Program Administration and Management

Accepting Complex Gifts of Real Estate: A Builder's Guide

Jonelle Beck and Sheila Hard

Thursday, October 18, 10:00 – 11:00 a.m.

Advanced

Our Real Estate Gift Acceptance Procedure Manual was born out of necessity. This workshop will cover each phase of the acceptance process using examples from the recent gift of a retained estate for a term of years. We will take participants step by step from the beginning (initial donor interaction or proposal) through the “finish-line” (recording the deed and beyond). Phase one, the introduction, will cover how to have and document clear and consistent communication with the donor throughout the entire transaction; phase two will define due diligence and explain the importance of receiving conditional acceptance from leadership; and the final phase explains how to successfully close the real estate gift. Significant focus will be given to the importance of continuous donor communication, the gathering of key information and documents using templates, the importance of due diligence including utilizing real estate professionals such as brokers, title companies and appraisers, as well as how to create an organizational work-flow chart and template documents.

Learning Objectives

  1. Phase I – Participants will understand why consistent and clear communication with the donor regarding expectations and anticipated outcomes for real estate gift is critical.
  2. Phase II– Participants will learn the importance of vetting the potential gift of real estate, performing due diligence and obtaining the conditional acceptance from leadership.
  3. Phase III – Participants will learn how to successfully close a real estate gift and how to administer the post-acceptance process.

 

CFRE: Approved for 1 point  

CFP: Approved for 1 point  

CAP: Approved for 1 hour CE Credit

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Jonelle Beck

ASSISTANT GENERAL COUNSEL, TRUSTS & ESTATES; EXECUTIVE DIRECTOR, OFFICE OF ESTATE & GIFT PLANNING, UNIVERSITY OF THE PACIFIC

Jonelle serves as Executive Director of Estate & Gift Planning and Assistant General Counsel for Trusts and Estates at University of the Pacific. In her role as Executive Director, she oversees the planned giving department supporting three University campuses—Stockton, Sacramento and San Francisco. Her team uses complex trusts and real estate gift structures to secure long-term gifts for the University. In her role as Assistant General Counsel for Trusts and Estates, she manages open estate, trust and probate matters where the University is trustee and/or beneficiary.

Jonelle's previous experience includes 17 years in private practice handling estate planning, business and real estate matters. Jonelle has over 19 years of real estate experience and held a California Broker's License until 2013. In addition to the San Joaquin County Bar Association, Jonelle is a member of the State Bar of California, San Joaquin Estate Planning Council and the Planned Giving Forum of Greater Sacramento. She received her J.D. from University of the Pacific, McGeorge School of Law in 2000 and was admitted to the Order of Barristers that same year. Originally from Stockton, Jonelle is enjoying being back in her hometown with her husband and two children.

Sheila Hard

SENIOR PLANNED GIVING OFFICER, UNIVERSITY OF THE PACIFIC

Sheila A. Hard has over 30 years’ experience in charitable gift planning. She began her career in the University of California system-wide Office of Development Policy and Administration, where she edited a policy and procedures manual. Her fundraising positions have included Associate Director of Planned Giving for UC Berkeley; Executive Director of the Episcopal Foundation of Northern California; Director of Planned Giving at California State University, Sacramento; and Director of Gift Planning at the University of New Mexico Foundation. She currently serves part-time as Senior Planned Giving Officer at the University of the Pacific (UoP). Sheila received her J.D. from UoP’s McGeorge School of Law in 2009. While in law school she served as a consultant and wrote and produced an e-bulletin aimed primarily at professional advisors.

 

 

 

 

Program Administration and Management

"Sorry, We Really Can't Accept Your Mouse Trap!"  Candidly Exploring the Acceptance and Counting of Unique, Complex and Special Planned Gifts

Philip Watson

THURSDAY, OCTOBER 18, 11:30 A.M. – 12:30 P.M.

Intermediate

What makes for a good planned gift to your organization? It might surprise some donors what your gift planning shop can and cannot accept, and what you actually consider to be a planned gift. It’s often a tough conversation that charities must have with a donor and his/her advisor who simply want to support the organization with a “special” gift. Current or deferred gifts of cash and marketable securities are always welcome! But, what about all of those other special, complex or unique gifts—real estate, life estates, life income arrangements, artwork, coin collections, farm equipment, contingent gifts, bargain sales, shared interests, negligible future interests and much more? What do you really need to do before you can say yes to those gifts?

In this light-hearted, fast paced exploration of what makes for good gift acceptance and counting policies, you’ll see why they are so important to charitable organizations that want to be grateful and discerning in encouraging creative philanthropy. Learn what’s needed to accept and count the right planned gifts in the right way so that your donors’ creativity can pay off for your organization.

Learning Objectives

  1. Create a sound rationale for how special, complex, or unique gifts can be accepted by your charity.
  2. Clarify how and why good gift acceptance policies can guide the conduct of donors, advisors and charities.
  3. Identify best strategies for spotting red flags and responding to your donors' gift inquiries.

 

CFRE: Approved for 1 point  

CAP: Approved for 1 hour CE Credit

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Philip Watson

MANAGING DIRECTOR OF PHILANTHROPIC GIFT PLANNING, CHILDREN'S MERCY KANSAS CITY

Phil is responsible for the management and leadership of the Gift Planning team as it builds and sustains a strong culture of gift planning for donors and friends of Children’s Mercy in creating blended, tax-advantaged and meaningful gift plans to support children and families served by the hospital. He has enjoyed more than 35 years of experience in charitable gift planning, financial and estate planning, trust and investment administration and sales, and advancement and endowment administration. Before coming to Children’s Mercy, Phil served as Director of Planned Giving/Major Gifts at the University of Missouri-Kansas City and as Vice President for Advancement at Avila University. He also enjoyed 17 years working with several trust departments, including serving in the position of Senior Vice President and Manager at BANK IV Kansas City.

Phil is a former President and is an active member of the Mid-America Planned Giving Council. He is a former Certified Financial Planner, holds Bachelors and Masters degrees from The University of Kansas, and has provided fundraising consulting services regionally. He has presented programs to the national Woodmark Summit conference of children's hospitals and local charitable gift planning professional groups on various subjects, including best ways toask for major/planned gifts, identifying great gift planning prospects, creating collaborative work environments, strengthening donors’ financial plans through charitable giving, making gift planning easy, and creatingeffective gift acceptance and counting policies.

Program Administration and Management

A Very Significant Donor Just Died. Now What?!?!

Fredrick Weber

THURSDAY, OCTOBER 18, 2:00 – 3:00 p.m.

Intermediate

Your organization has spent years, perhaps decades, cultivating a large estate gift from a generous and reliable donor who has recently died. You attended the funeral, comforted the family and expressed your gratitude along with your condolences. Several weeks have now passed and you have heard nothing from the executor, the trustee or the attorney. Now what? Estate and trust gifts come in all shapes, sizes and degrees of difficulty. Executors, trustees, and the attorneys who represent them come with a wide range of fiduciary expertise, work ethic, level of transparency, attention to detail, commitment to the job, and independence. Charities, while typically very worthy of a deceased donor’s support, are sometimes viewed by the donor’s family with indifference, suspicion and on occasion, outright hostility. Circumstances can be made even more challenging when an indifferent or hostile family member also happens to be the fiduciary responsible for the delivery of a charitable bequest. This presentation will explore some “ripped-from-the-headlines” case studies designed to illustrate some of the obstacles to productive working relationships among charitable beneficiaries and fiduciaries following the death of a donor, and how to avoid those obstacles, work around them and ultimately overcome them.

Learning Objectives

  1. Provide an overview of death-related administration of estates and trusts for planned giving and development professionals.
  2. Share tips and tricks for developing and maintaining productive working relationships with fiduciaries responsible for the administration of estates or trusts that include gifts to your organization.
  3. Gain a better understanding of the rights and responsibilities of charities during death-related administration and how best to exercise those responsibilities and assert those rights as necessary to protect the interest of your organization.

 

CFRE: Approved for 1 point  

CFP: Approved for 1 point  

CAP: Approved for 1 hour CE Credit

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Fredrick Weber

SR. VICE PRESIDENT AND ESTATE SETTLEMENT SERVICES PRACTICE LEAD, NORTHERN TRUST COMPANY

Fred Weber leads the Estate Settlement Service Practices for Northern Trust Company’s Central Region. Fred’s team handles death-related administration of estates and trusts when Northern Trust acts as a fiduciary for clients who have died. Fred previously worked for another corporate fiduciary, and before that, spent several years in private law practice as a trust, estate and probate attorney. Fred also worked as a planned giving officer for a large public charity, and before law school, he worked in Washington, DC, as an aide to the late U.S. Senator Paul D. Wellstone (D-MN). Fred has presented to the Illinois Institute for Continuing Legal Education (IICLE), the American College of Trust and Estate Counsel (ACTEC), the Chicago Estate Planning Council and the Minnesota Planned Giving Council. Fred is an adjunct professor at John Marshall Law School, where he teaches a course on death-related administration of estates and trusts. Fred is a board member and past president of Shalva: A Response to Domestic Abuse in Jewish Homes. Fred received his B.A. from the University of Minnesota and his J.D. from DePaul University College of Law. He is licensed to practice law in Illinois.

Program Administration and Management

Stuck in the Middle with You:  Donor, Planner, Business Officer

Christopher Kelly and Melanie Norton

THURSDAY, OCTOBER 18, 3:30 – 5:00 p.m.

Intermediate

Artful negotiation doesn’t apply only to the closing of a great gift. Sometimes negotiating a complex, blended or even standard gift with internal partners can be an equal challenge. This highly-interactive session explores the important aspects of the gift process from the lens of the person making the gift, the person closing the gift, and the partner on the inside tasked with counting the gift. How can effective communication and greater transparency promote a deeper understanding of the perspective each partner brings? What are the special considerations necessary to make certain there are no surprises along the way for the donor or the organization/institution? How do elements such as changes in the tax code and gift counting policies impact the planning and gift process? And how can the receipting, counting and recognition processes create a gift that feels like a remarkable win for all parties involved? Attendees will leave this session with a deeper understanding of the key concerns important to each partner, and helpful tips to “bridge the GAAP” between the donor and the business office. Learn how a better understanding and artful negotiation can turn adversaries into advocates, better supporting your organizational/institutional goals and creating a more rewarding work environment.

Learning Objectives

  1. Gain a deeper understanding the potential gift, receipting and recognition issues from the perspective of all three partners, from the person making the gift to the person counting it on the nonprofit’s side.
  2. Develop a better understanding of “the language of giving” from the partner constituencies, including who should be at the table for various aspects of the gift discussions and considerations, and how to break the language barriers through good processes.
  3. Acquire helpful tips for negotiating and securing a gift that all parties can celebrate as a win for your institution/organization.

 

CFRE: Approved for 1.5 points

CFP: Approved for 1.5 points 

CAP: Approved for 1.5 hours CE Credit

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Christopher Kelly

DIRECTOR OF DEVELOPMENT, PLANNED PARENTHOOD OF MICHIGAN

Christopher L. Kelly, is the Director of Development for Planned Parenthood of Michigan. He brings more than 28 years of experience in trust, estate and philanthropic planning from his previous positions, most recently the Vice President and Planned Giving Product Specialist with PNC Institutional Asset Management. Prior to joining PNC, Chris served with the Comerica Charitable Services Group as Vice President and Senior Philanthropic Advisor, Chair of the Grant Committee and President of the Comerica Charitable Trust and Comerica Legacy Foundation, with a combined value of $120 million+. He served in a similar role with Merrill Lynch Trust Company Center for Philanthropy as Senior Philanthropic Consultant and Manager of the Merrill Lynch Community Foundation Alliance, a program he grew to over 225 community foundations across the United States and approximately $1.3 billion+ of assets. He is a frequent guest speaker at conferences, educational programs and donor seminars across the country. He is a member of the Planned Giving Roundtable of Southeast Michigan, the Past President of the Council Board, Leave-A-Legacy Chair and is now Chair of the mentoring program. He served on the bational board of the National Association of Charitable Gift Planners and was the Chair of the 2013 National Conference in Minneapolis. Chris was a professional opera singer, debuting with the Michigan Opera Theatre in Detroit, Michigan, and has performed with various opera companies and orchestras throughout the United States and in Europe.

Melanie Norton

FOUNDER AND LEAD CONSULTANT, NORTON PHILANTHROPIC COUNSEL

Melanie J. Norton is the founder and lead consultant for Norton Philanthropic Counsel (NPC), a full-service philanthropic consulting firm in Indianapolis, Indiana, dedicated to highly-customized and relationship-focused strategies that blend the art and science of philanthropy to promote client success. Prior to the launch of NPC, Melanie was most recently the Vice President for Development and Alumni Engagement at DePauw University, where she led a team of 40 full-time professionals to a successful $320 million comprehensive campaign nearly two years in advance of the targeted campaign end. Melanie was previously a consultant with Johnson, Grossnickle and Associates, consulting on all phases of philanthropic work, and also spent eleven years in leadership roles in gift planning and major gifts for DePauw and Franklin College. Melanie’s first career was at Fifth Third Bank where she served as an AVP in the Retail and Trust Investment Advisors divisions for seven years. Melanie is a Certified Fundraising Executive (CFRE) and holds an M.B.A. from the Kelley School of Business at Indiana University and a B.A. in business from Franklin College. She was the 2016 national chairman of the board for the National Association of Charitable Gift Planners and is also a past president and former board member for the Planned Giving Group of Indiana, as well as the Rotary Club of Indianapolis Sunrise. Melanie also served on the board of the Independent College Advancement Associates as well as several other volunteer and social service organizations.

Program Administration and Management

Charitable Bequest Administration: A Panel Discussion

Andrew Fussner, Beth Ridout, Meika Slotsema, and Stacy Sulman

Friday, October 19, 10:00 – 11:00 a.m.

Intermediate

Panelists with wide-ranging experience in charitable bequest administration will share their insights and comment on current trends they are seeing on the estate settlement side of gift planning. The majority of the session will be devoted to audience questions and answers on all topics related to bequest administration. Pick up some tips and tricks (and do some networking) so that all of your organization's hard work on gift planning doesn't go to waste on unrealized bequests and other testamentary gifts.

Learning Objectives

  1. Learn about current trends that are being seen in the bequest administration process.
  2. Develop techniques for dealing with common bequest administration issues.
  3. Network with others who may represent charities named as beneficiaries in the same will or trust as your organization.

 

CFRE: Approved for 1 point

CAP: Approved for 1 hour CE Credit

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Andrew Fussner

VICE PRESIDENT OF ESTATE SETTLEMENT, AMERICAN HEART ASSOCIATION

Andrew Fussner currently serves as the national Vice President of Estate Settlement for the American Heart Association and oversees the administration of $75 to $100 million in bequest assets annually for the organization. He is based in St. Petersburg, Florida. Before assuming his current position he served as the Vice President of Planned Giving for the AHA’s Florida Affiliate and as the AHA’s Director of Planned Giving for the west coast of Florida. Prior to joining the AHA, Mr. Fussner was an attorney with the Tampa office of the national law firm of Foley & Lardner. He specialized in estate planning, probate/trust administration and tax law. He holds his law degree from the University of Florida. He also obtained a B.S. in Accounting and a B.A. in Political Science from the University of Florida.

Beth Ridout

DIRECTOR OF ESTATE ADMINISTRATION, THE NATURE CONSERVANCY

Beth Ridout is the Director of Estate Administration for The Nature Conservancy and has been with the organization for 13 years. She was previously a high net worth Trust Officer at Merrill Lynch, where she helped clients plan their philanthropy and saw charitable giving from their perspectives. She has a J.D. from the University of Pittsburgh and a B.S. in accounting. Beth lives in Marin County, California. but her team is located at The Nature Conservancy headquarters in Arlington, Virginia.

Meika Slotsema

ASSISTANT GENERAL COUNSEL AND DIRECTOR, TRUST & ESTATE ADMINISTRATION, ALZHEIMER’S ASSOCIATION

Meika B. Slotsema is the Assistant General Counsel and Director, Trust & Estate Administration at the Alzheimer’s Association. During her seven years with the Alzheimer’s Association, Meika has been in charge of overseeing all of the organization’s planned gift administration nationwide. Meika works closely with major and planned gift officers, donor services, and the finance department for complete gift oversight and financial audit compliance. While at the Alzheimer’s Association, Meika has helped develop a new donor database system (CRM) for estate administration and designed and executed new gift reporting and tracking systems. Meika also oversees all estate litigation matters, reviews contracts and advises on HR and trademark matters, along with other general counsel duties.

Prior to joining the Alzheimer’s Association, Meika spent 6 years in private practice drafting client estate plans, working on estate and trust administration, and estate and commercial litigation cases. Meika received her law degree from Chicago-Kent College of Law IIT and a Bachelor’s degree in Business Marketing from Trinity Christian College.

Stacy Sulman

VICE PRESIDENT, AMERICAN COMMITTEE FOR THE WEIZMANN INSTITUTE OF SCIENCE

Stacy B. Sulman, J.D., is the Vice President for Personalized Philanthropy and Legal Affairs for the American Committee for the Weizmann Institute of Science. In that capacity, Stacy oversees bequest and gift annuity administration, planned giving fundraising, outreach, and marketing, loyalty and legacy societies, gift agreements and compliance, government and foundation grants, among other areas in law and planned giving. Previously, Stacy served as Director of Gift Planning for Weizmann, and as Associate Director and General Counsel for the Jewish Community Foundation of MetroWest, New Jersey. Stacy currently teaches planned giving at New York University’s Heyman School for Philanthropy and Fundraising. She serves as Vice President of the Philanthropic Planning Group of Greater New York. Stacy received her JD from the University of Arizona College of Law and her Bachelors Degree from Bryn Mawr College.

Program Administration and Management

Calming Troubled Waters: Eliminate Delays When Requesting IRA Death Proceeds

Johni Hays

FRIDAY, OCTOBER 19, 11:30 A.M. – 12:30 P.M.

Intermediate

Has your nonprofit bumped into road blocks while attempting to receive IRA death proceeds from a donor? Have IRA administrators delayed the death claim process by requesting more and more forms from you? Or, has your nonprofit been required to set up an entirely separate, second account just to get the proceeds? Did you experience IRA administrators asking for driver’s licenses, Social Security numbers, net worth, or other personal information about your officers or board members while telling you (erroneously) the Patriot Act requires you to provide it? This process has gotten completely out of control over the last few years. What was once a simple practice of providing a death certificate and receiving your share of the IRA within 30-60 days has now turned into an onerous and laborious procedure. Do you want to know how to avoid all this? We’ve shared these situations with the Senate Finance Committee and requested IRS involvement to fast-track death benefits for charities. Join us for the update on how this will get your nonprofit its money faster. Get the latest details here.

Learning Objectives

  1. Learn a step-by-step process to successfully and quickly receive IRA death proceeds for your charitable organization.
  2. Learn the outcome of efforts to approach the Senate Finance Committee asking for an IRS ruling/procedure to fast-track payments to charities.
  3. Learn how to negotiate with IRA administrators to bypass the "inherited IRA account" step and move straight to an immediate, lump sum payment.

 

CFRE: Approved for 1 point

CFP: Approved for 1 point  

CAP: Approved for 1 hour CE Credit

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Johni Hays

SENIOR VICE PRESIDENT, THOMPSON & ASSOCIATES

With 25 years of experience as a practicing attorney in charitable and estate planning, Johni Hays is a recognized expert on the subject of charitable gift planning. Johni served as the president of the Charitable Estate Planning Institute and she is the author of the book, Essentials of Annuities and co-author of the book, The Tools and Techniques of Charitable Planning. Johni served on the editorial advisory board for the books Tax Facts on Investments and Tax Facts on Insurance and Employee Benefits. She serves as a founding charitable planning author of Steve Leimberg’s electronic newsletter service, LISI. Johni has been quoted in the Wall Street Journal and has published charitable planning articles in Estate Planning Magazine, Planned Giving Today, Fundraising Success, Life Insurance Selling and theNational Underwriter magazines.

Johni is in demand as a national lecturer on estate and charitable planning, probate, living wills, annuities, life insurance, retirement planning and IRAs, as well as income, estate and gift taxation. Johni has been engaged in the practice of law with an emphasis in charitable and estate planning since 1993. She graduated cum laude with a Juris Doctor degree from Drake University in Des Moines, Iowa, in 1993. She also holds a Bachelor of Science degree in Business Administration from Drake University and graduated magna cum laude in 1988. Johni has been a member of both the Iowa Bar and the Florida Bar since 1993. She resides in Johnston, Iowa, with her husband, Dave Schlindwein.