CLTs are almost always initiated through the work of the benefactor's financial advisors and not through the development officer. Why?
It's an unfortunate fact that a significant number of charitable donors do not have a current will.
You can do your donors a service by bringing up the possibility of including your organization in their estate plan--simply for the fact that it's a way to remind them of the importance of having an up-to-date document.
Wills and revocable living trusts are often used to:
WHO: Every prospect you work with has the capacity to include your organization in their estate plan!
Donors are people, and people as a rule have to deal with their mortality. Now, you’ll hear statistics saying less than 50% of people have as much as a simple will. In truth, though, the chances are much better that the donors you deal with do have an estate plan, and as such have the capability of including your organization in that plan.
But how do you broach the subject? Ask donors if their estate plan is current.