1. Presentation by: John C. Scibek, CSPG Senior Director, Planned Giving Fred Hutchinson Cancer Research Center How to Do Planned Giving When Planned Giving Isn’t All You Do

2. What Is Planned Giving? Gifts that require planning - legal instrument. Giving from wealth not just income. Gifts include: −Appreciated securities bonds. −Bequests from wills and trusts. −Beneficiary designations in life insurance policies, investment, retirement, and banking accounts. −Real estate and business ownership interests.

3. What Planned Giving Isn’t Not only for those with wealthy donors - “millionaire next door.” Doesn’t require staff with tax and legal credentials. Don’t have to offer the full “menu” of planned giving.

8. 2011 contributions: $298.42 billion by source of contributions (in billions of dollars – all figures are rounded) Source: Giving USA 2012

9. 2011 contributions: $298.42 billion by type of recipient organization (in billions of dollars – all figures are rounded) Source: Giving USA 2012

10. “It would be great if I could increase my current income.” “I receive no income from some of my assets. Can I make them more productive?” “Are there methods to avoid probate without a complex estate plan?” “I’m worried about running out of money after I retire.”

11. Adapted from Robert F. Sharpe, Jr.

20. “The Presence and Timing of Charitable Estate Planning: New Research Findings” Russell N. James, III, JD, PhD, CFP® Director of Graduate Studies in Charitable Planning at Texas Tech University Total Estate ValueAnnual Giving Multiple <$100,0000.15 $100,000 - <$500,0001.89 $500,000 - <$1,000,0003.73 $1,000,000 - <$5,000,0008.12 $5,000,000+11.65 TOTAL5.07

21. Segment your hottest planned giving prospects Select those with the highest loyalty. Refine by financial engagement: – High annual giving, low cumulative. – High cumulative giving, low annual – High annual giving and high cumulative.

31. John C. Scibek, CSPG Senior Director Planned Giving Fred Hutchinson Cancer Research Center Mail Stop J5-200 PO Box 19024 Seattle, WA 98 (206) 667-2878 jscibek@fhcrc.org Thank You!