Day 1, Thursday, September 30

1:00-1:30 PM
Registration

1:30-1:45
Welcome & Introductions

1:45-2:45
What is Personal Solicitation?
The act of asking someone for a gift conjures a variety of preconceived notions and misconceptions. This session examines why people give and focuses on how to develop the honest and sincere relationships needed for success.

3:00-4:15
Making the Ask: Faculty Scenarios
Watch a series of personal asks. In this session the faculty will illustrate several solicitation scenarios including an introductory visit, an annual fund, major gift and planned gift solicitations as well as asking for an ultimate gift.

4:15-6:00
Solicitation Scenarios and Role Playing
Using a case study, participants practice developing cultivation and solicitation strategies by writing out a considerate ask and then participating as part of the asking team. Participants will conduct the solicitation meeting, establishing practical experience building confidence and skills.

6:00-7:00
Networking Reception

7:00
Conference Adjourns for the Day
Dinner on your own

Day 2, Friday, October 1

7:30-8:00 AM
Continental Breakfast/Faculty Consultations

8:00-9:45
Solicitation Scenarios and Role Playing (continued)
Using a case study, participants practice developing cultivation and solicitation strategies by writing out a considerate ask and then participating as part of the asking team. Participants will conduct the solicitation meeting, establishing practical experience building confidence and skills.

10:00-11:15
Elective Sessions (choose one)

• Knowledge is Power: Preparing for the Call
  There is a lot to do and learn before you're ready to pick up the phone and make that appointment. What do you need to know about a prospect? What tools are available to get the information you need? Is the prospect prepared for the ask? Put what you learn to use in this interactive exercise by compiling a prospect profile.
• High-End Solicitations in the Annual Fund
  Creating high-end, face-to-face asks will enhance both your professional value and the credibility of your annual fund program. How do you develop high-end prospects? This session offers techniques for generating useful prospects and solicitation plans.
• Developing a Strategic Action Plan for a Major Gift Prospect
  You have met with a prospective giver and from the qualification meeting; you feel they have major gift potential. Who, what, when, why and how do you thoughtfully and strategically share your time with the prospect to bring them to a positive giving decision?

11:30 AM-12:15 PM
What Do You Say When......?
Often the prospect will voice one or more issues that stand in the way of making a commitment. What can you learn from these objections and how can you turn them into opportunities to reach agreement on giving the gift? What are the strategic questions you need to ask? Find out at this session.

12:15-12:30
Words of Wisdom/Final Questions

12:30
Conference Adjourns