1. Copyright 2010 Margaret May Damen Donor Divas: 4 Keys to Capture Women Wealth Minnesota Planned Giving Council September 14, 2010 Margaret May Damen, CFP. CLU, ChFC, CDFA

2. Copyright 2010 Margaret May Damen WHY IMPORTANT Control 2lst century economic and philanthropic purse strings History of successfully nurturing social causes Evolutionary process=revolutionary results Strategic generational peer group (idealist) empowered, a mission and “Call to Destiny.” Strauss & Howe The Fourth Turning Control 2lst century economic and philanthropic purse strings History of successfully nurturing social causes Evolutionary process=revolutionary results Strategic generational peer group (idealist) empowered, a mission and “Call to Destiny.” Strauss & Howe The Fourth Turning

3. Copyright 2010 Margaret May Damen Largest National Economy Entrepreneurship – 10.6 million owners –Wealth Business generate $2.6 trillion annual sales Net worth $500,000+ = 43% (16.5 million) Year 2010 control 60% wealth = $22 trillion –Decisions – 80-84% giving & major consumer –Life-style Conspicuous consumption to conspicuous compassion

4. Copyright 2010 Margaret May Damen “We are Not Permitted to choose the frame of our destiny. But What We Put into it is Ours.” Dag Hammarskjold “ We are not permitted to choose the frame of our destiny. But what we put into it is ours.” Dag Hammarskjold

5. Copyright 2010 Margaret May Damen The Millennial Saeculum 1943 – 2025? High American High 1943-1960 Spring High American High 1943-1960 Spring Awakening Consciousness Revolution 1961-1983 Summer Awakening Consciousness Revolution 1961-1983 Summer Unraveling Culture Wars 1984-2007? Fall Unraveling Culture Wars 1984-2007? Fall Crisis Millennial Crisis 2008- 2025? Winter Crisis Millennial Crisis 2008- 2025? Winter

6. Copyright 2010 Margaret May Damen The Four Archetypes Constellation Idealist vision / values Reactive survival / liberty Civic honor / service Adaptive expertise / pluralism

7. Copyright 2010 Margaret May Damen Archetypes Alive 2010 TypeName Birth Years CivicG.I. 1901- 1924 86+ AdaptiveSilent 1925 - 1942 68-85 IdealistBoom 1943 - 1960 50-67 ReactiveGen X 1961 - 1981 29-49 CivicMillennial 1982 - 2002 8-29 AdaptiveTBA 2003 -

8. Copyright 2010 Margaret May Damen Idealist/ Boom Generation 1943-1960 age 50-67 Optimism, Autonomy, Self-esteem, Independence, Quality of life, Simplicity –Focus On Value to team, your need for them Public recognition “Change world” by working with you Humor, information & respect Her life-stage not her age

9. Copyright 2010 Margaret May Damen EXPECTATIONS Peer-Personality Traits E mpowerment – make a difference E xpedience – impatient for solutions E ngage – authentic & meaningful E xperience – inspired life & legacy E ntrepreneurial – creative

10. Copyright 2010 Margaret May Damen The Four Keys The Four Keys TLC Trust, Leverage, CapitalVALUES LEADERSHIPABUNDANCE

11. Copyright 2010 Margaret May Damen VV Instill Values Age 0-18 Distill Values Age 18-60 EssenceOfValues Age 60 + VirtuousLegacy Legacy Values

12. Copyright 2010 Margaret May Damen Abundance Three Principles Every Woman has a L egacy Every Woman is a P hilanthropist Every Woman makes a D ifference

13. Copyright 2010 Margaret May Damen First Principle Every Woman has a Legacy –Her Story –Her Values Honor the Past Celebrate the Present Inform the Future Every Woman has a Legacy –Her Story –Her Values Honor the Past Celebrate the Present Inform the Future

14. Copyright 2010 Margaret May Damen Second Principle Every Woman is a Philanthropist –Greek Meaning “Love of Humankind” “ Money is congealed energy, and releasing it releases life’s possibilities.” Joseph Campbell Involuntary or voluntary

15. Copyright 2010 Margaret May Damen STEWARDSHIPSTEWARDSHIP Obligatory Social/Fun Passionate Strategic Strategic CURRENT Transaction Transaction 4 4 3 3 2 2 1 1 FUTURE Transformational 1 1 2 2 3 3 4 4

16. Copyright 2010 Margaret May Damen Third Principle Makes A Difference DISCOVER DISCOVER Core Core VALUES VALUES CONNECT to toCAUSES COMMITMENT Time, Talent, Treasure LIVE A PURPOSEFUL LIFE

17. Copyright 2010 Margaret May Damen Words From the Heart -O-Gram I make a difference in my community by ______. I want to be remembered as a person who _______ I receive joy from giving because _______. I make a difference in my community by ______. I want to be remembered as a person who _______ I receive joy from giving because _______.

18. Copyright 2010 Margaret May Damen BUILD RELATIONSHIPS T rust L everage C ommitment Gender-Specific Communications Gender-Focused Marketing Gender-Receptive Programs Education of the Heart “Speak to where the audience is listening from.” Ben Cameron Gender-Specific Communications Gender-Focused Marketing Gender-Receptive Programs Education of the Heart “Speak to where the audience is listening from.” Ben Cameron

19. Copyright 2010 Margaret May Damen Communicate Speak Female A Whole New Mind (Daniel H. Pink ) Facts and Feelings- (IQ and EI) Text vs. Context What vs. How Details vs. Big Picture L = analyses R = synthesizes –Creators & Empathizers »Conceptual age – harmony - holistic Speak Female A Whole New Mind (Daniel H. Pink ) Facts and Feelings- (IQ and EI) Text vs. Context What vs. How Details vs. Big Picture L = analyses R = synthesizes –Creators & Empathizers »Conceptual age – harmony - holistic

20. Copyright 2010 Margaret May Damen Gender-Specific Communications Paint Verbal & Visual Picture –Brush vs. Point Offer Ownership –Ask for opinion –User-generated content Be R.E.A.L R elevant E motion A ction L egacy Paint Verbal & Visual Picture –Brush vs. Point Offer Ownership –Ask for opinion –User-generated content Be R.E.A.L R elevant E motion A ction L egacy

21. Copyright 2010 Margaret May Damen Gender Specific Marketing Create Awareness –Go to her – Affinity groups –Think in reverse Professions – “ugly-duck” Influence by experience not experts –Referral network Sharpen Focus –Mission statement – reflective writing –Education of the heart Create Awareness –Go to her – Affinity groups –Think in reverse Professions – “ugly-duck” Influence by experience not experts –Referral network Sharpen Focus –Mission statement – reflective writing –Education of the heart

22. Copyright 2010 Margaret May Damen Gender-Receptive Programs Sharpen Focus Personal-Legacy Statements Ethical wills Education of the heart Writing Circles Mission Statement Mission Statement Giving Plans Strategic giving Sharpen Focus Personal-Legacy Statements Ethical wills Education of the heart Writing Circles Mission Statement Mission Statement Giving Plans Strategic giving

23. Copyright 2010 Margaret May Damen Writing Circle Topics Reflection, Discussion and Writing Attitudes about Money Anticipating Financial Needs Handling Inheritance Leaving Money to Charitable Causes Choosing a Professional “Women’s Lives, Women’s Legacies” “Women’s Lives, Women’s Legacies” Rachael Freed Rachael Freed

24. Copyright 2010 Margaret May Damen Leadership Identify Emotional States Manage Emotional States Sensitive to and can Influence Emotions of Others Emotions of Others Sustain Quality InterpersonalRelationships Emotional Intelligence

25. Copyright 2010 Margaret May Damen Leadership Communications WOMEN – Rapport TalkWOMEN – Rapport Talk Establish Connections Establish Connections I know what you feel… Display Similarities Yes, I felt the same way when… Match Experiences Let me share how it … Full Circle Experience

26. Copyright 2010 Margaret May Damen RELATIONSHIPS Identify Market Share –“Men and Women don’t buy for the same reasons. He simply wants the transaction to take place. She’s interested in creating a relationship” »Faith Popcorn, author – “Clicking” Build Relationships – Interrelationships are inclusive vs. hierarchical Connects via empathy not competition Relationship- Partnerships Identify Market Share –“Men and Women don’t buy for the same reasons. He simply wants the transaction to take place. She’s interested in creating a relationship” »Faith Popcorn, author – “Clicking” Build Relationships – Interrelationships are inclusive vs. hierarchical Connects via empathy not competition Relationship- Partnerships

27. Copyright 2010 Margaret May Damen WHO YOU ARE “ A great fund-raiser (Gift Planner) is a broker for the sacred energy of money, helping people use the money that flows through their life in the most useful way that is consistent with their aspirations and hopes for humanity.” –Lynne Twist

28. Copyright 2010 Margaret May Damen The 4 Keys Trusted Advisor Broker of ”Sacred Energy” –Catalyst for their Empowerment –Culture for their Expedience –Causes for their Engagement –Conduit for their Experiences –Capacity for their Entrepreneurship

29. Copyright 2010 Margaret May Damen Power of the Pebble in the Pond Values Abundance Abundance TLC TLC Leadership Leadership Power of the Pebble in the Pond Values Abundance Abundance TLC TLC Leadership Leadership

30. Copyright 2010 Margaret May Damen “ L ife is no brief candle for me. It is a splendid torch which I have got a hold of for a moment and I want to make it burn as brightly as possible before handing it over to future generations.” »George Bernard Shaw

31. Copyright 2010 Margaret May Damen Thank You The future belongs to those who believe in the beauty of their dreams.” Eleanor Roosevelt “The future belongs to those who believe in the beauty of their dreams.” Eleanor Roosevelt Share the Message Share the Message Workshops & Keynote Speaking Margaret May Damen, CFP, CLU, ChFC, CDFA Margaret May Damen, CFP, CLU, ChFC, CDFA Phone: 561-202-0863 Email: mmdamen@earthlink.net Email: mmdamen@earthlink.netmmdamen@earthlink.net www.instituteforwomenandwealth.org Book at Amazon.com. - available on Kindle Book at Amazon.com. - available on Kindle