The Ins and Outs of IRAs: What Every HNW Advisor Should Know
March 22, 2022
11am-Noon
Carnegie Library of Pittsburgh's Downtown Branch
Meet the Presenter
Peter D. Eberhart, JD, CFP® is a Managing Director of Henry H. Armstrong Associates, Inc., and joined the firm in 2009. Previously, Mr. Eberhart was a Senior Director and First Vice President with BNY Mellon Wealth Management, where he provided sophisticated wealth planning solutions to ultra-high net worth families. Mr. Eberhart’s wealth planning background also includes several years as an attorney with K&L Gates, where he advised families and business owners in the areas of wealth transfer and philanthropy. Mr. Eberhart earned a bachelor’s degree from the University of Pennsylvania in 1992 and a JD and MBA from Emory University in 1998. He earned the Certified Financial Planner certification in 2004. Prior to graduate school, Mr. Eberhart served as an officer in the US Navy.
Carnegie Library of Pittsburgh's Downtown Branch
612 Smithfield St
Pittsburgh, PA 15222
PPGC will follow CLP's policy and will requite attendees to mask.
Mine Your Own Business! Employing Your Data, Discovering Prime Prospects
April 12 at noon
Data is the future of gift planning and the most powerful data set is the one you already have. In this session, gift planners will learn how Miami University looked beyond the traditional numerical indicators of planned giving prospects (such as age, years of consecutive giving, and total lifetime giving) and developed a qualitative data model to uncover a new planned giving pipeline of 500+ prime prospects by discovering key phrases that highlighted previous planned gift conversations recorded in its CRM database. The first part of this session will focus on how organizations traditionally use data and how Miami has broadened its focus to include qualitative data mining. We will look at how Miami planned its data collection and mining tool and determined how to target certain pieces of information. We will also look at how contact reports are entered by gift officers, what phrases do and do not evince a planned giving conversation and how to prevent noise and false flags in your final report. Second, we will discuss how to organize your data output and make it both digestible and actionable. This will include sharing our successes at Miami in utilizing the list to prioritize new prospects and how we discovered a pipeline of new prospects and new gift commitments. We will also share how we learned to use our new data model as a management and coaching tool for other gift officers who are having planned giving conversations with prospects.
Understand the power of qualitative data in reporting/CRM systems and how to use that data for your advantage.
Identify key phrases that indicate a planned giving conversation has been initiated and learn to prevent noise and false flags
Build a data model that makes qualitative data digestible and actionable.
Meet the Presenter
Matt Borden currently serves as the University of Dayton as the Director of Planned Giving. He hails from Columbus, Ohio, and holds a JD, M.P.A., and BA from The Ohio State University. Before landing at the University of Dayton, Matt was the Associate Director of Gift Planning at Miami University. Before Miami, Matt was a staff attorney at the Ohio State University Moritz College of Law and also served in several roles at several nonprofit organizations in Miami, Florida. In addition to serving in his role at the University of Dayton, Matt also serves in a volunteer capacity as the Vice President of Programs and legal officer for Give Back Cincinnati, a volunteerism nonprofit based in Cincinnati, Ohio.
“I wish I could give but . . . . “ Fundraisers hear this phrase often, but may not be sure how to respond. All they hear is what sounds like a definite “no.” In this modern era, increasingly complex family structures are having an impact on giving decisions. Like many Americans, a great number of financially secure donors are taking on the responsibility of caring for adult children, aging parents and struggling siblings. Many of these donors want to do more to support your organization, but feel conflicted with meeting family needs first. What if your donors understood that they don’t have to choose? Gift planning options can help donors match their financial needs with their charitable goals. The key is knowing how to introduce the right vehicle(s) at the right time. This interactive and practical session will help you learn how to hear the cues and clues that signal a gift planning opportunity and propose options that will help keep the conversation going. By putting donor needs first, you will not only close larger gifts but also build philanthropic partnerships for life. Lead your organization by mastering the skills needed to grow philanthropy for the modern family.
Recognize the cues and clues that may mentally block a donor from making the gift of a lifetime.
Match a prospective donor's personal family needs with the right noncash gift and/or gift planning vehicle.
Explain the value of various gift planning options on the spot during face-to-face donor conversations.
Meet the Presenter
Tia J. Graham leads the gift planning team for the PBS Foundation. She has worked in the field of philanthropy for nearly two decades. Over this time, she’s had the pleasure of helping a diverse group of donors fulfill their passions for public media, higher-education, community philanthropy and medical research. Prior to entering the nonprofit arena, Tia worked as a financial reporting accountant and estate planning attorney. In these roles, she gained insights into the personal giving decisions made by people from varied socioeconomic and cultural backgrounds. Tia lives in Jersey City, New Jersey with her family. She holds a law degree from the University of Tulsa College of Law and a BS in Accounting and Finance from Northeastern State University. Tia is a member of the National Association of Charitable Gift Planners, American Bar Association, National Bar Association and Oklahoma Bar Association. She is a frequent speaker for professional development organizations and nonprofits.