The Philanthropic Planning Companion: The Fundraisers' and Professional Advisors' Guide to Charitable Gift Planning(The AFP/Wiley Fund Development Series)

A donor-centered guide to charitable gift planning for fundraisers and professional advisors The Philanthropic Planning Companion compiles and analyzes the latest research on donor/client behavior, discussing the need for segmented approaches to charitable gift planning based upon the values and personal planning objectives of the donor/client. With its many tools, checklists and sample materials, it will serve as your charitable giving guide in your work with your donors/clients. Whether you are building your practice to work with high net worth clients or you are enhancing your fundraising program, this is the book you will keep close at hand. Outlines how an integrated, donor-centered, values-based, philanthropic planning approach can be implemented Explores the latest research focuses on donor behavior For fundraisers and professional advisors alike, The Philanthropic Planning Companion is the one-stop resource you'll keep by your side to help your donors/clients meet their charitable and personal planning objectives.

Table of Contents:
Foreword xvii Preface xix The Role of Philanthropic Planning xx Our Approach xx Using the Companion xxii Acknowledgments xxv From Brian M. Sagrestano xxv From Robert E. Wahlers xxviii Part I The Emergence of Philanthropic Planning 1 Chapter 1 The Changing Fundraising Marketplace 3 The Evolution from Deferred Giving to Philanthropic Planning 4 In Summary 8 Chapter 2 The New Philanthropists 9 Defining Generations 10 Traditionalists (Born Pre-1946) 11 Depression Cohort (1912 to 1921) 11 World War II Cohort (1922 to 1927) 13 Post-War Cohort (1928 to 1945) 15 Transitioning 16 The New Philanthropists (Born 1946 to Present) 17 Older Boomers/Leading Boomers Cohort (1946 to 1954) 17 Younger Boomers/Trailing Boomers Cohort (1955 to 1964) 21 Generation X/Baby Busters Cohort (1965 to 1976) 24 Millennials/Generation Y/Generation Next/Echo Boomers Cohort (1977 to 1984?) 27 Emergence of the ‘‘Great Recession’’ Generation? 32 In Summary 33 Chapter 3 Identifying Prospects for Philanthropic Planning 35 Prospect Motivation 35 Identifying a List of Prospects 36 In Summary 40 Chapter 4 Creating a Fundraising Environment for Philanthropic Planning 41 Laying the Foundation for Philanthropic Planning 41 The Internal Case for Philanthropic Planning 43 The Role of an Integrated Advancement Program 48 Annual Giving in the Philanthropic Planning Context 48 Gift Planning In the Philanthropic Planning Context 50 Infrastructure 50 Donor Interaction 51 Communication and Marketing 51 The Role of Your Board and Volunteers in Gift Planning 52 The Role of the Board and Volunteers in Philanthropic Planning 57 In Summary 60 Chapter 5 The Role of Professional Advisors 61 Roles of Professional Advisors in the Philanthropic Planning Process 61 Dispelling the Myths: Competing or Completing 63 How Professional Advisors Can Promote Philanthropic Planning 64 Would Advisors Benefit from Specialized Training in Charitable Planning? 66 Methods for Fundraisers to Engage and Partner with Professional Advisors 67 Does an Advanced Degree or Certification Create Credibility with Advisors? 68 Engage Professional Advisors 69 Support Professional Advisors in Their Work 71 Steps for Fundraisers to Enhance Collaboration with Advisors 72 Create a Professional Advisors Network 74 The Role of the Professional Advisors Network 77 Measure the Success of Your Partnerships with Professional Advisors 79 Follow the Model Standards of Practice 80 In Summary 81 Part II Working with Philanthropists 83 Chapter 6 Integrated Solutions for Principal Gift (Tier One) Philanthropists 85 Who Are the Principal Gift Philanthropists? 85 Unique Characteristics of High-Net-Worth Donors/Clients 86 Motivation for Giving 88 Perceptions of Philanthropy 90 Tax Considerations 92 Decisions and Distributions 92 Giving by Entrepreneurs 93 The Role of Professional Advisors 93 Utilization of Philanthropic Tools 95 Volunteering 95 Children and Values 95 Interpreting the Data 98 Building a Philanthropic Planning Model 98 Philanthropic Planning Models for Charities 99 Philanthropic Planning Models for Professional Advisors 103 Core Elements Common to All Philanthropic Planning Models 106 Defining Values 107 Assets and Exploring the Meaning of Wealth 108 Limiting Financial Inheritance 108 The Business of Being a Family 109 Communication—Family Meetings 110 Philanthropy 111 Creating a Plan 111 Collaboration among Professional Advisors, Charities, and the Family 111 The Art of Listening 114 Concierge Stewardship 115 In Summary 116 Chapter 7 Working with Major (Tier Two) Donors 119 Introduction to Moves Management 119 Identification/Education 120 Qualifying Prospects 121 Qualifying Visits 121 Obtaining Qualifying Visits 123 Planning for Qualifying Visits 131 Conducting Qualifying Visits 131 Following Up Qualifying Visits 132 Cultivating Prospects 133 Sharing the Charity’s Mission 133 Introducing Others into the Conversation 134 Cultivation Visits 134 Understanding the Donor 136 Traditionalists (Born Pre-1946) 136 Older Boomers (Born 1946 to 1954) 136 Younger Boomers (Born 1955 to 1964) 137 Generation X (Born 1965 to 1976) 138 Millennials (Born 1977 to 1984?) 139 Soliciting Prospects 140 How the Philanthropic Planning Approach is Different from Other ‘‘Asks’’ 140 Preparing for the Solicitation Visit 142 The Pre-Solicitation Visit 142 Who Should Participate in the Solicitation Visit? 142 Scripting and Rehearsing the Solicitation 143 Asking for the Gift 144 Negotiating the Gift 144 Stewarding the Donor 145 Introduction to the Seven Touches Philosophy 146 Seven Touches 146 Perspectives of Different Generational Cohorts 148 Traditionalists 148 Older Boomers 148 Younger Boomers 148 Generation X 149 Millennials 149 Other Segments 149 The Role of Professional Advisors 150 Complex Asset Gifts 150 Bequests and Living Trusts 150 Retirement Plan Designations 151 Life Insurance 152 Charitable Remainder Trusts 152 Charitable Gift Annuities 152 In Summary 153 Part III Marketing to Prospects and Those Interested in the Mission 155 Chapter 8 Marketing on a Moves Management Platform 157 Marketing Is Not Gift Planning 159 Using Moves Management 160 Multichannel Marketing 161 Creating a Brand 166 Tracking Marketing Efforts/Measures of Success 166 Managing Costs 169 In Summary 170 Chapter 9 Qualifying and Educating Everyone Else 173 Make Donor-Centered Gift Planning Information Broadly Available Through Existing Outreach 173 Existing Publications and E-Publications 174 Creating Meaningful Ads 175 Ad Topics 179 Response Mechanisms 181 Web Site 182 Properties of an Effective Gift Planning Web Site 182 Setting Up a Gift Planning Web Site 183 Design the Web Site for the Four Tiers of the Gift Planning Audience 184 Key Components to a Gift Planning Web Site 185 Driving Traffic to the Gift Planning Web Site 187 Social Media and Networking Sites 188 Multimedia 189 Webinars, Simulcasts, and Podcasts 189 Videos and Public Service Announcements 190 In Summary 190 Chapter 10 Cultivating Loyals and Everyone Else 191 Brochure Program 192 General Brochure 193 Personal Planning Brochures 194 Newsletter 198 Cultivation Tools to Encourage Prospects to ‘‘Raise their Hands’’ 198 Survey and Wills Kit 198 Using Volunteers 201 In Summary 201 Chapter 11 Soliciting Loyals 203 Postcards 204 E-mail Follow Up 207 Fulfillment Packages 208 Bequest Buck Slips 208 Use of Other Messages 210 Gift Annuity Addition Program 210 Phone Calling Program 211 In Summary 215 Chapter 12 Thanking, Recognizing, and Stewarding Legacy Donors 217 Annual Donors 217 Thanking Annual Donors 218 ‘‘We Don’t Value Your Gift’’ 218 Retention and Lapsed Donors 220 Investing In an Acknowledgement System 221 Recognizing Annual Donors 221 Stewarding Annual Donors 224 Annual Fund Buckets 225 Legacy Donors 226 Thanking Legacy Donors 227 Recognizing Legacy Donors 227 The Role of the Recognition Society 227 Stewarding Legacy Donors 232 Stewardship Events 232 Additional Materials—Multi Channel Approach 235 Volunteer Opportunities 238 Stewarding Philanthropists 239 In Summary 240 Part IV Program Infrastructure 243 Chapter 13 Creating and Tracking Your Success 245 Create a Plan 245 Individual Performance Goals and Measuring Success 247 Measuring Performance 247 Individual Activity Goals 248 Philanthropic Planning Officers 248 Fundraisers 250 Gift Planning Specialists 250 Gift and Commitment Reports 251 In Summary 251 Chapter 14 Policies, Procedures, and Agreements 253 Gift Acceptance 253 Policies 254 Drafting a Gift Acceptance Policy 254 Procedures 259 Identify Areas That Need Procedures 259 Use Checklists 260 Define Responsibilities 260 Gift Counting and Reporting 260 PPP and CASE Standards 260 Generating Reports 261 Gift Crediting/Recognition 262 Gifts from Couples 263 Matching Gifts 263 Gift Valuation 263 Gift Agreements 266 When Is a Gift Agreement Necessary? 266 Binding or Non-Binding? 266 Types of Gift Agreements 269 Anatomy of the Gift Agreement 269 Partnering with Finance and Legal Counsel 270 Enforcing Gift Agreement Terms 270 Misuse of Restricted Funds 271 Repurposing a Restricted Fund 271 In Summary 271 Chapter 15 Registration 273 Registration to Solicit 273 Registration Requirements 274 Charitable Gift Annuity Registration 275 Registration to Do Business 277 Due Diligence by Advisors 277 In Summary 278 Epilogue 279 What Do I Do Next? 280 Start Today! 284 Rewards of Philanthropic Planning 284 It Is Up to You 285 Appendix A Sample Internal Case for Gift Planning—Le Moyne College 289 Appendix B Sample Internal Case for Donor-Centered Philanthropic Planning 295 Appendix C Typical Objections to Qualifying Visits 299 Appendix D Sample Qualification Visit Preparation Worksheet 305 Appendix E Qualification Visit Questions/Conversation Starters 307 Appendix F Philanthropic Planning Conversation Starters 309 Appendix G Sample Donor-Centered Gift Planning Marketing Plan 311 Appendix H Sample General Brochure—University of the Sciences 333 Appendix I 52 Ways to Steward Legacy Donors 343 Appendix J Sample Society Brochure—University of the Sciences 345 Appendix K Sample Society Reply Card—University of the Sciences 351 Appendix L Sample Plan Timeline 353 Appendix M Activities Measures Reports 361 Appendix N Sample Gift Acceptance Policy XYZ Charity 363 Appendix O Gift Counting and Reporting Policy Summary 373 Appendix P Gift Reports By Tender Type 385 Appendix Q Gift Reports By Gift Structure 391 Appendix R Sample Gift Agreement 397 Bibliography 401 Notes 407 About the Authors 417 Index 421

About the Author :
BRIAN M. SAGRESTANO, JD, CFRE, is the President and CEO of Gift Planning Development, LLC, a gift planning consulting firm. Previously, he ran gift planning programs for the University of Pennsylvania and Middlebury College and practiced law as a trust and estates attorney. He has been published in Planned Giving Tomorrow and Planned Giving Mentor and cited in numerous publications, including the Chronicle of Philanthropy. Brian is a regular presenter at national conferences and a past board member for several organizations, including the Partnership for Philanthropic Planning. ROBERT E. WAHLERS, MS, CFRE, is the Senior Director of Development and Gift Planning for Meridian Health. After working as a financial and estate planner, he has spent more than twenty years in the nonprofit sector with organizations like the Boy Scouts of America and American Cancer Society. He has been published in Planned Giving Mentor and has been cited in the Nonprofit Times and Advancing Philanthropy. Robert is a national board member with the Partnership for Philanthropic Planning and serves on the faculty at Columbia University for the Master of Science in Fundraising Management program.