The more time you spend with your prospects or donors in person or by phone the more you’ll learn about them. It sounds like common sense, but I’m amazed how we are not proactive in doing this very same thing. Let me give you a perfect example. I was with a donor that indicated that they knew some people who were very blessed with funds but they did not offer their names. I took the occasion to stay in contact with this donor and on one of my phone calls sure enough that conversation came back up again but this time a name was given and their capacity to help was talked about and their willingness to connect that person to me. None of this would have happen if I had not been proactive in investing the time.