Upload
4goodorg
View
1.109
Download
0
Tags:
Embed Size (px)
DESCRIPTION
"Guaranteed Simple Steps to Raise Planned Gifts" is a breakout session that shares facts and action items for fundraisers to close more planned gifts easier and faster. It reveals how going after gifts that “anyone can make” – 85% of all planned gifts – is the most powerful strategy to grow your endowment during difficult times.
Citation preview
Sponsored by: A Service
Of:
Guaranteed Simple Steps to
Raise Planned Gifts
Viken Mikaelian
November 14, 2012
Sponsored by: A Service
Of:
Advising nonprofits in:
• Strategy
• Planning
• Organizational Development
www.synthesispartnership.com
(617) 969-1881
INTEGRATED PLANNING
Sponsored by: A Service
Of:
www.mission.do
Sponsored by: A Service
Of:
Today’s Speaker
Viken Mikaelian CEO
PlannedGiving.Com,
VirtualGiving.Com Assisting with chat questions: Jamie Maloney, Nonprofit Webinars
Hosting:
Sam Frank, Synthesis Partnership
Marketing planned
gifts is complex,
expensive, time
consuming and a pain
in the gluteus
maximus.
1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Viken Mikaelian CEO & Founder
&
1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Guaranteed Simple Steps to Raise Planned Gifts
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Common Sense Planned Giving:
Focus on gifts anyone can make.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Bequests
Appreciated Stuff
Life Insurance
IRAs
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
What is special about these gifts?
Do not affect cash flow
Easy to give and receive
Do not require a lawyer
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Much has changed over the last 30 years:
The way we market
The way we buy
The patience of the prospect
and
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
The traditional donor (older generation) gave you the money and left. They were very loyal.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
The new donor (younger generation) wants complete oversight.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Marketing these gifts.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Stop telling the prospect we can’t wait for him to die.
Benefits vs. Features
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Stop talking to
yourself.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Bequest, Bestow, Bequeath?
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Donor to VP:
Is the Foundation on the ground floor or basement?
“ ”
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
You can make a gift
that costs nothing
during your lifetime.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Did you know giving
stock could be more
beneficial than giving
cash?
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Did you know you can
make a gift and receive
guaranteed income
for life?
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Did you know your
IRA could be taxed up
to 70% if given to
your heirs?
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Do you have your own
elevator pitch?
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Remember …
Keep your
communication fresh,
upbeat and exciting.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
If I can show you a way to redirect your taxes to benefit your family, your community and our mission, will you give me a half an hour to discuss that with you?
“
” Jack Miller
Pittsburgh
History and
Landmarks
Foundation
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
What works. What
doesn’t.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Planned Giving is not
Fundraising.
Think Marketing,
Sales and
Relationships.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Don’t make your
prospect think.
Less is More.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Social Media
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Print Media
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Choose Your Right
Prospects.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Micro-Targeting Most direct mail people fail to understand:
Narrow your list and
make it your focus.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Micro-Targeting Number one predictor:
Loyalty.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
US mail, not e-blasts,
is still the preferred way
to receive information.
73% to 18%
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
The day I listen to the
Zoo about how to
restructure our portfolio,
I’ll send our broker there
to feed the elephants.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Avoid death brochures.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Solicitation letters.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Columns and Articles
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
“Having
a Bad
Heir
Day?”
Reason
#27 for
updating
your will.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Public Relations
Donor stories motivate
others to give and generate
second time gifts.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Never use one medium to market to your prospects.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
We think we’re special and…
we think we deserve a pass.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Unload Negative
Attitudes. The scarcity mindset.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
“In an effort to keep our costs low and use our resources to provide more food, we have reduced the size of our Annual Report. Please go to our website for a list of donors, volunteers and community partners.”
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
“We need the funds now to
maintain our property today.”
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Your donor hears:
“Give us some bucks now to take us out of our misery.”
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
“We’re working on
supporting
our future, so we can
continue
doing what we do today,
even better, tomorrow.”
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
“We’re waiting to
develop a formal
program in order to
proceed.”
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
Treat your donors as friends and your prospects
as donors.
| 1288 Valley Forge Road, Building #82 | Valley Forge, Pennsylvania 19460 | 800-490-7090
No one Googles Unitrusts First Thing in
the Morning.
Use common sense marketing… it’s all about relationship and sales.
Sponsored by: A Service
Of:
Find listings for our current season of webinars and register at:
NonprofitWebinars.com