Introduction to Planned Giving

Program

Day 1	Day 2	Day 3

Day 1, Wednesday, September 22

1:30-5:00 PM
Gift Planning: The Big Picture

 I. Definitions and Practice: The Case for Gift Planning, then and especially NOW

II. Understanding the Basics

a. Assets

b. Gift Plans

c. Timing

d. Donative Intent

III. Understanding Donors and Prospects

a. Identifying gift planning prospects

b. Understanding donor motivation

c. Understanding donor intent

d. The importance of gift agreements

IV. The Role of Taxes

a. The Three Types of Taxes

i. Ordinary income tax

ii. Capital gains tax

iii. Transfer tax, also known as gift and estate tax (and possibly generation-skipping tax)

b. The Impact of Taxes

i. Gift Decision

ii. Gift Size

iii. Gift Plan

c. Future trends and challenges

5:00
Conference Adjourns for the Day
Dinner on your own

 

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Day 2, Thursday, September 23

 

8:30-9:00 AM
Continental Breakfast

9:00 AM-NOON
Gift Assets and Gift Plans

V. Gift Assets

a. What gift assets do donors think about?

b. What gift assets do major gifts officers think about?

c. What gift assets do gift planning officers think about?

d. Expand your gift conversations by a factor of ten, or more!

• Cash

• Stock (common, preferred, mutual funds, restricted, founders/directors, closely-held)

• Bonds (Corporate, Treasury, Series EE, Municipal)

• Real estate

• Partnerships

• Tangible Property

• Retirement Plan Assets

• Insurance 

VI. Gift Plans

a. Outright gifts (cash vs appreciated stocks)

b. Bequests

c. Income Producing Gifts

i. Overview of common benefits
ii. Gift Annuities
iii. Charitable Remainder Trusts
iv. Bargain Sales

d. Retained Life Estates

e. IRA or Qualified Retirement Plan Assets

f. Insurance

g. Charitable Lead Trusts

h. The Expert's Perspective: Current Gift Planning Cases

1:30-5:00 PM
Making Gift Planning Work

VII. Collaboration between Planned and Major Gifts Officers

a. History and the Marriage of Planned and Major Gifts

b. Understanding the Process

c. Life Events

d. Collaboration: Trust and Communication

e. When to Involve the Gift Planning Office

f. Coordinating Prospect Management

g. Identifying Planned Gift Prospects

h. Introducing Planned Giving to Your Prospects

i. Gift Planning and Campaigns

j. The Expert's Perspective: Leveraging Your Efforts through Major Gift Partnerships

VIII. Counting, Recognizing and Crediting Planned Gifts

a. Gift Acceptance

b. Valuing Gifts

c. Counting and Reporting Gifts

d. Crediting Gifts: Performance Metrics...Blessing or Curse?

e. The Expert's Perspective: Case Studies on Gift Agreements

IX. Building and Managing a Gift Planning Program

a. Goals

b. Positioning the Gift Planning Office

c. Getting the resources you need
d. Staffing

e. Budgeting
f. Evaluating Results

g. The Expert's Perspective: Taking Your Gift Planning Program to the Next Level

5:00
Conference Adjourns for the Day
Dinner on your own

 

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Day 3, Friday, September 24

 

 8:30-9:00 AM
Continental Breakfast

9:00 AM-NOON
Cultivating, Soliciting and Closing Planned Gifts

X. Cultivating, Soliciting and Closing Planned Gifts

a. Marketing

i. Definition

A. Creating a climate for giving

B. Informing and educating your constituents in a way that motivates

ii. Strategies and Plans

A. External Marketing...cost effective strategies for getting the word out

B. Internal Marketing...giving your partners the tools for success

iii. Objectives

A. Setting Realistic Objectives

B. Focusing on What Matters

C. Focusing on Controllable Activities

D. Evaluating Your Results

iv. Resources

A. Websites & E-Marketing

B. Brochures, Newsletters, & Direct Mail

C. Vendors

b. Opening Doors and Closing Gifts

i. Engaging Prospects

ii. Designing Customized Gift Plans

iii. Personal Contacts

iv. Moving Prospects to Closure

c. Building Relationships that Produce Results

i. Listening for Key Clues

ii. Uncovering Issues and Challenges

d. Handling Problems

e. Creative Stewardship

f. The Expert's Perspective: Current Challenges & Issues

XI. Working Together: Engaging Key Partners

a. Institutional Partners

i. Presidents, Deans and Board Members

ii. Major Gift Officers

b. Volunteers

c. Advisors

d. Others

i. Professors

ii. Family Members

XII. The Future of Gift Planning

a. Megatrends in Gift Planning

b. The Expert's Perspective: Where do we go from here?

NOON
Conference Adjourns

 

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