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The Salvation Army ��Building and growing – acquisition��IAC Training Day 24^th May 2023

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Outline of presentation

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Summary of Gift in Wills program

Acquisition sources

Success stories – survey

Questions

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Gift in Wills

National program within transformational gifts in fundraising
Bequest team –12 full time and 10 part time (1 day per week)
Honoured Friend Representatives in QLD, NSW and VIC provide stewardship
Estate admin in legal department plus in house marketing support

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Acquisition sources

Direct mail reply coupons

Online Wills

Print advertising

Radio advertising

Referrals

Social media, website

Supporter survey

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Source of lead	# Leads this financial year	Estimated value
DM Coupons	48	$1,821,000
Online Wills	141	$8,460,000
Print ads	41	$2,460,000
Radio ads	46	$2,760,000
Referrals	67	$4,020,000
Social media	213	$5,196,000
Supporter survey	579	$18,900,000
Total	1,135	$43, 617,000

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Direct mail coupons – 1 or 2 tick boxes

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48 leads this financial year, considering and confirmed
Recorded and distributed to Bequest team to follow up
Welcome pack to confirmed and more information to considering
Invitation to Wills days to considering

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Online Wills

3 Providers listed on website Preparation of Will | Instruction Sheet | The Salvation Army Australia
Featured listing on Gathered Here and Willed websites – for a fee
No active marketing to Salvos database
Since 1^st July 2022 - 141 confirmed gifts in Wills

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Social media�

Wills days throughout year
Focus on IAC week with Facebook, LinkedIn
YTD 213 leads

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What is a Wills day?

Face to face event at local church centre or solicitor office
Low cost Will ($100 and $150) for general public, prospects
Simple Will only!
Solicitors volunteer time am or pm
Funds to local church social program
Approx 30 Wills day held nationally
50 – 80 appointments per Wills day
Get a professional Will prepared by a volunteer solicitor | The Salvation Army Australia

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Supporter survey

To measure supporter satisfaction ,values and motivations
2 x EDMS to 200,000 supporters March 2022
confirmed �(I have left a Gift in my Will)
intending �(I will when I next update my Will)
considering �(I’d like to think about this gift and would like more information)

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Outcome of survey – bequest leads �

710 respondents (13.5% of all survey respondents) completed the question.
New bequest opportunities = 573

164 new confirmed bequests
203 considering
206 intending

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		Current Bequest Status CRM
Survey Response	Survey Responses	Bequestor	Bequestor Prospect	No Bequest Status
Bequest Confirmed	282 (5.3%)	110	8	164
Considerers	206 (3.9%)		3	203
Intenders	222 (4.2%)	3	13	206
Grand Total	710	113	24	573

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Survey action plan

Data broken down into no. of leads per state and suburb for follow up

If supporter has valid phone number, phone call by Bequest relationship manager first point of contact – allows for soft conversation lead in/chat

Prior to each phone call, team researched supporter to ascertain history and donor type.

Welcome pack and more information pack sent

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Thank you and Questions

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