1. PROFESSIONAL ADVISORS AND COMMUNITY
FOUNDATIONS PARTNERING FOR MAXIMUM
IMPACT
Phil Cubeta, CLU®, ChFC®, MSFS, CAP®
The Sallie B. and William B. Wallace Chair in Philanthropy at
The American College of Financial Services

2. Bryan Clontz Charitable Solutions
Lisa Jolley Columbus Foundation
Phil Cubeta The American College of Financial Services
WELCOME

3. DONOR ADVISOR
DISCONNECT
US TRUST SURVEY, “THE PHILANTHROPIC CONVERSATION,” 2013

4. 51%
17%
20%
33%
0%
10%
20%
30%
40%
50%
60%
HNW Individual initiates the conversation Advisor initiates the conversation
(PercentageofResponses)
HNW Individuals' Responses
Advisors' Responses
Clients say, I do
WHO INITIATES?
Advisors say, I do, more so that
clients

5. 38%
41%
27%
63%
0% 20% 40% 60% 80%
Charitable Goals,
Values and Interests
Technical Issues
(Percentage of Responses)
HNW Individuals'
Responses
Advisors' Responses
ADVISOR FOCUS TODAY
Does advisor focus on
technical? Depends
who you ask.
Does advisor
focus on
charitable
goals, values,
interests?
Depends
who you ask.

6. HOW IMPORTANT ARE TAX BENEFITS?
46%
40%
78%
10%
6%
45%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%
Motivation for giving is reducing tax burden
HNW individuals would reduce their giving if estate tax were
eliminated
HNW Individuals would reduce their giving if income tax
deductions were eliminated
(Percentage of Responses)
HNW Individuals' Responses
Advisors' Responses

7. INHIBITORS TO GIVING
30%
24%
17%
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
My gift will not be
used wisely
Lack of
knowledge/connection
to charity
Fear of increased
donation requests
fromothers
Reasons for Why HNW Individuals Don't Give
HNW Individuals' Responses

8. NEXT GEN GIVING
0
5
10
15
20
25
30
35
40
45
50
Advisors saying they
provide it
Clients who say advisors
discuss it
Clients who want it
A Conversation Clients want and don't often get

9.  “Among HNW individuals who discuss
philanthropy with an advisor, 47% use one or
more structured giving vehicles when making
donations to charitable organizations — while
such vehicles are used by just 12% of
individuals who don’t discuss philanthropy
with an advisor.”
STRUCTURED GIVING VEHICLES RESULT

10.  “Nearly one-third of HNW individuals (31%)
indicate that they would be more likely to
choose an advisor who is knowledgeable about
charitable giving.”
 “More than half of advisors (57%) plan to
increase their knowledge about philanthropy
and to better their ability to advise clients
about charitable giving.”
VALUABLE KNOWLEDGE

11. HIGH CAPACITY DONOR
PERSPECTIVE

12. GIVING IS TOP-HEAVY
 Top 10% give 96%
 Top 1% give 81%
 Top 10% of the 1% give 61%
4 schools, total life time giving.
Data from Peter Wylie 2013 at
Cooldata.wordpress.copm

13. A REVOLUTION IN GIVING
 “…donors used to support
nonprofits to help them
achieve their mission. Now we
support nonprofits to help us
achieve our personal mission.Charles Bronfman and
Joel Solomon in The
Art of Giving 2010

14. COPERNICAN REVOLUTION
“In the realm of nonprofits,
it’s a transformation as
dramatic as the one that
Copernicus created in society
when he discovered that the
sun did not revolve around the
earth, but the reverse.” The Art
of Giving

15.  How can I use some combination of strategies
now, later, at death and beyond death to get
the results I want?
 For me? My family? For the nonprofits I care
about? And through the nonprofit, for the
community?
 What makes your organization the best
investment of my scarce resources?
HIGH CAPACITY DONOR PERSPECTIVE

16.  How much do we need for ourselves?
 How much is enough for children?
 How much is too much?
 How can we have an impact on society?
 How can we reduce taxes in favor of children
or philanthropy?
 “Is that all there is….?” Peggy Lee
WHAT IS ON THEIR MINDS?
Copyright The American College
2014
16

17.  73% of Boomers…say there is a responsibility
to be philanthropic.
US Trust 2012 Insights on Wealth and Worth
A RESPONSIBILITY OF WEALTH
Copyright The American College
2014
17

18. CONVERSATION STARTERS

19. MICHAEL SHAUGHNESSY
 What kind of person do you
want to be?
 In what kind of world?
Teaches ethics at St. Ignatius College
Prep School in San Francisco

20.  “Do you recognize any element of
luck, blessing, or grace in your
success?”
- Via Steenhuysen, “Philanthropy Planning,” 2012 National
Conference of PPP
CHARITABLE PHILOSOPHY

21.  “What is your rationale for charitable giving?
 Do you feel that any of the following play a
role in your rationale?
 giving back to those who gave to you
 making a difference in the world
 addressing a specific need that touched your life or
the life of a loved one”
- Via Steenhuysen, “Philanthropy Planning,” 2012 National Conference of PPP
CHARITABLE PHILOSOPHY

22. ESSENTIAL QUESTIONS
 “What principles have guided
your legacy planning to date?”
 “What are you up against with
your children?”
 “How wealthy do you want your
children to be?”Charles Collier,
M. Div. Senior
Philanthropic
Consultant, Harvard

23.  What is your vision of a better
world?
 What conditions are needed to
realize it?
 What are the obstacles?
 What parts of the vision are realistic
and what ideas, strategies and plans
can make it so?
PETER’S QUESTIONS
Founded
The Philanthroic
Initiative

24.  What would you like to change or
preserve in the world?
 Has past giving reflected your
hopes?
 What are the causes behind the
issues?
 What might change the situation?
 Who joins you in this work?
 How will you experiment and
revise?
TRACY GARY’S QUESTIONS

25.  If your family had a crest what
would be the motto?
 What keeps you awake at night?
CONVERSATION STARTERS
Joe Breiteneicher,
The late President
of TPI

26.  When you were younger were there things you
wanted to accomplish in life you have not yet
done?
 How might you get back to that while you still
have time?
CONVERSATION STARTERS

27.  Beyond self and family is there anything else
in the world on which you would like to have
a positive impact?
CONVERSATION STARTERS

28. Why?
• What kind of person do you want to be?
• In what kind of world?
How?
• Plans
• Tools
• Gifts
Impact?
• On self
• Family
• Community
WHERE WILL YOUR LIFE HAVE IMPACT?

29. WHY WE NEED EACH
OTHER

30. BALANCE SHEET
Are you in the room, when the
balance sheet is on the table?

31. “CHARITY OF YOUR CHOICE”
Results
Strategies
Tools Foundation
Heirsinancial
for family
Heirs Tax
Charitable
“Charity of
your Choice”

32. CHECK YOUR VISION
Advisors
 Vision, ideals, hopes,
aspirations
 Needs of organizations
and community
 Financial goals
 Financial facts
 Financial strategies
 Gifts
 To charity of choice
 Financial results
 Social impact
Gift Planner
 Vision, ideals, hopes,
aspirations
 Needs of organization
and community
 Financial goals
 Financial facts
 Financial strategies
 Gifts
 To specific charity
 Financial results
 Social impact

33.  Bring together funders and causes.
 Serve, in essence, as a local market maker
 Help your clients connect to a cause and to a
gift plan that will achieve specific social
impact
 Saves you time, and provides a service for
which the best clients are hungry.
COMMUNITY FOUNDATIONS

34. WHAT IT MEANS TO BE A
CAP®

35.  Over 87 Years old, The American College is a
non-profit educational institution with the
highest level of academic accreditation
dedicated to leadership in innovative training
and development for financial services
professionals.
 Teaches such credentials as CLU, ChFC, CFP,
MSFS, and CAP.
 Over 180,000 living alums.
THE AMERICAN COLLEGE

36. BILL AND SALLIE WALLACE’S GOALS
1. Create national awareness of
the need for philanthropic
advisors
2. Provide comprehensive
common curriculum for
fundraisers and advisors
3. Help fundraisers and advisors
understand each other’s
perspective

37. • Elicit aspirations
• Connect through a good estate
plan or financial plan
• Steer dollars to orgs that do the
most good
Advisor,
CAP®
• Represent org worthy of
support
• Connect to donor ideals,
identity, and life story
• Show how programs meet
donor criteria
• Show “reasonable evidence of
results”
Nonprofit
CAP®
GETTING RESULTS TOGETHER

38. OUR SYMBOL
 “What is that pin on
your lapel?”
 Passion and craft
 Art and science
 Poetry and practice
 Above and below the line
 Moral compass and financial
capacity
 High intentions and proven results

39. CAP STUDY GROUPS

40. FOR YOUR COMMUNITY

41. THE PLANNING TABLE
 Attorney
 CPA
 Trust Officer
 Insurance
Professional
 Investment Advisor
 Family Dynamics
Consultant
 Community
Foundation
 Single Issue Charity

42.  GS 839: Planning for Impact in the Context of
Family Wealth
 GS 849: Charitable Giving Strategies
 GS 859: Planning for Impact in the Context of
Family Wealth
THREE MASTERS COURSES

43.  Meet every other week to discuss recorded
lectures.
 Takes about 9 months total.
 Lectures lead to exam in exam center
 Study Group sessions lead to camaraderie,
trust, rapport and ultimately to well informed
gift plans.
LOGISITICS

44.  Nonprofit package price $2,700
 For-profit $3,100
PRICES

45. Bryan Clontz Charitable Solutions
Lisa Jolley Columbus Foundation
THOUGHTS FROM BRYAN AND LISA

46.  Attend our third session, “How to Organize a
CAP® Study Group”
 Who should attend? The Community
Foundation Convener and a For-Profit Co-
Convener
NEXT STEPS

47.  CAP@theamericancollege.edu
 We will get back to you with more info on
CAP and Study Groups.
 Then attend the next session and see if this
makes sense for you in your community
TO OPT IN OR LEARN MORE

48. Bryan Clontz Charitable Solutions
Lisa Jolley Columbus Foundation
Phil Cubeta The American College of Financial Services
THANK YOU!