1. The ART of Cultivation

2. Steve Hubbard Director of Planned Giving Edmundite Missions Selma, AL steveh@edmunditemissions.org 334-872-2359, ext. 222

3. A Act Responsibly

4. R Respond to the Donor’s Needs

5. T Take the Time to Listen

6. Donor #1

7. Joe Z Bronx, NY

8. Joe’s Expressed Goals: 1.Consolidate all retirement accounts into one one account at a local bank 2.Wanted assistance with his will 3.Wanted help in trying to deal with his best friend who Joe had given $100,000 without any terms of repayment 4. Wanted help in getting his cable repaired

9. What We Did For Joe: 1.Established a friendship with Joe 2.Consolidated all retirement accounts into one account at his local bank- Joe’s main objective 3.Suggested a way for Joe to deal with a personal issue involving a close friend 4. Fixed his cable

10. What Joe Did For The Missions: 1.Gifted the Missions with a Charitable Gift Annuity for $10,000 2.Received two inquiries on referral from Joe re: annuities 3.Included in his will 4.Continued regular giving 5.Created a friendship with cable co.

11. Donor #2

12. Cathy B San Jose, CA

13. Cathy’s Expressed Goals: 1.Interest in a Charitable Gift Annuity in a large amount 2.Interest in education 3. Interest in friendship

14. What We Did For Cathy: 1.Explained in detail how Charitable Gift Annuities work 2.Talked about the importance of education 3.Talked about my family 4.Listened to Cathy-about her husband 5.Checked in with Cathy quarterly 6. Invited Cathy to Selma and to stay with me

15. What Cathy Did For The Missions: 1.Created a lasting personal friendship 2.Cathy has assured us of a large Charitable Gift Annuity 3.Continued regular giving 4. More red blood oranges

16. Summary Comments: 1.Treat a donor as a family member 2. Listen 3.Understand what a donor is asking 4.To the extent possible, follow up on the small things 5. Realize that often a small donor will provide for you in their estate