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

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 GivingIndividual Giving Financial StabilityFinancial Stability Donors like making them!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 resolutionStart with a Board resolution Create a Planned Giving ProgramCreate a Planned Giving Program Establish a Legacy SocietyEstablish a Legacy Society Added benefit – permission to askAdded benefit – permission to ask

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

7. Board Presentation Ways to make a Planned GiftWays to make a Planned Gift What is the Legacy SocietyWhat is the Legacy Society Invite to become a memberInvite to become a member Importance of Board leadershipImportance 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 InsuranceLife Insurance Retirement Accounts (IRAs)Retirement Accounts (IRAs) “ Will substitutes ”“ 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 meetingsAll Board meetings Club website or newsletterClub website or newsletter Donor wallDonor wall Kick-off EventKick-off Event

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

14. Marketing Estate gifts are easy to do but difficult to talk about. “ Whatcha gonna leave us when you ’ re dead? ”“ Whatcha gonna leave us when you ’ re dead? ” How can we better approach our best donors about this very delicate subject?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? ”“ Would you consider becoming a member of the Legacy Society? ” Provide the Legacy Society Enrollment FormProvide the Legacy Society Enrollment Form Allow donor to choose from a “ menu of gifts ” (Ways to Give)Allow donor to choose from a “ menu of gifts ” (Ways to Give)

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

17. Importance of Stewardship Include PG in your Stewardship Plan Include PG in your Stewardship Plan Plan every contact for the yearPlan every contact for the year Assign contactsAssign contacts Include personal visits and telephone callsInclude personal visits and telephone calls Hand deliver what you usually mailHand deliver what you usually mail 4 Touches4 Touches

18. Stewardship 1.Most important function of the Recognition Society 2.Multiple contacts per year 3.Localized and personalized 4.Make them feel SPECIAL!

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

20. Add Advanced Gifts Some examples: Charitable Gift AnnuitiesCharitable Gift Annuities CRTsCRTs CLTsCLTs Real EstateReal Estate Life EstateLife Estate

21. Sustaining the Effort Biggest ChallengeBiggest Challenge On-going MarketingOn-going Marketing Proactively identify prospectsProactively identify prospects Cultivate annual donors, closer relationshipsCultivate annual donors, closer relationships Solicit membershipSolicit membership Focus on simple gifts to startFocus on simple gifts to start Add advance giftsAdd advance gifts Importance of StewardshipImportance of Stewardship

22. Questions??