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The Art of Asking

Understanding the anatomy of a major gift from identification to getting the appointment to securing the gift to stewardship


Chicago, Illinois - May 20-21, 2019 - Seminar Online Registration 

The Westin Hotel 


2019- The Art of Asking Seminar brochureDownload: The Art of Asking brochure


What Others Say About This Seminar

 

Understanding the anatomy of a major gift— from identification, to getting the appointment, to securing the gift, to stewardship. Major gifts come to the fundraisers and institutions that understand the vision and the dreams that motivate donors. Donors don’t wake up in the morning saying, “I want to give money away.” They give to programs that are bold, exciting, and make a difference. We explore a new paradigm in major gift fundraising. Most important, we explore what dramatic changes take place in your organization if major donors adopt this new paradigm.

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Understanding the Anatomy of a Major Gift— From Identification, to Getting the Appointment, 
to Securing the Gift, to Stewardship


Major gifts come to the fundraisers and institutions that understand the vision and the dreams that motivate donors. Donors don’t wake up in the morning saying, “I want to give money away.” They give to programs that are bold, exciting, and make a difference.\

This Seminar is designed around a Six Step Program covering every possible element important to help you understand all aspects in making that successful ask.

 

We Explore in Depth Each of the Following:

Step 1: Identify and Qualify the probable donor: Capacity; Interests; Relationships; Passion.

Step 2: Plan. How to motivate your donor to move from attention to interest to desire to action.

Step 3: Cultivate. Build the relationship bridge between the probable donor and your organization. Involve the probable donor according to any “gaps”
in your plan.

Step 4: Ask. Invite your probable donor to consider investing in your organization. Asking is done in-person and face-to-face.

Step 5: Negotiate and Close. We lead the conversation from “no” to “yes” by eliminating the objection that prevents the gift. Without a plan, you waste time and risk losing the gift.

Step 6: Stewardship. The process of thanking. This is the first step in securing the next gift.

This Seminar is for anyone who is involved in asking for gifts— Board Members, Volunteers, the entire Staff. It provides every element in securing the gift. Each “step” in this two-day immersion involves coaching, group discussion, and role-playing. If you have the responsibility of helping fund your organization, this Seminar is for you. Or if you wish to move into Major Gifts in the future, this will be a tremendous asset for you and your organization.

paul edwardsFaculty

Paul V. Edwards is the Dean of The Art of Asking

Paul provides strategic oversight to the development and alumni relations teams as chief development officer and senior vice president for advancement at Gordon College. Expanded bio

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12 Reasons Why You Should Attend This Seminar 


If you want to:

  1. Get over the fear of asking
  2. Hone your skills at asking
  3. Make certain you get the appointment
  4. Learn how to listen more effectively
  5. Understand what a “no” means
  6. Go from “no” to “maybe” to “yes”
  7. Uncover the most motivating factors of the probable donor
  8. Determine which of the 5 levels of giving your probable donor falls in
  9. Handle the first 60 seconds of the visit
  10. Know when in the visit is the proper time to make the ask
  11. Learn the words that transform a visit into an ask
  12. Discover how a gift goes from the heart to the brain to the checkbook

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Seminar Format


Agenda

7:15 - 8 am - Breakfast
8:00am - 12 noon - Morning sessions

12noon - 1:30 pm - Working Lunch

1:30 - 5:00 pm - Afternoon sessions

5:00 - 5:45 pm - Reception
Second day ends at 3:30pm.
Breakfast, lunch and the reception are included with
 your registration. The evening is your own.

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2019 Dates and Location


Chicago, IL – May 20-21, 2019
The Westin Hotel

909 N. Michigan Avenue

Chicago, IL 60611

Phone: (312) 943-7200

Room rate: $219 plus tax - Cut-off date for special rate: April 26, 2019
Call 888-627-8359 for Group Rate for the Institute for Charitable Giving (Mention code: ICG)

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Registration Fee


Standard Individual Registration: $905.00 US

We offer discounted rates for CEOs/Supervisors (when they attend with staff), for those who attend multiple Seminars, and for larger groups. When attempting to take advantage of these special rates, please download our PDF Registration Form and send in one form per Registrant. Online Registration does NOT allow for discounted rates or information for multiple Registrants.

Please call our office (800-234-7777) with questions regarding which rates may apply to your group or how best to register.

There is something quite extraordinary that happens when the CEO or supervisor joins a staff member for a Seminar experience.

We are so committed to this important concept that we offer a special fee of $845.00 for the CEO or Supervisor when they attend with staff. We offer a special rate for a group of four or more registrants from the same organization. The supervisor for the group pays $845.00 and the rest of the group pays $855.00 each.

Seminar Scholarship Application— A limited number of partial scholarships are available for $815.00. The Review Board of the Institute will be particularly encouraging to relatively new organizations, those that serve primarily a minority constituency, or those especially affected by cutbacks in government funding.

Download Registration Form (PDF>> for checks, POs and credit card to mail.

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    Who Should Attend

    • All staff, board members, volunteers involved in fundraising.
    • Organizations that can benefit from an infusion of gift income.
    • Newcomers to the field, and those who have been at it for awhile.
    • Fundraisers who want to grow professionally.
    • Those who would like to have their professional batteries recharged.
    • Those who want to become more effective and successful at fundraising.
    • Those who choose to be the best they can be.

    Limited Registration

    There’s limited registration to ensure extensive 
interaction and provide maximum personal attention.


    Philosophy (But Not Much!)

    It’s important to consider what’s new in major gifts fundraising and how this affects making the ask.

    Developing Prospect Strategies

    The real art of major gifts is in the development of strategies. How do you develop the touch? You’ll practice strategies and skills in a small group setting.

    Inside the Head & Heart of a Philanthropist

    Understand the spirit and heart of those who give major funds. We attempt to have a philanthropist join us. You will be able to probe and ask questions regarding the spirit and motivations of their giving.

     

    CFRE ConEdLogo-2019

     

     

     

     
    CFRE Continuing Education Approved Provider Programs

    ICG is an approved provider of CFRE continuing education. All courses presented are submitted to CFRE International for review and approval.

     

    Here Are Some Things You Will Take Home From a 2019 Institute Seminar


    A Registered Certificate of Seminar participation and completion.

    PLUS...Valuable resources from our Tool Chest that will enhance your fundraising with more than two hundred presentation outlines, checklists, relevant reprints, and a host of fundraising tools to put to immediate use upon your return.

    PLUS...Regular mailings from the Institute & Jerold Panas, Linzy & Partners regarding new ideas in fundraising, pertinent new techniques, and innovative approaches to getting the gift.

    PLUS...A group of men and women— fellow alumni— with whom you will be networking and in regular contact.


    Seminar Scholarship Application


    A limited number of partial scholarships are available. The Review Board of the Institute will be particularly encouraging to relatively new organizations, those that serve primarily a minority constituency, or those especially affected by cutbacks in government funding. Scholarship Application (pdf)