Planned Gifts Deconstructed: Donor Case Studies · Planned gifts help donors achieve their...

Planned Gifts Deconstructed: Donor Case Studies

UMF Planned Giving Team: Ben Webster, Jennifer White, Lynn Praska

and Susan Hommes

2017 MPGC Annual ConferenceNovember 15, 2017

Today’s Objectives

Facilitate learning through case studies

Inspire collaborative, problem-solving conversations that lead to donor fulfillment

We Choose to Share This Story…

To illustrate common themes and cues that indicate why, when and how donors choose gift options that accomplish their goals

Five Common Themes

Donors use planned gifts to maximize

their support

Strategic marketing drives new gift

production

Life changes are catalysts to donor

action

Collaborative and problem solving

approaches lead to best outcomes

Never underestimate the

power of consistent stewardship

Theme: Planned Gifts Maximize Donor Support

Stories Illustrate:

Blended gifts provide opportunities to maximize donor support

Donors use estate gifts to demonstrate long- term commitment

Theme: Planned Gifts Maximize Donor Support

Key Takeaway:

Planned gifts help donors achieve their philanthropic and financial planning goals.

Donors may lead with a planned gift, or it may come later, oftentimes followed by additional lifetime giving – it’s all part of the continuum of giving.

Theme: Strategic Marketing Drives Production

Estate gift survey Website Annual fund

messages

Newsletter Estate and gift planning seminars

Professional advisor

engagement

IRA Charitable Rollover

Theme: Strategic Marketing Drives Production

Key Takeaways:

• Gift production grows through planned giving marketing

• Marketing responses may take time to mature into gifts – be patient, but persistent

• Always respond promptly to donor inquiry and advisor calls

Theme: Life Changes are Catalysts for Donor Action

Illness Death

Retirement Marriage

Divorce

Theme: Life Changes are Catalysts for Donor Action

Key Takeaways:

• Events in a donor’s life often prompt their readiness to make a gift

• We can’t control the donor’s timeline

Theme: Collaboration and Problem Solving

Stories Illustrate need for:

Active consultation between planned giving and other development partners

Expertise from internal and external partners

Theme: Collaboration and Problem Solving

Key Takeaways:

• Be sensitive to donor’s wishes, work in collaboration with their advisors

• A focus on collaborative efforts accomplishes donor objectives in a seamless manner

• Listen to donor’s goals to identify best gift options

Theme: Power of Consistent Stewardship

Consistent Stewardship leads to:

Increased lifetime and estate gifts

Additional planned gifts

Satisfied donors!

Theme: Power of Consistent Stewardship

Key Takeaways:

• Active engagement of planned gift donors leads to additional gifts

• A planned or estate gift commitment is often just the beginning of the donor’s giving relationship

What Drives Completed Gifts?

Charitable motivation

Stewardship of previous gifts

Fully informed donor

Timing is right for the donor

Flexibility and innovation

Family members informed

Summary

Continue to engage and steward both current and potential planned gift donors in strategic conversations.

These conversations lead to additional gifts to fulfill donor’s charitable dreams and support your organization!

Questions?

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