In this quick video (under three minutes) interview, Professor Russell James, Professor of Charitable Financial Planning at Texas Tech University, shares his “4-S” Method for talking to donors about bequest giving. It goes like this:

• Story 1: What’s new at the organization
• Story 2: Another story, hopefully something you know this donor has an interest in.
• Story 3: This one about a fellow donor who has decided to include the organization in her will; tell why she did it and why she finds it so rewarding. And then … ask the donor if she’d be interested in a charitable bequest.
• Shut up: (Or take a sip of your drink.) Just don’t talk before the donor has a chance to think! Staying silent is not easy, especially at this important part of the conversation.

Following this method can make the most nervous or shy fundraiser into a bequest superstar, because it connects with donors on a meaningful level and gives them the chance to seriously consider this major decision you’re hoping she’ll make.

You don’t always get a “yes,” but you can count on having a good conversation! Try it!

Wondering how to start or improve your bequest giving program? Then you’ll want to download our free ebook, Easy Building Blocks for a High-Producing Bequest Program. It gives you the first steps for a program that zoom your toward getting those amazing bequest donations.

Related Blog Posts:

• This Breakthrough in Donor Surveys Can Unlock a Treasure Trove of Bequests
• A Practical Lesson from Star Wars: How to Raise 2 to 5 Times as Much from Real-Life Donors
• Your To-Do List for Skyrocketing Income in the Coming Years