Ep. 6 Above The Line First: A Smarter Way To Talk Planned Giving with Joe Tumolo

Planned giving conversations often start in the wrong place with technical gift vehicles instead of genuine human connection. In this episode of Money to Give, Rick Peck sits down with planned giving expert Joe Tumolo to explore why fundraisers should focus on building relationships first before diving into the mechanics of charitable trusts, bequests, and other planned giving tools. Joe shares his philosophy of staying “above the line,” meaning fundraisers should prioritize listening, curiosity, and rapport with donors long before discussing specific giving strategies.Rick and Joe walk through practical examples of donor conversations, including how meaningful listening can uncover deeper motivations for giving and create stronger long-term partnerships between donors and institutions. They also discuss why many gift officers get stuck focusing too quickly on technical details, how board members can play a powerful role in stewarding legacy donors, and why planned giving should be seen as everyone’s responsibility within an organization. If you want to strengthen donor relationships and unlock more meaningful philanthropic conversations, this episode offers practical insights you can start applying immediately.Contact Rick Peck:Website: https://www.thephilanthropyguy.comEmail: [email protected] A call: Rick Peck's CalendarSign Up For Charitable Giving Newsletter: Charitable Giving NewsletterLinkedIn: Richard PeckContact Joe Tumolo:Website: plannedgivingpartner.comEmail: [email protected]: Cup of Joe with Joe Tumolo