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May 2020 Newsletter

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Planned Giving Mentor

Wayne Olson, JD Consulting Associate (Eastern Division)

S. Renee Brida, JD Senior Associate and Lawyer (Western Division)

Professional Partnerships: Hospice Philanthropy Group L.L.C.


Quote for the day: In place of our usual philanthropy quote of the day we pay tribute to Milton Glaser's recent unseen design for New York:

Milton Glaser (June 26, 1929 – June 26, 2020) was an American graphic designer. His designs include the I Love New York logo, the psychedelic Bob Dylan poster, and the logos for DC Comics, Stony Brook University, and Brooklyn Brewery.

Quickie quiz:.........What was Lin-Manuel Miranda's (Hamilton fame) first job? 1. Newsboy in NYC, 2. back stage hand on off Broadway plays,3. worked for McDonalds, 4. played trumpet on the street for money, 4. worked for his father a tailor, 5. food service worker at Wesleyan University?

Senior Spirit.....Click the Senior Spirit link (below left) for a copy of the latest articles from Certified Senior Advisors

Past issues of the Newsletter are available in the Newsletter Archives

To subscribe to this newsletter E-mail and put Subscribe in the subject line


Book Review....."Big Gifts Small Effort".....a new updated edition is a necessary read for all fundraisers. Wayne Olson has provided an introduction to the basics of planned gifts. It is an easy to read comphrensive book that should be in the library of every fundraiser.

From the the new fundraiser to the experienced major gift officer "Big Gifts..Small Effort" provides a basic understanding of the Why, When and How to work with donors. In simple language, it leads fundraisers down the trail of helping donors make their largest gift via an estate or life income arrangement.

Wayne cuts through all the technical aspects of planned gift technques and explains when and how to "set the stage" for the a discussion of all the benefits for donors to set up their own planned gift arrangement.

The text is presented in 9 easy to read chapters with a Glossary and Helpful Resources included in an Appendix.

In his last chapter, Wayne puts it all together and reminds us we must see the world from the donor's point of view. Success is built on relationships and remember it is always the donor's philanthropic capital to use as they please. In closing, Wayne relates how the Wizard of Oz is the best planned giving movie ever made. See for yourself and enjoy this wonderful addition to the fund raising world.

The book is available from Amazon for $29.99 softcover and $9.99 for the Kindle edition.

Wayne is offering a 10% discount for his book ordered directly from the web site when you use the code FRIEND. contact Wayne for special pricing if you are interested in a bulk order.



Giving UP then DOWN, what is next?.....CHICAGO [June 16, 2020] — American individuals, bequests, foundations and corporations gave an estimated $449.64 billion to U.S. charities in 2019, placing it among the highest years ever for charitable giving, according to findings in Giving USA 2020: The Annual Report on Philanthropy for the Year 2019, released today. More info

Giving Down 6% In First Quarter ---The NonProfit Times News [June 22, 2020] ---Giving to charities dropped 6 percent in the first quarter of 2020 compared to the same time last year, including an 11-percent dive in March as the country headed into the coronavirus pandemic (COVID-19) shutdowns. More info

Commentary: You are probably working from home, staffs are being downsized, special events are difficult as a revenue source, monthly giving may hold up, major gifts are difficult, campaigns are stalled, everyone is raising money for Covid-19 services & PPE supplies, corporations are trying to figure out their balance sheet gifts to Covid and Justice, and people are running to do on-line wills. Welcome to the new world. If you have thoughts on the what the Next New World will bring, send it to me at this link.


Estate plans increase annual giving.....By..Russell James, J.D., Ph.D., CFP®, Professor of Charitable Financial Planning at Texas Tech University

Commentary: I have long experienced donors who have estate arrangement increase their annual giving. Now there is some valid statistical proof.

From recent James Linkedin post.....Current giving increases dramatically following addition of charity to an estate plan. Annual donations are consistently about 75% higher. These are the same donors before and after. They just behave differently after changing their estate plans.

Possible explanations include...
1. Once donors treat an organization like a family member, i.e., including it in their wills, they may then express that increased level of connection in many ways including more annual giving.
2. Once donors commit to giving a share of wealth to an organization, they may decide it's more fun to watch it have an impact while they are still alive.

A new law review article of mine shows this statistical relationship and much more.

If you have bosses who need convincing, print a copy and show this chart.


ACGA rate update.....Charitable gift annuities in the USA have new rates effective July 1, 2020. A previous rate change was made effective January 1, 2020 so for the first time in decades US charities have two changes within 6 months. The new rates show how fast the US economy and investment returns are changing.

Gift annuity rate update and laminated gift annuity rate charts.....If you would like a laminated rate chart for the most recent ACGA July 1, 2020 rates and also a comparisons for rates for ages 60-80, simply request one using the following E-Mail request and put Laminated Rate Chart in the subject line and be sure your signature line has your full address.

Download a PDF chart of single life $10,000 cash gift and two-life $100,000 security gift for ages 60,65,70,75,80 HERE.


Marketing Idea #1....National Geographic Society continues estate promotions... As a subscriber to the Society's magazine I am continually impressed by the consistency of their promotion of estate and life income options. This month's issue focuses on YOUR LEGACY, download the ad HERE.

Notice the ad is full page and the picture grabs you into the copy. The YOUR LEGACY is a different color for emphasis. The wording recognizes the task of making a will is often postponed or put to the bottom of the pile. Vacations take more planning. You must be prepared for the sake of your family.

Then the type face changes to the necessary actions steps.

Options of a Will, Trust, or Beneficiary Designation are listed as methods for support.

Options for more information are listed.

Options to receive a personal call about making a gift is listed.

Kudos to the author for listing their federal tax ID number 53-0193519 for donor and advisor use.

Don't short circuit your ad copy. Review your PG advertisements to see if you include all the necessary contact information.


Marketing Idea #2......Interactive web site presentations captivate and cultivate donations. If you like playing with web sites to see what presentations can offer, try your hand at the following:

Developed by Stelter, it has some unique aspects when you go to calculate your gift options. My try to see what a $1,000,000 Charitable Remainder Annuity woud do for me failed. The age was too old to get a 5% return. Switching to a Charitable Remainder Unitrust I could get all the way up to a 15% return before it failed the 10% IRS required charitable contribution deduction calculation.

When I started with a $1,000,000 gift amount it did not allow me to select a gift annuity. How about that folks! No fixed income of 5.6% for a million dollars. Guess their policy does not want to do a $1,000,000 CGA. As a consultant I would ask, "Why not?" There are commercial investments which could almost guarantee a 100% return on a gift annuity of $1,000,000 to charity.

When the amount was reduced to $500,000, I am now allowed to select a gift annuity. I then tried the professional advisor link and was able to use the gift illustrator, to produce a gift annuity sample with the correct result.

Be careful, when I requested a personal illustration on July 7th for a gift annuity the rates were not updated to the new ACGA July 2020 rates.

My major message here is not to take the Humane Society to task, my wife and I are members, but to tell you to always sample your web site to see if all the links works.


Create a Virtual Planned Giving Office for less than $10 per day.....Our basic Telephone Lite service provides an economical service with less risk and greater technical expertise from our team's decades of experience identifying, planning, solicitation and completing planned gift agreements.

  • Outsourcing expertly handles the technical side of planned giving, while the development staff can concentrate on building donor relationships
  • There is no software to purchase
  • Two hours of telephone support per month
  • Board and volunteer support
  • Uncover your best bequest prospects
  • No risk gift annuity program using gift annuity reinsurance strategies
  • Bequest society brochure and promotional samples
  • IRA rollover gift promotion samples
  • Master marketing pan for first two years
  • Optional donor visit solicitation activities and support at additional discounted on-site support fees
  • Six month minimum engagement at $1,800 payable in advance

Download Virtual Flyer here - Download "What a planned giving consultant can do for you" here


Charitable IRA Rollover (QCD) Frequently Asked Questions.....As we approach the last 6 moths of the fundraising year it is not to early to review your plan to promote Qualified Charitable Contributions from IRA account holders.

While individuals do not have to make Required Minimum Distribuitons in 2020 as the result of the CARES Act their IRA account may be the best source for making a tax-free gift in 2020.

I encourage clients to have a web site promotion with the ability to download Frequently Asked Questions(FAQ) on QCD.

Because of the changes in the SECURE Act passed in 2019 and the CARES Act in 2020 it is important to make sure your FAQ are up-to-date and include the changes for 2020.

For a two-page sample of FAQ use this LINK


If my father planned so well, what happended to all the money?.....Abusers can be either men or women and almost 60% of elder abuse and neglect incidents involve a family member. Sixty-six percent (66%) of perpetrators are adult children or spouses (source: National Council on Aging).

Fundraisers working with older individuals may experience "questionable comments". Is this somthing that make them anxious? Is something happening that I should report to others? Sometime I use the "mother test". If my mother said something questionable would it raise my concerned for her safety and/or finances.

The Certified Senior Advisor journal recently published this article and it contains several lessons for fundraisers working with vunerable older adults.

Link to stroy HERE.


Five Fiancial Pitfalls of Gray DIvorce.....Where does giving stand?.....Divorce over 50 brings a myriad of consequences, both obvioius and unintended. Divorce over 50 has doubled over the past 20 years and tripled since 1990. Financially, divorce effects; 1. Property, 2. Housing, 3.Retirement plans, Insurance, and Beneficiaries.

The Certified Senior Advisor journal recently published this article and it contains several lessons for fundraisers working with vunerable older adults.

Link to stroy HERE.


Quiz Answer.....Lin-Manuel Miranda's first job was working for McDonalds.


News and Notes....Life expectancy -for the U.S. population in 2018 was 78.7 years, an increase of 0.1 year from 2017.

ARE YOU AVERAGE? - For every $100 spent on clothing and shoes, the average American household spends $198 at gasoline stations, another $296 at the grocery store (including beer, wine and liquor), and another $299 at restaurants and bars. The results are based upon $530 billion of retail sales nationwide in January 2020 (source: Commerce Department).

IMPACT OF INFLATION - To rank in the top 1% of US taxpayers, took an adjusted gross income (AGI) of $80,580 in 1980. To rank in the top 25% of US taxpayers took an AGI of $83,682 in 2017 (source: Internal Revenue Service)

SMART - 39% of millennials have at least a college bachelor’s degree, and another 28% have attended college but not graduated. Millennials were born between 1981-97 and are ages 23-39 in 2020 (source: Pew Research).

NOT SMART - 54% of Americans surveyed in February 2020 say that if they inherited $1 million today, they would “spend it” as opposed to paying off debt or investing (source: Charles Schwab Modern Wealth Survey).

TRIPLED - The average cost of 1-year of college at an average 4-year public institution (including tuition, fees, room and board) has tripled over the last 22 years, rising from $7,470 for academic year 1997-98 to $21,950 during academic year 2019-20 (source: College Board).

KEEP WORKING - 71% of 1,008 American adults surveyed in late April 2020 say that the COVID-19 pandemic has negatively impacted their retirement plans. 51% say that the pandemic has also forced them to be “more open” to the idea of having some type of income-paying job during retirement (source: TD Ameritrade)

GONE - Household wealth in the United States fell by $6.5 trillion (from $117.3 trillion to $110.8 trillion) during the first 3 months of 2020 (source: Federal Reserve).

THE RICHEST - The top 1% of wage earners in the USA reported at least $515,371 of pre-tax income in 2017 and own an estimated 39% of the total wealth in the country (source: Center on Budget and Policy Priorities).

JUST IN CASE - 45% of Americans surveyed in May 2020 have living wills in place. Living wills document an individual’s “end of life” medical care wishes in case he/she loses the ability to communicate (source: Gallup).


Kudos Corner - Celebrating gifts of all types and sizes

In this section I periodically highlight some recent gift expectancies and gift program elements I think will be helpful and informative, not all gifts are included.

Dawn Byrd of Chapters Health Foundation, Tampa, FL secured a $50,000 cash charitable gift annuity gift using “no contact activities” from a 97 year old female. The loyal donor since 2010 currently resides in assisted living wanted to provide fund for their LifePath Hospice program in recognition for the care provides to many of her friends. The donor’s cash gift had the advantage of not wishing to revise any established estate planning documents, a key advantage of CGAs during the current pandemic.

“Dawn has done an excellent job providing infrastructure around Chapters Health Foundation’s developing planned giving efforts and we appreciate her expertise very much.” said Adam Stanfield VP of Development & Executive Director of Chapters Foundation.


James E. Connell and Associates is a national consulting service which has been devoted to increasing

resources for charities using the power of charitable estate and gift planning techniques for over 40 years.

Pinehurst office: PO Box 3335, Pinehurst, NC 28374
Phone: 910-295-6800

Northeast office: 20982 Bayside Avenue, Rock Hall, MD 21661

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