2018 WRPGC Schedule


12:00 pm – 7:00 pm

2:00 pm – 5:00 pm (Concurrent)

Kimberley Valentine,
Director, Leadership Gifts, LA PHIL Walt Disney Concert Hall, Hollywood Bowl

Michele Bignardi, Senior Vice President, Netzel Grigsby Associates, Inc. 
Debbie Bills,
Senior Executive Director, Planned Giving Administration, City of Hope

8 Ways To Ask: Expanding the Art & Science of Solicitation
Lani Starkey, Founder, Fifty Rock Consulting
(Note: To attend this session, there is an additional fee at registration. Participation is limited to 40 people due to the hands-on nature of the session)

To be a happy and successful fundraiser, hit your required metrics, and produce more results with less resources, many fundraisers could benefit from being more innovative and creative with their solicitation strategies. With this goal in mind, I have observed and developed eight   proven and repeatable ways to ask for major, planned, and transformational gifts. Some of these you may already do now but just not be aware of it.  Others you might never have even considered. These eight ways provide an arsenal of options to do your job better, faster, and with more measurable results. Accordingly, this presentation will describe the eight ways and real-life case studies that illustrate each method.  In addition, this session will share unique insights into relationship building, performance management, and fundraiser profile types. Attendees should bring with them their donor/prospect portfolios, which will remain confidential and will not be shared.  Attendees are also encouraged to bring their Executive Director, VP of Development, or any other senior management responsible for fundraising or managing staff.
6:00 pm – 8:00 pm

THURSDAY, MAY 31, 2018

7:00 am – 7:00 pm

7:30 am – 8:30 am     

8:30 am – 10:00 am
The Hidden Code of End-Of-Life Decisions: What Legacy Fundraising Can Learn from Decision Making in Life Insurance, Annuities, Estate Planning, and Healthcare
Russell James
JD, Ph.D., CFP , Texas Tech University

Professor James brings together scientific and demographic research from a range of end-of-life decisions to uncover remarkably consistent principles of what works in persuasive communication

10:15 am – 11:30 am

International Grantmaking and Fundraising in the Age of Terrorism
Jane Peebles,
Partner, Karlin & Peebles LLP

Help! My client wants to fund an orphanage in India. My boss wants me to raise money from Korean alumni. Don’t panic. You will soon know how to proceed. Jane will cover requirements and best practices for U.S. nonprofits making grants for use abroad or soliciting donations from foreign donors. She’ll also discuss what you need to know about IRS anti‐terrorist financing guidelines, laws and penalties. This workshop offers technical rules, war stories and "nuts and bolts" strategies presented in an engaging, plain‐English conversational style.

Integrating Planned Giving into Campaigns

Lorraine del Prado, CSPG, CFRE, FCEP, Principal, del Prado Philanthropy

Too many campaigns focus mainly on outright gifts and fail to harness planned gifts to optimize and deepen donors’ commitments and multi-generational family engagement and bring fundraising totals to new heights.  In this session, you will learn ways campaigns can bring planned giving participation to the next level.  These include making planned giving everyone’s business, leadership portfolio management, trustee engagement, legacy gift notification campaigns, creative matches, blended gifts, the role of life insurance and more donor-centered recognition policies, etc.  Based on real-life experiences, these ideas will be helpful for those in the planning phase of campaigns or in the midst of one.

The Ins and Outs of Legacy Gifts
Todd Hanson, Vice President, Center for Engaged Philanthropy, Orange County Community Foundation

After 17 years of administering more than 75 legacy funds, Todd has seen the good, the bad and the ugly.  Learn what it means to write clear legacy guidelines so the person administering it years from now doesn’t curse you.  By the end of the workshop you will know how to inspire your clients or donors to feel confident in how their charitable legacy will be implemented as well as what to do when asked to create a museum through a legacy gift with an asset that the donor greatly overvalued.

The Art of Asking Good Questions: Surveying Your Donors Successfully
Jeremy Stelter, 
Director of Business Development, Western U.S. The Stelter Company

This presentation will provide answers to common questions planned giving professionals are asking about survey tools and how to put them to best use to grow their planned giving program. No matter your nonprofit's size or sector, you will leave with a better understanding of how to use surveys and how to implement results into your organization’s marketing communication plans. Attend this presentation to gain insight on:

  1. Why should your organization survey?
  2. What should you expect from surveying your donors?
  3. Who should you be surveying and what's the best format?
  4. How should you decide who's in and who's out?
  5. How often should you send surveys?
  6. Can you survey too much?
  7. How can the results of your organization's survey impact your planned giving program?

11:45 am – 12:45 pm

12:45 pm – 1:45 pm
Leadership And Diversity in Philanthropy

Peter Hayashida, MBA,
President, UCR Foundation and Vice Chancellor, Advancement at UCR

Diversity has gone from being a buzzword to objective reality. This affects philanthropic outcomes for charities, but also impacts how we lead within our organizations

2:00 pm – 3:15 pm

Words That Work in Major and Planned Gifts Fundraising: Statistical Analysis of the Words and Phrases That Encourage Planned Giving
Russell James JD, Ph.D., CFP,
Texas Tech University

What words increase interest in making a bequest gift? What job titles work best for donors? How should you describe a complex gift to generate the most interest? This presentation shares results from a series of surveys uncovering the words and phrases that work best to encourage interest in planned giving. Dr. James begins with an overview of the neurological processes that drive charitable decision-making and explains how these processes link to the survey results on optimum word choice. Learn practical, scientifically-based approaches that will increase your effectiveness in communicating about planned giving.

How To Take Risks
Kevin J. Cavanaugh,
Principal, Investment Counselor, Clifford Swan Investment Counselors

Historical data of the investment returns of various asset classes and also provide explanations of why particular asset classes did well during specific time periods. What are the key factors that determined superior investment returns? Asset valuation, relative valuation, inflation trends, money flows, price momentum and market-size all come into play. Based on a historical analysis of these factors, we will provide a general opinion about the potential for investment returns over the next decade, with a special focus on the U.S. stock market as a case study. Why is this important for gift planners? Having a reasonable estimate of future returns should offer a valuable tool to promote giving.

Small Budgets, Big Aspirations - How Charities of Any Size can Start Closing Planned Gifts

Lani Starkey, President, Fifty Rock Consulting 

In many instances, a planned gift is the largest gift a donor can make to charity. Unfortunately, many organizations do not ask – or do not effectively ask – for planned gifts. This situation, consequently, creates a big divide between a charity’s potential and actual gift revenue. This presentation will talk about – from the small shop perspective – PG program building, staff priorities, budget allocation, simple marketing, and donor prioritization.

Integrating Charitable and Family Legacies
Lorraine del Prado, CSPG, CFRE, FCEP, Principal, del Prado Philanthropy

Some compelling ways philanthropic individuals in taxable and nontaxable estates can balance charitable objectives with the need to provide for family in the most suitable manner

3:45 pm – 5:00 pm

Anatomy of a Gift Agreement
Reynolds Cafferata, Partner, Rodriguez, Horii, Choi & Cafferata

Participants will interactively review and discuss a gift agreement.  Dissection will cover identification of parties, drafting payment schedule, making agreement enforceable, restrictions on use, naming rights, and standing to enforce agreement.  Come work with your colleagues to create better gift agreements for your donors and your organization.

The Science and Art of Planned Giving
Arthur Kraus, CLU, ChFC, CAP,
Partner, Capital Intelligence Associates 

Mitchell Kraus, CFP, CLU, ChFC, CAP, ChSNC, Partner, Capital Intelligence Associates

Understanding the techniques of planned giving (The Science) is the backbone to getting gifts. Understanding why people give (The Art) gets donors to act. The presentation begins with the science of planned giving and the difference between those who want to give to charity, and those who are philanthropic.  Participants will go over the financial reasons that a donor might want to create a gift.   But, donors (like all humans) don’t act on logic alone.  Attendees will go over real life case studies to learn how to best leverage the clients’ passions along with their financial needs.  Finally some planned giving myths will be debunked.

For Top 10 Charitable Planning Strategies for Financial Advisors Under the New Tax Law: Helping Your Clients and Your Business with Charitable Planning
Russell James JD, Ph.D., CFP, Texas Tech University

This session gives the top approaches to helping your clients and growing your practice using charitable planning. Participants will learn how to provide tremendous benefit to clients, while improving their own assets under management, with charitable planning. Topics include gifts from retirement plans, gifts of appreciated assets, the use of private foundations, and life insurance

5:00 pm – 7:00 pm

FRIDAY, JUNE 1, 2018

7:00 am – 8:00 am

8:00 am – 9:15 am

Understand the Faces - 7 Types and Attributes about Donors
Randall Hallett JD, MBA, BS, CFRE,
Executive Vice President & Principal Consultant, Gobel Group

How does one better understand my prospect’s motivations?  What is the best “case” to present to a prospect?  These are questions regularly asked by fundraising professionals.  Understanding the 7 types of donors, or their “face,” may allow you to know what they want and how they want it.  Take away some practical and immediately usable tactics to help planned gift officers be more successful.

Charitable Remainder Trust Can Resolve Financial and Estate Planning Dilemmas
Jim Normandin, Gift Planning Consultant, Normandin & Associates

Everybody can be a philanthropist with a CRT.  Consider the new tax law supports charitable giving and now you have an opportunity to take the lead and show your donor and potential donors the value a CRT can be to their financial and estate well-being. 

Real World Lessons of Gift Substantiation
Bill Knox, Director, Technical Consulting, TIAA Kaspick

This session will focus on the specific requirements of gift substantiation from basic gifts of cash to complex transactions involving gifts of real estate and business interest.  Attendees will participate by reviewing real-world case studies to examine the issues and guide the case to resolution… when possible!

9:30 am – 10:45 am

It's Showtime -- How to Create and Deliver Presentations that Generate Leads and Inspire Gifts
Lani Starkey, President, Fifty Rock Consulting

Presentations have the amazing ability to accelerate time and the normal process of relationship-building, which gives it a unique advantage over print and electronic marketing, special events, networking, volunteering, and even donor visits.  Attendees should bring with them 2-3 recent speeches/remarks (by them and/or by their leadership) and event invitations/programs, which will remain confidential and not be shared.

Gifts of Real Estate
Linda P. Spuck, CTFA, Principal, Linda Spuck Consulting
Jenny Bratt,
Partner, WithersWorldwide

Real estate, both residential and investment, represents a significant portion of our donors’ wealth, and a significant opportunity for charitable giving.   Structured properly, gifts of real estate can provide tax benefits and support your donor’s financial, testamentary and philanthropic goals

Topics will include:
1. Techniques for gifting Real Estate to charity, with an in-depth look at tax considerations
2. Case studies for Residential Real Estate and Income Property gifts.

3. Options for donors who wish to increase current income

The Boomer Wealth Transference, Symphonic Marketing, and Deepening Your Donor Pipeline
Andy Ragone,
West Coast Marketing Representative, Crescendo Interactive

Is your organization poised to effectively capture a portion of the significant wealth garnered by the Boomer generation? With a clear vision, a symphonic marketing strategy, and an ever-growing donor pipeline, your organization will be able to capture its share of the coming wealth transference. This presentation will explore the coming influx of wealth and identify practical, market-tested strategies for how to attract donors and increase response to your marketing!

Lessons Learned from a Collective Century of Planned Giving Experience
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, Withersworldwide
Stephanie Buckley, Senior Fiduciary Regional Manager, Philanthropic Services, Wells Fargo Private Bank

In this session planned giving veterans Claudia Sangster, Jay Harvill, Stephanie Buckley and Elizabeth Bawden will share stories from their collective wisdom of time spent in the field.  Each have held various positions in the non-profit and planned giving field including planned giving officer, major gift officer, attorney, banker, trust officer, family philanthropic/wealth advisor, and non-profit board member.  During this time the presenters will share their personal stories of success, failure and recovery.  Come learn from this collective group and share in their wisdom to assist you in your job and the situations you may encounter.  Lots of laughter guaranteed in this session.

11:00 am – 12:30 pm

Why People Give: The Art of Understanding How Values Are Established
Randall Hallett JD, MBA, BS, CFRE, Executive Vice President & Principal Consultant, Gobel Group

What is the motivating force for people making a gift, testamentary or other?  Scientific research, based on psychology and medical research, indicates there are driving forces for most of the major gifts from donors to non-profits.    Come find out what drives philanthropic decisions….