In Pursuit of the Ultimate Gift

Presented by:

Davida G. Isaacson

Principal, Myerberg Shain & Associates

October 6, 2006

How do we get to the ultimate gift?

• The gift continuum – thanks to David Dunlop

• Relationships, relationships, relationships

• What is the ultimate gift?

The Planned Giving Solution

• Overcoming objections

• What does the “no” really mean?

• Planned gift vehicles that make the gift happen

• Planned giving in a capital campaign

• The power of a bequest for endowment building

Who is our market?

• Long standing, low level donors

• Board members

• Lapsed donors

• Non-members!

How do we reach them?

• On-air, on-air, on-air*

• Every publication

• Every solicitation and acknowledgment

• Every opportunity

*See attached Jonathan Pond script ideas

Doing planned giving with limited staff

• Attention to the cues and clues

• Staff training for awareness

• Reading the responses!

Go forth and multiply!

• The gifts, that is