The greatest barrier to success for most major gift planners is fear. That includes fear of failure, fear of rejection, fear of the unknown.
Throughout my career I have encountered bright and talented frontline fundraisers who froze at the mere thought of inviting a meaningful gift conversation with a new suspected donor beyond asking for a $25,000 pledge. The sadly typical reason is the fundraiser’s belief that s/he must know all about gift planning strategies and tax law before daring to ask questions that might lead to a discussion of those issues. So the fundraiser never brings them up, leaving LOTS of gifts on the table.
During my workshops for frontline fundraisers I encourage students to learn more, beyond what I offer, about charitable gift planning, and about pertinent tax law. I emphasize that, through practice and study, they will gain more competence and more confidence; and will be increasingly capable of inviting and participating in this part of the conversation.
Until then I introduce them — and you — to a special tool: The Magic Answer. It’s the answer to any question you could possibly be asked. “I don’t know but I’ll find out for you” or “I don’t know, but I want to introduce you to my colleague who will be able to provide that answer.”
As you embrace The Magic Answer believe that those with whom you are speaking will respect your honesty and that you will earn trust in your relationships. Never hesitate to use the Magic Answer, and always follow up on your offer.