Planned Giving: ‘How Old Are You and Did 
You Know You Could … ?’

Whether or not a prospect has a will determines to some extent his sophistication and planning efforts, as well as his readiness to move to the next level of planned-giving discussion. The answer to this question can also directly lead to the next question if answered in the affirmative: “Did you include any charities — including our organization — as a beneficiary?” Use this opportunity to encourage the donor to share specifics on the bequest with the charity to ensure that his purposes can be accomplished. Be sure to provide information on your legacy society if you have one.