What’s the secret to forging relationships that span generations in capital raising?

 

Today, Angel sits down with Edmund Chien, a veteran of the financial services industry, to explore the art of relationship-driven capital raising. With over two decades of experience in private equity, wealth management, and financial mentoring, Edmund shares his journey from a cold caller to managing $70 million in client assets. He discusses the enduring value of relational approaches, the challenges of serving ultra-high-net-worth families, and how empathy and white-glove service distinguish the best advisors.

 

 

[00:01 - 04:19] From Cold Caller to Mentor

• Edmund’s career evolution: from cold calling to managing $70 million in assets
• The importance of mentorship in his transition to training advisors
• Leaving licensing restrictions to train globally

 

[04:20 - 08:34] Relational vs. Transactional Capital Raising

• Relationship-driven strategies foster loyalty and long-term growth
• The tortoise beats the hare through exponential growth principles
• White-glove service creates a deeper connection with clients

 

[08:35 - 12:57] The Power of Generational Relationships

• Relational models enable managing wealth across multiple generations
• Clients value genuine care over mere transactions
• Empathy is essential in building trust with ultra-high-net-worth families

 

[12:58 - 16:36] Why Empathy and Service Matter

• True white-glove service anticipates client needs
• Empathy sets elite advisors apart in today’s self-centered world
• Military values of service and sacrifice shaped Edmund’s approach

 

[16:37 - 20:48] High-Cost, High-Value Models for Success

• Ultra-high-net-worth clients prioritize time over money
• High-value service requires delivering efficiency and clarity
• Transitioning from transactional to relational models is essential for growth

 

 

Key Quotes:

 

“You can make a sale and earn a commission, or you can make a friend and earn a fortune.” - Edmund Chien

 

“True white-glove service starts with empathy—anticipating your client’s needs before they do.” - Edmund Chien

 

 

Connect with Edmund:

 

LinkedIn: https://www.linkedin.com/in/edmundchien/

 

 

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