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“Guaranteed Simple Steps to Raise Planned Gifts” Copyright 2012 PlannedGiving.Com All rights reserved SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” The.

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Presentation on theme: "“Guaranteed Simple Steps to Raise Planned Gifts” Copyright 2012 PlannedGiving.Com All rights reserved SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” The."— Presentation transcript:

1 “Guaranteed Simple Steps to Raise Planned Gifts” Copyright 2012 PlannedGiving.Com All rights reserved SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” The first in the Sourcebook Series of companion materials to Viken Mikaelian’s “Guaranteed Simple Steps to Raise Planned Gifts” seminar, presented by PlannedGiving.Com.

2 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I WOW WORDS OF WISDOM… “The bad news is time flies. The good news is you’re the pilot.” -- Michael Altshuler

3 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” Are you ready for planned giving? The answer – and the theme of this Sourcebook --is: You’d better be ready. Because planned giving is where the money is -- in good times and bad. Planned giving is also where you’ll find maximum opportunity to kick your career into high gear and keep it there. Let’s get started!

4 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” MYTH: The real dollars are in current gifts. FACT: Only 5% of our wealth is in cash...that's why it's so hard to raise cash gifts.

5 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” FACT: Planned giving means bigger giving.  The typical capital gift target is 20 times a donor’s largest annual fund gift.  The typical PG target is 200 times a donor’s largest annual fund gift.

6 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” “Your planned giving pool may be as much as 5 times larger than your capital pool. And those donors can be more generous with non-cash gifts because of the attractive tax benefits.”

7 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” MYTH: We are not ready for planned giving. FACT: If you are a nonprofit, you are ready. Even organizations less than 8 years old and without a formal program are soliciting planned gifts.

8 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” FACT:  If you are a holding off because you don’t yet have a “formal planned giving program,” you and your nonprofit are missing out on donors who are making gift decisions today.

9 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” Your organization can accept  appreciated assets  bequests, and  life insurance today, no special arrangements required with your business office.

10 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” Administering life-income gifts is more complex, but gift annuities can be re- insured or placed with professionals (banks, community foundations) who can take over the tasks of sending donors checks and tax statements.

11 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” “Let your prospects know that you’re open for business, and ready to accept planned gifts – or else just keep watching your best gifts walk out the door.”

12 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” MYTH: Planned giving takes too long. We need the cash now! FACT: Many planned gifts come in sooner than you think

13 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” FACTS:  The average time from inception to maturity for a planned gift is just 7 to 10 years – that’s only a few years longer than most campaign pledge periods.  Not all planned gifts are deferred. Some provide current cash.

14 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” Planned Giving = Proactive Planning By limiting yourself to immediate gifts, you are excluding a vast constituency of prospects who may only be able to give a large gift from their will. That’s a self-defeating strategy.

15 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” Got Bills?  The real reason cash is in such short supply in many institutions is that they have little or no endowment.  If you are scrambling to raise cash today, it's because your organization did not pursue planned gifts 5-10 years ago.

16 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” FACT: PLANNED GIFTS BUILD ENDOWMENT FACT: PLANNED GIFTS BUILD ENDOWMENT FACT: PLANNED GIFTS BUILD ENDOWMENT Everybody got that?

17 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” MYTH: Planned giving is complex, expensive and time-consuming. FACT: It can be as simple as you want it to be. Even a basic, unattended program can raise significant funds!

18 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” “Don’t be ‘penny wise and pound foolish.’ You can easily give up $500,000 in bequests in trying to save just $3,000 in your budget – if you let yourself! Balance costs with value and return on investment.”

19 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” “No PG resources”? Hogwash!  You already know more people who are ready to help you with leads, advice and professional services than you realize.  Networking is key.

20 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” MYTH: Planned gifts compete with major gifts. FACT: Most planned giving donors are not prospects for large major gifts.

21 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving”  Many fundraisers are nervous about pursuing planned gifts because they think they’ll lose major gifts.  The fact is many planned gift donors were unrated prospects before they set up their gift plans.  Most were never rated major gifts prospects.

22 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” FACT:  Planned giving donors are the “millionaires next door” in your constituency, flying under the radar of your prospect identification systems.

23 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” “Planned gifts often give donors financial benefits, but that isn’t the number one reason planned giving donors make gifts. They have different motivations from those of major gift donors who seek recognition by having their names on big projects or buildings.”

24 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” “A blended gift -- that is, a planned gift structured into an outright gift by a major donor – can often increase that donor’s total gift.”

25 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” MYTH: Planned gifts are a distraction in campaigns. FACT: They provide up to 30% or more of comprehensive campaign totals.

26 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” Deferred giving in campaigns reaches your “Hidden Constituency” – your most loyal donors. Can you afford to ignore them?

27 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” FACTS:  The major gifts and deferred gifts donor pools are not the same.  Capital campaigns that focus exclusively on major donor prospects actually target 5% or less of your total donor base.

28 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” Resources Free Downloads  Planned Giving Cheat SheetPlanned Giving Cheat Sheet  Do You Have an Elevator Speech?Do You Have an Elevator Speech? White Papers  Planned Giving vs. Gift Planning by Viken MikaelianPlanned Giving vs. Gift Planning  Top Ten Reasons to Pursue Planned Gifts by Viken MikaelianTop Ten Reasons to Pursue Planned Gifts  It’s All About Endowment by Debra AshtonIt’s All About Endowment  Common Sense Planned Giving by Viken MikaelianCommon Sense Planned Giving  A Small Nonprofit’s Best Friend by Valerie IngramA Small Nonprofit’s Best Friend

29 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” More than 2,000 sold! Slip this handy booklet into your pocket before your next round of prospect calls. It's not another ways-of-giving brochure. It's a "why's of giving" that helps you better understand the upside and downside of different giving options for both you and your prospects. Use the guide to gain more satisfied donors and better financial results for your non- profit. Find out more! Resources

30 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” “Are You Ready for Planned Giving?” It’s not just the question of the hour – it’s a helpful website that enables you to survey your own and your nonprofit’s PG preparedness, identify weak spots, and strengthen them with authoritative facts from the thought-leaders at PlannedGiving.Com. It’s free, informative and fun – try it out!try it out! “What’s Your PG I.Q.?” What do you know? Want to find out? Visit this practical and skill-building website to take the PG I.Q. survey test. It will help you separate right from wrong and facts from mythology in the Planned Giving field. This is also free, informative and fun – so don’t miss it!don’t miss it! Online Resources

31 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I “Why Planned Giving” PlannedGiving.Com Your one-stop online resource for all things planned giving – content, tools, know-how, and a lot more. Just what today’s busy fundraiser needs to meet and beat the deadlines and chaotic demands that are keeping you from doing what you do best – closing planned gifts! Planned Giving in a Box Users Forum Planned Giving in a Box is the solution for smaller nonprofits that want to create their own start-up planned giving program. And the PGinaBox Forum is the place for fundraisers to go to share their experience, ask questions, and hone their professional knowledge base. Online Resources (continued)

32 Copyright 2012 PlannedGiving.Com SIMPLE STEPS SOURCEBOOK I WOW WORDS OF WISDOM… “Those are my principles, and if you don’t like them... well, I have others.” – Groucho Marx


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