In this episode of Relational Capital, host Brian Gonzales sits down with Brian Otis, Vice President for Advancement at the University of New Haven, to explore the art and discipline of building trust with ultra-high-net-worth individuals in the world of higher education fundraising.

Together, Brian and Brian dive into what it really takes to create meaningful, long-lasting donor relationships — from listening deeply to personal stories, to understanding motivations, to demonstrating accountability in every interaction. Otis shares how genuine interest, thoughtful follow-up, and the willingness to “solve problems for them” form the backbone of trust with wealthy alumni and non-alumni alike.

They unpack the nuances of donor engagement, the role of research and data, how to create memorable giving experiences, and why the small gestures often matter most. Otis also reflects on the tests, expectations, and opportunities that come with working closely with affluent individuals who value clarity, honesty, and authenticity.

Together, Brian and Brian discuss:

• Why trust is the foundation of every successful engagement
• How listening to someone’s story reveals the path to connection
• Why accountability is regularly tested by wealthy donors
• The power of handwritten notes, personalization, and thoughtful gestures
• How to approach “diamonds in the rough” and elevate fundraising programs
• Why adapting to each individual’s experience drives stronger relationships
• The role of research and documentation in creating exceptional giving experiences
• How to access non-alumni through network validation
• Why enjoying the process — the “hunt” — is essential to long-term success

Each week, Relational Capital explores how access, trust, and influence drive success at the highest levels — and how you can apply those same principles in your own work.

🎧 Watch or listen on Spotify, Apple Podcasts, and YouTube → @RelationalCapitalPodcast

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