1. Click here to add text Click here to add text. Planned Giving Basics Guided by The Book of Virtues Diane Thornton, CFP® Senior Director of Gift Planning The Essentials of Good Character

2. Place logo or logotype here, otherwise delete this. What is a Planned Gift? Any major gift made in a lifetime or at death as part of a benefactor’s (donor’s) financial and/or overall estate plan. By contrast, gifts to the annual fund or for membership dues are made from a donor’s discretionary income, and while they may be budgeted for, they are not planned. Diane Thornton, CFP® Senior Director of Gift Planning

3. Click here to add text Click here to add text. Planned Gift or Blended Gift? What’s the Difference? Diane Thornton, CFP® Senior Director of Gift Planning

4. Click here to add text Click here to add text. Making the Case for Planned Giving How Important is this Anyway? Diane Thornton, CFP® Senior Director of Gift Planning https://www.youtube.com/watch?v=aNvZUWgj9Nw#aid=P8emCTrqVfA

5. Trends in the USA 72% of Charitable Giving – Individuals 15% of Charitable Giving-- Foundations 7% of Charitable Giving -- Bequests 6% of Charitable Giving – Corporations 58% of the 1, 409,430 Charities have Revenue <$100,00 Giving USA 2013 Report Diane Thornton, CFP® Senior Director of Gift Planning

6. Planned Giving Program Virtues 1.Self-discipline6. Courage 2.Compassion 7. Perseverance 3.Responsibility 8. Honesty 4.Friendship 9. Loyalty 5.Work 10. Faith Diane Thornton, CFP® Senior Director of Gift Planning

7. Self Discipline Diane Thornton, CFP® Senior Director of Gift Planning 20 Minute Mondays Start a Legacy club Measurement: Count new legacy members

8. Compassion Realize: Everyone has a story. Listen. Be Donor Centered. No matter what. Your metrics goals may not match their “highest and best gift” timeline. Diane Thornton, CFP® Senior Director of Gift Planning

9. Place logo or logotype here, otherwise delete this. Responsibility--education A.Cash, Securities, Real Estate, Mineral Rights, or other Assets B.Future or Current Income options - Gift Annuities, Charitable Trusts C.Bequests or other gifts after death - Wills, Life Insurance, IRAs, Retirement Plans, Family Foundation commitments Diane Thornton, CFP® Senior Director of Gift Planning Outright Gifts Irrevocable Deferred Revocable Deferred

10. Friendship “Friend”raising before Fundraising 75% effectiveness in person--Visits 25% effectiveness with marketing Personal attention to high likelihood prospects Diane Thornton, CFP® Senior Director of Gift Planning

11. Work Who are Target Benefactors What kind of fundraising Impact? $ Where does Planned Giving fit? When to start? Keep it Simple Why should I start a PG program? How do I secure gifts? Diane Thornton, CFP® Senior Director of Gift Planning

12. Courage Create a plan Visits-- one on one ASK Diane Thornton, CFP® Senior Director of Gift Planning

13. Perseverance Diane Thornton, CFP® Senior Director of Gift Planning Build the Basics Just Do It

14. Honesty Diane Thornton, CFP® Senior Director of Gift Planning

15. Loyalty Diane Thornton, CFP® Senior Director of Gift Planning Strongest predictor: 15-20 years of Giving Volunteers with a history in the org

16. Faith Program Results take 7-10 years Invest in the Future Build a pipeline Diane Thornton, CFP® Senior Director of Gift Planning

17. Diane Thornton, CFP® Senior Director of Gift Planning Rule of Thumb: Approximately 25-35% of Capital Campaign fundraising comes from Planned Giving. 10/40/40/10 Rule Success

18. Sample Forms Handouts provided in this session Diane Thornton, CFP® Senior Director of Gift Planning

19. Diane Thornton, CFP® Senior Director of Gift Planning Giving USA 2013 Report Charitable Giving Report 2013 by Blackbaud https://www.blackbaud.com/nonprofit- resources/charitablegiving#.U1AIUvMo7cs http://www.npengage.com/nonprofit-research/infographic- 2013-charitable-giving-report/ http://www.plannedgivingcoach.com/pdf/Board- presentation.pdf http://www.npengage.com/nonprofit-research/50-fascinating- nonprofit-statistics/ Appendix