1. LIZOTTE-WIDYARATNE PHILANTHROPIC CONSULTING SERVICES lwpcs.ca Presentation by Sue Widyaratne BBA, CFRE & Marie Lizotte, CFRE to AFP Southeastern Ontario Chapter INTEGRATING PLANNED GIVING AND OTHER DEVELOPMENT PROGRAMS National Philanthropy Day November 17, 2010

2. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services2 CONTENT Brief explanation of planned giving and its characteristics. Importance of an integrated development program. Maximize opportunities. Real life examples.

3. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services3 DEFINITION OF PLANNED GIVING Planned Giving is the donor-centered process of planning charitable gifts, whether current or future gifts, that meets philanthropic goals and balances personal, family, and tax considerations.

4. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services4 HOW DO PEOPLE GIVE?

5. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services5 Planned gifts are based on the donor’s timing – not your organization’s timing. Only 1 in 10 who makes a charitable bequest will tell about intention. (Source: FLA Group – Legacy Research)

6. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services6 Why do people choose to support an organization ?

7. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services7 THE DONOR PYRAMID Source: AFP First Course

8. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services8 AN INTEGRATED DEVELOPMENT PROGRAM Major giving Annual giving Planned giving

9. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services9 PLANNED GIVING & ANNUAL GIVING Survey of Canadian direct mail donors by FLA Group:  92% have a will.  17% have already made a charitable bequest.  A further 18% are considering making a bequest.  The majority have never been asked to make a bequest by any of the charities they support!! 1 in 3 Canadians would include a charity in their will if asked to do so!

10. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services10 PLANNED GIVING & ANNUAL GIVING Monthly Donors - proven most likely to commit to a planned gift over other types of annual donors. Consistency of giving vs. size of gift. Drop in gift size or discontinued gift – often a sign of retirement. Pay attention to these donors!

11. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services11 PLANNED GIVING & ANNUAL GIVING Since Planned Giving is based on donor’s timing – important to constantly reinforce the message. Marketing Tools: Check-off boxes on direct mail coupons. Inserts with tax receipts: Articles of interest “For Your Information ”. Planned giving brochure or buck slip.

12. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services12 PLANNED GIVING & ANNUAL GIVING Surveys. Thank you calls + deliver tax receipts. Suggest estate gift that generates same annual income. Legacy Leaders / Legacy Innovation Campaigns.

13. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services13 PLANNED GIVING & ANNUAL GIVING Add committed PG donors to mailing list with permission. Don’t take off PG & MG donors unless requested.

14. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services14 PLANNED GIVING & MEMORIAL DONATIONS Create a memorial fund. Augment with an estate gift. Involve the whole family.

15. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services15 PLANNED GIVING & MAJOR GIFTS Opportunity to create urgency to commit the planned gift sooner. Mini Major Gift Campaigns. Create endowment now – memorialized with bequest later. Expand role of Major Gifts Committee. Stewardship is critical – generates unexpected gifts.

16. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services16 PLANNED GIVING & CAPITAL CAMPAIGNS Time-limited - opportunity to create urgency. Campaign donors good prospects for planned gifts.

17. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services17 PLANNED GIVING & SPECIAL EVENTS Telethons / Radiothons. Events involving groups (cultural, alumni, etc).

18. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services18 OTHER RESOURCES FOR IDENTIFYING PLANNED GIVING PROSPECTS Volunteers – board and committee members. Employees. Don’t forget to solicit them + ask them to open doors.

19. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services19 OTHER MARKETING IDEAS Please consider a planned gift to (name of your organization). Add this as a PS on all your letters and emails. On business cards. Any other material that is handed out to the public.

20. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services20 REMEMBER Everyone is capable of a planned gift and therefore everyone is a prospect!

21. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services21 SUMMARY Integrating planned giving into the overall development program ensures that best strategies are put in place for moving the donor up the donor pyramid.

22. lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services22 THANK YOU QUESTIONS?