9/24/2018 1 Planned Giving The Basics WHAT IS IT THE CHALLENGE MAKING A PLAN RESOURCES WHAT IS IT THE CHALLENGE MAKING A PLAN RESOURCES Planned Giving What is it? PLANNED GIVING Home, 47% 2nd Home, 13% Furniture, 5% Checking, 1% Savings, 2% Investments, 3% IRA, 26% Cars, 3% 2016 Bequests = $31,760,000,000 How big is $30 Billion 108,843 Feet
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Planned Giving - Stewardship Kaleidoscope · Investments, 3% IRA, 26% Cars, 3% 2016 Bequests = $31,760,000,000 How big is $30 Billion ... 2.74X Lifetime annual giving Relative Size
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9/24/2018
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Planned GivingT h e B a s i c s
WHAT IS ITTHE
CHALLENGEMAKING A
PLANRESOURCES
WHAT IS ITTHE
CHALLENGEMAKING A
PLANRESOURCES
Planned Giving What is it? PLANNED GIVING
Home, 47%
2nd Home, 13%
Furniture, 5%Checking, 1%
Savings, 2%
Investments, 3%
IRA, 26%
Cars, 3%
2016 Bequests = $31,760,000,000
How big is $30 Billion
108,843 Feet
9/24/2018
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35,000 Feet
PCUSA = 360 Feet
PCUSA$102,000,000
108,843 Feet
ANNUAL GIVING
PLANNED GIVING&
PLANNED GIVING
ANNUAL GIVING(lifetime)
2.74XLifetime annual giving
Relative
Size
Planned Giving
Data from presentations by Russell James, Texas Tech University
5%9.5%
…of Americans
have a
charitable
estate plan.
…of donors giving
$500+/year have a
charitable estate plan.
28%…say they would
consider a gift through
their estate.
80%…make gifts during their
lifetime.
23%are
willing…
but have
not.
…relatively
UNTAPPED…IMPROVE annual
giving
…BIGGERthan imagined
2.74Xthe size of lifetime
gifts to the charity.
75%average annual
giving increase after
adding charitable
beneficiary to estate
plan.
23%are willing… but
have not.
PCUSA
CHURCHES
REPORTING
DATA
MEMBERS
BEQUESTS
# Receive
% Receive
Avg. for ALL
Avg. for BRC*
2010 2011 2012 2013 2015 2016
10,662 10,751 10,630 10,039 9,643 9,451
8,369 8,219 7,807 7,892 6,999 6,738
2.01M 1.95M 1.95M 1.81M 1.6M 1.54M
$98M $143M $106M $108M $104M $102M
2364 2179 2050 2040 1834 1783
27.4% 26.5% 26.3% 25.8% 26.2% 26.4%
$9K $13K $10K $10K $11K $11K
$41K $65K $51K $52K $56K $57K
*Bequest Receiving Church
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4-5% 9-10%
BEQUESTS
As a percentage of charitable revenue
All
PCUSAAll
Non-Profits
$11,000
10-12%
Bequest-
Receiving
PCUSA
$57,000
4-5%
BEQUESTS
As a percentage of charitable revenue
All
PCUSA
$11,000
10-12%
Bequest-
Receiving
PCUSA
$57,000
WHAT IS ITTHE
CHALLENGEMAKING A
PLANRESOURCES
(1) Increasing Competition for Charitable Dollars
(2) Our tactics have not changed from when there was no competition and when we were younger and simpler
CONTEXT
Staff
• Dozens. Even 100+
• Full Time
Large Budget
• Support: Marketing & Admin
• Professional (CFRE)
• Goals (Contacts and $)
LARGE NON-PROFIT CHURCH
• No staff
Staff
• Volunteer
• Minimal experience
• None
• None
Budget = small
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Can’t change competition
But…
The local church has the COMPETITIVE ADVANTAGE.
COMPETITIVE ADVANTAGE:
Having our audience meet within our walls
every week.
Having our audience
meet within our walls
every week.
Regular givers
Regular volunteers
Participate(d) in leadership
… for their lifetime
Spend life’s most important moments here
Open
Inclined
Favorably Inclined
VERY Inclined
Pillar
WHO MAKES A PLANNED GIFT
WHAT IS ITTHE
CHALLENGEMAKING A
PLANRESOURCES
Policies
Endowment or Reserve: Where do planned gifts Go?
Distributions: How will funds be used?
Committee and structure
Legacy Circle
Groundwork Decisions… m a y t a k e a w h i l e
Next Step: AWARENESS
Donor Idea Gift
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Broadcast Targeted Responsive
BASIC EXPANSIVE ADVANCED
Broadcast
BASIC EXPANSIVE ADVANCED
Each Year12421
Blurbs
ArticlesAnnouncementsLegacy Sunday
Brochure(s)Web Pages
Always
• Inspirational
• Estate Planning
• Gratitude
• Personal (Testimonials)
• Recognize Past Gifts
• Acknowledge What Gifts Have Done
BasicsContent Hints
BasicsBulletin Blurbs
The Gift of a Lifetime:
A will represents a person’s final wishes and intentions. After providing for
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
work. For many of us, this will be the most significant gift we will make – our
gift of a lifetime.
BasicsNewsletter Articles
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
who knew Jean said she had no close family. I’ve thought about that
phrase – “no close family”. The more I’ve thought about it, the more
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
church. Yes, Jean remembered her family – her church family – in her
will. You and I were part of Jean’s family.
BasicsAnnouncements
We met here, we were married here, our kids were baptized here.
In a place where everything changes so fast, this church has been
our constant, our foundation.
Thank you, our church family, for being there for us, carrying us
through some of our hardest times and greatest moments. We
want to be there for you too, so we wanted you to know that you
are a part of our estate plans.
9/24/2018
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BasicsLegacy Sunday
• Sermon
• Seminar – on Estate Planning and/or
leaving a Christian Legacy
BasicsPlanned Giving Web Pages
BasicsPlanned Giving Brochures Expansive
More than the minimum
Basic Expansive Advanced
ExpansiveEstablish a Planned
Giving Committee
Basic Expansive Advanced
ExpansiveMake a Plan
Basic Expansive Advanced
9/24/2018
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WHAT IS ITTHE
CHALLENGEMAKING A
PLANRESOURCES
Top 5 Challenges
(& Remedies)
# 5 - Loss of momentum (12 months in)
# 4 - Technique-focused (instead of inspirational)
# 1 - Pastor disinterest
# 3 - All committee activities = endowment management
# 2 - Distrust of endowment
# 1 - Pastor support and involvement
# 2 – Regular Congregational Communications
# 5 – Case Statement
# 4 – Planned Giving Committee
# 3 – Multi-Year Effort
TOP 5 COMMON PRACTICES
Of top bequest-receiving Churches
C o m m u n i c a t i o n s
2017May Jul Sep Nov 2017 Mar May
Webinar Overview
5/12/2016Orientation Office Hours07/19/2016
Office Hours
11/16/2016
Office Hours
1/11/2017
Office Hours
3/8/2017
Office Hours: 1-Year Check-In
5/10/2017
5/17/2016 -5/25/2016
Register
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
9/1/2016 - 12/31/2016 Communications (Lo Intensity)