Camp Legacy Program: Getting Ready for Summer April 23, 2013

1. Camp Legacy Program: Getting Ready for Summer April 23, 2013

2. A) Grab Tab – Click double-arrows to open/close Control Panel. Click square to toggle Viewer Window between full screen/window mode. Click hand icon to raise/lower hand. Click mic icon to mute/unmute your audio B) Audio pane – Select audio format. Click Audio Setup to verify Speakers & Microphone. C) Questions pane–Attendees can submit questions and review answers. D) Type your question and click Send to submit it to the organizer

3. April 23 Agenda Feeding the legacy team Using the summer Finding new legacy members Reaching a wider audience Being at camp Thanking & promoting Gathering testimonials Planning ahead – stewarding & outreach Keeping volunteer leaders engaged Annual Conference

4. Feeding the Legacy Team • Say thank you! • Publicly acknowledge efforts • Ask enthusiastic donors onto the team • Connect with past passionate staff

5. Using the Summer • Your list should be ready now in April! • New legacy prospects to ask • Current legacy donors to thank & steward • Personal invitations to camp – Any time it works for the donor • Gatherings (board meetings, alumni reunions, visitors’ day) – Assign each donor to a team member. Arrange meetings for conversations & testimonials.

6. Finding new legacy members:Boosting your prospect list Former staff, camp nurses & doctors, rabbis, Jewish educators Parents & grandparents of current staff Alumni who send their kids Loyal donors giving small amounts regularly Ask camp & program directors – who do you know who is most in love with camp?

7. Stories of “Surprising” Legacy Prospects • 40 year-old rabbi came to camp with his family to teach – “We had not planned to ask him, but he saw the brochure on the table and made his legacy pledge unsolicited.” • Don’t forget the younger, dedicated people!

8. Stories of “Surprising” Legacy Prospects • At alumni gathering, camp director talked to an old friend about new happenings; mentioning legacy program, the friend surprised him saying he’d certainly make a legacy promise. He hadn’t planned to ask this friend, a $36/year donor. • Don’t forget the smaller, loyal supporters!

9. Reaching a wider audience – Groups of potential legacy donors • Use personal stories/testimonials “live” at gatherings • Handout/display legacy brochure, but not the letter of intent form: a “soft sell” • Ask for people interested in planned giving to come speak to you afterwards • Also ask people to come talk if they have already put camp in their will

10. Being at camp • Legacy Impact • Point out places at camp that exist because of legacy gifts from previous generations • Mention legacy in multiple places around camp (list donor names, legacy materials, etc.) • Create physical recognition at camp • Book of life • Walls, plaques, artwork • Walkways, bricks • Planting trees • Use the natural settings • Take the donor for a walk by the lake, past their favorite campfire site or tree

11. Thanking & Promoting • Publicly honor legacy donors at gatherings • Alumni events • Board meetings • Visitors’ day

12. Gathering TestimonialsGet it on tape! • Thank you for your meaningful pledge to ensure our camp’s future for generations to come. • What motivated you to establish a legacy gift for our camp?   • What are your dreams for the future of our camp? How do you think your legacy will help make it a reality? • How would you like to be remembered by your family, friends and within our camp community? • Are you comfortable sharing with me the details of your legacy gift?

13. Planning Ahead: Stewarding Donors • Make a plan with timeline • USE YOUR DATABASE for regular contact • At least 2-3 personal “touches” per year • Invitations to camp & to events • Handwritten camper note, holiday card, or gift • Handwritten note on newsletter, or news items of interest • Honor legacy donors • Give them an aliyah during Shabbat services

14. Planning Ahead : Marketingthe Whole Camp Community • Include boxes for “already have left a charitable gift in my estate plans” & “interested in legacy or planned gifts” on: • Alumni & parent surveys • Annual gift letter • Your website

15. Planning Ahead : Marketingthe Whole Camp Community • Include legacy society testimonials & photos on your materials – make sure it is prominent and not “hidden.” • Make sure you follow up quickly on leads – set up personal meetings.

16. Keeping Volunteer Leaders & Boards Engaged • Get a third party (Federation executive, Grinspoon mentor) to present the legacy case to your board. • Ask an enthusiastic legacy donor to join the team – even for a small number of new conversations. • Remind board members that camp is family – alumni, campers, parents, staff – legacy work is “taking care of that family.” • Use charts in board presentations to show % of board, alumni & staff giving. • Continue to acknowledge & appreciate team members in creative ways.

17. Grinspoon Camp Legacy Results As of February 2013 Participating 50 camps: • Nearly 3,100 Legacy Pledges • Estimated $79 million • $1.65 million realized

18. Reporting In Call or email your mentor or David Sharken anytime during the summer Mid-year reports due August 30th Check-in call in October Grinspoon Conference – Nov. 3rd & 4th

19. Annual Conference Draft Legacy Workshops for November 3 & 4, 2013: • Finding New Legacy Donors (Outreach) • Engaging Lay Leaders on Your Legacy Team • Stewarding Legacy Donors • Camp Legacy Relationships w. Local Jewish Federations • Special Care: What To Do When a Legacy Donor Dies • Sustaining Your Legacy Efforts After the JCamp 180 Incentive Grants End • Legacy Members’ Roundtable • Using Technology to Boost Your Legacy Efforts • Introduction to the Legacy Program (For Camps Applying for the 2014 program)

20. Summer Time is Legacy Time!

21. Camp Legacy Program: Getting Ready for Summer April 23, 2013