1. CLOSING THE GIFT: INSTILLING URGENCY THROUGH DONOR-CENTRIC FUNDRAISING Martin Leifeld Vice Chancellor of Advancement University of Missouri-St. Louis MartinLeifeld.com

2. “This time, like all times, is a good time, if we know what to do with it.” Ralph Waldo Emerson – American essayist, lecturer, and poet, 1803-1882 MartinLeifeld.com

3. Urgency begins with us What’s my purpose? Motivations? Aspirations? Who am I and why do I do what I do? MartinLeifeld.com

4. Personal/Professional Plan Overarching Position Statement: Two-four sentences Four values Five aspirations Goals for year and for quarter – personal and professional Review all of this daily and revise as necessary/quarterly and annual resets MartinLeifeld.com

5. Personal/Professional Plan Reminds me of what matters most. Provides me with focus. Motivates me. Directs my energies. Anchors me in the world. Empowers my professional life. MartinLeifeld.com

6. What are the goals of your organization? Goals ought to establish priorities and urgency Fundraising goals should flow from them Fundraising goals should include: financial commitments increased participation importance of retention MartinLeifeld.com

7. Case Statement with Urgency Compelling – develop the “why” Mission; fundamental purpose Donor-centric -- Impact and outcomes from financial support (ROI) as well as Recognition Present with urgency face-to-face Capacity and Affinity MartinLeifeld.com

8. The Developing Donors Cycle Identification/ Renewal Cultivation Solicitation Stewardship/ Recognition Time Qualification MartinLeifeld.com

9. Closing time Arrives for a particular gift (or gifts) Calendar, fiscal, annual or special campaign Completed process with donor as to purpose, size, nature of gift Now it’s time to: Document! No gift is closed until it’s documented verbal promises are insufficient Collect Implement MartinLeifeld.com

10. Closing time It is our responsibility as fundraisers to close them; gifts can be lost Oftentimes it’s not easy to close gifts – access to donor/advisor/evolving circumstances/etc. MartinLeifeld.com

11. What was the initial motivation? Act of leadership – example will inspire others Who/what will be helped – its impact Benefits/recognitions they may receive Use another to help you close the gift Discuss time considerations Get the intention in writing; details can follow MartinLeifeld.com

12. Are there enough resources in the St. Louis region for us all? MartinLeifeld.com

13. Questions MartinLeifeld.com