A creaking door. Footsteps in an empty hallway. A child’s voice whispering “Redrum” or announcing “They’re here.” Whether it’s Halloween or a night spent home alone, we’re often scared most by the things we hear.
For planned giving professionals, a few seemingly innocent words from a donor can be just as unsettling. “I updated my will so your organization will now receive my IRA assets,” for example, might send a shiver down your spine.
Fortunately, these conversations don’t have to become horror stories. Consider these five donor statements that might give you goosebumps—and how to help steer each one toward a happier ending.
1. “My family has no idea that I included you in my estate plan.”
A surprise charitable bequest or beneficiary designation can leave family members with questions about the donor’s intentions. In some cases, it can contribute to conflict or delays in settling the estate, potentially jeopardizing the gift to your organization. When plans are kept private, donors miss the opportunity to explain what led them to make the gift, share the values it reflects, and alleviate undue stress on loved ones.
Change the script: Encourage donors to let family members know about their charitable plans and consider how they would like to explain their intentions. They might discuss their plans with loved ones or leave a letter explaining the purpose behind their gift and the values it reflects. If they anticipate objections or have concerns about how their plans might affect their estate, suggest consulting with their estate planning attorney to discuss any potential complications.
2. “I listed you by the name I’ve always called you.”
A familiar nickname for your organization may leave no doubt in a donor’s mind, but it can create uncertainty in an estate document. An outdated or informal name or a name shared by multiple organizations can make it harder to identify the intended recipient and distribute the gift.
Change the script: Ensure your organization’s legal name, address, and tax ID/EIN are easy to find on your planned giving website and easy to share with an attorney or financial advisor. If your organization has multiple affiliated entities, help donors understand the importance of naming the specific entity they intend to benefit.
3. “I’ve already decided what to give you and how I want you to use it.”
A donor’s generous vision may come with practical complications. Real estate, a business interest, or tangible personal property may fall outside what your organization is able and willing to accept. Restrictions may direct the gift to a program you no longer offer or a purpose you can’t sustain.
Change the script: Encourage donors to contact you before arranging gifts of noncash assets or gifts designated for a specific purpose. Make that invitation clear in your communications, alongside sample bequest language and relevant gift acceptance policies. An early conversation can help you explore whether the proposed gift is workable and whether its terms allow enough flexibility to honor the donor’s wishes even if circumstances change.
4. “My family knows where to find everything.”
Knowing that estate planning documents exist is different from knowing where to find the current versions or which attorney to call. Missing documents and outdated copies can leave loved ones searching for answers at an already difficult time and even prevent your organization from learning about or receiving the planned gift.
Change the script: Suggest that donors create and maintain an estate planning inventory of document locations and contact information for relevant professionals, then tell a trusted person where to find it and how to access it. Offering a free will guide can make this process easier for your donors. To help your organization prepare as well, offer a gift notification form donors can use to share whatever information about their charitable plans they feel comfortable providing.
5. “I put it in my will that you’ll get my 401(k) assets.”
A donor may update a will and assume the entire estate plan now reflects their wishes, without thinking to review and update beneficiary designations on retirement accounts, life insurance policies, and other assets that pass outside a will. This oversight can create a gap between what the donor intends to give and what your organization ultimately receives.
Change the script: Create a beneficiary designation checklist to help donors identify the assets that may need attention after a will has been revised. Encourage them to review those assets with their advisors. Periodic reminders can help donors keep all parts of their estate plans aligned as their circumstances and charitable intentions change over time.
When donors say something scary, you can choose to hear it as an opportunity. A few thoughtful follow-up questions can uncover misunderstandings while there is still time to address them and help keep a generous intention from becoming a horror story.
