Post on 25-Apr-2020
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?
Crookston Duluth Morris Rochester Twin Cities