David Sharken facilitated a tremendously interesting and relevant session about the legacy “ask.” Who are the donors? How does the conversation differ from other solicitations? What are you asking for – and what are you not asking for? What if you feel uneasy about your role? These were some of the questions that propelled a lively discussion followed by a hands-on practice opportunity.

Among the valuable insights:

• The most common reason donors do not give to an organization? They were never asked! Your donors come from throughout your organization and are often those who give modestly but regularly. So be sure to include them in conversations about an after-lifetime gift.
• When discussing percentage giving for legacy commitments, point out that 95% will go to their children if they choose to leave 5% to an organization. Looked at from that perspective, the larger number is both powerful and comforting.
• Be up front. If you’re uncomfortable because you’re new to this or the conversation is with an unfamiliar person, say so. You’ll cut the tension for yourself and those with whom you are talking.

Denise Broverman, a new member of Heritage Academy’s Legacy Team, called the session “extremely valuable,” adding: “This training gave me concrete information about how to fulfill my role. I believe in legacy giving and now I’m excited to talk to the Heritage community.”

Click below to check the valuable handouts related to holding meaningful conversations with potential legacy donors.

• The Ask
• Common Objections
• Legacy Prospects
• Setting the Appointment & The Conversation

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