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.

Planned Gift Tech

Vehicles and assets, timing and taxes—these are the interlocking gears that set planned gifts apart from current gifts of cash. In these sessions, expert presenters explore the fundamentals and creative applications of planned gift vehicles.  

Planned Gift Tech

Mine Your Own Business! Employing Your Data, Discovering Prime Prospects

Matt Borden

Data is the future of gift planning and the most powerful data set is the one you already have. In this session, gift planners will learn how Miami University looked beyond the traditional numerical indicators of planned giving prospects (such as age, years of consecutive giving, and total lifetime giving) and developed a qualitative data model to uncover a new planned giving pipeline of 500+ prime prospects by discovering key phrases that highlighted previous planned gift conversations recorded in its CRM database. The first part of this session will focus on how organizations traditionally use data and how Miami has broadened its focus to include qualitative data mining. We will look at how Miami planned its data collection and mining tool and determined how to target certain pieces of information. We will also look at how contact reports are entered by gift officers, what phrases do and do not evince a planned giving conversation and how to prevent noise and false flags in your final report. Second, we will discuss how to organize your data output and make it both digestible and actionable. This will include sharing our successes at Miami in utilizing the list to prioritize new prospects and how we discovered a pipeline of new prospects and new gift commitments. We will also share how we learned to use our new data model as a management and coaching tool for other gift officers who are having planned giving conversations with prospects.

Learning Objectives

  • Understand the power of qualitative data in reporting/CRM systems and how to use that data for your advantage.
  • Identify key phrases that indicate a planned giving conversation has been initiated and learn to prevent noise and false flags.
  • Build a data model that makes qualitative data digestible and actionable.

 

Matt Borden

Matt Borden currently serves as the Associate Director of Gift Planning at Miami University. He hails from Columbus, Ohio, and holds a JD, M.P.A., and BA from The Ohio State University. Before landing at Miami, Matt was a staff attorney at the Ohio State University Moritz College of Law and also served in several roles at several nonprofit organizations in Miami, Florida. In addition to serving in his role at Miami University, Matt also serves in a volunteer capacity as the Vice President of Programs and legal officer for Give Back Cincinnati, a volunteerism nonprofit based in Cincinnati, Ohio.

Planned Gift Tech

Conversion of Planned Gifts from Revocable to Irrevocable: Issues and Opportunities

Philip Purcell

A significant percentage of planned gifts that are deferred are revocable. These revocable gifts include estate provisions in a will or trust as well as beneficiary designations of retirement plans, payment on death of bank or stock accounts and other techniques. This session will provide an overview of these techniques and their importance in the achievement of annual and campaign goals. At the same time, many organizations prioritize irrevocable deferred gifts for a number of reasons. First, irrevocable gifts offer enhanced likelihood of receipt. Further, these gifts may be displayed on financial statements. Some types qualify for federal income tax benefits. As a result, the potential of conversion of revocable to irrevocable gifts may be a helpful strategy to consider for selected donors. This session will explore aspects of converting revocable to irrevocable gifts primarily through the use of irrevocable testamentary pledges or contract to make a will. While prominently included in the category of irrevocable deferred gifts in the Guidelines for Reporting and Counting Charitable Gifts, this technique is often under-utilized.

Learning Objectives

  • Analyze the relative value to an organization of revocable and irrevocable gifts.
  • Undertand the legal and tax ramifications of converting revocable gifts to irrevocable using techniques such as contract to make a will.
  • Learn the mechanics of converting a revocable gift to irrevocable with a contract to make a will or other technique.

 

Philip Purcell

Phil Purcell currently serves as Senior Counsel for Philanthropy on behalf of the Fellowship of Catholic University Students where he assists fifteen major gift officers engaged in a $250 million campaign with a $100 million goal for planned giving. He is Senior Consultant and the lead planning attorney for the Heaton Smith Group, a national charitable and estate planning consulting firm. He also serves as Editor for Planned Giving Today, a monthly national publication. Phil is lead legal advisor for the national Community Foundation Legal Help Desk. He teaches courses on law and philanthropy, nonprofit organization law and planned giving as adjunct faculty for the Indiana University Maurer School of Law and Lilly School of Philanthropy and The Fundraising School. He also serves on the faculty of the American Institute for Philanthropic Studies. He has spoken for over 25 years to local, regional and national conferences on planned giving. Phil serves as Vice Chair of the Legislation Committee of the American Bar Association’s Charitable Giving and Organizations Group and as a member of the Tax-Exempt Organization Advisory Council for the Internal Revenue Service. He serves on the board of directors of the American Council on Gift Annuities and formerly on the board of directors for the National Association of Charitable Gift Planners, Charitable Gift Planning Group of Indiana, and Association of Fundraising Professionals - Indiana Chapter. Phil received his BA degree from Wabash College (magna cum laude) and his JD and MPA. degrees (with honors) from Indiana University.

Planned Gift Tech

What’s in a Higher Rate? Understanding Deferred Gift Annuities

Mark Ladendorf and Damon Whelchel

Younger donors who want to support your charitable organization and supplement income in retirement are often good prospects for a deferred gift annuity. If the gift is large and the deferral period is lengthy, the offered rate can appear to be so high that an institution might decline the gift because it is deemed too risky. Yet, the American Council on Gift Annuities suggested rates for deferred gift annuities are based on the same rate schedule used for current gift annuities rates and the same 3.25% net return assumption applied over the deferral period. Since the rates for current and deferred gift annuities are based on a consistent methodology, is there a need to think about deferred gift annuity contracts differently than current contracts? Are deferred gift annuities inherently more risky than current gift annuities because of the higher rate or are they less risky because of the deferral period? How should we think about risks and what do we mean by “more risky?" In this session we will share our findings regarding the risks and opportunities associated with deferred gift annuities from an investment analysis as well as the data from experience with gift annuities across our clients.

Learning Objectives

  • Identify the key benefits to both donors and institutions that deferred gift annuities offer.
  • Understand how deferred gift annuity rates are calculated and how we should think about the rates offered on deferred gift annuities in relation to rates for immediate gift annuities.
  • Have a deeper understanding of the risks inherent with deferred gift annuities to the institution, how to evaluate them, and how to manage them.

 

Mark Ladendorf

Mark Ladendorf, Senior Relationship Manager at TIAA Kaspick. Prior to joining Kaspick in 2008, he was President and CEO of The Lutheran Hour Ministries Foundation and Director of Advancement for Lutheran Hour Ministries in St. Louis, MO. Mark has more than 25 years of experience in gift planning and fundraising management. He has served on the national board of the Association of Lutheran Development Executives and as co-chair of the 2007 International Educational Conference. He received a BA in Economics and International Studies from American University, Washington, DC, and an MA from Washington University, St. Louis, MO.

Damon Whelchel

Damon L. Whelchel is Senior Director, Investment Management, at TIAA Kaspick. He has over 25 years of investment experience. His responsibilities include advising nonprofit organizations on investment policy, asset allocation, portfolio design and manager selection and oversight. He has spoken at national seminars and conferences on investments, portfolio design and risk management. Prior to joining TIAA Kaspick in 1997, Damon worked as an economic and financial markets analyst at Wells Fargo Capital Management and Treasury market analyst at MMS International/Standard and Poor’s. He holds a BA in Economics from Gustavus Adolphus College and an MS in Economics from Purdue University. He was awarded the CFA charter in 1997 by the CFA Institute and the CAIA charter for alternative investments in 2010 by the CAIA Association.

Planned Gift Tech

Meet the Reversionary CLAT (or "iCLAT") – Immediate Income Tax Savings for Future Annual Gifts

Brad Gornto

While "reversionary" CLTs (or iCLATs) have been around for 40+ years, they are still relatively unknown in the planned giving world. At best, most professionals simply assume that iCLATs pose the same complexity, donor planning complications, and "allied professional hurdles" before ultimate consummation as traditional CLTs. NOTHING COULD BE FURTHER FROM THE TRUTH. iCLATs are simple charitable giving tools. They provide for IMMEDIATE income tax savings for future annual gifts--that is their SOLE purpose. They have nothing to do with saving estate taxes or estate planning. The current income tax and estate tax environment, coupled with the continuing historically low IRS 7520 rate, make iCLATs a compelling tool for annual givers (both current and prospective) to consider. All attendees will leave this breakout session with a solid foundational understanding of this too-often ignored tool. They will have "a new arrow in their charitable giving quiver" to add value to their donors or clients.

Learning Objectives

  • Understand the "reversionary" CLT (aka an "iCLAT"), which is much simpler than traditional CLTs designed for more complicated wealth transfer objectives.
  • Understand the "nuts and bolts" of an iCLAT - What is it? Who can most benefit from it? How does it work? Why is 2020 the time to establish it?
  • Learn the two very common donor scenarios when an ICLAT works tremendously well and will add great value and tax savings to an annual donor (current or prospective).

 

Brad Gornto

For nearly 20 years, Brad Gornto has practiced law throughout Florida in the areas of complex estate and charitable planning, business law, probate and trust administration and income tax planning. In addition to his law practice, Brad is the President of Effectual Giving, LLC, which is a professional consulting firm that assists charitable organizations, philanthropic families and allied professionals across the country in the actual implementation of planned giving solutions and donor-specific recommendations. Brad earned his undergraduate degree (Marketing) from Florida State University in 1995, his JD from the University Of Florida College Of Law in 1998, and his Masters in Taxation (LLM) from the University Of Miami School Of Law in 2000. As a volunteer, Brad is current President and Board Member of the Charitable Gift Planners of Central Florida and Development Advisor to the Board of Directors for the C.S. Lewis Study Center based in Northfield, Massachusetts. Brad is a past President of the Estate Planning Council of the Fun Coast, Inc. (Volusia, Flagler and St. John’s Counties). Brad is also an active member of his local church and various Christian ministries.

Planned Gift Tech

The Deep Dish on Gifts of Real Estate

Lynn Ierardi

Real estate assets represent the largest portion of wealth in the United States, yet too many organizations are not equipped to cultivate and solicit gifts of real estate. This session will provide you with the tools and information necessary to secure a slice of that deep dish pie for your organization. We’ll look at conversation clues, due diligence, gift vehicles, policies, resources and pitfalls. Will it be Giordano’s or Lou Malnatti’s?

Learning Objectives

  • Identify clues, especially in donor conversations, that suggest opportunities for gifts of real estate.
  • Communicate effectively and comfortably about the various real estate gift vehicles as part of a donor-centered strategy.
  • Increase cultivation, solicitation and stewardship of real estate gifts for your program.

 

Lynn Ierardi

Lynn Malzone Ierardi, JD has been in the estate and gift planning field for more than 30 years. She is a leader in the charitable planning community and recently completed a term as 2019 Board Chair of the National Association of Charitable Gift Planners. She’s a member of CGP's Leadership Institute and has served as a leader for the local CGP Councils in New Jersey and Greater Philadelphia for more than two decades. Lynn’s recently published book, Storytelling: The Secret Sauce of Fundraising Success, includes a foreword written by esteemed colleague Professor Russell James. As a dynamic and highly rated speaker, Lynn has presented at conferences, meetings and webinars throughout the country on a variety of charitable planning topics, including storytelling. She is passionate about helping nonprofit organizations to secure significant gifts using the right assets, and the right structures. Lynn has served as Director of Gift Planning for the University of Pennsylvania since 2005 and as an independent gift planning consultant (GiftPlanningAdvisor.com) since 2002. Her experience includes gift planning positions in health and higher education, as Vice President with the Merrill Lynch Center for Philanthropy, and the practice of estate planning and real estate law. Lynn is a graduate of Lycoming College and Fordham University School of Law.

Planned Gift Tech | SUMMIT

The SECURE Act: New Rules and New Charitable Strategies for IRAs

Christopher Hoyt

The SECURE Act shortened the time period over which inherited IRAs can be paid to beneficiaries to generally ten years. This has increased interest in the charitable use of retirement assets, particularly charitable remainder trusts and charitable gift annuities that can benefit family members for more than ten years. Learn all of the new rules and the new estate planning strategies, plus changes that affect lifetime Charitable IRA Rollover gifts.

 

Christopher Hoyt

Christopher Hoyt is a Professor of Law at the University of Missouri Kansas City) School of Law where he teaches courses in the area of federal income taxation, charitable organizations and retirement plans. He received an undergraduate degree in economics from Northwestern University and he received dual law and accounting degrees from the University of Wisconsin. Chris has served as a leader of the Charitable Group (Section of Trusts and Estates - American Bar Association) and he serves on the editorial board of Trusts and Estates magazine. He is an ACTEC fellow and has been designated by his peers as a "Best Lawyer." He was elected to the Estate Planning Hall of Fame by the National Association of Estate Planners & Councils.

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