Legacy Leadership Program - Powerpoint presentation from the Development Executives Network meeting...

8/4/2019 Legacy Leadership Program - Powerpoint presentation from the Development Executives Network meeting of September 2011

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Legacy Leadership Program

Rich Fox

Chairman & CEO,

Rich Fox & Associates, Inc.

Contact: foxrich@aol.com

Top of the Pyramid

What is the value of a bequest?

Top of the Pyramid

Who leaves a bequest?

Top of the Pyramid

Who leaves a bequest? How do we find them?

Targeting – Caring About Cause

How do people show they care?

Current and lapsed donors

Volunteer

Multi-year

Volunteer

Multi-year Multi-gift

Volunteer

Monthly giver

Volunteer

Monthly giver

Minimum gift level

Volunteer

Monthly giver

Minimum gift level Staff

Volunteer

Multi-year

Multi-gift

Monthly giver

Minimum gift level

Legacy Inquirers

Targeting – Excess Estate

Who has something to leave to you?

No Living Children

No Spouse

No Living Children

No Spouse

No Siblings or other natural heirs

No Living Children

No Spouse

No Siblings or other natural heirs Remaining Assets

Targeting – Other Factors

What other factors should you consider?

Maximum gift level

Board Members

Maximum gift level

Board Members Do not contact & Do not call lists

Maximum gift level

Board Members Do not contact & Do not call lists

Already committed to Legacy

Legacy Basics

What should you have in place when youbegin?

Legacy Basics

Mission Statement

Legacy Basics

Mission Statement

Case Statement

Legacy Basics

Mission Statement

Case Statement

Legacy Brochure or One Sheet

Legacy Basics

Mission Statement

Case Statement

Legacy Brochure or One Sheet Legacy Web Page linked to Home Page

Legacy Basics

Mission Statement

Case Statement

Legacy information check boxes

Legacy Basics

Mission Statement

Case Statement

Legacy Society

Legacy Basics

Mission Statement

Case Statement

Legacy Society Legacy Newsletter

Opt-Out Pre-Call Letter

Why write to the prospect first?

Thank you

What they have helped you accomplish

Thank you

Not asking for another donation

Thank you

Not asking for another donation Seeking leaders to set an example

Thank you

Explain program

Thank you

Explain program

Refer to pledge form

Thank you

Explain program

Refer to pledge form Their name to serve as an example

Thank you

Seeking leaders to set an example

Explain program

Their name to serve as an example

Explain opt-out

Thank you

Seeking leaders to set an example Explain program

Their name to serve as an example

Explain opt-out

Thank them again

Very Very Very Very Very Very

Very, Very, Very, Very, Very, VerySoft Service Call

Softly-softly approach.

Not calling for gift -- refer to the letter

Calling to explain and answer questions

Explain program

Key is to set an example – no minimum

Explain program

Discuss anonymity, should they wish

Explain program

Will send language and helpline number

Explain program

Will send language and helpline number Ask if any questions & if they’ll consider

Explain program

Will send language and helpline number

Ask if any questions & if they’ll consider

If reluctant, apologize and thank them

When They Sign Pledge Form

Follow through on your promise, so theywill follow through on theirs.

Inscribe name immediately

Send thank you with codicil languageand helpline number

Send or deliver certificate or plaque

Very, Very, Very, Very, Very, VerySoft Reminder Letters and Calls

Have all of your follow up in place.

Cultivate and Bond

You have now found a major donorprospect!

Cultivate and Bond

Regular letters

C l i d B d

Cultivate and Bond

Regular letters

Regular phone calls

C l i d B d

Cultivate and Bond

Regular letters

Regular phone calls

Personal visits and invitations to tour

C l i d B d

Cultivate and Bond

Regular letters

Regular phone calls

Legacy Leadership Society events

C l i d B d

Cultivate and Bond

Regular letters

Regular phone calls

Newsletters

C lti t d B d

Cultivate and Bond

Regular letters

Regular phone calls

Newsletters

Upgrade to existing Legacy Society

C lti t d B d

Cultivate and Bond

Regular letters

Regular phone calls

Newsletters

Upgrade to existing Legacy Society Possible discussion of lifetime gifts

D it k?

Does it work?

U l R lt

Usual Results

What should you expect?

U l R lt

Usual Results

About 1% to 2% say they have alreadynamed you in their estate plans

U l R lt

Usual Results

About 1% to 2% say they will name you

in their estate plans

U l R lt

Usual Results

About 1% to 2% say they will name you

in their estate plans

About 10% say they will consider namingyou in their estate plans

L.A. Gay & Lesbian Center --

yCurrent Donors

Donors who had made at least one gift inthe past twelve months.

yCurrent Donors

1% joined in response to the letter

yCurrent Donors

5% more joined in response to the call

L.A. Gay & Lesbian Center –

yCurrent Donors

30% more seriously considering

yMonthly Giving Donors

Donors who had committed to openended, automatic monthly giving.

3.5% joined in response to the letter

22% more seriously considering

Planned Parenthood, Santa Barbara

Current Donors

7.5% more joined in response to the call

Current Donors

3.5% more seriously considering

Shoah Foundation --

Survivor/Non-Donors

Holocaust survivors who had given theirtestimony, but had never donated.

Shoah Foundation --

Survivor/Non-Donors

.4% joined in response to the letter

Shoah Foundation --

Survivor/Non-Donors

Shoah Foundation --

Survivor/Non-Donors

Jewish Home of San Francisco—

Recent Donors

Rich Fox

Chairman & CEO,

Rich Fox & Associates, Inc.

Contact: foxrich@aol.com

Legacy Leadership Program - Powerpoint presentation from the Development Executives Network meeting...

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