Training Scenario

The Long-Lapsed Donor

Hard Historically $250–$1,000, nothing in 10 years

Gave consistently for a decade post-graduation, then stopped after a negative experience with the University. Guarded, a little cold. Needs to be re-engaged with care.

What a great fundraiser does

Do NOT launch into a pitch — ask about his experience first
Listen and acknowledge before presenting the case
Re-establish emotional connection to BC (Jesuit mission, community)
Only transition to the ask once rapport has been rebuilt

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Difficulty

Easy — receptive Medium — thoughtful pushback Hard — resistant

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