10 Commandments in Engaging Senior Donors · 10 Commandments in Engaging Senior Donors Panel...

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5/11/2019 1 10 Commandments in Engaging Senior Donors Panel Discussion: Chris Sickels, Lita Reyes, Paul Remack and Elizabeth Sevilla, as Moderator 10 Commandments in Engaging Senior Donors ©2017 Seiler LLP. 2 Commandment # 1: ©2017 Seiler LLP. 3 Know thy donors Motivation for Building Wealth* 72% 55% 37% 60% 40% 24% 0% 10% 20% 30% 40% 50% 60% 70% 80% Help Others Through Philanthropy Create Economic Opportunities for Others Change the World Baby Boomers Silent Generation 4 * Excerpt from the U.S. Trust 2018 Survey, “U.S. Trust Insights on Wealth and Worth”. Millennials and Gen X’ers scores are 10% to 15% higher than above. Top 5 Obstacles to Reaching Their Goals* Competing Priorities Lack of Self Confidence Money Lack of Experience Support ©2017 Seiler LLP. 5 * Excerpt from the U.S. Trust 2018 Survey, “U.S. Trust Insights on Wealth and Worth”. Only 16% Discuss Strategic Philanthropy* 6 Strategic Philanthropy: Named as a top issue that HNW clients say they want to discuss. * Excerpt from the U.S. Trust 2018 Survey, “U.S. Trust Insights on Wealth and Worth”.

Transcript of 10 Commandments in Engaging Senior Donors · 10 Commandments in Engaging Senior Donors Panel...

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5/11/2019

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10 Commandments in Engaging Senior Donors

Panel Discussion: Chris Sickels, Lita Reyes, Paul Remack and Elizabeth Sevilla, as Moderator

10 Commandments

in Engaging

Senior Donors

©2017 Seiler LLP. 2

Commandment # 1:

©2017 Seiler LLP. 3

Know thy donors

Motivation for Building Wealth*

72%

55%

37%

60%

40%

24%

0%

10%

20%

30%

40%

50%

60%

70%

80%

Help Others Through Philanthropy Create Economic Opportunities forOthers

Change the World

Baby Boomers Silent Generation

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* Excerpt from the U.S. Trust 2018 Survey, “U.S. Trust Insights on Wealth and Worth”. Millennials and Gen X’ers scores are 10% to 15% higher than above.

Top 5 Obstacles to Reaching Their Goals*

Competing Priorities

Lack of Self Confidence

Money Lack of

Experience

Support

©2017 Seiler LLP. 5

* Excerpt from the U.S. Trust 2018 Survey, “U.S. Trust Insights on Wealth and Worth”.

Only 16% Discuss Strategic Philanthropy*

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Strategic Philanthropy: Named as a top issue that HNW clients say they want to discuss.

* Excerpt from the U.S. Trust 2018 Survey, “U.S. Trust Insights on Wealth and Worth”.

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Who Makes the Decision?*

• To make charitable financial contribution

• To volunteer or actively engage with non-profit organization

• On which organization or cause to support

• Women – 15% to 30%

• Men – 14% to 19%

• Both – 40% to 71%

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* Excerpt from the U.S. Trust 2018 Survey, “U.S. Trust Insights on Wealth and Worth”.

Northern California Planned Giving Council

Christopher E. Sickels

28 years experience with leading academic medical centers

The 10 Commandments on Engaging the Senior Donor

* Commandment # 2 – Understand Historical Context to Personalize to Your Audience

* Commandment # 3 – Create an Intergenerational Framework for Discussion

* Commandment # 4 – Use Adaptive Strategies to Maximize Donor Input & Interests

Commandment # 2:

©2017 Seiler LLP. 10

Understand

historical context to

personalize to your

audience

Commandment 2: Understand Historical Context & Personalize to Your Audience

People can live to 100 years now

Science is moving quickly

Healthy aging affects our wealth and giving decisions

Case example, science driven options and portfolio diversity

The Initial Health Driven Interview Leads to

Greater Understanding & Rewards!

Commandment # 3:

©2017 Seiler LLP. 12

Create an

intergenerational

framework for

discussion

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Commandment 3 – Create an Intergenerational Framework for Discussion

Health Interview = Dynamic Family

Structure

Genetics and Environmental

Factors

Case Example: The Furniture Shop

Case Example: Forbes Top 100

Case Example: The Carrot Farmers

Commandment # 4:

©2017 Seiler LLP. 14

Use adaptive

strategies to maximize

donor input &

interests

Commandment 4 – Use Adaptive Strategies to Maximize Donor Input & Interests

Healthy Longevity Leads to

Complex Options

Health Index = Donor

Menu

Case Example: Animal

Assisted Therapy

Case Example: Family

Business

Case Example: Science

Changes Society

Lita Reyes, Founder

REYES PHILANTHROPIC SOLUTIONS

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Commandment # 5:

©2017 Seiler LLP. 22

Values are the

new black

Commandment # 6:

©2017 Seiler LLP. 23

Always be

cultivating

Commandment # 7:

©2017 Seiler LLP. 24

Exude joy

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Paul Remack, Principal

PROFESSIONAL FIDUCIARY

Partnerships = “Addictive Behavior”

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Commandment # 8:

©2017 Seiler LLP. 27

Listen, and, after

you have listened,

listen some more

… Listen some more

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Commandment # 9:

©2017 Seiler LLP. 29

Be sure the

benefits you offer

can be used

Benefits … can be used

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Commandment # 10:

©2017 Seiler LLP. 31

Keep your promises

and preserve your

integrity

Promises Kept = Your Integrity

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10 Commandments in Engaging Senior

Donors

©2017 Seiler LLP. 33

1. Know thy donors

2. Understand historical

context to personalize to

your audience

3. Create an

intergenerational

framework for discussion

4. Use adaptive strategies

to maximize donor input

& interests

5. Values are the new black

6. Always be cultivating

7. Exude joy

8. Listen, and, after you

have listened, listen some

more

9. Be sure the benefits you

offer can be used

10. Keep your promises and

preserve your integrity

Christopher E. Sickels Chief Officer of Institutional Advancement

Formerly at Buck Institute for Research on Aging

Chris has executive level professional with 25+ years of experience managing comprehensive advancement programs for major academic medical centers and not-for-profit institutions. Demonstrated leadership in the development of complex programs including: major gift programs department advancement plans, comprehensive campaigns, government relations, international programs, endowments, strategic planning, marketing, and science & research initiatives. Expertise includes face-to-face major gift solicitation, superior written and verbal communication skills, knowledge of complex health and human service issues and a track-record of successfully working with multiple institutional constituents. Ability to work independently, manages multiple projects, develop team consensus and meet strict deadlines.

• Leads Office of Institutional Advancement Team

• Principal Director of $250-300 M Comprehensive Growth Campaign

• Direct Strategic Liaison with President/CEO and Board of Trustees

• Secured Funding for Women’s Longevity Center, AI Center, CSO

• Building Basic Science, Translational Research, and Clinical Capacity

• Leadership for Lifelong Learning, Planned Giving, Unrestricted Support

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Lita Reyes, Principal Reyes Philanthropic Solutions

• Lita Reyes advises individuals and families on comprehensive philanthropic planning. She has extensive experience working in charitable organizations, including private foundations and public charities, where she collaborates with ultra-high net worth philanthropists ranging from many millions to over a billion.

• In her consulting practice, Lita counsels clients on philanthropic identity, charitable giving plans, grants evaluation and disbursements, nonprofit program analysis, strategic thinking, and mission-driven partner engagement. A certified philanthropic advisor, Lita draws on a broad academic and professional record that includes work on climate change, social justice, and healthy communities.

• A strong believer in partnerships, Lita belongs to a network of women entrepreneurs committed to making a difference through positive social change.

• She holds an MBA and brings both a business perspective and cultural background to her clients, having served as a judge with the National Endowment for the Arts. Through her work with the NEA, Lita has influenced funding decisions that effectively serve youth and uphold the quality of American art.

• Work Highlights - Charles Schwab, Roy A. Hunt Foundation, TomKat Foundation

• Education/Training –

• Stanford University, Social Innovation Review Nonprofit Management Institute

• 21/64, nonprofit practice focused on engaging the next generation in philanthropy

• Certified Coach, Lee Hecht Harrison, leader in executive coaching

• MBA, Florida Atlantic University

• BS, Business Administration with minor in Asian Studies, University of Florida

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Paul T. Remack Professional Fiduciary

Remack Associates, Inc., Walnut Creek CA

• Founded 2014

• Professional fiduciary services for selected families and individuals

Summit Wealth & Retirement Partners, Inc., Walnut Creek CA

• Founded 1986 (formerly RG Financial Partners, Inc.)

• Professional wealth advisory services

• Served 200+ families with net worth ranging between $3 million and $200 million

• Full service firm specializing in multi-generational wealth transfer and distribution

• Recognized regionally as a premier wealth advisor

• Sold to partners in 2014 (re-formed as Summit Wealth & Retirement Partners, Danville CA)

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Education

• BA, History (with honors), Bradley University

• MA, History, University of Southern California,

• MS, Taxation, Golden Gate University, 1992

• Certified Financial Planner (CFP), 1987

• Certified Professional Fiduciary (CPF), 2014

• Life, annuity, and Disability (Insurance – current)

Additional Information

• Authored Playing the Game: Create Your

Legacy and Preserve Your Estate for Future

Generations (Morgan James, 2017)

• Authored various articles for financial planning

and estate publications

• Guest speaker to various clubs and organizations including featured speaker to the California Rental Association

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Elizabeth Sevilla, CLU, ChFC Tax Partner, Seiler LLP

Elizabeth has over 25 years of experience. She has spent the vast majority of her career with individual taxation and is a leader in the firm’s Trusts & Estates Practice. Over the past 2 decades, Elizabeth has worked closely with high net worth individuals, closely-held business owners, corporate executives and partners of investment banking firms and venture capital firms.

Elizabeth holds expertise in the following disciplines:

• Individual and fiduciary income tax compliance and planning

• Estate, trust, gift and charitable planning

• Estate tax return preparation and post mortem funding

• Business succession

• Executive benefit planning

• Life insurance due diligence

Professional Experience • Senior Tax Director, BDO Seidman LLP • Senior Tax Manager, Deloitte & Touché • Senior Tax Manager, KPMG Education and Certifications • Bachelor's degree in Psychology, Bachelor's degree in

Economics, University of the Philippines • Chartered Life Underwriter (CLU) and Charter

Financial Consultant (ChFC), Bryn Mawr American College

• Enrolled Agent (EA) with the Internal Revenue Service (IRS)

Professional Memberships • Society of Financial Service Professionals • National Association of Enrolled Agents • California State Society of CPAs, Trust & Estate

Committee Chair • San Francisco Estate Planning Council • Northern California Planned Giving Council

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