In every community, there are a very small handful of professional advisors who “get” philanthropy. They are the
raving fans who advise the largest majority of charitable gifts while moving beyond just tools and techniques to the
deeper meaning of impact and systemic change. What if your community foundation could replicate just one of
those advisors... or 10 or 100?
This webinar will discuss how each community can customize a path to deeper and broader advisor collaboration.
Participants will learn:
• Trends of Professional Advisors and Philanthropy
• Current Charitable Advisor Roles
• Community Foundation and Advisor Best Practices
• Landscape of Charitable Advisor Groups
• Extending the Advisor and Community Foundation Conversation
Igniting Advisor and Community Foundation Collaborations
1. Igniting Professional Advisor and Community
Foundation Collaborations: Part I of 3
Presenter
Bryan Clontz, MSFS, CFP®, CAP®, CLU®, ChFC®, AEP
Founder/President
Charitable Solutions, LLC
Leon L. Levy Fellow in Philanthropy at The American College of Financial Services
Webinar Host Committee
Lisa Jolley, JD (ADNET Steering Committee)
Director of Donor Services and Development
The Columbus Foundation
Phil Cubeta, MSFS, CLU®, ChFC®, CAP®
Assistant Professor of Philanthropy | Academics
The Sallie B. And William B. Wallace Chair in Philanthropy
The American College of Financial Services
2. Bryan Clontz Charitable Solutions, LLC
Lisa Jolley The Columbus Foundation
Phil Cubeta The American College of Financial
Services
Welcome and Introductions
3. Three Part Webinar Series
Part I - Igniting Professional Advisor and Community
Foundation Collaborations – Today (Session is Recorded)
Part II - Partnering with Advisors for Inspired Outcomes – 4/29
and 5/6 from 1-2 EST
Part III - How to Organize a CAP Study Groups – 5/27 from 1-2
EST
4. Agenda
Why are Professional Advisors so Critical to Community
Foundations
Landscape and Trends of Professional Advisor Groups
Trends of Professional Advisors and Philanthropy
Community Foundation and Advisor Best Practices
Extending the Professional Advisor and Community Foundation
Conversation – Webinar #2 Partnering with Advisors for Inspired
Outcomes
5. Objective: High Net Worth Donors
Increase the percentage of high net worth
households giving through CFs
Market penetration
Market share
Increase the percentage of high net worth
charitable dollars directed to CFs or
expanded in community
6. Objective: High Net Worth Donors
Primary focus on professional advisors
Most high net worth individuals rely on advisors – unpaid sales force!!!!
Usually aware of trigger events for charitable donations
Easier and less expensive to locate and reach than high net worth
individuals
Larger gifts are created with a much shorter sales cycle
7. Professional Advisor Overview
Fee-based or Fee-only Advisors
Valued for their technical expertise.
You can enhance their value to their clients by being an educational
resource
CF Value Proposition: Help Them Look Really Smart and Be Hyper-
Objective!
Commissioned Advisors
These advisors value a straightforward and direct sales approach.
Constantly looking for new clients and to introduce new ideas to
existing client base
They are excellent networkers and salespeople
CF Value Proposition: Help Them Sell More Products or Services!
8. Professional Advisors – Who Are They?
Banker/Trustee
Broker
Financial Planner
Life Insurance Agent
Accountant
Attorney (general)
Attorney (estate)
Life insurance, financial planning, evolving lifetime products
Estate and tax planning, wills, trusts, financial planning, consultations
Business and family legal consultation, estate and tax planning, wills,
real estate transactions, business sales
Tax planning and returns, business consultation, financial planning
Investment services, portfolio management, financial consultation
Banking and investment services, long-term trust administration,
private banking
Financial planning, retirement income planning
9. Communicating Your Value Proposition
Our Community Foundation can provide a unique charitable solution if
the charitable plan would benefit from: permanence, anonymity,
stewardship, no set-up and low on-going costs, maximum public
charity tax advantages, simplicity, local knowledge, investment
process, no pay-out requirement and objective, expert charitable
advice.
Most Effective Method: Stories, Stories and Stories!
In Advisor-Speak, this means Case Studies (fact or fiction!).
10. Professional Advisor Trends
Trends
$41 Trillion (or so) wealth transfer
Nonprofits are losing the charitable gift planning
monopoly. Advisors’ options are expanding; CFs can
guide their process... before someone else does.
CFs need to let advisors know how you
can help with charitable gift solutions.
Professional advisors are looking for collaborative
partners.
More advisors interested in discussing philanthropy with
their clients.
13. Challenges/Solutions Working with Advisors
Understand that attorneys, accountants and fee-only financial planners
bill in 6 minute increments (1/10 of an hour) – their time is all they have
to sell!
Take-Aways: Trust is everything! Nearly all discretionary gifts will come
through estates via bequests.
Understand that financial advisors/trust officers/banks are primarily paid
on money management (usually 1%/year on assets) and insurance
advisors on commissions from product sales.
Take-Aways: If they can continue to get paid in some way, they will be
your biggest advocates. If they can’t, they will refer in small cases that
they don’t want to deal with or will locate other charitable options.
14. Professional Advisor Databases
Gathering names:
Board
Professional Associations (CPA, Financial Planning, Bar, etc.)
CAP (Chartered Advisor in Philanthropy designees)
Current list of advisors
Current and new donors
Business Journal Book of Lists
Martindale-Hubbell www.martindale.com or www.lawyers.com
Estate planning council lists, events
Track contacts
FIMS, Foundation Power, Blackbaud, Salesforce, etc.
15. Professional Advisor Marketing
Identify professional advisor prospects
Develop relationships
Educate advisors and clients
Handle referrals effectively
Create a professional advisor group
Maintain an advisor database
Track and Measure success
Recognize and Thank profusely
Consistently Communicate CF value proposition/solutions through
stories/case studies
16. Professional Advisor Segmentation and Outreach
80/20: Specific Relationship Management Plan (A, B and C Level
Advisors)
Develop relationships with most productive, influential advisors
Large group, small group, one-on-one
Advantages, challenges with each type
Continuing Education
Positions CF as knowledgeable resource
Advisors need CEUs
Collaborate with other groups
Critical role of case studies and donor stories
17. Post-Meeting Relationship Building
Execute A, B and C Level Personal Meetings (A level annually, B level bi-
annually and C level to qualify into A or B)
Web-based Information
Planned Giving Design Center (PGDC) or GiftLaw ($250-995/yr)
Newsletter content is generic, not specific to CFs
Your own CF website
18. Professional Advisor Recognition
President or Board Member “Thank You” Call and Customer Service
Check
List Referrals in Newsletter and on Website
Honor top 3 referral firms at Annual Meeting
Host a “Thank You” Recognition Event
Create council or society for advisors who have provided referrals
19. Success Measures: Tracking and Reporting
Benchmark Existing Advisor Activity – Database, Meetings,
Presentations, Referrals, New Current Funds, New Planned Gifts,
Breakdown by Profession
Set Goals for Number of PA meetings (Individual, Small and Large –
new vs. existing relationships)
Number of New Database Names
Number of Referrals, Outright Gifts and Planned Gifts
Evolving Advisor Breakdown per 10 referrals
Provide Senior Management and Board with Progress Updates
Limited Resource CFs Should Use a Volunteer or Two to Assist
Be Patient and Set Internal Expectations!
20. Extending the Conversation: April 29th and May 6th
Webinar 1-2 EST
You invite your top advisors, and those like them.
Phil Cubeta, Bryan Clontz, and Lisa Jolley will discuss why CFs are
critical to addressing the philanthropic aspiration’s of the advisor’s
highest capacity clients.
Then, if you and the advisors wish, you can keep the conversation
going through a Chartered Advisor in Philanthropy Study Group, as
have many CFs around the country.
21. CAP Study Group: How to
May 27th Webinar 1-2 EST
Panel discussion of CAP® study group successes and best practices
from Community Foundations
Attendees will learn:
1. An overview of the CAP® designation?
2. What does it mean and require to be a CAP® host/sponsor of a
study group?
3. How were the initial attendees recruited?
4. What is the typical time-line for the full program?
5. What is the cost for each module?
6. What were the outcomes for completed programs and what would
hosts done differently in hindsight?
