Make your donors fall in love… The Planned Giving Counsel of Simcoe County proudly presents Fraser Green. Fraser is a highly respected fundraising consultant and author. He co-wrote Iceberg Philanthropy and authored 3D Philanthropy. His company Good Works helps charities build loyal constituencies by using a combination of market research and philanthropic practices. Learn how to establish a successful philanthropic program based on donor loyalty. Interact with a master and get practical advice on how to engage your donors. Fraser will walk you through the emotional and motivational dimensions of fundraising. As an added bonus he will give some specific advice for your organization. For more information about the Planned Giving Counsel of Simcoe County, please visit: http://www.plannedgivingsimcoe.org/

1. !
12!Things!Legacy!Donors!
Want!From!YOU!
Fraser!Green,!Chief!Strategist!&!Smartypants!
www.goodworksco.ca!

2. What!would!YOU!like!them!to!!
say!at!YOUR!90th!birthday?!

3. 1.!To!leave!a!legacy!for!which!
!!!!they’ll!be!remembered!

4. Every!donor!wants!to!know!
she’s!changing!the!world!–!somehow.!

5. 2.!To!have!impact!on!the!future!

6. Erik!Erikson!
Gen!
!
!
generaOvity!

7. 3.!To!find!meaning!and!!
!!!!!!purpose!through!philanthropy.!

8. What!God!said!to!Neal!David!Walsch!

9. 4.!Beliefs!are!the!Krazy!Glue!of!human!
relaOonships.!Connect!there.!

10. Caldiani’s!‘consistency’!as!
a!means!of!persuasion.!

11. 5.!Show!a!consistent!&!coherent!
past,!present!and!future!

12. Would!you!by!a!used!!
car!from!this!guy?!

13. 6.!Fundraisers!and!allied!professionals!
are!BOTH!in!the!trust!business.!
Trust/noun!
noun:!trust!
firm!belief!in!the!reliability,!truth,!ability,!or!
strength!of!someone!or!something.!
"relaOons!have!to!be!built!on!trust"!

14. 7.!What!do!legacy!donors!
want!from!fundraisers?!

15. why!
!
They!want!inspiraOon!to!give!
_!NOT!an!instrucOon!manual!!

16. 8.!What!do!donors!want!
from!allied!professionals?!

17. how!
They!want!to!do!the!!
paperwork!with!you!!

18. Why!are!humans!at!the!!
top!of!the!food!chain?!

19. 9.!Nothing!is!more!important!to!
the!human!being!than!to!belong.!

20. The!insOtuOon!has!NO!needs!–!ever.!

21. 10.!Your!job!is!to!connect!people!
with!people.!(or!maybe!kidens)!

22. Humans!are!EMOTIONAL!animals!
(4!primary!emoOons!to!relate!to)!

23. !What!Maya!Angelou!said…!

24. 11.!Your!donors!want!to!share!
deep!feelings!with!you.!

25. And last, but not least…
the neurology proves it"

26. 12.!No!form!of!human!communicaOon!is!
more!powerful!than!storytelling.!

27. The!two!most!important!!
moments!in!my!life.!
11:20!p.m.!October!18,!1988!
6:35!p.m.!June!21,!1999!