Motivational Rapport for
Planned Giving Professionals*

Created and Presented by David Solie, MS, PA

This one-day workshop introduces planned giving professionals to Motivational Rapport (MR), a new approach to working with second-half of life clients (boomers and older adults) that blends the communication techniques of motivational interviewing with the "agenda-based rapport" of developmental psychology. This innovative approach to working with second-half of life clients is especially effective in a planned giving environment where client ambivalence to commit to gifting is a reoccurring dilemma.

Workshop attendees will learn:

• Unique insights about the psychological agenda of mid-age (boomers) and late-age adults (older adults), and how these agendas exert profound influence over perspective, language bias, and decision-making. As important, attendees will learn how to identify language and themes that resonate with the "developmental needs" of each life stage.
• Interviewing protocols that help planned giving professionals identify, navigate, and overcome client ambivalence. This includes using "change talk" to craft successful gifting solutions for clients struggling to find ways to support philanthropic organizations.
• Creating new planned giving communication strategies that enhance relationships and results. Using small group settings and real life case-examples, attendees will gain hands on experience in drafting and testing new communication tools.

Workshop Outline

• Motivational Rapport Basics (one hour) An overview of motivational Interviewing communication and core techniques
• Developmental Agenda of Older Clients (one hour) An overview of the primary developmental tasks of old age.
• Break
• Crafting New Development Strategies for Older Clients (2 hours) Small group collaboration sessions where participants draft, test, revise, and share new communication scripts for older clients using the material from the motivational interviewing and developmental tasks material
• Lunch Break
• Developmental Agenda of Baby Boomers (one hour) An overview of the primary developmental tasks of middle age
• Crafting New Development Strategies for Middle Age Clients (2 hours) Small group collaboration sessions where participants draft, test, revise, and share new communication scripts for middle age clients using the material from the motivational interviewing and developmental tasks material
• Coaching Grand Rounds (one hour) An interactive all-group discussion of communication questions, issues, and challenges pre-submitted by attendees.

*(Each attendee will be provide two reference books on the course material)

Contact Information:
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818-648-1895
www.davidsolie.com