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Early Meetings with Pillars and Influencers

Testing the Waters

Prior to launching a planned giving campaign, check in with your long time members. Solicit their ideas and support.

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action

When: After you have decided to initiate a legacy giving program and studied best practices – yet prior to codifying details of the program and a launch calendar.

Whom to invite: Target the pillars of the organization, past elected leaders, long-time supporters. For those who have declared intentions to make a planned gift, consider meeting them separately and individually, because they will have different information to share and it is important to assume that they want their gift kept private until you are notified otherwise.

Why: It is important to solicit feedback or ideas from the long-time and influential supporters. They are most likely to be (1) the most interested in what happens to your organization after their lifetimes (2) your most passionate advocates or conversely your greatest detractors (3) your initial supporters. Asking for their thinking early on makes them feel like a part of the effort and minimizes the likelihood of ideas counter-to-your-culture early in the process.

Types of Questions: The questions you ask depend on how open you are to developing a plan based on this group’s feedback. If you are open to any direction, then it may be a good exercise to ask open-ended questions. However, if you have identified best practices that you feel are important to implement, then you might ask for feedback on how those specific practices can be crafted to reflect your organization’s culture and values. For example, “Should we have a legacy society?” dictates whether you adopt a legacy society or not vs. “A legacy society is a proven successful effort when done right; what are ways we can make it reflect who we are?” – a question that presumes a legacy society is going to happen yet asks for ideas on how to design it.

Assign an advocate: Invite a well-respected and enthusiastic advocate (a non-committee member) to attend the meeting as a cheerleader. This person might be primed to answer the proposed questions, especially in the event that the guests need to warm up. Oftentimes this individual might ask the closing questions – “So what can we do?” and “This sounds great. I know you are early in the process, but should I just make a planned gift now? And do I need to officially inform you? I would probably add a bequest, so do you have text I can include?”

Where to host: Somewhere unusual: A hosted meal or a table at a local coffee shop or restaurant. Somewhere that makes them feel like they have been tapped for their guidance. Consider how good it feels when someone you highly respect asks to meet with you to get your thoughts on something important they are doing. Take them there.

Invitation Options:

Variant A: Informal

Hi ______.

Could you join a few of us at the coffee shop next Wednesday morning? We are brainstorming how to do a legacy giving program right, and we really would love to have your thoughts. We are also asking a couple of others to join. It is not an “ask” here – it really is to brainstorm a strategy that fits our style. I will send you some thinking points later today so that you can think on it a little before we meet.

Variant B: Formal

Invitation

Please join us for a breakfast or for one of 2 lunches.

Location

Date/Time

Purpose: We are indebted to those who have gone before us. Now it is our turn to think how to leave this a better place for those who follow us. We would like to strategize how we can lift on our shoulders those who come next.

Your input would be invaluable.

Please consider the following in preparation.

MEETING POINTS

(Include your pitch: a very clear and compelling reason why legacy giving for your organization)

We are currently developing an intentional legacy giving program. (The following is very HELPFUL IF TRUE:) The governing board has approved a resolution that states that legacy giving is a priority for the organization, and ___% have already made commitments.

Recently we have been researching and gathering best practices to share this opportunity with constituents/members, but, before implementing anything, we want to be certain to blend our style with best practices in order to produce a great program that is uniquely ours.

QUESTIONS

WHAT CAN WE DO FOR THOSE WHO COME NEXT?
Would our congregation consider this to be a responsibility? An opportunity? Or…?
IS THERE A SOUND BASIS FOR PLANNED GIFTS?
WHAT ARE OUR OBSTACLES? How can we overcome the obstacles?
WHAT WOULD BE EFFECTIVE/COMPELLING ENCOURAGEMENT FOR PLANNED GIFTS?
Do you have other experiences with this? Have you been asked to make a planned gift by any other organizations? Have you made any planned gift there?
Are there ways to approach the topic that you have found comfortable or inspiring?
What is right for us? Personal meetings where we make “asks”? An educational program? Regular messaging?
HOW DO WE CARE FOR THOSE WHO HAVE MADE GIFTS?
Do we adequately thank those from our past who have built this and left this for us? How can we thank them/honor them after they are gone?
What is an appropriate way for us to thank people while they are still with us?
What would you think about a legacy society as a way of thanking people while they are still here? (Describe a legacy society) If not, what is an alternative way we can continue to remember and thank people?
CAN WE ENLIST YOUR HELP AND SUPPORT?
HERE IS WHERE WE HOPE TO GO. WHAT DO YOU RECOMMEND WE SHOULD INCLUDE IN NEXT STEPS?

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resources

Planned Giving Meetings:

A Meeting with Individual or Families Who Have Already Made a Gift

If you have individuals who have already made gifts, it might be a great opportunity to reach out to them to re-connect, re-affirm their commitment and learn from them about their decision-making process. Here are some thoughts for meeting with an individual or group of planned givers:

We are currently launching an effort to have a more intentional legacy giving program. The governing board has approved a resolution that states that legacy giving is a priority for the organization, and ___% have already made commitments.

First and foremost we wanted to reach out to you and thank you for your commitment and your generosity. That you have set up a legacy gift is a wonderful act. You have come so much further than most others that we want to reach out to you to learn what you can teach us.

What inspired you to take the step to make a planned gift?
Have you had a lot of other requests for planned gifts? What causes have you found inspirational?
WHAT WOULD BE EFFECTIVE/COMPELLING ENCOURAGEMENT FOR PLANNED GIFTS?
Are there ways that the church or other organizations have approached the topic that you have found comfortable or inspiring? What factors have influenced you in a positive way? Is there any message or way of communication that touches you more than others?
HOW DO WE CARE FOR THOSE WHO HAVE MADE GIFTS?
What is a way that you have seen that is caring and grateful to thank and honor generous planned givers after they are gone?
Would you think about a legacy society as a possible way of thanking people while they are still here? If not, do you have any alternative recommendations on how we can continue to remember and thank people?
SHARING YOUR STORY
Talking to others about a gift you have arranged is not always a comfortable topic. So there are probably no personal benefits you are seeking from speaking about the gift you’ve made more publicly. However, telling about why you made a gift is an invaluable message that can inspire and teach others. Is there a comfortable way for you to help us teach others and to share your inspiration to make a gift? Would you share your story?
If we establish a legacy society, would you be open to becoming a founding member?
Are there any details or requests about your gift that we can record? Do you object to us recognizing you now? Would you be okay with us sharing your generosity after your lifetime?
Are there other recommendations you have? Other ways you want to help others to also lift up those who come next?

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want more?

Reaching out to absent donors/members
who planned a gift to your organization long ago

Connect with past members who have moved away or stopped attending. If they have been absent because of distance or they have been immobile or ill, consider taking a token gift to remind them of your organization. Miniature decorative jars with soil and/or water from a nearby landmark or a craft made by those who have been served by your organization. Share that in honor of the legacy program we are remembering our roots. We are reaching out to thank and connect with past members/supporters. Consider the following as possible talking points:

We are currently launching an effort to have a more intentional legacy giving program. One of our first initiatives is to reach out to you as you had indicated in the past that you and your family had arranged for a planned gift.
So foremost we wanted to thank you for your commitment and your generosity. That you have set up a legacy gift is a wonderful act.
[Share your pitch here – what will legacy gifts do for your org.]
Can you share a little about what brought first you to this organization?
What inspired you to take the step to make a planned gift?
Would you be open telling about why you made a gift? It is an invaluable message that can inspire and teach others. Even if you prefer to not be public, may I record your story and note that it is not for publication?
We are considering establishing a legacy society, and, if we do, may we include you as a founding member?
Are there any details or requests about your gift that we can record? Do you object to us recognizing you now? Would you be okay with us sharing your generosity after your lifetime?