Workshop 3 – March 20, 2013 Making the Ask Presented by: Pamela Jones Davidson, J.D. President of Davidson Gift Design

2 “ What do you want YOUR legacy to be?” The Role of the “Solicitor/Asker”:

T HE E SSENCE OF P LANNED G IVING Future oriented Gifts are often, not always, from assets instead of from discretionary income 3

4 Planned giving is a process which helps donors determine the best way to make a major gift and choosing the best asset to fund the gift which is also an appropriate gift for the organization

Planned giving is a very personal type of fundraising requiring : many personal visits sensitive and ethical staff and volunteers organizational commitment that only gifts which are in the best interest of the donor will be sought 5

6 The professionals at The Foundation of the Greater Miami Jewish Federation have the: technical expertise financial ability to manage planned gift vehicles and endowments

The components of an ongoing planned giving program include : Continually educating Identifying prospects Soliciting and negotiating Managing the completed gifts 7

Most ongoing planned giving programs are characterized as providing planning services to the organization’s constituency and not as “selling particular charitable techniques.” 8

BOARD OF DIRECTORS/TRUSTEES RESPONSIBILITIES IN PROMOTING A PLANNED GIVING PROGRAM A.Maintain the credibility and reputation of the organization B.Provide the organization with stability C.Provide the “vision” of the organization 9

D. Make planned gift commitments as individual donors to the organization Assist in the identification and cultivation of individuals Some board members may want to develop or have technical expertise to assist staff (i.e. estate planning attorneys, etc.) 10

WHAT MOTIVATES LARGE GIFTS A. Mission B. Charity’s relationship with donor C. A practice of donor cultivation D. Marketing and education 11

E. Donor identification F. Charity ASKS certain identified donor (s) to consider planned gift options G. Is the right individual at the charity the point person for this donor? 12

H. Are peers such as Board members involved I. Responsiveness to donor objectives, considerations, and intent as to how gift will be used J. Follow-up with each prospect 13

K. Administrative responsibilities well executed L. ACCOUNTABILITY on part of charity M. Ethics, integrity, confidentiality N. Donor recognition, if donor wants any 14

O. The non-greedy, non-grasping approach P. Great planning opportunities a genuine, meaningful benefit to entire process, very appealing 15

DONOR BENEFITS IN CHARITABLE GIFT PLANNING Personal satisfaction, the joy and pleasure of becoming a philanthropist for the donor’s favored charities, leaving a legacy AND, also: Meeting the donor’s family and financial needs 16

SIMPLE TYPES OF PLANNED GIFTS, FOR ENDOWMENT Bequests - donor includes “magic language” in a valid will or testamentary trust Beneficial Designations. by a Percentage, of (Part or All) of (One or More) Retirement Plans Gifts of Life Insurance Policies That Are No Longer Needed, Gifts Made by Ownership, during lifetime, and/or Beneficial Designation 17

Gifts Using Appreciated Stock Gifts of Real Property Subject to Life Estate of personal residence, vacation home, or farm (only) Promoting Gifts Other than Cash (real estate, jewelry, etc.) 18

BENEFICIAL DESIGNATION GIFTS – SMART AND REVOCABLE GIFT OPTIONS FOR JUST ABOUT EVERYONE Retirement plan assets – may well be that individual’s largest asset holding Retirement plan assets are among the most expensive for family to inherit due to potentially heavy taxation Income tax on retirement plans is simply deferred 19

Can designate a percentage (NEVER an amount) of one or more of one or more retirement plan assets to individuals and/or various charities – designation revocable during life Retirement plan assets DO NOT pass via a will or trust, but rather by who is listed on the beneficial designation form 20

Gift simple to complete Can change the beneficiary designation form anytime by simply completing a new form and sending it back to the company holding the plan Even a twenty-one year old can choose this option 21

TEN PROACTIVE ACTIONS TO PROMOTE PLANNED GIVING AT YOUR CHARITY THIS VERY YEAR 22

Commit to a proactive planned giving program, commit the organization’s time and attention, budget too 23

Enlist key staff, particularly the CEO, financial, accounting and legal staff, in planned giving, and that they have a key, integral role to its success. Obtain additional training for any key staff or volunteer(s) in planned giving, what simpler gift options can your charity realistically handle and promote? 24

Review your charity’s marketing, all its printed materials (even the annual fund card) that it’s already printing, include promoting endowment and planned gift fundraising ideas. Review your data base and prospect contact procedures, to see if your system can capture “expectancy” information. 25

Take advantage of the services that The Foundation and the Professional Advisory Council can provide. Plan a session for key donors and prospects – Board, past Board, their families, “best” donors, “urgent” (by health, wealth, linkage, self-identified) prospects, donors with significant annual gifts to possibly endow 26

Enlist a “planned giving champion” – a CJL Chair, a Board member or leader, volunteer, who will ensure that planned giving continues, even if it’s future dollars Start meeting one-on-one with key prospects, talking to them about their passions and dreams for the future of the Jewish community. Help those donors meet their philanthropic goals for one or more of their cherished institutions. Ask them if they would consider making a gift to that future if we could show them how. 27

HOMEWORK (to be completed by next training 4/22) : Make a presentation to your board (if you haven’t already) Identify the first 5 prospects you are going to approach Coordinate a conversation if those 5 prospects crossover with any other partners* Make appointments with the first 5 prospects Decide who will be involved in the conversation…who will be the most appropriate “askers” *Ilana will provide you the crossover prospects lists soon 28