Today we welcome a special guest on the blog: Stelter’s Senior Technical Consultant, Lynn Gaumer, J.D. In her role, Lynn keeps a close watch over tax legislation, research and trends that could affect your planned giving program. As of Dec. 22, 2017, the Tax Cuts and Jobs Act has been signed into law by the president. YouContinue reading Tax Reform and Charitable Giving Implications
The future is here. Between 2017 and 2030, an estimated $1.5 to $6 trillion in charitable gifts will be designated to nonprofits in the U.S. In other words, retiree support will account for half of all giving by 2025. While there’s certainly a greater societal sensitivity to the vital work of nonprofits—and many who supportContinue reading Matures to Boomers: Who You Need to Reach Now and How
“Get in this house right now.” “Stop that.” “Take that out of your nose.” Chances are, you’ve been hearing calls to action since you could walk, talk and squabble with siblings. Moms and Dads, and the other trusted adults who watched over you, were your first exposure to them. They “persuaded” you to take action,Continue reading How to Write Stronger CTAs: Tips from the Pros
Who in planned giving hasn’t heard this myth before? (If you missed the first two myths in our series, be sure to catch up: Most of Planned Giving Is Just Plain Luck and Don’t Waste Your Time on Donors Younger Than 65.) Our third and final myth is sure to be one that you’re familiar with. ItContinue reading High Net Worth Donors Have Their Financial Affairs in Order
One of the most common myths in planned giving must hold some truth to it, right? Wrong. In fact, basing your planned giving marketing strategy around this outdated myth could prove to be fatal for your program. Here’s why: Just over 15 percent of U.S. adults are over the age of 65. In comparison, 62Continue reading Don’t Waste Your Time on Donors Younger Than 65
Perhaps this is something you’ve heard from a co-worker, your boss or even your board. But could it be true? With over 1.5 million nonprofits in the US, why is it that some nonprofits have more success than others when it comes to planned giving? Contrary to what you may have heard, it is notContinue reading Most of Planned Giving Is Just Plain Luck
In the world of fundraising (especially planned giving), we’re in the business of building relationships. Going deeper into people’s interests or intentions and evolving them into purposeful actions, uniting need with source of support, whether as a volunteer, advocate, board member or major donor. It all begins with a question… DO YOU KNOW WHAT ITContinue reading Making the Most Out of Every Ask
If you’re like any of the other thousands of fundraisers around the country with ‘planned giving’ as part of their job description, you’ve no doubt had the conversation around planned giving ROI with your boss (probably a former major gifts officer), your CFO (the numbers guru), your board (the ‘bottom line’ people) or even yourContinue reading Connecting the Dots: Planned Giving, Metrics and ROI
Every nonprofit has a unique personality all its own. To be clear, we’re not referring to the personalities of the people who run or support an organization, although they can be quite colorful too. Instead, we’re talking about a nonprofit’s personality—its brand—and how, among other facets, it “talks” about its mission and message, gives backContinue reading Shine On! How to Stay On Message and Rise Above
We’ve all heard “sharing is caring” since we were kids (my daughter still reminds me when we play with her Care Bears). We were taught it in elementary school, and it still holds true in our everyday lives. “The sharing economy” concept has been around for a few years now, and it’s more than splittingContinue reading Sharing is Caring…and Advancing Your Mission
Father’s Day is upon us. So, what do we fondly recall about our dads? And, our moms, for that matter? What is it that sticks in our memory about a parent? The car he drove? Maybe. The job he had? Sure. Perhaps the music he listened to? Definitely! I know this was a driver inContinue reading Being There: A Father’s Day Reflection for Fundraisers
Return on investment—ROI—is a topic that fascinates, baffles, haunts and exhilarates planned giving managers. As our long-time friend and planned giving champion Katherine Swank of Blackbaud wrote last year, nonprofit leaders want numbers. Yet, a big hurdle in generating that ROI number may be the time lag between identifying a planned giving prospect and theContinue reading How to Measure Your Planned Giving ROI
A cautionary note: If you’re just not in the mood to hear any of this “appreciating-your-customer” business, may we suggest waiting to read this post later? Maybe you overheard a cranky customer impatiently waiting for their morning coffee, or you were on the receiving end of a co-worker or donor complaint (gasp!). Whatever the case,Continue reading It’s Get to Know Your Customers (Donors) Day!
“Your nonprofit can’t save the world, but it does have a unique place in making it better.” I came across these words recently, and they got me thinking about the day I heard my high school teacher talking to a kid who was having problems fitting in. “Look, not everyone is going to like you,”Continue reading Why It’s Okay When Not Everyone Likes You
Years ago, I learned about the “Columbo Approach” and how you can utilize this in prospecting and follow-up phone calls. It’s based on the old TV character Columbo played by Peter Falk and is, simply put, when you ask questions of someone and essentially ‘play dumb’ even though you know the answer. By asking yourContinue reading What Does Detective Columbo Have to do With Fundraising?
The great investor Warren Buffett says companies that use excessive jargon and technical models in their communications are companies investors should avoid. “They obviously don’t want me to understand their business,” he said. The Oracle of Omaha has also written much about how he writes his annual reports: “One unoriginal but useful tip: Write withContinue reading How to Talk with Prospects: KISS
I couldn’t get to sleep the other night and while channel surfing I stumbled on Glengarry Glen Ross. I always love to watch Alec Baldwin’s character Blake’s hilarious (yet painful) soliloquy where he drives home the point: “A.B.C. Always Be Closing.” While Blake’s foul language and my laughter didn’t do much to help me sleep,Continue reading We’re Not in the Business of Sales, Here.
Last spring my family and I were fortunate enough to spend a few days at the “Happiest Place on Earth.” That’s right—we went to Disney World (along with thousands of other people). I can report a few things based on our time spent with Mickey and friends: Spring break is perhaps not the best timeContinue reading What Can Disney World Teach Us About Donor Engagement?
When I was a kid, a Thanksgiving tradition at our house was that we went around the table and took turns sharing at least one thing we were thankful for. We couldn’t start eating until everyone had shared something. (You can imagine how popular that tradition was with three hungry boys!) Now that I’m anContinue reading 3 Tips for Thanking Your Donors This Thanksgiving
My son Ben, age 9, came home recently and asked me to donate to a school fundraiser. He had no “pitch” on who it would help or why it was important… he just asked me for money. I explained to Ben that he had to give me more information on why he was raising moneyContinue reading Chocolate Bar Fundraising: You Need to Make It Personal
Over time, I’ve learned an amazing system to quickly identify four, basic personality types and immediately build trust. It works on five-year-olds and it can work with your donors, too.Continue reading 3 Surefire Ways to Immediately Build Rapport with Any Donor