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AFP eWire October 16, 2012: Print Version

50th International Conference on Fundraising in San Diego:Early Bird/Discount Registration Ends October 26th –SAVE Over 20% Off The Regular Rate!

 Early Bird registration ends October 26th for the 50th AFP Annual International Conference on Fundraising in San Diego, presented by Blackbaud—Register TODAY for BIGGEST savings!

Join Grammy Award winning music recording artist and education activist John Legend as he shares his inspiring experiences through lecture and song during the Opening General Session!

Act quickly (before October 17th) to take advantage of the Webinar BONUS! Register during the discount registration period, and get up to four (4) select archived webinars for FREE (a $636 Value AND 6 CFRE points!). The webinars are given by top conference speakers! Again, register for the International Conference on Fundraising before October 17th to get the FOUR BONUS webinars!

This year, our goal is to engage and re-energize our profession. Join us and be a part of our efforts to create balance, focus on critical priorities, and simplify complexities—we’ll explore what it means to be Doing The Right Things…Right! 

Go to for more information and register TODAY! See you in San Diego in 2013! 

Top Story

The Planned Giving Toolbox: Learning to Talk about Planned Giving

Fundraisers don’t need to be experts on planned giving, but they do need to be able to talk knowledgeably about planned giving options and spot opportunities for donors, according to Greg Hammond, President of Planned Giving Strategies and a charitable giving strategist for life and legacy.

Educating fundraisers about planned giving options and offering  fresh ideas for donors and charities to consider, are the goals for Hammond’s upcoming webinar, The Planned Giving Toolbox, scheduled for Oct. 23 at 1:00 p.m. Eastern.

Hammond believes that many fundraisers tend to shy away from planned giving because the number—and perceived complexity—of planned giving options can seem daunting. “A lot of fundraisers wear so many different hats each day that they put planned giving on the back burner unless they have a person in the organization helping them or they have a specific situation they need to address.”

One of the things that Hammond has heard time and time again from fundraisers is that they need basic education about the nuts and bolts of planned giving options—which is why his firm created “The Planned Giving Toolbox.”

“I cover an important range of planned giving strategies that fundraising professionals need to be aware of,” Hammond says. “It’s not that they need to be experts, but they must be empowered to start conversations about the subject and identify opportunities where a donor might benefit from a charitable remainder trust or other planned giving option. They can then bring in planned giving experts who can flawlessly execute the details on their behalf.”

Starting the Conversation

But for Hammond, the conversation about planned giving doesn’t even begin with giving, but focuses squarely on the donor.

“The donors and clients I talk to each day are very concerned about the future—making sure they have lifetime income to secure the well-being of their families with many also wanting to leave a legacy to help change the world,” says Hammond. “So organizations need to focus on the donors’ concerns—be more donor-centric—and have conversations about how planned giving can not only address those concerns, but also allow the donor to make a difference through a gift.”

Hammond notes that the planned giving environment is difficult right now with so much uncertainty about the election, the looming “fiscal cliff” and whether or not certain charitable tax incentives will still be in existence after the end of the year. It makes planning difficult, which is why planned giving needs to be part of donor conversations and long-term stewarding.

“People still want to make gifts and help others, but they don’t always see themselves as being able to do so just yet,” says Hammond. “Like any type of fundraising, it’s all about building relationships and trust, focusing on the donor and taking the time to help them feel comfortable and inspired about their ability to give.”

Trust Between Charities and Outside Professionals

Hammond acknowledges that there is often tension and skepticism between a charity and an outside financial expert, with charities concerned that financial professionals may want to take advantage of them in order to grow their business.

“It’s an obstacle both sides have to overcome,” says Hammond, who again points to developing trust between the two parties. “It’s a matter of relationship-building and looking for professionals who are willing to spend time building these kinds of partnerships and believe in the principles of philanthropy and giving.”

Hammond recommends that charities develop their own sort of planned giving toolbox, identifying financial professionals who have shown their intent and core values and don’t see philanthropy and charity as simply just ways to grow their business.  He thinks more charities should develop internal planned giving councils—professionals who can provide input and feedback in their communications and programs about planned giving, including messages and stories that resonate with donors.

“Finalizing a planned gift with a donor can be very inspiring, and there are ethical financial professionals who believe in philanthropy and want to work effectively with charities,” says Hammond. “What I hope to provide during my presentation are not just planned giving options, but ideas to help fundraisers develop critical relationships between themselves and donors, as well as themselves and outside professionals.”

The Planned Giving Toolbox webinar presentation, led by Greg Hammond, will take place on Tuesday, Oct. 23, at 1:00 p.m. Eastern. The presentation will cover the advantages of addressing donor concerns and needs with planned giving strategies; details of specific traditional and non-traditional planned giving tools and strategies through case studies; and suggestions for communicating planned giving opportunities to donors. To register, click here. 

Download the “Planned Giving Toolbox” Workbook at 


Special Announcement

AFP Diverse Communities Scholarship Application Form Now Available

The AFP Foundation for Philanthropy created a new scholarship fund for members of diverse communities to attend the AFP International Conference on Fundraising.  This fund is broken out into three categories:

  • African American
  • Gay/Lesbian/Bisexual/Transgender (GLBT)
  • General Diversity Fund

Additional categories will be added as other AFP Diverse Communities reach 100 members.

During AFP’s Diversity Scholarship Campaign, which ended on August 31, AFP raised funds for three diversity scholarships for the 2013 Conference:  one General Diversity Scholarships (available to AFP members from any currently identified AFP diverse community: African America, Asian, Faith-based, GLBT, Hispanic, Jewish, or Rural), one African American Scholarship and one GLBT Scholarships.

AFP is able to offer $1,500 scholarships ($595 conference fee + $905 for travel expenses) for each of the currently identified AFP diverse communities. THANK YOU to everyone who contributed to the inaugural diversity scholarship campaign! Your generosity ensured a successful launch of this new program.

AFP is now accepting applications for these diversity scholarships. Click here for the AFP Diversity Scholarship Application form, which resides in the Diversity section of AFP’s website

AFP would appreciate members distributing this opportunity to the colleagues in your personal and professional networks.

The deadline for application submission is October 31, 2012. Completed applications should be emailed to Lori Gusdorf, AFP Membership Services, at Selected candidates will be notified by email by December 1, 2012.

Should you have questions about the AFP Diversity Scholarships Campaign, please contact Lori Gusdorf, AFP Membership Services, at



Fundraising News and Tips

Charities’ Fundraising Improves Slightly, But Still Not Retaining Donors

While fundraising levels are improving slightly, charities continue to lose more donors than they gain and have a long way to go to recover from the impact of the 2007-9 recession, a new report from the Association of Fundraising Professionals (AFP) and the Urban Institute indicates.

AFP is pleased to support National Estate Planning Week, Oct. 15-21.

The National Association of Estate Planners and Councils has developed numerous resources to help charities and donors understand and talk about estate planning. Members can learn more at the campaign website, and resources include press release, sample articles, fact sheets and more. 

Deconstructing Philanthropy: 7 Ideas to Help You Create Inspired Donor Thank Yous

Some you’ll know, some you may already do at your organization, and others you might not have considered yet: a nice list of inspired ways to thank your donor. (Charity Village)


AFP Announcements

Awards Celebration to be held in San Diego – Submit Your Nominations Today!

Nomination materials are now available for the 2013 Awards for Philanthropy which will be presented at the Celebration of Philanthropy on April 6 at the International Conference on Fundraising in San Diego. The deadline for submitting nominations is Nov. 30, and more information can be found here.

Sign Up to Serve on AFP’s Committees 

Know someone who would make a great candidate for committee service and help steer the direction of your community? Would you like to serve on one of AFP's committees? Now is your chance to do so! To sign up today, click here.

Avectra to Sponsor 2012 Leadership Academy in Houston

AFP is proud to announce that Avectra is partnering with the association to sponsor its Leadership Academy meetings in Houston, Oct. 18-20. “Avectra is proud to sponsor this year's AFP Leadership Academy,” said Richard Davis, chairman and CEO of Avectra. “Our partnership with AFP is a success because of our mutual desire to support leaders within the AFP community with programs to enrich their career and enhance their leadership skills.” Chapter leaders can still register for the Leadership Academy.


AFP Member Exclusives

This Week's Free AFP Information Exchange Paper for Members:  Involving Your Board Members in Fund Development - Simone P. Joyaux, ACFRE

It’s your job to help board members do their job in fund development. But who is “you”? The development officer. The executive director. The board chair. The chair of the board’s fund development committee. No one – including your development officer – does this work alone. This is a team enterprise. Volunteers – especially board members – are particularly important.
• Read the paper! -

Lights...Camera...AFP Action University!This Week We Present an AFP Action University Book Review (Video): Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, by Oren Klaff

Creating and presenting a great pitch isn't an art—it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience—and you'll have more funding and support than you ever thought possible.

• Access this week's AFP Action University Book Review development tool (video and materials) -

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