Will You Love Us Forever? How To Identify & Approach Donors For Planned Giving
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A planned giving presentation for Community Works 2012 written by Maria Semple and Tony Martignetti. The presentation was on January 30, 2012.
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Will You Love Us Forever? How To Identify & Approach Donors For Planned Giving
- 1. Maria Semple & Tony Martignetti, Esq. January 30, 2012
- 2. • What is Planned Giving • Why have a Planned Giving program • Revocable planned gifts • Prospects for revocable gifts • Irrevocable planned gifts • Prospects for irrevocable gifts • Useful websites for research • Let’s keep in touch TheProspectFinder.com TonyMartignetti.com 2
- 3. A method of charitable giving that involves the donor’s consideration of their retirement plan and family estate plan, and Usually means cash to a nonprofit at the donor’s death TheProspectFinder.com TonyMartignetti.com 3
- 4. • Individual giving dominates • Helps you build endowment • Complement to Major Giving • Complement to Annual Giving • It’s not only for the wealthy • Helps you through recessions TheProspectFinder.com TonyMartignetti.com 4
- 5. Your donor can take it back -- But, very valuable to your program • Charitable bequests • Living trusts • Beneficiary designations Stewardship critical TheProspectFinder.com TonyMartignetti.com 5
- 6. • Crazy simple • Ordinary people • Most popular • May be property or cash • Unlikely to be revealed • Never ask for substantiation • It's revocable, but valuable • Tax deduction to the estate? • Your residual may be substantial TheProspectFinder.com TonyMartignetti.com 6
- 7. • Would get remainder • OK not to reveal • Receive cash or property • Kan't claim deduction • Simple transfer to you TheProspectFinder.com TonyMartignetti.com 7
- 8. • Life Insurance • Retirement plans -- IRA, 401(k), 403(b), Small Employer Pension (SEP), SIMPLE IRA • Commercial annuities • Bank and brokerage accounts • Any asset with a beneficiary designation or -- Payable on death (POD) or -- Transfer on death (TOD) TheProspectFinder.com TonyMartignetti.com 8
- 10. • Consistent donors • 55 and over • Have a living trust -- check your checks: “Trustee”; “TEE”; “Revocable Trust”; “Revocable Living Trust” •Have a financial asset with death benefit -- your face-to-face meetings are valuable research • Internal data -- important to capture information TheProspectFinder.com TonyMartignetti.com 10
- 12. Charitable Remainder Annuity Trust (CRAT) • Fixed income for life or years • Fixed percentage • Valued once • Can't add more • Bearish or uncertain donor • Risk averse • Wants certainty • Help multiple charities Charitable Remainder Unitrust (CRUT) • Variable income for life or years • Fixed percentage • Revalued annually • Add more to it • Bullish donor • Risk taker • Wants growth • Help multiple charities TheProspectFinder.com TonyMartignetti.com 12
- 13. • Fixed income for life • Can't add more o Can create more gift annuities • Bearish or uncertain donor • Risk averse • Wants certainty • Help one charity • Big web of regulation by states TheProspectFinder.com TonyMartignetti.com 13
- 14. • Love your work • 65 and over • Need more income • Own appreciated assets o but cash works • Own real estate (remainder trusts) • Can part with at least $750K (remainder trusts) • Can part with as little as $5K (gift annuities) • Stay tuned for Maria TheProspectFinder.com TonyMartignetti.com 14
- 15. • They love your work • Age and giving history are meaningful 55 and over -- consistent donors -- ignore gift size • Women in philanthropy, especially Planned Giving • Single, widowed, heirless • Look to your board for leadership • Review your Major Donor list • Review your Annual Fund donors TheProspectFinder.com TonyMartignetti.com 15
- 16. √ What Planned Giving is √ Why have a program √ Revocable planned gifts √ Prospects for revocable gifts • Useful websites for research TheProspectFinder.com TonyMartignetti.com 16
- 17. Real Property http://www.mycentraljersey.com and use Data Universe for free info on NJ property assessments http://www.zillow.com provides free market values http://www.dataquick.com Fee-based, also available thru WealthEngine Useful Websites Prospect Research & Planned Giving
- 18. Useful Websites Prospect Research & Planned Giving Appreciated Securities http://www.10kwizard.com Fee-based information on corporate insiders http://www.sec.gov Free government website to research corporate insiders Business Ownership http://www.referenceusa.com Fee-based resource available for FREE via most libraries.
- 19. Useful Websites Prospect Research & Planned Giving Donations to other organizations http://www.iwave.com Fee-based, with info on individuals. Search pass is available to test. http://www.nozasearch.com Free and Fee-based with info on individuals. Search pass is available to test.
- 20. Yacht Ownership http://www.boatinfoworld.com Free and fee-based portions to this website. Plane Ownership http://registry.faa.gov/aircraftinquiry/Name_Inquiry.aspx Free TheProspectFinder.com TonyMartignetti.com 20
- 21. WealthEngine http://www.wealthengine.com Blackbaud http://www.blackbaud.com DonorScape http://www.donorscape.com TheProspectFinder.com TonyMartignetti.com 21
- 22. √ What is Planned Giving √ Why have a Planned Giving program √ Revocable planned gifts √ Prospects for revocable gifts √ Irrevocable planned gifts √ Prospects for irrevocable gifts √ Useful websites for research •Let’s keep in touch TheProspectFinder.com TonyMartignetti.com 22
- 23. Maria • theprospectfinder.com • Facebook: The Prospect Finder LLC • Sign up for Free monthly research tips by texting PROSPECT to 22828. Tony • tonymartignetti.com • Facebook: Tony Martignetti Nonprofit Radio TheProspectFinder.com TonyMartignetti.com 23