The Planned Giving Blogger

The art and science of planned giving.

Moving beyond the “stuck” points.

with 2 comments

Whether the communication method is face-to-face or via printed planned giving marketing materials, donors get stuck in the estate planning process for a variety of reasons.  Our job is to focus on overcoming the donor’s specific “stuck point” to make way for the gift. Stuck Points

So said Jay Steenhuysen of Covenant Calls and David Whitehead of AARP who spoke together at the recent Bridge conference.   Here’s a chart that shows how/where donors get stuck and how to transform the conversation to help the donor over his/her particular hurdle.

Until you speak with a donor it’s difficult to know where they are stuck so mass marketing materials should speak to all of the potential hurdles.  When you speak with donors one-on-one, whether it’s in follow up to a returned reply form, a stewardship call or a face-to-face meeting, one objective should be to identify where the donor may be stuck so that subsequent communication, in writing and on the phone, can address and, ideally, remove the obstacle.



Written by Phyllis Freedman

August 4, 2009 at 11:50 pm

2 Responses

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  1. Ms Freedman,
    Good job on the PG blog; more and more info needs to get out about this wonderful strategy. I’m trying like crazy to do it by educating seniors and anyone in a retirement mode. Keep up the good work.

    steffan cress

    August 10, 2009 at 4:15 pm

  2. Very useful post! The “stuck points” chart came in handy within 2 hrs of reading it when I helped a donor who was stuck in “overwhelmed” mode. She pledged a gift on the spot.

    Ted Reese

    August 12, 2009 at 8:40 am

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