Demystifying  Planned Giving, Part Deux Rabbinical Assembly Delivered by Tony Martignetti, Esq. Martignetti Planned Giving...
Where We’re Headed <ul><li>•  Recap last week </li></ul><ul><li>•  Two advanced gifts & best prospects </li></ul><ul><li>•...
Recap Last Week <ul><li>•  How is Planned Giving done </li></ul><ul><li>-- revocable gifts </li></ul><ul><li>--- bequests ...
Recap Last Week <ul><li>•  How is Planned Giving done </li></ul><ul><li>-- irrevocable gifts that don’t pay life income </...
Advanced Gift Life Insurance Ownership <ul><li>•  Rather easy: insurance company form </li></ul><ul><li>•  A donor surrend...
Life Insurance Ownership  Who Are The Best Prospects <ul><li>•  Age 55 and over </li></ul><ul><li>•  Likely to have excess...
Advanced Gift Retained Life Estate <ul><li>•  Residence need not be primary </li></ul><ul><li>•  At death, transfer by dee...
Retained Life Estate Who Are The Best Prospects <ul><li>•  Age 65 and over </li></ul><ul><li>•  No heirs, or </li></ul><ul...
Where We Are <ul><li>√  Recap last week </li></ul><ul><li>√  Two advanced gifts & best prospects </li></ul><ul><li>•  Mark...
Marketing & Promoting  Your Program <ul><li>•  Shul has “inaugurated” Planned Giving </li></ul><ul><li>-- get the word out...
Marketing & Promoting  Your Program <ul><li>•  All communication channels </li></ul><ul><li>-- Saturday services </li></ul...
How To Talk To Your Board <ul><li>•  Perhaps you need permission to proceed </li></ul><ul><li>•  Long-term view of fundrai...
How To Talk To Your Board <ul><li>•  Expertise not required </li></ul><ul><li>•  Start simple & maybe stop simple </li></u...
How To Talk To Your Congregants <ul><li>• “ Would you consider a gift in your will?” </li></ul><ul><li>• “ Continue your l...
Where We Are <ul><li>√  Recap last week </li></ul><ul><li>√  Two advanced gifts & best prospects </li></ul><ul><li>√  Mark...
Working With Donors’ Professional Advisors <ul><ul><li>•  Why </li></ul></ul><ul><ul><li>-- they have your donor’s trust; ...
Stewardship <ul><ul><li>•  Most of your gifts will be revocable </li></ul></ul><ul><ul><li>• “ Thank you” now, later, ofte...
Stewardship <ul><ul><li>•  Anniversaries </li></ul></ul><ul><ul><li>-- not wedding, gift </li></ul></ul><ul><ul><li>•  Don...
Recognition <ul><ul><li>•  Create a society or club </li></ul></ul><ul><ul><li>-- try to avoid “legacy circle” and the lik...
What We’ve Seen <ul><li>√   Recap last week </li></ul><ul><li>√   Two advanced gifts & best prospects </li></ul><ul><li>√ ...
Continuing Ed. <ul><li>•  Tony Martignetti Nonprofit Radio,   The Martignetti Report , blog, LinkedIn, Twitter, Facebook, ...
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Demystifying Planned Giving, Part II. Presented to the Rabbinical Assembly

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My presentation on Demystifying Planned Giving given on February 3, 2011 to the Rabbinical Assembly.

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Demystifying Planned Giving, Part II. Presented to the Rabbinical Assembly

  1. 1. Demystifying Planned Giving, Part Deux Rabbinical Assembly Delivered by Tony Martignetti, Esq. Martignetti Planned Giving Advisors, LLC February 3, 2011
  2. 2. Where We’re Headed <ul><li>• Recap last week </li></ul><ul><li>• Two advanced gifts & best prospects </li></ul><ul><li>• Marketing & promotion </li></ul><ul><li>• How to talk about Planned Giving </li></ul><ul><li>• Working with donors’ professional advisors </li></ul><ul><li>• Stewardship & recognition </li></ul><ul><li>• Continuing Ed. </li></ul>
  3. 3. Recap Last Week <ul><li>• How is Planned Giving done </li></ul><ul><li>-- revocable gifts </li></ul><ul><li>--- bequests </li></ul><ul><li>--- living trusts </li></ul><ul><li>--- beneficiary designations </li></ul><ul><li>-- irrevocable gifts that pay life income </li></ul><ul><li>--- Charitable Remainder Annuity Trust </li></ul><ul><li>--- Charitable Remainder Unitrust </li></ul><ul><li>--- Charitable Gift Annuity </li></ul>
  4. 4. Recap Last Week <ul><li>• How is Planned Giving done </li></ul><ul><li>-- irrevocable gifts that don’t pay life income </li></ul><ul><li>--- IRA rollover </li></ul><ul><li>--- Charitable Lead Annuity Trust </li></ul><ul><li>--- Charitable Lead Unitrust </li></ul><ul><li>• Who are the best prospects for each type of gift </li></ul>
  5. 5. Advanced Gift Life Insurance Ownership <ul><li>• Rather easy: insurance company form </li></ul><ul><li>• A donor surrenders policy ownership to shul </li></ul><ul><li>• But donor pledges to pay premiums, if still paying </li></ul><ul><li>• Best practice: premium notice to you </li></ul><ul><li>• Income tax charitable deduction </li></ul><ul><li>• Raises your net assets, increasing each year </li></ul><ul><li>• A good opportunity to say “thank you” </li></ul><ul><li>• Benefit paid to shul at member’s death </li></ul><ul><li>• Best policy is a new one, or could be . . . </li></ul><ul><li>• It’s an excess policy: purpose is served </li></ul>
  6. 6. Life Insurance Ownership Who Are The Best Prospects <ul><li>• Age 55 and over </li></ul><ul><li>• Likely to have excess policy </li></ul><ul><li>• Can pledge premium payments for many years </li></ul><ul><li>• Any giving level </li></ul><ul><li>• Any wealth level </li></ul><ul><li>-- think of small policies </li></ul><ul><li>• Insurance in portfolio helpful, not essential </li></ul>
  7. 7. Advanced Gift Retained Life Estate <ul><li>• Residence need not be primary </li></ul><ul><li>• At death, transfer by deed to shul </li></ul><ul><li>• Remainder interest, bye bye </li></ul><ul><li>• And “life interest” retained </li></ul><ul><li>• Report immediate charitable deduction </li></ul><ul><li>• Also, donor pays taxes, maintenance, insurance </li></ul>
  8. 8. Retained Life Estate Who Are The Best Prospects <ul><li>• Age 65 and over </li></ul><ul><li>• No heirs, or </li></ul><ul><li>• Heirs don’t want or need property </li></ul><ul><li>• Any giving level </li></ul><ul><li>• Middle to upper wealth level </li></ul><ul><li>• Real estate in portfolio </li></ul>
  9. 9. Where We Are <ul><li>√ Recap last week </li></ul><ul><li>√ Two advanced gifts & best prospects </li></ul><ul><li>• Marketing & promotion </li></ul>
  10. 10. Marketing & Promoting Your Program <ul><li>• Shul has “inaugurated” Planned Giving </li></ul><ul><li>-- get the word out </li></ul><ul><li>• Start with last week’s advice: bequests </li></ul><ul><li>• “ Consider including congregation in your will” </li></ul><ul><li>• Promote long-term well-being of congregation & programs </li></ul><ul><li>• Focus on your work & mission </li></ul><ul><li>-- they motivate giving </li></ul>
  11. 11. Marketing & Promoting Your Program <ul><li>• All communication channels </li></ul><ul><li>-- Saturday services </li></ul><ul><li>-- newsletter </li></ul><ul><li>-- direct mail, personalized </li></ul><ul><li>-- email </li></ul><ul><li>-- board members </li></ul><ul><li>-- face-to-face meetings </li></ul><ul><li>• Focus on your work & mission </li></ul><ul><li>-- they motivate giving </li></ul>
  12. 12. How To Talk To Your Board <ul><li>• Perhaps you need permission to proceed </li></ul><ul><li>• Long-term view of fundraising </li></ul><ul><li>-- for long-term health of shul </li></ul><ul><li>• Endowment creation or growth </li></ul><ul><li>• Your competition is in the game </li></ul><ul><li>-- 1.2MM charities </li></ul><ul><li>• If you don’t ask, you won’t get </li></ul><ul><li>• If you’ve gotten some without asking, you’ll get more </li></ul><ul><li>• Have close congregants died and not included the shul </li></ul><ul><li>--remind them </li></ul>
  13. 13. How To Talk To Your Board <ul><li>• Expertise not required </li></ul><ul><li>• Start simple & maybe stop simple </li></ul><ul><li>• Promoting your mission & work </li></ul><ul><li>-- not talking about death </li></ul><ul><li>• Should be thinking about their own planned gifts </li></ul><ul><li>-- show leadership </li></ul><ul><li>-- 100% participation goal, irrespective of age </li></ul>
  14. 14. How To Talk To Your Congregants <ul><li>• “ Would you consider a gift in your will?” </li></ul><ul><li>• “ Continue your legacy of giving” </li></ul><ul><li>• Emphasize mission and work for the long-term </li></ul><ul><li>• Sensitive </li></ul><ul><li>• Active listening </li></ul><ul><li>• Open the door to the conversation </li></ul><ul><li>• Your committed senior members are ready to talk about how their estate can help you </li></ul>
  15. 15. Where We Are <ul><li>√ Recap last week </li></ul><ul><li>√ Two advanced gifts & best prospects </li></ul><ul><li>√ Marketing & promotion </li></ul><ul><li>√ How to talk about Planned Giving </li></ul><ul><li>• Working with donors’ professional advisors </li></ul>
  16. 16. Working With Donors’ Professional Advisors <ul><ul><li>• Why </li></ul></ul><ul><ul><li>-- they have your donor’s trust; can kill a gift </li></ul></ul><ul><ul><li>• Who </li></ul></ul><ul><ul><li>-- attorney; accountant; financial planner; insurance broker </li></ul></ul><ul><ul><li>-- may be family </li></ul></ul><ul><ul><li>• Talk mission & work to donors to get them excited </li></ul></ul><ul><ul><li>-- so they want to make the gift </li></ul></ul><ul><ul><li>• Recognize advisors’ interests </li></ul></ul><ul><ul><li>• You manage the process to extent possible </li></ul></ul><ul><ul><li>• Varies with size and complexity of gift & estate </li></ul></ul><ul><ul><li>• Thank advisor(s) at the end </li></ul></ul><ul><ul><li>• Start-up program, rarely a problem </li></ul></ul>
  17. 17. Stewardship <ul><ul><li>• Most of your gifts will be revocable </li></ul></ul><ul><ul><li>• “ Thank you” now, later, often </li></ul></ul><ul><ul><li>• Who are you thanking; don’t offend anyone </li></ul></ul><ul><ul><li>-- couple? </li></ul></ul><ul><ul><li>• Visits! </li></ul></ul><ul><ul><li>• Handwritten notes </li></ul></ul><ul><ul><li>• Testimonials are flattering & inspiring to others </li></ul></ul><ul><ul><li>-- live; publications </li></ul></ul><ul><ul><li>• Birthdays </li></ul></ul>
  18. 18. Stewardship <ul><ul><li>• Anniversaries </li></ul></ul><ul><ul><li>-- not wedding, gift </li></ul></ul><ul><ul><li>• Donor dies, “thank you” to family </li></ul></ul><ul><ul><li>• Anniversaries </li></ul></ul><ul><ul><li>-- not gift, death: “It’s been a year & I miss him still” </li></ul></ul><ul><ul><li>• Look for opportunities </li></ul></ul><ul><ul><li>-- gift anniversary </li></ul></ul><ul><ul><li>-- life insurance ownership: premium payment due </li></ul></ul><ul><ul><li>-- Charitable Gift Annuity: with payment checks </li></ul></ul>
  19. 19. Recognition <ul><ul><li>• Create a society or club </li></ul></ul><ul><ul><li>-- try to avoid “legacy circle” and the like </li></ul></ul><ul><ul><li>-- iconic or unique to shul, congregation </li></ul></ul><ul><ul><li>• Society events </li></ul></ul><ul><ul><li>-- when you have several members </li></ul></ul><ul><ul><li>• Publications, annual report </li></ul></ul><ul><ul><li>• Event opportunities </li></ul></ul><ul><ul><li>-- recognize and thank </li></ul></ul><ul><ul><li>• Don’t spend a lot of money </li></ul></ul><ul><ul><li>• Simply look for ways to show gratitude </li></ul></ul>
  20. 20. What We’ve Seen <ul><li>√ Recap last week </li></ul><ul><li>√ Two advanced gifts & best prospects </li></ul><ul><li>√ Marketing & promotion </li></ul><ul><li>√ How to talk about Planned Giving </li></ul><ul><li>√ Working with donors’ professional advisors </li></ul><ul><li>√ Stewardship & recognition </li></ul><ul><li>• Continuing Ed. </li></ul>
  21. 21. Continuing Ed. <ul><li>• Tony Martignetti Nonprofit Radio, The Martignetti Report , blog, LinkedIn, Twitter, Facebook, YouTube </li></ul><ul><li>-http://www.mpgadv.com or scan: </li></ul><ul><li>-slides are there now: “RA Deux” </li></ul><ul><li>• Sharpe & Co. promotional pubs (sharpenet.com) </li></ul><ul><li>• Book: Planned Giving Simplified , Robert Sharpe, Sr., pub by Wiley </li></ul>

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