LEAVE A LEGACY

EVENT FOR THE NON-PROFIT SECTORMay 30th, 2013

Gary MacDonald

Session # 1 - Landscape

Perspective

Your World82,000 Registered Charities In Canada

Plus80,000 Not Registered

Expenses Up & Government Funding Shrinking

What are your challenges?

4 types of Givers•Tippers•Buyers•Donors•Investors

New Perspective

Missing Below the Water Line

Urgency & Gifts

Urgency“The Window”

65+ Civic Generation

(Born before or during WW2)

15 Billion over next 15 years

Anticipated in Legacy gifts in Canada

Average Legacy Gift – $20,000

Compare

$35 yearly direct mail gift X 571 Years = $20,000

1 – $20,000 in Will

Requires Patience

Not Instant Gratification

Session # 2 -Opportunity

Table Talk

Do you have a, ”Jacqueline Murphy” who supports your organization?

Suggestions to Identify# 1

Age. 65+ (40 – 50 good prospects for tip of iceberg)

Suggestions to Identify# 2

Hit Parade• Top 10 list• Deeply committed to your cause• Has faith and trust in the organization• Loves vision with impact evident

Suggestions to Identify# 3

Open to Bequest

Suggestions to Identify# 4

Family Comes First

Ask

Preparing the staff, board and volunteers

Session # 5 Now What?People

ResourcesTraining

PartnershipsWarning / Caution

First Steps

People - Volunteer Driven

• Selecting the right volunteers (Criteria)• Character • Listener• Connector• Committed to a legacy gift personally• Knows little about planned giving• Not a current financial planner

Resources

Printed MaterialVideo’s

Online ResourcesList of approved Lawyers & Financial Advisors

Business Card with Volunteer’s NameOther?...

Training• Volunteer is selected and screened• Should be aware of the organization• Coached in articulating the impact clearly• Give volunteer access to Leave a Legacy Group for

networking and support.

Partnerships• Southeastern Ontario monthly meetings• Access to other charities and partners to ask questions• Leave a Legacy National Website• Other partnerships…

Warning / Caution• Be aware of undue influence with the potential donor• Directing someone to a specific partner (Lawyer or Advisor)• Directing someone to a specific product (I.E. ONLY insurance)

First Steps• Start with yourself• Board • Staff (when appropriate)• Volunteers and former board members• Build legacy giving into all communications (I.E. Have you

considered)• Focus on narrative (stories) and get coached is needed. Remember

that your sharing impact not process.• Add to your web site and include legal name and charity #

Q & A