1. Workshop 2 – February 20, 2013 Board Engagement, Prospecting and Marketing Presented by: Bryan Clontz, CFP®, President Charitable Solutions, LLC

2. Agenda Quick Summary of Session 1: Introduction to Endowment Fundraising Case Statement Show and Tell Bequest Data and Profiles Three-Prong Prospecting Plan How Do We Engage Our Board? Key Bequest Marketing Goals Team Exercise: Board Engagement, Prospecting and Marketing Key Bequest Marketing Mistakes Homework for Next Meeting

3. Session 1 Summary CJL will change the Jewish fundraising culture and will accelerate 10-15 year lag of endowment/planned giving conversations Simple bequests (wills, retirement plans, insurance) are 90% of all planned gifts Competition is everywhere and Jewish donors are giving endowment gifts everywhere except the Jewish community CJL is an unbelievably successful franchise model in use in over 40 other communities – just follow the formula!

4. Ideal Bequest Donor 80 Year-Old+ Widow $75,000 Income+ Childless 80% Never Notify the Charity (Privacy) Strong Desire to Give Back Finalizing Estate Plans

5. Ideal Bequest Donors #2 58-62 years old Revise their wills/estate plans 12 minutes after the last child graduates Likely engaged on volunteer basis

6. Three-Pronged Approach to Bequest Prospecting Level One – Current/Past Board, Staff and Close Friends 1. Encourage/Strive 100% Participation 2. Provide Easy Solutions Level Two – Long-Term Donors 1. Develop Lists of Consistent Donors (Narrow to 10-50 – Achievable Goal) 2. Couple “ask” with other fundraising efforts, thank yous, etc. Level Three – General Donor Community 1. Include Two Boxes on Pledge Cards 2. Include Testimonial Article in Every Newsletter/Magazine

7. Board Engagement 1.Select Board/Volunteer Champion 2.Make Endowment Case to Board 3.Champion Invites Them to “JOIN ME” in CJL 4.Goal is 100% Board Participation 5.Follow Up Individually with Board Members 6.Use “Top Ten Legacy Giving Ideas” (see handout in packet)

8. Key Bequest Marketing Goals Donors Must Know You are in the Bequest “Business” Build “Shelf-Space” Develop Momentum from the Leadership Down: “Lead by Example” “Join Me” “Follow Me” Articulate Critical Importance of Bequests as the Primary Endowment Funding Vehicle Perpetuate A Cultural Shift to Bequest Giving: Bequest language on all materials

9. Write Down Key Board Champion Identify Who Can Provide Names of Past Board Members, Closest Friends, Loyal Donors/Volunteers ID Who Will Customize & Maintain Consistent Progress/Donor Reports: Format provided by Ilana ID Who Will Help Implement Action Plan Steps ID Who Will Disseminate CJL Marketing Pieces: Foundation to provide consistent CJL marketing pieces including the logo, electronically for your use ID Who Will Write Articles/Testimonials for Internal and Community Publications: Ilana will assist with this effort Team Exercise

10. Bequest Prospecting Mistakes Failing to Get Board To Buy-In and Leading By Example Spending Too Much Money on Marketing Pieces Having Too Many Prospects Spending Too Much Time on Prospect Research Always Getting Ready to Get Ready to Have a Conversation

11. Your last will and testament is your final teaching. What do you want it to say? Rabbi Mordechai Liebling

12. Select/Recruit Board Champion – Present at Board or Solidify 15 Minute Presentation at Future Meeting (Always Give a CJL Update at Board Meetings) Utilize CJL Staff Support/Materials Develop Prospecting Plan (see Team Exercise) Bring Prospecting Plan and Board Meeting Report to Next Training Steering Committee Member Lily will Review Vetting Procedure (Lists due 2/28) Next Steps – Homework and CJL Support