2014 National Community Relations and Development Conference

From the Field – The Best ofApril 22, 2014

1:30 p.m. to 3:00 p.m.

1:30 Duke Haddad, Ed.D., CFREModerator

1:35 Marlene Klotz-CollinsReal Estate Wednesdays

1:50 Jo Ann RemenderTaking Webinars to the Next

Level2:05 Peter Witherell

How Surveys Can Enhance Your Fundraising Efforts2:20 Maureen Thurston

Major Gifts Success Over Time2:35 Panel Discussion with Q&A3:00 Adjournment

SCHEDULE

Duke Haddad, Ed.D., CFRE

Title: Executive Director of Development, The Salvation Army Indiana

Division Central Territory (since 2012)Education: BS Business Administration

West Virginia UniversityMPA Public Administration Marshall UniversityEd.D. Education Administration West Virginia UniversityCFRE Certified Fundraising Executive

Prior: Make-A-Wish, Kiwanis International, 4 universities, healthcareNotes: AFP Indiana Chapter Fundraising Executive of the Year Weekly blog in Fundraising Success Magazine, Philadelphia Consults for other nonprofits as time allows

Marlene Klotz-CollinsTitle: Advisory Board Member on both Phoenix

& National Advisory Boards, The Salvation Army

Southwest Division Western Territory (since 1983)Education: Arizona State UniversityPrior: Newspaper & Television Community

Relations, Director of Community Relations KTVK 3TV in Phoenix, AZ

Notes: Awarded The Order of Distinguished Auxiliary Service in 2013, an honor

bestowed by the General The Salvation Army’s top volunteers

Produced “Best Practices” programs for the last four National Advisory Organizations Conferences (NAOC)

Co-chair of 2016 NAOC in Phoenix, AZ

Jo Ann RemenderTitle: Director of Planned Giving,

The Salvation Army Indiana Division Central Territory (since 1987)

Education: BA Physical Education & Health Asbury University

Prior: Assistant Development Director for TheSalvation Army Indiana

DivisionAnnual Fund Coordinator, Indiana DivisionAsbury College

Notes: 2014 Andrew Miller Award Central Territory Nominee

Advisory Board for Alpha Omega Youth & Family Ministries

Planning Committee for Rethinking Wealth (Christian Financial Planners)

Peter WitherellTitle: Territorial Planned Giving Director,

The Salvation Army Southern Territory (since 2013)Education: BS International Affairs

Florida State UniversityPrior: American Cancer Society - Florida

Division, American Cancer Society - National Home Office, Lykes Brothers, Inc.Notes: Current member of the National Board of

Directors for the American Council on Gift Annuities (ACGA)

Board of Directors for the Georgia Planned Giving Council

Board member of One Hundred Days, non-profit raising funds to build a pediatric hospital in Rwanda

Maureen Thurston, CFRETitle: Divisional Resource Development Director, The Salvation Army Florida Division Southern Territory (since 1996)Education: BA Communications / Public Relations

University of West FloridaMA Philanthropy & Development

St. Mary’s University of MinnesotaCFRE Certified Fundraising Executive

Prior: PR Director, St. Petersburg Area CommandNotes: Lifetime Contribution Award in 2012 for work in Resource Development, leadership and mentoring

Served on Advisory Board of the Tampa Oratorio Society

Volunteer with Cat Crusaders Inc. and The Salvation Army in Pasco County, FL

BEST OF CLASS FROM THE FIELD

What your peers are doing – well!

It is about generation of time, talent and

treasure…

PYRAMID

Planned Gifts

Major Gifts

Annual Gifts

OF GIVINGDONO

R CO

NTAC

TDO

NOR

GROW

TH

DONO

R CO

MMITM

ENT

INVESTMENT

INVOLVEMENT

INTEREST

INFORMATION

IDENTIFICATION

Marlene Klotz-Collins

Real Estate Wednesdays

Presentation 1

Jo Ann Remender

Taking Webinars to the Next Level

Presentation 2

Taking Webinars to the Next Level

The Estate & Charitable Gift Planning Institute Webcast

Indiana Division

What is the Estate & Charitable Gift Planning Institute Webcast?

A full-day educational seminar designed for Estate Planning Advisors, such as CPAs,

Financial Planners, Attorneys, Trust Officers, etc . . .

Indianapolis, Indiana Webcast

Two nationally recognized speakers address: Current case law updates Drafting estate plans and recent tax law

changes Strategies to address charitable estate goals How to maximize lifetime and estate

charitable gifts Ethical considerations

Continuing Education Credits

Last year, Indiana attorneys earned 4.5 CLE credits & 1 Ethics credit.

(CFP, CPE, CTFA and CE credits were also available)

Value of credits earned: $400 - $500 Cost for IND attendees: $35 w/lunch

Awesome return on investment!!!

What is the purpose of the Webcast?

To provide a base in which The Salvation Army may further build relationships with Estate Planning Advisors, who interact with their clients regarding charitable decisions.

Why bother?Bank of America Study of High Net Worth Philanthropy,

2012, conducted in partnership with the Center on Philanthropy at Indiana University:

“40% of wealthy donors consulted at least one type of outside advisor about their charitable giving in 2011. Among those donors who sought advise from at least

one source last year, most consulted accountants (53%), followed by financial or wealth advisors (37%)

and nonprofit personnel (33%)

Why bother? continued

From the 2013 Metrics that Matter, The Links Between Advisors, Donors and Nonprofits, the Stelter Company noted:

“Advisors are planned givers, too. Almost half (48%) say they already have a planned gift in place in their own estate. Another 23% say they will definitely (10%), or probably (13%) put a gift in place at some point.”

Why bother? conclusion

The more Advisors that know about The Salvation Army’s ministry, the more likely they will view The Army favorably when

the time comes to advise people considering significant donations and

preparing planned gifts.

Webcast Year By Year ComparisonIndiana Division

2008 2009 2010 2011 2012 2013

Locations 3 6 7 9 10 11

Attendees 29 195 263 219 282 419

Fort Wayne, Indiana Webcast

Success Factors Nationally known speakers & quality program

(David Overstake and the Northern Division)

Database: 9,500 advisors, with 4,500 emails 8 Month Planning & Marketing Calendar Eventbrite Registration Quarterly ROI Postcards Advisor “Champion” for each location Equipping Corps for Success

Warsaw, Indiana Webcast

Measurable Results Advisors are notifying us Tours of Hope and volunteering Ministry partner with Rethinking Wealth $10,000+ given by Indianapolis Advisors 68 Advisors linked to $8M+ in matured

estate gifts

How Your Division Can ParticipateVisit the official Information and registration site:

www.SalvationArmyNorth.org/ecgpi

Email Amy Savage to register:AmyJSavage@yahoo.com

Special thank you to David Overstake, the Northern Division and David Himes, Central Territorial Headquarters.

Peter WitherellHow Surveys Can

Enhance Your Fundraising

Efforts

Presentation 3

FROM THE FIELDBEST OF CLASS IDEASSOUTHERN TERRITORYPLANNED GIVING LEAD GENERATION

Peter A. WitherellNational CRD ConferenceIndianapolis, IndianaApril 22, 2014

Planned Giving Lead Generation ProjectOngoing Success • Pilot lead generation project in fall 2010• Systematic approach generates 250 leads per month for

Texas• More than 7,000 responses• Nearly 400 discoveries of previously unknown planned gifts• 1000+ have stated they will “definitely” or “possibly” include

The Salvation Army in their will or estate plans• 1 appointment for every 12-15 phone contacts (very high)

Planned Giving Lead Generation ProjectPreliminary Cultivation Highlights

Cultivation cycle 6-18 months, but some within 2 months.

• More than $1.5 million in the first year• Over $5 million in declarations thus far• An additional 44 new planned gifts are in the pipeline for an

estimated $11.5 million

Planned Giving Lead Generation ProjectSouthern Territory Annual Project

• The Southern Territory launched for all Divisions beginning Fall 2011

• Divisions opt in to participate collectively for volume cost efficiencies.

• Uniquely effective tool for generating top leads and discoveries.

Planned Giving Lead Generation ProjectReturn on Investment

• ROI = 30.48 thus far

• Maximum 3.3 cents to raise a dollar

Planned Giving Lead Generation ProjectThe Salvation Army Experience

Maureen ThurstonMajor Gifts

Success Over Time

Presentation 4

The Best of… Resource Development

And on the eighth day… God created the Southern Territory Resource Development Department

Maureen E. Thurston, M.A., C.F.R.E.

Favorite Quote…

“Fundraising is certainly not begging. It’s just the opposite. Fundraising is first and foremost, a form of ministry. It is a way of announcing our vision and inviting other people into our mission. It is proclaiming

what we believe in such a way that we offer other people an opportunity to participate with us in our vision.”

Henri Nouwen -- renowned author & pastor 

In The Beginning…

History: The Southern Territory Resource

Development Department began its journey in December, 1998 with 12 original disciples (a.k.a., directors).

BUT WHY?

Striking Statistics46% of donors decided to stop giving due to lack of meaningful information.

93% said they’d probably give again if given proper feedback

74% said they may give indefinitely

70% would definitely or probably increase their philanthropy if charities improved their quality of communication

-Penelope Burke

PurposeResource Development exists to promote

cost efficiency & superior donor care for each corps.

Today, there are 39 directors

Our soul focus is major outright gifts

Types of Gifts Cultivated – cash, appreciated assets, gifts in kind, real property, grants, and endowments

Mission Statement

“We, the members of the Resource

Development Department, will generate gifts from individuals, corporations and foundations for the programs and services of The Salvation Army.”

Vision Statement

“Our vision is to be a Resource Development Department that

provides: leadership, excellence, accountability, partnership and

service to the donors and beneficiaries of The Salvation

Army.”

Departmental Values

Passion – for philanthropyCompassion – for clients we serveBravery – in approaching donorsUplifting – to those around usTrustworthy – toward donors &

staff

Getting Started

Meet with officers, board members and staff to determine financial needs and program goals.

Develop Ministry Profiles for Corps and Donors

Assemble portfolios of 150 donors and prospects

Segment donors into White Glove, Diamond in the Rough, and Prospects according to LIA.

Tracking & Accountability

Inter Change: 

Donor Database that allows for production accountability, donor relationship planning, stewardship, cultivation (aka “Moves Management.”) It also provides gift tracking and production reports.

Interchange Screenshot

Planning for Success 

Dashboards - Strategic Planning that consists of five components:

• Donor care• Field Care• Team growth• Professional Growth• Production Goals

Research Tools 

• Wealth Engine & Wealth Point

• Foundation Search & Foundation Center

• Target Analytics – Donor Overlay Principal Giving Segmentation

Estimated WealthMajor Giving LikelihoodTarget Gift Range

Target Analytic Snapshot 

Donor Marketing…William Booth Card

Donor Marketing…Donut Girl Card

Internal Marketing…Divisional Brochure

Corporate Marketing…Territorial Year End Brochure

New Territorial Initiative Partnership Committees:

Five Step Process for Participants1. Volunteer Accepts Solicitation

Assignment2. Strategy Meeting – assemble gift chart3. Set the Appointment4. The Solicitation Visit5. Follow-up Report & Thank you

- Tom Knox

Sample Gift Chart

- Tom Knox

Calculator Link 

https://www.blackbaud.com/nonprofit-resources/gift-range-calculator.aspx

- Tom Knox

With Age Comes WisdomLessons Learned in 15 Years:

Challenges • Internal relationship building• Forging cross-divisional continuitySuccesses• Strengthened donor loyalty, retention• Ever-growing gift opportunities

Growth in Charitable GivingTotal production for the first year for

the Florida Division was $239,867.00

For the 2012-13 Fiscal Year the Florida Division total production was $3,748,855.00

Total Florida Divisional Cumulative Production is $21,852,868.00

For the Southern Territory 2012-13 fiscal year, production was $29,130,621.00 – up $10 million is just 5 years.

Biblical Tenets for Development

Bible Verses

Matthew 6:19-21 “Lay not up for yourselves treasures upon earth,

where moth and rust corrupt, and where thieves break through and steal: But lay up for yourselves treasures in heaven; for where your treasure is, there will your heart be also.”

Proverbs 14:21b “…he that hath mercy on the poor, happy is he.”

PANEL DISCUSSION AND Q & A

Questions, anyone?

Marlene Klotz-Collins

Real Estate Wednesday

s

Jo AnnRemender

Taking Webinars to

the Next Level

Peter Witherell

How Surveys Can Enhance

Your Fundraising

Efforts

MaureenThurstonMajor Gifts

Success Over Time

From the Field – The Best of

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