Billion Dollar Backstory

Some say only small allocators invest in boutiques. Not true.Today's guest, John Tennaro has worked for some of the largest RIAs and family offices in the world, managing double-digit billions and more. And guess what? He’s here to tell you the big guys still have an eye for boutiques. Ready for a tall glass of hope - with a side of tough love advice, no chaser? Listen in as John shares:His backstory and how an economics class sparked his passion for ESGA deep dive into the mind of an allocator, revealing what factors drive their investment decisionsWhy past performance isn't the whole story when allocators are on the huntWhat it takes for a fund manager to win his nod of approval when pitching a partnershipAbout John Tennaro:John Tennaro, Certified Investment Management Analyst (CIMA) and Certified SRI Counselor (CSRIC) is an engaging professional with nearly 25 years of multidisciplinary experience that has focused on intentionality, authenticity, compassion, and "thinking outside the box". He has an extensive career and contribution to a range of financial services organizations and has led in the research and innovation of due diligence, investment management, asset allocation, and product development. John lives in Annapolis, MD with his wife and two beloved dogs, where he is active within his community, including being a proud member of the United States Naval Academy Sponsor Program. Resources mentioned in this episode: Books: The Psychology of Investing, Ghost Wave Discovery: Chris Dixon Songs: Led Zeppelin - Ramble On, AC/DC - It's a Long Way to the Top (If You Wanna Rock 'N' Roll) ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap

Manish Khatta, CEO/CIO of Potomac Fund Management, shares his growth secrets and discusses his backstory, transforming Potomac, brand building for startups, the importance of collaboration and embracing weaknesses, exploring alternative options, branding and compliance in business, and adapting to a changing target market and marketing pivot.

Meet Spencer Kelly, co-founder of Regatta Capital. He knows the grind; his early days in door-to-door sales taught him the value of grit, genuine connections, and patience.For Spencer, it's all about relationships in business. That’s why he made crafting a top-notch brand experience the focus for Regatta Capital right from the start. And it paid off. He and his team built a billion-dollar RIA, and today, he’s cracking open their playbook. Listen in as he and Stacy discuss: His backstory – From door-to-door sales to co-founding a $1.1B RIA The growing pains that came with crossing the $500 million mark Spencer's strategy for keeping client care and relationships the priority during seasons of rapid growth The magic of growing a team organically About Spencer Kelly:Spencer spent his first years as an advisor door knocking in Westchester, CA. He met amazing people, gained long-term clients and is proud to have built his business from scratch. As Co-Founder, Managing Partner and Head of Advisory Services at Regatta Capital Group, Spencer is focused on running the business, researching investment opportunities and ensuring that every client of Regatta receives the same exceptional, above-and-beyond service that he has provided his clients for so many years. Spencer married his wife Meghan in 2020. They live a full, active life raising Meghan’s two girls, Leah & Liv, and their son, River. They live in Valley Village and love to spend their time surrounded by friends, traveling, hiking, biking or grabbing dinner at their favorite local restaurants. They share a love for the Dodgers, the LAFC, Palm Springs, ski trips and tennis.Resources mentioned in this episode:Book: Rich Dad Poor Dad, How to Win Friends and Influence People, The Power of PositiveThinking, Good to Great, Greenlights, The Ride of a LifetimeSongs: Tom Petty And The Heartbreakers-Runnin' Down A Dream, Tom Petty-I Won't Back Down ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap

At the start of his career, our guest, Adam Cox, learned an important lesson - success in financial management is about more than delivering flashy stats, sales pitches, and charm.  It’s about earning trust. And most importantly, not overlooking your own strengths. In this episode, Stacy and Adam sit down for more than a coffee cheers between two fellow introverts. They’re digging into Adam’s journey to the top and covering: Adam’s backstory –  From a one-man show to leading a team of 40 almost overnight His mission to flip the script on the old wealth management playbook, putting authentic connections front and centerThe #1 superpower that introverts like you hold when it comes to sales conversationsHow Adam's career skyrocketed when he embraced his unique sales superpower and said goodbye to trying to fit into the extrovert mold About Adam Cox:Adam Cox is Chief Wealth Management Officer at The First National Bank in Sioux Falls. He hosts, Common Cents on the Prairie™, an award-winning podcast that tackles some of today’s toughest financial questions in an approachable and personable style.  In just over 7 years, Adam’s team has grown The First National Bank in Sioux Falls’ wealth management arm from $3.7 billion to $7.5 billion operation of managed assets, exclusively through organic growth. Resources mentioned in this episode:Book: Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition IrrelevantSong: Chris Stapelton–Outlaw State of Mind ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap

If 'speaking to the heart of your client' has always sounded like fluff to you, this episode is your reality check.Today, In part 3 of the Scientist and The Storyteller mini-series, Dr. Crosby takes the hot seat to explain the science behind why making your prospect feel something is the key to getting them to sign on the dotted line. Listen in as he and Stacy Discuss: Mirror neurons: The science behind empathy and connection in storytellingThe backfire effect: How to get your prospects to drop their old fund manager without crushing their ego The blemishing effect: Leveraging it to tackle tough questions and build trust in sales meetings About Dr. Daniel CrosbyDr. Daniel Crosby is a psychologist, behavioral finance expert, and New York Times bestselling author who helps organizations understand the intersection of mind and markets. He is also a father of 3, a fanatical follower of the St. Louis Cardinals, an explorer of the American South, and an amateur hot sauce chef. Resources mentioned in this episode:Book:Influence: The Psychology of Persuasion ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap

Crafting a compelling story that resonates with the audience and leaves them wanting more. Importance of storytelling and delivery in making a lasting impact. Starting a story with conflict and engaging the audience from the beginning. Structuring and telling a story effectively by focusing on key points. The power of storytelling in selling and fund conversion.

Imagine, you’re a woman – one of very few women even in hedge funds. And you’ve got your dream job, a high powered hedge fund manager for a double-digit billion specialist hedge fund.Now, imagine what it would take to give that up. Guts. That’s what. Today’s guest, Shannon Spotswood had the guts to make a major career change when she was at the top of her game. She did something unheard of and it paid off. Shannon is one of the only people I know to go from one side of the table in the investment world to the other and do so with style, grace, and massive success. That’s why I can’t wait for you to hear from her as we discuss: Her backstory – from a 14-year old girl already dreaming of working on Wall Street to making her place in this male-dominated industry The breaking point that led her to step away from her dream job and finance altogether How that break reenergized her and redirected her back to the investment world where she found true passion and purpose at RFGMore about Shannon:Shannon is President of RFG Advisory, a $4.5B wealth management platform who just took on an equity partner with a vision of revolutionizing the game. RFG was built by entrepreneurs for entrepreneurs – advisors who have a touch of rebel in their DNA.Resources mentioned in this episode:Books: The Hard Thing About Hard Things, Ben Horowitz |Powerful, Patti McCord|Atomic Habits, James Clear |The Power of Now, Eckhart TolleSong: Coolio — Fantastic Voyage ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap

Crossing the billion-dollar mark in the entrepreneurial rollercoaster is no joke, but today, we've got Steve Rogers, CEO of Shelton Capital Management, who not only did it but skyrocketed to $4 billion. So, what's his secret sauce for boutique founders and CEOs eyeing the same success?You’ll get Steve’s success playbook today on the pod. Plus, you’ll hear about: His backstory – What it was like coming from a family of entrepreneursHis journey to hitting the billion-dollar mark Positioning advice for startups The nitty-gritty on compliance challenges for startups More About Steve Rogers: Steve Rogers is the Chief Executive Officer and Portfolio Manager at Shelton Capital Management. Steve has over 30 years of experience and joined Shelton Capital in 1993. He earned an MBA from the University of California, Berkeley and a B.A. from the University of Iowa.Resources mentioned in this episode:Books: Vicksburg: Grant's Campaign That Broke the Confederacy, The Journals of Lewis and Clark, Traction: Get a Grip on Your BusinessSong: Smashmouth-Allstar ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap

Gloria Nelund saw that there’s an over a six trillion dollar gap in financing for businesses in developing economies and she said, “Hold my … coffee. I have a private credit firm to build.” Her 10-year track record of making a difference through TriLinc without sacrificing profit proves that you don't have to give up investment returns to do good.That’s why Stacy is thrilled to sit down with Gloria to discuss: Her backstory – how watching her father invest shaped her approach Her big pivot  – why she quit her job in a matter of 24 hours to pursue more purpose Why qualitative due diligence is vital in ESG investing The power of authenticity in weathering market dipsYou’ll walk away from this episode feeling inspired, knowing that it’s possible to garner massive success in the financial industry with heart. More about Gloria:Gloria, founder of TriLinc in 2008, boasts over 40 years of executive management experience in multi-billion-dollar financial institutions. Formerly the CEO of Deutsche Bank's U.S. Private Wealth Management Division, she held fiduciary responsibility for over $50 billion in assets, including $20 billion in emerging markets and credit instruments. At TriLinc, Gloria leads high-level strategy and growth initiatives, leveraging her deep expertise in investment product creation, sales, and distribution.Apart from her impressive professional career, Gloria has a fun and adventurous side. She absolutely loves water activities like jumping, diving, and flipping off objects into the water. Resources mentioned in this episode:Books:Halftime by Bob P. Buford, It Worked for Me: In Life and Leadership by Colin Powell ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap

99% of fund managers are doing social media wrong. Stale and stagnate. Nobody wants that. How do you get to the 1% that stops the scroll? Put some fun back in your fund game.  Today, Samantha Russell is coming on the show to teach you how to do just that.  Not only has Samantha been named an investment news 40 under 40, a Think Advisor Luminary, and one of the top 10 individuals to watch in wealth management but she’s also holds the role of chief evangelist in a highly successful marketing agency serving a whopping 40,000 clients. In this episode, Samantha and Stacy discuss:   ·       Her backstory, from bootstrapping with a nonexistent marketing budget to exit·       Tips for leveraging stories in your marketing to ramp up sales·       The key to mastering feel-good authenticity online, in sales conversations, and beyond …and so much more! Authenticity isn’t always easy in a performance-obsessed industry, but Samantha’s got you covered. Grab your headphones and get ready to learn from the best. More About Samantha Russell: Samantha Russell is the Chief Evangelist at FMG, an all-in-one marketing platform that helps more than 40,000 financial advisors and insurance agents attract new leads, stay connected with clients and grow their businesses.  In her role at FMG, Samantha teaches financial advisors how to utilize digital marketing strategies to produce exponential growth through website development, content marketing, SEO, social media, and video.Resources mentioned in the episode: Book: How to Talk so Little Kids Will Listen, Samantha's communication bible that's actually a parenting book!Song: U2 - A Beautiful Day  ---Running a fund is hard enough.Ops shouldn’t be.Meet the team that makes it easier. | billiondollarbackstory.com/ultimus- - -Thinking about expanding your investor base beyond the US? Not sure where to start? Take our quick quiz to find out if your firm is ready to go global and get all the info at billiondollarbackstory.com/gemcap