Moving services to

After being on my own since 2011 (that’s 12 years – my longest “job” tenure by far), my planned giving consulting services are moving to!

Check out their new consulting landing page!

Also, my next webinar is happening on May 31 at 2 pm – click here to learn more and don’t forget my friends and family discount code (8CEYNUR8 – 25% discount!)


What is Planned Giving really about?

There are many angles to planned giving – Is it about the “vehicles”?  The tax advantages that some offer?  Or, is it about newsletters and marketing and websites and emails? Or, simple bequests? Or, perhaps, leadership campaigns? Or, connecting with professional advisors?

Well, here is a definition of Planned Giving that I have found (now past 25 year in this field) that best summarizes what is really going on with planned giving:

When the values of an institution align with a donor’s own values to the extent that it becomes the donor’s belief that these values should be preserved for the future.

In other words, planned giving is about bringing together all modes communications – ads, letters, articles, emails, board meetings, events, etc.. – to make sure that your closest supporters know and realize that their personal legacies can be expressed through any type of legacy gift!

So, if your organization is communicating properly about planned gifts, what else is your job (as a major gifts officer or general fundraiser) in this regard?

The answer is Initiating Legacy Conversations.

You just need to initiate conversations with longer term supporters (those who have the potential for this “alignment of values”) and listen and converse!

If I have caught your attention, please check out this upcoming webinar!

2:00 – 3:15 PM EST

What is Planned Giving and how do you do it?

In the summer of 1992, my first law school summer, I interned for the Planned Giving director at the MetroWest Jewish Community Foundation.  So, it’s 30+ years since I was introduced to this field (1998 since leaving law practice to focus full-time on this field – 25 years)!

I have been through a lot – worked with over 300 organizations as a consultant and was involved with over $500 million in Planned Gifts (have lost track of the total).  But, the core of planned giving is really about is something that I am constantly working on.

How do you get to closed gifts?

For this, you need to understand how to reach donors (i.e. marketing, events, activities) and you need to understand the donors’ motivations and inspirations, and who are the best prospects and when is the best time to open the conversation.

This Wednesday, I will be giving my most important webinar for understanding the nuances of this field and how to actually get to gifts.

If you have time for only one training session, and want get started talking to donors, this is the one:

Initiating Legacy Conversations – February 1, 2023 at 2 pm EST

I will condensing 30 years of my own experiences, as well as those of colleagues, clients, and donors, into this one 1.25 hour webinar.



Still time to register for Initiating Legacy Conversations webinar

With the next new Legacy IRA Act primed to bring more Planned Giving into your discussions with donors, now is the time to get ready!

Initiating Legacy Conversations

February 1, 2023
2:00 – 3:15 PM EST

Do you have trouble initiating a planned giving conversation? Do you clam up when it’s time to have “that talk?”
If you can’t initiate a dialogue or make the ask, your prospects will look for someone else who can.
But when you learn how to have effective conversations with donors and prospects when it comes to legacy gifts, your nonprofit’s endowment will grow, right along with your reputation and career!

This exclusive course on starting the planned giving or legacy conversation will show you how to find the clues to begin the dialog … and close the deal. And it couldn’t come at a better time.

Put doubt and uncertainty in the rear-view mirror.

  • Understanding mindsets, motivations, aspirations.
  • Know who to target.
  • Know which life events are good triggers to open up a dialogue.
  • Learn how to develop your “Legacy Opener.”
  • Overcome the greatest hurdles to a legacy conversation.
  • Find out if they have a will or an estate plan, and know what to suggest if they don’t.
  • Close on a gift.
  • How to solidify a gift once confirmed.
  • Get exceptional information for a donor story.

Includes Q&A

Recordings Available



Included Takeaways
  • 15 Conversation Starters (Includes the “Why” Behind Each Question)
  • 31 Quality Questions to Ask Donors and Prospects
  • Planned Giving for MGOs (PDF)