July 18, 2008

1. 2008 TARC Conference Comprehensive Campaigns Strengthen Endowments Suzanne S. Iler Vice President of Planned Giving YMCA of Middle Tennessee July 18, 2008

2. Comprehensive Campaigns Strengthen Endowments • Endowment is an integral part of a comprehensive campaign SESSION COVERS: • Structure of campaign • Identification & coordination of planned giving prospect • Planned gifts as a tool to meet donor interests and needs

3. Overview • Why there is so much talk about endowment • Paradigm shift

4. Challenges in Building Endowment • Defining Endowment • Charity’s Development Culture • Staff and Board’s Preconceived Notions • Time • Money

5. Essential Elements for Readiness • Case statement • Capacity to staff and manage the process • Role of endowment in current development model • Feasibility study

6. Comprehensive Campaign Benefits • Increases visibility of endowment • Establish planned giving and endowment as priority • Increase current endowment • Increase planned giving • Marshal army of volunteers • Educate staff on planned giving and endowment • Offer donors opportunities that meet their interests and needs • More efficient and less costly than separate campaign • Give donors opportunity to be recognized for larger gift

7. Situational Analysis –History of the YMCA • Capital focus • Endowment has not historically been a focus • Strong boards • Planned giving society • Documentation • New leadership committed to and understands the importance of endowment

8. Vision 2020: • Mission: • A worldwide charitable fellowship united by a common loyalty to Jesus Christ for the purpose of helping persons grow in spirit, mind and body. • Commitment: • We build strong kids, strong families and strong communities. • Values: • Caring, Honesty, Respect and Responsibility • Vision: • To be a source of strength to our community by providing an environment where people of all ages, faiths, races, backgrounds and abilities work toward achieving their God-given fullest potential, building friendships and experiencing the joy of helping others. We will fulfill this vision by: • Increasing Availability to All • Developing Youth and Teens. Inspiring Healthier Lifestyles • Deepening Member and Community Involvement • Ensuring Our Legacy • Serving Nashville and Middle Tennessee since 1875

9. Vision 2020 Campaign Project Outline

10. Vision 2020 • Initial Goal Range: $51 million to $58 million (October 2004) • Updated Goal Range: $75 million • Begin process of evaluating Phase II Vision 2020 Campaign projects

11. Campaign Co-Chairs Treasurer Secretary Board Chair Past Board Chair Cabinet Members Downtown Vice-Chairs Camp Vice-Chairs Maddox Vice-Chairs Northwest Vice-Chairs Youth Development Vice-Chairs Planned Giving Vice-Chairs Camp Steering Committee Downtown Steering Committee Maddox Steering Committee Northwest Steering Committee Youth Development Steering Committee Planned Giving Steering Committee Volunteer Structure

12. Types of Campaign Gifts Solicited • Outright Gifts(for current campaign needs) • Publicly traded stocks or bonds • Mutual funds • Privately traded stocks and bonds • Tangible personal property • Real estate • Gifts of remainder interest in home or farm • Insurance policy

13. Income Producing (for deferred campaign needs) • Charitable remainder trust • Charitable lead trust • Charitable gift annuity

14. Deferred Gifts (for deferred campaign needs) • Most Popular: • Bequest under will • Retirement plan beneficiary designation • Insurance beneficiary designation • Family foundation pledge

15. Donor Highlight

16. Marketing Planned Gifts within campaign • Case • Personal Visits • Board presentations • Publications • Newsletters • Brochure • Postcards • Web site • Tours • Target Marketing

17. Professional Advisory Committee • Composition • Estate planning attorneys • Financial planners • Insurance professionals • Board presentations • Referrals • Seminar series

18. Seminar Series • The Involuntary Philanthropist: How will the Government spend 55% of your Estate? • Forty Acres and a Mule:  Would you Rather have the Mule? • Alternatives in Retirement Planning/Spending:  Are you doing all that you should? • Planning Options for Successful Investors in the Current Market - Basic income tax/capital gains planning • Follow-up most important

19. Prospect Identification • Long-term involvement • Passion for Organization • 60+ • Annual gift 5 of 7 years • Annual gift 10 of 12 years • Major gift • Board member • Volunteer (in addition to board service) • Top cumulative donor

20. Prospect Cultivation • Identification • Personal visits • Volunteer involvement • Continued education and awareness • Thank you • Stewardship • Coordination

21. Measurements • Cash • Documented expectancies • Revocable • Irrevocable • Number of visits • Number of new Heritage Club Planned Giving Society members

22. Endowment Performance

23. Examples of gifts to foundation • Endowment of $10,000 allows 12 kids to take swimming lessons every year • Endowment gift of $10,000 scholarships one summer day camper • Endowment gift of $25,000 scholarships one resident camper

24. Camperships

25. Endowment gifts perpetuate annual giving • $22,200 generates $1000 annually • $55,500 generates $2500 annually • $111,000 generates $5,000 annually

26. Secrets for Success • It’s all about the donors • It’s also about communicating with those donors • Stewardship is king • Spread the responsibilities • Never, never quit building • Integrity • Listening the Gift

27. “Philanthropy is the mystical mingling of a joyful giver, an artful asker, and a grateful recipient, in which all three – the joyful giver, the artful asker and the grateful recipient – benefit from the experience” - Doug Lawson

28. Suzanne S. Iler Vice President of Planned Giving YMCA of Middle Tennessee 615-259-9622 siler@ymcamidtn.org