In last week’s blog by my colleague, Gary Laermer, he explored why it’s so powerful to present donors with a blended ask that connects immediate impact with long-term change. When donors can see both the urgency of today and the legacy of tomorrow, something shifts in the conversation. It becomes less about a single gift and more about the donor’s lifetime impact.
But many of you may still have questions.
How does that conversation happen?
Opening the door to a blended or hybrid gift discussion is rarely about technical expertise. It’s about listening carefully, recognizing opportunities, and helping donors explore possibilities that align with their values.
Listen to the Signals
Blended gift conversations usually don’t begin with the words, “Let’s talk about planned giving.” Instead, they begin with small signals donors share naturally. A donor may mention that their children have finished college, that they’re preparing for retirement, or that they’re helping settle a parent’s estate. Others may talk about selling a business, downsizing their home, or reviewing their estate plans.
These kinds of life transitions often signal that donors are thinking more intentionally about the future, both for their families and for the causes they care about. When those moments arise, the goal isn’t to pivot into a technical explanation of gift vehicles. The goal is simply to continue the conversation.
Questions like these can help:
- “You’ve accomplished so much in your life. How would you most like to leave your mark?”
- “Have you and your family begun thinking about what your legacy might look like?”
- “Have you thought about which assets might be the most meaningful way to support causes about which you care?”
These questions invite reflection. They allow the donor to guide the conversation rather than feeling like they’re being asked for something. And when donors begin talking about their hopes for the future, the conversation naturally moves beyond a single gift.
Move From Transactions to Impact
One of the most important shifts in blended giving conversations is moving away from thinking about individual gifts and toward thinking about the donor’s capacity for impact.
A blended gift simply combines a current contribution with a future commitment, for example, a pledge today paired with a bequest, beneficiary designation, or other planned gift. For donors, this often feels natural. Many want to support the work happening today while also ensuring the mission they care about continues well into the future. When framed this way, blended giving becomes less about financial structure and more about helping donors accomplish what matters most to them.
Instead of asking, “Would you consider making a gift?” the conversation becomes: “How would you like your philanthropy to make an impact...both today and for the long term?”
That shift changes everything.
Help Donors See Possibilities
One of the most common responses fundraisers hear is something like this “Most of our assets are tied up right now.”
That situation is quite common, and it can open the door to a blended gift conversation. Many donors hold much of their wealth in assets like retirement accounts, appreciated securities, real estate, or donor-advised funds rather than in liquid cash. When fundraisers help donors think about those assets as part of their philanthropy, new opportunities begin to emerge.
A simple response might sound like this:
“That’s quite common. Many of our donors find that combining a current gift with a future commitment allows them to do more than they thought possible. If you’re open to it, we could explore a few options together.”
Notice that the conversation isn’t about persuading the donor to give more. It’s about exploring possibilities together. That collaborative tone is essential.
Keep the Conversation Donor-Centered
Another common misconception about blended gifts is that they require sophisticated financial strategies or specialized expertise. Blended giving is much more about mindset than mechanics. It begins by understanding the donor’s story: their family, their values, and what they hope their generosity will accomplish. Once that understanding is in place, the gift often becomes surprisingly simple.
A donor might choose to:
- Make a current pledge to support a campaign or program
- Add the organization as a beneficiary of a retirement account
- Include a percentage of their estate in their will
- Establish an endowment that supports the mission for generations
Each of these options simply gives donors another pathway to achieve the impact they want.
Think in Terms of a Donor’s Portfolio
Blended giving challenges a common mindset in fundraising. Too often we think in terms of building a portfolio of donors for a fundraiser to manage. A blended gift mindset turns that around. Instead, it causes us to consider helping donors build their own philanthropic portfolio that combines gifts that reflect both their current generosity and their long-term aspirations.
When donors see that you/your organization understands both sides of that equation, they begin to view you differently. You’re no longer just someone asking for support; you’re a partner helping them achieve the legacy they want to leave behind. And that changes the relationship.
Remember the Long Game
It’s also important to remember that blended gifts rarely happen in a single meeting. In many cases, legacy commitments emerge after months (or even years) of relationship-building and conversations. That’s normal. Every visit, every thoughtful question, and every shared story helps donors explore how their generosity can shape the future. Over time, those conversations build trust. And trust opens the door to deeper philanthropy.
The Opportunity Before Us
Blended gifts are not simply a fundraising technique. They represent a more complete way of engaging donors that is donor-centered and recognizes generosity unfolds over time. When we invite donors to support both the urgent needs of today and the lasting impact of tomorrow, we open the door to deeper relationships, greater generosity, and a legacy that extends far beyond a single campaign. And it all begins the same way most meaningful relationships do: with a conversation.
