Your introduction defines you to your donor – your Planned giving donor leaves a legacy based on a life well-lived. Introduce yourself in terms of your life – your hopes and dreams. Is your organization ready? Mission/vision values Case Size/scope – if your organization is two years old, you are not ready. Minimum 2500 constituents on your donor file and you need to be 5-10 years old as an organiztion Resources:Internal Support & external relationships – are the CEO, CFO, Board Chair on side with this? Estate planning attorney, CPA deals with trusts and estates, Financial advisor who uphold a fiduciary responsibility, professional trustee A lot of PG donors who become solo seniors Donor File size Ethical behaviour in philanthropy – More likely to engage with a donor with diminishing capacity when you work in this area. As a guideline, if you think this is the case, turn your visit into a stewardship visit and cross them off the list. Recognizing intent Society paints the picture that death is sombre – your PG donor is grasping their mortality. All donors are at different stages. Death for your donor is a celebration of all they have accomplished. When you speak with a donor, you have to talk about the time they pass away. You need to be comfortable with talking about death. Your donor wants to practice Write your own eluegy – then read it in the mirror. Then read it to a loved one. Team building of bowls with chocolate pudding and gummy worms. Bring in photos of their loved ones. They will plant their loved ones with their dessert. Share a happy memory of that person. Create a safe space to do do Donor communication The 4-right rule. The right person, asking the right prospect, for the right amount, at the right time. You may not be the right person to make the ask. Generally, there is Indications of Planned giving capacity Identification – Age Affinity – are they an alum, grateful patient Loyalty – magic number is 17 years of consecutive giving. Looking for greatest loyalty Giving history Family members – not married, no kids. Pet owners are ideal. Weath capacity rating – do not need wealth capacity because this is a gift for the middle class. No one generally has paid attention to this group. Internal infrastructure How to build the pipeline If you have over 250 donors you can qualify with 17+ years giving, consider outsourcing qualification Thank loyal doors – start with thanking them for their years of support Identify interest – engage and sharing testimonials, get to a point where they are problem solving Explore gift planning options – can help them with options Confirm & quantify planned gifts – not all donors will confirm with you Think of how your donor feels if you are not communicating properly with them. Determine their preference – may be a good morning text, could schedule emails for weekends Meet the donor where they want to communicate A planned gift is challenging because the donor is grasping with their mortality. So you need to communicate well. Donor Cycle – Recognizing intent -> Communication & engagement -> Legacy Planning -> Processing -> stewardship gratitude Your mind is not on cash – your mind is on assets. Gift of a second propertys one example. Most of the gifts you receive are revocable – need to document them and Steward them well. If a donor makes a gift, they will likely make a 2-3 more planned gifts in their lifetime, they will generally increase their gift by 6x. Express your celebration and condolences to your donors Getting started Planned giving solicition key Traditional components – print and soft copy – folder – case -About us history and timeline – org leadership, staff Board, advisory -programs FAQ PG components PG case PG ways to give PG program society benefits – 1/3 to 1/4 will participate but they appreciate this Gift designation instruction – plain simple document, charity number, name on CRA, Make it easy for the lawyer Gift intention form – not legally binding. Not meant to be a legal document, it’s meant to be an exercise in donor psychology which includes recognition wishes. They sign the form. It helps connect them to your organization. Most people leave 3-4 charities in their will. Support them with this. PG donor testimonials PG tab – rebrand as « smart ways to give » Level 1 – gift options Bequests/beneficiary/remainder – push for remainder so that you can get into will and upgrade Life insurance – best is whole life Retirement policy Gift annuity There are organization that can take complex gifts like a gas station level 2 – requires extra support from professional advisors Gift Annuity In trust/CRT Business interest – could give part of business sale Real estate/life estate/property Most people have more equity in their home than any other asset. Having four standards Gift acceptance policy Gift use policy – greatest area of need, as unrestricted as possible Endowment investment policy Roles and responsibilities of professional advisors Retention Welcome kit Calls Notes See donor once/year Invite them to gather once a year After-life Gift Planning What happens when the donor passes away Express condolences What is your goal? Trying to avoid litigation The reason for your follow-up? How much information do you need? Do not give more information as it will delay your process. At memorial ceremony – do not accept gifts, your goal is to be present to remember the donor PG annual plan Objective – estate endowment, etc Goal – participation or monegtary Team support Marketing efforts Development efforts Evaluation -set conservative goals October is a good month – open month generally Day after tax day messaging June – Ask for consideration What happens if you lost control of the plan? WIN – What’s Important Now?
Jeff grandy, M.Ed Associate Vice President, C
