Dan grew up in New Jersey, spent the first 13 years of his career in New York at BNY Mellon and Morgan Stanley in relationship and distribution roles, and made the pilgrimage to Dallas in 2017 — pre-COVID, before it was cool to go south. He joined Crow Holdings, the Dallas-based real estate investment and development firm founded by Trammell Crow, which today operates a development platform across multifamily and industrial sectors in 20 offices nationwide and an investment management business spanning industrial, multifamily, manufactured housing, self-storage, retail, and student housing.

Crow Holdings Capital started its partnership journey in the institutional world — foundations and endowments first, then pensions and sovereign wealth. Over the last six years, the trajectory of growth in private real estate has shifted decisively toward the individual wealth community, which is why Dan was hired to lead a dedicated wealth coverage effort. His team of four (going to five) is structured geographically rather than channelized, with deliberate diversity of backgrounds — RIA, wirehouse, and non-linear distribution paths — to create overlap with how RIAs, wirehouses, and private banks actually behave in a market.

Dan and Gui dug deep into the discipline of communication: starting every year with a written business plan, measuring weekly against benchmarks, and once a quarter looking back at the original plan. Communication up to leadership is succinct by design — pull data from Salesforce, summarize the position on each strategy, and engage the executive team only on genuinely strategic decisions. Dan emphasized the judgment of knowing when you need executive input.

The CRM is the backbone of the operation, and AI sits on top of it. Dan ranked the CRM as indispensable for activity tracking, goal measurement, meeting note memorialization, and populating pre-meeting briefs across the broader client engagement team. Gui shared Dakota's pro tip for using Claude to dictate call notes in the lobby immediately after a meeting — eliminating the typing friction that has historically been the biggest barrier to capturing IP. Both agreed that AI is only as good as the data going in, and that picking one source of truth and training the team on it is now a strategic business decision, not a data decision.

The conversation closed on leadership, trust, and culture. Dan's philosophy centers on understanding individual motivations, holding everyone accountable consistently, and trusting the team to do their jobs without micromanaging. In a difficult fundraising environment, maintaining team motivation comes from giving people the room to build durable, non-transactional relationships. Dan credited Crow Holdings' top-down culture as the reason he has never felt more like himself professionally — and the reason the team can apply institutional rigor to the wealth channel without losing the human element.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Dominica started full-time in the industry directly out of high school at Putnam Investments, working through her associate's, bachelor's, and master's degrees while building her career. After 5 years at Putnam, she spent 14 years at Fidelity, including a long stretch at Pyramis Global Advisors in Smithfield, Rhode Island, where she worked institutional marketing in lockstep with the distribution team. That alignment of marketing and sales, unusual in the industry, became the foundation for her current role at Breckinridge, where both functions sit under her leadership.

Breckinridge is a 30+ years old independent asset manager with roughly $55 billion in AUM (as of 3/31/26) and 89 employees across offices in Boston and San Diego. The firm specializes in investment-grade fixed income and equity income portfolios delivered through customized separately managed accounts. Despite its size, the firm operates with a deliberate boutique feel, and Dominica's 20-person distribution and marketing team is structured to reinforce that. She walks Gui through how the team is organized, two regions split east and west of the Mississippi, with specialized state-level coverage, plus dedicated private wealth, institutional, national accounts, and distribution strategy teams.

A key theme of the conversation is continuity of relationship. Breckinridge does not hand prospects off from sales to a separate relationship management team. The same person who brings the client in stays with them through quarterly updates and ongoing engagement, which Dominica believes drives better retention and cross-sell. That continuity is reinforced by a transparent scorecard that incentivizes business development, retention, execution, and collaboration, shared with the team in January so reps know exactly how they will be measured.

Dominica is candid about CRM implementation. Breckinridge uses Salesforce, and her advice to boutique managers considering a CRM rollout is simple: don't do it without a dedicated sales enablement or operations resource. The cost only pays off when someone is responsible for data discipline and reporting consistency. Gui shares how Dakota has integrated Slack, Salesforce, and Claude to make meeting note capture nearly frictionless, eliminating the most common source of CRM data decay.

The conversation closes on leadership. Dominica describes herself as leading with empathy while holding a high bar, direct when the team falls short, transparent about expectations, and clear that proactive communication is non-negotiable. Her advice to early-career salespeople is to trust their gut and communicate constantly, even in internal-facing roles. Looking ahead, she names focus as her biggest challenge: at 89 employees, the firm has to be disciplined about where it invests its time, talent, and resources, and the feedback loop from clients and prospects is what drives those decisions.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Infinity Capital Partners has been around since 2002, originally built as a hedge fund-of-funds platform serving RIAs, foundations, and endowments. Over time, the firm expanded into new verticals, always through the lens of finding niche, defensive opportunities for its clients. Commercial real estate entered the picture in 2018 with a focus on low-income housing, and by 2023, Ben's experienced CRE credit team joined to launch the firm's commercial lending platform.

The strategy centers on senior secured first lien loans against stabilized commercial properties,  primarily multifamily, but also retail, industrial, and self-storage. Ben is deliberate about what "stabilized" means: these are cash-flowing assets with operating history, not transitional or construction-era deals. Target returns sit in the mid-teens, with quarterly dividends paid to investors. As Ben puts it, CRE credit is a strategy where you can count on income from day one, no reliance on appreciation, no waiting on an exit.

Underwriting is where Infinity truly differentiates itself. The firm reviews a high volume of deals annually but approves fewer than 6% of them. Each loan passes through a multi-stage process,  from an internal green light memo to third-party property reports, sponsor analysis, and two separate credit committee reviews. Institutional asset managers, some overseeing tens of billions in CRE, sit on those committees, bringing a market perspective that sharpens every credit decision.

Portfolio construction is equally disciplined. The team enforces hard concentration limits by property type, geography, sponsorship, and tenant, reviewed weekly. No single deal gets approved in isolation; it's always evaluated against what's already in the portfolio. Loan parameters reinforce this conservative posture: loan sizes range from $10–$50 million, LTVs are held at 65–70%, and minimum debt yields and coverage ratios are required at entry to ensure meaningful equity cushion under stress.

The market backdrop has been a significant tailwind. Regulatory pressure has forced regional banks, historically the dominant lenders in this middle market space, to pull back sharply. Infinity has stepped into that void, with loan volume reaching approximately $8 billion in 2025, doubling from the prior year. With an estimated $940 billion in CRE maturities expected in 2026 and $2.5 trillion by end of 2027, the opportunity set shows no signs of slowing.

Looking ahead, Ben remains most convicted in multifamily, despite broader sector concerns. He draws a clear line between the troubled transitional loans driving headline delinquency numbers and the stabilized assets Infinity targets. A persistent housing shortage and affordability crisis, he argues, make rental demand a long-term structural story, one the firm is well-positioned to serve.

Disciplined, niche-focused, and deeply experienced, Infinity Capital Partners has built a CRE credit platform that prioritizes capital preservation without sacrificing returns, exactly what its institutional client base is looking for.

The conversation opens with Stephen's origin story growing up in a northern Ontario mining town, playing varsity hockey at Western, and starting his career at CB Richard Ellis as it was first entering Canada. He spent the 1990s working out distressed real estate and financial companies at RBC Capital Markets, an experience he credits as foundational to how Sterling underwrites and builds products today. He later ran the merchant bank at Brascan under Bruce Flatt, and led global investment real estate banking at Bank of Montreal before joining Sterling.

On sales, Stephen explains that distribution is Sterling's number-one priority. The firm's Canadian retail engine runs through FundServ the platform owned by the major Canadian banks and dealers which connects the firm to thousands of retail investors. Once approved, the platform allows an IA in Vancouver to invest a client on Friday after a Thursday request. But the efficiency of the back end only works if the front end is covered: Sterling's sales team is built around managing the IA and RIA channels, understanding each advisor's book and decision-making.

Communication inside the firm is high-touch and high-frequency, with twice-weekly calls at critical junctures. Stephen leans heavily on time-tested sales discipline tell them what you're going to do, do it, then tell them what you did combined with a modern tech stack including HubSpot, Asana, and a growing AI layer. He's candid that Sterling is "on the 5-yard line" with AI but treats it as a top-down priority, with senior executives leading the rollout themselves.

On leadership, Stephen credits founder David Kosoy, who at 60+ years in the business is still first in the office. He emphasizes buy-in by example, boots-on-the-ground decision-making, and picking up the phone which he argues has become a real leadership differentiator as email turns into a CYA tool. His marina infrastructure example captures it: only by being physically on site did the team realize they didn't have a development site with a marina, they had a marina with a development site.

His advice for young professionals: ask better questions and anticipate where the puck is going, not where it is. He closes on the biggest challenge facing the industry today the pace of regulatory and geopolitical change and his answer to it: grow or die. Constant improvement, reinvesting in people, and adapting the business, because the people are the business.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Mike's career began on the floor of the Chicago Mercantile Exchange, where he spent 12 years as an independent futures trader before transitioning into the investment management industry. His first sales role came at Claymore ETFs — one of the original ETF families, eventually acquired by Guggenheim and later Invesco — where his trading floor instincts translated directly into his commercial style. From there, Mike spent over a decade at U.S. Bank Global Fund Services, building out the business development function for ETF administrative and custodial services from the ground floor into a high-revenue operation. Sound Capital, the firm he co-founded with Claymore veteran Nick Dalmasso, was born from a shared entrepreneurial itch and a clear view of where the industry was heading.

Sound Capital operates two complementary businesses: a white label ETF advisory service, where the firm serves as the registered advisor for clients who want to launch funds without building their own infrastructure, and a solutions provider offering that supports asset managers before, during, and after launch. Unlike traditional consultants who parachute in with a plan and leave, Sound Capital positions itself as a long-term partner focused on helping clients both build and retain AUM.

A major theme of the conversation is the mechanics behind getting an ETF to market — and the parts that most first-time issuers underestimate. Revenue sharing with broker-dealer platforms is more complex and more negotiable than it appears, with fees ranging from flat access charges to AUM-based percentages to paid data packages. Market maker relationships are similarly misunderstood: firms like Jane Street and Citadel are not standing by as utilities for any issuer that arrives. They are selective partners who respond to seed capital, credible distribution plans, and meaningful trading relationships.

Mike and Gui also discuss the transparent versus non-transparent active ETF debate, where Mike is direct: the flows have settled the argument. Non-transparent structures have failed to gather meaningful organic assets, while transparent active ETFs have surged — and the front-running fears that once justified opacity are largely overstated for anyone outside of micro-cap strategies.

The conversation closes on two forward-looking topics. First, the dual share class structure — now approved for 30+ firms beyond Vanguard — which Mike sees as the long-term bridge that will unlock sticky mutual fund assets as intermediaries build switching infrastructure. Second, the challenge of building a young firm's credibility in a market that prizes institutional tenure. Mike is candid: individual experience only goes so far when prospects are evaluating the firm itself, and the answer is simply to deliver exceptional work, every day, one client at a time.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Paul's path into real estate began after college at the University of Richmond, where he started in brokerage at Newmark before moving to the investment and development side. He later pursued a forward-thinking thesis around flexible office space, acquiring boutique Class B office buildings and operating them under co-working brands, a strategy that was derailed by COVID-19. Rather than retreating, Paul pivoted and launched an investment bank focused on operationally complex, niche real estate strategies, including outdoor hospitality, sports infrastructure, and surf infrastructure. This work eventually merged with Thesis Driven, a real estate media company he co-founded with entrepreneur Brad Hargreaves, focused on innovation in the built world through a capital markets lens.

A central theme of the conversation is the untapped opportunity for investment managers to build audiences through content marketing. Paul and Gui agree that the investment management industry represents the largest white space in content marketing today, most firms hide behind corporate brands and compliance concerns rather than humanizing their story. Both point to Jon Gray of Blackstone and Andreessen Horowitz as rare examples of founder-led brands that have embraced media to build trust at scale. Paul notes that the psychology behind this is rooted in parasocial relationships, when someone sees your face and hears your voice consistently, their brain begins to feel like it knows you, which creates a powerful foundation for trust in capital raising.

Paul shares his own experience building a LinkedIn presence over the past year, emphasizing that the mental shift that got him started was reframing content creation from self-promotion to education. By sharing what he was seeing in the capital markets and emerging asset classes, he found an authentic voice that resonated with his audience. Gui echoes this, noting that the most engaging posts are never about funds or accolades, they're about real experiences, lessons learned, and genuine insight.

The episode closes with a discussion on AI and its implications for business. Paul introduces the concept of agentic AI, specifically his experience setting up an AI-powered capital markets analyst named "Sarah" using an open-source local infrastructure tool. Sarah reasons through tasks, builds databases, drafts email campaigns, and conducts research autonomously. Paul describes the experience as the most mind-blowing development he's seen since first using ChatGPT, underscoring the idea that AI agents are beginning to function like real employees.

When asked about his biggest challenge, Paul cites focus, the entrepreneurial temptation to chase every new AI-driven opportunity rather than staying disciplined on core priorities. It's a fitting note to end on: in a world of expanding possibility, clarity of purpose remains the competitive edge.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Michael begins by walking through his path from growing up outside Washington, D.C., to studying at the London School of Economics, where he first gained exposure to private markets by leading one of the world’s largest student-run hedge fund and private equity conferences. That early immersion led to roles at Goldman Sachs’ Principal Strategic Investments group, early-stage operating experience at Mosaic, and ultimately a formative stretch at iCapital, where he helped build distribution efforts pre-product, with a blank slate approach to the wealth channel.

That experience shaped his long-term thesis: private markets are becoming mainstream, and the infrastructure supporting them must evolve accordingly.

At Broadhaven Ventures, Michael invests across fintech, asset management, and market infrastructure businesses that sit between general partners (GPs) and limited partners (LPs). His focus centers on the “plumbing” of private markets, from pre-investment distribution to post-investment reporting and analytics, particularly as more capital flows in from the wealth channel.

The conversation then turns to Alt Goes Mainstream (AGM), Michael’s media platform designed to educate both private markets professionals and wealth managers about their growing intersection. His “north star” is clear: education drives allocation. As large asset managers increasingly prioritize private wealth distribution, they must rethink branding, marketing, and direct engagement. Meanwhile, wealth managers must better understand how private markets firms operate, structure products, and build long-term partnerships.

Gui and Michael explore the evolving role of brand in asset management. Distribution, they note, is expensive and operationally complex, but firms that invest in both boots-on-the-ground sales and aerial marketing support can “own the narrative.” In an environment where attention is fragmented and algorithms are controlled by third parties, direct communication, whether through podcasts, newsletters, or owned media studios, has become a strategic advantage.

Ultimately, the episode highlights a defining industry shift: distribution is no longer optional for firms seeking scale. As private markets expand into wealth, success will favor those who combine infrastructure, education, and authentic brand-building to meet in the middle.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

The conversation opens with Spencer’s journey from junior squash in New Haven to competing professionally on the global circuit, and ultimately to co-founding the NSL alongside his partners. After years of playing an individual sport that often felt isolating, Spencer saw a clear gap in professional squash: the absence of teams, local identity, and a product that resonated with American sports fans. The NSL was designed to answer a simple but powerful question he was asked repeatedly as a pro: “What team do you play for?”

BG Lemmon brings a complementary perspective, blending his background in competitive collegiate squash with his career in finance and private investing. As a co-owner of the Philadelphia Lightning, BG discusses how his involvement grew organically, from persistent interest as a fan to hands-on participation in league operations. His experience reinforces a central theme of the episode: early-stage organizations require everyone to wear multiple hats, regardless of title.

A key focus of the discussion is how the NSL has intentionally broken from traditional squash formats. With six-player rosters, three-on-three matches, timed periods, substitutions, and power plays, the league prioritizes pace, strategy, and fan engagement. The power play, in particular, introduces a risk-reward dynamic that encourages aggressive, creative shot-making, something rarely seen in traditional professional squash.

Looking ahead, Spencer outlines the league’s near-term and long-term vision: measured expansion into new U.S. markets, a more robust match calendar, and continued emphasis on high-quality live events. Both Spencer and BG stress the importance of disciplined growth, proving the product, building the right partnerships, and earning credibility before scaling too quickly.

The episode closes with a discussion of the partnership between the NSL and Dakota, grounded in shared values around relationships, community, and bringing people together through sport. At its core, the conversation highlights how team culture, on the court and in business, can transform an individual pursuit into something much bigger.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Adam begins by walking through his entrepreneurial origin story, from studying sport management in college to discovering entrepreneurship late in his academic career. That pivot led to his first startup, a college recruiting platform that worked with major global brands. Despite making early mistakes, Adam credits cold email as the single most important driver behind acquiring customers, raising capital, and ultimately exiting the business—experience that later became the foundation for his current company.

A major theme of the episode is how dramatically the cold email landscape has changed since the mid-2010s. Adam explains that tactics that once worked, such as sending high volumes of emails from a primary domain, are now actively harmful. Today, success starts with infrastructure: properly set up sending domains, inbox warming, and protecting domain reputation. Without that foundation, even strong copy and targeting won’t matter because emails won’t reach the inbox.

The discussion then shifts to measurement and optimization. Adam cautions against tracking open rates in cold email, noting both deliverability risks and unreliable data. Instead, he emphasizes reply rates as the most meaningful signal of success, since a reply confirms both inbox placement and message resonance. Sudden drops in reply rates, he explains, are often an early warning sign of deliverability issues.

Beyond tactics, the episode dives into the psychology of cold outreach. Adam and Gui agree that the biggest barrier to success isn’t technology, it’s mindset. Cold email doesn’t feed the ego and requires resilience in the face of rejection. Adam frames email as nothing more than a tool to connect party A with party B, arguing that professionals who can stomach direct feedback and rejection will consistently outperform those who avoid it.

The episode closes with actionable guidance on email construction, from concise, relevant subject lines to short, direct body copy that clearly states purpose, value, proof, and a call to action. The takeaway is clear: when paired with the right infrastructure and mindset, cold email remains one of the most scalable and reliable ways to build pipelines.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Pokora begins by tracing his career back to an unconventional starting point: working as a programmer analyst at Mellon Financial Services after attending the Community College of Allegheny County. That early technical role, he explains, trained him to think linearly, diagnose problems, and stay disciplined when things didn’t work the first time. Those habits—problem-solving, persistence, and accountability, became foundational as he transitioned into product specialist and sales roles within Mellon.

A pivotal chapter followed at SEI Investments, where Pokora gained broad exposure to how asset managers, consultants, and investment teams operate. His time at SEI provided a full view of the institutional ecosystem, from OCIO mandates to consulting dynamics, while reinforcing the importance of preparation and repetition in winning mandates. Despite success, Pokora recognized a gap in his experience: he wanted to work closer to firms actually managing capital.

That realization led him to Brandywine Asset Management and later to what he describes as a career-defining move, joining Paulson & Company in 2006, just ahead of the Global Financial Crisis. Fundraising during this period required more than performance figures; it demanded the ability to clearly explain complex strategies to consultants and allocators navigating fear, skepticism, and unfamiliar instruments. Pokora emphasizes that sales at this level is ultimately about education and translation, not persuasion.

Throughout the conversation, Pokora outlines a clear fundraising philosophy. First, knowledge is non-negotiable, knowing your product, understanding portfolio fit, and being fluent in competitors’ strategies. Second, there are no shortcuts. Even decades into his career, Pokora still prioritizes volume, preparation, and follow-through. Third, disciplined CRM usage is a competitive advantage, enabling better client engagement, internal reporting, and accountability.

Beyond tactics, Pokora highlights the less discussed but equally important role of energy and leadership. Investor relations professionals set the tone within an organization, particularly during challenging periods. Showing up prepared, optimistic, and transparent builds trust internally and externally.

The episode closes with practical advice on internal communication, executive interaction, and final presentations, reinforcing a recurring theme: success in fundraising is built through consistency, clarity, and doing the work, day after day, cycle after cycle.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

DaPore’s story begins with early exposure to sales and entrepreneurship out of necessity. Paying his own way through college, he convinced a car dealership to give him a trial selling cars over the summer, quickly outperforming expectations and earning enough to fund his education. That formative experience reinforced two core themes that would define his career: accountability and relationship-driven selling.

Following college, DaPore co-founded Benefitfocus, a healthcare software company that digitized employee benefits enrollment at a time when paper processes dominated. Starting as the firm’s first salesperson and eventually leading a 200-person sales organization, he helped scale the business from zero to $200 million in recurring revenue and through an IPO. The experience gave him firsthand exposure to scaling teams, building go-to-market engines, and operating through rapid growth.

DaPore later founded and served as CEO of PeopleMatter, a venture-backed SaaS company focused on talent management for hourly workers. While the company was ultimately successful, raising over $60 million in venture capital and exiting to a strategic buyer, the experience revealed critical shortcomings in traditional venture models. As a founder, DaPore observed that many investors were capital providers first and operational partners second, often lacking the infrastructure or incentives to meaningfully support execution.

Those lessons became the foundation for Roo Capital. DaPore built the firm around a three-part model—capital, talent, and growth, designed to actively support founders beyond the check. Roo integrates an in-house executive search business and a dedicated growth team that works directly with portfolio companies on hiring, go-to-market strategy, pricing, and systems. This structure allows Roo to participate deeply in value creation rather than relying on passive oversight.

A recurring theme in the conversation is DaPore’s emphasis on transparency and relationship-building, particularly with LPs. Roo replaces traditional static quarterly reports with interactive video-based portfolio updates, featuring founders directly and allowing real-time Q&A. This approach not only strengthens trust but also gives LPs a clearer understanding of how value is being created between annual meetings.

On the investment side, DaPore outlines Roo’s disciplined early-stage framework, centered on the “6 Ps”: People, Passion, Pain, Possibility, Priorities, and Product. The firm prioritizes founder quality and problem relevance, investing primarily at the pre-seed, seed, and early Series A stages across cybersecurity, healthcare, and vertical SaaS.

The episode closes with practical insights on fundraising as a sales process. DaPore emphasizes repetition, iteration, and feedback, using early LP meetings as pressure tests to refine messaging and sharpen differentiation. By treating fundraising like enterprise sales, Roo was able to exceed its first fund target and build momentum for future growth.

Overall, the conversation highlights how operator empathy, disciplined sales execution, and hands-on engagement can translate into a differentiated and durable investment platform.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Fentress begins by tracing his early life in the Washington, D.C. area, where he grew up surrounded by competition, entrepreneurship, and professional athletics. Exposure to business builders and elite performers at a young age instilled an appreciation for discipline, preparation, and accountability, themes that recur throughout his career. That competitive mindset was reinforced at Boston College, where he spent four years on the varsity sailing team, learning how consistent effort and teamwork translate into performance under pressure.

After college, Fentress entered the workforce through a direct sales role outside of financial services, gaining early, hands-on experience with prospecting, persistence, and client engagement. Recognizing the need for stronger technical and financial grounding, he later pursued an MBA at UNC’s Kenan-Flagler School of Business. Graduate school proved to be a critical inflection point, equipping him with the analytical tools and language necessary to operate effectively in institutional markets.

His entry into Wall Street came through opportunistic networking rather than a traditional recruiting path. A last-minute opening in Morgan Stanley’s summer analyst program provided the gateway into institutional finance, where he went on to build foundational skills in communication, risk-taking, and navigating complex organizations. Fentress describes the trading environment as a daily test of judgment and accountability, where feedback is immediate and credibility matters.

In the mid-2000s, Fentress transitioned into private credit, helping to build a platform at a time when the strategy was still relatively nascent. That experience, combined with living through the Global Financial Crisis, shaped his long-term perspective on risk. He emphasizes that credit investing is ultimately defined by losses avoided, not just returns generated, a lesson that continues to inform his approach today

Those lessons became central when Fentress co-founded ACRES Capital. He explains that the firm was built with a risk-first mindset, emphasizing discipline, downside analysis, and alignment across the platform. Rather than optimizing for short-term market conditions, ACRES was designed to endure volatility and perform across cycles.

Throughout the episode, Fentress also highlights the importance of staying close to clients and assets. Being on the road, meeting investors, and seeing markets firsthand is not just relationship-building, it’s a critical learning tool. For him, real insight comes from continuous exposure to people, properties, and conditions on the ground.

The conversation ultimately underscores a consistent message: durable success in investing and sales comes from preparation, humility, and respect for risk. Cycles change, markets evolve, but discipline and curiosity remain enduring advantages.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Willer begins by reflecting on his early background growing up in Maine with no direct exposure to investment management. His interest in financial markets was sparked by curiosity rather than formal guidance, eventually leading him to Bryant University, where a trading simulation room cemented his desire to enter the industry. He launched his career at Fidelity Investments on the inside sales desk, gaining foundational training during the Global Financial Crisis. This period proved formative, teaching him how to navigate difficult market environments, client uncertainty, and the importance of preparation and resilience.

After several years at Fidelity, Willer sought a path that allowed him to move into the field without leaving New England. Following a stint in recordkeeping sales, he joined Federated Hermes in 2013, entering the institutional business during a period of growth. Over time, he progressed into a leadership role overseeing an eight-person institutional sales team across North America, while working closely with the firm’s liquidity, treasury, and consulting relations groups.

A central theme of the conversation is culture and communication. Willer emphasizes that Federated Hermes’ culture is built on trust, transparency, and long-term tenure, supported by a relatively flat organizational structure. He believes leaders must stay deeply connected to their teams, noting that sales leadership cannot be effective from a distance. His communication model blends structure and consistency—biweekly team meetings, monthly one-on-ones, and formal quarterly reviews—with constant daily interaction to stay close to opportunities, challenges, and client conversations.

Willer also highlights the importance of tapping into collective intelligence. He encourages open sharing across the team, allowing reps to learn from one another’s positioning strategies, client objections, and successful approaches. By deliberately creating forums where ideas and insights are exchanged, he helps eliminate silos and raise the performance of the entire group. This philosophy extends beyond sales to cross-functional collaboration with product, marketing, and RFP teams.

The discussion also covers the role of CRM systems, particularly Salesforce, as a core business tool rather than an administrative burden. Willer stresses the importance of data quality, capturing meetings early, and documenting detailed notes to support long institutional sales cycles. A well-maintained CRM enables better internal coordination, more relevant client outreach, and improved prioritization across teams.

When asked about leadership philosophy, Willer describes his approach as trust-based and intentional. He prioritizes kindness, thoughtful communication, and honest feedback delivered in the right setting. For young professionals entering the industry, his advice centers on building relationships early and focusing on controllable factors such as preparation, process, and continuous learning. He concludes by noting that time management is his greatest challenge as a leader, and that prioritizing what best serves clients and the team is the framework he uses to stay focused and effective.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tower shares his background growing up as the youngest of eight children in New Jersey, an experience that helped him develop strong interpersonal communication skills. After initially exploring a career in radio while studying at Boston College, he pivoted to finance after a pivotal career fair encounter led to an internship at Orbitex. This early exposure to asset management sales shaped his view of the business as deeply relational rather than purely transactional.

Throughout his career, from retail wholesaling to institutional alternatives, Tower has maintained a wholesaler’s mentality, centered on volume, persistence, and regular in-person meetings. He stresses that while the sales process has evolved, particularly in the post-COVID world, the fundamentals remain the same: show up, follow through, and build trust over time. Tower describes structuring his travel plans like a “milk route,” ensuring consistent visibility with clients, which builds credibility even when meetings aren’t immediately productive.

At Asset Management One, Tower leads a small business development team but operates within a global firm backed by Mizuho Bank and Dai-Ichi Life. He explains how even with a lean U.S. team, global coordination is key, and everyone, from operations to compliance, is considered part of the broader sales function. Internal communication is facilitated through Microsoft Teams, allowing seamless collaboration across time zones and remote work environments.

Tower emphasizes the critical role of technology, particularly CRMs, in organizing and scaling a salesperson’s efforts. He’s a strong advocate for Salesforce, especially when integrated with tools like Dakota Marketplace, which he credits for increasing efficiency and effectiveness in prospecting and follow-ups. He believes that proper CRM usage not only supports personal productivity but also improves firm-wide communication and accountability.

Leadership-wise, Tower positions himself as a “player-coach,” actively supporting his team without micromanaging. He highlights the importance of empathy, advocacy, and leading by example, whether through hands-on involvement in RFPs or making time for late-night coordination with global colleagues.

For aspiring sales professionals, Tower’s advice is simple but powerful: be present, be authentic, and be helpful. He encourages young professionals to prioritize face-to-face engagement, attend conferences, and resist the temptation to overly rely on digital outreach. In an era where emails and automation dominate, Tower argues that true relationship-building still requires showing up and offering genuine value.

Overall, this episode delivers valuable insights into what it takes to build and maintain a successful institutional sales career in asset management. Tower’s experience-driven wisdom and grounded leadership philosophy offer lessons not just for sales professionals, but for anyone navigating a relationship-intensive industry.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Karl begins by tracing his unconventional career path, from aspiring journalist to accomplished sales leader. His communication skills and passion for storytelling laid the foundation for a career that spanned roles at Angel Oak Capital, Cambiar Investors, and AIM/INVESCO. These experiences culminated in the co-founding of Sarmaya Partners, where Karl saw the opportunity to build a firm aligned with his vision and values.

The conversation dives deep into Sarmaya’s unique investment strategy, which centers around a thematic belief in a new commodity super cycle. Rather than chase overcrowded markets, Karl and his partner Wasif identified a return to tangible assets like gold, silver, and copper as the next long-term trend. After initially structuring the firm as an LP, they pivoted to launching an actively managed ETF in January 2024 to better serve a broader investor base.

Karl shares Sarmaya’s go-to-market strategy and how they’ve grown from two founders to a six-person team, carefully hiring seasoned professionals with deep industry relationships. He emphasizes the power of focus, targeting RIAs, family offices, and mid-sized broker-dealers—segments often overlooked by larger firms but open to differentiated strategies. A major theme throughout is the importance of relationships over transactions, and Karl’s approach is deeply rooted in decades of trust and credibility built across the industry.

Sales process and infrastructure also play a key role in the discussion. Karl highlights the importance of having a clean, well-maintained CRM as the central nervous system of the firm’s sales efforts. Partnering with Dakota has helped Sarmaya stay agile and organized in an environment where client rosters and firm dynamics are constantly shifting.

The episode also explores Karl’s leadership style, which blends high accountability with trust and autonomy. He believes in empowering experienced salespeople to execute without micromanagement, while maintaining clarity through communication and shared goals. His mantra—"take the bit out of the mouth and let them run"—underscores his belief in hiring the right people and giving them room to perform.

As the episode closes, Karl speaks candidly about the biggest challenge facing Sarmaya: growing assets under management. Yet his energy is unwavering. With a strong product, clear strategy, and relentless optimism, Karl’s approach to sales and leadership provides an inspiring blueprint for anyone building a firm from the ground up. This episode is a masterclass in execution, resilience, and the long game of relationship-driven sales.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

One of the central themes Ryan discusses is Swan’s strategic decision to operate without channel segmentation. With just four wholesalers covering the entire country and all advisor channels, this approach enables the team to pursue every opportunity without the friction of internal handoffs. It also empowers salespeople to build relationships fluidly, regardless of territory or advisor type.

Another highlight of the conversation is the team’s relentless focus on email strategy and personalization. Ryan explains how seemingly simple changes, like testing subject lines or inserting personal references, have driven a dramatic increase in meeting conversions. He emphasizes that, in an industry where performance can fluctuate, consistent access to meetings and thoughtful storytelling is what truly moves the needle.

Ryan also offers insight into Swan’s open, feedback-driven communication culture. Weekly calls with firm leadership, including the Swan brothers, ensure alignment between what clients are saying and how the firm positions its strategy. This connection helps inform both marketing and product direction.

The discussion dives into Swan’s use of HubSpot CRM, where Ryan stresses the importance of clean data and tracking pipeline with intention. From updates on advisor movements to segmented drip campaigns, the CRM is central to their disciplined sales process.

Leadership-wise, Ryan balances autonomy with accessibility, encouraging his team to own their territories while remaining unafraid to ask for help. He stresses the importance of transparency, especially when setting expectations with advisors around Swan’s options strategy, a product that demands both clarity and consistency to be fully understood.

For those new to the field, Ryan advises shadowing experienced professionals, actively networking, and approaching every interaction with authenticity. He closes by reflecting on the importance of standing out in a crowded investment space through honesty, conviction, and a commitment to delivering long-term value.

This episode is packed with practical sales wisdom and strategic insight for professionals looking to elevate their fundraising and relationship management skills.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

#PrivateCredit #RealEstateCredit #PrivateMarkets #AlternativeInvestments #CommercialRealEstate #CRELending #RealEstateDebt #CreditFunds #InstitutionalInvesting #InvestmentManagement #DakotaResearch

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Manish, a self-described quant and lifelong Potomac team member, shares his journey from programming mechanical trading systems straight out of college to now leading a fast-growing, multi-siloed investment business. At the heart of Potomac’s identity is a fierce commitment to risk management—reflected in their trademarked tagline, Built to Conquer Risk—and a bold content strategy that sets them apart in a traditionally conservative industry.

The episode explores how Potomac adopted the Entrepreneurial Operating System (EOS) to improve communication, accountability, and execution across all departments. Manish explains how EOS meetings, scorecards, and cross-functional transparency have fundamentally changed how the firm operates and drives growth. This operational discipline is mirrored in their use of CRM—specifically HubSpot—not just as a contact database, but as the central nervous system of their sales and marketing efforts. “If it’s not in the CRM, it doesn’t exist,” Manish says, underscoring the importance of tracking and acting on every client interaction.

But what truly sets this conversation apart is the deep dive into Potomac’s content engine. From producing as many as seven pieces of content a week to launching creative projects like “Industry Gossip” and a Seinfeld-inspired series featuring advisors in classic cars, Manish and his team have taken an unconventional, personality-driven approach to branding. He’s unapologetic about avoiding product talk in content, emphasizing that building trust and brand recognition always comes before the sales pitch.

Manish also reflects on leadership—how becoming a father shifted his perspective, and how he’s learning to blend hard-charging expectations with empathy and kindness. He opens up about the challenges of scaling people and culture alongside business growth and offers pointed advice for young professionals entering the industry: stay curious, stay visible, and never underestimate the power of showing up.

Whether you’re a CEO, a sales leader, or a content creator in the investment space, this episode is a masterclass in modern firm building. Manish’s blend of operational rigor, creative risk-taking, and cultural intentionality offers a fresh, actionable blueprint for success in a rapidly changing industry.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

The conversation begins with Neda’s origin story—growing up in Connecticut in a multicultural family, studying operations research at Cornell, and entering finance through roles at GE and HSBC. She later joined Kimmeridge in its early stages, where she initially handled everything from accounting to IT. Over time, she found her niche in investor relations, eventually becoming a strategic leader within the firm. Her early exposure to both technical and financial disciplines laid the foundation for her ability to engage deeply with complex investments and communicate them effectively to investors.

Neda discusses the philosophy behind Kimmeridge’s investment strategy, which emphasizes a technical, data-driven approach to energy investing. With $6 billion in assets under management, the firm is diversified across upstream energy, public activism, and energy transition strategies—including Chestnut Carbon, a nature-based carbon removal business that Neda helped incubate. Her involvement in underwriting and scaling portfolio companies gives her credibility and fluency in investor discussions, enabling her to build trust through substance and insight.

A recurring theme in the episode is the importance of communication—both internal and external. Neda shares how she structured Kimmeridge’s investor relations team by client type, tailoring outreach to the specific needs of pensions, sovereign wealth funds, family offices, and other investor categories. She emphasizes the value of storytelling in simplifying complex investment theses without losing nuance, noting that connecting authentically with investors is more effective than giving polished lectures.

Internally, she highlights the importance of clear, consistent communication across teams, especially in a scaling organization. Tools like Salesforce and Tableau have been game-changers, helping the firm track engagement, manage investor relationships, and build institutional memory. Neda candidly acknowledges that implementing CRM systems is a “new muscle” for many teams but argues it's essential for scaling with discipline and visibility.

On leadership, Neda speaks about transitioning from an individual contributor to a team leader, emphasizing authenticity, resilience, and high standards. She believes great fundraisers and investors need to understand each other’s roles deeply, and encourages more real-time exposure for investment professionals to investor feedback.

The episode closes with reflections on company culture, growth challenges, and advice for young professionals entering the industry. Neda encourages newcomers to be curious, take risks, and build relationships across their organizations. Her parting wisdom—“don’t hide at your desk”—captures the spirit of her approach: proactive, relational, and grounded in continuous learning.

Overall, the episode is a rich look at what it takes to build and lead a high-performing investor relations function, with practical insights on scaling, communication, leadership, and strategy.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Chase outlines Harbor’s investment philosophy, focusing on sourcing and partnering with specialized boutique/institutional managers to deliver compelling strategies through vehicles like ETFs and CITs. With a strong belief in the future of active ETFs, he discusses Harbor’s growth in this space, noting the firm's ETF assets have doubled in just nine months, signaling a major shift in investor preferences.

The discussion also dives into Harbor’s sales team structure, which includes 40 team members split between senior external professionals and internal staff. Chase highlights Harbor’s team-based, non-commission compensation model that fosters collaboration and shared success, as well as the firm’s commitment to constant communication and alignment through weekly meetings and bi-annual in-person strategy sessions.

Chase also talks about the importance of CRM systems, particularly Salesforce, as a critical tool in capturing and leveraging client interactions for sales intelligence. He advocates for simplifying the CRM experience to increase adoption and maximize value.

On leadership, Chase shares how he brings authenticity to his role, drawing inspiration from his brother’s military leadership experience. He sees his primary role as providing resources, eliminating obstacles, and supporting his team’s success rather than directing their every move. His advice to young sales professionals emphasizes continuous learning, passion, authenticity, and leveraging team strengths.

The episode wraps with a discussion on prioritization and the importance of focusing on what truly matters. Chase uses the Eisenhower Matrix to manage tasks effectively and encourages leaders to carve out time for important but not urgent initiatives that drive long-term impact. Throughout the episode, Chase offers a practical, thoughtful, and team-oriented perspective on sales leadership in today’s evolving financial landscape.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

The episode highlights why authenticity and personalization win over automation in today’s fundraising environment. Gui and Dan share how to craft thoughtful, human emails that cut through the noise, structure a consistent meeting cadence across top RIA markets, and use quarterly webinars as an effective brand-building engine.

Listeners will learn how to gamify their outreach schedule, avoid common fundraising myths, and treat cold outreach as a long-term relationship-building strategy. The conversation reinforces that success in fundraising isn’t about big budgets—it’s about discipline, consistency, and genuine connection.

Whether you’re launching your first fund or scaling your third, this episode provides a clear, actionable framework for mastering the art of outreach and building lasting relationships with investors.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

The episode centers around the critical importance of differentiation in the investment business, especially for fundraisers and marketers constantly facing competition. Levy explains that being “better” than competitors often leads to vague or forgettable comparisons, whereas being “different” creates a unique category—a “category of one”—that sets a brand apart.

Levy shares techniques for uncovering differentiation, such as listing all industry assumptions and flipping them to find unconventional approaches. He illustrates this with the story of Schlitz Beer, which became a top brand after advertising its “ordinary” brewing process that, while standard in the industry, was unknown and impressive to the public. This story underscores Levy’s point that what’s obvious to insiders may be extraordinary to outsiders.

Costin and Levy agree that every investment strategy has a story, even if the portfolio managers don’t immediately see it. They discuss how identifying moments of surprise, change, or passion can reveal a firm’s uniqueness. A practical tip from Costin involves asking fund managers, “What gets you out of bed in the morning?” to uncover authentic motivation and inspiration behind a strategy.

Levy stresses that in fundraising, where clients must sell strategies internally, numbers alone won’t stick—memorable stories will. The goal is to tell a story so compelling that someone can repeat it to others and sound insightful. Storytelling becomes essential not only in marketing materials but also in meetings, pitches, and quarterly updates. These stories should reflect how the firm thinks, why decisions are made, and how anomalies or blips lead to insights and improvements.

The conversation concludes with a strong message: in a crowded, noisy, and data-heavy investment world, your differentiation is your brand. To stand out, you must communicate how you think, not just what you do, through stories that show how your approach uniquely benefits clients.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Afzal opens by detailing his professional journey, including his early experience in AI and technology, management consulting, finance, wealth and investment management, which provided him with a solid foundation in portfolio strategy, risk management, and investor relations. He emphasizes that a deep understanding of client needs, coupled with the ability to anticipate technology, industry and market shifts, has been crucial in shaping his approach to building a successful investment firm.

A central theme of the episode is relationship-driven fundraising. Afzal highlights the importance of developing trust with investors, particularly family offices, high-net-worth individuals, and institutional clients. He discusses how Quartus approaches each relationship with tailored communication, transparency, and a consultative mindset, ensuring investors understand both the strategy and the risk-reward profile of the firm’s offerings. According to Afzal, building a strong, long-term network of investors is just as critical as generating strong returns.

Afzal also delves into team building and leadership philosophy. He underscores the importance of hiring talented, disciplined individuals who align with the firm’s culture and values. By fostering collaboration, mentorship, and accountability, Quartus has been able to scale operations while maintaining high standards of client service. Afzal emphasizes that leadership in venture capital is not just about directing strategy but about empowering teams to take ownership of their work.

The episode explores Quartus’ investment approach, focusing on growth-stage venture capital deals and value creation strategies that involve both operational improvement and strategic guidance. Afzal explains how the firm identifies opportunities, performs rigorous due diligence, and works closely with management teams to unlock growth potential.

Finally, Afzal offers guidance for young professionals entering the investment space: prioritize relationship-building, continuous learning, and operational discipline. He emphasizes that persistence, preparation, and a strong ethical foundation are key to long-term success in fundraising and venture capital.

This episode provides actionable insights into capital raising, investor relations, and leadership in venture capital, making it a valuable listen for fundraisers, portfolio managers, and emerging investment professionals.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Alisa began her career in financial services at TD Ameritrade, eventually becoming one of the top five financial advisors company-wide within two quarters—despite no formal advisory background. Her early success, especially as a young woman in a male-dominated field, inspired her to mentor peers. She went on to establish TD Ameritrade’s first women’s networking group and moved into training roles, where she coached financial advisors across the country. Her division later became the top-performing in the company.

After over a decade at TD Ameritrade, including institutional sales and product development, Alisa transitioned to entrepreneurship. She co-founded Prairie Hill Holdings in 2021 with business partner Matt, whom she met while exploring business acquisition opportunities. Prairie Hill is an open-end fund that invests in triple-net lease properties with high-quality, e-commerce-resistant tenants in sectors such as education, medical, industrial, and grocery. The fund is designed to offer institutional investors a stable, bond-like return profile with equity-level upside, addressing a common gap in traditional portfolios.

Alisa emphasizes the importance of playing to your strengths rather than overinvesting in fixing weaknesses—a lesson she learned through the growing pains of entrepreneurship. She also highlights the significance of building a strong, complementary team to scale a business effectively.

The discussion also touches on Alisa’s embrace of AI tools and large language models to increase operational efficiency. Prairie Hill uses AI-powered CRM and meeting software to support investor communications, follow-ups, and internal coordination.

For young professionals entering financial services or sales, Alisa’s advice is clear: reach out to your network, stay curious, be authentic, and focus on being reliable. Reliability builds trust—and trust is the currency of leadership, teamwork, and successful sales.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Industrials are being re-rated from cyclical to structural, driven by three major forces: reshoring and supply chain resilience, defense and aerospace spending, and infrastructure modernization. We explore how these trends are impacting valuations, with strategics paying 14×+ EBITDA for scale platforms, while private equity pivots to carve-outs, niche roll-ups, and automation-driven value creation.

We also spotlight high-growth subsectors like datacenter HVAC, robotics, and sustainable materials—areas attracting both corporate and sponsor capital at premium multiples. Plus, hear how the IPO window is reopening for defense-aligned platforms and what that means for exits.

If you're focused on industrial investing, private equity strategy, or corporate M&A, this episode is your briefing on where the capital—and opportunity—is headed.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

#Industrials2025 #MergersAndAcquisitions #PrivateEquity #StrategicBuyers #Reshoring #DefenseTech #InfrastructureInvestment #Automation #IndustrialDeals #DakotaResearchPodcast #AdvancedManufacturing #AerospaceInvesting #SupplyChainStrategy #DatacenterGrowth #BuildingMaterialsBoom #IPO2025 #IndustrialM&A

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

At Seafarer, Daniel emphasizes the firm’s commitment to long-term alignment with investors, particularly institutions such as Multi-Family Offices, Large RIAs, Endowments, and Retirement Consultants. He explains how the firm maintains high-touch relationships, providing detailed reporting, market insights, and ongoing communication to ensure investors are informed and confident in the firm’s strategies. Daniel notes that trust and credibility are central to capital formation, and building those relationships requires consistency, responsiveness, and integrity.

A major theme of the episode is how Daniel communicates about Seafarer’s efforts to differentiate itself in a competitive market. The firm’s team combines deep technical expertise in emerging market equities with a disciplined, research-driven process to identify mispricings and relative value opportunities globally. Daniel explains that this combination – what Seafarer would describe as its disciplined active management approach - embody Seafarer’s aim to deliver consistent, risk-adjusted returns while providing investors with a clearly articulated investment philosophy.

Daniel also shares insights into the firm’s culture and leadership. He stresses the importance of hiring talented, curious, and disciplined professionals, fostering an environment where team members can challenge assumptions and contribute to decision-making. This collaborative approach enables Seafarer to operate nimbly while maintaining rigorous investment standards.

Finally, Daniel offers guidance for young professionals entering the investment world: focus on mastering the fundamentals, develop a global perspective, and prioritize building trust and credibility in every interaction. This episode provides actionable insights for fundraisers, portfolio managers, and investors seeking to navigate the complexities of global investing with discipline and integrity.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

#CommercialRealEstate #CRECredit #PrivateCredit #ArrowMark #RealEstateInvesting #RealAssets #StructuredCredit #MiddleMarketLending #PrivateMarkets #BridgeLending #RealEstateDebt #AlternativeInvestments #CRELoans #DakotaResearchInterview

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Michael recounts his career path, starting with a desire to pursue corporate law, but transitioning into the investment world after realizing that law wasn't the right fit for his long-term career. He began his career in institutional investments, gaining valuable experience managing multi-billion-dollar portfolios for pensions and fund-of-funds. His time at firms like OMERS and PGGM laid the groundwork for his entrepreneurial venture into the tech-enabled private market space.

Rondeivu, founded in 2021, was built to address the inefficiencies Michael experienced as an investor at OMERS. These inefficiencies included duplicative efforts, disparate data, and lack of centralized systems for managing private market deals. Michael and his co-founder set out to create a platform that would streamline the deal process, making it more efficient for both investors and managers. The platform includes automated tools for sourcing deals, conducting due diligence, and managing transactions, with a focus on real-time updates and seamless workflows.

Michael discusses Rondeivu’s initial success, including its ability to secure $371 billion in investor mandates, representing discretionary private market capital from sovereign wealth funds, pension funds, insurance companies, and family offices. He also shares how the firm has been able to close deals with large institutional players, and his approach to business development and building a client base. The platform’s ability to help investors leverage technology to save time and improve decision-making is a central part of its value proposition.

Rondeivu’s value proposition, according to Michael, is its ability to provide a quicker “yes or no” for investors, cutting down on the time spent analyzing opportunities and giving them the tools they need to make faster, more informed decisions. He describes how their algorithmic matching and deal sourcing capabilities help reduce inefficiencies and create a seamless experience for institutional investors.

In the episode, Michael also shares his leadership style and the challenges of scaling a fintech startup. He emphasizes resilience, the importance of learning from mistakes, and staying focused on building the business. Michael’s advice for young professionals is clear: embrace the challenges, keep learning, and stay patient.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

#GPFinancing #NAVLoans #PrivateEquity #ORIX #ContinuationVehicles #MiddleMarketPE #GPStakes #PrivateCapital #DirectLending #AlternativeInvestments #PrivateMarkets #DakotaResearchInterview #FundFinance #StructuredCredit #RealAssets

Michael recounts his career path, starting with a desire to pursue corporate law, but transitioning into the investment world after realizing that law wasn't the right fit for his long-term career. He began his career in institutional investments, gaining valuable experience managing multi-billion-dollar portfolios for pensions and fund-of-funds. His time at firms like OMERS and PGGM laid the groundwork for his entrepreneurial venture into the tech-enabled private market space.

Rondeivu, founded in 2021, was built to address the inefficiencies Michael experienced as an investor at OMERS. These inefficiencies included duplicative efforts, disparate data, and lack of centralized systems for managing private market deals. Michael and his co-founder set out to create a platform that would streamline the deal process, making it more efficient for both investors and managers. The platform includes automated tools for sourcing deals, conducting due diligence, and managing transactions, with a focus on real-time updates and seamless workflows.

Michael discusses Rondeivu’s initial success, including its ability to secure $371 billion in investor mandates, representing discretionary private market capital from sovereign wealth funds, pension funds, insurance companies, and family offices. He also shares how the firm has been able to close deals with large institutional players, and his approach to business development and building a client base. The platform’s ability to help investors leverage technology to save time and improve decision-making is a central part of its value proposition.

Rondeivu’s value proposition, according to Michael, is its ability to provide a quicker “yes or no” for investors, cutting down on the time spent analyzing opportunities and giving them the tools they need to make faster, more informed decisions. He describes how their algorithmic matching and deal sourcing capabilities help reduce inefficiencies and create a seamless experience for institutional investors.

In the episode, Michael also shares his leadership style and the challenges of scaling a fintech startup. He emphasizes resilience, the importance of learning from mistakes, and staying focused on building the business. Michael’s advice for young professionals is clear: embrace the challenges, keep learning, and stay patient.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

The episode emphasizes the importance of consistent outreach, city scheduling, and cold emailing to get in front of qualified investors. Gui and Tim break down the different consultant categories—including dedicated emerging manager consultants, large firms with EM programs, and OCIOs—and explain how to approach each effectively.

Family offices and RIAs are highlighted as critical channels for early capital, discretion, and referral opportunities. The conversation also covers efficiency tools for small teams, including CRM tracking, pipeline management, and quarterly webinars, showing managers how to maximize impact without a large budget.

Whether you’re raising fund one or scaling fund three, this episode provides a practical blueprint to engage the right investors, stay top-of-mind, and consistently grow your strategy.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

We spotlight major deals like KKR’s $6.5B raise, Meta’s $29B data center financing, and xAI’s $5B GPU-backed credit line. The episode also explores how AI, blockchain, and real-time data are modernizing risk management, and why insurers, pensions, and family offices are allocating more to structured and collateralized credit. With insights into sectors like aviation, infrastructure, fintech, and digital assets—and a market projected to hit $9.2 trillion by 2029—this episode explains why ABF is becoming a core component of the modern private credit toolkit.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Gui shares his wealth of experience in raising capital, emphasizing the importance of cold outreach and consistent city scheduling. The episode covers leveraging time effectively rather than spending large amounts of money, with practical insights on managing cold outreach and setting up face-to-face meetings.
Family offices are highlighted as an ideal target, offering emerging managers the opportunity to access discretionary capital early in their lifecycle. Gui and Tim also discuss the power of leveraging tools like Dakota Marketplace and creating quarterly webinars to stay visible and build brand awareness.

For managers with limited resources, consistency and the right strategies will drive long-term success.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Dean reflects on his early career, beginning in wealth management where he built strong relationships with family offices and ultra-high-net-worth individuals. He credits his wealth management experience with shaping CoreGro’s focus on capital preservation and long-term value creation, key tenets of the firm’s philosophy. After a decade of leading acquisitions and managing investments in various real estate sectors, including health care, Dean transitioned to launch CoreGro in 2018, driven by his vision to help businesses scale while maintaining control and strong investor relationships.

The firm operates in the mid-market space, focusing on properties ranging from $3 to $5 million and above, which are too large for retail investors but too small for most institutional funds. CoreGro focuses on value-add opportunities in health care real estate, which Dean believes offers downside protection and stability. His goal is to bring institutional-grade real estate investment strategies to the mid-market while providing a defensive asset class for investors.

Dean also highlights the importance of culture and the need for strategic alignment in leadership. He emphasizes that trust and collaboration are at the core of CoreGro’s success, both within the team and with investors. The firm’s culture is built on openness, transparency, and communication, which Dean believes is critical in building strong, lasting relationships. CoreGro’s global presence allows them to efficiently manage investments, with team members based in the US and South Africa, providing a seamless 24-hour work cycle.

Finally, Dean shares his vision for CoreGro’s future: expanding the investor base, continuing to build relationships with both family offices and institutions, and growing the firm’s platform in the healthcare real estate space. He reflects on how consistency, credibility, and a focus on culture have been key factors in CoreGro’s success and will continue to be as they scale.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

#InfrastructureInvesting #PrivateMarkets #RussellInvestments #DakotaResearch #RealAssets #InstitutionalInvesting #EnergyTransition #DigitalInfrastructure #investinginsights

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data.

From hydrogen and battery storage to dual-use AI and semiconductors, Europe’s capital formation is accelerating. We also cover M&A, private credit growth, and fund launches from firms like EQT, Ardian, CVC, Partners Group, and Ares. With geopolitical shifts and new regulatory frameworks at play, LPs are deploying capital across borders to capture long-term value.

Whether you’re tracking real assets, tech innovation, or sustainability-linked strategies, this episode highlights the megatrends—and inefficiencies—shaping Europe’s private market landscape in 2025.

#EuropeInvesting #PrivateEquity #EnergyTransition #DefenseTech #DigitalInfrastructure #SovereignCapital #GreenDeal #PrivateCredit #Semiconductors #AIInvesting #ClimateTech #ESGInvesting #DakotaResearchPodcast #EUInvestmentTrends #FragmentedMarkets #GlobalAllocators

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

The conversation starts with a look at each guest's journey into the investment management world. James Curry’s background is rooted in agriculture, where he grew up on a farm, learning valuable skills like patience and resilience that would later serve him in investment management. He co-founded Dundas in 2010 with a focus on building a value-driven firm. Andrew Brown, on the other hand, joined Dundas in 2023 after 18 years at Aberdeen Asset Management, where he managed emerging and developed market portfolios. Andrew’s transition to Dundas was motivated by his desire to work in a smaller, more dynamic firm with ample growth potential.

As a boutique firm, Dundas focuses on long-term, sustainable relationships with clients. They use a hybrid distribution model, combining direct sales efforts with established third-party distributors in key markets. They prioritize servicing existing clients and strengthening relationships over aggressive prospecting. James and Andrew emphasize the importance of consistent engagement with clients and understanding their unique needs. They explain that their success doesn’t hinge on quick wins, but on building long-lasting partnerships where clients are aligned with their strategy.

A major theme of the episode is the firm’s commitment to disciplined, consistent communication. James and Andrew meet weekly to plan their business development efforts and assess their progress. They also host a business development committee every two weeks to share best practices and market feedback. This structure ensures everyone at Dundas is aligned in their goals and consistently moving toward them.

Finally, they offer advice for young professionals entering the industry: embrace learning, build relationships, and stay patient. They discuss how their team operates like a well-oiled machine, combining experience with a forward-thinking approach to distribution.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

At 65 Equity, the focus is on providing partnership capital rather than control capital, which distinguishes the firm from traditional private equity models. They aim to work alongside family-owned and founder-led businesses, allowing them to retain control while providing the capital and guidance needed to help the business grow. Leon explains that the firm’s strategy is based on the idea that businesses perform best when led by their founders or families, and 65 Equity aims to empower these leaders to execute their vision without taking away control.

Leon details how his firm is actively involved in the value creation process for its portfolio companies. He speaks about the five levers of value creation the firm uses: human capital management, commercial excellence, operational efficiency, digital transformation, and acquisitions. By leveraging these levers, the firm enhances its portfolio companies, increasing both their efficiency and profitability. Leon shares how 65 Equity often helps companies with acquisitions to scale, particularly when organic growth isn’t enough, and explains how successful acquisitions need to align with the core business strategy.

Another theme discussed in the episode is the role of AI in private equity. Leon believes AI is a game-changer and will play a critical role in future portfolio management. He points out how AI can assist portfolio companies in areas like marketing, customer engagement, and data analytics, ultimately driving efficiency and boosting profitability. However, he also emphasizes the importance of knowing how to effectively deploy AI within portfolio companies.

Finally, Leon offers his thoughts on the importance of culture within portfolio companies. He stresses that a strong, open, and collaborative culture is essential for achieving sustainable growth and success, noting that founders and leaders must invest in fostering such an environment.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

From AI-powered infrastructure like PayMon to performance-enhancing health tech and the promise of humanoid robotics, Doug outlines how Deepwater “profits from where the world is going.” He also explains why being based in Minnesota gives the firm a competitive edge—tapping into Fortune 500 access while avoiding coastal VC herd mentality.

This conversation is a deep dive into how Deepwater is building a differentiated platform for identifying the next generation of transformational companies—and why optimism, speed, and non-consensus thinking are essential traits for venture success.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

#VentureCapital #FrontierTech #DeepwaterAssetManagement #TechInvesting #AIInfrastructure #HealthTech #HumanoidRobotics #EarlyStageInvesting #AlienFounders #FutureOfTech #TransformationalCompanies #PublicPrivateCrossover #MidwestVC #NonConsensusThinking #TechOptimism #DakotaResearchPodcast #DakotaResearchInterview

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Seth highlights the evolution of Urban Standard Capital, which specializes in real estate credit, focusing on lending on middle-market projects. As an emerging manager, he emphasizes the importance of relationships and consistent, transparent communication. Early on, Seth was hands-on in raising capital, relying on his network and building relationships by engaging potential investors over coffees, lunches, and dinners. This proactive, personalized outreach strategy was crucial to his first raise. Seth also emphasizes the importance of “thinking big” as an emerging manager—acting with the professionalism and infrastructure of a larger firm, even when starting out. This mindset helps build confidence with investors and positions the firm for sustainable growth.

Today, Urban Standard has built a team of eight on the investment side, operating with a unique model that integrates both deal origination and asset management. Seth believes in continuity—ensuring the same team works with the borrowers from start to finish, providing better service and insights. The firm has been highly successful at managing repeat clients, with 80% of their loans coming from existing relationships, direct outreach or referrals. This is a key driver of alpha for LPs by avoiding dependency on competitive mortgage brokerage channels for deal flow.

Seth and his team are relationship-driven and prioritize communication and transparency as a key differentiator, staying in regular contact with both investors and borrowers. He shares how their approach to relationship management is one of transparency, service, and flexibility, often involving texts, calls, or informal updates to maintain a flow of information. For Seth, this high-touch strategy helps strengthen bonds and leads to ongoing opportunities.

When discussing the importance of CRM systems, Seth emphasizes that having the right technology platform allows firms to efficiently track relationships, ensuring no opportunity is missed. He stresses that leveraging CRM isn’t just a best practice but a critical part of scaling operations without losing the personal touch.

Seth closes with advice to emerging managers: be open to rejection, focus on building relationships, and don’t shy away from outreach. Building a network of contacts and always following up, whether you’re big or small, is essential to success.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

We profile the largest public cybersecurity players—Palo Alto Networks, CrowdStrike, Fortinet, Zscaler, and Okta—and review blockbuster deals like Google’s $32B acquisition of Wiz and Cisco’s $28B purchase of Splunk. We also spotlight top VC and PE investors (Thoma Bravo, Vista, Sequoia, Ten Eleven Ventures) and emerging startups poised for IPO or acquisition.

If you're tracking the future of digital risk, regulation, and platform integration, this episode breaks down where cybersecurity capital is flowing—and why.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

John’s career journey spans several prestigious firms, from Blackstone to Schroder Investment Management, before joining TowerBrook to lead their North American investor relations efforts. His focus now is on the wealth management channel, where TowerBrook’s modern value approach targets middle-market companies across sectors like health services, business services, financial services, and consumer products. The firm’s strategy is simple yet impactful—find high-growth, founder-led companies in these sectors and invest at attractive multiples, all while ensuring a firm-wide commitment to championing others.

The conversation dives into the evolution of TowerBrook’s investor relations strategy, which John describes as a three-phase process. Starting with the firm’s early years when founding partner Filippo Cardini led the IR function, John’s addition to the team represents the firm’s commitment to expanding its wealth management presence. He explains how TowerBrook’s IR team of around 12 professionals is structured to ensure transparency, shared goals, and a focus on both wealth and institutional LPs.

A major theme of the episode is the importance of communication and transparency. John highlights how TowerBrook emphasizes open, honest conversations with both internal teams and external clients, ensuring every team member is held accountable. He points to the use of CRM tools to track relationships, manage outreach, and ensure the team is aligned in their goals. John also stresses the value of maintaining service excellence, noting that building trust with LPs requires consistent communication, a collaborative approach, and the ability to share information and execute on deals efficiently.

John’s leadership style centers around servant leadership, empowering his team to make decisions and fostering an environment where everyone feels ownership over their contributions. He shares that “championing others” is a key part of the culture at TowerBrook, as the firm strives to help its employees, LPs, and portfolio companies succeed.

This episode is a great listen for sales leaders, fundraisers, and investment professionals looking to build strong relationships, improve communication strategies, and lead with integrity.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

After witnessing firsthand how firms succeed—or falter—through her work with GPs at Dyal, Danielle committed to building a firm defined by equity ownership, clear communication, and strategic focus. Every Altriarch team member becomes an equity holder after one year, creating alignment and encouraging a culture of ownership.

Danielle and her partner Meghan Brook launched Altriarch in 2021 with a distinct strategy: lending to specialty finance companies, including factoring and niche private credit. These borrowers often face challenges securing capital from traditional banks due to complexity and collateral structures. Altriarch seeks to fill that gaps, offering senior secured, subordinated, or co-investment solutions. The firm’s investment process is operationally intensive, involving weekly borrower communication and real-time collateral monitoring by dedicated investment and ops teams.

The distribution approach reflects the firm’s strategic edge. Danielle shares how Altriarch runs an education-first sales process, acknowledging the complexity of their offering. Each prospective investor’s process is organized into a trackable project—tracked in Asana, managed through Affinity CRM, and supported by customized content. Because most LPs are unfamiliar with accounts receivable-backed credit, Danielle emphasizes why she thinks deep diligence preparation and proactive investor education as keys to closing. Her team meets weekly to review top-priority relationships and brainstorm ways to re-engage leads with meaningful insights.

Danielle also reflects on her leadership evolution—initially struggling to relinquish control before realizing that empowering her team led to better results. She fosters autonomy, encourages smart risk-taking, and supports her team through questions and coaching, not micromanagement.

To young professionals, she advises: “educate, don’t sell,” and always “keep the ball in your court”—follow up with accountability and intention. Her final insight: pattern recognition matters in sales, and a few missteps in a meeting can derail a deal, so preparation is essential.

This episode is a blueprint for leading with clarity, building trust, and executing with depth in the complex world of private credit.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

We unpack deal trends, M&A activity ($46B in Q1 2025), and landmark transactions involving AI infrastructure, data centers, and defense. Plus, we explore co-investments, growing U.S. fund activity in the Gulf, and how private credit and venture capital are becoming core allocations for MENA allocators.

Whether you're tracking sovereign flows, megaprojects, or new capital markets, this episode offers insights into one of the world’s fastest-growing investment frontiers.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

He debunks myths about needing large AUM, long track records, or fee flexibility, and explains why cold outreach is essential to success. Gui walks through city scheduling, crafting strong email invites, and using quarterly webinars to drive awareness. He also outlines how to leverage CRM for pipeline tracking and why asking two key questions in every meeting helps qualify real opportunities. A must-watch for fundraisers looking to scale smartly.

Michael credits his early success to embracing a structured, metrics-based sales process he learned through the “Circle of Wealth” system. This replicable model enabled him to track inputs like calls and meetings, tailor conversations to client needs, and consistently close multiple lines of business. Today, he brings that same process discipline to RMWC, where he leads sales as a solo practitioner, backed by a firmwide culture of accountability and ownership.

Michael recounts how RMWC pivoted from a fund-of-funds model to its current focus: short-duration, floating-rate, senior-secured real estate credit. With roughly $5–$20 million check sizes, RMWC primarily targets family offices, multi-family offices, and RIAs. In 2024 alone, Michael conducted over 400 investor meetings—an impressive volume he attributes to strategic cold outreach, warm referrals, and carefully curated in-person events that foster peer-to-peer influence among LPs.

Communication is central to Michael’s approach. He tracks opportunities by stage—lead, intro call, diligence, soft close, hard close—and reports regularly to leadership using Backstop CRM and a detailed relationship spreadsheet. But he’s quick to emphasize that no tool replaces the human element. A personal follow-up to a canceled meeting at iConnections led to a rebooked conversation simply because he took the time to check in. “Trust is what we’re selling,” he says. “People want to do business with people they connect with.”

Michael’s leadership style blends “shock and awe” with “land and expand.” He believes strong first impressions and consistent service create loyal, scalable relationships. His advice for young professionals? Nail your sales process, get a mentor, and be meticulous about CRM hygiene—small follow-ups can be the difference between a deal and a missed opportunity.

This episode offers a tactical, real-world roadmap for fundraisers navigating today's tight capital environment—and a reminder that great salespeople lead with process, empathy, and persistence.

We break down the investment landscape—highlighting government-backed defense initiatives, private capital pouring into infrastructure and satellite networks, and M&A across launch, logistics, and Earth observation sectors. The episode also features recent deals and notable players like SpaceX, Rocket Lab, VAST, and Planet Labs.

Plus, we unpack themes that matter to institutional investors: dual-use technologies, sovereign space strategies, and the role of space in ESG, communications, and data infrastructure.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Shane shares how LAB QS, a $1.8 billion multi-strategy hedge equity manager based in Denver, is built around a risk-first, liquid, and return-per-unit-of-risk mindset. Originally spun out from one of the largest family offices in the U.S., LAB QS retains a strong cultural alignment with high-net-worth and family office investors, with growing interest from RIAs and small institutions. Their hedged equity strategy is structured to smooth volatility, limit drawdowns, and complement broader asset allocations.

The business development team is lean—just two people—but Shane emphasizes that LAB QS operates with a firmwide fundraising mentality, supported by every department, from operations to compliance. The sales strategy is guided from the executive committee level, with clear goals and aligned resource allocation. Everyone has defined roles, responsibilities, and expectations, which ensures a unified commercial mindset across the firm.

McCarthy stresses that face-to-face interaction and trust-building are still paramount in capital raising, especially in today's saturated and competitive investment landscape. While Zoom helps with efficiency, nothing replaces the relationship-building power of sitting across from an investor.

LAB QS’s tech-forward approach is another key strength. They rely heavily on Salesforce for CRM, integrated with Dakota Marketplace for seamless prospecting and pipeline management. With support from a 10-person tech team, LAB QS uses proprietary tools to customize analytics and automate reporting, enabling more effective and informed client interactions.

Culturally, LAB QS embraces a challenge process, encouraging employees at all levels to contribute ideas and question assumptions. This openness fosters humility, collaboration, and innovation—qualities that Shane believes are essential for long-term success.

To young professionals, Shane offers grounded advice: embrace the long game, expect rejection, and focus on knowing your client deeply. His leadership and experience reinforce a message that great sales organizations are built on cross-functional collaboration, disciplined execution, and the humility to keep learning.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

We explore key structures, benefits, and risks, as well as data from StepStone and Goldman Sachs showing co-investments’ rise among institutional investors. The episode also highlights strategies from leading firms like HarbourVest, Ardian, Pantheon, Adams Street, and AlpInvest. We close with real-world case studies, including ArcLight’s natural gas pipeline co-investment and Niobrara’s stake in Polar Semiconductor.

Whether you're a fund allocator, family office, or institutional investor, this episode unpacks the co-investment landscape and how it fits into broader asset allocation goals.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

At CAZ, everything begins with personal capital. The firm identifies thematic opportunities, invests their own capital, and invites others to join alongside them—creating a culture of alignment captured in their mantra, “lead with alignment.” CAZ now manages over $9 billion in assets, up from $350 million in 2013, through 100% organic growth.

A major theme of the episode is language and positioning. Zook emphasizes the importance of words in shaping perception. His team doesn’t “pitch” or share “decks”—they educate, advise, and present thoughtfully crafted materials. Their business development team is known as “Capital Formation,” reflecting the consultative, relationship-based approach they bring to investors.

Zook shares how he built a capital formation team modeled on his own early sales experience, hiring in waves and fostering peer cohorts to build camaraderie and consistency. Their process includes detailed metrics—outreach volume, presentation count, conversion rates, and line depth with investors. Zook stresses the value of cultivating multiple lines with clients, which statistically improves retention and referrals.

The team operates under a three-pillar framework: find new investors, deepen relationships with existing ones, and turn clients into raving fans. Zook underscores the power of consistent communication, proactive outreach during market volatility, and delivering standout service when most others retreat.

CAZ has long embraced CRM, becoming an early adopter of Salesforce in 2005. Zook believes that the right CRM setup—customized for usability and leveraged for reporting—can drive a competitive, transparent, and merit-based sales culture. Dashboards, stack rankings, and responsiveness metrics keep the team focused and accountable.

Zook also shares the story of co-authoring The Holy Grail of Investing with Tony Robbins and closes with timeless advice: success is built on hard work and attention to detail. For young professionals and leaders alike, this episode is a masterclass in building a high-integrity, high-performing investment firm from the ground up.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Stacy shares how behavioral science and human psychology inform every layer of her process. Her philosophy is simple but powerful: “Investors don’t make decisions with spreadsheets alone.” Instead of the traditional pitch-first, data-heavy approach, she advocates for flipping the script—connecting emotionally first, then backing it up with data. From how a PM smiles in a meeting to the power of a well-timed question, she details the overlooked human cues that build trust and open doors.

One of the standout moments of the episode is Stacy’s take on pitch decks: ditch them, at least in the first meeting. Research shows prospects feel more positively about meetings when they do 70% of the talking. That kind of engagement doesn’t happen when fund managers are reading slides. Instead, she encourages sales professionals to focus on making meetings conversational, choreographing the interaction like a late-night talk show host—her version of the “Jimmy Fallon strategy.”

Stacy dives deep into meeting preparation, suggesting salespeople treat every meeting like a performance: prepare with a one-page brief, run a 15-minute pre-meeting with the PM, and walk into the room ready to humanize the conversation. She emphasizes that salespeople are not “carrying bags”—they are critical orchestrators of connection, learning to read the room, ask better questions, and track not just activity, but allocator behavior.

Closing the episode, Stacy offers clear advice to young professionals: perfect the craft before scaling the activity. Learn how to sell with purpose and intention, and let repetition come only after mastery.

This episode is a blueprint for any sales professional, allocator, or fund manager looking to break the mold and raise capital through authenticity, insight, and human connection.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

The episode covers foundational AI concepts, subfields like NLP and generative AI, and how industries such as healthcare, finance, and logistics are evolving with the technology. We also highlight top AI-focused venture firms—Sequoia, a16z, Khosla Ventures—and the valuations of major players like OpenAI, xAI, and Anthropic.

Whether you’re navigating investment opportunities, fund strategy, or operational improvements, this episode is a must-listen for anyone tracking AI’s role in reshaping private equity, venture capital, and the global innovation economy.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Joe’s journey to WisdomTree began with a cold call from a recruiter and evolved into a long-standing leadership role at one of the most innovative ETF providers in the industry. He fell in love with WisdomTree’s entrepreneurial culture and commitment to transparency, client outcomes, and constant innovation. Today, he leads a 50-person distribution team across the U.S. and Latin America, focused on providing consultative value to financial advisors rather than just pushing products.

Grogan walks listeners through his approach to team structure and culture, emphasizing the importance of clear expectations, open communication, and professional development. His team spans national accounts, wires, RIAs, and enterprise channels, with a strong emphasis on career pathing from analyst roles to field sales. Weekly calls, one-on-ones, and a highly transparent performance tracking system help drive accountability while fostering healthy competition.

Joe also discusses how CRM and AI tools have transformed his team's efficiency. From automated meeting notes to engagement-based compensation tracking, WisdomTree leverages data to reduce administrative burden and keep salespeople focused on high-impact client interactions. He views CRM entries not as micromanagement but as “gold bars” that unlock insights and create better investor experiences.

Leadership, for Joe, is about servant mindset, vulnerability, and long-term retention. He believes in empowering his team, maintaining low turnover through trust and autonomy, and treating teammates like the professionals they are. Rather than managing activity for its own sake, Joe rewards outcomes and teaches his team to think like owners of their own territory.

His advice to young professionals? Nail your current role. Master the fundamentals. Don’t worry about the next job—it will come if you focus on being excellent where you are. This episode is packed with tactical insight, cultural wisdom, and authentic leadership takeaways from one of the most respected distribution leaders in the business.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

The episode also covers major private market updates, including Clearlake’s $7.7B acquisition of Dun & Bradstreet, TPG’s new sports platform, and fundraising news from Apera, Escalate Capital, and Applico. Plus, we highlight real estate funds currently in market and why institutional investors are rethinking allocations amid macro and technological shifts.

Whether you’re focused on real estate equity, credit, or thematics, this episode breaks down where investors are placing long-term bets.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Versor, managing approximately $1.4 billion in AUM, specializes in quantitative equity strategies including single stocks, event-driven, and global equity index futures, all powered by proprietary research and robust data infrastructure. Founded by a team that previously worked together at Investcorp, Versor’s mission was to spin out and commercialize the quantitative research insights they had developed over a decade of institutional investing.

A central theme of the episode is Versor’s use of AI and automation to maximize efficiency. With just five people on the distribution team, the firm leverages tools like Salesforce, Microsoft Teams transcription, Motion AI for project tracking, and automated DDQ systems like Qvidian to streamline operations and boost productivity. DeWayne emphasizes that embracing AI isn’t optional—it's a strategic advantage. He shares how junior team members often lead innovation by identifying new tools, and leadership’s openness to those ideas allows the firm to stay nimble and competitive.

DeWayne also walks through how the team organizes itself using OKRs and A+ projects—firmwide priorities with measurable outcomes that drive growth and innovation. These initiatives are reviewed and executed collaboratively by a partner group, ensuring alignment across departments and clear accountability.

When it comes to fundraising, DeWayne discusses the evolving landscape and their expansion into the wealth management channel via new mutual fund products. He credits platforms like Dakota Marketplace for helping them efficiently reach a wider RIA audience.

As both a player and coach, DeWayne shares leadership lessons on empowerment, trust, and mentoring. He advises younger professionals to become fluent in investment strategy, embrace technology, and approach relationships systematically. For fellow leaders, he stresses the importance of removing barriers to innovation and listening to voices at every level of the firm.

This episode is packed with valuable insights for sales professionals, fundraisers, and distribution leaders looking to scale smarter with fewer resources and stronger processes.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Click here to book a demo today ➡️ https://www.dakota.com/calendar-researchpage

Founded in 2020, DXD Capital was built on the belief that self-storage is a real estate-driven asset class where location and timing are everything. By leveraging a proprietary analytics platform, Radius+, co-created by Drew’s partner, DXD is able to assess rates, density, competition, and demographic trends with precision. This data-first strategy has helped DXD identify and develop prime self-storage projects across the U.S.—from Nantucket to Maui.

Drew walks through the firm's capital strategy, explaining their evolution from a $63M LP fund to a flexible model incorporating both funds and one-off joint ventures with family offices. This structure allows DXD to cater to both high-net-worth individuals and large institutions, with a focus on customization, transparency, and performance. Drew emphasizes that communication is key—monthly updates, timely financials, and responsiveness help build trust with their 300+ investors.

Internally, DXD runs a lean, focused operation with 30 employees spread across three main offices and remote locations near active projects. Slack and weekly check-ins are central to internal communication, while in-person retreats help maintain cultural connection. Drew also shares his leadership philosophy, centered around empowering others, encouraging ongoing learning, and hiring people who are better than him in key roles.

From an IR standpoint, DXD recently expanded its team, bringing in professionals with strong relationship instincts and private equity backgrounds. Drew underscores that while industry knowledge can be taught, trust and human connection are what open doors. Their tech stack, including Juniper Square and HubSpot, helps them manage investor communication and track data, but Drew admits the most effective outreach still comes down to “hand-to-hand combat.”

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Daniel offers an inside look at how Cohen & Steers is expanding beyond its core REIT franchise into private real estate, retirement solutions, and most recently, active ETFs. With a 50-person U.S. wealth distribution team, the firm is structured to stay agile while maintaining deep relationships across channels including RIAs, wirehouses, independent broker-dealers, and private banks.

A central theme in the conversation is intentional sales process. Daniel emphasizes the importance of identifying the right advisor profile—those who embrace active management, endowment-style portfolio construction, and value in real assets. The firm leverages CRM technology, specifically Salesforce, as a “force multiplier,” empowering the sales team with data, segmentation, and efficiency to spend more time with high-potential clients. He stresses that success comes from combining the “art” of client engagement with the “science” of targeting and tracking.

Daniel also discusses the challenges and opportunities of new client acquisition, particularly in the fast-growing but complex RIA channel. He advocates for a consultative, business-minded approach, focused less on product pushing and more on providing value—whether that’s market insight, operational advice, or branding strategy.

On leadership, Daniel defines his style as collaborative, present, and servant-oriented. He believes in staying close to the business and investing time with his team to remove roadblocks and reinforce shared goals. He encourages open communication across levels, structured reporting, and measurable goals that prioritize effort and process over uncontrollable outcomes.

For young professionals, his advice is to be a “student of the game”—stay curious, work hard, and differentiate yourself through depth and breadth of knowledge. His biggest challenge today? Focus. With multiple initiatives underway, Daniel’s priority is maintaining clarity on what matters most and building infrastructure to support that focus. This episode is a masterclass in strategic sales leadership and thoughtful organizational growth.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Michele describes the mission of DigitalDx: to identify startups that enable faster, more accessible diagnostics for major diseases, particularly in areas like neurology where early detection is critical but traditionally difficult. She explains that the human body is essentially a data problem—and that by harnessing AI, it becomes possible to detect issues long before symptoms appear. One of the firm’s standout investments includes an FDA-approved over-the-counter syphilis test with a 10-minute result time.

She walks listeners through the firm’s investment criteria, focusing on statistically significant sample sizes, scalability, and team coachability. DigitalDx looks for companies under a $20 million pre-money valuation and plays an active role post-investment, often joining boards and supporting portfolio companies through major growth milestones. Michele emphasizes the power of deep bench support—her team includes experts from NVIDIA, Stanford, Siemens, and more—alongside an innovative “Entrepreneur in Residence” program and a fellowship that sources global deal flow while nurturing underrepresented talent in venture capital.

DigitalDx distinguishes itself not just by investing capital, but by offering founders access to a robust, highly experienced network that helps de-risk startups across science, regulatory, reimbursement, and go-to-market strategies. Michele also touches on the importance of aligning passion with professional purpose, both for her team and young professionals entering venture capital. Her leadership style prioritizes conviction, team ownership, and positivity, steering away from zero-sum thinking and toward collaborative problem-solving.

As Michele reflects on market headwinds, she points to fundraising as a current challenge but emphasizes that conviction-driven investors—those looking ahead to where innovation is going, especially at the intersection of AI and healthcare—are best positioned for long-term success.

This episode offers a powerful look into how visionary leadership, deep domain expertise, and a mission-driven model can reshape the future of healthcare investing.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Institutionally, Franklin and Falmouth retirement systems are running searches, while Virginia, Rhode Island, and Baltimore ERS made new commitments across real estate, private equity, and credit. On the fundraising front, Andros Capital closed a $1B energy fund and Trive Capital Fund V raised $2.7B, with backing from LAFPP and Florida SBA.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Doug walks listeners through the structure and mission of his team at KKR, which has grown significantly since he joined in 2019. Focused on intermediaries like financial advisors and RIAs, his team has developed evergreen investment solutions across asset classes, delivering institutional-quality strategies in a more accessible format. He emphasizes a localized, relationship-driven approach, with team members embedded in major metro markets across the U.S.

Communication and process are at the heart of Doug’s leadership style. KKR’s wealth team operates with a high level of collaboration, leveraging instant messaging, a custom CRM, and content centralization platforms to share real-time insights, content, and KPIs across channels. Weekly sales meetings and monthly all-hands calls ensure the team stays aligned, while quality interactions, new advisor penetration, and sales versus budget remain key performance indicators.

Doug also discusses how his team prioritizes rapid communication of what’s working (and what’s not), and the importance of tracking structured client feedback through CRM. His leadership philosophy centers around curiosity, responsiveness, and removing roadblocks for his team. He likens himself to a “chief agitation officer,” continually challenging the status quo to improve transparency, technology, and product innovation.

For young professionals entering investment sales, Doug encourages a relentless curiosity, a willingness to ask “why,” and involvement in product development and messaging—skills that not only build credibility but also fuel long-term career growth. He stresses the importance of education, noting that broader adoption of private markets relies on helping advisors and clients better understand the asset class.

This episode is a must-listen for distribution leaders and sales professionals seeking to scale their efforts, adopt a tech-forward sales strategy, and drive long-term engagement through thoughtful innovation.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Click here to book a demo today ➡️ https://www.dakota.com/calendar-researchpage

Tune in for the latest in fundraising momentum across RIAs, pensions, and private markets.

At Turning Rock, GT leads a small, nimble investor relations team and emphasizes process as a cornerstone of success. He walks listeners through their disciplined weekly cadence, from Monday partner meetings to regular pipeline reviews and strategic engagement planning. He highlights the importance of communication, preparation, and execution—drawing parallels between the sales process and the investment process. GT emphasizes how using case studies to tell the firm’s story and show live deal execution helps investors connect with the firm’s strategy in a tangible way.

One of the key takeaways from the conversation is GT’s focus on process, particularly CRM and data management. He discusses the critical role a robust CRM plays in managing LP relationships, tracking touchpoints, and driving accountability across the sales process. GT underscores the need for clean, accurate, and regularly updated data to keep fundraising efforts efficient and effective. He also explains how capturing detailed notes and tracking patterns in investor questions helps tailor messaging to different audiences, whether pensions, insurers, or consultants.

GT also shares his leadership philosophy—"be a captain on the team"—highlighting the importance of preparation, attention to detail, and humility. He leads by example, believes no task is too small, and stresses the value of clarity, respect, and integrity. For younger professionals, his advice centers around building trust, staying curious, and viewing every experience as an opportunity to compound your skills over time. His passion for the work and belief in continuous improvement shine throughout the episode.

This episode offers a masterclass in combining discipline, empathy, and process to build lasting investor relationships in a competitive fundraising landscape.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Bailey begins by reflecting on his background, from studying at Tufts University to earning an MBA from Wharton. After working in consulting and growth equity, he realized a fundamental issue in the investment industry: access to top-tier private equity and venture capital funds was restricted to institutional investors and ultra-high-net-worth individuals. With minimum check sizes in the millions, most investors were effectively shut out of these opportunities. Seeing this gap, Bailey co-founded OneFund Investments, a fund of funds designed to provide accredited investors with diversified access to top-performing funds in the private markets.

Launching OneFund required a strategic approach to building investor relationships from the ground up. Unlike established firms with large institutional networks, OneFund had to develop a go-to-market strategy tailored to a new investor demographic. One key lesson Bailey shares is the importance of listening to potential investors before designing a product. Many firms build their funds first and then try to sell them, but OneFund engaged with investors early to understand their needs, shaping its offerings to provide the access and diversification they were looking for.

Bailey also highlights the crucial role of technology in managing investor relationships. A well-implemented CRM system allows the team to track investor engagement, refine outreach efforts, and tailor communications based on behavior patterns. Rather than relying on broad content distribution, OneFund takes a personalized, high-touch approach, ensuring investors receive relevant and timely information. Education has been a major focus, as many of their investors are new to private equity. To address this, OneFund offers webinars, investor calls, and detailed materials to help clients make informed decisions.

Reflecting on leadership, Bailey believes in leading by example and embracing every aspect of the startup process, from high-level strategy to granular tasks. His advice to young professionals is to align themselves with a product they truly believe in, as conviction is key to long-term success. This conversation offers valuable insights for sales professionals, fundraisers, and investors looking to navigate the evolving private equity landscape.

Jung opens with his personal story, reflecting on his early work experiences, from a childhood paper route to working construction in college. These formative experiences instilled in him the value of hard work, relationships, and the importance of service—principles that have shaped his leadership style today.

As the conversation shifts to Russell Investments, Jung discusses the firm’s evolution from institutional investment management to serving individual investors. He explains how the company's institutional sales approach trickled down into financial advisory services, allowing individual investors to benefit from the same level of sophistication as large institutions. With over $331 billion in assets under management as of 12/31/24, Russell Investments is a global leader in investment management solutions.

A key focus of the episode is managing a remote sales force effectively. With 70% of his 120-person North American team working remotely, Jung emphasizes the importance of alignment, communication, and transparency. He structures his leadership approach around five pillars: strategy, structure, people, process, and performance. Weekly pipeline meetings ensure sales teams remain accountable, while leadership focuses on removing roadblocks to success. He also highlights the importance of tracking and reporting sales activity to prevent misalignment between internal and external sales teams.

Jung introduces a "collision" communication method, where informal, unplanned conversations replace rigid, scheduled meetings. He actively reaches out to team members for short check-ins, believing these real-time interactions provide deeper insights into challenges and opportunities. He also discusses the necessity of a robust CRM system, ensuring all sales activities are logged, analyzed, and leveraged for smarter decision-making.

As the discussion unfolds, Jung emphasizes the role of mentorship and continuous learning. He urges young professionals to find mentors, stay curious, and master their craft. He also shares leadership lessons from his own journey, emphasizing the importance of knowing your “why”, inspiring a shared vision, and leading with a personal, relationship-driven approach.

The episode wraps with a discussion on prioritization and adaptability in leadership. Jung stresses the importance of focusing on what truly matters, staying agile in the face of industry changes, and fostering an environment where salespeople feel supported, valued, and motivated to perform at their best.

Allen begins by discussing his career journey, which started at Kidder, Peabody & Company despite having no formal business education. He quickly adapted, completing accounting courses and participating in a management training program. After the firm's acquisition by General Electric, he sought partnership opportunities and co-founded Radnor Capital Management, growing assets from $10 million to $1.6 billion in six years before selling to U.S. Trust Company. Later, at Osprey Partners, he helped expand assets from $800 million to $4.2 billion in just two and a half years.

At Silvercrest, Allen was tasked with building an institutional business from the ground up. When he joined in 2008, the firm had $6.5 billion in ultra-high-net-worth assets but only $100 million in institutional assets. Through strategic acquisitions and disciplined growth, Silvercrest now manages $10 billion in institutional assets, with top clients averaging over $400 million each. The firm has expanded investment capabilities, adding growth and international strategies.

Allen’s sales strategy emphasizes process over volume. His teams are structured into small, specialized silos with dedicated investment, client service, and business development professionals. He stresses relationship-building over transactional sales, ensuring long-term partnerships. Silvercrest also leverages subadvisory relationships, allowing distribution through larger platforms without engaging in retail sales.

Communication and transparency are essential to Allen’s leadership. Silvercrest tracks an "actionable pipeline", focusing on opportunities likely to close within six months. His trust-based leadership allows experienced professionals the freedom to execute their responsibilities while maintaining accountability. He prioritizes hiring skilled individuals, providing them with the right tools, and minimizing bureaucracy.

For young professionals entering the fundraising business, Allen advises deep investment knowledge beyond sales materials. Understanding market dynamics, analyzing performance data, and maintaining transparency in tough times are key to success. He highlights industry challenges, including increased competition from consulting firms offering multi-manager funds, making direct institutional outreach more crucial.

Todd discusses the nuances between institutional, wealth management, and retail channels, highlighting the key differences in decision-making processes. While institutional markets rely on professional buyers and defined frameworks, the wealth management space offers more flexibility to influence decisions at the point of sale. Todd emphasizes the importance of focusing on channels where firms have the highest probability of success, rather than chasing large mandates with low chances of conversion.

The conversation delves into leadership and growth strategies. Todd stresses starting with clear goals, the “big rocks”, and having an honest reflection on an organization’s capabilities. He advocates for focusing on high-impact areas rather than spreading resources too thin. On leadership, Todd champions empowerment, accountability, and adaptability. He believes in hiring talent for the future, fostering transparent communication, and delivering both positive feedback and constructive criticism to drive growth.

Todd also touches on the critical role of technology, particularly CRM systems, in enhancing productivity, managing risk, and supporting data-driven decisions. For small teams skeptical of CRM adoption, he underscores its value not just as a sales tool but as an essential part of client retention and business continuity.

Wrapping up, Todd offers advice to young professionals: show up, listen more than you speak, ask insightful questions to establish expertise, and invest in personal development. His insights provide actionable takeaways for fundraisers, sales leaders, and anyone looking to excel in financial services.