Positioning Planned Giving From The Beginning Gary W Dodge, CSPG Director Planned Giving & Trust Services General Conference of Seventh-day Adventist World Church Headquarters Old Columbia Pike Silver Spring, Maryland, USA, 20904

June 27 Cold Lake Kayaking June 30 Climbing Mount Saint Helens Lake Near Mount Adams

Developing A Planned Giving Program What Do Donors Want To Know 11% of Donors Learn From Associations with a Charity or a Charity Representative Newsletters and Journals Testimonial Articles – Success Stories – How To How Gifting Works What Historically Happens to Bequest Donor Recognition

34% of Donors Heard About Planned Giving from Direct Mail: Audience Saturation General or Target Audience Arrange to meet with Giving Groups Promoting Gift Stories Offer Complementary Brochures

Ascertaining Group Needs Greatest Generation (Ages 85 plus; WWII, Depression Ages 85-95) Boomers: turn 66 this year! Boomers: turn 66 this year! Gen X-ers: Why Estate Plan is Important Auxiliary Support Groups Current and Former Conference & Union Leaders Promote Selected Topics Estate Planning

Bequest Boom Coming Million boomers turn age 66 7,000 Per day turn 66 Where are the Boomers? How are they Communicating?

Bequest Opportunity Average age of first will: 44 Average age of first bequest49 Average age Bequest Donor: 58 79% Bequest donors have Relationships with the Charity

Foundation of Fundraising Prescription Get People Interested – In The Charitys Cause Seek Out Their Ideas – Seek Suggestions for the Charitys Cause Demonstrate Results – Purpose is to Demonstrate how a Charity is putting Donors Contributions to Good Use.

Personal Calls What do Donors like to talk about What do you think is the most significant invention during your lifetime? What do you think is your greatest success? What do you hope is your legacy? Have you ever thought about making a bequest to a charity? Would you consider making a bequest? Interested in information about making a gift that helps grandchildren and charity?

Tips to Remember 80%-85% of planned gifts are bequests Average bequest equals $45,000 Four out of five bequests are previously unknown Use Electronic Approaches Cost effective strategies ROI - Return On Investment – NAD & Institutions 2011 Conferences$315,000,000 per FTE Institutions$714,000,000 per FTE Web Based Opportunities Meet the People at a Common location

Oregon Magnate Leaves Bequests How Much? $175 – Million Coe Manufacturing Company Fred W. Fields President and Owner Sold the Company 2000 Died December 2011 Age 88 Oregon Community Foundation Bequest Recipient Conditions – wanted his bequest to create an arts & education fund to benefit organizations in Oregon

What The Gift Signals: The power of maintaining a good reputation and nurturing relationships with potential donors even if it does not immediately result in big gifts. Mr. Williams says As weve gone back and talked to people who knew Fred well, what we found is that he was having contact with people who trusted us and he obviously valued their opinions. He knew what we were doing. Its a great reminder that youre always planting seeds – sometimes you dont always know when or where the harvest is going to come from.

Capitalize on National/Regional Publications Crescendo International Chronicle of Philanthropy Partnership for Philanthropy Planning Add your to your Websites Reference your in Conference/Union Publications Include Reference Topics for Donor – Add, visit your to signature line of Use video/U-tube/Facebook Donor Testimonials

Want to Begin or Expand? Your organization has limited resources. You are responsibility for more than one department. You agree the members should be aware of Planned Giving & Trust Services. You are already stretched and starting or expanding this program appears to be too much. Create a realistic plan that you can implement!

AgeBequest StudyHNW Philanthropy Study %1.4% %9.4% %19.3% %27.5% %25.1% %17.3% Age Demographics for Those With Bequest in Place

Age Demographics for Those Willing to Consider a Bequest AgeBequest Study% of Sample %18.2% %28.8% %18.3% %10.9% %7.8% 80+1%3.7%

Bequest Intention Potential >$25,000$25,000 to $49,999 $50,000 to $74,999 $75,000 to $99,999 $100,000+ Bequest currently in place 6.6%7%7.6%6.5%10% Would consider putting a bequest in place 28.4%34.6%28.8%25.99%35.63%

1.Gift planning focuses you on donor relationships 2.Gift planning allows you to engage with donors 3.Gift planning increases donor gift capacity 4.Making a planned gift commitment increases annual giving 5.Knowing about the planned gift (and stewarding) should increase the estate commitment 5 Reasons Planned Gifts Create a Positive Giving Impact

Everyone Leaves a Legacy…… For Some it is Intentional