Conferences & Training
Planned Giving Essentials

Day 1 Day 2 Day 3
Day 1, Monday, Sept. 24

Noon - 1:00 PM
Conference Registration

1:00 - 1:30
Welcome and Introductions

Planned Giving: The Big Picture

1:30 - 2:00 
1) Definitions and Practice: The Case for Planned Giving, Then and Especially NOW

a) What is Planned Giving?
b) The State of Planned Giving in 2018
c) Understanding the Basics

i) Assets
ii) Gift Plans
iii) Timing
iv) Donative Intent

d) Conference Roadmap...Where Are We Going?

2:00 - 3:45
2) Understanding Donors and Prospects

a) Identifying Gift Planning Prospects
b) Prioritizing Gift Planning Prospects
c) Understanding Donor Motivation
d) The Donor Continuum
e) The Gift Planning Cultivation/Solicitation Process
f) The Importance of Gift Agreements

4:00 - 5:00
3) Taxes and Giving in 2018

a) The Three Types of Taxes

i) Ordinary Income Tax
ii) Capital Gain Tax
iii) Transfer Tax (Gift/Estate)

b) The Impact of Taxes on Giving

i) Gift Decision
ii) Gift Size
iii) Gift Plan

c) Talking with Prospects about Tax Benefits
d) The Impact of the Tax Cut and Jobs Act of 2017
e) Long-term Trends and Challenges

5:00 - 6:00
Networking Reception
Join conference speakers and your colleagues to network and unwind after the first day of the Conference. Drinks and hors d'oeuvres will be provided. Don't forget your business cards!

6:00
Conference Adjourns for the Day
Dinner on your own 

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Day 2, Tuesday, Sept. 25

8:00 - 9:00 AM
Continental Breakfast

Gift Assets and Gift Plans

9:00 - 10:30

4) Gift Assets

a) Defining Gift Assets: It Depends on Your Vantage Point

i) Donor
ii) Major Gift Officer
iii) Gift Planning Officer

b) Adding Assets to Your Knowledge Portfolio

i) Cash and Cash Equivalents
ii) Tangible Personal Property
iii) Stock (Common, Preferred, Restricted, Founders/Directors, Mutual funds)
iv) Closely Held Stock
v) Bonds (Corporate, Treasury, Municipal, Series EE)
vi) Partnerships
vii) Real Estate

c) Benefits and Challenges of Asset Classes to Donors and Charities

10:45 - Noon
5) Gift Plans - Part I

a) Explanations of Revocable Gift Plans

i) Gifts through Wills and Trusts
ii) Gifts from Life Insurance
iii) Gifts of IRAs or Qualified Retirement Plans

b) Benefits of Each Gift Plan
c) Candidates for Revocable Gift Plans
d) How to Talk to Prospects about Making Revocable Gifts
e) Case Study Examples
f) Explanations of Irrevocable Gift Plans, Benefits / Candidates for Each

i) Irrevocable Gifts of Life Insurance
ii) Charitable IRA Rollover
iii) Income Producing Gifts

(1) Charitable Gift Annuities

(a) Immediate
(b) Deferred
(c) Flexible Deferred

Noon - 1:15 PM
Lunch on Your Own

1:15 - 2:45 
5) Gift Plans - Part II

a) Explanations of Irrevocable Gift Plans, continued

i) Income Producing Gifts

(1) Charitable Gift Annuities
(2) Charitable Remainder Trusts

(a) Charitable Remainder Annuity Trusts
(b) Charitable Remainder Unitrusts

(3) Case Study Examples

ii) Retained Life Estates & Bargain Sales

(1) Residence
(2) Farm or Ranch
(3) Case Study Examples

iii) Charitable Lead Trusts

(1) Case Study Examples

Making Gift Planning Work

3:00 - 4:00

6) Collaboration: Blended Gifts

a) Definitions, Background and Some History
b) Elements for Success in Blended Gift Productivity
c) Case Studies
d) Where to Begin
e) Mechanics
f) Takeaways

4:15 - 5:00 
7) Counting, Recognizing and Crediting Planned Gifts and the Role of Gift Agreements

a) The Importance of Counting Policies
b) Sample Counting Guidelines
c) Crediting Planned Gifts
d) Reporting Planned Gifts
e) Recognizing Planned Giving Donors
f) Stewarding Planned Giving Donors

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

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Day 3, Wednesday, Sept. 26

8:00 - 9:00 AM
Continental Breakfast

Raising More, Better Gifts & Preparing for the Future

9:00 - 10:00

8) Marketing: Communicating the Benefits & Impact of Planned Gifts

a) The Purpose of Planned Gift Marketing

b) What’s Your Message?

c) What’s Your Objective?

d) Communications Media

a. Print

i) Publications
ii) Direct Marketing

b. Phone
c. Email
d. Websites
e. Special Events

e) Segmenting & Targeting Prospects

f) Managing Responses

g) Assessing Marketing Effectiveness

h) Cost Effective Marketing Strategies That Really Work

i) Special Section: Integrating Planned Gift Prospects in Portfolios

10:30 - 11:45
9) Opening Doors and Closing Gifts

a) Creating a Climate for Giving

i) Focusing on Relationships vs. Transactions
ii) Understanding the Donor Continuum

b) Opening Doors / Conversation Starters

i) Special Section: Sample Script for Getting the Visit

c) Personal Contacts

i) Engaging Prospects
ii) The Art of Listening
iii) Introducing Planned Giving Concepts
iv) Special Section: Sample Dialogue for Initial Visit

d) Building Relationships that Produce Results

i) Listening for Key Clues
ii) The Most Important Question of All
iii) Facilitating Meaningful Engagement
iv) How Many Steps Does It Take?
v) Uncovering Issues and Challenges
vi) Designing Personalized Gift Plans
vii) Special Section: Sample Script for Follow-up Visit

e) Moving to Closure

i) Setting the Stage
ii) Getting to ‘Yes'
iii) Special Section: Sample Dialogue for Closing the Gift

f) Handling Problems
g) Creative Stewardship

11:45 - Noon
Closing Q&A and Conference Wrap-Up

Noon
Conference Adjourns

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Day 1 Day 2 Day 3