1. Stacy Sulman American Committee for the Weizmann Institute of Science Davida Isaacson Isaacson Consulting Inc. Planned Giving Starts with Direct Response

2. What is Planned Giving? Definition Assets vs. Income Optional and Additional Ways to Make Gifts

3. Some Statistics In 2010 Giving by bequest was $22.83 billion (up 18.8%). (Charity Navigator) In 2010, more than $3 billion was distributed from charitable remainder trusts for charitable purposes. (IRS) Nearly 72% of immediate gift annuities are issued to donors 80 or older. (ACGA)

4. Who Makes Planned Gifts

5. Demographics ◦ Age 80+ Long-term givers ◦ 10+ years of giving Role of ADVISORS

6. Motivations for Planned Giving Competition is doing it! Tax advantages for donors Build endowment – perhaps

7. More (important?) motivations

8. Motivations… Family legacy Family philanthropy (role modeling) Helping make the world a better place Making your mark in the world

9. Organizational Perspective What should your organization look like? ◦ Longevity ◦ File size ◦ Financial stability ◦ Future outlook ◦ Board Buy-in

10. Direct Mail and Planned Giving Data Mining ◦ Identify and set criteria  Age: e.g. Donors age 75 and above  Capacity: e.g. $100K+ or sizeable giving history  History of giving: e.g.10 years gift any size  Active prospects: e.g. Responded to previous mailings

11. Content The soft direct mail look and feel Choosing the signer Material Education focused  Have you updated your will?  A way to make a gift and get a payment for life...  How to reduce estate taxes and leave a legacy

12. OUTCOMES and Next Steps Expectations/Results Evaluation Follow-up and keeping in touch ◦ Ongoing stewardship ◦ Next mailing

13. Getting the Word Out Existing direct mail materials ◦ Where do the responses go? ◦ Who looks at them? ◦ Tracking and responding.

14. Discreet Planned Giving Materials ◦ Get them to read it!  Heavy on visuals ◦ Mission, mission, mission ◦ Legacy ◦ Recognition Society ◦ Return postcard/envelopes

15. Responses... (When they call you back or send in form) Follow-up packets Follow-up calls, meetings Moving donor to next level Donor’s privacy?

16. On-Line Utilizing existing streams Similar strategies as snail mail Tailoring to the on-line audience Email exhaustion a problem?

17. Thank you! Sponsored by The Greater New York Chapter Association of Fundraising Professionals Stacy Sulman stacys@acwis.org stacys@acwis.org Davida Isaacson davida@davidaisaacsonconsulting.com