Conference Sessions

Legacy Planning for Highest Capacity Donors
Presented by: Philip Cubeta, CLU®, ChFC®, CAP®, AEP®, The American College
Learn how to help high capacity clients and donors achieve positive impact for themselves, their family and nonprofits they support. This session is ideal for advisors to wealthy families and fundraisers working with high capacity donors. At the end of this interactive presentation, you will be able to conduct a “donor dialogue” that will elicit the client’s highest aspirations for self, family and society; understand your role at the legacy planning table as an advisor or a nonprofit professional; and collaborate effectively with allied professionals to help clients and donors create the most meaningful gifts.

This session has been approved for 1.0 CFRE Continuing Education Points and 1.2 CLE credit hours from The Missouri Bar.

As the Sallie B. and William B. Wallace Chair in Philanthropy at The American College, Phil Cubeta, CLU®, ChFC®, CAP® is responsible for the Chartered Advisor in Philanthropy® (CAP®) curriculum. Prior to joining The American College, Phil served as Chief of Staff for The Nautilus Group, a service of New York Life Insurance Company, providing estate, business, and philanthropic strategies to affluent clients through 200 of the company’s top agents.

Phil’s original training was in English Literature, Williams College, BA; Philosophy and Psychology, Oxford University, MA; and English Language and Literature, Yale, MA, M.Phil. He also holds the Master of Science in Financial Services (MSFS) from The American College.

He serves on the NAEPC Multi-Disciplinary Teaming and Professional Collaboration Committee, the Planned Giving Advisory Board for The Carter Center (established by Jimmy and Rosalind Carter), and on the Board of Interfaith Worker Justice. He is a Past President of the North Texas Council of Charitable Gift Planners. In 2012 he was, along with Charles Collier of Harvard, the Fithian Leadership Honoree from Advisors in Philanthropy.

Moving Money to Mission: Bringing Together Professional Advisors & Nonprofit Gift Planners for Communication, Teamwork and a Spirit of Common Purpose to Meet the Legal, Financial, Tax & Charitable Needs of the Client/Donor
Presented by: Kirby Hughes Gould, CFRE, ChFC®, CAP®, CASL, Christian Church Foundation
A donor has a vision for a new program at his college, and explains his vision to the college’s gift planner and CEO, who in turn creates a program plan. The donor calls his attorney, CPA and financial advisor. They all meet for coffee to discuss the plan. The advisors present the tax, economic and legal effects of the gift for the donor. Each suggests modifications to the donor’s current estate plans. Papers are drawn, documents signed and the gift is funded. All parties leave with all of their interests satisfied.

What a perfect scenario! And how all of us wish that was a normal part of our work, rather than the exception. But there are ways to effectively work together for the good of all. Learn specific skill sets, best practices and defined roles for professional advisors and gift planners; identify the client/donor charitable interests; understand the advisor’s role; and create the opportunity to bring together trusted advisors of the client/donor to address their needs. Finally, information will be shared about the CAP® program (Chartered Advisor in Philanthropy), a designation offered by The American College, which can benefit advisors and gift planners when working for the common good of the donor/client.

This session has been approved for 1.0 CFRE Continuing Education Points, 1.2 CLE credit hours from The Missouri Bar, and has been accepted by the CFP Board of Standards for 1.0 hours of continuing education credit.

Kirby Gould has been vice president for the North Central Zone of the Christian Church Foundation since October 1997, with an office in the Kansas City area. The Foundation assists Disciples of Christ churches and donors in the areas of endowments, bequests, planned gifts, and investments. She travels seven states on behalf of the Foundation. The Foundation currently manages over $700 million, including endowments, charitable trusts, and charitable gift annuities.

Kirby began her fundraising career in 1984, serving as director of development for Oklahoma Christian Home in Edmond, OK. She has achieved the certifications of CFRE, ChFC, CASL, and CAP. She is a strong proponent of the Chartered Advisor in Philanthropy program and encourages all professionals serving donors and clients in the area of philanthropy to attain a CAP designation.

Kirby was president of the Oklahoma NSFRE (AFP) Chapter in 1995, which recognized her as Outstanding Fund Raising Executive in 1997. She was a charter member of the Oklahoma Planned Giving Chapter. She served as treasurer of the AFP Mid-America chapter in 2004 and 2005 and served six years on the board of the Mid-America Planned Giving Chapter, serving as president in 2011. She was a member of the national CGP (PPP) board of directors from 2013-2015.

Kirby is a member of the editorial board of Planned Giving Today. Kirby has spoken at several CGP (PPP) chapters and councils throughout the country and enjoys engaging audiences in conversation and discussion.

She and her husband, John, live in Olathe, KS and are the parents of two daughters. She manages to find time to play the viola in the Olathe Community Orchestra. Their oldest daughter and her husband are residents of Highlands Ranch, Colorado, and the parents of John and Kirby’s first grandchild, John Robinson Hoskins.

How the New Tax Law Affects Charities & Donors
Presented by: Lawrence P. Katzenstein, Thompson Coburn LLP
A lot has happened in the past year – the Tax Cuts and Jobs Act changed some of the charitable rules and will result in many fewer taxpayers itemizing their deductions (including the charitable deduction). What new strategies can charities offer their donors? Why is the IRA charitable rollover so much more attractive now? How has planning with charitable gift annuities changed? This session will also review new cases and rulings affecting charitable planning.

This session has been approved for 1.0 CFRE Continuing Education Points, 1.2 CLE credit hours from The Missouri Bar, and has been accepted by the CFP Board of Standards for a total of 1.0 hours of continuing education credit.

Larry Katzenstein is a nationally known authority on estate planning and planned giving, and a frequent speaker around the country to professional groups. He divides his practice between representing individuals in estate planning matters and serving as outside counsel to planned giving programs at non-profits.

Larry has served as an adjunct professor at the Washington University School of Law, where he has taught both estate and gift taxation and fiduciary income taxation. He serves as a member of the advisory board of the National Center on Philanthropy and the Law at New York University. Larry is also the creator of Tiger Table actuarial software, which is widely used around the country by tax lawyers and accountants as well as the Internal Revenue Service. He received his undergraduate degree from Washington University in St. Louis and his law degree from Harvard.

Beyond Bricks & Mortar: Raising Funds for Abstract Causes
Presented by: James Kopp, Changing Our World
Capital Campaigns. These words, traditionally, for both development officers and donors, evoke images of new and majestic buildings, expanded and elegant programming spaces and improved recreational, computing or meeting facilities. Increasingly, with the growth of the nonprofit community and with the ever-increasing complexity of the issues that this community is seeking to address, capital campaigns are becoming moments for resource mobilization that have little to do with those causes that have been traditionally addressed through such initiatives. Using case studies, James will discuss and demonstrate the methodologies that have been applied in the development and implementation of capital initiatives for non-traditional causes.

This session has been approved for 1.0 CFRE Continuing Education Points and 1.2 CLE credit hours from The Missouri Bar.

James Kopp serves as a senior managing director at Changing Our World. To this position, he brings:

  • More than 27 years of senior advancement counsel experience;
  • Experience as the dean and vice president in public and private institutions of higher education;
  • Proven fundraising capabilities, having raised more than $250 million dollars for non-profit organizations, and,
  • Experience managing campaigns for Green Mountain College, Albany Law School, Paul Smith’s College and other educational entities.

Prior to joining Changing Our World, working closely with such organizations as The Roman Catholic Diocese of Dallas, American University and Catholic University of America, Jim’s programs were cited for excellence by both the USPS, XPLOR International, and, in 2010, his program to secure lapsed donors for the annual program for the Roman Catholic Diocese of Erie was accorded an Innovation Award by the Direct Marketing Association. Prior to holding this position, Jim served as executive director of advancement for the Roman Catholic Diocese of Albany, managing a comprehensive development team responsible for the implementation of a $7.8M annual program, a $25M foundation and development initiatives in support of the diocesan system of Catholic education and Catholic charities.

Jim holds a Master of Arts degree from the University of Maine and a Bachelor of Arts degree from Cathedral College Seminary of the Immaculate Conception.

Qualifying Planned & Major Gift Donors in One Easy Visit
Presented by: Melanie J. Norton, CFRE, MBA, Norton Philanthropic Counsel
Do you want to quickly know the capacity and interests of your prospective donors? This session focuses on employing the structured interview process to efficiently determine who may be a major gift prospect for your organization. Learn how to use this intentional question format to get your foot in the door with a new prospect, capture information about what prospects like or dislike about your organization, uncover issues that may affect giving decisions, and identify the pertinent donor information that fundraisers need to know.

This session has been approved for 1.0 CFRE Continuing Education Points and 1.2 CLE credit hours from The Missouri Bar.

Who’s Giving, What Motivates Them & How Gift Planning Enters the Conversation
Most development operations are challenged in terms of time, budget and resources. How do you focus your efforts, maximize resources, and increase philanthropic dollars for your organization? How do you weave gift planning into the conversation to make certain you are taking advantage of the largest and most impactful gifts a donor can make? This session will explore the latest trends in giving and cover tips to help you make the most of your precious time and resources in prospect solicitation and cultivation.

This session has been approved for 1.0 CFRE Continuing Education Points and 1.2 CLE credit hours from The Missouri Bar.

Melanie J. Norton is the founder and lead consultant for Norton Philanthropic Counsel (NPC), a full-service philanthropic consulting firm in Indianapolis, Indiana dedicated to highly-customized and relationship-focused strategies that blend the art and science of philanthropy to promote client success.

Prior to the launch of NPC, Melanie was most recently the vice president for development and alumni engagement at DePauw University where she led a team of 40 full-time professionals to a successful $320 million comprehensive campaign nearly two years in advance of the targeted campaign end. Melanie was previously a consultant with Johnson, Grossnickle and Associates, consulting on all phases of philanthropic work, and also spent eleven years in leadership roles in gift planning and major gifts for DePauw and Franklin College. Melanie’s first career was at Fifth Third Bank where she served as an AVP in the Retail and Trust & Investment Advisors divisions for seven years.

Melanie is a Certified Fundraising Executive (CFRE) and holds an MBA from the Kelley School of Business at Indiana University and a BA in business from Franklin College. She was the 2016 national chairman of the board for the National Association of Charitable Gift Planners and is also a past president and former board member for the Planned Giving Group of Indiana as well as the Rotary Club of Indianapolis-Sunrise. Melanie also served on the board of the Independent College Advancement Associates as well as several other volunteer and social service organizations.

Survey Says…Know Your Donors – It Pays to Ask
Presented by: Nathan Stelter, The Stelter Company
This session will provide answers to common questions planned giving professionals are asking about survey tools and how to put them to best use in growing your planned giving program. No matter the size or sector of your nonprofit you’ll gain valuable information on why your organization should survey and what you should expect from surveying your donors; who you should be surveying and the best format to use; how to decide who’s in and who’s out; how often you should send surveys and if it’s possible to survey too much; and how the results of your organization’s survey can impact your planned giving program.

This session has been approved for 1.0 CFRE Continuing Education Points and 1.2 CLE credit hours from The Missouri Bar.

How to Use Effective Messaging to Inspire & Educate Your Donors
As an industry leader, Nathan will explain the importance of providing continual clear and compelling communication to your donors and prospects. In addition to sharing how you can educate your donors about how tax reform affects charitable giving, he will provide communication best practices and tips.

This session has been approved for 1.0 CFRE Continuing Education Points and 1.2 CLE credit hours from The Missouri Bar.

Nathan Stelter is vice president of business development and marketing for The Stelter Company, a leading source for gift planning marketing for the non-profit community. The Stelter Company, which was founded in 1962, currently partners with more than 1,400 organizations nationally with a staff of over 100 individuals.

While Nathan wears many hats at Stelter, his primary concentration and passion is overseeing Stelter’s consulting and marketing teams and using his expertise to strategize with key accounts to develop distinct marketing solutions that meet their planned giving goals.

He has been quoted in Planned Giving Today, Advancing Philanthropy and other trade publications and is a past board member of the National Capital Gift Planning Council (Washington, DC) and current member of the Mid-Iowa Planned Giving Council.

Ethical Deliberations for Gift Planning
Presented by: Timothy J. Prosser, JD, MPA, Kaspick & Company, LLC; Michael McMurtrey, AAMS, Wells Fargo Advisors; Juli Niemann, CFA, Smith Moore & Company; Matthew G. Perlow, Husch Blackwell LLP; and Mark A. Winer, JD, LL.M.
Fundraising professionals and affiliated professional advisors hold themselves to high ethical standards in their interactions with donors and clients. This panel discussion will consider the ethical guidelines as governed by the National Association of Charitable Gift Planners Model Standards of Practice for Charitable Gift Planners, the American Bar Association Model Rules of Professional Conduct, and the Certified Financial Planner Code of Ethics and Professional Responsibility. Several brief studies will to illustrate the practical applications of these ethical guidelines on real-life gift planning scenarios and best practices.

This session has been approved for 1.0 CFRE Continuing Education Points, 1.2 Ethics CLE credit hours from The Missouri Bar, and has been accepted by the CFP Board of Standards for a total of 1.0 hours of continuing education credit.

Michael McMurtrey is dedicated to providing exceptional service to his clients. With over 25 years’ experience in the brokerage and securities industry, he has a successful career working with both businesses and individuals. Michael focuses on working with small-business owners, individuals nearing and in the early stages of retirement and family foundations. Michael joined Wells Fargo Advisors with a clear vision of providing a client service commitment that is second to none, coupled with a practice that is strategies based, rather than product based.

Michael was born and raised in St. Louis, Missouri. He earned his pilot’s license while attending Parks College and then went on to earn a Master of Finance degree from Saint Louis University. Prior to joining Wells Fargo Advisors, Michael ran an investment management company where he was deeply involved in developing a mathematically-based investment process. In addition, he spent 15 years at a financial services firm offering advice to various institutions, including mutual funds, pension funds and registered investment advisors. While there, Institutional Investor magazine ranked the department he ran among the top ten in its discipline, worldwide.

Michael is actively involved in the charitable and planned giving areas of his community. He currently serves on the board of various non-profit organizations including Places for People and the Saint Louis Planned Giving Council. He is also actively involved in his church.

When not working, Michael spends time with his wife, Mary, and their young daughters. For exercise he enjoys running in Forest Park and bicycling. A self-described “ragtop” guy, Michael hopes to once again drive the classic convertible collecting dust in his garage. In the meantime, he’s best known around his house as the guy who makes the really great waffles.

Juli Niemann’s experience as a financial analyst spans 40+ years in the investment industry, currently with Smith Moore & Company. Her specialty is in the oil and gas industry. Juli has been a guest analyst on KMOX, KWMU, KTRS, Metro News, National Public Radio: Talk of the Nation, To the Pint, and Market Place Radio News Shows, as well as television interviews for KTVI, KDNL, KSDK, KETC and KMOV. She has been quoted in the St. Louis Post-Dispatch, St. Louis Business Journal, Wall Street Journal, USA Today, New York Times, Forbes, Fortune, as well as various regional newspapers and magazines. Juli co-authored “The Complete Idiot’s Guides to the Politics of Oil” with Charles Jaco and Lita Epstein.

Juli graduated with a Bachelor of Arts degree from Fontbonne College, and from the University of Missouri-St. Louis with an MBA in Finance. As a Chartered Financial Analyst, Juli is a current member and former president of the CFA Institute in St. Louis.

Outside of the office, Juli remains active in the community as a member of many organizations, including the University City Pension Board, the Metro Children’s Theater Company, Parents as Teachers, the Missouri Women’s Forum, St. Louis Culinary Society, Women’s Democratic Forum, St. Louis Forum, Girl Scouts of Eastern Missouri, and the Mary Ryder Home.

Specializing in estate and gift tax planning, Matt Perlow practices with the Financial Services & Capital Markets industry team at Husch Blackwell LLP. He assists clients in the formation, compliance and administration of tax-exempt organization. His strategic advice guides the following: estate and succession planning for family businesses; probate and trust administration; charitable planning; and income taxation of trusts and estates.

Matt has significant experience advising public entities, including the Saint Louis Art Museum and several public school districts, regarding supporting foundations and related charitable activities. He also regularly represents and provides advice to charitable organizations on planned charitable giving activities.

Matt serves on the firm’s Diversity Council.

Timothy Prosser joined Kaspick & Company in 2009 with nearly 20 years’ experience in legal practice and financial services. Prior to joining TIAA-CREF Trust Company in 2000, Tim practiced law in the areas of estate planning, estate and trust administration, charitable giving, and business succession planning with the firms of Sonnenschein Nath & Rosenthal and Armstrong Teasdale Schlafy & Davis in St. Louis, MO. Tim has served on the board of the Partnership for Philanthropic Planning (now the National Association of Charitable Gift Planners) and as Chair of its National Conference. He is a past president of the Saint Louis Planned Giving Council and is a recipient of the Council’s “Founders Award.” Tim is a frequent speaker at national and regional conferences on charitable and tax planning topics. He received his JD degree and MA in Public Administration from Saint Louis University in December 1990 and his BA in Russian Area Studies in 1987 from Loyola University in New Orleans.

Mark A. Winer, JD, LL.M. is a graduate of the University of Wisconsin-Madison, Tulane University School of Law and the New York University Law School graduate program in taxation. During the 20 years Mark practiced law, he worked for law firms in Washington, D.C. and Honolulu, Hawaii. He was a trial attorney for the U.S. Department of Justice Tax Division and the Hawaii State Attorney General’s Office. In his practice, Mark specialized in tax litigation and estate planning.

Mark joined the American Red Cross as a Gift Planning Officer in 1999 in Phoenix, Arizona and transferred to St. Louis, Missouri in 2001. From 2010 to 2017, Mark was the Division Director for the American Red Cross for states in the Southeast and Midwest. In that role, he led, coached and managed eight gift planning officers and worked directly with donors on complex gifts.

Mark served for two years as President of the Saint Louis Planned Giving Council and was a member from 2015-2017 of the Board of Directors of the National Association of Charitable Gift Planners. He is currently a member of the Board of Directors of Central Reform Congregation in St. Louis and Chair of the Economic Development and Retail Sales Tax Board of University City, Missouri. Mark retired from the American Red Cross at the end of 2017.