Philanthropy 101: How to Broach the Topic
Here are some suggestions on how you can discuss philanthropy with your clients:
Find out what's important to them. Before jumping into details of an estate plan or investment strategies, ask, “What are your values? What are the principles that guide how you live your life, raised your family, run your business?”
This helps to deepen your relationship with your clients and helps you find out whether they are interested in philanthropy and/or volunteerism. That, in turn, can evolve into a discussion about charitable giving.
Identify their pet charities. Based on the previous answer, ask your clients, “What charities have you given to because of your values? What have you learned from this giving?
This helps you find out what your clients are passionate about and what they would like to accomplish in the future.
Assess their interest in volunteering. Perhaps your clients' interest in philanthropy leans more toward volunteerism. If so, ask, “Have you done any volunteer work? What kind of work and why that particular organization or cause?”
This can help open up discussions about ways in which clients see themselves in the context of their communities (e.g., local, national, global), and how they can provide legacy support above and beyond volunteering for the causes and organizations they care about.
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What inspires them to give. Is it being a change agent for good? Personal recognition by peers and community members? A generous tax donation? Ask them, "What has been your most gratifying giving experience? Why?"
Their answers will help you find out their motivation and may help spur them to become philanthropists.
Going from the macro to the micro. To avoid a conversation about personal politics, ask clients, , “What are the major challenges facing your community today and in the foreseeable future?”
This helps them focus on major issues that matter to them. Is it public education? The arts? Health care for the uninsured? This helps to maximize resources as it connects your clients' charitable interests with issues the foundation is addressing.
Additional Information
For more ideas and suggestions, contact Director of Planned Giving Carol Bradford at (213) 413-4130.
You may also find helpful information at these Web sites:
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