OasisLMS

Great planned gifts don't happen by accident, and they're really not about the technical aspects of charitable gift planning. They're all about productive, donor-focused conversations that unfold over time, culminating at the point where the donor is ready to say “yes.” This session will give you the skills and tools to have more productive conversations, close better gifts, and have more satisfied donors. Learn from two lifelong gift planners who have spent their entire careers having productive conversations with donors and closing transformational gifts. With more than 50 years of combined gift planning experience, Jeff and Scott will share their secrets of having the most productive conversations possible, whether you're talking with a donor about an outright gift or one that will last for perpetuity. This fast-moving, interactive session features practical conversation tips and phrases that you can use immediately, presented in a dialogue format that features a series of role-play scenarios that will give you the confidence and ability to have more productive conversations than ever before.

Learning Objectives:
1. Conversation tips for introducing planned giving and keeping the conversation moving forward.
2. Focusing donors on maximum impact instead of gift minimums.
3. Addressing the most common objections from gift planning prospects.

CFRE: Approved for 1 point
CAP: Approved for 1 PACE credit

Conference Year: NCPP 2017

Jeff Comfort   Jeff Comfort is vice president of principal gifts and gift planning at the Oregon State University Foundation, where he provides strategic leadership to the gift planning program and oversees the staff that assists donors in making deferred, assets-based or complex gifts to the university.

Scott Lumpkin  Scott Lumpkin is Vice Chancellor of University Advancement at the University of Denver, where he leads the University’s comprehensive advancement efforts, including development, alumni relations, and alumni/donor engagement. Before being appointed vice chancellor, Scott led DU’s gift planning program for more than twenty years and was recognized nationally for his expertise in charitable planning. In his 30 years of service to DU, Scott has played a significant role in garnering many of the University’s largest gifts, reflecting his recognized expertise in charitable gift planning and ability to build strong relationships with alumni and friends of the University.