Understanding the key differences between conservatorship and guardianship is crucial for the future care of loved ones.
Nonprofits are leaving billions on the table—not because donors aren’t willing, but because fundraisers are too afraid to ask for real estate. Myths, fear, and ignorance have paralyzed the sector. Meanwhile, $35 trillion in property is changing hands over the next two decades. Still think bake sales will cut it? Like Willie Sutton said about robbing banks: “Because that’s where the money is.” Real estate is where the money is. The smart fundraisers already know it. Do you?
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Discover the differences between per stirpes and per capita distributions in wills. Learn how these terms affect the inheritance of your estate.
Originally Published August 16, 2010. Updated for April, 2025. Why Small Gifts Still Matter—And How to Show Donors Their Impact Over 40 years ago, comedian Steve Martin did an inflation routine that featured the line, “Gee, I got four dollars; I think I’ll throw it out into the street.” This came during the gas strikes and economic upheaval of the 1970s, when Americans were tightening their belts and discovering—often painfully—that a dollar doesn’t always go as far as it used to. Fast-forward to today. After a global pandemic, supply chain disruptions, and record-breaking inflation, people are once again questioning the value of a dollar. And yet, ironically, we’ve also become desensitized to massive numbers. We scroll past headlines featuring numbers with 9, 12, or even 15 zeros after them—trillions in deficits, billions in bailouts, and quadrillions in global debt. When numbers get that big (do you really know your numbers?), the average person tends to mentally check out. We don’t think in terms of scale anymore. We think in terms of irrelevance. “What’s my $50 going to do in a world where the national debt hits $34 trillion?” The Illusion of Insignificance This is the trap donors fall into—and it’s deadly for fundraisers. When even a million dollars looks “small” compared to what’s casually tossed around on the nightly news (again, know your numbers), a $25, $50, or even $500 donation can feel meaningless to your prospect. And if they believe it won’t make a difference, they won’t give at all. Your job is to destroy that illusion. Because it is an illusion. Every dollar matters—to you. It’s our job as fundraisers and communicators to remind donors of that truth. And not just remind them, but help them feel it. Context Is Everything To a major university, $100 might not move the needle. But to a local food bank, that same $100 might translate to 300 meals. To a national charity with a $40 million endowment, $1,000 might not get a seat at the table. But to a small nonprofit rescuing stray animals, it could cover an emergency surgery and vaccinations. And in planned giving? The stakes are even higher. A single bequest from a loyal donor—who never gave more than $20 a year—could one day grow your endowment by $20,000 or even $200,000. Specificity Breeds Belief The antidote to “I don’t think my gift matters” is specificity. That’s why, when it comes to planned giving, your messaging must be concrete and real. Here’s what your prospects need to know: Let them know exactly how much good their donation will do. Translate numbers into outcomes. Show how their gift of stock, property, or a percentage of their estate will impact real lives. Explain how every donor matters. Don’t say, “We need your support.” Say, “We cannot succeed without the generosity of people like you.” Show them the long-term vision. Help them understand that planned gifts aren’t just about immediate impact—they’re about building something lasting. A stronger endowment. A future-proof mission. A legacy. Affirm their value. Make it clear that you’re not measuring gratitude by the number of zeros in their check. Make it about intention, trust, and belief in your mission. Tell them—truthfully—that every dollar looks big to your nonprofit. Because it does. Why It’s Personal Here’s the kicker: Most donors aren’t looking to be heroes. They’re looking to be useful. To have purpose. To know that what they’re doing actually counts for something. And that’s a powerful psychological lever. When you help a donor see the difference they can make—even with what they view as a “modest” gift—you empower them. Suddenly, they go from a passive bystander to an active partner. From “what difference can I make?” to “I am making a difference.” Every Gift Has a Story I once spoke with a fundraiser at a rural hospice who told me about a donor who never gave more than $10 a year. Quiet, humble. Lived on a fixed income. After she passed away, the nonprofit learned she had left them $75,000 in her will. She never thought of herself as a philanthropist. But she believed in the mission. You never know who’s listening. You never know which small gift is the start of something profound. The Big Picture Let’s hope we live to see a day when we’re not so numb to trillion-dollar headlines. When “debt ceiling” isn’t a term we hear weekly. When a dollar once again feels like a dollar. But until then? We fight the tide. We make it personal. We get specific. We show donors that size doesn’t matter—impact does. Because to your nonprofit, every gift counts. Every donor matters. And every dollar? Still looks big.
100 Fundraising Delusions (and the People Who Still Believe Them) isn’t a blog. It’s a mirror—and not the flattering kind. After 26 years in this business, I’ve heard it all: the excuses, the sacred cows, the budget-killing fantasy thinking. From “We need younger donors” to “We’ve got FreeWill, so we’re covered,” this list delivers 100 cold truths—each one a quiet reason your fundraising isn’t working. If you see yourself in a few, congratulations—you’re self-aware. If you don’t see yourself at all?
Well… that’s Delusion No. 100.
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Originally published in September 2012. Updated in 2025. How Internal Silos Hurt Donor Relationships and Revenue Summary: Many organizations still operate under the outdated belief that planned giving cannibalizes annual giving. In reality, donors who commit to legacy gifts often increase their annual contributions. This post explores the importance of cross-departmental collaboration and how to unlock the full value of loyal donors by embracing a donor-centered approach. The Question We Received We were recently asked a practical and pressing question: Is there any benchmark or industry standard regarding the mechanics of handing off a loyal direct mail donor to the Planned Giving Department? Without airing too much dirty laundry, our in-house Direct Marketing Department refuses to give the Planned Giving Department access to the donor database out of fear that planned giving marketing activities with loyal donors will depress annual giving income. So basically, the Planned Giving Department is being denied access to the best prospects because of fear that planned giving will undermine annual giving. The Common Misconception Our response from the late Brian M. Sagrestano: Many nonprofits fall for the false notion that charitable giving is a finite pie—and that offering a donor the opportunity to make a bequest will somehow reduce what they’re willing to give to the annual fund. In reality, the opposite is true. The 2007 study Bequest Donors: Demographics and Motivations of Potential and Actual Donors, conducted by the Center on Philanthropy at Indiana University, found that donors who include a charity in their estate plans are not only more loyal but also give larger annual gifts than those who don’t. In fact, annual donations from legacy donors were twice the size of those made by non-legacy donors. When donors deepen their connection with your mission through a planned gift, their overall investment grows—both emotionally and financially. Donor-Centered Giving Is the Future In today’s multi-channel, donor-centered landscape, the idea of “protecting” donors from other departments is outdated and counterproductive. Holding donor names hostage only leads to missed opportunities and declining support. It’s time to shift from seeing donors as short-term revenue streams to viewing them as mission partners with long-term philanthropic goals. Organizations that embrace this mindset are thriving. Those that don’t will likely face declining annual giving over time—especially as Boomers retire and younger generations step into their philanthropic roles. Younger Donors Demand More Millennials and Gen X donors approach giving differently than their parents and grandparents. They want to: See tangible impact from their gifts Align with causes that reflect their values Get involved beyond writing a check—often as volunteers or advocates They’re not interested in unrestricted giving unless they feel connected to the cause and see clear results. That’s why it’s critical to nurture relationships holistically, rather than limiting communication to one department. Fear Is Fueling Decline Your annual fund team may be clinging to loyal donors because they sense a decline in giving—and they fear that sharing those names will accelerate the problem. But here’s the truth: the more you hold onto donor names, the faster your decline will come. Why? Because donors evolve. If you’re not growing with them—offering ways to make a bigger impact and connect deeply—they’ll drift elsewhere. Cross-pollinating efforts across departments is the key to keeping donors engaged. Successful Charities Share Today’s high-performing nonprofits don’t hoard data—they share it. Development, annual fund, and planned giving teams coordinate efforts and speak with one voice. They understand that a loyal donor isn’t a turf war—they’re an opportunity for deeper engagement and long-term support. Collaboration ensures multiple points of contact and helps donors feel heard, valued, and invested in the organization’s future. And the result? Stronger loyalty. Bigger gifts. And a mission that grows. Key Takeaways Legacy donors give more: Planned giving boosts, rather than undermines, annual giving. Donor-centric strategies win: Modern donors want impact, involvement, and long-term relationships. Collaboration is essential: Siloed departments stifle growth and alienate your best supporters. Fear holds you back: Transparency and internal cooperation lead to stronger outcomes. If your nonprofit is still operating with internal walls, it’s time to tear them down. Donors don’t think in silos—and neither should you.
Thinking of hosting a Planned Giving Seminar? Great—if your goal is to perfect the sound of silence. Most people would rather organize their sock drawer than attend something that sounds like a tax lecture. Want them to actually show up? Call it “Estate Planning for Grown-Ups Who Don’t Want Chaos.” Talk about protecting their family, not charitable trusts. Trust us—once they’ve planned for their dog, their alma mater might just sneak into the will.
Originally published September 9, 2010. Updated for 2025. There’s something graceful—and powerful—about smart messaging. It cuts through noise, builds trust, and moves people to act. And in an attention-starved, AI-saturated world, your website’s copy is either doing that… or driving people away. Whether you’re promoting a church, charity, university, or planned giving program, strong messaging isn’t just important—it’s everything. Especially when it comes to your most valuable screen real estate: your forms, calls-to-action, and sign-up prompts. Some organizations still don’t get it. Fortunately, others do—and the New York Public Library gave us a classic, clear-cut example. Back in 2010, Jeff Brooks over at FutureFundraisingNow.com compared two versions of NYPL’s e-newsletter sign-up page: one clunky, one clean. The contrast was so sharp it became a textbook case of messaging done right. And guess what? It’s still relevant today. Because even now, far too many nonprofits keep making the same mistakes. Let’s revisit this “then and now” table: Bad Messaging Good Messaging 1. “Subscribe to NYPL Newsletters” “Stay Up-to-Date with NYPL News” 2. Requires “contact information” including name Requires only “your email address” 3. Requires choice (“please select”) among up to four different newsletter titles Displays “What you’ll get” box with bulleted list of engaging library information 4. Stilted, two-sentence, 27-word privacy policy blurb with embedded info link Affirming, one-sentence, seven-word privacy policy blurb with embedded info link Why This Still Matters in 2025 The Headline“Subscribe” sounds like work. “Stay up-to-date” sounds like value. Simple shift, big difference. Even better? They dropped “newsletter” and went with “NYPL News.” That sells the product, not the platform. The Ask“Contact information” implies fundraising follow-up. Asking only for an email feels low-commitment. The fewer fields you force people through, the fewer you’ll lose. The ClutterListing four newsletter options forces users to think—too much. Confusion creates friction. The better version replaces it with a “What You’ll Get” list: Library news Service updates Latest programs and events Sneak previews Special announcements That’s messaging that sells the sizzle, not the structure. It taps into curiosity, immediacy, and relevance. The Legalese Nobody wants to read a 27-word privacy policy. “Your privacy is important to us” gets the job done, with a clean embedded link. Short, human, and clear. Translate This to Planned Giving If your site’s donor forms, newsletter sign-ups, or legacy landing pages look like they were written by committee, they probably were. You’re not just losing clicks—you’re losing trust. And trust is the currency of every planned gift. Too many nonprofits bury their value behind technical jargon, legacy content, or cluttered web forms. They over-explain. They under-inspire. And they forget that the visitor is silently asking one thing: “What’s in this for me?” Smart messaging answers that instantly. Final Thought The NYPL example may be over a decade old—but its lessons are evergreen. In fact, they’re more relevant than ever in a world of inbox overload and automated everything. So take a look at your own website. Are you selling the structure—or the sizzle? One converts. The other gets ignored.
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