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Making Planned Giving and Major Gifts Work

Making Planned Giving and Major Gifts Work. When They’re Not Your Job. Identifying Prospects. Mine Your Data Base Consistent Donors Largest Donors. Pyramid of Giving. Planned Gifts Major Gifts Annual Gifts Event Participants Where is the money? Where do you spend your time?.

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Making Planned Giving and Major Gifts Work

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  1. Making Planned Giving and Major Gifts Work When They’re Not Your Job

  2. Identifying Prospects • Mine Your Data Base • Consistent Donors • Largest Donors

  3. Pyramid of Giving • Planned Gifts • Major Gifts • Annual Gifts • Event Participants Where is the money? Where do you spend your time?

  4. Qualifying Prospects • Investment • Involvement • Interest • Information • Identification

  5. Educating Prospects • Frequent Communications • Newsletters • Articles of Interests -Personal Testimonials

  6. Family First Giving Begins at Home • Board of Directors • Staff • Volunteers

  7. Plan the WorkWork the Plan • Develop “A” Prospect List • Prepare Case for Support • Identify and Train Team

  8. Visit, Visit, Visit • Think Like a Major Gift/Planned Giving Officer • Build Relationships • Build Trust • Build Knowledge

  9. Act Like a Major Gift/Planned Gift Officer • Asking Questions (or at least find out) • What is your connection to our cause? • Why are we a priority? • Tell me about your family • Tell me about your career

  10. Making the Case • Compelling Reasons to Give • Urgent Needs • Program • Projects

  11. Some basic planned gifts • Bequests • Life Income Gifts • Retirement Plan Gifts • Other Stuff to Give Away

  12. The Power of Bequests In 2010 Americans gave $291 billion to charity

  13. About Bequests • Bequests can be fixed amount or a percentage • Pecking order can be set • Must be assets left • You’re done with it anyway • If you designate, do it carefully! • Tax advantages to a bequest are minimal for most of us

  14. Attracting Bequests • Publicize Those You Receive • But not from Bill Gates • Mailings • Educational Seminars • Have a Gift Acceptance Policy

  15. Where to Hunt • Most Loyal Donors • Number, not amount • “I Wish I Could Give More” • Those Why Worry About Your Future

  16. Life Income Gifts • Donor Establishes Gift • Receives an Immediate Tax Deduction • Guaranteed Income • For life • For a number of years • Charity gets balance when annuity matures • Benefits improve with age

  17. Life Income Gifts • Gift Annuities • Easiest, least expensive to administer • Very little flexibility • Charitable Remainder Trust • Greatest degree of flexibility • Requires trust accounting • Tax return, etc. • Charitable Lead Trust • Works in reverse

  18. How They Work Gift Portion $3,576 Both earn Income $132 per year Total Income $650 Remaining Value Left to Charity Pays $518 per year from principal

  19. Summary of Annuity Benefits

  20. Where to Hunt • “I wish I could give more…” • Lapsed donors with some history • Alternatives to bequests • Existing annuitants

  21. Great Stewardship is Required • Distributing Checks • Issuing Tax Forms • Investing the Fund *Will your organization shine or stumble?*

  22. Retirement Beneficiaries • Make your charity a beneficiary or POD designation through donor’s IRA Administrator • Proceeds would not be taxed • If their estate is the beneficiary and the charity is paid from your estate (through the will) the proceeds are taxed. • Tax-wise, the IRA will be the most expensive thing for anyone other than charity to inherit.

  23. Cost of Dying With an IRA $100,000 Account - 28,000 Federal Income Tax - 3,070 Pennsylvania Income Tax - 1,000 Local Income Tax $67,930 Paid to estate - 3,057 Pennsylvania Inheritance Tax $64,873 Paid to heirs Charities would receive the full amount!

  24. Where to Hunt • Those close enough to hear the story • Use professional advisor network • Highlight in educational opportunities

  25. Things You Can Receive • Life Insurance • Should an agent be your planned giving officer? • Real Estate • Use it or sell it • Be aware of environmental issues • Be Open to Bargain Sales • Anything you want to, as long as: • Appropriate for your mission • Benefits exceed cost

  26. Matching Gifts to Donors

  27. Trueisms • Million dollar gifts don’t come in the mail • Dead people give more than corporations • People give to people • There is no money hiding behind your desk

  28. Thank You! Karen Petrucelli KP Consulting 412-310-7537 kpconsultingllc@yahoo.com Brian Sheetz East Ohio United Methodist Foundation Brian@EOUMF.org

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