LEAVE YOUR TOOLBOX IN THE TRUCK UNTIL YOU KNOW WHAT “NEEDS A FIXIN”

Imagine you are looking to remodel your kitchen and you call several contractors to come out and give you an estimate. How would you feel if one of those contractors started unloading their truck in your driveway before you ever had a conversation? You open your garage door and there are tools and 2×4s strewn about. You might respond with, “What the heck are you doing? We have not even had a conversation. You don’t even know what I am trying to do!” How many times do we do that with a prospect or donor? We start by going right for the cash gift, or, if the donor mentions planned giving, we start talking about the gift options before we have any idea of what the donor wants to do and the impact they want to have. (more…)