The Power of Persuasion – Influencing
Prospects to ‘Yes’

DESCRIPTION:
Working hard all your life and then giving your money away is not natural. It is extraordinary. Development officers know that philanthropy is a learned behavior.  People are naturally resistant to giving their money away and asking others to do so.  This session highlights the research of Dr. Robert Cialdini, a renowned expert in the expanding field of influence and persuasion. His thirty-five years of evidence-based research and a three-year study on what moves people to change their behavior results in these effective principles of major and planned gift solicitation.

The Power of Persuasion shows you how to:

1. analyze your prospect
2. interpret his/her needs
3. create interest
4. create relationships where none exist
5. inject persuasiveness into solicitations
6. translate organizational needs into prospect benefits
7. develop listening skills geared to effective solicitations
8. uncover the true motives, needs and interests of your prospect

This session on “ethical” persuasion explains the psychology of why people say "yes"—and demonstrates how to apply these understandings to the field of philanthropy.

Speaker Bio: Rose Lester, president of Lester Consulting Group, Inc., has more than 40 years experience in management, marketing, board governance, fund development, and public relations, including projects on a local, national, and international level.

Rose honed her skills as a member of senior management with Pan American World Airways, Inc., working in Miami, New York, and Los Angeles.  She completed her career with Pan Am in 1981 following three years as director of recruitment for the Western United States.

Prior to starting her own consulting business in 1989, Rose served as executive vice president for Mercy Foundation – a nonprofit organization charged with raising funds for four hospitals, ten schools, and a variety of social service programs located throughout Northern California. 

In that capacity, she created an effective leadership structure and designed a “best-practice” governance model that included a 65-member Board of Trustees representing corporate leaders from every segment of industry throughout Northern California.  Rose was responsible for successfully directing the Board of Trustees, system leadership, and department staff in their efforts to build a broad base of local, regional, and national support from individuals, corporations, and foundations.

Throughout her career, Rose has earned respect for her ability to build community networks of support toward a common purpose.  Her personal and professional contacts extend throughout the nation and include corporations, foundations, professional associations, government agencies, and boards of directors. 

She has published several articles and is a regular speaker at conferences and seminars on a local, regional, statewide and national level.

In November 2000, Rose was chosen as Outstanding Fundraising Executive of the Year by the Association of Fundraising Professionals and was honored at the National Philanthropy Day luncheon.  In 2011, the Sacramento Metro Chamber of Commerce honored Lester Consulting Group, Inc., as the “Small Business of the Year.”

 

This program is accredited for 1.5 hrs by CFRE and appropriate for all planned giving professional levels.

Program Agenda
Registration and Networking: 11:30AM
Program and Presentation: 12:00PM – 1:30PM

Cost To Attend
PGFGS and Joint NCPG & PGFGS Members:  $25
Regular Members:  $40

REFUND POLICY
You may cancel your registration and receive a partial refund minus a $5 processing fee by 5pm, Tuesday, February 25.

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