(EASY PLANNED GIVING FOR MAJOR GIFT OFFICERS, NON-PLANNED GIVING DEVELOPMENT STAFF, BEGINNERS, OTHER NONPROFIT STAFF—EVEN PLANNED GIVING OFFICERS WHO WANT A REFRESHER)
There’s a big difference between planned giving and planned gifts. Do you know what it is?
Which do you want for your organization? We will cover the what, the why and the how. You have to cover the “When”!
Your organization can succeed even without a “Planned Gift Officer”, or a “Gift Planning Officer”.
Let me show you how! These webinar classes are short and to the point. Here’s the Overview.
Overview and Titles—Eight Integrated Courses in Planned Giving:
COURSE NO. 1.—FEAR FACTOR? PLUNGE CONFIDENTLY INTO PLANNED GIVING
A.I.M. (Am I Mortified) to do Planned Giving? Overcome the fear factor and dive into Planned Giving—even if you know nothing about Planned Giving at all. Everything you need to know you already have bits and pieces of. Let’s put the puzzle together.
COURSE NO. 2.—PLANNED GIVING: THE CATALYST TO LARGER GIFTS FROM THE SAME DONOR YOU KNOW
Discover how Planned Giving really fits as part of every aspect of the overall fundraising program and why anyone in the fundraising office can participate and suceed.
COURSE NO. 3.—PLANNED GIVING: IT’S NOT ROCKET SCIENCE—THE ABC BASICS
Grasp the basics of Planned Giving without any tax or legal expertise—how to spot valuable leads that turn into asset-based gifts. Surprise! It’s really easy once you know a few little tricks.
COURSE NO. 4.—ACTION PLAN: INTEGRATE PLANNED GIVING INTO EVERY FUNDRAISING ACTIVITY
Developing a simple, but powerful business and marketing plan for planned gifts to complement your focus, whether major gifts, annual gifts, and even special events. It’s all a matter of “chat cultivation” put to work.
COURSE NO. 5.—DON’T ASK; DON’T TELL: STEP INTO THE SHOES OF YOUR DONOR
Learn the secrets of the donor’s planning process and how knowing this process leads to closing asset gifts without an ask. The donor will ask you, ”Where do I sign?”
COURSE NO. 6.—CLOSE THE DEAL? THE DEAL WILL CLOSE ITSELF
Master the “one-on-one” with donors: problem solving, proposals, and persuasion to close asset-based gifts. Tips and techniques to overcome any obstacles or objections and convert them into objectives and opportunities.
COURSE NO. 7.—MAKE EVERY DONOR DOLLAR COUNT: YOUR DONOR IS YOUR STAKEHOLDER
Manage planned gifts after the gift is closed—even if you don’t know how. Your job is donor relations. Finance, gift administration or business office relations have a job, too. Let them do the heavy lifting but you both keep the relationships going.
COURSE NO. 8.—LOOK INTO THE CRYSTAL BALL AT THE CROSSROADS OF THE FUTURE: BE THE VICTOR NOT THE VANQUISHED
Where is all of this going? Can you predict the future of fundraising and planned giving? Maybe not, but you can affect its course at your institution. Romance future planned gifts with the Four R’s—Recognize, Reinforce, Reward, and Record-keeping excellence.
FEAR FACTOR? PLUNGE CONFIDENTLY INTO PLANNED GIVING
From bike (gift annuity) to limo (lead trust), a look at planned gifts a different way.
Inner thoughts-I don’t want to make a gift, I don’t want to have to ask for a gift, I don’t understand Planned Giving, I don’t want to understand or learn PG (Nonprofits often bludgeon their board members about a very sensitive topic-- making gifts to start the program or asking others for planned gifts), and then clashes with the development professional may occur, or they are too busy with things they shouldn’t be involved in.
Current versus deferred revenue--4 solid, no nonsense ways to get current funds from deferred gifts in trust or annuity form. And I don’t mean the marketing term “blended gifts”!
Avoiding double deferred gifts
No staff to manage the gifts in the business office and how to get around that
Setting revenue goals, closed gifts versus matured gifts, counting, measuring success of money spent in any activity designed to get prospects face to face—or what I call “Make Management Happy”
Creating tasks for top ten PG goals to achieve
What is the measure of success in early years versus money flow in later years, and how to judge if staff person is doing adequate job
Where PG fits in major gifts, examples of people with same amount of funds, but different needs and different assets, and how each gift may be structured with or without PG vehicles—simple, non technical, real-life examples
Getting everyone to spot great gifts by talking, talking to everyone around them
How to train them to talk and ask questions without asking for money or “selling”
How to function without a PG officer until you have enough funding
What’s in it for you to make this succeed
PLANNED GIVING: THE CATALYST TO LARGER GIFTS FROM THE SAME DONOR YOU KNOW
Examining the internal staffing and working structure of the development office
Tracing the gift history and donor records
Analyzing honestly the internal and external capabilities and/or weaknesses of the organization.
Planned Giving (as opposed to planned Gifts) is more than the sum of gift vehicles—we define what constitutes a program, the consistent effort that continues when the key person leaves.
Scope of the program-how to determine it
Possible cause of tensions and concerns in the startup process.
PLANNED GIVING: IT’S NOT ROCKET SCIENCE—THE ABC BASICS
Wills, contracts and trusts are really the only three types of gift vehicles that exist
The rest we make up as we go—us or Congress—and once you know this, the secret has been let out and life becomes very easy
Dividing every item donor owns into the fruit (income or usage) and the tree (the underlying asset) makes PG very easy once the donor’s needs are known
Timing is important, too, as to donor’s needs and those of family members
E=escape estate tax, where applicable
A=avoid capital gains tax, where applicable
L= the government largely tax finances your gift
ACTION PLAN: INTEGRATE PLANNED GIVING INTO EVERY FUNDRAISING ACTIVITY YOU DO
Projections of revenue, history, similarly situated organizations, pending gifts, closed gifts, matured gifts, leap of faith revenue projections
Net projected revenue with yield on investment and cross over pint when security (closed gifts) is achieved, and then when revenue (matured gifts) is achieved
DON’T ASK; DON’T TELL: STEP INTO THE SHOES OF YOUR DONOR
CLOSE THE DEAL? THE DEAL WILL CLOSE ITSELF
More than 40 years ago, McGraw-Hill first published a classic ad depicting a grumpy customer sitting in a banker's chair with these classic lines:
I don't know who you are.
I don't know your company.
I don't know your company's products.
I don't know your company's customers.
I don't know your company's record.
I don't know your company's reputation.
I don't know what your company stands for.
Now…What was it that you wanted to sell me?
This advertisement was developed to promote the importance of advertising in McGraw-Hill's stable of magazines to prospective advertisers and to reinforce the power of advertising to current advertisers.
The message rings true not only in the case of magazine advertising but also for any of the many methods a business can use to get a message to prospective or existing customers. If you are not out there telling your story, how do potential customers know you exist?
MAKE EVERY DONOR DOLLAR COUNT: YOUR DONOR IS YOUR STAKEHOLDER
LOOK INTO THE CRYSTAL BALL AT THE CROSSROADS OF THE FUTURE: BE THE VICTOR NOT THE VANQUISHED
Nonprofits are changing, markets are changing, technology is changing, what isn’t? And Congress, the IRS and the public seem to have lost confidence in the nonprofit sector’s ability to manage itself.
Best practices are being legislated and boards are being forced to be professional and business-like. Endowments are being taxed. We may not have the same income tax system in the future and, even more likely, we may not have the same estate tax system. Will the economy continue to be robust? What to do to continue gifts in a down economy and amid cyclic market changes. Let’s look at long-term legacies—endowments and donor advised funds.
Will the very meaning of philanthropy change, too, as the generations are about to experience an earthquake-like shift as post WWII retirees become Boomer retirees become Millennial retirees?Will the “big wealth shift” talked about in the last 10-15 years be counterbalanced by these other aspects? Will Boomer/Milennial retirees be as generous as the prior generation or will they be as selfish as they are vain? Will the next generation behind the Boomers step up to the plate to be the working philanthropists we need or have they struggled too long, not having had the luxury life of the Boomers? Are the 20-somethings philanthropic?
And most importantly, in the next several sessions, how can we make an impact to keep planned gifts alive and appealing well into the future?
"Thank you for this amazing opportunity to learn from your vast experience. I think your strategy of embedding planned giving into the larger context of philanthropy and its vital role in the non-profit sector is most inspiring. "
"This class is one of the best I have ever taken on fundraising. Lynda Sands makes being "down in the weeds" of the details fun and encouraging. Thanks, Lynda! 1,000 THANKS for this wonderful class, Lynda! "
"I’ve never encountered a teacher/mentor/guru quite like you before. Thanks for your generosity of time and wisdom, and your gentle and articulate and off-the-cuff style. To our next 7 glorious modules together! Thanks again for your inspiration and invaluable instruction over our recent 16-week course. Although it was nominally a course in planned giving or more accurately as you pointed out, asset-based philanthropy, for me as a 30-year development veteran with a focus on principal gifts, it was simply a means to extend my reach, hone my professional skill set, and in short, raise significantly more funds. My organization is a large one, but as with many similar organizations, it will benefit from the ideas you presented as to how better to integrate asset-based philanthropy into its major gifts efforts. Through your course, anyone working in the Development world can easily overcome any hesitation about the difficulty or purported specialization of this area and enjoy access to a great many new and “improved” relationships and donors over the course of their career. Thank you for your inspiration and, remarkably, fun!"
"I wanted to take a minute to thank you for sharing your knowledge and expertise with us through your complimentary Plain English, Planned Giving Course. I’ve tried to participate in real time but the video recordings have been wonderful to revisit. I personally am so grateful for this learning opportunity and your generous spirit."
"I really enjoyed today's session. It is so refreshing to see someone be so precise with their words. I loved your descriptions of the use of policies vs. procedures vs. guidelines. In all of the training for "compliance" I've been in through the years, I've never heard a presenter (lawyers, etc) explain this with such ease and clarity. You are so refreshing!!! I felt the same when you explained about deferred gifts not actually being deferred. It is very rare these days to see someone focus on their words actually meaning what they say. It is not only needed generally, but especially when you are trying to relay a topic to newcomers. Thank you for everything you are doing and HOW you are doing it. I should say also that I enjoy your sense of style :))) You are so fabulously put together! You are one of the best teachers I've ever had and a role model in many ways! THANK YOU!!!"
If you are a CSPG graduate or a Plain English Planned Giving graduate or a financial adviser, you may want to join the twice a month Zoom membership group to discuss cases, issues, and any concepts you have learned in either course with me and other colleagues in the group. It’s a dynamic, open forum discussion group. We meet for one hour on the first and third Thursdays of each month with video replays. Monthly or yearly subscriptions available. Email [email protected] for information.