how to grow your endowment with legacy gifts · bequests from baby boomers. $56t $36t $27t $5.6t...

FROM SEED TO HARVESTHOW TO GROW YOUR ENDOWMENT WITH

LEGACY GIFTS

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Lorelei Costa Claire MeyerhoffWELCOME!The Planned Giving Agency, LLC

PresidentExecuGve Director

Outer Banks Community Foundation

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GEMGentle Expert Memorycare

Adult Day Services

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1:00 - 2:00

Endowment Fundamentals &

Planned Giving Basics

2:15 - 3:30

Your Prospects &

How to Ask

3:45 - 5:00

Marketing, Messaging &

Communications

OUR AGENDA FOR TODAY’S WORKSHOP

Here’s a brief outline for our afternoon together.

PART I PART II PART III

Need to make a call? Stretch your legs? We’ll have two “pumpkin breaks”

2:00 - 2:15 & 3:30 - 3:45

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Outer Banks Community Foundation / The Planned Giving Agency, LLC 2017

LET’S GET TO KNOW ONE ANOTHER!

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From Seed to Harvest Workshop 6

She makes regular gifts

She cares deeply about the cause

She can help secure the future of your nonprofit! How?

MEET MELINDASHE’S YOUR

DONOR.

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WITH A LEGACY GIFTTO BUILDYOUR ENDOWMENT

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PART IENDOWMENT FUNDAMENTALS &

PLANNED GIVING BASICS

Let’s get started!8


ENDOWMENTFUNDAMENTALS

A permanent, restricted fund

Only a portion of the fund balance is spent each year

Is invested and professionally managed

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MANAGEMENTMATTERS

Investment Policy

Statement

Hire Professional

Manager

Investment Commi_ee

Asset AllocaGon

The Law: UPMIFA

Board Responsibility

Performance Reviews

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PARTNERING WITHOUTER BANKS COMMUNITY FOUNDATION

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Big nonprofits…

& small.

ENDOWMENTS ARE FOR ALL…

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3 GREAT THINGSABOUT ENDOWMENTS

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Provides easy, reliable income.

1st Great Thing14

Signals financial strength.

2nd Great Thing15

Stability = Donor Confidence.3rd Great Thing

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is very important because the best way to grow an endowment is with bequests & other planned gifts.

CONFIDENCE

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When Melinda names a charity in her will, she want’s to know it’s going to be around for a long time. This is her Legacy.

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BASICSPLANNED GIVING

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Planned gias represent 9% of all donaGons in 2016

2016

2030

Planned gias are projected to be 20% of all donaGons by 2030

9%

20%

Charitable bequests will double in the next 20 years.

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Why? $6 Trillion in charitable bequests from baby boomers.

$56T

$36T

$27T

$5.6T

EsGmated transfer of wealth from boomers between 2007 and 2061

Bequests to Heirs

Bequests to chariGes (Includes $20.6T in life<me giving)

Federal estate taxes

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Charitable bequests = 3x bigger than total lifetime giving.

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BEQUESTS IN A WILL OR TRUST23

RETIREMENT PLAN GIFTS24


LIFE INSURANCE GIFTS25

OTHER BENEFICIARY GIFTS26

CHARITABLE REMAINDER TRUSTS

Donor

CRT

Charity

Remainder to charity

Income tax deducGon & fixed payments

Gia of property

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2

3

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CHARITABLE LEAD TRUSTS

Donor

CLT

CharityFixed payments to charity

Remainder to family

Transfer of property

1

3

2

Family

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THE BEACH HOUSE SCENARIO

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PLANNED GIFTSARE PEOPLE GIFTS

But how do you start asking for these gifts? You just do.

In person, and in your marke6ng and communica6ons.

There are many simple ways to encourage planned gi>s.

You don’t need to be an expert or understand tax laws.

PEOPLE LIKE MELINDA

Right now, some of your donors are considering making charitable planned gifts. These gifts can transform lives in our community.

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MELINDA OWEN SHEILA KIM

WHO AREYOUR BEST PROSPECTS?

Everyday PhilanthroPeople.

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And their everyday Advisors.

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PUMPKINBREAK!

15 min

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PART IIMESSAGING, MARKETING &

COMMUNICATIONS

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PLANNED GIVING MESSAGING, MARKETING & COMMUNICATIONS

What do your people see?

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Your back end

1

2

THE TWO BASICS

EssenGal Messaging in ExisGng CommunicaGons

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An Advisor page on your website?

A basic leave-behind about planned gifts?

Do you have…37

1WHAT TO

ADVISOR PAGEPUT ON YOUR

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3

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Legal Name & Address

Tax ID

Sample Bequest Language

Contact Info for Person to Call

www.YourNonprofit.org/plannedgiving

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1WHAT TO

LEAVE-BEHINDPUT ON YOUR 2

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Legal Name & Address

Tax ID

Sample Bequest Language

Contact Info for Person to Call4

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ESSENTIAL MESSAGING IN EXISTING COMMUNICATIONS

NewsleDers, buckslips, annual report, social media, signs at

events, etc.

What to say???

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Our Advisor Page has suggested bequest language for your will or trust and all the charitable planning informaWon your advisor needs.

AAnimallRescue.org/Advisors

Thank you! Kathy Campbell, Director 900-000-1234 [email protected]

Ready to update your estate plans?

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Please let me know, even if you wish your gi` remain anonymous. It’s important your bequest is worded correctly.

AAnimallrescue.org/PlannedGiving

Thank you! Kathy Campbell, Director 900-000-1234 [email protected]

Is Animal Rescue named in your will?

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You can even put your URL on the back of a business card!

AAnimallRescue.org/Advisors

How handy!

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Your Organiza:on is available to

accept bequests.

People name your organiza:on in

their plans.

You organiza:on is “businesslike”

WHAT DO THESE MESSAGES CONVEY?

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BEYOND THE BASICS Donor stories are IT!45

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Who’s doing a little bit more?

As a volunteer, Len Gradowski gets a first-hand view of people in need, sees people suffering and wonders “why them and not me?”

This retired furniture store manager is a volunteer cook at Bethesda House, a Catholic Charities residential program for homeless men struggling with chronic mental illness. He was “inspired to help others” by his late wife Sheila, who was a “dynamic” volunteer at their parish.

Len’s comment, “why them and not me,” reminds us of the proverb “There by the grace of God, go I,” and as charitable-minded people, we naturally want to do what we can to help others.

Len wants those in need to “always have a hot meal,” so he’s doing a little bit more by naming Catholic Charities a partial beneficiary of a life insurance policy.

Len’s story is just one example of a “planned gift,” a great way anyone can make a significant gift in the future that costs nothing today - and it’s easy!

Help others.

Change lives.

It’s as easy as 1, 2, 3!

(and you don’t need a lawyer!)

1. Pick up the phone and

call your insurance agent

or retirement plan provider to request a change of

beneficiary form.

2. Fill out the form.

3. Use a stamp to send one copy of the form back to your plan provider and another to

Catholic Charities.

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Why are donor stories IT?

They communicate key planned giving themes.

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Key planned giving themes

Social norm (he did this, I could, too)

PracGcality and Pride

Confidence in your OrganizaGon’s stability

How to take the next step

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Newsle_er

E-NewsleDer

Social Media

Ways-to-Give Guide

Basis of a Peer Le_er

Basis of a PR Effort

Where to put the story

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PEER LETTER &BEQUEST PACKET

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Public Relations idea for you…

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Make this into a sign, put it in your lobby and take it to events.At your event, have cupcakes, freebies and planned giving information.

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LEGACYSOCIETIES

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PUMPKINBREAK!

15 min

Up next… meet the PhilanthroPeople!

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Let’s meet the PhilanthroPeople!

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MELINDA OWEN SHEILA KIM

They’re everyday people who care about your cause.

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MELINDARALEIGH & COROLLA

Originally from Wilson, Melinda is a UNC-CH graduate who worked in public affairs in Washington, D.C. She owns a condo in Raleigh, small home in Corolla, townhouse in Alexandria and the family beach home in Nags Head, which she rents. She’s about to sell the Alexandria home. Divorced and Widowed, has one daughter, an aeorney in Los Angeles. Two grandchildren. She enjoys modern dance and gardening.

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OWENAVON

A`er a career as a high school educator, Owen and his late wife Joan reWred to the OBX where they enjoyed boaWng and volunteering. He makes annual gi`s to his college, Joan's college, and a couple of chariWes “back home” in the Philadelphia area. He has three grown children and seven grandchildren. Owen likes fishing and just bought a new center console with his friend George, who he met while volunteering at the Bodie Island Lighthouse.

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SHEILAKITTY HAWK

An adverWsing sales rep, Sheila moved to the OBX ten years ago, saying, “I can work from anywhere, might as well be the beach.” Divorced with no children, Sheila loves to travel and is a good singer who likes to do karaoke. She adopted her dog Mango last year, runs in several charity 5k’s and moonlights as a caterer.

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KIMMANTEO

Kim is an insurance agent who sits on your board. Her husband Eric is a family law aeorney. They have two children and are acWve in their church, where Eric is the treasurer. Kim grew up in Manteo and Eric is from Greensboro. They met while undergrads at NC State and Kim helped put Eric through law school at NC Central. They loved living in the Triangle, but moved to Manteo a`er they had children to be closer to Kim’s family.

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Who are your PhilanthroPeople?

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Asking isn’t necessarily “Asking.”

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Asking can be…

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Listening66

Seeking advice67

Starting a Conversation

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Chatting about something new

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Asking doesn’t have to be…

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- Scary!71

The listen72


It’s your turn!73

Seek advice74

Time for you to try!75

The Challenge

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Are you ready?77

The conversation78

Let’s do this!79

The Harvard80


Last one!81

Thank you UNC Coastal Studies Institute! coastalstudiesinstitute.org/facilities

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pgagency.com/obcf

3 Great donor interview ques:ons

Ways to use your donor stories

Upload your marke:ng sample for a complimentary review by Claire

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how to grow your endowment with legacy gifts · bequests from baby boomers. $56t $36t $27t $5.6t...

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