1. LEAVE A LEGACY EVENT FOR THE NON-PROFIT SECTOR May 30 th, 2013

2. Gary MacDonald

3. Session # 1 - Landscape

4. Perspective

5. Your World 82,000 Registered Charities In Canada Plus 80,000 Not Registered Expenses Up & Government Funding Shrinking What are your challenges?

6. 4 types of Givers Tippers Buyers Donors Investors

7. New Perspective

8. Missing Below the Water Line Urgency & Gifts

9. Urgency “The Window” 65+ Civic Generation ( Born before or during WW2)

10. 15 Billion over next 15 years Anticipated in Legacy gifts in Canada

11. Average Legacy Gift – $20,000 Compare $35 yearly direct mail gift X 571 Years = $20,000 1 – $20,000 in Will

12. Requires Patience Not Instant Gratification

13. Session # 2 - Opportunity

15. Table Talk Do you have a, ”Jacqueline Murphy” who supports your organization?

16. Suggestions to Identify # 1 Age. 65+ (40 – 50 good prospects for tip of iceberg)

17. Suggestions to Identify # 2 Hit Parade Top 10 list Deeply committed to your cause Has faith and trust in the organization Loves vision with impact evident

18. Suggestions to Identify # 3 Open to Bequest

19. Suggestions to Identify # 4 Family Comes First

20. Ask Preparing the staff, board and volunteers

21. Session # 5 Now What? People Resources Training Partnerships Warning / Caution First Steps

22. People - Volunteer Driven Selecting the right volunteers (Criteria) Character Listener Connector Committed to a legacy gift personally Knows little about planned giving Not a current financial planner

23. Resources Printed Material Video’s Online Resources List of approved Lawyers & Financial Advisors Business Card with Volunteer’s Name Other?...

24. Training Volunteer is selected and screened Should be aware of the organization Coached in articulating the impact clearly Give volunteer access to Leave a Legacy Group for networking and support.

25. Partnerships Southeastern Ontario monthly meetings Access to other charities and partners to ask questions Leave a Legacy National Website Other partnerships…

26. Warning / Caution Be aware of undue influence with the potential donor Directing someone to a specific partner (Lawyer or Advisor) Directing someone to a specific product (I.E. ONLY insurance)

27. First Steps Start with yourself Board Staff (when appropriate) Volunteers and former board members Build legacy giving into all communications (I.E. Have you considered) Focus on narrative (stories) and get coached is needed. Remember that your sharing impact not process. Add to your web site and include legal name and charity #

28. Q & A