In this episode, Brent welcomes Eric Holderness, Senior Vice President of Development at the Kansas State University Foundation, whose path into advancement began when he was a student-athlete learning to thrive under pressure. Eric shares how competitive drive, curiosity, and early mentoring shaped his approach to major gifts and leadership.

Eric walks through the building blocks of effective fundraising: qualification, listening, preparation, and being willing to “go there” when donors bring up money early. He breaks down how he coaches fundraisers to enter the conversation with clarity rather than fear, and why the best asks sound like: “What do you want to accomplish with your money, and how can I help you do that today?”

Brent and Eric dig into portfolio strategy, the myth of the “perfect” donor visit, how K-State trains frontline fundraisers to embrace objections, and why cultivating resilience matters just as much as cultivating prospects.

Eric also shares insights into K-State’s unique culture, his team’s national leadership in D-I advancement, and the importance of simplifying systems so fundraisers can focus on relationships—not bureaucracy.

It’s a candid, practical, energizing episode full of told-you-straight wisdom for anyone who’s ever felt nervous about making the ask.