Let’s Talk Giving: How to Start Charitable Conversations with Your Clients
Talking about giving doesn’t have to be complicated or intimidating. In fact, it’s one of the best ways to connect with your clients on a personal level and help them achieve more meaningful goals. If you’re unsure how to bring up philanthropy, here are some practical and approachable tips:
Six Simple Ways to Start
- Make Giving Part of the Process
A simple place to begin is by treating philanthropy as a natural part of financial planning. When it’s part of your standard discussions, clients will feel more comfortable opening up. - Ask Thoughtful Questions
Try questions like:- What causes or charities are you passionate about?
- Are you involved in any type of volunteering?
- What kind of legacy would you like to leave behind?
These questions help uncover your client’s motivations and values, which you can use to tailor a plan that resonates best with them.
- Focus on the Impact
Don’t just talk numbers. Share how philanthropy can make a real difference — for the people they help and for their own sense of purpose. (Psss — we’ve got some great stories about area nonprofits to get you started!) - Offer Clear Options
Show them how giving can be simple and effective. For example, explain how a donor-advised fund through the Community Foundation can act like a personal “charitable giving account” that supports causes they love. - Be Honest About the Process
Giving back is incredibly rewarding, but it does take time and effort. Set realistic expectations and guide them through the process step by step. - Follow Up Regularly
Once the conversation starts, don’t let it stop! Check in with your clients periodically to ensure they’re achieving their philanthropic goals and offer any updates or new ideas.
Why It Matters
When you guide clients in their giving journey, you’re not just managing their money — you’re helping them create a legacy. These conversations can elevate your role as a trusted advisor and strengthen your relationship in incredible ways. Just hear what former PAN chair, Adam Wilson, has to say about leveraging PAN and giving conversations.
“PAN offers a unique value. It provides another tool — or as I like to say, an arrow in the quiver — that helps set us apart as financial advisors.
“Our industry is heavily commoditized, with everyone offering similar strategies and products. But through PAN and the Community Foundation, I can talk to clients about philanthropy and hand them off to a trusted partner who will take care of them.
“It’s a win-win. We continue to manage their money, the Community Foundation provides local expertise and the client benefits from both the tax advantages and the personal touch that comes from investing in their own communities — something you don’t get with larger institutions.”
Your Partner in Philanthropy
If you’d like support in starting these conversations, the Community Foundation is here to help. Whether it’s exploring strategies or setting up donor-advised funds, we’ll provide the tools and resources you need.
For more information contact Maria Walden at mwalden@cfneg.org. Together, we can help your clients make a lasting impact!