Networking:

A New Source of Charitable Revenue: Gifts of Real Estate, Art and Personal Property

Looking for a new source of charitable revenue? Gifts of real estate, art and personal property can generate significant funds for all nonprofits, regardless of the organization's size and experience with planned giving. Real estate, art and other personal property comprise a major share of household net worth, yet until recently, these assets have been overlooked as a source of charitable revenue. Learn about how to solicit these gifts, how these gifts are made, and how to tap into the $5.9 billion of real estate and $829 million of art and collectibles that is donated annually.

Caroline Camougis is Managing Director of Delphi Partners, a leader in philanthropic advisory and disposition services for gifts of real estate and personal property, such as fine art, antiques, classic cars and intellectual property. Based in New York, the firm works domestically and internationally with a broad range of nonprofit organizations and academic institutions. Before co-founding Delphi Partners, Ms. Camougis lived in Paris where she was principal of CCR Associates, a consulting firm, and directed the firm's nonprofit practice. Ms. Camougis also held senior positions at Citigroup, Newcom Link and Lotus Development Corporation. A graduate of Wellesley College, she studied accounting at Harvard University and political science at MIT. She serves on the boards of the New England Society, Wellesley College Friends of Art and the Norman Thomas High School Business Advisory Council.

Nuts and Bolts Session
($10)
The Board's Role in Gift Planning
Diane Nixa
Board members can increase immensely the success of a gift planning program. How? As advocates with other Board members and with donors. As contributors and solicitors of planned gifts. And as members of a Gift Planning Committee that plans, implements, and markets your gift planning program. Hear how one organization involved Board members in gift planning from its inception… and how it's going.
 
Diane Nixa assumed the role of Vice President, Development at the New Jersey Performing Arts Center (NJPAC) in May 2002, after having served there for eight months as Assistant Vice President, Endowment and Major Gifts. She oversees The Campaign for NJPAC, a comprehensive $180 million campaign to build an endowment and to enhance ongoing operational and capital fundraising programs. She came to NJPAC from Rutgers University, where she was Mason Gross School of the Arts' first Director of Development.

Prior to relocating to New Jersey in 1999, Diane lived in Sacramento, California where she held the positions of Executive Director, Make-A-Wish Foundation of Northern California, and Director of Major Funding at PBS affiliate KVIE. She has served as Director of Major Gifts with the National Audubon Society in New York City, and as Director of Development for the Jacksonville Symphony in Florida.

Diane currently serves on the Board of GlassRoots, an organization that provides training in glass working and entrepreneurship to at-risk youth in the Newark area. She is a member of the Association of Fund Raising Professionals (AFP) and the Gift Planning Council of New Jersey.

Diane has volunteered for a number of organizations including Planned Parenthood, the University of North Florida Alumni Association, and Hubbard House, a shelter for battered women and children in Jacksonville. She is a member of the Leadership Jacksonville Class of 1985 and subsequently served on its Alumni Association Board.

In 1999 Diane received her MBA from the University of California at Davis. She also attended the University of North Florida where she graduated Summa Cum Laude with a BA in Literature-Communications.

Quality Planned Gift Marketing
Margaret Holman
Getting your organization's planned gift message through clutter of other marketing efforts is more challenging each day. Prospects not only see national advertising in The New York Times and The Wall Street Journal, but are also most likely on their alma mater's list of prospects, as well as the ones from their church, synagogue, hospital, arts or international relief organizations. How do you get the right message to the right person at the right time? As the "Greatest Generation" fades and the Baby Boomers quickly move into the planned gift prospect pool, what techniques work best? Walk away with a top ten list of marketing action steps.

Margaret M. Holman is President of Holman Consulting, Inc. a full-service fund-raising consulting firm she founded in 1991. Until November 1997, she was also a senior consultant in the Northeast region for The Sharpe Group, a planned giving company located in Memphis, TN.

Ms. Holman served as Senior Vice President for Development and Communications at America's first and largest humane society, The ASPCA. She has also held senior fundraising management positions at a variety of arts, health and educational institutions throughout the country.

Ms. Holman has published numerous articles on planned giving and non-profit management, lectures widely and has served as faculty for several institutes, conferences and seminars, including the National Committee on Planned Giving Conference, the European Association for Planned Giving, the Association of Fundraising Professionals (AFP) and the International Conference for Fundraising Managers in Birmingham, UK.

She is Vice President of the Planned Giving Group of Greater New York, was President of Women in Development in New York, and serves as a Vice President for Communications of the Greater New York Chapter of AFP Board. She chaired America's largest one-day conference on philanthropy, Fund Raising Day in New York in 1999 and 2000. Ms. Holman is a trustee of the University of Nebraska-Lincoln Foundation, an advisor to the European Association of Planned Giving and on the editorial board of the Planned Giving Mentor. She is a member of the adjunct faculty at the New York University George H. Heyman, Jr. Center for Philanthropy and Fundraising and is the co-author of "The Complete Guide to Careers in Fund Raising" (Kendall/Hunt Publishers).

Nuts and Bolts Session
($10)
Face to Face Visits: How to Get Them and What to Ask
Lynn Malzone Ierardi, J.D.
This session will cover how to secure personal visits with your prospects, particularly when the call is a "cold call." We'll also cover questions to ask once you get there. This session will help you to make the most of the time you have to focus on personal visits. This will be an interactive session and your input will be important.

Lynn Malzone Ierardi, J.D., is Director of Gift Planning at the University of Pennsylvania. She has more than fifteen years of experience in estate and charitable gift planning. As an independent consultant, Lynn worked with non-profit organizations to establish and develop planned giving programs, and with affiliated professionals to promote and structure planned gifts. In addition to her experience as a consultant, Lynn has practiced Trusts and Estates law, acted as a Vice President with the Philanthropic Financial Services Center at Merrill Lynch and as Director of Major and Planned Gifts for the American Heart Association. Admitted to practice law in New York and New Jersey, Lynn is a 1989 graduate of Fordham University School of Law and a 1986 graduate of Lycoming College.

Year-end and Year-long Strategies That Work
Robert Evans
Bob Evans will focus his remarks on strategies that all of us need to consider as we approach the end of the calendar year but that hold for the balance of the year, too. We can't forget the basics, but understanding the ways that donors are thinking today requires some different approaches.

Given the economy, hurricanes, and other factors, is 2005 a different year than previous ones? What trends are we seeing... and what should we anticipate... regarding donors and their responses to being asked to support projects? Are people giving differently today?

What each of our agencies does relates to donor cultivation so we must focus on creative ways to involve donors and to keep them committed emotionally as well as financially.

ROBERT I. EVANS, Managing Director, established The EHL Consulting Group in 1991 after 20 years' experience conducting fundraising campaigns in major metropolitan areas nationwide. During that time, Mr. Evans developed an extensive and valued network of relationships among corporate leaders and philanthropic individuals across the country. Regarded as an authority on campaign strategy, Mr. Evans is known for inventive campaign plans that have enabled clients to reach development goals even in the most challenging circumstances. Mr. Evans serves as a Board member of the American Association of Fundraising Counsel, belongs to several professional organizations, and is frequently published and quoted in professional journals.

Nuts and Bolts Session
($10)
What Should I Ask For?
Andrew Grumet, Esq.
What is the magic number for an ask? What should I be asking for * an outright gift of cash, a gift of appreciated property, a pledge, a gift annuity, something else? What drives this donor? Although there are many answers to these questions, you usually have only one chance to ask; if you ask for the wrong thing, you may get nothing. Thus, it is critical to be able to listen to a donor's story and match the right ask to the donor; not the other way around. The purpose of this presentation is to review a series of common donor situations and the different ways you can respond to maximize your likelihood of success.

Andrew Grumet is an attorney with the law firm of Herrick, Feinstein LLP, a full service law firm located in New York and New Jersey servicing individuals, Fortune 500 companies and non-profit organizations. Mr. Grumet concentrates his practice in tax law with an emphasis on domestic and international tax-exempt organizations, personal tax planning, trusts and estates, probate and administration, charitable giving and philanthropy.

At 12:00 noon
Helping Women Realize their Full Giving Potential
MelanieSchnoll-Begun, Esq.
In recent years women's income and assets have risen to a point where women now control more than 50% of the wealth in the United States. This presentation, after reviewing wealth statistics, explores the reasons behind why women give, why women don't give and the charitable causes to whi