Certified Fund Raising Executive (CFRE) Practice Test

When soliciting leadership gifts, what is crucial to ensure a successful visit?

1. Offering the largest possible gift

2. Enlisting the prospect's peers to make the visit

3. Providing detailed financial reports about the organization

4. Focusing on the organization's achievements

The correct answer is: Enlisting the prospect's peers to make the visit

Enlisting the prospect's peers to make the visit is a critical strategy in soliciting leadership gifts because it leverages social proof and credibility. When a potential donor sees that their peers or individuals whom they respect and trust are involved in the conversation, they are more likely to be receptive to the proposal. This approach creates a sense of community and shared values, making the prospect feel more connected to the cause. Peer influence is particularly powerful in philanthropy, where the prospect might consider the opinions of their colleagues or friends when making decisions about giving. By having peers on the visit, the conversation can naturally shift towards shared experiences, values, and the impact of collective giving, which can significantly increase the likelihood of a favorable outcome. Focusing on the organization's achievements, while important, does not inherently create the same level of trust and connection that peer involvement does. Providing detailed financial reports is often necessary but may overwhelm or disengage a prospect who is more interested in the mission and community impact rather than numeric data. Offering the largest possible gift is not a strategy that typically resonates with leadership donors; they usually prefer to feel personally invested and motivated by the organization's vision and goals. Thus, the presence of peers during the visit plays a pivotal role in establishing trust and fostering