300: 300th Show! – Tony Martignetti Nonprofit Radio

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Metoo hello and welcome to tony martignetti non-profit radio march thirty, two thousand twelve big non-profit ideas for the other ninety five percent i’m your aptly named host i sincerely hope you’re with me. Last week, it would hurt me deeply if you had missed to twitter chat hosts on twitter talk we had pamela grow of small non-profit chat and brendan kinney of fundchat both on twitter tell us how these one hundred forty character conversations i can help you non-profit and build your professional network and push it. Maria simple, our prospect research contributor and the prospect finder, explained how push technology much of it free khun support your fund-raising this week planned gift prospects by phone. Mindy allen of kent state university takes the role of professor to teach you how to identify planned e-giving prospects from your phone based fund-raising very unusual, but she’s been doing it for years with great success and that’s pre recorded at the national conference on philanthropic planning this year, tanya says farewell to p p pee that’s tanya how johnson she sat with me at that same conference last year, the partnership for philanthropic planning conference to say goodbye to that. Organization that she has lead for twenty years, she retires this next month. April and finally today, cockney complexities our legal contributors jean takagi and emily chan from the non-profit and exempt organizations law group look at legal issues around the viral kony twenty twelve video it’s gotten eighty six million views and we’re going to look at it from an angle that you have not yet seen. I hope you will stay with me right now. Oh, and i’ve forget about it. I’m all screwed up. I also have course tony’s take two this week on tony’s take to my blogged one fact about planned e-giving i’ll tell you what it is and why that fact should be reassuring to you use hashtag non-profit radio if you want to join the conversation through twitter, i’m very grateful that the show is supported by g grace corporate real estate services. Now is the time to say that we’re going to take a break, and when we return, i’ll have the pre recorded interview planned gift prospects by phone with mindy element from kent state university, so stay with me. You’re listening to the talking alternative network. 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. 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 a lawrence h bloom two, one, two, nine, six, four, three, five zero two. We make people happy. Hey, are 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 to tony martignetti non-profit radio coverage of the national conference on philanthropic planning. We’re on the river walk in san antonio, texas, and my guest right now is mindy element. She is executive director of the center for gift and a state planning at kent state university in kent, ohio. She is a c f ar e and an a p r i’m going to ask her what those mean very shortly. Mindy, welcome to the show. Thank you, tony. Nice to be here. A pleasure to have you see fr ee i know is certified fund-raising executive. But what is the a p r after your name designation? I’m also accredited in public relations by the national public relations society. Okay, how do you feel? You used your public relations credential in your gift planning work all the time. Thanks. Oh, yeah, absolutely. How is that? Tell me you’re building a story. You’re building a case for your institution. You’re crafting the proper message. And you’re thinking about the audience and that’s all about public relations as well as planned. Nothing. All right. Excellent. Thank you. Mindy, your your topic is harnessed. Phone center. Power to increase plant. Gif ts now, i don’t think that most of our audience and the audience is small and mid sized non-profits think of their phone center as a place to prospect planned e-giving donors. So why are you recommending that? Well, tony it’s really a gold mine? Four future plan gifts and for requests that are undocumented there, unbeknownst to the organisation and for many reasons may not be known until after the donorsearch passes away. Okay, and we can uncover these gif ts through our phone work. Absolutely. Okay, most of the time and we use students in our phone center. But any well trained, personable rapport building phone center caller could do that. Okay, well, that’s kind of a mouthful now, so it sounds like, do you? Ah, you do you stay away from or recommend against? I guess the hired tell of a telephone tell us solicitors for for annual fund. I don’t recommend against it. I think it takes a little bit different training. The reason student callers or callers who are involved in the organization’s mission are very efficient and effective is because they bring a sense of doing it now to their phone conversations and particularly with universities, a student is best at developing a nice report with an alumnus who may have gotten a degree in business, and the student is majoring in business and khun se gi, do you have any advice for me? I’m having a tough time with the international business ethics class, okay, so they can develop that report that profession schnoll consultant solicitor is not going is not going to do it’s it’s a unique relationship between the student and the donor on the other end of the line that if your phone centers very successful getting gifts, it’s, because they’re developing report, that same report is very successful and into girl in terms of identifying those who might also put your institution in there will all right? And we’re going to get to those to those details. Let’s set the stage at kent state now as executive director of the center for gift in a state planning you probably don’t oversee the annual fund telemarketing function, right? You’re you’re working with another office in this, okay, you have a good working relationship, i guess. Absolutely. And this truly is a nice example of a collaborative effort. And buy-in between the plan giving area and the annual fund program, how did you discover the potential in the annual fund telemarketing work for your gift planning work? Well, we had been very successful at our annual fund. We were raising a lot of money and the annual fund was breaking all kinds of records. So we knew at the time that we had a very great program in place. During the same time, we had a screening, and the screening had uncovered about twenty seven thousand prospects who had a high proclivity for making a plan gift to our organisation. This was a screening by an outside company, one of the one of well screening cos yes, and i could mention the company if you don’t, if you like your blackbaud and they did a wonderful job for strip. And the dilemma that we found ourselves in was well, how the heck are we going to get to talk to twenty seven thousand? Likely plan giving prospects? How many people are in the center for gift in the state planning at the university? Well, there’s, only a couple of us plus our administrative support. However, we have another fifteen to twenty full time gift officers representing different constituencies. However, they are mostly major gift officers. So we had what we call in this area. Lack of legs. Okay, twenty seven thousand people. What? What did you decide to do? Well, we thought maybe we could piggyback onto the successes of our phone center who were talking to thousands of alumni every week. And maybe we could take the best of those callers, give them a specific pool comprised of the ones with the highest blackbaud ratings in the plan giving area and ask them to discuss whether the the donor ever had any intention or thought of remembering their in their alma mater in their estate plan. Your colleague who oversees the annual fund wasn’t concerned that this would buddy the message and that the annual fund solicitation might get lost in there for the annual fund income suffer well, no, because we we decided up front that this pg ask, as we called it pgs, peachy ass, actually, what? It was really mostly a plan giving conversation, segway. But that would only occur number one if they were in the plan. Good e-giving phone calling. Pool number one and number two, if the person called, had made a gift or a pledge so it didn’t interfere it all. It came afterwards, okay? And had made a gift or a pledge in that in that call. That’s? Correct. Okay. And what do you call this program, ken state? We call it, request a request. All right, but you’re not really soliciting a bequest. You’re you’re asking if there’s ah, an interest in it is that is that right? Yes. But, you know that’s where there it’ll starts and it’s a nice segue way. If somebody has been donating for years and they’re in the right demographics for plan giving it’s very natural and easy for the student caller to say, you know, mr jones, you’ve been so wonderful all these years. And i certainly appreciate your gift tonight to the school of music. Have you ever considered including us in your state plan? All right. And what was the initial response to that? How many years have you been doing this request? A bequest. This has been going on since two thousand five. So it’s in its about six and a half years, i guess. Right? I guess we’ll clearly the answer is, the initial reaction was not negative, and i guess positive. So you continued for the for several years after it’s been wonderful, tony, it really has not only have we identified hundreds of people who would consider a bequest, but we’ve also uncovered many people with with requests or other plan gives already in there a state plan and the most the fat, most fabulous part of all of this is that many of these donors we’re not on our radar screen. Well, they were in the twenty seven thousand because but they were not on your plan to give prospect radar screens that right, right? And they were yes, they they were unbeknownst to us in terms of whether they would really do something or not. So it really pushed the meter in terms of identifying really good plan giving prospects. And as we all know in the world, the plan giving many current gifts can come from plan giving donors as well. So is the language that the students are using. Is that is that what you gave us earlier? Would you consider or have you ever considered share, including okay, and and there are. Other options as well, let’s, say there was somebody that said, well, i can only make a small gift this year. Tony too. The department of physics. I wish i could do more, but i could only give you a small gift. The collar then was empowered and trained to say, well, i hear your passion in your voice. Maybe you could just put us in your will. And you would be surprised and pleased. I would think, to find out that many people said, you know what? I’m going to go ahead and do them that’s really something you’ve uncovered something really very, very interesting. Thank you. Yeah. Great. Now, your program description says that this is an award winning program requested request. What? What award or awards? Everyone. This particular program has been the recipient of four different case awards. Three golds in terms of best overall program. Best plan giving can cases the council for advancement in support of education. Yes, yes. And it also meant a lot because we we received an award for collaboration. And it truly was a nice effort between our phone center manager, the annual fund director, my my department in a range of other folks, including the major gift officers, because for many of them, they ended up receiving nice leads. If somebody was assigned and indicated they might consider putting tens in their will, then the particular advancement officer was encouraged to go to follow-up so we’ve raised millions of dollars duitz and gifts and pledges through this program over the years, clearly a collaboration between three different three different areas of fund-raising so how did you select the callers who were who would receive the enhanced training? Teo teo participate in request of a quest i depended on the phone center coordinators in the end, the managers to provide me with their very best callers, those that had a great track record in securing gifts, those that had a really passion and joy for the institution and those who were just great on the phone, particularly for older adults who may not want to talk at certain times during the day, or who have hearing issues and so on. So just in terms of the person’s volume on the phone, absolutely right, okay, volume being able to enunciate properly, our collars went through all kinds of training, including gerontology. Expert who came in and talked about issues that older adults face and things like sundown ing, which means that we wanted some of these calls to go out earlier than six p m okay, so training by jared atallah gist yes, what other training did the these specialized colors get? They had a range of basic plan giving options so that they understood the difference between a simple will bequest and let’s say of retained income gift. Okay, but nothing so technical that they were inhibited or overwhelmed or felt like they didn’t want any part of this, and they knew to be able to refer those to me and oftentimes i was there during the calling, listening in, okay? No, they’re helping out of being around that’s a part of call center training is listening surreptitiously. Yeah, um, so they were just opening the conversation. And isn’t that what we trained? A lot of major gift officers to do? I i spoke with someone earlier talking about breaking down the silos mean, so this is just an extension of what what i think is that conversation breaking down the seller’s between plan giving in major e-giving you’re just including students from the annual fund call center. The important thing about having conversations with people and getting to the core issues is being able to elicit trust for yourself from that person and whether it’s, a student caller or a major gift officer, the person on the other end of the phone could be made to feel so comfortable that they want to talk more and believe it or not, if we’re not asking for will’s, we’re not doing our job because every other charities out there doing the same, and in all these years of calling and in the thousands of people who have been called and followed up on, we have never gotten one case of somebody saying, how dare you ask me that? That is so inappropriate? And most people were thrilled to know you know what? What a great idea! I ought to include my alma mater in my will. Never not one complaint, not one complaint. Okay, well, you’ve screened the people who would be part of this, the in terms of the the prospects, and also highly trained, the caller’s it’s all done very sensitively and appropriately to the right, poole and never a single complaint. Excellent. Um, follow-up is critical to any solicitation or conversation of this type would what’s the follow-up this is really, i think, the key factor of this program you can’t do or launch some kind of program without proper follow-up because nothing is worse than a student coming back to your office ing wow, somebody just told us they’re they’re leading fifty thousand dollars in their will for us, and then we don’t call them for a year. I mean, that’s, that’s critical. So the follow-up has to be done with as much enthusiasm and passion, and what i decided to do was work with our data base folks and code these different calls. If somebody was just considering including us in their will, they were coded as a cb, considering a bequest. They got a letter from their student caller thanking them for considering and telling them it was nice to speak with them, and it was actually signed by that student. They also got a letter from me thanking them for considering and if they requested, information included information and so on. So there was there were a number of follow-up procedures and protocol that we were very, very religious on, he should say in terms of following of the the way to what the person wanted to receive all the way to giving them a call maybe six months to a year later, saying, you know, you know, mrs jones, you had one time thought about including us in your will would it be helpful to you of somebody from our office took you to coffee to discuss or would you like some more information? Okay, so that is a part of the follow-up six months or a year later. Yes. Yeah. What’s your preference for follow-up to someone who has said in one of these calls, you know, i’ve already included you in my will, which certainly has happened. Do you then request documentation or request that they fill out a simple form? Or is their word sufficient for you to include them in your recognition society? Well, after we send out the balloons and all the party favors to their house, yeah, we’ve really simplified it over the years. We do not request a copy of their documentation. However we do ask that they give us something in writing to specify their instructions, and it could be in using our simple form that we that we offer that helps them, or it could be in the form of an email or a note saying, dear can state, i’d i’d like my funds to go to the kent state university museum, for instance, so with that latto we, we include them as a member of our legacy society, and they get all kinds of acknowledgment there after it’s also the beginning of another conversation where we can say, you know, depending on how much is it comes to fruition at you could create a permanent endowment, and we can we can help you with that as well. And what what are you thinking there in terms of permanent damage? What type of gift are you tryingto encourage them to? This is simply where, if there’s sufficient funds through there, a st gift right now, endowments on the ken campus or twenty five thousand? Ok, so in other words, if they’re going to leave us at a minimum of twenty five thousand, we would like them to know that they have an opportunity to have a permanent impact at the institution with there area of interest could go. On teo in perpetuity, the program is requested. Request it’s at kent state university, and i’ve been talking to mindy ah lemon, who is the executive director of the center for gift and estate planning at the university, talking about harnessing your phone center power to increase plant gifts. Many element, thank you very much for being a guest. Thank you, tony. Been a real pleasure. You’re listening to tony martignetti non-profit radio coverage of the national conference on philanthropic planning in san antonio, texas two thousand eleven. The attendant think dick tooting getting stinking thing. You’re listening to the talking, alternate network, get anything. E-giving you could 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. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free psychic reading. Learn how to tune into your intuition to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen every monday at eleven a, m on talking alternative dot com. 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, i 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. Lively conversation. Top trends. Sound advice, that’s, tony martignetti non-profit radio. And i’m samantha cohen from the american civil liberties union. Welcome back now i have my interview from that same conference last year, last october with tanya how johnson and hears that. Welcome to tony martignetti non-profit radio coverage of the national conference on philanthropic planning, hosted by the partnership for philanthropic planning. We’re in san antonio, texas, and i’m very pleased to have with me the president and ceo of the partnership for philanthropic planning. Tanya. How johnson she’s going to be retiring in april of next year, two thousand twelve, after twenty years as president and ceo tanya welcome. Thank you. And thanks for having me, it’s. A pleasure to be here. A pleasure to be a sponsor and partner with the with the conference and with the partnership. No, this must be a pretty emotional time for you. It’s. The last conference. What would you say that of your presidency? Not certainly not of the of the organization of your presidency and chief executive officer ship. What are you feeling, it’s? A very bittersweet time. I have to admit, i’ve had twenty great years. I love this organization. I love all of the people that i’ve worked with, its bin a wonderful opportunity for me to give. Back to philanthropy and give back in some way to those people who have been important to me all my life from charitable organizations, so i’m very sad to leave. I’m excited about having one more career before i really retire, and i’m looking forward to exploring what those options are and hopefully staying in touch with everyone here. Of course, what do you have in mind for that next career? Well, what i’m telling everybody is that i’m going to write a tell all book that’ll scare them nobody’s gonna keep in touch with you then, but it’s too late. You already know it all all these years, i keep saying, i’m going to remember this, so no, actually, i haven’t made a definite decision yet. I’m exploring a number of options, okay? And leaving the window open and i hope by january i’ll have an announcement to make, okay? Okay, we’ll look forward to that, and i’m sure that will be on the website because people do want to get in touch with yes, absolutely so this is probably going to be on the partnerships website. Do you want to say a farewell something that is fitting for? Your imminent retirement well, i don’t know if i could say anything that was really fitting for my retirement, but i will be making some remarks later this afternoon here at the conference and will be video taping those, and so hopefully we’ll have a chance to get those out to members. It would be nice to be able to say a personal goodbye to everyone and and that’s, not really possible, but i hope through the magic of technology that we can do that, so i thank you for this opportunity as well. It’s been a pleasure on dh, thank you and congratulations. Thank you, tony martignetti non-profit radio coverage of the national conference on philanthropic planning. Right now, we take a break when we return. Tony’s, take two, one fact about planned e-giving and then after that, i’ll be joined by our legal contributors, jean takagi and emily chan, with kony complexities. Stay with me. You’re listening to the talking alternative network. Are you feeling overwhelmed and 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, i 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 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. Dahna 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, it’s, time for tony’s, take two at roughly thirty two minutes into the hour. My block this week is one fact about planned e-giving that fact is it’s a relationship business? People often get bogged down and i think even discouraged ged from starting a plan giving program because they think about technical concerns and needs for expertise, or sometimes people who already have programs get bogged down in administrative work. If you’re starting a program, you don’t need technical fancy advanced gift offerings to have a very solid and very respectable planned giving program, and that is, should be reassuring too small and midsize charities it’s just not necessary. You start with requests, which is a gift in someone’s will those air very simple for you to promote and for your prospects to understand, and you don’t need to go any further in a lot of cases. That’s, a very respectable program for small and midsize shop, just marketing and promoting charitable bequests and on my block this week in that post called one fact about planned e-giving there are links on how to get started because i did a series of articles for guide star they’re links to those articles explaining how you start a program just around charitable bequests. So the one fact about planned giving is that it’s a relationship business you don’t need fancy technical administrative stuff and it’s easy to get started just with requests, that is all at tony martignetti dot com and that’s tony’s take two for friday, march thirtieth, the thirteenth show of two thousand twelve now i have with me jean takagi and emily chan are you guys out there? Way are hi tony money. Hello, how are you joining me from san francisco and the non-profit and exempt organizations law group is jean takagi he’s, the principal of neo, and he edits the popular blogger at non-profit law block dot com on twitter he is at gi tak g ta ke emily chan is an attorney at the non-profit exempt organizations law group and principal contributor to the non-profit law blawg, and she is at emily chan on twitter. And emily chan just recently wanted a big, prestigious national fancy award. Won’t you tell us? Emily thanks, honey. M it is an award from the business law section non-profit organizations committee with the american bar association for us outstanding young lawyer i’m really honored and thankful to gene for making the nomination. All right. And that’s not just a san francisco or california award right attracted the national. Alright, congratulations. Thank you, jean takagi. If you don’t win an award within the next month, next time you supposed to be on the show, you’re you’re out! I think i’m already reporting family, so all right, so but that includes bowling trophies. If you can come home and come in with a bowling trophy between now and the next show, you’re still you’ll still be on. We’re going to talk about kony complexities, let’s see jean, why don’t you remind us what the cockney video is? Because there may be people who haven’t heard of it yet although eighty six million have, we may have listeners who are not among those eighty six million what’s the what’s, this cockney video and what is invisible children kony two thousand twelve, with a short thirty minutes video created by invisible children, was released earlier this month on as you said, tony, eighty six million views on you two, not including all of the views on coney or invisible children’s own. Website and other websites that have picked up the video. So it’s, a huge movement to promote invisible children’s mission to stop ugandan warm and war criminal, uh, who’s, draconian the kony two thousand twelve. It refers to joseph kony who’s brutal guerrilla warfare tactics with the lord’s resistance army or l r a in regions of central africa, particularly northern uganda. Uh includes the strategy of kidnapping children and using them soldiers for his efforts often, uh, using them to kill their own parents. So it’s, just a really, uh, atrocious were criminal out there that invisible children has targeted the video because it was so popular has caused sort of all about what caused a lot of conversation on both sides people in favor of and opposed teo the work of invisible children. And i think a good amount of envy that that that video got so widely distributed. Gene, there are some legal issues that that you and emily see what? Why don’t you get us started with this is thought about this us charity and its international work? Sure, i think that’s a good place to start first, there is the question about whether an american charity can get involved in international programming on having activities overseas. Well, there’s nothing in federal law that would prohibit a u s organisation five, twenty three public charity from engaging in international operations. But of course the organization would have to comply with the laws of that foreign jurisdiction. And in this case, invisible children has an affiliated organization. Invisible children ngo that was formed in central africa on is kind of a partner in their programming over there. So invisible children, public charity, the us public charity engages in grantmaking to the ugandan ngo that’s related on de emily that that foreign grantmaking that’s that could be a concern. Yes, absolutely similar to the same kind of concerns that we have domestically about the use of five to one say, three assets. This concerns certainly becomes more complicated and maybe more severe when we’re talking about money going abroad. Um and so the level of control and oversight on the due diligence that an organization is doing to make sure that money is used properly, something that any organization with foreign grantmaking should be aware of and take care of, okay, and and what are those? What are? The concerns i mean, what are the tests that we’re looking at for whether the grantmaking is is appropriate abroad? Well, they’re quite a handful of tests, so to start on a basic level, any of the five o one c three rules still applied to foreign operations, so concerns about inappropriate benefit to insiders to private individuals for being used for purposes outside of the exempt purpose of the organization, which again must still be consistent with our domestic five twenty three regulations, but also so so so so the so the irs is arm extends beyond just us borders. If you’re a u s five twenty three, your international work is governed by the same constraints as you’re us grantmaking yeah, parts of it work, and i will have, you know, two bodies essentially or more than it may be reporting to you because it is a us non-profit so it does have to comply with u s laws but speaks touch now, it’s getting involved in a foreign country now, you also have to look at the foreign country and figure out what rules would apply as well. So another concern with this grantmaking assad for individual teo donate teo a public charity while that money can be used abroad, it cannot be earmarked to go abroad. I can’t not be earmarked to go to a specific individual, and this is consistent with the same kind of rules you see domestically were again, it can’t be earmarked. Go to specific individuals to get that charitable deduction on. And it goes back to that level of control and discretion that domestic non-profit should have to make sure that it’s actually using the money and further and it’s exempt purposes, and following through with that money to make sure that it’s being used properly by the recipients do we know how much money, um, invisible children was devoting. Teo er non us grantmaking. Yeah, i believe gene has the statistic on hand. Sure. It’s it’s about two point three million dollars in their two thousand ten form nine. Ninety that was reported going towards there. Foreign ngo. Okay, i wanted teo just sort of ad tio empoli comments about not earmarking donations to foreign individuals, but that would also include foreign ngos. If you as a donor, earmark your donation to us charity and say it must go to a specific foreign ngo you will not get a deductible contribution, and the charity will not really be operating consistent with it. Uh, legal requirements toe exercise oversight over that if they’re just merely acting as a conduit. So those things for donors and cherries to be careful of. So in other words, gene, invisible children can’t say up front that it’s going to make grants to i don’t know, you know, some you ugandan grassroots organization, they can’t do that. They say that the donations that they receive are specifically going there. They say that one of the recipients is that ngo okay, okay, um was there i’m sorry i interrupted you. Was there another point you wanted to make about this international grantmaking sure, i just wanted to make sure that everyone was aware that they’re anti terrorism laws that also may apply on us what policy? So you’ve got to be careful of making sure that you’re not acting against us public policy in your porn grantmaking okay, now, that’s just in the grantmaking so that wouldn’t apply to the video that they had done, right, that it wouldn’t matter whether that position against joseph kony was against us policy, right? It actually could matter-ness just okay. All right, how’s that well, if you’re using a charitable funds for which organ donors got deductions for and for which you are not paying taxes can’t use those funds to promote, for example, racial discrimination because that’s against us public policy and that’s true, whether you do it domestically or abroad. Ok. All right, so so, eh? So if the u s had a policy of supporting joseph kony just hypothetically, then they then then invisible children would have trouble with the video that they just produced. Is that right? If they used if they use charitable funds for it that’s that’s, right. Okay. Okay. Just a hypothetical. I don’t know. It’s a law school, hypothetical man, i know you guys were rolling your eyes in san francisco, but i’m amusing myself. So actually something else. Do i wantedto arika with grantmaking that gene and i were discussing recently about the relationship that’s happening here with invisible children of domestic non-profit and grantmaking teo ngo. So, emily, you and jean sit around the office and talk about these things. Do let’s expect that’s? Incredible that’s. I love that. Okay. Well, i mean, that’s what that’s, what lawyers working for non-profits ought to be doing is just yeah, it’s good to hear good years, not just with me. You guys share share information offline. Outstanding. Okay? Whenever a story like this comes out, we do think there’s always lessons to be learned and takeaways, especially when it gets so much attention on. So one interesting fact that jean notice what grantmaking is to an ngo by the same name, invisible children abroad. So this is the organization that was set up essentially in another country. And we’re just thinking from the perspective of an organization that if there is let’s, say hi overlap between the individuals running the domestic non-profit and then the recipient ngo abroad, that maybe the level of discretion that you used on the due diligence on the information you put out let’s, say with your annual reports or your filings, or even on your website, you may want to pursue a higher level of that two again show that there is a step in between the two and it’s not just becoming a conduit, essentially, or collapsing into the same group of people and you discovered this we have just about a minute before break you discovered this or jean discovered it on the nine, ninety. Yeah, essentially that that’s. Right. So, on the nine, ninety, they report they’re grantmaking teo, invisible children, the ngo, but we don’t know very much about invisible children, the ngos. So wait three million went that way. How did they spend their money? And you know what type of due diligence is there that’s not really available to us or the irs, unless they decide to audit the organization. But you are saying that that invisible children has an office in uganda and not invisible children, the us public charity. They formed a ugandan ngo, central african ngo teo teo, okay, and it’s also called invisible children correct. I understand, okay, we’re gonna take a break. When we come back. We’ll keep talking about kony complexities, so stay with me in this crack legal award winning team. Talking alternative radio twenty four hours a day. Hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit, you’ll hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. Oh, 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 fridays one to two eastern on talking alternative broadcasting. Are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication. And the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office need better leadership? Customer service sales or maybe better writing are speaking skills? Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes or get your human resource is in touch with us. The website is improving communications, dot com that’s improving communications, dot com improve your professional environment, be more effective be happier and make more money. Improving communications. That’s. The answer. Told you. Welcome back to big non-profit ideas for the other ninety five percent on tony martignetti non-profit radio gene. Before the break, we were talking about the international of the ugandan ngo invisible children and the us invisible children. It sounds like your advice is is just really that there has to be separation between the two, similar to a charity that is in the us and maybe its foundation fund-raising arm. Also here in the u s is there a parallel there? Well, most most charities have their fund-raising arms within the legal entity of the charity itself. There are some organizations that separate out there fund-raising units like an endowment is a separate corporation for risk management purposes and asset protection. So the separation that you’re talking about for those reasons, is similar to what a u s charity and a foreign related nto would need to do with. Well, yeah. Okay. This is this is really some crack forensic work that you guys did finding this in the nine. Ninety. Very interesting. And then, of course, nine nineties all publicly available. Right? That emily, is there another topic you want to? You want to talk about with respect? To the invisible children that we also in looking at the nine, ninety found some interesting information about the progression or, i guess, evolution of the organization’s mission. And again, this is all coming from this publicly available annual information return on, we see that this is all from guidestar, which gives you about the three most current years. In two thousand eight, we see a pretty broad description of the organization’s mission in part three of the nine, ninety, which focuses on program i’m activities, which basically says it’s media based awareness and advocacy provoc grams in the us, we see that in two thousand nine that it now becomes more specific, stating that it’s about raising awareness and education in the us about atrocities, exploitation and abuse is invisible children throughout the world here, now we see a focus on invisible children, and then in the most recent filing available from two thousand ten, we actually see it become even more specific where it says that invisible children uses film, creativity and social action toe and the use of children, soldiers and joseph tony’s rebel war and restore l r et affected communities in central africa to peace and prosperity. So again, even more focused, yeah, so what’s the impact of these changes over three years, there’s quite there could be many impact from this. The first is that one question someone would have is whether this is consistent with their governing documents, because, again, this is an information return. So even if the mission has one thing, you really have to look to your articles of incorporation and those documents to see what actually what purpose you’re supposed to be furthering. So with those documents, the articles of incorporation and the mission statement within them have to have been updated and become more specific from year to year, the way the nine, ninety reports that did they absolutely should, for a couple of reasons, one is, you know, the articles of incorporation are not really accessible to the public. I mean, you’d have to request them. You’d have to be a certain person in the organization, possibly get that information. So for one, communication with donors is very important. Um, and you’re funders into the public, and you would want that to mirror your governing documents in any kind of public information. You have another issue more. Legal issue has to do with the use of your charitable assets that you received so there’s a concept called charitable trust doctrine, which essentially says that the assets you received azzan organization are locked into the mission that you have at the time that you get those so if, for example, in two thousand eight, it has very actually no let’s focus on the two thousand ten right, the most specific two thousand ten, the most specific year, right? And then let’s say in the next year they’re going toe they’re going change it again just in their own internal understanding of how they want their mission to be on, and they’re going to focus on the new region unless they’ve amended their governing documents, even if internally they believe now they’re focusing on a new area under their state shirt will trust doctor, and they were not probably cannot use those assets that are being received. After internally, they decided to make a change to this new focus. What saying another country it’s still going to be locked into this joseph kony rubble war, right? Because because that money was raised in two thousand ten, which was their charitable purpose at that at the time it was raised, right? Interesting god. And so this is just important for organizations to know we seen this, you know, in other cases where an organization has decided internally, it evolved it’s starting to change its focus, but it hasn’t changed its governing documents. And so all the assets that’s receiving are locked into that mission that is still stated in their governing documents. So this is very important for organizations tio check their governing documents also because they’re there for a reason that really helps guide the organization. And why don’t you just remind us, emily, what are those governing documents? Articles of incorporation general will be the most important and then there’s also your by-laws which could be more specific than your articles that this all would play into germany. What your mission, wass i’m and then also just looking at your information return. So the nine, ninety things that you put on your website that can go to misrepresentation with donors on other issues like that, if it’s not consistent and people are donating under a belief of where it’s going, that is actually something that the organization can do yes. Okay. All right. This was a really interesting forensic work. Really? Are you guys going tobe log about this? Yeah, i think so. You know, i’ve been thinking about this week’s show and having this discussion. I think a lot of interesting topics have come out from it that we absolutely would want teo make available to everyone. Okay, well, if you block it, then let us know, and we’ll put the link, of course, on the show’s facebook page. All right, wey have to leave it there. Emily chan and jian takagi, prince attorney and principal respectively, of neo. The non-profit and exempt organizations law group in san francisco. Thanks both for your time. Always a pleasure. Next week, campaign feasibility studies. If we can have fun with this topic, then there’s no stopping twenty martignetti non-profit radio eugenia cologne, a consultant in that area of campaign feasibility studies. Makes sense of what their value is and what the best practices are. And if you know something that rhymes with feasibility, please put that on the facebook page. I want to thank you. Mindy holloman, tanya how johnson and the folks at the partnership for philanthropic planning. For all their work and helping me to be a media sponsor for their conference last year and get those interviews to you that we played today and special thanks to gloria cur mean, at the partnership for those of you who are listening to the podcast, i’m speaking to both of you. Now i would love for you each of you, each of both of you to have to give a rating to the show, because right now on the itunes paige there’s so few ratings that that itunes won’t give a rating. So and actually, there are more than two of you that listen, i would beseech you to please go to itunes, are page in itunes and just click one through five stars. One means you hate it. Five means it’s great and we would love. I would be very grateful to have enough reviews that itunes feels comfortable giving us a of one through five star reading, and you can go directly to our itunes paige in itunes. Or you can go through non-profit radio dot net. The show is sponsored by g grace and company. Are you worried about the rising cost of rent for your organization, do you need a plan for real estate that you’re non-profit owns? George grace has been advising non-profits on their real estate decisions for over twenty five years. He offers listeners a complimentary thirty minute consultation. They are at g grace dot com or eight eight eight seven four seven two two three, seven. I hope you’ll be with us for the next live show on talking alternative, which is betsy cohen’s power of intuition. You don’t have to listen through the weekend, although you certainly can, because we’re streaming all time, but the next live show is monday at eleven betsey’s show. Power of intuition. Our creative producer was claire meyerhoff. Janice taylor is our line producer. The show’s social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules. 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077: Entrepreneurs On Board & Starting The Planned Giving Conversation – Tony Martignetti Nonprofit Radio

Posted on February 4, 2012 by Nonprofit Radio

Tony’s guests this week:

Geri Stengel, founder of Ventureneer

Lorri Greif, president of Breakthrough Philanthropy

Read and watch more on Tony’s blog: http://mpgadv.com

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Welcome to the show, this is tony martignetti non-profit radio big non-profit ideas for the other ninety five percent of your aptly named host on february third, two thousand twelve. I hope you were with me last week. I sincerely hope so because then you would have heard looking at giving two thousand eleven and two thousand twelve. Rob mitchell, ceo of atlas of giving, was with me last week to talk about two thousand eleven’s giving by sector source and state. We also looked ahead to predictions for this year, and it was breaking the mold in traditional endowment design from the national conference on philanthropic planning last week, katherine miree, consultant and attorney attorney barry looked at alternatives to endowment design that are rooted in lawsuits, law changes and difficulties implementing donor for pus is that have arisen with the way endowments are traditionally set up this week, entrepreneurs onboard and starting the plan giving conversation first up, entrepreneurs are under utilized on boards and jerry stengel, founder of venture near we’ll help you make the fix. Who are they? How do you find them? And how do you approach them to get their special talents on your board and starting the plan e-giving conversation. Laurie greiff, president of breakthrough philanthropy, encourages you to start the plan giving conversation with your committed prospects and donors, and this was pre recorded at last year’s national philanthropy day, hosted by westchester county chapter of afb association of fund-raising professionals between the guests has always tony’s take two on my block this week, my next-gen charity, two thousand eleven interviews, part for innovation, the journey and motivation in three different videos. We’re live tweeting the show this week. Use the hashtag non-profit radio to join the conversation with us on twitter. The show is supported by g grace corporate real estate services. I’m grateful for their support. I really am right now. We take a break and when we returned entrepreneurs onboard, so stay with me. You’re listening to the talking alternative network. 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. 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. Hyre 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 big non-profit ideas for the other ninety five percent on tony martignetti non-profit radio, i guess now is jerry stengel. We’re going to talk about entrepreneurs on board. Jerry is the founder of venture near offering social enterprises non-profits and small businesses. Advice from a professional advisors and piers with real world experience. I’m very pleased that her work and her thoughts about entrepreneurs on board boards brings her back to the show. Jerry, welcome, welcome. I’m glad to be here. It’s a pleasure in the studio this time. First time was we did a panel at the you were you were talking about linked in at the national philanthropy day at the f b westchester? Absolutely. And i’m going to touch on lincoln again today. Okay? Ah ah. Now i know why. So let’s talk about entrepreneurs on dh. Maybe that’ll have something to do with how to find them. But what are we talking about? Who are we? What is the universe? Who? Let’s define entrepreneurs. So in this particular case, i’m just talking about small business owners. So they made have ah, company that has a hundred employees or a handful of employees, but they’re running the operation and managing a business and growing it. And what do these people have that special offer? Two boards? Well, they have a lot in common with the non-profit ceo and one is that they have a fire in their belly. So justus, the non-profit ceo, is passionate about the mission of their non-profit the entrepreneur is very, very passionate about their business, they are creative problem solvers, so they seen up obstacle, they go around it under it, and sometimes even through it, they are also resourceful. So justus, the non-profit ceo, does mohr for less, so doesn’t entrepreneur. So this instance, somebody that’s going toe, you know, say, spend a gazillion dollars on marketing, and they also have a lot of technical expertise, so you’re non-profit may need somebody who’s good at finance, somebody who’s good at logistics air operations, you might turn to somebody from the manufacturing industry or perhaps your non-profit has a lot of customer service people, and you need to do a lot of training. You might need somebody from the service industry, so you’re going to turn to non-profit not non-profits two entrepreneurs for a variety of reasons, these people are running businesses though small, medium or large? Aren’t they too busy to contribute to a board? So they absolutely are very, very busy, and one of the things that i think is critical when you are talking. Teo are trying to recruit an entrepreneur, and really, this would be for anybody is to spell out how much time what is the time commitment? So how many board meetings do you have? What is thie attendants expectation? Do you have to be on committees? How many times does the committee meet? How long are those meetings? Do you throw a lot of special events and expect your board members to be there? Okay, so we’ll and we’ll get into the setting the expectations, which is sort of what you’re what you’re scratching it, but so you’re confident that even though these air busy people, they’ll if they believe in your work, they’ll carve out time for you? Absolutely, they actually think that giving back it is important to their own success and it’s the right thing to dio so fidelity gift funded a survey last year, and they found that entrepreneurs, um, believe a majority of them that their success is tied to doing good work, but they’re underutilized on boards you feel non-profits don’t recruit them sufficiently don’t pay enough attention, right? So i think that non-profits need more board members and need board members that have business expertise and technical expertise, and they can seek out entrepreneurs as one type of person that would be appropriate for their board. But so why do you suppose they’re there under under? I don’t know if underappreciated is right, but underutilized in in, in looking at who should be boardmember czar non-profits no reluctant to approach them because then we feel they’re so busy, or is there something else going on? How come we’re not paying enough attention to them? So i think that there are in large corporations, some large corporations actually do training teo, help up and coming managers get onto boards and it’s a way of training them as a cz leaders. So i think lord xu corporation’s think mohr about making sure that there people are giving back in this particular way, so they’re pro actively looking for places to put there up and coming managers s oh, it’s a pse much of the corporation reaching out. To the non-profit to the non-profit is the non-profit thinking about it, they also will make sure that they’re people are listed in the resource is that are available. Teo find ah, perspective board members so there’s there’s more outreach on the corporate side, entrepreneurs there not really thinking about doing this, but you’re confident that if if we come to them, if the non-profit comes to them with the idea that they’ll be receptive? Absolutely and there’s one organization that actually is proactively trying to get entrepreneurs on two boards and that’s a palindrome, they’re based in silicon valley, and they are trying to get hi tech buy-in entrepreneurs onto non-profit boards, and they work with them on setting expectations and even talking about what the roles and responsibilities will bake. And just very briefly before break what’s that website pal drone advisors and that’s a good question palindrome advisers dot org’s i’m going to say, pal a drone p a l d i and a p a l d i n r o m a advise talent palindrome palindrome, same like otto is a palindrome, same backwards and forwards. Okay, this is auto martignetti we’re going to take a break. And when we returned, of course, jerry strangle stays with me, and i hope you do, too. Co-branding think dick tooting getting ding, ding, ding ding. You’re listening to the talking alternate network, itching to get anything. Duitz cubine 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. Oppcoll hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative that calm mondays at eleven a. M call in for a free psychic reading. Learn how to tune into your intuition to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen every monday at eleven a, m on talking alternative dot com. Are you feeling overwhelmed and 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, i 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. Hi, i’m kate piela, executive director of dance, new amsterdam. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Welcome back to the show. Always big non-profit ideas. Well, you just heard that. Okay, big non-profit ages for the other ninety five percent. Thank you, kate paler for doing that dropped for us, jerry. I surveyed the listeners before the show and won. The questions was, do you have any entrepreneurs on your board and only one third do and two thirds don’t and one of the other questions wass if not so for the for the two thirds that don’t have you ever tried to recruit on entrepreneur, dear board? And yes, to two thirds of those had indeed, so people have largely trying, but on ly a third of the listeners who answered the pole actually have entrepreneurs on board on their board, but you’re saying, you know, fire in the belly and these people are resourceful and and problem solvers, but that could sound like they might be a little troublemaker like they’re goingto they’re gonna push to fast. They’re going to move things too quickly. Entrepreneurs maybe push things fast on that’s a good thing for non-profits so sometimes non-profits khun move a little bit slowly and the impatience of small business owner can get them off the dime so i don’t see that i don’t see the downside in that way. We could use him. We could use some stirring up. Yeah. Okay. How about just in terms of their ah, they’re giving aren’t entrepreneurs have they rank generosity, life? So this is really, really fascinating. Entrepreneurs will give personally, and they’ll also give through their company when they give through their company. The rate at which they give is twice as much the rate of a large corporations giving oh, twice as much twice as much per cent to twice okay. And this is when they’re on a board or we don’t know whether this is on a board or not. I don’t know whether it’s on a board or not. So this is again that survey that i was talking about that was done by fidelity gift fund was anything else interesting in that in that survey about entrepreneurs before we go further about getting them on, i’m going to say that it really is the belief from the entrepreneur that it’s part of them it’s part of their success. It’s the reason they’re goingto do well is giving back okay, but it’s also interesting, then too correlate that with what you said earlier about them not really reaching out as much to non-profits as employees in corporations, or as as corporations do for their employees. So the entrepreneurs feel this, but maybe they don’t know how to get started. They may not know how to get started and the non-profit may not know howto reach them, so i think it’s a two way street here. So it’s both you know, if i were talking to a group of entrepreneurs, i would be talking about the benefits of being on a board to an entrepreneur. So as an entrepreneur, i know that i don’t have a lot of role models to say when i’ve been on a board i’ve seen first hand my board members in action, they become my role models, i get to learn leadership from my fellow boardmember soak if the my audience were entrepreneurs, that’s what i would be plugging and again before we get to the non-profit breaking down that wall on dh starting approach entrepreneurs don’t you say a little more about your own experience on aboard? What board you’re on? How that’s been, so i’ve been on a variety of boards. I was on the new york city chapter and the national association of women business owners for eight years for i don’t know for six years i was the vice chair of governance matters, which is non-profit advocacy group for better governance, so the better you govern the mohr good you’re going to be doing, and i’m now on a homeless organization practices board, praxis housing and i was recruited, you know, maybe not because i am an entrepreneur, but they know me because i was actually doing work with them. What do they have you doing? What expertise air you providing? So this is really interesting and what i love about being on the boards, it’s, that i like to step into a role that i don’t do within my company. So i am a marketing expert. I’ve never taken on marketing the marketing committee, i do not have fund-raising experience and that’s the committee that i decided to chair. Oh, okay, but they would have recruited you in part for your expertise. No, but they’re not tapping that marketing expertise. So in this particular case, they recruited me partially because i’m a consensus builder on yes, i do have marketing expertise, and i will obviously bring that in and help them in particular social media expertise, but it was not on that committee in the morning. I may bring it in because i’m a blogger, so i may be blogging about my experience as helping diversify this particular non-profits revenue streams, okay, so but in your case, it was mme or your skill as a consensus builder. Yeah, that because you mentioned that one of the things that entrepreneurs bring is some some ex, some expertise, and in your case, it was largely the consensus building. So this particular non-profit had just come through a rough pat patch, and many people would have been oh, my god, no, i can’t go on the board, you know, bad things that just happened to them. The ceo, you know? Ah, ah, you know, left the organization entrepreneurs are unafraid of that kind of stuff. They don’t mind messy things, and i’ve been in messy things. I’ve persevered and figured it out. As you know, it’s, a czar mentioned entrepreneurs are creative problem solvers and one way that i happen to do it is through people skills other people may use other skills, but in my case, it’s people skills so important to recognize that the entrepreneur is multidemensional and not just the sum of what’s written on a resume in terms of their own business experience. Absolutely. And as i said, they deliberately recruited may because they wanted sort of my personality. Okay, well, you’re a lovely person. I can see that. Thank you. S so let’s, get back to the non-profit generally starting to approach this s o this two way street, we know entrepreneurs are not reaching out as much as we might like to non-profits to seek boardmember ship, what can non-profits due to start tio approach entrepreneurs so i would first look in my own backyard. So what i mean by that is look to your donors and to your volunteers, so they are already passionate about your non-profit because they’re working with you’re giving money with to you, you’re seeing them in action. So you know what you like about them and you’re seeing whether there would be an additional fit in sort of upping their commitment, which would be to get on the board. Are we looking on? Lee at major donors, when we’re looking at our donors, i would say that you might first look at the low hanging fruit, which is major donors, but as you’re moving your donors up the pipeline your minor league donors to you were always trying to cultivate them and become bigger donors. You may see a diamond in the rough, and you may decide that that diamond would be best cultivated through board experience rather than, you know, upping the dollar commitment and people might be showing their commitment through smaller gif ts but very consistent, maybe many years they’ve been giving, but not at a level that you write call a major gift, right? And there’s also mohr tio the things that an entrepreneur can do for you, it’s not just about money, it could be the expertise that’s really critical as we as we talked about, okay, we’re live tweeting. The show has always used hashtag non-profit radio to join the conversation on twitter with jerry stengel she’s founder of venture near, which is spelled venture, and then n e r, which you’ll find it venture near dot com we’re talking about entrepreneurs on your board, all right? So aside from looking in your internal database, how can we start to identify entrepreneurs? So there are some online resource is that you can use borden it yusa is one of them. You may go to your local umbrella organization. Okay, let me stop you there. What is what is bored net us a do? So borden it yusa is data bus and it’s about a non-profit being able teo, utilize the database to find the expertise that they need on their board. So i guess the first step for the non-profit would be to do an assessment, what skills do they need? And then they can actually, you know, screen by financial expertise, legal expertise, marketing expertise to find people in their geographic area. Okay, how do we after we’ve mined our own data? So we’ve found major donors or maybe consistent, smaller donors, but and how do we find out who’s an entrepreneur? We’ve got this group of committed donors, but how do we know who among them are the entrepreneurs that we want to start to target? So if you have a good database, i hope you know that in your database, so you’re not you’re not, you know, some are some do not have that don’t have business. They just know that they get a check every year, but they don’t have the business background of the person. So all right, so absent that come on, jerry strangle, you know, you know, so i’m going down for the for the small shit can you can’t drill down. One of the ways that you can drill down is put that name in tow linked in. Okay, so one of my favorite ways of finding ah, perspective boardmember is that’s actually the use linkedin? Because you can search by you can use linkedin it’s an amazing database of professional managerial people, and you can screen people by geographic area by whether they’re in entrepreneur by the size of company, by the industry on dh find even people that are passionate about your cause because they now have a section in which you can tell people, you know what? The cause that you care about, okay? All right, so we’ve got the names we have linked in. Is this an advanced search that you’re talking about in lincoln or a standard search? How do we actually do the search to run these names from our own database to find out who the entrepreneurs are it is an advanced search, but they’re advanced search is very using user friendly. So you’re just filling out a form. So it was just a checklist of things. Okay, how do you get it? First of all, advanced search is available in the free linked in service, right? Absolutely part of free. Okay. And how do you get into advanced search where’s? That so i think in the upper right hand corner there’s the box that says search and right underneath that they’ll be ah, hi protects link, teo advanced search click on that and then the form pops up and you’re literally just completing a form. Okay? And what would we be looking? What what attributes would we be looking forward to? See? Well, at one point were just looking at names because we got names from a general database, but suppose suppose now we’re beyond that. We’ve mined our own data and gone toe linked in to confirm who’s an entrepreneur who’s not, but beyond that now we’re trying to find new entrepreneurs that we don’t know what we do on linked in tow, identify them so again you can fill out the form because they’re gonna have a Job title on 1 of the job titles, i believe, is entrepreneur, but if it isn’t, then you could do president of the company and you’re just picking a size a company because i know they have size of company. They do have industry so you can pick up by industry and i’m not sure if they have job function. They might have job function also. Okay. Andan other possible title. Besides, president might be founder, right? Like you’re found your deshele founder venture near you ventured years our company again. Okay, so linked in very underutilized. And you were on that panel. That was the december twenty third show. So if people want to know more about using linked in which that panel jerry was part of felt is the most underutilized social media. Then listen to the go back and listen to the december twenty third show. Devoted teo devoted to link, then. Okay. Other other resource is besides borden at yusa linked in so again local umbrella organizations like united way here in new york, we have board serve. N y c, which is done by united way. We have the junior league new york city, which trains people to become board members. Andi also mentioned palindrome advisors, right? Palindrome otto. You know, i mentioned otto because that’s altum pantene organization, which i was president, i was found her off. I was an entrepreneur at, like, fourteen, fourteen, fifteen years old was was founder of otto, where i grew up altum pantene organization, otto, i love palindromes. I also love liberations, but that’s for another show. So how do we approach these people now? We’ve identified who they are using. These resource is how do we get to them? So in the case of linked in, what you might do is have an intermediate person, somebody that you know, who knows them, make that introduction if you don’t know somebody because you’re passionate about the same thing sort of cold emailing them is not something that’s going to offend them, you know, you’re talking to them about something that they particularly care about. That could be poverty that could be animals. It could be whatever that non-profit is about. And you’re saying you care about animals and that’s what? We’re all about can we have a discussion? And email is actually on linked in. A lot of people have their email address unlinked in or you could use a lincoln message, i guess. Yeah. So there’s a couple of different ways you can have somebody make that introduction on. Then if you pay for link clearly that’s preferred if you have a warm, warm reduction warm introduction, right? Always a warm introduction is better than a cult introductions. If you have a list of names, you might run that list by your board, major donors and see if they know any of these potential boardmember yeah, i’m going to say the chances are the staff maybe doing that screening for you there’s ways and linked in that you would be able to know where the overlapping people are in which boardmember knows the person that you want to contact. Okay. All right. How do you do that? Quickly? How do you do that? Quickly? We just have a couple of minutes, but leave the detail hanging. How would you find those overlaps? So oh, god, you’re really putting me on the spot. And i have to think this through. You know, i can’t come up, yeah, facebook page. All right, so we’ll put it on the facebook jerry’s going to post on our facebook page, which is facebook dot com, of course, and then the name of the show how to make thes overlap findings on linked in. Okay, so now you’ve approached the person you start the you start the conversation? Absolutely, and part of the conversation might be an in person meeting and it’s really get to know you meeting, and that first thing is again to confirm passion alignment. So the most important thing is that they care about the mission of your organisation, and then we have to start to convey those expectations that you mentioned earlier and the next thing that we would talk about it’s really the time commitment buy-in and then after that, i would talk about what the duties are, so if they’ve never been on, if the entrepreneur has never been on the board, what fiduciary legal ethical responsibilities does the person have? What they may not realize is it’s the board’s responsibility toe hyre and evaluate the ceo, edie of the non-profit it’s the board’s responsibility to review and approve the budget in many non-profits cases. It’s, not the board’s job to do the work of the organization. I’m gonna leave with our last poll question, which was, if you do have entrepreneurs on your board, how are they working out for you? One hundred percent said they are above average board members. Validation of everything jerry strangle is telling us you should be on should be searching for entrepreneurs. Jerry is the founder of venture near offering social enterprises non-profits in small business media, small businesses, advice from professional advisors and piers with real world experience venture near dot com is the domain. Jerry, thanks very much for being in studio guest. Thank you. It was a pleasure. Please stay with me when we returned. Tony’s, take two. Yeah, 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 on 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 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. 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 time for tony’s take two on my block this week, my next-gen charity two thousand eleven interviews part for and the last part, sadly, my show was a social was a media sponsor of the next-gen charity conference last november here in new york city, and i got a dozen excellent, insightful, thoughtful interviews from the speakers there and the last three are linked on my block this week, abby falik is the ceo of global citizen year, and she and i talked about innovation and the leadership to envision it and drive it forward. Eric sacristan wants you to pursue your hero’s journey his journey took him across the country, meeting two hundred of the world’s, most influential and powerful people over a cup of coffee. Andi learned, you know, amazing lessons from these two hundred people on dh made a film about it called the journey it’s, a disney document documentary chronicling him driving across country with a vw. I think it was yellow. I’ve seen the video, i’ve seen the journey, i’m pretty sure he had a yellow vw microbus, which broke down a couple of times, and you watched him struggle for funding. To get the the vw fixed on dh to continue making his journey across country. And you also see him in phone booths calling some of the most influential people in the country, inviting them to a cup of coffee because that’s all he could afford to take them out too. And jacob are men in is a director at the x prize foundation, and he explains how the x prize motivates people and he wants you to make space to dream. So links to these interviews and the first nine of the twelve are on my block at tony martignetti dot com note the new earl for the blogged tony martignetti dot com that’s tony’s take two for friday, february third, the fifth show of two thousand twelve right now, it’s starting the plan giving conversation with laurie greiff from philanthropy day at the association of fund-raising professionals, westchester county chapter and here’s. That pre recorded interview welcome to tony martignetti non-profit radio coverage of national philanthropy day, hosted by the association of fund-raising professionals, westchester county chapter we’re at the edith macy conference centre in briarcliff manor, new york, and with me now is laurie graph. She is president of breakthrough philanthropy and her seminar topic is starting the plant e-giving conversation. Laurie graph welcome. Thank you. Hi, what are non-profits not doing in terms of just starting that conversation? Opening the door that you’d like them like to see them do more of, i think that they’re not making plan giving visible enough is a way to give to their organizations. People know about annual campaigns and major gifts and capital campaigns, and they’re actively marketed. But plan giving is something that people don’t think of initially when they want to make a gift. And i don’t think that non-profits bring it up enough and marketed enough. And what about the small non-profit can can the small shop be involved in plant e-giving absolutely, absolutely any non-profit that is funded by individuals and has been around for a while and has a long term mission should be doing plan giving, okay and around for a while. How long roughly should you live long enough to feel that your donors are totally committed to you? It’s very hard to say. Sometimes it could be just five years. Sometimes it might be ten years. It could even be three. Years, but if you have people who are totally committed to supporting the organization, then you should be talking to them about this kind of giving, okay on dh how do we know that they’re committed? How do we judge that? That commitment, because you’ve been talking to them all along, it’s it’s not even so much through their gifts, says through their actions, for example, you might think that someone who’s given to you for ten years is your best giver and maybe that’s the the case, but somebody who’s been volunteering consistently without even making significant gives at any point may also be a very, very good prospects. So it’s a question of knowing who you’re talking to it’s all about relationships, ok? And how about age? Is that that’s an important factor before we tryingto want to get out who we’re going to start the conversation with and then out everybody candidate at some point for playing e-giving but it depends. I think that you can talk to anyone at any point, because i have no qualms about saying to someone whose family has been committed to the organization say, a very young person who’s just gotten married just had a baby, you know you’re going to be doing a will. You might want to think about other things besides just your wife and children start building your estate now maybe you’d like to consider including us for a small piece right now and let them say yes or no, but least the thought is in their head and you have that much longer to ask them also. And for an older person while you you want to be sure that it’s not such an old age that they finished with their estate planning and they’re not going to change their will or make any changes. So it really is it’s up to the individual’s relationship, ok, eso, in terms of your seminar topic, you know, starting the plane giving conversation, who should be having the conversation? We’re not it’s, not just fundraisers, right? Not just professional fundraisers, but maybe boards or directors. Who do you like to see having these conversations? It’s fund-raising so whoever you use with your fund-raising that’s who you should be using with your plan giving, you’re already in the conversation and neither the donor is is comfortable with you or or with the exec, director or boardmember whatever their relationship connection is that’s the person you might wantto have involved with? Withy asked. On the other hand, i’ve asked many people justice, the fundraiser, but i’ve had a long term relationship with them, and they tell you the most extraordinary things, once you start that kind of conversation you just never know what’s going to come out it’s very personal. So you may be the best person in something you size up, just like any other major gift. And, you know, i may be i probably should have asked you this early on, but how do you define planned giving? What? What? What’s the scope that we’re talking about just so that listeners know what types of giving types of gifts we’re talking about? You know, it’s really not so much what i define us plan giving because the whole industry sees it in a different way in different, you know, larger organizations see it differently from smaller ones, anything that’s more complicated than writing a check, any gift from the ninety five percent of the assets that are not cash that people have, i think that that somehow touches on a plan gift? It could even be something current. I mean, people giving money from from their iras is considered a planned gift now, if you’re over seventy and a half but to me, it’s a major gift, it’s an outright cash gift so depends in terms of getting to starting that that plan giving conversation if we have volunteers who are regularly talking about fund-raising so, as you said, we want to engage them in opening the plan, giving conversation to what degree to do, volunteers need to be trained about details and technical sides of planned e-giving you don’t need the details, you need to know that the kind of gifts that come out of donors for plan gifts are generally the biggest gift they’ll make. They are commitments to legacy and making a change or an ongoing presence in the organization and that’s really all that you need to know if your volunteer talking to somebody once you get the reality of where they are with the organization, then then somebody with more experience may want to talk to them a professional. Okay, but but your seminar is about opening that door just getting the conversation started. Yes, but i was talking to a room full of professional fundraisers and amazingly, a lot of them didn’t have plan giving was just drives me nuts because it’s a huge, huge gift for anybody who does it it’s the biggest gift they’ll probably ever make, and they’re doing it to have an impact, a basic impact on the organization in the world. So, you know, it’s an important gift and it’s just beyond me, while people why people aren’t you know what it is, it’s not beyond me, actually, because people are pressed for time and this requires a tremendous amount of cultivation and getting involved and really working with donors on a long term basis. So going back to the volunteers, how do you train them? Tio, just start this conversation. What? What what words did they use? How do you teach people that gave some examples? For instance, supposing you have somebody with your organisation who doesn’t even give you a lot of money, but the volunteer to be at every every event, and then they volunteered to help out and and they’ve been doing it for years and years. What’s wrong with sang gi george, you’ve been helping us forever. You’re like part of this place already. Is there any reason you know why you don’t give money and you might say, well, you know, it’s, it’s, it’s, the action that really brings me into this, and then you say, well, no, there may be a time when you want to think about putting us in your will. So even if somebody has put off a little bit by the fact that they haven’t really been donors and now the fundraiser is asking them for a gift, there are soft ways of approaching people, anybody you could say, joan, you’ve been giving to us for years and years, and you’ve made such a different for whatever in our organization. Have you thought about putting us in your will? We’re part of your legacy, you know, something like that. The point is that you already know the people you’re talking to strangers are not going to be comfortable in this conversation, okay? So that’s the first thing that needs to be someone you’re really in the conversation? Yeah, but even if even if it is someone you know, that oh, you mean the the organization knows them. Or the person who’s doing the asking knows them or both. Well, okay, okay, but even if it is someone who has a relationship with the person, i think we’re there are still a reluctance to teo talk about someone’s a state plan. I mean, it involves death and it’s so personal and deeply private i couldn’t possibly bring myself to have this coming. I don’t mean me, but i’m the hypothetical volunteer. How can i? Yeah, i mean, how do i overcome my fear of just of raising this subject, even with somebody who i know well, you khun, speak from your heart because you’re asking for a heart felt gift. This is truly not just writing a check. It’s making a statement. So since you already know this person, the question you ask is, will you lead not? Will you leave us money when your dad but do you wanna have a continuing presence with us? Is it important for you to make an impact for the future? Do you have a vision of what you’d like this place to really look like at some point and that’s the door opener to asking for a future gift to making a real commitment to the organization, not about the person’s life ending, but about the continuation of what they think is a horton. So this is not a conversation about death? Hell, no. Okay, you can swear on tony martignetti no problem. It’s ok? We have jargon jail, but i don’t think that i think everybody knows what that means. I think that everybody knows that that that’s not a judge in jail offense, everybody knows what that means, okay? But i think that is what a lot of people’s reluctance is built around there, and they’re going to talk about the person’s dying and death, but now it’s about their legacy to the non-profit they love, right? Absolutely. And i mean, they’re no different than anybody else. The person you’re talking to wasn’t the only one who’s going to die. Everybody is so that shouldn’t be the issue the issue should be. How do you want to be remembered? And you don’t even have to say it that way. It’s it’s what you want people to see that you’ve done in the future? What would you like your name to be on? Or what would you like your legacy to be for everyone, you know, and i appreciate going know that level of detail. May we really what what words do you do we use? Do you recommend? Because that is helpful to people who have this reluctance? I’m with laurie graph she’s, the president of breakthrough philanthropy, and we’re talking about her seminar topic at national philanthropy day in westchester county, starting the plan giving conversation. So what other advice do you have for people who are i want to be starting this conversation, but are are either and technically challenged or just for some kind of, you know, have a reluctance? Well, it has to be someone who’s been fund-raising for a while, i don’t think even even a more senior person who’s in an administrative job can do it. You have to be usedto asking people for money or for assistance in some way, and you need to have the relationships. But the the best thing i can say and this is going to sound funny is practice. I mean, i’ve practiced in front of a computer camera where i’m looking at me soliciting me for a plan gift, and and everyone knows that when you first start doing something, even if you know how to do it, you’re awkward, and then you’re less awkward, and then then you’re doing it, and you’re good at it. So it’s, like asking for money for anything, how about practicing with with someone else in the office, a sort of a role play that’s. Good if you can keep from giggling. Okay, well, you khun, giggle and swear with long, you don’t do that in the actual leader. You want to get so fluent in this that it’s just coming out of your mouth, as you’re saying, and it’s natural and you’re comfortable, okay, and then, eh? So we’re talking about. We’ve been talking about asking the question, talking alternative radio, twenty four hours a day. Hi, i’m carol ward from the body mind wellness program. Listen to my show for ideas and information to help you live a healthier life in body, mind and spirit. You hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. 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 fridays one to two eastern on talking alternative broadcasting are you concerned about the future of your business for career? Would you like it all to just be better? Well, the way to do that is to better communication, and the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office needs better leadership, customer service sales or maybe better writing are speaking skills. Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stopped by one of our public classes or get your human resource is in touch with us. Website is improving communications, dot com that’s improving communications, dot com improve your professional environment, be more effective, be happier and make more money. Improving communications, that’s. The answer. Talking. Now, let’s spend little time dealing with the response suppose the responses i’ve never thought of it and, you know, i’m just not i don’t think it’s right for me? I don’t think it’s right for me, okay, i could get that, and certainly if you have a specific objection to two, including a charity, when you’ve been so generous your whole life, i would want to know what that is just because i like you and i’ve known you for years, and i’m curious, and we’re not asking you to just disown your family or take anything away from anything that’s already important, we want to be part of what’s important. So, you know, is there some way i can help you with this, or is there a personal bias? I mean, you just have to pursue what that isthe and in asking those important follow-up questions, i think you’re going to find out a lot about the person’s objection, and maybe that will help you overcome it. The difference is, tony, that when you ask somebody for a plan gift you’re asking for ah future commitment so it’s not like saying to someone we want you to leave. Us one hundred thousand dollars from your will, or a million dollars from your will. I’m sure there were people who were very good at asking that way, but i’ll restart with you’ve been so committed to our program, you’ve been doing this and this and this for so many years, and i know you especially love x what’s your vision for that for the future. Is there some way you would want to have an impact on that and that’s more of a way to go, then? Just it’s really listening to what the donor says? Very donor-centric yeah, well and listen, right. So asking good questions and follow-up teo to someone who objects and then listening carefully. You’re, as you said, teaches you a lot, right, i think, and just doing it, doing it and doing it makes you better and better. Okay, what other advice did you did you have to share with with your seminar today? Well, to bite the bullet and do it because this is the first practice for, well, that’s part of doing it is getting it down and getting it right and feeling comfortable and at some point making it the rial. Thing don’t just keep practising and practising billions and billions of dollars come into non-profits every year, just from bequests, somewhere between seven and nine percent of all e-giving going back decades, so if you’re not willing to tap into that resource, what possible excuse could you have we’ve been talking about, including the organization in a will can we open the conversation about some other type of plan to gift? Absolutely absolutely would you have to do is listen to the donor, because if the donor has other needs that our priority or better fit what they can do for your organization, it’s worth discussing thie easiest is a request and about eighty percent of all plan gifts or bequests, but there are certainly other ways that might help the donor make the gift. Okay? And so then how do we pursue those other types of gift that might be a little more sophisticated? Not grossly, you know, terribly non-technical but might be a little more sophisticated. How do we shepherd are our conversation? Teo, teo, continue it, but when we don’t really know what might be the right avenue, just that we have a donor was interested and there might be some other playing gift method that’s, that’s appropriate. Where do we go in while we’re in our conversation? Well, you have to explore the donor’s going to tell you things when you’re in this kind of conversation that you might never hear from them otherwise. So if somebody is more concerned about taking care of their son with a disability or if they’re worried about education for their kids and giving the money away at some point before the kids were out of school, thes air all things that could be dealt with through trusts or other instruments and listening to what concerns the donor helps and and and what calls to the donor also is what helps you decide. You know what? I may have something that will actually help you do better than you thought, but i want to check my numbers so i’m goingto call you tonight or something like that in this way, it gives you a chance to talk to more sophisticated people as faras the techniques go, and if you know the techniques yourself, you couldn’t throw it out and see what they say there was something i was really kind. Of burning to ask you and now i forgot it was it was directly related to something you just said, well, maybe you’ll come to me, so i just have to ask you generally then what? What other advice did you share in your talk today? That was it that was it really well, it was pretty much not to just sit back and assume that everything you’re doing is going to keep you in the loop, because plan giving is the future of technically and also virtually the future of all non-profits they have to be doing it in some way. And mom, my pitch was to just do it. If you’re raising money from people and not institutions, get on the phone, make appointments and do it, and not be fearful of the rejection of the objections of your fundraiser. So these things happen. I actually gave a simple hand out it’s, a list that set on the top low hanging fruit make your list. Who were you going to call when you get back to the office tomorrow? Who’s the first person you’re going to mention this to how are you going to get this started? And your organization may be you have to talk to your boss or the chairman of the borders somebody and sell it to them, give them the case for plan giving because you need it. I remember what i was going to ask you now. You said that, uh, a lot of times you’ll hear things that people will never share in any other, any other conversation, obviously, without attributing it. What? What are what are a couple things that you’ve heard that you think our personal that you wouldn’t have been able to find out if you hadn’t? If you hadn’t opened the plant e-giving conversation? Well, something’s a really personal, like, you know, where we’re very worried about a son that you’ve never met who’s been having some issues, and we want to be sure we have a trust set up for him and that also, by the way, is an opening for a charitable gift as well. Or you might hear, you’re not going to believe this. I just want latto i did actually do that from somebody in massachusetts, and so there are various different things somebody could sadio it’s not public yet, but george and i are getting divorced things come up that you would never know and you never really have to know unless you’re getting into family issues and then people tell you things and you become their best friend so all these reasons it’s it’s worth doing just get out. Oh, it’s great for dahna relations. It just makes your donors feel very attached to you. Lori graph is the president of breakthrough philanthropy and we’ve been talking about opening are starting the plan giving conversation. Laurie graph thank you very much for being a guest. Thank you, tony it’s. Been a pleasure. This is tony martignetti non-profit radio coverage of national philanthropy day hosted by the association of not of fund-raising professionals. Westchester county chapter. That was my interview with lori greiff. And i’m very grateful to her, by the way, at the conference, i was mispronouncing her name it’s greiff, my thanks to her. And to the organizers of westchester county a f p and also to jerry strangle my first guest today next week. Psychic medium betsy cohen. Yes, a psychic medium is going to take your calls and tweets to help your office overcome challenges and learn more about itself, plus two next-gen charity interviews one with marc ecko, the founder of eco enterprises. You may very well be wearing one of his pullovers. You’ve certainly seen them and also craig mark, the founder of craigslist and craigconnects keep up with what’s coming up. Sign up for our insider email alerts on the facebook page. If you like the show, please like the page, you know you can listen. Live our archive to listen archive goto itunes you’ll find us there at non-profit radio dot net on twitter you can follow me, you can follow the show’s hashtag, which is non-profit radio the show is sponsored by g grace and company. Are you worried about the rising cost of rent for your organization? Do you need a plan for real estate that you’re non-profit owns g grace and company will give you and your board full analysis so you’re real estate decisions are made transparently and thoroughly. George grace has been advising non-profits on their real estate decisions for over twenty five years. Gee greys dot com or eight, eight, eight, seven, four seven double two thirty seven. Our creative producer was claire meyerhoff, our line producer. Today was janice taylor shows social media is by regina walton of organic social media and the remote producer of tony martignetti non-profit radio is john federico of the new rules. I hope you’ll be with me next friday, one to two p, m eastern here at talking alternative dot com i didn’t even think that shooting the ending. You’re listening to the talking alternate network. Get in. E-giving cubine xero looking to meet mr or mrs right, but still haven’t found the one. Want to make your current relationship as filling as possible? Then please tune in on mondays at ten am for love in the morning with marnie allison as a professional matchmaker, i’ve seen it all. Tune in as we discuss dating, relationships and more. Start your week off, right with love in the morning with marnie gal ilsen on talking alternative dot com. Hi, i’m julie, hi, i’m julia, what are you wearing? Welcome to j and j’s. Secrets of style and beauty. We know there’s, beauty and style, and all you do, whether it’s a job interview, first date or wedding, we also know that not everyone understands what works best for him or her. We’re here to help. Think of us as your personal beauty style and grooming guru’s, as industry experts will give you the best information for men and women on howto look phenomenal. Tune in tuesdays at eight pm tto. Learn how to look your best. Are you fed up with talking points, rhetoric everywhere you turn left or right? Spin ideology? No reality, in fact, its ideology over intellect, no more it’s, time for action. Join me, larry shock, a neo-sage tuesday nights nine to eleven easter for the ivory tower radio in the ivory tower will discuss what’s important to you society, politics, business, it’s, provocative talk for the realist and the skeptic who want to know what’s, really going on. What does it mean? What can be done about it? So gain special access to the ivory tower. 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069: SoMe 4 PG & Your Nonprofit In Politics – Tony Martignetti Nonprofit Radio

Posted on December 2, 2011 by Nonprofit Radio

Tony’s guests this week:

Kristen Schultz, senior vice president at Crescendo Interactive

Emily Chan of the Nonprofit & Exempt Organizations Law Group

Read and watch more on Tony’s blog: http://mpgadv.com

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Dahna welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host. I hope you were with me two weeks ago when we had your plan. That was jason hutchins as my guest, he’s, the president of non-profit solutions. And he told you why you need a night plan and what belongs in it. We talked about budget equipment outsourcing the cloud and mme, or to help you avoid an crisis and the goods on google plus pages are tech contributor scott koegler, the editor of non-profit technology news. He’s on with me once a month, you kicked the tires on the recently released google plus pages for organizations. Should you take one for a test drive? How are they different than facebook pages? And last week i hope you enjoyed your thanksgiving. I hope you did not go shopping on thanksgiving day this week. So me for pg kristen schultz, senior vice president for crescendo, is going to share her research and interview results on the best uses of social media to support your plan to giving program video’s testimonials blogging tech in from technical information and she’s joining us from camarillo, california our next guest on the show is also from california. It’s going to be your non-profit in politics emily chan, one of our regular legal contributors from the non-profit and exempt organizations law firm in san francisco, identifies the limits around political campaign activity and election earing we’re approaching a presidential election year. What can your non-profit do? And how does the irs decide whether you’ve crossed the line under the first amendment? What can your employees say on tony’s? Take two at roughly thirty two minutes after the hour my block this week is thank you. There are many things i’m thankful for, and i’ll talk a little about those on tony’s take two. We’re live tweeting this week we have a guest live tweeter manette singleton from atlanta, georgia. Thank you very much, lynette, thanks for joining us. You can follow lynette she’s at s c g for non-profits and that’s a number four and to join the conversation on twitter with lynette’s live tweeting use hashtag non-profit radio this show is sponsored by g grace corporate real estate solutions. We’re going to take a break. And when we returned, kristen schultz from crescendo. So me for pg, stay with me. Dafs you’re listening to the talking alternative network. 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. 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 crawl. Offset. Two, 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. Hyre 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 oh! Welcome back to big non-profit ideas for the other ninety five percent on tony martignetti non-profit radio, i guess now is kristen schultz. Kristen is an attorney at crescendo interactive. She specializes in online marketing and social media for planned gif ts she speaks widely and is a principal faculty member of gift college christians on the board of the american council on gift annuities and isa boardmember for the partnership for philanthropic planning of greater los angeles, you’ll find her on twitter at crescendo tweet and her planned giving blogger is kristen schultz dot black spot dot com i’m very glad that kristin’s work brings her to the show. Christian schulz welcome tony, pleasure to have you on you did some research and some interviews to try to discover best practices for planned e-giving why don’t you tell us what your methodology was? Yeah, i was receiving questions on social media in my work with plan giving, charity and charities were asking me why my organization use social media were planned gift. Is anyone using these tools successfully? And how much time will this take? And really what they want to know is what is the return on their investment are they going to achieve any result from these efforts? And so i began looking for information in this area and found a lot really on the current giving side, but nothing specifically directed towards certain gifts. So i started to compile my own information i it took a survey and advertise it broadly and receive the numerous examples from charities across our community and began to share those as best practices that they spoke this last year and next year. Well, ok, and how many websites did you look at? How many charities did you hear from? I would say over a hundred different sites, and then i personally interviewed sixteen charities that i thought were the best example i found, and those are the ones i featured in my study, ok? And did those i guess the sixteen since you thought those were the best? Did they cluster around any particular mission? Charitable work? No, they were all different, i would say the majority of securities that are doing social media, our educational institutions in that makes sense because they’ve bought vast alumni networks and they’re already doing that for their students on. So i found a large group in the college and university field, but i have examples that are hospitals and medical centers and community foundations, all different types of organizations, okay, when i think that’s reassuring to charities to know that whatever their mission, they can do well with social media for planned e-giving maybe we should just give a little encouragement a little inducement, perhaps teo be using social media and promoting online giving? Well, obviously that’s an increasing trend right online, giving it is it’s an increasing trend and there’s been tremendous growth in that area there surveys produced by blackbaud, and they do the online giving report on video online e-giving group in two days ten by thirty five percent and at the same time, we’ve seen this rise of social media so there’s this explosion and growth on the web charities air trying to find easier ways to communicate more efficiently and cost effectively, and social media certainly is a place to be. Even if you think it’s a bad your donors or not, there they are, they’re there i looking at pictures of the grandchildren, and they’re on these mediums every day, and so it’s a perfect place to capture their attention? Do you find people who think that facebook, twitter linked in four, square are fads? Uh, you know, there certainly are some people that think that, but i think the majority of recognizing, like, the internet, a lot of people don’t want to set a plan giving websites, and now they realize that the direction the technology is going and we to be there and the charities that are there are going to capture that audience, and i didn’t mention google plus and i guess right, i guess you could say, you know, the i’ve seen written that tweeting it will be will be around for a very, very long time and there’s, the question is whether twitter would be around for a long time and that sort of captures, you know, the concept of meeting people online will, i think, is unending, but just whether it’ll be facebook ten years from now or google plus or something else that we don’t we’ve never even heard of, so i think the concepts will endure is just what platforms? Yeah, certainly we’ve seen changes in technology, you know, starting my face-to-face book, and now there might be a migration to google plus, we’ll have to see, but i think the idea is that individuals are out there, they’re using social media on a daily basis and whether you like the concept or not, that is where your supporters are at and if the captive audience and so i think there are a lot of charities that are really leveraging that they’re posting on facebook i daily basis, they’re not necessarily using it for fund-raising purposes and i don’t think that’s the goal, but they’re using it to build a relationship, and that really is the key. When we talk about plan, get what you want, a relationship and how should ah non-profit start in social media for planned e-giving yeah, i think the most important thing is to find out where your community is and the way you do that is through testing and listening there’s a lot of literature in this area that cantor kind of social media guru for non-profit she’s written about this non-profit technology network and ten has a lot of resources, but the idea is that you need to find out where your community is, and the best way to do that is to set up a facebook page, set up a twitter account, start posting and tweeting, advertise with your email on your website, and see where you are followers or your fans are at. And then, you know, this is the medium that’s working for me, and then you need to try some different types of posts or tweet to see what your community response. Teo so it’s a matter of really testing, listening and it’s going to be different for each organization. Christian schulz is senior vice president at crescendo. We’re talking about social media for your plan giving programme. We’re going to take a break. Please stay with us tooting, getting dink, dink dink, you’re listening to the talking alternate network duitz get in. Cubine 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, back-up two, one, two, seven, two, one, eight, one, eight, three. The conscious consultant helping conscious people be better business people. Hi, this is psychic medium. Betsy cohen, host of the show. The power of intuition. Join me at talking alternative dot com mondays at eleven a. M call in for a free psychic reading learned how to tune into your intuition to feel better and to create your optimum life. I’m here to guide you and to assist you in creating life that you deserve. Listen. Every monday at eleven a, m on talking alternative dot com. 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 talking alternative radio twenty four hours a day. I’m leslie goldman with the us fund for unicef, and i’m casey rotter with us fund for unison. You’re listening to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. Durney welcome back to big non-profit ideas for the other ninety five percent on tony martignetti non-profit radio kristen schultz from crescendo interactive and i are talking about social media for your plan to giving program kristen i since you mentioned that this is not necessarily for getting gifts directly, but really just in large part building dona relationships. One of the poll questions that i asked listeners for before the show is whether you’re non-profit is using facebook to build donorsearch ships on day, three quarters of the respondents said either yes, quite a bit or yes, slightly and twenty five percent. We’re not using it at all, so overwhelming majority using facebook to build dahna relationships, what do you like to see in in terms of goal setting for social media around planned e-giving i think in terms of gold, you have to set some basic objective and then begin to track your results. I like the smart objective that non-profit technology, uh, network uses smart. I mean your specific about your goals, they’re measurable there, attainable the relevant and their time bound. For example, in the plan giving context, it might be that i post a link to sign up for my organization can give you use letter on facebook and i might that’s the goal of achieving thirty new sign up in the next thirty days so that’s, quantitative and it’s time down. But once you’ve set a basic objective like that, you can use some of the measurement tools to actually measure how you’ve achieved your results and absolute organizations want to see they want to see that they’re achieving results from their social media efforts. Where will we find the and ten groups? Do you know? Do you know there you are, l ten ntn dot or ge and that’s the non-profit technology network? Is that right? Okay, i have a lot of resource latto resource is out there for people who are dafs or social media experts who are actually doing the actual posting. Most of the organization’s i’ve talked to in the plane giving arena are not posting to the page. They have a general charity facebook page and there ford and post to that person. Okay, so let’s talk about some of the methods that non-profits can use are around social media for plan giving. What did you see around the use? Of video. Yeah, i’ve seen a lot of the area video, and i think this is a growing area. Facebook allows you to drop videos on youtube and establish a link, or you can record a video via webcam. Texas am university is an example of security that has dropped number of donors testimonials. I had a great one a couple of months ago. A couple of made a request through their will, and they are a couple that has spent generations of their family, their children and grandchildren through texas a and m. And so they shared their story and talked about why you should contribute teo and m in their requests, gifts and the benefit of social media with dr stories and testimony, menu testimonials and videos that individuals can respond right on the paint and so you can share in that enthusiasm. Both seems staff testimonials where staff members, charities will talk about why they’ve made a commitment to their will on and then mission videos are very popular. The citadel foundation has a great video talking about the work of their organization. Save the chimps are really wonderful, custom branded video that shares images of their work so there’s a lot you can do with video about facebook and all summer long, andi want toby reassuring to our writings, which is small and mid sized non-profits that that these videos don’t have to be high end there’s been there’s really compelling stuff out there? That’s really just like a flip cam, right? Really, you could drop anything on facebook that meet their specifications, but you’re just simply dropping the video out there and establishing a link, you know, youtube or where, and it just doesn’t need to be, you know, high production value as long as that you mentioned some donorsearch s timoney als and another question that i asked around facebook and since you mentioned it for listeners before the show is, are you using facebook to support your plan to giving program? Nobody said yes quite a bit about a third a little more than third said yes slightly and then all the rest, about two thirds said no, they’re not using facebook at all to support planned giving so summer some are using it for donor relationships generally based on the first question, but on this on this question, not really using it. So much for plan e-giving and that is true, and i did my survey there’s only a small group that it’s starting to use facebook and twitter and lengthen and some of these platforms for planned gift. But i think it’s a growing group, certainly we’ve seen a lot of growth the current giving side no securities air out there talking about their efforts, and they also have cast donation button paypal account’s attached to their facebook pages. But yeah, there hasn’t been a lot said about this in the plane, getting community and that’s why this research was so interesting to me, and i wonder if if some of that reluctance to use facebook for planned e-giving is because the older, older community sixty, people sixty seventies and eighties are reluctant to use facebook beyond, you know, just tracking keeping in touch with family. I think that some individuals you that correct, but it’s actually not if you look at these fucking site survey’s biggest growth has been in recent years women age fifty five plus they are online and again, they’re looking at grandchildren’s pictures and they’re on their facebook pages every day. And so there’s actually a growing group of seniors who are out there one of the individuals i talked with david moore from chapman university he’s got a facebook page that’s just dedicated to his plane getting group, and he established it because he found so many of the seniors who were supporters of the university were out there on facebook. So it’s surprising, but there is a growing group there and it’s, a group that you can capture their attention if you are out there with a present for your carrying on with kristen schultz, senior vice president for crescendo interactive. We’re talking about planned your social media for planned e-giving remind you that we are live tweeting when that singleton is guest live tweeting for us. Use the hashtag non-profit radio to join the conversation on twitter and if you have a question you want to call in, we can’t take your call at eight seven seven four aito for one two oh eight, seven, seven, four aito for one two oh, you mentioned the quests kristen, is that really the place to start? If if you’re a small and midsize shop, is that the? Is that the place to start your social? Media effort? Yeah, it really is. The majority of plan gifts are still bequest. Request our blanket virtually any charity can offer and it’s interesting. Because if you look at the statistics, lawyers got confidence survey, sixty five percent of adults have no plan. And so a lot of individuals have not even begun to plan for their future. But planning when it does start its beginning earlier than we previously thought. It’s actually not a sixty five at forty forty five, the average age for the first will of actually forty four. And this is based on a study that was reproducing if key eventjournal average age for first requested forty nine and you can see actually metoo start capturing the attention of individuals in their forties when we talk about plan gift. Okay. And of course, i want to keep myself out of george in jail on the show we have judge in jail. And, you know, i said bequests. I just wanna make sure that everybody understands that that is a gift in someone’s will i think most people understand that, but i want to stay clear of dark in jail because if i’m in george in jail than be nobody to talk to you way we just have to hang up now would be the end so that we don’t want that. How about getting testimony? Sorry, getting technical information to either donors or advisors? How much of that did you see? I would say the most common plan getting post on facebook or tweet on twitter are short they’re typically wanted two lines with a short length back-up teo plan getting website and it’s really important to use a short link when you’re linking teo anything on your site, go to billy dot com or tinyurl dot com the best toasts are always the ones that linked to interactive tools or ask the reader to take action or respond. One organization i’ve seen it done quite well in marquette community foundation in northern michigan. They are on facebook and they have established a series of link on facebook. Teo will kit, and they invite people to download this freak it it’s a guide to planning your will and trust and that’s led to request discussions on the page. Uh, it’s resulted in vivid when someone asked questions on the page, and it seems that they’re interested to get planner will then take the discussion off the page and going have a normal visit, just like you would do with any plan gift, and that resulted in commitments for the organization. Both cast cash gift, but also bequest. Okay on dh that’s ah, technical information for donors. Did you see much use of technical information for advisors on being promoted around social media? I mean, i know technical sites exist for planners and advisors, but did you see non-profits encouraging advisers to go there through their own social media? I have not seen as much of that, but what i have seen is that there are a couple of non-profit that have advertise seminars for sessions for advisors, you, twitter and facebook, and i’m thinking of a jewish organization, the washington dc area, that sundown fairly effectively, but yeah, i don’t see a lot of post directed towards advisors from charity. Ok, let’s, talk a little about blogging. I know you. You have some have some tips about blogging. What? Just let’s again. Tryto encourage people. Why should there be a plan giving block? Yeah, i think that blogger is your own expression the way teo. Talk frankly about your work, your mission. And there are some organizations that have done that very effectively. Valencia college foundation in florida. Sorry, where was that? Was valencia? Yeah, valencia kottler foundation that gives planner there. Dahna marino has a great blogged herb log is on the word press platform and she’s featured a number of different types of plant gifts. She’s talked about the quest, uh, stock gift. She in a bequest post, will post her bequest language so individual knows how to include the charity in their plan, she always post to a gift acknowledgement, forms a form where the individual can fill that out, acknowledge a guest and join their legacy society on and all of her posts link back to her plan, getting website and her email and so she’s using the bloggers away to drive people to the plan, giving sight for more information and what’s your advice around driving people to the bog. I think that’s a great idea as well, it’s just that unless you build a really comprehensive block, you won’t have all of the information that you might have on your plan giving sight so you would have to make sure that you have big coverage of the different gift model and also, you know, some really motivating stories, but certainly she’s making a good example, someone who has built up a plan getting file, she actually files and takes her block and all of her blog’s are filed under plan giving. So if i wanted to find all of the information on plan giving on her block, i would just click on plan giving and she’s built up a fairly comprehensive list of posts on plan getting topic. So i think you can grow that over time, but it might not include all the information you might have on your plan getting website, you know, write clearly, and i was just i’m asking about howto promote the blog’s that people go there, people go there to see it, and then they find the information elsewhere. How does she promote or what? What’s your advice around promoting the block well, when i drop a block, i always tweet to it right away and so my twitter followers no, i’ve just posted something and then my block also migrates over to facebook so a charity can connect their blawg to their facebook page and by tweets also migrate over to facebook, and then i have my facebook page and my twitter account linked, smiling, then account, and so anyone whose only sin will be able to view both of those. And so when you connect your accounts like that, i think it really saved you a lot of time you only have to post or tweet in one place and the information then migrates over to the different platforms. So you’re reaching different audiences, and i know that he does that also effectively, they post to the block with your face. So all these are inextricably intertwined. They’re all pointing to each other. Okay? And then the block is the source of information deeper information you said their links and archives pointed to from there right? I also spoke to someone from unicef foundation and they have a great block. They feature donorsearch stories and they will post their facebook page a link to the block every time they have a new story. Alright, kristen, we have to leave it there. That’s video testimonials, technical information for donors and advisors and blogging. Christian schulz is senior vice president for crescendo interactive. She mentioned that she actively tweets. You can follow her on twitter at at crescendo tweet. Kristen schultz, thank you very much for being a guest. Thank you, it’s. Been a real pleasure having you. We’re going to take a break, and when we return, it’ll be tony’s take to my block this week. Thank you, and then after that, we’ll have emily chan talking about your non-profit in politics, so 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 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. Conscious consultant. Helping conscious people. Be better business people. Hey, all you crazy listeners looking to boost your business? Why not advertise on talking alternative with very reasonable race? Interested simply email at info at talking alternative dot com. Welcome back, it’s. Time for tony’s. Take two. My block this week is thank you. Thank you very much for listening to the show whether you listen live or to the podcast. There are a thousand of you that download our podcast from itunes and i’m very grateful for that. I also thank my clients for trusting me with their plan to giving work or their charity registration work. Thank you. Also to the eleven hundred people who get my weekly radio email alerts. I am grateful that you let me into your inbox thinly veiled as a radio show. Thank you. Thanks to those who follow my blogged and comment on the block, i have a lot to be thankful for. And there’s mohr gratitude expressed on my block this week. The name of the post is thank you and you’ll find my block at mpg a d v dot com. Thank you. That’s tony’s, take two for friday, december second. Joining me now is emily chan. Emily, how you doing? I’m doing really well. How are you? Excellent. Very good to have you back on the show. Emily is an attorney at neo-sage non-profit and exempt organizations law. Firm in san francisco, and she is principal contributor at the non-profit law blawg dot com. You can follow emily on twitter under her name at emily chan. Emily we’re talking this week about political activity we’re coming up on a presidential election year just generally what is the rule around political activity by non-profits so today we’re going to focus on five, oh one, three organizations, but it would be like public charities, and the general rule is that they’re absolutely prohibited from engaging in political campaign activity on so generally this means things like no contributions, no endorsement by the organization and no use of the organization’s resources by one candidate without giving equal opportunity to the other candidates. And i want to thank you for catching me. You’re very thoughtful when i say non-profits that’s really not right? We’re talking about five o one c three, the charitable part because there are lots of non-profits that are not five or one c three, not charitable, so thank you for that and you didn’t even even called me out and possible jargon jail violation was because i missed used the term we’re not talking about non-profits like labor. Unions or or membership associations were talking about exactly as you said, the charitable sector of the five o one see threes, but thank you you mentioned not using the charity’s resource is what what kinds of resource is do. Charities need to be careful about their employees possibly using or or the or board members possibly using so there’s actually quite an array of resources that could lead into political campaign activity if used improperly to touch upon the first one you mentioned about staff on board members there’s, a major confusion area for many five on three organizations about what their staff on board members could do in their individual capacity. Because people have first amendment rights so many times individuals want to engage in political campaign activity on their own behalf, sometimes it causes problems. So for example, when that individual uses their organizational email address, they make statements at an organization sponsored event basically things out with lead one to believe that it’s the organization speaking or asking that person to speak or supporting what that individual says. The organizations want to be very clear in making that separation between what an individual khun d’oh in. Their individual capacity on what the organization is prohibited from doing so that’s interesting just use of the company or the sorry the charity’s email. I mean, i think people probably use their office e mail all the time because it’s just so much easier than switching back and forth between that gmail account or something, but so if your if you’re using your charities email, then that’s gonna that’s gonna look like you’re speaking on behalf of the charity? Yes, it certainly could, and so organizations will wantto have policies to make sure that the individuals are aware of this. But i think in most cases, it’s not intentional. I don’t think the individual wants to get the organization in trouble, but as you said, it may just be a matter of convenience or just not being knowledgeable about the kind of restrictions on the organization. So the organization should really put this into a policy and educate their staff on board members about what they can’t dio another issue with the board members or officers in the organizational when they used their titles and they speak and then are identified as being what say, the president of such organization in most cases, you want teo avoid that one possible. But if identification is going to be used in that way, really have a disclaimer that it’s just for identification purposes, because, again, there needs to be a difference between, you know, joe speaking on behalf of joe it’s, president, when joe, as the president, speak on behalf of the organization. So if someone is introduced, then at an affair on and they are going to be talking about a political statement, so so let’s say, somebody introduces joe, and they say that he’s a board member of a charity and then joe goes and and gives his political opinion about whether it’s a candidate or an issue, you’re saying that the use of that charity’s name in the introduction could cause a problem it could. But again, there are ways to add more protection around that. So asking the host of the defense to put that disclaimer out there that it’s just for identification purposes, having now disclaimer language in let’s, say the event brochure just to be sure that the attendees who were coming in other outsiders who are seeing this know that it’s just being used. Teo identify this joe from another job, but it’s not actually on behalf of the organization that he people excellent advice? Is there a difference between talking about political candidates on dh political issues or they or it doesn’t matter if they’re certainly is so with this absolute prohibition? It’s a facts and circumstances, of course, many things god organizations care about are going to be related teo elections, i mean, the people who are in the office can really influence the kind of policy and, you know, laws that our leader decided, so there are some cream izabal election related activities. The best way i’ve had it described to me is that these air yellow light activities you always want to proceed with caution because of the fact that given any kind of facts and circumstances, it could cross over into this prohibited activity. So the kind of things that organizations can do with the would be activities like voter education, such a voter guide doing voter registration like we’ve seen get out the vote candidate education, so sending all the candidates to educate them, dr policy issues and also issue advocacy and if you have this in particular, is one area that organization should be cautious about as faras crossing into political campaign activities, especially if they have advocacy on certain wedge issues. So the kind of issues that really distinguish one candidate from another, such as, you know, pro life, pro choice, looking at all the facts and circumstances if an organization is only doing this in election years really close to the election that’s not going to look right to the iris, others, but if, for example, they do it all the years, including non election years made do with the same kind of mean and scope, and they’re really doing it then to highlight their charities agenda, then that’s going to be something that issue ads that is permissible okay. And again, the name of that test that the irs applies is facts and circumstances. Is that right? Yes, like most of their test way. Then you come back. Okay, well, i guess i’m context is important, but but it also that’s such a sort of a nebulous test that it doesn’t really give a lot of guidance to non-profits to charities, right? And so that’s again why these are yellow light activities. Proceed with caution certainly seek experts to help you, especially if you’re doing something that could be seen as possibly being in support or in opposition to a candidate for public office. It’s really important to note that because the rule as a friend and it comes right out of five one two three in the internal revenue code is absolute, the revocation is the penalty, so that is pretty severe. River give me revocation of charitable status. Yes, on so that’s a severe penalty that you know the death sentence, any charity? Generally speaking, you see more of intermediate penalties. And so there’s also a penalty tax that the irs can impose on the organization and managers who approved knowingly approve a political like senator. But because that way let me stop you. How does that penalty tax work tax on attacks on what so it attacks of the political expenditure. But it can be imposed on the organization, so that would be ten percent. And then it also could be imposed on a manager who knowingly approved the political senator. And that would be two point five percent of the political on does that mean the manager would be personally? Liable to pay that tax? Do you know or work in the charity? Pay it on the person’s behalf. The person would be personally liable. And there’s also a second layer of attacks that can come in if the organization does not collect it or the manager, another manager, or that the manager refuses to approve the correction. So again, there’s some serious final piece because the public charities really are not supposed to be election hearing organization there there for public purposes for the public. Good. Look, let me ask you, emily, how come things like voter education and voter registration? You mentioned how come those things are allowed? These are seen of activity that helped facilitate democracy, but the same concept, the pie again as far the organization needing to be mutual and nonpartisan. So, for example, with voter education guide, he should not be guide that rank candidate. They really should be informative so that it allows the individual to make the decision of who they will vote for voter registration again, that can’t be just targeted to certain political affiliation or, you know, some kind of group them that would be aligned more with party affiliations. Of the post suggest getting people to register so these guys really need to be fair and balanced on dh oh, my god, fair and balanced. That’s fox is to say that and then they told they can’t know that’s a bad phrase. Lynette singleton, don’t don’t tweet that out fair and balanced thes things need to be nonpartisan. They need to be neutral, right? Right? Is that it? Okay, um, something about the organization should keep in mind with all of its activities because again, they can help the facility with democracy help educate the public, but they really shouldn’t be making that decision for the public for who they vote for. Okay, what if a charity invites candidates to speak or invites a candidate to speak? How does that work if they want to have, like, a political night where the candidates themselves speak that impermissible election related activity? But again, there are certain back-up that the organization wants be sure they take care of so all candidates should be invited to speak. If you’re having something like a debate, you know each candidate should be able to have equal time to speak there should be unusual moderator creating as much of a mutual, unbiased environment as possible will be important. You know, no campaigning, far fund-raising should be taking place, and no one from the organisation should be making statements to support or oppose someone who was there. Okay, again, neutral, you even mentioned neutral moderator very good. Okay, we’re going to take a break. Emily chan is going to stay with us, of course, for our last segment, talking about your non-profit and politics and election earing. So stay with us. Talking alternative radio, twenty four hours a day. Hi, i’m carol ward from the body mind wellness program. Listen to me, my chauffeur, ideas and information to help you live a healthier life in body, mind and spirit. You’ll hear from terrific guests who are experts in the areas of health, wellness and creativity. So join me every thursday at eleven a, m eastern standard time on talking alternative dot com professionals serving community. This is tony martignetti athlete named host of tony martignetti non-profit radio. They get 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. Are you concerned about the future of your business or career? Would you like it all to just be better? Well, the way to do that is to better communication. And the best way to do that is training from the team at improving communications. This is larry sharp, host of the ivory tower radio program and director at improving communications. Does your office needs better leadership? Customer service sales or maybe better writing are speaking skills. Could they be better at dealing with confrontation conflicts, touchy subjects all are covered here at improving communications. If you’re in the new york city area, stop by one of our public classes or get your human resource is in touch with us. The website is improving communications, dot com that’s improving communications, dot com improve your professional environment, be more effective be happier and make more money. Improving communications. That’s. The answer. Talking. Hi, i’m kate piela, executive director of dance, new amsterdam. And you’re listening to tony martignetti non-profit radio. Big non-profit ideas for the other ninety five percent. Welcome back. Emily chan is with me she’s one half of our regular legal contributing team of jean takagi and emily chan. And they’re both with the non-profit and exempt organizations law firm in san francisco. Where is jean takagi this week? Emily? How come, she’s? Not with us? Xero jean is here. He’s taking care of some other matters that the office is busy. You know, that’s how the holidays go. Nice he’s in the office and you can’t come to the phone right away. He’s. Not in the office. Cubine is not the office. All right, you’re covering will be on the next. Okay, i keep document these things. There are records you mentioned training a couple of times, what’s what’s the best way to train employees about what the policies are so that they know that the constraints, the first step to training, i think, is having a policy, i think that’s something that many organizations don’t have when it comes, teo advocacy related work, having the organization first become aware and informed of what they need to know is so crucial to then passing on that training, too. Volunteers dafs so once they have the policy, it really just be something of going through the policy together of revisiting that every year and making sure it’s up to date with the law and making sure that that handbook essentially is acceptable to anyone who would be having access to things like the organizations, email or social media accounts or would be staffing and events. Something we haven’t talked about yet is on individuals, election choices. Can i use the charity’s email or platform and and say what i’ve, how, how i voted or how i feel about a candidate? I don’t know, not about a candidate, sorry, but can i say how i have voted or how i intend to vote that is most likely going to be viewed closer along the lines of prohibited political campaign activity, again, using the organization as a platform than to an outsider, it certainly can have the appearance of the organization itself now engaging in this prohibited political campaign activity, even if it was an intentional, really, you know, organizations should not be able to indirectly circumvent the rules, so in that case, organization should not be publicising how individual votes and individuals in the organization should not be. Using organizational resources are platform teo voice that since this fact in circumstances test is so nebulous, i’m going to guess that social media is going to be kind of a gray area, depending on what the activity is like. Like if the organization lynx let’s se teoh somebody’s into account its website. Yes, that’s correct. A social media is such a dissolving field right now, there’s a lot of uncertainties and question marks far how the wall will fall down on this, but it certainly creates more opportunity for organizations to unknowingly or even knowingly violate the rules. So the irs has suggested, basically, from most of it, revenue rulings, another information that’s coming out that it is going to hold charities responsible, for example, the links that they have established on their web site. Two other pages, so what’s item bob chat room bulletin for its face. But this is all being treated the same way printed material has been treated traditionally by the irs. Not something organization needs to be careful about, because, you know if you link to a page one day that page, maintain tomorrow and you may not know that so any kind of connection you have to outside link should be revisited and ensure that they’re not putting the organization in a bad position. How does the irs find out about these things? Do do we know? Do they randomly check oars that when somebody blows the whistle, how does how did they find out? There are many channels for which the irs will start investigating an organization. It may come from news reports from reports from the public from things that they know internally, but win organisations so out of form ten twenty three they also put their website. And so that is something that the ira certainly will look at at the initial stage, and it’s something that on record too. So there are many ways to find out what an organization is doing, especially today on and if you are let’s, say, a controversial organization, it would not be surprising them that the media would also be paying a lot of attention. He was, well, way talked about linking to candidates website. What if the organization links to all the candidates websites with that, then be election education or you think that would be over the line? It depends of course, so that the best you can always say no family depends what gene gene over here getting no, i’m joking it again. We want to look at the purpose for why they’re linking to begin with. So it’s it’s something more similar to a voter education guide where it’s saying, you know, descriptions about each candidate’s and then providing it as like a more information line that’s that’s more like, you know, neutral information being passed on to the individual. If it’s something though we’re now it seems like one candidate is getting, you know, kind of more favoritism, mama sight or, you know, kind of less exposure like you have three candidates on your main page and to that air four clicks in, so there are a lot harder to find then. Now the facts and circumstances changing there’s no real purpose for linking it. That also raises the question of why the winks or even they’re really it would depend on all the facts and circumstances for why those wings are on the page to begin with. And your answer that it depends, i think, is perfect because it is because charity’s it is a nebulous test. Facts and circumstances and charities need to be very, very cautious and risk averse. Yes, on a great point that comes out of the question to questions about the different ways that organizations can connect tio candidates. So i believe you mentioned things like friending or re tweeting or liking their pace. I mean, these are all questions that the irs is going to have to deal with. So from a more conservative standpoint, you know, organization stands, they want to be very cautious about kind of avoiding any situation that could potentially lead to being seen as a favour to them. No, again, if there’s no real purpose in doing it, it’s probably best to not put the organization at risk by testing the waters in those areas where the irs is not clear yet on how it’s going to take a position on the kind of action. Emily chan is an attorney at the non-profit and exempt organizations law firm in san francisco. She’s, a principal contributor to the non-profit law block, which you’ll find at non-profit low block dot com. You can follow her on twitter at emily chan emily, thanks very much for being on again. Thank you for having me, it’s. Always a pleasure. Thank you. Give our regards to jean. I want to thank my guest this week, kristen schultz and, of course, emily chan and the net singleton thankyou for live tweeting lynette, you’ll find lynette at singleton consulting group that’s her company, and you can follow her on twitter at s c g the number four non-profits next week fund-raising throughout your life cycle, what does fund-raising look like in these stages of a non-profits life brainchild, startup adolescents, maturity, stagnation decline? And how do you avoid the last two of those stagnation in decline? We’re going to talk about fund-raising throughout your life cycle with jeff sobel principle of jeffrey sobel consulting and marrying major and planned gif ts are these two compatible? What do their courtship and marriage look like? Charlie gordy, the director of planned e-giving for harvard law school, and margaret hohman principle of home and consulting are going to reveal how to make this match one that’s made in heaven that was recorded pre recorded at the national conference on philanthropic planning. Keep up with what’s coming up! Sign up for our insider email alerts on our facebook page. If you like today’s, show, please like us on facebook, click that button become a fan you can listen to tony martignetti non-profit radio live or archive on itunes that’s the place to listen archive, and you’ll find us at non-profit radio dot net. You can subscribe and listen any time on the device of your choice, you can follow me on twitter. The show’s hashtag is have said is non-profit radio, use it wisely and thanks again to our guest tweeter lynette singleton, the creative producer of tony martignetti non-profit radio is claire meyerhoff. Our line producer is janice taylor. Social media is by regina walton of organic social media. This show is sponsored by g grace corporate real estate services. If you’re worried about the rising costs of rent for your organization or need to capitalize on real estate, you’re non-profit owns g grayson company provides you, and you’re bored with analysis so that real estate decisions are made with transparency and thoroughness. George grace has been advising non-profits on their real estate decisions for over twenty five years. G grace dot com or eight eight, eight, seven, four, seven two, two, three seven i’m tony martignetti this is tony martignetti non-profit radio. I hope you’ll be with me next friday once. Two p m eastern. We’re always on talking alternative broadcasting always found at talking alternative dot com. Xero you didn’t think that shooting getting dink, dink, dink, dink. You’re listening to the talking alternative network. E-giving nothing. You could. 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062: Excel In Email Execution – Tony Martignetti Nonprofit Radio

Posted on October 15, 2011 by Nonprofit Radio

Tony’s guests this week:

Dave Poulos, chief consultant, Granite Partners
Claire Meyerhoff, editorial director, The Planned Giving Company

Read and watch more on Tony’s blog: http://mpgadv.com

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Durney welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent i’m your aptly named host last week on the april fool’s edition, it was ask awareness for small shops that was with amy eisenstein. She’s, the author of fifty, asks in fifty weeks, and she shared lots of valuable insights for opening up relationships, identifying prospects, cultivating and soliciting all for small development shops. In fact, one of our listeners posted to the facebook page that it was the best hour she spent all week last week. I appreciate that this week we excel in email execution, it’s going to be dave pulis davis principle of granite partners and he’s going to share five elements of effective email marketing and also have other tips about list hygiene. Are you getting the most out of your e mail? How do you develop an email list if you don’t have one? Is your list hygienic and only engaging in safe practises? Also claire meyerhoff claire is editorial director at the plant e-giving company, and she is this show’s creative producer claire’s going to reveal how to write for email fund-raising so that your messages get opened rid. And responded to so we’re all about email in this hour between my guests, it’s tony’s, take two at roughly thirty two minutes into the hour, and this week on tony’s, take two five ways to be a planned e-giving evangelist or an evangelist for whatever it is that you love doing that’s on tony’s, take two. So we’re all about email this week. After this break, i’ll be joined by dave pulis and where we’ll get started with our excel in email execution show. Stay with me. Did the shooting getting ding, ding, ding, ding? You’re listening to the talking, alternate network waiting to get in. Good. 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 crawl are said to want to 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. 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. 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 all about email today, and i’m joined now by dave pulis. Dave, how you doing? Good morning. Thanks for having me, it’s my pleasure to have you welcome. Dave is the ceo and chief consultant of granite partners, which you’ll find out granite hyphen, part p a r t dot com he has been creating successful marketing programs for clients, mostly in the washington d c metro area for over twenty five years, and i’m very glad that his work and his expertise in email marketing specifically bring him to the show. Welcome again, dave, thank you, david. What does somebody do if they don’t have an email list to get started with him as well? Talk about building the list before we talk about what to do with it. Uh, there are a number of approaches that depends on what situation you’re in. If you’re looking for consumers, there are off a lot of ways to build a consumer list. Um, one of the more prominent and more recently evolved is the social media. You can use social media to evolve yourself into an e mail list based on friendster, facebook twitter followers linked in connections those kind of things can all be gathered and uses a colonel for a personal sort of networking list that you can use to promote whatever business you’re in. Okay, we’re non-profits fundraisers, it’s a little more complicated. Okay, well, that’s let’s deal with complicated cause. Our audience is small and midsize non-profit so that’s that’s where we want to be how should they go about it if they have a list of people who have been supporting them? Maybe just for a couple of years, maybe for many years, but they don’t have email lists. Uh, probably the first thing to do is make sure you have permission to communicate with their members are builders. They say something. Do you have a least an address for them? Send him a postcard asked him to send you back their email address. In response, you’ll give them some sort of data special report or a copy of research or something the value to them in response in return for them giving up their email. Okay, so use their their physical address to get their email address or okay on your website if the organization has a website. And you simply ask visitor’s log in before they can access certain pieces of it or certain information that they need include a lot to give them your e mail address. In that way, you can collect it and use it for later. Okay, so maybe not to get to your home page, but to get to some deeper content on your site. You mean then then there’s ah, little there’s an access that requires email address that’s one good way to do it. Because you’re making sure that it’s not just a casual visitor, you’re having themselves collect by their level of interest. Okay, okay. What’s, what you would end up doing if you if you put it on the front of the home page, you’re going to get every tom, dick and harry that entered that in the search. They wanted to see the front page and make sure they got to the right spot. See if there’s anything of interest there at all, you make them register, you get their email address, you send out e mails. You wasted all that time, money and effort to maintain the list. And they have no interest in on what you’re offering right? Ok? Or you might even just turn people off who might have an interest, but they said just to see the home page, i have to sign in, right? Right, you’re going to get some abandonment issues, they’re for your for your web page as well, and there are people that have a legitimate reason to see your front page and can use the information, but that you don’t want to write. I love how you call it abandonment. I’m not going to put you in jargon jail for that way have jog in jail here on tony martignetti non-profit but i already know you. I said it and then you called it abandonment. I just love the you know everybody every every business has its has its language. So abandonment issues. Yes, of your plus, if you know if you having spouse problems, that could be an abandonment issue. But we’re not going that deep again. That’s a different show that’s ahold of yes that’s a whole different person. Um, abandon ministers? Yes. Alright. What about what about events? And if you’re hosting an event, maybe just put post cards on the table at the events or something like that. Anytime you’re gathering an environment where you have potential donors or potential participants, you want to make sure you’re gathering, collecting email addresses, okay, people importing them on their business cards. It’s a good way to start raffles contest, even offering as i do on my website content in exchange for the information we talked about it buying, offering by mail some sort of special report i offer electronically a report on my website and i forced people to give me their email address, so i consented to them. Okay, electronically and it’s, a much fairer trade and people who are looking for something to read like to receive free reading material and return. It makes a lot of that now. Will people see that example on the site that i gave the girl to granite hyphen p a r t dot com they will there’s a new report there on how engaged customers on the left hand column. If you click there, you’ll be able to download on a free pdf of a report guard through some research. We did a little while ago about how to engage customers. Also have tto log in. To give me your email address, i can send it to you, you’ll get a response back that tells you yes, we received your order, and if you like anything else, please let us know, and you’ll also get a confirmation of the fact that you received the order and a questionnaire about whether you like it or not. Okay, so i assume those are all the best practices because you’re doing them for your business, it’s all automatic. I don’t have to do a dog gone thing, and it makes people connected to me much better and gives them a lot more opportunity to give me feedback on the information. And unless they collect their name without creating too much of a problem with their identity and something you alluded to in that description of the way you’re recommending things go about o r non-profits go about building this list is having permission. What? What is what is permission? Marketing and how do we get permission? Permission marketing is a critical step in producing effective push down marketing. What you’re essentially doing is letting people to give you their permission to market to them. And that does two things. One engages their level of interest and let them self select what they want to receive. Two it also tell you how they want to receive it by medium, he opted in is a way of gathering permission marketing. If you send out an e mail to all your members, say ifyou’re non-profit membership organization and say, we’re updating our record, we’d like to give you would like you to give us your email address so we can communicate with you that way. Check the following boxes about what’s appropriate what the best address to use is if we have this information correct listed below. Check that and we’ll keep that. And also, if you do not like to receive anything from us, check the box below to opt out, so opt in permission has sort of past it if you give them an opt out option it’s a little less over on a lot of people to sort of ignore it, which gives you sort of tacit permission to market to them. But the trick is they’ve given you the information and are allowing you to market to them directly without being directly at fort alright, and then you as the e mailer as the non-profit have a responsibility to honor all those selections that the person has made. Absolutely. And if you don’t honor them, your reputation with that person and in general, gets tarnished to the point where it’s almost unusable, and we’ll go into that a little further with, with the a little later on. Ok, we’re going to take a break right now. My guest is dave polish. We’re talking about excellence in email, execution, stay with us, talking alternative radio, twenty four hours a day. 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Well, cleanly is one that functions and deliver your message precisely where you wanted to go every time. And there are a couple of things that you need to start with. You’ve built a list that you think is right. The first thing is to make sure that what you start with is good, that we all know about computers, garbage in, garbage out. You have to make sure that you all the addresses fit and conformed to the format for proper email address. Okay. Typos, bat fingering the addresses, getting things backwards, transposing characters. Email addresses are far, far higher accuracy level than postal address. Write the e mail. I just has to be exact, right has to be perfect, another perfect every time or it will not go. I know what you have to do is check it bilich manually and electronically to make sure that all conforms and you, khun, send every piece of mail on their towards both to go ok is the simplest way to do that. To send a test email to someone to verify that on dh, then get their permission in the way you described is that is that a decent way to do it? Uh, you’re better off eyeballing a list firsthand mechanical and then going through optically and and making sure you haven’t missed anything. Because if you get things wrong, you may get stuck or trapped in filters and create problems. And what that’s going to do is block you when you get the right of duitz okay, you want to clean it up visually? First, as best you can make sure that all the symbols are right before the domain name it’s not a exclamation point instead because i’m gonna get the wrong key. Happens a lot. You can do search and replace doing this. It takes very little time. To do it electronically and then go through and i bought a list they just have to three people looking over, make sure there’s no glaring errors. You want to make sure that all the domain names that have the letters spam in them are taken out those traps put in there by the sometimes when you rent list more often than not, but occasionally somebody’ll flip one in there. When they’re registering, they’ll give you a bogus address that doesn’t really exist. You want to pull out the ones that have a domain name that’s sort of suspicious looking, you’ll learn about it after a while to make sure you’re getting exactly what you think you’re getting, okay, so to get behind to get into the content, let’s say so this wouldn’t thiss wouldn’t be people filling out cards at an event, probably or mailing back in response, it’s when registering so people might give bogus address you know i don’t have such a good hearted person, i don’t even think of e don’t even think of people cheating on something so simple is that really learned over time that it’s ok, you fill out a form somebody’s going to send you back something, and often those lists are sold over and over and over again, and by the time the third generation sale is over, you have no relevance to the list of all right, and you’re getting stuff that you really don’t want it clogging up your e mail box, and you don’t want that, so they either make up a fake address to give you so that bill passed through the filters as a legitimate address initially, or they’ll give you one that they never open, which isn’t gonna do you any good. Anyway, a lot of those gmail accounts or a well accounts that are free people will just have one of those strictly as they used to fill out all that junk drops into there. I see you don’t want to be in that list. You want to see a legitimate lift with a legitimate carrier, verizon or comcast, or or one of those for home and the businesses typically you want them to reflect the domain of the business there. Part of that tells you a legitimate what gmail but gmail dahna all those could be legitimate accounts, you couldn’t you couldn’t screen all those out? No, you can’t, but you can see one that looks, uh two, far from their real given name. If you have that to compare it to, uh, nobody’s registering, you know, as nerd sixty five jool and they’re not giving you a scientific address or their name is fred spelled backwards or something. You start to look at the bogus ones and figure it out. Okay? And since you did mention something that we hadn’t talked about in developing the list, let’s, talk a little about purchasing a list. What is that valuable for the small or midsize non-profit purchasing a list rental and compiled lists can be of value. You have to be very careful about the source if you go through a legitimate list broker and you’re looking for a very legitimate piece of a database that concerns especially business addresses. Yes, you can gain a lot out of that because those things have been double opt in check they’ve been verified on a monthly basis that they do exist and they are really and that they do fit the profile that you’ve selected when you rented the list. Now you have to keep in mind that those are usually for one time use only, and you cannot reuse them unless you have a special agreement from the renter compile lists are another story, those of those public things that you could buy that say have been scraped off of websites or have been captured out of the air from from email conversations and that kind of thing. Hackers will market these things to bring an extra bucks. They’re not very useful, they’re not very male herbal, and you’re getting into some serious spamming trouble by even attempting to use most of them because they’re loaded with with the monitors and traps and keys in their little tell people that you’re ok, then you want to be working with a legitimate company that you can verify you mentioned scraping off female what’s your trading closely to jorgen jail has, and it sort of has a a suggestion of what it is, but but i don’t want you to even be anywhere near drug in jail. So what? What is scraping somebody’s? It sounds like unsavory practice. It isn’t unsavory practice in its connotation, and it is information what you want to avoid. There are people out there, who will go to a business website and literally capture copy paste electronically scrape off every email address that’s buried in there. Your entire staff listing all your if you’re going to a law firm, they’ve got every lawyer listed on there with a love with a separate email address for them, they’re going to scrape all those off of there and compile them all into a big list. Listen, this may be legitimate, but they don’t know who they belong to or what they go to what level of persons is they have no information that goes with it, it’s just a list of addresses, as if people would really want to communicate with a bunch of lawyers or anything. There could be no manufacturing firm or, you know, the post office website or anything. They just gathered a bunch of e mail addresses from a bunch of list. Sometimes they’ll use. They’ll sort of piggyback on someone else’s, the internet activity as well, and their going from site to site start scraping through that. Okay, it gets very, very tedious and very touchy when you start doing stuff like that because you have privacy issues, you have legal issues? Uh, spam laws have teeth in them. Ladies and gentlemen, they can sue you for spamming. So you want to be careful what addresses you’re using and who you’re sending? Okay? And i didn’t want to suggest that. Buying a list from from verifiable source would be a good way of trying to get donors. I mean, as a fund-raising consultant, i didn’t mean to suggest that this is a way to acquire new donors, but maybe to acquaint someone with your with your non-profit but you’d have to be very precise in the type of list you bought in terms of the interests of the people. Is that is that possible, dave, to drill into get a list of people who are interested in, i don’t know environmental activism, and but maybe in the pacific northwest, i mean, do the lists from vera from from stable and appropriate cos come with that level of detail, some do, and some do not, uh, they’re further a head for business than they are for kapin consumer availability, drilling that deeply. Okay, if you drill down into segments that deeply on consumer list, chances are good you’re gonna have to pay a pretty penny for it. A good place to start with that if you have a specific interest, they look bilich environmental, you would want to try going to print publication that deal with that concept sierra club or audubon society or any of those that deal in environmental issues routinely subscriber list from them could be segmented by geography. And you could also rent additionally, email addresses that go with those mailing address him that way. Excellent idea. Okay, because that, yes, you know, the publications targeted. Okay, great. All right, so we need to get around that trying to pull that out of a compiled list is virtually impossible. Okay. Okay, good. Thank you. So we’ve developed our list. We understand how to get it clean and make sure it stays clean. Has to be maintained another thing, because now thing out, once you’re going to get some activity coming back from it, not only response is that you want, but response is you don’t want your going to get people that ask you to take them off. You’re going to get because you missed the target. It wasn’t who you thought it was not interested. And they don’t want you to lock up their box for the next six months with stuff they don’t need. That’s a good thing. You like getting those out of there? Because that saves you time and money. Yes, too. You’re gonna have people that were out of the office that day and i just bounced back and told you they may get hurt or they may not. Three you’re going to have bounced back for another reason, theis, and that part of the country was a little slow that day and missed something. There was a glitch in in a certain segment of the internet that went down for a moment your mail got trapped in it could be any number of other things. There’s a whole series of bounce back code that the internet service provider will give you that helps you interpret those bounce back unless you separate them out and decide whether to keep that address that is a temporary thing or whether it’s permanent it’ll tell you if you got the address wrong, if that person’s not at that address anymore. If that business is not there, that remains not active. Whatever they’ll tell you. What the problem woobox with it, when you learn how to read the code, we got to get those out of there. Once you’ve sent the first one, you’re gonna have to be prepared with how to deal with all those. Things that bounce back and those happen fairly quickly, usually within the first hour or so after you send it. Okay, so that’s that’s really list maintenance and that that’s going to be happening every time you send to your list sounds like there will be a certain level of activity depending on how little that down to practically nothing. Yeah, alright, depending on how many people you’re mailing to if it’s just a few hundred, you’ll have fewer of those which is get you in fewer because you’re making good decisions based upon those code taking the bad ones that are going to be permanently bad out. All right, you’re not re mailing, right? Okay. So, uh, well, let me just remind people that my guest is dave polish he’s, the principal of granite partners. And we’re talking about ex selling in your email execution. So then, dave, we have developed our list and it’s clean, and we’ve gotten the appropriate permissions and we know how to maintain the list over time. You have some elements of effective messaging, actually. What to say? What? What? What’s. Your first bit of advice on what the content of the message should. Be, uh, some of it is what to say, and so that is how to say it. Okay, um, the first thing you’re going to notice is that with the new influx of mobile customers that are out there that have their email come to a mobile device, you have far less real estate with which to impress the recipients you have basically a from a dress and a single subject line that’s all they’re going to see on a mobile device there’s no preview function. So what you have to do is make sure that a the address you’re sending from is from a brand they will recognize or at least understand. So whatever service you are using to send these out, if its outlook, you have to set up a box that sort of carrie’s co-branded makes sense for the outgoing mail or if it’s a service, you want to make sure that they’ve gotten you on outgoing address that reflects your brand so that they know who this thing is from and they recognize. But wouldn’t wouldn’t the service just be using your own? You’re you’re non-profit domain name, sometimes they do, and sometimes they don’t they have what’s called rotating? Yeah, what’s. A rotating what’s, a rotating. Why would they understand? Why would they rotate for the same non-profit why would they use different domain names to send from? They’ll mask them behind an existing name, so the recipient will only see your name, but they’re using ten or twelve different outgoing addresses because they could shove more down the data pipe. That way they can spread your list out, get it out the door faster, but if you’re a non-profit you want it to come from your domain, absolutely time your domain is that the physical space that your domain inhabits doesn’t allow enough passed through dahna you can’t shove enough email through it fast enough because you just don’t have enough bandwidth, you didn’t run enough stone, so what happens is they’ll spread it out and they’ll mask it. They’ll refer to your domain name. The recipient only sees your domain, which is good, but they’re using ten twelve different ones with sam filters will pick up on the sub and block things out on who’s, the who’s the day that we’re talking about is this a company like constant contact? Is that o r who’s today you’re referring to there are service providers after that do nothing but deliver both female. They are, they’re registered there, certified they’re they’re very, very compliant with the service providers that give you internet access and then actually deliver and carry the mail. This is a middleman that you would go to as a non-profit if you have a list of of ten or twenty thousand potential donors that you’re going to be sending to routinely, you’re not gonna be able to shelve twenty thousand addresses through your outlook account and with any kind of accuracy or time limit. Okay, so what you’re gonna do is anything over about two hundred names you’re gonna want to goto what provider that sends out both female for a living that’s all they do and is constant contact an example of what you’re talking about male chimp? Is that an example? Or there are eyes that i am i in the wrong line, the wrong space, you’re in a similar space in a different scale gostin contact and male chimp and those kind of things arm or of the do-it-yourself version of that, their sort of big versions of outlook, they’re attached to larger relation all databases that lets you get mail out in larger volumes by yourself from your workstation, ok, here, but if you’re sending ten and twenty thousand, even though we’re gonna have a problem, they’re going to start to bog down and go very slowly, and they’re going to use up a lot of bandwidth, okay, but for our audience of small and midsize non-profits the ones i mentioned, what might be suitable absolutely after they’re a great way to get started. If you’re looking at that between two and five thousand names of any kind. Yeah, constant contact, be a very good bargain, ok, dave, we have just a little less than a minute left. Why don’t you tell us what you think is coming next? What’s the what’s, the next generation of email going to look like email’s going to get a lot more robust in the next six months to a year, you can bet on the fact that you’ll be able to embed photographs and video in your outgoing e mail and have it be interactive and reacted currently, if you put an image in an email, you run the risk of having it be screened out by spam filters or by network. Firewall because they don’t allow images, they scan for them and they remove the as being too large, and they cut down on the volume of data traffic so they get rid of them. So if you’re putting an image in there, one of the things we tell people who don’t let the image tell the entire story, have some text that tells the story because the image probably going to make it and you see video coming in email, absolutely video will be able to be embedded in outgoing email beyond the capability we have today where it’s, just a lincoln it’s, actually resident somewhere else. We’re going to be able to actually carry video imagery on before too long. All right, we have to leave it there. Dave pulis principle of granite partners, which you’ll find at granite hyphen part piela dot com dave, thank you very much for being a guest. Thank you for your excellent ideas. Pleasure. Enjoy it. Thank you very much. After this break, it’s tony’s, take two. You’re listening to the talking alternative network. Geever oh, 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 fridays one to two eastern on talking alternative broadcasting 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 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. It is roughly thirty two minutes after the hour, which means it’s time for tony’s take two, and after that, i’ll be joined by claire meyerhoff and we’ll continue talking about ex selling in email execution five four tonys take two five ways to be a plant e-giving evangelist something i blogged about this week, it actually could apply to anything that you that you do that you love doing, and i hope you really love the work that you do so much so that you want to evangelize about it. I chose planned giving as the subject of my evangelism on this week’s blawg, and i’ll just share a couple of the things that i think go into being an evangelist for what you do. Yeah, i love it, you know, in my example, you gotta love plant e-giving you gotta recognize that it has value for non-profits and for donors and for their families, and recognize the good that it khun do for society as you’re helping charitable missions. So whatever it is that you want to evangelize about, you really have to love it and be unashamed about your love of it don’t talk you know sort of humbly or shyly about whatever it is you want to evangelize about, you got you need to be out in the open, you need to be enthusiastic, which should be easy because you love what it is you’re talking about, so carry that enthusiasm don’t don’t don’t talk, you know, sort of humbly about your your love of the subject you want to evangelize about lear, love of your work and and and as you’re being unashamed, spread that word, spread it to people that you work with, people who are in your network that you don’t work with, um, when the topic comes up, you know, what do you do? What do you love doing? You want to be unashamed about sharing it, and you want to use the opportunities that you have to spread the word. And so those are three of the ways that i think you could be a plant e-giving evangelist or an evangelist about whatever it is you love to do, and you can see my blogging m p g a d v dot com for more on those ways and a couple of additional ways as well, and also always the reminder that we are on itunes you can subscribe at itunes, listen and get automatic downloads of the show and listen at your leisure on the device of your choice, whether that’s, tablet or phone or desktop or laptop and that is always at non-profit radio dot net that is tony’s take two for friday, april eighth. I’m joined now my guest is claire meyerhoff. Claire, how are you doing, tony, right, how are you? Pleasure to have you back. I’m well, thank you very much. Claire meyerhoff is editorial director at the plant e-giving company, and she is the creative producer of this show. We’re going to talk about howto write for email fund-raising so that your messages get opened, read and respond to do so. Continuing the topic of excel ing in email execution claire so dave paulus sort of left us with write a perfect point, i think, talking about the header of the email he talked about where it’s from what’s your advice about the subject line of the email? Well, the subject line is really important because if you think about your own email use, what do you do? You’re on your iphone slip. Through it. So the subject find is very important and what you want to do, it make really some buddy. So so whatever you are promising them, you need to deliver it on the inside. All right, clara, i’ll tell you what were you sure need to repeat? Actually, what you said about the subject line because you were you’re breaking up. You’re on a landline, right? I am on a landline, and i’m hearing some feedback. Okay? I know the feedback is a little challenging. Try toe, i guess. Talk through the feedback and or maybe not listen so much, but just just talk on dh when you’re done talking, then put the earpiece back to your ear. But could you tell us again what your advice is for the subject line? I’ll do that. Ok, ok, my advice for the subject line is the subject line is going to be the thing that the person will either open it for. They will delete it so your subject line needs to be something that is really, truly news. What? What is it that you are going to be telling people or you want them to do or you want them to hear about most? So put that in there and basically only about thirty characters or so because they don’t even see the rest of us. Put your good stuff up front. Yeah, you sort of have to write that like headline, right, it’s, it’s, a lot like a headline and think about the news business and think about why you pick up a newspaper and read it it’s because of the headlines and any new yorker knows that york post the daily news, they’ve had a long history of really pretty interesting headlines that really grabs your attention. So think about the same thing with your non-profit what is your non-profits headline? And what is the headline for this newsletter that for sending people something generic, like may newsletter june newsletter? Okay, yeah, i have to. Yeah, the new york times are the sari, the daily news and the new york post. My favorite. Well, one of my favorites there’s a whole book about new york post headlines, which is it’s called topless body in head headless body in topless bar. Aunt, i have a copy of that, but it’s a headless body in topless bar from a murder. But one of my favorites was when jack cousteau’s ship crashed and the headline was calypso collapse. So isn’t that genius? I just have to show you right now, it’s go on and you’re like a save the whales organization. You’re not gonna have that to live so collapse. So are anything like that? So i think that’s pretty cool, it’s. Hard to be that clever. But those clever and you know what? If you were that clever, someone would probably open up your email. Certainly. What do you have any other advice for? The for that header information. Uh, maybe the from la who should be from or or any other advice there. Well, unless everybody knows that lisa is the head of your organization, it shouldn’t be from one person instead, make it from your organization and have it the name something that is sort of more of an action. Kind of a word. Like not information, but news. Maybe, you know, news at habitat for humanity, dot com or something like that. So give it give it a name that is a little newsy sounding might get someone’s attention better than, say, info at or or you know, something really generic and, you know, keep again, keep it really, really short. And you put the key words right up front and whatever some buzz words are that air right now in your field. So if sustainability or something is a good buzz word, that and so definitely just put the key words right up front that the main thing, okay? And you mean in the from line, so maybe sustainability at the domain is that is that what you’re suggesting? I’m talking about the subject line, so okay, you have your nature organization, and you’re always talking about sustainability, and the name of your newsletter is something with sustainability. Perhaps that could be your email address. I hadn’t thought of that, but it could be whatever, whatever you want. So that it’s recognizable and again it’s all about the brand and it’s recognizable and always be thinking about who your audience is. And i like to think of your email recipients, the people that will open the email and those are the ones we care about, the most people that actually open it, and then the few that follow through, right? Who were those people? Those are your most boyle people just like implant e-giving who were the best plan giving donors your boil donors, people, that e-giving for a long time with the people that are actually opening and reading. Your email, those who you’re really boils followers those year loyal supporters? Yes. Oh, so you’re you want you’re saying you want to have them in mind as you’re crafting your message? Exactly. Keep them in mind. What? What do they care about? So think about a few people that you know, supporters of your organizations have names and faces and think about what are they interested in? What is kathy interested in? What is robert interested in and crafted that way? Ok, on, daz were crafting our message. What’s your advice about how long it should be the subject line. Oh, no, the length of the body of the message. The body of the entire email newsletter should be chunked. So if you have, you know, one big article, you know, trumped that up into different articles. But faras length, you know, there’s. No specific lengths to into an e newsletter. It could be his long or short. As as you like. Think about the ones that you read and pattern yourself after that. If you’re bored after a certain amount of time, then your readers our board, pretty sure. Okay. What other advice have you got to share? I’ve been sort of, you know, suggesting topics, but you tell us tell me what? Your your advices. Well, here is some duitz do plan ahead. A newsletter done that’s on the fly usually looks like it’s been done on the fly. So plan your news letter ahead of time and that means preparing an editorial calendar. Maybe for the whole year. How often are you going to send these out? If you feel like you can send out one a month that’s great. And then think about what you might be doing in those months. Like, if you know, your annual report is coming out and you’re gonna have a lot of new information, then you know that khun, your main news letter might be packed with a lot of great, um, like statistical information, all kinds of cool stuff that you know about in may, but of course in december of the holidays, so you know that you can do holiday related things, so come up with an editorial calendar, so if you’re going to do it once a month, pick a day that you think is a good day to send it out when your readers are most likely to read it and then plan ahead, say well in in february and do this in march. We’re going to do that and have a couple of things knowing full well, what what’s going on if it’s september back to school and that’s important for your organization. Well, then that’s your back to school newsletter and you know you’re going tohave information about that and also decide on a goal before you do your newsletter what’s. The goal of the newsletter is the goal just oh, well, we want to tell people a bunch of stuff that’s going on. Well, that’s not a goal. What’s your real specific goal. Are you entering into a campaign? Are you announcing something? And you want everybody to know about it? Are you trying to raise money? Are you trying to get people to come to an event to sign up for a walkathon? What is the goal of the newsletter and then work backwards from what your goal is. Okay, claire, we just have about thirty seconds before the break. You mentioned planning ahead. And maybe as much as a year as you’re developing your email marketing plan. You want that? To be dovetailed with your other marketing activities, right, you might be sending print pieces as well around your events, things like that, right, absolutely. And marketing is a huge challenge for most small non-profits. The person doing marketing is also doing fifty other things, so the more planned you khun b, the easier it makes your job, so have a little marketing plan for the year, even if it’s one page and it’s a calendar, we’re going to do this in january, february, march, april, may, june, july, august and it’s all about when you send postcards. When you send email, when you send a regular newsletter and other mailing, okay, we’re going to take a break. My guest is clear meyerhoff editorial director at the plant e-giving company were ex selling an email execution stay with us 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. 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. Durney 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 and fitness. Join joshua margolis, fitness expert two one two eight sixty five nine to nine xero. Or visit w w w died mind over matter. N y c dot com upleaf 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 for 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 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. Talking dot com. Dahna hello and welcome back. I’m talking to claire meyerhoff and were ex selling in your email execution. Claire, you had a list of do’s that you wanted, teo continue sharing with us. Well, some other dues are due. Motivate your reader. You are sending this email to them, and you want them to do something and you need to motivate them to do it. And the easiest way to keep them unmotivated is too forthem, boring and dull. And the best way to do to motivate them is to tell them about something great that’s going on. That really would matter to them. So, do you have a really great event coming up? Do you have something really cool that you and your organization to tell people about it’s is? And news means it’s, usually something you what’s going on in your organization. That’s important to your reader? Not just what’s important to you? Yeah. You just finished your quarterly report, or or you have a new, you know, drink machine in the break room that might be important to you. But it’s not important to your readers. So think about the things that you are. Reader will think. Okay? And that’s consistent with your advice earlier just have a few people in mind and think about what’s interesting to them and write to that audience and think about what’s interesting to them also do the cocktail party saying or the or the coffee shop thing where if you ran into someone at starbucks and they said, hey, what’s new in your organization will help. Yeah, excellent, right? If you just had a couple of minutes, right? Excellent. Another any other dues? Uh, you might want to tell people why this is important now, which is usually through for fund-raising so what is going on right now? Why this is important. So if you’re an environmental organization and there’s some sort of threat that’s what you want to tell people about right now, we need to do this now you need to sign the petition. Now you need to send the money now we’re trying to fight it now your call to action it’s the call to action and make sure your call to action really is a call to action and that you’re writing matches the urgency of it. What i see a lot of times in email that i get from a lot of different non-profits is, you know, it’s sort of the henny penny email the sky is falling, they’re taking our rights away and they’re going to ruin the environment and they’re really bad, and i don’t really want to see that i want to see the action i want to see, like what you were doing, like, you know, we’ve got a bus on its way to this place full of volunteers, and they’re all going, and we need some gas money, like, i want to know what the thing is right now, the action that you’re doing that you need my help, why are you writing to may? Why is that news? So tell me that okay, before we get to your don’ts, which i’m sure you have, how do you make sure that you’re emails are consistent with your general identity for the organization? So they look like the rest of what you send out, whether it’s emails or website or or print well, that goes back to your marketing plan if you have one in some places, don’t you don’t have one it’s pretty common. So think about a couple of simple things that you always do and include that in your newsletter. So if you always have a pet of the month because you’re the animal adoption agency and you always have a pet of the month and you have a cute little name for it used that, make sure you use that in your in your identity, so use those identifiable things that you’ve already created, and if you don’t have some it’s time to create them, okay, so that’s excellent that’s the substance? What about just the appearance of the messages? How do you mean by the appear? What? What artwork? You might include the photos or our identity elements that you have for your non-profit well, i was listening todavia earlier about sending photos and e mails and how a lot of those get filtered out. So i’m definitely thinking about the photo thing because if people aren’t getting them that maybe not a great fool. I love photos if you can use photos, photos are the best and frankly, a lot of times your most loyal donors are also on facebook, and they’re a friend of your organization on facebook and as long as you’re not putting up things like ten times a day, they’re interested in being what you have there not gonna block you. Okay, so think about your facebook think about your email newsletter in conjunction with each other and how they can play off each other. So if you have a great, great photographic like the best photograph that tells the story of your mission like no other photograph, use that photograph a lot of times, repurpose it so you might want to send it in your e news letter and have it on your facebook and in your e newsletter say there are more photos like this on the facebook or on our web sights and people through the website where there are more of these great photographs and then take that really great that one great photographs and put it in your print newsletter used it on a postcard for fund-raising let’s say, you’re doing a little plan giving postcard campaign. Put that one great photo on that postcard so we use the good stuff that you have. Good, we have just about two minutes left. What are some of the don’ts that you want to share? Well, it’s funny that you say that because i try to be positive these days. So i wrote a big list. Do you have all dues and no don’t so i thought for sure. Ok, right around. Okay, well, so okay. Don’t don’t be not creative. Be creative, be creative use of environmental organization. And you just did a survey about ice source in your community. What are the top three? See, that would really get attention. So be creative with stuff. The good stuff that you have that’s interesting that your organization really had a handle on. So let’s say you are an environmental organization. You just did a big survey, and out of that survey results came the, you know, little thing that wasn’t the main focus, but in it was, you know, people complain the most about the certain areas in your county that we’re the biggest eyesores. Well, that’s a new story for you where you can say, what are the top three ugliest eyesores, the whole county. And you can do a lot with that that’s really interesting people will open up that email is your town, you know? Is this eyesore in your neighborhood? Why don’t you leave? Us with one more of your dues or however you want to phrase it dues or don’ts duse or don’t? Well, i like to talk about, you know, writing and words and storytelling, so just do tell really good stories that are about someone that affect other people don’t talk about yourself and how how great you are, talk about the people that you’re serving and how you’re solving prop emblems for people. I’ll give you this one. This is my one last tip i give everybody these days, you can’t think of a story, look at the money, find out a recent gift that you’ve got and how did you use that money? And then find the person that’s benefiting from the money that you’re using. So, for instance, if you just got a gift and you build a handicap ramp, who is benefiting from that handicapped wrapped rampant your facility to find that person and do a story about them and that’s where you find your story stories, they’re everywhere to follow the money, certainly because charities are doing good work so people who are people are benefiting those stories should be very common, right? Where’s the money. Going find, find someone benefiting from it and focus on them. And where would their life be without this organization? And where would their life be without specifically this money that just came in and how it was used? You had a big campaign. Everybody gave money, you raised thousands and thousands of dollars. Where did it go? Thank you very much. Thank you very much, claire. My guest has been clear meyerhoff editorial director at the plan giving company and creative producer for tony martignetti non-profit radio next week we’re going to be all about auctions if if we bring that a little further, may weaken do advertising and awareness advancements in auctions in america. But well, for right now will just stop with all about auctions silent, loud or online. What’s it all about auction’s. My guest is going to be roger divine of divine assistance and he’s going to explain what auctions are all about. I hope you’ll be part of that conversation on we’ll have a group sing at the end. Maybe also scott koegler, our tech guru, and he’s, our regular contributor. Of course, you know that he’s, the editor of non-profit technology news and he’s going to share what’s newest in technology for your non-profit keep up with what’s coming up on tony martignetti non-profit radio. Sign up for our email alerts on the facebook page at facebook dot com and then the name of this show. And while you’re there, like us, become a fan on itunes, as i talked about earlier, that is always found at non-profit radio dot net subscribed. Listen, any time on the device of your choice, as i said, a few times are creative producer is claire meyerhoff, our line producer and the owner of talking alternative broadcasting is sam liebowitz, and our social media is by regina walton of organic social media. Booker t and the mgs composed our theme music. Thank you very much, guys. I hope you’ll join me next friday, one p m eastern for tony martignetti non-profit radio, as always on talking alternative broadcasting found at talking alternative dot com. You’re listening to the talking alternative network, waiting to get you thinking. Dahna cubine 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. Are you feeling overwhelmed in the current chaos of our changing time? A deeper understanding of authentic astrology can uncover solutions in every area of life. After all, metaphysics is just quantum physics, politically expressed, i 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 you’re listening to talking alternative network at www dot talking alternative dot com, now broadcasting twenty four hours a day. 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. 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 fit. 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. Durney talking. Hyre

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039: Planned Giving Fundraising & A Gift Planning Conference – Tony Martignetti Nonprofit Radio

Posted on May 5, 2011 by Nonprofit Radio

Tony’s guests this week are:

Richard Slutzky, co-author of “Thriving In the Comet’s Tail”
John Bacon and Alexandra Brovey, officers for the Philanthropic Planning Group of Greater New York

Read and watch more on Tony’s blog: http://mpgadv.com

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Oppcoll durney welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent of your aptly named host tony martignetti you may recall, i hope you do. Last week, i had a conversation with hildy gottlieb hildy is the author of the polyana principles, and she had transformative ideas for community benefit organizations to create really monumental change in themselves, their communities and the world. This week planned e-giving fund-raising and a gift planning conference richard slutzky is co author of thriving in the comet’s tail and he’s going to explain his ideas for fund-raising as the us emerges from recession, his insights apply to your long term and immediate fund-raising work, then joining me in the studio, john bacon and alexandra brovey they are officers of the philanthropic planning group of greater new york. They’re coming to talk aboutthe groups may conference the philanthropic planning symposium between the guests on tony’s take two, the blue pedicure challenge what you’ll find out on tony’s take, too, and also the irs dirty three hundred twenty thousand list is coming. The irs is going to release a list of about three hundred twenty thousand charities that have lost tax exempt. Status. That’s one fourth of all the charities in the us, and i’ll talk about both those things. At roughly thirty two minutes into the hour on tony’s, take two. Of course, we take a break right now, and when we return, i will be joined by richard slutzky, and we’ll be talking about the book he co authored, thriving in the comet’s tail. Stay with me. Duitz you’re listening to the talking alternative network. 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. 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. 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 durney welcome back to tony martignetti non-profit radio where were always about big non-profit ideas for the other ninety five percent. I’m going to be joined right now by richard slutzky he’s, a co author with roger matt ll often richard ehrlich of thriving in the comet’s tail non-profit investment and development during the recovery from the great depression. Published by multi tier media in new york city. Richard is director and senior institutional sales representative at bank of america merrill lynch he’s an attorney, he has a serious seven licensing. He spent several years as a member of senior management for the jewish community foundation of metro west and united uda jewish federation of metro west, both in new jersey. That means he has been in the trenches on the charity side, and i’m very pleased to welcome him to the show. Richard welcome. Thanks, tony it’s. Great being here. It’s. A pleasure to have you. Thank you. Are we emerging from recession? You’re thriving in the comet’s tail. The tail of the recession. Is that where we are? I think so, tony. And i’ll tell you why you know the the depth of the recession. The bottom of the recession happened in march of two thousand nine, and so theoretically right now where we are, we’re always where the economists tell us where we are is in an expansionary mode, but when i’m concerned about when i checked with non-profits is a lot of non-profits buy-in froze during the recession, they either did one of two things. They pulled money out of the equity markets because they were very concerned about if the bottom was actually reached in march, they were concerned in march of two thousand nine, they were concerned that it could go down farther, so they pulled money out so some of them never put money back in the equity markets and lost in the, you know, more than seventy percent increase in stocks after that that we’ve seen since march of two thousand nine or non-profits have never really did anything other than stick to their guns and keep to their asset allocation. Um, i think in both cases, it’s time for non-profits to review their situation and what we’re seeing, at least in our financial practice, is that non-profits are spending the time, you know, in the last year reviewing their investment practices to make sure that they are able to sort of escape from the depth of the recession and to make sure that they have their financial house in order for the next, you know, for the foreseeable future and let’s, talk about the intersection between that investment management and fund-raising for for non-profits your book really advocates breaking down the walls between those two what’s the problem there? Yeah, i think it’s, uh, it’s a multi fault, tony. Uh, and i’ll share some thoughts from both sides of the other aisle. The investment side and the plane giving sex. Uh, first on the investment side. Let’s. Take a typical investment committee who’s on the investment committee. All right, people from maybe from the investment field. Maybe there are, uh, financial advisors or people that actually spend time managing money and maybe there’s people that are savvy, uh, affluent donors to the organization. And maybe, just maybe, there are people that are on the programmatic side of the organization that sit on the investment committee either. As a committee member, like has an ex officio piela staffers. Ah. Ah. Lot of times those people in their normal day today, investment practice, uh i don’t really see or know much about a charitable remainder trust or charitable gift annuities. They can manage buckets or pools of money because that’s what they do, you know, when they’re dated a professional practice, but they are oftentimes not very familiar with nuances of managing a charitable trust to return up or a charitable gift annuity. They don’t understand the spending rates they don’t. They don’t understand the liability that the organization has to make those payments so that’s a big concern of of ours the way me and my co authors that a lot of investment committee’s, maybe very savvy folks that just may not understand the depth of issues dealing with investing for playing gifts. Now let’s, talk about the other side of the richard richard before you do that, i want to know i want to keep you out of jargon jail. Wei have jargon jail here on tony martignetti non-profit radio. So you mentioned charitable gift annuities and the charitable remainder trust i’m just going to do it briefly, just so that people know that those are vehicles that pay income back to the donor for their lifetime, and there are there are subtle differences between the two but that’s really the important thing to know, i think for our conversation is that the person who’s in charge of investing has two goals, and one is investing for income because there’s income back to the donor and the other is investing for long term remainder because the remainder goes to the charity. So i just wanted i want to keep you out of george in jail, and i want to do it just quickly. Richard, excuse me. I’m glad you did. I hope to stay in jail for the rest of the interview. I’ll warn you, if you if you come close god, please look at the other side. So, yeah, let’s talk about the development committee and development professionals who are focussed on getting in front of major donors and engaging them in a gift cultivation effort to ultimately too snusz solicitation of again and oftentimes when you’re dealing with a major donors and your want to pursue a some kind of plan, gift or endowment opportunity, you’re going to be talking about fairly significant dollars. And one of the concerns that that high in my other office co authors have is that what happens when the development professional is in charge is in front of someone who another going to ask for a major gift? It could be fifty thousand. It could be a hundred thousand. It could be, you know, president gift or it could be a future. And what happens if the donor then says, you know, mr martignetti, thank you very much. Uh, you know, i’ll be consider that gift. But let me ask you, mr martignetti, what would you do, what your organization do if i did give you fifty thousand dollars or one hundred thousand dollars, how are you going to manage that money? And oftentimes the development professional may not have the information at hand about how that money is managed. They may not know who’s managing the money. They may not know exactly how much is in the endowment for the organization. And i think just like any investor tow, any financial services firm or mutual fund wants to know, you know, how is this going to work and how big my in relation to everything else? I think that development person needs to be apprised as to a little bit more about how. The investments run and their organizations so they could be. They could communicate that to the donor and give them a sense of security that their money will be prudently managed. Once once housed at the non-profit richard, we’re going to take a break, and when we return, we’ll talk about thie integrated financial resource consultant than how that position sort of bridges. The gap that you see and describe in your book. This is tony martignetti non-profit radio. I’m with richard slutzky, co author of thriving in the comet’s tail. Stay with us, e-giving attempting to ding getting dink, dink, dink dink, you’re listening to the talking alternative network geever getting anything duitz. Things good? 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. 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 looking to meet mr and mrs wright, but still haven’t found the one. Want to make your car relationship as fulfilling as possible? Then please join us, starting monday, may second at ten am for love in the morning morning, alison. As a professional matchmaker, i’ve seen it all. Please tune in and call as we discuss dating relationship and more. Start your week off with love in the morning with marty allison on talking alternative dot com. Talking alternative radio twenty four hours a day. Durney oppcoll welcome back. My guest is richard slutzky, co author of thriving in the comet’s tail richard let’s talk about the integrated financial resource consultant that you advocate for in the book. What is that position? The idea behind a knick integrated financial resource consultant is someone who has the understanding of working with an investment committee of a non-profit to help guide them in developing a long term asset management strategies, but at the same time have the sensitivity to the fund-raising needs of the organization and also understand how to manage those unusual assets that we talked about earlier, the charitable trust, the charitable gift annuity and, you know, to be told, i’m not sure how many financial advisers have that, and we really taught we wrote in our book about the integrated financial resource consultant as sort of an idyllic kind of person and wait that mold, but, you know, i think what i would do if i were a non-profit, uh, executive or a volunteer, and we were searching for a team to manage our money is to find an individual or a team that that understand that has a greater sensitivity to both sides that we’ve discussed ah, and, you know, it’s interesting tony there isaiah accreditation that is available through, uh, i probably called the american college in britain, marr, pennsylvania, and they call that the chartered advisor and philanthropy it’s not is well known in the non-profit space as it is in the financial services space and it’s a kind of accreditation that financial advisors can obtain through this american college it’s actually quite rigorous it’s it’s about three modules and a lot of study, and when i hear of individuals that have taken that course and i’ve taken that course, i recognise that they do have that kind of sensitivity that we’re trying teo articulate in the book because i just think it makes for a better service delivery mechanism for the, you know, for the organization has now that you know now that working with an advisor that’s not looking at the bucket as just another endowment pocket or a bucket of acid similar to a you know, retirement plan it’s a fund of money that they’re much more tuned to the use ofthe and what the complexities are of managing a non-profit endowment or other types of non-profit funds, but what does the integrated financial resource consultant mean for current plan giving directors or officers? Yeah, i think. Go ahead. No that’s it. Yeah. Okay. What does that mean? People are in those positions now. Yeah, but i think that means is they would speak the integrated financial resource consultant would speak the language of a plane giving person. They would understand what charitable gift annuities are, for instance, and they would understand the fact that there are some i’ll call up cash liquidity issues that need to take place if i have to make a cash distribution for charitable gift into it. And that’s due on may first, i better have cash available for it. And i better talk to my manager is to make sure that there’s like liquid funds so that the organization can distribute checks or do direct deposits that that’s a level of nuance that not all financial advisors have because they may not understand what charitable gift annuities actually are. Ok? And when you refer to that need for cash, you’re referring to the income that i explained earlier before the break that has to be paid to a new it ints for charitable gift annuities. That that is correct. Tony and my concern, uh, is that a lot of financial advisors look at a lets a pool of non-profit management funds as very long term where you can, you know, have ah, large equity exposure and the money is it going to go on at in tonight? Um, and maybe the charity pulls out, you know, three, four, five percent, but there’s not a lot of other, you know, workings of that of that bucket. And when we’re talking about gift annuities because the money’s coming out, you know, maybe quarterly, maybe monthly and the size depends on again the annuity rates that are sad. And you know what kind of into it. And they have there’s a lot more complexity to the situation that a financial adviser should be apprised of. Richard what does the integrated financial resource consultant contribute? Teo outright giving just immediate gifts. Putting aside the planned gift? Yeah. That’s. A great question. And i think it depends. Uh, you know, a lot of its just a normal stock transaction of cash transaction. That is underlying the direct gift most financial advisors can do that the nuances are who has someone wants to give something? Well, the more unique, for instance, closely held stock. In other words, stock that is not seen on, you know, an exchange, but maybe a stock in a family business, that is, you know, an unusual asset. What does has a financial adviser deal with that or gift of, you know, real estate or a gift of tangible property jewelry? Uh, um, you know, gold, etcetera. So the question is, how does that financial advisor, uh, going tio? They understand, sir. The red flags that have to be dealt with before those kinds of assets can be turned into cash. With richard slutzky, he’s, co author with roger, matt loft and richard ehrlich of thriving in the comet’s tail, published by multi tier media in new york city. Richard, what does the this position again, the integrated financial resource consultant have to contribute in terms of approaching the the entrepreneurial generation? You talk about that in the book? Yeah, i think that that generation has a much different psychological make makeup essay. Let’s say little about that. Yeah. Why are they giving what motivates them? Kapin? Yeah, obviously. It’s case by case. But if we if you want to speak in generalities, i would say that the world war two generation, you know, they came back to, you know, after, you know, being embattled and really looked at, you know, the community as a cz as a whole, they really weren’t so concerned about what is this particular non-profit mean to me if you were not a psychology major, but i’ve been told that one of the ways to look at this generational differences that the older generation worked on guilt in other words, you see a poor child, and then you would give money because you want to help that child, the younger generation is more union where it’s like, how does this charity make me me feel? How does this make me feel about myself? Well, i feel better if i give to this charity, and i think the other, you know, issue about the younger generation meaning, you know, those between let’s say twenties and fifties, i think though that generation is looks at charities like a business on, so i think they’re much more focused on the bottom line of that organization and not looking again on guilt issues are you know well that you know that does that organizations to solve the problem, but more on, you know, let me look at the blood, the balance sheet of this organisation to make sure that it’s operating efficiently and effectively, okay. And and how does the consultant approach that that that generation, the entrepreneurial generation? Well, i think the idea here is that the integrated financial resource consultants would spend time with the charity and the development staff to make sure that the delivery bols, that the non-profit articulating to the donors are are are sort of well refined to make sure that the messaging is is really targeted to that sort of younger group that’s going to be looking at the balance sheet, for instance, those are the kind of people that are gonna be looking at some of your audience will know about charity navigator dot org’s, which actually rates, um, charities in terms of efficiency, just like finished, just like, morning star rates, mutual funds, that’s the kind of group that may be, you know, attentive to that kind of web sites. So they have to show that they’re the charities have to show that the running efficiently, you know, lien lee? They’re not putting a lot of money into administrative on development staff positions, but they’re focusing all their attention. Most of the attention on the charitable mission. Yeah. And you make a pretty strong point about approaching that the entrepreneurial generation appropriately because they are our future. The future donors. Well, there’s today’s donors as well as tomorrow’s plan giving donors. Yeah, and that gets back to the transfer of wealth issue. Tony, you know, obviously there’s been a huge number of studies done about how the older generation as they pass, is leaving money to charity. But the money that they’re not leaving to charity is going to their children. And those children can are going to control and by themselves, you know, billions of dollars and that’s that’s who the charity’s air going to have to convince to give and and i and honestly, i think it’s, in a way, much harder for charities to, um, to solicit the younger people because it’s more of a case by case, individual messaging than, you know, abroad, direct marketing piece are, you know, advertising that would appeal. That would be a very good appeal to the older, older audience so it’s going to take a lot more work for the charity’s? Teo overcome the objections, if you will, of the younger generation on dh since you’re talking a little about the wealthy, what ah, what’s, affluenza you you spend a little time in the book talking about affluenza? Won’t you share that? Yeah, and i see that here you know, it’s, our financial services firm, where we have very high net worth individuals who are very concerned that there and these air off most of the time self-funding div ihe jewel’s, they’re very concerned that as they leave a legacy to their children, the children you are the next generation of grandchildren are going to squander it, um, and it’s a huge concern in and in a way that plays well to the charities because so many people and i used to think it was just sort of the worm buffets of the world. Who said at one point, i want to leave my children enough so that they do something, but not so much that they do nothing. And that philosophy, i think, has trickled down into the super wealthy, the modestly wealthy or just the affluent and so even if you know, we’ll see what happens with the state taxes, but my point is that, um, people only want to leave now, i think specific amount of money for their children, not just an unlimited amount because they’re not sure what’s going to happen with their children and grandchildren. And, you know, where also are there going to be able to spend that money or give it away? They’re going to give away to charity, so i think that could bode well for the future. So affluence is the dreaded disease of, you know, of the ultra rich that where they’re concerned about how that money, you know, ends up being used by by their children. But again, i think it could bode well for for charity. Yeah, and so so what does it mean for fundraisers approaching people who have that the concerns you’re talking about? Well, if i were back and fund-raising what do you know? This sounds, i guess self evident, i would be focusing on the ultra affluent because those are the people that are probably most concerned about it. For instance, if i if i’m working with someone that has ten million dollars, ten million dollars or more. The likelihood is that they’re not going to get if they have two children, they’re probably not going to give both children five million dollars. Maybe they’ll give them million are too, but some of the money is going to gonna have to go to charity. But if i’m dealing with someone with three million dollars and they have two children, some of the money going to go to charity, the rest of a probability, some of it may but maybe not to the same extent a zit would be for high net worth individual. So that’s why? I think dealing it’s very hard to find some of these days, and i may be wrong about this, but in my experience to find someone that’s alter, affluent who who lose everything to the children for the affluent discussion we just had and of course, in plan e-giving fund-raising we never want to ignore those who are not high net worth but may just be very modest. Donorsearch ten shal absolutely you obvious one want to hit everybody because you never know when we’ve all heard stories about the, you know? The school teacher in mississippi that left everything to charity. But i think from again from a probability standpoint, that’s where i’d be focused in my time and, you know, it’s hard to you can really focus on affluent that’s something that you have to sort of keep in the back of your mind. And i think when you tried to cultivate an individual, i think you’d want to find out what kind of relationship they have with our children and what kind of legacy they want to leave to the children and to the charity. I think those air fare, very game question and then in having that conversation also find out what they’re relationship is to their to their wealth and what their children’s relationship is to the family money and and what concerns they may have about how that wealth gets translated to the family. I think the more that a lot of people don’t think about this, they don’t think about what’s gonna happen once they pass away, but i think there’s, that there is a path that a playing giving person could could walk down to engage a donor in that kind of discussion without being, you know, without going in at a bad direction, yeah, richard’s, let’s, go. We have to leave it there. Thank you very much. Thank you, tony. I enjoyed it has been a pleasure. Richard slutzky, co author of thriving in the comet’s tail when we return it’s tony’s, take two, and then i’ll be joined by john bacon and alexandra brovey, and we’ll be talking about the philanthropic planning symposium in new york city, so please stay with me. You’re listening to the talking alternative network. No. Schnoll 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 buy-in 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 to 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. 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 big non-profit ideas for the other ninety five percent it’s time for tony’s take two the blue pedicure challenge it was a success a bunch of high school friends on facebook enlisted me in a challenge if they got my show’s facebook page two, three hundred likes by today, which is friday, april twenty ninth at midnight, then i would go to a spa and get a blue pedicure on videotape it on dh. I’ll obviously post the video somewhere that everybody can see it, and they were successful around ah ten thirty this morning. So with more than twelve hours to spare ah, seven year old son of ah high school friend like the show and became like number three hundred so i will be getting a blue pedicure in accordance with pursuing to the blue pedicure challenge me more about that when when the event actually it takes place. Ah, little more serious. The irs dirty three hundred twenty thousand list is coming. The irs is going to be releasing a list of about three hundred twenty thousand charities that have lost tax exempt status because they failed to file the required return for three consecutive years is, and that number is about a quarter roughly a quarter of all the charities in the u s so it’s pretty startling, they’ll certainly be many in every state. The list will be broken down a few different ways, but one of them will be by state and you’ll be able to see which charities this applies to. Certainly a lot of them are charities that are just not functioning, but we fear that a lot of them are functioning and just haven’t been filing there’s more about the irs dirty three hundred twenty thousand list on my block at m p g a d v dot com, and that is tony’s take two for friday, april twenty ninth. In the studio with me now are john bacon and alexandra brovey they’re here to talk about the new york philanthropic planning symposium. John bacon is president of the philanthropic planning group of greater new york and he’s, also director of plant e-giving at the new york public library, alexandra brovey is vice president of philanthropic philanthropic planning group of greater new york and chair of the organization’s philanthropic planning symposium that’s volunteer work. That she does for that group. She is the senior director of gift planning for north shore long island jewish health system foundation. And i’m glad that this symposium brings john and alexandra to the show. Welcome to the studio. Thank you. Good to have you alexander it’s. Okay, if i call you alex, right? Absolutely. As the chair of the symposium, why don’t you start telling us what’s the what’s, the purpose of the conference? Sure. Well, our conference this year will be on may twenty six, which is a thursday at the new york marriott marquis. Three new york philanthropic planning symposium is our annual one day conference. The purpose is educational. To bring everyone together, we expect between two hundred, two hundred fifty people. We have speakers coming from various parts of the country and three different tracks. And it’s, just going to be a great day. All right, john what’s, the philanthropic planning group of greater new york. All about as president. Yeah. It’s ah, educational group. So the symposium is very much part of our educational purpose. Also importantly, all of our events are great networking events for people in the field and alive professionals. And in fact, i think a lot of people see the value as that community and the networking people find jobs. May connections and it’s really been a valuable resource for many of us, including myself. I found my current job a tte, the new york public library at a plan giving luncheon eight years ago and coming out of the for-profit world into the non-profit. And that kind of thing happens constantly. So it’s, a great professional organization, was strong networking opportunities. Who are the members? It’s traditionally been playing, giving officers working for charities, but a lot of allied professionals they mentioned richard slutzky, who was just speaking on the program earlier, is a member and in fact, a boardmember s o people in the finance world accountant’s. Quite a few independent consultants like yourself on different folks so it’s across the board. But anyone interested in what is now ah called gift planning as opposed to playing giving and our name has changed several times to reflect those changes in the overall field. Yeah, let’s, talk a little about that. It used to be the planned e-giving group of greater new york. So that was a pygmy. Pg and y right it’s still pickney, but now it’s ppg and why? Why? The change from the former pickney to the current pig knew that reflects a change at the national level. Our council was originally called the deferred giving group, which says a lot about many years back is that that’s in the early seventies, right after the sixty nine tax act, which in effect codified a lot of things that we now use as tools for people to give. But then we were the council independent counsel plan giving group of greater new york the national committee on plan giving were one of the founding councils of that they changed their name to the partnership for philanthropic planning a few years back. And we in turn changed our name to kind of blend in better with the national change, but keeping our acronym, which people like yeah, the pickney right now so it was that national change reflecting a change in sort of it’s a broadening its not just planned giving out, phil, correct planning. So bringing in those advisers you meant very consciously bringing in advisors and even more importantly, bringing in our peers major gift. Officers and others working with individuals at the charity level and we find increasingly that traditional plan giving shops or departments or silos and some of us have called him charities are being broken down, and we wanted to be more inclusive and encourage people who have blended jobs or just have major gets people come because give planning should be part of their work as well. Ok? And that’s also very consistent with what richard was just talking about taking down the walls between asset management and and fund-raising right, i think alex is title is a good example of a different one. I’m on old school plan giving person, but there are fewer and fewer of us around with that in their title. Okay, alex’s title at north shore is direct senior director of gift planning, correct, and there are also people who have philanthropic planning in their title, which would be more closely akin to the name change. And then there are people who are individual gift planners who do a combination of or what we call a blended gifts. You’re not necessarily going after just the traditional playing gift you’re going after the gift that’s best. For the person in front of you and your organization and the conference. Alex, you’re the chair, it’s it’s organized for all the all the professionals that we’re talking about, there’s, something there for everyone there’s, something there for everyone, and this year we’ve actually restructured a little bit. We want to try teo help out. Our accounting members and friends and even non members were invited to come to the conference. We restructure a little bit this year. In the prior year, we had four different tracks going. This year, we decided we’d have three tracks, and we introduced a plenary speaker. I’d liketo take a moment to mention our fremery cerini she’s, beth shapiro, kaufman she’s, a member in kaplan and dried drysdale’s, washington d c office she’s coming to talk to us a little bit about what she did when she worked for the irs on the other side and what she does now and what she thinks might happen in twenty thirteen and she can speak freely now that she has a different employer. S o plenary. So is she the keynote speaker? She’ll be our keynoter plenary speaker, which will be first thing in the morning and then we’ll have three different tracks, three sessions per tracks. So the rest of the day they’ll be a mid morning session, a lunch in it, which will conduct some piggy business sametz actions and other items, and then two sessions in the afternoon, and then will cap off the day with a reception. It’s a wonderful day, okay, and again the day, may twenty sixth of this year. And where is it being helped at the new york marriott marquis? Okay, how do we let’s acquaint people with some of the other speakers besides your keynote speaker? What? What are some of the highlights of speakers? Sure, we’re goingto have to panels i’ll actually let John mentioned 1 of the panels because this is something that our members really matter, and they really make a difference, and they’re the ones that set the stage for what we do it pickney so our members had a wonderful meeting in april, a suggestion came out of that meeting and we actually revised a panel, and we’re moving from there all that john mentioned that for a moment, if i may, please john. Yeah, we have thes master forms as alex was just alluding to meant for senior members of our group to get together in a smaller setting and talk through things and metha, which i will garble here. But the new york prudent management of institutional funds act, which you may have discussed on your show, would have. But but not this show. So i want you out of jargon jail. So why don’t you give a quick explanation of what? The new york prudent management of institutional funds act is? John, your urine? Yes. You walked into the quagmire. Now i have to crawl, claw yourself out. Basically, our friends in albany saw fit to adapt the uniform management of institutional funds act putin. Sorry, management. Institutional funds act in their own distinct way. And many of us that the charity will side are dealing with trying to implement certain requirements of the new york version of this law. It does get give us a lot more liberty to spend and manage in doubt funds in particular and other institutional funds. But it has certain peculiar requirements, the most worrisome of which is a notice requirement to donors of older funds. And this is for those of you who work with charities or our donors. It’s not always. Welcome to receive a letter asking you to elect treatment on your fund. It’s led to a lot of confusion. Someone happiness, it’s just a unnecessary came out wrong, it’s. Just a aspect of the law that’s less than optimal. Okay. And i’ll remind listeners that we did have kathy boil on from cheeping hill advisors. Several shows a go for the full hour talking about the new york prudent management of institutional funds act, which is based on the uniform act that john’s talking about. Okay, little digression. But john got us in the quicksand, so we’re out. They’re jargon jail. And you were talking about the masters, the masters. Siri’s john? Yes. Those were for alex is here. Yes, we did. Yeah, before our regular luncheon programs, which are every well third wednesdays of the month. Eight times a year. And the masters for a just been a great place for people have high level discussions on topical issues, including nypmifa. Okay. Okay. And there’s something for the masters in the symposium. Alex. Exactly. So there are actually three tracks this year. One of the miss masters. Second one is nuts and bolts, and a third one is a new track called innovation. Okay, and we’re going to talk about those. When we return from this break, please stay with us. Talking alternative radio. Twenty four hours. 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We do whatever it takes to make our clients happy. Contact them today. Admission one one media dot com talking. Welcome back. Come with john bacon, president of the philanthropic planning group of greater new york, and alex brovey, vice president of the group and chair of the organization’s philanthropic planning symposium, which is what we’re talking about today. And alex, right before the break, you were acquainting us with the three tracks that you have. Please yes. So in in prior years, we had four tracks this year, we have three, so our nuts and bolts track is really meant to assist those new to gift planning or those who need a refresher of the basics, and we’ll have three different presentations. One will be a panel intriguingly entitled. We are all planned giving officers now, that’s actually meant for our major gift colleagues and others who want to come and just talk about the fact that everyone is expected to do a little bit in this area of plan giving her gift planning interesting. S o that’s really interesting. We’re seeing this integration and this breaking down of walls as my first just richard talked about as you heard some of that way alluded to this really is a trend that is significant, absolutely. And that has to go back to the name change at the national level and in our local level and what we’re actually doing and what we’re all actually seeing. So the reality of it is planned giving people raise outright gifts people who are expected to raise outright money’s might combine that with a plan gift it’s all what’s appropriate for the donor in front of you on dh with the challenge for the gift officer, whatever seat they might be sitting in is having to learn a little more. Is that john? Is that red john? Yes, and in particular, we have a lot of experience with older donors are group tends to skew older and their issues about getting old mental competency, health and other things that were sensitive to that. Frankly, some of our individual giving or major gift friends are not as sensitive to but again it’s falik said it’s really about being donor-centric on dh donors infect our our clients if we’re on the charity side and literal clients of our adviser colleagues. So it’s really just doing the right thing by the donor and sometimes that’s a blended gift and, you know you mentioned john your title. At the public library is still planned giving direct plan e-giving but are you seeing the integration there across fund-raising or or not so much or what? Not so much in our case, primarily because we have individual financial goals in the different silos in our shop, but i think that’s going to change it really has to change you think so? Yeah, ok. And i’m i’m asking you because the public library is, you know, a venerated old sort of old blind charity in in the country, right? And in a sense where a large shop as well so that those distinct groups can exist to some degree, there were four people in my group recently, so it’s a big plan giving group. Ah, and there are over forty, people in our overall development department. So it’s a big group. But i think even it’s in smaller charities, especially where there may only be one or two people dealing with individuals, they have to do all those things. And we again hope to be a resource for people who are interested in give planning. Okay, on dh that becomes the challenge especially then for the very small shop i mean let’s take a charity that maybe it’s just a founder and one other person that that that founder executive director has enormous challenges and but they’ll find something for themselves and for their organization at the symposium. Absolutely. And i think alex mentioned the nuts and bolts said that there’s nothing to track we’re talking one or two of the other sessions might just spur a thought or be applicable to a certain situation they’re facing. And again, i think, almost as important as the networking meeting other people in the same situation, talking to board members and others there who have a lot more experience and it’s really a great sharing experience old the whole day. And alex, how about the other the other tracks? Sure. So the other two tracks or the master’s track this past year is john mentioned earlier, we started a what we called a masters forum for the more experienced members of our group who wanted to have something that was a little more challenging or something at their level. Some of these people have been members for perhaps two decades that have been doing twenty or thirty years of work in plan. Giving or now gift planning, our master’s track is for those who are more experienced or for those who want to challenge themselves a little bit. We have the panel john described earlier and off the top of my head. We also have someone discussing charter bally trust, which is ah hyre level technique that donors who may be up against the five million dollar estate tax issue might be willing to consider. So we tried offer something for every level. So we talked about nuts and bolts. We talked about the masters. Our third, a new track this year is innovation and innovation focuses on the art and psychological aspects of gifts. And i think it’s that to which john might have been eluding recently. So there’s something for everyone there. This will be more the i don’t want to call it the soft part. But this might be why? Why? Someone would want to make a gift or how you broach a person in the correct way in order to get the best result in the end. That’s interesting that innovation. Why? Why you said that’s a new track? Did that come out of the advice that you got from members from last year? Well, in a way, it did, because every year we survey our members, we actually survey them after every lunch and all eight luncheons, and we take their advice to heart and we what we’re seeing throughout the years that people had some technical programs during the lunches and we try to mix it up a little bit on offer someone the rest of what they do. So the other part of what you do is the relationship side and that’s, probably even the more important side you could argue, regardless of your level of knowledge about this plan giving our gift planning aspect, you need to to be able to develop the relationship with the donor or the client. So that’s kind of how that came about a little part of the board looking at what we didn’t provide for members this year and then a small part of what we can do based on member feedback. Ok, of course, we’re talking about the symposium on may twenty sixth, but pygmy also does host monthly luncheons you mentioned. Why don’t you say little about those john? Sure, during the off summer months, every third wednesday, generally we have a luncheon program with a featured speaker and again a networking session beforehand, which is really quite important part of it and generally pre luncheon in the morning will have either a master’s form or a beginner seminar that was the pattern this year. In years past, we’ve had the same speaker doing morning session and then speak it lunch, so check it out and i think we didn’t give you our website yet. All this is on the website, which is www dot ppg and why dot org’s? Okay, you’ll be able to register for the supposing there and to find out about membership for next year, and we’ll resume those monthly luncheons in september. Okay, alex what’s the cost of registration. We have costs based on whether a person is a member or a non member. So i members get a little bit of a break. It’s two hundred seventy five dollars to register any time up until a couple of days before the conference. Non members. Or three. Fifty. And if you bring an additional person from the same organisation? Three hundred dollars. All right, that is the philanthropic planning symposium here. In new york city on may twenty sixth, again, the place to go to register is www dot p p g and why dot org’s? You’ll find out about the group and also the registration for the symposium there. I want to thank john bacon, president of the philanthropic planning group of greater new york, and alex brovey, vice president of the group and chair of the organization’s philanthropic planning symposium. Alex, john, thanks very much for joining us. Thanks durney been a real pleasure. Thank you. Next week, it’s going to be craig newmark craig is the founder of craigslist and he’s going to be my guest he’s going to be with me to talk about craigconnects his latest venture, which helps connect people of goodwill for the common good by highlighting non-profits that are making an impact. I hope you’ll be with me for that conversation with craig newmark. Of course, again, i want to thank my guests today, richard slutzky, john bacon and alex brovey you can keep up with what’s coming up? Sign up for our insider email alerts on the facebook page. If you go to the facebook page, you’ll see quite a bit about the blue pedicure challenge as well, until that scrolls away, but the video will be coming soon. I promised document video documentation you will get it while you’re there. You can, like us, become a fan of the show. Always. The show is on itunes. You can subscribe automatic downloads, of course. Listen on the device of your choice. Anytime you like, you’ll find our itunes paige at non-profit radio dot net creative producer of tony martignetti non-profit radio is claire meyerhoff. Our line producer is sam liebowitz, and sam is also the owner of talking alternative broadcasting and our social media is by regina walton of organic social media, who did an outstanding job helping to promote the blue pedicure challenge also want to give a special thanks to bobby fried l he is a professional photographer, he’s in the studio today, he’s shooting stills, he’s shooting video that will be available on the facebook page as well as soon as we get that all together. So special. Thank you to bobby freidel. This is tony martignetti non-profit radio always talking about big non-profit ideas for the other ninety five percent. I hope you’ll be with me next week. Next friday, one p. M eastern here on talking alternative broadcasting, which is always at talking alternative dot com. Durney metoo. I think that’s. A good ending. You’re listening to the talking alternative network, waiting to get you thinking. Things. It’s. 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 love movies, then join me and share your pains about them on the radio. This is mike, a movie fan like you, starting may tenth. Join me every tuesday night at six pm for my new show movie time on talking alternative dot com. Call me live or email me at movie time radio. At gmail dot com. We’ll talk about all the blockbusters whose the best director and which movies air overrated, among many other topics. Join me for movie time. 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