Planned Gift Specialists

• Black Belt Gift Planning: Ten Stages to Becoming a Master (Alexandra Pia Brovey): As masters of karate know, even the most complex task or form involves knowing the basics and building on them over time. Gift planning veterans similarly know that each time they prepare for a gift conversation, design a marketing piece, strategize with a colleague about gift options or plan a training, they are building on a foundation of prior experiences. We will explore the various stages in a typical gift planner's career path that lead to success individually and at your charitable organizations. We will discuss lessons learned, gift scenarios, training ideas and donor stories at each stage. We will interact to discuss both the art and science of gift planning, including metrics versus goals, blended gift scenarios and other current topics. We will also explore both “hard” and “soft” skills that epitomize the character of a master gift planner.

1. Explore the various stages in a typical gift planner's career path that lead to success individually and at your charitable organization.
   
2. Discuss lessons learned, gift scenarios, training ideas and donor stories at each stage.
   
3. Interact with fellow attendees to discuss both the art and science of gift planning, including metrics versus goals, blended gift scenarios and other current topics.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

• Donor-Centered Philanthropic Solutions for Retiring Farmers and Ranchers (Johni Hays): Many farmers and ranchers are excellent prospects for planned gifts. Why? At one time, farms and ranches were typically passed on from one generation to the next within the same family. As a farmer neared retirement age, the next generation in the family had already been involved in the operations for years preparing to take over for the day when their parents retire. In more recent times, however, farmers and ranchers are nearing retirement age and yet some don’t have a family member who wants to be involved in -- or take over -- the farming operations. Some are turning to nonprofits for creative ideas and solutions on how they can maintain their income from the farming operations, yet at the same time--part with the headaches. In this session, you’ll learn how to do just that by designing various planned gifts using farmland, farm machinery/equipment, livestock, and even harvested grain. We’ll discuss retained life estates using the home on the family farm, life income gifts with the land itself, and even solutions for farm machinery such as large combines. Plus find out what can be done with grain at the local elevator. By understanding the issues a farmer -- who doesn’t have an on-farm heir -- faces when nearing retirement and by offering farmers and ranchers tax-smart planned gift solutions to their needs, you will improve your ability to build strong donor relationships, and in the end–successfully close more donor-centered planned gifts.

         Learning Objectives: 

1. Understand how donor-centered philanthropy can help meet the needs of retiring farmers and ranchers.
2. Discover why it is critical to know the farmer’s or rancher’s motivations, goals, and financial situation before making a gift recommendation.
3. Understand the tax aspects and other issues underlying gifts of farmland, machinery, harvested grain, livestock, and oil and gas rights.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   CFP: Approved for 1 hour

• Don't Discard This Prospect--Successful CRUT in 60 Days (Judi Cantor): My colleague told me a prospect was "crazy," and that she had visited him three times with no results. So, she "gave" him to me. I met with him, listened to his stories, determined what he really wanted, showed him how to make his gift a win/win/win, was patient with his questions, and celebrated with him after the gift was done. This presentation helps attendees listen to valuable cues, offers case studies for solutions for "problem" prospects, and demonstrates how to create opportunities for greater giving from the prospect(s) once s/he becomes a donor.

         Learning Objectives:

1. Listen for valuable cues to what the prospect really wants.
   
2. Describe to the prospect how the gift will be transformative.
   
3. Learn how to design the best planned giving vehicle that is a win/win/win.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   CFP: Approved for 1 hour

• Gift Planning in a Capital Campaign - Lessons Learned at Penn (Lynn Ierardi): The University of Pennsylvania completed its recent “Making History” campaign with gifts of more than 4.3 billion dollars, surpassing the original goal of 3.5 billion dollars more than a year early. This is remarkable when you consider that the campaign launched in late 2007, continued unabated through the great recession, and closed to great fanfare in five years. There are many lessons to be learned from Penn’s campaign. In this session, we will focus on the lessons learned about gift planning in a capital campaign – highlighting the issues and strategies for effectively incorporating gift planning into your capital campaign and more broadly into your development program. As we consider the ever growing size and frequency of capital campaigns, the case for gift planning has never been stronger. Campaigns increasingly require greater strategic planning, fiscal integrity, and performance metrics that include gift planning. Attendees will leave with specific ideas and solutions for gift acceptance, counting and recognition, fostering donor participation, and increasing collaboration among development colleagues. We will examine performance metrics and other measurements designed to influence behavior and quantify results (including examples from Penn and Penn Medicine). With input from the participants, we'll talk about what worked for Penn and alternatively what might work for your organization as you identify keys to success.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

• My 5 Favorite Business Gifts in the Past 25 Years (Gregory Baker): Many of your donors own businesses and they want to support your organization with gifts “from” the business and gifts “of” the business. Business owners represent some of the most creative and dedicated donors. I love helping business owners make the charitable gift of their dreams. This session lists my Top 5 favorite gifts by a business owner. Most involve a DAF or Foundation; some involve a blended gift of a CRT and outright gift. Every gift planning shop needs to understand how to apply and discuss gift planning options that appeal to small business owners. This advanced session will use a Case Study approach of my favorite gifts by business owners using a variety of gift planning tools. Come learn the variety of ways my donors used their business ownership to make the charitable gift of their dreams.

         Learning Objectives:

1. Learn how to integrate blended gift planning options for small business owners who are ready to sell their business.
2. Learn about multiple planned giving tools based on real-life scenarios.
   
3. Catch at least one sure fire way your Business Office will endorse for giving the business sales proceeds to the charity and still sell the closely-held business with no liability to the charity for owning the business.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   CFP: Approved for 1 hour

• Gifts of Real Estate and Business Interests: A View from Both Sides of the Fence (Michael King & Matt Lawson): Non-cash assets make some of the most attractive charitable gifts for both donors and charitable recipients. For donors, non-cash gifts can dramatically leverage their giving capacity, while providing up to three distinct tax benefits with a single gift. For charities, securing gifts of this nature can often lead to some of the largest gifts they’ll ever receive. Such gifts are often referred to as “complex gifts,” and for good reason. There are numerous trips, traps, issues and obstacles to overcome on both the front end planning side of the transaction, as well as the receiving, management and ultimate disposition of such assets by the charitable recipients. This presentation will explore the unique issues and opportunities gifts of these assets present for both donors and charitable recipients. The ultimate objective is to more effectively equip advisors, charities and donors to identify and secure charitable gifts of non-cash assets, and in so doing, dramatically accelerate the charitable objectives of both donors and charities.

         Learning Objectives:

1. Understand the market and benefits of seeking gifts of non-cash assets.
   
2. Learn how to identify and answer the key questions that must be addressed from the giver’s perspective for gifts of real estate and Sub S corporations.
   
3. Identify and answer the key questions that must be addressed from the charity’s perspective for gifts of real estate and Sub S corporations.
   

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   CFP: Approved for 1 hour

Major and Blended Gifts

• Session 1: Meet Buster (Katy Herbert Kotlarczyk) - Our case follows the experience of a young major gift officer who entered the story in the middle of a long and not always fruitful relationship between Buster, a loyal donor, and his alma mater. In this first session, attendees learn the basic facts of the case and assess their current state of knowledge and experience as they suggest a plan for looking beyond the basics to strengthen their relationship with the donor. Note: The six sessions in this track lead attendees through progressive analysis of the same case. Attendees will receive the most benefit from attending all six sessions. 

 Learning Objectives:

1. Establish a preliminary plan for the prospect, based on facts available, leading to a gift solicitation.
2. Develop a strategy for gathering additional information and resources about the prospect.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit
   CFP: Approved for 1 hour  

• Session 2: Listening for Clues (Elizabeth Ayers) - Additional facts in the case engage attendees in discussion about Buster’s philanthropic aspirations, which he can’t "afford" with current money, and challenges that include problematic assets and family issues. What do we know about Buster and his history with the University? What about his family? How can we start a conversation that will lead to a gift that enhances Buster’s legacy and the work of the University? Note: The six sessions in this track lead attendees through progressive analysis of the same case. Attendees will receive the most benefit from attending all six sessions. 

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit
   CFP: Approved for 1 hour  

• Session 3: Buster's Portfolio (Kate Frew) - Attendees will work together to consider the pros and cons of the various assets available to provide for Buster, his family, and his charitable objectives. Then they will consider what they need to learn and how to get this information. This session prepares attendees to come back from donor meetings with as much asset information as possible to allow the conversation to develop with all options on the table. Note: The six sessions in this track lead attendees through progressive analysis of the same case. Attendees will receive the most benefit from attending all six sessions. 
  

Learning Objectives:

1. Encounter common assets that are often overlooked in major gift conversations, including business interests, personal and commercial real estate, and life insurance.
2. Practice open-ended questioning to collect the information about each asset needed for planning.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit
   CFP: Approved for 1 hour

• Session 4: Giving Beyond the Check (Pamela Davidson) - With a better understanding of Buster’s goals, family and assets, attendees will learn about options for structuring gifts that satisfy his planning tolerance and meet organizational needs. This session exposes major gift officers to vehicles that are commonly used in planned and blended gifts, and offers strategies for outreach to the donor’s advisors. Note: The six sessions in this track lead attendees through progressive analysis of the same case. Attendees will receive the most benefit from attending all six sessions.
  

Learning Objectives:

1. Evaluate the prospect’s interest in and aptitude for complex planning.
2. Develop a repertoire of planning tools that range from simple to complex.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit
   CFP: Approved for 1 hour 

• Session 5: Obstacles and Opportunities (Chris Kelly) - Attendees will encounter objections that may be raised at various points in the planning process. Some obstacles are administrative—metrics and crediting policies that don’t encourage major and planned gift staff to cooperate, or skepticism about “deferred” gifts from managers focused on the current bottom line. Other objections come from advisors, who question whether their clients (or their heirs) can afford to give so much away. Note: The six sessions in this track lead attendees through progressive analysis of the same case. Attendees will receive the most benefit from attending all six sessions. 
  

Learning Objectives: 

1. Predict the most likely objections to a philanthropic plan.
2. Respond to objections in a way that keeps the planning process moving forward.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   CFP: Approved for 1 hour

• Session 6: Practice Makes Perfect (Anne Melvin) -  No matter how much you know about planned gift strategies, what matters is what you DO when you’re face to face with a prospect and his family and advisors. This session engages attendees in role playing and other exercises to build on their own strengths and practice the listening and conversation skills that lead to transformational gifts. Note: The six sessions in this track lead attendees through progressive analysis of the same case. Attendees will receive the most benefit from attending all six sessions. 
  

Learning Objectives:

1. Practice donor-centered approaches to gathering information and framing a gift solicitation.
2. Practice jargon-free explanation of gift vehicles.
3. Practice redirecting resistance from the donor.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit
   CFP: Approved for 1 hour  

Professional Development for Advisors

• Gift from Cousin Eddie: Acceptance, Ownership & Management of Bizarre Assets (Michael Bourland): We all know “that guy” in “that family” who has strange collectibles and gems stowed away--– family partnership interests, virtual currency, a library full of old dingy books, an airplane, a Tuscan villa or castle in England, ranch land (maybe with goats, chickens, pigs and the like), precious jewels, mineral interests, or even a yacht. In this session, we address the maze of questions and uncertainties that surrounds these unusual gifts. Should you accept the gift; how to value it; whether to retain or sell the interests; how to dispose of the items, and what income or excise tax consequences may arise.
  

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   CFP: Approved for 1 hour

• Intentional Engagement - Counseling Clients About Bequest Disclosure (Ben Stahmann): Each year, most philanthropic bequests arrive as surprises to the charity. Each surprise bequest represents a tragically missed opportunity for a donor to have fully experienced the delights of philanthropy. Professional advisers, particularly lawyers, can best help a client assess the risks and benefits of bequest disclosure if they understand their ethical responsibilities and approach the issue with the preparation and insight that characterize the rest of their counseling and planning. This session will clearly identify the professional responsibilities that advisers owe their planning clients, explore the risks and benefits of bequest disclosure, and suggest steps that advisers and charities can take to build confidence in each other. The ultimate outcome: fulfilled advisers, happy clients, and well-supported charities.

1. Help professional advisers evaluate their professional responsibilities when counseling their clients about bequest disclosure.
2. Broaden professional advisers' perspectives on whether bequest disclosure may serve their clients' interests.
3. Give professional advisers tools for client discussions about bequest disclosure.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   CFP: Approved for 1 hour

• Personalized Philanthropy Across the Disciplines: Planning for High Capacity Clients and Donors (Phil Cubeta, Steven Meyers & Tim Belber): When properly planned, philanthropy is more than tools and techniques. The purposes of philanthropic planning include but transcend tax savings and financial benefits to donor and family. Effective legacy planning also achieves measurable positive impact on the community, via specific programs, at specific nonprofits in line with client intentions. At the intersection of values-based legacy planning and personalized nonprofit gift planning, a new cross-disciplinary body of practice is evolving, in which the attorney, as counselor, trusted advisor, and servant leader, may play a leading role. This panel, drawn from law, academics, financial planning, and gift planning, will both discuss and model the new cross-disciplinary fusion of fields.

1. Learn three great ways to add philanthropy to an estate plan.
   
2. For-profit advisors learn to position their practices to include nonprofit gift planners and better serve clients and donors.
3. Understand the role of the trusted advisor in coordinating the process and negotiating and advocating on behalf of the client/donor.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   CFP: Approved for 1 hour

• Philanthropic Planning Paralysis: Getting Donors to Act (Justin Miller): When evaluating philanthropic planning advice, many donors find themselves paralyzed from taking any action. How do you determine the optimal philanthropic solutions that accomplish a donor’s objectives, communicate sophisticated planning strategies in a manner that is easy to understand, and motivate a donor to implement those strategies? This session provides concrete methods for you to help donors move beyond anxiety and confusion and take action—even in an environment of ongoing market volatility and economic uncertainty.

         Learning Objectives:

1. How to help donors recognize and articulate their own wealth planning needs and philanthropic desires.
2. How to communicate with donors so that they better understand the strategies and solutions for charitable giving.
3. How to motivate donors to take action now and avoid the cost of procrastination.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   CFP: Approved for 1 hour

• Stupid Charitable Tricks: Planning Mistakes I Have Seen (Ramsay Slugg): Well-intentioned gifts to charity may produce unexpected bad results, for both the donor and the charity. Increasingly complex investment and compensation structures often disguise the true nature of an asset, leading to a reduced charitable deduction for the donor, and unexpected tax consequences for the charity. Learn how to recognize, and avoid, these problems.

         Learning Objectives:

1. Review of basic income, estate and gift tax charitable deduction rules.
   
2. Review of basic planning structures.
   
3. How to identify and avoid planning mistakes given the complexity of financial products and investments, and compensation structures that are not always what they appear to be.
   

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   CFP: Approved for 1 hour

• Collaboration Lab: Philanthropy and the Family Business: Ken and Sue are ready to make a change. Listen in as they discuss kids, community and the family business, then join in a team effort to advise them about options that include charitable giving. A panel of advisors will start the discussion by sharing their individual recommendations, then we'll see how the plan changes as professional skill sets are combined. There's room at the planning table for attendees to add their own expertise and ideas to a powerful plan for Ken and Sue's "second half."

Learning Objectives:

   1. Listen for clues about a couple's assets and objectives.
   2. Anticipate strategies and challenges from a variety of advisor perspectives.
   3. Practice explaining, advocating, questioning and compromising as you recommend options for Ken and Sue.  

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

Marketing Masters

• Bequests: Who Wants To Make Them & How To Get Them (Jeffrey Lydenberg): For charities large and small, bequests are the largest source of planned giving revenue. But these gifts don't come out of nowhere. Proactively marketing and soliciting bequests from your donor base is absolutely necessary to maximize your organization's bequest revenue. Drawing from the latest research on the behavior of bequest donors, as well as extensive experience consulting with charities on their bequest programs, this presentation will offer practical ideas on how to make the bequest decision easy and compelling for a donor. You'll learn how to identify good bequest prospects and how to motivate them to include a charitable bequest for your organization in their estate plans.

1. Learn three unique ways to design bequest campaigns to generate more and better bequest expectancies.
2. Identify those prospects most likely to consider a bequest.
3. Implement marketing programs that will increase awareness of charitable bequest planning, motivate bequest prospects to take action, and increase the willingness of bequest prospects to self-identify.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

  

• Game, Set, Match!: Creating a Legacy Challenge (William Samers & Shira Hudson): This presentation will provide an overview of how to create and implement a legacy challenge fund. It will address areas such as how to choose the match donor, different types of structures for a match, timing, marketing materials, training of staff, challenges organizations may face, and strategy for implementation. It will also provide a case study of a successful challenge match which raised over $30 million in future bequest income for the organization.

1. How To Create a Challenge Match.
2. How to obtain current dollars while building a future.
3. How to obtain more legacy gifts

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   

• Real Estate: The Next Theme Park or Substantial Gift? (Ashley Buderus): Real estate reportedly accounts for nearly one third of an average individual’s net worth. Yet, gifts of real estate often make up only a small percentage of many nonprofit’s fundraising revenue. This session will explore why today’s economy, tax laws, and aging population make real estate gifts particularly relevant. Attendees will learn how to identify, solicit, and close a variety real estate gifts in ways that ensure maximum value. Moreover, attendees will learn how to partner with organizational leaders, fundraising colleagues, and community partners alike to realize these gifts. Attendees will be offered practical ideas to build their own programs and benefit from interactive dialogue among other attendees. They will leave with valuable insights, implementation checklists and more.

         Learning Objectives:

1. Learn how to identify, cultivate, solicit and close a variety of real estate gifts, using target marketing, diverse assets and multiple gift structures.
2. Gain understanding of how to set-up and manage a comprehensive real estate gift program.
3. Learn why today’s economic forecast and aging population can lead to a increase in real estate gifts.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit
   CFP: Approved for 1 hour

   

• All You Need For Planned Giving You Learned in Kindergarten (Meryl Cosentino): All you really need to know about Planned Giving you learned in Kindergarten. It sounds too good to be true, but it isn’t. Join us as we enjoy milk and cookies, and discover how the lessons we learned in kindergarten—Share Everything, Play Fair, Don’t Hit People, Flush, and Take a Nap—can be applied to your career as a planned giving officer and can increase legacy support for your charity Whether you are new to planned giving, or are a seasoned specialist, if you are looking for insights that can enhance your planned giving prowess, then this session is for you! Meryl will show you how playing well with others and sharing everything enabled her to bring in $3 Million in new bequest intentions in her first five months at Stony Brook University. Warm cookies, cold milk and planned giving are a true recipe for success. And for those who love to SHARE . . . we will have SHOW and TELL!

         Learning Objectives:

1. Design compelling and creative marketing pieces that make your donors want to RAISE THEIR HAND and shout Pick Me! Pick Me!
   
2. FLUSH out your prospect profile so you can focus on your top 20 donors and bring in bigger and better gifts.
3. HOLD HANDS (figuratively speaking) and work together with Major Gift Officers to increase both the size and number of bequest intentions you close.
   

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

 

• The 7 Pillars of a Major Gift Program (Richard Perry): Between 60 and 75% of all U.S. philanthropy comes from high net worth individuals who represent 3% of the total population. On average, these individuals gave $68,580 per year, while the general population household gave $1500 per year. Engaging high net worth individuals with personalized high touch strategies will yield substantial net revenue to non-profits who have created a strategic major gift program, including current gifts of complex assets. In this session, Richard Perry will share the three operating principles and the 7 foundational pillars of a successful major gift program. You will learn how to create the right caseload of donors for your major gift officer, the importance of creating goals for every donor on the caseload, why its important to have a personalized specific year long plan for every donor, how to ask, thank and report back effectively and why accountability and good management, that is fact based, is so critical to your success in this area.
  

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

Executive Briefing

• Building Lasting Legacies II: Engage Planned Donors through Legacy Societies (Una Osili & Claudine Donikian): In this session, presenters will share findings and implications from the second and third phases of new research on planned giving. This research seeks to explore the profile of legacy society members and identify effective stewardship strategies for planned giving. Building on findings from the first phase, we are analyzing recently available legacy society membership data on actual bequest decisions from universities located in different geographic regions in the U.S, which allows us to compare the patterns of legacy society members and their planned giving among universities with different planned giving programs. In addition, we are conducting interviews with legacy society members and university staff to explore the donor’s “path” to join in a legacy society, and institution strategies and practices. Findings from the study will offer implications to help nonprofit professionals more effectively engage current and potential members of legacy societies.

1. Explore the profile of legacy society members and their planned giving behavior.
   
2. Understand the donor’s “path” to join in a legacy society.
   
3. Recommend stewardship and communication strategies to engage planned donors through legacy societies.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   CFP: Approved for 1 hour

• Counting Bequest Expectancies? Make Sure You Count on This... (Jeff Comfort & Scott Lumpkin): In 2005, PPP’s newly released Guidelines for Counting and Reporting Planned Gifts provided groundbreaking tools for counting, recognizing and reporting planned gifts. Since then hundreds of nonprofits have utilized the Counting Guidelines, increasing the visibility, impact and role of planned giving programs nationwide. What have we learned over the past ten years? How should those lessons shape choices about how to count planned gifts in the future? Join two of the principal contributors to the Counting Guidelines for an insider’s glimpse into the impact of using the Counting Guidelines since their publication ten years ago. This session will include a presentation of actual data from hundreds of planned gifts at two leading planned giving programs, and a discussion of some surprising lessons learned along the way from counting planned gifts. Come prepared to be challenged and surprised through a thought-provoking presentation that will impact how you think about counting planned gifts.

         Learning Objectives:

1. Provide a 10-year retrospective on PPP’s counting guidelines.
2. Review actual results from two leading planned giving programs.
3. Examine current and future considerations in choosing how to count planned gifts.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   

• Gift Acceptance Policies in Action (Timothy Prosser): Gift acceptance policies are established to promote good gifts and limit institutional risk. Although drafted with the best of intentions, too often these policies are simply left to sit on the shelf, gathering dust. In this interactive, discussion-oriented session we will discover how two very different organizations have created dynamic gift acceptance processes that serve to close valuable gifts while managing risk, and to avoid bad prospective gifts while preserving donor relationships. Panelists will discuss how a disciplined gift acceptance committee works in real life, and illustrate the value of close collaboration and trust among finance, development and legal staff in evaluating prospective gifts.

         Learning Objectives:

1. Learn how a disciplined gift acceptance process serves to close valuable gifts, manage risk and avoid bad gifts while preserving donor relationships.
2. Appreciate the importance of close collaboration among development, finance and legal staff in evaluating prospective gifts.
3. Observe how different institutions have tailored their gift acceptance processes to work well with their particular donor bases and their unique missions.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

• What Gets Measured Gets Done--Best Practices for Gift Planner Performance Metrics (Joseph Bull): How are nonprofit organizations applying that truism to their gift planning efforts? Although not all “planned” gifts are deferred, much of the work of individual gift planners will pay off in the future—often after the original fundraiser has left the organization and the donor relationship and stewardship of the commitment have changed hands, perhaps several times. PPP's Metrics Task Force is examining best approach to setting goals and measuring performance for fundraisers charged with developing bequests, charitable trusts, charitable gift annuities, and other gifts that have a future impact on the bottom line. In this session, task force chair Joe Bull reports on connections between metrics and fundraising success.
  
  Learning Objectives:

• Federal Advocacy Update for Charitable Gift Planners (Perry Wasserman): PPP works closely with policy-makers in Washington, DC day-in and day-out to protect the charitable tax deduction and push for new and powerful giving incentives. Yet, the real reason we remain such an effective force on Capitol Hill is simple: PPP members are knowledgeable and connected on the policy issues that matter most. In this session, join PPP’s lobbyist for an overview and examination of PPP’s innovative federal advocacy program and hear the latest legislative and regulatory news affecting charitable giving and your work with donors.
  evaluating prospective gifts. 

Learning Objectives:

1. Understand why and how PPP engages with federal lawmakers.
   
2. Discuss recent legislative and regulatory developments from Washington, DC affecting your work.
   
3. Identify key opportunities to advance PPP’s interests in Congress in the coming months.
   

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

• The Future of Gift Planning (Jay Steenhuysen):Over the past 25 years, the role of the gift planner has covered a tremendous arc: the isolated technician rose to become a key player, then retreated (according to some observers) as planned and major gift programs "fused." While gift planning is currently practiced by more individuals than at any time before, there are increasingly fewer full-time gift planner positions. During this session, we will extrapolate the trend and consider its implications for gift planners, all fundraisers, and the charitable organizations they serve. We will also trace the arc of for-profit gift planners. By the conclusion of this session, you will hear of new frontiers for gift planning. You will also understand what today’s practitioners must do to remain relevant and be successful, now and in the future.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit 

The Summit

• "CRAT, CLAT, or GRAT, Why not ROTH Dat?!?" (Don Kent): We will share Bernstein's latest research on planning vehicles, quantifying the benefits for donors, heirs and charities. What is different today with the convergence of max capital gains rates and gift/estate tax rates? How does the progressivity of the current capital gains rate structure impact planning? What is the real impact of the current low interest rate environment? Which strategy or combination of strategies will best accomplish a donor’s goals and which result in the largest gift to charity?

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   CFP: Approved for 1 hour

• International Grantmaking and Fundraising (Jane Peebles): Help! My client wants to fund an orphanage in India. Where do I even start? My university wants to raise money from Korean alumni. Can those foreign donors deduct their gifts? In this session, we will seek answers to those and many other mysteries of international philanthropy by examining the rules that apply to grants by U.S. charities for use abroad. Special emphasis will be given to obtaining tax-exempt status for U.S. entities that will make grants abroad, complying with rules governing grants abroad by U.S. nonprofits, and nonprofit compliance with the IRS anti-terrorist financing guidelines. The session will also cover how to maximize tax benefits for foreign donors to U.S. charities. Ms. Peebles will offer both technical rules and "nuts and bolts" strategies for the practitioner.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   CFP: Approved for 1 hour

• Lions and Tigers and Bears, Oh My! Tracking Major and Planned Gift Prospects Through Fund Raising's Haunted Forest (Jon Heintzelman): This session will look at some giving patterns of both major and planned gift donors at several institutions to see if past giving might serve as at least one indicator of how someone might give in the future in terms of amount and gift type. What types of prospects make what types of gifts and how do their past gifts help us plan for effective marketing and solicitation of both major and planned gifts in the future? What might be the implications for resource allocation and development and campaign

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

• What Are We Doing: The Professionals Share Their Own Giftplans (Bruce Bigelow & Carol Kolmerton, with panelists Emil Kallina, Roger Ellison and Phil Purcell): This interactive session will feature a panel of planned giving experts discussing how they have applied their expertise to their own estate and philanthropic plans. Some of the questions the panelists will address include: What (traditional or innovative) methods have you chosen for your own estate plans? What process did you go through to decide on your gifts? Do your plans have tax benefits? Did the mission of the non-profit play a role in your future gift? Which trumped—tax benefits or mission? How important is recognition to you (from the non-profit)? Or, are you giving back now instead of waiting? Each panelist will spend no more than ten minutes telling his/her story and then we will engage the audience in how best to share our collective stories with our donors.

         Learning Objectives:

1. Hear stories about how key leaders in the planned giving profession apply their skills to their own philanthropic plans.
   
2. Learn creative planned giving techniques.
3. Learn how important an example is to our success as gift planners.

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   CFP: Approved for 1 hour

• Where do Gift Planners Come From? (Ron Brown): Stories of our origins illuminate our professional mission today and help us prepare for tomorrow. Innovation, persistence, and intellectual achievement are hallmarks of our history. Hear and discuss events that made our careers possible: why a Yale scientist needed 18 months to complete America’s first gift annuity in 1831, with help from a New York attorney; how an actuary enabled U.S. charities to survive the Great Depression by using a model adapted from life insurance to set annuity rates, calculate tax implications, invest reserve funds effectively, and build support for effective Federal and state laws and regulations; why the Ways and Means Committee nearly killed charitable trusts as “un-American” in 1969, and how charities rallied to save the day.

1. Appreciate that making connections with the experience of gift planners in years past can deepen our understanding of our mission today.
   
2. Learn how the heroes of philanthropic planning solved a challenge by applying available tools in important new ways.
   
3. Understand what Justice Oliver Wendell Holmes, Jr. meant in saying “The life of the law has not been logic; it has been experience.”  Charitable gift plans precede legislation and regulation; they are not created by statutes.
   

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   

• 11 Lessons from 35 Years of Charitable Planning (Laura Peebles): Over the last three decades, I've had the opportunity to work with hundreds of philanthropists in fulfilling their visions of how they want to change the world.  Along the way, I’ve learned a few lessons about donor psychology and motivation, asset selection, regulatory conundrums, and much more. In this session, I’ll share what I’ve learned for education, enlightenment, and the hope of heading off some problems before they derail great charitable gifts. There will be the opportunity to share your lessons learned as well.
  

Learning objectives:

1. Looking at the donor's balance sheet to best match assets with charitable techniques.
   
2. Recognize clues in donor behavior and history that help determine which gift vehicles are the best fit.
   
3. Discuss best practices and opportunities for gifts of S Corporation stock.
   

Continuing Education Credits:

   CFRE: Approved for 1 point

   CAP: Approved for 1 PACE credit

   CFP: Approved for 1 hour