"Guaranteed Simple Steps to Raise Planned Gifts" is a breakout session that shares facts and action items for fundraisers to close more planned gifts easier and faster. It reveals how going after gifts that “anyone can make” – 85% of all planned gifts – is the most powerful strategy to grow your endowment during difficult times.
4. Today’s Speaker
Viken Mikaelian
CEO
PlannedGiving.Com,
VirtualGiving.Com
Assisting with chat questions: Hosting:
Jamie Maloney, Nonprofit Webinars Sam Frank, Synthesis Partnership
A Service
Of: Sponsored by:
5. Marketing planned
gifts is complex,
expensive, time
consuming and a pain
in the gluteus
maximus.
1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
6. Guaranteed Simple
Steps to Raise
Planned Gifts
Viken Mikaelian
CEO & Founder
&
1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
7. Common Sense
Planned Giving:
Focus on gifts
anyone can
make.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
9. What is special about
these gifts?
Do not affect cash flow
Easy to give and receive
Do not require a lawyer
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
10. Much has changed
over
the last 30 years:
The way we market
and The patience of the
The way we buy
prospect
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
11. The traditional donor
(older generation) gave
you the money and left.
They were very loyal.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
12. The new donor
(younger generation)
wants complete
oversight.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
13. Marketing these
gifts.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
14. Stop telling the
prospect we can’t
wait for him to die.
Benefits vs.
Features
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
15. | 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
16. Stop talking to
yourself.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
17. Bequest,
Bestow,
Bequeath?
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
18. Donor to VP:
“ Is the Foundation on
the ground floor
or basement?
”
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
19. You can make a gift
that costs nothing
during your lifetime.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
20. Did you know giving
stock could be more
beneficial than giving
cash?
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
21. Did you know you can
make a gift and receive
guaranteed income
for life?
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
22. Did you know your
IRA could be taxed up
to 70% if given to
your heirs?
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
23. Do you have your own
elevator pitch?
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
24. Remember …
Keep your
communication fresh,
upbeat and exciting.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
25. | 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
26. “ If I can show you a way
to redirect your taxes to
benefit your family, your
community and our mission,
will you give me a half
an hour to discuss
”
Jack Miller
that with you? Pittsburgh
History and
Landmarks
Foundation
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
27. What works.
What
doesn’t.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
28. Planned Giving is not
Fundraising.
Think Marketing,
Sales and
Relationships.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
29. Don’t make your
prospect think.
Less is More.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
30. Social Media
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
31. Print Media
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
32. Choose Your Right
Prospects.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
33. Micro-Targeting
Most direct mail people
fail to understand:
Narrow your list and
make it your focus.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
35. US mail, not e-blasts,
is still the preferred way
to receive information.
73% to 18%
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
36. | 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
37. The day I listen to the
Zoo about how to
restructure our portfolio,
I’ll send our broker there
to feed the elephants.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
38. Avoid death brochures.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
40. Columns and Articles
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
41. | 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
42. | 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
43. | 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
44. | 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
45. | 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
46. “Having
a Bad
Heir
Day?”
Reason
#27 for
updating
your will.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
47. | 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
48. | 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
49. | 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
50. | 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
51. | 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
52. Public Relations
Donor stories motivate
others to give and generate
second time gifts.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
53. Never use one medium to
market to your prospects.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
54. We think we’re special
and…
we think we
deserve a pass.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
55. Unload Negative
Attitudes.
The scarcity
mindset.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
56. “In an effort to keep our costs
low and use our resources to
provide more food, we have
reduced the size of our Annual
Report. Please go to our
website for a list of donors,
volunteers and community
partners.”
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
57. “We need the funds now to
maintain our property today.”
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
58. Your donor hears:
“Give us some bucks now to
take us out of our misery.”
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
59. “We’re working on
supporting
our future, so we can
continue
doing what we do today,
even better, tomorrow.”
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
60. “We’re waiting to
develop a formal
program in order to
proceed.”
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
61. | 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
62. Treat your donors as friends
and your prospects
as donors.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
63. No one Googles
Unitrusts First Thing in
the Morning.
Use common sense
marketing… it’s all about
relationship and sales.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
64. Find listings for our current season
of webinars and register at:
NonprofitWebinars.com
A Service
Of: Sponsored by: