PLANNED GIVING LAYING THE GROUNDWORK FOR FUTURE GIFTS November 17, 2009
The Curtis Group <ul><li>OUR MISSION </li></ul><ul><li>Committed to promoting philanthropy,  </li></ul><ul><li>we help non...
The Curtis Group <ul><li>Raised hundreds of millions for more than 80 nonprofits </li></ul><ul><li>Celebrating our 20 th  ...
Giving Institute: Leading  Consultants to Nonprofits <ul><li>Offers thought leadership on philanthropy </li></ul><ul><li>P...
2008 Charitable Giving  Total = $307.65 billion  ($ in billions) Individuals $229.28  75% Foundations $41.21  13% Bequests...
Importance of Individual Giving <ul><li>January 2009 survey by Cygnus found that: </li></ul><ul><ul><li>42% percent of don...
What Is Planned Giving? <ul><li>The current gift of future assets through such vehicles as bequests, charitable trusts or ...
About Planned Giving <ul><li>Requires help, support, or counsel of a representative of organization receiving gift </li></...
Who Makes Planned Gifts <ul><li>People at all income levels leave charitable gifts, although those earning $100,000+ are m...
Who Makes Planned Gifts <ul><li>Education makes a difference </li></ul><ul><ul><li>40% of those who finish high school inc...
Who Makes Planned Gifts <ul><li>Single people, widows/widowers, couples without children  </li></ul><ul><ul><li>Married wo...
Who Makes Planned Gifts? <ul><li>Among people who donate $500 a year or more to charity, only 9.5% have a charitable estat...
Who Makes Planned Gifts <ul><li>Of all single donors </li></ul><ul><ul><li>27.7% in cities or suburbs named charity in wil...
Planned Gifts: Bequests Are Key <ul><li>More than 80% of planned giving dollars come from bequests </li></ul><ul><li>Remem...
Board’s Role in Planned Giving <ul><li>Making a planned gift </li></ul><ul><li>Identifying prospects </li></ul><ul><li>Cul...
Board’s Role in Planned Giving <ul><li>Learning how to respond when donor/prospect brings up possibility of planned gift <...
Reaching Potential Donors <ul><li>Marketing must present specialized message to the most likely planned-giving donors </li...
Planned Giving Steps to Success <ul><li>Develop a Case Statement </li></ul><ul><ul><li>Clearly define needs and ways to gi...
Planned Giving Steps to Success <ul><li>Create a professional advisory committee </li></ul><ul><li>Identify prospects </li...
Planned Giving Steps to Success <ul><li>Establish legacy society for donor recognition </li></ul><ul><li>Hold training ses...
Planned Giving Steps to Success <ul><li>Market your planned giving program </li></ul><ul><ul><li>Create brochure about leg...
Planned Giving Summary <ul><li>People at all income levels make planned gifts </li></ul><ul><li>Planned giving is huge opp...
<ul><li>757-496-2224 www.curtisgroupconsultants.com  </li></ul>
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Planned Giving

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This course is designed to help nonprofit organizations learn to how to create and direct their planned giving efforts, beginning with a general overview of what is viewed by many nonprofits as a very complex subject.

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Planned Giving

  1. 1. PLANNED GIVING LAYING THE GROUNDWORK FOR FUTURE GIFTS November 17, 2009
  2. 2. The Curtis Group <ul><li>OUR MISSION </li></ul><ul><li>Committed to promoting philanthropy, </li></ul><ul><li>we help nonprofits plan their future, build awareness, </li></ul><ul><li>and raise substantial amounts of money. </li></ul>
  3. 3. The Curtis Group <ul><li>Raised hundreds of millions for more than 80 nonprofits </li></ul><ul><li>Celebrating our 20 th anniversary this year </li></ul><ul><li>Only Virginia-based member of North America’s 35-member Giving Institute </li></ul>
  4. 4. Giving Institute: Leading Consultants to Nonprofits <ul><li>Offers thought leadership on philanthropy </li></ul><ul><li>Promotes high standards of ethical fundraising </li></ul><ul><li>Publishes annual Giving USA and quarterly Giving USA Spotlights </li></ul>
  5. 5. 2008 Charitable Giving Total = $307.65 billion ($ in billions) Individuals $229.28 75% Foundations $41.21 13% Bequests $22.66 7% Corporations $14.50 5% Source: Giving USA 2009
  6. 6. Importance of Individual Giving <ul><li>January 2009 survey by Cygnus found that: </li></ul><ul><ul><li>42% percent of donors would give to nonprofit they had not supported in the past if someone they knew asked for a gift </li></ul></ul><ul><li>September 2009 survey by IU Center on Philanthropy/Campbell & Company found that: </li></ul><ul><ul><li>Donors asked to give in person by someone they knew gave 19% more than if asked another way </li></ul></ul>
  7. 7. What Is Planned Giving? <ul><li>The current gift of future assets through such vehicles as bequests, charitable trusts or annuities – Board Source </li></ul><ul><li>Gift planning is the process of cultivating, designing, facilitating, and stewarding gifts to charitable organizations – National Committee on Planned Giving </li></ul>
  8. 8. About Planned Giving <ul><li>Requires help, support, or counsel of a representative of organization receiving gift </li></ul><ul><li>When successful, allows nonprofits to establish solid funding base for long term </li></ul><ul><li>Bequests and charitable gift annuities are most common planned gifts </li></ul><ul><li>If people can’t give in the current economy, they can plan to give later </li></ul>
  9. 9. Who Makes Planned Gifts <ul><li>People at all income levels leave charitable gifts, although those earning $100,000+ are more likely </li></ul><ul><li>Those closest to you: </li></ul><ul><ul><li>Consistent donors </li></ul></ul><ul><ul><li>Current and former board members </li></ul></ul><ul><ul><li>Current and former volunteers </li></ul></ul><ul><ul><li>Staff members </li></ul></ul>
  10. 10. Who Makes Planned Gifts <ul><li>Education makes a difference </li></ul><ul><ul><li>40% of those who finish high school include a charity in their will </li></ul></ul><ul><ul><li>People with college degrees are 22% more likely to leave a planned gift to charity </li></ul></ul><ul><ul><li>People with post-college education are 47% more likely to leave a planned gift to charity </li></ul></ul><ul><li>People with religious affiliations more likely to make charitable bequest </li></ul>
  11. 11. Who Makes Planned Gifts <ul><li>Single people, widows/widowers, couples without children </li></ul><ul><ul><li>Married women least likely to leave charitable gift </li></ul></ul><ul><li>Basic profile of bequest maker </li></ul><ul><ul><li>Single </li></ul></ul><ul><ul><li>Highly educated </li></ul></ul><ul><ul><li>Attends religious services </li></ul></ul><ul><ul><li>Earns more than $100,000 </li></ul></ul>
  12. 12. Who Makes Planned Gifts? <ul><li>Among people who donate $500 a year or more to charity, only 9.5% have a charitable estate plan </li></ul><ul><li>Among donors who had a will: </li></ul><ul><ul><li>9.8% of those with grandchildren made a charitable bequest </li></ul></ul><ul><ul><li>50% of those without offspring made a charitable bequest </li></ul></ul><ul><li>Source: University of Georgia study tracking 20,000 Americans over age 50 from 1995 to 2006 </li></ul>
  13. 13. Who Makes Planned Gifts <ul><li>Of all single donors </li></ul><ul><ul><li>27.7% in cities or suburbs named charity in will </li></ul></ul><ul><ul><li>19.1% in rural regions named charity in will </li></ul></ul><ul><li>No real difference in # of men and women, but: </li></ul><ul><ul><li>Women tend to make more bequests; men tend to make more gifts from charitable trusts </li></ul></ul><ul><ul><li>Women leave to religion, health, human services, and environment; men leave to public-society benefit and education </li></ul></ul>
  14. 14. Planned Gifts: Bequests Are Key <ul><li>More than 80% of planned giving dollars come from bequests </li></ul><ul><li>Remember, bequests are REVOCABLE – donors must receive appropriate stewardship </li></ul><ul><li>Those who make bequests will probably change their plans several times –you need to be in the final will </li></ul>
  15. 15. Board’s Role in Planned Giving <ul><li>Making a planned gift </li></ul><ul><li>Identifying prospects </li></ul><ul><li>Cultivating and soliciting gifts </li></ul><ul><li>Opening doors by introducing staff members </li></ul><ul><li>Hosting events </li></ul><ul><li>Offering testimonials in marketing materials </li></ul>
  16. 16. Board’s Role in Planned Giving <ul><li>Learning how to respond when donor/prospect brings up possibility of planned gift </li></ul><ul><ul><li>Staff has a big role in the process </li></ul></ul><ul><li>Scheduling meetings with professional advisors </li></ul><ul><li>Presenting a proposal (in some cases), but must be carefully managed and coordinated with the staff </li></ul><ul><li>Once gift is made, remaining involved in donor recognition and stewardship </li></ul>
  17. 17. Reaching Potential Donors <ul><li>Marketing must present specialized message to the most likely planned-giving donors </li></ul><ul><li>Mailings and marketing alone do not drive planned gifts </li></ul><ul><li>You must meet with donors and professional advisors </li></ul><ul><li>Make planned giving a part of your regular fundraising programs </li></ul>
  18. 18. Planned Giving Steps to Success <ul><li>Develop a Case Statement </li></ul><ul><ul><li>Clearly define needs and ways to give </li></ul></ul><ul><li>Prepare planned giving policies </li></ul><ul><ul><li>What types of gifts accepted </li></ul></ul><ul><ul><li>What programs will gifts fund </li></ul></ul><ul><ul><li>How will funds be invested </li></ul></ul><ul><li>Provide staff training </li></ul>
  19. 19. Planned Giving Steps to Success <ul><li>Create a professional advisory committee </li></ul><ul><li>Identify prospects </li></ul><ul><ul><li>Donors who have given $25+ for three or more years </li></ul></ul><ul><ul><li>Donors who are 65 and older </li></ul></ul><ul><ul><li>Donors who have given $1,000+ at any time to your organization </li></ul></ul><ul><ul><li>Remember FLAG: frequency, longevity, age, gender </li></ul></ul><ul><ul><li>Others without children who can be cultivated </li></ul></ul>
  20. 20. Planned Giving Steps to Success <ul><li>Establish legacy society for donor recognition </li></ul><ul><li>Hold training sessions for your board </li></ul><ul><ul><li>Outline what planned giving is </li></ul></ul><ul><ul><li>Provide profile of planned giving prospects </li></ul></ul><ul><ul><li>Describe how planned giving fits into total development picture </li></ul></ul><ul><li>Make personal visits to donors and prospects </li></ul>
  21. 21. Planned Giving Steps to Success <ul><li>Market your planned giving program </li></ul><ul><ul><li>Create brochure about legacy society/ways to give </li></ul></ul><ul><ul><li>Include testimonials in your newsletter </li></ul></ul><ul><ul><li>Recognize donors in publications </li></ul></ul><ul><ul><li>Provide sample wording for a bequest </li></ul></ul><ul><ul><li>Create a direct-mail appeal for planned giving to targeted prospects </li></ul></ul><ul><ul><li>Add info about it to your Web site </li></ul></ul><ul><li>Market to professional financial advisors </li></ul>
  22. 22. Planned Giving Summary <ul><li>People at all income levels make planned gifts </li></ul><ul><li>Planned giving is huge opportunity for nonprofits; fewer than 10% of people now make a charitable bequest </li></ul><ul><li>Current donors are best planned-giving prospects </li></ul><ul><li>Bequests require proper stewardship; most people change their estate plans several times </li></ul>
  23. 23. <ul><li>757-496-2224 www.curtisgroupconsultants.com </li></ul>

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