|
Day
One: Registration
and Continental Breakfast |
8:00-8:30 am |
Session I - Charitable Gift Planning in Perspective
Learn why in today’s environment it is more important than ever for donors to carefully plan the way they make larger gifts. Every gift is comprised of five parts: Who makes it, why they give, what they give, when the gift is made, and finally, how. Different types of gifts are appropriate at different points in life. This session examines the role of effective gift planning in current, capital, and endowment funding and how gifts are best made as part of the acquisition, upgrading, and ongoing management of mature donor relationships. |
8:30-9:50 am |
Session II - Overview of Property and Tax Considerations
The larger a gift, the more likely it is to be funded with an asset other than cash. This session will explore the basics of non-cash gifts and the ways in which various types of property can be transferred. Income, gift, and estate tax systems do not generally impose tax on income and property devoted to charitable purposes. How important are these tax savings as incentives for making charitable gifts? How are they related to the type of property donated
and the use of the gift? Understand the pitfalls that various limits and conditions can create while learning how tax incentives can help donors make larger gifts at less cost. |
10:00-10:50 am |
Session III - Gift Planning Tools: Part 1
This session explores charitable giving opportunities in plans donors already have in place for other purposes. Gifts via wills, revocable living trusts, retirement and savings accounts, life insurance, and similar plans make up the bulk of planned gift income for many nonprofits. A basic knowledge of how these planning tools work will be essential for all fundraisers in coming years. |
11:00-12:00 pm |
| Lunch on your own |
12:00-1:30 pm |
Session IV - Gift Planning Tools: Part 2
Charitable remainder trusts, gift annuities, charitable lead trusts, gifts of remainder interests in real estate, and other plans can make it possible for donors to fund larger gifts while still meeting other personal planning goals. The basic workings of these plans will be presented along with examples that illustrate income, gift, and estate tax ramifications. |
1:30-2:20
pm |
Session
V - Practical Case Studies
This session features cases utilizing the Sharpe Gift Planning Matrix© that are designed to help participants learn which planning tools are most appropriate at different points during a donor’s life. There will be special emphasis on deciding which plans are most appropriate for Baby Boomers and other younger donors, especially plans that produce near-term results for your organization or institution. |
2:30-3:30
pm |
Session
VI - Gift Acceptance Policies and Infrastructure
Effective gift acceptance and valuation policies can greatly enhance the value of a gift. Sample policies will serve as a basis for examining issues such as what property should be accepted for various types of gifts, how property should be valued, and who should serve on gift acceptance committees. This session will be especially useful for those planning or involved in capital development efforts. |
3:45-5:00
pm |
| Questions & Answers |
5:00 pm |
| Adjourn for the day |
5:30 pm |
|
Day Two: Continental
Breakfast |
8:00-8:30 am |
Session VII - Planned Gift Marketing
Gift planning techniques are only of value if their benefits are communicated to the appropriate donors at the right point in life. Learn to use the Sharpe Gift Planning
Matrix© to help plan and implement marketing and communication efforts. The use of specialized mail, ads, and articles will be presented, as well as facts and fallacies surrounding the use of the Internet in planned gift marketing to seniors. Learn how “top of the Matrix” approaches using more segmented communication techniques in the context of major and capital gift development efforts can help donors make their gifts in the best ways without interfering with other fundraising initiatives. |
8:30-9:30
am |
Session VIII - Preparing for Donor Contact
Every person who chooses to devote time, money, or other resources to charitable purposes is unique. This session will help you prepare for personal donor contact using information gathered from gift records, prior donor contact, and outside resources. |
9:40-10:40
am |
Session IX - Creating Proposals and Other Written Communications
Communication via traditional letters, proposals, and other written forms often precedes telephone and/or personal contact. Sample correspondence will illustrate the “do’s” and “don’ts” of effective written communication in the planned gift development setting. |
10:50-12:00 pm |
| Lunch on your own |
12:00-1:30
pm |
Session X - Effective Use of the Telephone
As the limitations of e-mail in personal and business communication are becoming more evident, the telephone remains an important way to communicate with donors when personal contact is not possible. Ways to overcome call reluctance, prepare for calls, respond to answering devices, better communicate with older donors, and other useful information will be presented. |
1:30-2:30
pm |
Session XI - The Personal Visit
Face-to-face meetings with donors will often be vital to cultivating meaningful relationships and finalizing gifts. The economics and feasibility of personal visits will be examined. Where is the ideal location for a visit? What are the age, gender, privacy, ethical, and other issues to be aware of? Case studies will demonstrate the “do’s” and “don’ts” of personal visits. |
2:40-3:30
pm |
Session XII - Stewardship and Recognition - The Margin of Excellence
Donor relationships can span many years and multiple staff members. What is the appropriate level of ongoing contact with those who have made special gift commitments? Recognition societies, special donor gatherings, and other means of maintaining ongoing relationships with donors will be explored. |
3:40-4:30
pm |
| Questions & Answers |
4:30-5:00
pm |
| Adjourn for the day |
5:00
pm |
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