Starting Conversations About Charitable Giving: Tips for Advisors

Attorneys, CPAs, and financial advisors are no strangers to tough questions. When it comes to money, family, and planning for the future, things can get emotional—whether you’re discussing tax strategies, updating wills, or planning retirement portfolios.

So why do so many advisors hesitate to bring up charitable giving during client meetings? It’s often because they feel unsure about the details of charitable planning or worry they might stray from the client’s main focus. Others might feel they don’t know enough about their clients’ overall financial situation to identify great opportunities for charitable giving that can benefit both the clients and their favorite causes.

But there’s no need to worry! The Community Foundation is here to help. Here are a few key points to keep in mind:

1. Clients Want to Talk About Giving: Studies show that clients expect their advisors to bring up charitable giving. If you think you’ve asked about it, take a moment to consider how you approached the topic. Did you ask out of genuine interest, or were you just checking a box?
2. We’re Here for Support: Our Community Foundation team is ready to back you up with technical knowledge on charitable giving. You don’t need to be an expert in the details of charitable deductions or how donor-advised funds work. If you have experience in this area, that’s great! But if not, just know that our team is only an email or phone call away. Please reach out whenever a client shows interest in charitable planning. We're happy to be a part of your team to meet your clients' goals.
3. Keep It Simple: While many resources offer tips on starting charitable giving conversations, we know you don’t have time for a long list of questions. It doesn’t have to be complicated! Just a couple of minutes spent expressing genuine interest in your client’s charitable goals can make a big difference.
   
   For example, you could say:
   “Now that we’ve gone over your retirement plans and investments, let’s chat about charitable giving. How are you involved with community organizations?”
   
   Let your client share their thoughts. If they’re not involved in any organizations, they’ll let you know. If they are, they’ll share their experiences, too.
4. Bring in the Experts: If your client is engaged with community organizations, let them know you can connect them with our team at the Community Foundation. You might even suggest inviting a professional from the foundation to your next meeting. Your role as their advisor is to help them connect with the right people to achieve their charitable goals.
5. Explore Additional Options: In addition to discussing their current involvement with charities, you might ask your clients about their giving preferences and values. Consider these questions:
   1. What are the issues and causes that matter most to you?
   2. Would you like to involve your family in your charitable giving? If so, how?
   3. How do you want to be remembered? Would you like to leave a charitable legacy that reflects your values?

We offer a summary of the Community Foundation along with questions to enhance your client questionnaires and discussions about charitable goals. Find this and more in our Advisor Toolkit.

While this dialogue is simplified for illustration, starting a conversation about charitable giving can be straightforward. We encourage you to give it a try in your next meeting. You might be surprised at how easy it is and how much your clients appreciate your interest in their charitable passions. The Community Foundation is excited to partner with you to support you and your charitable clients.