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