Getting Started in Planned Giving Charitable Gift Planning May 6, 2016 Presented By: Brian M. Sagrestano, JD, CFRE President and CEO Gift Planning Development, LLC
About Our Presenter Brian M. Sagrestano Brian M. Sagrestano, JD, CFRE is an author, public speaker and thought leader in the gift planning world. After many years running gift planning programs for nonprofits he formed his consulting firm, Gift Planning Development eight years ago. Brian is also a principal in Constellation Advancement, a full-service development consulting firm. He has co-authored three books, including the soon to be released Getting Started in Charitable Gift Planning and Getting Started in Charitable Gift Planning Resource Book from Charity Channel Press. Brian has presented at conferences around the country for organizations such as the Partnership for Philanthropic Planning, the Council on the Advancement and Support of Education, and the Association of Fund Raising Professionals. Over the last fourteen years, he has spoken to hundreds of groups and developed philanthropy training programs for many nonprofits. He earned an A.B. cum laude from Cornell University and a J.D. cum laude from Notre Dame Law School.
Agenda Introduction and Overview Why Pursue Donor-Centered Gift Planning Now? Understanding Gift Planning Are You Ready for Gift Planning? Engaging Your Board and Leadership Building Your Program
Why You Need Gift Planning Gifts from wills are 8-10% of all fundraising revenue annually Strong gift planning programs generate 25-40% of total individual gifts revenue Even in a down economy Everyone Doubling Up
$6 Trillion Rise of the Leading Baby Boomers (Born 1946-1954) Restricted Giving Current Use Impact, Outcomes, Verifiability Trailing Boomers Accountability (Born 1955-1964) Gen X Volunteer Ops (Born 1965-1976) Millennials -- -1984?) Great Recession Generation? Reduced Gift Capacity Going Forward
What is Donor-Centered Gift Planning? Gift Planning: The process of cultivating, designing, facilitating and stewarding gifts Donor-Centered Philanthropy: Fundraising approach that asks donors what they need to accomplish for themselves, their families and their future, and how philanthropic support is integrated into their tax, estate and financial planning Donor-Centered Gift Planning: Fundraising approach that helps donors meet their personal planning and philanthropic goals to create a more meaningful legacy
What are the Tools of Gift Planning? Stage I Gift Planning Program Gifts That Cost Nothing Today Beneficiary Designations From: Wills Retirement Plans Life Insurance Policies Payable on Death Accounts Transfer on Death Assets Donor Advised Funds 80% of Gift Planning Revenue
What are the Tools of Gift Planning? Stage II Gift Planning Program Gifts to meet personal planning objectives Increase income in retirement Provide for an elderly parent or loved one Help pay for college Charitable gift annuities Charitable remainder trusts Gifts to maximize inheritance Wealth replacement trusts Charitable lead trusts
What are the Tools of Gift Planning? Stage III Gift Planning Program Family Wealth Planning Full integration of philanthropy into tax estate and financial planning in partnership with advisors Family succession planning High net worth individuals Gifts of complex assets Business interests Closely-held stock Collectibles Hedge funds
Are You Ready for Gift Planning? www.areyoureadyforplannedgiving.com Score Each Question 10=Completely Agree 1=Completely Disagree
Are You Ready for Gift Planning? (1=disagree; 10=agree) 1. We have a mission statement. 2. Our mission will still be relevant in 50-100 years. 3. We have a compelling need for charitable support to sustain our mission. 4. We have an effective strategic plan to implement our mission. 5. Our staff and Board leadership are interested in pursuing long-term support. 6. We are financially stable. 7. We pursue endowments to ensure our long-term future. 8. We regularly garner support from individuals. 9. We have a group of loyal donors who have supported us in the recent past. 10. We have 1 hour per week for the next year to invest in gift planning.
What Are Your Results? 50+ = You are well positioned to start a gift planning program 30-50 = You have some work to do, but you are still able to pursue gift planning Under 30 fundraising fundamentals before we move to gift planning For more detailed help and analysis visit: www.areyoureadyforplannedgiving.com
Engaging Your Leadership Introduce your leadership to how gift planning enhances your mission and endowment Key Elements Engaged leadership 5 to 10/always Appropriate mission/seeking endowment Need for a volunteer committee Measures of success -- activity Action Steps Construct a volunteer committee to help launch your program Craft a culture of philanthropy across organization
Engaging Your Leadership-Make the Case Articulating Why Gift Planning Is Important to Your Donors and Your Mission Key Elements Mission Definitions of gift planning and endowment Outcomes-based stories Largest gifts prospects can make Gifts that continue, regardless of economy Broad appeal gifts that cost nothing today Increase in overall support Action Step Draft an internal case for your organization Helpful Download http://www.plannedgiving.com/downloads/bsagrestano-samplecase.doc
How Do I Start Building a Gift Planning Program? Begin with Stage I Three Legs of the Stool Donor Interaction Marketing and Stewardship Infrastructure
Donor Interaction Selecting the best prospects Loyalty and affinity Segmenting the prospects No children Generational cohorts and wealth One-on-one through your moves-management process Partnering with professional advisors Action Step Identify, rate and segment your pool
Gift Planning Pyramid Principal Prospects Major Prospects Loyals Consistent Annual Donors Everyone Else Interested In Your Mission
Marketing Marketing Targeted at loyals Regular consistent outreach Incorporated into everything you send to Multi-channel approach
Marketing Key Elements 12 Month Marketing Grid 7 Touches Philosophy Multi-Channel Brochure and Reply Card Website Action Steps Craft a meaningful plan for outreach Use vendors to help Focus on mission, impact and outcomes-personalize Help meet personal planning objectives
Stewardship Key Elements Thanking Recognizing Donor recognition society with broad membership criteria Outcomes-based events Immortality In Memoriam Stewardship Organizational culture of stewardship Action Steps Find a great story for your Society and create it Create a brochure telling your story Write a formal stewardship procedures manual and stick to it
Infrastructure Key Elements Counting and Recognition Policies Gift Acceptance Policies Gift Agreements Estate Administration Process Tracking Reports Ethics Model Standards of the Charitable Gift Planner Complying with Regulations Action Step Craft Your Infrastructure Helpful Downloads http://www.plannedgiving.com/downloads/bsagrestanosamplepolicy.doc http://pppnet.org/modelstandards
Map to Success Key Elements Operating Plan for Each of the Three Legs of the Stool Future Elements to Add CGAs; CRTs; Complex Assets Action Step Draft an operating plan and timeline
Wrap Up / Q & A For More Info: www.giftplanningdevelopment.com To Preorder: http://bit.ly/gsicgp-bundle 20% Discount with Coupon Code: gsicgp-br
To Contact Us Brian M. Sagrestano, JD, CFRE President and CEO Gift Planning Development, LLC 100 Chestnut Place New Hartford, NY 13413 315.292.1335 brian@giftplanningdevelopment.com www.giftplanningdevelopment.com www.constellationadvancement.com