Planned Giving – no staff, no problem Planned Giving – no staff, no problem Gwen Fairchild, CAP® Director of Planned Giving LSU Foundation

Bequests #1 Planned Gift to any charity 90% of planned gifts come from bequests Includes wills, trusts, living trusts, beneficiary designations such a as IRAs and life insurance We’re going to spice up the work you are already doing such as marketing, educating, soliciting and holding events.

Giving Behavior by Dr. Russell James of Texas Tech Must have trust in your organization 2. The absence of heirs…do you have scouts who never married 3. The more money, the more likely to have charitable intent Like Jerry McGuire “follow the money”

Giving Behavior (cont.) 10% of those over 50 years old who give you $500 per year or more during life have included you in their estate plans. There is an emotional connection. Grateful parents and grandparents who credit you with their child’s success. You have scouts who want to give others the experiences they had.

Giving behavior (cont.) Strong correlation between educational achievement and the likelihood to have charitable plans. The initials after a name push them up the list…..MD, JD, PhD A person writes a Will when a significant even occurs in their lives The birth of a child or grandchild, the sale of a business, promotion or retirement Death of a spouse, cancer or heart condition, divorce, job loss

Getting the Bequest and keeping them coming Use resources available in your community Find a CAP® to speak to your board of directors about opportunities Use the CAP®, estate attorney or financial advisor to give you a good overview of the planned giving vehicles. As CEO you just need an overview, not a law degree. Ask Face-to-face. Try to end every conversation with “would you consider including us in your estate plans?” Let people know your council is interested and prepared to accept estate gifts Make friends with your Community Foundation

Getting the Bequest and keeping them coming Have a brochure for a leave behind piece after a visit but don’t expect a gift to come of it. Marketing message could talk about 150 years of shaping young men into men of character, trustworthiness, courtesy and faith. Talk about the leaders serving our country now who were formed by the Boy Scouts. Feature stories of people who have left you in their will Go to www.leavealegacy.org for ideas

Getting the Bequest and keeping them coming Use testimonials Say “unrestricted giving will insure that a bequest remains relevant.” “ but for your gift, such and such would not have been achieved.” Show how philanthropy makes Scouting possible. Integrate each message with your legal name and tax ID

Getting the Bequest and Keeping them coming Add a PG request in everything…newsletters, emails, buck slips, social media, every thank you note, every conversation. When a person’s response is “I wish I could do more” Boom… “please consider leaving us in your estate plans so your good works will last for a long time to come. “

Getting the Bequest and keeping them coming Your information does not have to be high profile or high dollar. Some people feel that if they can’t leave you a million dollars, their gift won’t make a difference. Dispel that myth. Let them see how valued their annual gift is and how much can be done with a little.

Who is your audience? Non-donors who don’t know your organization Non-donors who DO know your organization Existing donors

Keep it simple --- Make it easy MAKE YOUR INFORMATION EASY TO FIND…… LEGAL NAME ADDRESS TAX ID

QUESTIONS? COMMENTS?