High Impact Professional Development
The future belongs to the organization that has a strong, vital, major gifts program. Never has the need been greater for an effective approach to asking for the gift and securing it.
The major gifts will come to the fundraisers and institutions that understand the vision and the dreams that motivate donors. This Seminar is designed especially for those who don’t yet have the confidence necessary to make the call and for those who are coaching others to make the ask. Through role-playing and analysis, you will sharpen your skills in this area.
You’ll discover the anatomy of a major gift and understand how to market these gifts properly. You learn a strategy for getting the appointment. From prospecting to closure to stewardship, this Seminar embodies it all. You will leave this Seminar with renewed vigor, commitment, and enthusiasm for our special field of endeavor.
- What Makes a Great Fundraiser
- Transform Your Annual Gift to Enhance
- Your Major Gift Program
- How to Use Expert Storytelling to Build Support for Your Program
- The Challenges Major Gift Fundraisers Face
- Six Steps to Raise a Major Gift
- Getting a Face-to-Face Visit
- The Art of the Ask
- The Influence and Impact of Women
- Measuring Your Effectiveness
- What Motivates a Gift
- Handling Objections
- Coaching Your Volunteers to Ask for Gifts
The Institute faculty is the very finest in the country. We will be including many more faculty members in the next few weeks.
- Paul Edwards, Dean
- Melanie Sabelhaus
- Douglas Dillon
- Jerold Panas
- Terry Heilman Sylvester, Costa Mesa, CA only
- Nancy Gray, Chicago only
- Colette Murray, Costa Mesa, CA only
- Richard Stone
- Jay Frost, Costa Mesa, CA only
- Mark Whittaker, Chicago only
- Richard Wilson, Costa Mesa, CA only
- Paulette Maehara, Costa Mesa, CA only
Four Distinct Activities During Our Seminar
The first is what we call ParkBenching. Mark Twain once wrote that the most profound learning experience a person can have is to have a great teacher on one end of a log and a student on the other. Well, we do that, but we skip the log !
In ParkBenching, every registrant at the Institute has the opportunity for a one-on-one conference with a faculty member. The session is open-ended, with no prohibition on the topic.
How to advance in the profession, how to deal with a Chair that's not effective, having a problem with the boss, looking for a new job. You name it— whatever needs to be discussed.
Second is the Buzz Group. The name says it all. Buzz Groups are highly interactive sessions covering vital topics— every possible area that leads to a successful development program.
The Buzz Group is lead by a faculty member. Attendees are divided into small teams. In each Seminar there are the least two, one-hour Buzz Groups. The way they are scheduled, registrants can attend their choice of subjects during the two-day Seminar.
The 360 Rap is the third. 360 Rap provides an extraordinary opportunity for registrants to analyze a faculty presentation. Here's how it works. The faculty member presents a topic. At the tables, following the presentation, in groups of six, registrants examine the material. Turn it inside-out. Review it again. Challenge. Explore. Analyze. Most important, they talk about the take-aways from the lesson they can put into use immediately back home.
The fourth is SnapShots. In small groups, registrants discuss challenging situations they will likely face somewhere along the line in their career. The scenarios are taken from actual cases. Tough situations. What is the proper solution? The group decides.
Attending a Seminar is an extraordinary experience. Many say it's the most effective and exciting coaching experience they have ever had. These four special activities, added to one of the most outstanding faculties available, provide a remarkable opportunity to learn, explore, and practice.
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 factor of the probable donor
8. Learn what makes a great fundraiser
9. Determine which of the 5 levels of giving your probable donor falls in
10. Handle the first 60 seconds of the visit
11. Know when in the visit is the proper time to make the ask
12. Learn the words that transform a visit into an ask
13. Learn to listen as if you are hard of hearing
14. Discover how a gift starts from the heart to the brain to the checkbook
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.
2017 Dates and Location
Chicago, IL – February 27-28, 2017
The Westin Hotel
909 N. Michigan Avenue
Chicago, IL 60611
Phone: (312) 943-7200
Room rate: $159 plus tax - Cut-off date for special rate: February 3, 2017
Costa Mesa, CA – April 3-4, 2017
The Westin South Coast Plaza
686 Anton Blvd
Costa Mesa, CA 92626
Phone: (714) 540-2500
Room rate: $199 plus tax - Cut-off date for special rate: March 11, 2017
Standard Individual Registration: $845.00 US
We offer discounted rates for CEOs/Supervisors (when they attend with staff), for those that 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 will NOT account for discounted rates or Registrant information for multiple Registrants. Please call our office (800-234-7777) if you have any questions regarding which rates may apply to your group or how best to register.
If you attend more than one Seminar, you receive a discount of $50.00 off each additional Seminar.
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 $765.00 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 $765.00 and the rest of the group pays $795.00 each.
Download Registration Form (PDF>> for checks, POs and credit card to mail or fax.