will you love us forever? how to identify & approach donors for planned giving

Maria Semple&

Tony Martignetti, Esq. 

January 30, 2012

• 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

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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

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• 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

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Your donor can take it back  -- But, very valuable to your program   • Charitable bequests  • Living trusts • Beneficiary designations   Stewardship critical

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• 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

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• Would get remainder • OK not to reveal• Receive cash or property• Kan't claim deduction• Simple transfer to you

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 • 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

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√ What Planned Giving is √ Why have a program√ Revocable planned gifts

• Prospects for revocable gifts 

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 • 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  

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Donor

donor’sdeath

Nonprofit

lifetime income

cash, stock, real estate?

planned gift

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

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• 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

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• 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

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• 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 

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√ What Planned Giving is √ Why have a program√ Revocable planned gifts

√ Prospects for revocable gifts• Useful websites for research

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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

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.  

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.

Yacht Ownership

http://www.boatinfoworld.com  Free and fee-based portions to this website. 

Plane Ownership

http://registry.faa.gov/aircraftinquiry/Name_Inquiry.aspxFree

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WealthEngine http://www.wealthengine.com

Blackbaud http://www.blackbaud.com

DonorScape  http://www.donorscape.com

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√ 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

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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

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