How to brief advisers so they can raise the option well

The adviser briefing sequence

Use this five-part sequence when briefing solicitors, financial advisers or will-writers. Each part should be brief, neutral and usable.

1. 1
   Set the role: raise the category, not the charity
   What it means: The professional’s role is to raise charitable giving as a possible planning topic. It is not to recommend your organisation, identify prospects, or persuade a client to make a gift.
   What the fundraiser says in the briefing: “The purpose of this briefing is not to ask you to promote our charity. It is to help you raise charitable giving neutrally when it fits the client’s own values or instructions.”
   What the professional can say to a client: “Charitable giving is one option some people consider as part of their estate planning. We can talk about whether that matters to you, or leave it aside.”
   Why it works: The client is offered a choice. The adviser is not turned into an advocate. The charity stays in its proper role.
2. 2
   Name the right moments: signals are openings, not targeting rules
   What it means: Professionals need help recognising when the topic may be relevant. A signal is not proof that a person should be asked for a gift. It is only a reason the adviser may include the charitable option in a broader planning conversation.
   Useful signals: A client mentions long-term support for a charity. A client talks about values, community, faith, medical care, education, environment or a cause connected to their life. A client asks what will happen to an organisation after they are gone. A client has no obvious family beneficiaries, or says they have provided for family and wants to consider other priorities. A client asks about philanthropy, giving during life, or what their estate should achieve.
   Evidence to handle carefully: Include a Charity’s 2023 analysis of reported bequests from participating Australian charities found about 61% of bequestors were already known to the charity, and about 70% came from people without children. Those are useful context points. They are not instructions to target known donors or childless clients.
   What the fundraiser says in the briefing: “These signals do not mean a client should leave a gift. They only suggest the charitable option may be relevant enough to mention neutrally.”
   What the professional can say to a client: “You have mentioned several organisations that have mattered to you over time. Would you like those causes considered in your estate planning, or would you prefer to keep the plan focused on family and friends?”
   Why it works: The adviser is responding to the client’s own words. The prompt does not assume a gift. It gives the client an easy way to decline.
3. 3
   Use a neutral question ladder: open, explore, then hand off
   What it means: A single blunt question can sound transactional. A question ladder lets the professional start broadly, then move only as far as the client wants to go. Step one — open the topic: “As well as the people you want to provide for, are there any causes, communities or organisations you want reflected in your planning?” Step two — explore only if the client says yes: “What has made that cause important to you?” Step three — hand off to details: “If you decide to include an organisation, we can make sure the correct legal details are obtained, and your solicitor can advise on the wording.”
   Why it works: The ladder follows the client’s permission. It starts with values, not mechanics. It also prevents the adviser from jumping straight to gift size, wording or charity promotion.
   How to adapt it by role:
   For a solicitor: “Before we finalise instructions, are there any charities or community organisations you want me to note, or is the estate to remain only with the people you have named?”
   For a financial adviser: “When you think about what your wealth should do beyond your lifetime, do charitable or community purposes form part of that picture?” For a will-writer: “This part is optional. Would you like to include a charity or community organisation, skip this section, or seek advice before deciding?”
   Why the adaptations differ: The solicitor is gathering instructions. The financial adviser is exploring intentions. The will-writer is helping the client complete a process without pressure.
4. 4
   Give the information handoff: facts, not advice
   What it means: Once a client names the charity, the adviser needs accurate organisational details and a clear path for questions. The charity should make that easy.
   What the fundraiser gives the adviser: Full legal name. ABN. DGR status where relevant. A short factual description of the charity’s work. A staff contact for organisational questions. A boundary note saying the charity cannot advise on estate structure, tax outcome, gift size, family provision risk or wording validity.
   What the professional can say to a client: “If you want to consider that organisation, we can obtain its correct details. The charity can confirm who they are and what they do; your legal and financial advisers should advise on the structure and effect of the gift.”
   Why it works: The client gets the information they need without the charity becoming the adviser.
5. 5
   Build the stop points: when the adviser should pause or escalate
   What it means: A briefing is incomplete unless it tells professionals when not to continue with a simple prompt.
   Stop or escalate when: The client asks which gift type is best for their estate. The client asks whether a gift will reduce tax. The client wants to leave a large share of the estate to charity where family members or dependants may expect provision. The client appears confused, pressured, grieving, unwell or dependent on another person in the room. The client asks whether specific wording is valid. The client wants a restricted, named or conditional gift that may be hard for the charity to honour. The client’s family situation is complex, including estrangement, blended families or potential family provision claims.
   What the professional can say to a client: “That is an important question and it depends on your circumstances. I do not want to treat it as a simple charity-information point. We should get the right legal or tax advice before you decide.”
   What the fundraiser says in the briefing: “We would rather a conversation pause for proper advice than move quickly toward a gift that later creates conflict, challenge or regret.”
   Why it works: The adviser gets permission to slow down. The charity shows it values a valid, durable decision more than a quick charitable instruction.