Tag Archives: Robert Sharpe

Nonprofit Radio for Dec. 3, 2010: How To Cripple Your Career & Tax Policy

Big Nonprofit Ideas for the Other 95%

Compliance. Board relations. Fundraising. Technology. Volunteer management. Accounting. Finance. Marketing. Social media. Investments.

Every nonprofit faces these issues and big nonprofits have experts in each. Small and medium size nonprofits have Tony Martignetti Nonprofit Radio. Trusted experts throughout the country join Tony to take on the tough issues facing your organization.

Episode 18 of Tony Martignetti Nonprofit Radio for December 3, 2010

Tony’s Guests:

Robert Sharpe – Robert Sharpe, Jr. is president of The Sharpe Group. He has over 25 years of nonprofit fund development and consulting experience. He has helped hundreds of leading nonprofit organizations and institutions plan, develop, and implement successful major gift planning and endowment development efforts.

Topic: How To Cripple Your Career In 5 Easy Steps.  You’ll learn how Planned Giving fundraisers can shoot their careers in the foot. My interview with Robert from the National Conference on Philanthropic Planning continues with part 2.

Emily Lam & Perry Wasserman – Emily has worked in the Office of Tax Policy at the Treasury Department. Now she is with a prestigious D.C. law firm. Perry is a lobbyist who works exclusively with nonprofits.

Topic: “Tax Policy & The Future Of Philanthropic Planning.  These two also joined me at NCPP to talk about what a new Congress might hold for nonprofits. This was recorded before November’s election, but we were pretty certain the election would turn out as it did.

Here is the link to the podcast: 020: Career Killers and Legislative Update

When and where: Talking Alternative Radio, Friday, 1-2pm Eastern.

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Dahna welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent on your aptly named host tony martignetti last show, which was two weeks ago, and i hope you had a good thanksgiving last week we had bountiful bequests. My guest was susan dame green, and you’ll recall that we talked about why you should start a plan giving program with requests and how to do it. And when i was also joined by shevawn weber, we talked about thrift shops, ops, how your non-profit i should, how to get into the thrift shop business and whether it’s right for your non-profit this week, how to kill your career in five easy steps part to the second half of my interview with robert sharp from the national conference on philanthropic planning and the interview that i did at that same conference with emily lamb and perry wasserman, the subject tax policy and the future of philanthropic planning. Emily is a washington, d c attorney for non-profits, and she used to work with the treasury department in the internal revenue section, and perry wasserman is a lobbyist for non-profits and the three of us will be talking. About what’s likely to happen legislatively in washington and how that affects your organization’s bottom line. That’s this week on talking on tony martignetti non-profit radio. We’re going to take a break and after the break, how to kill your career in five easy steps. Stay with me. You’re listening to the talking alternative network. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics. Politically expressed buy-in, montgomery, taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com i really need to take better care of myself. If only i had someone to help me with my lifestyle. I feel like giving up. Is this you mind over matter, health and fitness can help. If you’re expecting an epiphany, chances are it’s not happening. Mind over matter, health and fitness could help you get back on track or start a new life and fitness. Join Joshua margolis, fitness expert at 2 one two eight six five nine two nine. Zero or visit w w w died. Mind over matter. Y si dot com. Cerini buy-in is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call a set to one, two, nine six four three five zero two for a free consultation. That’s lawrence h bloom at two one two nine six four three five zero two. We make people happy. Hyre talking alternative radio twenty four hours a day. Welcome back to tony martignetti non-profit radio. I’m away this week, but we’re having interviews that i did earlier at the national conference for not for philanthropic planning, and the first of those is going to start very shortly right now. And that is how to kill your career in five easy steps with robert sharpe. What do you say? The board members who say, well, all right, that’s, a fine example thie and antillean and her niece. But where we’re a business were incorporated is a nonprofit corporation where we’re trying to run a business here, and we need to know what we can expect when someone says you’re in my will. Okay, then i’ll give you five names and you call him up, and then you come back and teach me how to do it. Yeah, you make five of those calls and see what you encounter and then come back and tell me to do it. You can’t say that that’s, that’s altum elearning cripple your career that will you? That’s an execution. But no, the point is you, you, you that’s where oftentimes you can bring in, you know not to be in any way self serving for what we do or what you do, tony. But you can get outside people to come in sometimes and make those points right a cz part of a known as part of an overall, you know, it’s part of talking to a board or a management group about, quote, plan giving this is a point that can be made. And you know what most people who reasonable once you personalize it and they use an example like until they get it because they wouldn’t call their own parents up and ask him that question it’s personal stuff and most of the bequest of residual ery bequest anyway, and they have no idea. And by jargon jacket i yes, residual request that relates to what we’re talking about foreign, that you’ve got three, basically, three kinds of requests that people can leave you. They can leave you a request of a specific amount, which tend to be small because if people have to guess at what they can afford to leave you it’s going to be on the low end or they can leave you a percentage of the estate, or they can some combinations of these. Or they can leave you what’s called the residue that most most charitable bequests come from residual ery estates from very wealthy people who have enough money to take care of their family. Pay the tax on that money, and then have some leftover or people that have no children, and they and their close to their nieces and nephews, and but they don’t want they’ve been involved with certain charities all their lives, and it’s really part of their family. That’s why saying, when people put you in the will their elevated to the status of a family member, and that’s what you should and from their perspective you are you are there somebody spends somebody’s eighty years old. And they spent fifty, sixty years acquiring what they have for them to choose your organization to be one of the places that they trust with their lifetime accumulation of assets. That is a very important thing. And it’s not a business transaction, right? That’s especially, is a family it’s a personal transaction? A residual. Ery bequest is where they leave one hundred thousand dollars each to three nieces and nephews, and all the rest and residue split between four five it’s normally six point eight charities in the will it’s, not just one charity it’s, the six that make the cut and what you’re really doing in the bottom line here is looking for market share among a relatively small number of people, the needle’s in your haystack, and you don’t know who they are, so you have to shake the haystack would put a magnet there, pull them out and you don’t have to go burn the haystack down and then find the needles that are left and there can be a lot of money in those residual area states, though, is the largest one, just just because it’s called residue thats the big ones that they’re five to six x times the size of the average specific request is probably ten to twenty five thousand dollars jump in if you disagree, tony, i mean that, you know, they’re the ones you see there are specific amounts they rarely over fifty thousand dollars, whereas the residual really quote something well hyre like twenty. Eight to thirty years somewhere in there i mean, the comedians about ten, if you look in an organization that has, like, fifteen hundred states a year, get one hundred million dollars, a lot of those estates or small, specific bequests, half of them are western. Fifteen thousand dollars, you know, listening. But one hundred fifty to two hundred thousand is not unusual for a residual request. Our guest is robert sharp, and you’re listening to the chronicle of philanthropy and tony martignetti non-profit radio coverage of the national conference on philanthropic planning robert’s kind enough to join us before doing his seminar at the conference, which is how to cripple your career in five easy steps, and we’re not gonna be able to get to all five of the steps. But let’s, talk about something that you did allude to earlier, which is working with other fundraisers. You said that there’s annual giving and this major giving this corporate in foundation giving and and often we see these operating in self contained silos that don’t seem to have a phone line to the others. What about what about working with integrating with other other fundraisers in your organization? Well, this is this is an example of where, ironically, the smaller charity is in this environment, they have advantages with the fewer fewer people on staff when you’re dealing with wealthy donors, when you’re dealing with people that major gifts or for plan gives proximity, those people and being able to manage the relationships are very, very important hyre now the big shops that have three hundred, people in them and they’ve got annual funds and they’ve got real estate departments, and they’ve got all these various things. They have advantages from a technical standpoint, but that’s not that’s a disadvantage when it comes to managing the relationship because a donor at a big university with three hundred people on staff, someone sends a card and ask him for information dahna state it could take two or three weeks to figure out. You know what your what? Your vector victor. You know, who’s got the goods you should answer what’s your clearance clearance, clarence, you know what? Do you know who can, who has clearance to talk? This donor is the small shop with the director development. One person they can get on the subway or a bus or in. The car we’re on a plane and b to c that donor within twenty four hours and or even just pick up the phone and not and not think of the concern that they’ve stepped on a board members toes or there are some some person that those of somebody they’d never met, right? So, you know, they can do what i call them, mohammed, all these school of fund-raising they could float like a butterfly and sting like a bee, but let’s, get to the shops that have more complexity where you do have to integrate sometimes, if you’re dealing with, like a smaller organization with a lot of may, a lot of big donors of all ages, they then your problem is integrating with with with major gifts. But if you’re dealing with a large organization has a big direct mail or annual fund or whatever you’re talking about integrating with that function in a lot of places, you have to do both the main point. I’m going to make it my session is that i’m going to show this with a lot of charts and graphs and whatever is that? Well, let me let me buckslip go. Backto little prior think the average age one major national health organization that gets one hundred million dollars a year, or maurin, request the average age of their donors when they make the first gift to that organization is seventy six years old? I worked with universities with thirty forty million dollars worth of the question come and you go look at the annual fund history and in minutes, not the average age at the first gift to the annual fund will be in the fifty’s half of the median will be in the fifties. A lot of these people it’s a short cycle from first gift, like the one i mentioned is seventy six it’s average twelve years from first gift until death, so during that twelve years they start out is like direct male donors, and then they stick on the file and then maybe there’s a capital campaign going on. But you’ve got to keep the eye on the ball and make sure that as donors are reach in the end of their natural life cycle, you began to turn down the asks for current money. I’ve never seen an eighty five year old who was giving fifteen dollars upgrade her e-giving so quit senator stuff about thanks for fifteen bucks, can you send me more? She may have turned her thermostat down to be able to afford to send you fifteen dollars. You’re turning her off? Why not pick up the phone and call her? And same is this zone? So we realised now that you’ve made over fifty gifts or you’ve given over a thousand dollars and thank you so much, we know in times like these, people are making sacrifices, recognizing the cumulative militant and longevity and then turning down the volume for gifts that are more appropriate younger and when they go through that match your match by integrating we mean t make sure that the donor is seeing different faces of your fundraising efforts, depending on where they are in their life cycle and every donor as a certain age and every donors a certain wealth. So depending on where they are wealth wise and age wise, you want to integrate sometimes when they’re young right out of college it’s just annual funds, but if they’re in eighty five year old and dwindling in their current giving, most of it may be talking to them about ways they can leave a legacy who are the typical planned gift donors we’ve we’ve talked around this little fun playing let’s go right, well, ok, who’s, the typical trust donorsearch no, now let’s not be that technical who’s most likely to include the organization in their will. Now, do you want to raise money in the next funny in fifty years when i want the money to come in? I wanted this to be long term fund-raising so maybe fifty years, but thirty years, so you’re bored wants to spend money now to generate money in thirty years? Yes, they’re willing to do that. Okay, well, then, you’re probably not you’re not going to be influencing much of that because most of the people that leave money to charities, they’re maximum e-giving cycle was like fifteen to eighteen years, and they died age eighty seven on average. So most of the people that make the end up leaving the bequest ultimately our people outside hyre education and religion, they tend to be people that are required relatively late in life. There you’re longer term flag your files, frequency, longevity, age and gender. You lou, look. For people who’ve given frequently over a long period of time who are going to die in the next ten to fifteen to twenty years? And keep in mind that a sixty five year old couple has about a twenty eight year life expectancy. So really, you’re talking about people that are pretty much over the age of sixty five forty five year olds are going toe fifty years, maybe look at the life story s o i don’t paint if you find a forty five year old it’s got you in there, will you probably have a budding major gift prospect because somebody that has the dough native intent to put you in there, will it fifty years old? Think about what it takes to elevate a person or even think about doing that. So the people it’s not how much they’re giving you it’s how many times that when the attorney says you any charitable interests you want to fire off in their brain and the more likely the more times they’ve written you checks in the more times they’ve made the decision to give, the more likely it is you’re going to be one of the six. Point eight. Charities that are included in their will e-giving anything tooting, getting thinking. You’re listening to the talking alternate network. Get in. Duitz e-giving you could are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way look forward to serving you. Do you want to enhance your company’s web presence with an eye catching and unique website design? Would you like to incorporate professional video marketing mobile marketing into your organization’s marketing campaign? Monisha wanna one media offers a unique marketing experience that will set you apart from your competitors, magnify your brand exposure and enhance your current marketing effort. Their services include video production and editing, web design, graphic design photography, social media management and now introducing mobile marketing. Their motto is we do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com hey, all you crazy listeners looking to boost your business, why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back to tony martignetti non-profit radio were listening to my interview with robert sharp on i was also joined by raymond flandez of the chronicle of philanthropy, and the subject was how to kill your career in five easy steps from the national conference on philanthropic planning in october of this year. Here’s the rest of that interview and also shouldn’t you be encouraging these gifts by will. With some regularity and frequency, so yes, that you will be top of mind when when they do go visit there, get that gets to that gets to step five to cripple your career is to ignore the economics. If you have limited resources, you need to spend them in ways that are going to produce the most return. Then when you start getting money in, then you can expand your efforts and do things that are a little longer term, our lord, our lower probability, the money that you, what you want to do is ok, let’s say you’ve got one hundred thousand donors are fifty thousand ten thousand and you’ve got enough resource is to handle twenty, five hundred. You can re sources that you could market request, for example, to your entire donorsearch base once a year, or you could go three times a year to the three thousand people that are over the age of to the to the small number who were in the right age and the longevity range. You’re better off to go four times a year, whether it’s, male or whatever you’re doing focusedbuyer money on frequency of contact with a smaller group of people rather than hitting your entire file once a year because different people are having different events in their lives and there’s this continuity is important. The more things they read about somebody who’s done this especially if you’re not a natural bequest recipient, a college or certain other types of organizations. Wilmore naturally come into someone’s mind than a very niche organization. Let’s say you’re an avid stamp collector, and when the attorney says, are you? Ah, do you have any charitable interest, your college or your religious affiliation or whatever may come more naturally top of mine to get for the american stamp collection foundation that raises money to to fund research and conferences and whatever on stamp collecting, there are people that will put that stamp collecting organization there will, but they’ve got to go out and communicate that idea more often and frequently so. When the attorney says it, you make it into the same slot because they made care more about stamp collecting, then they do their college in the final analysis, rehman’s continue to tie that in with the failure of marketing i think that’s that’s really this marketing marketing, right, miss? Marketing and failure to allocate your marketing resources correctly is another way to fail in this environment, there are people out there that are saying ignore people over the age of seventy because they’ve already made up their minds that and spend your time and effort on younger people. Frankly, that’s, because it’s easier to get a younger person to request a free will planning guide from any blast. And it is a seventy eight year old whose fingers don’t work well enough to work the keys on their computer. And so the fact the matter is they also based on surveys where they go out on the call a bunch of people and say, well, would you consider putting this charity in your will? Yes, i would that’s like when did you stop beating your wife? You know, so a forty five year old is more likely to say they would consider it yeah, way are starting to see more, more suggestions that people thirty five and forty should be should be encouraged include the organization there were wonderful, but you’re going to get money in seventy years and so and how likely is it that is going to? Change the aren’t the person’s philanthropic interests goingto charity priority’s gonna change up from thirty toa seventy eight. I have worked with clients, for example, a sponsorship organization where they have a lot of young donors in their twenties and thirties who give to this organization before they get married and before they have children, hundreds of thousands of them. But then they get married in their twenties and thirties. They have children. They start paying tuitions there, paying for houses in mortgages. All of sudden the discretionary income to spend thirty bucks a month for a sponsorship goes away and they disappear off the radar screen and maybe never come back. There’s, another group of people that it’s sixty to sixty three. When they’re empty nesters they start, they get acquired at that point, and then they start. They start giving at that point so it’s more the later acquired donors who are the ones that tend to actually do it. And that’s true with education, too, in many cases. Let’s see if we can maybe just approach one more. Well, you know what, before we do that you had a request marketing advice for organisations that have maybe ten or even fifty thousand suppose an organization just so now we are giving a deviating a little from career, but but we’re talking about marketing and organization that has maybe just a thousand donors and let’s say that they’re normally normally distributed across age, so a certain percentage of them are over sixty, sixty five, right? What can they do? Tow, promote request just a simple bequest. E-giving well, that organization is likely not tohave i’m a dedicated specialist argast certainly probono no, no way, unless it’s a thousand million dollar donors. Okay, now i’m not gonna happen, okay? So so what you’re trying to do there is educate those people on what i would do in that case is i would be incorporating messages about remember the organization in your will on stationery, on everywhere you can on every solicitation include something about remember the organisation that will or i have already included it would consider including don’t depending on good news is it doesn’t draco’s bad way that goes back to raymond’s question earlier what’s what’s the appropriate way to be asking depends what does depends certain certainly to some extent on on the age of those people. But the good news about having a thousand donors is it doesn’t cost very much money to be exposing the concept to everybody. So occasionally, you know, once or twice a year, you might want to send out something that’s ah, letter from somebody on your board that’s got you in the will and have include some information on the importance of keeping your plans up to date in case you’re terrible interest changed. So the that the good the good thing about being small is that you can if you can afford to go to everybody. But if you have five hundred thousand donors or five million or whatever the larger the organization is and the and the more precious the resources are, you have to do all kinds of things. Then you have to spend more time focusing in on the exact organization i have a question with what if a donor says no he’s, no. Here she has been contributing and giving gifts the organization but but then it’s, like i’m not able to. I don’t want teo are how what’s the next step. Where? Charity there. Well, i would say never say never because people’s someone who is someone who is seventy eight year old and has a sick spouse, i’m thinking of a particular situation where a person had asked about had sent information saying, i’m interested in maybe including this organization, my will, one of the people, but that this conference was telling me that she called this man about eighty years old and, you know, said, you entered you indicated interest in this, and i was just i was in orlando, and i thought i’d come by and say hello. He said, no, don’t bother, you know, i’ve just right now i can’t think about this. My wife is sick, i’m tired. I don’t feel like talking to anybody right now, okay? Let’s say, three years from now, he’s, eighty one years old, his wife dies a year from now and now, it’s, two years from now and he’s gone through his grieving mourning period and whatever and now he gets something else from you. He may then change his mind so events and people’s lives are changing all the time there and that’s. Another reason to be consistently focusing the message on the right group of people because things are changing their lives and things do happen, they do, they do lose a spouse, they do have children that has special needs or grandchildren are all sorts of things happen. So all you’re doing when you’re talking to a person at any point in time, their lives or movies, you’re just taking a snapshot of that moment. And at that moment, the picture may not include a bequest for you, but that can change over time as things happen in their in their lives, same token, somebody can say yes, you’re in my will and then take you out because something happens, they get an illness so they waste a lot of money on something or lose the money and they don’t have the resources that they have, and then they go their lawyer and the lawyer says, have your charitable interest change? Well, you know, since i lost all my money to main off, i just can’t i can’t do this anymore, so it works both ways. Some people that say no now will be yes later and some people that are telling you now on ly about seventy percent of request commitments come through in the end because things change and a lot of those commitments when they say you’re in the will remember their contention on one spouse pre decease in the other. And if the spouses die in the wrong order that you may not get the quote unquote wrong you may get you may not get a request, but they didn’t lie to you. Circumstances changed, but i’ll tell you this. The younger people are when they tell you, when people tell you that you’re in their will and they tell you when they’re under sixty years old, there’s only about a fifty fifty chance you’ll ever get to request. And i know that because i’ve studied thousands of the states where the people notified in advance and we look at the age of the people when they notified him. Then after they die, you look at the probability that they got the request and the older they are. When they tell you, the more likely they are to come through because there’s fewer life circumstances to change their minds that we have to leave it. There were no thank robert sharp very much for your advice. Think. Well, you’re welcome, tony and good luck, raymond. Thank you, too. This is the chronicle of philanthropy and tony martignetti non-profit radio coverage of the national conference on philanthropic planning. Coming from lake buena vista, florida, our guest has been robert sharpe, and our coverage will continue with future interviews later later, just just later today. Thank you very much for joining us, robert and agreement. That was my interview with robert sharpe. How to kill your career in five easy steps, and i was joined by raymond flandez of the chronicle of philanthropy after this break, tax policy and the future of philanthropic planning. Another not national conference on philanthropic planning interview. Stay with us. You’re listening to the talking alternative network. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. I will help you get to the root cause of your abundance issues and help move you forward in your life. Call me now and let’s. Create the future you dream of. Two, one, two, seven, two, one, eight, one, eight, three, that’s to one to seven to one, eight one eight three. The conscious consultant helping conscious people. Be better business people. And i really need to take better care of myself. If only i had someone to help me with my lifestyle. I feel like giving up. Is this you mind over matter, health and fitness can help. If you’re expecting an epiphany, chances are it’s not happening. Mind over matter, health and fitness could help you get back on track or start a new life and fitness. Join Joshua margolis, fitness expert at 2 one two eight six five nine to nine xero. Or visit w w w dot mind over matter. N y c dot com do you want to enhance your company’s web presence with an eye catching and unique website design? Would you like to incorporate professional video marketing mobile marketing into your organization’s marketing campaign? Mission one on one media offers a unique marketing experience that will set you apart from your competitors, magnify your brand exposure and enhance your current marketing efforts. Their services include video production and editing, web design, graphic design photography, social media management and now introducing mobile marketing. Their motto is. We do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com. Talking. Welcome back to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I have another interview for you. This is emily lamb and perry wasserman. Emily is a washington, d c attorney for non-profits perry is a lobbyist for non-profits, and we were talking about what’s likely to happen legislatively in washington and how that affects your bottom line from october of this year. Here’s that interview welcome to tony martignetti non-profit radio and the chronicle of philanthropy coverage of the national conference on philanthropic planning. We are outside orlando, florida, in lake buena vista, florida, for the national conference hosted by the bye ppp. The partnership for philanthropic planning and our guests today are emily lamb and perry wasserman there seminar is titled tax policy and the future of philanthropic planning, and i’m very glad that their practices bring them to our coverage of the conference, both of you, thanks very much for joining us. Thank you, thanks for having us. Emily lamb is a council at skadden arps slate meager in flom in the washington, d c office, and she advises non-profits on diverse tax issues, including tax controversy and tax accounting lots of tax. Excellent, and she is a frequent speaker and panelist, and her co presenter at the conference is perry wasserman and he’s, the managing director of five o one c three strategies, which is a washington, d c based lobbying firm. Working exclusively with non-profits perry is the chief lobbyist for ppp. The partnership for films, traffic planning again welcome, your your seminar is tax policy. See the future of philanthropic planning? What is happening in tax policy? The start just generally that is going to impact philanthropic planning. And let me just remind the audience we are recording before november third. November third is obviously a critical day, and we’re in late mid october right now. So let’s bear in mind that emily and perry are doing the best that they can tell us what the future looks like, but it could change after november third. So what’s happening generally apparent. Certainly. Well, you know, the better question tony might be what has not happened this past session? It’s congress, particularly the senate has been ah, overwhelmingly slow. Some might say negligent on tax issues so we haven’t seen ah lot happen. Obviously, congress is in recess right now. We’re about twenty days out into ah to the midterm elections, and when they come back, the next thing is they’ll come back on november fifteenth. We believe, for a lame duck session, they have a number of issues, they have to confront the three big tax issues as they may relate to non-profits would be certainly the estate tax, which we’ve been hearing a lot about this conference already, it would be the extension of the so called bush tax cuts, these two thousand one, two thousand three tax cuts for individuals, and it would also be this big package of extenders, which includes a host of provisions, including the ira charitable roll, over which a lot of non-profits have been have been watching. So, you know, in the in the short term congress is going to have to address those issues, they may choose to address him in the lame duck session, which starts in you know, we’ll go for about a week after the election and before thanksgiving, and then i’ll come back in december, perhaps they made aside just a punt those issues to the new congress in twenty eleven in january. S o we’re not really sure at this point, but that’s kind of the state of play, you know, as we’re talking, emily slow and negligent on taxes, this our congress, you agree? I probably shouldn’t speak to that, because during the last three years, i’ve actually been at the department of treasury in the office of tax policy. So i think my remarks here should be limited and not reflect that type of knowledge from my government service. I think it would certainly be fair to say that there were a number of very large matters on the congressional plate, obviously health care reform being one of them, which does have some significant impact for the nonprofit sector. Notably there was legislation enacted that impacts the responsibilities of charitable hospitals um, and obviously healthcare and the extremely large bill, there are a number of new non-profit type entities that are contemplated in that legislation, it’ll be interesting to see how that plays out. Certainly, i think there’s there’s the facts speak for themselves, you know, estate tax was not an issue that was taken up extenders, you know, were introduced but have not been enacted, mom and certainly no one can just see. From the political landscape that it has been difficult to get many different things accomplished. What about health care reform? Emily for non-profit healthcare organizations and this is, i think, tumultuous mai mai mai aptly stated, you can you could describe it differently, but for your non-profit clients that are hospitals, how did they get their arms around this enormous legislative change? Well, the changes certainly for hospitals are significant, as you mentioned, certainly my experience recently on the regulatory side, the irs and treasury are in the process of getting guidance out on those particular hospital provisioned i’m referring specifically to five o one r, which has a number of new requirements for hospitals to keep their exemption, and the government issued a notice requesting comments earlier this year. My understanding is that they have received numerous comments, they’re certainly working diligently to try to get guidance out there so folks will understand, you know how best to comply and when you refer to five o one are just give us the full name of the act that we’re talking about. Oh, i apologised five, five, one ours the new section of the internal revenue code. Okay, that was added in the health care isolation, okay, and can you can you give us one or two of the items that are significant there in five? Oh, one are that are going to impact healthcare non-profits sure there are requirements now that for the hospitals to keep their exempt status, they need to have in place at certain times of policies, for example, of financial, a written financial assistance policy and that has to be widely publicized they need to have adopted and in place on emergency medical care policy. There are limitations on the type of charges that the hospital’s may impose on underserved or indigent type patients. There are requirements regarding analysis of community benefit type activities and charity care. Mom, and there is, in fact, a new excise tax that is imposed for a failure to conduct that particular analysis on the community benefit activities carry your are our lobbyist on the panel. What do you foresee any of this changing for? For health care, for non-profits it was an enormous change in health care law. Is there any likelihood of this being revised it all? Emily said a lot of comments have been received or what? Do you think the future of this particular the five o ones fiveone are is? Well, certainly from a kind of macro level we have republicans in the senate and the house candidates running right now on a platform of repealing all are, you know, some of the health care reform bill? I don’t really think that pertains to the five oh one r provisioned but ensure i do want to mention want her vision in the health care bill, which was kind of like a sleeper provisions that will actually affect every single non-profit and that was a ah revenue raising provisions. You know, this bill, it was important and actually required by law that it be offset that it be so called revenue neutral to the government in one way that congress decided to raise revenue and offset the cost of the bill. Was teo tweaker requirement that any entity, including non-profits, will now have to file ah, form ten, ninety nine with the irs for any payment they make to a vendor for six hundred dollars, or more a year? That includes one time payments and cumulative payments over six hundred dollars. Six l thought it would be the provision was said teo have raised or will raise nineteen billion dollars toe offset the cost of of health care reform, so that kind of gives you an idea of the administrative, the nightmare that a lot of you know, every entity but you know, we’re talking about non-profits might face, so there certainly has been a move the last couple months teo to repeal that provision of health care reform. It doesn’t certainly doesn’t go to the subject substantive issues of health care, but there has been a a move teo to repeal that provision they haven’t been able to do it yet, in part because they have to find another nineteen billion dollars if they get rid of that provision. So it’s something that the partnership for filling topic planning has certainly been watching because when those new rules go into effect, which it’s set for twenty twelve, if nothing changes it’s going to be a huge shift for aa lot of non-profits particularly the small and medium sized non-profits who may be a little less sophisticated on some of these issues, tio start to comply with so that’s one issue of the health care bill i think that’s going directly impact non-profits and depending on what happens with the election, you know, we’ll see if it if he gets repealed or not. Yeah, and you allude to something very important for our audience. I mean, the audience for the show. It is small and midsize non-profits. And just how do they get their mind around something this this enormous what’s the timeframe of the sort of the comment period and then the and then the reformulation period. If if there is that reformulation how’s that process where for this provision for this provision ableto make comments and just generally what’s the the time frame? Well, it would be it would have to be a legislative fix. I mean, they would have to be legislation that that that changes the law. Since the president, you know, signed the health care reform bill into law, there has been ah, a lot of movement in the senate in particular, through amendments trying teo drastically raise the six hundred dollar limit. So, i mean, at this point, it’s still in the legislative spirit, hasn’t gone over to the regulatory side of things. So i mean, all i could really say is you know, certainly we’ll have information on the ppp website. I know some other kind of national umbrella charities are following this, but, you know, i would encourage members to reach out tio they’re members of their members of congress are your listeners rather to reach out to their members of congress and let them know that they find this provision to be to be troubling? Because i think there’s definitely a a movement on capitol hill, a bipartisan movement to repeal this provision, but the problem is that i alluded to earlier in order to do that in order to comply with other laws that are on the books. Congress has to offset this change, so they’d have to come up with nineteen billion dollars somewhere and ah, and that’s kind of the name of the game in washington on dh, so i think that’s going to be the potential roadblocks. My guests are emily lamb and harry wasserman, you’re listening to tony martignetti non-profit radio and the chronicle of philanthropy coverage of the national conference on philanthropic planning. Emily and perry’s seminar at the conference is tax policy and the future of philanthropic planning emily can we switch to the estate tax obviously critical. Nobody really knows what’s happening. We just know that this year two thousand ten there is no estate tax. Enormous repercussions, i think for fund-raising non-profits what? What’s your advice going, toby or what? You’re not advice. What do your word’s going to be around this for the for your seminar audience wow, that that’s a tough one. Obviously think many of us who work in this space and who watch it are just continue to be surprised by where things stand today. And, you know, certainly for the first half of the year, i was still inside at the department of treasury, where my colleague cathy hughes has responsibility for st gift tax matters and she’s, my ex colleague now, obviously, but certainly want to put a pitch out there. Kathy is fantastic and really a wonderful resource to folks who may be interested in this area or have particular concerns. Obviously, from the seat that i was in, as perry alluded to earlier, you know, this has not reached the regulatory side yet. It za legislative matter-ness needs to enact the law that will be on the books or certainly if if nothing happens, the way it works now would be, we’d go back to the two thousand one status. Could you remind us of what that is essentially fifty five percent rates of the death tax? And i think one million dollar exclusion amounts and those air significantly, the tax rate is higher, the exclusion amount is significantly lower than it was in two thousand nine because extra, the legislation that enacted this kind of ten year look forward system had had a system of of great changes and exclusion amounts. I’m just stopping once, emily, on my show, we have george in jail, and i’m warning you, i’m the warden know you know you don’t contribute that would only only sent your fine no door locking it. Sometimes i have keys, i don’t wear remote, so i don’t have my keys. But just for our audio, what is what? Remind us what avectra was boy, i’m not even sure i know the what the two thousand one wall, this tent this ten year look forward that that emily was talking about. It was the legislation, and i have to say, and and we were talking a little bit. About this last night, i mean, in two thousand won when congress was debating this legislation and coming up with this compromise that it would go away in two thousand nine. But she back-up in two thousand and ten labbate nobody or i’m sorry go away in two thousand ten, and she back-up in in two thousand eleven. Nobody thought we’d be in this position where we’d be in october on congress, you know, would be campaigning right now, possibly coming back for a lame duck and nobody knows what’s gonna happen with the state tax. So it’s a precarious situation to be in. I don’t know how this is all going toe going to shake out the house has ah passed last year at the end of the year, i believe they passed essentially an extension of two thousand nine levels. Senator baucus who’s, chairman of the senate finance committee, has ah supported that in the senate. But there’s ah, a coalition of senators of both parties who want a ah ah, you know ah, a different version of the tax so on what the house did is unacceptable to them. So it’s kind of this game of political chicken, you know, unfortunately, a lot of people are caught up in the middle of it, and quite frankly, i don’t know how it’s going it’s going to shake out? We’ve heard some reports congressional staff certainly indicate that chairman baucus, when they come back for lame duck, has a package ready to go that deals primarily with the these two thousand won in two thousand three bush tax cuts, and certainly many expect that a state tax will be dropped in there, but but it’s tough, you have to count them numbers in the senate and it’s very likely that senator baucus will not have sixty votes, which is the magic number in the senate. Teo to move the legislation forward. So unfortunate for this one, i think we’re going to have to wait and see how everything shakes out. I’m with emily lamb and perry wasserman at the chronicle of philanthropy and tony martignetti non-profit radio coverage of the national conference on philanthropic planning in lake buena vista, florida. I’d like to talk about senator grassley on the senate finance committee. Very activist around non-profit issues which perry do you wantto? What are you going to start? Okay. Okay. And then, well, then we will turn family. Okay, well, yeah, i would just agree with your assessment. Ah, that now ranking member grassley has been very active ill non-profit issues, probably more so than any any chairman or ranking member of senate finance that we’ve ever seen. Ah, and i think the sector has i think it’s actually transformed the sector, perhaps in ways he didn’t envision a lot of what he was talking about was not legislated the, you know, regulatory actors didn’t end up dealing with it, but the sector itself, i think, has really stepped up. Oh, and dealt with a lot of what he was talking about. And ah, i would say, is perhaps it’s proof of that? And since the two thousand six pension protection act, which i talked about earlier, that had a lot of these reforms in it, i think it’s kind of income quiet on the reform friend, i don’t think i mean, other than health care, i don’t know if we’ve seen a whole lot of ah ah, hold out of reform. So i think that’s how that’s that’s kind of working i do want to note on again. We’ll have to see how everything shakes out after the election, but from all indications that i’m aware senator grassley will be stepping off the finance committee. There’s a very complicated system in place in the senate for committee membership in committee leadership positions, there’s rules on each side about which committees people can serve on in the time limit. So it looks like, ah, senator grassley will be going in a ranking member, chairman capacity to the judiciary committee. Senator hatch will take his place, so i think he’ll still be involved on the issues, but he’s certainly not gonna have that kind of perch that he that he once had. Emily, please, absolutely. I think i absolutely agree, perry, that we’ve seen a lot of activity from senator grassley. He’s had a number of staffers who have been very, very activist and interested in these issues, and i would agree that certainly there were a number of significant reforms enacted not just in the pension protection act in two thousand six, but in a piece of legislation in two thousand five, which imposed a new code, section forty nine sixty five, which are basically tax shelter penalties on exempt organizations that engage in tax shelter transactions on what we had seen through the early two thousand’s was what people refer to as the tech shelter wars, mostly on the taxable for-profit side. But, you know, iris went out there and there were a lot of tax payers engaged in abusive tax shelter transactions, and there was a great deal of activity on that front, i think ultimately it’s pretty clear that the government won those wars, but i think you also saw a little bit of a trend where sametz empt organizations were engaging in that type of activity. So one of those, maybe the abuses that people are most familiar with is the the donation of automobiles, bond, the deduction around those is that is that one of the things you’re referring to that is, i think, definitely a charitable abuse that is not a listed or reportable tech shelter transaction. Thanks. Pension protection might have dealt with the automobile. Yes, i know, but they’re about tax shelter. Yes, which is ah, sort of a very specific, you know, kind of structure transactions that would take advantage of the exempt organization or exempt entities exempt status to help evade taxes. Essentially, you saw that in, oh five, and then clearly the pension protection act in two thousand six, it had a number of reforms. In addition to the incentives, i think is perry really referred to really change the landscape for certain types of charitable giving vehicles, especially supporting organizations and donor advised funds. I think on the regulatory side, quite frankly, iris and treasury are still dealing with that. They’re still in the process of working through regulatory guidance to get that legislative package enacted. And where is that guidance, emily? When will it be ready? One can never predict, but but i know that the folks some of that guidance i worked on while i was in the government, and i know folks are continuing to work very hard on that. Obviously, with healthcare coming down the pike, that’s another thing that really divert a ton of iris resource is because a lot there pieces of healthcare that were effective immediately, including the provisions related to the hospitals. You know, a lot of it is deferred till twenty twelve, but it’s kind of a whole new infrastructure, both for the world outside land for the government to build in order to make that system run. But the last thing i would just notice, i do think that the interest by senator grassley in these areas, even where it did not lead to actual legislation, has kind of transformed the sector and been helpful. The thing i would point tio would be the college and university conversation where senator grassley, i think, was very vocal about why are these universities not spending more out of their endowments? You know, looking at some of the tuition rates and all that he had some round table meetings where a number of very prominent folks came to the table. There was a fairly uniform view expressed at the round table and about the conversation that, you know, one size doesn’t fit. All a mandatory distribution would not be helpful. I mean, we see ultimately, at least to date that that has not being part of any type of introduced legislation. But during that conversation, i think you saw some very large institutions, you know, voluntarily announced that they were going to change some of their policies in terms of endowment spending. Save you no tuition scholarships in that space. And i think that’s clearly got to be helpful, and since grassley has been such a mover in these areas, what do we expect? Can we predict what it looked like when senator hatch takes grassley’s place? Emily, can you can you comment on the replacement? A better insight? I would say obviously, senator baucus has also expressed interest, you know, he’s been with grassley throughout this process, i know he in particular is interested in rural type philanthropy, a zit impacts, you know, his home state, obviously and caucuses from which the montana thank you, of course, in terms of the of the hatch, you know, move over. I don’t know if you have thoughts, parent. Well, i i think you’re exactly right, emily. Senate finances is a unique committee on, particularly with senators baucus and grassley, they worked very close together, they usually least publicly we’re on the same page. So i think regardless of what happens with the election in which party takes control of the senate, i think we’re going to see senator baucus certainly continue with his interest in the sector on dh, maybe even pick up some of senator grassley’s interest it’s also important. To know kind of in the day to day workings of washington. Andi, you may have made this point earlier, emily, that a lot of the staffers may end up sticking around on dh they carry a lot of the load, so certainly they work at the pleasure of the chairman and the ranking member on day work under their direction, but geever even an expertise that we now have on senate finance dahna with the staffers and tax exempt issues, i think we might see them continue toe work on, you know, in the space, so to speak, in terms of senator hatch, i mean he’s certainly known as as a partisan, perhaps a little bit more so than grassley, we know that he is concerned, leased in the last few weeks, we know that he’s concerned with the political issues, particularly how they feel how they relate to see fours and see fives and see sixes that may be an issue that he actually disagrees with senator baucus on, but i don’t i don’t think he’ll deal with those issues to the exclusion of other non-profit issues, but i think we’re going to continue, you know? I don’t want to leave your listeners with this feeling that because senator grassley’s moving over to judiciary, suddenly the tax writing committees may not care about tax exempt organizations? I don’t, i don’t think that’s true, but certainly he had a unique approach to oversight hey used his perch in senate finance to conduct ah, very aggressive oversight of the sector. Ah, and i’m not sure if we’ll see that continue, but they’re still going to know we’re out there and you know what we’re up to, all right? We’re going to leave it there. My guests have been emily lamb and perry wasserman. Emily is counsel for skadden, arps, slate meager in flum in the washington, d c office and perry is managing director of five o one c three strategies washington d c based lobbyist firm they’re seminar at the conference is tax policy and the future of philanthropic planning. Your listening to tony martignetti non-profit radio and the chronicle of philanthropy coverage of the national conference on philanthropic planning. I want to thank both of you for taking time out to join us. You’re you’re terrific team together. Thank you, thank you, thank you very much. You’ve been drinking, ending the getting dink, dink, dink, dink. You’re listening to the talking alternate network, waiting to get you thinking. Cubine are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking alternative radio twenty four hours a day. This is tony martignetti, aptly named host of tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcasting, you’re listening to talking on their network at www dot talking alternative dot com, now broadcasting twenty four hours a day. That’s all the time we have today for tony martignetti non-profit radio next week, friday, december tenth, join me at one pm when we’ll have maur interviews from the national conference on philanthropic planning. I am in bangladesh, sri lanka and thailand right now, returning in a couple of weeks hope you’ll join me next week for the interviews that continue from that conference. As always, the creative producer of tony martignetti non-profit radio is claire meyerhoff line producer and the owner of talking alternative broadcasting is sam liebowitz, and our social media is by regina walton of organic social media. You can get our insider alerts and see my live appearances on the facebook page. Facebook, dot com, tony martignetti non-profit radio join me next friday, one p m eastern time, right here on talking alternative broadcasting at talking alternative dot com getting linking the ending, the ending the ending you’re listening to the talking alternate network, waiting to get you thinking. Nothing. Cubine is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call a set to one, two, nine six four three five zero two for a free consultation. That’s lawrence h bloom two, one two, nine, six, four, three five zero two. We make people happy. Dahna! Hyre treyz this is tony martignetti, aptly named host of tony martignetti non-profit radio non-profit ideas for the other ninety five percent. Technology fund-raising compliance, social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio friday’s one to two eastern on talking alternative broadcast. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com. We look forward to serving you. Are you feeling overwhelmed in the current chaos of our changing times? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed hi and montgomery taylor and i offer lectures, seminars and private consultations. For more information, contact me at monte m o nt y at r l j media. Dot com talking.

Tony Martignetti Nonprofit Radio for October 29, 2010

Big Nonprofit Ideas for the Other 95%

Compliance. Board relations. Fundraising. Technology. Volunteer management. Accounting. Finance. Marketing. Social media. Investments.

Every nonprofit faces these issues and big nonprofits have experts in each. Small and medium size nonprofits have Tony Martignetti Nonprofit Radio. Trusted experts throughout the country join Tony to take on the tough issues facing your organization.

Episode 15 of Tony Martignetti Nonprofit Radio for October 29, 2010

Tony’s Guests:

Paula Marks

I’m Looking: Savvy Strategies for Your Search: A nonprofit job-seeker, Leonora Scala, gets advice from our expert recruiter, Paula Marks, Managing Director with Gilbert Tweed International, on spiffing-up the resume; emphasizing strengths; where to look; networking; interviewing; and using social media for search. Paula’s tips will help you in your own search, whether it’s today or in the future.

  • Here’s the current resume for Leonora Scala. It’s all corporate. After she and Paula revise it to appeal to nonprofits, we’ll post the revision so you can compare the two.

Robert Sharpe

How To Cripple Your Career In 5 Easy Steps, Part 1: In partnership with The Chronicle of Philanthropy, I interviewed Robert at the National Conference on Philanthropic Planning. He shares how Planned Giving fundraisers can shoot their career in the foot. Robert has decades of experience witnessing the shooting matches fundraisers have with themselves. Maybe you should forward this to someone you know? (Part 2 will be broadcast on a future show.)

Here is the link to the podcast: 016: Savvy Strategies for Your Search & How To Cripple Your Career In 5 Easy Steps

When and where: Talking Alternative Radio, Friday, 1-2pm Eastern.

You can subscribe on iTunes and listen anytime, anyplace on the device of your choosing.

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Thanks.

Here is the link to the podcast: 011: How to Make-or Ruin-Your Nonprofit Career
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Welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent happy halloween and shout out to my good friend larry bloom, who just finished the divorce our if you have not listened to the larry bloom show you should. It is cathartic and tender and heartfelt radio here on talking alternative dot com. Listen to the divorce our with larry bloom preceding our show last week on our show, we have i had ah recorded, sorry, we were with, um, larry sage of larry sharp of neo-sage, and he was talking about smart sales training strategies to kick start your fund-raising those were corporate sales lessons to help your non-profits fund-raising and the guest was larry sharp this week, we’re bringing back ah feature that i enjoyed very much. I’m looking savvy strategies for your job search a non-profit job seeker is going to get advice from our in house professional recruiter, paula marks, who is managing director at gilbert tweed international, and we’re going to talk to our job seeker about spiffing up her resume, emphasizing strengths, networking, interviewing, using social media, all to help you in your own job search, whether that is today, or sometime in the future and at tony’s, take two between guests. I’m going to talk about something that i’ve blogged about this week. Fundraisers should not piss off women, and i’ll tell you about an exciting conference is going to be a part of in new york in november, the next-gen charity conference. Our second guest today, is going to be one of the interviews from the chronicle of philanthropy from the national conference on philanthropic planning. A pre recorded interview with robert sharp had a cripple your career in five easy steps. So we’re all about your career on today’s halloween edition of tony martignetti non-profit radio stay with us. Duitz ding! You’re listening to the talking alternate network. E-giving dahna you hi, i’m new york state senator joe a dabo. I will be hosting a Job fair on friday, november 12 at aqueduct racetrack in queens, contending into three p m, we will have over one hundred companies looking for qualified workers. They’re all to be lectures on jobs, try to jeez and networking, come and bring plenty of resumes and join me on friday, november twelve at aqueduct racetrack for a Job fair, intending m 23, p m. For more information, please call pete in my district office at seven one eight seven three eight one one one one geever. I really need to take better care of myself. If only i had someone to help me with my lifestyle. I feel like giving up. Is this you mind over matter, health and fitness can help. If you’re expecting an epiphany, chances are it’s not happening. Mind over matter, health and fitness can help you get back on track or start a new life in fitness. Join Joshua margolis, fitness expert at 2 one two eight six five nine to nine xero, or visit w w w died mind over matter. N y c dot com duitz are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com. We look forward to serving you. You’re listening to the talking alternative network. Welcome back on the aptly named host of tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m joined in the studio by our recruiter for our recurring segment i’m looking and that is paula marks, managing director at gilbert tweet international from her website. The search process is like a spider spinning its web it’s important to think vertically and horizontally at the same time and to make all the unlikely connections, paula, as i said, managing director at gilbert tweet international her career in executive search spans nearly three decades prior to being an executive search consultant in nineteen eighty five, which is when she started, she had director level positions in corporate human resource is at bergdorf goodman, bonwit teller and lane bryant stores, where she developed staffing, knowledge and skills. Paula is our expert recruiter for the i’m looking segments, a feature that we do frequently on the show, and i’m glad that her practice and expertise brings paula back to tony martignetti non-profit radio welcome, paula. Thank you, tony. We’re working today with leonora scala, who is looking for a job in non-profits she’s joining us by phone? Paula, why don’t you introduce the audience to leonora. Hi, leonora. Good morning. Welcome. How you doing? I’m doing great. I think everyone would like to know how it is that we met because i think it says so much about how people should be connecting. Leonora and i bumped into each other in a doctor’s office, and we took long one look at each other from across a crowded room and thought, wow, we’re two fashionistas we need to know each other that and we’re through its true right, and we’ve developed a friendship and i’m working with leonora. And now, as she is actively looking for a job back to you, tony on leonora, you are your background is in all is all in for-profit work, but you’re you’re looking tio translate that experience into a non-profit career or at least job to get started. What makes you want teo? You have a personal story. Why don’t you share that? Why is it you want to bring your expertise to the non-profit community? Well, just recently my mom had some back surgery and he needed to go into rehab and me not knowing anything about anything about that. I i went to different peoples is over what was what good was bad, and they gave me a list of we have sent it to go. Teo and i started going in searching out the different ones and the ones that have found the best with a non-profit because they were able to utilize whatever they did, the money they made they made and just put it into the rehab center, i mean, everything, which is so fabulous and she’s obviously made a speedy recovery still has a long way to go, but yet made a speedy recovery, and i take that as part of being what the company wants, and i want to be able to get back to that. Yeah, that experience moved you to give to the non-profit community so exactly right in in very shortly, we’re goingto have you talking to paula because she’s the expert, but tell us what it is generally that you’re looking for in the non-profit community what type of work at i’m actually looking for some marketing and merchandising function planning because i’m very good about putting strategies together and making company’s money, and what better way to do that and be able? To generate some more and do better for the universe. And in just a minute and a half we have left or so before the break. Why don’t you acquaint us a little bit with your background? Ah, leonora. Sure. Um, i’m a season’s merchandising executive. I have experience in the consumer product industry, especially in the apparel accessories. Um, footwear business. I developed into end award winning merchandising strategies for new product introduction, some brand activation and generated some multi million dollar growth there. My experience is streaming product development in merchandising processes, treyz brand awareness and lee global procurement strategies. Okay, and i’m going to stop you there, paula, just the forty five seconds or so we have before the break that is all very corporate paula that can translate to a non-profit absolutely it is all applicable to not for-profit i’m absolutely ok. Well, we’re going to explore all of that after this break. Please stay with my in studio guest paula marks and leonora scala are non-profit job seeker. Stay with us after this break talking alternative radio twenty four hours a day. Are you stuck in your business or career trying to take your business to the next level, and it keeps hitting a wall? This is sam liebowitz, the conscious consultant. 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Interested simply email at info at talking alternative dot com welcome back on the host of tony martignetti non-profit radio with paula marks in the studio and our job seeker this week on the i’m looking feature is leonora scalia. Paula explained how this very intense and exemplary corporate resume and experience of leah nora’s can translate to a non-profit opportunity job. I feel that today we very much overlooked people who have what i call ground up experience or a broad base part of the experience, the expression, leonora, i don’t mean you have a broad based on things for me to say, yeah, you want the wisecracks pulling its supposed taking over the show you believe this already with it wouldn’t be the first time hey, she has all of the necessary skills to build a position in any kind of organisation. She’s got the finance she’s got the planning she’s got the merchandising, she understands consumers she’s, well educated, graduated fordham university, so she’s got everything going from her for her, and i think that as we mature in our careers, the pyramid should get narrower and that’s the direction that we’re headed. We don’t want somebody to start out at the top and fall off the ledge so she’s really doing all the right things? I can’t imagine that any not-for-profits would be interest wouldn’t be interested in somebody that has financed skills, planning skills and even merchandising when you look at a lot of the not-for-profits today they have catalogs, they have product everybody’s selling something with a logo and everybody’s looking to make money on dh. So what’s your advice, then specifically for leonora make this translate into on background that non-profits see the value of, well, one of the ways we’re going to work on that is to refine her resume and extrapolated some of her skills that are not for-profit person might better c or better related, so you want to you want to focus on her skills? Not so much job titles and corporate name correct. Okay, because i’m looking at her resume and i don’t know. Leonora, do we have your permission toe put the resume up on the on the my blog’s so that people can look at it. And as they’re listening maybe to the show in after the after this live broadcast would that be okay? Yes, but we’re going to make a better version. That’s, right? So maybe what we should do, i think this will be ideal. We’ll put the before and after so well before up this weekend, and the after will come after you and paul have worked on it, and people can see the and the b version because i’m looking at the resume now and it’s it’s all corporate on dh. So, paula, you want to translate that to bring out skills? Is that right? And what types of skills do you see in lena’s background that you would want to highlight the resume? Well, again, i think because she has financed experience, i don’t think there’s an organisation alive today, whether they have for-profit or not for-profit this doesn’t want somebody that understands financial planning and where we going with his and we’re going to meet our financial goals of the bottom line is even if you’re not in it for the profit, you still have to be able to afford to maintain your organization and your infrastructure and hard knowledge can really taken organization to perhaps that middle ground where you’re not necessarily not for profit, and you’re not necessarily for-profit but the concepts are the same, and the ideals of the same financing. Exactly. Leonora, have you been actively looking in the non-profit community or you’re just really sort of getting started in the non-profits basically just getting started because experience with my mother just happened, like, a month ago. Oh, this is all very recent for you out there. Okay, well, good. All right. That makes it timely for the for the audience. Excellent. Um, so we want to look at the resume. Pull ahead. I would add something else. And and again, leonora and i have talked about this if she’s ever done volunteer work, if she’s ever done anything, whether it be for the corporation she was employed by or personally, that plays well too and not for-profit i’ve done volunteer work my whole life and it’s kind of the thing that when i deal with a not for profit organization, that they really like that i haven’t been somebody who’s purely driven by profits and there’s some understanding of what goes on outside the board room in a corporation, we would also actually look att not-for-profits and look at how they describe what their needs are because all of those organisations post open jobs. And if we look at the language it’s really just a matter of changing the language so that the person understands what you did and how it translates to their organization, i on my block, which is a polo marks dot com i have articles that i write periodically, that’s say, change your language and change your results and that’s really what we’re talking about change your language for your audience that’s so we need to shift terminology app from the corporate to the not-for-profits are there other specific sites that you would recommend? Lenore eleonore, look at for non-profit job openings, i think she can go toe any one of the large not-for-profits in the new york tri state area metoo have got places like lincoln center, you’ve got major hospitals, you’ve got colleges and universities and there’s a whole universe out there on and frankly, i think that there are a lot of organizations that would be lucky to have her they just don’t know where to find her and they don’t know had to translate, so we need to help them to translate and it’s really just a question of looking at their nomenclature versus the nomenclature. Used in a corporate environment and is you and i both know tony, you know, we grew up in environments where we call the d e o c thirty forty years ago. And now it’s cool diversity. And then during watch watch george in jail, though e o c was the equal employment opportunity commission, i realize that, but i know, you know, you know, hiring right have to be careful, you know, a cz warden of jordan jargon jail and respectful of the audience. Okay, well, yes, but now it’s diversity, of course, leonora, i want to bring you in some or what? What have you been talking, teo? Doing any networking in the non-profit community it or not? Not even started that the only type of networking that have done phenomena in the non-profit would be more in the other networking center that i go, teo, where more people there or for non-profit so i’ve been trying, tio i mean, it’s only been, like two weeks, but i’ve been trying to connect with them. We’ll try to get more information on dh what’s been the receptivity so far they’ve been very receptive, which is like with open arms. Because they just feel like somebody that, you know, i could do the job that could do something and sort of helped the organization would be fabulous. So it’s, just me more getting out there and also as pull it is very much corporate language, so i definitely need to update that right? And i was also wondering about your sort of elevator pitch. I mean, as i as i introduced you and asked you to explain your background as you did so very concisely, it was all in that corporate language. So i guess that’s something paul that you would want to work on also is that not only the resume and printed materials like cover letter, but leonore is just conversation about her background? Yes, it’s something we will work on, and we will do a role play on it. And i have enough contacts in the not for profit world that even if they didn’t have a position available, they would be willing to speak with her so that she could do in practice. Practice makes it perfect. And we have to make this translation from an outstanding corporate background to the non-profit language and openings that exist? Leonora. You mentioned something, you know, getting out there. Full of what? Poland. What other advice do you have for leonora? Aside from specific going to specific large non-profit websites and looking for jobs, how should she be getting out there? Well, you’re asking the wrong person because there is no place that i go where i don’t make new friends will share your that’s. No, i’m asking the perfect person. Non-cash. How should leonora be making new friends getting out there? Yeah. How should you do it? Okay, well, last week, you know that i went to detroit. I had a client meeting and i met thirty knew people on the plane going out to detroit and on the way, but okay, how do you meet thirty people on a plane i sit next to well, when i’m unlucky. I’m next to two ones on my left ones on my right. But i usually prefer the window, so i usually sit next to one. How do you meet thirty? Well, you get on the plane and you say hello. Good morning. And if the person looks up and makes eye contact you to start to talk to them? And i always talk to the attendance, and my nephew flies for american. So i asked them if they know my nephew and they will look at me like i’m crazy and actually one flight. Somebody did know my nephew, so they have it. I talked to people the row in front of me and the road behind me. And then i get up, and i’m going to the ladies room, and i have to say excuse me to a few people, and i really just look for people’s receptivity on the flight back. I actually met a man who lives in salt lake city and he’s, a mormon, and he organizes trips for his community. So of course i made friends with him and his wife and the three rows in front of him in the three rows behind us. And i got a whole lesson on genealogy. I think networking is really nothing. Mohr than taking down your guard, getting putting down your blackberry, unplugging your ears and just doing what we were given at birth. And that is senses. You see it. You hear it. You smell it. You touch it. If i get a vibe from somebody not interested. I move on to the next, you know, on a big plane, there’s three hundred people. I only met three new people on the jitney this morning, but it was early for may. I understand there was it was a slow morning for you. All right, so give me some listeners who are frequent business travelers who may or may not be receptive, but you’re but you’re saying, you know, you gauge you gauge receptivity if somebody gives you a grunt, you’re obviously not going engage them in conversation, but if they give you a smile and a oh, don’t worry about it. No problem, you know, you’ll, uh you’ll be more likely to go to follow-up and continue a conversation i see. How does that sound to you, leonora? Is that i mean that’s sort of personality thing. Paula and i have spoken about it, i’ll try it and he does work. It’s really does work yesterday was at a job fair and, you know, we’re just waiting on line to see these companies, and i saw it turned around and talk to the lady and which is great because, you know, you get she knows somebody and she’ll give me a point xero she’ll say something and it just direct strike something in my head. I’m like, well, i got to try that, and it just keeps on continuing, which is fabulous. I agree. I think it does work. I hope i’m not one of those grumpy business travelers, but there are some i tryto travel with a smile on my face. Uh, excuse me. Pardon me. Somebody bumps in seo no problem. You know, i i hope i’m that person i tried to be. Um, listen and you’ll you’ll establish such a closer relationship. Sort of. Then you will, you know, from ah, length in connection. Okay, but let’s talk about social media because that is another way that is very prevalent in today’s job search community. What what? What advice do you have for leonora? Or generally, people trying to make this corporate non-profit switch around around online and social media? Good question it is the wave of the present, and while i’m not a lover of technology, i see the value in it because i now have friends worldwide that i have not met in person, but i’m improving every one of the foreign languages that i speak so i’m on facebook i feel very strongly, however, that on facebook and linkedin and any social media, i think you still have to be professional. I think you still have to be smart, i think, using poor language or inappropriate language, i think saying ridiculous things, you know, this is goes into the ether net for the rest of your life, and i think that there are a lot of people who don’t really think about it. And so i think you have to put your best foot forward in the most professional way, and if you make a friendship out of it, that isn’t professional. Well, terrific, but you’re really in this for the professional aspects of it. I connected with a cousin of a cousin this week who i haven’t seen in forty years, and we were obviously both very young people, and i have twelve new connections from him this week. And so i think it’s important to just keep putting yourself out there, but in a way that you want to be perceived, you have some control. And leonora, are you on lincoln? Yes, i am. And yes. And i made sure that i connected through different people and it’s actually pretty pretty thing okay? And does your linkedin profile specifically say now that you’re in a job search and that you’re looking in the nonprofit world, haven’t nothing haven’t updated it for non-profit but it is saying that i am searching and i’m looking okay, gotta get updated, okay? Yeah, okay, another thing for the to do list, understand? And how about facebook? Are you on facebook? Leonora? Yes, um, on facebook, but i’m not maybe i just need to be more diligent with it. I’m focusing more on lengthen that i was facebook, but hearing on how important that is, well, i’m going to try to update that as well, because i think i think facebook friends can be helpful, right? If you post appropriately and as paula admonishes us professionally about the fact that you’re in a job search, there may be friends on facebook who don’t know you otherwise, i don’t know you well enough or aren’t in close enough contact to know that you’re in this kind of search. Facebook could be valuable, i tell you an interesting thing i got an email from a woman who is a secretary to the cfo at bergdorf’s and this was in the eighties, and she said, pola, i always liked you. I always thought you were really nice, but i had no idea that you were this professional and you were this creative and i thought, well, i should be on facebook more, and i think that’s the truth, i think we don’t know enough about people and we forget, and this is a great reminder, and what i think we forget about the whole concept of networking is that everybody knows somebody and you need to get to the somebody’s because that’s, where the connections begin to happen when i say somebody, i don’t necessarily mean status or stature, i just mean that everybody is a link to someone else clearly on dh, the online world is bringing that out on dh since we’re talking about this, the year your social media presence, your online reputation, paula, how common is it for employers to look at a potential employees and do sort of global searches, or even maybe hyre vendors toe to search out that person’s online persona to see? Have they done something that could be potentially embarrassing to the company. Is that is that that’s happening? A good deal? And i think it’s happening mohr and mohr and mohr. And i think that it is again, it’s, one of those places where you don’t want to have to bite your tongue afterwards. And i even think that there are asset protection aspects of an organization that are beginning to look at at the public persona that may be inappropriate for them and for their reputation. Let’s, switch gears a little bit to the to the interview. When paula starts, i’m sorry. When leonora starts to get interviews, how should she be positioning herself for the non-profit opening and that’s? Another very good question. And leonora and i talked about this very briefly this morning and essentially i said to her, you know, you have to be yourself on dh this is this is not about halloween. This is about you got to be yourself, because when the mask comes off on day one, you have to be who the client expected you to be. So once again, i think you have to show up is who you are. Leonora. How do you feel about interviewing you all your all your interviews to date have been with for-profit people working in financial merchandising? What what’s what’s your feelings about interviewing in the nonprofit world? Nervous it’ll be the first time that i’ll be putting myself out there, but i think that i’m, um a realistic person, trustworthy person. I respect of the people i lived by, like, five basic core values which are trust, respect, believe, humility and integrity, which i think transcends and fits very well, with the nonprofit organizations excellent, so upleaf schooling are always nervous, but you know what? If i lived by those values, those people are going to say it, and it will be one fabulous happy party poll since, since leonora admits to being nervous about it are our mock interviews, valuable rehearsal interviews so that the first time you’re doing it is not a live performance, so to speak. Yes, i think they’re very helpful. And as i said to leonora, i was born nervous and i’m nervous every second of every day. So that’s just a condition we live with and she’s living with it really well and you don’t want the the first time to be alive. A live interview that matters. You wantto have some me like today, leon, or you’re a terrific sport. How you doing? Great, she’s. Fabulous. But you want to have some rehearsals behind you before you go quote on stage it would be helpful, i think, um, my guest has been paula marks and she’s, managing director at gilbert tweet international. She is our regular expert in in recruiting and job search for our recurring feature. I’m looking and leonora i wanna thank you very much for joining us. Thank you. Thank you very much. Leonora. Leonora scala is on staten island in new york and we’re gonna post her resume cause we got her approval and then we’ll post the after resume. So we’ll have the one that i’m looking at and paula’s looking at today and then shortly, i guess a week or two, we’ll have the plan b, the second after resume, and that will also be on my block at m p g a d v dot com that’s, where all the files are for all the shows and you’ll be able to compare and see how this excellent commercial and corporate background got translated to a non-profit job seeking resume. We’re going to take a break and after the break it’s, tony’s, take two and then after that it’s robert sharpe had a cripple your career in five easy steps, one of the interviews that i did with the chronicle of philanthropy at the national conference on philanthropic planning. I’m tony martignetti host of non-profit tony martignetti non-profit radio please stay with us. Talking alternative radio twenty four hours a day. Hi, i’m new york state senator joe a dabo. I will be hosting a Job fair on friday, november 12 at aqueduct racetrack in queens, contending into three p m, we will have over one hundred companies looking for qualified workers. They’re all to be lectures on jobs, try to jeez and networking. So come and bring plenty of resumes and join me on friday, november twelve at aqueduct racetrack. For a Job fair from 10 a m to three p m. For more information, please call pete in my district office at seven one eight seven three eight one one one one. Are you suffering from aches and pains? Has traditional medicine let you down? Are you tired of taking toxic medications, then come to the double diamond wellness center and learn how our natural methods can help you to hell? Call us now at to one to seven to one eight, one eight three that’s to one to seven to one eight one eight three or find us on the web at www dot double diamond wellness dot com way. Look forward to serving you. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable rates? Interested simply email at info at talking alternative dot com welcome back to tony martignetti non-profit radio we’re always talking about big non-profit ideas for the other ninety five percent it’s time for tony’s take two and today’s show um, fundraisers should not piss off women i blogged about that this week, my blog’s that m p g a d v dot com what am i talking about? Recent statistics showing that women generally in just about every category of age and marital status or widow status, arm or generous donors to non-profits than men in just about all all the categories on and we all generally know that women outlive men. So when you put those two stats together, my admonition is that we shouldn’t be marginalizing women, and sometimes i do see it happen, let’s say, at events where the husband or the man in the relationship is the primary constituent or donor-centric honest relationship to the non-profit and the people in the non-profit tend to spend their time with him and leaving her sort of on the side and not really engaged in the conversation. And even i guess one of the most egregious ones i’ve seen is where the male will be pulled away from his female guest, or whether it’s, wife or not and ah, to make an introduction to the ceo of of the organization and then the woman has left sort of standing by herself because they bring the man and leave the woman behind. So don’t marginalize women it’s i see it sometimes in direct mail, excluding ah couple’s names from letters from thank you letters as well. A solicitation letters don’t marginalize women, and, as i said, there’s more about that on my block at mpg a dv dot com under the block post fundraisers should not piss off women also wanna let you know that in november, i’m going to be at the next-gen charity conference that’s in new york city on november eighteenth and nineteenth on the eighteenth. There are guests like seth godin and zuckerberg, who is the co founder of facebook. Seth gordon is a very popular business blogger has written a dozen or so best selling books about ah, business marketing, they’re speaking. People like them are speaking on the eighteenth, and i’m gonna be doing podcast interviews, recording those interviews for later editions of this show, and then on the nineteenth, i’ll be doing a workshop that’s the second day of next-gen charity conference that’s from eleven to one and my workshop topic is pg and so me planned e-giving in social media working together to enhance your plan e-giving fund-raising since your listener of the show, i can get you twenty percent off that conference if you’d like to attend twenty percent off both days the full conference registration goto my blogged and p g a d v dot com or the facebook page for this show, which is at facebook dot com tony martignetti non-profit radio and you’ll get information about the twenty percent off discount for our listeners that is tony’s take two for today halloween, friday, october twenty ninth the next segment is a pre recorded interview with robert scharpnick um, i recorded a number of interviews in collaboration with the chronicle of philanthropy. Raymond flandez, a reporter with the chronicle, and i interviewed about half a dozen people, and i’ll be playing these recordings. Overtime today’s is robert sharpe had a cripple your career in five easy steps raymond and i interviewed robert to talk about lessons that he’s learned in decades of experience working with planned giving fundraisers witnessing watching some of them cripple their own careers. And, of course, we translate that into information to help you to avoid those traps. So here’s the beginning of the interview from non non-profit non-profit conference on philanthropic planning with myself and raymond flandez from the chronicle of philanthropy. Welcome to tony martignetti non-profit radio and the chronicle of philanthropy coverage of the national conference on philanthropic planning. We’re coming to you from lake buena vista, florida. It’s a beautiful, sunny day. And i’m very pleased to be joined in partnership with with the chronicle by raymond flandez. Welcome. Hey, thanks, tony. Thanks again for inviting me a pleasure. And our guest this session is robert sharpe. His seminar at the conference is how to cripple your career in five easy steps. Robert has over thirty years and fund-raising he’s warned all kinds of hats that he brings to his current role as consultant. And those hats have been boardmember attorney donor-centric the short group, which is a memphis, tennessee based consultancy. Robert, welcome to the show. Well, it’s, great to be here. Tony it’s. A pleasure to have you. This is sort of ah, provocative, interesting way of looking at career management five ways to cripple your career we typically see you speaking about major e-giving and planned e-giving the substance of those and doing the fund-raising work around those areas, it sounds like now you’re looking at the career management for people in those in those roles, what brought this topic to your attention? Well, i think it’s no secret that the last two or three years have been a challenging time for a lot of organizations, and a lot of people have hit the wall in some ways is as far as their roles are concerned, it’s been a difficult time for fund-raising of all types, and i think in this environment, it’s very important for people to understand how to manage their career on dh, how to right, i could have said five steps to succeed in your career, and that would’ve been interesting, but i think in this environment, people are more concerned. Pitfalls to avoid on dh you’d have had a smaller audience, but everybody thinks they know howto what they should be doing, right? But you’re approaching from the other side and what not to do it right? And what i found is that buy-in advising people on how to how to succeed in planter major gifts. Ah lot of the a lot of the ways to succeed or common to a lot of you know, you could say pay attention to your donors, be sure you understand all these various things you can say the but the ways you really succeed are unique to particular organizations. A university with multiple schools is gonna have a different situation than a small shop with one person sure and those those air unique to the organization. What i found is there’s certain things, especially when you’re dealing in the plan gift area where the stumbling blocks or the things that cause people to fail, they tend to be mohr universal and can be addressed. Mohr as a group of here, something’s that no matter where you are, you’re probably going to fail if you follow these particular if you if you if you follow these steps that i’m going to scratch and let’s just jump in i mean, i one of your career crippling methods if you if you want to cripple your career, these are the things to do, but i know one of them. Is failed to understand what plans e-giving is right? I mean, i have done that would be stop number one and that’s the most important thing, because now you find yourself in charge of playing, giving what is that? I’ve sat down with boards of trustees with groups of donors with groups of individual fundraisers and asked them to write down a a ten or fifteen word description of playing e-giving you read those thirty or forty descriptions, and you would not think you were talking about the same thing, some people it’s oh, it’s, tax oriented gifts other people will say, oh, it’s, larger gifts, others well, it’s guest from old people, you know, it’s, a state guest, it’s legacies, it’s you know, all of these various things, it’s, all the language, we get confused, and so i find people talking past and around each other in this area, and the person thinks that they’re doing playing giving, but they’re boardmember zoho whoever they’re responsible to think, it’s something totally different say, why aren’t you doing this? Well, that’s not playing, you know? Yes, it is that’s. What hard you to do? So that that’s the first thing and understanding whether you’re running a profit center where you’re supposed to go out and spend x dollars and bring in x dollars in certain period of time, which may be the case if you’re if you’re ah, larger organization and you have a plan giving program it’s primarily aimed at masses of older people and influencing request and gives a death right, that might be the case of a situation like that. What are you, a cost center? Are you there to support? I believe you had a fever. I did way interviewed her yesterday. Well, i’ve worked with for years, and i was talking to her actually earlier today and making the point that when she was a cow, a lot of what she did was support the other fundraisers and questions that came up, she say, in some cases, your profit center out there. In other cases, you’re a cost center, and in some cases you’re both and understanding your budgets and your and how you spend your time in that area is understanding these air. Not these air, not investments. These are gifts that people are making and their five parts to a gift who makes it? Why do they make then there’s? A what? A winning, how, and to some extent what we’re we’re about here, whether it’s a one person or shop, or whether it’s three hundred, we’re about focusing on the areas that relate to the property, the timing and the methodology making a gift. Not necessarily. I think, right raymond has greatly in don’t you think, though, that plan giving is more of, ah, jargon e, or maybe a new inside baseball kind of term, and that, you know, it’s not really specified enough for people you mentioned that there a lot of people who misunderstand it, do you think that there’s should be a definition of it, or how should they approach it, then? When i first was exposed to this field, everyone with directors deferred e-giving there was no such thing as playing giving in the early seventies, the term shifted from deferred giving to playing, giving the idea was most of her gifts or planned, but not all playing against differ, the current giving annual giving over here and deferred giving over here. Then we tried to get the name changed. We did propose back then to change the name to plan giving, but people all they did was substitute playing, giving for deferred e-giving and so in the minds of a lot of older managers, they still think of what playing giving is just being deferred gifts. Other people think of it. Is that so? Yes, it’s an inside term. But even then you have to have you take a job doing, quote, playing, giving or you’re supposed to cover playing, giving you need to find out what it’s defined as in that particular organization and i think that’s the thing that a lot of people miss when they take the roll what’s the derivation of the phrase plan giving and i know your dad had a long history and planned e-giving fund-raising fact, i first learned to play e-giving from your dad, but where’s it all where’s that freeze from it came from universities in the fifties and sixties where they had annual funds on one side annual giving on one side of the shop and deferred giving on the other, and they had people who were specialists and deferred e-giving those people specialized in encouraging goes through estates and trusts and whatever and that’s all they did, and then the other people worked on annual giving, and then with an annual giving, you had major gifts and minor gifts, and so the overlap between now with an aging of the population and most of the, quote, major donors moving past sixty five, eighty million people in the next twenty years if you don’t work in the area, that the idea was that there is no such thing as a plant gift, a plan gift as a result, it’s a conclusion and it could be used for current money. It can be used for endowment. It could be used for capital when a donor recently to a major university did a twenty five million dollar endowment she funded it with highly appreciated stock that was put into a five year term of years charitable remainder trust it terminated after five years and paid off a twenty five million dollar endowment to endow the school that’s a plan gift. So is a request for seventy nine thousand three hundred twenty two dollars and eighty seven cents that you get from a person. Who’s made twenty five gifts of fifteen dollars. You can’t those are not the same. I don’t think the term playing gift is descriptive. It was one of my law professors would have said phenomena logically felicitous enough to describe what those two, those air very different right exercises. One is primarily based around the wealth and structuring guess the other is mainly around the timing in the age of the person and where they are in their life cycle. And it is trying to trying to confuse one term to encompass all that. The term that’s more phenomenal, logically felicitous it’s gift planning. Okay, you start with a who and why and then you move to the what? Winning how it might be a large gift. A small gift it’s annual fun gift you got dahna why? What? Is cashed, the wind is now, and how is a check as opposed to twenty five million dollars gift that’s done in with appreciate stock in the form of a charitable remainder trust that last for five years, you’re you’re listening to the chronicle of philanthropy and tony martignetti non-profit radio coverage of the national conference on philanthropic planning, and our guest is robert sharpe, his seminar topic at the conferences. How to cripple your career in five easy steps and on twenty martignetti non-profit radio we have george in jail now you mentioned five years charitable manger tries to pay, etcetera the reason i didn’t put robert in jargon jail just want listeners to know i’m thinking of it. It’s always on my mind, george joe is because it’s it’s really sort of tangential teo to our main purpose, which is talking about career, but obviously it’s a service that outstanding example of how that type of gift something very technical and life income producing, in contrast with the request something quite simple er and no lifetime cost for the donor all has to be encompassed onto this phrase of planned giving so it’s an excellent example, but i didn’t want robert to define it, so but so the sentence is commuted. There’s no, no jargon jail. Well, no one don’t wanna put you in jargon jail over the charitable trust that it was just a good example. Let’s, let’s move teo to understanding. Yes, some something about the donors. I mean, you you know what this is really needs to be sort of a donor-centric process. And i think your your second way of career killing relates to that right this’s sort of related to the first one in the sense that if you think your job is to go out and sell, give plans to people, then you start moving into us. Whether it’s a request or anything else, you start moving into a a sales mentality and you start into ah, okay. I’m gonna go make the sale. I’m gonna listen for their objections. I’m gonna anticipate the objections, and then i’m gonna close this gift. You don’t. You know too much emphasis on transactions. And i think haserot transaction transactional. What did you do it? Your last birthday party, tony, when people brought you presents what you do, i said thank you. Did you close? Those gifts, or did you open the presents? Okay, very true. So this is all about this is relationship. Personal analogies are very good. I have to understand what people are trying to do here when the quest are the largest type, most most prominent source of revenue and most institutions. Okay, tony, i you put a charity in your will at sixty eight years old. What kind of income tax deduction do you get? Not a single one while i’m living. And my estate probably won’t get there in a second. I don’t even know whether i’ll get in a state tax that down. What sort of income do you get from that? I don’t have any income now. What sort of recognition to five out of six people get. He will never tell you about it. Oh, for the five out of six. Not a not a not to mention. What kind of a state tax deduction? Well, let me have a gat slightest idea and yeah, i don’t know. Last year there were about two hundred thousand people who died and left money to journey. Only three thousand of them had tax full state. So you’re talking. About ninety eight percent of people having no there, no the state tax benefits so you’ve got no income tax deduction, no income, no recognition and no estate tax benefit. So why what’s your quid pro quo? What are you selling there? They don’t even tell you most the time what you’re doing is the only people you find in wills are close family, friends and charities. They’re elevating the status of a family member, and that is not a product it’s, not a sale. You’re not selling something, you’re helping people realize desires, and you’re facilitating a gift. That’s what isthe you’re listening to my interview with robert sharp from the national conference on philanthropic planning, along with the chronicle of philanthropy? I know the volume is low for robert, we’ll fix that in future segments, we can’t do anything about it right now we’re going to take a break, and after the break, the interview from and cpp continues co-branding think dick tooting getting ding, ding, ding ding you’re listening to the talking alternate network e-giving nothing. Good. Is your marriage in trouble? Are you considering divorce? Hello, i’m lawrence bloom, a family law attorney in new york and new jersey. No one is happier than the day their divorce is final. My firm can help you. We take the nasty out of the divorce process and make people happy. Police call us ed to one, two, nine, six, four three, five zero two for a free consultation. That’s lawrence h bloom two, one, two, nine, six, four, three five zero two. We make people happy. Is lack of capital or credit keeping you up at night? The show me. The money conference is coming to the roosevelt hotel, forty five east forty fifth street in manhattan on november third. This’s the best business networking opportunity to meet potential investors and lenders, and get answers from our expert panel of business and financial advisors. From or information, call six four six six one nine eight, xero nine one or online at rose otto accounting that’s r o s a d o accounting, dot, com, slash show me the money. This is tony martignetti athlete named host of tony martignetti non-profit radio non-profit ideas for the other ninety five percent. Technology fund-raising compliance. Social media, small and medium non-profits have needs in all these areas. My guests are expert in all these areas and mohr. Tony martignetti non-profit radio fridays, one to two eastern on talking alternative broadcasting. You’re listening to the talking alternative network. Snusz dahna gracias yourself to a donor. You said that that they should you should treat donors like family members. Is that their particular ways that you you’re able to do that, you know, if you’re busy or how do you how do you do you facilitate that? Well for the people that never tell you what they’re doing in this area? There’s really nothing you can do except treat them well generally, for example, someone sends a five dollar check in and they’re eighty years old. You don’t know whether you’re in their state plan. How many most people that have been in this field for a while no, all the time. They get large requests from people that have very small current gift histories, so pay very close attention. This will get into the one of the last last last steps, but you need to make sure that you’re doing a very good job, generally handling the relationships with the people that meet the profile. Your long term older donors don’t throw them away just because they’re no longer giving at the level that makes him a member of the president’s council. Many of these air retired people there what? Is they don’t have the income and that’s especially true with one percent interest rates, because a lot of people’s disposable incomes older in life are being cut right now, and they don’t have the resource is from which to give currently, if you ignore them and don’t recognize them for what have done in the past, or thank them for what might be a sacrificial gift of ten dollars, you’re less likely to be in the state. So even those even those low level gifts we should be? Absolutely, thank you, there’s. No correlation. The one of the worst pictures of kool aid out there is that you want to look for rich people to do playing guess there’s a negative correlation. In fact, the more likely people are wealthier somebody is if somebody who’s eighty years old with one hundred million dollars, wants to give you a million dollars for a scholarship fund, and they have that they’re going to write you a check where somebody with three million dollars is not likely to give you one third of it, but they could be older and childless, and when they die, they could leave teeth. Two thirds of the money to their nieces and nephews, and leave the third to fund a scholarship fund. But that person with three million dollars may have had a thirty five thousand or fifty thousand dollar a year income the last few years of their life, and they’re not going to be five thousand or ten thousand dollar yurt donors. So there’s also a negative correlation between wealth and the propensity to give to the estate and what’s your advice in whether or not to ask whether the charity is in someone’s will. Okay, that’s that’s one of the points that i’m going to make here is over and avoiding overemphasis on recognition. Now this you don’t if only follow the logic here. If only one out of six or seven are in one major national organization i know about. They only know about one out of twenty five request in advance. That’s, that’s. One particular organization, one frontier history. One out of twenty five hundred twenty five and you never find anybody who knows more than one out of three or four, even in the iv’s with a sixty year relationship. This is private stuff, very private and that’s. Why you don’t get on the telephone and call people up and say, good afternoon, mrs jones, we just did an age overlay and found that your eighty years old and you’re gonna die soon and could you please put us in your will? You know, you know, you know, you know, telemarketing request well, that that now the other thing is, oh, if you will put us in your will improve it, we will make you a member of our legacy society isn’t that fun? Well, you can go that’s using transact action, that’s misusing transactional fund-raising in a capital campaign, you can go to somebody and say, hey, if you don’t name this building and make this million dollar commitment by the end of next month, we’ve got two other people that are going to do it, and i hate to see you lose this opportunity, okay, i’ll get right on that, but you’re not going to find an eighty six year old woman with knee problems and barely can move around. They’re not going to face mortality, drive downtown, face illegal fee just so they can get your lapel pin. All right, you know now what you do is you do the recognition, what should you do after? Well, that gets the point? How do you succeed in this? You use the recognition society so the people that tell you you then have a reason to be in touch with them on a regular basis and you were you are in honoring them and reminding them every time they read your annual port or whatever of what they’ve done, you’re more likely to stay in the will for the ones that tell you, but a lot of people will never tell you and how many people that are listening to this would think about calling up what they think is a rich aunt and asking if there in her will and if she says, honey, i just got back from my lawyer, and i want you to let you know i’m leaving you some money and then the what are you going to say? Oh, write a letter and say, dear aunt tillie, thank you so much for your recent notification of your kind intention to leave me in your will if you could be so good as to send me a copy of your will or specifically the page that names me so i’ll know how rich i’m gonna be. And well, guess what if it’s over one hundred thousand dollars, i might name my garage for you. You wouldn’t do that, you would say thank you, thank you. Now, if you’re a capital campaign and until he calls up and says raymond here’s the deal, i’m gonna leave you two million dollars in my will. But here’s the thing i want to move in with you and i want you to take care of me for the rest of my life. You may ask to see a copy of the will. So if they want a building named after him, if it’s a transaction you treat is a transaction but this supplying transactional fund-raising efforts that are perfectly okay in other areas is what will kill you in this area. Because you will turn off some of the very people who would leave you the largest gifts and that’s exactly what i was you would probably be the answer to what my next question was gonna be. That is part one of my interview from the national conference on philanthropic planning with robert sharp. How to cripple. Your career in five easy steps, part two will be in a future show next week on the show past the cup to corporations. Can you tell that i love a liberations past the cup to corporations, techniques to develop your corporate giving strategy and build relationships so you can ask for corporate support doing so with credibility and confidence? My guest will be john hicks he’s, the president and ceo of j c geever. You could get information on next week’s show and future shows from insider alerts on the facebook page. Facebook dot com slash tony martignetti non-profit radio my live appearances are also there. The creative producer of tony martignetti non-profit radio is claire meyerhoff line producer sam liebowitz. He’s, also the owner of talking alternative broadcasting on our social media, is by regina walton of organic social media. This is tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. Join us next friday at one p m eastern here at talking alternative dot com happy halloween.

Raymund and I Talk To Robert Sharpe

Raymund Flandez, reporter for The Chronicle of Philanthropy, and I sat down to talk planned giving career busters with Robert Sharpe. Robert’s conference seminar is “How to Cripple Your Career in 5 Easy Steps.” That’s an unusual topic for the man typically devoted to the strategies around planned and major giving.

Robert Sharpe
What a great format for an easy interview and blog post. Here are Robert’s career cripplers:

  • Fail to understand Planned Giving.
  • Fail to understand donor motivations–what drives people to give.
  • Don’t know your market–who makes what types of planned gifts.
  • Don’t work closely with other fundraisers.
  • Ignore the economics of giving.

Sound advice for anyone looking for a pink slip.

We also explored the advantages that small and mid-size fundraising shops enjoy. They’re quick-acting, can build stronger relationships and don’t have to seek approval before picking up the phone to call a donor.

The full, 35-minute interview will be on Tony Martignetti Nonprofit Radio. To find out which show, go the the Facebook page and sign-up for our email alerts.