WHAT DO YOU SAY AFTER YOU SAY HELLO

WHAT DO YOU SAY AFTER YOU SAY “HELLO”? A WORKSHOP FOR ROCKET SCIENTISTS RALLY 2017 NANCY A. BAKER, JD DENVER, COLORADO OCTOBER 28, 2017

WHAT DO YOU SAY… TO GET THE VISIT DURING THE VISIT AFTER THE VISIT BUT FIRST A LITTLE REFRAMING

TRUST T R U S T A E N T H K S D E A E P E W N E R A K C S R T T D A N D

TRUST Take your donors where you find them Respect them in all ways Understand who, what, why, how Steward the connection Thank in multiple ways

NO OR NO WAY? NO IS NOT A DIRTY WORD

BELIEVE • IN THE MISSION OF THE ORGANIZATION • IN THE VALUE OF THE WORK • IN YOURSELF • –BELIEF IS THE BASIS OF PASSION AND YOUR PASSION WILL COMMUNICATE ITSELF TO YOUR DONOR • EVEN SO, MAKING THAT FIRST CONTACT WITH A PROSPECT/DONOR CAN LEAD TO SWEATY PALMS FOR MANY A GOOD FUNDRAISER.

GETTING THE VISIT

GETTING THE VISIT "I'm a highly intelligent, world-class conservationist and doggone it, people do want to talk to me!" SHERRIE BEAL

GETTING THE VISIT HOW WILL YOU ASK FOR THE VISIT WHAT WILL YOU SAY WHY ARE YOU SEEKING THE VISIT - WHAT DO YOU WANT TO COME AWAY WITH WHEN WOULD YOU LIKE TO VISIT – GIVE THE DONOR A TIMEFRAME OR A DATE CERTAIN

THE VISIT

THE VISIT “BE PREPARED” Have a plan before you call and another one before you visit.

THE VISIT “Life’s a dance you learn as you go, sometimes you lead, sometimes you follow. Don’t worry about what you don’t know. Life’s a dance you learn as you go. " John Michael Montgomery

THE VISIT “We have two ears and one mouth so that we can listen twice as much as we speak. “Epictetus Silent and Listen are comprised of the same letters.

DONOR PROFILE • What does a gift planning donor look like? • Have moved from acquiring assets to investing or disposing of them. • Often single, or married with no children. • Have assets, not necessarily income. • What does a gift planning donor act like? • Emotional commitment – long term volunteer or member, or involvement in other environmental concerns.

WHO’S YOUR DONOR • How do you know when to raise the topic? • What do you know about the donor? • Where are they in their life? • What kind of goals do you think they might have? • Stage of business (if entrepreneur) • Assets • Current issues/potential events (e. g. , high income year)

UNDERSTAND • Understand key life events for donors. • What are their financial needs? • Where does their income from? • Is it enough? Just right? More than adequate? • Concern about future income • What do you know about their estate plan? • Do they have one? • When was it last updated? • Where does your organization fit in their plan?

ASSETS • Cash – only about 9% of wealth in cash • Securities (individual stocks, mutual funds, & sometimes bonds) • Retirement Plans • Real estate • Other assets – closely-held stock, limited partnerships, life insurance, and tangible personal property.

LISTEN • Cues and trigger phrases • Tax problems • Retirement issues • Death of a parent • Family foundation or tradition of philanthropy • Passing values to children

LOOK FOR CLUES Talk to donors about their future and their values What issues/causes are most important to you? Why have you been so generous to XYZ Organization through the years? Or why have we been an important philanthropic partner to you? What is it about our mission/the work we do/our projects that you are most interested in? How comfortable are you with your estate plans? Do you have tax concerns?

BEQUEST CUES • “I don’t feel comfortable making such a large gift in case I need the money later. ” • “I want to make a real difference but I’m not sure how. ” • “I wish it could be more. ” • “I’d like to help, but I just don’t know if I can make that type of gift now. ” • “I want to support XYZ Organization, but I also want to ensure that my family is taken care of. ” • “I’m worried about estate taxes. ”

CLUES TO OTHER OPTIONS Life income gifts Beneficiary Designations Outright Gifts Life Transitions

WHAT WOULD YOU SAY

I’VE PUT YOU IN MY ESTATE PLAN Donor is an 80 year old woman whose husband died within the last year. She has 2 grown children. She calls to tell you she has named you a beneficiary of her retirement account. What Would You Say? ?

REPLY DEVICE RESPONSE Donor has some history with the organization or in the community of donors and may or may not be on your prospect list. Donor has responded to a marketing device by indicating either “I have included XYZ in my estate plans. ” Or “I am planning…I would like information…” What would you say? ?

A BOARD MEMBER Dottie Donor has been on your board for more than 2 years. You believe she is deeply invested in your mission. She makes an annual gift and attends all board and board committee meetings. Her level of engagements lead you to think she could be a planned giving prospect. You want to talk with her to see if she will make a planned gift and allow you to publicly celebrate her gift as a way to inspire others to do the same. You invite her to meet you for lunch to bring her up to date on fundraising activities. She meets you at the restaurant, and the two of you engage in pleasant chitchat. What Would You Say? ?

CALL FROM A DONOR Donor is a 67 year-old man who is planning to retire in 5 years. He’s been an ongoing donor, giving $300 -$500 a year for the past 6 years. You recognize his name but have not identified him as a planned giving prospect. He calls and tells you he wants to do a charitable remainder trust that he’s read about and asks you how to do it. You know that a charitable remainder trust is a kind of irrevocable planned gift. Your organization has received a couple of such gifts. You are not really able to go into any detail with him as to how such a gift would work. What would you say? ? ?

BEQUEST SOLICITATION Mr. and Mrs. Donor are in their early 60 s. These are major donors who have just made their latest gift that is larger than their last one. (These thank you gifts work much better if the donors have been making major gift contributions for a number of years. ) Solicitation – “We are grateful for your continuing annual (major) gifts to the organization. These gifts demonstrate your deep commitment to our organization and the work that we do. Would including us in your estate plan be a natural extension of that commitment? ” Donors raise objections.

DON’T GET LOST IN THE DETAILS REMEMBER: People… • support causes they care about. • respond to relationships. • long to make a lasting difference. You can help them achieve their goals and make their vision a reality.

IF ALL ELSE FAILS REMIND YOURSELF THAT… Donors are people just like you

QUESTIONS THANKS FOR COMING TODAY NANCY A. BAKER, JD PHILANTHROPY SOLUTIONS BY DESIGN, LLC Philanthropy. Design 4 U@comcast. net 505. 307. 8032