How To Raise: Ten moves that lead to transformational gifts: Research and real-world practice.

Big gifts are different. The messaging, structures, and psychology change when we move from pocket-change decisions to major life investments. In this fast-moving session, Professor James covers the key practices that reliably secure transformational gifts. We’ll connect neuroscience, behavioral evidence, and national data to field-tested sentences, questions, and steps you can use immediately on your next visit. By the end of this session, participants will be able to: Identify why transformational gifts require different messaging, metrics, and donor engagement strategies than smaller annual gifts. Apply donor-identity questions to uncover the personal values, life history, relationships, and aspirations that can motivate a transformational gift. Use asset-based discovery questions to help donors consider wealth, appreciated assets, and planned gifts as part of their philanthropic capacity. Structure a major-gift conversation that connects donor identity, a compelling philanthropic challenge, a personally meaningful impact, and appropriate follow-up after an initial “no.”