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GATEWAY PLANNED GIFT LEADS GENERATION SYSTEM I. Overview of The Gateway System. Our system has been proven to work successfully whether you are just starting a planned giving program or have a mature program in place. It works well for one-person planned giving shops or for larger staffed programs, and for all types of charities—churches, universities, mission organizations, hospitals, museums and others. Consider an age-old problem in planned giving: a gift planner visits with the donor, assists the donor with the completion of their estate inventory (part of our Will and Trust Planning Guide) and information necessary for the donor’s estate planning attorney (if the donor has an estate planning attorney, and over 80% don’t) to draft the donor’s will and other necessary estate documents. Next, the donor usually says that either 1) they will send the information to their attorney or 2) they don’t have an estate planning attorney and would like the gift planner to provide names of attorneys in the area who may be able to help in getting the needed documents drafted. In this case, the gift planner provides several business cards and information about attorneys in the area. The donor thanks the gift planner for the help and promises to either 1) make an appointment to see one of the attorneys to discuss their will or 2) they will send their completed estate information to the attorney. When the gift planner follows up with a call to the donor in two weeks, the donor says that they “have not gotten around to it yet”, but promise to get the completed estate information to the attorney “soon”. Two more calls to the donor by the gift planner, one month later and another six months later yield the same result. No will, no protection or charitable bequest. Just time wasted. Contrast this with the results of The Gateway System: 2,500 families counseled over 25 years, 98% of wills/estate documents actually signed, with 75% of cases including at least one charitable bequest/planned gift. The system works! Because your target market is individuals with whom you already have a relationship or “connection”, I have found that most of those that are approached will consider making a bequest in their will or estate plan or other type of planned gift to your charity, if you make it easy for them to do so. Donors and others that support the work of your organization during their lifetime with their gifts of time and financial resources do not want their support to end when their life is complete. A planned gift can help them to leave a lasting legacy that will be remembered by many. My goal is to provide you with a turnkey system that will generate an ongoing supply of prospects in a very cost effective way; at a cost that is no obstacle for charities and churches that want to implement the program. The Gateway System will help you build new and deeper relationships with donors and prospects, while creating new planned gifts. How? By providing a service your donors and prospects need. Over 70% of a charity’s contacts either have no will or their will is outdated. The Gateway System generates new leads, appointments and planned major gifts. Why the Gateway Program? The program will enhance and correlate well with current planned giving programs. Terry’s expertise—over 25 years of successful implementation of the program including a proven track record and significant results. Wills and estate documents actually get signed! Unique nationwide attorney legal services network that can save donors hundreds of dollars in wills/estate documents drafting fees. We have found that in most markets, our attorney network can many times save donors over 50% in drafting fees on average for a comparable set of estate documents in the marketplace. Will and trust bequests are the most popular types of planned gifts; however, The Gateway System also paves the way that leads to gift annuities, charitable trusts and outright major gifts. The implementation of the program results in broader outreach to donors and prospects that leads to new and deeper relationships with prospects and donors. Terry Balko, Director of Charitable Resource Associates, LLC has over 25 years experience as a planned giving officer and director for a large missions organization, a private Christian college and a large state university. The Gateway Program has flexibility; it works well for a new or mature planned giving program, a one-person planned giving shop or a large one, and for all types of charities and ministries. Most recently, Terry used the program over a seven year period to increase his personal planned/major gift production by over 1,000%. Each week, between 10 and 25 new leads were produced. Of those individuals who completed the estate information in the wills guide that we provided, 98% actually signed their will and other estate documents and over 70% included a charitable bequest in their will/estate plan, most of the time including the charity I represented. We feel that it is very important for charities to work with someone that has been successful and intimately involved in presenting all aspects of the program to donors and professional advisors, including attorneys. Nothing can replace experience. For this program to really work and produce maximum results, a charity needs the expertise that is only available from someone who has “been in the trenches” and has run this program over a long period of time. It’s not only important to know what works, but what does not work, including pitfalls to avoid. We bring that type of expertise to the table for your benefit. Someone who does not have this experience and expertise will not be able to effectively address these important facets that contribute to the success of the program. What do you get?
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