1. Planned Giving for a Philanthropic Future LeadingAge Annual Meeting and Expo Boston, Massachusetts – November, 2015 Presented by Stephen Proctor Chief Executive Officer, Presbyterian Senior Living Laurel Shaffer Vice President of Mission Support, Presbyterian Senior Living Jeffrey Byrne President + CEO, Jeffrey Byrne + Associates, Inc.

2. Stephen Proctor Chief Executive Officer Presbyterian Senior Living Dillsburg, Pennsylvania

3. Presbyterian Senior Living Profile  Founded in 1927  30 locations in Pennsylvania, Maryland, Delaware  Listed as #11 on the Zeigler 150.  Wide variety of offerings, from CCRC’s to affordable housing.  Significant commitment to charitable care

4. 4 The Easton Home, Easton, PA Glen Meadows Retirement Community, Glen Arm, MD Green Ridge Village, Newville, PA Kirkland Village, Bethlehem, PA Saint Andrew’s Village, Indiana, PA Sycamore Manor Health Center, Montoursville, PA Westminster Village, Dover, DE Ware Presbyterian Village, Oxford, PA Westminster Village, Allentown, PA Williamsport Presbyterian Home, Williamsport, PA Westminster Woods, Huntington, PA Mark H. Kennedy Park, St. Clarisville, OH Windy Hill Village, Philipsburg, PA Presbyterian Home, Holidaysburg, PA Woodland Retirement Center, Orbisonia, PA Quincy Retirement Community, Quincy, PA Grace Manor, Indiana, PA Presbyterian Apartments, Harrisburg, PA The Long Community at Highlands, Lancaster, PA Carroll Village, Dillsburg, PA Presbyterian Senior Living

5. 5

6. 6 Number of units 06/30/2015

7. Goals  To be able to offer care and services to seniors across a wide economic spectrum.  To provide the greatest good to the greatest number of seniors within our financial means.

8. Fund Raising Challenges - External  Diminished connection to Presbyterian constituency over time.  Fund raising focus – broad based, from CCRC residents to public support for subsidized care.  Wide geographic coverage.  Growing need for support – applied to affordable housing.

9. Fund Raising Challenges - Internal  Need to raise profile of fund raising with operations staff.  Encourage staff at the individual locations to embrace fund raising staff as a part of their team.  Timing and project planning issues for capital campaigns

10. Board Involvement  Buy in from Board leadership required  Education Provide the Board with a clear definition of Planned Giving Explain what the benefits are to the donor and to the organization

11. Adjustment in Board Thinking  Planned Giving is a program that will require patience  Planned Giving will complement Annual Giving, not take away from it  The changes in the Fund Raising program will require Board Leadership  Encourage Board members to consider making a personal Planned gift

12. Goals of Engaging Outside Support  Analyze the skill sets of current fund raising staff.  Adjust the focus of the Fund Raising program to planned giving.  Provide staff with additional training and a concrete set of tools to improve performance.  Improve the application of metrics of the fund raising program to match the other areas of the organization.

13. Jeffrey D. Byrne President + CEO Jeffrey Byrne + Associates, Inc.

14. 2014 contributions: $358.38 billion by source (in billions of dollars – all figures are rounded) SOURCE: Giving USA Foundation | GIVING USA 2015

15. Key Topics for Your Planned Giving Program 1.Developing a clear and persuasive Case for Support………why make a planned gift 2.Obtaining “buy in” from organizational leadership 3.The need to carefully appraise your donors 4.Becoming familiar with Planned Giving and overcoming your fears

16. Key Topics for Your Planned Giving Program (cont.) 5.Providing comprehensive training for those staff who will cultivate and solicit planned gifts 6.Assigning prospect portfolios and monitoring same 7.Plan execution……getting out and “doing it!”

17. Laurel Shaffer Vice President of Mission Support Presbyterian Senior Living Dillsburg, Pennsylvania

18. Definition of Planned Giving The integration of sound personal financial and estate planning concepts with an individual donor’s plans for lifetime or testamentary giving.

19. Benefits of Planned Giving to the donor Opportunities for creative giving Potential income and estate tax benefits Attractive fixed or variable income Opportunity to increase retirement income Sound financial management of assets Opportunity to create a “living legacy”

20. Benefits of Planned Giving to the organization Development of closer, more meaningful donor relationships Enhancement of opportunities to receive bequests Providing for the organization’s future well-being through enhanced financial resources Funding available for additional programs to benefit residents Strengthening the organization’s mission

21. Review of the current Planned Giving program What planned giving vehicles are we offering? How are we promoting them? Who is our target audience? How much time is staff spending on Planned Giving? What results have been achieved? What is missing?

22. A Review of the Mission Support Staff Do we have adequate staff to support a comprehensive Planned Giving program in the field? Are staff experienced in pursuing planned gifts? Are staff trained to be successful in pursuing planned gifts? Who will handle the administrative matters?

23. Policies and Procedures Permissible gifts Conflict of interest Use of legal counsel Treatment of confidential information Gift limitations Investment of funds

24. Review of the Donor Date Base Who are our current Planned Giving donors? Who are our most consistent current donors? Who are our largest gift donors? Is there a particular community where more giving occurs? What information have we learned about our donors?

25. Potential Planned Giving Vehicles to Offer Bequests Charitable Gift Annuity Charitable Remainder Trusts Life Insurance IRA’s

26. Potential Promotional Vehicles Direct mail Newsletters Prominent inclusion on our website Seminars for residents

27. Staff Training Topics Benefits of Planned Giving Who makes planned Gifts? Why do people make planned gifts? Potential concerns of donors

28. Staff Training Topics (cont.) The various ways of promoting Planned Giving Review of various Planned Giving vehicles Techniques for donor visitations Stewardship

29. Steps for Sustaining Your Planned Giving Program Creating a strong Case for Support Clearly defining and understand the organization’s needs Being fully aware of the ways in which a donor can give Being fully aware of the programs one’s gift will fund Know how a Planned Giving donor’s funds will be invested

30. Q+A

31. Thank you!