Matrix Uses What and When

1. Matrix Uses What and When

2. Effective Planned Giving • Planned Giving Considers • Donor’s personal goals • Donor’s charitable goals • Most effective gifts • Effective planning enhances all gifts • Expands opportunities for large gifts • Not all gifts are deferred • Involves donors, advisor, and charity

3. 5 Reasons Planned Gifts Create a Positive Giving Impact • Planned Giving focuses you on donor relationships • Planned Giving allows you to engage with donors • Planned Giving increases donor gift capacity • Making a planned gift commitment increases a donor’s support • Knowing about the planned gifting and stewarding should increase commitment to estate planning

4. Financial Metrics • Growth rate of annual gift donors • Donor ages • Donor retention rate • Number of contacts with donors • Single? • Team? • Volunteers?

5. Financial Metrics • Annual receipts • Types of gifts • Known/unknown • Size • Average gift size • Compared to years of giving

6. Financial Metrics • Annual gift revenue by type • Year over year analysis of planned gift revenue to identify trends • Annual giving rates of increase for donors with deferred gift commitments • Consistency in giving rates for donors with deferred gift commitments

7. Non-Financial Metrics • Repeat gifts from members • Calls made (stewardship, cultivation, solicitation) • Major gift calls with legacy idea • Planned giving proposals • Gift commitments • Education events for potential donors • Marketing articles or asks

8. Attitudes of Donors: A Continuum of Change

9. Great Potential for Asset Gifts: Boston College Social Welfare Institute • Intergenerational transfer of wealth from 1998-2052 • $41-$136 trillion in total dollars • $6-$25 trillion in gifts to charity • Interesting observations on giving attitudes and practices of wealthy

10. The Players in the Planning Process • Your role • Engage the donor • Develop a vision for the gift structure and impact • Provide options to achieving the goal (optional) • The donor’s role • Brings charitable intent • The Possessions/assets • Determines the gift form

11. Building on Knowledge • Use the information you get to develop your relationship with that donor • Invite them to events in their area of interest • Tell them about advances in the field – by letter, e-mail, or phone • Continue to develop your knowledge • Share ways to meet their objectives

12. The Planning Process • A checklist for goal setting • Providing for spouse • Providing for family (children, grandchildren, extended family) • Addressing special needs – educational, rehabilitation, medical, remedial • Desire to maintain control • Desire to allow flexibility • Establishing (meeting) family values • Support specific charities

13. Dream Today, Fund TomorrowMake Bequests • Benefits to the nonprofit • Simple • Easy ask • Builds commitment • Builds future contentment • Benefits to the donor • Allows the donor to plan the disposition of estate and to assign priorities to meet goals • Allows donor to make a larger gift than with an outright gift • Allows the donor to “invest” in the future of the nonprofit

14. Types of Outright Gifts • Publicly Traded Securities • Mutual Funds • Privately Traded Securities • Real Estate Property • Cash • Bonds • Intellectual Property • Tangible Personal Property

15. The Players in the Planning Process • The donor’s advisors • Attorney • CPA • Insurance professional • Financial planner • Trust officer • Stock broker • Real estate agent/broker

16. Ten Things You Can Do To Guarantee a Successful Program

17. Ten Things • Understand and embrace the internal case for planned giving • Use the right metrics to measure opportunity and success • Use accounting codes that track results • Oversee trust and estate management to maximize returns to charity

18. Ten Things • Ensure the planned gift (endowment) investment team works with the planned giving team to appropriately invest deferred gift assets and communicate results • Make a regular review of policies affecting planned gifts • Review internal roadblocks to planned giving success

19. Ten Things • Ensure regular reporting on planned giving at the executive committee and staff levels. • Allow planned gift individuals access to members. • Take part in donor cultivation, stewardship, and solicitation • 5 calls • 5 thank yous • Attend thank you events

20. Why the Executive Committee is Important to Your Success • You won’t reach full potential without the Conference Executive support. • The Conference Executive approves the budget/financial support for the program • The board sets priorities for the CEO and through planning, for the staff • The board sets and populates the committees.

21. Why the Executive Committee is Important to Your Success • The chair sets the agenda for board meetings and determine what is reported to the board. • The board is your link to the community – donors will see the organization and its needs through the board’s eyes. • The board is a group of potential donors!

22. Your Challenges In Engaging the Executive Committee • Each board member has his or her own idea about “planned giving”. • Some are positive. • Some are negative. • Most members measure success by the dollars coming through the door in that year. • The economy is driving greater needs – and creating greater concerns – than usual. • Donor may quit giving or give less. • With the stock markets up and down, interest rates up or down, inflation and donors have less to give. • Gas prices, food prices, inflation in general….creating lots of pressures.

23. Your Challenges in Engaging the Executive Committee • Planned giving concepts are complicated. • Planned gifts are deferred – how could revocable gifts that might come in ten years from now be important?

24. The Factors for Success In Planned Giving • The staff and volunteers must create a plan • Build infrastructure, such as donor base and relationships with advisors • Create goals and reports • Charge the development committee with responsibility • Create marketing materials • Review investment policies • Adopt gift acceptance policies • Create professional advisory council • Create newsletters, contacting plan

25. The Factors for Success in Planned Giving • The Executive Committee must understand and embrace Planned Giving & Trust Services • The Desire that is in our Members • Planned Giving is an Extension of Stewardship • It is Stewarding Accumulated Possessions • An Enhanced Support for the Gospel Commission • A Donors Gift can Increase

26. Start With an Education • What is planned giving? Planned Giving is the Process of Best Gift Planning which involves: • the donor • the donor’s professional advisors • the charity • The Planning Allows the Donor to: • select the best asset • select the best method of making the gift • select the best timing for the gift • design a gift that best meets the charity’s needs

27. Tips for Education • Create a Volunteer Group and ask/appoint a Vibrant, Compelling Volunteer as Chairperson • Use the volunteer to take the recommendations to the Executive Committee • Use the Volunteer to be an advocate for Planned Giving

28. Tips for Education • Bring the internal case for support to the officers • Does the organization serve a long-term purpose? • Are you experiencing cyclical economic variances? • Do you face increasing operating costs? • Do you have programs you would like to fund – but don’t have the resources? • Do you anticipate needs for future programs? • Do you face increasing competition for funds? • Are you losing donors through attrition?

29. Everyone Has a Role in the Success of the Program – Especially the Executive Committee • Expanding a development program takes more staff and volunteer support than an annual giving program: • Planned gifts involve non-cash gifts – many of which may have liability • Planned gifts may require additional time and expertise • Planned gifts require patience • Planned gifts involve the organization’s best donors

30. The Volunteers can • Establish goals • Provide leadership • Be consistent • Identify donors • Visit potential donors • Write or Email thank you notes • Outreach to professionals • Assist in design and planning • Recommend gift acceptance policies • Support investment policies • Support ethical guidelines

31. Leadership Duties • Define Giving Opportunities • Draft Resolution to Commit Gifts to Donor’s Directions • Assign Oversight of any Created Endowment • Establish Distribute Plans • Support Planned Giving & Trust Services • Drive strategic planning • Ensure Conference Executive Committee • Make regular Reports to Conference Executive Committee • Recruit a Planned Giving Committee • Set Goals

32. Checklist for Planned Giving Directors • Annual report • Goals for coming year • Marketing objectives, plan, support • Training • Budget • Committee • Thank yous • New/old members • Set schedule for coming year

33. Final Thoughts • In short, it’s pretty easy • Articulate your organization’s needs and expectations • Use a process that keeps you focused on finding the right employee/volunteer • Address problems early • Help integrate the employee/volunteer with the team • Provide positive feedback

34. Final Thoughts • Success is not serendipitous • Planning • Preparation • Placing value on donor relationship • Support from the top is essential and will lead to success

35. Final Thoughts • Planned giving will strengthen the charity’s development culture • Teach executive committee members much about their own planning • Build a solid base of support for your charity’s future • Get the board involved early in the process – and keep them involved • Understand the importance of building relationships – long-term relationships – with donors • Steward your donors • Measure your results

36. “You Make A Living By What You Get………But You Make A Life By What You Give”