1. Kathleen Loehr

2. Values First, Products Second “How do I strike a balance between what is good for me and my family, and what is good for society? Building family and building society go together.” “How do I want to be remembered? What lasting imprint do I want to leave on the world?” Thinking through what your life is evolving toward is the central task in “making a life”. Enjoy what you have by sorting out what to leave.” Quotes and thoughts from C. Collier’s book Wealth in Families

3. Values First, Products Second Busy though they are, people make time to talk about concerns and values Gift details are secondary to meaning, family, and legacy Discerning “what is important” before “what to do”

4. Blending with the Donors Asking the questions that open up more insights “Why” questions to reflect on the meaning and purpose of philanthropic desires Essential questions to probe what want to preserve and promote – what really matters?

5. Key Pivot Questions Open questions to explore values & motivations: Ranking (1-5) what is most important to you Personal Achievement Family Tradition Service to others Permanent Legacy Help me understand what motivates you to give Professional Intellectual Social Personal Impact/Emotional Spiritual

6. Key Pivot Questions Open questions to explore values: Describe your greatest influences in establishing your values Describe your high-point experience in philanthropy to date What institutions are most important to you in your life? Why?

7. Key Pivot Questions Clarifying questions Explore how they distribute their wealth, such as: There are three basic beneficiaries of your estate: heirs, IRS, causes you care about What is the current percentage distribution? What would you like it to be? What does programmatic impact look like for you? What specifically would you like to achieve with your philanthropy?