positioning planned giving from the beginning
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Positioning Planned Giving From The Beginning. Gary W Dodge, CSPG Director Planned Giving & Trust Services General Conference of Seventh-day Adventist World Church Headquarters 12501 Old Columbia Pike Silver Spring, Maryland, USA, 20904. - PowerPoint PPT PresentationTRANSCRIPT
Positioning Planned Giving From The Beginning
Gary W Dodge, CSPG
Director Planned Giving & Trust ServicesGeneral Conference of Seventh-day Adventist
World Church Headquarters12501 Old Columbia Pike
Silver Spring, Maryland, USA, 20904
June 27 Cold Lake KayakingJune 30 Climbing Mount Saint Helens
Lake Near Mount Adams
Developing A Planned Giving Program
What Do Donors Want To Know11% of Donors Learn From Associations with a Charity or
a Charity Representative
Newsletters and JournalsTestimonial Articles – Success Stories – How ToHow Gifting Works What Historically Happens to BequestDonor Recognition
34% of Donors Heard About Planned Giving from Direct Mail:
Audience Saturation General or Target Audience
Arrange to meet with Giving Groups
Promoting Gift Stories
Offer Complementary Brochures
Ascertaining Group Needs
Greatest Generation (Ages 85 plus; WWII, Depression Ages 85-95)
Boomers: turn 66 this year!
Gen X-ers: Why Estate Plan is Important
Auxiliary Support Groups
Current and Former Conference & Union Leaders
Promote Selected Topics
Estate Planning
Bequest Boom Coming 2011-2020
38 Million boomers turn age 66
7,000 Per day turn 66
Where are the Boomers?
How are they Communicating?
Bequest Opportunity Average age of first will: 44
Average age of first bequest 49
Average age Bequest Donor: 58
79% Bequest donors have Relationships with the Charity
Foundation of Fundraising Prescription
• Get People Interested– In The Charity’s Cause
• Seek Out Their Ideas– Seek Suggestions for the Charity’s Cause
• Demonstrate Results– Purpose is to Demonstrate how a Charity is
putting Donor’s Contributions to Good Use.
Personal CallsWhat do Donors like to talk about
What do you think is the most significant invention during your lifetime?
What do you think is your greatest success? What do you hope is your legacy? Have you ever thought about making a
bequest to a charity? Would you consider making a bequest? Interested in information about making a gift that
helps grandchildren and charity?
Tips to Remember
80%-85% of planned gifts are bequests
Average bequest equals $45,000
Four out of five bequests are previously unknown
Use Electronic Approaches
Cost effective strategies
ROI - Return On Investment – NAD & Institutions 2011Conferences $315,000,000 per FTEInstitutions $714,000,000 per FTE
Web Based Opportunities
Meet the People at a Common location
Oregon Magnate Leaves Bequests How Much?
$175 – Million Coe Manufacturing
Company Fred W. Fields President and Owner Sold the Company 2000 Died December 2011 Age 88
• Oregon Community Foundation Bequest Recipient
• Conditions – “wanted his bequest to create an arts & education fund to benefit organizations in Oregon”
What The Gift Signals:The power of maintaining a good reputation and nurturing relationships with potential donors even if it does not immediately result in big gifts.
Mr. Williams says “As we’ve gone back and talked to people who knew Fred well, what we found is that he was having contact with people who trusted us and he obviously valued their opinions. He knew what we were doing”.
It’s a great reminder that you’re always planting seeds – sometimes you don’t always know when or where the harvest is going to come from.”
Capitalize on National/Regional Publications Crescendo International Chronicle of Philanthropy Partnership for Philanthropy Planning Add your www.willplan.org to your Websites Reference your www.willplan.org in Conference/Union
Publications Include Reference Topics for Donor – www.urweb.org Add, “visit your www.willplan.org” to signature line of
Email Use video/U-tube/Facebook Donor Testimonials
Want to Begin or Expand?• Your organization has limited resources.• You are responsibility for more than one
department.• You agree the members should be aware of
Planned Giving & Trust Services.• You are already stretched and starting or
expanding this program appears to be too much. • Create a realistic plan that you can implement!
Age Bequest Study HNW Philanthropy Study
30-40 8.9% 1.4%
40-50 28.1% 9.4%
50-60 21.9% 19.3%
60-70 20.6% 27.5%
70-80 11.0% 25.1%
80+ 8.9% 17.3%
Age Demographics for Those With Bequest in Place
Age Demographics for Those Willing to Consider a Bequest
Age Bequest Study % of Sample
30-40 18% 18.2%
40-50 28% 28.8%
50-60 24% 18.3%
60-70 5% 10.9%
70-80 3% 7.8%
80+ 1% 3.7%
Bequest Intention Potential
>$25,000 $25,000 to$49,999
$50,000 to
$74,999
$75,000 to $99,999
$100,000+
Bequest currently in
place
6.6% 7% 7.6% 6.5% 10%
Would consider putting a
bequest in place
28.4% 34.6% 28.8% 25.99% 35.63%
1. Gift planning focuses you on donor relationships2. Gift planning allows you to engage with donors3. Gift planning increases donor gift capacity4. Making a planned gift commitment increases
annual giving5. Knowing about the planned gift (and stewarding)
should increase the estate commitment
5 Reasons Planned Gifts Create a Positive Giving Impact
Everyone Leaves a Legacy……
For Some it is Intentional