Brian Nielson of Azimuth Legal Solutions reminds us that fundraising is about guiding. When fundraisers step up as philanthropic advisors and connect donors with the right professionals, magic happens. Bigger gifts. Smarter giving. Greater impact. It’s about shifting the role from solicitor to trusted guide, helping donors see what’s possible and giving them the confidence to act on it.

...

Brian is a seasoned estate and charitable planning professional with over 20 years’ experience guiding families, business owners and nonprofits through legacy planning and strategic giving. He is known for his ability to translate complex legal and financial concepts into clear, actionable plans that align with his clients’ values and long-term goals. His expertise includes trusts, tax-efficient giving, and estate administration.

Brian has been a speaker and educator at national conferences and professional gatherings on a wide range of topics, from life insurance and estate planning to data-driven development and digital assets. Brian has been married to Sara for 29 years and together they are raising 6 amazing children. The family enjoys being together outdoors especially when they are camping, hiking or fishing.

A lifelong learner with a tendency for collecting hobbies, Brian’s interests include creating community through cooking outdoors and for large groups. He enjoys the problem solving and artistic aspects of woodworking, leatherwork, & home repair. His love of the outdoors and enjoyment of firearms align in hunting. He is committed to the personal protections of the constitution and ensuring the preservation of our natural resources for generations to come.

For more information about Azimuth Legal Solutions, please visit:https://azimuthlegalsolutions.comFor more information about Pleiades NPA, please visit:https://www.pleiadesnpa.com/

Last time, we only dipped a toe in the water. We had Javier and Cassie Reyes on, and what unfolded was the beginning of a much bigger conversation—one that touches the messy, magical intersection of generosity and real estate.

You see, saying "yes" to a gift of property sounds like the right kind of generosity. But what if that gift ends up creating a financial nightmare for the organization receiving it?That’s why we invited Javier and Cassie back. Because due diligence is what separates a gift from a liability.

In today’s episode, we dig deeper. What should you really be checking into before accepting that property? What stories sit with the title company? What about seller disclosures as well as finding an accurate appraisal? What about insurance or the overall condition of the property? And how do you honor the donor’s intent without putting your organization at risk?Let’s explore the questions most people are too polite—or too busy—to ask.

Hidden Real Estate Gold or Huge Headache?Javier and Cassie Reyes crack open a truth we don’t talk about enough: Real estate has huge potential for transformative momentum for most nonprofit organizations. Hidden in every parcel of land is a story, a legacy, and yes, a powerful opportunity for giving. But, hidden gold can often turn into a huge headache without significant due diligence up front. Javier and Cassie are so much more than real estate agents. Specializing in probate and trust sales, this dynamic duo have encountered some fairly challenging transactions. With their guidance, they invite us into a meaningful conversation about how best to approach real estate gifs. Javier Reyes and Cassandra Reyes, based in Beverly Hills, CA, are a highly respected full-service Real Estate Team that specialize in marketing homes and finding the best properties for their clients in Los Angeles, Orange, Riverside, and Santa Barbara counties. With 39 years of combined experience in the industry and over 1300 homes sold, the Reyes Team has earned a solid reputation for delivering exceptional services that cater to the unique needs of each client. Their in-depth knowledge of the local real estate market, combined with their expertisein marketing and property research, makes them a sought-after choice for anyone looking to buy or sell a property in Southern California.If you're looking to sell your home in Los Angeles, Orange, Riverside, and Santa Barbara Counties. It is important to have a solid marketing strategy in place to ensure your property gets noticed by as many potential buyers as possible. To maximize your property's exposure and attract qualified buyers, it's crucial to work with an experienced real estate team that understands the local market and has a proven track record of success. By partnering with a knowledgeable team and leveraging the latest digital marketing techniques, you can showcase your property's unique features and advantages, generate interest from qualified buyers, and ultimately achieve a successful sale that meets your goals and expectations.

pleiadesnpa.com

reyesteamca.com

Today’s guest brings a rare and powerful dual perspective.

Liam Dunphy is the owner of a home care company that serves older adults with dignity and compassion—but before that, he was a seasoned planned giving officer helping donors leave meaningful legacies.In this episode, Liam and I dive into what fundraisers need to know about working with elderly donors—especially those who may be vulnerable, isolated, or navigating complex family dynamics.We talk about:

• Handling cognitive decline concerns
• Communicating clearly and respectfully with aging donors
• Ethical stewardship and donor protection
• Building trust without crossing lines

If you work with older donors—or plan to—you’ll want to hear what Liam has to say. Let’s get into it.For more information about Liam, please visit: https://assistinghands.com/For more information about Stillwater Capital Management, please visit: https://www.stillwatercapitalmgmt.com/For more information about Pleiades Nonprofit Advisors, please visit: https://pleiadesnpa.com

Legacy isn’t a stack of documents or a dollar amount. It’s a story—told through choices, values, and the people we trust to carry them forward.Tiffany knows this. She doesn’t just interpret tax codes or navigate estate plans. She translates complexity into clarity, aligning families, advisors, and nonprofits around what truly matters.She’s the connective tissue—linking financial strategy to personal purpose. For nonprofits, she unlocks deeper conversations with donors. For advisors, she brings cohesion to the planning table, ensuring the family’s vision stays front and center.Tiffany isn’t selling advice. She’s building alignment—around legacy, generosity, and impact.If your work touches lives—through philanthropy, planning, or purpose—this episode will reframe how you think about your role in someone’s bigger story. Because in the end, it’s not just about wealth. It’s about what we leave behind—and who helps shape it.For more information about Tiffany, please visit: https://giftplanninginstitute.com/ For more information about Stillwater Capital Management, please visit: https://www.stillwatercapitalmgmt.com/For more information about Pleiades Nonprofit Advisors, please visit: https://pleiadesnpa.com

Jay Harvill doesn’t just work in fundraising—he helps people imagine the impact they can have for generations. For over two decades, he’s served as a bridge between generous hearts and the transformational change they want to create. His leadership has turned planned giving from a quiet corner of development into a bold, strategic force.At Methodist Hospital Foundation in Arcadia, where Jay has led Gift & Estate Planning and Major Gifts since 2005, he’s helped redefine what's possible. Under his guidance, the team has exceeded campaign goals, multiplied planned giving revenue fivefold, and built a 15-year expectancy pipeline that mirrors current annual revenue—ensuring long-term sustainability for the hospital’s mission. But metrics only tell part of the story. Jay's real work is human—coaching staff, earning donor trust, and working shoulder-to-shoulder with financial advisors, attorneys, and community leaders to craft charitable plans that are as smart as they are generous.He’s the kind of leader who doesn’t shy away from complexity. Whether it’s stewarding gifts of commercial land or designing life income plans that align with a donor’s retirement vision, Jay brings clarity, strategy, and a deep respect for the values that drive giving.Before his time at Methodist, Jay led planned and major gift efforts at Braille Institute, where he built strong, personal connections with donors, and launched marketing strategies that helped grow awareness of philanthropic opportunities in bold new ways.And before philanthropy called, Jay cut his teeth in the corporate world—helping business clients navigate banking, wealth planning, and succession at Citigroup and Wells Fargo, and negotiating major corporate agreements at Hughes Aircraft. He even spent time on the front lines of higher ed outreach with Pepperdine’s business school, leading the region in student enrollments.Jay brings together a rare mix: strategic mind, relational heart, and a clear sense of why it all matters. He believes giving is not a transaction—it’s a legacy. And his career is proof that when you empower people with vision and generosity, extraordinary things happen.Our Sponsorswashingtontimes.comstillwatercapitalmgmt.compleiadesnpa.comFor Dr. Russell James' work, please visit: encouragegenerosity.com

Kevin Barry is an AVP at Mount Saint Mary's University and brings a fresh perspective towards relationship driven leadership and donor connectivity. Kevin is an exceptional fundraiser, storyteller, optimist, philanthropist and has recently become a doctoral candidate in leadership and innovation.

Our Sponsors

washingtontimes.com

stillwatercapitalmgmt.com

pleiadesnpa.com

Business, no matter what business you are in, is all about building relationships. That's what Kevin Barry does. He develops and leverages relationships to generate support for causes that he am passionate about. Over the past few years, Kevin's work has been focused on developing and executing fundraising initiatives and public relations campaigns on behalf of institutions of higher education.

Jill Rode has emerged as a rising star in the gift planning space. Within her five-year tenure at the Music Academy of the West, Jill has helped increase its endowment funded by legacy gifts by $20M.

Jill Rode, CFRE

Director of Philanthropy

Music Academy of the West

1070 Fairway Road

Santa Barbara, CA 93108Office/805-695-7911

[email protected]

About Jill: Jill Rode, CFRE, has built a 30+ year career in fundraising, inspired by her role as Philanthropy Chair of her college sorority (Alpha Phi). She has successfully raised millions of dollars for a range of nonprofits, including the Girl Scouts, the Santa Barbara Zoo, the American Red Cross, and the YMCA.

Since 2020, Jill has served as Director of Philanthropy for the Music Academy of the West, a renowned classical music conservatory and summer festival in Santa Barbara, California. She recently led a successful campaign that raised $16 million to support innovation and ensure the Academy's long-term sustainability. Beyond her role at the Music Academy, Jill is the principal of Fundraising360, where she provides valuable consulting services to smaller nonprofits, helping them optimize their development efforts.A dedicated advocate for community well-being, Jill has served on numerous professional and nonprofits boards, including AFP, SoCalCGP, Junior League, National Charity League, and the South Coast Railroad Museum. She has received prestigious awards for her volunteerism and fundraising expertise and continues to contribute her time to Planned Parenthood and the Dream Foundation while enjoying her hobbies, raising two college-aged children and spending quality time with her husband.

https://youtu.be/8o86bCYM3iE

Our Sponsorswashingtontimes.comstillwatercapitalmgmt.compleiadesnpa.com

Wayne Olson has been in the planned giving space for more than 20 years. He's seen a lot of change in the industry and has some of the essentials for anyone operating in the planned giving world.

Our Sponsors

washingtontimes.com

stillwatercapitalmgmt.com

pleiadesnpa.com

wayneolson.com

About Wayne:

Wayne Olson is an author, planned

He has served as the head of planned giving for the Shriners Children’s Hospital system as well as Intermountain Healthcare Foundation, two of the largest healthcare systems in the world.

He has served as a consultant to corporations and charities where he advised them on fundraising, sales, customer service and building stronger relationships with customers and constituents. He is a leading expert on planned giving and donor relations. An attorney with more than 25 years’ experience, he has worked with donors on hundreds

He is a sought-after trainer, consultant and speaker on motivation, customer service and leadership. In 2014 Fundraising Success Magazine honored him by awarding Wayne “The Most Inspirational Speaker of the Year.”

Wayne is the author of six books including: Fundraising for Nonprofit Board Members, which is available on Amazon and at Wayneolson.com. His other works include: The Disney Difference, How to Give a Great Speech or Presentation, Big Gifts, Small Effort, and Think Like a Donor. His newest book, Words of Encouragement, is now available.

Wayne has worked as a consultant or trainer for dozens of charities in Canada and the U.S. Hundreds of charities depend on Wayne to broaden and grow their fundraising. They use his writing in their websites, magazines, brochures and newsletters. He has been published in many periodicals including Planned Giving Today, Advancing Philanthropy, Nonprofit Times, 256 Magazine, and has twice been featured in the Chronicle of Philanthropy.

Wayne has spoken to AFP International Conferences, Mensa, NASA, AFP Congress Toronto, Space and Missile Defense, Synovus Bank, Leadership Huntsville, Rotary conferences, Nonprofit University, National Philanthropy Day and many more.

Wayne has served on the boards of three charitable organizations and volunteers for several more. Wayne earned

To contact Wayne:

Wayne Olson

[email protected]

wayneolson.com

(256) 924-9223 (cell)