Keys to Success

1. Keys to Success Presented By: Jim Gumpert, Sr. Director, Planned Giving Club Services Boys & Girls Clubs of America

2. Teachable Point of View “Any Charity regardless of size or location can and should have a planned giving component as part of their overall resource development program.”

3. Why is Planned Giving important? • Individual Giving • Financial Stability • Donors like making them!

4. Getting Started • Build a Coalition – CEO and key board member • A Selling Proposition – what is the case • Prepare the Strategy – start with the Board

5. Getting the Board on board • Start with a Board resolution • Create a Planned Giving Program • Establish a Legacy Society • Added benefit – permission to ask

6. Find a Champion Recruit a Champion from your Board • Is seen as a leader by others • Has a passion for this work • Has or will make a planned gift • Leads the Heritage Club membership drive

7. Board Presentation • Ways to make a Planned Gift • What is the Legacy Society • Invite to become a member • Importance of Board leadership

8. What is a Planned Gift? • Any gift greater than writing a check. • Any gift that requires some planning and the assistance of a qualified individual in order to make the gift. • For our purposes, a deferred gift – one that is received in the future as the result of some future event.

9. Ways to make a Planned Gift • Bequests • Beneficiary Designations • Life Insurance • Retirement Accounts (IRAs) • “Will substitutes” • Charitable Gift Annuities • Charitable Trusts

10. What is the Legacy Society • A Recognition Society for individuals who include your organization in their will or estate plans • A stewardship tool that can help secure the gift

11. Use a Founding Members strategy • Set a campaign time frame • Start with your leadership • Adds urgency and creates early success

12. Follow Up is Crucial • All Board meetings • Club website or newsletter • Donor wall • Kick-off Event

13. Take it beyond the Board • Former Board members • Longtime donors and volunteers • Club website and newsletter • Local estate planning pros

14. Marketing Estate gifts are easy to do but difficult to talk about. • “Whatcha gonna leave us when you’re dead?” • How can we better approach our best donors about this very delicate subject?

15. Marketing Membership Drive • “Would you consider becoming a member of the Legacy Society?” • Provide the Legacy Society Enrollment Form • Allow donor to choose from a “menu of gifts” (Ways to Give)

16. Marketing • Acquisition of new members • “Never Sleep” marketing • Board members as ambassadors • Recognition and cultivation events • Constant, consistent, systemic

17. Importance of Stewardship Include PG in your Stewardship Plan • Plan every contact for the year • Assign contacts • Include personal visits and telephone calls • Hand deliver what you usually mail • 4 Touches

18. Stewardship • Most important function of the Recognition Society • Multiple contacts per year • Localized and personalized • Make them feel SPECIAL!

19. Stewardship Some examples: • Charity newsletter (3-4x/yr) • Birthday, Anniversary or Holiday cards • Personal notes (CEO, Board) • Annual and special reports • Receptions • Visits, visit, visit • Solicit their opinions

20. Add Advanced Gifts Some examples: • Charitable Gift Annuities • CRTs • CLTs • Real Estate • Life Estate

21. Sustaining the Effort • Biggest Challenge • On-going Marketing • Proactively identify prospects • Cultivate annual donors, closer relationships • Solicit membership • Focus on simple gifts to start • Add advance gifts • Importance of Stewardship

22. Questions??