Abstract Think Like You Own the Place Closing Major Gifts How to Lead Up to the Close Marketing Planned Gifts Low‐cost Postcard Help Land 11 Gift Annuities Help Callers Identify Wealth Judge a Prospect's Propensity to Give Psychology Behind Giving Attitude Matters Infect Others With Your Passion Motivational Strategies One Gift Can ‘Raise the Bar’ for Community Support Spending Money to Make Money Assessment Officer Helps Qualify Suspects Planned Gift Policies Have a Policy for Accepting Life Insurance Expect The Unexpected Do Your Homework Before Visiting a Foundation Professional Development Resources Are You Familiar With ADRP? Closing Techniques Offer Gift Ranges? Time Management Tips Net Worth Formulas Science of Asking Questions Stand Out From The Crowd Do Your Holiday Cards Get Lost In the Shuffle? Staff Responsibilities Role of ‘Director of Stewardship’ Clarify Board Responsibilities Make Board Member Expectations Clear Raising Funds Via Events Share‐A‐Chair Party, Non‐Party Raise $44,700 Stewardship Protocol Some Donors Are Changing ‘Pledge Period’ Rules Honing Your Skills Take Time to Evaluate Gift Refusals Flexibility Increases Success Many ‘Capital’ Campaigns Also Include Endowment Goal Give Prospects Ownership in Projects Encourage Prospects to ‘Fill in Funding Blanks’ Employee (and Former Employee) Giving Reach Out to Your Organization's Retirees Cultivation Strategy Consultant Profile Techniques You Can Use Report Helps Prioritize, Point Out Next Steps Among Foundations

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