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June 30 Estate Gifts
Phone Seminar
Your presenter is Estate Planning veteran and popular CSA speaker Ray Lyne Click here for details csa@stewardship.org
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10
Planned Gift Questions for Ron Blomberg of Biola University
Ron Blomberg (RB): I was introduced to planned giving through my work in major donor cultivation. I had been meeting people who were giving faithfully to the university, and were interested and able to do more through deferred gifts. In our office a lot of cross training about deferred giving takes place. That way, when we're meeting with donors we have resources to offer. MB: What do you enjoy the most about planned giving? RB: Matching the interests and life goals or values of donors with an instrument that can help them finalize a legacy-type gift. MB: What has been your best experience in planned gifts this year, and what did you learn from that experience? RB: A woman who attended Biola in the 1960s was so impressed and excited about the opportunity she had as an adult to take just one semester. Over the years, she's kept us in mind, and recently her husband became ill and passed away. Before his death, he was able to finalize an estate plan, and developed a revocable trust, out of which Biola and several other ministries would be helped. The "magic" of this experience, if I can use that term, was to see the joy on her face, to accomplish what she hoped she could. Without planned giving, she might never have experienced that. The lesson I learned was to listen well. It's all about the story of the donor, and what God has put in his or her heart and life. You don't need to sell or push a product. Just find a match to help people do what God has put in their hearts to do. MB: How do you create opportunities to meet with planned giving prospects? RB: We market different instruments that are available, especially gift annuities because they're the most common and easiest to promote. There are a lot of ways to promote them—our web site, magazine, direct mail. We also advertised in a news magazine last year and used radio advertising. However it's done, marketing is a way to open a window to give people a basic understanding and to help you cast a vision and uncover new prospects. The reason gift annuities work is because they're not complicated. Generally when people hear about estate planning, some defense mechanisms come into play because it sounds complicated. A gift annuity is a simple tool with which people have guaranteed income for life while making a gift to charity. It's not complicated, and it takes away much confusion. MB: How would you advise a ministry that wants to get started in planned giving? RB: One of the first things that an organization that doesn't have a history in planned giving or the staff resources for it can do is put this question in all of its publications: "Have you included us in your will?" Just putting that question in prominent spots—such as envelope stuffers or the bottom of letters—gives people the idea of doing a legacy gift. Most organizations, if they wanted to do a little more than last year, could just add this question, for example, on the reply card when the next gift comes in. Something like "Please send me information on writing a will." That would be a very good place to start. MB: How would you advise a ministry that already has a planned giving program in place, and wants to raise the bar to a new level? RB: Let me give you a couple of perspectives. First is attitude. Planned giving and other forms of development are part of a long process. The reward I reap this year was probably planted 15-20 years ago. If I only look at my production this year, I'll become very myopic. I'll even use the word "abusive"—only looking for the dollar. And so I think the answer is counter-intuitive. If you think you're giving has plateaued, you'll try to find ways to get more dollars. If you're not reaping rewards today, it's probably not as simple as something you did or didn't do last year. It probably goes back 5, 10, or 15 years. So acknowledge that someone else is going to reap the seed you plant today. The second perspective is that if a ministry thinks it has plateaued, someone is probably spending too much time at his or her desk or in meetings. You just need to set a goal, for example, that you're going to make so many phone calls and visit so many new prospects this month. Ratchet up the number of phone calls to set appointments or actual appointments by 10%. This is a relational job—so you also need to monitor however you're building relationships—whether by phone, personal visits, or e-mail. MB: What's a pitfall that ministries should avoid in planned giving? RB: Something we've discovered through mistakes is neglecting to service those folks who have already included you in their will, gift annuity, or other planned giving instrument. Over time, those people develop other interests that begin to compete with what was once a fiery passion for your work. If they invest their money in a planned gift, and you don't follow up and service them, they become less and less aware of the value of their stewardship. And you also become less and aware of ways you can continue serving them. We all have the tendency to move on to bigger and better things, and neglect the folks that have been with us. MB: What would you say is the greatest untapped opportunity in planned giving? RB: Appreciated assets that have been held by the builder generation. My folks, for example, have land in northern Wisconsin—the farmland where I grew up. That land has appreciated. My folks have been giving generously all their lives. Appreciated assets are an untapped resource that many people hold, but don't think of as a resource for the Lord's work. It could be land, stocks, vacation residences, primary residences—any appreciated asset held by the builder generation. Christian charities would do well to think through how they could communicate that resource as part of what's available for God's work. MB: What advice would you give someone who wanted to pursue an appreciated assets opportunity? RB: I would say at the next [Christian Stewardship Association] convention, go to the planned giving track. There will always be a workshop that has something to say about appreciated assets. The first step is to get some training and become acquainted with the idea. Also, we've worked with a company called Crescendo Interactive, and they've been around for years and years. They have software that helps nonprofits produce samples of what it would look like to put a piece of land into a trust. The software can customize the piece with your logo and so on. That would be a second step for your organization, generating activity with professional-looking proposals. MB: Are there any other planned giving resources you'd recommend? RB: We've also used PhilanthroCorp and they've been helpful. In fact, if a ministry doesn't have staffing to move ahead [on planned giving], PhilanthroCorp can do a lot of the legwork and make phone contact with people who may be interested in estate planning. We've used PhilanthroCorp to help us reach people outside of California and the West Coast. They've become our voice to potential donors. I think they've been most successful with nonprofits that don't have [planned giving] staff, but want to become more visible in the area of estate planning. Ron Blomberg is Biola University Director of Estate Planning Services. He can be reached at www.biola.edu, 562/944-0351 ext. 5347, ron.blomberg@biola.edu
Honoring
the Lord with Our Wealth: A Look at Three Planned Giving Vehicles
Lee
Watson of Assemblies of God Financial Services says "Our job
is to help people prepare for eternity; it's not primarily
to help people be remembered or avoid taxes." In this workshop,
Lee describes three planned giving vehicles that "allow people
to bless whatever ministry they want to bless." They are Private
Foundation Donor
Advised Fund Charitable
Remainder Trust Click here to order a recording of the full workshop Lee presented at the January 2005 CSA convention. Lee
Watson is AG (Assemblies of God) Financial Senior Vice President.
He can be reached at www.agfsg.org,
800/253-5544, ext. 2676, lwatson@agfsg.org. Estate
Planning—Helping Friends Accomplish Their Goals
Whether or not your ministry is currently offering planned giving or estate planning support to your donors, most likely you have heard stories like these:
Although those may be valid stories, let me share with you a true story of how this has worked in a ministry with which I recently worked. It began almost a decade ago when a friend of mine, the senior director of development for a Christian university simply asked an elderly widow this question: "Have you considered the impact on this ministry when you are no longer here to make these wonderful gifts?" This dear woman had been a close friend and faithful supporter for several years. We knew her heart, sent her flowers on her birthday, and offered to give her a ride to the doctor once when her car was in for repairs. Why? Because she was important to the ministry. Her involvement went beyond her financial support and included advice, prayer for our needs, and volunteering at events. She was important to us. We knew she had money, and could do more for us. But to tell you the truth, that was secondary. We had gotten to know her—what she cared about, what bothered her, and what her needs were. She was important to us. My friend asked her the question. It came quite naturally while thanking her for yet another significant gift to one of our projects. After all, she really cares about the ministry. We had become important to her. Then we went through the process of helping her. Together we gathered the "facts" of what she owned and owed, and listened as she talked about the various ministries, people, and organizations that she cared about, and laid out a plan that would accomplish what she wanted to do. We worked together to accomplish her goals. We encouraged her to have the plan drafted by her own attorney, and when it was completed, we helped her with the process of transferring and retitling some of her holdings. She was happy with the outcome. Thankfully, she is still a vital part of the ministry. It will be a very sad day when she passes away—we will lose a close friend. Whatever the total is from the estate plan we drafted together, the programs and projects that she included will be a lasting memorial to one of our closest friends. But the real legacy will be something very different. You see, about 4 years ago she did something remarkable. She brought us one of her friends. Because she knew that we cared about her more than the money, she arranged for a friend of hers to do the same thing. This friend, a recent widow herself, had been faced with the need to make her own plans—independent from her late husband's. Her friends were important to her. Sadly, just last summer, her friend passed away, leaving the ministry several million dollars. Interestingly, she had never made a gift, and to our knowledge, wasn't Christian. So what's the moral of the story? Simply, be a friend. Help people accomplish their goals. Even if other charities and organizations are part of the plan, get started now. It's one of the most fulfilling ministries you will ever have. Dan Mirgon , CLU ChFC, has been serving the needs of Christian ministries since 1991 in the areas of major donor and planned giving development. He is a registered investment advisor, financial planner, and charitable consultant. Dan has worked in or consulted with churches, universities, international ministries, christian schools, rescue missions, and civic organizations. He is currently the President of Dan Mirgon & Associates and Senior Counsel for the John R Frank Consulting Group providing turn-key planned giving services. He can be reached at 888/633-5422.
Meet Shelley Cochrane of TEAM
Shelley,
tell us a little about yourself and your family. How
about your journey into stewardship ministry? And
then you joined The Evangelical Alliance Mission (TEAM)? CSA
has had a tremendous impact on you. Tell us about that.
What
has been one of your most fulfilling experiences in development? Could
you also share one of your more difficult experiences in stewardship
ministry? And
finally, Shelley, is there a book that you'd recommend that
others in stewardship ministry read? Shelley is the The Evangelical Alliance Mission (TEAM) Director of Mobilization and can be reached at scochrane@teamworld.org
Kent,
please tell us a little about yourself and your family. How
did you get started in development ministry? And
finally, Kent, what's been the most striking example of sacrificial
generosity you've seen? The second example happened just this week. I recently sent a letter on behalf of a missionary on my staff to all of those on his mailing list. There have been some exciting responses to that letter, but none more special than this one. This dear lady wrote a sweet note, assuring this missionary family of her faithful prayers on their behalf, a check for $30, and a note that closed with "Sorry I can't send more, but John and I live on $1,039 a month." Both are wonderfully equal examples of sacrificial generosity. Kent is the HCJB World Radio Director of Development and can be reached at kmcelroy@hcjb.org.
Stewardship Connections Editor Mike Buwalda recently asked friends of CSA to share their best experience with estate gifts. Check out this revealing summary of the responses he received.
Mike
Sullivan, Development Director
Larry
Grazio, Special Assistant the President
We have had a good response. We use an outside service, PhilanthroCorp (wonderful group of people), to help us with all of our planned giving. They offer a seminar during our annual donor weekend of thanks as well as assist us in marketing to other constituents in our database. As budget allows we do more planned giving. Stephanie
Brown We
have had a great year of planned gifts of stocks, bonds, closely-held
stocks, and real estate. We have also had a good year of matured
estate gifts from estate designs set up over the past years. We
continue to push forward with our efforts to assist our financial
partners through gift planning and estate design services. Ray Lyne
is my long-time friend and mentor in this area and gave me the training
and support to build the program we have at Campus Crusade for Christ
as well as other organizations I assist. Last year we received our largest single estate gift ever—$204,000. It came from a widow who had volunteered once a month at the Mission for years, walking from her home a few blocks away. She had given a $100 gift once or twice a year. We had no idea she had remembered us in her will. In fact, she hadn't planned to until a television evangelist she and her husband had admired was caught in a sinful situation. She had no heirs, and asked friends who were the executors of her will for advice. She was considering another nationally known Christian evangelist. Her friends suggested she think of her own church and a local charity like the Mission where she volunteered for years. She had never considered us prior to that, in spite of the planned giving articles in the newsletters she helped to stuff, and the planned giving brochures used as receipt stuffers in the receipts she received from the Mission. She decided to split her estate between her church and the Mission, and the result for our ministry was extraordinary. Bebe
Dorris, Director of Development We had more estate planning activity in our area than in the past 5 or 6 years. Several estate gifts came in as well. For us, it was setting regularly scheduled times when our estate planner from Barnabas would be in the area and advertising by word of mouth and in publications, church bulletins, etc. We also accomplished a lot by just asking all of our major donors during our annual fund drive, "do you have an estate plan and if so have you named NMCS in it?' We found out quite quickly that people are willing to answer this question and we also found out who needed a visit by our estate planner. Andy
Westmaas Last
year, our testamentary services department of our legal services
prepared 2,876 wills. These wills include ministry bequests totaling
an estimated $58,000,000. Our estates department of our legal services
actually processed $2,156,639.20 in actual estate gifts. When we
encourage people to give, we are helping them make an investment
in heaven that will last forever. Jesus said "store up for
yourselves treasures in heaven." We brought nothing into the
world, so we cannot take anything out of it either. We just help
people do planning with an eternal perspective. Jim Elliott, the
missionary who gave his life in Ecuador wrote in his credo, "He
is no fool who gives what he cannot keep to gain what he cannot
lose." This is our message to those we are privileged to serve. Within the last month I have two clients who made a total of $200,000 in gifts. Stewardship planning for "blessed" Christians is my specialty. I have learned through the years that in dealing with my Christian clients I talk about Biblical stewardship and accountability of all we have (our abilities, skills, talents, relationships), including our wealth. I talk about gifting and tithes. My experience is that people don't mind talking about these issues and together we can seek ways to increase their Kingdom impact. Terry Evearitt CBS
had a good experience with estate gifts this past year. Our projected
targets were met and we are blessed by the many individuals who
have remembered the Bible Society in their wills. As with any charity,
the challenge is to continue developing marketing strategies to
keep up the momentum of estate gifts in the future. This past year has been one of the most exciting in our 65-year history. We have begun to focus more on becoming an educational resource for Baptist churches, focusing on the fact that we are not owners of anything and that everything we have belongs to God. We are merely stewards. After a long process of due diligence, we settled on a third party to assist us in conducting biblically-based educational seminars on what the Bible teaches us about managing His assets and the biblical basis of properly planning our estates. In doing so, we are beginning to see God's people completing estate plans based on being stewards rather than owners. We are not promoting growing the Foundation's assets. Our focus in this effort is to help God's people leave asset gifts to fund ministry. I recall Dr. Chuck Kelley, president of New Orleans Baptist Theological Seminary, saying, "In 20-years there will be two kinds of seminaries. Those that have endowments and those that used to be in existence." He is right. I also believe this will extends to our churches as well. If we are not asking our members to give of their assets to create a legacy gift to God's work, someone else is. We can create endowments to fund mission work in a world growing more complex by the day. We can create funding for maintaining our facilities to be used to reach people for Christ. We can do it—but we have to ask first! Randy
Driggers, Vice President for Development The
experience of Samaritan's Purse with estate gifts was and always
is good for several reasons. First and foremost, estate gifts are
the paradigmatic example of James 1:17; they are the ultimate (good)
planned gift from the Father above. His are the keys to life and
death. By His sovereignty, He is fulfilling His purposes through
the legacy of the deceased and His ongoing work through the ministry.
Every estate gift evokes praise of the Creator, Sustainer, and Finisher
of our life, which makes our experience very good! Third,
since estate gift totals may go up or down from year to year, the
fluctuation helps teach us the secret of being content in plenty
or want: "I can do everything through him who gives me strength"
(Phil. 4:13). "Lord, you have assigned me my portion and my
cup; you have made my lot secure. The boundary lines have fallen
for me in pleasant places; surely I have a delightful inheritance"
(Ps. 16:5,6). We were doing reasonably well (for a part-time effort) with planned gifts for a number of years. But the pressure for millions of dollars of operating funds and capital funds has taken priority in very recent years. We are taking steps to make one-half person (his only function, half-time employee) dedicated to planned giving. It remains to be seen whether we as an institution retain that focus, or if he gets sucked into the capital fundraising. Planned giving simply does not succeed without creative thinking, a plan, and dedicated time, and someone who "owns" it. J.
Jerry Armstrong, PhD CFPTM, President
Want to help your donors become proactive stewards instead of reactive donors? Gather your co-workers around a speakerphone on Thursday, June 30, and listen to a powerful 60-minute presentation by popular CSA speaker and estate planning veteran Ray Lyne with question and answer time. Only
$49 for CSA members ($59 for nonCSA members)
"As
much as $136 trillion will pass from older Americans to younger
generations over the next 50 years, suggesting that roughly $1 trillion
to $3 trillion in wealth will change hands every year." "Although an estimated 90 cents out of every dollar of wealth in the world is a non-cash asset, the vast majority of churches and ministries aren't set up to accept non-cash gifts." —Foundation for Christian Stewardship "People spend 40 years accumulating wealth, 20 years either preserving it or indulging themselves in it, and not six hours thinking through the disposition of it." —David Wills of National Christian Foundation "If I wanted to destroy a nation, I would give it too much, and I would have it on its knees, miserable, greedy, rich and sick." —John Steinbeck in the January 28, 1960, edition of The Washington Post "Our job is to help people prepare for eternity; it's not primarily to help people be remembered or avoid taxes." —Lee Watson, Assemblies of God Financial Services
This listing is a service to you and does not imply an endorsement from CSA. 7 Steps to a Successful Planned Giving Program (PhilanthroCorp) Cultivate Planned Gifts by E-Mail (Crescendo Interactive) The Most asked Questions Regarding Wills and Trusts (Crown Financial Ministries) The Benefits of Setting up a Charitable Remainder Trust (Sound Mind Investing) 10 Myths About Planned Giving Programs (Planned Giving Today) Estate Planning and Kids: An Heir-raising Experience (David Wills of the National Christian Foundation) Wealth Transfer Planning Worksheet (Ron Blue at Generous Giving conference) Donor-Based Giving vs. Ministry-Based Giving (see page 2) (Jay Link of Family Wealth Counselors) Accept Non-Cash Gifts with a Behind-the-Scenes Foundation (Christian Community Foundation) Customized Planned Gift Promotional Materials (The Stelter Company)
Copyright© 2005 by Christian Stewardship Association |
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How
do you attract new planned gift prospects? What's the greatest
under-tapped planned gift opportunity for Christian nonprofits?
What's the number one pitfall every ministry should avoid?
How do you get started in planned giving, or raise the bar on an
existing program?
Lee
highlights three planned giving vehicles every Christian nonprofit
should be aware of (private foundations, donor advised funds, and
charitable remainder trusts) in this overview of a workshop Lee
presented at the January 2005 CSA convention.
Dan
Mirgon worked with a Christian organization that discovered a powerful
approach to planned gift cultivation, beginning with a simple question
you can pose to any of your faithful supporters.
Shelley
tells about her unusual journey into stewardship ministry, the tremendous
impact CSA has had on her and TEAM, an incredible example of what
can happen when a donor who doesn't know the Lord comes into contact
with a Christian organization.
Kent
shares how he and his wife circled the globe serving the Lord together,
why development ministry is so exciting, and two striking examples
of sacrificial generosity that he's experienced first-hand.
June
30 Estate Gifts Phone Seminar: 5 Steps to Help Your Supporters Experience
the Joy of a Giving Lifestyle
