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Asking and Planned Giving
Perry T. Hammock, CFRE©2010, 2011
Service to Constituents 60% die with a valid will in USA – 50% of
lawyers Only 6% of estates have provided for
charity – 20% of wealthy Provide vision information – address family
values Provide options for disposition of assets Supply satisfaction of a gift with real
meaning Making philanthropists from donors
Why Would A Donor Consider Planning a Charitable Gift?
People insure their assets. Planned gifts allow them to insure their values
Giving is extremely fulfilling – planned gifts let them have the fulfillment now and pay later.
Split-interest charitable gifts can increase current income
Help pass better assets to heirs.
Value Proposition to Donors
Current income tax deduction (generally)
Often fixed or variable income for life-often increased income
Reduce capital gains taxes Increased diversity of portfolio –
better management Can increase asset transfers to heirs
Value to College
PG DRAWS DONORS CLOSER PLANNED GIFTS REQUIRE SIGNIFICANT
COMMITMENT WHICH LEADS TO MORE INVOLVEMENT
COMMITMENT TO PROVIDE LIFETIME INCOME DRAWS INSTITUTION AND DONOR INEXTRICABLY CLOSER
AS DONORS AGE, MORE FISCALLY CONSERVATIVE BUT ALSO MORE INTERESTED IN LEAVING A LEGACY
Fundamental Ethics
Needs of donor come first Intention of donor are acceptable or
gift is thankfully declined No hard-sell or pressure on donors Professional advisors are always
recommended Confidentiality of information is
guaranteed
Who MakeGreatPlannedGivingOfficers?
Personal Visits
Show institution and individual are knowledgeable and trustworthy
Assess depth of commitment, timing, needs, and desires to make a difference, match instrument
Defuse “Blue Smoke & Mirrors” view Entanglements of planned giving-
maintaining professional detachment
PERSONAL VISIT - S
MAY HAVE MANY VISITS BEFORE GIFT IS CLOSED
BUILD CONFIDENCE WHY THEY GIVE UNDERSTAND DEPTH OF INTEREST PROJECT THAT FITS INTEREST ASSETS THEY CAN COMMIT RECOGNITION DESIRED
The Mechanics
80% listening - minimum Push joint understanding Legacy, permanence, focus Find passion – enduring values “The hard decision was to do the project,
finding the best way to fund our commitment was easier.”
PG tools are just mechanisms to make dreams come true.
The Set-up
You’ve had a good life You’ve raised a great family You’ve built a important business You’ve been a leader in this community You’ve made such a difference with
your past gifts to help… What is your dream for the future? How do you want to be remembered?
The ask
Would you consider providing (opportunity, stability, training) …
Can you be the one to… Will you join with us to… Remember, planned gifts are from
the head and the heart, so need is even less a motivator.
Giving Through Deferred Gifts in Tough Economies
CGAs are often times better funded with cash than appreciated securities
CRUTS allow additional future investments Life Estates may be very appealing –
especially in Florida! Also gifts of Property, Business Interests. Remember Concern for Retirement Income Wills as Last Resort – why?
Stay in Touch
If you wait “for things to get better” and leave people
alone you will be the last to the trough.
More than in good times you have to tell and retell your story and share your values and dreams.
You don’t know when estate planning decisions will be made!
FOR THE 100TH TIME IN AS MANY DAYS!…I DO NOT HAVE A QUARTER!!
Emotional ROI
Prompt and Sincere Thanks
Expressed in Human Terms
Vision Focused Involvement In
Some Way
LOVE YOU!
Recognition as a Tool Remember, gifts beget gifts Recognition builds relationships Lets folks stand up and demonstrate
commitment 75% of CGA funders also remember the
charity in their wills What do PG donors want?
Inclusion Involvement Insider Benefits Time with leaders and beneficiaries
Mighty challenging stuff in your sermon!I had no idea how versatile a CRUT couldbe in my estate planning!
Funding DeferredGifts – A Plethora of Ways