As you guide clients through market uncertainty, conversations often shift from performance to perspective. Even the possibility of a downturn can influence how clients think about retirement, spending, and charitable giving. In these moments, your role is to help clients stay grounded—and intentional.
Consider this scenario.
Meet David and Laura
David and Laura, both in their early 70s and recently retired, arrive for their annual planning meeting with a slightly different tone.
“We’re not panicking,” Laura says, “but it’s hard to ignore what’s going on in the markets.”
You’ve been hearing the same concern from others. Even when portfolios remain strong, uncertainty alone can create hesitation. Studies have consistently shown that financial concerns weigh heavily on emotional well-being across generations, and market volatility tends to amplify those feelings.
As you review their plan, the fundamentals are solid. Their financial and estate plans remain on track. But you recognize this is an opportunity to shift the conversation.
“You’ve both been consistent in your support of local organizations,” you say. “How are you feeling about giving this year?”
“We still want to give,” David replies, “we just don’t want to make a mistake if things get worse.”
Reframing the conversation
Rather than pulling back, many clients simply need a path forward.
You start with a practical reminder:
Not all assets are down.
You point to appreciated positions in their portfolio. By contributing long-term appreciated stock to their donor-advised fund at BRAF, David and Laura can:
- Avoid capital gains tax
- Receive a charitable deduction
- Retain flexibility to recommend grants over time
Even in a volatile market, this remains one of the most efficient ways to give.
The conversation begins to shift—from uncertainty to options.
Keeping impact in view
You add another perspective:
Community needs don’t pause during market cycles.
Periods of economic strain often increase demand for nonprofit services. Our team can help ensure that giving is directed where it matters most, especially when needs are rising.
Introducing another tool: QCDs
Because David and Laura are over 70½, you also raise Qualified Charitable Distributions (QCDs).
You explain how a QCD can:
- Satisfy required minimum distributions
- Reduce taxable income
- Provide a steady, tax-efficient way to give
While QCDs cannot be directed to donor-advised funds (at least not yet), they can support other types of funds at BRAF, helping address broader community priorities.
The outcome
By the end of the meeting, David and Laura feel more confident. They move forward with a gift of appreciated stock and plan to explore a QCD later in the year—without feeling rushed or reactive.
The takeaway
Situations like this are increasingly common. Market uncertainty can create hesitation—but it can also open the door to thoughtful planning conversations.
With the right guidance, clients don’t need to pause their giving. They can adapt it.
As always, we are here to support you with practical strategies, local insight, and tools to help your clients give confidently in any market environment.