Abstract Frame of Mind Matters Improve Odds of Success With a ‘Can Do’ Attitude Gear Up for Planned Gifts How to Apply for a Charitable Gift Annuity License Stewardship Ethics Be the Catalyst for Good Stewardship Factors That Add To Naming Gift Appeal Surveys Help Flush Out Prospects Marketing Planned Gifts Are Your Attorney Contacts Encouraging Charitable Gifts? Charitable Gift Annuity Success Good Stewardship, Timing, Keys to Planned Gift Success Hiring Planned Gift Professionals Find Out How Planned Gift Job Applicants Operate Prospect Identification Procedures Annual Phonathon Should Also Provide Clues to Wealth Cultivating Distant Prospects Include Periodic Phone Calls in Cultivation Procedures What's Working for You? Get the Pulse On Family Members' Feelings Have a Campaign Back‐up Team in Place Use Principal Gifts to Leverage Key Groups Planned Gift Mailing Attracts 10 Charitable Gift Annuities Major Gift Snapshot Million‐dollar Board Challenge Was Nurtured How to Prepare Case Statements Making the Case Offers No‐nonsense Guide Engage Your Board In Fund Development Board Surveys Reveal Perceptions About Development Prospect Identification Don't Overlook Present and Past Employees for Major Gifts Get to Know Your Neighborhood Do You Have a Long‐range Planning Committee? Where Do You Stand On Publicizing Major Gifts? Pitch Story Ideas To Your Local Newspaper Building Your Endowment Inventory What's Named On Your Grounds Solicitation Procedures Scale of Gifts Helps During Closing Process Stay Close to Your Centers of Influence Small But Regular Donors May Be Link to Wealth Expanding Your Donor Base Build Generational Loyalty Websites of Interest Business Travel Tip Consultant Profile Outsourcing Services What You Should Look For In Consultant Contracts

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