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The Art of Planned Giving: Understanding Donors and the Culture of Giving by Douglas E. White,

"A unique book with a unique approach, this is destined to become a classic." --Charitable Gift Planning News In this deeply humane members and informative book, Douglas White deftly weaves together personal insight members and level-headed advice in a probing look at the human side of planned giving. He helps you understand, develop, members 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 members 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 members 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 families, members and their professional advisors, as well as executive directors members and board members within your organization. He also helps you translate technical knowledge into planned gifts that are better for both donors members and charities. The first book to take you beyond the mere mechanics members and into the very soul of planned giving, The Art of Planned Giving is an important working resource for planned giving officers, fund-raising professionals members and consultants, as well as nonprofit executives members and board members.
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