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Community Foundation of the Community Foundation of the OzarksOzarks

Essential Question #2Essential Question #2

How do you Promote Planned Giving in How do you Promote Planned Giving in your Community or Organization?your Community or Organization?

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Pat GartlandPat Gartland

Executive Director, Executive Director, Springfield Boys and Springfield Boys and Girls ClubGirls Club

Gary FunkGary Funk

President, Community President, Community Foundation of the Foundation of the OzarksOzarks

Community Foundation of the Community Foundation of the Ozarks Essential Questions SeriesOzarks Essential Questions Series

All sessions are held at 10:00 a.m.All sessions are held at 10:00 a.m.

November 28th: Why do Life Estate Gifts have November 28th: Why do Life Estate Gifts have Great Potential?Great Potential?January 23rd: How do we Strengthen Donor January 23rd: How do we Strengthen Donor Relationships?Relationships?February 27February 27thth: What are Family and Community : What are Family and Community Funds?Funds?March 27March 27thth: What are the Advantages of Having : What are the Advantages of Having Scholarships with the Community Foundation?Scholarships with the Community Foundation?April 24April 24thth: How are your Charitable Funds Invested?: How are your Charitable Funds Invested?

Planned Giving StoriesPlanned Giving Stories

The Barker Shannon ScholarshipThe Barker Shannon Scholarship

This $125,000 endowed scholarship fund, which This $125,000 endowed scholarship fund, which is a component fund of the Mountain Grove Area is a component fund of the Mountain Grove Area Community Foundation, was established by Mr. Community Foundation, was established by Mr. Barker Shannon through a bequest. It will award Barker Shannon through a bequest. It will award a scholarship each year to a graduating senior a scholarship each year to a graduating senior of Mountain Grove High School who shows of Mountain Grove High School who shows promise of academic success. David Pointer, a promise of academic success. David Pointer, a Gainesville attorney, assisted Mr. Shannon with Gainesville attorney, assisted Mr. Shannon with his planned giving. his planned giving.


The Williams Life EstateThe Williams Life Estate

John and Nancy Williams gifted their Carthage John and Nancy Williams gifted their Carthage home to the Community Foundation of home to the Community Foundation of Southwest Missouri, Inc. through a life estate, Southwest Missouri, Inc. through a life estate, and chose to live in the house until John passed and chose to live in the house until John passed away. The proceeds from the sale of house went away. The proceeds from the sale of house went into six designated funds established by John into six designated funds established by John Williams prior to his death. Kevin Checkett, a Williams prior to his death. Kevin Checkett, a Carthage attorney, facilitated this estate gift. Carthage attorney, facilitated this estate gift.


J. Kenneth Awberry and Iva M. Awberry J. Kenneth Awberry and Iva M. Awberry Scholarship FundScholarship Fund

This $1.5 million endowed scholarship fund was This $1.5 million endowed scholarship fund was established by a bequest from a leading family in established by a bequest from a leading family in the Branson area. It provides scholarships for all the Branson area. It provides scholarships for all four high schools in Taney County – Branson, four high schools in Taney County – Branson, Hollister, Forsyth and Bradleyville. This Hollister, Forsyth and Bradleyville. This component fund of Taney County Community component fund of Taney County Community Foundation was established with a percentage Foundation was established with a percentage of the Awberry estate. Clay Cantwell, a Branson of the Awberry estate. Clay Cantwell, a Branson attorney, assisted with this gift. attorney, assisted with this gift.

Boys and Girls Club Planned Boys and Girls Club Planned Giving StoryGiving Story

One Organization’s StoryOne Organization’s Story

The Boys and Girls Club of Springfield and The Boys and Girls Club of Springfield and its Jennie Lincoln Society its Jennie Lincoln Society

What is the Jenny Lincoln What is the Jenny Lincoln Society?Society?

The purpose of the Jenny Lincoln Society The purpose of the Jenny Lincoln Society is to provide hope and opportunity for is to provide hope and opportunity for Springfield area youth by ensuring that the Springfield area youth by ensuring that the Boys & Girls Clubs of Springfield will Boys & Girls Clubs of Springfield will always be available for the young people always be available for the young people today as well as for generations to come. today as well as for generations to come. The Society includes all supporters who The Society includes all supporters who have made a planned gift of $10,000 or have made a planned gift of $10,000 or more to the Boys & Girls Clubs of more to the Boys & Girls Clubs of Springfield.Springfield.

Who was Jenny Lincoln?Who was Jenny Lincoln? Jenny Lincoln is the founder of the Boys & Girls Jenny Lincoln is the founder of the Boys & Girls

Clubs of Springfield. Life was very tough during Clubs of Springfield. Life was very tough during and after the great depression in the 1930s. Mrs. and after the great depression in the 1930s. Mrs. Lincoln conceived of the idea after learning of Lincoln conceived of the idea after learning of the problems facing local youth from her the problems facing local youth from her husband, Juvenile Judge A.W. Lincoln. The first husband, Juvenile Judge A.W. Lincoln. The first gatherings for boys and caring adults took place gatherings for boys and caring adults took place at Mrs. Lincolns home. After a great deal of at Mrs. Lincolns home. After a great deal of encouragement from the community she found a encouragement from the community she found a location on Commercial Street and thus began location on Commercial Street and thus began the North side Boys Club in 1938. After sixty the North side Boys Club in 1938. After sixty eight years the Boys & Girls Clubs of Springfield eight years the Boys & Girls Clubs of Springfield continues the mission of its founder by continues the mission of its founder by addressing the needs of area at risk youth. The addressing the needs of area at risk youth. The Jenny Lincoln Society supports that mission.Jenny Lincoln Society supports that mission.

How the Boys and Girls Club How the Boys and Girls Club promotes planning givingpromotes planning giving

Under the guidance of the board of directors and a Under the guidance of the board of directors and a talented Planned Giving committee, we conduct talented Planned Giving committee, we conduct

the following activities:the following activities:

Provide training sessions at board meetingsProvide training sessions at board meetings

Organize Face to face visits with potential Organize Face to face visits with potential donors highlighting the impact of their gift on the donors highlighting the impact of their gift on the Boys & Girls Clubs of Springfield along with the Boys & Girls Clubs of Springfield along with the tax benefits. Maintain periodic conduct with the tax benefits. Maintain periodic conduct with the donor…donor…

How the Boys and Girls Club How the Boys and Girls Club promotes planning givingpromotes planning giving

(continued)(continued)Ensure that Planned Giving is part of the Ensure that Planned Giving is part of the organizations Strategic Plan.organizations Strategic Plan.Make sure that planned giving information is in Make sure that planned giving information is in all agency publications.all agency publications.Conduct an Annual Jenny Lincoln society Conduct an Annual Jenny Lincoln society luncheon. luncheon. Provide ongoing planned giving training for key Provide ongoing planned giving training for key board embers and staffboard embers and staffRecognize all donors on a Jenny Lincoln Society Recognize all donors on a Jenny Lincoln Society plaque and in publications if acceptable by plaque and in publications if acceptable by donor.donor.

Seven General Rules for a Seven General Rules for a Successful Planned Giving EffortSuccessful Planned Giving Effort

1. A charitable organization’s board and 1. A charitable organization’s board and staff must be committed to planned staff must be committed to planned giving and have a long-term view.giving and have a long-term view.


2. Organizations need to understand that 2. Organizations need to understand that committed, long-term donors are the very committed, long-term donors are the very best prospects for planned giving.best prospects for planned giving.


3. Marketing and promoting planned giving 3. Marketing and promoting planned giving must be done on a consistent and must be done on a consistent and persistent basis.persistent basis.


4. Personal relationships are crucial to 4. Personal relationships are crucial to

the cultivation of planned gifts.the cultivation of planned gifts.


5. Make your staff and board aware of and 5. Make your staff and board aware of and knowledgeable on basic elements of knowledgeable on basic elements of estate planning and planned giving.estate planning and planned giving.


6. Be prepared to access/connect 6. Be prepared to access/connect “professional advice” to families or “professional advice” to families or individuals who are considering planned individuals who are considering planned gifts.gifts.


7. Engage your professional advisors: The 7. Engage your professional advisors: The Community Foundation of the Ozarks Community Foundation of the Ozarks Professional Advisors CouncilProfessional Advisors Council

Seven Specific Strategies That Seven Specific Strategies That Work (from members of Planned Work (from members of Planned

Giving Today):Giving Today):1. “The use of enclosures on planned giving 1. “The use of enclosures on planned giving

in current gift receipts continues to be in current gift receipts continues to be very effective. The enclosure has a very effective. The enclosure has a small amount of copy and then allows small amount of copy and then allows the donor to request a brochure on a the donor to request a brochure on a planned giving topic. This is an planned giving topic. This is an inexpensive yet effective way to reach inexpensive yet effective way to reach the best prospects.”the best prospects.”


Giving Today):Giving Today):2. “We started a new gift annuity program 2. “We started a new gift annuity program

last year and received 11 annuities worth last year and received 11 annuities worth about $600,000 in the first year. We about $600,000 in the first year. We appealed to security for senior citizens appealed to security for senior citizens (first), tax benefits (second), and support (first), tax benefits (second), and support for the institution (third). We used letters, for the institution (third). We used letters, workshops, articles, and personal calls. workshops, articles, and personal calls.


Giving Today):Giving Today):

3. “We formed an honorary society to 3. “We formed an honorary society to encourage donors to give $100,000 or encourage donors to give $100,000 or more in their estate planning. The more in their estate planning. The society was just inaugurated with 43 society was just inaugurated with 43 members.”members.”



4. “We have found great success in 4. “We have found great success in providing materials, training and services providing materials, training and services for attorneys, accountants and other for attorneys, accountants and other planning professionals. We provide planning professionals. We provide calculations and explanatory materials calculations and explanatory materials regardless of the intended charitable regardless of the intended charitable recipient. Consequently, we are now recipient. Consequently, we are now viewed as viewed as thethe resource for gift-planning resource for gift-planning advice in our community.”advice in our community.”



5. “I provide ‘lunch and learn’ sessions in 5. “I provide ‘lunch and learn’ sessions in brokerage and financial planning firms brokerage and financial planning firms during the lunch hour. I bring in food to during the lunch hour. I bring in food to the firm’s conference room for any staff the firm’s conference room for any staff who attend the program. I emphasize who attend the program. I emphasize those things in charitable giving that those things in charitable giving that benefit the firm, such as replacement benefit the firm, such as replacement wealth policies, freeing up assets they wealth policies, freeing up assets they can trade and helping to solve client can trade and helping to solve client problems.”problems.”



6. “We run a column on planned giving for 6. “We run a column on planned giving for every issue of our newsletter. The column every issue of our newsletter. The column is in the same space every issue. is in the same space every issue. Generally, the article is about a donor or Generally, the article is about a donor or the work accomplished with a bequest.” the work accomplished with a bequest.”


Giving Today):Giving Today):7. “I make every attempt to relate the stories of 7. “I make every attempt to relate the stories of

actual donors and their advisors using common actual donors and their advisors using common English. People understand and relate to the English. People understand and relate to the circumstances and motivations of others in circumstances and motivations of others in similar situation, so I strive to associate real similar situation, so I strive to associate real people to each gift plan example I sue. Too people to each gift plan example I sue. Too man non-donors focus on the plan rather than man non-donors focus on the plan rather than on the fit, which usually wastes resources; so I on the fit, which usually wastes resources; so I take every opportunity to emphasize the fit with take every opportunity to emphasize the fit with the belief that the appropriate plan will follow.”the belief that the appropriate plan will follow.”

Questions, Answers, and Questions, Answers, and Suggestions?Suggestions?

Thank You!Thank You!

Our next presentation will be held on Our next presentation will be held on November 28November 28thth at 10:00 a.m. at 10:00 a.m.

This presentation will be titled “Why do This presentation will be titled “Why do Life Estate Gifts have Great Potential?” Life Estate Gifts have Great Potential?” and will be hosted by Doug Nickell, and will be hosted by Doug Nickell, attorney, Lathrop and Gage.attorney, Lathrop and Gage.

Please contact Bridget Dierks (Please contact Bridget Dierks ([email protected]@cfozarks.org) to enroll.) to enroll.

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