In this episode of All About Capital Campaigns, co-founder Andrea Kihlstedt is joined by fundraising expert and Capital Campaign Pro senior advisor Kent Stroman for a thoughtful conversation about how authentic, two-way communication can make major gift fundraising more natural and rewarding. Together, they explore how asking the right questions and truly listening can turn donor meetings from stressful transactions into meaningful partnerships.
Kent shares insights from his book Asking About Asking and his work through The Asking Academy, where he teaches the principles of conversational fundraising. He and Andrea discuss how to shift from a mindset of "getting the gift" to one of helping donors make informed and heartfelt decisions that align with their values.
Key takeaways include:
- How conversational fundraising differs from traditional asking methods
- The connection between Kent’s 10 Step Staircase and Andrea’s Arc of the Ask
- How to use questions such as “What would you like your gift to accomplish?” to inspire dialogue
- Why quiet moments help donors think and respond more openly
- Ways to manage deadlines and expectations without creating pressure
- How preparation builds confidence and calm before donor visits
- Why listening more than talking leads to deeper understanding and stronger relationships
Kent and Andrea also explore how empathy, curiosity, and genuine interest can replace anxiety with confidence. By focusing on purpose and shared goals, fundraisers can create experiences where donors feel valued and excited to give.
This episode offers practical tools and examples for anyone involved in major gift fundraising, from nonprofit leaders to board members and campaign volunteers.
Learn more about Kent Stroman’s work at AskingAcademy.com.
Explore additional free trainings and resources, including Andrea’s Arc of the Ask, at CapitalCampaignPro.com.
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