1. Five Steps To Planned Giving Success 2013 United Way Southern Institute Conference

2. Today’s Objectives Participants Will Be Able To Take The Five Steps: 1.Explain the three types of planned gifts 2.Segment their prospects into three pools 3.Rank their prospects to determine those with the highest immediate return 4.Articulate the case for making a planned/endowment gift 5.Engage prospects in the planned giving conversation

3. 3 Definition Of Planned Giving Planned Giving Is A Technique For Giving Assets. The gift can be made now or later. A planned gift requires the services of a financial or estate planning professional. A planned gift can be made for any purpose but most often planned gifts are placed in United Way endowment funds.

4. 4 What’s In Estates?

5. What is an Endowment? Principal United Way Income United Way of America “A fund where the principal is maintained intact and invested to create a source of income for United Way’s mission.”

6. 6 Three Ways To Hold Endowment Funds Within United Way United Way Foundation Created by United Way United Way Community Foundation 12 3 United Way of America

7. UW_Template_022704 7 Three Types Of Planned Gifts: –GIFTS THAT HELP TODAY: Stock, Real Estate –GIFTS THAT HELP TOMORROW: Bequests (Wills, Retirement Plans, Life Insurance) –GIFTS THAT RETURN AN INCOME: Split Interest (Charitable Gift Annuity, Charitable Remainder Trusts)

8. Gifts That Help Today (Two Benefits For Giving Appreciated Assets) 1.Income tax deduction on market value 2. Avoid capital gains Stock Calculator: http://apps.unitedway.org/stock

9. Gifts That Help Tomorrow Donor Family Will, Life Insurance, Retirement Plan United Way

10. Gifts That Return An Income Donor Gift Remainder Value Income Present Interest Future Interest

11. Three Planned Giving Prospect Pools Loyal Long-Term Loyal Contributors Direct Mail Bequests and Gift Annuities Leaders Board and Volunteer leaders Leadership /Tocqueville One-on-one contact “Endow or Perpetuate” Their Annual Gift Transformational High Wealth Individuals Corporations Foundations Outright Gift Endowment Campaign

12. Rank Your Prospects 3=High; 2=Medium; 3=Low ProspectCapacityAccessInterestTotal Mary Smith3115 Bob Green2327 Jane Doe2226

13. Case For Planned Gift 1.Provides Growth Not Possible Through Annual Campaign 2.High Return On Investment (ROI) 3.Enhances Annual Campaign 4.Donors Like Choices http://bcove.me/uvfxjezv http://bcove.me/fs474ww2 http://bcove.me/ahlft4yp VOLUNTEER INTERVIEWS:

14. Engaging Prospects In The Planned Giving Conversation 1.How Did You Get Involved With United Way? 2.Why Have You Continued To Invest In United Way Over The Years? 3.Where Does United Way Rank In Your Giving Priorities? 4.Have You Ever Considered Making A Planned Gift To United Way?

15. Questions