In response to the ongoing COVID-19 pandemic, the CGP Board of Directors unanimously voted to present the 2020 CGP Conference entirely online. The safety of our members must be our top priority. Plans are already underway to present a premier online conference using industry-leading technology and the very latest best practices in successful online meetings.

Major and Blended Gifts

Planned gifts aren't always deferred and major gifts aren't always cash. Sessions in this track build skills for collaboration among fundraising teams and between fundraisers and donor advisors to create the best gifts for a donor's goals and assets. 

Major and Blended Gifts

Breaking the Ice: Collaborating to Navigate Obstacles and Discover Solutions

Alexandra Brovey and Kate Kaming

The ultimate goal of every fundraiser is to maximize gift opportunities. The majority of us need to work collaboratively to solicit the largest gifts from our donors. This session will be led by a major gift-planned gift duo who have collaborated on and closed a variety of gifts together. The presenters will share their experiences by discussing three specific gift scenarios. The audience will assist in identifying common goals and obstacles to working together. We will then explore how collaboration advances and maximizes the gift discussion.

Learning Objectives

  • Identify respective goals and obstacles in working collaboratively with institutional partners in a matrix organization.
  • Discuss a variety of gift scenarios and apply the strategies identified to advance gift discussions.
  • Explore solution-oriented strategies that enable the team to close gifts.

 

Alexandra Brovey

Alex is a leader in the philanthropic field with more than two decades of experience at complex educational and health care nonprofits with a focus on gift planning. She is the Senior Director, Gift Planning at Northwell Health Foundation in New Hyde Park, New York, where she has worked since September 2008. Alex previously worked at the Pennsylvania State University, Pace University and Stony Brook University during comprehensive campaigns. Earlier in her career she focused on estate planning and administration as a member of the Delaware, Pennsylvania and New York bars. Alex is a President Emeritus and mentor of the Philanthropic Planning Group of Greater New York in New York City. She is a past Board member and Treasurer of the National Association of Charitable Gift Planners, and recently completed a 2-year term as Chair of its Leadership Institute. Alex earned a BA from The Pennsylvania State University, Phi Beta Kappa, a JD from Georgetown University Law Center, and an LLM in Estate Planning from the University of Miami School of Law. She is the author of three books from CharityChannel Press: Zen and the Art of Fundraising: 8 Pillars of Success and Zen and the Art of Fundraising: 8 More Pillars of Success (both 2018) and Zen and the Art of Fundraising: The Pillars in Practice (2019).

Kate Kaming

Kate Kaming is Senior Director for Cancer Development at Northwell Health, the largest healthcare provider in New York State, with 23 hospitals and more than 700 outpatient facilities in Long Island and NYC. Kate is the lead fundraiser for the Northwell Health Cancer Institute, where she has developed and implemented a multi-channel philanthropic program including grateful patient fundraising, major and principal gift program and third party fundraising. Kate has extensive experience in a variety of fundraising positions, most recently at Stony Brook Cancer Center. In 2013 she was hired as the inaugural Director of Development and was promoted to Senior Director of Development and External Relations for SBCC in 2016. In her time there, she raised more than $19 million for SBCC and built SB’s cancer development program. She raised funds for cancer research, clinical care and capital projects on the Stony Brook campus. Kate received her BA from the University of California, Berkeley in Anthropology/Medical Anthropology and is working on her MS in Technological Systems Management from Stony Brook University’s School of Engineering. Kate is also active in the National Association of Cancer Center Development Officers (NACCDO), where she co-chairs the principal and major gift affinity group.

Major and Blended Gifts

Life Events, We All Have Them! Turning Life's Transitions into Planned Gifts

Christianna Luy and Emanuel Kallina

Beginning to engage with donors in gift planning can feel overwhelming. It’s easy to feel confused by all the vehicles, legal language and incredible tax saving opportunities that can come from planned giving. How do you begin to step into gift planning conversations when this all feels so new and you still feel like you don’t know enough? Before you learn the ins and outs of every tool in the gift planning toolbox, you can spot life events that suggest an individual may be ready to make a planned gift. Hear of a donor who’s selling a business? Beginning succession planning? Getting divorced? Retiring? Planning for a non-citizen spouse or special needs child? These situations can be triggers to opening the door to a planned gift conversation. They can also be helpful in discerning when to begin working with a qualified tax attorney.

Learning Objectives

  • Identify "life events" that lend themselves to gift planning.
  • Engage conversations with donors around "life events."
  • Understand how to utilize "life events" and begin the gift planning process.

 

Christianna Luy

Christianna Luy, CFRE, is an Assistant Vice President with CCS Fundraising, the world’s largest fundraising consulting firm. She is currently serving as lead campaign counsel for the University of California Office of the President and has previously led capital campaigns, feasibility studies and development assessments in the health, human service, independent school and association nonprofit subsectors on both the east and west coasts. Prior to joining CCS, Christianna served in university advancement at two higher education institutions; with an international humanitarian aid organization; and a metropolitan center for nonprofit advocacy. Christianna holds degrees from the Indiana University Lilly Family School of Philanthropy and Taylor University.

Emanuel Kallina

Emanuel (Emil) J. Kallina, II was educated at Bowdoin College, the University of Maryland School of Law and New York University School of Law. He is licensed to practice law in Maryland and the District of Columbia, and is admitted to practice before the U.S. Fourth Circuit Court of Appeals, the U.S. District Court for the Districts of Maryland and D.C., and the U.S. Tax Court. While Emil focuses his practice on estate and charitable planning for high net worth individuals, he has practiced extensively over the years in the related fields of business law, corporate tax law, partnerships and real estate. Emil is a co-founder and member of the Board of Directors of the Planned Giving Design Center, a former member of the Board of Directors of the National Association of Charitable Gift Planners, former Chairman of the Government Relations Committee of CGP, a co-founder of the Chesapeake Planned Giving Council, Chairman of the Board and President of The James Foundation, a member of the Board of Directors of Search Ministries, Inc., a member of the Board of Directors of the Smith Barney Charitable Trust and a member of the boards of trustees or directors of a number of other non-profits. Emil has testified before the IRS and has worked extensively with the staff of the various Congressional committees regarding charitable legislation, and heads a national group of charitable giving practitioners that meets informally with the IRS to discuss ruling policy in the planned giving area.

Major and Blended Gifts

Listening for Black Swans: The Key to Larger Gifts

David Jones II

Many donors are reluctant to share important but sensitive family and financial information with their gift planner. Even when they are willing, donors may not know what information would be most helpful for the gift planner to know. This breakout session will emphasize how gift planners can learn to skillfully uncover critical donor information. The session will focus on listening for often over-looked key words and topics as the first step to uncovering "black swans"--clues that can dramatically increase the ultimate gift. In addition, this session will focus on easy-to-use words and phrases that can be used to leverage black swans into deeper, more meaningful gift conversations, and enhance the entire donor engagement process. Finally, attendees will have the opportunity to practice leveraging black swans using role plays, case studies and examples.

Learning Objectives

  • Describe how listening for specific information can lead to larger gifts.
  • List the three topics where "black swans" are typically found.
  • Apply the listening and questioning techniques in hypothetical scenarios.

 

David Jones II

Dave Jones joined UT as Director of Gift and Estate Planning in 2018. Prior to joining UT, Dave spent several years in wealth management and law as an estate planning attorney. At UT, he works with presidential level donors across campus on gift and estate planning strategies, and he directly supports the College of Natural Sciences and Dell Medical School. Dave earned his BS from Brigham Young University and his JD and LLM in Taxation from the University of San Diego School of Law. He also has his CFP® designation.

Major and Blended Gifts

Philanthropy for the Modern Family

Tia Graham

“I wish I could give but . . . . “ Fundraisers hear this phrase often, but may not be sure how to respond. All they hear is what sounds like a definite “no.” In this modern era, increasingly complex family structures are having an impact on giving decisions. Like many Americans, a great number of financially secure donors are taking on the responsibility of caring for adult children, aging parents and struggling siblings. Many of these donors want to do more to support your organization, but feel conflicted with meeting family needs first. What if your donors understood that they don’t have to choose? Gift planning options can help donors match their financial needs with their charitable goals. The key is knowing how to introduce the right vehicle(s) at the right time. This interactive and practical session will help you learn how to hear the cues and clues that signal a gift planning opportunity and propose options that will help keep the conversation going. By putting donor needs first, you will not only close larger gifts but also build philanthropic partnerships for life. Lead your organization by mastering the skills needed to grow philanthropy for the modern family.

Learning Objectives

  • Recognize the cues and clues that may mentally block a donor from making the gift of a lifetime.
  • Match a prospective donor's personal family needs with the right noncash gift and/or gift planning vehicle.
  • Explain the value of various gift planning options on the spot during face-to-face donor conversations.

 

Tia Graham

Tia J. Graham leads the gift planning team for the PBS Foundation. She has worked in the field of philanthropy for nearly two decades. Over this time, she’s had the pleasure of helping a diverse group of donors fulfill their passions for public media, higher-education, community philanthropy and medical research. Prior to entering the nonprofit arena, Tia worked as a financial reporting accountant and estate planning attorney. In these roles, she gained insights into the personal giving decisions made by people from varied socioeconomic and cultural backgrounds. Tia lives in Jersey City, New Jersey with her family. She holds a law degree from the University of Tulsa College of Law and a BS in Accounting and Finance from Northeastern State University. Tia is a member of the National Association of Charitable Gift Planners, American Bar Association, National Bar Association and Oklahoma Bar Association. She is a frequent speaker for professional development organizations and nonprofits.

Major and Blended Gifts | SUMMIT

Gift Acceptance Models that Work: Building on Opportunities for Non-Cash Gifts

Bryan Clontz

While the statistics show us that donors hold most of their assets in non-cash assets, it is difficult to find a model for non-cash gift acceptance ensures success in increasing gifts and avoiding liability. See how some of the country’s biggest (and smallest) charities are increasing their non-cash gifts. In this session, you’ll learn about several viable models for gift acceptance and the policies that you need for success.

 

Bryan Clontz

Bryan Clontz , PhD, CFP®, CLU®, ChFC®, CAP®, AEP®, RICP® is the founder and President of Charitable Solutions, LLC, specializing in non-cash asset receipt and liquidation, gift annuity reinsurance brokerage, gift annuity risk management consulting, emergency assistance funds as well as virtual currency and life insurance appraisals/audits. Bryan is the founder of the National Gift Annuity Foundation and the Dechomai Foundation, Inc. and Dechomai Asset Trust - two national donor advised funds focusing on non-cash assets generally and S-corp transactions, respectively. He has written dozens of articles as well as a book released last year, Charitable Gifts of Noncash Assets.

Major and Blended Gifts | SUMMIT

The Moment the Magic Happens: Integrating the Gift Planning Conversation Into the Fundraising Team

Kathryn Miree and Stacy Sulman and Jon Kraus

Gift planning is not just about deferred gifts—it’s about planning every gift in a way that maximizes the benefits and goals of the donor and creates the greatest impact on the charity. So, it’s a conversation that should be going on across the organization. In this panel discussion, learn how to make the gift planning magic happen! We will look at successful models for integrating the gift planning conversation throughout the fundraising team and the benefits of those models, from the perspective of a long-term consultant who has coached organizations to success and two nonprofit leaders who manage successful models in their shops.

 

Kathryn Miree

Kathryn W. Miree has more than 30 years experience working with nonprofit organizations and nonprofit boards. Kathryn is President of Kathryn W. Miree & Associates, Inc., a consulting firm located in Birmingham, Alabama, that works with boards and staff of nonprofits and foundations to build fundraising platforms and establish fundraising strategies. She received her undergraduate degree from Emory University and her law degree from The University of Alabama School of Law. She spent 15 years in various positions in the Trust Division of AmSouth Bank before joining Sterne, Agee & Leach to established its trust company and serve as its President & CEO. In 1997 she established Kathryn W. Miree & Associates, Inc.

Stacy Sulman

Stacy B. Sulman is Vice President for personalized philanthropy at the American Committee for the Weizmann Institute of Science, where she has worked for more than 11 years. She oversees planned giving, the organization’s loyalty and legacy societies, bequest and gift annuity administration and other areas. Previously, Stacy served as associate director and general counsel for the Jewish Community Foundation of MetroWest, New Jersey. Stacy teaches planned giving at New York University’s Heyman School for Philanthropy and Fundraising and speaks on various aspects of planned giving to local, regional, and national groups. She has also taught at the University of Arizona College of Law. Stacy serves as president of the Philanthropic Planning Group of Greater New York and as a member of the Goucher College Hillel Board. She has also served on the board of directors of Daughters of Israel Geriatric Center. Stacy received her JD from the University of Arizona College of Law and her bachelor’s degree from Bryn Mawr College. She also spent a graduate year at the Hebrew University of Jerusalem as a Raoul Wallenberg Scholar.

Jon Kraus

Jon Kraus is Director of Development-Gift Planning for the University of Denver, where he works with donors, advisors and university partners to explore options for making tax-wise gifts that can have the most impact possible on the university and our students. Previously, Jon was Director of Development for the Daniels College of Business at the University of Denver from 2013 to 2015. Jon has 15 years' experience in financial planning and nonprofit development at various for-profit, nonprofit and educational institutions in Denver and Boston. He earned a BS in Business Administration from the University of Denver and a Master's of Nonprofit Management from Regis University.

This conference teaches me how to talk to my donors and gives me the technical behind the scenes skills that give me the confidence in front of smart people who have smart goals for their philanthropy.
CGP Conference
October 7-9, 2020
Presented Online
Register Now