1. Rocket Science for Fundraisers Nancy A. Baker ¦ September 25, 2014

2. Before We Talk About Why It’s Not How would you describe yourself as a fundraiser? What do you consider most challenging about gift planning? What would you like to come away with today? © 2014 Nancy Baker

3. It’s a Question of VALUES The gift conversation is a VALUES conversation. Elements of the conversation: Passion for your mission Relationship of trust You are a facilitator; it’s all about the donor. © 2014 Nancy Baker

4. Let’s Dance Two types of conversations: You getting information The donor giving information It takes two to tango so be willing to build the conversation: Ask open-ended questions Listen between the words Clarify © 2014 Nancy Baker

5. Put Yourself in the Donor’s Shoes Don’t let your own fears keep you from asking questions It’s not what you ask, it’s how you ask it; how would you want to be asked?; lean forward conversations.

6. Keep your foot in the door Have a plan before you make the call/visit What do you want to come away with? How do you build on this meeting/conversation? What is your follow-up?

7. Wait for the “Hell no” “No” doesn’t necessarily mean “NO!” Dealing with you own fear/discomfort Open ended questions Never pressure

8. Elements of a gift strategy Know the basics, e.g. features and benefits Identify what you don’t know and who can help you Prepare for the conversation Commit to the long term

9. You’re not making cookies Avoid the cookie cutter approach Don’t decide for the donor – help to explore options One size does not fit all.

10. Prepare for the conversation Inventory what you know about the donor Plan your questions Be flexible Plan to listen, listen, listen

11. Ask good questions Values Assets Life Events/Transitions The Future

12. Listen for Clues and Cues Outright Gift Life Income Gift Will Commitment/Beneficiary Designation Life Transitions

13. Who, what, where, when, why and how Clarify What You’re Hearing Discover Who They Are How They Got Where They Are What Their Vision Is © 2014 Nancy Baker

14. It’s All About the Donor Donors talk MORE than you do You ASK more than you tell State understanding—yours and the donors Gear follow-up to underscore that you paid attention © 2014 Nancy Baker

15. Questions Nancy A. Baker ¦ nbaker@lta.orgnbaker@lta.org © 2014 Nancy Baker