Mastering Your Mid-Level Donors

A three-part masterclass in building a stronger, more productive mid-level pipeline

About the Course

January 22, 29, Feb 5

This three-part Master Class delivers a clear, practical approach for transforming your Mid-Level program with proven strategies that drive engagement, increase giving, and move Mid-Level donors toward major and planned gifts. Led by Timothy D. Logan, FAHP, ACFRE, CFRE, FCEP—an experienced leader in Mid-Level and Planned Giving fundraising strategy—this series moves from Segmentation to Engagement, leading to Commitment.

In Session 1, we begin by demonstrating why Mid-Level donors require a distinct program. We cover how to identify and qualify key Mid-Level donors and how to build stronger relationships through five actionable techniques to deepen engagement. In Session 2, we focus on why the phone is the linchpin of an effective Mid-Level program. You’ll master using the phone to qualify donor interest, learn when an outsourced Mid-Level phone program is essential, and understand how to manage that vendor relationship successfully. Finally, in Session 3, you’ll unlock major opportunities in asset giving through DAFs and QCDs. You’ll learn practical strategies for asking for these gifts across your development program, engaging Mid-Level donors in a lasting philanthropic commitment to your organization.

Learning Objectives
Session 1 - Five Ways to Build Relationships with Your Mid-Level Donors January 22, 2026 For most organizations, Mid-Level donors represent a substantial but still largely untapped revenue source. Both data and experience show these donors have the capacity for larger gifts—but reaching them requires more than premium mail packages. The foundation of a successful Mid-Level program is building meaningful, personal relationships. In this session, we will explore strategies to develop donor relationships that inspire deeper engagement at a level that is meaningful to each donor. You will come away from this session: • understanding why Mid-Level donors require their own program • recognizing the necessity of personal communication in Mid-Level fundraising • understanding the role of Planned Giving in Mid-Level • knowing five actionable ways to build relationships with your donors
Session 2 - Using the Phone to Build Relationships in a Mid-Level Program January 29, 2026 A Mid-Level donor program aims to identify and cultivate donors who are ready to increase their giving to your hospital or organization. The phone is one of the most powerful tools for doing this—it enables real conversations that build trust, qualify interest, and identify donor intentions. This session will explore how gift officers can effectively use the phone to deepen relationships, as well as how and when your organization should use an outsourced Mid-Level concierge-based phone program—and how to manage it effectively. In this session, you will learn: • 5 tips for making successful calls and 7 ways to have better, more productive conversations • the best ways to handle donor objections • how to develop your own personal calling script to secure donor appointments We will also cover: • the role of an outsourced phone program • knowing when outsourcing is the right choice • managing goals and expectations when working with an outsourced firm This session will equip you with practical techniques for confident donor conversations and provide tools to support your organization’s outsourced phone program.
Session 3 - Non-Cash Giving — The Big Opportunity for Mid-Level Donors February 5, 2026 Less than 5% of all wealth is held in cash. The Boomer generation has amassed more wealth than any generation in history—and most of it is in retirement plans and real estate. Asset giving—Planned Giving—is not limited to estates and trusts. Mid-Level donors can readily use their Donor Advised Funds (DAFs) and IRAs to make gifts that meaningfully support your mission. If your development strategy doesn’t include a proactive approach to DAFs and QCDs, you are missing key opportunities to engage Mid-Level donors. In this session, we will discuss: • how to confidently ask donors for DAF and QCD gifts • best practices for crediting, reporting, and partnering with Development Operations • seamless ways to integrate DAF payment options into your website • data-driven strategies to identify, recognize, and steward DAF donors Whether you’re a Planned Giving expert or new to these giving vehicles, this session will equip you with actionable strategies to integrate Planned Giving and non-cash giving tools into your Mid-Level program.

Meet your instructor

Tim Logan

FAHP, ACFRE, CFRE, FCEP

Tim is Senior Legacy Director at Mal Warwick Donordigital and has over 40 years' experience in fundraising and nonprofit management. He is a leader in developing innovative multichannel direct response programs for major, mid-level and planned giving donors. Tim is a frequent speaker and writer on fundraising, nonprofit management, and building donor relationships. He serves as dean of the Annual Giving track at the AHP Madison Institute.

Registration Options

Membership Level	Full Series	Individual Sessions
AHP Prime	$299	$149
Member	$349	$199
Nonmember	$549	$279