Will You Love Us Forever? How To Identify & Approach Donors For Planned Giving

Maria Semple & Tony Martignetti, Esq. January 30, 2012

What is Planned Giving
Why have a Planned Giving program
Revocable planned gifts
Prospects for revocable gifts
Irrevocable planned gifts
Prospects for irrevocable gifts
Useful websites for research
Let’s keep in touch
TheProspectFinder.com TonyMartignetti.com

A method of charitable giving that involves the donor ’ s consideration of their retirement plan and family estate plan, and

Usually means cash to a nonprofit at the donor ’ s death

• Individual giving dominates

• Helps you build endowment

• Complement to Major Giving

• Complement to Annual Giving

• It ’ s not only for the wealthy

• Helps you through recessions

Your donor can take it back
-- But, very valuable to your program

• Charitable bequests
• Living trusts
• Beneficiary designations

Stewardship critical

• Crazy simple
• Ordinary people
• Most popular
• May be property or cash
• Unlikely to be revealed
• Never ask for substantiation
• It's revocable, but valuable
• Tax deduction to the estate?
• Your residual may be substantial

• Would get remainder
• OK not to reveal
• Receive cash or property
• Kan't claim deduction
• Simple transfer to you

• Life Insurance

• Retirement plans
-- IRA, 401(k), 403(b), Small Employer Pension (SEP), SIMPLE IRA

• Commercial annuities

• Bank and brokerage accounts

• Any asset with a beneficiary designation or
-- Payable on death (POD) or
-- Transfer on death (TOD)


√ What Planned Giving is
√ Why have a program
√ Revocable planned gifts
• Prospects for revocable gifts

• Consistent donors
• 55 and over

• Have a living trust
-- check your checks: “Trustee”; “TEE”; “Revocable Trust”; “Revocable Living Trust”
• Have a financial asset with death benefit
-- your face-to-face meetings are valuable research

• Internal data
-- important to capture information


Donor donor’ s death Nonprofit lifetime income cash, stock, real estate? planned gift

Charitable Remainder Annuity Trust (CRAT)
Fixed income for life or years
Fixed percentage
Valued once
Can't add more
Bearish or uncertain donor
Risk averse
Wants certainty
Help multiple charities
Charitable Remainder Unitrust (CRUT)
Variable income for life or years
Fixed percentage
Revalued annually
Add more to it
Bullish donor
Risk taker
Wants growth
Help multiple charities

Fixed income for life
Can't add more
Can create more gift annuities
Bearish or uncertain donor
Risk averse
Wants certainty
Help one charity
Big web of regulation by states

Love your work
65 and over
Need more income
Own appreciated assets
but cash works
Own real estate (remainder trusts)
Can part with at least $750K (remainder trusts)
Can part with as little as $5K (gift annuities)
Stay tuned for Maria

• They love your work
• Age and giving history are meaningful
55 and over
-- consistent donors
-- ignore gift size
• Women in philanthropy, especially Planned Giving
• Single, widowed, heirless
• Look to your board for leadership
• Review your Major Donor list
• Review your Annual Fund donors


√ What Planned Giving is
√ Why have a program
√ Prospects for revocable gifts
• Useful websites for research

Real Property http://www.mycentraljersey.com and use Data Universe for free info on NJ property assessments http://www.zillow.com provides free market values http://www.dataquick.com Fee-based, also available thru WealthEngine Useful Websites Prospect Research & Planned Giving

Useful Websites Prospect Research & Planned Giving Appreciated Securities http://www.10kwizard.com Fee-based information on corporate insiders http://www.sec.gov Free government website to research corporate insiders Business Ownership http://www.referenceusa.com Fee-based resource available for FREE via most libraries.

Useful Websites Prospect Research & Planned Giving Donations to other organizations http://www.iwave.com Fee-based, with info on individuals. Search pass is available to test. http://www.nozasearch.com Free and Fee-based with info on individuals. Search pass is available to test.

Yacht Ownership
http://www.boatinfoworld.com Free and fee-based portions to this website.

Plane Ownership
http://registry.faa.gov/aircraftinquiry/Name_Inquiry.aspx
Free

WealthEngine http://www.wealthengine.com
Blackbaud http://www.blackbaud.com
DonorScape http://www.donorscape.com

√ What is Planned Giving
√ Why have a Planned Giving program
√ Prospects for revocable gifts
√ Irrevocable planned gifts
√ Prospects for irrevocable gifts
√ Useful websites for research
Let’s keep in touch

Maria
theprospectfinder.com
Facebook: The Prospect Finder LLC
Sign up for Free monthly research tips by texting PROSPECT to 22828.

Tony
tonymartignetti.com
Facebook: Tony Martignetti Nonprofit Radio

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Will You Love Us Forever? How To Identify & Approach Donors For Planned Giving

by Tony Martignetti on Jan 30, 2012

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Will You Love Us Forever? How To Identify & Approach Donors For Planned Giving — Presentation Transcript