Presented By:Presented By:Jim Gumpert, Sr. Director, Jim Gumpert, Sr. Director, Planned Giving Club Planned Giving Club ServicesServicesBoys & Girls Clubs of Boys & Girls Clubs of AmericaAmerica

Keys to Success

Teachable Point of ViewTeachable Point of View

““Any Charity regardless of size Any Charity regardless of size or location can and should have or location can and should have a planned giving component as a planned giving component as

part of their overall part of their overall resource development program.”resource development program.”

Why is Planned Giving important?Why is Planned Giving important?

• Individual GivingIndividual Giving

• Financial StabilityFinancial Stability

• Donors like making them!Donors like making them!

Getting StartedGetting Started

Build a Coalition – CEO and Build a Coalition – CEO and key board memberkey board member

A Selling Proposition – what A Selling Proposition – what is the caseis the case

Prepare the Strategy – start Prepare the Strategy – start with the Boardwith the Board

Getting the Board on boardGetting the Board on board

• Start with a Board resolutionStart with a Board resolution

• Create a Planned Giving Create a Planned Giving ProgramProgram

• Establish a Legacy SocietyEstablish a Legacy Society

• Added benefit – permission to Added benefit – permission to askask

Find a ChampionFind a ChampionRecruit a Champion from your BoardRecruit a Champion from your Board

• Is seen as a leader by othersIs seen as a leader by others

• Has a passion for this workHas a passion for this work

• Has or will make a planned gift Has or will make a planned gift

• Leads the Heritage Club Leads the Heritage Club membership drivemembership drive

Board PresentationBoard Presentation

• Ways to make a Planned GiftWays to make a Planned Gift

• What is the Legacy SocietyWhat is the Legacy Society

• Invite to become a memberInvite to become a member

• Importance of Board leadershipImportance of Board leadership

What is a Planned Gift?What is a Planned Gift?

Any gift greater than writing a Any gift greater than writing a check.check.

Any gift that requires some Any gift that requires some planning and the assistance of a planning and the assistance of a qualified individual in order to qualified individual in order to make the gift.make the gift.

For our purposes, a deferred gift For our purposes, a deferred gift – one that is received in the – one that is received in the future as the result of some future as the result of some future event.future event.

Ways to make a Planned GiftWays to make a Planned Gift BequestsBequests Beneficiary DesignationsBeneficiary Designations

• Life InsuranceLife Insurance• Retirement Accounts (IRAs)Retirement Accounts (IRAs)• ““Will substitutes”Will substitutes”

Charitable Gift AnnuitiesCharitable Gift Annuities Charitable TrustsCharitable Trusts

What is the Legacy SocietyWhat is the Legacy Society

A Recognition Society for A Recognition Society for individuals who include your individuals who include your organization in their will or organization in their will or estate plansestate plans

A stewardship tool that can A stewardship tool that can help secure the gifthelp secure the gift

Use a Founding Members Use a Founding Members strategystrategy

Set a campaign time Set a campaign time frameframe

Start with your leadershipStart with your leadership

Adds urgency and creates Adds urgency and creates early successearly success

Follow Up is CrucialFollow Up is Crucial• All Board meetingsAll Board meetings

• Club website or newsletterClub website or newsletter

• Donor wallDonor wall

• Kick-off EventKick-off Event

Take it beyond the BoardTake it beyond the Board

• Former Board membersFormer Board members

• Longtime donors and Longtime donors and volunteersvolunteers

• Club website and newsletterClub website and newsletter

• Local estate planning prosLocal estate planning pros

MarketingMarketing

Estate gifts are easy to do Estate gifts are easy to do but difficult to talk about.but difficult to talk about.

• ““Whatcha gonna leave us when Whatcha gonna leave us when you’re dead?”you’re dead?”

• How can we better approach How can we better approach our best donors about this our best donors about this very delicate subject?very delicate subject?

MarketingMarketing

Membership DriveMembership Drive• ““Would you consider Would you consider

becoming a member of becoming a member of the Legacy Society?”the Legacy Society?”

• Provide the Legacy Provide the Legacy Society Enrollment FormSociety Enrollment Form

• Allow donor to choose Allow donor to choose from a “menu of gifts” from a “menu of gifts” (Ways to Give)(Ways to Give)

MarketingMarketing

• Acquisition of new membersAcquisition of new members

• ““Never Sleep” marketingNever Sleep” marketing

• Board members as ambassadorsBoard members as ambassadors

• Recognition and cultivation eventsRecognition and cultivation events

• Constant, consistent, systemicConstant, consistent, systemic

Importance of StewardshipImportance of Stewardship

Include PG in your Stewardship PlanInclude PG in your Stewardship Plan

• Plan every contact for the yearPlan every contact for the year• Assign contactsAssign contacts• Include personal visits and Include personal visits and

telephone callstelephone calls• Hand deliver what you usually Hand deliver what you usually

mailmail• 4 Touches4 Touches

StewardshipStewardship

1.1. Most important function of Most important function of the Recognition Societythe Recognition Society

2.2. Multiple contacts per yearMultiple contacts per year

3.3. Localized and personalizedLocalized and personalized

4.4. Make them feel SPECIAL!Make them feel SPECIAL!

StewardshipStewardship

Some examples:Some examples:• Charity newsletter (3-4x/yr)Charity newsletter (3-4x/yr)• Birthday, Anniversary or Birthday, Anniversary or

Holiday cardsHoliday cards• Personal notes (CEO, Board)Personal notes (CEO, Board)• Annual and special reportsAnnual and special reports• ReceptionsReceptions• Visits, visit, visitVisits, visit, visit• Solicit their opinionsSolicit their opinions

Add Advanced GiftsAdd Advanced Gifts

Some examples:Some examples:• Charitable Gift AnnuitiesCharitable Gift Annuities• CRTsCRTs• CLTsCLTs• Real EstateReal Estate• Life EstateLife Estate

Sustaining the EffortSustaining the Effort

• Biggest ChallengeBiggest Challenge• On-going Marketing On-going Marketing • Proactively identify prospectsProactively identify prospects• Cultivate annual donors, closer Cultivate annual donors, closer

relationshipsrelationships• Solicit membershipSolicit membership• Focus on simple gifts to startFocus on simple gifts to start• Add advance giftsAdd advance gifts• Importance of StewardshipImportance of Stewardship

Questions??Questions??