CAP®Share

CAP®Share
Issue 20
January 2016
Advancing the Philanthropic Conversation
CAP ® Goes to College
A Word from Phil Cubeta
“People give for so many reasons.
They want to get results; they want to express
gratitude; they may feel it is an obligation;
they may want to repay benefits
they received long ago, or to memorialize
a loved one; or to leave a trace of themselves
behind for future generations.
When you get at the heart and soul of
giving, one key source of wisdom comes
through the humanities, as taught in our
image from wikipedia.org; Harvey D. Egan
colleges, universities, and private schools. Those of you who represent such
organizations have a significant culture advantage. Your organization exists in
part to carry on a tradition of ideals, grounded in particular canons and disciplines.
CAP ® makes every effort to “elevate the conversation of philanthropy,”
as H. Peter Karoff, a poet, puts it. One of the best ways to do that is to draw
on the languages of love and wisdom that your institution has inculcated in
your donors. You have the privilege and the power to put the conversation on
a plane above simple “financial means to an end.” You can connect the gift to
what matters most: virtue, wisdom, love, and the arts and the sciences of a
better life in a better world. In this CAP ® Share, we reached out to a number of
CAP ® s in fundraising for education, to see what is working for them.”
– Phil Cubeta, CLU ® , ChFC ® , MSFS, CAP ®
The Wallace Chair in Philanthropy at The American College
From CAP ® s in Education
While fundraising for an educational institution has advantages,
it also has its challenges, according to James J. Spencer, CAP ® ,
Director of Development & Planned Giving at The College of
New Jersey. Many alumni and the population in general often feel
that because they pay state taxes they are fulfilling any need to
provide financial support to public colleges or universities. With
shrinking state aid and growing demand for education, this is often
no longer the case. “Philanthropy is a learned trait,” observes Mr. Spencer,
“and we are aggressively using all venues to teach our alumni as well as local
philanthropists, businesses and foundations about how their gifts can make a
difference and augment whatever tax dollars they provide.” As education can
help transform an individual’s potential, Mr. Spencer knows that educating the
James J. Spencer

CAP®Share
Advancing the Philanthropic Conversation
general populace is necessary to help transform the ability of
students to meet their educational goals and dreams. “The
College of New Jersey strives to instill a lifelong love of learning
that will make a difference in the lives of our students,
their families and the world around them, “says Mr. Spencer.
“Ultimately as a CAP ® , I want to enable those I assist with
fulfilling their goals and creating a legacy. At TCNJ our mission
is to provide the highest quality educational experience
possible so that our alumni continue to create legacies for
excellence. This is how I feel our perspectives align – by helping
others to make a difference.”
Donors sometimes need to be reminded
that they can have a significant impact on the
future of an educational institution says Larry
E. Wickham, CAP ® , CSPG CM currently a fundraising
consultant in the East Texas area specializing
in major gifts and planned gift giving.
His knowledge is based on his experiences as
the recent Director of Gift Planning at The University of Texas
at Tyler, a relatively young institution at 43 years old. In
Tyler, the school and the community enjoy a happy partnership,
the community contributing generously to the school
and students in turn providing an economic boon to the local
economy. When speaking with potential donors, Mr. Wickham
draws on his strong donor-centric fundraising experience
and the concepts learned in the CAP ® program to initiate
deep conversations prompting donors to imagine how
they envision the future of the school. “CAP ® has helped open
the door to inclusion as professional advisors find that I am
working with them, not against them. Advisors are learning
that I am genuinely interested in helping to find solutions
that meet the donor’s ultimate needs, not just in favor of my
own institution.” While there is always a need for current
funds, UT at Tyler understands the importance and value of
planned giving. “Our administration, faculty and staff hold
planned giving donors in very high regard,” says Mr. Wickham,
“and are both saddened and grateful when testamentary
commitments mature.”
Larry E. Wickham
As Director of Planned Giving & Director of Development
for the College of Education at Pittsburg State University in
Background:
Fundraising for Education
In the 21st century, higher education in the
United States has become a formidable and wellestablished
“knowledge industry” representing
about 3% of the gross national product. Colleges
and universities spend about $26 billion per year
on research and development, of which $16 billion
is provided by various federal agencies. With more
than 4000 accredited institutions enrolling over
15 million students, these schools are critical to a
state’s economic and cultural development.
Early colonists recognized the necessity of
establishing institutions of higher learning for
several reasons. Included among early settlers
were alumni of the royally chartered British
universities, Cambridge and Oxford who believed
that education was crucial for educating clergy and
civil leadership. From these beginnings, Harvard
College was established by the Massachusetts
Bay colonial legislature in 1636, named after
an early benefactor. Most of the funding came
from the colony, but the college began to collect
endowments early on. Higher education evolved
and expanded over the next 300+ years, but the
strong influence and support of the community
and alumni has continued on to the present day.
Charitable donations to colleges reached an alltime
high of nearly $38 billion in 2014, according
to an annual survey released by the Council for
Aid to Education. This reflects an increase of 10.8
percent, up from $33.8 billion in 2013 which was
the previous historic high. It is expected to top that
amount when 2015 numbers are determined.
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April 2015
July 2015
Issue 19
October 2015
You read that right! After many requests to continue the bulletin, CAP® Share
is back quarterly, and with a new look!
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them: Click Here to Enroll
Frank McArthur, CLU®, ChFC®, CAP® is a man who
counts himself fortunate, and that is what has always driven
him to serve the community that he loves. His ecumenical
background at the Southern Baptist Theological Seminary
and the Interfaith Federation of Greater Baton Rouge has
given him a deeper appreciation for religious diversity and
tolerance.
Frank credits his father and his grandfather with inspiring
him early on to become involved in the community. His
Frank McArthur
grandfather served on the school board in Birmingham for 25 years and for
his dedication, a school was named in his honor. This inspired Frank to carry
on the family’s legacy of community service and he became involved with nonprofits
soon after moving to Baton Rouge 35 years ago. He has been actively
involved in 21 community Boards since then. A “big supporter” of the Baton
Rouge Area Foundation, he has been a member since 1986 and served on the
Board for 7 years. “It’s only the good that we do while we are here that lasts.
It is a matter of gratitude. I think grateful people are happy people. They feel
blessed.”
Frank and his wife Kathy spearheaded the Woman’s Hospital Fund drive
that offered naming opportunities for the new hospital, and in keeping with
the Mardi Gras spirit he was Ball Captain for the Karnival Krewe de Louisaine
which raised $200,000 for the Mary Bird Perkins Cancer Center. While
serving on the Board of the Louisiana Public Broadcasting Foundation Frank
said, “It always bothered me that they did not encourage planned giving.” To
illustrate the need to perpetuate quality programming, he and his wife appear
in a video which the station airs periodically in which he makes a personal apcontinued
page 2
No matter what side of the table you occupy, CAP® is designed to bring you
together in common purpose with other professionals who will impact the
lives of your clients/donors. In this article we present viewpoints from four
CAP®s; a financial advisor, a CPA, an attorney and a non-profit professional,
each one offering his/her unique thoughts and perspectives from their seat at
the planning table.
Each individual was asked the following questions:
• What were your expectations going into the CAP® program?
• From your unique professional perspective, how has CAP® enabled
you to better serve your clients or donors?
• Because the overall theme of collaboration is an integral part of the
CAP® program, how has attaining the designation helped you to define
your role at the planning table?
On the following pages we share what they had to say:
Richard K. Newman
Suzanne M. Rohlfs
CPA
Non-profit
Professional
Financial
Planner
Attorney
Kimberly D. Kramer
Nick R. Taylor
Opening Thoughts from Phil Cubeta
“America is a diverse and pluralistic society
in which each of us has the privilege
and opportunity to give in accordance with
his or own values, traditions, and sense of
community. For some, faith is central to giving.
For others faith is not a factor. In this
CAP®Share we explore perspectives on
faith-based giving. In future editions we will
look at other ‘strands’ in the complex weave
of philanthropic motivation.”
image from wikipedia.org
-- Phil Cubeta, CLU®, ChFC®, MSFS, CAP®, the Wallace Chair in Philanthropy
at The American College
Faith and Giving
Since colonial times, faith and charitable giving have played a strong role
in American history. Today, one-third of all charitable giving in America -- $100
billion out of $300 billion per year – goes to religious causes. In his 2006
book, Who Really Cares, Arthur Brooks states that Americans who attend
church or synagogue or another form of worship once per week give 3.5 times
as much to charity as a percentage of their income than those who rarely
attend religious services. They also give of their time, volunteering twice as
often. And the giving of regular religious worshippers is not limited to their
own churches. While the finding may raise some eyebrows, it is certainly true
that faith is one motivator of giving for many people.
While research consistently has shown a steady decline in attendance by
younger people at religious services, especially for mainline denominations,
that decline has had little
impact on overall giving
to religion, according to Refer a Colleague
Rick Dunham, president
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and CEO of Dunham &
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Co. and a member of the
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board of the Giving Institute
which publishes
Giving USA. Giving to religion fell during the recession mainly because, just
as in any sector, people who give were hit by the economic downturn and had
less to give. However, Mr. Dunham goes on to say that with the rebound of the
continued on page 2
CAP®Share
Advancing the Philanthropic Conversation
Kansas, Nathan L. Garrett, CAP ® , acknowledges that
the challenges of meeting goals in a busy university
setting can be great. With experience as a charitable
gift planner as well as insurance and financial specialist,
Mr. Garrett is well-positioned to lead the university’s
planned giving program and work with alumni and
friends of the university as they consider planned gifts
such as bequests, trust, and annuities. Added to this is his responsibility
for raising private gift support for the many student, faculty,
and program needs of PSU and the College of Education. “The CAP ®
program was a great fit to prepare me for my responsibility as Director
of Planned Giving here at Pittsburg State University. I feel very
well prepared to have conversations with anyone who might have intent
to be philanthropic to our university or our community.” He also
feels the administration of the university as well as the donors put
a high value on what the CAP ® program has taught him, which is to
be an excellent listener enabling him to spend his time in productive
conversations with people who have a story to tell about their lives.
By asking open-ended questions to help them think through the kind
of impact they would like to have, Mr. Garrett leads them into planning
to make that impact a reality. “If they decide to be philanthropic
to Pittsburg State University,” he concludes, “it will have been entirely
up to them because they decided at some point during our conversation
it was something they would feel good about doing.”
Closing Thoughts from Phil
“What formed you, beyond family? Where do you draw strength?
What nonprofit organizations are so important in your life that they
go on your “vita” or resume, as a statement of who you are?
As a fundraiser, whether you raise money for an educational institution,
a faith organization, a medical facility, for an arts organization,
or for an organization that serves those most in need, how do
you connect your “ask” to the deepest wellsprings of identity, love,
care and concern?
As an advisor, you know the client’s family issues, and you know
the money issues. What else lies near the donor’s heart? If you see a
mug with a school’s logo on it, or a diploma on the wall, or a college
calendar, or they always talk about the college football team, you
might just ask a question or two, not only to build rapport, but to help
the client connect their planning to who they are and what they love.”
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Nate L. Garrett
Visit the CAP ® Library Site
Are you looking for more in-depth
discussions on timely issues that can
help you and your clients/donors?
Would you like more detailed
information about starting a CAP ®
Study group?
The CAP ® Library page provides a
wealth of knowledge and resources
about these and other CAP ® -related
topics. You can also access backissues
of CAP ® Share to keep up
with CAP ® news. Please click on the
following link to access the library
page:
CAP ® Library Page
You can also view the most recent
issues of CAP ® Share by clicking on
the images below:
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They Took their Seats at the Planning Table
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Advancing the Philanthropic Conversation
Perspectives on Faith-Based Giving

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Advancing the Philanthropic Conversation
Consider Starting a CAP ® Study
Group
Study groups build a network of trusted professionals
who come together in common purpose for their
client or donor and their community. Working
within a group encourages conversations with
professionals from many sides of the planning table.
If you love what CAP ® has done for you, consider
starting a study group in your area. The CAP ® team
has created a comprehensive Moderator Guide that
provides all of the information you need in an easy
to follow format with tips, tools, and
Study Group
the best practices of other successful
moderators. Please click the left image
Moderator Guide
to download the Moderator Guide, or
contact us to have one mailed to you.
As always, we are here to help you get
started and provide support along the way.
Current Study Groups
Alabama 2016
Arizona 2015-2016
Atlanta 2015-2016
Baton Rouge 2015-2016
Columbus 2015-2016
DesMoines Area 2016
Greater Tacoma 2016
Houston 2016
Minneapolis 2015-2016
National Capital Region 2016
Northeast Alabama 2016
Omaha 2015-2016
Pittsburgh 2016
Planning with Purpose 2016
St. Paul, MN 2015-2016
Tampa Bay 2015-2016
Washington DC 2015-2016
West Palm Beach 2016
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Designation Check
Have you ever wanted to find CAP ® s or other financial
professionals in your area and didn’t know where to
begin? Designation Check is a website sponsored
by The American College where you can search for
a professional by name or geographic area, verify
a designation, and learn more about the common
credentials that appear after the names of financial
practitioners. DesignationCheck.com
Master of Science in Financial Services
Degree Program (MSFS)
Your CAP ® courses have enabled you to provide a
higher level of service to your clients by helping them
advance their personal philanthropic aspirations for
self and family, while also having a positive impact
on their communities. If your wealthy clients seek
complex solutions to their financial needs, you may
want to consider the Master of Science in Financial
Services (MSFS) degree program at The American
College to gain the knowledge needed to work
effectively with high net-worth individuals. Two of
your CAP ® courses can be applied as credit toward
electives in the 12-course MSFS program.
The MSFS program provides you with:
• The skills and confidence to implement complex
financial strategies
• The tools you need to analyze, plan and implement
integrated financial and life strategies, helping you
grow your business in affluent markets
• Practical case studies and client/practitioner
scenarios so you can immediately address your
clients’ needs with expertise and confidence
• The skills to gain entry to advanced markets,
corporate clients and larger cases
For more information you can visit our website
or contact Bonnie McCormick in the Graduate
School at: 610-526-1385 or bonnie.mccormick@
theamericancollege.edu

CAP®Share
Advancing the Philanthropic Conversation
Congratulations to our New CAP ® Designees
October, November, and December 2015
Katherine C. Anderson, CAP ®
CA
Nancy Marshall, CAP ®
PA
William Chandler Austin, CAP ®
MA
Ryan L. McDannold, CAP ®
MO
Debra L. Beadle, CAP ®
CA
Sara Meyer Mercado, CAP ®
FL
James A. Beck, CAP ®
PA
Laura Harger Pajak, CAP ®
CA
Antoinette Beiser, CAP ®
AZ
Matthew D. Palmer, CAP ®
OH
Thomas J. Belmont, CLU ® , ChFC ® ,
REBC ® , RHU ® , CAP ®
Nancy M. Bergstrom, CAP ®
Andrea J. Bradley, CAP ®
PA
MN
FL
Melanie J. Parscal, CAP ®
Evan M. Pearson, CAP ®
Kevin Matthew Polonus, CLU ® ,
ChFC ® , RICP ® , CAP ®
OH
GA
IL
Nicole DeMarco Buhrman, CAP ®
CA
Vicki Freeman Pugh, CAP ®
FL
Colleen M. Cashman, CAP ®
PA
Nicholas A. Scheibel, CAP ®
MN
Deanna Hoag Chadick, CAP ®
KS
Jeffrey R. Secord, CAP ®
IL
Nancy J. Curry, CAP ®
Anthony J. Delevati, CAP ®
Adele Marie Dietrich, CAP ®
Kelly Ann Dowling, CAP ®
Brian Scott Eglash, CAP ®
Sharon Lynn Ellington, CAP ®
Brittany Leigh Fisher, CAP ®
James Alexander Gallaher, CAP ®
Heide Lynn Gibson, CAP ®
Russell S. Goldstein, CAP ®
Michael Edward Hardy, CAP ®
Bradley C. Harris, CAP ®
Daniel P. Harris, CAP ®
Karen F. Hilo, CAP ®
Kim Patricia Kaess, CAP ®
Kristine M. Knous, CAP ®
Laura M. Leslie-Schuemann, CAP ®
Peter Liefer, CAP ®
Danielle M. Locke, CAP ®
Anthony P. Macklin, CAP ®
FL
CA
AZ
FL
PA
TX
PA
NC
PA
AZ
CA
AZ
CO
FL
NJ
IA
FL
AZ
OH
CO
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Laurence Edward Seiden, ChFC ® ,
CASL ® , CLU ® , RICP ® , CAP ®
Joseph Allen Sorenson, CAP ®
Susan D. Stavish, CAP ®
Laura Stodden Parker, CAP ®
Judith Cabassa Tart, CAP ®
Shirlee Tully Fong, CAP ®
Tracy P. Turner, CAP ®
Ryan Patrick Vavricka, CLU ® , ChFC ® ,
CASL ® , CAP ®
Christopher William vonLindenberg,
ChFC, CLU ® , RICP ® , CAP ®
Michael D. Watson, ChFC ® , CAP ®
Jay M. Weisman, CAP ®
Edward Wollman, CAP ®
Barbara L. Yeager, CAP ®
Lynne M. Yontz, CAP ®
William J. Zalewski, CAP ®
Stephen M. Zaloom, CAP ®
Catherine Zieman, CAP ®
MD
IA
PA
CA
MD
CA
NV
KS
DE
CA
NJ
FL
IN
IA
PA
FL
FL

CAP®Share
Advancing the Philanthropic Conversation
Join Us on LinkedIn
The CAP ® Program has an active linked-in group
for you to share ideas with your peers from
across the disciplines and across the nation.
Click the image below to join us.
The American College
The American College is a nonprofit educational institution
with the highest level of academic accreditation, dedicated to
leadership in innovative training and development for financial
services firms and professionals.
The College is distinguished by resources of the highest quality,
innovation in program design and delivery, and results that
create sustainable advantages for our customers.
Do You Have a Story?
We hope you enjoy reading about CAP®
designees around the country who have become
trusted advisors to their clients or donors
by applying the knowledge and insight
gained from the CAP® program. There are
as many inspiring stories as there are CAP®s
and we would love to share your successes
here in CAP®Share. Your stories can motivate
and capture the imagination of others,
so please let us know if you would like to be
featured in an upcoming issue. You can contact
us using the information below:
Elaine Gulezian
CAP ® Program Manager
610-526-1479
Elaine.gulezian@theamericancollege.edu
Mary Ann Roselle
Director of Graduate School, Marketing
610-526-1395
Maryann.roselle@theamericancollege.edu
270 S. Bryn Mawr Avenue
Bryn Mawr, PA 19010-2196
888-263-7265
http://www.TheAmericanCollege.edu
Refer a Colleague
Know someone who would be perfect for
CAP ® ? Send us an email or have them:
Click Here to Enroll
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