2. Norton Healthcare Foundation Values-Based Legacy Planning Presenters: Lynnie Meyer, MSN, R.N., CFRE Dave Smith Copyright 2013@All rights reserved.

3. Norton Healthcare Facts and Figures Norton Healthcare System includes five hospitals: four adult acute care hospitals, Kentuckys only free-standing childrens hospital, and more than 60 physicians practices. 44 percent market share in Louisville – Market includes three hospital systems and one academic hospital. Kosair Childrens Hospital (KCH) serves as the primary pediatric teaching facility for the University of Louisville. Strong long-term system leadership.

4. State of Development Office in 2008 Two foundations – Norton Healthcare Foundation and Childrens Hospital Foundation supporting Kosair Childrens Hospital. Previous foundation leadership had not capitalized on donors with significant giving capacity and strong ties to the system. Kosair Childrens Hospital was not recognized in the community as a leading philanthropic enterprise. No transformational or lead gifts to system to date. Limited number of $100,000 gifts to date. A large number of small, consecutive-year giving donors.

5. Norton Healthcare Total Giving History

6. Core Principles for Development Program Professional Staff – experienced, committed, and proactive in building donor relationships at every level Internal Leadership – can articulate a compelling vision, enable excellence, build trust, and ensure that each gift will make a difference Sustained Resource Investment – investment in advancement programs and infrastructure, strategic communication, engagement initiatives, and in the professionals who drive them Time – cultivate relationships, educate investors, and orchestrate their involvement and continuing investment

7. Benefits of Legacy/Charitable Estate Planning Model Innovative Puts donors families first Helps donors discover what is important to them Puts legacy gifts in context of the whole of ones estate Promotes culture of philanthropy within Norton Healthcare System

8. Influencers Legacy/charitable estate planning model was new to Norton donors. Initial goal was to indentify prospects for legacy planning model who would influence other donors. Internal Influencers External Influencers How to Get Influencers Involved in the Planning Process Influencers Provided Springboard to Successful Execution of Model

9. U.S. Trust Survey Wealthy donors do not think that their financial advisors broach philanthropic planning as quickly as donors would prefer. When advisors discuss philanthropy, they discuss taxes and technical aspects of vehicles rather than focusing on donors passions.

10. The Planned Giving Discussion If you will determine whats important to you before what to do, then your children will survive, your family will thrive, and society will benefit. Charlie Collier, former Senior Philanthropic Advisor, Harvard University

11. Legacy/Charitable Estate Planning Model A donor-centered legacy planning process that helps donors articulate their family, financial and philanthropic legacies in accessible language. Discovery 1. There are multiple goals for estate planning, among them the following. Rank all four goals in order of importance to you. 1 = most important, 2 = second most important, 3 = third, 4 = fourth. __To ensure lifetime financial independence __To maximize inheritance for heirs __To minimize estate tax liability __To make gifts to charity

12. Discovery Questions

13. Financial Legacy 1. Which statement most closely reflects your definition of financial independence? __I do not know if I am financially independent. __I am not financially independent. __I am financially independent but not wealthy. __My present income and assets exceed what I need for financial independence. 2.What is the amount of your current excess income or assets (if applicable)? Approximate amount of excess income $____________ Excess assets valued at approximately $____________

14. 3.Is there a minimum and/or a maximum amount of wealth you want to leave heirs? Minimum amount of wealth I want to leave heirs$____________ Maximum amount of wealth I want to leave heirs$____________ 4.If you could allocate your estate to beneficiaries at your death any way you want among the following choices, (excluding your spouse, if applicable), what would your ideal allocation look like? __%Taxes __%Heirs (children) __%Other heirs __%Philanthropic giving __%Other (please specify) __________________

15. Family Legacy 1.To whom do you feel a sense of obligation when it comes to the distribution of you wealth? Check all that apply. Then rank the five that are most important to you in order of importance from 1 to 5 (1 = most important). __ __ Spouse __ __ Parents __ __ Children __ __ Stepchildren __ __ Grandchildren __ __ Step-grandchildren __ __ Other (please specify) ____________________

16. 2.You may be concerned that your heirs lack the necessary skills to preserve and manage wealth. Which statement represents your view? __ I believe my heirs do not have the necessary skill to preserve and manage assets and/or wealth. __ I believe my heirs do not the necessary skills to preserve and manage assets and/or wealth. __ I am unsure of the skills and ability my heirs have to preserve and manage assets or/or wealth.

17. Data Point 67 percent of wealthy Americans want to leave heirs an inheritance; however, the majority of these parents do not believe their heirs have the capacity to manage a large inheritance. (2013 U.S. Trust INSIGHTS ON WEALTH AND WORTH) Sec. 1, 13

18. Social Capital Legacy 1.Which statement most closely reflects your thoughts regarding the transfer of charitable gifts through your estate plan? Check only one. __ I have no intention of making charitable gifts through my estate plan. __ I would rather make gifts to charity than pay significant transfer taxes. __ I would consider charitable gifts as long as my intended family legacy is not compromised. __ I want to make charitable gifts the focal point of my estate plan. 2.What organization(s) would you like to support through your estate plan should you determine to make testamentary gifts? _________________________________

19. Data Point 38 percent of wealthy donors tell us that they have a responsibility to charity or philanthropy even though neither are options on our questionnaires. Sec. 1, 13

20. Philanthropic Legacy Worksheet Community Philanthropy Formative Philanthropy Mission/Passion Philanthropy

21. Clarity Write a Family Financial Philosophy (FFP) for individuals, couples or families. Four-section document Provides comparison to existing documents FFP details a donors legacy objectives in accessible language Provides a map for recommendations

22. Donor Decisions Recommendations Model existing documents based on current tax law and donors net worth Compare existing documents with donors FFP Identify gaps Model recommendations that include present-value calculations

23. Implementation Donors consult with advisors Attorney and other advisors provide feedback with regard to Heaton Smiths recommendations Attorney executes all documents Donors add nonprofit organization to beneficiary designation form of retirement assets

24. Case Study One child Heir participated in planning process. Haas passionate about helping individuals suffering from neurological diseases and brain injuries. $3M planned gift will endow two clinical and research chairs at the Norton Neuroscience Institute: one for Parkinsons disease and one for epilepsy.

25. Case Study Physician and her husband practiced medicine at Norton Healthcare for three decades. Her specialty – anesthesiology His specialty - pathology No children Supported Norton Healthcare Foundation for multiple years $8M total gift $3.0M naming gift – the Cressman Critical Care Unit at the new Norton Womens and Childrens Hospital $5.0M naming gift – Cressman Parkinsons Center at Norton Neuroscience Institute

26. Consecutive Year Giving Donor Single Two heirs Affinity for Kosair Childrens Hospital $2.4M unrestricted gift to support Kosair Childrens Hospital

27. The Wade Mountz Heritage Society Story Naming of the Wade Mountz Heritage Society The society was named in honor of Norton Healthcare President and CEO Emeritus, Wade Mountz and embodies many of his core values, such as vision, leadership, integrity and commitment. Mr. Mountz served for more than four decades in leadership roles in the Louisville healthcare community. Mr. Mountz is a former chairman of the American Hospital Association, and when he was named as chair, he was considered one the best healthcare system CEOs in the country.

28. Wade Mountz Heritage Society Requirements Irrevocable planned gift Minimum $100,000 planned gift Sign an irrevocable estate pledge

29. Wade Mountz Heritage Society Structure Irrevocable planned gift Minimum $100,000 planned gift Sign an irrevocable estate pledge Annual classes Aggregate gift amounts classes from 2008 to 2014 range from $3.3M to $12.0M Society commitments since 2008 total nearly $33.8 million from 63 families and/or individuals Gift totals represent inter vivos trusts and irrevocable commitments.

30. Annual Recognition Dinner Current and previous inductees invited to formal dinner Host annual event at fresh new venues or classic local establishments Include prospective planned giving donors Tell donors stories as they are introduced Honor committed and mission-driven donors while alive

31. Additional Society Member Benefits Invitations to exclusive Childrens Hospital Foundation and Norton Healthcare Foundation events Recognition for full value of gift in annual report – both year gift if recorded and year inducted into Wade Mountz Heritage Society Class recognition at annual Wade Mountz Heritage Society dinner Plans for future Wade Mountz Heritage Society Wall at Norton Healthcare facilities

32. 2012 Wade Mountz Heritage Society Video

33. Data Point Two-thirds of high-net-worth Americans would rather their children grow up to be charitable than wealthy. (2013 U.S. Trust INSIGHTS ON WEALTH AND WORTH) Sec. 1, 13

34. Q & A Contact information: Lynnie Meyer, MSN, R.N., CFRE Dave Smith Chief Development Officer President Norton Healthcare System Heaton Smith Group 502.629.8064 404.597.5806 lynnie.meyer@nortonhealthcare.orglynnie.meyer@nortonhealthcare.org dave@heatonsmithgroup.comdave@heatonsmithgroup.com