Working with clients on philanthropic goals can be a positive experience for you as well as your client.
Giving advice on efficiently donating to charity provides a real opportunity to make a difference in the community and deepen your client relationship, says Brad Offman, vice president of strategic philanthropy with Mackenzie Financial Corp. in Toronto.
If you’re thinking of working with clients on their charitable goals, here are a few points on what you need to get started:
Brush up on tax rules
One of the biggest financial advantages to donating to charities is the tax benefit. To get started in strategic giving, you need to familiarize yourself with the general rules.
You don’t have to be a chartered accountant, but it’s important to know the basics, says Jo-Anne Ryan, vice president of philanthropic advisory services with TD Waterhouse Canada Inc. in Toronto. For example, Ryan explains, when a client gifts a charitable donation, he or she receives a tax receipt of up to 45%, depending on the province, that will directly reduce the taxes he or she pays.
Know the different ways to donate
Find out about the different gifting vehicles available so as to best serve your client.
Examples of different gifts include: cash, securities, life insurance and bequests in wills and trusts.
“They’re all great ways to give, but you have to understand how they work,” says Ryan.
Take a course
Learn about planned charitable giving by taking advantage of organizations and courses.
The Canadian Association of Gift Planners is a national organization that offers resources, networking opportunities and courses on incorporating charitable giving in your practice.
CAGP runs a weeklong Canadian gift-planning course two to three times a year. The course runs all day and includes group work, tests and even homework.
“It’s referred to as the boot camp of planned giving,” says Diane MacDonald, executive director of the Ottawa-based CAGP. “It’s really comprehensive.”
The course counts towards continuing education credits and costs $1,350 for members and $1,715 for non-members.
Know what to say and when
Find your own way of mentioning and discussing the subject of charitable giving with clients.
Many advisors who work with clients on philanthropy don’t have deep knowledge on taxes or gift vehicles, but they are constantly talking with clients about their values, says Offman.
Also, it’s important to know when to start the conversation. Wait until you’ve established a relationship and comfort level before talking about philanthropy, he says. People don’t want to discuss values when they don’t know you.
Other sources
If you’re not ready yet to take a course or to talk to clients, there are a few places to find basic information.
The Community Foundations of Canada (www.cfc-fcc.ca) has a section specifically for advisors on giving.
The Canadian Revenue Agency ( www.cra-arc.gc.ca) has a list of charities and provides information on donating through the Charities directorate section.
CAGP (leavalegacy.ca) provides information and resources for gift planning on its website.
Also, some financial services companies provide in-house support for charitable planning.