9/24/2018 Planned Giving THE MAKING A WHAT IS IT RESOURCES CHALLENGE PLAN T h e B a s i c s PLANNED GIVING Planned Giving What is it? Checking, 1% Furniture, 5% Savings, 2% 2nd Home, 13% Investments, 3% THE MAKING A IRA, 26% WHAT IS IT RESOURCES CHALLENGE PLAN Home, 47% Cars, 3% 108,843 Feet 2016 Bequests = $31,760,000,000 How big is $30 Billion 1
9/24/2018 Relative 108,843 Feet PLANNED GIVIN PLANNED GIVING ING Size & ANNUAL ANNUAL PCUSA GIVING GIVING $102,000,000 (lifetime) 35,000 Feet 2.74X PCUSA = 360 Feet Lifetime annual giving Planned Giving 23% are 80% willing… …make gifts during their lifetime. but have not. 28% 9.5% …say they would consider a gift through their estate. …of donors giving 5% $500+/year have a charitable estate plan. …of Americans have a charitable estate plan. Data from presentations by Russell James, Texas Tech University 2010 2011 2012 2013 2015 2016 PCUSA 10,662 10,751 10,630 10,039 9,643 9,451 CHURCHES REPORTING 8,369 8,219 7,807 7,892 6,999 6,738 DATA …BIGGER …relatively … IMPROVE annual UNTAPPED than imagined giving 2.01M 1.95M 1.95M 1.81M 1.6M 1.54M MEMBERS 2.74X 75% 23% BEQUESTS $98M $143M $106M $108M $104M $102M are willing… but the size of lifetime average annual gifts to the charity. giving increase after have not. # Receive 2364 2179 2050 2040 1834 1783 adding charitable beneficiary to estate % Receive 26.4% 27.4% 26.5% 26.3% 25.8% 26.2% plan. Avg. for ALL $9K $13K $10K $10K $11K $11K Avg. for BRC* $57K $41K $65K $51K $52K $56K *Bequest Receiving Church 2
9/24/2018 BEQUESTS BEQUESTS As a percentage of charitable revenue As a percentage of charitable revenue $57,000 $57,000 $11,000 $11,000 9-10% 10-12% 10-12% 4-5% 4-5% All All PCUSA PCUSA All Non-Profits Bequest- Bequest- Receiving Receiving PCUSA PCUSA THE MAKING A WHAT IS IT RESOURCES CHALLENGE PLAN LARGE NON-PROFIT CHURCH CONTEXT Staff Staff (1) Inc ncreasing Com Competition • No staff • Dozens. Even 100+ • Volunteer • Full Time for Charitable Dollars • Minimal experience • Professional (CFRE) • Goals (Contacts and $) • None • None • Support: Marketing & Admin (2) Our ur tacti actics ha have no not cha changed from when there was no competition Large Budget Budget = small and when we were younger and simpler 3
9/24/2018 Can’t change competition COMPETITIVE ADVANTAGE: But… Having our audience meet within our walls Th The loc local chu church has has the he every week. COMPETITIVE AD ADVANTAGE. WHO MAKES A PLANNED GIFT … for their lifetime Open Inclined Regular givers THE MAKING A WHAT IS IT RESOURCES CHALLENGE PLAN Favorably Inclined Regular volunteers Participate(d) in leadership VERY Inclined Having our audience Spend life’s most important moments here Pillar meet within our walls every week. Next Step: AWARENESS Groundwork Decisions … m a y t a k e a w h i l e Endowment or Reserve: Where do planned gifts Go? Distributions: How will funds be used? Donor Idea Gift Committee and structure Policies Legacy Circle 4
9/24/2018 Each Year 12 Blurbs 4 Articles BASIC EXPANSIVE ADVANCED BASIC EXPANSIVE ADVANCED 2 Announcements Legacy Sunday 1 Broadcast Targeted Responsive Broadcast Always Brochure(s) Web Pages Basics Basics Content Hints Bulletin Blurbs • Inspirational • Estate Planning The Gift of a Lifetime: • Gratitude A will represents a person’s final wishes and intentions. After providing for • Personal (Testimonials) your loved ones, please consider one final testament of faith through a bequest in your Will or living trust that provides enduring support for our vital • Recognize Past Gifts work. For many of us, this will be the most significant gift we will make – our • Acknowledge What Gifts Have Done gift of a lifetime. Basics Basics Newsletter Articles Announcements Jean went home to be with the Lord on August 27, 2002, at age 82. She never married, but had two cousins who lived in Missouri, so most folks We met here, we were married here, our kids were baptized here. who knew Jean said she had no close family. I’ve thought about that In a place where everything changes so fast, this church has been phrase – “no close family”. The more I’ve thought about it, the more our constant, our foundation. strongly I feel that Jean Smith had more close family than most of us will ever have. And most of her close family was centered at her beloved Thank you, our church family, for being there for us, carrying us church. Yes, Jean remembered her family – her church family – in her through some of our hardest times and greatest moments. We will. You and I were part of Jean’s family. want to be there for you too, so we wanted you to know that you are a part of our estate plans. 5
9/24/2018 Basics Basics Planned Giving Web Pages Legacy Sunday • Sermon • Seminar – on Estate Planning and/or leaving a Christian Legacy Basic Expansive Advanced Basics Expansive Planned Giving Brochures More than the minimum Basic Expansive Advanced Basic Expansive Advanced Expansive Expansive Establish a Planned Make a Plan Giving Committee 6
9/24/2018 THE MAKING A WHAT IS IT RESOURCES CHALLENGE PLAN Top 5 Challenges TOP 5 COMMON PRACTICES (& Remedies) Of top bequest-receiving Churches # 5 - Loss of momentum (12 months in) # 5 – Case Statement # 4 - Technique-focused (instead of inspirational) # 4 – Planned Giving Committee # 3 - All committee activities = endowment management # 3 – Multi-Year Effort # 2 - Distrust of endowment # 2 – Regular Congregational Communications # 1 - Pastor disinterest # 1 - Pastor support and involvement C o m m u n i c a t i o n s 5/17/2016 - Register 5/25/2016 Calendar 5/26/2016 - 6/3/2016 Survey Participants 6/4/2016 - 6/30/2016 Set Baseline Structure (if needed) 6/4/2016 - 7/8/2016 Materials Development 7/1/2016 - 9/15/2016 Materials Editing and Approval Communications (Lo Intensity) 9/1/2016 - 12/31/2016 1/1/2017 - 5/15/2017 Communications (Higher Intensity) Webinar Overview 5/12/2016 Office Hours: 1-Year Orientation Office Hours Office Hours Office Hours Office Hours Check-In Office Hours 07/19/2016 9/14/2016 11/16/2016 1/11/2017 3/8/2017 5/10/2017 2017 May Jul Sep Nov 2017 Mar May Today 7
9/24/2018 Planned Giving Season MAR APR MAY JUN Annual Giving Planned takes lead WHAT WHY HOW TEACH Giving takes lead Planned Giving 1. Web pages 1. Invitation 1. Legacy 1. Article: Letter Annual Giving 2. Intro Article: Article/Letter Sermon to Our Your Pitch or 2. Blurb: 2. Minute for Children Template Invitation Ministry 2. Minute for 8 C 3. E-Newsletter 3. Brochure 3. Staff Protocol Ministry O 7 (same 4. Response and Ed. 3. Blurb: Teach M M content as Card (Overview 6 U #2) 5. Leadership and Intake N 5 I 4. Introductory Introduction docs) 4 C Blurb 4. Response A 3 T Letter I 2 5. Intention O 1 N Form S 0 1 2 MAR APR MAY JUN MAR APR MAY JUN WHAT WHAT 1. Web pages 1. Web pages 2. Intro Article: 2. Intro Article: Your Pitch or Your Pitch or Template Template 3. E-Newsletter 3. E-Newsletter (same (same content as content as #2) #2) 4. Introductory 4. Introductory Blurb Blurb Inserted • Welcome Message • Point of Contact MAR APR MAY JUN MAR APR MAY JUN 3 4 WHAT WHAT 1. Web pages 1. Web pages 2. Intro Article: 2. Intro Article: Your Pitch or Your Pitch or Template Template 3. E-Newsletter 3. E-Newsletter (same (same content as content as #2) #2) 4. Introductory 4. Introductory Blurb Blurb https://spark.adobe.com/page/JNGz4kkrDYv6B/ 8
9/24/2018 MAR APR MAY JUN MAR APR MAY JUN 1 WHAT WHY WHY 1. Web pages 1. Invitation 1. Invitation 2. Intro Article: Article/Letter Article/Letter Your Pitch or 2. Blurb: 2. Blurb: Template Invitation Invitation 3. E-Newsletter 3. Brochure 3. Brochure (same 4. Response 4. Response content as Card Card #2) 5. Leadership 5. Leadership 4. Introductory Introduction Introduction Blurb 3- MAR APR MAY JUN MAR APR MAY JUN 2 4 WHY WHY 1. Invitation 1. Invitation Article/Letter Article/Letter 2. Blurb: 2. Blurb: Invitation Invitation 3. Brochure 3. Brochure 4. Response 4. Response Card Card 5. Leadership 5. Leadership Introduction Introduction • Information updated. • Message updated on inside panel MAR APR MAY JUN MAR APR MAY JUN 5 5 WHY WHY 1. Invitation 1. Invitation Article/Letter Article/Letter 2. Blurb: 2. Blurb: Invitation Invitation 3. Brochure 3. Brochure 4. Response 4. Response Card Card 5. Leadership 5. Leadership Introduction Introduction Include: • Marketing samples • Educational Overview • Response Mechanism 9
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