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1-5 years experience [clear filter]
Monday, October 7

2:00pm PDT

Catholic Donors are Aging: Increasing Planned Gift Results By Stewarding Donors While There Is Still Time!
The typical Catholic donor is an aging member of the “Silent Generation” getting close to signing that final will. Catholic bequest donors tend to live to 90. Half of all bequests are from wills with no charitable bequests prior to the final will. Most key bequest decisions are made in the last 5 years of life. There is still time to reach and influence many of even your oldest donors, but this window is closing! Catholic charities need to ramp up donor cultivation to maximize planned gift revenue. They need to make sure to get in (and stay in) that final and operative will—the only one that really matters. This session will show how to identify donors have the greatest probability of making a bequest. It will explain how to reach out and steward planned giving prospects and offer ways to reach donors at times they are most receptive. As donors are actively cultivated by some charities and passively ignored by others, it is clear where the money will go. It is also clear which charities are most at risk of being removed from earlier wills. Don’t be a passive charity that loses out! Using 55 years of Sharpe experience working with more than 10,000 charities, the speaker will also identify ways you can evaluate and assess the effectiveness of your current stewardship effort, as well as how to determine your key competitors for planned gifts.

1. Learn How to Identify Key Planned Giving Prospects for Cultivation & Stewardship
2. Show How to Reach Out in Ways That Work & at the Right Time to Maximize Gifts
3. Explain Tangible Ways to Evaluate Your Planned Giving Program Success & Identify Weaknesses

avatar for John Jensen, CFP

John Jensen, CFP

Senior VP and Senior Consultant, The Sharpe Group
 John Jensen is SVP & Senior Consultant for Sharpe Group, based in Washington D.C. With over 35 years of fundraising experience, John works with charitable organizations in Washington and across the country to design and implement effective charitable gift planning programs. He has... Read More →

Monday October 7, 2019 2:00pm - 3:00pm PDT
Hermitage C
Tuesday, October 8

10:30am PDT

Who to Ask and What to Say: Developing and Leveraging a Prospect Pipeline
The first question we often hear from people who are initiating a fundraising program or revamping their current operations is, “Where do we start?” Even people from large-scale development operations have to occasionally throw out their playbook and start from scratch. In this session, we will take a look at the concrete steps that can help you identify prospects for your organization and set manageable action steps for prospect cultivation, stewardship, and solicitation. The second portion of this session will examine tangible strategies for communicating with those prospects. Having a plan in place for each prospect that is both personalized enough to get a response and feasible for a small shop operation can be difficult, but it’s not impossible. This interactive session will aim to provide practicable strategies for prospecting and communication.

1. Demonstrate best practices for developing a prospect pipeline
2. Discuss processes for setting action steps that focus your time and energy
3. Review effective communication strategies for donors and prospects

avatar for Terence Curley

Terence Curley

Vice President, CCS
Terence is motivated to support and participate in causes that are founded upon a desire to effect positive change and growth for individuals, communities, and institutions. He gains immense satisfaction from collaborating with motivated leadership, volunteers, and donors to exceed... Read More →
avatar for David Mehr

David Mehr

Senior Director, CCS
David Mehr has engaged in and led CCS studies and campaigns for numerous faith-based nonprofits, including Saint Peter’s University (NJ), University of Maryland Saint Joseph Medical Center (MD), St. Joseph’s Health System (NJ), the Diocese of Paterson (NJ), the Diocese of Metuchen... Read More →

Tuesday October 8, 2019 10:30am - 11:30am PDT
Hermitage B