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PROTOTYPE Why Your Pitch Isn’t Landing: What Donors Actually Hear in Gift Planning Conversations
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On-Demand
Cost
Member: $35.00
Non-Member: $59.00
Credit Offered
1 CFRE Credit
1 CSPG Credit
1 CAP Credit
1 Participation Credit

Lisa Greer

Today, Lisa writes, teaches, and advises fundraisers throughout the world on incorporating the donor perspective into all their fundraising activities. As a fundraising coach, nonprofit changemaker, major donor, and author of the bestselling books “Philanthropy Revolution” and “The Essential Fundraiser’s Handbook,” Lisa is on a mission to “Save Giving”.  Between her books, her teaching, and her highly successful blog, Philanthropy 451, Lisa helps nonprofits see a clear path to sustainable and long-term success — supported by data, statistics, and interviews.

Currently, Lisa is also a Doctoral Candidate at Indiana University Lilly Family School of Philanthropy, further deepening her expertise and commitment to transforming the nonprofit sector. With her guidance and unique approach, the nonprofit world will witness engaged and energized donors, efficient organizations, and a more honest, sustainable philanthropic culture that fosters lasting and mutually respectful relationships between charities and the donors that support them.
   

Gift planning conversations are some of the most meaningful and most delicate donor interactions we have. Yet even well-intentioned conversations can miss the mark if we don’t fully understand how donors experience them. 

In this session, philanthropist and bestselling author Lisa Greer brings the donor’s perspective directly into the room, sharing what donors actually hear during gift planning conversations — including legacy gifts, donor-advised funds, and transformational commitments. Drawing on real-world experiences as both a major donor and nonprofit advisor, Lisa will unpack the unspoken signals, assumptions, and power dynamics that shape these discussions. 

Participants will leave with a clearer understanding of:

  • How to create trust-driven, donor-centered conversations that deepen relationships, respect donor intent, and ultimately lead to more meaningful and lasting impact. 
  • What donors really hear when gift planning options are introduced, and why donor desires don’t always translate to a gift 

  • What fundraisers say, and what donors hear and how that can backfire between the actual gift and implementation, resulting in unhappy donors 

  • Common language and framing that unintentionally creates pressure, confusion, or disengagement 

  • How to shift from transactional discussions to relationship-centered, trust-based dialogue 

  • What today’s donors — across generations — are looking for when considering legacy and transformational gifts 

  • Expectations after the gift — on both sides 

  • Practical ways to strengthen donor confidence, clarity, and long-term commitment