Major and Planned Giving: Face to face wins the race

The hardest thing for most development officers to do is to GET OUT OF THE OFFICE and spend time face to face with donors discussing a major or planned gift. Sometimes the problem is based on a latent fear of being put “on the spot” and not knowing what to say.

One way to overcome the fear is simply to be enthusiastic. Take a cue from Vartan Gregorian, former CEO of the New York Public Library. According to Jerry Panas, author of “Asking: A 59-Minute Guide to Everything Board Members, Volunteers and Staff Must Know to Secure the Gift,” Gregorian makes everyone feel as if they’re his best friend.