Getting Oriented

Getting RE-Oriented: Revitalizing an Established Gift Planning Program

William Samers

THURSDAY, OCTOBER 3, 2:00 – 3:00 p.m.

Intermediate

Planned giving departments are often asked to significantly increase their goals without additional staff or resources. This can happen even to well functioning departments that have been in existence for many years. Success requires rethinking familiar strategies and developing new ways to use the time and talents available to you.This presentation will show you how to ramp up even the most successful planned giving program to create exponential growth. Everyone will leave with a plan for three steps they need to take immediately to enhance their own efforts.

Learning Objectives

  1. Significantly enhance an existing successful planned giving program.
  2. Take specific steps to increase planned gift activity and revenue.
  3. Ensure that your program is using best practices for obtaining future commitments.

 

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William Samers

Vice President of Planned Giving and Endowment, UJA-Federation of New York

William D. Samers is Vice President of Planned Giving and Endowments at UJA-Federation of New York, the largest local not-for-profit in the country, where he leads a 15-person gift planning department. Before UJA-Federation, he worked for the American Committee for the Weizmann Institute of Science (ACWIS) most recently as the Vice President of Gift Planning and Compliance. He is a past president of the Philanthropic Planning Group of Greater New York and served on the Executive Committee of the Partnership for Philanthropic Planning as Secretary and Chair of the Investment Committee. Bill has presented at the AFP International Conference; the National Conference on Planned Giving; the Planned Giving Councils of New York, New England, Connecticut, Philadelphia, Palm Beach, Houston, and San Francisco as well as to the New York State Society of Certified Public Accountants. He has been published in the Journal of Gift Planning and the Conference Proceedings for the Partnership for Philanthropic Planning National Conference. Bill has been quoted in many publications including the New York Times, the Chronicle of Philanthropy, and the Non Profit Times. Bill graduated from the University of Pennsylvania and received his J.D. from Boston University Law School.

Getting Oriented

Know Thyself…and Others: Applying Psychological Theories to Gift Planning

Tammy Ozlanski
Julia Curtis

THURSDAY, OCTOBER 3, 3:30 – 5:00 p.m.

Foundational

“The more you know yourself, the more patience you have for what you see in others.” Erik Erikson, renowned developmental psychologist and psychoanalyst, was not a gift planner. However, his sentiment can easily be applied to a number of gift planning situations. In this session, we will delve into the world of psychology and apply basic psychological theories and techniques to the work we do as gift planners. An understanding of concepts including Validation, Normalization, Empathy, Attachment and Maslow’s Hierarchy of Needs can provide insight into the motivations and behaviors of planned giving donors and prospects. The session will build upon participants’ informal knowledge of these concepts and apply them to specific challenges in gift planning programs and the donor cultivation cycle.

Learning Objectives

  1. Identify and understand basic psychological theories of human needs and behavior.
  2. Apply these theories to gift planning scenarios, programmatic decisions and interactions with prospects.
  3. Develop a plan to address at least one specific challenge in your current working environment by applying what you learn in this session.

 

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Tammy Ozlanski

Director of Gift Planning, Susquehanna University

Tammy Ozlanski is the Director of Gift Planning at Susquehanna University in Selinsgrove, PA. She entered gift planning as a third career several years ago, and has enjoyed applying her skills and experiences to the world of philanthropy. Changing lives for the better has always been the central theme and goal of all of her endeavors, and having the opportunity to do so at her alma mater has been a truly wonderful experience. Tammy’s previous career as a mental health therapist in a variety of states and settings has shaped her perspectives and approaches in the gift planning world. She has served as an outpatient and in-home therapist, as well as a behavioral specialist in schools and home settings. Under Tammy’s direction, the gift planning program at Susquehanna has had its most successful year in history. Tammy serves on the Executive Board of the Planned Giving Council of Central Pennsylvania, and is also on the Board of Directors for SUMMIT Early Learning in Mifflinburg, PA. Tammy has previously presented at the Case District II Conference on “How to Leverage Psychology and Analytics to Raise More Dollars.” She holds a Bachelor of Science in education from Susquehanna University, and a Master of Science in Clinical and Counseling Psychology from Chestnut Hill College in Philadelphia, PA. She also holds a graduate certificate in Infant Mental Health from Chatham University in Pittsburgh, PA, and has specialized graduate training in human behavior. Tammy is currently pursuing her CAP and CFRE credentials.

Julia Curtis

Gift Planning Advancement Officer, Susquehanna University

Julia Curtis is a Gift Planning Advancement Officer at Susquehanna University in Selinsgrove, PA. She came to Susquehanna University in May 2018. Prior to joining the team at SU, she worked in annual giving, managing the Phonathon program at a large public university. Julia is passionate about applying her previous career knowledge to a new area of fundraising in a private, liberal arts college setting. She has been integral in making effective changes to improve the planned giving program at Susquehanna University. She holds a bachelor’s degree in Linguistics from University of Rochester, and is currently pursuing her CFRE credential.

Getting Oriented

Cues and Clues . . . Responding Now to What Prospects Tell You are Impediments to Giving

Pamela Davidson

Friday, October 4, 10:00 – 11:00 a.m.

Intermediate

The gift planner’s role is to move the gift consideration process forward, to keep it going. We often have to think beyond our employer’s notion of the appropriate gift and offer real suggestions that address issues a donor may perceive as impediments to giving. In most cases, the plans we offer are simple and repeatable, and their appeal is greatly enhanced when they respond to the many cues and clues prospects continually offer us about their dreams, life stages, family issues and assets. This session will empower you to respond in real time to what your prospects tell you, to move the gift consideration process in a positive and progressive direction, and to be the spark that ignites a great idea for a gift.

Learning Objectives

  1. Actively listen to what donors and prospects are telling you about their perceived impediments to giving.
  2. Act on the maxim, "if we do not ask, the answer is always no" and proactively suggest gift planning ideas that address the concerns prospects are telling us  about.
  3. Feel comfortable making referrals to other advisors when gift discussion exceed your own expertise.

 

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Pamela Davidson

Davidson Gift Design

Pamela Jones Davidson, JD, has been a nationally-recognized speaker in charitable gift planning for decades. She is President of Davidson Gift Design in Bloomington, Indiana, a consulting firm specializing in motivational presentations about all aspects of gift planning, planned giving program design and implementation and training. She is also a Senior Vice President for Thompson & Associates, offering estate planning services to nonprofits. From 1985 through 1996, she was Executive Director of Planned Giving and Associate Counsel for Indiana University Foundation. Pam received her undergraduate degree from Indiana University in 1975, and graduated  magna cum laude from the Indiana University School of Law at Indianapolis in 1979. She was an examiner in the Estate and Gift Tax Division of the Internal Revenue Service, and practiced law with an Indianapolis law firm before joining the nonprofit sector in 1985. Pam was the 1999 President of the National Association of Charitable Gift Planners, after serving on its board for six years. She was inducted into its Hall of Fame in 2018, in its second class. She is a past board member and treasurer of the Indiana Chapter of AFP, and a past board member and president of the Planned Giving Group of Indiana. She serves on the Community Advisory Boards of both of her local public radio and television stations and on other local boards.