Год выпуска: 1998 Автор: Douglas E. White Издательство: Страниц: 362 ISBN: 9780471298465
Описание
"A unique book with a unique approach, this is destined to become a classic." —Charitable Gift Planning News In this deeply humane and informative book, Douglas White deftly weaves together personal insight and level–headed advice in a probing look at the human side of planned giving. He helps you understand, develop, and use the interpersonal skills that are an essential part of every successful planned giving officer?s art. White provides practical answers to such crucial questions as: How do I successfully approach a prospect for a planned gift? What are the steps to building a prospect?s trust and instilling a sense of mission? How can I tell if I?m being too aggressive—or not aggressive enough? How do I handle a donor?s lawyer and other advisors who don?t support the gift? Tracing the entire process of acquiring a planned gift from the first phone call to managing the gift?s assets, White offers many helpful pointers on how to deal with donors, their...
