A
GS839 - all quizzes And Answers Rated
R
100%!!!
U
LA
C
O
D
,Below-the-line planning addresses what?
(1) - ANS The how of the client's plan: Above the line is the why, below is the how. (First
goals, then strategies to accomplish them.)
A
WHY
------
HOW
R
Above-the-line planning addresses what?
(1) - ANS The "why" of planning: The planning done above the line gets at the client's
vision, values, hopes, dreams, aspirations, ideals, their conception of a better life in a better
U
world.
WHY
LA
------
HOW
According to the National Association of Estate Planners and Councils, what are the three "Cs"
of collaboration?
(1) - ANS Communication, Coordination, Cooperation
C
We communicate, coordinate, and cooperate across our disciplines to ensure that the client is
well served across the range of needs.
With respect to advisors conducting philanthropic conversations, which statement or statements
O
below is (are) true?
A. The field has evolved in a good direction over the last ten years, with advisors increasingly
D
committed to holding philanthropic conversations
B. Advisor/client disconnects are still prevalent
(1) - ANS Both are true.
The majority of advisors say they hold these conversations and consider it a professional
obligation. The majority say they initiative the conversations and ask good questions about
meaning, vision, and purpose. Clients, however, feel they initiate, and that advisors spend most
of their time on tools and techniques.
With respect to holding philanthropic conversations, according to a study by US Trust cited in
this course, which statement or statements below is (are) true?
,A. Advisors are holding these conversations more frequently now than five years ago.
B. Nearly all advisors consider it important to discuss giving with clients.
(1) - ANS Both statements are true.
What are the four types of planning teams?
(1) - ANS De Facto Team
Core Team
Intentional Team
Virtual Team
A
Which of these is a good characterization of "the virtual planning team"?
A. It generally consists of members of the core team, including the most trusted advisor, with
R
one or more additional specialists to address a special issue confronting the client.
B. It is generally created online, with limited or no face-to-face interaction.
(1) - ANS A. The virtual planning team includes specialists who meet with one or more core
team members to address particular issues.
U
With respect to giving trends, which statement or statements below is (are) true?
LA
I. High-income earners ($500,000 or more) are giving far more than a decade or so ago.
II. Ordinary givers (income less than $100,000) are giving significantly less than a decade ago.
(1) - ANS Both are true. Hence, in CAP, the emphasis is on "high-capacity donors," on
those who can and will do more for others.
What is the Trust Equation?
C
(1) - ANS Credibility, Reliability, and Intimacy divided, by Self-Orientation:
Note that Self-Orientation ("What is in it for me?") undermines whatever other strengths an
advisor might have.
O
C+R+I
-----------
Self-Orientation
D
=
Trust
The more the client feels like there's nothing in it for you, the better the relationship.
Which of these statements is (are) true of the "Core Team," as described by the Fithians?
A. The Core Team has access to tax, legal, and financial expertise, meets regularly with the
client, and shares information with each other.
, B. One or more members of the Core Team may meet with outside experts on specialized
issues, thereby forming a Virtual Team.
(1) - ANS Both are true
Which statement or statements below is (are) correct?
I. Total giving is about flat, adjusted for inflation
II. Giving today skews more and more to the wealthier donors
(1) - ANS Both
In a discernment-based process for a high-capacity client, how, generally, will the discernment
A
interview end?
A. Recommending products, tools, or gifts
R
B. Recommending an appropriate next step in the process
(1) - ANS B. Recommending an appropriate next step in the process
The client might not want a fundraiser/development director to have access to their financial
U
statements for all of these reasons, EXCEPT
A. The fundraiser has no particular need to know.
LA
B. The fundraiser is perceived to have only one objective: to get money for their charity.
C. The fundraiser is passionate about making the world better.
D. The fundraiser is perceived to have little to add from a technical perspective.
(1) - ANS The correct answer is C.
The fundraiser, no less than a salesperson, may be "typecast" as having a limited agenda. By
speaking up for philanthropic motivation and social impact, not just for their own charity, a
C
fundraiser may gain a respected seat at the table as an expert and as an advisor.
A discernment-based advisor will likely do the following:
O
A. Use open-ended questions, followed by probing, closed-ended questions
B. Confirm understanding before moving ahead
(1) - ANS The correct answer is BOTH.
D
This is a concise statement of a consultative process. Begin with open-ended questions to get
the client talking about issues of importance to them, then guide the process to a clear, shared
understanding by asking closed-ended, factual questions about what the client has said. Then,
when the picture comes clear, play it back, and ask the client or donor to confirm or correct the
shared understanding.
As an advisor moves up from a subject matter expert to a subject matter expert with knowledge
of an affiliated field, to a valuable resource, to a trusted advisor, what happens to the breadth of
the issues addressed and to the depth of the relationship?
GS839 - all quizzes And Answers Rated
R
100%!!!
U
LA
C
O
D
,Below-the-line planning addresses what?
(1) - ANS The how of the client's plan: Above the line is the why, below is the how. (First
goals, then strategies to accomplish them.)
A
WHY
------
HOW
R
Above-the-line planning addresses what?
(1) - ANS The "why" of planning: The planning done above the line gets at the client's
vision, values, hopes, dreams, aspirations, ideals, their conception of a better life in a better
U
world.
WHY
LA
------
HOW
According to the National Association of Estate Planners and Councils, what are the three "Cs"
of collaboration?
(1) - ANS Communication, Coordination, Cooperation
C
We communicate, coordinate, and cooperate across our disciplines to ensure that the client is
well served across the range of needs.
With respect to advisors conducting philanthropic conversations, which statement or statements
O
below is (are) true?
A. The field has evolved in a good direction over the last ten years, with advisors increasingly
D
committed to holding philanthropic conversations
B. Advisor/client disconnects are still prevalent
(1) - ANS Both are true.
The majority of advisors say they hold these conversations and consider it a professional
obligation. The majority say they initiative the conversations and ask good questions about
meaning, vision, and purpose. Clients, however, feel they initiate, and that advisors spend most
of their time on tools and techniques.
With respect to holding philanthropic conversations, according to a study by US Trust cited in
this course, which statement or statements below is (are) true?
,A. Advisors are holding these conversations more frequently now than five years ago.
B. Nearly all advisors consider it important to discuss giving with clients.
(1) - ANS Both statements are true.
What are the four types of planning teams?
(1) - ANS De Facto Team
Core Team
Intentional Team
Virtual Team
A
Which of these is a good characterization of "the virtual planning team"?
A. It generally consists of members of the core team, including the most trusted advisor, with
R
one or more additional specialists to address a special issue confronting the client.
B. It is generally created online, with limited or no face-to-face interaction.
(1) - ANS A. The virtual planning team includes specialists who meet with one or more core
team members to address particular issues.
U
With respect to giving trends, which statement or statements below is (are) true?
LA
I. High-income earners ($500,000 or more) are giving far more than a decade or so ago.
II. Ordinary givers (income less than $100,000) are giving significantly less than a decade ago.
(1) - ANS Both are true. Hence, in CAP, the emphasis is on "high-capacity donors," on
those who can and will do more for others.
What is the Trust Equation?
C
(1) - ANS Credibility, Reliability, and Intimacy divided, by Self-Orientation:
Note that Self-Orientation ("What is in it for me?") undermines whatever other strengths an
advisor might have.
O
C+R+I
-----------
Self-Orientation
D
=
Trust
The more the client feels like there's nothing in it for you, the better the relationship.
Which of these statements is (are) true of the "Core Team," as described by the Fithians?
A. The Core Team has access to tax, legal, and financial expertise, meets regularly with the
client, and shares information with each other.
, B. One or more members of the Core Team may meet with outside experts on specialized
issues, thereby forming a Virtual Team.
(1) - ANS Both are true
Which statement or statements below is (are) correct?
I. Total giving is about flat, adjusted for inflation
II. Giving today skews more and more to the wealthier donors
(1) - ANS Both
In a discernment-based process for a high-capacity client, how, generally, will the discernment
A
interview end?
A. Recommending products, tools, or gifts
R
B. Recommending an appropriate next step in the process
(1) - ANS B. Recommending an appropriate next step in the process
The client might not want a fundraiser/development director to have access to their financial
U
statements for all of these reasons, EXCEPT
A. The fundraiser has no particular need to know.
LA
B. The fundraiser is perceived to have only one objective: to get money for their charity.
C. The fundraiser is passionate about making the world better.
D. The fundraiser is perceived to have little to add from a technical perspective.
(1) - ANS The correct answer is C.
The fundraiser, no less than a salesperson, may be "typecast" as having a limited agenda. By
speaking up for philanthropic motivation and social impact, not just for their own charity, a
C
fundraiser may gain a respected seat at the table as an expert and as an advisor.
A discernment-based advisor will likely do the following:
O
A. Use open-ended questions, followed by probing, closed-ended questions
B. Confirm understanding before moving ahead
(1) - ANS The correct answer is BOTH.
D
This is a concise statement of a consultative process. Begin with open-ended questions to get
the client talking about issues of importance to them, then guide the process to a clear, shared
understanding by asking closed-ended, factual questions about what the client has said. Then,
when the picture comes clear, play it back, and ask the client or donor to confirm or correct the
shared understanding.
As an advisor moves up from a subject matter expert to a subject matter expert with knowledge
of an affiliated field, to a valuable resource, to a trusted advisor, what happens to the breadth of
the issues addressed and to the depth of the relationship?
