How to: Dual Ask

Aleinu and L’dor V’dor Training July 18, 2011

Agenda D’var Torah Reflecting on CBS The Conversation Commitments

Leave ready and motivated for one-on-one conversations

“And Adonai spoke unto Moses, saying: ‘Tell the Israelite people to bring Me gifts; you shall accept gifts from every person whose heart is so moved’…”

Exodus XXV, 1-2

How does Congregation Beth Sholom “move your heart”?



Reflect on your CBS connection

2.

Own the CBS “case”

3.

Get to know “your people”

4.

Learn how to have the conversation

5.

Make your own commitment

Secure a place to

Celebrate and support members Provide innovative Conservative Judaism Learn – for us and our children Repair the world

Strengthen

Programming and education Ritual Our facility

Aleinu – secure the present

Meet diverse needs of our members $3 million over 3 years

L’dor V’dor – secure the future

For generations to come $3 million (45 bequests) over 3 years

Now or over time (up to 3 years) Payment Options

One-time / Quarterly / Monthly Appreciated Assets – especially stock Special IRA opportunity

A gift now or upon death 80-90% are ‌

Named as an IRA or 401(k) beneficiary Named in will Named in an insurance policy

Other options – others can explain

For most, we will ask twice • To secure the present (cash or other assets over the next 3 years) • To secure the future (a pledge of assets upon their death)

For some, only a legacy gift



Reflect on your CBS connection



Own the CBS “case”

3.

Get to know “your people”

4.

Learn how to connect

5.

Make your own commitment

People who care deeply about CBS People who have supported CBS Leaders and volunteers …Your People!!!

CBS makes a difference in their lives They feel a connection to CBS and/or other members They love what we do They believe in us They trust the shul and our leaders

Provide an opportunity to make their values known Want to assure continuity for future generations Want to be remembered Better us than the government Most importantly: they were asked

Background information sheet One household at a time Call to secure more information Questions/changes now?



Reflect on your CBS connection



Own the CBS “case”



Get to know “your people”

4.

Learn how to have the conversation

5.

Make your own commitment

Three parts 1.

Thank and Connect

2.

Make the Case

3.

Ask, Wait‌ Thank Again

Thank You 2-3 questions about CBS

What first drew you?

What keeps you here?

Life events at CBS? OK to share your connections – but be brief

What questions would you like to be asked?

Make our Case Connect the case to what you heard Or refer to list and ask them what on the list resonates with them

Be Passionate. Be Brief.

Secure a place to

Celebrate and support members Provide innovative Conservative Judaism Learn – for us and our children Repair the world

Strengthen

Programming and education Ritual Our facility

First, an Aleinu gift

A specific amount or range Great to make it “please join me” Wait and listen to response…

OK to extend time to meet target

Next…

Ask to join the L’dor V’dor Circle with a Legacy gift by Naming CBS as a beneficiary of their IRA, retirement plan or insurance policy Including CBS in their will or estate plan

Write down notes Connection questions How you’ll ask for Aleinu and L’dor V’dor

Review your asking sheet Pair up and talk

How many people wrote down notes first?

What did you hear that you liked?

With what do you need help?

Who committed to…

Aleinu?

L’dor V’dor?

Pick up the phone and call Tell them who you are Thank them for past support Ask about best time to talk about CBS - in person Ask who in their household should join Suggest their home

Don’t do the ask over the phone



Reflect on your CBS connection



Own the CBS “case”



Get to know “your people”



Learn how to have the conversation

5.

Make your own commitment

Make Your Commitments

To Aleinu To L’dor V’dor To set a date with 1 person this week To meet with that person in August To write a thank you note

Tell the office (Jill) what happened



Reflect on your CBS connection



Own the CBS “case”



Get to know “your people”



Learn how to have the conversation



Make your own commitment

“…you shall accept gifts from every person whose heart is so moved…”