2017 Session Details

LOCATION: Hilton Denver Inverness – Englewood, CO
DATES: August 28 & 29, 2017
Registration Here
Session Details

Monday, August 28

9:00 a.m. – 3:00 p.m. Optional Seminar*  – Understanding the Basics for Success in Planned Giving with Phil Purcell, CFRE, MPA/JD – Consultant for Philanthropy, LLC
This highly interactive session will provide essential ideas for success in fundraising for planned gifts. The most important planned gift assets and vehicles will be explained, including advantages and planning pointers for each. Profiles to identify prospects for planned gifts will be shared. Basic administrative considerations for a planned giving program such as policies and procedures, goal-setting and more will be reviewed. The program will also highlight successful strategies for promoting and marketing planned gifts. This session will be helpful for persons new to development and planned giving as well as those wanting a refresher or to learn new ideas.
*Additional registration fee required

1:30 p.m. – 3:30 p.m. Advanced Session Charitable Gift Annuities…exotic ways to use them with Craig C. Wruck – Humboldt State University
Gift annuities: haven’t changed much since the first one was written and about as boring as watching paint dry, right? Not so fast! It turns out the venerable charitable gift annuity has a wild side too. In this session we will begin with a quick review of the basics and then take an in-depth look at some exotic variations. The commuted payment gift annuity can be a college tuition plan for grandchildren. The flexible gift annuity allows the donor to choose when annuity payments begin. And a Retained Life Estate in exchange for a gift annuity can allow a donor to use the value of their home to fund a gift annuity while continuing to life there.

4:00 p.m. – 5:30 p.m. Opening Plenary Session Without Donors We Cease to Existwith Lynne Wester – Donor Relations Guru
Put yourself in the donor’s shoes. They don’t want another lapel pin or bumper sticker. They want to know they make a difference to your institution and they are valued. Donor appreciation is not expensive, but neglecting it can be. Research shows that it is seven times more expensive to acquire a new donor that to keep the one you have. The solution is simple: put the donor first.

5:30 p.m. – 7:00 p.m.
Networking Reception
Join speakers, sponsors and colleagues for fabulous networking on the beautiful Aspen Terrace! One drink ticket and light hors d’oeuvre are included in your Symposium registration.

Tuesday, August 29

8:15 a.m. – 10:15 a.m. Keynote Session The 8 Ways to Ask for Gifts: Expanding the Art and Science of the Solicitationwith Lani Starkey, JD, LLM, CPA – Fifty Rock Consulting
In order 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 numerous real-life case studies that illustrate each method. In addition, this session will share unique insights into relationship building and fundraiser profile types.

Loveland Basin Track

10:45 a.m. to Noon Beyond Marketing – Basic Planned Gift Conversationswith Bill Albrecht – Pathways Non-Profit Solutions
This session is designed for the small shop fundraiser that enjoys regular, recurring conversations with individual donors and prospects. The session will provide a baseline metric to identify potential PG prospects within your donor base. From there, it will introduce the primary financial, tax and life factors that inform estate planning, providing the context and basic vocabulary needed to discuss Bequests and Beneficiary Designations with potential donors. This session is designed to help you move beyond marketing and start fundraising for new planned gifts

1:30 p.m. to 2:45 p.m.Translating Big Shop Ideas into Small Shop Actionwith Kyle Backlund – MSU Denver & Gina G. Taranto, CFRE – Space Foundation
The concepts are actually the same . . . and equally translatable . . . from a big PG shop to a small one  Many CPGR sessions are presented by PG experts from large organizations with seemingly endless resources. This session takes those same best practices and ideas and informs how organizations with smaller budgets and few(er) resources can apply them. Can’t afford a Cadillac marketing program? You can still find ways to incorporate effective marketing, on a Yugo budget! Can’t imagine starting your own legacy society? Yes, you can and make it the cornerstone of your PG operations. It is possible to think Big . . . while working Small.

3:15 p.m. to 4:30 p.m.Fundraising Alchemy: How to turn a current giving ‘no’ into a planned giving ‘yes’with Krista Boscoe – Denver Jewish Day School & Katy Herbert Kotlarczyk – University of Colorado
It’s always a downer when a donor says ‘no’ to your solicitation, right?  Perhaps you are so laser focused on getting that signed check that you don’t recognize the opportunity to talk with your donor about a planned giving option.  Gift planning options can be perfect for the donor that just turned you down for a cash gift; you might be throwing in the towel too soon by not seeing the ‘no’ as a chance to explore other giving possibilities that could be more beneficial to your donor. This session will provide case studies of planned gifts that emerged when a cash gift prospect was more fully engaged.  There are SO many opportunities to be a PG alchemist and “spin straw into gold” if you know how to listen for them and act!

Copper Mountain Track

10:45 a.m. to Noon – Making Metrics Work for Gift Plannerswith Joseph O. Bull, JD – Carnegie Mellon University
With the advent of advanced computation and “big data”, metrics to measure fund raising activities are prevalent throughout all types of organizations. When it comes to measuring the effectiveness of a gift planning program, what are the best measures? When it comes to measuring the effectiveness of blended gifts, what are the best measures? 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. CGP’s Metrics Task Force is examining best approach to setting goals and measuring performance for fundraisers charged with developing blended gifts, 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.

1:30 p.m. to 2:45 p.m. – Getting Bequests Right from Prospect Identification to Realizationwith Mike Valoris – PG Calc
Bequest intentions matter – they matter a lot! In most planned giving programs, realized bequests will account for 80%-90% or more of all planned gifts. Every charitable organization, regardless of size, can and should have a bequest program. However, it is a misconception to think that bequest gifts will happen on their own. Those charities with the most successful bequest programs proactively market and solicit bequest gifts.

This session will take participants through the entire bequest process – from identifying best prospects, donors’ options for making a bequest, marketing, stewardship, and through to effective administration of realized bequests. We will also discuss how to enter into conversations with donors about making a bequest gift or sharing more about their disclosed bequest intentions.

3:15 p.m. to 4:30 p.m.The Tax Benefits of Giving: Trump and Beyondwith Scott Lumpkin – Scott Lumpkin & Associates
What you and your donors need to know about the tax benefits of charitable giving and the potential impact of Trump tax proposals. Learn simple ways to talk with donors about taxes, and how to help your donors maximize their charitable tax savings.

• The basics of taxes and giving
• How to explain charitable tax benefits to donors
• How tax benefits can drive larger gifts
• The impact of Trump tax proposals on giving

Keystone Track

10:45 a.m. to Noon – The 2016 Planned Giving Study: New Insights from Data on Planned Giftswith Claudine A. Donikian, JD, MBA – Pentera, Inc.
This session presents findings and recommendations from “The 2016 Planned Giving Study,” a multiphase research study commissioned by Ms. Donikian and researched by Indiana University that provides important new insights about actual donors of actual planned gifts and offers helpful recommendations for planned giving programs.
An in-depth analysis of legacy society membership data has been conducted. The study explored the following questions:
• What are the characteristics of legacy society members? Are there any changes in membership profiles over time?
• Who changed, or canceled, their planned gifts after they first joined the legacy society?
• How do age, ethnicity, gender, family structure, and location influence bequest donor behavior?
• Which types of planned giving vehicles and instruments did these members choose?
• How much did members give or plan to give through their planned gifts?
• Which types of programs received their planned gifts support?

1:30 p.m. to 2:45 p.m.7 Commandments of Charitable Gift Planningwith Johni Hays, JD, FCEP – Thompson & Associates
This session covers the seven commandments of charitable gift planning which range from the gift planning officer not making recommendations to a prospective donor without having adequate technical advice, to not allowing the tail to wag the dog, and to not acting as trustee unless qualified to do so. The attendees will discover real life examples of how these commandments apply to our everyday jobs helping donors fulfill their dreams by connecting our mission with their passion. Plus discover what the implications are to the donor and to the charitable organization if gift proposals are presented outside the scope of the seven commandments.

3:15 p.m. to 4:30 p.m.Ethical Challenges in Gift Planning – Black and White or Shades of Greywith Joe Chickey – SHARPE Group
This interactive presentation addresses ethical issues unique to the field and includes multiple case studies.

Breckenridge Track

10:45 a.m. to Noon – Gifts Involving S Corporations with Bill Knox – KASPICK & COMPANY
A review of the challenges and opportunities associated with gifts of S Corporation stock as well as gifts of assets by S Corporations.

1:30 p.m. to 2:45 p.m.Closing Charitable Lead Trusts – As Easy as CRTs or Your Money Backwith Lani Starkey, JD, LLM, CPA, Fifty Rock Consulting
The planned giving and professional advisor community has not had as much success establishing charitable lead trusts (CLT) as it would like. The reason for this is not due to the lack of available information. To the contrary, there is in my opinion too much information and some of it is counterproductive or confusing. This CLT scarcity can end now if we are armed with the “right” tax, philanthropic, and marketing knowledge and use it more effectively to communicate with donors, families, and advisors. When properly designed, CLTs are not just for the top 1% but very viable options for the other 99%. After this eye-opening session, any gift planner or advisor – new or veteran – can start (or restart) marketing and closing CLTs immediately.

3:15 p.m. to 4:30 p.m. – Philanthropic Planning Paralysis: Getting Your Donors to Act with Justin T. Miller, J.D., LL.M., TEP, CFP® – BNY Mellon
When evaluating philanthropic planning advice, many donors often 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 seminar 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.

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