The ART of Cultivation

Steve HubbardDirector of Planned GivingEdmundite MissionsSelma, ALsteveh@edmunditemissions.org334-872-2359, ext. 222

A Act Responsibly

R Respond to the Donor’s Needs

T Take the Time to Listen

Donor #1

Joe ZBronx, NY

Joe’s Expressed Goals:

1. Consolidate all retirement accounts into one one account at a local bank2. Wanted assistance with his will3. Wanted help in trying to deal with his best friend who Joe had given $100,000 without any terms of repayment4. Wanted help in getting his cable repaired

What We Did For Joe:

1. Established a friendship with Joe2. Consolidated all retirement accounts into one account at his local bank- Joe’s main objective3. Suggested a way for Joe to deal with a personal issue involving a close friend4. Fixed his cable

What Joe Did For The Missions:

1. Gifted the Missions with a Charitable Gift Annuity for $10,0002. Received two inquiries on referral from Joe re: annuities3. Included in his will4. Continued regular giving5. Created a friendship with cable co.

Donor #2

Cathy BSan Jose, CA

Cathy’s Expressed Goals:

1. Interest in a Charitable Gift Annuity in a large amount2. Interest in education3. Interest in friendship

What We Did For Cathy:

1. Explained in detail how Charitable Gift Annuities work2. Talked about the importance of education3. Talked about my family4. Listened to Cathy-about her husband5. Checked in with Cathy quarterly6. Invited Cathy to Selma and to stay with me

What Cathy Did For The Missions:

1. Created a lasting personal friendship2. Cathy has assured us of a large Charitable Gift Annuity3. Continued regular giving4. More red blood oranges

Summary Comments:1. Treat a donor as a family member2. Listen3. Understand what a donor is asking4. To the extent possible, follow up on the small things5. Realize that often a small donor will provide for you in their estate