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November 17, 2016 By Helen Brown Leave a Comment

Why wealth screenings – and prospect researchers – are so reliant on real estate

life-saver-ring

Here’s the complaint I hear frequently about wealth screenings, prospect research, and real estate: Knowing what our prospect holds in real estate is useless! She’s never going to give any of those houses to our organization!(*)

That’s absolutely right. She’s probably not. But that completely misses the point of why real estate is key.

Here’s why:

Imagine with me that you’re on a lovely sailboat. You’re out for the day with friends in the Caribbean enjoying the sun and the breeze. You’re moving along at a pretty fast clip with the wind, but all of a sudden an unexpected gust causes the boom to flip from one side of the boat to the other, and somehow you’re overboard.

The water’s warm but it’s going to take a few minutes for your friends to turn the boat around and get you. That thin orange ring they tossed you is by no means reliably holding up your weight, but it’ll help keep you up while you tread water until the boat comes back. That orange ring may be crummy, but it’s the most solid thing you’ve got right now. [Read more…]

Filed Under: Most popular, Prospect identification, Ratings, Researching Individuals, Wealth screenings Tagged With: Capgemini, prospect research, ratings, real estate, wealth screenings, World Wealth Report

May 15, 2014 By Helen Brown 2 Comments

What you need to know about ratings

Conwy Suspension BridgeOver the weekend I realized that I had just launched right into this series on ratings assuming that they are a given in every fundraising office. That everyone is already clear on the types of ratings that are out there and how they are used in a relationship management system for fundraising.

[Read more…]

Filed Under: Campaign Success, Ratings, Relationship management Tagged With: prospect research, ratings, relationship management

May 8, 2014 By Helen Brown 4 Comments

Capacity Ratings – get informed for better results

In my early days as a prospect researcher, I used to be a “Just the facts, ma’am” kind of researcher and report writer. A “here’s what I can see. I have no idea what the rest looks like so I can’t even guess for you” kind of gal. I was so afraid to be wrong.

Except I already was wrong.

[Read more…]

Filed Under: Campaign Success, Ratings, Relationship management Tagged With: fundraising, major gift ratings, prospect research, ratings, wealth ratings

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