The Art of Planned Giving: Understanding Donors and the Culture of Giving (Wiley Nonprofit Law, Finance and Management Series)
by Douglas E. White
Category: Business & Economics

The definitive analysis of what excellence in the field of planned giving requires "A comprehensive and deeply sensitive look at the realities of its subject, The Art of Planned Giving is a necessary guide for all those newly entering the gift planning field, and an essential reference for experienced fund-raisers and philanthropists alike." —Marilyn M. Montgomery Director of Gift Planning University of Washington "The Art of Planned Giving sets forth a compelling argument for bringing a broader perspective to the pursuit of planned gifts—encouraging us to balance technical knowledge and skills with a deeper understanding of what truly promotes philanthropy." —C. Alan Korthals Manager, Gift Services The First Church of Christ, Scientist "The Art of Planned Giving leaves no stone unturned in defining the human as well as the technical elements which constitute the ingredients for successful solicitation and implementation of planned gifts." —Susan Moore Marketing Director of Charitable Giving New York Life Insurance Company "Doug White's The Art of Planned Giving is an eloquent and thoughtful voyage through the myriad human challenges that confront all of us in the field of philanthropy." —Caleb B. Rick, Director of Planned Giving and Charitable Gift Counsel The Sierra Club "Doug's discussion implicitly educates the reader on technical gift structures, but keeps the focus where it belongs: on the rewards of practicing philanthropy." —Nancy Herrold Strapp, JD Director of Planned Giving Children's Hospital Foundation "The Art of Planned Giving is about doing planned giving right: understanding donors as human beings; understanding the many factors that cause people to emotionally connect with a charity's mission; appreciating their life experiences and how these experiences impact their motive to give; understanding, as if you were there, how it feels to be in the donor prospect's shoes during a planned giving visit; and appreciating the role of the other planned giving team members." —From the Foreword by Terry L. Simmons Vice President and General Counsel Baptist Foundation of Texas "The language of philanthropy speaks to a person's heart and soul before it speaks to anything else. It must. If it did not, the tax benefits and the increased income so often touted as incentives to make a planned gift would add up to no incentive at all." —Douglas E. White The art of planned giving entails much more than citing the tax code and spouting investment principles. Beneath all the technical issues lies the real challenge—a volatile, unquantifiable human dimension rarely dealt with in the professional literature. Now, in this deeply humane and informative book, Doug White deftly weaves together personal insight and level-headed advice in a probing look at the human side of planned giving. his practical guidance shows you how to understand, develop, and use the interpersonal skills that are an essential part of every successful planned giving officer's art. Instead of concentrating on lengthy technical discussions and tax tips found in other books on the subject, White cuts right to the heart of the psychological and professional challenges involved in the planned giving process. He draws upon his own experiences, as well as those of many colleagues, to provide practical answers to such crucial questions as: How do I successfully approach a prospect for a planned gift? What are the steps to building a prospect's trust and instilling a sense of mission? How can I tell if I'm being too aggressive or not aggressive enough? How do I deal with donors who want a higher payout rate than is good for either them or the charity? How do I handle a donor's lawyer and other advisors who don't support the gift? With the help of an ongoing narrative, White traces the entire process of acquiring a planned gift, from the first phone call to managing the gift's assets. Along the way, he offers many helpful pointers on how to deal with donors, their families, and their professional advisors, as well as other nonprofit managers within your organization, from executive directors to board members. He also suggests strategies for translating technical knowledge into planned gifts that are better for both donors and charities. The first book to take you beyond the mere mechanics and into the very soul of planned giving, The Art of Planned Giving is an important working resource for planned giving officers, fund-raising professionals and consultants, as well as nonprofit executives and board members.