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  TITLE: Major Gifts: The Art of One-on-One Solicitation
  CITY: Dallas
  DATE: Wednesday October 29th, 2008
  Time: 9:00am-11:00am
  Price: $45

Eighty-five percent of the donor base for nonprofits in the United States can be attributed to individuals, according to recent surveys. It is a very simple but it is a daunting task, because the best way to get these significant contributions is to simply ask for them. Asking for money is a delicate art, however. Do you have the skills, training, and immense self-confidence it requires? This session will be divided into two parts:
This session will teach you the subtle science of one-on-one solicitation. You’ll know what questions to ask and you’ll have a chance to sit down with your peers to role-play and to discuss what does and does not work. After this session, you’ll have a script and a demeanor that will enable you to acquire successfully major gifts and have a solid solicitation strategy. This session is intended for intermediate to advanced fundraisers but Associates will learn a great deal as well. Covered topics will include:
   
1. What to say, and what never to say.
2. The prerequisites of your own major gifts program.
3. The best ways to cultivate and solicit major gifts from the resources you already have, and you to develop new connections.
4. How your team needs to be prepared to ask efficiently.
 

Paul Fulham
President
Zachry Associates
Paul is president of Zachry Associates, a 33-year-old integrated marketing communications firm, with offices in Dallas and Abilene, Texas.
In addition to his other responsibilities, Paul oversees the company's fund raising division that works with many hospitals, universities, children's homes, social organizations and religious ministries. Zachry Associates specializes in direct mail fund raising, major donor campaigns, telethons, phonathons, special events, telemarketing and donor research and survey projects.
Not only a developer of programs for others to implement, he is also directly involved on a hands-on basis with the fund raising activities of many of his clients, including the solicitation of major and planned gifts.
In addition, Paul serves as vice president of Zachry's sister company, Caswell, Zachry, Grizzard, with offices in Dallas and Atlanta. This company creates integrated planned giving and current donor programs annually for over 300 non-profit organizations. National clients include the American Red Cross, Salvation Army and the American Cancer Society.
A 30-year fund raising veteran, Paul is active in his AFP chapter and in the past was selected as "Outstanding Professional Fund Raiser of the Year" by his peers. Paul is also a member of the American Advertising Federation and has served on numerous non-profit boards.
Paul has presented at several AFP, AHP and CASE workshops and was selected as a Regional “Faculty Star” speaker for the CASE District IV Conference. He has held the CFRE certification continuously since 1987.

Wayne Hamit
President
Mountain Movers International
Wayne Hamit is a gifted consultant and speaker based in Dallas, Texas, in the United States. His diverse life experiences include being a humanitarian, pastor, management consultant, and entrepreneur. He has worked in more than eighty countries and has served the government leaders of those nations as a consultant on social and economic development.

As a business entrepreneur, Wayne has experienced success in a number of ventures including electronic manufacturing and software development. He also serves as an advisor to a number of CEOs in growing corporations.

Wayne is president and founder of Mountain Movers International, an organization that connects resources in the United States to needs in the developing world. Since 2000, Mountain Movers has served entrepreneurial ministries throughout the world, providing assistance with strategic planning, leadership development, and special projects, as well as teaching leaders to disciple others.

Wayne serves as a pastor and a missionary whose personal passion is changing people’s lives for the better and leveraging leadership.  
 
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