Three Phases of Live On

Live On I 2005-2007

Live On II Summer 2008-Summer 2010

Live On III August 2011-Dec. 14, 2012

Facts and Figures

Live On I•27 organizations•1,516 solicitations

•511 secured legacy gifts ~$36.6 million•$3 million matured

Live On II• 17 organizations• 1,176 solicitations (includes group solicitations)

• 201 secured legacy gifts ~$8.5 million• $1.87 million matured

Matured legacy gifts since Live On was initiated =

~ $5 million

What have we learned from the first two phases of Live On?

In-Person Solicitations are Most Effective

0

3 7 5

7 5 0

Y e a r 1 Y e a r 2

S o l ic i ta t io n s

C lo s e d G ifts

In Live On II, when we required that each solicitation be one-on-one and face-to-face, each organization had much more success.

Out of 259 face-to-face solicitations, 121 resulted in closed gifts in year 2.

Committed Leadership is Essential

• The impact of a committed volunteer

• Year two: Closed 50% of 32 face-to-face solicitations

• Compared to year one, out of 18 solicitations, only 3 gifts closed

Temple Sinai

Donors of All Ages

Live On I •Average age 56.7•Age ranged from early 20s to mid-90s

Live On II •Average age 54.2•Age ranged from early 20s to 80s

Need for Sense of Urgency

Who Are the Best Prospects?

• Consistent givers

• Long-term connection to organization

• Board members

Patience !!!!

Live On III4 new organizations•BMH-BJ•MACC •The Jewish Experience•Boulder JCC

10 Continuing Orgs.•ADL•Allied Jewish Apts.•Beth Evergreen•CAJE•DAT•DJDS•JCF•Loup JCC•Temple Sinai•Yeshiva Toras Chaim

Live On III

Gift Planning Made Easy(Planned Gifts are usually estate gifts)

80% of planned gifts are bequests

67% of planned giving donors do not tell the charity.

(Partnership for Philanthropic Planning, “Planned Giving in the United States,”, 2001 survey)

Make Planned Giving Easy

Focus On:

Bequests and

Beneficiary designations

SolicitationsPrepare your constituents

1.Board Presentation by committed lay leader

2.Follow up Phone calls

3.Face to face meetings

An Example:

“I have included the organization in my will. I hope you will consider doing so also. We are committed to building an endowment to sustain this organization for future generations. “

Testimonial

What kind of responses can you expect to hear?

• The organization is already in my will.

• That’s an interesting idea, let me think about it.

• No, I’m not interested.

• Why is building an endowment important?

Remember:

• listen

• Don’t take it personally

• “No” may be temporary

• Say thank you

• Be patient !!!

Make Notes

If the prospect agrees to become a member of your legacy society

• Thank them

• Get a signed donor record form

• Honor their anonymity if they request it

• Add them to your stewardship tracking list

Questions or concerns you may hear about endowments?

• I can invest the money and get a better rate of return than your organization can.

• I will just continue giving to you on an ongoing basis each year.

• I’m not certain that I like the idea of endowment. I’ve never been a big fan

• How do I know my legacy gift will be used for the purpose I intend?

• What is an endowment?

Combining Bequest Giving with Other Fundraising

• You can ask for a legacy gift during solicitations for annual gifts or capital gifts.

• If someone has been a consistent donor to your organization, chances are they will be receptive to also supporting the organization even beyond their lifetime.

• Building an endowment for capital or program needs is prudent and donors recognize that.

Market your message!

Stewardship of Legacy Donors

Genuine message of appreciation

Keep legacy donor updated about changes and happenings

Keep donors connected to your work

Why is Stewardship So Important?

• Follow through with promise?

• Bequests are revocable

• Increase the amount of gift

• Another planned gift

• Increase annual giving

Conversation starters

Genuine expressions of appreciation

• During the stewardship face-to-face meeting, just thank the donor for their legacy gift and for their commitment to the organization.

• “We are following up with all of our legacy donors to thank them and find out if they have had the chance to go to their attorney to complete the paperwork.”

Remember to Listen!!!

• Find out what is new in their lives

• Thank them for joining your legacy society.

• Don’t pressure them

• If they are willing, ask them for a copy of the relevant provision.

Why is it important to get copies of the relevant provision?

• To make sure their gift is documented in your system’s database

• To honor their intention in the future

• For continuity so that staff and leaders who will be directing the development efforts in the future are well informed

Pending Donors

Many organizations have a list of pending donors whom they have been cultivating. The organizations need to cultivate these donors until a final decision is made.

Resources

www.liveonlegacy.org(will be updated as of August 26, 2011)

Presented by Vicki Dansky and Krista Boscoe