2019 Conference Schedule


12:00 pm – 7:00 pm
2:00 pm – 5:00 pm
Kimberley Valentine
Director, Leadership Gifts; LA PHIL Walt Disney Concert Hall, Hollywood Bowl 
Debbie Bills
Senior Executive Director, Planned Giving Administration; City of Hope


This session provides an overview of planned giving, including the variety of gift arrangements available, when to use each one, and best practices for building relationships, marketing, soliciting and stewarding gifts.  This session is valuable for those new to planned giving, or for seasoned planners who are looking to refresh their knowledge of planned giving vehicles and practices.

6:00 pm – 8:00 pm

THURSDAY, MAY 30, 2019

7:00 am – 7:00 pm
7:30 am – 8:30 am      
8:30 am – 10:00 am
Dr. Steven Packer
President/CEO of Montage Health

Kevin Causey
Vice President/Chief Development Office; Montage Health Foundation

Building Ohana

The architecture of a transformational gift. We will explore the conversations, the planning, and the execution of the gift that launched the Ohana project.

10:15 am – 11:30 am
Shelley Hoss
President; Orange County Community Foundation

Unleashing the Power of Philanthropy

Giving. It can sound like a simple concept until it comes time to decide how to give, where to give and why. Shelley Hoss, President of the Orange County Community Foundation, will share insights into how to help donors unleash the power and potential of their philanthropy. By discussing the benefits of charitable giving and the importance of developing a philanthropic plan, this presentation will help you and your clients make the most of hard-earned assets, while driving sustainable impact.

Bill Knox
Director, Technical Consulting; TIAA Kaspick

The New Tax Law


A discussion of the Tax Cuts and Jobs Act provisions and their impact on planned giving. The session will also include information on more recent tax, legal, and regulatory matters pertaining to charitable giving.
Learning Objectives: Attendees will learn how recent changes to the law impact charitable giving and how to respond to donor questions regarding how the regulatory landscape will affect giving and tax benefits.


Rachel Tichauer
Financial Adviser; Kadima Financial and Insurance Solutions

Initiating an Gift Using an Insurance Policy - How to Begin the Conversation

This case study will bring to light a few significant economic factors donors and organizations may have a blindspot for as well as the power of leverage to attract a new generation of donors with early buy-in to the vision. Breakout session attendees  will learn ways to start the planned giving conversation for seasoned, new and prospective donors. Lastly, attendees will see the benefits of being dynamic in their future gifts conversation and alter the traditional qualifiers of a planned giving candidate. 

David Wheeler Newman 
Partner; Mitchell Silberberg & Knupp LLP

Gifts of Intellectual Property

The democratization of technology means that more people are able to create and transfer intellectual property, including patents, trademarks and copyrights, while higher demand for these assets has increased their value dramatically.  Charitable contributions of these intangible assets are subject to a surprisingly complex matrix of tax rules governing the tax benefits arising from those contributions, further complicated by a provision of the Tax Cuts and Jobs Act (2017) (TCJA).  By the end of this workshop, participants will have a basic understanding of that matrix as well as the planning dynamics for maximizing the benefits from these gifts.  The use of case studies will help us spot opportunities to propose gifts from this unique and challenging asset category.

11:45 am – 12:45 pm
12:45 pm – 1:45 pm
Crystal Thompkins CAP®,CSPG, 
National Director, Gift Planning Services; BNY Mellon

Giving: Life Lessons from My Grandmother

While so much of gift planning focuses on tools and techniques, the core of the work is rooted in the desire to do good things to make our world better. Sharing personal stories - some poignant, some hilarious, but all true - Crystal reminds us of why giving and helping people give truly matters.

2:00 pm – 3:15 pm
Bill Knox
Director, Technical Consulting; TIAA Kaspick

Common Gift Planning Mistakes

This presentation will focus on the common mistakes made during the lifecycle of planned gifts including charitable remainder trusts, lead trusts, charitable gift annuities and donor advised funds.  The session will be divided into three main areas of concern: planning and funding, administration, and termination.

Peter Hayashida
President, UCR Foundation and Vice Chancellor, Advancement; University of California, Riverside 
Marie Schultz

Assistant Vice Chancellor for Development; University of California, Riverside

Is Your Organization Ready for a Transformational Gift?

Occasionally large gifts catch an organization by surprise, but they are usually the result of many years or decades of disciplined, attentive cultivation. If we're excelling in the fundamentals, we may eventually land transformational gifts relative to the scale of our program and we have a duty to prepare our organizations. 

Bill McDermott
Chief Development Officer; Los Angeles LGBT Center

Legacy Societies - Early Start / Big Payoff

This case study will describe the Los Angeles LGBT Center's design and implementation of the Circle of Life - its very successful legacy society.
Session attendees will learn that no organization is too young, too small or too much in need of annual funding to ignore introducing planned giving to donors at all levels. Additionally, attendees will see the benefits of integrating the planned giving/future gifts conversation throughout its development team to build collaboration and enhance the culture of philanthropy.

Nathan Fay, MA, CFRE
Associate Vice President, Prospect Development & Strategy; City of Hope

Precision Philanthropy


In the past 100 years, the way we spend our money, our time and the way we conduct business have all changed ¿ with one exception, the $390 billion philanthropic sector, which hasn¿t changed the fundamental way it conducts business in over 125 years. By harnessing the wisdom gained from Artificial Intelligence technologies, there is an opportunity for a paradigm shift where generosity is predicted and individuals are precisely partnered with nonprofit organizations that inspire, engage and fulfill their personal philanthropic goals. This method of precision philanthropy will dramatically increase the impact that philanthropy will have on the modern world.
Learning Objectives: Learning Outcome 1 Upon completion, participants will understand the importance of the role of data and technology for the future of philanthropy Learning Outcome 2 Upon completion, participants will be able to begin to implement a data strategy for their organization


3:45 pm – 5:00 pm
Jim Normandin
Gift Planning Consultant; Normandin & Associates

Manage the risk and reap the rewards of Real Estate Gifts

Real estate as an asset class should be considered in advancement of the mission of your organization while assisting your donor(s) in meeting their philanthropic goals. Residential and investment real estate can represent a significant portion of an individual¿s wealth and it should be considered a viable asset for both outright and deferred charitable gifting. Granted real estate gifts often have risks and complications, but properly structured they can provide many benefits for the donor and donee. Come and learn how to prepare yourself, your organization and your donors, the value of real estate gifts. 

Nathan Stelter
Vice President of Business Development and Marketing; The Stelter Company

Understanding the Major Trends that are Impacting Donors Today… and Tomorrow!

It’s no surprise that the growth of the planned giving industry has largely been on the backs of the Silent Generation donor. However, today’s planned giving donor looks a lot different than the ones that many of us have come to know over the years.

Today’s planned giving donor, and their expectations, have not only been shaped by the generational shift from matures to boomers, but also the advancement of technology and an evolution in how society views nonprofits.

This presentation will explore the socioeconomic changes that are impacting how donor’s approach their planned gift decisions and what that means for your marketing. We’ll look into how advancement in technology and broader access to information is blowing up our traditional donor pyramid. And we’ll review research that’s showing us a shift in the societal view of nonprofits and how it’s impacting the donor decision making process. No matter your nonprofit’s size or sector you’ll gain valuable information on:

 #1 – Participants will gain an understanding of the self-directed consumer (donor) and how to adjust their marketing strategy to ‘meet them where they are’.

#2 – Participants will learn how the donor journey is changing and what they must do to engage donor’s within this new vortex.

#3 – Participants will gain a better understanding of why a targeted and integrated marketing strategy is critical to connecting with donor’s throughout their decision making process.

Crystal Thompkins 
National Director, Gift Planning Services; BNY Mellon

The ACGA Survey on Charitable Gift Annuities: A Closer Look

During this session, key findings in the ACGA's most recent survey on charitable gift annuities are discussed in detail including trends in policy, activity, investments and more.
Through interactive Q&A sessions, by the end of this workshop participants will: 1. Know key findings in the most recent ACGA survey on charitable gift annuities; 2. Identify trends and best practices in CGA programs; and 3. Understand how the survey results can impact their programs

Claudia Sangster
Senior Vice President, Director of Family Education and Governance in Wealth Management; Northern Trust Company

Stewardship for Affluent Families and Fortune Hunting for Donors

Well-crafted Gift Acceptance policies and procedures are essential for nonprofits to set parameters for unusual gifts and establish rules for when to say “no” where appropriate. This session will provide insights on giving strategies for high-net-worth donors based on wealth levels, pitfalls and trappings with some real estate gifts, comparisons and contrasts with private foundations and donor advised funds, and characteristics to notice when scouting for planned giving prospects.

5:00 pm – 7:00 pm

FRIDAY, MAY 31, 2019  

7:00 am – 8:00 am
8:00 am – 9:15 am
Ray Watts
Senior Associate Vice President for Advancement Development Office; University of Redlands

Advanced Case Study: Two Interesting (connected) Gifts of Life Insurance

Attendees will learn about a wonderful and unique set of life insurance gifts that connects two wonderful donors with the University through incredible philanthropic impact. We will talk through the case and look for ways other institutions can leverage these tactics for their good and the good of their stakeholders.
Learning Objectives: Planned Giving practitioners will learn a new gift tactic using life insurance. Development/MG officers will learn about potential types of donors who might benefit from this type of gift. Allied financial and law professionals will learn more about this tactic that could be of benefit their clients.

Andy Ragone
West Coast Marketing Representative; Crescendo Interactive

Your Marketing Messages Create New Roads: How Some A/B Testing Results Might Surprise You

Email marketing is one of the most effective methods used in marketing today, and it produces an ROI that is 4x higher than a paid search, social media or direct mail. 4x Higher when done right (Direct Marketing Association Study 2016).

With the average American receiving more than 4000 marketing messages per day, retaining good Open and Click-through rates is more important than ever. Having a well-defined email marketing strategy will help.

Russell Willis
Consultant; Planned Gift Design Services

Accelerating the Remainder Gift: Two Case Studies

When and how the income stream from a remainder trust or gift annuity might itself be the source of a further deductible gift.

Britt Joyce

Director of Endowments & Foundations / Co-Chief Investment Officer
Regatta Capital Group

How Will Your Donor Money be Invested?  Learn to Understand and Articulate Your Organization

Stocks? Bonds? Diversification? Alternative Investments? Can you articulate your organization's investment policy? Mastering investment topics will help you describe or even influence how your organization stewards its donations.
Large donors know that investment outcomes can determine the impact of their generous donation. Being able to explain to them how their money will be invested and why can distinguish your organization from its peers. Using a graphical presentation and case study, we'll cover the characteristics and historical returns of the major types of investments, the investment responsibilities of board members, the role of the investment advisor and how to seek higher investment returns for a given level of risk. Participants will learn how to attract and assure philanthropists by meeting or exceeding their knowledge of investment principals. They may even learn how to better position their own personal investments.

9:30 am – 10:45 am
Reynolds Cafferata
Partner; Rodriguez, Horii, Choi & Cafferata

How To Manage Assets When the Donor Gave Them Away

Presentation will focus on ways donor can maintain control over or influence the investment or use of an asset donated to charity.

Jane Peebles
Partner; Karlin & Peebles LLP

A Practical Look at Charitable Lead Trusts

This workshop will cover the uses and types of charitable lead trusts. Participants will learn about the various types of charitable lead trusts and analyze which will best satisfy the goals of the client or donor. Several case studies and a few war stories will clearly demonstrate what client and donor situations and goals suggest a CLT as a solution. Participants will leave equipped to discuss CLT planning confidently with donors and clients.

Juan Ros CSPG, CFP®, AEP®. Financial Advisor; Forum Financial Management, LP

Bridging the Divide: The State of Collaboration Between Gift Planners and Professional Advisors

In gift planning circles, professional advisors are often referred to as the dark side.  But aren't we all in this together?  Don't gift planners and professional advisors share the same objective: to help donors and clients achieve their goals through sound financial decisions?  If so, why don't gift planners and advisors collaborate more often?  In this session, gift planner-turned-financial advisor Juan Ros, CFP, AEP, CSPG, examines the reasons behind this lack of collaboration and partnership using data collected from surveys and personal interviews with gift planners.  From this research, Ros proposes ways we canøbridge the divide between for-profit and non-profit in order to best serve our donors and clients and increase philanthropy at the same time.

Elizabeth Bawden
Partner; Withers Bergman LLP

Navigating the Twists and Turns of Testimentary Gift Annuities

Most charitable gift annuities (CGAs) are funded with lifetime gifts made by loyal donors. The processes and procedures associated with these lifetime CGAs are fairly straightforward and familiar to many gift officers. However, there are many opportunities for CGAs to be created upon the passing of a donor. Known as testamentary CGAs, these gifts are made through wills, trusts or IRA beneficiary designations. Using case studies, this session will explore common reasons testamentary CGAs are created and the practical and procedural challenges that accompany them. Among them: what is the date of the CGA, when do payments begin and who signs the CGA agreement? Finally, this session will explore advance planning opportunities with donors to ensure that testamentary CGAs work well for donors, charities and annuitants alike. 

11:00am - 12:30pm
Jay Harvill
Director of Gift Planning; Methodist Hospital
Claudia Sangster
Senior Vice President, Director of Family Education and Governance in Wealth Management; Northern Trust Company
Elizabeth Bawden
Partner; Withers Bergman LLP
Stephanie Buckley
Senior Fiduciary Regional Manager, Philanthropic Services; Wells Fargo Private Bank

Lessons Learned from a Collective Century of Planned Giving Experience

Experience comes from what we have done. Wisdom comes from experiences both good and bad. Come collect some wisdom from your colleagues who have 100 combined years of experiences in planned giving.