b'DAYTODAYFINDING FUNDSRoy Jones, CFREThe Legacy Giving AvalancheIn this golden age of philanthropy, giving frequency is keyA ccording to authors Paul Schervish andhow small the gifts are, frequency, not amount, is John Havens, the next two decades willthe key to demonstrating which donors have the bring an avalanche of donors who willbest long-term relationship with your organization.give at least $6 trillion to their favorite charitiesAge is the second most important factor for through bequests and other estate-planning vehi- legacy giving. As individuals move out of their cles. The nonprofits who are preparing for thispeak earning years, they will realign their estate golden age of philanthropy by presentingassets for retirement. There are numerous estate-legacy-giving concepts are poised to receive theplanning vehicles which charities and nonprofits most transformational gifts.use to help their supporters. Often the charity Estate planning is essentially preparing youroffers tax incentives and retirement income to staff, board, donors, and supporters to establish adonors for a planned gift while they are alive, plan to distributeto benefit the charity only after they die. a portion of theirIt is between the ages of 65 and 85 that most assets to your non- donors execute or update their wills. The will may profit after theirname your charity or organization (and their death. In otherother favorite charities) to receive specific cash words, its aboutor real property donations.creating gifts thatOverlaying the ages of your donors with their will happen in thefrequency of giving will help you rank your top future. Nonprofitprospects for scheduling meetings to discuss gurus call thistheir estate plans and legacy giving to your non-planned giving,profit. For donors who might need help with but most donors like the term legacy giving. charitable-giving services such as administration There is little doubt that the single largest dona- of charitable trusts, gift annuities, donor-advised tion your organization will ever receive from afunds, or endowment funds, be sure to connect donor will likely be his or her last gift. So wherewith the Orchard Alliance, a Citygate Network should you begin prospecting?Business Member, for expertise. Roy has worked with more thanThe secret sauce is giving frequency. Con- As morbid as it sounds, donors in this age 70 missions, shelters, and foodtrary to conventional wisdom, the best planned-group love to talk about their legacies and what banks. He offers Citygate Network members two free hours ofgiving prospects are NOT your major donorspositive things can happen because of their training annually. In 2022, hewho have made five- or six-figure donations toestate gifts. They welcome these conversations volunteered more than 200 hoursyour organization already, but your recurrentas something special they get to do before God serving Citygate Network mem donors. Begin your estate-planning program bytakes them home. Dont be afraid to ask questions bers with major giving, marketing, and directresponse fundraisingidentifying individuals who have cumulativelyand have these conversations with this special support. You can reach Roy atgiven the greatest number of gifts. Regardless ofgroup of people. \x03 rjones@fitfundraising.com.52 WWW.CITYGATENETWORK.ORG JULY/AUGUST 2023'