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Day
One: Registration
and Continental Breakfast |
9:00-9:30 am |
Introductions and Opening Remarks
Overview of seminar content, review of schedule, and preliminary
input from participants based on their experience,
responsibilities, and expectations. |
9:30-10:00 am |
Session I - Putting 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 is it made. Different types of gifts are appropriate at different points in life. This
session examines the role more effective gift planning can play in producing
funds for current, capital, and endowment funding needs. Discover how gifts
are best made in conjunction with the acquisition, upgrading, and ongoing
management of donor relationships.
|
10:00-10:50 am |
Session II - Introduction to Property and Tax Considerations
The larger a gift, the more likely it is to be funded with an asset other than
cash. This session explores the basics of non-cash gifts and the ways in which
various types of property are 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 considerations in motivating 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 often help donors make larger gifts at less
cost. |
11:00-12:00 pm |
| Lunch on your own |
12:00-1:30 pm |
Session III - Making Gifts From Existing Estate and Financial Plans
Bequests via the will have long been the most popular means of making
planned gifts through estates. While this source will undoubtedly continue to
be vitally important, an emerging generation of more financially sophisticated seniors
are increasingly using revocable living trusts, retirement plans, life
insurance, and other common financial planning vehicles to make current and
future charitable gifts. Learn how to tap these resources in ways that are best
for donors and their charitable interests. |
1:30-2:20
pm |
Session IV - Planning Gifts Using Special Tools
A number of special vehicles such as 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 benefits. |
2:30-3:35
pm |
Session V - The Power of the Gift Planning Matrix
How do you determine which gift plan may be best for a particular donor?
Along with gift history, donor motivation, and other factors, the age and wealth
of donors are central to matching the right planning tools with the right donors.
Learn how the innovative Sharpe Gift Planning Matrix© can help quickly determine
which gift plans may be most appropriate at a different stage of a donor’s
lifecycle. |
3:45-5:00
pm |
| Questions & Answers |
5:00-5:30 pm |
| Adjourn for the day |
|
|
Day Two: Continental
Breakfast |
8:00-8:30 am |
Session VI - Practical Case Studies
This session features cases that are designed to help participants learn how
gift planning tools can be used to produce significant gifts while also meeting
various current and future needs that may otherwise prevent the donor from
completing a gift. Of particular interest to those involved in capital gift development
campaigns, there will be special emphasis on plans that produce the
most funds in the shortest periods of time. |
8:30-9:40
am |
Session VII - Multi-Channel Marketing of Planned Gifts
Gift planning techniques are only of value if their benefits are communicated to the appropriate donors at the right time. Learn to use the Sharpe Gift Planning Matrix© to help plan and implement marketing and communication efforts. The appropriate use of Internet-based communication, telephone, specialized mail, ads, articles, seminars, personal contact, and other delivery channels will be presented. 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. Prototype marketing plans for various model programs will be included. |
9:50-11:00
am |
Session VIII - Preparing for and Managing Donor Correspondence
This session will help prepare you for donor contact using information gathered from gift records and other internal and external information sources. Special attention will be given to “do’s” and “don’ts” when communicating with individuals via traditional correspondence, email, and proposals. A variety of sample correspondence will be included. |
11:10-12:00 pm |
| Lunch on your own |
12:00-1:15
pm |
Session IX - Making the Most of Telephone and Personal Visits
Telephone and personal contact can be the key to cultivating meaningful
relationships and finalizing gifts. This session includes practical tips on how to
overcome the most common causes of call reluctance and make the most of
personal interactions. Where is the ideal location for a visit? What are the age,
gender, privacy, ethical, and other issues to be aware of? |
1:15-2:15
pm |
Session X - 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. |
2:15-3:15
pm |
| Questions & Answers |
3:15-3:30 pm |
| Adjourn |
3:30 pm |
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