1. Katherine Swank, J.D.Planned Giving ConsultantAvailable @ www.slideshare.net/kswank

2. Name Katherine Swank, J.D.TitleSenior Fundraising ConsultantTarget Analytics, a division of Blackbaud, Inc.DevelopmentBackground Health, Public Broadcasting, Higher Education Raised over $200 millionInterestingFacts Past president, Colorado Planned GivingRoundtable Affiliate faculty, Regis Universitys Masters inGlobal Nonprofit Leadership program Member, Partners for Philanthropic PlanningPublications &Presentations: www.npENGAGE.com fundraising blog Creating a Legacy: Building a Planned GivingProgram from the Ground Up @www.blackbaud.com/resources Presentations @ www.slideshare.net/kswank

3. Facts about Planned Gifts Planned Giving Profiles Setting Your Goals Simple Marketing Ideas that Work Identification & Marketing Checklist Resources & Contact Information

4. A Little Bit ofKnowledge

5. LoyalDonorsDonorsProspectsSuspectsDevelopmentGoal Maximizedonor LifetimeValue Upgradedonors tohigher levelgiving Engage entry-level givingand convertprospects intodonors Identifyprospects foracquisitionMajor Donors |Planned GiftDonors |Those who doBoth

6. More people are likely to give you a major gift at the endof life than during their lifetime This means, you may have more dollar potential inplanned giving than current major giving There are tremendous planned giving opportunitieswithin your constituent base Why people give planned gifts They want to do something special They care greatly about your organization The gift type fits their financial lifestyle

7. % of ProspectPoolBequests: 95%Annuities: 4%CRTs: 1%Average GiftAmount$30,000$60,000$250,000Potential in 100Donors$2,850,000$240,000$250,000 Admit it! You have a LARGE QUALIFIED POOL of planned givingprospects Your ability to BUILD RELATIONSHIPS and solicit the appropriateplanned gift with these constituents is the KEY FACTOR inrealizing as much of this potential as possibleNOTE: Does not represent any assumed period of time

8. Create events thatprovide access toleadership andmission elements Replicate thoseevents in areaswithconcentrations ofhigh scoringprospects Provide multipleand frequentopportunities toget face-to-face ONCE A YEAR IS NOTEFFECTIVE

9. PlannedGivingProfiles

10. AnnualDonors Loyaltytrumpsgift sizeas apredictor Consider60% ofthe timeasloyalRecurringBehavior Otherloyaltypoints: Membership Volunteerism TicketbuyingMajorDonors Considerplannedgift as anaddtlgift

11. As likely to make a planned giftat age 30 as at 100 Likelihood peaks in early 60sand then begins to decline Recent statistically validatedstudy confirms

12. Ages30-39 59% say they WILL MAKE A PLANNED GIFT Main reason they have not done so isbecause they HAVENT BEEN ASKED TO DO IT Ethnic minorities are more abundant in thisgroup of future planned givers Educate and inform about Bequests &Beneficiary Designation Form Gifts* Stelter Donor Insight Report: Age Differences in Planned Giving, 2009Ask Them to Consider MakingPlanned Gifts

13. Ages40-49 Cash donors, but may have lowered amount Say they WILL MAKE A PLANNED GIFT but thatthey HAVENT BEEN ASKED TO DO IT Say 5-10% OF THEIR ESTATE is anappropriate gift level Educate and inform about Bequests &Beneficiary Designation Form Gifts* Stelter Donor Insight Report: Age Differences in Planned Giving, 2009Ask Them to Consider MakingPlanned Gifts

14. Ages50-59 Are current cash donors to charity Are LESS INCLINED to consider a plannedgift at this life stage Paying off debt and thinking of thegrandchildren Market Bequests, BeneficiaryDesignation Form Gifts & CharitableRemainder Trusts, as well as Annuitiesfor Parents* Stelter Donor Insight Report: Age Differences in Planned Giving, 2009Ask Them to Consider MakingPlanned Gifts

15. Ages60-69 Are current cash donors to charity May have received an inheritance Familiar with the term planned giving MORE LIKELY TO LEAVE ESTATE TO FAMILYAND FRIENDS Market Bequests, BeneficiaryDesignations, Charitable Gift Annuitiesfor Parents/Dependents & DeferredCharitable Gift AnnuitiesAsk Them to Inform you of aPlanned Gift Already in Place* Stelter Donor Insight Report: Age Differences in Planned Giving, 2009

16. Ages70+ Income is at its lowest Received an inheritance & plan on leavingone LEAST LIKELY TO CHANGE THEIR ESTATEPLANS; MORE LIKELY TO LEAVE ESTATE TOFAMILY AND FRIENDS Market Beneficiary Designation FormGifts, Immediate Charitable GiftAnnuities and Contingent Gifts* Stelter Donor Insight Report: Age Differences in Planned Giving, 2009Ask Them to Inform you of aPlanned Gift Already in Place

17. Loyaldonors,loweramountsMid-to-uppermiddleincomeMobile;may havemovedrecentlyCharitablyinclinedVolunteersMost active atestateplanning:Early 40s toMid 50s

18. RetiredAre or wereloyaldonors, atvery lowamountsCharitablyinclinedMobile;may havemovedrecentlyFrequentlysingle(widowedfemales)Primary agegroup:mid-70s andolder

19. Wealthy orveryaffluentLess loyaldonorHigher giftlevelsCharitablyinclinedHavefinancialcounselPrimary agegroup:Mid-50s to 70

20. Nearly half of wealthy families have alreadymade future charitable gifts to non-profitorganizations Annual income of $200,000+The 2010 Study of High Net Worth Philanthropy, Bank of America Merrill Lynch,

21. Over 6millionhouseholds$200,000 annualhousehold income95% donateVolunteer16% inherited theirfortunes47% are business ownersAvg. 61 years old

22. AdditionalData Pointsfor PlannedGivingProgramsAgeHouseholdIncomeReal EstateValue(s) ofPropertiesInvestableAssetsClusterCodes

23. Setting YourGoals

24. Many organizations consider planned givingto be a second-tier strategy Extremely passive solicitation methods Appeals are broad-based and require arequest for more information Expectations are unreasonably low