SIGNALS -- A Deliberate Approach to Discovery and Assessment of a New Prospect

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This session will address the link between possessing a wealth of legal and technical expertise and the ability to share that expertise the only place it matters--in front of a prospective donor. The speaker will introduce a technique to intentionally engage the prospect in a gift discussion that addresses the three key elements of any successful gift negotiation: the motivation to give, the means to give, and timing relative to triggering life events, asset allocation and pertinent tax considerations. Only by working deliberately can the gift planner recommend a meaningful gift plan bringing all that valuable knowledge to bear where it counts. Anything less is merely an academic pursuit.
Author Name
Dan Shephard
National Conference on Philanthropic Planning
Publication Year
Donor Relations
Document Type
Conference Paper
User Target
Getting Oriented, Honing Skills, Expanding Expertise
NCPP2013_Shephard.pdfNCPP2013_Shephard.pdfNew description539 KB
communications, Syllabus 2.0, NCPP2013
National Standards for Gift Planning Success

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