To them, a CRT is just another plan, like an IRA or a deferred compensation plan. They are under pressure to sell. They are encouraged to join boards and affiliate with other centers of influence, and they almost always go after a charity's mailing list. It's a role he relishes, even though it may win him little applause. A lot of charities forget that it's the donor's money, and that the donor needs an income.
Someone needs to say that, front and center.
They must learn to recognize opportunities. Technical expertise will come only with time and experience. The key is for development officers to identify transactions that are about to occur, put their charity in the position of offering alternatives and solutions, and then guide the client to someone who can handle the technical side. That's why making friends with the right kind of financial professionals is of surpassing importance. It's in the offices of financial professionals that most of the action takes place.