1. PLANNED GIVING SIMPLIFIED Nancy Beard, CFRE President, United Church Homes and Services Foundation Nancy Beard, CFRE | uchas.org

2. Inspiration What we have done for ourselves alone dies with us; what we have done for others and the world remains and is immortal. –Albert Pike Nancy Beard, CFRE | uchas.org

3. Percentage of Giving Bequests: 7% – $316.23 billion (Giving USA 2013) Nancy Beard, CFRE | uchas.org 7%

4. Planned Giving SIMPLIFIED Planned Giving Should Be FUN You Don’t Need a Law Degree Say “NO” to Boring Training Let’s Start the EXCITEMENT! Nancy Beard, CFRE | uchas.org

5. CAUTION This is not legal advice and is for discussion purposes only! Nancy Beard, CFRE | uchas.org

6. Title to a Class I Did Not Attend Understanding “Major Planned Special Deferred Endowment Capital Principal Legacy Gifts” Nancy Beard, CFRE | uchas.org

7. The Names Are Confusing Planned Giving Legacy Giving Deferred Gift Testimonial Gift Ultimate Gift Nancy Beard, CFRE | uchas.org

8. UCHS Legacy Giving Nancy Beard, CFRE | uchas.org 2011 2014 113 Members 202 Members (to date) Total Giving $11,142,587 High Gift Low Gift $ 7,000,000 $ 276 Average Average Gift $ 50,000 $ 240

9. Definitions Definitions PLANNED GIVING is a voluntary gift, of any kind, in any amount, either current or deferred. BEQUESTS are a charitable distribution through a will and are the most common form of a planned gift. Nancy Beard, CFRE | uchas.org

10. Let’s Get Started Leadership and staff who seek to gain a basic understanding of planned giving, and weave it into the fabric of their organization—WILL SEE RESULTS. Nancy Beard, CFRE | uchas.org

11. Examples of Gifts Bequest of specific amount Bequest of property Bequest of percentage of estate Bequest of residual of estate Beneficiary – Life Insurance, IRA or Retirement Account Nancy Beard, CFRE | uchas.org

12. Continuing Examples of Gifts Charitable Gift Annuities (CGA) Pay on death – bank accounts Transfer on death investment accounts Nancy Beard, CFRE | uchas.org

13. What have you done so far? 1. Have you created and named a group? 2. Do you have criteria? 3. Do you allow legacy and living members? 4. Have you held focus groups to uncover previous donors of affluence and/or their family members? Nancy Beard, CFRE | uchas.org

14. Learning Objectives 1. How to create the Legacy Society and set measurable goals 2. Demonstrations on how to make a simple face to face call that will generate a “YES” 3. The importance of celebrating and remembering legacy donors of past and present Nancy Beard, CFRE | uchas.org

15. Are you ready to begin? In 90 minutes I will convince you that: This is simple You do not need to have a full understanding of CRUT, CRAT, ANNUITIES, etc. You do need a passion for LEAVING a LEGACY You do need to have a passion for your organization Nancy Beard, CFRE | uchas.org

16. Planned Giving Basics 1. LEAVE a legacy yourself before asking others 2. Select the low hanging fruit 3. Understand that gifts of all sizes are honored and celebrated 4. Know the range of the highest and lowest—talk about both 5. Believe that those closest to you DO NOT understand legacy giving AT ALL Nancy Beard, CFRE | uchas.org

17. Exercise #1 Make a list of 20 people who are highly invested in your organization with whom you could go to right now and talk about the importance of legacy giving to the organization. Hint: previous and current board members, long-term staff, program participants, family members Nancy Beard, CFRE | uchas.org

18. Goals Set a goal for new members Set a goal for # face to face meetings (preferably lunch) Allocating % of time Report to board and leadership team monthly on SUCCESS! Nancy Beard, CFRE | uchas.org

19. Making a Call Make it clear when making an appointment that you are going to be talking about the Legacy Society. Allow 60 minutes Nancy Beard, CFRE | uchas.org

20. Questions to Donors 1. Why did you become involved? 2. What do you believe makes us special? 3. What can I answer for you about our Legacy Society? 4. Have you ever considered Leaving a Legacy? 5. Can I share with you why I decided to leave a gift and become a member? Nancy Beard, CFRE | uchas.org

21. Questions From Donors 1. Do I have to change my will or can I add something? 2. Do I have to reveal the amount or the vehicle for giving? 3. Do you need to have something in writing or is my word ok? 4. Can I give a gift of an investment account or real estate? Nancy Beard, CFRE | uchas.org

22. Comments From Donors 1. I am not rich 2. Can I change my mind? 3. What if my financial situation changes? 4. I am too young to think about legacy giving 5. I have to think about my children and grandchildren 6. I want to give to my church and college Nancy Beard, CFRE | uchas.org

23. Mock Conversations 1. Donor over 50 2. Employee under 50 Nancy Beard, CFRE | uchas.org

24. Exercise #2 Turn to your neighbor and each of you have a three-minute mock conversation on why they should consider leaving a legacy. 1. Be passionate about legacy giving 2. Be passionate about the organization 3. Ask them to become a member Nancy Beard, CFRE | uchas.org

25. Seniors and Their Legacy 1. They think about their legacy often 2. They are not uncomfortable with a conversation on dying 3. They want to be remembered 4. They want to make a difference 5. THEY WANT TO BE ASKED! Nancy Beard, CFRE | uchas.org

26. REMINDERS KISS This is FUN and EXCITING You are setting a foundation for line item planned giving annual revenue You are creating a “cool kids club” – Watch! Nancy Beard, CFRE | uchas.org

27. Celebrating Legacy Giving 1. Hold an annual event to celebrate members 2. Invite members, family and friends of members and prospects (one time) 3. Read the names aloud 4. List all donors in program, website, newsletter, annual report, etc. Nancy Beard, CFRE | uchas.org

28. Next Steps Write your plan while you are here at the annual meeting Start next week Get the board and other staff excited Nancy Beard, CFRE | uchas.org

29. RESOURCES Leave a Legacy – leavealegacy.orgleavealegacy.org Partnership for Philanthropic Giving – pppnet.org pppnet.org Association of Fundraising Professionals – afpnet.org afpnet.org Center on Philanthropy at Indiana University – philanthropy.iupui.eduphilanthropy.iupui.edu Giving USA – givingusareports.orggivingusareports.org Nancy Beard, CFRE | uchas.org

30. Questions? Thank You! Nancy Beard, CFRE President, United Church Homes and Services Foundation nbeard@uchas.org Nancy Beard, CFRE | uchas.org