This course will cover the seven commandments of planned giving, and answer the following questions: Why it is critical to know the donor's motivations, goals and financial situation before making a gift recommendation? Which types of assets make poor planned gifts and in what situations certain gift vehicles are inappropriate to recommend? When is it appropriate for the donor or the charity to serve as trustee and when it is best to name a third party trustee? Syllabus for Gift Planners code: 3.0  MORE »

The tax benefits of outright, life-income and lead trust gifts are widely heralded. But numerous traps for the unwary can result in loss of income, gift and estate tax charitable deductions, loss of the gift and estate tax marital deductions and imposition of capital gains taxes. The pitfalls are discussed?how to avoid them, or correct them after the fall. Learn about crucial deadlines, drafting techniques and how corrections can be made by the parties. Syllabus for Gift Planners code: 3.0  MORE »

Listening skills are often ignored, based on the general misconception that everyone understands how to listen. Effective listening skills are generally not taught and many of us are not as good at listening as we think. This presentation addresses these inadequacies, which often result in decreased or missed gifts. The benefits of increasing listening competencies, impediments to effective listening, and steps to improve active listening will be covered. Exercises will illustrate the relevance of active listening in an effective planned giving program. Syllabus for Gift Planners code: 2.04.01  MORE »

This session explains the charitable remainder unitrust and annuity trust. Topics covered include the best way to identify a prospect for this type of gift, the benefits that these gifts provide, the selection of the appropriate income payment, the current income tax charitable contribution deduction, the gift tax charitable contribution deduction, and the taxation of the income payments. Syllabus for Gift Planners code: 3.01.04  MORE »

Donors constantly attempt to restrict their gifts. This session will address the issues created when donors place such restrictions. It begins with a review of the various types of restrictions donors desire, including purpose, spending and investment; analyzes the tax issues caused by donor restrictions; and shows why some restrictions can render a gift non-deductible. Restrictive purpose clauses and the review of a charity's options with an unworkable gift will be discussed. Finally, the presentation will focus on spending restrictions or endowments: how to create an endowment, what spending limitations apply, and how a charity can build a "better" endowment. Syllabus for Gift Planners code: 4.0, 5.0  MORE »

Gifts are not irrational acts. They are self-motivated transactions entered into with the expectation of receiving something in return. Just as "self" is not clearly defined, the "something" we expect in return is often intangible. Effective gift planners understand these so-called "soft issues" are just as important as "running the numbers" to illustrate the gift. This presentation will share insights derived from experiences as both a planned giving and charitable trust officer and offer practical suggestions to help secure the gift. Syllabus for Gift Planners code: 2.02  MORE »

Gift planners often encounter donors who want to retain an interest in gift property, direct how the charity uses the property or even have a voice in how the charity itself operates after the gift. This session will examine the kinds of rights a donor can retain or receive as a result of a charitable gift and explore the legal limits on the donor?s post-gift involvement. It will help gift planners manage donors? expectations and spot potential problems in long-term arrangements with donors. Syllabus for Gift Planners code: 2.00  MORE »

This session will cover the psychology of call reluctance and deal with preparation success factors that pave the way for satisfying appointment calls, including everything from your personal commitment, proper prospect research, planning with specific objectives, and voice quality. Voice mail will be addressed (most people leave too much information), as well as handling early resistance, from the other person?s perspective. Sample messages and practical answers to objections will be provided. Syllabus for Gift Planners code: 2.01.03  MORE »

To plan well, planners must know their environment, and that includes the current technical and legal environment. This session will cover relevant new IRS rulings, Treasury actions and regulations and court decisions. Congressional developments will also be considered. Experienced gift planners will find this technical session particularly helpful. Syllabus for Gift Planners code: 3.0, 5.0  MORE »

This session will discuss the ideal planned giving advisory council, and how to choose and attract your top prospects. We will discuss the benefits of a well-run PGAC, including credibility, access, publicity, reputation, free "advice," and increased planned gifts. Participants will discuss the benefits that PGAC members gain from their participation and the role a PGAC can have in building relationships that help the donor advisors as well as the nonprofit. We will discuss ways that this marketing and relationship-building council differs from a committee of the board, and how to inspire collaboration that benefits their clients and your donors. Syllabus for Gift Planners code: 4.02.04  MORE »