Relational Capital is a WealthQuotient (mywealthq.com) podcast hosted by Brian Gonzales. Each episode features conversations with leaders and innovators across luxury, philanthropy, and financial services. Together, they explore what it really takes to gain access, build trust, and form meaningful relationships with the ultra-wealthy.
Visit the home of the Relational Capital podcast: mywealthq.com/relational-capital-podcast (http://mywealthq.com/relational-capital-podcast)
Why a CEO Whose Firm Advises on $70 Billion Asks “How Much Money Is Enough?” | Brian Shepler
What happens when the CEO of one of the nation's largest wealth management firms starts asking clients a question that challenges the assumption that accumulating more wealth is always better?
How much money is enough?
To open Season 2 of Relational Capital, Brian Gonzales sits down with Brian Shepler, President and CEO of Blue Trust, a firm serving more than 11,500 clients and advising on over $70 billion in assets. The two have known each other for nearly 20 years, and they recorded this conversation in Shepler's office outside Atlanta.
They explore what a healthy relationship with money actually looks like, why even extraordinarily wealthy families struggle to define enough, what creates lasting trust with clients, and how our understanding of success can change over the course of a career.
WHAT YOU'LL LEARN
- Why "how much is enough?" is an unpopular question in wealth management, and how Blue Trust helps clients draw a financial finish line
- The advice from his own advisor that changed how he thought about money and peace of mind
- Why widows often leave their family's advisor, and how Blue Trust keeps 96% of them
- The receptionist who became one of a firm's best referral sources
- Why the best introductions may be personal, not business
- The cab ride at Goldman Sachs that changed how he planned his life
WORK WITH WealthQuotient
WealthQuotient coaches sales and fundraising teams at the enterprise level, helping organizations build systematic access to ultra-wealthy clients and donors. WealthQuotient University is our e-learning platform for individuals.
WealthQuotient: https://wealthquotient.co (https://wealthquotient.co)
WealthQuotient University: https://wealthquotient.co/online-university (https://wealthquotient.co/online-university)
Get the book: https://www.amazon.com/dp/B08BF44KWM (https://www.amazon.com/dp/B08BF44KWM)
FOLLOW BRIAN
LinkedIn: https://www.linkedin.com/in/brianjgonzales/ (https://www.linkedin.com/in/brianjgonzales/)
Instagram: https://www.instagram.com/briangonzales___/ (https://www.instagram.com/briangonzales___/)
ABOUT THE GUEST
Blue Trust: https://bluetrust.com (https://bluetrust.com)
Subscribe to Relational Capital for conversations with leaders across luxury, financial services, and philanthropy about the art of access, trust, and influence with the ultra-wealthy.
7 Jul 2026
You'll Never Get a Meeting With 90% of Your Top Prospects | Rachel Moss, Leukaemia Foundation
A billionaire sits on the board of a prominent university. He's given
them millions. And he never picks up the phone when the fundraiser
calls. Not because he doesn't want to help. Because nobody has ever
called about anything other than the next check.
That story isn't unusual. It's the norm.
In this episode, Brian Gonzales, CEO of WealthQuotient, walks through
the inward-out prospecting framework the firm uses with clients across
luxury, financial services, and philanthropy. The premise: access
matters more than qualification. A lead from an introduction by an
existing client, donor, or center of influence closes at 400 times
the rate of any other source. Yet almost no organization has a real
process for making those conversations happen.
Brian is joined mid-episode by Rachel Moss, Philanthropy Manager at
the Leukemia Foundation in Australia, for three unfiltered case
studies from her work inside this methodology: the Excited Hub, the
Hunter Mindset, and the Nervous Hub.
This is the season one finale of Relational Capital. We'll be back
in September.
WHAT YOU'LL LEARN
- Why qualified prospects sit in CRMs for years without ever converting
- The two behaviors Brian has zero doubt would make anyone a top
performer: building transformational relationships with every
principal in your portfolio, and having intentional referral
conversations with each of them
- Why "who do you know?" is the worst referral question you can ask
- How to run referral conversations that actually generate introductions
- The onboarding, network mapping, and Be Bespoke framework WQ teaches its clients
CHAPTERS
00:00 Intro
00:31 Welcome and episode framing
03:12 The punchline: two behaviors of top performers
05:34 The referral gap exercise
07:53 Industries WQ works with
10:38 Outward-In vs Inward-Out
13:33 The 10% problem
16:12 Three reasons referral conversations don't happen
19:27 Case Study: The private jet OEM
23:01 Case Study: The $800M nonprofit prospect
26:19 Rachel Moss joins the conversation
33:36 The Excited Hub
38:52 The Hunter Mindset
43:40 The Nervous Hub
52:50 The full process flow
59:24 Why "who do you know?" is the wrong question
01:03:30 The framework is easy. Execution is hard.
01:05:02 Book a consultation and get the book
01:06:44 Wealth Quotient University
WORK WITH WealthQuotient
Book a consultation: https://www.mywealthq.com/ (https://www.mywealthq.com/)
Get the book: https://www.mywealthq.com/ (https://www.mywealthq.com/)
WealthQuotient University: https://www.mywealthq.com/bootcamp (https://www.mywealthq.com/bootcamp)
FOLLOW BRIAN
LinkedIn: https://www.linkedin.com/in/brianjgonzales/ (https://www.linkedin.com/in/brianjgonzales/)
Subscribe for more conversations with leaders in luxury, financial
services, and philanthropy on how they gain access, build trust, and
influence with the ultra-wealthy.
23 Jun 2026
The Secret to Building a $2B Movement | Justin "JC" Coghlan, Co-founder of Movember
A brand once offered Movember $30 million. Justin "JC" Coghlan turned it down.
On this episode of Relational Capital, Brian Gonzales sits down with JC Coghlan, a co-founder of @movembertv (https://studio.youtube.com/channel/UCuISjZcTmzLbBQ6OEAoUSqA)the four-friends-and-a-mustache idea that became the world's largest men's health movement and has raised more than $2 billion for prostate cancer, testicular cancer, and mental health. But the conversation is less about charity than about trust: how to earn it from billionaires, celebrities, and the genuinely powerful, the people who can spot a pitch instantly. JC breaks down why saying no protects the relationships that matter, how he reads a room in thirty seconds, and what actually earns trust when everyone else is selling.
In this episode:
– Why JC turned down $30 million, and what saying no protected
– How he decides who to trust in the first thirty seconds of meeting them
– The real genius of Movember, and why it was never about the mustache
– Why the ultra-wealthy can smell a pitch, and what earns their trust instead
– "What you say no to defines you," and how to use it
– His answer to what actually makes a life worth living
Chapters:
00:00 The Purpose of Impact
07:59 Movember: A Movement for Men's Health
16:14 Breaking the Stigma of Mental Health
23:58 Personal Reflections and Childhood Influences
30:08 The Genius of Movember's Approach
31:31 The Power of the Moustache: Starting Conversations
32:28 From Pub to Movement: The Birth of Movember
33:10 Grassroots Growth: The Early Days of Fundraising
34:04 Navigating Non-Profit Challenges: Tax and Structure
35:25 The Importance of Brand Alignment: Saying No to Big Offers
37:22 Building Authentic Partnerships: The Right Fit Matters
39:55 The Wisdom of Saying No: Defining Your Brand
42:24 Connecting with Brands: Solving Problems Together
44:06 Understanding Audience: The Key to Effective Partnerships
46:34 Earning Trust: Authenticity in High-Stakes Environments
51:10 The Real Reasons for Giving: Insights from the Wealthy
54:01 Collaboration Over Ego: Changing the World Together
57:06 Quality of Life: The Importance of Social Connections
01:00:25 Owning Your Time: The Privilege of Boredom
About the guest:
Justin "JC" Coghlan is a co-founder of Movember, which began in 2003 when four friends in Australia set out to bring back the mustache and start a conversation about men's health. Movember now funds research and programs across prostate cancer, testicular cancer, and mental health, including Ahead of the Game and the Distinguished Gentleman's Ride.
About the show:
Relational Capital is hosted by Brian Gonzales and produced by Wealth Quotient. Every episode unpacks how access, trust, and influence really work with the ultra-wealthy, told by the people who operate in those rooms.
Subscribe for new episodes: https://www.youtube.com/@RelationalCapitalPodcast (https://www.youtube.com/@RelationalCapitalPodcast)
Learn more about Movember: https://us.movember.com/ (https://us.movember.com/)
Wealth Quotient: https://www.mywealthq.com/ (https://www.mywealthq.com/)
#RelationalCapital #Movember #JustinCoghlan #MensHealth #Trust #Fundraising #Philanthropy #Leadership #Sales #WealthQuotient
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