Asking someone about their estate plans in a cold call can be intimidating, but picking up the phone with good preparation tools and pre-defined goals can lead to a rewarding exchange and clear pipeline management outcomes. By identifying key open-ended questions, as well as other tips and tricks to engage in conversation about legacy, a qualification call no longer has to come as a challenge. Instead, the call can be a unique touchpoint to inspire story-sharing and mission-centric connections to help move a prospect into becoming a legacy donor.
Presenter:
Cultural studies academic and recent winner of the Association of Healthcare Professionals “40 Under 40” award, Kelsey Picken, PhD, CFRE, CSPG currently serves as Senior Director of Legacy Giving at Texas’ first community foundation, The Dallas Foundation. With her award-winning dissertation on philanthropy from Claremont Graduate University and more than a decade of experience in developing planned giving programs and as a frontline fundraising leader across higher education, museums, and healthcare sectors, Dr. Picken ensures that building a legacy is accessible for all. Expanding her commitment to philanthropic excellence, Picken also serves as Treasurer on the Dallas Council of Charitable Gift Planners and Chair of Gift Planning on the Run.