Getting Oriented

What a Great Hat! Is that a new gift planning hat?

Lynn Ierardi

THURSDAY, OCTOBER 18, 10:00 – 11:00 A.M.

Foundational

Is gift planning a new hat for you? Are you a fundraiser that wears several hats (annual gifts, major gifts, events, gift planning…)? Or are you a seasoned fundraiser or affiliated professional shifting hats (strategies) to respond to changing demographics, economic trends, institutional priorities, or new tax laws? This session will consider the impact of those changes on your gift planning efforts. We will explore how to best wear the gift planning hat when it’s new to you or it's not the only one you wear,  including a review of how to start a planned giving program and how to integrate (and perhaps juggle!) a program with your existing development and marketing strategies. We will also discuss ways to encourage collaboration with MGOs, DODs, CEOs, board members and volunteers as we "pass the hat" together for our charitable missions. You will leave the session with easy to implement ideas and action items. And...you will look great in that Gift Planning Hat!

Learning Objectives

  1. Understand why the gift planning hat is so important.
  2. Develop a comfort level with wearing the hat; understand what you really need to know.
  3. Build the skills to integrate the gift planning hat with the many other hats your wear.

 

CFRE: Approved for 1 point  

CAP: Approved for 1 hour CE Credit

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Lynn Ierardi

DIRECTOR OF GIFT PLANNING, THE UNIVERSITY OF PENNSYLVANIA

Lynn Malzone Ierardi, J.D. has been in the estate and gift planning field for more than 25 years. She has served as Director of Gift Planning for the University of Pennsylvania (PENN) since 2005 and on a limited basis as an independent gift planning consultant. Her tenure at Penn has included the "Making History" Campaign which raised $4.3 million, and Penn's newest campaign just launched in April of this year. Prior to joining Penn, she held gift planning positions in health and higher education, served as Vice President with the Merrill Lynch Center for Philanthropy and practiced estate planning and real estate law.

Lynn has been a member of the National Association of Charitable Gift Planners (CGP) since 1993. She is currently a national board member and Chair Elect of CGP, and a member of the CGP Leadership Institute. She has served as board member and President of the Gift Planning Council of New Jersey and is a current board member of the Planned Giving Council of Greater Philadelphia. As a dynamic and highly rated speaker, she has presented at conferences and meetings throughout the country on a variety of gift planning topics including Gift Planning in a Campaign, Gifts of Real Estate, Gifts of Retirement Assets, Face to Face Visits, Gift Planning Basics,and Estate Planning for your Pet.

 

Getting Oriented

Stewarding Donors with Dementia

Jolene Hyppa Martin and Robert Hofmann

THURSDAY, OCTOBER 18, 11:30 A.M. – 12:30 P.M.

Intermediate

Do you believe you know the warning signs of dementia? Do you know how to effectively communicate with a faithful donor in a meaningful and ethical way? Too many of our aging donors are experiencing diminished mental capacities – especially the disease of dementia. This session will empower professional fundraisers to work with these donors by recognizing the signs of dementia and implementing communication strategies to steward faithful donors in meaningful and ethical ways.

More of our aging, yet faithful, donors are experiencing diminished mental capacities – especially the disease of dementia.

Learning Objectives

  1. Gain an understanding of dementia, its growth in the aging population of donors, and some of the typical warning signs that donors with dementia may exhibit.
  2. Anticipate and analyze the ethical dilemmas professional fundraisers and their institutions face with this vulnerable population.
  3. Learn 10 key communication strategies to use when stewarding donors with dementia.

 

CFRE: Approved for 1 point  

CFP: Approved for 1 point  

CAP: Approved for 1 hour CE Credit

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Jolene Hyppa Martin

PROFESSOR, UNIVERSITY OF MINNESOTA DULUTH

Jolene Hyppa Martin, PhD, CCC-SLP, is a speech and language pathologist and faculty member at the University of Minnesota Duluth Department of Communication Sciences and Disorders. Dr Hyppa Martin earned her PhD in Speech-Language-Hearing Science from the University of Minnesota. Her areas of research interest include enhancing social participation for individuals with severe communication disorders, including individuals with dementia and those who communicate using augmentative and alternative communication.

Robert Hofmann

SENIOR DEVELOPMENT OFFICER, UNIVERSITY OF MINNESOTA DULUTH

Since 2007 Robert Hofmann, MA, CFRE, has worked for the University of Minnesota Duluth (UMD) as Senior Development Officer raising more than $16M for student scholarships and programs. Before returning to his native Minnesota, Robert was appointed by RI Governor Carcieri to the Rhode Island Economic Monitoring Collaborative, and he served as a member of the RI Workforce Development/Education Council of the Greater Providence RI Chamber of Commerce. He is married to Kathleen and resides in Hermantown, MN.

Getting Oriented

A DAF's Beauty is in the Eye of the Donor

Carlos Byrne and Sindy Craig

THURSDAY, OCTOBER 18, 2:00 – 3:00 p.m.

Foundational

Donor Advised Funds have become one of the most popular vehicles utilized for philanthropic giving. Why is this occurring, and how can charities benefit from this mega-trend? We will explore these questions and more by reviewing current DAF “rules of the road,” examining the attraction of DAFs, and discussing creative ways DAFs are being utilized by donors. The focus will then shift to potential strategies for fundraisers and their organizations to leverage DAFs and DAF donors. This portion of the presentation will be a forum where audience members are encouraged to share their experiences, ideas, questions, etc.

Learning Objectives

  1. Explain DAF rules and the tax incentives for using them.
  2. Describe why DAFs are attractive to donors, as well as recognizing some of the creative ways that DAFs are being utilized.
  3. Develop and share strategies around using DAFs in support of fundraising efforts.

 

CFRE: Approved for 1 point  

CFP: Approved for 1 point 

CAP: Approved for 1 hour CE Credit 

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Carlos Byrne

DIRECTOR OF RELATIONSHIP MANAGEMENT, BNY MELLON WEALTH MANAGEMENT

Carlos Byrne is a director of relationship management for BNY Mellon’s Planned Giving group. In this role, he manages client relationship teams responsible for the oversight and administration of planned giving programs. Carlos also co-founded and oversees the operations of the BNY Mellon Charitable Gift Fund, a donor advised fund. Prior to joining BNY Mellon in 1997, Carlos worked as a human resources manager at Time Warner.

Carlos received a bachelor’s degree from Cornell University, a master’s degree from Baruch College (CUNY), and is a Chartered Advisor in Philanthropy®. He is currently a Board member of the National Association of Charitable Gift Planners. He is also a member of the Planned Giving Group of New England and has served on their Executive Board.

Sindy Craig

DIRECTOR OF PLANNED GIVING, THE SAN FRANCISCO FOUNDATION

Sindy L. Craig, J.D., LL.M., is the director of planned giving at The San Francisco Foundation, one of the country’s oldest and largest community foundations. Sindy is a passionate charitable gift planner and director of planned giving who enjoys working with donors and families to create current and future giving plans. Sindy has 25+ years of nonprofit experience and diverse major and planned giving fundraising experience within higher education, health care and community foundation fundraising environments. In her current position, Sindy oversees legacy, endowment and nonprofit fund programs, using a variety of gift structures to help donors accomplish their charitable goals. Previously, Sindy led integrated major and planned giving efforts during campaign initiatives ($250 million to $2.5 billion) for The Ohio State University Wexner Medical Center and the University’s (7) Health Science Colleges, Kenyon College and the University of Vermont. Sindy began her gift planning tenure at Middlebury College.

Sindy is a graduate of Bowling Green State University. She earned a J.D. from the University of Oklahoma and an LL.M. in taxation from the University of Washington. Sindy serves as a board member of the National Association of Charitable Gift Planners and the Northern California Planned Giving Council and is a past board member and chair of the education committee of the Central Ohio Planned Giving Council. Sindy is a member of the state bars of Oklahoma and Washington and a leader within the Junior League of San Francisco.

Getting Oriented

Effective Cultivation Techniques: The Ties That Bind

Anne Melvin

THURSDAY, OCTOBER 18, 3:30 – 5:00 p.m.

Intermediate

Strategic cultivation is what distinguishes a solid fundraiser from a really outstanding performer. Are these skills firmly in your wheelhouse? We all know that moves management is essential to moving a prospect from mildly interested to wildly supportive. But how do you do that? What is the secret? There are many, and in this session, we will explore the multiplicity of things you can do to engage and inspire your prospect. From creative engagement moves, to asking probing questions that get your prospect’s juices flowing, this session will help you expand your repertoire of effective donor cultivation strategies, and allow you to practice forming strategies that will work for your personal style and your nonprofit's unique characteristics.

Learning Objectives

  1. Explore a variety of effective cultivation strategies.
  2. Learn to ask strategic questions that move your prospect along the pipeline, and help you understand when she or he is ready to be asked for a gift.
  3. Learn how to leverage the unique characteristics of your nonprofit to sculpt one-of-a-kind cultivation experiences.

 

CFRE: Approved for 1.5 points

CAP: Approved for 1.5 hours CE Credit

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Anne Melvin

DIRECTOR OF TRAINING AND EDUCATION, HARVARD UNIVERSITY

Anne Melvin has worked as both a volunteer and a professional in the field of development for over two decades, holding positions of increasing responsibility at various schools at Harvard University, including Harvard College, the Harvard School of Public Health, and Harvard’s central University Development Office. In eight different positions at Harvard, her experience runs the gamut of development’s major functions, with career stops in the annual fund, major gifts, stewardship, gift planning, and operations. For the past three years, Anne has directed the fundraiser training and overall development education program at Harvard’s central development office.

Anne is a member of AFP, the National Association of Charitable Gift Planners, and the CGP Leadership Institute. She speaks regularly around the country to professional development organizations specializing in donor motivation, gift planning, gift solicitation, and other topics critical for successful frontline work. She trains nonprofit development staff nationwide through her private practice, ATM Consulting. Anne is active on boards, serving as the chair of the fundraising committee for the Ethiopia Education Initiatives, Inc, and secretary of the Wellesley Education Foundation. She enjoys a ‘busman's holiday’ fundraising for her alma mater in Massachusetts and Little Traverse Conservancy in Michigan. Prior to joining Harvard, Anne practiced real estate law in the Boston area. She is a cum laude graduate of Williams College and holds a J.D. from the Boston University School of Law.

Getting Oriented

Zen and the Art of Fundraising: Key Pillars of Success

Alexandra Brovey

Friday, October 19, 10:00 – 11:00 a.m.

Intermediate

Gift planners are often hired for their technical backgrounds. We are expected to have some familiarity with gift options; to explain tax law changes in understandable terms; and to add strategic value to our colleagues' gift discussions. However, the multitude of relationships I have been privileged to build with many generous donors is based on a far less technical but extremely critical set of skills. These are skills—which I call pillars—that fundraisers must possess to be successful. Further, they are also skills that embody successful people, whatever their chosen careers, as well as in their personal relationships. Join me to uncover these pillars, apply them to donor situations, and rediscover the Zen in fundraising.

Learning Objectives

  1. Identify and discuss traits that comprise key pillars of fundraising success.
  2. Break into small groups and share examples of the application of these pillars in your role.
  3. Conclude by discovering (uncovering?) the Zen in fundraising.

 

CFRE: Approved for 1 point

CAP: Approved for 1 hour CE Credit

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Alexandra Brovey

SENIOR DIRECTOR, GIFT PLANNING, NORTHWELL HEALTH FOUNDATION

Alexandra Pia Brovey is the Senior Director, Gift Planning at Northwell Health Foundation in New Hyde Park, New York. Alex has worked in gift planning for 20 years at four nonprofit organizations. Earlier in her career she focused on estate planning and administration as a member of the Delaware, Pennsylvania and New York bars. Alex is a past board member and Treasurer of the National Association of Charitable Gift Planners, where she serves as chair of its Leadership Institute. She is a President Emeritus of the Philanthropic Planning Group of Greater New York in New York City, and has been an instructor for the planned giving certificate program at Molloy College. She is a frequent lecturer across the United States on topics related to charitable giving, and has had articles published in several national publications.

Alex earned a B.A. from The Pennsylvania State University, Phi Beta Kappa, a  J.D. from Georgetown University Law Center, and an LL.M. in Estate Planning from the University of Miami School of Law. Alex assists Georgetown Law with interviews, is a career coach for Penn State, earned a black belt in Shotokan karate, and has published her first book, Zen and the Art of Fundraising: 8 Pillars of Success.

 

Getting Oriented

The Five Types of Blended Gifts – The What, Why and How of Closing Blended Gifts

Lani Starkey

Friday, October 19, 11:30 a.m. – 12:30 p.m.

Intermediate

Blended gifts are “trending” in the fundraising world. While the practice of asking for blended gifts has been occurring with varying degrees of consistency for years, there is more interest today than ever before. Blended gift advocates promise better gift results for your organization and greater satisfaction and impact for your donor. Is it all too good to be true? Are there no downsides to blended gifts?

In this session, we will look closely at the donor dynamics, risk factors, and case for a blended gift ask. Also, with the use of real-life case studies, we will identify the best donor profiles and segments for new blended gift activity. Finally, we will focus on solicitation planning and donor relationship status as key due diligence factors. One important note: this session will not heavily focus on planned giving vehicles, their mechanics, or their tax benefits.

Learning Objectives

  1. Identify the five types of blended gifts.
  2. Discover how each type can be matched to a solicitation strategy.
  3. Analyze your organization and fundraising team for blended gift readiness and potential.

 

CFRE: Approved for 1 point

CFP: Approved for 1 point  

CAP: Approved for 1 hour CE Credit

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Lani Starkey

PRINCIPAL/CHIEF INSTRUCTOR, FIFTY ROCK CONSULTING LLC

Lani Starkey,  J.D., LLM, CPA is the founder of Fifty Rock Consulting, LLC, and a nationally-recognized philanthropic planning expert. He is an accomplished consultant, fundraiser, tax attorney, former accountant, professor, coach, and presenter. He is also an Adjunct Professor at the Shidler College of Business at the University of Hawaii at Manoa.

Previously, Lani was Associate Vice President at University of Hawaii Foundation, where he led the Principal Gifts and Estate and Gift Planning departments. In his Foundation role, he was a lead gift strategist and partnered with academic leadership, a large team of development staff, and professional advisors to achieve innovative, high-impact, donor-centric solutions. During his tenure at the Foundation, Lani directly helped raise over $150,000,000, which notably made him the most productive fundraiser in the Foundation’s history. In addition, he also led a fundraising department that raised another $50,000,000. This $200,000,000 of gift production was approximately 20% of the total amount raised by the Foundation over the last 30 years. Prior to the Foundation, Lani was a Vice President and Staff Attorney at Crescendo Interactive Inc. He earned his LLM in Tax from the University of Florida’s Graduate Tax Program, his  J.D. cum laude from Pepperdine University School of Law, and his BBA in Accounting from Texas State University