Introduction: What Is Planned Giving and Why Does It Matter? Planned giving, also known as legacy giving, is the art of securing future gifts from donors through their estate plans. These gifts are often the largest and most impactful contributions a donor will ever make—with the average planned gift ranging from 200-300 times larger than a typical annual donation. Consider how a small environmental nonprofit transformed its future with just three bequests in its first year of planned giving: these gifts secured enough funding to protect 250 acres of critical habitat in perpetuity. Yet, many nonprofits hesitate to launch their own planned giving program, assuming they lack the expertise or resources. The truth is: Planned giving is a people business, not a legal business™. And it’s never too early to start. This guide offers the most practical, scalable approach to launching a planned giving program—even if you’re a small nonprofit with limited staff and budget. Quick Start Guide If you need to launch quickly, focus on these five core elements. Read the rest of the article for valuable details, typical case study and a readyness calculator. Foundation Steps: Identify loyal donors with 5+ years of giving history (prioritize those with increasing gift patterns) Create a simple legacy society with basic recognition elements (special pins, annual letters, exclusive events) Develop a basic planned giving webpage focusing on bequests (include sample bequest language and one donor story) Engagement Actions: Train staff on natural conversations about planned giving (provide simple scripts and practice scenarios) Send personalized thank-you notes to every legacy donor (handwritten notes within 48 hours of commitment) Timeline & Results: Launch in 30 days, see first bequest intentions within 6 months, and expect 8-15 commitments by month 18. Remember: Start simple, stay consistent, and focus on relationships over transactions. Table of Contents Understand the Basics of Planned Giving Engage Your Board of Directors Identify and Thank Your Most Loyal Donors Create a Legacy Society Develop Your Planned Giving Website or Microsite Establish Gift Acceptance Policies Create Basic Planned Giving Marketing Materials Formalize Your Program With Tools and Systems Learn Prospect Identification and Segmentation Use Your Donor Database Effectively Send Personalized Thank-You Notes to Board and Donors Make Planned Giving a Daily Habit Host Educational Events and Seminars Emphasize Trust, Not Money Collect and Share Donor Testimonials Master the Planned Giving Conversation Explain How the Gift Will Be Used Join a Peer Group or Network Plan for Future Program Growth Use Smart Planned Giving Marketing Strategies Add Signature Line Pitches and Site Linkage 1 Understand the Basics of Planned Giving ESSENTIAL You don’t need to be a legal expert. Start with common, easy-to-explain gift vehicles: Bequests: “A provision in your will that directs a gift to our organization.” IRA Beneficiary Designations: “A form from your retirement plan administrator that names our organization to receive funds after your lifetime.” Life Insurance Gifts: “Making our organization the beneficiary of a policy you no longer need.” Appreciated Securities: “Donating stocks or bonds that have increased in value since you acquired them.” Gifts of Retirement Plans: “Naming our organization as a beneficiary of your 401(k), 403(b), or IRA.” Real-World Examples: The Children’s Museum focused solely on bequests and IRA designations for their first two years, securing 14 legacy commitments before expanding to additional gift types. A college was about to close its doors when it was saved by a surprise bequest. Recommended Resource: A donor-friendly video or planned giving pocket guide can be incredibly effective for internal training and donor education. SEO Tip: Use the phrase “what is planned giving” in your FAQs to attract beginner-level queries. 2 Engage Your Board of Directors ESSENTIAL Your board’s support is essential. Educate them on how legacy gifts work and why they are critical to the long-term health of your organization. Get all planned giving myths out of the way. Board Engagement Strategies: Schedule a 20-minute presentation at your next board meeting Share simple one-page handouts explaining the basics Ask board members to consider their own legacy gifts Invite a board member from another nonprofit to share their planned giving success story Pro Tip: Send handwritten thank-you notes during key holidays or milestones. Gratitude opens doors. 3 Identify and Thank Your Most Loyal Donors ESSENTIAL Your best planned giving prospects are not necessarily your largest givers. Instead, focus on those who have: Donated 8+ of the last 12 years Consistently supported specific programs Demonstrated personal affinity Donor Identification Steps: Run a database query identifying donors with 5+ years of consecutive giving Create a tiered approach, starting with those giving longest Develop a personalized outreach calendar Personalize your outreach. Make it feel like a letter to your mother, not a cold institutional appeal. 4 Create a Legacy Society ESSENTIAL A Legacy Society is a simple way to honor planned giving donors and build social proof. It gives donors community, credibility, and connection. Steps to Build One: Give it a meaningful name and logo (e.g., “Heritage Circle,” “Future Builders Society”) Offer special perks (events, recognition, behind-the-scenes tours) List members in your annual report or website (with permission) Mail custom welcome packets to new members Legacy Society Success Story: The Westside Community Center launched their “Tomorrow’s Promise Society” with just three founding members. Within 18 months, it grew to 17 members through peer-to-peer referrals alone. 5 Develop Your Planned Giving Website or Microsite ESSENTIAL Every planned giving program needs a digital hub. At a minimum, your planned giving web page should include: Overview of planned giving options Contact information (with photo and direct line of your planned giving contact) Donor testimonials (with permission) Clear calls-to-action (CTA) Legacy society info Online will planner free for donors (see LegacyPlanner™) Website Enhancement Tips: Include sample bequest language that donors can share with their attorneys Add a calculator showing the impact of different gift amounts Feature photos of real legacy donors (with permission) rather than stock images Internal linking tip: Link every mention of “planned giving” or “bequest” back to your site’s planned giving section.
