1. Asking and Planned Giving Perry T. Hammock, CFRE ©2010, 2011

2. Service to Constituents  60% die with a valid will in USA – 50% of lawyers  Only 6% of estates have provided for charity – 20% of wealthy  Provide vision information – address family values  Provide options for disposition of assets  Supply satisfaction of a gift with real meaning  Making philanthropists from donors

3. Why Would A Donor Consider Planning a Charitable Gift?  People insure their assets. Planned gifts allow them to insure their values  Giving is extremely fulfilling – planned gifts let them have the fulfillment now and pay later.  Split-interest charitable gifts can increase current income  Help pass better assets to heirs.

4. Value Proposition to Donors  Current income tax deduction (generally)  Often fixed or variable income for life- often increased income  Reduce capital gains taxes  Increased diversity of portfolio – better management  Can increase asset transfers to heirs

5. Value to College  PG DRAWS DONORS CLOSER PLANNED GIFTS REQUIRE SIGNIFICANT COMMITMENT WHICH LEADS TO MORE INVOLVEMENT COMMITMENT TO PROVIDE LIFETIME INCOME DRAWS INSTITUTION AND DONOR INEXTRICABLY CLOSER AS DONORS AGE, MORE FISCALLY CONSERVATIVE BUT ALSO MORE INTERESTED IN LEAVING A LEGACY

6. Fundamental Ethics  Needs of donor come first  Intention of donor are acceptable or gift is thankfully declined  No hard-sell or pressure on donors  Professional advisors are always recommended  Confidentiality of information is guaranteed

7. Who Make Great Planned Giving Officers?

8. Personal Visits  Show institution and individual are knowledgeable and trustworthy  Assess depth of commitment, timing, needs, and desires to make a difference, match instrument  Defuse “Blue Smoke & Mirrors” view  Entanglements of planned giving- maintaining professional detachment

9. PERSONAL VISIT - S  MAY HAVE MANY VISITS BEFORE GIFT IS CLOSED  BUILD CONFIDENCE  WHY THEY GIVE  UNDERSTAND DEPTH OF INTEREST  PROJECT THAT FITS INTEREST  ASSETS THEY CAN COMMIT  RECOGNITION DESIRED

10. The Mechanics  80% listening - minimum  Push joint understanding  Legacy, permanence, focus  Find passion – enduring values  “The hard decision was to do the project, finding the best way to fund our commitment was easier.”  PG tools are just mechanisms to make dreams come true.

11. The Set-up  You’ve had a good life  You’ve raised a great family  You’ve built a important business  You’ve been a leader in this community  You’ve made such a difference with your past gifts to help…  What is your dream for the future?  How do you want to be remembered ?

12. The ask  Would you consider providing (opportunity, stability, training) …  Can you be the one to…  Will you join with us to…  Remember, planned gifts are from the head and the heart, so need is even less a motivator.

13. Giving Through Deferred Gifts in Tough Economies  CGAs are often times better funded with cash than appreciated securities  CRUTS allow additional future investments  Life Estates may be very appealing – especially in Florida!  Also gifts of Property, Business Interests.  Remember Concern for Retirement Income  Wills as Last Resort – why?

14. Stay in Touch  If you wait “for things to get better” and leave people alone you will be the last to the trough.  More than in good times you have to tell and retell your story and share your values and dreams.  You don’t know when estate planning decisions will be made! FOR THE 100 TH TIME IN AS MANY DAYS!…I DO NOT HAVE A QUARTER!!

15. Emotional ROI  Prompt and Sincere Thanks  Expressed in Human Terms  Vision Focused  Involvement In Some Way LOVE YOU!

16. Recognition as a Tool  Remember, gifts beget gifts  Recognition builds relationships  Lets folks stand up and demonstrate commitment  75% of CGA funders also remember the charity in their wills  What do PG donors want? Inclusion Involvement Insider Benefits Time with leaders and beneficiaries

17. Mighty challenging stuff in your sermon! I had no idea how versatile a CRUT could be in my estate planning! Funding Deferred Gifts – A Plethora of Ways