In this episode, Brent sits down with Matt Bethea, Vice President for University Advancement at Sam Houston State University, whose path to fundraising started in an unexpected place: a Dallas metal band. Matt shares how dreams of becoming a fighter pilot and years on the road as a musician led him to sales—until a chance conversation at church introduced him to advancement work at the University of North Texas.

Matt reflects on why the move from sales to fundraising felt surprisingly natural, why advancement “cold calls” are never actually cold, and how his time at TCU shaped his belief that fundraising is noble, relationship-first work. He shares a powerful case study from TCU: the story of a fallen Marine and former student whose planned gift became both a scholarship and a named professorship in history that will impact generations of students.

Brent and Matt then dig into dean partnerships, building culture, portfolio strategy (“stop watering the weeds”), and the importance of disqualification. Matt also outlines his vision for integrated advancement, where alumni engagement starts before students even set foot on campus and continues through their entire careers, supported by data and AI.

It’s a conversation about purpose, people, momentum, and the work that truly matters.