You’ve spent months—maybe even years—building trust with your top donors and prospects. You’ve shared stories of impact, kept them informed on your organization’s progress, and shown them how their support can truly make a difference.
Now, they’re considering making a gift. They’re almost there.
But first…
They have a few questions. And maybe a concern or two.
Whether they voice them or not, these common hesitations can slow the conversation—or stall it altogether. Here are five concerns our clients often hear (or sense) during donor discussions, along with script starters and solutions to help ease minds and keep the momentum going.
Concern #1: I don’t have enough money to make a gift.
- “We’re on a fixed income.”
- “We have too many other commitments right now to do this.”
SCRIPT:
“If I could show you a way that you can make a gift without having to give up any assets today, would that provide some peace of mind?”
SOLUTION #1:
Start with “easy” gifts, specifically making a gift in a will. They can give a specific item, an amount of money, a gift contingent upon certain events or even a percentage of their estate.
SOLUTION #2:
Donors can name your organization as a beneficiary of all or a percentage of an IRA or insurance policy, bank account or donor advised fund. Bonus: It’s one of the most popular planned gift options because donors can easily set it up themselves.
Concern #2: A planned gift means less money for my family and loved ones.
- “I’m worried I won’t have enough money to provide for my children.”
- “Our family comes first. I’m just not sure we can do both.”
SCRIPT:
“I completely understand. Many of our donors have said the very same thing. They’ve handled that worry by leaving a percentage of their estate to our organization. This way, you can create a legacy that’s meaningful to you—and by affiliation, to your loved ones, too—and also provide for them in the way you’ve always hoped and planned for. Would you like to know how percentage giving works?”
SOLUTION:
Estate values fluctuate based on both market conditions and the changing financial needs of donors and their loved ones. Percentage giving assures donors that their gift will remain proportional to their estate size, no matter how it fluctuates over the years.
Percentage giving can be set up in three ways:
- Gifting a percentage of the donor’s estate to your nonprofit or other charity of choice.
- Leaving your nonprofit a percentage of their residual estate (the portion of the estate that remains after all gifts have been made and all claims of the estate are satisfied).
- Naming your nonprofit as a beneficiary of a percentage of a life insurance policy or retirement account.
Concern #3: I’m worried this is going to be complicated and costly.
- “I don’t have an attorney or financial advisor to help me put this together.”
- “Creating a planned gift will be too expensive or complicated.”
SCRIPT:
“I understand your concerns. There is a way for you to make a gift that doesn’t have to be expensive or complicated—it’s by naming our organization as beneficiary of your retirement plan or life insurance policy. This can often be completed online and at no additional cost.”
SOLUTION:
A gift made through a beneficiary designation costs nothing now, allowing donors to retain full use of their assets during their lifetime. It’s also flexible—the gift can be updated or removed if life circumstances change. For simplicity and ease of administration, it’s often best to designate a percentage of the account or asset.
Concern #4: This gift could cause conflict within my family.
SCRIPT:
“We completely understand how important it is that your gift doesn’t cause tension with your loved ones. Our goal is to help you create a legacy that reflects your values—one that you and your family can feel proud of. We can work with you to ease those concerns and even help your family understand why this choice matters so much to you. Let’s talk it through together…”
SOLUTION:
Family comes first. The key is to be upfront with family members early in the process. Encourage donors to tell family about their decision and why they made the choice to support your nonprofit with a planned gift.
This is a crucial point to convey, so families better understand the reasoning behind the gift and, hopefully, become more emotionally connected and supportive of the donor’s decision. Welcome donors to invite family members to events or other activities and meet with you if they want more information.
Concern #5: Does making this gift provide me with any financial benefits?
- I’ve heard I can get a tax deduction. Is that true?
- My friend gets money back each month from a gift she gave. Can I do that?
SCRIPT:
“A gift may offer financial benefits, depending on the gift you choose. Benefits may include an income tax deduction, capital gains tax savings, and, in some cases, an income stream.”
SCRIPT STARTERS:
You can support the causes you care about—often without affecting your finances today.
- “A gift in a will is simple to set up and can support the causes you care about without affecting your finances today.”
- “If you designate us as a beneficiary of your retirement accounts, like your 401(k)s or IRAs, we receive 100% of your gift. But if these assets are left to your loved ones, they will pay income tax on any distribution.”
Some gifts can help you save on income or capital gains taxes.
- “Donating appreciated assets, like stocks or real estate, may allow you to avoid capital gains tax on the appreciation while also qualifying for an income tax deduction.”
- “Through donor-advised funds, you can use a variety of assets to support multiple charities over time—and your contributions qualify for an income tax deduction in the year you make them.”
- “Qualified charitable distributions (QCDs) remain a popular option for donors age 70½ and older. In 2025, you can transfer up to $108,000 directly from your IRA to charity without counting it as taxable income.”
Some gifts offer both financial security and tax advantages.
- “A gift annuity will provide a fixed, dependable stream of income for the rest of your life. You will also qualify for an income tax deduction. If you fund your gift annuity with appreciated property, you will minimize capital gains taxes.”
- “A charitable remainder trust may provide you with either fixed or variable income. It may also provide an income tax deduction and capital gain tax savings.”
SOLUTIONS:
Below are some popular giving options that may offer financial advantages, depending on your donor’s situation.
- Gifts of Stock & Real Estate. Avoid capital gains tax and qualify for a charitable deduction for the fair market value if you itemize.
- Donor Advised Funds (DAFs). Contribute a variety of assets, qualify for an income tax deduction and eliminate capital gains taxes on gifts of appreciated property.
- Qualified Charitable Distribution (QCD). Reserved for those 70½ and older. IRA owners can transfer up to $108,000 this year without paying tax on the distribution. If they are required to take minimum distributions, their gift can satisfy all or part of that amount.
- Charitable Gift Annuities (CGAs). These provide donors with dependable income during their retirement years while also qualifying for an income tax deduction. And a portion of their payments are tax-free throughout their life expectancy.
Above all, showing donors you care about their concerns by actively listening—putting your phone away, listening for important details, and acknowledging when you don’t know the answer (but will find it)—is the most important thing you can do.
I’ll leave you with this quote from Amy Cuddy, Ph.D. and Jeff Haden to help guide your donor conversations when they express a concern:
“Never think about what you can get. Focus on what you can provide.”