the fear factor how to kick start your planned giving program afp seo 2015 conference trish mongeon,...

The Fear FactorHOW TO KICK START YOUR PLANNED GIVING PROGRAM

AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTINGA DIVISION OF MONGEON CONSULTING INC.

© 2015 Mongeon Consulting Inc.

TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.

OutlineWhat holds us back?Tips for starting or rejuvenating a planned giving program

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Who’s doing what?


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Obligatory statistics slide3.5 million Canadians expected to die in the next 20 yearsThey will leave $1.5 trillion to family and community1.18 million English-speaking Canadians alive today have made a bequest to charity(Good Works Report – State of the Legacy Nation)$165 billion in value54% of Canadians have a will


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5

46%

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What’s holding you back?TimeExpertiseLack of materialsIts really hard


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TimeIf it is important we always find the time


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ExpertisePlanned giving is not rocket science.There are lots of resources on the subjectoRead a bookoLook on the internetoAsk colleaguesoTalk with a lawyer and an accountant

TAH DAH! You are now an expert


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Lack of materialsNo one ever made a planned gift because they saw a brochureAsk a colleague for their template and make it look like your ownDONE (3 hours tops)


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Its really difficultActually, it is more scary than difficult


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So lets get started 1. Go fishing – pick 5 to 10 good prospects for Year 1 (reasonable goals)• Make the first call – thank you; lets have lunch, need your advice

2. Make part of your annual operational plan (reasonable goals) and integrate

3. Engage board members• Presentation• Enlist as volunteers

4. Get your brochure, put on your website, have policies in place

5. Make sure your database is solid (or fix it) • Track everything


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Who makes a good prospect? How would you pick a major gift (or monthly giving) prospect?

Gives regularly (don’t discount smaller but regular gifts)Older retirees on fixed incomes who still give to the charityYounger married couples in their forties and fiftiesSingle females over age 65Self identified


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Its like dating

Two people find a common interest (your mission)Build a relationship over timeSecure a commitment

AND ITS NERVE WRACKING!


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The first date


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The Second Date +Talk about what others have doneHopefully you can mention that you have made a planned giftMeet the Parents (e.g. site visits, meeting a board member)

It is a series of conversations


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How do you know when to ask?


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Some signs the time is rightThe donor brings it upThe donor has been introduced to the leaders and programs of your organizationYou know what buttons excite your donor (they may drop hints)You have talked about a number planned gift/major gift options


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The Conversation Don’t forget – they are ready to be asked.“As you plan for future gifts, would you consider making a planned or legacy gift to us?”

“In addition to your ongoing gift support of our mission, would you join me as a member of our Legacy Society by making a planned gift?”

“Of the types of planned gifts that we’ve talked about, which one would you consider?”

As with a major gift – be specific and only mention the type of gift you have discussed


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Follow UpWith their advisor(s) if permission is givenWith a proposal or specific examples if not already givenWith thank you calls and letters from all the right people


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Wrap UpDon’t think you have to GO BIG OR GO HOMEThere are experts and expertise to help you with the technical stuffYou already spend your day building relationships

It is about the conversationDO get your in-house ducks lined up (database, policies)Make the first callAt some point you have to ask – what’s the worst that can happen?


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Questions Trish Mongeon, President

Philanthropy Touch Consulting

A Division of Mongeon Consulting Inc.

3-35 Stone Church Road, Suite 374

Ancaster, ON L9K 1S4

905-390-1818

[email protected]


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Resources How to Talk with Donors about Planned Gifts by Katherine Swank, J.D., Consultant

Making Planned Giving Work For You by Lawrence Henze, J.D., Managing Director, Blackbaud Analytics

How Well Do You Know Your Planned Giving Prospects? An article by AFP International


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https://www.blackbaud.com/files/resources/downloads/whitepaper_targetanalytics_howtotalkwithdonorsaboutplannedgifts.pdf

https://www.blackbaud.com/files/resources/downloads/whitepaper_targetanalytics_howtotalkwithdonorsaboutplannedgifts.pdf

https://www.blackbaud.com/files/resources/downloads/WhitePaper_MakingPlannedGivingWorkForYou.pdf

https://www.blackbaud.com/files/resources/downloads/WhitePaper_MakingPlannedGivingWorkForYou.pdf

http://www.afpnet.org/Audiences/ReportsResearchDetail.cfm?ItemNumber=13440

http://www.afpnet.org/Audiences/ReportsResearchDetail.cfm?ItemNumber=13440

the fear factor how to kick start your planned giving program afp seo 2015 conference trish mongeon,...

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