Eww That s Taboo! NCDC Webinar July 12, Helping nonprofits realize the promise of. Fundraising Consultants Since 1913

Transcription

1 Eww That s Taboo! NCDC Webinar July 12, 2017 Helping nonprofits realize the promise of G R O W T H Fundraising Consultants Since 1913

2 A little history (or her story)

3 The Beatitudes Blessed are the poor in spirit, for theirs is the kingdom of heaven. Blessed are they who mourn, for they will be comforted. Blessed are the meek, for they will inherit the land. Blessed are they who hunger and thirst for righteousness, for they will be satisfied. Blessed are the merciful, for they will be shown mercy. Blessed are the clean in heart, for they will see God. Blessed are the peacemakers, for they will be called children of God. Blessed are they who are persecuted for the sake of righteousness, for theirs is the kingdom of heaven. - Matthew 5:1-10

4 Blessed are the poor in experience, for they shall be open to learning. Conduct a self-assessment of your own charitable giving behavior. Great lesson for learning how to talk to donors about potential planned gifts.

5 How to Talk with Donors about Planned Giving Katherine Swank, JD, Target Analytics/Blackbaud True or False I have made a charitable gift because a friend, family member, or colleague asked me to do so. I have made a charitable gift in memory or in honor of another person.

6 True or False I have made a donation of clothes, furniture, appliances, or other personal property. I care about the continuing work of one or more charitable organizations because my children, grandchildren, friends, or the community will benefit from its work in the future. I have included a charitable organization in my estate plan because I want to make a larger gift than I can make today.

7 Blessed are the meek, for they shall ask and listen. What first brought your attention to our organization? Do you mind if I ask, what is your connection to our mission? What have been your past experiences with the organization? Are you receiving any of our publications? Did you see the latest update? What article or story was most interesting or helpful for you?

8 Blessed are the meek, for they shall ask and listen. How do you feel the organization is doing in terms of meeting its mission? What do you think we do best? Where do you think we could improve our services or programs? Are there any thoughts you d like me to share with our CEO ~ President ~ Executive Director?

9 Blessed are the meek, for they shall ask and listen. Is there any area within the organization where you could see yourself becoming more involved?

10 Blessed are they who hunger and thirst for relationship-building, for they will be satisfied. As you plan for future gifts, would you consider a planned or legacy gift to us? In addition to your ongoing gift support of our mission, would you join me as a member of our Legacy Society by making a planned gift? Of the types of planned gifts that we ve talked about, which one would you consider?

11 Blessed are they who hunger and thirst for relationship-building, for they will be satisfied. What assistance can I offer you? Do you have a financial or legal advisor I should forward information to on your behalf? Would examples of specific giving opportunities be useful? I have specific examples of language that might be helpful. May I share them with you?

12 Blessed are the merciful, for they will be personal & personable. Who taught you about/modeled philanthropy? What is the most significant gift you ve ever given not financial amount, but personally satisfying/gratifying? Describe the feeling. Is naming important to you (legacy)? Do you want to honor/memorialize self or other/s? How do you want to be remembered? (What will be said of you in your eulogy?)

13 Blessed are the merciful, for they will be personal & personable. Among the charities you support, who needs your support most now? In the future? Do you want your gift/s to create something NEW or build upon something EXISTING?

14 Blessed are the clean in heart and mind, for they will see ways of communicating/messaging. Please consider making a gift to [Your Organization] in your will and financial plan.

15 Blessed are the clean in heart and mind, for they will see ways of communicating/messaging. On s Business cards Letterhead Mailers Reply forms/devices Magazines/newsletters Articles Website/social media

16 Blessed are the peacemakers, for they shall not yield to limited budget and/or staffing. GETTING STARTED: WHO? Current board members Past board members Staff Volunteers Major donors Loyal/frequent donors Childless; Highly educated = higher likelihood; larger gifts

17 Blessed are the peacemakers, for they shall not yield to limited budget and/or staffing. GETTING STARTED: WHO? DON T FORGET: Current Legacy Society members Say Thank You while you can

18 Blessed are the peacemakers, for they shall not yield to limited budget and/or staffing. GETTING STARTED: WHAT? Legacy/Honor Society Inventory & Planning Guide Newsletter and/or articles in your communications Profiles/testimonials in publications and communications Holiday/birthday cards to society members Exclusive events/facility tours Sample language for wills/bequests*

19 We interrupt this webinar for a very important message:

20 Russell James, JD, PhD, CFP 2014 Survey 1,418 Individuals

21 Interested now in making a bequest gift to charity 12% VS Interested now in making a gift to charity in my will 23%

22 Talking about bequest giving cuts your chance of bequest commitment nearly in half. Use simple, approachable language. Use words that cause people to be interested. Use words that people understand.

23 When communicating with donor prospects Imagine you re talking with your grandmother.

24 Helpful Resources A Spirituality of Fundraising Henri Nouwen Growing Givers Hearts: Treating Fundraising as Ministry Jeavons & Burch Basinger The Seven Faces of Philanthropy Prince & File Russell James, JD, PhD, CFP Jerold Panas Henry Hank Rosso Lilly Family School of Philanthropy

25 Thank You American City Bureau Maureen V. Egan, PhD, Senior Consultant