The document discusses using social media for planned giving and fundraising. It begins with an overview of planned giving, including what it is, why it's important, and how it can be done through revocable and irrevocable gifts that provide either lifetime income or do not. The best prospects for planned giving are identified as consistent older donors aged 60 and older. Traditional outreach methods should be reinforced with a social media presence, targeting willing but skeptical older users by addressing privacy concerns and making platforms easy to use. The major social media platforms are Facebook, YouTube, Twitter and LinkedIn, but email is also important. Messaging should be consistent across channels and focus on building long-term relationships over quick calls to action.
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Planned Giving and Social Media - NextGen: Charity 2010 Workshop Presentation
1. PG & SoMe:
Planned Giving & Social Media
NextGen:Charity 2010
delivered by
Tony Martignetti, Esq.
Martignetti Planned Giving Advisors, LLC
November 19, 2010
2. @TonyMartignetti #NextGen10
http://www.mpgadv.com 2
Where WeŹ¼re Headed
ā¢ What is Planned Giving
ā¢ Why is it important
ā¢ How is Planned Giving done
ā¢ Who are the best prospects
ā¢ Traditional prospect outreach
ā¢ Using social media properties
ā¢ Continuing Ed.
3. @TonyMartignetti #NextGen10
http://www.mpgadv.com 3
What is Planned Giving
A method of charitable giving that involves
the donorŹ¼s consideration of their
retirement plan and family estate plan,
and
Usually (not always) accrues cash to a
non-profit at the donorŹ¼s death
4. @TonyMartignetti #NextGen10
http://www.mpgadv.com 4
Why Is Planned Giving
Important
ā¢ Build endowment
ā¢ Help through next recession
ā¢ Lifetime relationships
ā¢ Welcome those with modest incomes
ā¢ Your competitors are asking
5. @TonyMartignetti #NextGen10
http://www.mpgadv.com 5
How is Planned Giving Done
ā¢ Revocable gifts (your donors can take them back)
-- very valuable to your program
-- Charitable bequests
-- Living trusts
-- Beneficiary designations
ā¢ Irrevocable gifts
6. @TonyMartignetti #NextGen10
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Charitable Bequests
ā¢ Not hard to do
ā¢ Except, unlikely youŹ¼ll be told
ā¢ Xcellent for people of modest means
ā¢ Tax deduction for estate doesnŹ¼t matter
ā¢ Gain cash, property, anything of value
ā¢ Even though revocable, valuable
ā¢ Not necessarily small if āresidualā
7. @TonyMartignetti #NextGen10
http://www.mpgadv.com 7
Living Trusts
ā¢ Check your checks
ārevocable living trustā āliving trustā ārevocable trustā ātrusteeā
ā¢ Help donor make you remainder beneficiary
ā¢ A way to avoid probate
ā¢ Received at death
ā¢ I see easy transfer to you
ā¢ True, no deduction doesnŹ¼t matter
ā¢ You get trust remainder quickly
8. @TonyMartignetti #NextGen10
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Beneficiary Designations
ā¢ Life Insurance
ā¢ Retirement plans
-- IRA, 401(k), 403(b), Small Employer
Pension (SEP), SIMPLE IRA
ā¢ Commercial annuities
ā¢ Bank and brokerage accounts
ā¢ Any asset with a beneficiary designation
11. @TonyMartignetti #NextGen10
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The Life Income Gifts
(a/k/a love those acronyms)
ā¢ Charitable Remainder Annuity Trust (CRAT)
-- fixed income for life
ā¢ Charitable Remainder Unitrust (CRUT)
-- variable income for life
ā¢ Charitable Gift Annuity (CGA)
-- fixed income for life
-- lower minimum gift than charitable trusts
12. @TonyMartignetti #NextGen10
http://www.mpgadv.com 12
Charitable Remainder Trusts
ā¢ Income tax charitable deduction when trust created
ā¢ Typical is husband & wife getting income
-- āincome beneficiariesā
ā¢ You are remainder beneficiary
ā¢ One trust can benefit multiple nonprofits
-- āIŹ¼d like to help you but I have other charities I supportā
-- āYou can help us allā
ā¢ Hard to do for less than $100,000
13. @TonyMartignetti #NextGen10
http://www.mpgadv.com 13
Charitable Gift Annuity
ā¢ Fixed income for life to 2 āannuitantsā
ā¢ Typical is husband and wife
ā¢ Income tax charitable deduction
ā¢ At death of annuitant(s), whatŹ¼s left is a gift to one
nonprofit
ā¢ Substantial web of state regulation for approval,
especially in CA, NJ & NY
16. @TonyMartignetti #NextGen10
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Life Insurance Ownership-
Nonprofit Owns Policy
ā¢ Charitable deduction
-- your donor loves you
ā¢ An increase in your net assets
--cash surrender value
-- your CFO loves you
17. @TonyMartignetti #NextGen10
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Retained Life Estate
ā¢ Not just primary residence
ā¢ Expiration, then transfer by deed to nonprofit
ā¢ Wave bye-bye āremainder interestā
ā¢ Yet retain ālife interestā
ā¢ Or, a/k/a Life Estate
ā¢ Report upfront, immediate deduction
ā¢ Keeps donor paying taxes, maintenance, insurance,
repairs
19. @TonyMartignetti #NextGen10
http://www.mpgadv.com 19
Where We Are
ā¢ What is Planned Giving
ā¢ Why is it important
ā¢ How is Planned Giving done
Revocable gifts
Irrevocable gifts
pay life income
donŹ¼t pay life income
ā¢ Who are the best prospects
21. @TonyMartignetti #NextGen10
http://www.mpgadv.com 21
Who Are The Best Prospects
ā¢ Age 60 and over
ā¢ Consistent donors (they love your work)
-- Ignore gift size
ā¢ Any income & asset level
ā¢ May need income supplement
ā¢ Single, female, widowed, heirless (ideal)
ā¢ Women outlive men; critical to Planned Giving
22. @TonyMartignetti #NextGen10
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This Sickens Me
āA few female friends and I have let it be known to some of the nonprofit organizations
we support financially that we would like to explore planned giving options that
include their charity. None of the three organizations I mentioned this to have
followed up with me...my women friends have had similar experiences. And each
time I share the story at a fundraising training I collect another example of a
woman who has dropped hints, left messages, sent emails or boldly said
something about estate planning & planned giving and they've been ignored or
forgotten.
āThe age group I'm referring to is mid-40's to mid-60's. We have disposable income
now but will have more to share later. Some of us don't have children to leave our
assets to and others of us simply want to leave a legacy gift in addition to anything
we'll do for our families.ā
23. @TonyMartignetti #NextGen10
http://www.mpgadv.com 23
Where We Are
ā¢ What is Planned Giving
ā¢ Why is it important
ā¢ How is Planned Giving done
Revocable gifts
Irrevocable gifts
pay life income
donŹ¼t pay life income
ā¢ Who are the best prospects
ā¢ Traditional prospect outreach
ā¢ Using social media properties
24. @TonyMartignetti #NextGen10
http://www.mpgadv.com 24
Traditional Prospect Outreach
ā¢ Personalized direct mail
ā¢ Publications
ā¢ Face-to-face meetings
ā¢ Seminars
ā¢ Events
ā¢ Board meetings
ā¢ Web
ā¢ ALL relevant & integrated with social media work
25. @TonyMartignetti #NextGen10
http://www.mpgadv.com 25
Using Social Media Properties
ā¢ Penetration 20% among 60+
--rising at steep, increasing rate
ā¢ Email most common & comfortable
ā¢ Facebook most common property
-- the kids & grandkids
ā¢ Grave privacy concerns
-- Liking; chat; external sites
26. @TonyMartignetti #NextGen10
http://www.mpgadv.com 26
Using Social Media Properties
āSocial media, done well,
strengthens the bond between the
nonprofit and its constituents.ā
(Nonprofits and Social Media Ain't Optional
http://www.ventureneer.com)
28. @TonyMartignetti #NextGen10
http://www.mpgadv.com 28
Using Social Media Properties
ā¢ Concerns about identity theft
-- Physical address, every page
-- Contact: phone number with name and
dept.
ā¢ Concerns about ease of use
-- Make the font larger and have easy page mods
-- Make it clear and easy
29. @TonyMartignetti #NextGen10
http://www.mpgadv.com 29
Using Social Media Properties
The Basics Still Apply
-- Strategize & understand
-- Listen to communities online & off
- health care; finance; taxes;retirement;
politics
-- Communicate--Try & fail
-- Measure
--views, hits, followers, downloads, where
from, where to; not money
31. @TonyMartignetti #NextGen10
http://www.mpgadv.com 31
Using Social Media Properties
Multi-channel conversation
Social media best when reinforced by offline prompting and
branding
Consistent messages across channels
Relationship precedes call to action
32. @TonyMartignetti #NextGen10
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Using Social Media Properties
Plan & strategize about meeting your constituents online,
the same way you strategize around in-person cultivation
Aggregated for most
Tailored for a few
33. @TonyMartignetti #NextGen10
http://www.mpgadv.com 33
Continuing Ed.
ā¢ Blog: http://www.mpgadv.com
ā¢ Tony Martignetti Nonprofit Radio: FB
ā¢ The Martignetti Report enewsletter
-- leave a biz card
ā¢ Twitter; LinkedIn
ā¢ āPlanned Giving Simplifiedā by Robert Sharpe, Wiley publ.
ā¢ http://www.ventureneer.com/
ā¢ http://www.whatgives.com/
ā¢ http://www.socialmediaexaminer.com/