PRESENTATION BRIEFS Are you responsible for providing quality training programs for your AFP Chapter, Gift Planning Council, Estate Planning Council, CASE or AHP conference, your statewide association, your national organization, or internally for your own charitable organization? Dan Shephard offers a number of presentations and workshops that can be tailored to your group. Fees are based on length of the program. Travel expenses will be billed at actual cost. Please contact dan@thefrontlinefundraiser.com to discuss and schedule a program. R. Daniel Shephard, CFRE Dan Shephard, a veteran of the not-for-profit sector since 1986, knows the value to the frontline fundraiser of being equipped with both the competence and the confidence to engage a potential donor in a discussion that will result in a significant gift commitment. Dan speaks from experience, having served as Planned Giving Director for the Florida State University Foundation, Director of Development for the Pamplin College of Business at Virginia Tech, Director of Gift Planning for The Citadel Foundation, and Director of Development for the Chase College of Law at Northern Kentucky University. Dan is Principal of The Shephard Group , through which he provides training and consulting services focusing on frontline fundraisers. He is the author of Charitable Choices – How to Avoid Donor’s Remorse. Learn more about our available presentations at: http://thefrontlinefundraiser.com/speaking-engagements/ Connect with Dan on LinkedIn: http://www.linkedin.com/in/danshephard 10821 Cypresswood Drive ⚫ Independence, Kentucky ⚫ 41051 ⚫ 843.693.5719 dan@thefrontlinefundraiser.com ⚫ www.thefrontlinefundraiser.com
SKILLS TRAINING SESSIONS THE FOUR DECISIONS How To Lead Your Donor To Each 60-90 Minutes Recommended Audience: all frontline fundraisers Solicitation is only one component of securing a new charitable gift, and usually (as it should be) the last to be addressed. Even when the fundraiser opens a new relationship by announcing his/her intent to request a contribution, that fundraiser will almost always address three other topics and come to a decision on each with the new donor. That totals four issues to pursue, four decisions to be made by your new donor. Learning Objectives Learn a deliberate, donor-centered approach to a successful gift conversation. Learn WHY the prospective donor wants to discuss giving with you. Learn for WHAT the gift will be designated, what impact the donor wants to make with the gift. Learn HOW the gift plan will be structured – when, with what assets, and in conjunction with what other considerations and priorities. Learn why “WILL YOU give?” is usually the last thing you s hould ask. Learn how to partner with colleagues and key volunteers in pursuing The Four Decisions. Extend Your Reach How Major Gift Officers Become Active Partners in Gift Planning Efforts 60-90 Minutes Recommended Audience: major gift and planned gift fundraisers, those who manage them In the fundraising sector synergy is the result of collaboration and shared success. This presentation offers practical tools to create synergy in your development office, combining the skillsets of major gifts and planned gifts in ways that do more than just multiply results. Learning Objectives Learn how to lead donors through purposeful discovery conversations, and how those conversations lead to the effective integration of planned giving and major giving; Learn how interactive case studies serve as the tool for sustainable in-house training that equips major gift fundraisers to find more and greater gifts, and positions planned giving experts as collaborative partners; Learn how such purposeful conversations help uncover more outright, deferred, and blended gifts. Navigating the Hurdles to Conversational Gift Planning 60-90 Minutes Recommended Audience: all frontline fundraisers There are two critical moments in building a donor relationship, even for the most experienced charitable gift planner. The first is when you invite your possible donor to transition from an emotional discussion of your nonprofit to an actionable gift conversation. The second happens once your prospect identifies an 10821 Cypresswood Drive ⚫ Independence, Kentucky ⚫ 41051 ⚫ 843.693.5719 dan@thefrontlinefundraiser.com ⚫ www.thefrontlinefundraiser.com
appealing gift purpose, offering you the opportunity to invite an in-depth exploration of the best way to give. Learning Objectives This mini-workshop introduces tools you can use immediately to navigate these hurdles. L earn how to identify the gift plan that’s available, whether it’s outright, deferred, or blended. The workshop includes two practice exercises, introducing a proven structure and a language that can be introduced at each key juncture in the relationship. GET THE APPOINTMENT 60-90 Minutes Recommended Audience: all frontline fundraisers Jerry Panas writes in his definitive book Mega Gifts that “getting the appointment is 85 % of getting the gift.” We spend a lot of time and attention on cultivation and solicitation techniques, both of which assume that we have already engaged with the possible donor. But nothing gets done until you’re in the living room or the conference room sitting with that possible donor. Learning Objectives Learn how to intentionally invite meetings with possible donors, how to claim control from the outset, how to set the agenda for all that will follow. Learn how to invite meetings, both in person and by telephone. Draft your personal Call Scripts for telephoning. Learn how to Go APE(Anticipate, Prepare, Execute) as you invite the meetings that will result in meaningful gift discussions. GET TO THE POINT 60-90 Minutes Recommended Audience: all frontline fundraisers At some time during the discovery / assessment process with your new possible donor you must get to the point and invite a gift discussion. You must learn whether you are investing bad time after good and either continue building this relationship or move on. Rather than go into the meeting hoping your possible donor shares something useful with you, go into that meeting with a plan to invite the person to share something with you – to begin with the end in mind. Learning Objectives Learn how to set the agenda in a new donor relationship Learn how to break the ice with triggering questions and invitations Learn & practice The Two Part Conversation that identifies for WHAT and HOW the gift plan will be designed 10821 Cypresswood Drive ⚫ Independence, Kentucky ⚫ 41051 ⚫ 843.693.5719 dan@thefrontlinefundraiser.com ⚫ www.thefrontlinefundraiser.com
EXERCISES in ETHICS 60-90 Minutes Recommended Audience: all nonprofit leaders Fundraising professionals interact on a confidential, often intimate level with colleagues, with volunteer leadership, and with potential donors. Challenges and temptations arise that are difficult to interpret, much less to respond to appropriately. The consequences of poor choices can have far-reaching implications on your career. Learn the three sources of ethical pressure Identify resources that will protect you: o Pertinent tax law o Organizational policies o codes and standards of ethics o The Mama Rule Solution Session – role play the scenarios you will encounter during your career INFORMATIVE PRESENTATIONS THE SELF-LIMITING ASK from Dan’s article, “ The Self-Limiting Ask ,” published in the October, 2018 issue of Advancing Philanthropy 30-60 Minutes Recommended Audience: all nonprofit leaders If you’re thinking the $1,000 annual gift from each of your top donors is a major gift and that your fundraising program is on cruise control, think again. Is it possible that: • Your donor thinks much about that $1,000 annual gift? • Your is the only nonprofit she supports? • No other fundraisers ask her for support, and some ask for far more than $1,000? • Your donor might be considering larger gifts to some of those others? Learning Objectives Learn how to stop asking for contributions, and start asking for gift conversations. Learn how to discover gift motivation and major gift capacity Learn the two part gift conversation that will lead you to gifts from assets, not only from income SIMPLIFYING CHARITABLE REMAINDER TRUSTS 60 – 90 Minutes Recommended Audience: gift planning experts and those who aspire to be Unitrusts, Annuity Trusts, NICRUTs & NIMCRUTs, FLIP CRUTs, Education Unitrusts, Retirement Unitrusts – how does one even begin to sort through it all? Here’s the key: the basic structure of every charitable trust is identical. What distinguishes the specific variation of the trust your donor will gravitate toward has more to do with listening to the donor’s concerns and priorities, and with packaging to get the prospect’s attention. Learn the language of charitable remainder trusts in a way that will give you confidence 10821 Cypresswood Drive ⚫ Independence, Kentucky ⚫ 41051 ⚫ 843.693.5719 dan@thefrontlinefundraiser.com ⚫ www.thefrontlinefundraiser.com
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