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The Fear FactorHOW TO KICK START YOUR PLANNED GIVING PROGRAM
AFP SEO 2015 Conference TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTINGA DIVISION OF MONGEON CONSULTING INC.
© 2015 Mongeon Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
OutlineWhat holds us back?Tips for starting or rejuvenating a planned giving program
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
Who’s doing what?
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
Obligatory statistics slide3.5 million Canadians expected to die in the next 20 yearsThey will leave $1.5 trillion to family and community1.18 million English-speaking Canadians alive today have made a bequest to charity(Good Works Report – State of the Legacy Nation)$165 billion in value54% of Canadians have a will
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
5
46%
AFP SEO 2015 Conference
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
What’s holding you back?TimeExpertiseLack of materialsIts really hard
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
TimeIf it is important we always find the time
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
ExpertisePlanned giving is not rocket science.There are lots of resources on the subjectoRead a bookoLook on the internetoAsk colleaguesoTalk with a lawyer and an accountant
TAH DAH! You are now an expert
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
Lack of materialsNo one ever made a planned gift because they saw a brochureAsk a colleague for their template and make it look like your ownDONE (3 hours tops)
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
Its really difficultActually, it is more scary than difficult
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
So lets get started 1. Go fishing – pick 5 to 10 good prospects for Year 1 (reasonable goals)• Make the first call – thank you; lets have lunch, need your advice
2. Make part of your annual operational plan (reasonable goals) and integrate
3. Engage board members• Presentation• Enlist as volunteers
4. Get your brochure, put on your website, have policies in place
5. Make sure your database is solid (or fix it) • Track everything
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
Who makes a good prospect? How would you pick a major gift (or monthly giving) prospect?
Gives regularly (don’t discount smaller but regular gifts)Older retirees on fixed incomes who still give to the charityYounger married couples in their forties and fiftiesSingle females over age 65Self identified
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
Its like dating
Two people find a common interest (your mission)Build a relationship over timeSecure a commitment
AND ITS NERVE WRACKING!
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
The first date
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
The Second Date +Talk about what others have doneHopefully you can mention that you have made a planned giftMeet the Parents (e.g. site visits, meeting a board member)
It is a series of conversations
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
How do you know when to ask?
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
Some signs the time is rightThe donor brings it upThe donor has been introduced to the leaders and programs of your organizationYou know what buttons excite your donor (they may drop hints)You have talked about a number planned gift/major gift options
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
The Conversation Don’t forget – they are ready to be asked.“As you plan for future gifts, would you consider making a planned or legacy gift to us?”
“In addition to your ongoing gift support of our mission, would you join me as a member of our Legacy Society by making a planned gift?”
“Of the types of planned gifts that we’ve talked about, which one would you consider?”
As with a major gift – be specific and only mention the type of gift you have discussed
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
Follow UpWith their advisor(s) if permission is givenWith a proposal or specific examples if not already givenWith thank you calls and letters from all the right people
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
Wrap UpDon’t think you have to GO BIG OR GO HOMEThere are experts and expertise to help you with the technical stuffYou already spend your day building relationships
It is about the conversationDO get your in-house ducks lined up (database, policies)Make the first callAt some point you have to ask – what’s the worst that can happen?
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
Questions Trish Mongeon, President
Philanthropy Touch Consulting
A Division of Mongeon Consulting Inc.
3-35 Stone Church Road, Suite 374
Ancaster, ON L9K 1S4
905-390-1818
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.
TRISH MONGEON, PRESIDENT, PHILANTHROPY TOUCH CONSULTING A DIVISION OF MONGEON CONSULTING INC.
Resources How to Talk with Donors about Planned Gifts by Katherine Swank, J.D., Consultant
Making Planned Giving Work For You by Lawrence Henze, J.D., Managing Director, Blackbaud Analytics
How Well Do You Know Your Planned Giving Prospects? An article by AFP International
AFP SEO 2015 Conference©2015 Mongeon
Consulting Inc.