Planned Giving: ‘How Old Are You and Did You Know You Could … ?’
“My children have more money than I do.”
Possible response: “If only I could be so fortunate! If your children don’t need to receive an inheritance from you, then you are free to give your assets to those who are less fortunate. Did we ever talk about the community outreach our hospital does for children who have never received dental care?”
4. Why have you given to [charity] in the past?
We know that at a very basic level, donors give because they are asked to give. What can you discover about earlier “asks,” and how might that information affect future solicitations? Who asked and in what way? Was the donor responding to a general request for funds, or was there someone who had a particular impact on her? Did the inspiration to give come from within or outside of the institution?
