legacy leadership program - powerpoint presentation from the development executives network meeting...

8/4/2019 Legacy Leadership Program - Powerpoint presentation from the Development Executives Network meeting of September 2011

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Legacy Leadership Program

Rich Fox

Chairman & CEO,

Rich Fox & Associates, Inc.

Contact: [email protected]




Top of the Pyramid




Top of the Pyramid

What is the value of a bequest?




Top of the Pyramid


Who leaves a bequest?




Top of the Pyramid


Who leaves a bequest? How do we find them?



Targeting – Caring About Cause

How do people show they care?




Current and lapsed donors





Volunteer





Volunteer

Multi-year





Volunteer

Multi-year Multi-gift





Volunteer


Monthly giver





Volunteer


Monthly giver

Minimum gift level





Volunteer


Monthly giver

Minimum gift level Staff





Volunteer

Multi-year

Multi-gift

Monthly giver

Minimum gift level

Staff

Legacy Inquirers



Targeting – Excess Estate

Who has something to leave to you?




No Living Children




No Living Children

No Spouse




No Living Children

No Spouse

No Siblings or other natural heirs




No Living Children

No Spouse

No Siblings or other natural heirs Remaining Assets



Targeting – Other Factors

What other factors should you consider?




Older




Older

Maximum gift level




Older

Maximum gift level

Board Members




Older

Maximum gift level

Board Members Do not contact & Do not call lists




Older

Maximum gift level

Board Members Do not contact & Do not call lists

Already committed to Legacy



Legacy Basics

What should you have in place when youbegin?



Legacy Basics

Mission Statement



Legacy Basics

Mission Statement

Case Statement



Legacy Basics

Mission Statement

Case Statement

Legacy Brochure or One Sheet



Legacy Basics

Mission Statement

Case Statement

Legacy Brochure or One Sheet Legacy Web Page linked to Home Page



Legacy Basics

Mission Statement

Case Statement


Legacy information check boxes



Legacy Basics

Mission Statement

Case Statement



Legacy Society



Legacy Basics

Mission Statement

Case Statement



Legacy Society Legacy Newsletter



Opt-Out Pre-Call Letter

Why write to the prospect first?




Thank you




Thank you

What they have helped you accomplish




Thank you


Not asking for another donation




Thank you


Not asking for another donation Seeking leaders to set an example




Thank you



Explain program




Thank you



Explain program

Refer to pledge form




Thank you



Explain program

Refer to pledge form Their name to serve as an example




Thank you



Seeking leaders to set an example

Explain program


Their name to serve as an example

Explain opt-out




Thank you



Seeking leaders to set an example Explain program


Their name to serve as an example

Explain opt-out

Thank them again

Very Very Very Very Very Very



Very, Very, Very, Very, Very, VerySoft Service Call

Softly-softly approach.





Not calling for gift -- refer to the letter






Calling to explain and answer questions







Explain program







Explain program

Key is to set an example – no minimum







Explain program


Discuss anonymity, should they wish







Explain program



Will send language and helpline number







Explain program



Will send language and helpline number Ask if any questions & if they’ll consider







Explain program



Will send language and helpline number

Ask if any questions & if they’ll consider

If reluctant, apologize and thank them



When They Sign Pledge Form

Follow through on your promise, so theywill follow through on theirs.




Inscribe name immediately





Send thank you with codicil languageand helpline number





Send thank you with codicil languageand helpline number

Send or deliver certificate or plaque




Very, Very, Very, Very, Very, VerySoft Reminder Letters and Calls

Have all of your follow up in place.



Cultivate and Bond

You have now found a major donorprospect!

C



Cultivate and Bond

Regular letters

C l i d B d



Cultivate and Bond

Regular letters

Regular phone calls

C l i d B d



Cultivate and Bond

Regular letters

Regular phone calls

Personal visits and invitations to tour

C l i d B d



Cultivate and Bond

Regular letters

Regular phone calls


Legacy Leadership Society events

C l i d B d



Cultivate and Bond

Regular letters

Regular phone calls



Newsletters

C lti t d B d



Cultivate and Bond

Regular letters

Regular phone calls



Newsletters

Upgrade to existing Legacy Society

C lti t d B d



Cultivate and Bond

Regular letters

Regular phone calls



Newsletters

Upgrade to existing Legacy Society Possible discussion of lifetime gifts

D it k?



Does it work?

Yes!

U l R lt



Usual Results

What should you expect?

U l R lt



Usual Results

About 1% to 2% say they have alreadynamed you in their estate plans

U l R lt



Usual Results


About 1% to 2% say they will name you

in their estate plans

U l R lt



Usual Results


About 1% to 2% say they will name you

in their estate plans

About 10% say they will consider namingyou in their estate plans

L.A. Gay & Lesbian Center --



yCurrent Donors

Donors who had made at least one gift inthe past twelve months.




yCurrent Donors

1% joined in response to the letter




yCurrent Donors


5% more joined in response to the call

L.A. Gay & Lesbian Center –



yCurrent Donors



30% more seriously considering




yMonthly Giving Donors

Donors who had committed to openended, automatic monthly giving.





3.5% joined in response to the letter







22% more seriously considering

Planned Parenthood, Santa Barbara



Current Donors





Current Donors


7.5% more joined in response to the call




Current Donors



3.5% more seriously considering

Shoah Foundation --



Survivor/Non-Donors

Holocaust survivors who had given theirtestimony, but had never donated.

Shoah Foundation --



Survivor/Non-Donors

.4% joined in response to the letter

Shoah Foundation --



Survivor/Non-Donors



Shoah Foundation --



Survivor/Non-Donors




Jewish Home of San Francisco—



Recent Donors






Rich Fox

Chairman & CEO,

Rich Fox & Associates, Inc.

Contact: [email protected]

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