Audio Conferences - A Free Servce for Members of AFPOC
Thursday, February 4, 2010

Warming the 'Cold' Call:
Effective Strategies for Major Gift Prospect Identification and Qualification

Many charities are, for the first time, making the transition to major gift fundraising. While they are to be applauded in their pursuit of long-term sustainability and strategic growth, the reality is that many organizations have far more "suspects" than truly qualified prospects. Identification calls are needed.

In "Warming the 'Cold' Call," John Greenhoe, CFRE, examines the process of opening the door for the first time. Using John's proven methods, participants will learn basic but effective methods for qualifying
prospects for the purpose of major gift cultivation, solicitation and stewardship.

Target Audience:

All experience levels will benefit from the presentation, but it is most ideally suited toward mid-level fundraising professionals (3-6 years) who are likely getting serious about pursuing major gifts for their organizations for the first time. Senior level (7-9 years) and advanced level (10+ years) fundraisers will also benefit because they will pick up tidbits that will be useful in training staff members in major gifts work.

About the Presenter: John Greenhoe, CFRE, has more than 20 years of experience in nonprofit leadership roles and has successfully conducted hundreds of identification calls with prospective major gift donors. As a major gift officer at Western Michigan University and previously with the American Red Cross, John has developed a unique understanding of the identification and qualification process from varied perspectives. John is a frequent speaker before national audiences on numerous philanthropic topics, with past credits including the AFP International Conference, Council for Advancement and Support of Education, Forum for Fundraising and Charity Channel.

Webinar Objectives:

Understand effective methods for researching their major gift prospects - so that the first call isn't totally "cold"

Know how various contact means (email, phone, postal mail) can be used strategically to set up the first meeting

Understand models for scripting the initial visit, or knowing what to say during a casual but purposeful meeting

Be able to develop strategies for continuing the relationship after the visit, or "keeping the ball rolling"

Event Specifics:
Date:	Thursday, February 4, 2010
Time:	10:00 - 11:30 a.m.
Location:	Volunteer Center Orange County 1901 E. Fourth Street Suite 100 Santa Ana CA www.volunteercenter.org   Map via MapQuest
Registration:	Members attend at no cost. Please Login to Register and RSVP. Non-members: $20 Please Login to register on-line to pay by credit card
CFRE:	Participation in a live session or use of an audio recording of the program qualifies for 1.5 points toward CFRE education requirements.