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Planned Giving Basics Guided by The Book of Virtues

Diane Thornton, CFP®Senior Director of Gift Planning

The Essentials of Good Character

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What is a Planned Gift?Any major gift made in a lifetime or at death as part of a benefactor’s (donor’s) financial and/or overall estate plan.

By contrast, gifts to the annual fund or for membership dues are made from a donor’s discretionary income, and while they may be budgeted for, they are not planned.

Diane Thornton, CFP®Senior Director of Gift Planning

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Planned Gift or Blended Gift?

What’s the Difference?

Diane Thornton, CFP®Senior Director of Gift Planning

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Making the Case for Planned Giving

How Important is this Anyway?

Diane Thornton, CFP®Senior Director of Gift Planning

https://www.youtube.com/watch?v=aNvZUWgj9Nw#aid=P8emCTrqVfA

Trends in the USA

• 72% of Charitable Giving – Individuals• 15% of Charitable Giving-- Foundations• 7% of Charitable Giving -- Bequests• 6% of Charitable Giving – Corporations• 58% of the 1, 409,430 Charities have Revenue <$100,00

Giving USA 2013 Report

Diane Thornton, CFP®Senior Director of Gift Planning

Planned Giving Program Virtues

1. Self-discipline 6. Courage 2. Compassion 7. Perseverance3. Responsibility 8. Honesty4. Friendship 9. Loyalty5. Work 10. Faith

Diane Thornton, CFP®Senior Director of Gift Planning

Self Discipline

Diane Thornton, CFP®Senior Director of Gift Planning

• 20 Minute Mondays• Start a Legacy club• Measurement: Count new legacy members

Compassion

• Realize: Everyone has a story. Listen.

• Be Donor Centered. No matter what.

• Your metrics goals may not match their “highest and best gift” timeline.

Diane Thornton, CFP®Senior Director of Gift Planning

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Responsibility--educationA.Cash, Securities, Real Estate,

Mineral Rights, or other Assets

B.Future or Current Income options -Gift Annuities, Charitable Trusts

C.Bequests or other gifts after death -Wills, Life Insurance, IRAs, Retirement Plans, Family Foundation commitments

Diane Thornton, CFP®Senior Director of Gift Planning

Outright Gifts

Irrevocable Deferred

Revocable Deferred

Friendship

• “Friend”raising before Fundraising• 75% effectiveness in person--Visits• 25% effectiveness with marketing• Personal attention to high likelihood

prospects

Diane Thornton, CFP®Senior Director of Gift Planning

Work

Who are Target BenefactorsWhat kind of fundraising Impact? $ Where does Planned Giving fit?When to start? Keep it Simple Why should I start a PG program?How do I secure gifts?

Diane Thornton, CFP®Senior Director of Gift Planning

Courage

• Create a plan• Visits-- one on one• ASK

Diane Thornton, CFP®Senior Director of Gift Planning

Perseverance

Diane Thornton, CFP®Senior Director of Gift Planning

• Build the Basics• Just Do It

Honesty

Diane Thornton, CFP®Senior Director of Gift Planning

Loyalty

Diane Thornton, CFP®Senior Director of Gift Planning

• Strongest predictor: 15-20 years of Giving

• Volunteers with a history in the org

Faith

• Program Results take 7-10 years• Invest in the Future • Build a pipeline

Diane Thornton, CFP®Senior Director of Gift Planning

Diane Thornton, CFP®Senior Director of Gift Planning

Rule of Thumb:Approximately 25-35% of Capital Campaign fundraising comes from Planned Giving.

10/40/40/10 Rule

Success

Sample Forms

Handouts provided in this session

Diane Thornton, CFP®Senior Director of Gift Planning

Diane Thornton, CFP®Senior Director of Gift Planning

Giving USA 2013 ReportCharitable Giving Report 2013 by Blackbaudhttps://www.blackbaud.com/nonprofit-resources/charitablegiving#.U1AIUvMo7cshttp://www.npengage.com/nonprofit-research/infographic-2013-charitable-giving-report/http://www.plannedgivingcoach.com/pdf/Board-presentation.pdfhttp://www.npengage.com/nonprofit-research/50-fascinating-nonprofit-statistics/

Appendix