David C. Hall. Director of Planned Giving. (479)

Transcription

1 David C. Hall Director of Planned Giving (479)

2 There is no security on this earth, there is only opportunity. General Douglas MacArthur

3 IN PLANNED GIVING

4 You need planned giving.

5 You need planned giving Your non-profit organization should intentionally encourage thoughtful planned gifts. It will not require: new staff a large budget a major commitment of time. (Even if your organization is small or new.)

6 This presentation will discuss... WHY start a PG program WHAT to prioritize WHO are prospects HOW to begin

7 WHY start a PG program Willie Sutton ( ) Bank robber Stole > $2 Million Ten Most Wanted

8 When asked why he robbed banks Because that s where the money is.

9 WHY start a PG program Where is the money? Wealthy: < 10% in cash. (source: Statistics of Income Bulletin-Fall 2008, IRS.gov) PG focuses on the other 90%. PG = where the money is.

10 WHY start a PG program Fundraising targets cash. Development activities consume our time & budget Acquire, retain & upgrade donors for current $$. May have major gift specialists Perhaps considering a capital campaign. All trying to get 10% of what donors have

11 WHY start a PG program Planned Giving: where the money is. Most people s wealth is in their assets 90% or more for the wealthiest Home, Retirement Plans, Business, Investments Donors need to use & preserve assets during lifetime. But, when we re gone... Gifts from assets can be the largest we make! Think about it...

12 Why work so hard to acquire, renew & upgrade donors, only to neglect most of what they own and can give?

13 WHY start a PG program OPPORTUNITY is there, plus: Diversify your sources of revenue Create/increase your endowment Serve your donors/honor their commitment: provide valuable service identify/achieve their goals Responsible thing to do: expect your organization to be healthy assume taking necessary steps to assure future Competition: other charities are asking

14 Donors are not yours alone. I ll be calling on donors. Will they be yours?

15 WHAT priority? The core business 0f planned giving is the simple and straightforward request for a gift at the end of life. John Elbare

16 ANYONE can do that. EVERYONE SHOULD!

17 WHAT priority? >80% of planned gifts are bequests Source: Planned Giving in the United States, 2001 survey Make Bequests your priority and include Beneficiaries too.

18 WHAT priority? Bequests: gifts from wills/trusts Beneficiaries: gifts from a beneficiary designation Life Insurance Retirement plans: IRA - 401k - 403b Financial accounts: Banks, Credit Unions (Payable on Death) Checking / Share Draft Savings Certificates of Deposit (CD s)

19 WHAT priority? Why? Bequests & Beneficiaries: The most common planned gifts. Easy to explain & understand Easy to set up (many don t require attorney) You already have what you need to start.

20 Something to ponder There are only three options at death: Friends/Family Church/Charity Government/Taxes Note: If someone dies without a will (intestate) their property may not pass to a charity or to anyone who is not a relative.

21 WHO are prospects? Keep an eye on...

22 WHO are prospects? EVERYONE IN YOUR DATA BASE PG isn t just for rich people Everyone should have a will Every will should consider a gift Everyone will leave everything Not everyone can write a big check Gifts from assets rather than cash Identify your LOYAL DONORS

23 WHO are prospects? LOYAL DONORS consistent giving to annual fund usually modest amounts/live modestly probably not rated / not conspicuous consumers Willing to make you a member of the family Self identified and qualified by years of giving Do Your LOYAL donors have? estate plans? homes or vacation property? bank accounts? retirement plans? life insurance?

24 HOW to begin PLAN PROVIDE PERSIST

25 PLAN THE MISSION FLY THE PLAN

26 HOW to begin PLAN Develop your message: Bequests & Beneficiaries are vitally important Everyone should have a will / can designate you Encourage every loyal donor to consider a gift They have lots of options Easy to do - many don t require a lawyer Cost nothing during your lifetime Can change your mind On Revocable Gifts: Fundraisers: revocability a concern/might go away Donors: revocability a benefit/still have control Hint: Keep your donors happy

27 HOW to begin PROVIDE Message: Communicate why PG matters PG is thoughtful & responsible Resources: informed decisions are best Service: need for useful, objective information Vision: for the impact you can make how your gift will help Opportunity: identify their interests Inspiration: achieve philanthropic goals make a difference

28 HOW to begin PERSIST Use all your available resources Mail / Stationery / Cards / Newsletters Inserts / Receipts / Thank You s / Web site / Events / Board Focus on loyal donors Keep it simple Keep it coming

29 Lather Rinse Repeat

30 HOW to begin PERSIST Results when you follow through... Make larger gift than thought possible Never imagined we could do that much. Never dreamed we would be philanthropists. Allow donor to leave legacy Impact for charity Influence & inspire family/community Become a philanthropist

31 It doesn t have to be complicated.

32 Remember... Simple is good You never know everything You don t need to

33 Almost done... WHY WHAT WHO HOW Where the money is. Bequests & Beneficiaries Loyal Donors Plan Provide - Persist

34 You will encounter obstacles

35 It may seem awkward at first

36 Your boss will like the results

37 And it will be worth it

38 Now, it s up to you... Plans are only good intentions unless they immediately degenerate into hard work. Peter Drucker

39 So what s stopping you? You know: why PG is important Your priorities Who to find How to do it You re good enough. You re smart enough. And doggone it, people like you.

40 Energy and persistence alter all things. Benjamin Franklin

41 Git r done! Larry the Cable Guy

42 Your turn

43 Sources referenced for this presentation: Sam Caldwell John Elbare Betsy Mangone Tom Cullinan Dan Harris Roger Schoenals Planned Giving in the United States, (2001 survey) Partnership for Philanthropic Planning: Iceberg Philanthropy, Green, McDonald, VanHerpt The Ultimate Do-it-Yourself Bequest Book, Mangone, Thomas IRS.gov LeaveALegacy.org PPPNet.org VirtualGiving.com GivingUSA.org NCPG.org PlannedGivingCompany.com