SOLICITOR S GUIDE FOR FUNDRAISING VOLUNTEERS. Class Giving Affinity Giving MIT10 Giving The MIT Connection

SOLICITOR S GUIDE FOR FUNDRAISING VOLUNTEERS Class Giving Affinity Giving MIT10 Giving The MIT Connection 600 Memorial Drive, 1st floor Cambridge, MA 02139 giving@mit.edu 617-2530129

Table of Contents Campaign Basics 5 Making the Ask 7 The Art of Solicitation 9 Script Suggestions 11 After the Call 16 Handling Objections 17 Giving Priorities 21 Fundraising Organization 23 Donor Recognition 25 Ways of Giving 26 Useful Links 27 Thank You for all your efforts on behalf of MIT.

Campaign Basics Annual fundraising campaigns, like reunion gift campaigns, offer donors at all levels opportunities to provide meaningful support that directly impacts MIT students and faculty. The conversations you conduct with your prospects will provide opportunities to not only forge connections with old or new friends and classmates, but also inform and educate your prospects about what is happening at MIT and how their support matters and can make a difference. Goals of a Campaign 1 Conduct outreach to leadership and loyal donors to encourage continued and upgraded support. 2 Increase overall participation among the pool of prospective donors, at every giving level. 3 Educate constituents about the case for giving to MIT, and inform them of giving opportunities that are well aligned with their goals and interests. 5 Solicitor s Guide

Most productive prospect pool Prospects you know Prospects who should be contacted Who Conducts Campaigns? Each year, a variety of groups conduct fundraising campaigns in conjunction with the MIT Annual Fund. With support from the Annual Fund staff, you will conduct personal outreach to donors and prospects. You may choose to solicit prospects you already know, or choose individuals who share similar interests with or live near you. You also may be asked by your staff liaison to engage some individuals you do not know, who have been identified as leadership prospects requiring a personal solicitation. It is very important that you reach out personally to as many of your prospects as possible. Results of personal solicitations are generally more impressive than those of less personal appeals, like those made through letters or email. Contacts you establish through this campaign will likely be individuals you speak with again in the future, whether for other campaigns or as part of your expanded MIT network. Some examples include: Alumni and friends who raise support for sports or programs in DAPER (Department of Athletics, Physical Education and Recreation) Graduates of the last decade who conduct robust annual campaigns to build participation within the MIT10 set of classes Undergraduate alumni 11-24 years out from graduation, in Boston, the Bay Area, NYC & DC who invite their peers to local events to connect them back to MIT & encourage annual giving participation Members of cohorts and affinity groups, such as the Black History Project, who raise support for special group fundraising needs 6 Solicitor s Guide

Making the Ask Personal solicitation is vital to a successful gift campaign. Goals are most compelling when presented in person, and solicitations conducted with someone you know are generally the most productive. The fact that you, as a volunteer, are taking your own time to reach out to prospects to ask for their consideration and to engage them in a discussion about supporting MIT is tremendously powerful in and of itself. Your belief that supporting MIT is a priority is highly influential in persuading others to share this value as well. Each committee member is responsible for personally soliciting approximately 20 to 25 classmates throughout the course of the campaign. 7 Solicitor s Guide

Making the Ask Your Role as Ambassador GOLDEN RULES OF FUNDRAISING LEARN EVERYTHING YOU CAN ABOUT THE PROSPECTS YOU LL BE CALLING, INCLUDING THEIR GIVING HISTORY. GIVE SOME THOUGHT AS TO HOW YOU LL EXPRESS THE AMOUNT OF YOUR REQUEST. SAY IT OUT LOUD SEVERAL TIMES BEFORE YOUR CONVERSATION. As a volunteer, you are an ambassador to your class on behalf of MIT. While face-to-face solicitations are generally the most productive, you will likely be assigned a geographically diverse group of prospects. Therefore, telephone contact is usually recommended and can be very effective in engaging and soliciting your prospects. The process of making the ask can be viewed as both an art and a science there are certain tactics that will improve your success in closing a gift, but you must also use your intuition to help affect the outcome. PRACTICE: WRITE OUT WHAT YOU PLAN TO SAY DURING THE CALL. WRITE DOWN ALL THE REASONS YOUR PROSPECT MAY TRY TO PUT YOU OFF, AND PRACTICE YOUR RESPONSES. CALL ON YOUR BEST PROSPECT FIRST. REMEMBER TO ENTER YOUR DISCUSSION WITH EMPATHY, ENERGY, AND ENTHUSIASM. Excerpt from Asking, by Jerold Panas. Preparing for the Solicitation Preparing for each solicitation call or visit is particularly important. Even if you know the person you are calling, it is helpful to review their detailed bio and giving history. You should also be familiar with the gift campaign goals, the class project, and the gift crediting period. Remember, if you have any questions or uncertainties, your Annual Fund liaison is available to assist you to ensure you are ready to make the call. 8 Solicitor s Guide

The Art of Solicitation Selecting and soliciting classmates has never been easier, thanks to MIT s Prospect Management Tool. Refer to the Tool s handbook for instructions and best practices. Use the Tool to select individuals to solicit, and record notes of your interactions as you conduct outreach. Once you have reviewed your prospect assignments, including research and background information provided by the staff, you re ready to make your calls. The solicitation call is generally regarded as a multi-step interaction: 1. IDENTIFY YOURSELF Tell the prospect your name and explain that you are a classmate participating in a gift campaign. 2. ESTABLISH RAPPORT This step is the most important. Through reconnecting with your classmate, you can learn more about his/her current state of mind, significant life events, and overall impressions he/she has of MIT. You may want to use a discussion about friends, careers, or activities at MIT that you shared in common as a lead-in to the conversation. You may suggest that your classmate submit news to Class Notes. Ask your class member to mark his/her calendar with the dates for the reunion. 9 Solicitor s Guide

The Art of Solicitation 3. STATE YOUR PURPOSE Share your enthusiasm. Explore your prospect s interest in making a gift to the reunion campaign, ascertain if this is something that he/she has considered, and determine what his/her philanthropic priorities are at MIT or elsewhere. 4. ASK FOR A SPECIFIC AMOUNT Suggested ask amounts are provided by your Annual Fund liaison and are listed in the Solicitation Strategy section of the Tool. Because gift campaigns are a vehicle for building broad-based support and for upgrading donors to higher giving levels, the suggested ask amount is likely to be one that will encourage the prospect to consider a higher level of support than in the past. Be sure to check whether the prospect s company offers gift matching, as this may influence his/her giving level. 5. LISTEN Once the solicitation is presented, allow your prospect some time to mull it over and respond. Remember, whereas you ve had time to prepare for the call, this may be the first time your prospect has considered his/her own gift. If the prospect agrees to the ask amount, discuss the appropriate gift designation and terms. 6. THANK THE DONOR When you reach an agreement on the gift, restate to the prospect what it is they have agreed to donate. Express gratitude, and, if possible, explain again how the gift will have an impact in the area to which it will be directed. Thank your classmate for taking time to speak with you and for helping the class and MIT by participating in the MIT Annual Fund. 10 Solicitor s Guide

The Art of Solicitation Script Suggestions Introduction Don t ask the prospect if he/she has a moment to speak. (This introduces the risk of giving the prospect an opportunity to leave the call, whereas your goal is to keep the conversation going!) Hello, may I speak with (Name) please? Hi (Name), this is your classmate (Name) How are you? (Respond and move on.) Building Rapport While the specific purpose of your call is to solicit a classmate/ prospect, the larger purpose is to renew or establish a relationship to engage the prospect in a discussion about what is important to him/her philanthropically, and to gauge the relationship with or interest in MIT. Before launching into the ask, it is best to conduct a conversation through which you can build rapport. Tell me about your work and your career. How do you enjoy working for (COMPANY)? Tell me about your family and your life in (CITY). Are there any members of our class you still see today? Do you stay in touch with anyone at MIT? 11 Solicitor s Guide

The Art of Solicitation Transitioning to the Ask The other discussion that can be helpful before you begin to ask a prospect for his/her gift is one about the prospect s philanthropic interests. Any information or guidance the prospect can provide you before you ask for a gift can help in determining how much to ask for, or provide clues regarding what giving opportunity might be of particular interest to the prospect. I see that you have regularly supported (MIT Sailing/program name here). Did you (sail) a lot as a student? Are you still connected to the (sailing program) today? You were telling me earlier about how important your experience in (UROP/ program name here) was to you at MIT. Would you consider making a gift in support of that program? In what ways are you interested in making a difference at MIT? Don t forget to talk about Tech Reunions. This is a great opportunity to discuss the milestone year and transition to the ask. Have you heard about Tech Reunions? Do you know anyone planning to come back to MIT for Reunions? In addition to catching-up, I am calling to see if you d consider participating in our reunion gift campaign... 12 Solicitor s Guide

The Art of Solicitation I don t want to take up too much of your time, but before we end I want to ask you if you can help our class meet its goal this year by making a gift of (specific amount) to the (specific Fund Name). Your gift will really help our class in this campaign. Name the $ Start with the highest ask amount based on staff recommendations. Great! Would you consider becoming a member of the William Barton Rogers Society with a contribution of (choose WBRS $ amount) to the (specific Fund Name)? Great! Participation is what this is all about. Can we count on you for a gift of (a specific $ amount like $100, $50, or even just $10) to the (specific Fund Name)? 13 Solicitor s Guide

The Art of Solicitation Got a fast YES Thank you (NAME), that s great. I really appreciate your support, and getting a chance to talk and catch-up. You can make your gift now using MIT s giving site. Do you want me to walk you through the process? OR I can also ask the staff at MIT to record this as a pledge and I will follow-up this call with an email. Multi-Year Pledge Remember to ask the prospect to consider making even more of an impact by pledging support in the years ahead. Great, that is a big help! With your gift this year, you can make a pledge that would be payable in the years to come and will also count in our reunion campaign. Would you consider a pledge moving forward four years in addition to this year s gift? Closing Don t forget to say thank you! Thanks again (NAME) for your time and willingness to support MIT. I ve enjoyed our conversation. I hope you are able to make it to the Institute for Tech Reunions in June. It was good speaking with you. Have a pleasant day/ evening. 14 Solicitor s Guide

The Art of Solicitation Got a no (and the possibility remains they will reconsider): I know you may not want to make a commitment now, but would you be willing to think about it? If so, I will check in again sometime to see if you might be able to help us. Thanks for taking the time to talk I really appreciate it. And I hope you will consider coming to the reunion in June! I know it isn t something you may want to commit to now, but if you reconsider before June, your gift will really make a difference. And remember, a gift of any amount to any fund or program will count in our reunion. Either way, it would be great to see you in June at the reunion.thanks for taking time to talk; it was nice to catch-up. 15 Solicitor s Guide

The Art of Solicitation After the Call Record the Details Whether you ve received address updates or details regarding the designation of a gift or pledge, be certain to file a contact report in the Prospect Management Tool. The staff counts on you to share this information so that alumni records can be kept up to date. The sooner you record this information, the more efficiently MIT can adjust its communication strategies with alumni. For example, if your prospect makes a gift or pledge, we will exclude him/her from future solicitations. Follow Up In addition to following-up with your staff representative by filing a contact report in the Tool, please take time to follow-up with the prospect you ve contacted. Send a thank you note and include a link to the giving website (http://giving.mit.edu). 16 Solicitor s Guide

Handling Objections Objections in response to a solicitation are common; however, not all objections should immediately be interpreted as an outright refusal to give. In fact, initial objections can often turn into a gift. BEST PRACTICES 1. Listen carefully The prospect s objection may be based on a misunderstanding, which you may be able to clarify. 2. Don t judge the prospect Respect his/her points of view, even if they run counter to yours. Your goal is to offer your prospect a way to support MIT that is aligned with his/her interests and priorities. An impartial and pleasant tone conveys professionalism and leaves the proverbial door open for future contact. 3. Gratitude Thank the prospect for his/her time, ideas, suggestions, financial support, honesty, or any element of the conversation which merits an expression of gratitude. 4. Maintain your composure Careful listening and a positive demeanor can turn a good solicitation call into a great one, and a potentially unpleasant call is an opportunity for you or the Institute to re-engage a disgruntled or unwilling prospect. The outcome of the call is not always the gift itself, but sometimes the relationship that is created. 17 Solicitor s Guide

Handling Objections CATEGORY A: MY GIFT DOESN T MATTER CATEGORY B: I M ANGRY AT MIT Why does MIT need my money? MIT invests in its people 60 percent of the Institute s annual operating expenses are allocated to financial aid and to retaining world-class faculty, researchers, and other staff who support the Institute s mission. This means MIT s endowment per student is among the lowest of any research university in MIT s peer group. Without alumni support, tuition would increase dramatically, out of reach for many of the best and brightest students. MIT has such a large endowment. How will my $50 make a difference? MIT has been lucky in recent years to have had alumni make large gifts to its endowment. But that support has typically been designated to specific purposes and programs. In fact, over 83 percent of funds generated through the endowment are restricted. Annual gifts are therefore vital both operationally and in addressing key Institute priorities, like scholarship funding. Moreover, a ready pool of support is critical to address pressing needs as they occur. The secret of success isn t each gift in isolation, but the combined impact of gifts across all levels. Together, their impact is huge. My child has not been admitted to MIT. This may be the most difficult objection to field, as there may not be anything helpful you can say. In the 2016 admissions cycle, 19,020 applicants competed for 1,511 openings in the freshman class. MIT admission is extremely competitive 8 percent of those who apply are generally admitted. The quality of life at MIT was disappointing. The Dean of Student Life has implemented many student life recommendations from students, faculty, and alumni in recent years. These changes include physical plant improvements and a critical evaluation of faculty/student interaction. Results of MIT s commitment to improving the student experience include the Zesiger Center, new residential spaces and programs, the Stata Center, whose design incorporates concepts of the student experience, and a renewed emphasis on the Independent Residence Development Fund, which gives grants to independent residences for student leadership and educational programs. 18 Solicitor s Guide

Handling Objections CATEGORY C: STALLING OR DEFLECTION I have to talk with my spouse/family. The prospect is considering getting involved. Express your understanding that he/she would want to talk it over with a spouse, and arrange a time to call back. Suggest sending the MIT Giving site link or a contribution form that can be reviewed and completed by fiscal year-end (June 30). I would like to think about it. Express excitement that the prospect is considering getting involved and ask to arrange a time to call back once he/she has given this more thought. Also ask if there is any additional information you could send, like the MIT Giving Site link or a paper contribution form. I support other causes instead and/or have other philanthropic priorities. Alumni who make this statement are clearly philanthropically inclined. They support other causes, so they understand the importance of helping organizations achieve their goals. MIT needs their support for the same reasons. The cost of recruiting the brightest students, attracting and retaining a world-class faculty, and developing and maintaining facilities that support the process of learning and research is staggering. Ask the prospect to tell you a bit about his/her priorities, and what he/she hopes to accomplish through charitable giving. Because MIT is such a broad and dynamic institution, there may be a giving opportunity at MIT the prospect is not aware of, that closely aligns with his/her goals. Toward this end, your staff liaison can research giving options you can in turn present to the prospect as a followup step. Does MIT address global problems such as cancer, Alzheimer s, pollution, and terrorism? Yes. From Pulitzer Prize-winning faculty, to United Nations officials, many MIT graduates assume leadership roles in society, directing public and private initiatives across the globe to tackle these very challenges. Examples of MIT programs addressing broad-based societal concerns include the Koch Institute for Integrated Cancer Research, the McGovern Institute for Brain Research, the Laboratory for Energy and the Environment, and the Institute for Soldier Nanotechnologies. 19 Solicitor s Guide

Handling Objections CATEGORY D: FINANCIAL CONSTRAINTS I m in graduate school and paying tuition/still paying college loans/ paying for my children s/ grandchildren s education. Express understanding that tuition can be quite high, and explain that your class s primary concern is not the amount raised, but rather participation. What s most important is that every classmate gives at a level that fits his/her budget. I ve already made a gift this year. Thank the prospect for his/her gift. Say that you hope to count on his/her support in the future. (Ask for a gift upgrade when appropriate.) BEWARE OF UNSPECIFIED PLEDGES!! Some savvy prospects will try to shut down the giving discussion by offering an unspecified commitment to give at some point in the future. It is best to ask for an amount to concretize their indication of future support. By quantifying what the prospect intends to do, it becomes a commitment, not a vague possibility. In truth, if a prospect is not willing to make a gift, it is better to learn this during your interaction, and then to move on. 20 Solicitor s Guide

Giving Priorities Annual gifts from MIT alumni have an enormous impact. Taken together, they fuel virtually every facet of Institute life. Class Projects Nearly all undergraduate alumni classes have class projects: funds created to provide for a variety of pressing needs at MIT, including scholarships, fellowships, and professorships. Many such projects grow extensively over time through a combination of class fundraising efforts (especially during reunion years) and the effective management of MIT s endowment funds to a place where their impact is staggering. One class from the 1950s, for example, developed a scholarship fund which grew so much over the years that it now offers roughly 80 scholarships per year to MIT students with financial need. Participation The old adage that many hands make light work is true in fundraising as well. Consider that in FY17, the Annual Fund recorded $81.96 million in contributions from 44,029 donors. While a single gift in isolation may not seem like much, gifts from tens of thousands of donors each year clearly have a staggering collective impact on MIT. That s why annual participation in giving to MIT by alumni, parents, and friends is so critical to the Institute s strength. No matter its size, every single gift to MIT is part of the larger pool of Annual Fund support the Institute relies on each year to succeed. And while unrestricted support is especially important to MIT, every contribution whether for restricted or unrestricted purposes counts. Additionally, alumni participation rates serve as a benchmark for ranking educational institutions and are required when MIT presents proposals to corporations and foundations. Consequently, they can be a determining factor in the Institute s ability to attract other funding. Unrestricted Giving 83 percent of the revenue generated through the MIT endowment is restricted in how it can be used. Unrestricted gifts give MIT s leadership the flexibility to respond to the Institute s most pressing needs. They fill the gap where scholarships and fellowships fall short, ensuring MIT access to every deserving student. (For example, MIT used over $20 million in unrestricted resources to fund undergraduate scholarships not covered by other sources.) Unrestricted gifts supplement funding for life and learning initiatives that prepare MIT students to lead. They provide students and faculty with the finest tools to explore by keeping MIT labs and classrooms current. And they seed research for bold, new ideas that are tackling our world s greatest challenges. They are, quite simply, the most important MIT gifts one can make. 21 Solicitor s Guide

Giving Priorities Undergraduate Scholarships The Institute is committed to keeping an MIT education accessible to students with the capacity to excel, especially those whose families lack the financial means to afford a college education. In academic year 2015-2016, 91 percent of undergraduates received some form of financial aid. Scholarships remain essential in ensuring that no student with the ability and drive to be offered admission to MIT will be turned away for financial reasons. MIT also ensures that students from families earning less than $80,000 33 percent of MIT undergraduates will have all tuition charges covered through scholarships or grants. Graduate Fellowships The strength of the graduate population is exceedingly important at MIT it affects not only the quality of education, but also the value of MIT research and development. In short, a strong graduate population is vital to the Institute s interests. MIT is therefore committed to attracting the best and brightest graduate candidates, and furnishing them with resources that will enable them to thrive at MIT and in their careers. A gift to graduate fellowships helps enable MIT to compete for the very best graduate students and keep the Institute academically robust. It also provides resources to ensure that MIT remains competitive with other institutions in the U.S. and abroad that are investing considerably in their own graduate programs. Experiential Education Mens et Manus the very concept underlying MIT s formation is alive and well. Today, the idea of learning by doing is called experiential education and it takes place in many ways at MIT. Examples include: the Undergraduate Research Opportunities Program (UROP), engaging undergraduates with world-class faculty in cutting-edge, hands-on research; the Undergraduate Practice Opportunities Program (UPOP), helping students transition from academia to the working world through guided discovery learning and summer internships; and a variety of MIT Public Service Center programs, enabling students to develop skills as leaders and doers while serving constituencies in need. Student Life MIT has made many enhancements to student life in recent years, and, with the increased housing now available through Maseeh Hall enabling MIT to eventually add 460 students (115 per class) to its undergraduate population the effort to improve the student experience continues. To this end, donors may allocate their gift to any number of programs or initiatives. The Independent Residence Development Fund (IRDF) has been a significant source of support for Fraternities, Sororities, and Independent Living Groups (FSILGs) and has issued roughly $6.2 million annually in loans to the FSILGs in recent years. Attractive giving opportunities are also available through the Department of Athletics, Physical Education, and Recreation (DAPER), as well as the arts, religious life programs, and leadership opportunities at MIT. 22 Solicitor s Guide

Fundraising Organization As a fundraising volunteer, you may interact with staff not only in the MIT Annual Fund, but also in other parts of the MIT Alumni Association or the MIT Resource Development Office. Since the internal structure of these organizations is somewhat elaborate, a rudimentary overview is provided here. MIT Alumni Association (MITAA) The MIT Alumni Association was founded in 1875 to serve the needs of MIT and its alumni. The MI- TAA serves MIT by fulfilling the Institute s need for leadership, volunteer commitment, financial support, and communications, including public relations. It also serves alumni by offering a variety of programs, activities, online services, and reunion, club, and regional events that connect MIT graduates to the Institute and each other. The MIT Alumni Association Board of Directors leads the MITAA in conjunction with the vice president and CEO. The MIT Annual Fund The MIT Annual Fund resides within the MIT Alumni Association. Established formally in FY41, it is the part of MIT s fundraising organization that touches every alumnus from year to year, asking for annual support and participation. Class and Affinity Giving These staff members work with undergraduate students and alumni classes in both reunion and non-reunion years. While their primary focus is on reunion campaigns, which rely on 200 or more volunteers annually to develop increased alumni participation and leadership gifts, they also oversee other volunteer-based initiatives, including MIT10 giving, The MIT Connection, and other cohort (e.g., sports team or affinity group) giving. 23 Solicitor s Guide

Fundraising Organization Marketing and Participation These staff members focus on broad-based outreach through direct marketing channels to all MIT alumni, parents, students, and friends. This work generates the vast majority of gifts MIT receives each year. Donor Relations and Stewardship These staff members focus on thanking MIT donors for their gifts and ensuring that donors feel MIT is worthy of their continued support. The team s outreach efforts include donor recognition through the William Barton Rogers Society and 1861 Circle programs, and reporting on how unrestrcited, scholarship, and other forms of support are furthering MIT s mission and impacting students today. Annual Leadership Giving These staff members represent the Institute in constituent visits or at events - with the focus on building membership in the WBRS through the acquisition of new members and upgrading of existing members. The team also engages annual donors in the compelling case for unrestricted support of the Institute. MIT Resource Development (RD) In addition to the MIT Alumni Association, a robust fundraising organization known as MIT Resource Development (RD) is led by the vice president for resource development. While there are numerous programs conducted through RD, including corporate and foundation outreach and special events, we will only focus on areas where interaction with alumni volunteers is most likely to occur: Office of Philanthropic Partnerships (OPP) The OPP manages the MIT president s engagement with key prospects and stewards MIT s most generous donors. Office of Leadership Giving (OLG) The OLG oversees the cultivation of gifts from individual philanthropists. Office of Gift Planning (OGP) The OGP is responsible for promoting and administering planned giving vehicles like bequests, trusts, or gift annuities. School Development Officers (SDOs) SDOs conduct work similar to that of the Office of Leadership Giving, but with a specific focus on building support for programs in the schools they represent. 24 Solicitor s Guide

Donor Recognition When an individual makes a gift to MIT, his/her name will appear in the Annual Fund s yearly participation rosters at http://giving.mit.edu/recognition. Donors qualifying for one or both of MIT s annual giving societies will also appear in society rosters. William Barton Rogers Society members will be published in a paper annual report, while loyalty society members will appear online in annual 1861 Circle listings. If an individual does not wish his/her name to appear as a donor online or in print, please let the giving staff know by e-mailing recognition@mit.edu. William Barton Rogers Society A fellowship of the Institute s annual leadership donors. Members are recognized at the following annual giving levels: Young Associates $500 - $2,499 (1-4 yrs out) $1,000 - $2,499 (5-14 yrs out) Patrons $2,500 - $4,999 Fellows $5,000 - $9,999 Ambassadors $10,000 - $24,999 Benefactors $25,000 - $49,999 Visionaries $50,000+ 1861 Circle A loyalty society honoring MIT alumni, parents, and friends who give faithfully to MIT year in and year out. Members have gifts in each of the 5 fiscal years up to and including the current fiscal year. Learn more http://giving.mit.edu/1861circle/ Learn more http://giving.mit.edu/wbrs/ 25 Solicitor s Guide

Ways of Giving Type of Gift Description Who might use it? Cash, checks, credit cards Because they are immediately available (and are often unrestricted), gifts of cash offer the Institute flexibility to meet its most pressing needs. Anyone Securities or mutual funds Real estate, art, or other property Gifts of appreciated securities or mutual funds can provide an effective way of minimizing tax burdens while supporting a cause important to you. Gifts of personal property provide creative opportunities to reduce exposure to taxes while supporting charitable priorities. Anyone Anyone Planned Gifts Charitable Gift Annuity (CGA) When you establish an annuity through a gift of cash or securities, you make a contribution in exchange for MIT s agreement to pay one or two annuitants a fixed income through their lifetimes. You receive a partial income tax deduction in the year that the CGA is established, which you can carry forward for five more years. You could also receive tax free income. Age 70+ Charitable Remainder Unitrust (CRUT) An MIT unitrust pays 5 percent of its fair market value, valued annually, to up to two beneficiaries. You can fund a unitrust with cash, securities, real estate, or personal property, and add to it with subsequent gifts. Income from the trust will increase if the trust principal grows over time. Receive an immediate partial income tax deduction. Age 50-75 Deferred Charitable Gift Annuity (Deferred CGA) When you establish a deferred gift annuity with either cash or securities, you or the beneficiary named receive a fixed income for life, an immediate partial income tax deduction for the year in which the gift is made, and an opportunity to defer income. Age 50+ Bequests You can leave a legacy to MIT by bequest, trust, or or retirement plan. These gifts help reduce your taxable estate while allowing you to retain full control of your assets during your lifetime. Alumni in the 40th reunion and beyond may also be able to receive Reunion Gift credit by making a Bequest Intention in the fiscal year of the Reunion. Anyone For more information on the mechanics of giving, please visit http://giving.mit.edu/ways/mechanics. 26 Solicitor s Guide

Useful Links Alumni Online Tools The Infinite Connection The Prospect Management Tool https://alum.mit.edu https://alum.mit.edu/my-volunteer-tools.vm MIT Reunion Giving and Events Make a Reunion Gift Now Tech Reunions Events Class Home Pages Class Projects Reunion Gift Crediting Reunion Giving Progress Reunion Gift History Staff Directory http://giving.mit.edu/reunions http://alum.mit.edu/reunions https://alum.mit.edu/networks/classes/class_home_pages https://giving.mit.edu/taxonomy/term/95 https://giving.mit.edu/gift-and-pledge-crediting http://giving.mit.edu/reunions http://giving.mit.edu/reunions http://alum.mit.edu/contact/classes_staff Making Gifts to MIT (General) MIT Giving Site http://giving.mit.edu Matching Gift Companies http://giving.mit.edu/ways/matching-gifts Planned Gifts http://giving.mit.edu/ways/planning Ways of Giving to MIT http://giving.mit.edu/ways William Barton Rogers Society http://giving.mit.edu/wbrs 1861 Circle https://giving.mit.edu/1861circle Katharine Dexter McCormick https://giving.mit.edu/katharine-dexter-mccormick-1904-society Society General MIT Information MIT Alumni Association MIT Campaign News Office MIT Fact Book MIT Events Calendar MIT History Technology Review MIT Blog http://web.mit.edu http://alum.mit.edu https://betterworld.mit.edu http://web.mit.edu/newsoffice http://web.mit.edu/facts http://events.mit.edu http://libraries.mit.edu/archives/mithistory http://www.technologyreview.com http://alum.mit.edu/pages/sliceofmit 27 Solicitor s Guide