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
5/11/2019
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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
5/11/2019
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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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