gift planning: what? when? how? practical tips€¦ · involves thoughtful planning helps achieve...
TRANSCRIPT
B R O O K E C A R T E R : M I L T O N A C A D E M Y
S A M U E L S A N K E R : T U F T S U N I V E R S I T Y
Gift Planning for the Major Gift Officer: What? Who? When? How?
Practical Tips
AGENDA
What is Gift Planning?
Who is interested in Gift Planning?
What cues and clues do I listen for?
Types of Gift Planning Vehicles
How do I introduce Gift Planning?
GIFT PLANNING DEFINED
Involves THOUGHTFUL planning
Helps achieve your FAMILY,
PHILANTHROPIC & FINANCIAL goals
Tax BENEFITS
Is the opportunity to CREATE a personally
meaningful gift (impact)
GIFT PLANNING DEFINED
Gift Planning
Receive asset at passing of the donor (often)
Typically given at one time
Major Gifts
Receive cash now
Can be given over many years-“pledge”
GIFT PLANNING DEFINED
Both
Require long term relationships
Stewardship
THEORETICAL AUDIENCE & DEMOGRAPHIC
60 + years of age
No children
Single
High affinity to your organization
“part of their family”
15+ years of CONSISTENT annual giving
dollar amount is not important
Active participation- volunteering, events, etc.
PRACTICAL AUDIENCE & DEMOGRAPHIC
60+ years of age
Children
Married
High affinity to your organization attribute part of their “success”
15+ years of CONSISTENT annual giving dollar amount is not important
Active participation- volunteering, events, etc.
CUES AND CLUES
Life Changing Events:
Retirement
Illness
Death
Family changes
Travel
Downsizing
Reunion
Liquidity
Age
Tax Event
CUES AND CLUES
Phrases to Listen For:
“I wish I could do more”
“I’d love to increase my annual gift but….”
“My kids are all doing really well”
“I don’t believe in giving all my money to my kids”
“We are living on a fixed income stream right now because…”
CUES AND CLUES
What to Discover & Questions to Ask:
LISTEN- what do THEY keep talking about?
When you think back to your time/involvement with
(organization) what is your first/most memorable
memory?
Where does your organization sit on their priority list?
What assets do they have?
Who else should be involved in the decision?
Types of Gifts
Bequests & Beneficiary Designations Will/Trust phrasing
Retirement assets
Life insurance
Life Income Gifts Charitable gift annuities
Charitable remainder trusts
HOW TO INTRODUCE
As A Gift Planning
Officer
As A Major Gift Officer
HOW TO INTRODUCE
Reinforcing Questions/Statements:
That is wonderful- Thank you- clearly
(organization) is really important to you.
Is it safe to say/assume, that
(organization) is one of your top
philanthropic priorities?
Have you ever considered giving to
(organization) through your estate plans?
HOW TO INTRODUCE
As a Planned Giving & Major Gift Officer
“Many of our committed supporters decide to include (Organization) in
their estate plans, or explore other planned gift opportunities. These
gifts are a great way of continuing to support an organization you deeply
care about while still meeting your financial, family and philanthropic
objectives. Would you be interested in learning more about these
opportunities?”
HOW TO INTRODUCE
As A Major Gift Officer
If Answer is Yes – “Wonderful – I can provide you some basic information,
but I’d like to connect you with our experts in our gift planning team. They
have the expertise to suggest tailored gift plans to meet your goals and
would be happy to explore these opportunities with no expectation nor
obligation. This is a service that we provide to our committed donors.”
Thank You
Questions?
