Best Practices for Planned Givin

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					Best Practices for
Planned Giving –
      From A to Z
                     June 25, 2009
           Calder P. Sinclair, J.D.
     Sinclair, Townes & Company
       www.sinclairtownes.com
 New   Planned Giving Programs
 • Emphasis on Wills

 Advancing   Planned Giving Programs
 • Emphasis on Wills and Gift Annuities

 Advanced   Planned Giving Programs
 • Emphasis on ALL Planned Gifts
 New   Planned Giving Programs
 • Emphasis on your Board & Top 10

 Advancing   Planned Giving Programs
 • Emphasis on your Top 50 Prospects

 Advanced   Planned Giving Programs
 • Emphasis on your Top 100 Prospects
From A to Z
 Ask!

 Annual   fund: piggyback planned
 giving
 Administration

  • In-house (business/finance)

  • Out-house (banks and other vendors)
 Board

  • Current Board members

  • Former Board members
 Casefor support for planned giving
 and endowment
 Cultivation

 Capitalcampaign: piggyback planned
 giving (Remember that planned giving
 can help produce 20% - 40% more
 money for your campaign!)
 Defined  constituencies (e.g., Board,
 staff, corporate executives)
       piggyback a planned giving
 Events:
 message
       have a code of ethics for your
 Ethics:
 planned giving program
 Endowment

 E-newsletters

 E-mail    taglines
 Finance/business    office support
 Fiduciary   relationships
 Fiduciaries in the community:
 attorneys, accountants, trust officers,
 financial planners, insurance agents,
 investment advisors
 Follow-up, follow-up, follow-up!
 Gift   annuities
  • Current charitable gift annuities

  • Deferred payment charitable gift annuities
 Heightened   goals for planned giving:
 • Current, irrevocable planned gifts vs.

 • Deferred, revocable planned gifts
 Identification

  • Top prospects

  • Defined constituencies

  • Everyone is a suspect/prospect with a strong
   case and strong credentialization
 Joint   calls:
  • Board members

  • Other volunteers

  • Financial and estate planning professionals
 Know   your prospect!
 • Prospect research

 • Learn how to listen to the prospect
                          other
 Lawyers, consultants, and
 prospective planned giving experts:
 You need one (either paid or volunteer)
 Memorial   / honorary gifts
 Niche   focus
 Named    gift opportunities
 News    releases
 Organization     of program
  • Staff-driven vs.

  • Volunteer-driven vs.

  • Combination of both
             - the #1 source for new
 Publications
 planned giving donors!
 Planned   giving program plan
 Policies, procedures, and   forms
 Qualified   experts:
  • Yours

  • Theirs (the prospective donor’s attorney,
   accountant, etc.)
 Recognition   society for planned giving
 donors
  • Name

  • Chair(s)

  • Event(s)

  • Charter membership period

  • Premiums/publications
 Stewardship

 Seminars and workshops on planned
 giving for prospective donors
 Sponsorships (from banks, accounting
 firms, investment advisors, etc.)
 Staffing

 Software (for tracking prospects; for
 actuarial number crunching)
 Timeline   for your planned giving
 program
 Top   10 / 50 / 100 List
 Unusualgifts: be prepared for that
 timeshare, that coal mine, etc.
 Volunteer   involvement:
  • Existing volunteers

  • New volunteers through a planned giving
   committee or council
 Wills- Bequests in Wills are 90% - 95%
 of the success of your planned giving
 program.
 Web     site
 Examples  / testimonials from planned
 gift donors
 Year-end      giving is crucial:
  • Planned gifts

  • Appreciated stock / real estate

  • IRA gifts
 Zones   for planned giving programs:
  • 1.     New
  • 2.     Advancing
  • 3.     Advanced
               From A to Z

                 Remember:
Your planned giving program does not have to
         be complicated to succeed!
 Additional   Planned Giving Ideas
 Questions    and Answers
   American Council on Gift Annuities acga-web.org
   IRS - Exempt Organizations irs.gov/charities/index.html
   National Committee on Planned Giving ncpg.org
   Crescendo Interactive (software) crescendointeractive.com
   PG Calc (software) pgcalc.com
   Sharpe Group (publications, seminars) sharpenet.com
   Stelter Company (publications, seminars) stelter.com
   Sinclair, Townes & Company (publications, seminars)
    sinclairtownes.com

				
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