C06 Session: Planned Giving and Major Gifts

Planned Giving and Major Gifts: Working with Allied Professionals

Friday, August 4, 4:00pm - 5:30pm

Track: Financial Management and Fundraising

Presenters

Paul Hansen, Lemuel Daniels and Carl Davis, Citigroup/Smith Barney; Robert Wahlers, American Cancer Society

Description

Understanding the role of allied professionals is critical to closing major gifts.  The donor's attorney, accountant, insurance agent, broker, or financial planner, are integrally involved in their decision to make a significant contribution.  These professionals may be helpful or they may be obstacles to closing large gifts.  This session will outline the role of these professionals and how to build strategic alliances with them to overcome obstacles and close major gifts, drawing on the successful experience of the American Cancer Society and other nonprofits.  The session will also cover which advisor/allied professionals you should target in the for-profit community and how to meet and network with them to close more gifts.

About the Presenters

Paul Hansen, Citigroup/Smith Barney

As a Vice President and Financial Planning Specialist at Smith Barney, Paul has nearly 25 years experience in financial services. He received his MBA from Rutgers University prior to earning his many certificates including: Certified Financial Planner, Charter Financial Consultant, Chartered Advisor in Philanthropy, and Certified Specialist in Planned Giving. Paul has a diverse background in financial and estate planning as he has worked at Lutheran Brotherhood, Fidelity Investments and Merrill Lynch Trust Company prior to coming to Smith Barney. At Merrill Lynch, he was a Senior Philanthropic Consultant assisting Financial Advisors design charitable strategies for their clients. Additionally, he spent 12 years hosting, and co-producing, a cable show he created, “You and Your Money,” which was broadcast throughout New Jersey. Paul is also an active participant in his community as member of the Estate Planning Council of Northern New Jersey, the Society of Financial Service Professionals, the Association of Fundraising Professional, and the Gift Planning Council of New Jersey and a Trustee of the Sigma Pi Educational Foundation. Paul has his BS in Civil Engineering from Valparaiso University. The American Cancer Society, Junior Achievement Worldwide and Wagner College count among the many nonprofit organization Paul works with.

Lemuel Daniels, Citigroup/Smith Barney

Lemuel Daniels is best described as a trailblazer. Thanks to his vision and financial acumen the mystique of the market no longer precludes Black companies from raising capital. Mr. Daniels facilitated the convergence of Main Street and Urban Street. He is a first vice president of Salomon Smith Barney and was previously a vice president at Merrill Lynch, Associated Director at Bear Stearns, Assistant Vice President at AG Becker and Vice President at Drexel Burnham Lambert. Mr. Daniels takes great pride in serving as a bridge between urban companies and Wall Street. In 1991, Mr. Daniels helped Black Entertainment Television raise millions of dollars, it became the first African American company listed on the New York Stock Exchange.

Carl Davis, Citigroup/Smith Barney

Carl Davis is a 30 veteran of the financial planning and securities industry.  For 18 years Carl managed branches for EFHutton, Dean Wittter and Prudential Securities. Carl now concentrates on advising individual clients and small institutions on issues of investment policy and asset allocation.  Carl has lectured at local universities and is a member of the Investment Management Consultants association.

Robert Wahlers, American Cancer Society

Robert is Director of Major & Planned Gifts for the American Cancer Society’s Eastern Division and is responsible for New Jersey.  A graduate of Muhlenberg College with a degree in Psychology, Robert is a Master of Science degree candidate in Human Development & Leadership at Murray State University.  Robert has worked in Financial and Estate Planning for 17 years including the last 14 years in non-profit fundraising with the Boy Scouts of America and the American Cancer Society.  Robert has a background in insurance and investments as well as an expertise in planned giving, major gifts, special events, donor relations, and nonprofit management.  He also continues to be active as a member of the National Eagle Scout Association (life member), the Boy Scouts of America, Lions International, Circle of Life Foundation for Children’s Palliative Care, Harmony Lodge #18 of the Free & Accepted Masons, the Central Valley of the Scottish Rite, Goodwin-Hiram Chapter #1 of the York Rite, and the Crescent Shrine.  When not spending time with his wife and two children, Robert enjoys golf, drawing and painting, and sailing.