1. Getting Started in Planned Giving Charitable Gift Planning
March 20, 2016
Presented By:
Brian M. Sagrestano, JD, CFRE
President and CEO
Gift Planning Development, LLC
Robert E. Wahlers, MS, CFRE
Vice President of Development
Meridian Health Affiliated Foundations

2. About Our Presenters
Brian M. Sagrestano, JD, CFRE is an author, public speaker and thought leader in the gift planning world. After many years running gift planning programs for nonprofits he formed his consulting firm, Gift Planning Development eight years ago. Brian is also a principal in Constellation Advancement, a full-service development consulting firm.
Brian M. Sagrestano
Robert E. Wahlers, MS, CFRE serves as the Vice President of Development for Meridian Health Affiliated Foundations where he leads the gift planning program and oversees the annual giving and grants and foundation teams. Robert also serves as an Adjunct Professor at Columbia University for their Masters in Nonprofit Management Program where he has taught Annual Giving, Capital Campaigns and Major Gifts classes.
Brian and Robert have co-authored three books, including the soon to be released Getting Started in Charitable Gift Planning and Getting Started in Charitable Gift Planning Resource Book from Charity Channel Press.
Robert E. Wahlers

3. Agenda
Introduction and Overview
Why Pursue Donor-Centered Gift Planning Now?
Understanding Gift Planning
Are You Ready for Gift Planning?
Engaging Your Board and Leadership
Building Your Program

4. Why You Need Gift Planning
Gifts from wills are 8-10% of all fundraising revenue annually
Strong gift planning programs generate 25-40% of total individual gifts revenue
Even in a down economy
Everyone
Doubling Up

5. What’s the Urgency? $6 Trillion
Rise of the Leading Baby Boomers (Born )
Restricted Giving
Current Use
Impact, Outcomes, Verifiability
Trailing Boomers – Accountability (Born )
Gen X – Volunteer Ops (Born )
Millennials -- “Get Out of the Way” (Born ?)
Great Recession Generation?
Reduced Gift Capacity Going Forward

6. What is Donor-Centered Gift Planning?
Gift Planning: The process of cultivating, designing, facilitating and stewarding gifts
Donor-Centered Philanthropy: Fundraising approach that asks donors what they need to accomplish for themselves, their families and their future, and how philanthropic support is integrated into their tax, estate and financial planning
Donor-Centered Gift Planning: Fundraising approach that helps donors meet their personal planning and philanthropic goals to create a more meaningful legacy

7. What are the Tools of Gift Planning?
Stage I Gift Planning Program – Gifts That Cost Nothing Today
Beneficiary Designations From:
Wills
Retirement Plans
Life Insurance Policies
Payable on Death Accounts
Transfer on Death Assets
Donor Advised Funds
80% of Gift Planning Revenue

8. What are the Tools of Gift Planning?
Stage II Gift Planning Program – Gifts to meet personal planning objectives
Increase income in retirement
Provide for an elderly parent or loved one
Help pay for college
Charitable gift annuities
Charitable remainder trusts
Gifts to maximize inheritance
Wealth replacement trusts
Charitable lead trusts

9. What are the Tools of Gift Planning?
Stage III Gift Planning Program – Family Wealth Planning
Full integration of philanthropy into tax estate and financial planning in partnership with advisors
Family succession planning
High net worth individuals
Gifts of complex assets
Business interests
Closely-held stock
Collectibles
Hedge funds

10. Are You Ready for Gift Planning?
Let’s Find Out
Score Each Question
10=Completely Agree
1=Completely Disagree

11. Are You Ready for Gift Planning? (1=disagree; 10=agree)
We have a mission statement.
Our mission will still be relevant in years.
We have a compelling need for charitable support to sustain our mission.
We have an effective strategic plan to implement our mission.
Our staff and Board leadership are interested in pursuing long-term support.
We are financially stable.
We pursue endowments to ensure our long-term future.
We regularly garner support from individuals.
We have a group of loyal donors who have supported us in the recent past.
We have 1 hour per week for the next year to invest in gift planning.

12. What Are Your Results?
50+ = You are well positioned to start a gift planning program
30-50 = You have some work to do, but you are still able to pursue gift planning
Under 30 = Get started on some fundraising fundamentals before you move to gift planning
For more detailed help and analysis visit:
Don’t take YOUR OWN word for it!!!

13. Engaging Your Leadership
Introduce to your leadership how gift planning enhances your mission and endowment
Key Elements
Engaged leadership – 5 to 10/always
Appropriate mission/Seeking endowment
Need for a volunteer committee
Measures of success -- activity
Action Steps
Construct a volunteer committee to help launch your program
Craft a culture of philanthropy across organization

14. Engaging Your Leadership-Make the Case
Articulating Why Gift Planning Is Important to Your Donors and Your Mission
Key Elements
Mission
Definitions of gift planning and endowment
Outcomes-based stories
Largest gifts prospects can make
Gifts that continue, regardless of economy
Broad appeal – gifts that cost nothing today
Increase in overall support
Action Step
Draft an internal case for your organization
Helpful Download

15. Marketing and Stewardship Infrastructure
How Do I Start Building a Gift Planning Program?
Begin with Stage I
Three Legs of the Stool
Donor Interaction
Marketing and Stewardship
Infrastructure

16. Donor Interaction Selecting the best prospects Loyalty and affinity
Segmenting the prospects
No children
Generational cohorts and wealth
One-on-one through your moves-management process
Partnering with professional advisors
Action Step
Identify, rate and segment your pool

17. Consistent Annual Donors Everyone Else Interested In Your Mission
Gift Planning Pyramid
Principal Prospects
Major Prospects
Consistent Annual Donors
“Loyals”
Everyone Else Interested In Your Mission

18. Marketing
Marketing
Targeted at loyals
Regular consistent outreach
Incorporated into everything you send to access “everyone else”
Multi-channel approach

19. Marketing Key Elements 12 Month Marketing Grid 7 Touches Philosophy
Multi-Channel
Brochure and Reply Card
Website
Action Steps
Craft a meaningful plan for outreach
Use vendors to help
Focus on mission, impact and outcomes-personalize
Help meet personal planning objectives

20. Stewardship Key Elements Thanking Recognizing
Donor recognition society with broad membership criteria
Outcomes-based events
Immortality – In Memoriam
Stewardship
Organizational culture of stewardship
Action Steps
Find a great story for your Society and create it
Create a brochure telling your story
Write a formal stewardship procedures manual and stick to it

21. Infrastructure Key Elements Counting and Recognition Policies
Gift Acceptance Policies
Gift Agreements
Estate Administration Process
Tracking Reports
Ethics – Model Standards of the Charitable Gift Planner
Complying with Regulations
Action Step
Craft Your Infrastructure
Helpful Downloads

22. Map to Success
Key Elements
Operating Plan for Each of the Three Legs of the Stool
Future Elements to Add
CGAs; CRTs; Complex Assets
Action Step
Draft an operating plan and timeline

23. For More Info: www.giftplanningdevelopment.com
To Preorder:

24. To Contact Us Brian M. Sagrestano, JD, CFRE President and CEO
Gift Planning Development, LLC 100 Chestnut Place New Hartford, NY 13413
Robert E. Wahlers, MS, CFRE
Vice President of Development
Meridian Health Affiliated Foundations 1345 Campus Parkway, Suite A2
Neptune, NJ 07753