One of their few extravagances was owning a late model Cadillac. When asked what motivated him to give, Bill stated that he attributed every success in his life to what he had learned at the University. During their lifetimes, the Peters donated nearly three million dollars to pharmacy-related projects at the University of Minnesota. Dollars follow values Dollars follow values. This concept is central to affinity fund raising.
Donors give in direct relationship to their values, attitudes, and beliefs.
Affinity fund raising will help you to discover and learn the importance of these attributes. The interview form described in chapter 5 will provide open-ended questions that help to identify the prospect s core values, attitudes, and beliefs. You will learn how to ask these pertinent questions in a conversational manner as well as how to interpret and organize the responses. You will learn how to develop a specific prospect cultivation plan that responds to the unique needs of each individual. For example, read the following statements.