How to Make a Major Gift Visit with Gail Perry
Gail Perry is a nationally recognized fundraising guru. In this call, she takes us step by step through how to make a major gift call.
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Beginning
With Whom Did They Consult?
Keep in mind that we are only one of several sources, so in order to be credible we need to have awareness of the various issues donors are considering when they make a major gift. In other words, we need to know what we're talking about.
Parking the Car and Other Practicalities
How can you prepare and position yourself before and during meetings with prospects to maximize your opportunity for success? Let's take a look at some key rules that apply to every MGO.
We'll start by looking at rules for initial meetings, then look at meetings in an office setting, then the home setting, then a neutral location, and lastly look at ways to show respect, affection and interest to elderly donors.
THE INITIAL VISIT
I. Turn off your phone 15 minutes prior to the appointment
Who Said it?
Who said “Philanthropy can be a key part of your overall wealth management plan?"
A. President of Princeton in address to donors
B. Warren Buffet
C. Goldman Sachs and Co. promotional material
D. Cleveland Clinic promotional material
The Answer:
C. Goldman Sachs and Co.
This quote from Goldman Sachs materials in 2009 was the first time that they overtly promoted philanthropy as a planning strategy.
A Sticky Situation: The Solution
There are many examples of heirs being surprised by charitable gifts and challenging the legitimacy of these gifts, accusing the organization of exerting undue influence. Help avoid potential problems for your organization.
A Sticky Situation
As a major gift officer you’ve developed a great relationship with Shirley Knot, a significant donor to your organization. How would you handle this potentially complicated situation that arises with Shirley?
The Major Donor Visit Strategy
Often, the best way to have a productive visit is to have a written plan. Here are some ideas:
Prospect Research for Small Shops with Cecilia Hogan
Cecilia Hogan has been leading the prospect research effort at the University of Puget Sound for 20 years. Listen to her speak about prospect research and how smaller organizations can incorporate a little bit of research into their fundraising program to maximize their major gifts.
Have You Heard This?
Are you asking big enough questions? Have you heard the following from any of your donors or prospects recently?
What Would You Most Like to Pass On?
A recent poll asked people with wealth to rank seven items in order of importance. The question was: “What would you MOST like your heirs to inherit from you?”