Faced with a large spreadsheet of planned giving prospects, how do you refine those names down to the best individual prospects? Although planned giving prospects tend to ‘fly under the radar’ in many respects, they share some common behaviours and characteristics that can help to reveal their planned giving propensity. Using a model created at the University of Toronto, we will discuss profiles of the best gift planning prospects as well as various prospecting and research projects that participants can tailor to their specific not-for-profits.

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