stacy sulman american committee for the weizmann institute of science davida isaacson
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Planned Giving Starts with Direct Response. Stacy Sulman American Committee for the Weizmann Institute of Science Davida Isaacson Isaacson Consulting Inc. What is Planned Giving?. Definition Assets vs. Income Optional and Additional Ways to Make Gifts. Some Statistics. - PowerPoint PPT PresentationTRANSCRIPT
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Stacy SulmanAmerican Committee for the Weizmann Institute
of ScienceDavida Isaacson
Isaacson Consulting Inc.
Planned Giving Starts with Direct Response
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What is Planned Giving?DefinitionAssets vs. IncomeOptional and Additional Ways to
Make Gifts
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Some StatisticsIn 2010 Giving by bequest was
$22.83 billion (up 18.8%). (Charity Navigator)
In 2010, more than $3 billion was distributed from charitable remainder trusts for charitable purposes. (IRS)
Nearly 72% of immediate gift annuities are issued to donors 80 or older. (ACGA)
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Who Makes Planned Gifts
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Who Makes Planned GiftsDemographics
◦Age 80+
Long-term givers◦10+ years of giving
Role of ADVISORS
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Motivations for Planned Giving• Competition is doing it!
• Tax advantages for donors
• Build endowment – perhaps
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More (important?) motivations
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Motivations…Family legacy
Family philanthropy (role modeling)
Helping make the world a better place
Making your mark in the world
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Organizational PerspectiveWhat should your organization
look like?◦Longevity◦File size◦Financial stability◦Future outlook◦Board Buy-in
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Direct Mail and Planned GivingData Mining
◦Identify and set criteria
Age: e.g. Donors age 75 and above Capacity: e.g. $100K+ or sizeable giving history History of giving: e.g.10 years gift any size Active prospects: e.g. Responded to previous
mailings
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Content • The soft direct mail look and feel
• Choosing the signer
•Material Education focused Have you updated your will? A way to make a gift and get a payment for
life . . . How to reduce estate taxes and leave a
legacy
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OUTCOMES and Next StepsExpectations/Results
Evaluation
Follow-up and keeping in touch◦Ongoing stewardship◦Next mailing
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Getting the Word OutExisting direct mail materials
◦Where do the responses go?◦Who looks at them?◦Tracking and responding.
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Discreet Planned Giving Materials
◦Get them to read it! Heavy on visuals
◦Mission, mission, mission◦Legacy◦Recognition Society◦Return postcard/envelopes
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Responses . . . (When they call you back or send
in form)Follow-up packetsFollow-up calls, meetingsMoving donor to next levelDonor’s privacy?
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On-LineUtilizing existing streamsSimilar strategies as snail mailTailoring to the on-line audienceEmail exhaustion a problem?
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Thank you!
Sponsored byThe Greater New York Chapter Association of Fundraising Professionals
Stacy [email protected]
Davida Isaacson