The gift planner’s role is to move the gift consideration process forward, to keep it going. We often have to think beyond our employer’s notion of the appropriate gift and offer real suggestions that address issues a donor may perceive as impediments to giving. In most cases, the plans we offer are simple and repeatable, and their appeal is greatly enhanced when they respond to the many cues and clues prospects continually offer us about their dreams, life stages, family issues and assets. This session will empower you to respond in real time to what your prospects tell you, to move the gift consideration process in a positive and progressive direction, and to be the spark that ignites a great idea for a gift.

  • Actively listen to what donors and prospects are telling you about their perceived impediments to giving.
  • Act on the maxim, "if we do not ask, the answer is always no" and proactively suggest gift planning ideas that address the concerns prospects are telling us  about.
  • Feel comfortable making referrals to other advisors when gift discussion exceed your own expertise.