Unknown Speaker 0:03 Good afternoon or late morning on the West Coast there. I am Tim Sarrantonio. Director Actually no, I forgot I had the title change head of partnerships in business development at neon one. It technology and services company helping more than 35,000 social good organizations and I am excited for today's presentation with Leisha Pena. We're going to get into some of the basic housekeeping items First, if you folks are joining us from as a follow up to the National Council of non profits talk that we had with Joe tumelo. A few weeks back, welcome. Unknown Speaker 0:47 If you are a neon CRM, or neon one client, welcome. Either way, we are very excited for today's presentation, a few housekeeping items. Before we get going first, this is being recorded, the recording will be placed on the neon one website. Unknown Speaker 1:06 I'm a little bit different, though, in terms of the follow up is that Leisha has created a special workbook that you can find in the handout section. And that's what we're going to be having as the resources. This is a very special presentation. So we're not going to be sharing the deck afterwards. Because what we want to do is actually give you something more immediately actionable, right? Like how many times it's like do I get the slides afterwards, and then you don't know what to do with it, guess what we're solving that print out the handbook, the workbook, so you can actually follow along with it too. It's very practical resource. And that will be followed up in the email, as well as on the website at neon one.com. Unknown Speaker 1:51 A few other just very quick housekeeping items is that this is not going to go deep into product. But we will be touching on a little bit on practically how you manage monthly and legacy givers in the neon CRM platform. Going To be honest, I'm going to be paying attention along with you on what might be a really fun way to apply what lesean is going to be talking about. Because ultimately, a lot of this stuff you need to turn around and put into practice in your actual job. That's the whole point of today. This is absolutely going to be focused on practical experience. So with that said, Leisha Take it away, I'll be here, you know, playing support, I might pop in and ask some questions. And folks, there is a q&a that we'll be managing to if you're having, you know, your typical issues with audio wear or stuff like that. Our my colleague, Allison is here for helping with that. Otherwise, I'll be here to answer and and provide lesia any questions that you may be asking, she's an absolute expert on this. So with that said, take it away. Unknown Speaker 3:07 Thanks so much. Hi, everyone, I'm very excited to be here, this is my first time presenting with neon one. So this is super cool. I've been presenting all over the place and and so it's always a nice new adventure to start presenting with Unknown Speaker 3:26 a new group. So a little bit about myself, I'm so I'm an international legacy consultant. I've been in the nonprofit sector for 20 years, most of the bulk of my first 15 years of my career was really as a fundraiser for small and medium sized organization Unknown Speaker 3:48 in different types of organizations locally and nationally in Canada. So I'm based in Montreal, therefore, little accident, and the little A's that are going to come out during my my talk. Um, and so and then I went to work for an NGO where I specialized in legacies. Unknown Speaker 4:07 And so I've worked in 14 different countries and markets across around the world, helping our different offices develop their legacy programs, and they've also started legacy programs in new markets. So it's been quite a whirlwind. And so now I just consult all kinds of organizations, locally, nationally, internationally, on how to get the legacy programs going and how to reboot or even implement new strategies to improve legacies. So needless to say, I am a total total legacy nerd, because I'm also even doing my PhD on the topics. So when it comes to legacies, it's my jam, let me tell you, so um, a couple of housekeeping before we go into the topics of what we're going to cover for the next hour. Unknown Speaker 4:58 I really Unknown Speaker 5:00 love to have like more interactive presentations because I don't know about you. But like when I go to a seminar, or to to webinars or even seminars, if the presenter is talk, talk, talk, talk talk, and there's no way to interact with them. I check out honestly, like, done, I'm out. So I really want you to use the chat box, when you have a question or you have a different perspective or you want to add something to the conversation, please pop it in there. Do not wait until the end of the session. If you have a question. Now, what I'll do is I'll go through the slides and every slider to I'll stop, grab a bit of my iced tea and look at the chat box to see if you've got questions, and I'll address your questions as we go along. Okay, so please don't hesitate. But first, I'd like to know a little bit who's in the room because there's about like 40 people in here. And it'd be really nice to know where you are. So I'm going to launch a loophole for you got invited give you the ability to launch polls. There you go. Unknown Speaker 6:00 Yep, there it is. So Oh, my screen just don't change. All right, cool. Unknown Speaker 6:08 webinars weird it like overtakes the entire screen with it. And then yeah, close the poll, and then share the poll, if you want to see what people said. So yeah, exactly. It just like threw off my my slide deck. And then like all the other windows, I had been open behind a few, but you don't see all the other the messiness of my desktop. So that's good. All right. So please, please, please, if you can, please indicate like how would you define your development? Like your organization sizes? Small, medium, or large? And I know it's a very subjective question. Unknown Speaker 6:40 But basically, how would you define your organization? So I'll give you a bit more time 76% of you have voted? Oh, barshop is in the lead? Unknown Speaker 6:54 I haven't really thought that, you know, obviously. Unknown Speaker 6:57 Folks, we're at 92%. We're, Yeah, come on. Okay, I think we should Unknown Speaker 7:04 that would be the highest poll was 9595. Unknown Speaker 7:09 All right. I guess the last 5% is out, like going to grab another glass of milk, glass of water or something. Alright, so let's close this. Unknown Speaker 7:22 Oh, there you go. Thank you. Yep. So share results. Unknown Speaker 7:26 So with 95% of you, that responded, 66% are from small shops. So what I'm saying is, I have a very soft spot for small shops. at several years ago, I wrote the small shop, small shop fundraising chapter in excellence in fundraising in Canada. So Unknown Speaker 7:47 you know, and being a small fundraiser, or a greater part of my career, I feel Yeah, I feel your pain. So, and 20% of you are in medium shops, and 40 14% are for large shops. So here's the interesting bit is Unknown Speaker 8:04 what I'm going to be covering today is going to be applicable to all of your organization, the only thing is, you know, you'll be able to adapt a lot of what I'm going to share. And I'll make sure to point out the differences when it's applicable to whether whether you're in a small shop, organization or large shop, so I'm going to try to be able to make it make the content adaptable to you so that I don't know about you. Like when I was in a small shop, I would go to conferences, and someone's talking about major gifts. And of course, they came from like, a big university or hospital. And I'm like, I don't have like half a million dollar donors is my small shop, like a big gift is like $5,000, right? It's not. So anyway, I just want you to know that. I'm making sure that you have all adaptable information. Okay, let's go. Let's kickstart this. See, now you're seeing my screen. And that's not what I wanted you to see. Unknown Speaker 9:01 It kind of it kicked it out. Tin. It kicked it fully out. Unknown Speaker 9:07 Hang on. Here we go. It's back. There we go. Unknown Speaker 9:13 Alright, cool. All right. So what are we going to cover today? So we're gonna smash a few myths about legacy giving about playing giving, okay, because there are a lot of them. Um, then we're going to look at some interesting data. Now, I suspect this is a question I didn't ask, but I suspect the majority of you are all from from the US. So I'm going to be sharing some of the data that is from the US. If you are from Canada or another country, do make a comment in the chat box. Because there it's quite possible that I have some of that data in the back of my mind. So I'll be happy to share some of the data that I have. I can help you think about the strategies for your program. Then we're going to break down the characteristics of a legacy donor. So this is based on like this statistical predispositions form to make to consider gifting Unknown Speaker 10:00 Well, Unknown Speaker 10:01 now we're going to talk about how to identify those legacy prospects. So what should you do? And then obviously, we need to talk a little bit about how you can collaborate with your fundraising teams. Now, of course, Unknown Speaker 10:13 it depends on how many people are in your fundraising team, right. So for those of you in a small shop that are probably alone, this might not be as applicable. But we're going to look at how we can make that useful for you. Unknown Speaker 10:27 And then we're going to talk about the importance of strengthening the culture of philanthropy, but it's not like it's going to be very specific to how to do that in order to help grow your legacy program. All right. Okay, let's get going. So, what are some of those common myths that prevent organizations from being successful in legacy fundraising? And I would say some of them are, you know, General nonprofits myth, and some of them are very personal. Okay. So some of the six common myths and legacies is that it's difficult, okay? That there's this misconception that, in order to do it, you need to be a lawyer or financial planner. And it's complicated, because what happens, we're in a sector where traditionally, a lot of the body of knowledge has been generated by large organization. I'm talking about universities, hospitals, museums at large cultural organizations. And a lot of though, like, if you look back at the history of philanthropy, a lot of those bigger institutions, Unknown Speaker 11:37 build big endowments and build the culture of philanthropy that we're living in right now. Through big gifts of like very savvy, predominantly white and male donors, right. And what that what is that is that it built its entire body of knowledge around plan giving, that is focused on a lot of the financial vehicles, right. So when someone starts talking to you about charitable remainder trusts, and you know, gifts of pension plans, and all of that kind of those financial vehicle, it's obvious that some of your back goes up and goes, holy cannoli, I have no idea what this is all about. I'm not comfortable with this, therefore, I run away from it. But here's the thing. It's not about all that. And that's the biggest challenge that we have in North America is promoting plan giving, through those gifts, vehicles, as opposed to promoting legacies through the journey of where the donor is. Okay, so I'm going to go into more details of that later on. So stick with me. So like I said, so one needs so there's that misconception that you need to be that expert that it's complicated, because you need to be that lawyer or their accountant or the financial planner, or notary or, or you need to be like, you know, a banking ways in order to do it. My experience, and I don't want to generalize, but when I've seen people from the financial sector, or lawyers becoming plan, giving fundraisers, those have not necessarily always been the most successful ones, because they might be experts in their field of work. But what is our job as fundraisers, our job as fundraisers is to have conversations with donors. And so that's a very specific skill set that we are experts in, and then how the donor decides to structure their gift is a different story. But then that's why we usually refer donors to legal advisors, financial advisors, because that's their area of expertise, right? So our job as fundraisers is just to nudge the donor along to get to that place. Okay. Unknown Speaker 13:54 The third myth is that all legacies are realized decades later. And while that might have been the case, 10 or 15 years ago, because I remember when I started my fundraising career 20 years ago, oh, we would hear was the wealth transfer, the wealth transfer, it's coming, it's coming. Oh, my goodness, you know, you know, race to the bottom. Well, the wealth transfer is happening now. Because the baby boomer generation, the older cohort of baby boomer generations is starting to pass away. Okay, that's just a fact. Right? Unknown Speaker 14:29 So the wealth transfer is happening today. And so if you do some data mining, if you start look digging into your data, odds are you have some of those donors who are at that stage of their life. And so it's quite possible that you could be sitting on nuggets, you know, gold nuggets in your database, but you wouldn't know because you haven't done that data mining or you haven't, or you know, you have that, but you haven't started the conversation with your donors. Unknown Speaker 15:00 So it's quite possible that some of those gifts could be realized within the year two, or within five years, which is not a very long time. I'll give you a little example. In 2016, a few months after I started working at Greenpeace, the fundraising director at Greenpeace, Japan invited me to come and train their new high value don't do a fundraiser on legacies. And in case you didn't know, like, Japan is the country in the world with the oldest population. Okay, so the potential legacy to gifts is incredible. Long story short, we set up a passive program because they didn't have any money to invest in proactive program. And within a year, they already had 100 prospects in their different stages of the pipeline. And they had a few promises already. And within two years, three legacy gifts had already come to fruition. So all this to say that it really you really need to get comfortable with your data. Unknown Speaker 16:06 The fourth myth is that legacy marketing should be focused on organization leads, and it has to be passive. Now I know I just said that we set up a passive program at Greenpeace, Japan. But this is all about looking at what can you do with the resources you have. But the biggest, biggest thing is that there's still that that mindset of well, as long as we just, you know, put information on our website, and probably have one brochure, we're good to go. That's all we need to do the rest well, you know, it'll come it'll fall. Because look at this, the legacy gisc fall from the sky. And it's just not how it works. You it is an actual strategic, thoughtful process where you need to identify your prospects, you need to figure out what are their motivations, what makes them tick, so that you can then start engaging with them. And, and proposing the concept and nudging them to consider a gift in a well. Unknown Speaker 17:04 The biggest one is that off talking about legacies, it's super morbid, because all we do is talk about death. Well, here's a newsflash, I've never once talked about death with a legacy donor. And it's not because I'm better than anyone. It's because it's not what donors are interested in. Unknown Speaker 17:22 The conversations that you'll have with legacy donors is more about the life that lived, the values that the cherished, you know, the ways in which they see the future for the organization through their gift. So talking about legacies is more about talking about life, rather than death. And the moment you can make that very clear, and you understand and you get comfortable with that, everything else opens up all the doors open. Unknown Speaker 17:53 The biggest one, and this is perhaps like the one it's like the thorn on my side that just, you know, makes me want to rip my hair up. Is that misconception or that myth that legacies are only for the wealthy? Um, when a board member says to me, oh, well, okay, well, let's look at you know, wealthy Jane, or wealthy Joe, that I know they have a lot of money, and they have a big house in the fancy neighborhood, and they can leave us a gift in their will? Well, no, actually, the elements that demonstrate that someone will have a much more higher propensity to leave a gift. And that will is their connection to the cause is their commitment for a long, long time. And usually, that is not your your major donors. Am I saying that your major donors are not prospects, not at all, they are just as much as a prospect. But what I'm saying is, it's not a direct, there's no direct correlation between having wealth and cash today, to a legacy gift. Okay. Unknown Speaker 18:59 I'm, in talking with all of my colleagues on all the fundraisers I've talked to over the years, who are focused on legacy giving. Unknown Speaker 19:09 The common denominator is that the majority of the legacy gifts that are received in charities come from regular donors that for all intents and purposes, they didn't stand out in any way, shape, or form. But oftentimes, they were, you know, regular donors, like once a year, every year, or they gave monthly. And that's when that because they were so committed to the cause of that. That's why they left a gift in Norway. And that's what we're doing. That's the session today, because it's all about leveraging your monthly giving donors and engaging with them to go and jump into the plan giving the legacy giving area. Unknown Speaker 19:51 Sorry, my cat just jumped on my chair and it started on me. But so what does this all have to do with monthly donors so I tapped on this a little Unknown Speaker 20:00 Little bit. But let's dig deeper into that. There's a bonus myth. And this one's probably gonna, like, make your head explode. Unknown Speaker 20:09 The biggest myth is that legacies erode regular and annual giving that if you've got annual gifts, donors will give to your annual gifts to your annual campaign, or donors that give monthly that if you ask them for legacy gift that they'll stop donating to your annual campaign. That's the biggest myth. And you know what? completely untrue. You know why it's true? Because we've researched it. So Dr. Russell James, which I hope most of you know, Unknown Speaker 20:41 he's Unknown Speaker 20:43 a researcher at Texas, Texas Tech University, did the actual research because he asked the questions like, Is this true? Is this myth actual true? And no. And so I'm in your workbook, I actually, if you open the PDF, you have hyperlinks. So I hyperlink this research. Unknown Speaker 21:03 That this article, it's a blog that was run by a consulting firm, and it links to his actual research and the slides and everything. Unknown Speaker 21:10 But basically, what he demonstrated his research demonstrated that when a monthly donor was invited to consider a gift in their will, after they had actually included a gift in their will, their annual giving, like, either the monthly gift, or their annual gift actually increased. So you want to know why? Well, because they felt like they were much more part of the family, like they were so much more Unknown Speaker 21:37 ingrained and, and committed, because now they knew like they had, they have their planned gifts in there, you know. And so it just makes total sense to tag to, to go for a blended gift approach between monthly giving and legacies. Right. So Unknown Speaker 22:00 let's get going. So hang on, let's stop for a second. Is it clear so far? Do you have any questions, because now we're going to tap into a bit of data stuff that I do want to share with you? So hop into the chatbox? Let me know like, do you have questions? Are we good? Is it clear so far? Yep. While I take a sip of my water, the q&a and also just a reminder, there is a beautiful handout that that was referenced that you can just go to the handout section into downloadable PDF. How are we doing so far, folks? Let's let's Unknown Speaker 22:35 clear so far. Great info, says Kate, also that there there's someone from Vancouver, here. So this is this is not all all US, US ugly Americans here. Okay. So no, no, no, I didn't say that. Unknown Speaker 22:52 Awesome. No, I think we're I think we're rockin keep it going. Okay, cool. Unknown Speaker 22:56 All right. So, um, Unknown Speaker 23:01 all right. Let's geek out on some data. Because I don't know you. I'm a data. So Star Trek The Next Generation, my favorite character was data. So that's why I love data. But okay, not really, I love data, because that is what it might have been Wesley. No, no, I didn't like him in there. He was annoying. I like data. I love I loved his his, his need to understand humanity, because that that feels like my lifelong, long lifelong search. Anyhow, back to legacies and monthly giving. So this is based on some of the so obviously, the giving us a 2019 report super brilliant. Unknown Speaker 23:39 Buy it if you can, or downloaded it, you know, or if you want it, and you and your organization can't afford it. Let me shoot me an email, I'll be happy to share it with you. It's really super interesting. So bequest giving in the US accounted for only 9% Unknown Speaker 23:56 of the $427 billion contributed to charity. So this is from this would be 2018 data that was published in 2019. Okay, so keep that in mind. It is a couple of years older, the old. Unknown Speaker 24:14 But it still is important data, obviously, I suppose they're probably redo the study in a couple of years again. So we'll have updated information. So interestingly, in the UK, Unknown Speaker 24:27 bequest accounted for 16% of the $3.4 billion contributed to charity. So this is data from legacy foresight, and this is dates from 2020. So this is more recent, this came out I think, in October or November of 2020. Okay. Now, I know the UK market is miniscule compared to the US, but we're looking at the percentage here that's important to let that sink in. Tiny UK raises 16% of all their use of all their donations through legacies compared to Unknown Speaker 25:00 9% in the US, Unknown Speaker 25:03 if I were a fundraiser in the US, I would be, Unknown Speaker 25:07 like, freaking out because it's ridiculous for a country, and I'm not saying this to shame anybody, but we need to do better, the US needs to do better, because you have the laws that need that facilitate planned gifts. You've got all these like, Unknown Speaker 25:28 all these donation vehicles through planned gifts, most of which most people don't understand even fundraisers don't understand it. Unknown Speaker 25:37 And, and it's accessible, you've got the resources, the infrastructure to be able to do it. So why are we not raising more money? Through legacies? where the bulk of the wealth, the Global Wealth is in the US? It's like, you should be outraged. Is I know I am. I'm, so what do we have to do for this? Like, really focus on the question, Stop fussing around with all of the complicated Unknown Speaker 26:08 financial vehicles that most people don't understand focus on request, because it's the low hanging fruit. And it's the easiest to communicate, it's the easiest to, Unknown Speaker 26:19 to engage with donors. Unknown Speaker 26:22 Um, Unknown Speaker 26:24 and, and, and honestly, like, just so you know, for, for Daria, who is from Canada, Canada in a better just, by the way, okay. And we're in the process of rebooting our national legacy campaign, which, which is called willpower. Unfortunately, in the US leave a legacy has kind of dwindled, there's a no, there's a few pockets of chapters here and there, through the plan giving Association where there are, some are really active, but as a national strategy, there is no actual national strategy for leave a legacy. And I think that's what's hurting the capacity of us charities to be able to raise more through legacies. And FYI, that's the actual topic of my PhD dissertation. So that's why this is something I'm very passionate about. The average age to will writing is approximately 44. So remember that knowledge that the thinking that it's only for older donors while that age is going down, whereas about five or 10 years ago, the average age for real writing was about 55. Now it's gone down to 44. And what we seen thanks to the pandemic is that that age has gone down even more, it's more around the age of 40. So it's really important to think about that in your strategy is oftentimes we think about strategy. And we just start communicating about legacies to donors that are over the age of 65. But don't forget that my generation the Gen Xers Hey, man, we're writing our wills right now. And you want to get on that. You want to get on that action right now. Okay. Another really interesting is that there's an academic research that I need to read. But it is really interesting that it's saying in that saying that gay and lesbian respondents are also more likely sorry, this was based on the giving USA report. Sorry, I'm confusing a few things here. The game that gays and lesbians, respondents were more likely to establish planned gifts in their estate. So think about that as well. So this is why the importance of Unknown Speaker 28:28 really digging into your data and pulling some Unknown Speaker 28:31 very valuable insights on who your donors are, and creating those personas so that you can, sorry, one of my cats is going absolutely Berserk and running all over the place. Unknown Speaker 28:43 But that's the data that you're sharing. So I can see why exactly. She she's she she freaks out for data. Like, honestly, we got Toronto here, too. So I think that we're talking internationally today in terms of our audience. Yeah. So yeah, yeah. Yeah. Um, Unknown Speaker 29:05 oh, thank you, Russia. I see. I see your comments here. I can't seem to find the chat ops. And that's fine. Don't worry about it. What are you writing in the q&a is good enough? That's all good. Okay, cool. So think about Unknown Speaker 29:18 I think this is going to be really interesting as the years go by, and if you're starting to take a more long term view of your fundraising program, and of legacies, is starting to look at, you know, the diversity of your donors and be able to communicate through that lens, because knowing full well that, you know, with changes in laws in different provinces, and states and countries, etc. and seeing that, you know, rights are being given, you know, there's more rights for gays and lesbians and being able to leave legacies and all of that kind of stuff. It'll be really a game changer over the next few years. So keep that in mind. Unknown Speaker 30:00 in your in your little back pocket. Okay? And oh yes. And then 7% of plan giving donors say their annual gifts to the organizations they support increase after making a plan gifts. Boom, just supported the research that Russell James did, right. So this is what we want, we need to be reading a lot of this stuff in order to adapt our strategies in order to really, really know how the role that playing giving plays not only in the future financial sustainability of the organization, but also how it interacts with the rest of your fundraising program. That's why the point of having an integrated, integrated legacy program, integrated fundraising program, I'm sorry, is so important to the success of your your organization's fundraising. Unknown Speaker 30:52 So here are some of like the typical donor characteristics. And I'm going to dig deeper, deeper than this, and I did not come up with this. in your workbook, if you if you have the PDF open, and you click on the actual image of this image that I'm showing you the annual fund, it's actually hyperlinked to another resource, the plan giving comm page. And that's where I got this from. So I did not create this. And so I did want to attribute it to the right place. So this is really, really an important piece. And of course, it's other, like if you look on their website, it also addresses, annuities, etc, etc. So it goes beyond just requests. So I've just put, I just use what was relevant for our program here for our webinar today. Unknown Speaker 31:45 So here, it basically looks at what are we looking for some of the statistical predispositions? So for requests, although Unknown Speaker 31:56 usually probe requests you want, you know, it's applicable to all obviously, but what we're seeing is that it's more women that ended up leaving a gift in their will than men. So although some of the numbers, say like, men have a higher propensity to say that they would consider leaving a gift in their will, it's actually women that actually follow through on that action. Now, there's a lot of reasons why that might happen. Unknown Speaker 32:22 The main thing is that, so there's different things in a hetero couple, oftentimes, and women outlive men, so statistically, we could surmise that, you know, because women outlive men, they will outlive their husbands. And what will happen is that the husband estate gets rolled into the wife's estate. And so that's why sometimes the, Unknown Speaker 32:50 the estate of the woman ends up being of a greater value than if they would have been separated. And also, statistically, what's really interesting is that predominantly, it's single women, or highly educated single women without children that have a higher propensity to leave a gift in our world. Now, is this to say that, Unknown Speaker 33:15 you know, men don't leave a gift in our world? Of course not. Does this mean that if they're married, that they're not going to? Of course not. But this is based on statistics? Okay. So just so you know, Unknown Speaker 33:27 the income usually for requested someone that's more above average. And what I'm what is meant by that is, it's not necessarily someone that's really super wealthy, it could be just someone that's got that, Unknown Speaker 33:39 you know, they're in a tax bracket that's a little bit higher. Now, does that impact the bucket? The amount of the request? No, because let's not forget that quests are based on the assets that are accumulated during your lifetime, because I death, all your assets are deemed liquidated. So they might have greater income, but if they are smart with their income, and invest in in proper assets, then that's what that's what is an indicator of how you're having higher propensity for leaving a gift in their will. Unknown Speaker 34:15 So the actual wealth, so notice how there's a difference here between income and wealth. Wealth is not a factor. Right? Remember what I said like that one of that myth, wealth is not a factor. You could be Unknown Speaker 34:30 you know, you could have a lot of wealth but have no assets, which mean basically, is you're spending all your wealth, but you're not saving stuff and you're not accumulating assets. Right. And this, there's a, you know, invisible assets here, I'm a little uncertain as to what the mean, for me. So visible assets, that could be the stuff that you can actually see, the invisible assets would be, you know, investment. I can't Unknown Speaker 35:00 And pensions, you know, that kind of stuff. Those are the those are those invisible assets that are really super important because they can relate very, very quickly, especially if you're dealing with someone who's a savvy investor. Unknown Speaker 35:16 And financial outlook, usually, you know, for requests. It's someone that's more fiscally conservative. So we're not talking about politics here is just someone that is very much, you know, what's that fable him? Help me out, Tim? It's coming to me in French, like, you know, the one like that thing's all day versus the one that accumulates food throughout the summer. Do you know what I'm talking about? Unknown Speaker 35:42 It just completely escapes me now. Basically, you know, we're talking about someone that knows. Oh, I know what you're talking. Yeah, yeah. Yeah. You know, Unknown Speaker 35:52 the, Unknown Speaker 35:54 the answer the grasshopper, Deborah, you win the prize, you win the prize. I don't know what that prize is. But we'll Oh, thank you, Deborah. How about my undying admiration for being able to translate my, my jumbled brain. Unknown Speaker 36:11 And a lot of the stuff I learned in French, because I'm in Montreal, and so sometimes I'm stuck when I'm trying to use some of these metaphors in English. And I'm like, oh, how do you do this in English, anyhow. And so because they're fiscally conservative, usually the risk tolerance is lower, because it's all about making sure that you accumulate your assets, you know, Easy does it, you know, stay the course, and so on. Unknown Speaker 36:36 And, of course, previous giving, usually, it's long term and modest, right. So that's why there's like, that's what your monthly donors are, like your best prospects, because they're in it for the long haul. There's modesty about it. They're all like, you know, what, I give my $25 a month, I give my $50 a month. That's good. You know, like, that's all I can do. Unknown Speaker 36:56 Sorry, like, I'm sure I'm hoping that you're sitting there, thinking about your monthly giving file. And you can see that donor, right of like, how they are and what their behavior is like, and how that fits with that. Unknown Speaker 37:12 And usually, their nonprofit connection probably flies under the radar, because they're like, you know, what, I commit to that gift, I believe in you, I trust you, you're good to go, you know, and so they fly under the radar, they don't want to, they don't want to have like, you know, it's not like those. And again, I don't mean to generalize, but like those major donors that like they want the recognition, and I want my name on the plaque here and this and that. There's nothing wrong with that. Absolutely. Nothing wrong with that. Right. Um, but the more you know, the more monkey donors are more about believing and trusting in what you do. And they don't want to they don't want to fuss, right. And legacy donors, trust me. They don't want the fuss. They don't want to be recognized. They're like, no, I trust you. You go do it. Right. So are we good? Does this make sense to you? Like, are you seeing when describing Unknown Speaker 38:07 the typical donor characteristics here? Are you seeing your monthly donors represented in this description? Unknown Speaker 38:19 Let me see. Unknown Speaker 38:21 So no answer. I'm saying I'm assuming like you're like, yes, girl. I totally get it. Yeah, absolutely. Yeah, right. Kate says Yes. Unknown Speaker 38:31 Exactly. I'm like, okay, you all agree with me? I'll just assume that. Awesome. Thanks, Kate. Okay, so there's additional considerations to keep in mind. So all of that what I share is great. So here's another layer in in terms of another layer that you you can think about eight, okay. And so one of these is about looking at your donor file, and creating sort of like a type of propensity, evaluation of your donors. Okay. So what I mean by that is, what are the criterias weighing them and then being able to rank your donors according to that, that ranking. So Unknown Speaker 39:11 as I said, there's the age right, and we know that they're getting younger. Now, in your workbook, I also put a link to a TED talk. It's called life in three acts. It's a tech talk that Jane Fonda did. And she talks about you know, I'm sure you've probably heard about like in three acts. There was a play that was books it's been research in psychology about Unknown Speaker 39:33 you know, our lives or our life is kind of categorized in three different acts and like where we are in our life under 30 you know, where it's all about, like your, your formative years, you try and find yourself etc 30 to 60 is more of like you're building and you know, you've finished your study so now it's more about building a life building a family building a career, you know, you're you're really much about solidifying your, your financial situation. So you Unknown Speaker 40:00 Don't have an awful lot of time to engage with charities, because you might have just started a big job and you've got kids and, and all that kind of stuff, and you bought the house in the suburbs, a lot of stress all of that stuff. And then after 60, that's where the third act, and for a lot of them, it's like this new life that starts all over again. And so understanding how we look at life through that lens, really will help you think through about how you can engage with your donors, wherever they are in those three acts of their lives. Okay. So look at the TED Talk. It's quite entertaining. And you know, come on, it's Jane Fonda, right? And then you want to look at your donors through their connection. So their connection to the organization. So are they volunteers? Are they donors? What's their life story? So we know. So if you go back to the fundamentals of fundraising, remember when, if you've ever done the fundamentals of fundraising course, at AFP, or you've read any of, you know, some of the great, great foundational books on fundraising, Hank Rosso had developed, you know, the concentric circles, hang crosses, or concentric circles, and it's all about, like, you know, like the target, right. So like, when you get to the nucleus of the circle, that's where, like, people are the most connected. So that's like, the founders, the board members of staff, you know, and then as you grow further and further, the connection gets more and more diluted. So thinking through, so monthly donors would be quite close to the nucleus, right? Because they're the most committed, right? And, and perhaps, like, Unknown Speaker 41:35 you know, special event participants would be at the outside of the nucleus, because you know, they're not as committed, there's not as connected, right? So you want to look at your donors through that lens of where they fit within that concentric circle, Unknown Speaker 41:49 then you want to look at the gender in the family. So as I was talking about, you know, we're seeing how Unknown Speaker 41:56 same sex couples or blended families, you know, the composition of that life setting, how that impacts, I'm there, their capacity, they're interested leave a gift in the wheel. So we're talking about, you know, older women that never married, don't have kids probably have advanced university degrees. Those are like those golden nuggets that are sitting in your database waiting to be solicited, right? So basically, me I am your best legs prospect, honestly, like, doesn't get better than that. And it's not because it's me, I'm not married, I don't have kids, I have four babies, and I'm high level of education. You know, it's like, come on, and yet no organization has ever awesome for him, I guess a gift, go figure. Um, next thing, another element you want to factor in, in your analysis is when you're looking at your database is faith, right? The way people live their faith. Unknown Speaker 42:58 Now, statistically, people who practice their religion have a higher propensity to consider gift in their will than those who do not. Okay. Unknown Speaker 43:11 So whether they are Christian, Catholic, Jewish, Unknown Speaker 43:18 you know, they follow Islam, or whatever religion they choose to practice, there is oftentimes an element of charitable giving, that's part of their faith. And so they will usually statistically have a higher, higher disposition to consider gift in the world than someone that rejects religion. Now, is that to say that someone that rejects religion will not consider this a gift? Of course not. But it's just like, you know, another piece of the ingredient, if you were, if I was to write a recipe that, you know, that would be part of it? What if What if that last, sorry, quick, fun fact, we did a research study on recurring donations, and religious organizations and their donors 13% of the revenue for all of the organization could be attributed to recurring donations when we did that study with the University of Dallas. So really, really interesting overlay there, but religious folks are donating to all different types of causes, of course, so Yeah, Unknown Speaker 44:22 exactly. Exactly. Absolutely. So that's really interesting. So, you know, a lot of these things, these are things that that they should be triggers for you to look at. What are the kinds of insights you can start collecting and I mean, for for our colleagues in the US, you You guys are so lucky, because in Canada, we have very strict privacy laws, and so a lot of information we can't get, but, you know, you could start collecting information to different means about people's interests, right. So you know, if ever you do I'm a big fan of doing, you know, every year every year Unknown Speaker 45:00 A couple years doing like, an or like a donor satisfaction survey, and I'm using that term, but it's probably not the best term. But basically, it's a, like a census of your donors to understand more about their attitudes and their values, etc. and I strongly recommend that you do that when you can. And if you can, resources permitting, to do that, because you can uncover a lot of prospects through that, okay. And also, it can really, really Unknown Speaker 45:31 help inform how you structure your fundraising program, how you structure your communications, your engagement activities, and your actual programs. So something to consider the values also is incredibly important. And what I mean by values is like, what are the values that they that your donors, that value, obviously, but what are the values that that direct their life, you know, that have been important to them, and how that connects with the organization's values and long term goals, long term vision, moving forward. Okay. And then lastly, of course, is past giving behavior. So again, it's not like I said, not about the the huge gift. So usually, long term, smaller gifts, you know, that one of the biggest legacy gifts I received was $592,000, I'll never forget that number. And when I went into the database to look up the donor, because it was someone that was completely unknown to me, she had only made like two or 320 $5 donations in the past, but she was never married, didn't have kids didn't have any family left, and she left 100% of her estate to the organization. Now, is this a common thing? No, not super common, but more than you think, a lot more than getting that, you know, multimillion dollar request by the wealthy, the wealthy, your wealthy neighbor. So something interesting to keep in mind. Unknown Speaker 46:57 All right. So what do you do? So you have all this? How do you get started? So odds are you probably have some of this information. And this is just an example. So Unknown Speaker 47:09 you know, please don't lose your mind over this. But how do you start identifying prospects, so you can start having that conversation? So you're managing your monthly giving program, and you want to, you know, you want to whether you have a legacy person in your organization, or you don't, and like you're the person that has to do it all? Where do you start? So my suggestion would be Unknown Speaker 47:32 starting by the age segment, so segments, and these are, this is just for for, as an example, for just it's an illustration, okay, you can use smaller segments totally up to you. But I would start with the age segment. So let's say you want to pull a list of everybody that's over 75. And then everybody that's 65 to 75. And then everybody that's 55 to 65. So let's keep it like that, or you might want to do segments have by five years, it's totally up to you, based on how much time you have to dedicate to this. So you take these three segments, you put them aside, you leave them there. Unknown Speaker 48:11 And then you look at the years that they've been supporting the organization. So over 25 years, 15 to 25, five to 15. And under five years, you might want to break it if your organization hasn't been around for 25 years or more, you might do smaller segments totally up to you. So what's next thing that you do you start merging these lists? So you would merge the list of donors over the age of 75. With that of donors who have been supporting your organization for more than 25 years, you merge them together? D dupe clean it up, set it aside. And then you take donors who are over 75 have been supporting the organization between 15 to 25 years, merge that clean it up D dupe, then D dupe with the first merge list, and then move on and on and on. So now you've got all of these like merge lists, right? And odds are that possibly at the higher end, like the ones that are over 75, and have been supporting for more than 25 years, you might not have any donors, you might just have one donor, that's fine. Um, and so, um, and so with that, then you can start sprinkling that legacy dust, you can start, Unknown Speaker 49:33 you know, having that one on one conversation, and talking to them about legacies. I'm a big fan of proponent of sending a survey or legacy surveys to sort of gauge where they are in their thought process about including a gift in our world to the organization. And so that's how you would start building that pipeline to engage with your donors. So I see here Unknown Speaker 50:00 Daria has a comment. So I don't know if everyone can read it. But let me read it out loud. So there it says, with a mega wealth transfer from baby boomers on the horizon, it will be interesting to see if the percentage of legacy donors who are not women childless will increase. I'm finding that more donors with children and grandchildren are interested in leaving legacies, they may just choose to leave more modest amounts or percentage to charity versus legacy donors who do not have natural heirs. Unknown Speaker 50:29 And you're absolutely right, Daria, I think it's important to remember that these are based like the all of this is based on statistics, right? It's about the propensity Unknown Speaker 50:43 of, of what we seeing in terms of research being done in like the results that are being done that are coming out of the US, the UK, there's very little out of Canada, unfortunately, Unknown Speaker 50:55 in Australia, as well, those are places where we're getting a lot of the data. Unknown Speaker 51:00 But you're but you're absolutely right. This is not to say that because someone has is still married and has children and grandchildren, it does not necessarily mean that they're not going to consider a gift in the world. I think this is one perhaps I love legacies, because it's perhaps one of the most democratic Unknown Speaker 51:18 of all fundraising approaches, because anybody that has a little bit of assets can leave in a small gift. And again, it's about the residual gift, right? I mean, universal gifts, that just doesn't really happen anymore. Very rarely does it happen. And when I say universal gift is the left the entirety of their estate to the charity that happens, not as often as it used to, okay, on a residual gift, so a percentage of their state. That is what you should be proposing to your donors, because it's easy. And there's another session that I teach, and maybe an opportunity for another new one on one webinar is how to use nudges, in your legacy marketing, to nudge donors along to consider gifting the whale. And so the percentage element is really easy. It's an easy nudge. Because when you say, you know, even if you leave 5% of your state to organization, ABC, in has a huge impact. Well, think about 5%. What does that represent? That's a small gift. Sure, I could totally do that. But people tend to forget, oh, but it's based on your assets. Well, if you have a home, you have a pension plan, you've got RSP, you have IRA or whatever, all of the pension plans, you can have all your investments, and you probably have a cottage, let's say, well, all of those assets are deemed liquidated, well, suddenly, your estate could be worth like 1.5 million. Well, 5% of 1.5 million? Well, that's an interesting chapter change, don't you think? So just framing things in this way can really help people understand how simple and easy it is to include a gift in their will. Right? Does that make sense? Unknown Speaker 53:10 All right, let's see time check. Oh, gotta go. gotta gotta hurry. I don't want to keep you beyond the time. So this is the key that important, right. And like, I'm hoping that throughout what we've covered so far, you could see how it's important to collaborate. Because how you do everything is like everything that gets done at the beginning of the donor journey, and I'm talking about from the moment they can walk through the door in your organization till the point that they get to that place where they can talk about legacies is incredibly important. So you want to talk about the why of legacies. So what I mean by that is, you have to figure out what is the why. Unknown Speaker 53:49 Why is it important to raise funds through legacies, Stone? Unknown Speaker 53:57 Things like how legacies are part of a diversified fundraising program that meets short, medium and long term organizational goals? It's important, it you know, because it gives basically donors that opportunity to give that ultimate gift and do it with that joyful, yes, that we search for. Unknown Speaker 54:17 You want to connect with shared objective. So you ain't within the organization, you want to build that close knit relationship with your monthly giving colleagues. So if you're the legacy person, and you're in an organization where there's several of you in the fundraising team, then build that close knit relationship with your monthly giving colleague, if you're the monthly giving colleague, have this conversation with your legacy person, if you have one, share the recording of the width of this gravatar and then have a conversation about how you can collaborate on engagement opportunities with donors. Unknown Speaker 54:52 Data Mining and insights. I can't say this enough Unknown Speaker 54:57 for all the segments of donors every Unknown Speaker 55:00 You know, once or twice a year, pull some segments, see what the movement has been, you have to understand your three 510 year retention rates, those are important information to see like someone that's been continuous constituent consistently and continuously donating to a three or monthly giving program, well, they are really, really committed. So have that kind of start sprinkling that legacy message in, in communications to them, how long they've been giving us the financial support the age breakdown. So basically, that's that, that table I just shared with you. And also don't just look at your donors, but also your volunteers. Your non financial supporters are just as equally important. They may not be monthly donors, but if they're also volunteers that have been volunteering for a long time, that's, that's the non financial equivalent of your monthly donors, right. Unknown Speaker 55:58 I used to have a client and many, many moons ago, that had a huge volunteer program, because there were Zoo and they had volunteer docents that gave tours, and like some people had been doing this for years, they were like the best legacy prospects for the organization. So you want to look at that. Unknown Speaker 56:17 And of course, strengthening the culture of philanthropy is important. And we can, we can't say this enough, but just in general, but when it comes to legacies, this is how it manifests itself, Unknown Speaker 56:31 you know, sharing donors story. So you know, it's, there's a lot of lip service in the sector about cultural philanthropy, we need to improve like a culture of philanthropy. But not many people have been able to like break it down and be like, this is how we could do it. So this is how I suggest you can do it. And of course, you have to find your own model, right, based on the reality of your own organization. So share your daughter's story. So inspire your colleagues by sharing your why donors have left your organization, their legacy. Or if you've left to get a legacy, if you've included a gifting in your will to your organization, share with your colleagues, what your motivations are, what is the why not the lesson or how, but the why. And here's a book that perhaps you could read or even just google search, the tech talk, start with why with Simon Sinek super awesome Unknown Speaker 57:24 to figure out what the Y is and share that debunk the myths that we talked about. And you thought and if you've thought of a bunch of other myths, then go ahead and debunk those myths. So you have to take the focus away from death and putting and refocusing and changing the narrative to talk about the values and the shared values with the donors and the stories that are being told, right. Unknown Speaker 57:49 And then making it part of everything. Unknown Speaker 57:53 Think through and push the organization to have that long term vision. From the moment the donor comes through the door from the moment you acquire new donors. Because it's a marathon, it's not a sprint, legacies is not something you do at people once they pass that 55 year old threshold. It's something you start fostering from the beginning. So there should be talk about legacies and the donors welcome kit. It should be sprinkled throughout the entire story, the entire journey that they go on. So think holistically, okay. And that's going to change the way everything happens. Is it easy to do? Oh, goodness, no, totally not like come on. Who are we kidding? But if we don't try, if we don't keep striving for this, we'll never get that get there. So Unknown Speaker 58:43 let's be real, right? Unknown Speaker 58:45 And Pete says here, I just saw allows him to make a huge impact, even though numbers sound small 5% of total assets? Absolutely. Absolutely. Because if you were to say, Would you consider a $25,000 gift in your will, people will be like, well, I don't have that kind of money, because we tend to rationalize based on like cash today. But you know, and also that the 5% is seems small, but you know, the percentages seems small, but the actual, you know, what we've seen also statistically, I don't have that actual number now off the top of my head is that when a donor leaves a gift, a residual gift, the actual gift amount, at the end ends up being much higher than if they live left a specific gift, like a specific amount. So that's really important to know. Unknown Speaker 59:36 Um, Unknown Speaker 59:39 let's see. So that's it, that's what I've got. So this is how you can get in touch with me on Twitter and I'm on Facebook and LinkedIn and all that kind of stuff. Um, if you want a copy of Russell James, his book, inside the mind of the bequest donor, which I think Unknown Speaker 1:00:00 You should read, you can, you can download it from my resources page on guilt training fundraiser and there's a resource page. And I'm not breaking any copyright laws. By the way, he's the one that sent me the PDF of the actual book. So I highly recommend you, you read it, and you keep it on your, on your bookshelf. So I'm happy to stick around and answer any additional questions. Unknown Speaker 1:00:24 What I'm going to do is while will those flow in, I'm going to actually, for a little bit of a bonus content, think of this as like our Marvel post credit scene for an amazing talk lesia Thank you for that, I'm actually going to showcase some just like a little bit of audience segmentation in the CRM to john, the kind of the 10, the five, the one year retention element and focusing on those monthly givers just going to show a little bit of tease on that. We have a really exciting seminar coming up later this month in about a week with crystal cherry where we're actually going to do segmenting your audiences through an equity lens. So thinking about a lot of the data that lesia pointed out in terms of gender, in terms of religious background, things like that, this is actually going to help empower you to think about configuring your database for that, too. Unknown Speaker 1:01:17 So please, you know, maybe you could watch the q&a while I do a little bit of Unknown Speaker 1:01:23 Yeah. So do I just do I just stop sharing my screen? Or I think I took it over? I think I took it over. I don't know if people see my screen. I see your screen. Cool, then everybody should. So Unknown Speaker 1:01:41 awesome. Awesome. Yeah. So if you want to stick around, I'm not going to be too long on this one, but want to showcase something that just came out, which is really exciting from an audience build standpoint. Unknown Speaker 1:01:53 So in the CRM, I actually created on the fly here, while we are talking, recurring donors for legacy survey list. Unknown Speaker 1:02:04 Pretty, pretty straightforward. Right? Now, right now, though, I actually don't have anything of real value there. For creating recipients, I got no one in here, I just have a form that I might send to somebody. That's no fun. So what I'm going to do is go to this and hit live report. Now, the thing that we added a week ago was before you could kind of build a report, you can build, you know, from audience reports, new reports. But actually, what I'm going to do is for people who've watched my presentations before, you might remember one called eight segments you need in your CRM from late 2020, I'm actually going to go back to one of those Unknown Speaker 1:02:51 without having to rebuild it. So this is something that I built months ago, Unknown Speaker 1:02:56 on monthly donors. And what I did was while we were talking, I adjusted it slightly. Unknown Speaker 1:03:03 Because if you check this out, it's a very simple query that says recurring donation status is set to active. So that's going to just focus on everybody who is a recurring donor. Unknown Speaker 1:03:16 But what I added was the output fields for donation count, which means that they gave any sort of donation in that year. So this is going to be a good flag for you to look at people who are consistently donating to you for a very quick high level, you could build a report that's focused on donations from those years. Or you can go back and maybe start to personalize the engagement to those folks based off of what you're seeing in this. So this is a quick gut check of showing all my recurring givers and our dummy database, which is not probably going to match your reality. But everybody in the dummy databases they've given 10 2020, but we don't actually have anybody who's given about 10 years, five years. Okay. Tim, Tim, someone wrote in the chat button, the q&a that they can't see your screen anymore, they can just see our camera so clearly not seeing what you're seeing. Unknown Speaker 1:04:12 Huh? Unknown Speaker 1:04:15 You change presenter, I didn't. I didn't Can somebody I could see his screen. Aaron, I'm not sure what's going on there. But amber can see it. So luckily, we're recording. And it's not an I'm not gonna go too deep here too. So. So yeah, I'm just giving a little post credits tease for people who can stick around. So you can use a previous report, I can build an email audience from that and notice that it's added it and all the people are there that now I can actually start to engage in anybody who's opted out, you know, isn't going to receive this. So this is a nice little thing that we've added. I can also Unknown Speaker 1:05:00 add other types of recipients either on the fly. Or if I want it to do, you know, maybe something that is known legacy givers, maybe you flag them, maybe you are excited for our upcoming integration with giving docs, by the way for legacy automation there. la dee da. Yeah, I'm really excited about that one. So, you know, you can push this stuff to MailChimp, but if you even use our native builder, what's kind of fun about the native builder and I'll pop into that is, if you actually wanted to build kind of that simple survey in here, I'm going to use the the catch, I hate that people didn't name things test. Unknown Speaker 1:05:48 If you wanted to actually even build like a survey thing in here, then this is pretty ugly, I'm going to be honest, folks, but I what's not ugly as our new button builder. Unknown Speaker 1:05:59 And so what you can actually do is even link it to maybe you have a survey that you've built for legacy giving, you can just pop that right in here. And that's going to load it from the CRM, automatically, it'll be a nice looking button, maybe you ensure that the buttons colors are aligned with the branding of your legacy program. Unknown Speaker 1:06:21 And you're good to go. So again, I didn't want to go too deep here, I just wanted to go a little bit of a tease on the CRM in terms of list segmentation, audience building communications, I don't even touch on workflow automation, by the way, but a lot of cool stuff that you can do. And again, you know, all of this is possible in any tech platform in many ways. But I want to show a little bit of what we can do leaves you any final thoughts, as, you know, our kind of people sticking to the end here. Unknown Speaker 1:06:57 Um, that you want to know, honestly, it honestly is. And this is mostly direct. I mean, it applies to everybody, but mostly directed to, you know, the smaller shop fundraiser out there is, don't feel like you need to do absolutely everything start small, even if it is to set a goal to talk to like five donors per month or five donors per quarter. And then just build like that, when I was working in a small shop, I build my my legacy Unknown Speaker 1:07:26 prospect list by simply calling donors to thank them for their regular gifts, like in as part of like the regular revenue recognition. And if they were picking up in the middle of the afternoon, and their voice was a little shaky, and they were okay with having a conversation with me, I flagged them as prospects. So then when I was ready to start a legacy that like to actually officially launch and it should pop up, and I had a prospect list. And it really is it, you know, if that's all you can do, that's good enough, that's good enough. And of course, when you have the capacity or the resources to either do it yourself, or hire someone, a consultant, or whomever, to help you get it all off the ground, then Oh, boy, man, you know, sky's the limit. But, you know, don't like, there's nothing worse than that. And I went through that myself when I was starting out my career A long time ago, is, you know, turn around and look at what like Oh, the, you know, the big universities and the big hospital foundations were doing and in feeling like crap, because I felt like I needed to emulate them. And you don't because I can tell you, most of them are probably doing it all wrong, too. I'm just saying. Unknown Speaker 1:08:36 There you go. legacies are such a personal Unknown Speaker 1:08:41 item. And Kate, you know, a lot of times it is just you know, that was that was my job. My first job I was the I was the only fundraising employee and our entire budget was $84,000 for two employees. You know, there's a lot that you have to do there. And so one of the the resources that will be coming out later this month, once we finish it up maybe early next month, it's just in design mode is National Council of Nonprofits, neon one design day legacy giving for small to midsize shops. And so we're really excited about that, because this is something that there's a few elements that any organization can fold into their operations to appeal to their community. We don't need to think about this flashy stuff. We got to cover the basics first. And the basics are things like sustaining donor programs that lead into long term growth that then lead into I've really loved working with this organization for a long time. I'm going to leave them in my will. It's there's a thing about the donor journey. That is the most important point here is think about how you're building your community, in your community with the donor journey, and and then you're gonna win and it doesn't matter what size you are. Unknown Speaker 1:10:00 Because you're thinking about them, you're not thinking about weird bells and whistles that have nothing to do with actually connecting with people. Make it mission. Unknown Speaker 1:10:10 Yeah. And if you don't have the capacity to go and get trainings and workshops and all kinds of stuff, take, take all of the free webinars that are happening and are sign up to my newsletter. I write a blog every week. And it's free. And I basically transfer all the knowledge I have, and I try to build it in a way that is doable and actionable so that you don't have to it takes the guesswork out of it. So you wrote an amazing blog on on metrics relating to legacy giving that everybody should check out, especially if you're data geeks like us. Okay, we're over folks, and we want to be respectful. I'm, thank you so much for for today. Lisa, it was such a pleasure to have you, this will not be the first time that we're going to, we're going to see, I mean, let's talk generosity exchange, folks. User conference, virtual this year, August 18, through 20th. We can't wait we're going to have a lot more content like this really drill into how to apply it to your neon one products and pair up with amazing experts like lesia. So lesia, you get final word, anything to say? Unknown Speaker 1:11:25 Go ahead and conquer legacies. And if you have any questions reach out to me, I'm so so happy to engage with everybody and anybody. So don't be afraid to to pop an email or tweet me or wherever you can find me and I will do my best to answer as soon as possible. Awesome. All right, folks. We'll see you soon. Another great session from from neon one. Hope you We hope you have a lovely day and it's getting starting to get beautiful out there. So you know, maybe everyone take a walk outside if you can do it. Unknown Speaker 1:11:58 For sure. Unknown Speaker 1:12:00 I know you're wanting to nap. So I have a call in 15 minutes. Unknown Speaker 1:12:05 Okay. All right. Have a great day, everyone. Thank you. Bye. Transcribed by https://otter.ai