Carla Dearing comments on a Chronicle of Philanthropy article, "Direct-giving Web sites rely on fees to help cover costs." The mystery is why don't millions of donors just key in gift after gift as they avidly scan scads of worthy causes on line? Maybe because giving is not driven by consumer demand. Giving, maybe, is, like life insurance sales, driven by the person who gets the money chasing the person who has the money down the alley and across the street. Maybe giving like life insurance sales is driven by face to face rapport building, an active sales process, or better yet by a planning process based on the client's vision, goals, dreams, and ideals. Gifts, folks, are sold, or at least planned, inspired, or elicited. Am I wrong about this?
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