EDUCATIONAL

Micro-Lesson Topics

Below are representative topics. New ones are added on a regular basis.
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  • How to talk to high net-worth donors
  • How to get donors, and their advisors, to the table
  • Introduction to planned giving
  • Principles of storytelling
  • Importance of planned giving … (it’s not about money)
  • Diversity and Inclusion
  • The types of planned gifts
  • Video interviews on gift acceptance policies
  • How the “simple’ gifts work
  • Bequests and how to get them
  • The Charitable Gift Annuity
  • Why having a CRM is critical, and how to use one
  • How to start a planned giving program
  • Sustainability
  • How to talk with your board
  • Time management – Session I (this is not about apps and widgets)
  • Success habits to become a CEO (this is not for the meek)
  • Donor calls during tough times
  • 21-point planned giving marketing program (full download available)
  • Gifts of real estate? They’re a lot easier than you think
  • Donor Advised Funds: The forgotten gift
  • Qualified Charitable Distributions (The IRA Rollover, as your donors know it)
  • Challenges with the SECURE Act
  • Summary of the CARES Act
  • Time Management – Session II
  • Basic planned giving marketing principles
  • Gift counting policies: The good, the bad, and the ugly
  • Understanding money, its impact on wealth perceptions
  • Donor acquisition and retention principles
  • Sources of financial support
  • How to identify prospective donors
  • How to identify the millionaire next door 
  • Donor stories: how to get them; what to ask
  • Should you “fire” that donor?
  • How to talk with a disgruntled donor
  • Donor screening, qualifying, and rating methods
  • Relationships between and among annual giving, capital/major giving, and planned/legacy programs
  • Components and uses of feasibility/planning studies
  • Donor motivations, barriers to giving, and giving behavior
  • Gift agreements and payment structures for contributions such as outright gifts, pledges, and installments
  • Criteria for special events
  • Aspects of nonverbal communication (body language, eye contact…)
  • Incentives such as member benefits, special invitations, premiums, and naming rights
  • Electronic media in relationship building
  • Stewardship techniques such as recognition and impact reporting
  • Ethical use of data
  • How to identify blind spots with donors
  • Do advisors want to see their clients give money way?
  • Annual Fund: Who to target for planned gifts
  • How to get creative with a donor on gift annuities
  • Don’t place a PhD or an attorney in charge of your marketing
  • Growing your career in development
  • How to advise a donor of a planned gift
  • How to target for planned giving at larger organizations
  • Difference between leadership and management skills
  • The New Tax Laws: Will they affect donations?
  • The small shop and planned giving: Advice you can use
  • Best practices in a planned giving program