Planned Giving: ‘How Old Are You and Did 
You Know You Could … ?’

Asking questions and educating prospects about ways to make gifts are the hallmark of our jobs as fundraisers. In this article, we will describe how to ask strategic questions to obtain key information; how to introduce the topics of bequests, charitable gift annuities and charitable remainder trusts; how to encourage membership in a heritage society; and how to make a combined planned- and major-gift solicitation to a prospect.