Understanding Planned Giving: A Beginner's Guide

In this episode of The First Day from The Fund Raising School, Bill Stanczykiewicz, Ed.D., is joined by Lisa Chmiola, MS, CFRE, CSPG, Director of Legacy and Gift Planning for Children’s Medical Center Foundation in Dallas, to discuss how fundraisers can make planned giving less intimidating and build support for it across an entire nonprofit organization. Chmiola shares her own path into gift planning, which began in event-based fundraising before moving into individual giving. Her experience offers reassurance for fundraisers who may feel overwhelmed by planned giving: you do not need to become an expert in every type of charitable gift at once. Instead, she recommends starting with common approaches such as bequests, beneficiary designations, appreciated securities, qualified charitable distributions, and donor-advised fund grants. More complex gifts can be handled with support from attorneys, community foundations, financial professionals, and other experts. Bill and Lisa also explore why planned giving should not be treated as a separate fundraising function. A strong gift planning program can strengthen long-term sustainability while supporting current fundraising goals. Loyal annual fund donors, even those giving modest amounts each year, may eventually become significant legacy donors. Conversations about non-cash assets can also reveal resources donors may never have considered using philanthropically. With less than 3 percent of wealth in the United States held in cash, fundraisers should recognize that a donor’s capacity to give often extends far beyond a checking account or paycheck. Those conversations require fundraisers to listen carefully and feel comfortable suggesting possibilities. A donor may mention securities, retirement assets, real estate, or other property without realizing those assets could be used for charitable giving. Chmiola emphasizes that fundraisers do not need to provide legal or financial advice themselves. Their role is to recognize opportunities, remain in relationship with the donor, and connect them with the appropriate professionals when needed. Organizations also need to be prepared for complex and non-cash gifts. Chmiola recommends that every nonprofit understand its gift acceptance policy, or create one if none exists. A strong policy defines which gifts the organization will accept, which require additional review, and which could create more cost or liability than benefit. A racehorse, for example, may appear valuable until boarding, feeding, veterinary care, and other expenses consume the proceeds from its sale. Real estate can bring its own requirements, including title reviews, inspections, and environmental assessments. That ability to say no is part of responsible stewardship. Fundraisers are not obligated to accept every asset simply because it is offered with charitable intent. Instead, gift planning should begin with the donor’s “why”: why they care, what impact they want to make, and only then how the gift should be structured. If one asset is not a good fit, the fundraiser can help identify another path. The central takeaway is that planned giving works best when it is integrated into the organization’s broader fundraising strategy. By building internal confidence, understanding common giving vehicles, adopting thoughtful gift acceptance policies, and keeping the donor’s goals at the center of the conversation, organizations can create meaningful opportunities for supporters to give both today and in the future.