1. Rose Community Foundation Live On Program Bequest Relationship Building Betsy A. Mangone Vice President, Philanthropic Services Group The Denver Foundation

2. Why Bequests are Important- a Review Bequests produce the greatest amount of revenue as a percent of fundraising dollars Bequests are cost effective People of any means can leave bequests-thus creating an opportunity for all to enjoy being philanthropists

3. Why Bequests are Important- a Review Donors are more likely to give bequests than other types of gifts Control assets during their lifetime Can adjust bequest amounts depending on life circumstances Bequests will increase your annual fund

4. A Conversation About How to Use the “Donor Record” Form From the donor’s perspective Private Confidential From your perspective Clarification Planning

5. Stewardship and Accountability Why stewardship and accountability are important for bequests Ethical reasons Donors are assigning their hard-earned assets to your organization Bequests are gifts from the ‘heart’ Practical reasons Increase annual gifts Maintain bequest gifts

6. Stewardship and Accountability Why stewardship and accountability are important for bequests Financial Reasons Revocable Because donors deserve it

7. Tools for Keeping Bequests Build relationships Visits Correspondence Invitations to events Mailing lists

8. Tools for Keeping Bequests Establish a legacy society Define the society’s purpose Recognition Education Further commitment

9. Tools for Keeping Bequests Establish a legacy society Set membership qualifications Inclusive Exclusive Charter members

10. Tools for Keeping Bequests Establish a legacy society Name the society Determine the benefits Annual event Publications Personal briefings Gifts

11. Tools for Keeping Bequests Donor walls-important? Publication of members names

12. Involve the Board Board member activities Make a bequest Identify bequest prospects Assist with stewardship of bequest donors Approve the bequest program policy

13. A Bequest Advisory Committee What is it? What is the purpose? Who should be invited to join? Issues to consider Job descriptions Term limits Financial support Meeting schedule

14. Allocating Time for Relationship Building in a Small Shop FACTS The vast majority of successful bequest programs in the country are managed part-time Bequest programs are easy to manage

15. Allocating Time for Relationship Building in a Small Shop TOOLS 1. Plan Have a plan that includes a specific number of hours a week devoted to bequest work—always the same hours at the same time Example-Monday mornings from 9-10:30

16. Allocating Time for Relationship Building in a Small Shop TOOLS (Con’t) 2. Personal Contact Make phone calls first Send follow-up correspondence next Send initiating correspondence next Review legacy society ‘to-do’ list next

17. Allocating Time for Relationship Building in a Small Shop 3. Institutionalize the program Utilize board and volunteers to participate

18. The Key to Relationship Building Appreciate, honor and respect your donors