P L A N N E D G I V I N G OFF THE SIDE OF YOUR DESK
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- Eugenia Nelson
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1 P L A N N E D G I V I N G OFF THE SIDE OF YOUR DESK
2 KEY TAKE-AWAY MESSAGES Cash is King. So cover your bases. You have one brain. But many hands. Be ready to respond. Think systems.
3 HOW? COVER YOUR BASES INTEGRATE & MULTIPLY TAKE HOME STRATEGY
4 HOW? COVER YOUR BASES INTEGRATE & MULTIPLY TAKE HOME STRATEGY
5 WHERE ARE WE NOW
6 MORE DONATIONS FEWER DONORS
7 TAXES OR CAUSES? WHY IT S NOT THAT SIMPLE. WHAT IS THAT SIMPLE:
8 Cause Marketing Social Purpose Investments Crowdfunding Charity?! B-Corps Triple Bottom Line Social- Enterprise Small business Corporations CSR Vs. Action
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10 Hierarchy of effective communication VISITS Phone / Personal Inbound Contact / Events Marketing Media 10
11 New Multi-Channel Communication 11
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13 HNW households will double by 2020 *Investor Economics 2013
14 Only 5% of Donors want a meeting to confirm or discuss a legacy gift ~ Richard
15 Invisible Donors & Fundraisers 10% Vs. 90% 15
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17 # L FA t b a y HOW? COVER YOUR BASES INTEGRATE & MULTIPLY TAKE HOME U i n v i t e d U
18 WHAT CAN WE DO ABOUT IT?!
19 Annual Giving: Urgent needs Major Giving: Making change - (10x) Planned Giving: (1000x)
20 PLANNED GIVING ECOYSTEM Thanked/Recognized Buy-in to mission Objections Handled Buy-in to future needs Asked for the Gift Know planned giving Consult with others Capable of giving
21 ave you dissected your donor s journey Tracking mail, phone, online? Customize by appeal and channel? From gift, to visit to donation?
22 How many TALKING TO THE WRONG DONORS times do donors change their Will? * Canadian Trust Companies working group
23 WHY INCOME HOW ASSETS
24 WHERE DO YOU FIT IN THE STORY?
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26 Planned Giving? Gift Planning? ESTATE GIVING STRATEGIC GIFTS
27 WHERE DO YOU FIT IN THE STORY?
28 MONEY VS. WHY I GIVE
29 THE ACCIDENTAL PHILANTHROPIST LIE If you gave $100,000.
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31 For the Direct Mail addicts
32 Save Cats From Stephen Harper I would like information on leaving SCFSH in my Will I have included SCFSH in my Will I would like information on donating securities
33 Beware consultants selling products
34 STEWARDSHIP = STRATEGY
35 Recognition & Stewardship 1. You don t have to brush ALL your teeth 2. The secret to integrated stewardship
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37 # L F A t b a y HOW? COVER YOUR BASES INTEGRATE & MULTIPLY TAKE HOME U i n v i t e d U
38 WHAT TO DO BUT HOW
39 Automate requests Get material to staff Teach board/volunteers Humanize response
40 Donate Securities Canada s largest online mutual fund & securities donation platform. Avoid the capital gains tax. Give more. Get more back.
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42 PROFESSIONAL ADVISORS
43 ACCOUNTING INSURANCE BANKING ESTATE LAW PHILANTHROPIC
44 Family Wealth Growth of Assets Endowment Hands Off Mission / History Created Wealth Protection Impact Involved donors Homework
45 What assets to donate. How MUCH to give. 40% Advice on major gifts 33% 70% What charities to support. 10% What type of planned gift 47% Fidelity Charitable Giving Survey 2012
46 Values-Based Planning Total Estate Hierarchy of Priorities Social Capital Family Legacy (Heirs) Social Legacy: Charity or Taxes? Personal Needs 1 st Priority
47 How much to who and why. % of annual Walk backwards IMPACT Plan Vs. React Tax Events Estate Plan
48 50% growth in donations from Women 2002 to 2012 More female-owned businesses and independent gifts Charities and advisors are still fundraising, asking and providing advice based on old assumptions of women and wealth
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50 Personal Events Tax Events Retirement Business Sale Estate Planning Option Exercise Loss of loved one Sale of Property Family Illness Deemed disposition Inheritance at death Insurance Tax Will & Estates Advisors are partners!
51 Advisors who discuss philanthropy*: Build client loyalty Greater share of client portfolio Next generation business *Investor Economics
52 Philanthropic Risk Assessment Long Term Stability Steady Social Impact and Innovation Short Term Funding
53 Public Private Tax planning Gift Planning Negotiation with charities: Timing and recognition Cause neutral advice / discussion Private Foundations Donor Advised Funds More planning and timing control Client privacy
54 SOLVING THE WRONG PROBLEM Tactical today, winning the 2013 tax battle Strategic lifetime plan, losing the estate plan war 40 million dollar business, around the table are: Tax planner Financial planner Business lawyer with estate lawyer in tow No one knows client is leaving 20MM to charity! Is philanthropy part of the plan?!
55 Client Problems Charity Problems Gift planning Split gifts Philanthropic insight Incubating Foundations Grief Philanthropy Endowment support Governance insight Grants / Funding Gift administration
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58 Desire to Give Back Trust and Impact Aren t getting support
59 @CommFdnsCanada
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62 # L F A t b a y HOW? COVER YOUR BASES INTEGRATE & MULTIPLY TAKE HOME U i n v i t e d U
63 CONVINCING YOUR BOARD Planned giving is less asking, more accepting Covering bases is cheap and fast Least investment largest payoff Be realistic about expectations The thing about ALL donors.. 100%
64 WARNING The illusion of rational /group-think fundraising There are 35 million Canadians if they ALL gave us a loonie we could go home! For the price of only a coffee a day. Running is the new golf tournament The ROI of gala dinners
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67 How many TALKING TO THE WRONG DONORS times do Canadians change their Will? * Canadian Trust Companies working group
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72 In this era of unprecedented transparency, every charity is going to be naked, so if you re going to be naked you better be buff.
73 DIGITAL NOT SOCIAL
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75 Lawrence Bloomberg Tony Comper Leslie Dan James Fleck Richard Ivey Hal Jackman Donald Johnson Eric Lindros Joe Lebovic Philip Reichmann Larry Rosen Gerry Schwartz Isadore Sharp Seymour Schulich Gary Slaight Eric Sprott Larry Tanenbaum and many more.
76 Who you are What you do Where to find you
77 Human Contact 77 No No front desk # Not just titles
78 We need your help to serve our donors Basics of fundraising : Why Basics of donations: How Movie theatre staff person ITS ABOUT SERVICE
79 Y O U K N O W T H I S
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82 Cover your bases. It s cheap and fast. Amplify your efforts. Integrate & Multiply. Systems are less work. Build them.
83 Paul Nazareth Vice President, Community Engagement
Aqueduct Foundation. Smart, flexible philanthropy.
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