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2017 MPGC Annual Conference

St. Paul RiverCentre
175 W Kellogg Blvd, St Paul, MN 55102
(651) 265-4800

Parking, directions and map for the Saint Paul RiverCentre

#MNPGC2017

MPGC's 41st Annual Conference & Brisk Walk
November 14-16, 2017
St. Paul RiverCentre



Agenda

Tuesday | Wednesday | Thursday

Tuesday, November 14

8:00 am – 4:30 pm 

Wednesday, November 15

7:30 – 8:30 am
Registration, Continental Breakfast & Exhibitors

8:30 – 9:45 am 

Career Lessons Learned from 25 Years in the Gift Planning Trenches: aka Planned Giving Comedy Hour
Bryan Clontz, Charitable Solutions, LLC

This talk is a no-holds-barred comical jaunt through a series of career vignettes designed to illicit laughter, pondering and fair amount of wincing. But nestled within the various stories, there will be key nuggets for personal and career improvement so that attendees can serve their donors better. Hopefully, participants will avoid just one of the situational disasters that, for some cosmic reason, have become Bryan’s specialty… so sit back, relax and enjoy.


9:45 – 10:15 am 
Break with Exhibitors

10:15 – 11:15 am
Breakout Series A

1.1 Creative Charitable Planning with Noncash Assets (Intermediate)
Bryan Clontz, CFP®, CLU, CHFC, CAP, AEP, President, Charitable Solutions, LLC

How would you help a client who wants to donate farmland, mineral rights or a vacation home to charity?  Non-cash assets such as real estate, closely held stock, and collectibles are estimated to be a $40-$60 trillion market; yet non-cash assets represent less than 8% of all charitable gifts.  Having a thorough understanding of charitable planning techniques is critical when assisting affluent donors/clients with charitable giving and tax planning.  Bryan Clontz will cover how to maximize deductions through untapped assets such as real estate, privately held C corporations, S corporations, LLCs, limited partnerships and other unique assets.  This highly interactive session will employ case studies to illuminate key points.

1.2 For Newcomers: Begin with the End in Mind...But It Isn't What You Think It Is (Basic)
Chuck Semrow, CFRE, Director of Major and Planned Gifts, Regions Hospital

As a new development professional (0-36 months), whether transitioning from a legal career, the private sector or as a newly minted graduate, you have chosen a career field that can be intensely frustrating, even exasperating, or, conversely, exciting and immensely gratifying.

Ultimately, a development officer begins with a list of names and phone numbers. Our leaders expect us to bring donor relationships to life with energy and vigor. Together, let's talk about how to maximize our impact as development professionals from the outset of our careers.

Development is not rocket science and is perhaps best thought of as an apprenticeship. While there is no oracle to which we appeal for wisdom, a few guiding principles lead to predictable, repeatable successes.

Because we often learn more from our mistakes than our successes, we’ll review some best practices in a non-threatening conversational format, including What Not to Do. I promise to share less-than-stellar moments in the field, as well as offer some useful pointers about "How to Avoid Getting Stuck in the Friend Zone" with prospective major donors, all the way down to basics about getting the first visit.
Questions about how to approach a challenging situation or donor relationship are welcome.

1.3 Using DAFs in a Donor-Centered Way (Advanced)
Jane F. Godfrey, J.D. Associate Vice President, Planned Giving & Estate Administration, University of Minnesota Foundation and Chris Cheney, Gift Planner, Minnesota Philanthropy Partners

Donor-advised funds are an increasingly popular way for donors to accomplish their philanthropic goals. Join development professionals from a community foundation and a benefiting charity to hear their perspectives about the advantages of donor-advised funds, as well as some of the IRS restrictions. The session will include case studies in which donors have created a DAF to accomplish their goals and/or have given directly to the benefiting charity.

1.4 Small Shop Legacy Giving Start Up....A panel discussion (Basic)
Moderator: Scott Nelson, CFRE, Director of Planned Giving, Benedictine Health System
Panelists: Katie Nelson, Executive Director, Riverwood Foundation; Jennifer Nelson, Director, Southern Minnesota Initiative Foundation; and Anne Rodenberg, Major and Planned Gift Officer, Second Harvest Heartland

Join us for a frank and illuminating conversations about how to introduce and promote a planned giving program in a small one-person shop. How can you add this to your already full plate? How can you engage your leadership, volunteers and donors? What works and what doesn’t work? What free resources are available? Learn from fundraising practitioners who have managed these challenges and sparked successful legacy giving programs.


11:15 – 11:45 am
Break

11:45 am – 12:15 pm
Annual Meeting and Lunch

12:15 – 1:15 pm

Families, Money and Values: Helping Your Donors Shape Their Money Narrative
Nathan Dungan, Founder and President, Share Save Spend®

Preparing future heirs for the roles and responsibilities that come with inheriting wealth is a multi-layered topic. For many families, that will likely mean moving beyond an “event” mindset (addressing it one or two times a year at family gatherings) and adopting a more strategic approach—one that provides numerous age-based opportunities to build and nurture qualitative and quantitative capabilities for successful and lasting outcomes. Nathan will share insights, as well as, discuss various tools and techniques his organization is using to help families proactively shape their money narrative—critical elements for enhancing their financial wellbeing.


1:15 – 1:45 pm
Break

1:45 – 2:45 pm
Breakout Series B

2.1 - HOW TO Build Digital into Planned Giving (Basic)
Justin Ware, President and Co-Founder, Groundwork Digital

Planned gifts are the result of a donor’s deep connection to an organization or institution. It’s a relationship that has been nurtured over time. Great storytelling, that frequently and consistently keeps your organization’s mission front and center before planned gift donors, is a key factor in strengthening those relationships. With online and social media, your organization now has the tools to stay front and center in a donor’s mind for all those times when a planned giving officer cannot make personal contact. In this session, we'll cover tools and tactics for how to appropriately and effectively weave online and social media into your planned giving strategy.

2.2 Planned Gifts Deconstructed - Donor Case Studies (Intermediate)
Lynn Praska; Susan Hommes; Jennifer White; Ben Webster, Planned Giving Officer, University of Minnesota Foundation

During this discussion, we’ll use real life donor gift stories to illustrate both common and unique features in planned gift cultivation, solicitation and stewardship. Come to be inspired and to learn through case studies about donor motivations, the effective use of collaboration, and how planned gifts can be a key component of helping a donor achieve their philanthropic goals.

2.3 Matures to Boomers: What Planned Giving Professionals Need to Know (Basic)
Cheryl Sturm, Director of Market Research, The Stelter Company

In this session, you'll be among the first to see information extracted from Stelter proprietary questions embedded in the 2017 Natural Marketing Institute's Healthy Aging Database study. This one-of-a-kind research study in its twelfth year provides data showing a clear picture of where Matures (born 1900-45) and Baby Boomers (born 1946-1964) share similarities and where they differ significantly in attitude and behaviors that can drive decisions regarding planned giving.

2.4 A Gift for All Seasons: Matching Planned Giving Alternatives to Donor Objectives (Advanced)
Sheryl Morrison, JD, Principal, Gray Plant Mooty

Financial and development professionals working with donors or nonprofits should have an understanding of what planned giving strategies are available and how those strategies can further the philanthropic interests of donors and provide much needed support for nonprofits. Advisors must be able to recommend appropriate plans and understand how those plans fit for donors. This course will survey the salient tax and nontax aspects of the major planned giving vehicles, including bequests and beneficiary designations, charitable gift annuities, charitable remainder trusts, charitable lead trusts, and gifts of remainders in residences and farms. We will also discuss how each strategy might fit a donor’s objectives for cash flow, tax benefits and gifts to charity and family.


2:45 – 3:00 pm
Break with Exhibitors

3:00 – 4:00 pm

Leveraging Curiosity: The Key to Your Success as a 21st Century Advisor
Danielle York, Managing Director, 21/64

As the complexity for clients and donors navigating decision making increases and the competitive landscape can seems never ending, the need to shift relationships from transaction to relational is key. Join Danielle Oristian York, Managing Director at 21/64 for an interactive session where we will learn new tools and build skills to build relationships and connect with clients and donors at a more purposeful level.


4:00 – 5:00 pm
Cocktail Reception at RiverCentre

Thursday, November 16

7:30 – 8:30 am
Continental Breakfast, Networking & Exhibitors

8:30 – 9:30 am

How is your Aspiration These Days? Thinking Bigger, Better and Beyond Philanthropy
Jim Hodge, Associate Vice Chancellor, University of Colorado

Discussing both subtle and seismic shifts in the thinking of philanthropists will inform fundraisers and advisors as to how we can be at our best for those whom we serve. Focusing on entrepreneurs as philanthropists, this talk will lay out a continuum of giving and investing from pure philanthropy to pure business. Why has the word ‘investing’ crept into the vocabulary of benefactors, and how does this change the expectations of benefactors? The economic term ROI is now…Return on Impact. How co-creation and collaboration will be the way of the future for philanthropy. The playing field has shifted and we must shift with it.


9:30 – 9:45 am
Break with Exhibitors

9:45 – 10:45 am
Breakout Series C

3.1 - Beyond a Keynote and onto the Work on Monday: Moving from Airy fairy to Visionary by Mastering the Art of Ideation (Intermediate)
Jim Hodge, Associate Vice Chancellor, University of Colorado

This workshop will introduce participants to the skills necessary to inspire leaders, colleagues, volunteers and advisors to be more aspirational for their institutions and more inspirational with their benefactors. We will walk through a case study, provide handouts to guide discussions and help you build the scaffolding for conversations around impactful gifts of significance.

3.2 - Stewarding Donors with Dementia (Intermediate)
Robert Hofmann, MA, CFRE, Senior Development Officer, School of Fine Arts, University of Minnesota Duluth; Jolene Hyppa-Martin

Dementia is growing significantly among our aging population of donors. Professional fundraisers abide by a code of ethics and are guided by industry policies and procedures that protect our donor’s rights. However, there is insufficient guidance and no universal policies that guide professionals through the complexities of stewarding faithful long-time donors who have dementia. This presentation with provide an opportunity for participants to review warning signs of dementia and other mental capacity issues. We will cover 10 key communications strategies that will help front line professional’s work with donors while maintaining the highest levels of ethics. Once these strategies are discussed, attendees will be invited to participate in two role-play scenarios where they will test their skills

3.3 - Accepting Gifts of Real Estate (Advanced)
Abraham Schwager, JD, Attorney, Chandler and Brown, Ltd.; Robert H. Chandler JD, Founding Partner,Chandler and Brown, Ltd.

This presentation is designed to give charitable organizations a road map for accepting gifts of real estate. The presentation will cover why charities should be concerned with accepting gifts of real estate and what policies and advisors should be in place to accept those gifts. It will also include a case study involving a lifetime transfer of real estate to a charitable organization, and a case study involving a transfer of real estate at death. I. Why should a charitable organization be concerned? II. What should a charitable organization have in place when accepting gifts of real estate? III. Case Study 1: Lifetime transfer of real estate. IV. Case Study 2: Transfer of real estate at death.

3.4 - Reconnecting with (C)OLD Prospects (Basic)
Marc Littlecott

Interactive workshop involving teaming-up to hone a workable cold calling method.


10:45 – 11:00 am
Break with Exhibitors

11:00 am – 12:00 pm
Breakout Series D

4.1 - Blended Gifts: Transformational Gifts From Major Donors (Advanced)
Mary Ellis Peterson, FCEP, Vice President, Thompson & Associates; Michael Ziomko, FCEP, Vice President, Thompson & Associates

We will suggest ways to secure significant gifts from a typical major gift donor, examining three techniques major donors us to endow their giving, as well as the types of donors who make these amazing gifts. They are gifts that are easy for donors to understand and implement. Experienced practitioners will glean a better understanding of major donor "tipping points" and what to extract from their stories to provide easy solutions for a donor to blend a major gift with a transformational gift. Attendees will leave with a glossary of charitable planning tools, as well as case studies of blended gifts along with the planning illustrations to see these tools and scenarios in action.

4.2 Making the Most of Fundraiser Metrics (Intermediate)
Mark Ladendorf

While fundraiser metrics can focus efforts and encourage success, many argue that gift planning metrics often do not accomplish their intended goals and take the focus away from doing what is in the donors’ best interests. Others believe that the process of gift planning is fundamentally different from other types of fundraising and that metrics are often developed with little thought given to the activities that lead to gift planning success. In this interactive session we will consider what the characteristics of good metrics should be and how institutions are using them.

4.3 Pairing Planned Giving with Prospect Development, for Sophisticated Shops and Those Perfecting Their Blocking and Tackling (Basic)
Mark Egge, Senior Manager of Prospect Development, Greater Twin Cities United Way

Although Prospect Development -- Prospect Research, Prospect Management, and Fundraising Analytics -- often partners more closely with Major Gifts, there are huge opportunities for collaboration and partnership with Planned Giving. This is true regardless of the size or sophistication of a program. This presentation will cover a number of successful partnership approaches that have been implemented in a higher education setting as well as the community-based nonprofit space.

4.4 - Tales from the Other Side: Insights from Someone Who Trains Financial Advisors on Charitable Giving (Intermediate)
Facilitator: Joseph K. Thiegs, J.D., Planned Giving Director, Minnesota Public Radio | American Public Media; Ruby Pediangco, JD, Advanced Strategies Counsel, Securian Financial Services, Inc; Dana Holt, Cindy Aegerter

Do you know what motivates your donor’s trusted advisors to discuss philanthropy? Please join us for a lively panel discussion that will focus on finding gift planning solutions that make everyone happy. The panelists have been orchestrating gift plans with financial advisors for more than a decade. They will use real case studies to explain the motivations of different types of advisors, outline three key areas that influence an advisor’s charitable giving discussion with donors, and provide tips on how to navigate the challenges and seize the opportunities. Attend this session to learn the advisor’s language and maximize your relationships with the financial planning community.


12:00 – 12:15 pm
Break with Exhibitors

12:15 – 12:30 pm
Clinton Schroeder Award Presentation

12:30 – 1:30 pm

Introducing the “Gerontrophilanthroplutocracy”
Robert Sharpe, Chairman, Sharpe Group

All fundraisers know that most bequests and other planned gifts come from individuals of advanced age. Recent reports reveal other surprising trends regarding the makeup of America’s donor population. Industry sources are noting that a majority of the largest outright gifts each year are also made by persons over the age of 65. IRS data underscores the fact that older donors make a disproportionate percentage of charitable gifts and give significantly more than younger donors. America’s nonprofit community will be increasingly reliant on the senior population as Baby Boomers are entering this phase of life. This presentation will explore the expected impact of the rapidly growing population of aging Baby Boomers and how they can be expected to dominate the philanthropic landscape over the coming decade in both expected and unexpected ways.


1:30 – 1:45 pm
Break with Exhibitors

1:45 – 2:45 pm
Breakout Series E

5.1 – How Will the Baby Boomers Really Boom? (Basic)
Robert Sharpe, Chairman, Sharpe Group

The entire Baby Boom Generation will reach the age of 70 between now and 2034. The oldest Boomer couple enjoys an average life expectancy of 20 years and the youngest Boomer couples can be expected to live 40 more years. Many if not most of today’s fundraisers will not see the impact of Baby Boomers on bequest income during the remainder of their careers. For now, the bulk of the Baby Boom Generation are still in their prime earning - and giving - years while planning for what may be a lengthy retirement. Others may already be retired while also assisting children and aging parents. Learn from a series of actual case studies how the creative use of gift planning vehicles can result in significant gifts from Boomers to be received during a practical period of time.

5.2 - Rights and Responsibilities of Charitable Beneficiaries in Death-Related Administration of Estates and Trusts (Intermediate)
Fredrick Weber, JD, Senior Vice President, Estate Settlement Services Practice Leader, Northern Trust Company

The relationship between charitable beneficiaries and fiduciaries (executors, trustees, personal representatives, etc.) during death-related administration and settlement needs to be about communication in both directions. The fiduciaries must provide the same level of transparency to charitable beneficiaries that they are required to provide for similarly situated individual beneficiaries, and charitable beneficiaries must hold fiduciaries accountable for that transparency in order to insure that they receive everything to which they are entitled. While it can sometimes be awkward for a charitable beneficiary to "go after" the executor of the estate of a generous donor, the "political" risk of being assertive must be balanced against the fiduciary duty that the charity owes to its board, to its donors and to the public. This presentation therefore seeks to identify opportunities to strengthen the relationships between charitable beneficiaries and the fiduciaries (executors, trustees, personal representatives, etc.) responsible for the death-related administration of estates and trusts that include charitable distributions.

5.3 - How to Get Your Donors to Respond to Your Marketing (Intermediate)
Sandra Henningsen and Chris Fahey, Development Officer, Major Gifts, University of St. Thomas

Is your marketing producing results? Discover the best ways to engage your donors and encourage them to respond based on research from Crescendo's latest marketing study. Learn the most appealing key words and phrases to use when marketing planned and blended gifts. Understand what messages engage your donors based on age and other demographic factors. Discover the winning ways to present charitable bequests, beneficiary designation gifts, life income options and more. An engaging marketing case study will be presented.

5.4 - Why Charitable Gift Annuities In Today's Environment (Intermediate)
Connie Kurth, Gift Planning Officer, Mayo Clinic

Why Charitable Gift Annuities in Today’s Environment - Security - Rate of Return - Tax Free Income - Diversification We can never suggest to a donor that a charitable gift annuity is an investment vehicle because it is not. It is a gift. However, we can suggest that by making such a gift they are making an “investment” in the work and mission of our organizations.


2:45 – 3:00 pm
Break with Exhibitors

3:00 – 4:00 pm

Politics and Planned Giving in the Era of Trump
David Schultz, Professor, Hamline University; Political Analyst

This session examines the impact that the Trump presidency has thus far had and may have on non-profits and planned giving.


4:00 pm
Adjourn

      

Thank you to MPGC Benefiting Sponsor, Crescendo Interactive, and Supporting Sponsor, US Bank Charitable Services Group

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