1. Legacy Gifts Are GOOD Gifts Carolyn R Fazio, ECAM Fazio International Ltd. Boca Raton, FL FSAE Conference July 10, 2013

2. What exactly is a Legacy?  Inheritance  Birthright  Gift  Remembrance  Remainder  Bequest  Heritage  “Hand-Me-Down”

3. More than One Way to Make a Planned Gift  Appreciated Securities  Real Estate  Life Estate Interest  Individual Retirement Account  Life Insurance  Charitable Remainder Annuity Trust  Charitable Remainder Unitrust  Charitable Lead Trust  Bequests

4. Life events trigger giving decisions.  Marriage  Birth of a child  Health  Travel  Retirement  Death of a family member List compiled by Jeff Comfort Planned Giving Director, Georgetown University

5. How does age affect thinking about money?  Age 38 – Raising children and building assets are at the top of the list.  Age 68 – Retirement and travel are positives that a person wants sooner rather than later.  Age 80 – Getting one’s affairs “in order” gets attention because death will be sooner rather than later.

6. Who makes a planned gift?  For education, religion, health, the arts… middle-class widows are top prospects.  For professional (The way we make our living) organizations…people who have made money in their chosen work and want to give back.  Anyone who wants to be “remembered” as having done something good.

7. Convince me…  There has to be a relationship with the donor – but not always.  The donor does have to find “meaning” in your organization’s mission & cause.  Success comes peer to peer – not when the “ask” is led by staff.

8. Keep It Simple.  8% of all giving in the US is done with a bequest - $24.41 billion in 2011.  Donors can make a direct, uncomplicated bequest in their Last Will & Testament.  A bequest is a personal decision, a statement included in your will instructing that a certain portion of your assets are to be given to the organization(s) you name.

9. When Does A Bequest Happen? Bequests are life driven and death activated. Richard Radcliffe Planned Giving Expert

10. When Will You Know?  75% to 95% of your donors will NOT tell you in advance that they have included your organization in their estate plan. Why not?  Keeping quiet avoids family squabbling.  Death is a taboo subject.  Donors want the right to change their mind.

11. Where to Learn More…  Charity Channel www.charitychannel.com www.charitychannel.com  Planned Giving Design Center www.pgdc.com www.pgdc.com  National Gift Planning Council www.ncgpc.org www.ncgpc.org  Association Foundation Group www.afg.org www.afg.org  The Giving Institute www.givinginstitute.org www.givinginstitute.org  Partnership for Philanthropic Planning www.pppnet.org www.pppnet.org  A commercial venture www.fundraisinginfo.com www.fundraisinginfo.com  Google “Planned Giving” for more information than you could ever want in one place at one time…

12. The Final Word… We make a living by what we get, but we make a life by what we give. Winston Churchill Generosity consists not in the sum given, but the manner in which it is bestowed. Be the change you want to see in the world. Mahatma Gandhi