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Sharpe Insights: Conversations With Your Planned Giving Experts: Daily Summaries Delivered
by Grant Miller
Sharpe Insights: Conversations With Your Planned Giving Experts is the podcast for nonprofit development professionals looking to deepen their understanding of planned giving. Whether you’re new to planned giving or looking to enhance your existing program, we will provide you with practical tips, expert advice and real-world stories. Host Grant Miller will explore the nuances of planned giving, covering everything from building relationships with donors to understanding the various gift vehicles to learning how to ask for a planned gift. We’ll feature advice from Sharpe consultants and interviews with planned giving professionals who will share strategies for engaging donors in meaningful ways and growing your planned giving program. If you’re passionate about securing long-term support for your nonprofit, you’re in the right place. Let’s explore the world of planned giving together!
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- 2 weeks ago45 min
Relationships Matter: The Human Side of Planned Giving and Bequest Administration
The Who is just as important as the What, When and How. City of Hope’s Marina Katsnelson and Adrienne Gibson return to the podcast to discuss internal and external relationship dynamics in estate administration, ideas for ensuring you are honoring donor intent, why to avoid transactional language in certain interactions, how to best communicate with fiduciaries and techniques to build and grow your advisor network. Panelist info: Host Grant Miller is an award-winning writer and editor for Sharpe Group who works closely with Sharpe clients to create compelling donor interviews for their newsletters. In addition to hosting the podcast, he frequently contributes to the Sharpe blog and Sharpe Insights Newsletter. Contact Grant here. Adrienne Gibson serves as a senior executive director of planned giving at City of Hope. As a frontline fundraiser, she cultivates, solicits and stewards deferred gifts. Adrienne strives to partner with donors to create personalized consultative plans that demonstrate the donor’s passion and provide creative solutions for real estate, income and tax-related issues. Adrienne’s career in philanthropy began at Scripps College, where she spent 13 years building her fundraising toolkit in annual giving, alumnae relations and planned giving. She then led the philanthropy arm at the YMCA of Greater Whittier for 2.5 years as the executive director of financial development. Adrienne is always available to help other gift planners. Contact her by email at adgibson@coh.org or by phone at 626.787.3307. Marina Katsnelson currently serves as the senior executive director, estate administration, at City of Hope. In this role, Marina oversees the estate and trust administration program, which includes managing probate and trust litigation, handling gifts of complex assets, and facilitating realized bequests to City of Hope. Prior to joining City of Hope in 2021, Marina managed estate administration at The Nature Conservancy for eight years. In addition to her professional work, she is a frequent speaker on topics related to philanthropy, bequest administration, and planned giving. Marina has presented at national and regional charitable gift planning conferences, participated in webinars and professional panels and has been featured as a recent guest on the Sharpe Insights Podcast, which discussed the topic of “When No, Thank You is the Right Response: Gift Acceptance Policies and Protecting Your Organization.” Marina loves to connect with the broader planned giving community. Contact her by email at mkatsnelson@coh.org or by phone at 626.866.0749.
- Oct 13, 202631 min
A Nightmare on Giving Street? Debunking the Myths of Planned Giving
Welcome to our nightmare ... we think you're going to like it! On this special Halloween episode, "Master of Fright" Barlow Mann puts our planned giving fears to rest by sharing what history and research can teach us about donor behavior, how advisors will play a greater role in the future, why not knowing the answer can be the answer, tricks for how to listen for donor concerns and some cost-effective marketing treats for expressing gratitude this fall. Panelist info: Host Grant Miller is an award-winning writer and editor for Sharpe Group who works closely with Sharpe clients to create compelling donor interviews for their newsletters. In addition to hosting the podcast, he frequently contributes to the Sharpe blog and Sharpe Insights newsletter. Barlow Mann, JD, Sharpe Group’s general counsel, started his career in university development and healthcare fundraising. His association with Sharpe began when he attended one of our National Planned Giving Institute seminars, and he joined the faculty in the late 1970s. In his decades with Sharpe Group, he has focused on consulting, seminar training and developing planned and major gift marketing efforts for nonprofit organizations of all sizes. He is a graduate of Tulane University and Memphis School of Law.
- Sep 29, 20261h 0m
Storytelling, the Hero’s Journey and Fundraising
In this episode of Sharpe Insights, we dive into the art of storytelling and its vital role in fundraising through the lens of the Hero’s Journey. Join me as I discuss with Will Dixon and Dr. Russell James how the principles of this timeless narrative can transform donor relationships. We explore how fundraisers can embody the role of the guiding sage, helping donors navigate their own philanthropic journeys, and how to create compelling asks that resonate deeply with their identities. Discover practical strategies for nurturing donor connections and ensuring that their giving experience is fulfilling and meaningful. Tune in for insights that can enhance your planned giving program and inspire lasting impact.
- Sep 15, 202630 min
Before the Gift: Family, Communication and Estate Planning
Estate planning attorney Jennifer Norton joins host Grant Miller in a discussion about ways family dynamics can ruin a gift, why it's important to have a purpose statement as part of an estate plan, what fundraisers should focus on in a donor meeting and why having intentional touches with your older planned giving donors is essential. Panelist info: Host Grant Miller is an award-winning writer and editor for Sharpe Group who works closely with Sharpe clients to create compelling donor interviews for their newsletters. In addition to hosting the podcast, he frequently contributes to the Sharpe blog and Sharpe Insights Newsletter. Jennifer Norton is an attorney and owner of Norton Estate Planning & Elder Law Firm, LLC. Graduating from Indiana University-Bloomington with a degree in Finance, and from Maurer School of Law in 2008, she has focused her practice exclusively on estate planning since 2013. She provides comprehensive services including wills, trusts, powers of attorney (health and financial), living wills, guardianship/conservatorship assistance, probate administration and strategic Medicaid qualification. Jennifer is a member of the National Network of Estate Planning Attorneys and serves as the vice president of the Trust & Estates Section of the National Bar Association.
- Sep 1, 202620 min
Beyond the Next Budget: Building Financial Resilience Through Planned Giving
Host Grant Miller welcomes Friends of the Children's National CEO Terri Sorensen to discuss the valuable lessons she has learned in the nonprofit's expansion, why balancing growth with sustainability is both art and science, the payoff of investing in growing your endowment and how one planned gift gave the organization the confidence to think big.
- Aug 18, 202644 min
Lessons from a Lifetime in Philanthropy: Leadership, Donor Advised Funds Then and Now, and What Lies Ahead for Gift Planning
In this episode of Sharpe Insights, I sit down with Eileen Heisman, a veteran in the field of philanthropy with over 30 years of experience. Eileen shares invaluable lessons from her extensive career, including her transformative role at the National Philanthropic Trust, where she helped shape the landscape of donor-advised funds in the U.S. We discuss the importance of understanding both the technical and psychological aspects of planned giving, the necessity of cultivating enduring relationships with donors, and the evolving role of technology in philanthropy. Join us as Eileen provides insights on navigating challenges in the sector and the future of charitable giving, ensuring that you walk away with practical takeaways to enhance your own planned giving efforts.
- Aug 4, 202647 min
When No, Thank You Is the Right Response: Gift Acceptance Policies and Protecting Your Organization
Some things are too good to be true. On this episode, City of Hope's Adrienne Gibson and Marina Katsnelson discuss the critical ways gift acceptance policies help frame donor conversations, why they can also be called non-acceptance policies, how to work with other charities if a gift isn't right for your nonprofit, and timing your "no" to preserve and strengthen donor relationships. Panelist info: Host Grant Miller is an award-winning writer and editor for Sharpe Group who works closely with Sharpe clients to create compelling donor interviews for their newsletters. In addition to hosting the podcast, he frequently contributes to the Sharpe blog and Sharpe Insights Newsletter. Adrienne Gibson serves as a senior executive director of planned giving at City of Hope. As a frontline fundraiser she cultivates, solicits and stewards deferred gifts. Adrienne strives to partner with donors to create personalized consultative plans that demonstrate the donor’s passion and provide creative solutions for real estate, income, and tax-related issues. Adrienne’s career in philanthropy began at Scripps College where she spent 13 years building her fundraising toolkit in annual giving, alumnae relations and planned giving. She then led the philanthropy arm at the YMCA of Greater Whittier for 2.5 years as the executive director of financial development. Marina Katsnelson currently serves as the senior executive director, estate administration at City of Hope. In this role, Marina oversees the estate and trust administration program, which includes managing probate and trust litigation, handling gifts of complex assets and facilitating realized bequests to City of Hope. Prior to joining City of Hope in 2021, Marina managed estate administration at The Nature Conservancy for eight years. During her time with The Nature Conservancy, Marina regularly provided expertise to fundraisers on estate planning questions, oversaw litigation matters, and worked on complex real estate gifts that included devises, conversation easements, and retained life estates. Marina received her law degree from the University of San Diego School of Law. She has significant experience with estate and trust administration matters and has previously given presentations at the National Association of Charitable Gift Planners Conference led a webinar for The NonProfit Times.
- Jul 21, 202639 min
The Science and the Sentences: Asking for an Estate Gift Without Fear or Anxiety
If Marvel had a planned giving universe, silence would be a superpower. Dr. Russell James returns to the podcast to provide science-backed methods for effectual donor conversations, why using the "wrong" terminology may be the right thing to do, the critical role of storytelling in donor meetings, an easy-to-memorize formula for listening and suggested language shifts to broaden your planned giving audience.
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About Sharpe Insights: Conversations With Your Planned Giving Experts
Sharpe Insights: Conversations With Your Planned Giving Experts is the podcast for nonprofit development professionals looking to deepen their understanding of planned giving. Whether you’re new to planned giving or looking to enhance your existing program, we will provide you with practical tips, expert advice and real-world stories. Host Grant Miller will explore the nuances of planned giving, covering everything from building relationships with donors to understanding the various gift vehicles to learning how to ask for a planned gift. We’ll feature advice from Sharpe consultants and interviews with planned giving professionals who will share strategies for engaging donors in meaningful ways and growing your planned giving program. If you’re passionate about securing long-term support for your nonprofit, you’re in the right place. Let’s explore the world of planned giving together!
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