Many clients are not aware of how to achieve charitable goals or what they can accomplish through effective charitable planning. Most may not even know to discuss their charitable intentions, both now and for legacy planning, unless their advisor brings this up as part of the planning process. Talking about charitable giving with your clients can be good for your business, clients, and can make a significant impact on the community.
How to Start a Charitable Conversation:
One of the most important things you can do in the planning process with your clients is to integrate how best to ask them about charitable giving, during regular interactions with your client.
“Are you currently giving charitably?”
“In what ways do you help support your community?”
“Are there charitable organizations that you support on an annual basis that you would like to support into the future?”
“If there were a way to shift dollars from taxes to charity, would you be interested in exploring these options?”
If the answer to any of the questions above is “yes,” then you have opened the door to a deeper conversation.
Some Follow-up Questions to Consider:
“What are the issues, causes, and charities that you feel passionate about? Why?”
“Which of your past charitable gifts have given you the most satisfaction? The least? Why?”
“Are you interested in leaving a personal or family legacy in this community?”
“Given your other commitments, how much time do you have to devote to charity?”
“What level of recognition and visibility interests you?”
“To what extent would you like to get your family involved in your giving?”
“How much wealth do you want to leave to your children and grandchildren? If there is excess, would you consider designating it for charity?”
“What values would you like to pass on to your successors?”
“Would you like the idea of a private foundation, but are concerned about costs, privacy, and administrative complexity affecting your philanthropy?”
“Do you want to be personally involved in the use of your philanthropy?”
“Do you want to receive a maximum tax benefit for your charitable contributions under federal law?”
If these questions spark interest in your clients, the Community Foundation is here to assist you. We can provide you with the tools to help make charitable planning easy for you and your clients. A conversation around these issues can lead to deeper, more meaningful planning, and a stronger client relationship.
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