives at sea that inspired RNLI donors to give?

Source: The Zen of Fundraising, Ken Burnett

They gave because they love heroes.

Tool #1: The donor survey 1.It’s easy! 2.Done right, it makes your donors LOVE YOU MORE! 3.It keeps them loyal! 4.It helps you better target appeals and your ask! @rachelmuir

Example: Online survey

Example: Online survey

Example: Online survey

DON’T ask these 3 things 1. When they gave 2. How much they gave 3. ANYTHING you already know

@rachelmuir

“Quality isn’t what you put into it. It’s what the client or customer gets out of it.” Peter Drucker

Hold yourself accountable

Donor Thought Circles

Intimate group in controlled social setting

Read 5 questions; Identify take notes “dominators”

Light meal, 2 coffee or cocktails

Go around circle.

Passing allowed.

Recipe for a donor thought circle Source: Robbe Healey, Aurora Philanthropic Consulting

5 questions for a thought circle 1

What connected you to us?

2

What made you decide to become a donor?

3

How could we encourage others to give to us?

4

5

How could we make you feel more special and appreciated? What things would make people feel more special and appreciated? Source: Robbe Healey, Aurora Philanthropic Consulting

How to prioritize a portfolio

Build your portfolio

Examine their behavioral data. Screen for capacity. Look at cumulative amounts.

Analyze past giving: largest, loyal, upgrading?

Helps you position & time the right ask Reveals your donor’s interests Builds donor relationships Allows you to prioritize your portfolio

Why qualify a donor?

Who to qualify New donors Donors who you don’t know well Donors you think you can upgrade Donors you think you should downgrade

@rachelmuir

Donor Prioritization for Small Shops

Pre-call letter Call & email

7-10 tries Non-responder letter/survey Final note

Example of pre-call letter

Pre-call sample letter

That’s a lot of letters and calls!

Video is highly effective & affordable

Donor Engagement at Norte Dame

Video captures interests & data

What interests me most?

Data identifies prospects & interests OBSERVATION DATA Segment

Personal URL (Direct Mail)

Count

A. Inbound Leads

145

B. Completed Video

175

C. Started Video

440

D. Visited Microsite

615

3,625 Prioritization & Coaching

F. No Interaction

Cultivation Email

Microsite

Appointment Setting

VISIT DATA

Personalized Update

Stewardship

Welcome Series

Face-to-Face Visit

Prospects self identify Printed Invitation

PURL

Gift Officer(s) Completed Form?

Prospects

Yes

No Email Invitation(s)

(1 initial send, 2 resends) Observation Data & Donor Reprioritization Reports

Uncover affinity and inclination using direct mail, video and email

Gift Officer Tips & Tools

Set them up for success!

Realistic and measurable goals Support from leadership Compelling case for support Healthy, qualified portfolio 4 things every gift officer needs

Pressures are intense… • Half of chief fundraisers plan to leave their jobs within 2 years • 40% plan to leave fundraising altogether • Average tenure 16 months • Over 50% of Executive Directors can’t find well qualified people to manage their development staff

2-3 Visits before ask 50-70% Close ratio 2-3 Face to Face solicitations monthly 12-15 Face to Face visits each month 125-150 People in portfolio

The Right Attributes

Warning Signs

Loves People Self-Motivated Confident Organized Ability to Ask

Not Making Goals Always in the office “Other Projects” Downgrading Goals Chasing New Donors

Source: Veritus Group

Major Gift Portfolio

Apply Cultivation Plan & Ask Goal to Calendar Source: Veritus Group

Gifts from donors giving in one calendar year

Calculating churn

÷ Gifts from same donors making a donation in year two

We often don’t examine donor attrition

Loss hidden by gain

Set ask goals for your donors

Shall we meet? Activity: Overcoming objections by phone.

We are calling people to ask for a meeting. Our goal is to ask for a gift at the meeting. What objections are they likely to offer? Go around room and write response to each objection. After all responses are complete, stand back to back and role play. Source: Train Your Board to Raise Money by Andrea Kihlstedt and Andy Robinson

Which objection was hardest for you to counter and how did you deal with it?

Debrief Activity: Overcoming objections by phone.

As you went from objection to objection how did the exercise change? Did you learn something from one that you could apply to the others?

If someone called you in real life to request a meeting with you will you respond differently? How?

Lunch

Framing Fundraising

Asking Oprah ≠ fundraising strategy

The world is full of generous people who want to give

95% of the ask is what leads up to it

You are JUST trying to help and make the world a better place

5 Fundraising Truths Giving is a joyous experience that feels good to the donor

Being asked makes donors feel important

The Right Approach Sharing passion Approaching people of means with an opportunity to make a difference If they take the visit high likelihood they’ll make gift

The Wrong Approach Financial goal as a case “If you don’t give we’ll close our doors” Myth of scarcity Taking something from someone

Frame your approach to fundraising

Donors are 43% more likely to say they are “very happy” than non-donors.

The right person asks the right prospect

Asking is easy. Getting the visit can be tough.

for the right amount

with the right purpose in the right way.

How fundraising is like proposing

“Not often in a person’s lifetime is there an opportunity to do something significant, something really consequential. Something of lasting value.” Jerry Panas, Mega Gifts

Moves Management The system of policies, procedures, and practices that directs the actions a nonprofit takes to bring in donors, forge relationships, and generate major gifts

Facility Tour

Lunch with ED

Ground Breaking

Send Donor Packet

Card, anniv of 1st gift

Birthday Card

Board Member Call

Program Graduation

Invite to Gala

News Clippings

Mail Annual Report

Donor Reception

Meet the Candidates

Community Meal

Program Performance

The invitation is the cultivation.

It’s not “just lunch”

It’s game time.

Have goals + destination in mind.

Learn interests

Build trust + relationship

Leads To ask

Submit proposal Tour Share testimonial Visit with stakeholder Breakfast or lunch w/leadership Invite to service, recital, event or program

Always have a next step

After this visit …

The donor will feel… The donor ________ will know…

I will know… ___________ _______

Do you know… Why I made my first gift to you?

What I am most passionate about? What my top philanthropic priorities are?

Why your cause matters to me? What I love about what I do? The best gift I ever gave and why? What projects are most appealing to me and why?

Always ask permission to ask questions This shows respect for the donor, the topic and how you are using their time.

“Do you mind, [name], if I ask you a question?”

Get permission to ask sensitive questions.

"In order for me to get to know you better, [name], I’d like to learn about your interests. Would you mind sharing what other causes you support so I can understand this better?"

Value Questions

How does one make a difference in the world? What legacy do they want to have? Can they finish it alone? Which of the organizations they support does they best job of keeping you involved? How? How do they like to be invited to make a gift?

Questions for discovery visit Knowledge of Organization What interests you most about organization? Why? What is less interesting to you? Why? As you think about the future of our work, what are some of your worries? What are your hopes? Reasons for Giving Why did you first give to our organization? What do you hope to achieve with your philanthropy? What philanthropic gift has given you the greatest joy? How? As you think about making a difference, which projects have the most appeal?

Personal Interests/Lifestyle Tell me about your life.

Create interest and value by asking questions and engaging the donor

Build rapport

Start probing

Find a topic interesting to them

“

We don’t convince donors. We help them realize they already care.” Marc Koeing, Nonprofit Hub

Free tools to learn more about prospects LinkedIn Google+

Twitter Pinterest Forbes Zillow

Politicalmoneyline.com @rachelmuir

Art of the Ask

The Art of Persistence

Getting the Visit

92% give up after 4 tries 44% of people give up after 1 try 80% of new sales are made after the 5th contact

Call from different phones

Try before 9 am, at lunch or after 5pm When you get the donor, ask for other # Vary calling times Ask the gatekeeper the best time to call

Getting past the gatekeeper

Try phrases Mention like “I hope prospect’s you can relationship help me” to org

Drop names

 Be brief and to the point.

 The only goal is to secure the appointment, not present the case

Phone script

 It should not be a secret why you’re coming.  If they ask you if you’re coming to ask them for money – say yes!  “I’d like to come discuss how you might invest in our organization in a bigger and more meaningful way.”

Ask should not be a surprise.

Ask should not be a surprise.

.

Soft Skills of Ask

Talk 25% of the time, listen 75%

Give sincere compliments Exude positive energy Smile early and often

Ask Formula

Introduction Case for Support Ask Negotiate

How many visits before ask?

2-3 Ask early and often No’s tell you how to get to a yes

How much to ask for

Major gift is typically 10-20x an annual fund gift Americans typically give 2-3% of their income to charity Past giving Giving to other agencies Professional context Wealth screen Income producing assets

On the visit: How to be conscious of donor

Hear spoken and unspoken message Watch for cues: body language, lack of eye contact, fidgeting, tone of voice, mumbling, voice breaking Work to put others at ease

Set yourself up for success

Getting the Visit

After 2 min power pose

We tend to compliment not mirror.

Compliment their body language (sitting back, open palms, etc)

Match their “signature” rhythm/movement (nodding, gesturing, tapping etc)

Sync their breathing and blinking

Tips to quickly build rapport on visit Match their communication style (slow, fast, pauses)

Work with their preferences (i.e. big picture vs details, positives vs negatives)

Source: The Influential Fundraiser by Bernard Ross and Clare Segal

Asking questions. Brining their friends to your introductory events, offering to host. Giving you advice.

Cues donor is ready

Attendance at your programs/events. They start talking about themselves and your organization as "we."

Updating you with a change of address. Including a message with their gift. They "hang around."

Formula for the ask • Small talk

• Transition…” I want to talk to you about something important.” Summarize their history with you and impact (connect) • Share need (break hearts). Move in, make case, & ask for specific amount • STOP TALKING. WAIT FOR RESPONSE • Handle objections • Summarize, gain agreement on next steps Formula for visit

Be specific.

Aim high.

Ask for a specific amount: “Can we count on you for a gift of ___?” “How would you feel about a ___donation?” “Would you be willing to contribute X ?” Be quiet. Let the donor ANSWER your question.

Turn objection into objective “So our objective is to figure how you can give the gift you want to make while spreading the pledge payments to make your tuition payments easy. Is that it?”

“I can’t give to the campaign with 2 kids in college!”

Source: Marc Pittman, Ask Without Fear

How do you respond?

They tell you they will give you the whole amount They tell you they will give you half. They tell you they will give you nothing.

Amount?

Timing?

“No.” Is it the…. Person? Project?

“No’s” are your friend.

They tell you how to get the timing right They tell you how to get the amount right They tell you how to get the project right

Scenario 1

Shawn Freeman came to the Children’s Museum Gala as a guest of board member Mollie Butler. He raised the paddle for a $15,000 vacation package. This was Shawn’s his first gift to the museum. Quick search reveals he and his wife have made several gifts in the $25,000 -$100k capacity. The Children’s Museum is in the final phase of a capital campaign with 90 days to complete a matching challenge for $500,000.

Scenario 2 Martha Johnson is longtime supporter of Bark and Purr Animal Rescue. She is a partner at Vinson & Elkins law firm and makes a year end gift of $500$1,000 each year.

 Her neighbor Cory McCallum is a board member at Bark & Purr and was partner at the law firm with Martha. He shared that Martha’s love for animals was inspired by her grandfather. Cory left the firm recently and shared that his annual salary was $250,000.

Donor Visit Improv

Improv

Two volunteers play a donor couple. MGO’s line up Each MGO sits down to visit. Ask questions to reveal interests, clock will be stopped and new MGO comes in to pick up where other left off The next MGO builds on what was discussed to ask another question or make an ask.

Debrief Activity: Improv ask.

What was your favorite question? What answers were the most revealing? Was there anything you tried that didn't work? Was there anything you’d do differently if you could stop and hit rewind? Did you learn something you want to apply to your calls?

10 min break

Activity: How high will you go? Reflect on an organization

you care about. Select a high and low gift amount. What 3 things would make you give at the higher amount?

Source: Train Your Board to Raise Money by Andrea Kihlstedt and Andy Robinson

The Donor Experience

1.6 Million Orgs in the US*

#1 We’re all in sales

#2 Donors = customers

Investment. Involvement.

I’m interested, tell me more. I became aware of you.

#3 Donors ≠ ATMs.

What donors want  To make a difference

 Appreciation  Feel in the know (inclusion)  Access to leadership  Confirmation gift “set to work” as intended

Sources: Penelope Burke, Author Donor Centered Fundraising, Kivi Leroux Miller, Author Nonprofit Marketing Guide

What donors get Give Give Give Give Give About us GiveGive Give About us Give Give Give Give Give Give About us Give Give Give About us Give Give Give Give Give About us Give Give Give More about us Give Give Give About Us Give Give About us Give Give Give Give Give

About us Give Give Give Give Us again GiveGive GiveOk Thanks Give More us Give Give Give Give Us Us Us Us Us Us Us Give Give Us Us Us Us – Man, we are great – Give

How donors define oversolicitation: “Being asked to give again before learning my first gift had an impact.” -Penelope Burke, author

# 4 Fundraising is quest for empathy

#5 First gift is their attention

Job one: avoid the trash can (or voice mail).

#6 Our brains can’t ignore novelty

#7 Statistics make us numb “If I look at the mass I will never act. If I look at the one, I will.” Mother Theresa. “One death is a tragedy. One million is a statistic.” Josef Stalin.

Source: Big Think.com

Source: Jon Barrett, SlideShare

“

Even with what we believe are logical decisions the very point of choice is arguably always based on emotion.” Dr Antonio Damasio, researcher

#8 Emotion needs no translation

#9 Stories work better than stats

http://nonprofitstorytellingconference.com/speak-in-stories

#10 It isn’t about your organization. Your appeal is NOT about how wonderful your organization is.

Your appeal IS about how wonderful the donor is.

Source: Jay Love & Tom Ahern

Truth Bomb: What drives donor loyalty?

Satisfaction = #1 driver of donor loyalty

“

There’s a reason why you can’t buy anything without being asked for feedback about the experience.” Charlie Hume, Donor Voice

Service Recovery Paradox

Get more loyalty even if you can’t fix it!

For every donor who registers a complaint their retention increases 15 points.

Source: Roger Craver, The Agitator

“

We’re considering running a bequest campaign in our newsletter. Which one do you like?”

School janitor Rufus Wells died in 1991.

After school today, he’ll help an 8 year old understand math.

School janitor Rufus Wells signed his will today.

One day, his bequest will help an 8 year old understand math.

“

The best time to fix a broken experience, or build on a great one, is in the moment that it happens.” Charlie Hulme, Donor Voice

Ever had a bad haircut?

Who did you tell about it?

How are you asking for feedback?

Communication tips

“

We are not our donor base. Most of our donors grew up before us or after us. Find a picture of your donor and put it in front of you when you are writing.” Leah Eustace, Good Works @LeahEustace

Give the donor a role in the story

Source: Tom Ahern

Start with quote

Start in the middle of the action Open with a startling truth

Use an unexpected narrator Paint a picture

5 story starters you can steal Source: Laurel Dykema, Mission India http://www.nonprofitmarketingguide.com/blog/

Source: Agents of Good for Ontario Nature, Sofii.org

Source: Kivi Leroux Miller, www.nonprofitmarketingguide.com

Source: Penelope Burk, 2013 Donor Survey

Source: Penelope Burk, 2013 Donor Survey

What can a McDonald’s milkshake

teach us about cultivating donors?

“

Want donors to understand you? You must first understand them. Ken Burnett, The Zen of Fundraising

@rachelmuir

“Quality in a service or product is not what you put into it. It is what the client or customer gets out of it.” Peter Drucker

Your communications = my mirror.

It’s conversational, natural & warm It’s the perfect personalizer You’re trained from infancy to respond to it

Why “you” is glue

Source: Shanon Doolittle

“Fourteen. And already a mother. With your support.. This wonderful twosome we owe to you.

Source: Austin Children's Shelter 2011 Annual Report

 Because of you...  With you….(describe great things that are possible)

Make THEM the hero

 Without you…  You made my day.

 I have a great story to share with you.  Look what you’ve made possible!

 I am so thankful for people like you.  You’ve given hope to…

Corporate

Don’t claim the credit

Claims credit Says “We”

Donor Centered Gives away credit Uses “You”

Source: Tom Ahern, www.aherncomm.com

Mobile Loaves and Fishes - Thanks

https://www.youtube.com/watch?v=m65BI881rj4

Thank you

Donor Centered makeover: $45k lift Source: Tom Ahern

The Best Thank You I Never Got

Thank you letter “Do’s” Goal: 24-48 hrs (“thank before you bank”) Don’t exceed 5 days (but late is better than never) Make it personal, i.e. stories, visuals Email autoresponders and/or IRS letters DON’T COUNT Allocate MORE time and staff during the holidays Daily stewardship “power hour”

Thank you letter “Don’ts”  Start with a “Thank you”  Be predictable!  Ask for another gift in your thank you letter  Continue to “sell”  Recycle the same copy indefinitely  Use pre-printed mass addresses cards  Give them homework

Don’t

Source: Donor Centered Fundraising, Penelope Burke

10 min break

Activity: How high will you go? Reflect on an organization

you care about. Select a high and low gift amount. What 3 things would make you give at the higher amount?

Source: Train Your Board to Raise Money by Andrea Kihlstedt and Andy Robinson

Surprising facts on planned giving

Psychology of planned How to giving position and

Your best prospects

market your program Discovery questions to ask donors

The Delicate Art of The Final Gift

Planned Giving Bequests

Source: Tom Ahern

Only 37% of Americans over 30 know what planned giving means.

Source: Michael Rosen, Donor-Centered Planned Gift Marketing

.

20% of US population >65 by 2020 95.4% of households give to charity 8% of giving is bequests Bequest giving up 10% since 2011

Who is a prospect?

Everyone is a prospect.

69% over 30 expect Only 22% to leave of people inheritance over 30 say asked.

Bull's-eye: Boomers, 40-60 year olds.

Consult with family, friends tax advisors first

Will make several planned gifts in lifetime May not have giving history with you

Giving won’t sacrifice their comfort level Taking care of loved ones is top priority

5 characteristics of planned gift donors

What does a bequest donor look like?

Frequent donors

Respond to offer: get info, attend will week, etc.

Join legacy society.

Source: Tom Ahern

The single greatest predictor in estate planning isn’t wealth, income, education, current giving or volunteering…

Current donors 50 and up with a will or trust… Family status No offspring Children only Grandkids

Will/trust 50% 17% 9%

Show how planned gift protects interests of children

Real or perceived ability to make a gift is profoundly influenced by a donor’s perception of family need.

Source: Michael Rosen, Donor Cente Planned Gift Marketing

Psychology of planned giving

Intention

Execution

Do you plan to leave a charitable bequest?

Did you get your plan completed?

What drives the gap

Subject to infinite postponement

Reminder of own mortality

What you see

Estate planning seminar tonight

!

What the subconscious sees

Estate planning seminar tonight

!

How a normal fundraising ask feels

I just donated That was fun It was easy to do I feel good about my decision I’m a good person I feel good right now

How a planned gift ask feels

I’m going to die someday!!! I don’t want to think about that (avoid) I’m too busy to think about that right now (distract)  I will think about this later (delay) This worry is overstated (deny)

Steps in the decision process The real enemy in bequest giving isn’t no – it’s “later”

Most giving doesn’t start this way

I don’t want to think about it.

Yes

Now

Source: Dr Russell James, Inside the Mind of the Bequest Donor

Tips to avoid “later” Attach a (non-death related) negative outcome to “later”

Later I don’t want to think about it.

Yes

Now

Source: Dr Russell James, Inside the Mind of the Bequest Donor

Give “later” negative consequences We are offering a free simple will service for anyone who signs up for an appointment tonight only. We have a matching grant that will pay 10% of planned bequests up to 10k per donor signed before _/_/_

Source: Dr Russell James, Inside the Mind of the Bequest Donor

Source: Dr Russell James, Inside the Mind of the Bequest Donor

Age into to last years Leave work life Acquire a family

People make wills at 3 life points

Conventional wisdom: Loyal AF donor

Source: Cool data blog

Find best prospects, send letter, visit.

Spotlight, add to form, postscript

Invite board, share stories

Thank humbly. “Next time Ask for you consideration.. review...”

How to position your program

Add to pledge, donation & reply forms “Please provide me with additional information about making a charitable bequest”

“I have made charitable bequest in my will or living trust to benefit ____________________”

Source: Jerold Panas

Identify and eliminate barriers.

Create or update wills.

Offer seminars.

Free “how to guide” .

How does it work?

“It’s pretty simple once you decide to save the world… Or your local library.”

12 point font at minimum Use back of business card Event recognizing planned gift donors Letter w/postcard reply requesting more info Letter w/postcard for atty Tour Lecture series

Tips to market your program Source: Michael Rosen, Donor Centered Planned Gift Marketing

Source: Tom Ahern

You can’t thank someone who died.

Gratitude is a lifestyle.

!

!

Discovery questions  What has been your most meaningful gift?  How important is it to you to continue that legacy? If we could help you continue that legacy would you like to learn more?  Have you ever made an estate or deferred gift to charity? How did that come about?  As you think about the future what are some of your worries (hopes)? What role can we play in addressing those concerns (hopes)?

!

“We recently received a wonderful gift through a donor’s living trust. It is a magnificent legacy for the donor and for us. The sadness is we did not know it was coming and I didn’t get to say “thank you” as sincerely as I wanted to do. Please let me know if you have a bequest for us in your will. I promise only to thank you as warmly as possible for your thoughtfulness.”

Planned Giving Discovery

How important is it to you to have an impact on the future through your philanthropy? How do you hope to achieve that? What role do your estate plans play? As you consider...would you be interested in learning how you could have a lasting impact on solving that problem with the people we serve? Source: The Osbourne Group

Many people of means believe they should ensure their heirs’ future; others believe children should make their own way, where do you stand on this issue? If you could pass along a lesson to your children what would that be? May I ask, what roles do your children (grandchildren, etc ) play in your philanthropic decision making?

Source: The Osbourne Group

It sounds like you would like to invest in our organization, but personal (family) issues are top of mind. If I could show you a way to … (restate the problem) and still make an investment in our organization, would you be interested in exploring some possible solutions? May I share with you how others have managed similar issues?

Source: The Osbourne Group

Planned giving resources

www.GetYourShitTogether.org

“All you need is one person to show you the epiphany of your own power and you’re off.” - Aimee Mullins, athlete

THANK YOU!!!

Thank you!

Read this.

My sources of inspiration

Sofii.org

My sources of inspiration

Aherncomm. com

Tell us how we did.

Rachel Muir, CFRE Vice President, Training Services [email protected] (214) 866.7747 Follow @rachelmuir