1. The Fear Factor HOW TO KICK START YOUR PLANNED GIVING PROGRAM AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. © 2015 Mongeon Consulting Inc.

2. Outline  What holds us back?  Tips for starting or rejuvenating a planned giving program AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

3. Who’s doing what? AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

4. Obligatory statistics slide  3.5 million Canadians expected to die in the next 20 years  They will leave $1.5 trillion to family and community  1.18 million English-speaking Canadians alive today have made a bequest to charity(Good Works Report – State of the Legacy Nation)  $165 billion in value  54% of Canadians have a will AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

5. 46% AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. 5

6. What’s holding you back?  Time  Expertise  Lack of materials  Its really hard AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

7. Time If it is important we always find the time AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

8. Expertise  Planned giving is not rocket science.  There are lots of resources on the subject o Read a book o Look on the internet o Ask colleagues o Talk with a lawyer and an accountant TAH DAH! You are now an expert AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

9. Lack of materials  No one ever made a planned gift because they saw a brochure  Ask a colleague for their template and make it look like your own  DONE (3 hours tops) AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

10. Its really difficult  Actually, it is more scary than difficult AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

11. So lets get started 1. Go fishing – pick 5 to 10 good prospects for Year 1 (reasonable goals) Make the first call – thank you; lets have lunch, need your advice 2. Make part of your annual operational plan (reasonable goals) and integrate 3. Engage board members Presentation Enlist as volunteers 4. Get your brochure, put on your website, have policies in place 5. Make sure your database is solid (or fix it) Track everything AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

12. Who makes a good prospect? How would you pick a major gift (or monthly giving) prospect?  Gives regularly (don’t discount smaller but regular gifts)  Older retirees on fixed incomes who still give to the charity  Younger married couples in their forties and fifties  Single females over age 65  Self identified AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

13. Its like dating  Two people find a common interest (your mission)  Build a relationship over time  Secure a commitment  AND ITS NERVE WRACKING! AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

14. The first date AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

15. The Second Date +  Talk about what others have done  Hopefully you can mention that you have made a planned gift  Meet the Parents (e.g. site visits, meeting a board member) It is a series of conversations AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

16. How do you know when to ask? AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

17. Some signs the time is right  The donor brings it up  The donor has been introduced to the leaders and programs of your organization  You know what buttons excite your donor (they may drop hints)  You have talked about a number planned gift/major gift options AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

18. The Conversation Don’t forget – they are ready to be asked.  “As you plan for future gifts, would you consider making a planned or legacy gift to us?”  “In addition to your ongoing gift support of our mission, would you join me as a member of our Legacy Society by making a planned gift?”  “Of the types of planned gifts that we’ve talked about, which one would you consider?” As with a major gift – be specific and only mention the type of gift you have discussed AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

19. Follow Up  With their advisor(s) if permission is given  With a proposal or specific examples if not already given  With thank you calls and letters from all the right people AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

20. Wrap Up  Don’t think you have to GO BIG OR GO HOME  There are experts and expertise to help you with the technical stuff  You already spend your day building relationships  It is about the conversation  DO get your in-house ducks lined up (database, policies)  Make the first call  At some point you have to ask – what’s the worst that can happen? AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

21. Questions Trish Mongeon, President Philanthropy Touch Consulting A Division of Mongeon Consulting Inc. 3-35 Stone Church Road, Suite 374 Ancaster, ON L9K 1S4 905-390-1818 trish@mongeonconsulting.com AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.

22. Resources How to Talk with Donors about Planned Gifts by Katherine Swank, J.D., ConsultantHow to Talk with Donors about Planned Gifts Making Planned Giving Work For You by Lawrence Henze, J.D., Managing Director, Blackbaud AnalyticsMaking Planned Giving Work For You How Well Do You Know Your Planned Giving Prospects? An article by AFP InternationalHow Well Do You Know Your Planned Giving Prospects? AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC. ©2015 Mongeon Consulting Inc.