1. 2016 Tocqueville/Million Dollar Roundtable Tocqueville Legacy Circle Developing Sustainable Funding for our Communities March 17, 2016 Laguna Beach, CA

2. Our speakers today Malcomb Coley Legacy Foundation Board Member, Board Member and Campaign Vice Chair United Way of the Central Carolinas Suku Radia Executive Board Member and 2016 Campaign Chair United Way of Central Iowa Jason Maples Champions Chair Mile High United Way 2

3. Our vision, our impact Long term sustainable funding to support our long term community impact work and engage donors to fulfill their philanthropic vision 3

4. What is it?  The Tocqueville Legacy Circle is a recognition society for forward-thinking community leaders who want to perpetuate/endow a Tocqueville-level gift  Through their Tocqueville Legacy Circle membership they will extend their impact on their communities for generations to come 4

5. Tocqueville Legacy Circle Description 5 Purpose  Inspire and recognize Tocqueville donors who perpetuate/endow their annual Tocqueville gift ($10,000+) through a current or deferred gift to United Way’s endowment Criteria  A minimum gift of $200,000 to United Way’s endowment.  It is recommended donors consider a gift that is at least 20 times their annual gift level.

6. Why does it matter?  Ensure that support to United Way continues for generations to come  Allows donors to make a meaningful philanthropic impact in the communities they value  Provides sustained financial stability to United Way  Positions United Way as a destination for legacy giving 6

7. Our challenge – have United Ways recognize the implications of two alternative paths 7 Tocqueville donor Legacy Gift 0 Future Support 0 Endowed Gift $250,000 Tocqueville gift continues at $12,500 per year United Way Asset United Way Income Donor has not been asked to endow annual gift Donor has been asked and has endowed annual gift

8. Millennials 20s and 30s Mid Career 40s Planning for Retirement 50s Retirees 60s + Donors can make legacy gifts and become TLC members through a variety of avenues Age Group Planned Giving Vehicles Life Insurance- Cost Effective Solutions Estate Planning- Bequests and Retirement Plans Cash Gifts to Endowment Donor Focus Developing Philanthropic Vision & Mindset Planning for Future Income Needs for Some Donors 8 Revocable Gifts including Retirement Plans Charitable Gift Annuities Executing Philanthropic Vision for Others Best Planned Giving Prospects

9. Planned gifts can be large and meaningful to United Way Planned gifts can be large in size and permanent, irrevocable gifts Life Insurance (irrevocable gift) Charitable Gift Annuity (irrevocable gift) Bequest (realized gift) Property/ Real Estate Average United Way Life™ policy about $330,000 Average United Way CGA in 2014-2015* $132,000 United Way bequests and bequest intents have included $1m plus gifts Average property gift is valued at $400,000 United Way Life™ policies range from $100,000 to $1 million United Way CGAs range widely up to $536,000 United Way of Amarillo and Canyon received $1 million bequest from long time workplace donor Most recent United Way Life™ single premium policy $304,725 Charitable remainder can be returned to the United Way within 3-4 weeks if CGA is reinsured United Way of Broward County received $500,000 bequest from $10 annual donor * 2014 through January 2015

10. Suku Radia from United Way of Central Iowa  Tocqueville Legacy Committee  Partnership with Community Foundation  Customized Proposals  Professional Advisor’s Luncheon  Snowbird Party 10

11. Example of engagement strategies 11

12. Leveraging a Donor’s Gift Donor wants to gift $50,000 in appreciated stock (with a low basis and embedded capital gains) Gift Recognition Outcome Donate Stock Tax Deduction in year of gift Donate Stock to Fund Life Insurance Tax Deduction Donate Stock to Fund CGA Tax Deduction $50,000 gift directed to campaign Recognized for $50,000 as Tocqueville Donor for the year Recognized for $250,000 Gift as Tocqueville Legacy Circle Donor for Life Recognized as Endowment or Legacy Donor for Life One time Gift One time Recognition Lifetime Recognition Permanent Recognition Lifetime Recognition Permanent Recognition Donor funds Single Premium United Way Life™ Policy with Face Value of $250,000 CGA provides guaranteed income stream for life, partially eliminates capital gains tax, partially defers capital gains tax, and partial tax free income. Charitable remainder directed to endowment Donor’s Gift Choice

13. Jason Maples from Mile High United Way (MHUW)  Why MHUW  Personal Decision & Background with MHUW  What’s working/initiatives  Opportunities 13

14. Why MHUW  Three Initiatives  Early Childhood Education  Youth Success  Adult Self Sufficiency  Sits at intersection of those in need, the Nonprofit community, Government, Business & Donors  Grant Based vs. Traditional Funding – Private Equity Model measures IRR  Transformational vs. Transactional  Denver Culture – Inclusive & Collaborative 14

15. Personal Decision & Background with United Way  Jason  Jodi  Mentors  Support Network  Example for our kids 15

16. What’s working/Our initiatives  Mindset  Managing the Lifecycle of the donor  United Way Life™ matching program - $2,500/year for 5 years  Targeting Emerging Leaders (donors in 20s & 30s giving $500+/year)  Giving immediate recognition for Tocqueville with top donors in the community  Results  144 Founders Legacy Circle (any amount)  26 endowing Tocqueville ($250k+) 16

17. Opportunities  Increase unrestricted $ to MHUW (set minimum)  Using Legacy as an intermediary step to Tocqueville for ELC  Increase visibility/impact with our new building  Increase retention of donors/manage lifecycle 17

18. Potential strategies for your United Way Embed one or more in your Resource Development activities: 1)Ensure that the “endow your gift” is a routine ask of all Tocqueville and Leadership donors 2)Set a target – “our goal is to have 10%/20%/30% of Tocqueville donors endow their annual gift by 2017” 3)Engage donors in their 30s and 40s to be elevated to the Tocqueville Legacy Circle through United Way Life™ 4)Launch an endowment, initiative or anniversary campaign, and have endowed Tocqueville gifts as a channel for gifts 18

19. What is now the best way forward for your United Way? Q&A and Discussion

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