1. Planned Giving for the Small Shop Yavapai College Foundation Prescott, AZ Steve Walker Vice President of Advancement, Yavapai College Executive Director, Yavapai College Foundation Paul Kirchgraber Director of Development Yavapai College Foundation

3. There are two rules for success…. 1.Never reveal everything you know 2. See rule #1

4. Sorry…these things will not be covered here today. Charitable Bequest Charitable Bequest Non-Cash Asset Non-Cash Asset Charitable Gift Annuity Charitable Gift Annuity Charitable Remainder Trust Charitable Remainder Trust Charitable Lead Trusts Charitable Lead Trusts Split Interest Gifts Split Interest Gifts Cost Basis Cost Basis Payable on Death (POD) Payable on Death (POD)

5. 10 Reasons You Need a Planned Giving Program 1.If you’re not asking your prospects for planned gifts, someone else is. 2.Eventually that “someone else” will steal your cash gifts, too. 3.Cash-starved times are best times for planned giving.

6. 4.Organizations who even dabble in planned giving eventually earn 50% to 100% more than those who don’t. 5.A typical planned gift is 200 to 300 times the size of a donor’s largest annual gift. 6.Planned gifts do not affect prospects’ cash flow. 10 Reasons You Need a Planned Giving Program

7. 7.Prospects are eager to make a planned gift, but simply don’t know how. 8.Prospects making gifts through their wills typically increase their annual support. 9.Anyone can make a planned gift. 10.It’s easy and it works. 10 Reasons You Need a Planned Giving Program

8. An ambitious endowment building campaign kick-started the Yavapai College planned giving program.

9. Establish Program Goals In Ten Years (by 2020) In Ten Years (by 2020) 1.Grow the endowment to $16 million 2.Contribute $640,000 annually to Yavapai College -Assume a 4% spending policy on endowed funds -Endowment goal driven largely by planned gifts and endowed scholarships

10. Marketing and Outreach - Create a planned giving & endowment marketing plan. (Received training via the Arizona Endowment Initiative) - Develop marketing materials

11. Getting Your Board on Board Ensure long-term support of planned giving by your board leadership

12. Transformational Giving Massie Life Insurance Gift & Scholarship Plus Program

13. Developing your Infrastructure Need to Establish: -Policies -Procedures -Guidelines in support of your planned giving program

14. So…how are we doing?

17. Sorry… But You Do Have to Learn the Basics About Planned Giving Vehicles

19. Remember these from the start of today’s session? Charitable Bequest Charitable Bequest Non-Cash Asset Non-Cash Asset Charitable Gift Annuity Charitable Gift Annuity Charitable Remainder Trust Charitable Remainder Trust Charitable Lead Trusts Charitable Lead Trusts Split Interest Gifts Split Interest Gifts Cost Basis Cost Basis Payable on Death (POD) Payable on Death (POD)

20. Who is your target market for bequests?

21. True or False? The BEST indicator that a person is likely to leave a bequest is their WEALTH Source: Samuel D. Caldwell, President, The Planned Giving Company. "The Old Gray Mare Ain't What She Used to Be: The Revolution in Planned Giving Marketing." 2007, 2008 FALSE: The best predictor is LOYALTY

22. 78% of planned giving donors give 15 or more gifts to the nonprofits they named in their will during their lifetimes. According to a survey conducted by Lawyers.com and the Counsel for Aid to Education (CAE) Voluntary Support of Education (VSE)

23. Who is your target market for bequests? 2007 – Indiana University study determined who is most likely to consider making a bequest: 1.Between the ages of 40 and 60 2.Bachelors degree 3.Yearly income between $50,000 and $75,000 4.Motivated by a desire to do good & to do what’s expected of them

24. Who is your target market for bequests? 2012 – American Charitable Bequest Demographics study determined who actually has a bequest in their will. 1.Single 2.40 – 70+ 3.Bachelor’s degree 4.Income $100,000+ 5.Frequently attends religious services 6.No children 80% Never Notify the Charity

25. More than 60% of Americans don’t have a valid will in place. That’s also our audience. SOURCE: Russell James, Inside the Mind of the Bequest Donor, © 2013

27. When do estate plans change? Factors predicting when charitable plans are ADDED

28. When do estate plans change ? Factors predicting when charitable plans are ADDED 1. Approaching death (final pre- death survey) 2. Becoming a widow/widower 3. Diagnosed with cancer 4. Decline in self- reported health 5. Divorce SOURCE: Russell James, Inside the Mind of the Bequest Donor, © 2013

29. When do plans change ? Factors predicting when charitable plans are ADDED 6. Diagnosed with heart problems 7. Diagnosed with a stroke 8. First grandchild 9. Increasing assets 10. Increasing charitable giving SOURCE: Russell James, Inside the Mind of the Bequest Donor, © 2013

30. Identify Prospects and “Work the List”

31. Identify Prospects (Hint…many are already your donors)

32. Qualify Prospects

33. Get out and meet your donors (…who we know now, are our best planned giving prospects) 7.Prospects are eager to make a planned gift, but simply don’t know how.

34. Build Your Donor Relationships Start a Planned Giving Stewardship Society (Legacy League) This is Eleanor

35. Legacy League Growth Prior to 2008 43 members As of 2015 164 members

36. “Your last will and testament is your final teaching. What do you want it to say?” ~Rabbi Mordechai Leibling

37. Discussion.