FIFTY ROCK CONSULTING LLC
FOUNDER / CHIEF INSTRUCTOR
590 LIPOA PKWY STE C-2
KIHEI, HI 96753
KIHEI, HI 96753
Lani Starkey, JD, LLM, is the founder of Fifty Rock Consulting and a nationally-recognized philanthropic planning expert. He is an accomplished consultant, fundraiser, tax attorney, former CPA, professor, coach, and presenter. As a popular and sought-after trainer, mentor, and speaker, Lani presents at over 20 conferences and meetings across the country to over 2,000 attendees on innovative fundraising strategies as well as traditional development best practices. He is also an Adjunct Professor at the Shidler College of Business at the University of Hawaii at Manoa, where he - since the 2008-09 academic year - teaches a course in tax and estate planning to graduate and undergraduate business students. Previously, Lani was Associate Vice President at University of Hawaii Foundation where he led the Principal Gifts and Estate and Gift Planning departments. In his Foundation role, he was a lead gift strategist and partnered with academic leadership, a large team of development staff, and professional advisors to achieve innovative, high-impact, donor-centric solutions. During his tenure at the Foundation, Lani directly helped raise over $150,000,000, which notably made him the most productive fundraiser in the Foundation’s history. In addition, he also led a fundraising department that raised another $50,000,000. This $200,000,000 of gift production was approximately 20% of the total amount raised by the Foundation over the last 30 years. Prior to the Foundation, Lani was a Vice President and Staff Attorney at Crescendo Interactive Inc. His responsibilities included teaching over 30 tax seminars each year, consulting with nonprofits and professional advisors nationwide, and researching and writing tax articles. During this time, he became a prolific estate and income tax advisor, a dynamic presenter, and a well-respected planned giving expert. Lani earned his LLM in Tax from the University of Florida’s Graduate Tax Program, his JD cum laude from Pepperdine University School of Law, and his BBA in Accounting from Texas State University. He passed the California Bar exam and all four parts of the CPA exam on his first attempt. Lani is a member of the State Bar of California, Hawaii Estate Planning Council, Hawaii Planned Giving Council, and the National Association of Charitable Gift Planners.
CGP Conference Speaker, Other - Write In
Previous speaker at several NCPP national conferences and frequent keynote and breakout speaker at regional planned giving and AFP conferences.
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Title of Presentation 1
The Five Types of Blended Gifts – The What, Why and How of Closing Blended Gifts
Blended gifts are “trending” in the fundraising world. While the practice of asking for blended gifts has been occurring with varying degrees of consistency for years, there is more interest today than ever before. Blended gift advocates promise better gift results for your organization and greater satisfaction and impact for your donor. So, is it all too good to be true? Are there no downsides to blended gifts? In this session, we will look closely at the donor dynamics, risk factors, and “case” for a blended gift ask. Also, with the use of real-life case studies, we will identify the best donor profiles and segments for new blended gift activity. Finally, we will focus on solicitation planning and donor relationship status as key due diligence factors. One important note: this session will “not” substantially focus on planned giving vehicles, their mechanics, or their tax benefits. Learning objectives: 1. Identify the five types of blended gifts 2. Discover how each type can be matched to a solicitation strategy 3. Analyze your organization and fundraising team for blended gift readiness and potential 4. Determine performance metrics that encourage blended gifts
Title of Presentation 2
Closing Charitable Lead Trusts – As Easy as CRTs or Your Money Back
The planned giving and professional advisor community has not had as much success establishing charitable lead trusts (CLT) as it would like. The reason for this is not due to the lack of available information. To the contrary, there is in my opinion too much information and some of it is counterproductive or confusing. This CLT scarcity can end now if we are armed with the “right” tax, philanthropic, and marketing knowledge and use it more effectively to communicate with donors, families, and advisors. When properly designed, CLTs are not just for the top 1% but very viable options for the other 99%. After this eye-opening session, any gift planner or advisor – new or veteran – can start (or restart) marketing and closing CLTs immediately. Learning objectives: 1. Discover why most CLT marketing is done to the wrong prospects 2. See how inaccurate tax assumptions are holding back CLT closings 3. Learn how extremely easy it can be to close CLTs 4. Hear how you can make CLT proposals to 99% of your prospect portfolio
Title of Presentation 3
The 8 Ways to Ask: Expanding the Art and Science of the Solicitation
To be a happy and successful fundraiser, hit your required metrics, and produce more results with less resources, many fundraisers could benefit from being more innovative and creative with their solicitation strategies. With this goal in mind, I have observed and developed eight proven and repeatable ways to ask for major, planned, and transformational gifts. Some of these you may already do now but just not be aware of it. Others you might never have even considered. These eight ways provide an arsenal of options to do your job better, faster, and with more measurable results. Accordingly, this presentation will describe the eight ways and real-life case studies that illustrate each method. In addition, this session will share unique insights into relationship building, performance management, and fundraiser profile types. Learning objectives: 1. Identify the different ways to ask for gifts 2. Discover how each method can be matched to common donor situations 3. Learn what is the most overused word in fundraising and how to define it 4. Identify why many solicitations are done at the wrong time in the relationship and how to fix it 5. Analyze yourself, your staff, your leadership, and your board 6. Immediately apply these strategies to your actual donor portfolio and make more effective asks
Presentation Topic Areas
Gift Design, Current Events, Marketing/Cultivation, Case Studies, Integrated Planning, To be determined with Council, Other
Other - Write In
I have 20 presentation topics that are available for conferences and council meetings, from beginner to intermediate to advanced levels.
Please provide contact information for the person councils should contact to arrange speaking opportunities. This will display on the Speaker Bureau Directory.
If you are not a current CGP Board member, please include information about your fee.
A speaking fee does apply, however, there is a discount for CGP councils. Please contact me for more information.