Understandably, development directors are not going to just hand over their donor list to you simply upon request. You need to earn their trust and confidence before you can expect them to refer you to key donors. To do this requires that the development director has a complete understanding of the life insurance program — and is supportive of the value and appropriateness of life insurance as an ingredient in the charity's overall fund-raising efforts. This is achieved by pointing out to the development director that a gift of life insurance can:

• Help create, or increase, an endowment.


• Leverage the amount of a gift and enrich the charity's relationship with the donor.