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Lisa M. Chmiola, CFRE
ADRP NYC Conference
March 11, 2016
FRIENDS FOR LIFE:
STEWARDING
PLANNED GIFTS
#friends4lifePG
Identification
Cultivation
Solicitation
Stewardship
#friends4lifePG
Learning Objectives
•Stewarding planned gifts
•Working with new & existing donors
•Maintaining planned gift records
•Revie...
The Price is Right!
What percentage of charitable donations received in
2014 came from bequests?
8%
Source: Giving USA 2015
The Price is Right!
What percentage of Americans do not have a will?
64%
Source: Rocket Lawyer survey, 2014
The Price is Right!
What percentage of planned gifts are revocable?
(bequests, insurance, retirement plans)
90%
Source: CA...
Planned Giving Stewardship
•Decades-long process
•Likelihood of gift realization during your tenure = low
•Requires a well...
Stewardship of new donors
•Proper documentation
•Prompt & ongoing thanks
•Annual visits (where feasible)
•Ongoing communic...
Stewardship of existing donors
#friends4lifePG
•Assess the landscape
•Visits & documentation
•Maintain communication
•Trea...
Record Keeping
#friends4lifePG
•Which documents will you use?
•Where & how will you store them?
•Who can access the files?...
Case Study #1
A same-sex couple who has left your organization in
their estate notifies you that they plan to change their...
Case Study #2
A member of your faculty makes sexist comments about
women and science at a conference, and the public outcr...
#friends4lifePG
lisa.chmiola@st-agnes.org
houdatlisa@gmail.com
social media: @houdatlisa
Slideshare:
www.slideshare.net/LisaChmiolaCFRE
St...
#Friends4lifePG ADRP NYC
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#Friends4lifePG ADRP NYC

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Planned giving stewardship session at the 6th annual Association of Donor Relations Professionals regional conference in New York City on March 11, 2016

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#Friends4lifePG ADRP NYC

  1. 1. Lisa M. Chmiola, CFRE ADRP NYC Conference March 11, 2016 FRIENDS FOR LIFE: STEWARDING PLANNED GIFTS #friends4lifePG
  2. 2. Identification Cultivation Solicitation Stewardship #friends4lifePG
  3. 3. Learning Objectives •Stewarding planned gifts •Working with new & existing donors •Maintaining planned gift records •Review & discussion of case studies #friends4lifePG
  4. 4. The Price is Right! What percentage of charitable donations received in 2014 came from bequests? 8% Source: Giving USA 2015
  5. 5. The Price is Right! What percentage of Americans do not have a will? 64% Source: Rocket Lawyer survey, 2014
  6. 6. The Price is Right! What percentage of planned gifts are revocable? (bequests, insurance, retirement plans) 90% Source: CASE BriefCASE, September 2012
  7. 7. Planned Giving Stewardship •Decades-long process •Likelihood of gift realization during your tenure = low •Requires a well-documented plan #friends4lifePG
  8. 8. Stewardship of new donors •Proper documentation •Prompt & ongoing thanks •Annual visits (where feasible) •Ongoing communication •Volunteer engagement #friends4lifePG
  9. 9. Stewardship of existing donors #friends4lifePG •Assess the landscape •Visits & documentation •Maintain communication •Treat them like a new donor
  10. 10. Record Keeping #friends4lifePG •Which documents will you use? •Where & how will you store them? •Who can access the files? •How else will you document the relationship?
  11. 11. Case Study #1 A same-sex couple who has left your organization in their estate notifies you that they plan to change their estate and remove your organization. This is upon learning that your organization will oppose a court ruling on same-sex marriage. • How would you react to the donor? • What steps could you take to mitigate the loss of the planned gift? • How would you handle the media attention if the gift is ultimately lost? #friends4lifePG
  12. 12. Case Study #2 A member of your faculty makes sexist comments about women and science at a conference, and the public outcry that follows forces his resignation from the school. One of your planned gift donors is upset and threatens to remove a bequest to the school from his estate unless the professor is reinstated or issued an apology. • How would you react to the donor? • What steps could you take to mitigate the loss of the planned gift? • How would you handle the media attention if the gift is ultimately lost? #friends4lifePG
  13. 13. #friends4lifePG
  14. 14. lisa.chmiola@st-agnes.org houdatlisa@gmail.com social media: @houdatlisa Slideshare: www.slideshare.net/LisaChmiolaCFRE Storify: www.storify.com/houdatlisa #friends4lifePG

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