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David Sharken Mentor & Legacy Program Director JCamp 180 david@hgf.org Camp Legacy Program

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A) Grab Tab Click red arrow to open/close Control Panel. Click square to toggle Viewer Window between full screen/window mode. Click mic icon to mute/unmute your audio. B) Audio Pane Select audio format. Click Audio Setup to verify Speakers & Microphone. C) Questions Pane Attendees can submit questions and review answers. D) Type your question and click Send to submit it to the organizer. Getting Involved A B B C C D D

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Overview of the Legacy Program Key Steps in the Legacy Action Plan: o Case Statement o Identifying Prospects o In-reach/Marketing o Conversations o Management o Brief Overview of Financial Vehicles o Stewardship Common Myths Tonights Agenda

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High quality, results-oriented Training, consulting, coaching Simple legacy action plan Note: We will use the terms Legacy & Planned Giving interchangeably. Legacy Program Overview

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Legacy giving is a deliberate, planned, formal action by a donor to share a portion of their assets with a charity. Often, but not always, the gift is provided for after the donors lifetime. What is Legacy / Planned Giving?

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Transfer of wealth is underway If only asked Thank donors while they are alive Increased annual giving Securing our future Why Now?

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50 Participating camps: o Nearly 3,100 Letters of Intent o Estimated Value of $78.9 Million o $1,652,184 Realized JCamp 180 Camp Legacy Program Results Since January 2008 (As of February 2013)

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Culture of giving has changed All ages & means are participating Improved relationship-building skills Easy way to solicit funds Lessons Learned from Camp Legacy

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Case Statement Identifying prospects In-reach/marketing Conversations Management Brief Overview of Financial Vehicles Stewardship Key Steps in the Legacy Action Plan

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The Case Statement o Why should anyone want to leave a bequest or other planned gift? o What are the values your camp stands for? o What is the value of your camp to the community? o What is the impact of planned giving / endowment building on your camp? o What are the top 3 benefits of planned giving for camp? Camps Legacy Plan

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Identify Groups o Closest & most loyal donors/families o Consistent givers over ten or more years o Past presidents & board members o Staff o Volunteers o Seniors o Alumni Camps Legacy Plan (continued)

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Marketing Plan o In-reach not out-reach o Identify target markets o Identify best communications vehicles o Communicate through multiple channels (online, print, at camp) Camps Legacy Plan (continued)

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Implementing the Plan with Personal Contacts & Conversations o Family histories & values o Preparing for personal meetings o Personalized mailings o The Jewish conversation Camps Legacy Plan (continued)

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Management Plan o Who is responsible for the plan? o To whom do they report? o How are you going to measure success? o Who will track gifts, document, & record? Camps Legacy Plan (continued)

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Setting Goals o Years 1 & 2 Number of individual conversations, small, & large group presentations o Year 3 Stewardship activities o Beyond Sustaining the effort Camps Legacy Plan (continued)

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Provisions in wills (bequests) IRA & other retirement beneficiaries Charitable Gift Annuities Charitable Remainder Trusts Charitable Lead Trusts Appreciated Asset Gifts Life Insurance How People Give

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Recognition & Stewardship o How are you going to publicly recognize? o How will you communicate regularly? Camps Legacy Plan (continued)

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Prospecting Education & cultivation Personal participation Asking Thanking Responsibilities of Board/Camp Committee

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Myths About o what planned giving really is o organizational barriers o who makes a good legacy prospect o personal / emotional barriers to asking Note: We will first present the myths in black followed by the truths in blue Debunking Myths

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Myth: Having legacy conversations means I have to talk about death (I cannot emotionally handle that). Legacy conversations are about mission & future vision.

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Myth: Soliciting legacy gifts is the same as raising money for an endowment. Endowment campaigns have the goal of raising money NOW Legacy gifts are NOW or LATER.

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Myth: We need money now & cannot possibly think about legacy giving. You cant afford NOT to think about legacy activities.

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Myth: All planned gifts are deferred gifts.

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Planned gifts could be given today, through vehicles such as gift annuities.

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Myth: We just dont have the time to do planned giving. Youre already spending time on donor relations Dont miss the opportunity

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Myth: Planned giving hurts annual giving If people make a legacy commitment, theyll stop giving annually because they think they are off the hook. Legacy donors increase their annual giving.

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Myth: We cant ask someone to join the legacy society AND ask for a capital gift in the same year. Every donor is different.

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Myth: If there is no will, there is no planned gift. There are other planned giving vehicles, such as retirement funds, life insurance beneficiaries, etc.

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Myth: If a donor doesnt have an estate they cannot or will not make a legacy gift. Everyone youre approaching has assets.

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Myth: Single people or people without heirs have no need for a will, so theyre not going to want to talk about legacy. Donors without heirs are often MORE willing to provide for their favorite charity.

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Myth: Only seniors over 65 years old are planned giving prospects. Young professionals have 401(k)s and 403(b)s, too.

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Myth: Asking for a legacy gift is like stealing someones inheritance. There are usually plenty of funds or other assets given to the heirs.

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Myth: The donor is just going to leave everything to their kids, so there is no point in asking. The children of the donor will object if the donor bequests something to an organization. The donor wants to leave their estate to his/her kids to decide if they want to support camp after s/he dies. Heirs are usually still well taken care of.

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Myth: Planned giving is not appropriate for a young organization. Even young organizations have a base of loyal donors.

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Myth: The donor who only gives $50 a year and has never raised her gift in all the years shes been giving obviously doesnt have anything to give us in her will. Only wealthy people are planned giving prospects. Planned giving is egalitarian. Annual $50 Donor Leaves $1 Million Bequest!

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Myth: Just signing a letter of intent will not lead someone to include us in their will.

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Donor stewardship is the key for the rest of their natural life!

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Myth: A legacy letter of intent should be required of every board member. Planned giving is a very personal decision.

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Myth: I dont have to make my own legacy gift because I am on staff. Only ask of others what youve already done yourself.

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Myth: I need more technical training before I can even begin to raise the topic of a major planned gift. I need to be a planned giving expert to be involved in gift planning. I will suffer eternal mortification if a prospect or donor asks me a tax or financial planning question that I cant answer. I shouldnt start a legacy program at my camp unless I know all of the legal nuances about giving vehicles otherwise I could get our agency sued. Your job is NOT to be an expert

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Myth: We cant launch a successful legacy program without an experienced planned giving officer on our staff. Legacy lay leaders need to be tax attorneys or financial advisors. We need to be planned giving experts. Your job is passion.

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David Sharken Mentor & Legacy Program Director JCamp 180 david@hgf.org Camp Legacy Program