Lorri Greif | April 25, 2012
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Planned Giving in 20 Years

“Twenty years from now you will be more disappointed by the things that you didn’t do than by the ones you did do”.   – Mark Twain

I joked in my e-newsletter, the Planned Giving Key, about the above quote.

I said I can’t help thinking that Mark Twain was speaking his prediction directly to the head of a nonprofit that still didn’t have a planned giving campaign.

What do you think your planned giving program will look like in 20 years?

If you’ve been at it for many years, it will have provided millions in additional resources for your nonprofit.  Many of the bequests will come to you at many multiples larger than your deceased supporters’ largest gifts during their lifetimes. A few will be really astounding and possibly transformational.

You will also have a strong cultivation process working for you and a stronger reputation in the community.

On the other hand, if you are like the nonprofit head that I imagined Mark Twain was addressing with the above quote, you may feel some regrets or even guilt because you waited so long to start your own organization’s planned giving program. 

Well, as the old saying goes: hindsight is 20/20.  I say, have some foresight on this matter.  Look to the future. Not asking for planned gifts today is like not asking for upgrades to major gifts from your regular annual campaign donors – something every nonprofit now knows is a must!

In 2012, it’s easier than ever to campaign for planned gifts, even in the face of a struggling economy. In fact, some nonprofits were actually “saved” during the recession thanks to bequests.

As a Baby Boomer myself,  I can’t help thinking that the estate of many of my crowd (maybe even mine) will be maturing in the next 20 years.

And with expert help and support for members in the easyPG Program, it couldn’t be easier to start a planned giving campaign, or rejuvenate one, right now.

For less than $1,000 a year in membership, easyPG members have access to all the proven tools, processes and training needed for a successful planned giving campaign.

Good luck and let me know how I can help.

(Low volume – please turn up your speakers)

Category: campaign planning, charitable giving, easyPG Program, Fundraising, major gifts, Nonprofit, Nonprofit board members, nonprofit budget, Planned giving, planned giving campaign, prospecting, recession cutbacks, soliciting gifts, Training, Uncategorized | Tags: , , , , , , , , , , , , , ,
Lorri Greif | April 19, 2012
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Planned Giving Websites Must Be Donor-Friendly

http://www.imarketsmart.com/blog/2012/04/whats-wrong-with-the-words-on-planned-giving-websites/

Check out this really insightful and smart post from the imarketsmart.com blog. In my humble opinion, Greg Warner, head of MarketSmart, is exactly right and sets an example lots of nonprofits should follow. Let’s not expect our donors to be so technically smart about planned gifts; all they need know are the benefits to your nonprofit and to them.

What do you think? Let me know if you agree.

Members of the easyPG Program will understand what I’m talking about and can download donor-friendly planned giving web-copy from the Marketing & Solicitation tab on the membership portion of the site.

Category: charitable giving, estate planning, Fundraising, Nonprofit, Planned giving, planned giving campaign, prospecting, soliciting gifts, Uncategorized | Tags: , , , , , , , ,
Lorri Greif | April 11, 2012
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Secret Planned Gifts

With all the research that now takes place in the nonprofit community, I can’t tell you exactly where I heard that only about 33% of the people who establish planned gifts every fess up before-hand. But it’s an accepted fact. You may not hear about 2/3 of your future planned gifts until you receive the probate notice.

But, these aren’t the secret planned gifts I’m thinking of in this blog.  I’m thinking of the planned gifts made by many of your current donors to other nonprofits and not you, and you don’t know about it. Why would they tell you if it was never something you discussed?

I’ve read more than enough wills to realize that bequests (especially residuary bequests) are so often made to several rather than just one charity.  I can’t help thinking, even today, as I sometimes pore over these legal documents, “which other charity would be remembered here if only they had asked?”. 

If they had not been so secretive and bashful about letting donors know they were seeking bequests and other planned gifts (like every nonprofit they’re competing with!), they would most likely be on the list too.

What would you do if I let you know that I have a planned gift secret too. A very wealthy, philanthropic person told me they are going to include their favorite nonprofit in their estate planning – but they’re waiting to be asked first.  

Do you even know who to ask?  Are you getting right on the phone with your best planned gift prospects? Sending them a solicitation letter with information about what a planned gift would mean to your organization…and to them?

Would you even know what to say or do? I sure hope that’s not another secret.

“According to Giving USA, people arrange for bequests totaling tens of billions of dollars each year that go to cultural, health, environmental, educational, advocacy, human services, gender based and all sorts of nonprofits they care about – large or small. But first people need to know these gifts are wanted and needed – you have to ask!” …http://www.easypg.com.

This is about you getting your share of the $20+ billion that goes to nonprofits in the form of bequests every year.

You have the budget and more time than you think to build a working, successful planned giving program if you become a member of the easyPG Program. So much of the work is already done for you: proven, ready-made but customizable marketing materials, solicitation letters, expert advice and collaboration, training for both you and your donors, and just about everything you need for creating a significant ongoing flow of income in the future.

Don’t keep your need for these gifts a secret.  Let me know if you have any questions.

Category: budget, campaign planning, charitable giving, estate planning, Fundraising, Nonprofit, nonprofit budget, Planned giving, planned giving campaign, prospecting, soliciting gifts, Training, Uncategorized | Tags: , , , , , , , , , ,
Lorri Greif | March 26, 2012
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Planned Giving is For All Ages

Nowadays, more and more nonprofits are offering planned giving as a part of their fundraising strategy.  After all, it’s another way to contribute to charity and it has become clear how important this form of giving is when it comes to securing a nonprofit’s work for the future.

The solicitation for these future dollars is understandably focused on the more “senior” population. It goes without saying that the more seasoned contributor should be approached about planned giving, but it pays to keep in mind that another market may also exist for this type of gift; younger supporters should not be entirely overlooked.

They too have potential for planned gifts, if properly apprised of the opportunities, and can become more closely aligned with an organization at a point in their lives where they are making long-term decisions and commitments.

For example:

Wills are often created by young adults when children come into the picture, in order to lock in the desired guardianship, even if assets are still negligible.

Since a will is being drawn up, why not include a small percentage or residue to a favorite charity? (Appropriate stewardship could well see this future gift grow substantially).

Charitable Remainder Trusts have an option for lifetime payments or up to 20 years, making them a possibility for younger contributors,  and also offering potential for a capital campaign gift.

Life Insurance premiums are usually determined by age and health. This makes it easy for a younger and healthier person to leverage a major gift to charity, either by transferring ownership or with a beneficiary designation. As with wills, newlyweds or young couples take out insurance to protect spouses and children and adding a favorite nonprofit for a partial designation (even just 5%) is not too much to ask.

Designated Beneficiary on a bank account, brokerage account, CD, etc.  can have the same outcome as a bequest in a will without the hassle of having to see an attorney, or going through the probate process. It’s generally just paperwork, where the forms are provided to the donor by the administrative institution.

IRA’s and 401ks and other retirement plans require a beneficiary designation but are often started when there is not a spouse in the picture, and face double taxation if left to anyone other than a spouse or charity (making Uncle Sam the real beneficiary).

Why not leave all or at least part of it to a favorite charity? Leave less highly taxed assets to loved ones (at least until a spouse comes along!).

All of the above are examples of planned giving opportunities available to a wide age spectrum – both young and old can establish a legacy with a favorite charity. And, while it’s true that with younger contributors (hopefully) the wait is longer for the gift to mature, this early tie to a charity is a wonderful opening for the development of leadership potential and larger current gifts.  As a younger donor ages, wealth is likely to accumulate and grow and the right stewardship will ensure that a favored charity continues to be included in the supporter’s estate plan.

Do you have a young constituency? Looking for innovation and help with planned giving? And don’t forget to enroll in the easyPG Program, an easier way to wage a successful planned giving campaign.

 

 

 

Category: campaign planning, charitable giving, charitable remainder trust, estate planning, Fundraising, Nonprofit, Planned giving, planned giving campaign, prospecting, soliciting gifts, Uncategorized | Tags: , , , , , , ,
Lorri Greif | March 14, 2012
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Planned Giving March Madness

As of today, March 14, 2012, there are no more valid excuses for not waging a successful planned giving program - unless of course you only receive gifts from the government and institutional foundations.

No money in the budget for a planned giving campaign? No time to work on something else (even though it may bring you millions in gifts)?

Well, call me crazy but how about less than $1,000 a year to have unlimited access to training that includes webinars and slides, easy to understand product explanations, white papers on various topics, templates and samples of Gift Acceptance Policies and marketing materials?

How about unlimited use of packages and templates for solicitations, articles for newsletters, mailer inserts, marketing ideas and plans, and just about everything needed for a successful campaign?

There’s detailed instructions with most items and there’s email Q&A. You can even have me on the phone to discuss and customize your program (for just a very little bit more annually).

Having someone else create the wheel saves lots of time and energy and ensures success because these are proven products and all your nonprofit has to do is put them to work.

Need something you don’t see – just ask for it and we’ll do our best to see you get it.  The easyPG Program will be updated, edited, and added to at least weekly.

By this time, everyone knows that I’m mission driven that every nonprofit that has people donors also have planned giving campaigns. Use this easyPG membership to build a program of your own that works for your organization and constituency.

This is about you getting your share of the $20+ billion that goes to nonprofits in the form of bequest every year.

This is probably the best return on investment you will every see. So, what are you waiting for?  Got People Donors? Get Planned Giving! Just go to www.easypg.com or click easypg at the top of this post.

Good luck and let me know how else I can help.

Category: budget, campaign planning, charitable giving, Fundraising, Nonprofit, nonprofit budget, Planned giving, planned giving campaign, soliciting gifts, Training, Uncategorized, webinar | Tags: , , , , , ,
Lorri Greif | March 8, 2012
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Planned Gifts Are Major Gifts

I like to point out in my articles and e-newsletter, The Planned Giving Key, that in almost all cases, planned gifts are major gifts and often the largest gift a donor will ever make to a nonprofit.

I think that many in our community have gotten the message but with a reaction I never expected.  Major gift fundraisers are now being asked to raise planned gifts as well.

I’m not sure but maybe this comes out of the desire to save money by paying only one instead of two highly skilled fundraisers. Or maybe the thinking is that it’s an easy transition between the “asks”.  But my experience from when I was on staff was that major gift and planned gift fundraisers did not collaborate or share information about donors. I haven’t seen this change much with my clients over the years.

Experienced major gift fundraisers know how to find good major gift prospects and how to cultivate them and when to make a solicitation.  Now they’re being asked to step out of their comfort zone.  Like anyone else they’re nervous and reluctant to stretch.

So, as a major gift professional, you can spend your entire career getting great at what you do and then you hear “you’re so good we’re going to ask you to do even more and we’ll expect you to be great at this too”.

As a result, I’m hearing a great deal more interest in planned giving campaigns, but I’m seeing a lot of hesitancy too.

To me, it makes no sense to cut or save on spending in an area that is potentially so lucrative. And it’s not fair (and really unrealistic) to expect a major gifts person, probably someone already overworked, to know everything necessary to succeed at planned giving – how to start, who to ask, what to ask and how to achieve (and judge) success, and what’s appropriate recognition.  Marketing is a whole new ballgame too.

I’d love to hear your thoughts on ways to make this turn of events a happy and prosperous turn for nonprofits stepping into planned giving and the fundraisers helping them.

My first thought is a site that provides easy to understand trainings and tools - “how to” video’s and marketing items – samples/templates with instructions - user friendly and always being updated.

How does this sound to you?

 

 

BTW, don’t miss the return of The Planned Giving Key on March 14th! Be sure to sign up if you haven’t already at www.easypg.com

Category: budget, campaign planning, charitable giving, Fundraising, major gifts, Nonprofit, nonprofit budget, Planned giving, planned giving campaign, prospecting, recession cutbacks, Recognition, soliciting gifts, Training | Tags: , , , , , , , , , , ,
Lorri Greif | February 12, 2012
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Simplest Question About Planned Giving

Have you ever been personally solicited for a planned gift?

I devote a lot of time helping fundraisers (like you?) to bring in planned gifts.  I hold webinars, write articles, give trainings, work with donors, design planned giving campaigns and marketing plans and anything else I’m asked to do or I see is lacking as a way of supporting this kind of fundraising.

The most basic and common forms of planned giving usually are gifts payable after a lifetime, when the money will not be needed (as far as we know!).  Yet, so many development professionals are uncomfortable with this solicitation.

So often major gifts are solicited from the wealthy because we do some research and assume they can make the gift without changing their lives.  Well, this is most certainly true of a bequest, or beneficiary designation.  Still, nonprofit fundraisers don’t ask for this gift on a regular basis; even though planned gifts are often the largest gift a donor will ever make.

I keep pondering why this is such a tough solicitation. I realize there are some people who think it’s a “death conversation” but many more now know it’s about the future and a legacy.

Maybe the solicitors have never been asked for this gift themselves.  I can’t imagine what excuses a fundraiser may have that would be different from other supporters.  Some of us may not be working for our favorite charities…but we all have them (I hope).

If you’ve never been asked, you may never have seriously considered what your response would be – and why. You can hear the “talk” but never be able to sincerely address the initial objections that supporters may put forward.

Maybe you should think about what your own response would be, even if you’re never asked. It could be why you are uncomfortable with this “ask”.  If you’re interested, I’d be happy to discuss any objections with you if you think it will help your planned gift solicitation successes.  You can list the objections you have (or hear from prospects) in an email to me at lgreif@easypg.com with “pg objections” in the subject box.

I’d love to hear from you.  Let me know if I can help.

 

 

 

 

 

Category: charitable giving, Fundraising, major gifts, Nonprofit, Planned giving, planned givingcampaign, prospecting, soliciting gifts, Training, Uncategorized, webinar | Tags: , , , , , , ,
Lorri Greif | January 31, 2012
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Planned Gift Recognition

Properly thanking donors for their generosity and commitment is an important part of fundraising. We always want supporters to know that their gifts are  needed and appreciated.

On the other-hand, thanking people for planned gifts or planned gift commitments is a little different because often the assets are not actually received by the nonprofit for quite some time.

So, clearly it’s necessary to keep people engaged (and feeling appreciated) on an ongoing basis when they include favorite nonprofits in their estate plans .  Thank you letters are important…but ongoing stewardship rules.

People can change their minds when it comes to bequests, beneficiary designations, percentages of assets bequeathed, etc.  This is one of the reasons attributed to the fact that only about 1/3 of the people who include nonprofits in their estate plans will self-identify in advance.

Since 2/3 of these supporters are keeping a “secret” about a future gift, you have to be great to everyone (and fundraisers are often very good at that).

And, because people who let you know you’re in their plans have taken an even bigger step than those who won’t tell you, recognizing this charitable gift has to be more than just a letter and listing them in your annual report and on your website.

I’m a fan of “Legacy Honor Societies” because they reek of exclusivity.  It’s not so easy to get in and when you do you can get special things such as:

  • Society membership cards (to be used for discounts on other items or services).
  • Discounts on items or services. If you have a store, discount items in the store; theaters can give better seating or discounted tickets; museums can offer special pre-exhibition tours, and so on.
  • Exclusive scheduled live updates with the President or CEO either at a small reception or as part of an online group (for natioanal organizations).
  • Personally remember special occasions if you know when they occur, such as anniversaries or birthdays, etc.
  • Special notes on seasonal holiday cards.

These are just my first thoughts but you can be creative and show heartfelt gratitude in so many other ways if you think about it. Keep personally connected by sending pictures or articles you think they may care about or enjoy.  Stay in communication!

And, of course, if someone requests they not be listed as a society member, give them these extra touches anyway (with their anonymity).

I’m curious if you have some of your own unique ways of recognizing this special kind of giving. If you care to share, I’d really love to know.

Let me know if I can help.

 

Category: Branding, campaign planning, charitable giving, estate planning, Fundraising, Nonprofit, Planned giving, planned givingcampaign, Recognition, soliciting gifts | Tags: , , , , , , , , ,
Lorri Greif | January 17, 2012
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Planned Giving Start Up

So you’ve finally taken me seriously and plastered your planned giving slogan everywhere and now you need to take some strategic steps to move forward.

  • Get some help from leadership.  Find someone on your board that will “chair” the campaign and give them some responsibility in this area. It should preferably be someone who has already made a legacy gift commitment so they can speak about their own experience.
  •  Make a realistic prospect list and go over it with your chair and other development colleagues to discuss who and how to approach each person on the list.
  • Create a process for education/cultivation/solicitation and recognition.
  • Don’t look now but you’ve begun your campaign!

What holds you back from taking these steps?  Are you insecure about your knowledge of legacy gifts even though 80% are bequests? Are you nervous your long-time loyal donors will be angry to learn they can help secure your nonprofits future? Are you stuck with too much already on your plate?

So much is at stake – significant money. Let me know how I can help!

Don’t miss my Ventureneer Webinar from easyPG®: BUDGETLESS PLANNED GIVING CAMPAIGNS: Bring in Planned Gifts With Little or No Cost, Wednesday, January 25th, 2012, 12:00PM – 1:00PM EST - of course, it’s free!
Sign up here: http://easypg.com/budgetless_pg.html

Category: campaign planning, charitable giving, Fundraising, Nonprofit, Nonprofit board members, Planned giving, planned givingcampaign, prospecting, soliciting gifts, webinar | Tags: , , , , , ,
Lorri Greif | January 4, 2012
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Start Planned Giving in 2012 – Don’t Lose Another Year

Happy 2012 to everyone!

Don’t Forget to Adjust Your Charitable Gift Annuity Rates Beginning January 1, 2012 If You Follow ACGA Recommendations.  Find the New Rates Here: www.acga-web.org

This year I’m more committed than ever that nonprofits funded by people have a planned giving campaign.

If you read the first issue of the Planned Giving Key for 2012 you know that I think resolutions are only decisions unless you’re committed enough to put them into action. You can sign up for the twice a month e-newsletter at www.breakthroughphilanthropy.com.

That’s what we’re already working on for easyPG. We’ve begun redoing some things on the site but the real payoff will be in February with a much more user friendly and helpful site so that everyone who understands the importance of planned giving will have access to quality materials and support.

Why am I making these changes?  Why am I giving even more free webinars and offering free views of terrific information and training on SlideShare?

Because I made a commitment that 2012 would a year of new and rejuvenated planned giving campaigns.  It’s just a must do…no excuses!

If you’ve got something in mind that might help you to become more pro-active about asking for bequests and other planned gifts, let me know and I’ll try to provide it through the easyPG site.

Meanwhile, be sure to sign up for my free webinar on January 25th at 12:00PM: “Budgetless Planned Giving: Boost Your Planned Giving Campaign at Little or No Cost” through Ventureneer http://easypg.com/budgetless_pg.html.

You can also view or download my 2009 presentation called “Planned Giving: Here’s What It Is – Here’s What it Takes” from SlideShare. It’s a highly informative presentation, even today.   http://www.slideshare.net/lmgreif/planned-giving-heres-what-it-is-heres-what-it-takes.

Let me know what you think.

Wishing you breakthrough success with your planned giving program.

Category: budget, campaign planning, charitable gift annuity, charitable giving, Fundraising, Nonprofit, nonprofit budget, Planned giving, planned givingcampaign, prospecting, soliciting gifts | Tags: , , , , , , , , ,
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