Bequest Best Practices

  • The Ultimate Gift: Growing the Bequest Pipeline

Speaker: Rochelle Makela-Goodman

Bequest intentions and other deferred giving arrangements enable donors of all wealth levels to make an impactful gift. Often the largest gift a donor will make, such as testamentary gifts have the potential to profoundly advance our charitable missions, yet, are often eclipsed by the demand for annual and current support. In this session, we will share insights on what works (and what does not) from one of the most successful planned giving programs in the nation. The session will address how to establish an optimal infrastructure, get organizational buy-in, identify prospects, market the program (even on a shoestring), assess and manage the pipeline, and steward your future donors, with an emphasis on growing the bequest intention pipeline and raising the profile of planned gifts in campaigns.

  • Securing Blended and Documented Estate Gifts

Speaker: Dave Smith

Change your donor conversations to secure more documented estate and blended gifts. Dave will discuss a series of questions that will help you increase the number of documented estate and blended gifts for your organization. Several case studies will be highlighted that include donor fact patterns, principal factors that influenced donors' gift documentation, and outcomes that range from gifts of cash, appreciated stock, current charitable lead and remainder trusts, DAFs, and bequests. The importance of gift agreements and donor stewardship will also be discussed.

  • Got the appointment, can't get an appointment, who should you be calling? How to talk to donors about bequests, in person and on the phone

Speaker: Julie Heggeness

This session will focus on making sure you are calling on the right donors. Once you get in the door, what do you say to open the conversation? We will go through who are the best people to call and what to say once you get them on the phone.

  • Becoming a Planned Giving Sherpa: 7 Stages in Planning Optimal and Exciting Estate Gifts

Speaker: Marc Littlecott

When it comes to estate-planned gifts, are you as a planned giving officer (PGO) often an early-stage facilitator in supporters' estate planning, or are you usually a mere spectator, simply providing will language and collecting legacy society memberships? Does it sometimes frustrate you that most of your charity's supporters have no thought of adding you to their estate planning team and certainly have no hunger or concept of utilizing your experience and expertise? Using a proven and effective 7-stage system adopted and modified from the financial services field, PGO's will learn better how to both position and sell themselves as a differential resource to donors to assist them in the early development of their estate planning. Shops that adopt these stages will have a common vernacular to mark and easily define where the planned giving process presently is with any particular estate prospect. Asking key questions that "expose gaps" in a donor's paradigm about the purposes of estate planning will allow a PGO to guide them to want to make their legacy have a philanthropic footprint that doesn't merely evaporate after the estate is settled. Audience members will learn about a comprehensive proposal called a Discovery Agreement Memorandum that makes philanthropy a driving-factor, rather than a day-two topic when they go see their advisors with the proposal. This deeper level of gift planning will certainly make a donor very grateful for the help provided by you, their planned giving Sherpa.

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