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1. Make sure the intern cares about your mission
2. Have the intern view videos, read reports and talk to program staff (and beneficiaries) so they are familiar with stories about the impact your organization delivers
3. Pull a list of longtime loyal donors (over 60 is preferable)
4. Write a letter to the donors but have the intern personalize and duplicate it, hand address envelopes, and mail them to donors letting them know the intern will be calling the following week
5. Write a script for the intern that includes:
6. Have the intern begin making calls (note that he or she will need to call each number multiple times)
7. Capture all the interactions in your CRM
8. Prioritize who will need a follow-up call based on how they answer the last question and assign a staff person to make those calls
>> eBook: Words That Work – Part 2: The Phrases That Encourage Planned Giving
>> Why Failing to Focus on Major and Planned Gifts Can Be So Dangerous
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