The strongest planned giving prospects are almost never the organization's largest annual donors, they're the most loyal ones: donors who have given consistently, often at modest levels, for a decade or more. That consistency is a stronger signal of legacy-gift readiness than gift size alone, since it reflects genuine, sustained affinity for the mission.
Catapult's Legacy Call program identifies these prospects through proprietary donor-data analysis of the existing file, then confirms real interest through live Tier 1 qualifying calls rather than guessing from giving history alone. That two-step process (data analysis, then a real conversation) is what separates a legitimate prospect list from a mailing list.
The Hill School's own experience illustrates the scale difference a live process makes: as Assistant Headmaster Christian Sockel put it, "It would take about 8 years for one Director of Planned Giving to visit 1,000 donors; it took Legacy Calls 3 months."
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