Planned Giving Simplified The Gift, The Giver, and the Gift Planner

by Sharpe, Robert F.

• ISBN13: 9780471166740
• ISBN10: 047116674X
• Edition: 1st
• Format: Hardcover
• Copyright: 1998-11-16
• Publisher: Wiley
• More Book Details

Summary

Planned Giving Simplified A down-to-earth introduction to planned giving by a leading pioneer in the field. In this groundbreaking book, charitable gift planning expert Robert F. Sharpe, Sr., demystifies the complex world of planned giving for not-for-profit managers. He provides a detailed blueprint for starting and building a successful planned giving program, and develops a rational framework for managing the subtle interplay of legal, administrative, and interpersonal factors involved in the planned giving process. Central to Sharpe's proven approach is his controversial definition of the effective charitable gift planner as being not so much a fund raiser as an expert at helping potential benefactors satisfy a deeply felt emotional need. Rather than soliciting or closing on planned gifts, the planner's primary focus should be on forming relationships with donors and providing them with the means and opportunity to fulfill their desire to do good. Using compelling case studies, Sharpe demonstrates his approach in action. He identifies the various types of planned gifts and takes you inside the hearts and minds of the planned givers themselves, revealing their primary motivations and overarching concerns. He then guides you, step-by-step, through the entire planned giving process, and concludes with a clear delineation of the organizational structures required to sustain a planned giving program. Praise for Planned Giving Simplified "This book is a must for all who are serious about establishing or maintaining a successful gift planning program for their institution." --Nancy L. Perazelli, CFRE Gift Planning Officer, Drake University, Des Moines, Iowa. "In his own inimitable style, Bob Sharpe has done an admirable job of describing the planned giving process in an easy-to-understand manner. Woven throughout is the emphasis on the important human relationship between the donor and the charitable gift planner." --Walter T. Weaver, III Director, Finance Support Division, Boy Scouts of America. "Robert F. Sharpe, Sr., has provided a comprehensive road map of the world of planned giving. He guides [readers] to the desired destination without unnecessary detours along the way. His book will be a valuable addition to the libraries of not only not-for-profit professionals, but also 'givers' who seek a better understanding of the many routes available to them in their gift planning." --Joseph H. Powell President Emeritus and Senior Consultant, Baptist Memorial Health Care Corporation. "The name Bob Sharpe is synonymous with planned giving. I don't know of anybody who knows more about it and who can better convey its importance." --Reverend Dr. Arthur Caliandro Pastor, Marble Collegiate Church, New York City. "I really like [this book]. It is . . . elegantly simple, direct, and forthright. . . . very enjoyable." --Thomas W. Cullinan, JD Executive Director of Gift Planning, University of Maryland.

Author Biography

ROBERT F. SHARPE, Sr., is the founder of Robert F. Sharpe & Company, a leading planned giving consulting firm based in Memphis, Tennessee. He is founder and Director of the National Planned Giving Institute at the College of William and Mary and a regular contributor to the planned giving literature.

Table of Contents

Foreword	xv	(6)
Preface	xxi	(6)
Acknowledgments	xxvii
PART I THE PLANNED GIFT	1	(46)
1 An Introduction to Planned Gifts	3	(9)
What People Give to Fund Planned Gifts	5	(1)
The Changing Value of Property	6	(2)
Real versus Personal Property	8	(1)
Tangible versus Intangible Property	8	(1)
Life Interest versus Remainder Interest	9	(1)
The Giver's Connection to the Gift	10	(2)
2 Current Planned Gifts	12	(15)
Introduction	12	(1)
Gifts of Securities	13	(4)
Other Possessions	17	(3)
Annual Gifts of Income from Charitable Lead Trusts	20	(1)
Gifts of Existing Life Insurance	21	(1)
Gifts of Real Estate	22	(1)
Gifts from Retirement Accounts	23	(1)
Creative Arrangements by Corporations	24	(2)
Conclusion	26	(1)
3 Deferred Planned Gifts	27	(20)
The Last Will and Testament	27	(1)
Revocable Living Trusts	28	(2)
Life Estate Agreements	30	(1)
Existing Life Insurance and Annuity Policies	31	(4)
IRAs and Other Retirement Plans	35	(2)
Products from Financial Service Institutions and Credit Unions	37	(1)
Giving-for-Income Plans: Other Options	38	(4)
Charitable Gift Annuities	42	(1)
Funding Charitable Giving Plans through Wills	42	(2)
Other Contractual Asset Transfers	44	(1)
Conclusion	44	(3)
PART II THE PLANNED GIVER	47	(26)
4 Who Makes Planned Gifts?	49	(9)
Giver Profile	49	(1)
Age Matters	50	(3)
Life's Milestones	53	(1)
What Types of People Choose Which Gifts?	54	(1)
Qualified Prospective Planned Givers	55	(2)
Conclusion	57	(1)
5 Why People Make Planned Gifts	58	(6)
Giving Is a Joyful Way of Life	58	(1)
Motivations for Giving	59	(4)
Why People Give	63	(1)
6 What Planned Givers Want to Keep When They Give	64	(9)
Four Financial Hazards	64	(5)
Gift Planners' Responses to These Fears	69	(1)
Questions to Ask Prospective Planned Givers	70	(3)
PART III THE GIFT PLANNER	73	(40)
7 The Planners Who Help People Make Planned Gifts	75	(17)
Charitable Gift Planners (Employees of Charitable Institutions)	76	(2)
Independent Planned Giving Consultants	78	(3)
Financial Planners	81	(3)
Financial Service Corporations	84	(1)
Trust Companies	85	(1)
Community Foundations	86	(1)
Certified Public Accountants	87	(1)
Attorneys	88	(1)
Allied Professionals and Charitable Gift Planners Working Together in the Gift Planning Process	88	(4)
8 Charitable Gift Planners: Who They Are	92	(10)
When Management Hires Charitable Gift Planners	92	(3)
Opposite Priorities	95	(2)
Gift Planners Must Have Integrity	97	(1)
Gift Harvesting: One Approach to Conflict	98	(2)
Are Charitable Gift Planners "Selling" Giving Plans?	100	(2)
9 The Giver and the Charitable Institution Connection	102	(11)
Establish the Foundation of the Planned Giving Program	102	(2)
Communicate the Vision, Mission, and Case of the Organization	104	(2)
Turning the Donor Pyramid Upside Down	106	(7)
PART IV WHEN PLANNED GIVER AND GIFT PLANNER MEET	113	(26)
10 The Charitable Estate-Planning Drama	115	(18)
"The Four Ps"--An Approach to Use in the Charitable Estate and Gift Planning Interview	116	(2)
Emotional Considerations of Charitable Estate and Gift Planning	118	(5)
The Estate- and Gift-Planning Drama and How It Unfolds	123	(2)
What Happens at Death?	125	(6)
Meeting Their Objectives	131	(2)
11 Acknowledgments, Recognition, and Memorials	133	(6)
The All-Important First Step	134	(1)
Make Acknowledgments a Priority	134	(2)
Honor, Recognition, and Memorial Gift Programs	136	(1)
Conclusion	136	(3)
PART V THE ORGANIZATIONAL STRUCTURE AND PLANNED GIVING	139	(24)
12 The Role of the Board of Trustees in Making the Institution's Planned Giving Program More Effective	141	(7)
Who Should Be Trustees?	141	(2)
Ownership of the Planned Giving Program	143	(2)
Profile of a Trustee of a Charitable Institution	145	(3)
13 The Role of the Chief Executive Officer and Senior Managers in Building a Planned Giving Program	148	(15)
The Chief Executive Officer's Role in Planned Giving	150	(1)
The Program Affairs Executive's Role in Planned Giving	151	(1)
The Public Affairs Executive's Role in Planned Giving	152	(4)
The Business Affairs Executive's Role in Planned Giving	156	(3)
Conclusion	159	(4)
Appendixes Some Views on American Philanthropy	163	(32)
A. Philanthropy as I See It	165	(4)
William T. Wolf
B. Public Service	169	(6)
Timothy J. Sullivan
C. Tsedakah	175	(4)
Rabbi Marc Lee Raphael
D. Stewardship from a Christian Point of View	179	(4)
Robert G. den Dulk
E. The National Association of Colored Women: An Example of Philanthropy and Voluntarism in the Black Community	183	(6)
Tullia Brown Hamilton, PhD
F. The History of Giving in America	189	(6)
Robert A. Gross
Glossary	195	(10)
Index	205