Adventures in Planned Giving
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Transcript Adventures in Planned Giving
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 lifeoften 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 Make
Great
Planned
Giving
Officers?
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 givingmaintaining 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
FOR THE 100TH TIME IN
AS MANY DAYS!…I DO
NOT HAVE A QUARTER!!
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!
Emotional ROI
LOVE YOU!
Prompt and
Sincere Thanks
Expressed in
Human Terms
Vision Focused
Involvement In
Some Way
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 could
be in my estate planning!
Funding
Deferred
Gifts – A
Plethora
of Ways