Give & Take

Donors as Prospects for Large Major Gifts

Doug White

•

May 6, 2016

•

Question In your Strange Myths section in Giving Tomorrow Magazine, the statement is made that “Most planned giving donors are not prospects for large major gifts.” Did the word “not” creep in there by mistake? Answer This is a really good question and common misperception. Over the last several years there have been a number of studies of the most likely planned giving prospects. We have learned that those individuals who are loyal to your organization and mission are the most likely to be open to the planned giving message. Typically we measure loyalty by regular, consistent annual giving. One of the studies showed that donors who give 15 or more times are the best planned giving prospects. It does not matter the amount they give, just that they give. So wealth is not a factor in determining your planned giving prospects. In fact, when you do a wealth screening

Why Getting In The Will Today Matters

Julie Morgenstern

•

April 15, 2016

•

Beneficiary Designations, Bequests, Giving, Planned Giving Marketing, Stewardship and Relationships

Long-term study shows multiple benefits for charities to get in the estate plan sooner. We all know charitable estate giving is a big deal. In comparison, despite all of the media attention and conversation generated by corporate giving, annual estate giving has always been much larger. (In some years, charitable estate gifts are more than double all corporate gifts.) Of course, we all know that to receive any estate dollars, your organization must get in the will or other estate planning document. So, getting in the will eventually is clearly important. Get into the will today. But, new evidence is emerging as to why it is important not just to get in the will, but to get in the will today. The evidence comes from a large national survey called the Health and Retirement Study. This study, starting in 1992, tracks older adults (age 50+) year after year. It includes

King and Queen on a chess board along with a few members of the "army"

A Message from the CEO

Viken Mikaelian

•

April 11, 2016

•

Uncategorized

First, a Thank You For those of you who are reading this and are clients of mine, I truly thank you for your business. When I started in 1998, I did it with the goal to make planned giving accessible to your average prospect. At the time, planned giving was so bogged down with legalese and mind-numbing details that fundraisers were intimidated and donors befuddled. We’ve come a long way since then, but there’s still a shocking number of fundraisers taking calculator courses and fretting about tax codes while ignoring the relationship part of their job. Not you. You’re among the top 5% who get it and take the lead. As our client, you know that planned giving is a people business and simple is best. In 2000 when I introduced the planned giving postcard, a competitor who was (and still is) in the business of printing lengthy planned giving newsletters,

Keyboard image with Bequets and OPerating Expenses spelled over it.

Is It Okay To Use A Bequest For Operating Expenses?

Doug White

•

April 8, 2016

•

Beneficiary Designations, Bequests, Planned Giving Marketing, Stewardship and Relationships

Question My nonprofit organization currently uses all bequest proceeds for operating expenses. The family of a recently deceased donor has questioned this and wants us to designate the funds for endowment (what is an endowment). What should we do? Answer It’s important to remember that only funds explicitly restricted by the donor can serve as a true endowment (importance by Deb Ashton). If a donor’s will does not specify a restriction, these funds are technically unrestricted and can be used at the nonprofit’s discretion. However, that doesn’t mean organizations should spend them without careful consideration. One approach is to treat them as “quasi-endowment” or “board-designated endowment,” meaning the board voluntarily decides to invest the funds rather than spend them outright. This way, the principal remains intact, and the nonprofit can utilize annual drawdowns based on a responsible spending policy. The larger question your nonprofit must address is: What is your

An image of a woman with her fist raised, to symbolize reaching her career goals.

The 1% Challenge: Can You Improve a Little Each Day?

Viken Mikaelian

•

April 1, 2016

•

Uncategorized

I wonder if anyone’s ever done a study to see when gyms are more crowded—in January (post new year’s resolution season) or in the spring (pre swimsuit season). I’d put my money on January.

What Are You Thankful For?

Dan Rice

•

November 24, 2015

•

Self Improvement & Career, Stewardship and Relationships

Our clients are some of the most successful, creative people in the planned giving community. We asked them what they’re grateful for, and here’s what they said. (Feel free to steal their ideas at your family feast on Thanksgiving.)

The key to planned giving success: benefits that fit together like a puzzle.

Benefits, Not Features: What Really Sells a Planned Gift

Dan Rice

•

July 30, 2015

•

Planned Giving Marketing, Stewardship and Relationships

Originally published July 30, 2015. Updated for 2025. Summary: Why Benefits Always Win When it comes to planned giving marketing success, it’s not about the features—it’s about the emotional and personal benefits for the donor. That was the takeaway from a lively webinar featuring Viken Mikaelian and Tom Ahern, two industry veterans in donor engagement strategies. If you missed it, the recording will be available soon at PlannedGiving.guru. From Real Estate to Philanthropy I came to planned giving from the world of real estate, bringing along a few key marketing principles. One of my favorites: “Never write to a donor what you can tell them on the phone or in person; and never tell them something that you are able to show them.” And perhaps the most important of all: “Highlight benefits, not features.” What Really Sells a Gift? Benefits. In real estate, you can list the features: three bedrooms,

Coins in an antique wooden box with a hand depositing more coins

Why Jews Give

Jim Friedman

•

May 5, 2015

•

Giving

Two Hebrew phrases help explain why Jewish giving is so high. Two women pass a beggar on the street. Both women have the exact same income and expenses. The first weeps at the suffering of the beggar and gives him $5 out of the goodness of her heart. The second notices but rushes past. Later in the day, however, she feels compelled because of her religious beliefs and returns to give the beggar $100. Who is the better person? Why are Jews so generous? Many people who are not familiar with the Jewish community are often surprised at the large annual gifts that Jewish Federations and other Jewish non-profit organizations receive year in and year out. Are Jews more generous than other people? Have Jewish organizations cooked up some kind of secret fundraising sauce? I have been privileged to work with the Jewish Federation of Cincinnati for twelve years and

The Sexiest Seven Words in Fundraising

Jim Friedman

•

April 15, 2015

•

Uncategorized

Once upon a time in a market far, far away, I worked at FORTUNE Magazine. In retrospect, selling advertising in FORTUNE had a lot of similarities to fundraising. It was a great magazine with a specific editorial mission that competed for dollars with a lot of other fine magazines and newspapers. During my time there, an editorial colleague posed this fascinating question: “What are the sexiest six words in advertising?” I’ve never forgotten how he answered it and have made it one of my fundraising mantras to live by.

Philanthropy coach concept represented by colorful blocks spelling 'COACH' on a wooden background.

How to Become an Abundance Reality Fundraiser (Even If You’re Not the Donor’s Favorite)

Dan Rice

•

April 13, 2015

•

Uncategorized

Most Donors Support Multiple Charities—And That’s a Good Thing Did you know the average donor gives to about ten charities per year? But here’s the real kicker: their top three or four nonprofits usually receive the lion’s share of their charitable giving. Now, I’ll be honest—I’ve never had the privilege of working for someone’s “favorite” charity. You know, that one nonprofit that lives rent-free in a donor’s heart and wallet. But I’ve never let that bother me. Why? Because I never subscribed to a scarcity mindset. I’ve always leaned hard into what I call the abundance mentality. From Scarcity to Abundance: A Shift in Mindset The scarcity mindset says, “If we don’t get the entire gift, we lose.” It’s competitive. It’s fearful. And frankly, it’s unrealistic. The abundance mentality says, “There’s enough to go around—especially when we help donors unlock hidden wealth.” There’s room for every organization that resonates with

Planned Giving vs. Gift Planning

Viken Mikaelian

•

April 1, 2015

•

Uncategorized

It’s a decades-old dispute over which term, “Planned Giving” or “Gift Planning,” gives you the edge when reaching out to your prospects.

Illustration of a person in a suit with a megaphone as their head, emitting the words 'blah blah-blah blah blah' in jagged speech waves, with an audience of faceless silhouettes in the background. This is typical vanilla planned giving marketing.

Edgy Marketing vs. Vanilla Marketing

Viken Mikaelian

•

August 25, 2014

•

Planned Giving Marketing

You can play it vanilla, or you can be heard. What will you choose? Edgy planned giving marketing gets results.

Are you a Binge Marketer?

Viken Mikaelian

•

August 15, 2014

•

Planned Giving Marketing

The classic cry of the binge marketer is “Oops… business is slow. I guess I’d better do some marketing and send out a mailing.” If you find yourself in the middle of a quiet spell, thinking that a few actions, a couple of phone calls and a mailing here and there will get things moving again, you need to rethink your strategy.

Who’s Your Tom Bond?

Viken Mikaelian

•

July 23, 2014

•

Planned Giving Marketing

You’d never guess by looking at Thomas Chandler Cruikshank Bond, III, that he battled drug addiction for two decades, that he was jailed half a dozen times, or that he spent four years living in abandoned houses in East Baltimore. In fact, even if you had met him during most of those dark years, you never would have guessed what was really going on under his façade. He had a good job with an expense account, wore a suit and tie and drove a nice car. But, he says, “inside I was a wreck, miserable.” By 2002, Tom had been homeless or jailed for the past four years. He was injecting heroine and cocaine and had wasted away to 150 pounds. “I really thought I’d end up dying in the projects of Baltimore,” he says. Then, during yet another stint in jail, Tom heard (for the third time) about the

Google Uses Direct Mail Like Crazy

Dan Rice

•

April 17, 2014

•

Giving, Planned Giving Marketing, Stewardship and Relationships

So it’s settled. Direct mail is a good idea. My husband and I run a small business. A very small business. So I was a little surprised to find out that we’re on Google’s mailing list. I’d understand if they sent me an email, or maybe a personalized video pop-up on YouTube. But no … the King of the Internet sent me a good old-fashioned letter, in a paper envelope, with a stamp, delivered by the postman. Yes, direct mail.

Year-End Giving 2012

Viken Mikaelian

•

November 8, 2012

•

Planned Giving Marketing

With the presidential election behind us and the status quo retained, what does this mean for charitable giving as we approach year-end? Over the last three months, this was the number one question on people’s minds – “What happens if after the election, we have the same parties in control of the House, Senate and Presidency? After all, there were lots of tax reform proposals out there during the campaign and we are about to go over the ‘Fiscal Cliff.’” While we don’t have a crystal ball, we are certain about three things which should shape how you approach year-end 2012 and the start of 2013.

Two bubbles - this is your comfort zone, this is where magic happens

Comfort Zone Treadmill

Dennis Haber

•

November 4, 2012

•

Planned Giving Marketing

Are You Sure You’re Ready to Excel? If you continue to do things in the same manner you have always done them, your results are not going to change. Continuing to do things the same old way basically puts you on a treadmill where continuous, ineffective effort and lackluster results flow in a endless loop. It is time to re-examine your belief system. This article offers some ideas guaranteed to get you off that treadmill, to put money in your organization’s pocket, and help you become the consummate professional you want to be. As 2011 came to an end, you promised yourself that 2012 would be better. It would be a year of accomplishment; a year of achievement both for you and your organization. However, as you now review 2012 to date, are you finding your results mirror those of 2011? Let’s start with some brutal facts:

There Is Money Out There

Viken Mikaelian

•

September 27, 2012

•

Giving, Planned Giving Marketing, Stewardship and Relationships

But did you hear about the doggy hotel your nonprofit is competing with? $175 per night. Your pooch can enjoy a poolside room with a view ($50 extra), an evening backrub ($25 extra), and even a bedtime story ($20 extra).

Nonprofits Are Not Special: Think Like a Business

Viken Mikaelian

•

September 26, 2012

•

Planned Giving Marketing, Stewardship and Relationships

That’s right. Being a charity doesn’t magically change business, economic, or marketing realities. So think like a business. Not like a nonprofit. Because the biggest problem among nonprofits is the “non.” There are quite a few people in the nonprofit world who do not want to hear this. In fact, our least popular webinar has consistently been the one that Jeff Comfort and I presented titled, “The IRS Considers You a Business. Act Like One.” We focused very much on finances, P&L (profit and loss) statements, setting goals, and accountability. Apparently, no one wants to think like a business. I cannot emphasize this enough: If you truly want your nonprofit to succeed, you need to think like a for-profit. Focus on these first: Advertising Marketing Sales Personal Relationships Too many nonprofits drive their prospects away before they’ve even had a chance to get started. Here’s what I recently saw on

The Cocktail Party Test: Is Your Enthusiasm Contagious?

Viken Mikaelian

•

September 24, 2012

•

Planned Giving Marketing, Stewardship and Relationships

Fundraisers can make “civilians” a little nervous when they’re around. What comments do you get when you tell folks what you do? “Ugh, I could never ask strangers for money!” “Well, I hope you didn’t bring your begging bowl with you tonight – this is a friendly party.”

Give & Take

Donors as Prospects for Large Major Gifts

Why Getting In The Will Today Matters

A Message from the CEO

Is It Okay To Use A Bequest For Operating Expenses?

The 1% Challenge: Can You Improve a Little Each Day?

What Are You Thankful For?

Benefits, Not Features: What Really Sells a Planned Gift

Why Jews Give

The Sexiest Seven Words in Fundraising

How to Become an Abundance Reality Fundraiser (Even If You’re Not the Donor’s Favorite)

Planned Giving vs. Gift Planning

Edgy Marketing vs. Vanilla Marketing

Are you a Binge Marketer?

Who’s Your Tom Bond?

Google Uses Direct Mail Like Crazy

Year-End Giving 2012

Comfort Zone Treadmill

There Is Money Out There

Nonprofits Are Not Special: Think Like a Business

The Cocktail Party Test: Is Your Enthusiasm Contagious?

Popular Keywords

Categories