2008 National Conference on Planned Giving by sofiaie


									Conference Speakers/Session Titles
Programming Tracks:                                                                   Programming Levels:

CP – Charitable Planning for Professional Advisors                                    F – Foundational
OL – Organizational Leadership                                                        I – Intermediate
MC – Marketing and Cultivation                                                        A – Advanced
PA – Program Administration
 S – Structuring Gifts

 THURSDAY, OCTOBER 23 – Morning Sessions (8:30am – repeat 10:30am)

  High Impact Philanthropy: Strategies for Partnering with Professional Advisors
(Track CP, Level I) Room: Mineral B-C
Robin R. Ganzert, Pew Charitable Trusts, Philadelphia, PA
Panelists: Bill Sutton, UBS Philanthropic Services, New York, NY; Joe Fortuna, UBS Philanthropic
Services, New York, NY; Tracy A. Mack, Pew Charitable Trusts, Philadelphia, PA

The moderated panel discussion will identify the issues and challenges that professional advisors face in
consulting with their clients on charitable giving. Particular focus will be placed on how professional
advisors engage their clients on philanthropic financial planning, what methods are employed, the timing
of the philanthropic dialogue in the client relationship, and tools needed for the advisor to successfully
engage the client. The educational needs of professional advisors for consulting with their clients on
charitable giving, strategies for planned giving officers to use in cultivating partnerships with professional
advisors, and the development of best practices around engaging professional advisors in the
philanthropic dialogue will be discussed. Syllabus for Gift Planners Code: 2.03.
   CRT Traps Attorneys Must Avoid
(Track CP, Level I) Room: Centennial F-H
Gregory W. Baker, Renaissance Administration LLC, Indianapolis, IN

Attorneys who draft charitable remainder trusts for a client have a duty to provide competent service.
However, CRT planning crosses several disciplines, and the attorney‘s failure in one area may cause
severe problems for the client. This session will use examples from the presenter’s experience with more
than 16,000 CRTs to describe several traps in CRT planning and how to avoid them. It will focus on case
studies of several CRTs that were doomed to fail, and suggest things the planned giving officer and
attorney could have done differently. Topics discussed will include design, drafting, investment and
operation of CRTs. Syllabus for Gift Planners code: 3.01.04.
   Never Decline a Gift Again: Planned Giving Outsource Directory from A-Z
(Track PA, Level I) Room: Mineral D-E
Bryan Clontz, Charitable Solutions, LLC, Jacksonville, FL

This highly interactive session will cover the 26 most common giving challenges. Outsourced alternatives
will be offered as a way to solve the problem or capture the gift for each scenario. Attendees will learn to
be much more patient before declining a gift, and with the directory will have specific descriptions and
contact information to seek assistance. There will be a practical discussion on the costs and benefits of
internal acceptance as well as external options. Syllabus for Gift Planners code: 4.02
   Motivating New Life-Insurance and Commercial Annuities in Charitable Planning
(Track S, Level I) Room: Mineral F-G
John McKee, University of Maryland, College Park, MD

How can insurance products – life insurance and annuities – solve planned giving problems unreachable
by traditional techniques? Through detailed case studies, this session examines universal life insurance
and commercial fixed annuities as new tools in the gift planning office, to address charity/donor dilemmas
that can’t be solved by traditional means such as bequests and charitable gift annuities. Additionally, it
opens with a primer on ethical use of life insurance products in charitable planning, and concludes with
prospect identification for insurance gifts. Syllabus for Gift Planners code: 3.01.08.
   Charitable Reverse Mortgages: Sharing Your Home with Charity
(Track S, Level I) Room: Mineral A
Neal Myerberg, Myerberg Shain & Associates, Old Greenwich, CT

While commercial reverse mortgages may seem relevant for older people, a charitable reverse mortgage
may enable them to retain a life estate, receive a lifetime annuity, and provide for charity in the future.
With provisions to relinquish the life estate either voluntarily (to live elsewhere) or involuntarily (in need of
care), a charitable reverse mortgage provides planning flexibility for older people and represents a
significant opportunity for charitable organizations to generate funds from difficult assets. Attendees at
this session will come away with an understanding of the economic variables that drive charitable reverse
mortgages, be able to compare and contrast state laws which impact these transactions, and see the
advantages this can provide for donors whose principal asset is their home. Syllabus for Gift Planners
code: 3.01.
   Charitable Remainder Trusts: Walking the Walk and Understanding the Talk
(Track S, Level F) Room: Capitol 4
Conrad Teitell, Cummings & Lockwood, Stamford, CT

This session will present the four types of charitable remainder unitrusts and charitable remainder annuity
trusts, focusing on how to choose wisely among these plans taking into account the needs of the income
beneficiary, the type of funding property, the type of charitable remainder organization and who will serve
as trustee. Income, gift, capital gains and estate tax implications will be covered and the requirements to
qualify the trusts at the outset and to properly administer them. Also covered: terminating existing trusts
and donating the remaining life interest or dividing the assets between the income beneficiary and the
charity. Syllabus for Gift Planners code: 3.01.04.
   Multiple-Entity Donors: How to Work Effectively with Today’s Sophisticated Philanthropist
(Track S, Level A) Room: Capitol 1-3
Reynolds Cafferata, Rodriguez, Horii, Choi & Cafferata, LLP, Los Angeles, CA

Multiple-entity donors are a new reality for charities working with sophisticated philanthropists. The
Pension Protection Act is forcing even more donors to create multiple charitable entities to achieve their
goals. This session will review the entities, including donor funds, supporting organizations, private
foundations and various planned gift vehicles and focus on how a charity can help the donor select the
best entity for a gift. In addition, certain types of gifts must not be made from certain entities, and this
presentation will describe the gifts that charities and donors must avoid. Syllabus for Gift Planners code:
  Workshop Parts 1 & 2

Part 1: 8:30am – 9:45am
Part 2: 10:30am – 11:45am
Note: Plan on completing Parts 1 & 2

  Effective Gift Acceptance Policies and Procedures
(Track OL) Room: Capitol 5-7
David Wheeler Newman, Mitchell, Silberberg & Knupp, Los Angeles, CA

Well-considered gift acceptance policies, and effective procedures to implement those policies, can not
only ensure that an organization’s fundraising activities are consistent with the values and objectives of
the organization, they can help prevent misunderstandings with donors, negative publicity and even
litigation arising from the acceptance of problem gifts. This workshop will consider what things should,
and what things should not, be included in a gift acceptance policy, and will suggest a process to develop
policies and procedures tailored to a particular organization, its values, objectives, constituencies and

 THURSDAY, OCTOBER 23 – Afternoon Sessions (1:45pm – repeat 3:45pm)

  Determining Your Client’s Capacity to Make a Planned Gift
(Track CP, Level I) Room: Mineral F-G
Kathy Busey, WTTW11/98.7WFMT, Chicago, IL and Neil J. Boyer, Mather Lifeways, Evanston, IL

Advisors and gift planners meet with donors or clients that may have competency issues. These issues
can create liability problems for advisors and gift planners. This session provides development officers
and professional advisors with the knowledge, skills and tools needed to better advise and assist
individuals who are or are becoming incapacitated as a result of Alzheimer’s disease, age related
dementia, or other related disorders. It will provide basic information on the various dementias and
demonstrate how they can impact your donor or client’s capacity to make sound decisions regarding their
gifts. Syllabus for Gift Planners code: 2.02.1.
   Workshop Parts 1 & 2

Part 1: 1:45pm – 3:00pm
Part 2: 3:45pm – 5:00pm
Note: Plan on completing Parts 1 and 2

  Charitably Enhanced Retirement Plans
(Track CP) Room: Capitol 5-7
James E. Jackson, Cupertino, CA and Gregory A. Schupra, Comerica Charitable Services Group, Ann
Arbor, MI

Financial and charitable planners often overlook how charitable planning tools can be used to create
retirement plans for donors or other family members and still leave remainder or income benefits for
charity. This workshop will explore different situations where a charitable trust or gift annuity can be used
to provide retirement income. Examples covered will include: for young or middle aged adults, for parents,
for adult children, for special needs children, for couples ready to retire, and for a spouse in a marital
   Mile High Goals: Gift Planning in Mega Capital Campaigns
(Track OL, Level I) Room: Mineral D-E
Phil Oswald, St. Norbert College, De Pere, WI and Laura Hansen Dean, The University of Texas at
Austin, Austin, TX

Integrating gift planning at every stage of capital campaigns is one of the keys to successfully reaching
today’s campaign goals. Nonprofit development professionals need to understand gift planning in
campaigns, and for-profit professionals need to know how to evaluate blended gift proposals their clients
receive. Gift planning plays an ever increasing role in the mega capital campaigns in today’s news. The
presenters will lead a discussion of integrating gift planning in capital campaign preparation, the
campaign process, and the solicitation of gifts. Syllabus for Gift Planners code: 4.04.
   Investing Charitable Remainder Trusts in the Endowment
(Track PA, Level A) Room: Mineral B-C
David A. Libengood, Kaspick & Company, Boston MA
Panelists: Rachel Moore, Williams College, Williamstown, MA; Benjamin Madonia, Hamilton College,
Clinton, NY

This session will examine the fundraising and investment opportunities that arose with Harvard
University’s 2003 IRS private letter ruling allowing it to invest charitable remainder trusts in its
endowment. It will begin with an overview of the tax, securities and fiduciary law contexts for the structure
and highlight key advantages and disadvantages of the approach from both the donor and the charity’s
perspective. A panel discussion will follow, exploring issues surrounding the institutional decision of
whether to implement the structure and also best practice suggestions for marketing, donor disclosures,
and implementation. Syllabus for Gift Planners code: 4.02.
   Beyond the Ask: Negotiating and Closing the Gift
(Track S, Level I) Room: Mineral A
Roger A. Meyer, OSF Healthcare Foundation, Peoria, IL

Many say the “ask” is the most important part of the gift. While the gift would not be made if it were not
solicited, the follow-up steps to the solicitation are very crucial to the closing of the gift. From personal
experience of closing gifts, including multi-million dollar gifts for different charities, the presenter will
review techniques and skills that enhance the fundraiser’s ability to close major and planned gifts. This
interactive session will explore ways to work with donors and donors’ advisors to overcome objections
and obstacles to closing a gift. Syllabus for Gift Planners code: 2.03.
   Planned Giving for Younger Donors
(Track S, Level I) Room: Capitol 4
Jeff Lydenberg, PG Calc Incorporated, Cambridge, MA

A comprehensive planned gift program seeks to maximize gift opportunities from all age groups. For
younger donors, life income gifts can act as a supplementary retirement plan, provide life income to
individuals other than themselves, or help reduce estate taxes and capital gains taxes. Bequests and life
insurance offer unique opportunities to engage the younger donor. This session will offer creative
opportunities for donors traditionally considered too young to enter into planned gift arrangements.
Syllabus for Gift Planners code: 2.02.
   What Gift Planners Need to Know About Commercial Annuities
(Track S, Level A) Room: Centennial F-H
Johni Hays, The Stelter Company, Des Moines, IA

Many donors own commercial annuities and want to use them for a charitable gift. Discover the pitfalls of
using these annuities for lifetime gifts, and the characteristics that make them tremendously tax-efficient
gifts upon death. Attendees will learn the various types of annuities, including deferred and immediate
payment, and walk away with a methodology to recognize situations in which a gift using a commercial
annuity makes sense. Attendees will also compare the immediate payment commercial annuity to a
charitable gift annuity and discover the pros and cons of each. Syllabus for Gift Planners code: 3.02.
   Gift Completion: The Devil is in the Details
(Track S, Level I) Room: Capitol 1-3
Erik Dryburgh, Adler & Colvin, San Francisco, CA

This session addresses the kinds of issues that gift planners, including allied gift professionals, face on a
daily basis. Various donor-side and charity-side issues that arise when completing a charitable gift will be
reviewed, including the determination of whether a gift has been made at all, when a gift is complete (and
thus deductible), the pre-arranged sale rules, the recently revised appraisal requirements, the
substantiation rules applicable to charities, and more. Revisions and new requirements added by the
Pension Protection Act will be discussed using “real life” examples from the presenter’s practice, and
practical solutions will be offered. Syllabus for Gift Planners code: 3.02.04.

 FRIDAY, OCTOBER 24 – Morning Sessions (8:30 am – repeat 10:30 am)

  Case Studies in Mistakes to Avoid Problem Planning
(Track CP, Level F) Room: Mineral A
David Williams, Scripps Health, La Jolla, CA and Jamie Nelson, Scripps Health, La Jolla, CA;
Panelist: Kenneth Coveney, Dostart, Clapp, Gordon & Coveney, LLP, San Diego, CA

Experience has taught us that we learn best from our mistakes, and from the mistakes of others. Using
the NCPG Model Standards of Practice as an outline, the presenters will take the audience
through a series of case studies where the standards were not practiced and thereby problems arose.
Attendees will gain insight from the experiences shared and be better equipped to prevent issues with
their own planning in the future. This session provides estate planning professionals added insight into
the world of the gift planning professional and the values, priorities and obligations of their various
charitable organizations. It addresses ethical issues that are at the crux of every problem gift.
Understanding the issues and proper ethical standards through actual case studies will help make these
standards relevant and accessible. Syllabus for Gift Planners code: 1.02.
   “I Want it Now!” Strategies for Early Termination of Deferred Gifts
(Track CP, Level A) Room: Mineral B-C
Michael R. Parham, Williams, McDaniel, Wolfe & Womack, PC, Memphis, TN

This session will cover specific instances where the IRS allowed the early termination of various deferred
gift plans such as charitable remainder trusts. It will instruct both for-profit and nonprofit professionals on
how to provide added value to their clients and donors by providing alternatives regarding the receipt of
payments from deferred gift plans. The requirements set forth by the IRS to qualify for early termination
as well as the tax treatment of such a transaction will be discussed. Syllabus for Gift Planners code: 5.02.
  Court Enforcement of Restricted Gifts
(Track OL, Level I) Room: Mineral D-E
Winton C. Smith, Jr., Law Offices of Winton C. Smith, Jr., Memphis, TN

The courts have been flooded with litigation involving donors who are attempting to enforce charitable gift
restrictions, leading them to impose new rules and new enforcement remedies on charitable
organizations. The opinion issued March 6, 2008, in the case involving Fisk University and the Georgia
O’Keeffe Foundation, illustrates the issues. The presentation will teach both for-profit and nonprofit gift
planners the new rules that govern restricted gifts. The gift planner learns how to help people structure
restricted gifts, strategies that avoid litigation, and the strategies that prevail in litigation if this is the
unfortunate result. Syllabus for Gift Planners code: 4.02.
  Across the Great Divide: PGOs and Professional Advisors, Synergy for Success
(Track PA, Level I) Room: Capitol 4
Jeff Comfort, Georgetown University, Washington, DC and Cynthia Wilson Krause, Baylor Health Care
System Foundation, Dallas, TX

In the 1980s and early 1990s, planned giving officers and specialized advisors provided planned giving
technical expertise and strategies for prospects, donors and most of the professional advisor community.
During the past decade, this paradigm has shifted. Professional advisors, many of whom work in the
financial services industry, are now more commonly the technical experts. Empirical data shows that they
are also having most of the gift planning conversations with their clients, while charities are more
commonly left without a seat at the table. In this new world, neither the for-profit nor the nonprofit
communities have learned to effectively work together to help the donor. This presentation reviews
findings from extensive interviews with experts in both communities, and provides innovative strategies
for collaborating in the 21st century to benefit donors and the charitable organizations they support.
Syllabus for Gift Planners code: 2.03
   Increasing Your Campaign: How to Create Gift Plans Using Modern Financial and Business
(Track S, Level I) Room: Centennial F-H
William D. Samers, UJA-Federation of New York, New York, NY

A number of techniques and financial structures that have been used for years in the business world can
now be used by nonprofits to expand their gift planning arsenal and maximize their campaigns. By using
these methods, planners can increase philanthropy by allowing donors the ability and flexibility to make
larger gifts during their lifetimes. In addition to using these financial structures, organizations need to
apply negotiating skills, enumerate their program goals, and make sure they have the necessary
compliance and legal framework in place. This session will show professionals how to broaden their roles
from discussing traditional planned gift vehicles to new gift planning concepts or techniques that involve a
combination of different types of giving. Syllabus for Gift Planners code: 3.01.
   Minding the Shop: Creative Planned Giving Strategies for Business Owners
(Track S, Level I) Room: Mineral F-G
Joseph E. Hancock, Baptist Foundation of Texas, Dallas, TX and Jeff W. Smith, Baptist Foundation of
Texas, Dallas, TX

While all donors are unique, business owners often approach the gift planning process with distinctive
funding assets, business continuation or succession issues, and extended family considerations. This
presentation will use a case study format to illustrate unique issues and planning opportunities for
business owners. It will provide nonprofit and for-profit gift planners with knowledge to assess the unique
objectives and challenges that philanthropic business owners face, and will suggest creative solutions
and effective strategies to successfully structure and complete planned gifts for these donors. Specific
topics include: avoiding self dealing and step transactions, dealing with buy-sell and partnership
agreements, and valuation of closely-held interests. Syllabus for Gift planners code: 3.02.
   Retirement Plan Gifts: Better Now or Later?
(Track S, Level I) Room: Capitol 1-3
Timothy Prosser, TIAA-CREF Trust Company, FSB, St. Louis, MO

With recent legal developments and market performance, today’s donor may hold most of her net worth in
retirement accumulations. Favorable tax treatment has long made testamentary gifts of retirement assets
a favorite donor technique. The Pension Protection Act of 2006 and the Katrina Emergency Tax Relief Act
of 2005 created the opportunity for large, tax-effective lifetime gifts from IRA accounts. This session
compares the technical requirements and pros and cons of testamentary and lifetime gifts of retirement
assets; explores vital donor considerations in structuring these gifts; and discusses best practices for the
donor, the professional advisor, the charity and the plan custodian in implementing these gifts. Syllabus
for Gift Planners code: 3:02.
  Workshop Parts 1 & 2

Part 1: 8:30am – 9:45am
Part 2: 10:30am – 11:45am
Note: Plan on completing Parts 1 & 2

  Planned Giving for the Small Development Office
(Track S) Room: Capitol 5-7
Philip M. Purcell, Ball State University Foundation, Muncie, IN

This workshop will explore the most important components of planned giving for the small development
office. Key topics that will be explored in detail include the case for a planned giving program, how
planned giving integrates with other fundraising strategies, role of the board of directors, gift acceptance
policies and procedures, important administrative considerations, successful marketing strategies,
planned gift stewardship, endowment fundraising and management, and more. Come ready to learn and
bring lots of questions!

 FRIDAY, OCTOBER 24 – Key Issues Sessions Topics

An interesting supplement to the traditional breakout session, Key Issues in Philanthropy allows you to
quiz peers from similar organizations, and lets you query experts who have some of the strongest
resumes in specified areas. The format for Key Issues in Philanthropy is simple Q & A. With this format
you will have the opportunity to learn from many different teachers as well as a chance to share ideas and
knowledge with your peers.
Key Issues in Philanthropy: Tools and Techniques (2:45pm to 3:45pm)

     •    CGAs – Lindsay Lapole                                            Mineral B-C
     •    Charitable Trusts – Reynolds Cafferata                           Mineral D-E
     •    Ethics – Scott Blakesley and Shari Fox                           Mineral A
     •    Income Tax Law – Marc Carmichael                                 Mineral F-G
     •    Insurance Plans – Craig Wruck                                    Capitol 5-7
     •    Personal Property – Bryan Clontz                                 Capitol 1-3
     •    Managing and Growing a Planned Giving
          Program – Scott Lumpkin                                          Capitol 4
     •    Real Estate – Neal Myerberg                                      Centennial F-H

Key Issues in Philanthropy: Organizational Challenges and Trends (4:00pm to 5:00pm)

     •    Arts and Cultural – David Clough                                 Mineral A
     •    Community Foundations – Betsy Mangone                            Mineral B-C
     •    Environmental – Joe Bull                                         Mineral D-E
     •    Family/Social Service – Janet Ginn                               Centennial F-H
     •    Healthcare – Jim Normandin                                       Mineral F-G
     •    Higher Education (Large) – Chris Yates                           Capitol 4
     •    Higher Education (Small) – Michael Kateman                       Capitol 5-7
     •    Religious – Dan Rice                                             Capitol 1-3
 SATURDAY, OCTOBER 25 – Morning Sessions (8:30am – repeat 10:15am)

Charitable Gift Planning Marketing Symposium
   Pam's Pithy Messages for Highly Effective Gift Planning - Highlighted by Illustrative Often Life-
Changing Donor Stories
(Track MC, Level I) Room: Mineral A
Pamela J. Davidson, Davidson Gift Design, Bloomington, IN

Storytelling can be significant in educating and making individuals, including advisors, aware of flexible
and pragmatic gift plans at different life stages. The key to suggesting practical gift options to donors is to
really listen to what they tell you. This session will take principles of gift planning, elements of relationship
building, cultivation and solicitation, and use donor stories to illustrate how each can be utilized to both
the donor’s and the charity’s advantage. Syllabus for Gift Planners code: 2.04.01.
   Gift Planning: Boom(ers) or Bust?
(Track MC, Level I) Room: Capitol 5-6
Margaret M. Holman, Holman Consulting Inc., New York, NY and Barlow T. Mann, The Sharpe Group,
Memphis, TN

As demographics change in the U.S., gift planners and donor advisors need to be prepared to assist the
largest pool of prospective donors since the Greatest Generation achieved their philanthropic goals. With
77 million Baby Boomers reaching retirement over the next 20 years, gift planning officers and other
advisors need to understand how this shift in the prospect pool will affect their planned gift programs and
income for the foreseeable future. Attendees will receive an update on the anticipated intergenerational
transfer of wealth, review new marketing techniques to reach Baby Boomers, and learn about how gift
plans can help Boomers meet their personal planning objectives. Syllabus for Gift Planners code: 2.02.
   "How Old Are You and Did You Know You Could….Initiating Planned Gift Discussions and
Getting Answers to Key Questions"
(Track MC, Level A) Room: Quartz
Alexandra P. Brovey, North Shore LIJ Health System Foundation, Great Neck, NY, and Patricia L.
Roenigk, The Pennsylvania State University, University Park, PA

Asking questions and educating prospects about ways to make a gift are the hallmark of our job as
fundraisers. This session will describe how to ask strategic questions to obtain key information; how to
introduce the topics of bequests, charitable gift annuities, and charitable remainder trusts; how to
encourage membership in a heritage society; and how to make a combined planned and major gift
solicitation. Some common cues and clues for various types of planned gifts will be described, imparting
information useful to both veteran and novice gift planning officers. Syllabus for Gift Planners code:
   Mining for Gold: Sifting the Database to Strike it Rich
(Track MC, Level I) Room: Centennial H
Jackie W. Franey, Communities Foundation of Texas, Dallas, TX and Anita Lawson, Communities
Foundation of Texas, Dallas, TX

One of the critical success factors for growing a planned giving program is identifying donors and
prospects who have the capacity to give significant gifts to your organization. Without using sophisticated
overlays or hiring consultants, this session will share proven portfolio management strategies that get you
out of the office and in front of donors and prospects. This session will cover tools and techniques for
mining the database, managing a portfolio and reporting donor cultivation, solicitation and stewardship
activities. Syllabus for Gift Planners code: 2.01.01.
    Portraits of Donors: Insights into 12 High Net Worth Donor Archetypes
(Track MC, Level I) Room: Mineral F-G
Charles Slamar Jr., Bank of America, Chicago, IL and Patrick Rooney, Center on Philanthropy at Indiana
University, Indianapolis, IN

Portraits of Donors is the in-depth follow up study to the 2006 landmark research of high net-worth
philanthropy commissioned by Bank of America and researched and written by the Center on
Philanthropy at Indiana University. It identifies a mosaic of different donor types and unveils the unique
demographic and personality traits among 12 HNW donor types that are collectively changing the face of
philanthropy. This session will provide information to enable gift planners to determine how to best
approach and communicate with wealthy donors based upon the characteristics they are likely to
possess. Syllabus for Gift Planners code: 2.02.02.
   Value and Values in Planned Giving
(Track MC, Level F) Room: Capitol 7
Justin Greeves, Harris Interactive, Public Affairs Research, Reston, VA and Peggy Lebenson, Harris
Interactive, New York, NY

Creating a legacy through planned giving is both a financial and emotional decision. While years of hard
work, sweat and tears have created substantial wealth, often the decisions and motivations for planned
giving are shrouded in mystery. Two research leaders from Harris Interactive representing for-profit and
nonprofit perspectives will present findings from a range of recent surveys among donors and planned
givers. The session will help financial planners and nonprofit communicators and fundraisers alike better
understand the scope and scale of the growing planned giving market in the U.S. Syllabus for Gift
Planners code: 2.01.
  Workshop (Note: 8:30am – 9:45 am only)

   Discovering the Secret Giver: Groundbreaking Research on the Behavior of Bequest Givers in
(Track S) Room: Capitol 4
J. Ann Selzer, Selzer & Company, Inc., Des Moines, IA and Larry Stelter, The Stelter Company, Des
Moines, IA

The Stelter Company has combined forces with the nationally renowned research firm, Selzer &
Company, to provide groundbreaking research into who names charities in their wills, when and why. The
Stelter Study of Charitable Giving is a national survey of adults age 40 and older. The study will advance
the previous work completed by the National Committee on Planned Giving’s 2002 Survey of Donors. The
results will enlighten the work of charitable organizations as they cultivate likely donors in the 21st century.

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