Seven Secrets of Solicitation Powerpoint notes

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1 Seven Secrets of Solicitation Powerpoint notes Setting the Solid Base: CATCHPRHASES (man leaning against wall) I d like you to consider a 7.8% gift annuity to provide you and Harry with the high rate of fixed income that your muni bonds used to provide Would you and your wife commit $5,000 to our annual fund over the next five years? Would you join your friend Shelton in making a gift at the $100,000 level? Don t step on the ask Anne, we d like you to be a co-chair. Co-chairs need to be at the $100,000 level to set the bar high for the class. They also convene class meetings, help solicit other committee members, and lead the team as we move through the campaign. Will you do that for us? End with the ask Anne, we d like you to be a co-chair. What a co-chair does is show the class the way forward, convene class meetings, help solicit other committee members, and LEAD the team as we move through the campaign. They set the bar high for the rest of the class which is why we ask that the co-chairs personally commit to a gift of $100,000. Will you do that for us? BONUS TIP!!! (Two surprised guys - one telling a secret) Jose, many of our physician alumni are in the same boat as you. It s difficult to save enough for a comfortable retirement with the 401(k) caps in place. Many of them have secured a comfortable fixed double-digit retirement income AND made a gift to our charity at the same time. Would you be interested in learning how this works? #18 Urgency:...(Major Gift Red time bomb) We have a terrific 1:1 match right now for gifts to financial aid. A minimum gift of $25,000 will be matched with another $25,000 for a total gift of $50,000 for financial aid. It s been a really great opportunity that our alumni have been snapping up. We ve had such a great response that we re actually getting close to using up all of the match funding. There are several other donors out there who are actively considering the match right now, and it s really a first come, first served kind of situation. (CLICK) If you want the match, and I do hope you ll leverage a gift with it, I will urge you to act quickly as the funds may not be there much longer. What are your thoughts about a $25K gift matched with $25K for a total gift credit of $50K Marcella? Urgency (Planned Giving Red time bomb) With interest rates at historic lows and the $5.12 million gift exemption expiring at the end of 2012, you may wish to act now on the lead trust (CLICK) before your attorney gets too busy with others who are taking this opportunity Urgency (puts a positive spin on urgency) When you know the ACGA will be dropping its gift annuity rates in several months you can say: "If you make this gift now, I can STILL offer a 7% rate!" Peter did this very effectively at Wellesley College

2 What about discount rates going down? That will affect the deduction. I can offer this income tax deduction until July 31. After that, the deduction will probably drop. Urgency (Winthrop House) from mission "Marcella, we've made the decision it's not financially prudent to debt finance more than a certain percentage of the cost of Winthrop House's renovation. That's why lead gifts like the one I'm going to ask you to consider are so crucial. We need $20 million in gifts or we won't move forward with Winthrop. Now, you've seen it. You know how vital this project is. We can't postpone this any longer. Can we count on you to be one of our lead donors with a gift of $3M? Urgency MEG ("paint the picture") Meg, I understand your concern for your mother since you ve managed her money since your dad died. If you weren t there to care for her finances, she d be in a real fix. (CLICK) What if you could insure that she received a high rate of fixed income for the rest of her life, no matter what happens to you? A single-life gift annuity could do that for your mom. BONUS TIP!!! "Use the prospect's own words, phrasing, reasoning in the solicitation" (Parroting) Let's assume I work for a social service NPO: Sarah, when we first met, you said to me Anne, your organization turns people s lives around. And you were right; it does! We can change more lives, but to do so, we need additional funding. There is more need out there, but we don t have the capacity to service it right now. Can you establish a $100,000 annuity to make a difference in an individual s life? Ask in English...CRUT/Orange tree Caroline, you mentioned having appreciated stock that pays you 1.5% interest income. Think of that stock as a fruit tree, perhaps an orange tree. An orange tree produces oranges each year. Think of the interest income produced by your stock as the oranges. I have a way to allow you to keep the oranges from that tree for the rest of your life, and possibly increase the number of oranges the tree produces for you, if you agree to give our charity the tree. Ask in English...Wine barrels/empire State Building (Lead Trust/"Lending" an asset) Sophia, I know you don t want to give up that valuable asset we talked about, you want to pass it along to your children. But I also know you want to help build our new center. What if I had a way for you to in effect lend the asset (CLICK) to us for a period of 20 years, during which time we would use a certain percentage of income from it to help build the new center, and at the end of 20 years, the asset would return to your family, specifically to your children, without any, or with minimal, gift taxes? Ask in English...Black woman (flexible or deferred gift annuity) Liz, the gift I just described is a great way for you to be proactive about your retirement planning and also keep supporting our charity at the level you d like. If your concern is that you don t know exactly when you are going to retire, we have a simple option that allows you all the benefits of that annuity, but it gives you the freedom to choose somewhere down the line which year the annuity starts paying you. You don t need to choose that now. AND (CLICK) it ll pay you a higher rate, the longer you wait!

3 Leverage Fishbowl Jill, we haven t started asking for gifts for this upcoming campaign yet, so the first gift, the trailblazing gift is going to be a critical gift. It needs to be large enough to inspire confidence in the other close volunteers who are going to be -- LIKE YOU ---key in this campaign. We thought very hard about who would be the right fit for that trailblazing gift, that first gift that would inspire others to follow. It has to be someone that our donors respect. It needs to be a community leader at our institution. The gifts in the quiet phase set the tone and are the cornerstone gifts upon which all the rest of the gifts rest, so it s crucially important to get the right donor. The dean felt you would be the perfect person for this, and we d like to offer you the opportunity to be the standard bearer that all others will follow. Will you do that with a gift of $10 million? Leverage Syringes David, if our goal is to cure skin cancer, we need to have these longitudinal epidemiological studies encompassing 50,000 patients. Given your involvement in every step so far, I can t imagine going forward without giving you the opportunity to be the one to make this a reality. Will you do this to help cure skin cancer David? We need $3 million. Leverage Leadership Kathy, none of these programs Emily just described during the last hour can go forward unless we have the space to house them, and we cannot go forward on the new building proposed without a leadership gift. Will you do this for our executive director, Emily, and allow us to break ground on the Kathy Kontras Child Abuse Prevention Center with a gift of $5 million? Four-year old/birdy: "Thank JUST BEFORE the ask" (seek and ye shall find. Thank and ye shall receive a gift) Alec, Your last gift of $5,000 allowed us to keep the food pantry open for an additional month, and we served 25 new clients during that time. Thank you for your tremendous generosity..., that had such an impact! I d like you to consider extending your impact with a gift of $25,000 this year. (GIFT RANGE HISTORY ) SOFT ASK "As you can see from this chart, gifts at the $25,000+ level really drive the campaign and make you a leadership donor" (leave it open for them to fill the void) HARDER ASK : " As you can see from this chart, gifts at the $25,000+ level really drive the campaign and make you a leadership donor. Don, can we count on you to do this level gift? " Get Out the Toolbox: (Box chart ) SOFT ASK John, where do you see yourself on this chart? HARD ASK: John, I d love to see you here (POINT TO $2 million level) We need some real leadership here. Can you do that for us? (the "New England Ask")

4 WHAT THE DONOR NEEDS (ski house) Not: Chris, I d like you to consider a $100K charitable remainder unitrust But rather: (CLICK) Chris, you ve told me that that your kids are grown and no longer use your ski condo at Sugarbush, and it s no fun to have to rent it out each winter, so would you consider giving it in exchange for an income based on the sale value of the property? (CRUT) ( Upping the ask) Bob, $5,000 (CLICK) is a great gift. If I could suggest a way to get you 7.6% income on some of the assets you might be using to make that gift, could you think about stretching the gift to $25,000? (CLICK) I m thinking that if I can help you replace and perhaps increase the income you might be receiving from the underlying gift assets through a fixed income annuity, it might be a help to you BONUS TIP! Preemptive strike (feet going up stairs) Donor offers a $5K gift: You say Clementine! $5,000! That s terrific! Thank you very much! Would you be willing to pledge to do that for EACH of the next five years? 5K into 25K (Upping the ante CRUT) Bob, $25,000 (CLICK) is a great gift! Since I know you re an aggressive investor. I d like to suggest a slight twist: if you could receive an income on that gift with the possibility of growth over time, (CLICK) would you consider $100,000 instead of $25,000? I ask this because (SHRUG SHOULDERS that s the gift minimum for our unitrusts. MAN IN SAILBOAT: A bird in the hand is worth two in the bush Tom, thank you for sharing with me that you ve included our charity in your estate plans. Since you re already provided for your children through other means, and these assets will come to us eventually, would you be interested in pre-funding your bequest now if it could mean that YOU can enjoy an enhanced income from those assets today, possibly allowing you to enjoy more trips on your yacht? This is a 'teaser' for a LIG conversation BONUS TIP! Bequest Inquiry (two women telling secrets) Jane, thank you for all your support of our charity over the years. You know, many donors who have supported us as generously as you have, decide to put us in their will. I m curious, what are your thoughts about that?

5 Preemptive strike (fencing people) What you really want is a gift of $25K They say I ll do $5,000 You say: Harry, I m delighted that you re starting to think about your gift. Let me bring you up to date on what other donors like you are doing (CLICK: BOX CHART) Show them a box chart or gift scale. Allows you to hit the reset button on the solicit (CLICK show solicit) I know you re thinking about the $5,000 level, but it would be meaningful given what the others are doing if you could make a stretch gift for this project and consider $25,000 TURN IT INTO A PLANNED GIFT $5K is terrific!! If you could receive an income back, could you stretch to 100K with some stocks that might be paying you only 1-2% anyway? You'd stretch your income from that asset from, say $2K a year into $5K a year with a charitable remainder unitrust (or gift annuity)?" Respond Effectively to Resistance (two men in glass lobby) Reframe the situation Alex, I d like to take a few minutes to explain why the financial aid initiative is so important, especially since you talked to me so movingly about how critical receiving financial aid was in your own success in life Respond Effectively to Resistance situation where your portfolio is down (CLICK on PICTURE) I hear you about how your portfolio has dropped during the first part of I understand how difficult it would be for you to give up $100,000 when your stocks are down. What if I could show you a way to keep the income that $100,000 of stocks are producing? In fact, what if I could show you how to triple it from about 2% to 6%, and assure you that it would be regular for the rest of your and Lucinda s lives; Would you be interested in exploring that as a way of helping us? (a charitable gift annuity ask)