PRESENTING CONFERENCE SPONSOR

Kanuga Conference Center 130 Kanuga Chapel Drive

Hendersonville, North Carolina 28739

The boards of the NC and SC Councils welcome you to the 2019 Carolinas Planned Giving Council at Kanuga

NC Council Charitable Gift Planners

President: Geoff Graham, Associate Vice

Chancellor, Appalachian State University

Vice President: Nancy Beard, CFRE, President,

UCHS Foundation

Treasurer: Jim Kelley, CFRE, Director of

Development Roman Catholic Diocese of Charlotte

Secretary: Andrea Jenkins, Director of

Development, Major and Planned Gifts, Winston-

Salem State University

Immediate Past President: Carolyn Kozuch

DeFrancesco, J.D., Senior Director of Planned

Giving, Elon University

DIRECTORS:

Greg Abeyounis, CFRE

Associate Vice Chancellor for Development

East Carolina University Foundation, Inc.

Susan R. Gutterman, JD, Endowment Director,

Jewish Foundation of Greensboro

Jamie Hayes, MA, MPA, CFRE, Executive

Director, Western Carolinas, Juvenile Diabetes

Research Foundation

Julie Heinitsh, M.Ed., Major Gifts Officer, Eliada

Homes, Inc.

David Landers, J.D., Director of Planned Giving,

UNC Greensboro

Beth MacKethan, J.D., LLM, Director of Gift

Planning, University of NC Chapel Hill

David Masich, Executive Director of Gift Planning,

North Carolina State University

Carolinas Planned Giving Conference

Administrator, Sue Millager

SC Planned Giving Council

President: Beth Wingard, Senior Major Gifts Officer, Lexington Medical Center Foundation President-Elect / Vice President for Governance: Sam Head, Managing Partner, Carolinas Wealth Management Secretary: Lisa DeFreitas, Director of Gift Planning, Wofford College Treasurer: GB Olsen, Vice President, Resource Development, United Way of the Midlands Vice President for Programs: Hugh Haskins, Director – Gift and Estate Planning, Clemson University Vice President for Membership: Mark Seeley, Senior Director of Gift Planning, University of South Carolina Office of Gift Planning Vice President for Communications: Jade Fountain, MPA, CFRE, Director of Mission Advancement, United Ministries Immediate Past President: Toni Jernigan, MEd, CFRE, Independent Consultant Kanuga Committee Member: Kimberly Borts, Director, Charitable Giving and Communications, Bishop Gadsden Peggy Cieslikowski, Director, Gift Planning, College of Charleston Gina De La Cruz Turcotte, Director of Philanthropy, Spartanburg Regional Foundation Clay M. Grayson, J.D., L.L.M., Grayson Law Firm, LLC Melissa Levesque, Director of Development and Stewardship, Coastal Community Foundation Francis Schodowski, Vice President for Advancement, Columbia College Lauren Ward, Estate Attorney, A Business Law Firm, LLC

CONFERENCE SCHEDULE

Monday, April 29

4:00 – 8:00 pm Registration Open – Cunningham Lobby

5:00 – 6:00 pm Reception hosted by Kanuga – Cunningham Pavilion

6:00 – 6:45 pm Dinner in Dining Hall

8:00 – 11:30 pm

Social hosted by NC and SC Councils – Cottage 26 Previously known as ROCKY’S PORCH

Tuesday, April 30

8:30 – 11:30 am Registration Open – Cunningham Lobby

9:30 – 11:30 am GOOCH MAIN

Pre-Conference: Introduction to Planned Giving (Basic) Moderator: Nancy Beard and Jim Kelley

9:30 – 11:30 am GOOCH A

Pre-Conference: Deep Conversations and Challenges, Roundtable Discussions (Advanced) Moderators: Clay Grayson, Lisa DeFreitas, Melissa Levesque, Francis Schodowski, and Toni Jernigan (SC Council) and Geoff Graham, David Landers, David Masich, and Carolyn DeFrancesco (NC Council) and Tim Prosser, JD, TIAA Kaspick

12:00 – 1:00 pm

Lunch in Dining Hall Sponsor: TIAA Kaspick

1:15 – 2:30 pm GOOCH MAIN

KEYNOTE ADDRESS Excellence – Donor Relationships and Metrics in Planned Giving Guest Speaker: Dr. Eddie Thompson Session Sponsor: Wells Fargo

2:45 – 3:45 pm GOOCH A

Survey Says…Know Your Donors – It Pays To Ask (Basic) Presenter: Nathan Stelter Session Sponsor: Stelter

---OR---

2:45 – 3:45 pm GOOCH MAIN

Best Practices for Our Role in the Donor’s Advisory Circle (Advanced) Presenter: Dr. Eddie Thompson Session Sponsor: Thompson & Associates

4:00 – 5:00 pm GOOCH MAIN

Estate Planning: The Current Environment and Remaining Relevant in a World Without Estate Tax Presenter: Terence Stanaland Session Sponsor: PNC Bank

5:15 pm

Reception at Cunningham Pavilion Sponsor: Synovus

6:00 pm

Dinner in Dining Hall Sponsor: Wells Fargo

6:45 – 7:15 pm

Dessert in Fireside Room Sponsor: Thompson & Associates

7:30 – 10:30 pm

Lakeside Fellowship/Social at Cunningham Pavilion Sponsor: PNC Bank

Wednesday, May 1 8:30 – 10:00 am GOOCH MAIN

PhilanthroPeople! Presenter: Claire Meyerhoff Session Sponsor: TIAA Kaspick

10:15 – 11:15 am GOOCH A

Navigating the Hurdles to Conversational Gift Planning (Basic) Presenter: R. Daniel Shephard, CFRE Session Sponsor: First Citizens

---OR---

10:15 – 11:15 am GOOCH MAIN

Protecting Your CGA Program From Underwater Gifts (Advanced) Presenter: Crystal Thompkins Session Sponsor: Pinnacle

11:30 am – 12:30 pm GOOCH MAIN

Ethics in Charitable Giving Presenter: Teresa Abell Session Sponsor: Synovus

12:30 pm Lunch in Dining Hall and Adjourn

SESSION DETAILS

Tuesday, April 30, 2019

9:30-11:30 AM Introduction to Planned Giving Panel (Basic)

Moderators: Nancy Beard and Jim Kelley

Session Summary: Yes, you can wear all the development hats and still create an active

legacy program. Roll up your sleeves and get ready to dive into Planned Giving 101 for

Beginners. This will be an interactive class where you will walk away feeling confident on how

to get started. This pre-session is for development professionals, board members, executive

directors or gift officers engaged in non-profit settings that would like to raise more money by

beginning or running a planned giving program in a small shop. You will learn the basics on

how to get started along with information on the three simple gifts that make up 85% of all

legacy giving.

Nancy Beard, CFRE, President, United Church Homes and Services Foundation

Nancy Beard has served as president of United Church Homes and Services Foundation since December 2011. Nancy is a graduate of Queens University in Charlotte, North Carolina and is a Certified Fundraising Executive (CFRE) and is a Master Trainer through the

Association of Fundraising Professionals (AFP). Nancy has worked in leadership in health and human services the non-profit sector for over twenty years. She is a noted speaker and teacher who has shared presentations at conferences in North Carolina, Florida, Louisiana, Arizona and Vancouver, BC. She is a Certified Life Coach who enjoys teaching women in the non-profit sector how to become the general manager of their brains as they examine their lives and exceed their personal and professional goals. She is married and has two grown children.

Jim Kelley, CFRE, Director of Development, Catholic Diocese of Charlotte

and Executive Director, Catholic Diocese of Charlotte Foundation

Jim Kelley has been a professional fundraiser for 32 years. In his current role

he is responsible for managing the office which operates eleven diocesan

annual giving campaigns, assists parishes with stewardship efforts and capital

campaigns, assists Catholic school development efforts, directs development

efforts for Catholic Charities and Campus Ministry, directs the planned giving

program and leadership gifts program, and writes grants. In 1997 Jim was recognized as the

Outstanding Fundraising Executive by the Charlotte Chapter of the Association of Fundraising

Professionals (AFP). In 2000 Jim received the Bishop Connare Award for Excellence from the

International Catholic Stewardship Council. Since 1987, Jim has helped raise over $550 million.

And since 1978, he has served on 31 non-profit boards. Currently he serves on three non-profit

boards. He has been certified by the AFP since 1993. Jim has been a regular faculty presenter

for two training programs of the national AFP –the First Course on Fundraising and the Survey

Course on Fundraising. Jim holds a B.A. degree from Yale University.

9:30-11:30 AM Deep Conversations and Challenges: Roundtables Discussions (Advanced)

Roundtable Facilitators: South Carolina Planned Giving Council:

Lisa DeFreitas, Director of Gift Planning, Wofford College Clay M. Grayson, J.D., L.L.M., Grayson Law Firm, L.L.C.

Toni Jernigan, CFRE, MEd, Toni Jernigan Consulting Melissa Levesque, VP of Development and Stewardship, Coastal Community Foundation

Francis Schodowski, Executive VP for Advancement, Columbia College North Carolina Council of Charitable Gift Planners:

Carolyn DeFrancesco, Director of Planned Giving, Elon University Geoff Graham, Associate Vice Chancellor, Appalachian State University

David Landers, Director of Planned Giving, UNC Greensboro David Masich, Executive Director of Gift Planning, NC State University

TIAA Kaspick, Tim Prosser, JD, Relationship Manager Session Summary: Have you hit a challenge you just wish you could wave the magic wand and have all the answers to? Do you want to learn how other organizations are managing through some of the unique opportunities and problems we face in planned gift fundraising? In this pre-conference session, you will join peers and council leaders to wade into the deep and share best practices to help you and your team be successful. Let’s talk about:

• These Present Times – gifts that are working for our donors today and why

• Knowing the History – coming into existing donor relationships and how we document our knowledge for ourselves and the future

• Working with a Team – dealing with silos and “moves management” to serve our donors and meet personal and team goals

• Campaigns and Planned Gifts – the here and now or the long approach? Or both? How do you count the gifts?

1:15-2:30 PM

Excellence – Donor Relationships and Metrics in Planned Giving Keynote Speaker: Dr. Eddie Thompson

Session Summary: In this session, Dr. Eddie Thompson will cover several key topics related

to serving our planned giving donors with excellence. How do we strike the balance in meeting

goals and fostering meaningful relationships with donors and clients?

• How do we stay inspired when we are feeling pressure, so that we can ignite that spark and

create that unique experience for our donors?

• What draws a donor in to consider making a planned gift to your organization, and how do

you build that type of relationship?

• How do we spot those who would be receptive to the concept of gift planning?

• How is it different from other fundraising interactions with donors?

• What are the critical actions that are must-do’s to be successful in planned gift fundraising?

Dr. Thompson will share some examples of specific techniques and related results that will help

you formulate or improve your own approach.

Dr. Eddie Thompson, Chief Executive Officer, Thompson & Associates

Eddie founded the unique Thompson & Associates process in 1996. As

CEO of Thompson & Associates, Eddie provides leadership and direction to

over 47 seasoned charitable estate planners with an inspiring sense of

generosity, integrity and passion for helping others. By creating a unique

values-based model at Thompson & Associates, Eddie and his team have

established a way for people to dedicate the necessary time to consider important life decisions

and to engage in thoughtful discussion that leads to optimal results for all. He has planned

thousands of estates, which has generated billions of dollars to charity during his thirty plus

years working with nonprofits. Eddie speaks to organizations from coast to coast on successful

fundraising techniques, nonprofit management and charitable estate planning and has garnered

many honors during his distinguished career. He credits his parents with shaping his personal

and professional path; they were very poor, but very generous. Eddie serves as the Chair of the

Charitable Estate Planning Institute, a 501(c)(3) public charity offering top level education on

charitable estate planning for development staff, gift planning officers and professional advisors.

Eddie and a group of Thompson & Associates colleagues formed the Institute in 2012. He is

also a Fellow in Charitable Estate Planning (FCEP) awarded by the Institute.

2:45-3:45 PM

Concurrent Breakout Sessions (PICK ONE)

Survey Says… Know Your Donors – It Pays To Ask (Basic) Speaker: Nathan Stelter, Vice President, The Stetler Company

Session Summary: This presentation will provide answers to common questions planned giving professionals are asking about survey tools and how to put them to best use in growing their planned giving program. No matter your nonprofit size or sector you’ll gain valuable information on (1) why your organization should survey and what to expect from surveying your donors; (2) who should you survey and what is the best format including how you should decide who’s in and who’s out; (3) how often you should send surveys and can you survey too much; and (4) can the results of your organization’s survey impact your planned giving program.

Nathan Stelter is vice president for The Stelter Company, a leading source for gift planning marketing solutions for the nonprofit community. The Stelter Company, which was founded in 1962, currently partners with more than 1,700 organizations nationally with a staff of over 100 individuals. While Nathan wears many hats at Stelter, his primary concentrations and passions include overseeing Stelter's consulting and marketing teams while working with his amazing leadership team to forge the way with new research, new innovations and smarter ways for charities to raise planned

gifts. Over Nathan’s 18-year career in planned giving, he’s been fortunate to speak at over 100 national and regional industry meetings on gift planning marketing trends and cutting-edge donor and fundraising research. He’s been quoted in Planned Giving Today, Advancing Philanthropy and other trade publications and currently authors the highly successful Stelter Insights blog. Nathan currently serves on the board for the National Association of Charitable Gift Planners, he’s a past board member of the National Capital Gift Planning Council (Washington, DC) and a current member of the Mid-Iowa Planned Giving Council.

---OR---

Best Practices for Our Role in the Donor’s Advisory Circle (Advanced) Speaker: Dr. Eddie Thompson, CEO, Thompson & Associates

Session Summary: Dr. Eddie Thompson will provide his recommendations on developing

positive relationships with professional counterparts in the donor relationship. You will also

learn about fulfilling donor intentions with coordinated parties, including best practices in estate

administration and what is our role; working with institutions, attorneys, donor families; and what

to know and what to avoid.

Eddie Thompson, Chief Executive Officer, Thompson & Associates

Eddie founded the unique Thompson & Associates process in 1996. As

CEO of Thompson & Associates, Eddie provides leadership and direction to

over 47 seasoned charitable estate planners with an inspiring sense of

generosity, integrity and passion for helping others. By creating a unique

values-based model at Thompson & Associates, Eddie and his team have

established a way for people to dedicate the necessary time to consider important life decisions

and to engage in thoughtful discussion that leads to optimal results for all. He has planned

thousands of estates, which has generated billions of dollars to charity during his thirty plus

years working with nonprofits. Eddie speaks to organizations from coast to coast on successful

fundraising techniques, nonprofit management and charitable estate planning and has garnered

many honors during his distinguished career. He credits his parents with shaping his personal

and professional path; they were very poor, but very generous. Eddie serves as the Chair of the

Charitable Estate Planning Institute, a 501(c)(3) public charity offering top level education on

charitable estate planning for development staff, gift planning officers and professional advisors.

Eddie and a group of Thompson & Associates colleagues formed the Institute in 2012. He is

also a Fellow in Charitable Estate Planning (FCEP) awarded by the Institute.

4:00-5:00 PM

Estate Planning: The Current Environment and Remaining Relevant in a World

Without Estate Tax Speaker: Terence B. Stanaland, JD, CPA, ChFC

Session Summary: How do professional estate planners maintain relevancy in a post-estate

tax environment? Estate planners currently find themselves at the peak of their professional

careers with a toolbox full of tools that have been honed over many years of professional

practice. However, the primary purpose for which many of these tools were created and refined

has been eliminated with the lessening of the threat of the estate tax. As Mr. Stanaland will

demonstrate, many of these tools and techniques are ideally suited to address other concerns

that clients face in the estate planning process. It should be readily apparent to experienced

estate planners that the estate planning process is a narrow application of the professional

planner’s skills in asset protection planning. Now that the estate tax is no longer the primary

threat, the client and the professional planner have been freed to address general asset

preservation concerns, including primary threats to one’s financial position from events, such as

second marriages, profligate children, family members suffering from substance abuse and

other direct threats. Mr. Stanaland will shine a light leading practitioner back to the key role they

maintain in a more wholistic approach to estate planning.

Terence Stanaland is Counsel to the Greensboro, North Carolina law firm, Teague, Rotenstreich Stanaland Fox & Holt, P.L.L.C. He was graduated from East Carolina University Magna Cum Laude, and earned a Juris Doctorate from the University of Florida School of Law. While in law school, he was a member of the Order of the Barristers and a successful competitor on the National Moot Court Team. Now an experienced attorney and Certified Public Accountant, he earned his Chartered Financial Consultant designation in 1988. In addition, he is a member of the Florida, North Carolina and Greensboro Bar Associations. A frequent lecturer and author

on financial and tax topics, he has served on the Board of Directors of several organizations, including the Greensboro Association of Life Underwriters, Greensboro Bar Association and the Greensboro Chapter of Financial Services Professionals. He is formerly a National Director of the Society of Financial Services Professionals and is also on the Board of several Non-Profit Foundations. He has previously enjoyed a career in broadcasting as the former co-host of a syndicated radio talk show. Mr. Stanaland regularly consults with insurance companies and brokerage houses on technical tax matters involving financial products and services. He is recognized as a national expert on technical tax matters and maintains an active Estate and Trust Practice in Greensboro, North Carolina.

Wednesday, May 1, 2019

8:30 -10:00 PhilanthroPeople!

Speaker: Claire Meyerhoff, President of the Planned Giving Agency

Summary Session: What do you call a person who supports your nonprofit with monetary gifts

– a donor? Usually, yes. But donors are people, and even a five-dollar gift makes them a

“philanthropist.” They’re PhilanthroPeople – the everyday people who just might make an

extraordinary gift. In this session we’ll “meet” these unique, charitable-minded people in a fun

and fresh fashion to see how we can connect with donors who have the capacity to make

bequests and other transformational gifts. People like Melinda, who cares about her family, the

future of her Nags Head beach house – and her favorite nonprofit causes. She’s just one of the

everyday people who just may be ready to make the gift of a lifetime to your nonprofit. Our

presenter, Claire Meyerhoff will lead a lively session focusing on reaching and engaging your

PhilanthroPeople with authentic, story-based marketing, creative public relations and

congenial cultivation. Seasoned fundraisers will share success stories and we’ll have role-

playing exercises centered around major/blended/legacy conversations and asks.

Claire Meyerhoff is the President of The Planned Giving Agency, LLC, in

Alexandria, Virginia. A nationally-recognized nonprofit marketing specialist, Claire

has worked with dozens of nonprofit organizations. A former broadcast journalist

(ABC radio, CNN, SiriusXM) and public relations professional, Claire has a

unique and truly “people-centric” perspective. She helps her clients design

marketing campaigns focusing on legacy, stewardship, and planned giving

outreach. Claire has presented to AFP and charitable gift planning groups

nationwide and was recently an IGNITE! speaker at the CGP national conference in Las Vegas.

Claire is an expert for Gail Perry’s Insider series, contributes to Nonprofit Marketing Guide and

is creative producer for NYC-based Nonprofit Radio. Connect with Claire on LinkedIn and learn

more at PGAgency.com.

10:15-11:15AM Breakout Sessions (PICK ONE)

Navigating the Hurdles to Conversational Gift Planning (Basic)

Speaker: R. Daniel Shephard, CFRE, The Shephard Group Session Summary: There are two critical moments in building a donor relationship, even for

the most experienced charitable gift planner. The first is when you invite your prospect to

transition from an emotional discussion of your nonprofit to an actionable gift conversation. The

second happens once your future donor identifies an appealing gift purpose, offering you the

opportunity to invite an in-depth exploration of the best way to say ‘yes.’ This is where too many

fundraisers settle on what’s comfortable and safe, where the major gift officer asks for the pre-

determined, rated gift capacity amount, where the planned giving specialist suggests a legacy or

estate gift. Both approaches leave gifts on the table. The effective major gift planner will

intentionally invite a conversation about HOW the gift plan might be structured – when, with

what assets, and in conjunction with other personal considerations the future donor will share.

This mini-workshop introduces tools you can use immediately to negotiate these hurdles. You

will learn how to identify the gift plan that’s available, whether it’s outright, testamentary, or

provides someone an income stream. You will learn the power of multi-part gift planning. The

workshop includes two practice exercises, introducing a proven structure and a language that

can be introduced at each key juncture in the relationship.

Dan Shephard is Principal of The Shephard Group, which provides training and consulting services focusing on the skillsets most valuable to frontline fundraisers. A veteran of the not-for-profit sector since 1986, Dan knows from personal experience the value to the major gift planner of being equipped with both the competence and the confidence to engage a potential donor in a discussion that will result in a significant gift commitment. He is the creator of The Four Decisions – How to Lead Your Donor to Each, which serves as the foundation of his training programs on

conversational gift planning in partnership with John Brown Limited. Dan began his fundraising career in the performing arts. He has served as Director of Development for The Fulton Opera House, New American Theatre, and Pittsburgh Public Theatre. During his time in higher education he served as Planned Giving Director for the Florida State University Foundation, Director of Development for the Pamplin College of Business at Virginia Tech, Director of Gift Planning for The Citadel Foundation, and Director of Development for the Chase College of Law at Northern Kentucky University. Dan is the author of Charitable Choices – How to Avoid Donor’s Remorse.

---OR---

Vital Signs: Protecting Your CGA Program From Underwater Gifts (Advanced)

Speaker: Crystal Thompkins, CAP®, CSPGCM

National Director of Gift Planning Services, BNY Mellon Wealth Management Session Summary: Charitable gift annuity programs can benefit donors and non-profits alike, but there are risks associated with them. Analyzing key metrics and effective management of underwater gifts can help organizations mitigate those risks and promote a successful gift annuity program. In this session, learn how to be responsible CGA program stewards in order to have an impactful program and cultivate future gifts.

Crystal Thompkins is National Director of Gift Planning Services for the BNY Mellon Wealth Management Planned Giving group. In this role, she is responsible for managing the client relationship teams in Boston, Massachusetts and Greensboro, North Carolina. She also works directly with large, complex clients on all aspects of their planned giving programs and coordinates resources throughout BNY Mellon to provide support and expertise. She has more than 19

years of experience in the planned giving business, including charitable trust tax preparation and tax process management. Crystal received a bachelor’s degree in accounting from Winston-Salem State University and is a Chartered Advisor in Philanthropy® and a Certified Specialist in Planned Giving. She is a member of the National Association of Charitable Gift Planners and serves on the boards of the American Council on Gift Annuities (ACGA) and the Winston-Salem State University Foundation.

11:30 AM - 12:30 PM

Ethics: How It Impacts All Aspects of Your Non-Profit Organization

Speaker: Teresa T. Abell, JD Session Summary: Teresa Abell will lead a presentation on Ethics: How it Impacts All Aspects

of Your Organization. Teresa will be joined by a panel of professionals to complement the

discussion as it relates specifically to non-profit organizations, governing documents, board &

staff roles, donor engagement, and accountability/reporting.

Teresa T. Abell, JD is VP, Senior Relationship Manager at Synovus Trust

Company, N.A. Teresa earned her Juris Doctorate from the Walter F. George

School of Law, Mercer University, where she graduated magna cum laude,

ranking first in her graduating class. She graduated summa cum laude from

Columbus State University with a B.A. degree in English. She has been a

practicing attorney and a member of the Georgia Bar since 1995. Prior to

joining Synovus Trust in 2013, Teresa was engaged in the private practice of

law in Columbus, Georgia as a civil litigator. Teresa has successfully

represented plaintiffs in large business tort, fraud, class actions, and severe injury cases in both

state and federal courts and at the trial court and appellate levels, winning multi-million-dollar

verdicts and settlements, many confidential. She is active in local bar associations and the

Columbus chapter of the American Inns of Court. In the community, Teresa has served on

boards within her church, is a former Trustee on the St. Luke School Board of Trustees, is a

former board member for the Homeless Resource Network, and volunteers with local nonprofit

organizations.

We are grateful for the Support of our Sponsors. Please stop by the exhibit tables to express your thanks!

PROGRAM SPONSORS

EXHIBITING SPONSORS

GOLD SPONSORS

PRESENTING SPONSOR