For most organizations, Planned Giving is largely a reactive and complex conversation. It needs to be proactive and simple.
When using our For Impact TODAY/TOMORROW/FOREVER Funding Model, the beauty of having a complete funding model as part of your presentation is that it you are always able to talk about Legacy/Planned Gifts.
Instead of trying to figure out HOW to get into a conversation about estate planning you can simply say, “We talk to EVERYONE about ways to have an impact here, FOREVER.” (Visually referencing a complete funding model.)
In terms of simplicity, there are people out there that understand all the modes and vehicles for planned giving… they’re called estate lawyers and accountants!!
You (as a salesperson) don’t need to know all the mechanics. In our (simple) approach there are only three ways to make a planned gift:
- Assignment of a life insurance policy
- Bequest (will)
‘Other’ includes all those ‘other’ complicated financial arrangements (including gift annuities) that we can pass off to an expert.
I really don’t believe this is oversimplification. As a salesperson your job is to present the opportunity to have an impact, FOREVER. 97% of the time they have their own accountant, lawyer, or insurance agent that can help them with the mechanics of the gift!
Keep it simple!