WILLS & ESTATES ONE APPROACH Life is pleasant. Death is peaceful. It's the transition that's troublesome. Isaac Asimov

People with assets - Those wishing to modify their succession Those without heirs 2 MAKE A WILL: WHO SHOULD?

WHEN?  IT VARIES: personality, gender, religious faith, health  SIGNIFICANT MOMENTS: death of a close relation; state of heath, eg., before surgery  COPYING: will made by family/friend  SUDDEN AWARNESS: JNF advertisement, sudden economic changes 3

WORKING ENVIRONMENT 1.AN ORGANIZATION WITH A PAST, A PRESENT AND A FUTURE – AND A FACE, YOU! 2. A COMPUTERIZED DATA BASE 3. A COMMITTEE OF VOLUNTEERS 4. A DEEP COMPREHENSION OF THE NEEDS AND SENSIBILITIES OF THE ELDERLY 4

1. EMPATHY, WISDOM, DESIRE TO HELP 2. A CAPABILITY TO HELP PEOPLE THINK ABOUT THEIR FUTURE 3. OTHERS WHO HAVE MENTIONED JNF/KKL IN THEIR OWN WILLS 5 USEFUL CHARACTERISTICS

“ THE FAMILLY MAY SEE US AS THE ENEMY.” “HOW CAN WE CHANGE THIS ”? 6 FACING FEAR

o The needs of JNF/KKL o The benefits of JNF/KKL o His/her love for Israel and the future of the Jewish People o The result (mention if possible the JNF/KKL in his/her will) o Never speak about death 7

CONVINCING ARGUMENTS  Create an eternal link with Israel with the help of JNF/KKL  Reaffirm fundamental values of the Jewish heritage  Think of JNF/KKL and Israel as “another child” 8

1 Start within the organization – volunteers make good testators 2 Recruit volunteers including lawyers 3 Organize legacy trips to Israel 4 Organize events in order to explain the value of a will 5 Advertise 9 WHERE TO START

6 Give small gifts connected to Israel and JNF/KKL 7 Use word of mouth - one satisfied client brings another 8 Organize one-on-one meetings (for older people without children) 10 WHERE TO START continued

HOW TO CONTINUE  KEEP CONTACT AT (almost) ANY COST  Even accompany them on their errands  Remember their birthday  Create a climate of confidence in order to let them open up to you and gather all the information you can get 11

Marketing Birthdays 12

Zeigen Sie Ihre Verbundenheit mit steuer- und erbschaftsrechtlichen Fragen hinzu. Als gemeinnützige Organisation ist der JNF-KKL grundsätzlich von der Steuerpflicht befreit. Als Delegierter des JNF-KKL berate ich Sie vertraulich in ErbschIsrael und machen Sie der nächsten Generation ein Geschenk. Mit Ihrem Testament zugunsten Israels helfen Sie, die Zukunft des Landes zu sichern. Seit mehr als 50 Jahren leistet der JNF-KKL (Jüdischer Nationalfonds e. V. – Keren Kayemeth LeIsrael) Hilfe bei der Erstellung und Überarbeitung von Testamenten. Hierbei stehen die Interessen des Vererbenden unכיייכיכיd der Erben im Vordergrund. דגכגכ Der JNF-KKL zieht geeignete rechtliche Berater zu aftsangelegenheiten zugunsten Israels. Rufen Sie mich an: (069) Ihr JÜDISCHER NATIONALFONDS e.V. Moshe Oppenheimer JÜDISCHER NATIONALFONDS e. V. Liebigstr. 24  Frankfurt/M. ISRAEL ALS ERBEN How to acquire our clients PUBLICITY  Jewish newspaper  Christian/pro Israeli newspapers  Our magazine NEULAND JÜDISCHER NATIONALFONDS e. V. 13

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 A WILL IS NEVER WRITTEN TOO EARLY (AND WILL NOT BRING ILL- HEATH)  OUR ACTION IS A CRUCIAL SERVICE FOR THOSE WHO LOVE ISRAEL AND BE AN ACTIVE PARTICIPANT IN IT 15 CONCLUSION

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