The large gifts that will endow your organization's programs are not gifts of income. Endowment gifts are gifts of assets. You are leading your organization to seek the large gifts that presently constitute your donors' assets. There are two kinds of money. Green money and White money.
Green money consists of bank accounts.
White money is composed of deeds to real estate, stock certificates, stock option certificates, notes, bonds and numerous other statements of value. Together, these indices of value are called securities. Many of your donors have relatively small sums of green money. By design, they keep only a small amount of their wealth in green money. But they have large numbers of assets tied up in white money.