March Educational Program & Networking
Making the Ask,
Get What You Need by Hearing What the Donor Wants
Presented by:
Wayne Olson
President & CEO, Winter Haven Hospital Foundation
Fundraisers spend a lot of energy researching donors, preparing for the visit, perfecting what handouts to bring, all with the purpose of asking for and receiving a gift. However, is this the best way to work with donors? In this session we will learn:
- What a true ask might look like.
- Why making the ask might be making a mistake.
- How to prepare and meet with a donor, where the donor will make a maximum gift commitment.
Together we will explore how seasoned fundraisers never worry about the “ask,” and why sometimes asking for money is asking for trouble. We will show what really brings in big gifts and how you can prepare for the big meeting with your prospect. You will leave this session with practical tips on how to prepare, what to say, and not to say, and how to present your case so your donor will give the most possible.
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Tuesday, March 17, 2026
11:30 am | Networking
Noon | Program & Lunch Service
Location:
Brio Italian Grille | International Plaza | 2223 N. Westshore Blvd. Tampa FL 33607
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Program Fee
AFP Member - $35.00
Guest - $45.00
The program will only be offered in-person. Please indicate when registering your meal choice for meal planning purposes.
AFP Tampa Bay aims to be accessible and inclusive to all of our members and guests. If you require special accommodations, please let us know via email so we can plan to make adjustments to the program
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Menu Choices
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Applied for 1.0 hours CFRE
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Speaker Bios
About Wayne Olson
Wayne is the President and CEO of the Winter Haven Hospital Foundation. He is also an author, planned giving mentor and speaker and trainer to nonprofits and for-profit organizations worldwide.
He has served as the head of planned giving for the Shriners Children’s Hospital system as well as Intermountain Healthcare Foundation, two of the largest healthcare systems in the world.
As a consultant he has advised corporations and charities on fundraising, sales, customer service and building stronger relationships with customers and constituents. He is a leading expert on planned giving and donor relations. An attorney with more than 25 years’ experience, he has worked with donors on hundreds of millions of dollars in donations and helped countless nonprofits build effective and dynamic fundraising and planned giving programs.
In 2014 Fundraising Success Magazine honored him by awarding Wayne “The Most Inspirational Speaker of the Year.”
Wayne authored six books including: Fundraising for Nonprofit Board Members, The Disney Difference, How to Give a Great Speech or Presentation, Big Gifts, Small Effort, and Think Like a Donor. All are available at Amazon or wayneolson.com.
Wayne also writes for a national publisher where his words have been used by thousands of nonprofits in their websites, newsletters and marketing material for more than 20 years. He has been published in many periodicals including Giving Today, Planned Giving Today, Advancing Philanthropy, Nonprofit Times, 256 Magazine, and has twice been featured in the Chronicle of Philanthropy.
Wayne has spoken to AFP International Conferences, Mensa, NASA, AFP Congress Toronto, Space and Missile Defense, Synovus Bank, Leadership Huntsville, Rotary conferences, Nonprofit University, National Philanthropy Day and many more. Recent keynotes include Planet Philanthropy 2025, NEDRA 2025, and the Western Regional Planned Giving Conference 2025.
Wayne has served on the boards of three charitable organizations and volunteers for several more. Wayne earned his undergraduate degree from the University of Florida and his law degree from Stetson University College of Law. He is an Eagle Scout and the father of two Eagle Scouts.
To contact Wayne:
Wayne Olson
wayne@wayneolson.com
wayneolson.com
(656) 789-0000 (cell)
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Meeting Guidelines
AFP Tampa Bay recognizes the importance of personal connection, but your health is our priority. We continue to monitor the community level for our area and follow CDC recommendations.
We ask that you not attend if:
- You have recently tested positive for COVID-19. Use the self-evaluation tool HERE to determine when you may return to in-person meetings after testing positive.
- You have been recently exposed to someone with COVID-19.
- You are waiting on COVID-19 test results.
- You feel you may be becoming sick, running a fever, or experiencing any symptoms associated with COVID-19 such as fever, cough, or shortness of breath.
