mis sion state ment our aims and values To help nonprofits significantly increase their fundraising capabilities and impact they have in their communities and society, through proven contemporary curriculum presented by world-class nonprofit leaders, best in class faculty and renowned philanthropists.
Affiliate Partners AZ / Maricopa Community College District CA / National University System (Founding SIP) CA / National University Costa Mesa CA / National University Ontario CA / National University San Bernardino CA / John F. Kennedy University FL / National Leadership Institute LA / Xavier University of Louisiana NE / Bellevue University NY / Long Island University SD / Augustana University WA / City University of Seattle 2017 Sanford Institute of Philanthropy 3
Our classes have already empowered nearly 27,000 nonprofit leaders Buzz from the Classroom 2017 Sanford Institute of Philanthropy 4
#SIPwebinar sanfordinstituteofphilanthropy.org 2017 Sanford Institute of Philanthropy 5
Kim Wenrick, MA, CSPG Office of Gift Planning UC San Diego
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. BEFORE YOU CAN STEWARD THEM 2017 Sanford Institute of Philanthropy 8
How do you find out who your planned gift donors are? Just ask! In a nice way, of course They may be the ones you least expect. Consider a bequest campaign in conjunction with your annual report or appeal mailings: Your ongoing support has given us the power to continue our important work. Please help us ensure that our impact continues far into the future by making a legacy gift. Whether in the form of a gift in your will or trust, a beneficiary designation from your IRA or life insurance, or the creation of a life income gift, you have the power to support our mission while ensuring that you and your loved ones receive valuable financial benefits. We would be happy to provide more information about the many planned gift options available to you. Please contact [name] at [number] for more information. Thank you! 2017 Sanford Institute of Philanthropy 9
10 Always use a response card with check-thebox language in your mailings I have already included [your charity] in my estate plan through my: Will Trust Retirement plan Other I would like more information about: Making a bequest in my will or trust Making a gift of stock or from my retirement account Gifts that produce income, such charitable gift annuities and charitable remainder trusts Other planned gift option 2017 Sanford Institute of Philanthropy 10
1 1 Why is this important? Planned gifts, especially bequests, can be the largest of a donor s lifetime, maybe even 200-300 times the donor s largest annual fund gift. Your planned gift pool may be as much as five times larger than your capital pool. Statistics: 33% consider a charitable bequest 43% of bequests 55 and younger 15% of all planned gifts 45 and younger The average age of someone who makes their first charitable bequest commitment is 40-50 Only 5.3% of those over 50 have made a charitable bequest commitment 22% over 30 say they have been asked for a planned gift. The average bequest in the U.S. is between $35,000 and $70,000. 40% 5.3% Made a 30% 20% 10% 0% charitable bequest 33% Willing to consider a charitable bequest (PlannedGiving.com; Donor Centered Planned Gift Marketing) 2017 Sanford Institute of Philanthropy 11
. TALK TO YOUR DONORS 2017 Sanford Institute of Philanthropy 12
1 3 Who should you be talking to? Anyone who has notified you they have made a planned gift or has asked you for information about your charity for bequest language Loyal donors, making regular gifts of any size All income levels, not just the super wealthy Anyone who has made a stock gift Your internal constituents, who are some of the most loyal to your organization: Staff and faculty Board members Volunteers Your external constituents, who can increase the reach of your message: Wealth managers, tax advisors, estate attorneys, private fiduciaries 2017 Sanford Institute of Philanthropy 13
1 4 Who should you be talking to? Study your donor lists for loyal donors who fit the planned giver profile. Review meeting reports for past hints from your donors. Get out and talk to your donors face-to-face. The best source for information about a donor is the donor. Donors usually give to things or causes that are important to them, not just for the benefits. So, when talking to donors about planned gifts, focus on their motivations. P.S. These are long-term conversations and long-term relationships! 2017 Sanford Institute of Philanthropy 14
1 5 Who should you be talking to? Get to know your donors as individuals. Ask basic questions about your donors philanthropic goals. Learn to recognize the verbal cues. Create some materials that will get your donors thinking about planned gifts. Keep in touch and don t miss an opportunity to thank your donors for their loyal support. Loyal donors make the best planned gift donors and planned gift donors tend to increase their current gifts. 2017 Sanford Institute of Philanthropy 15
HOW TO STEWARD YOUR PLANNED GIFT DONORS 2017 Sanford Institute of Philanthropy 16
1 7 Create a legacy society Many planned gifts are revocable, so it s important to make sure planned gift donors feel appreciated. Create a special Society for this key donor group with special perks, insider information and targeted activities. (We call ours the York Society in honor of Herb York, the first chancellor of UC San Diego and a generous donor in life and through his estate.) Make membership in the Society very easy to achieve. All a donor needs to do is tell of his or her intentions. Send a nice welcome package and gift and the relationship is established. Try to ask for details of the intention & interest. Keep track of the information on an internal plan and communicate with emphasis on the areas of interest. Keep the stewardship going even if the current giving decreases or stops. 2017 Sanford Institute of Philanthropy 17
18 Say thank you often Say thank you often and we stay in touch all year Tell the donor True Stories of Success Make sure your donors (especially Society members) stay informed and tied to the mission Send birthday greetings and Thanksgiving cards Society members get small gifts of appreciation twice a year personal visits once a year Choose a gift with a story that resonates with mission and message Celebrate our many connections and shared interests. Create a calendar of events with as many areas of interest as possible to which to invite York Society members Want them to know we are thinking of them even if they can t attend They should know they have access Never forget the power of a phone call, a personal visit or a hand-written note! 2017 Sanford Institute of Philanthropy 18
19 Look for ways to help Donors don t always know about all the financial benefits of planned gifts, even if they ve made one already. Donors may not realize that they may be able to support your cause with a gift larger than they thought possible. Saying thank you and keeping in touch allows you to be of service to the people who will ensure the future good works of your charity. 2017 Sanford Institute of Philanthropy 19
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[Webinar] Cause Selling January 17 @ 11:00 am PST (2:00pm EST) Register at: NU.edu/Sanford 2017 Sanford Institute of Philanthropy 21
Questions Making #Philanthropy Happen @sanfordinstituteofphilanthropy @sanfordinstitut sanford-institute-of-philanthropy sanfordinstituteofphilanthropy.org 2017 Sanford Institute of Philanthropy 22