Billion Dollar Backstory

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

Here’s the deal: stories sell. Powerful narratives lead to big investments. They also lead to something far less flashy yet far more valuable long-term – team buy-in. Whether you’re a start-up or scaling, your origin story is the glue that binds your allies - AKA your team - to your mission. It’s also the magnet that attracts investors. A stale story just won’t cut it. Today, Dr. Daniel Crosby and I are joining forces (again) because successful sales and scale are about combining art and science. We’re excited to bring you a deep dive on the art of a good story.Listen in as I take the hot seat and answer all of your burning questions about what makes a powerful narrative in financial services. Get ready for a deep dive on: Why villains aren’t just for the movies – how weaving one into your backstory could take it from snoozefest to a relatable, magnetic movement Real-life examples of companies with juicy hooks and villains and why they work Product-driven versus narrative driven - what's the difference?…and so much more. You never know exactly what you’re going to get when a scientist and a storyteller walk into a bar, but you know you’ll laugh and gain (proven) strategies that marry the left brain and right brain, giving you an edge in your industry. 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:Books: Shoe Dog: A Memoir by the Creator of Nike, The Laws of Wealth: Psychology and the Secret to Investing Success, Principles: Life and Work ---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

How did Gary Tenkman go from a first-generation college graduate who felt like a fish out of water in finance to CEO of Ultimus Fund Solutions, a $475+ AUI award-winning fund? It sure wasn’t easy. It took grit. It took being willing to get uncomfortable, fail, and learn (rinse, repeat). Grab your headphones and get ready for a backstory chock-full of lessons from places you’d least expect. Listen in as Gary discusses: – His backstory — from first-generation college student paying his own way to rocking the CEO seat – The importance of being willing to get uncomfortable, fail, and learn (rinse, repeat)– What it looks like to be an introvert in a very forward-facing CEO role – How being an introvert is one of the things that makes him a great leader – The power of strategic scaling – why he considers culture first and profit second when considering acquisitions More about Gary Tenkman: Gary Tenkman is Chief Executive Officer of Ultimus Fund Solutions, the largest independent registered fund administrator and one of the largest private fund administrators in the U.S.  As CEO, Gary works closely with the Ultimus executive team and board members with responsibility for providing strategic growth, financial, and operational leadership for Ultimus and its over 900 employees. Gary has over 30 years of experience in the financial services industry. He joined Ultimus in 2014 as COO and was named CEO in 2019. Gary currently also serves on the Board of Governors for the Investment Company Institute.Want More Help With Storytelling?  +  Subscribe to my newsletter to get a weekly email that helps you use your words to power your growth:https://www.stacyhavener.com/subscribe  Resources mentioned in this episode:Books: Get Out of My Life, but First Could You Drive Me & Cheryl to the Mall: A Parent's Guide to the New Teenager, Factfulness: Ten Reasons We're Wrong about the World--And Why Things Are Better Than You Think ---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

The role of Andrew Williams and Ben Arnold of Schroders Value Equities team - a team responsible for £14B+ - extends beyond managing assets; it involves fostering relationships built on trust and steering clients away from performance-driven decision-making.  In this episode, they discuss:  A period of underperformance and the heartbreaking trend of talented value investors giving upThe damaging consequences of short-term focus and the chaotic rollercoaster of hot money inflows and outflowsWhat it's really like to be a specialist within a large organization The best part? They’re also providing practical examples of how their team infuses personality and human connection into each transaction – challenging the notion that quant is king.  Tune in now and prepare to be schooled on the power of human connection and radical honesty in the investment world.  More About Andrew Williams: Andrew Williams is an Investment Director on the Schroder Global Value Team. As a founding member of the team, Andrew has played a key role in developing the team’s business and product strategy. Andrew's responsibilities include client communications, commercial strategy, product marketing materials, competitor analysis, and Investment Product Team management. Andrew joined Schroders in 2010, initially working in the Investment Communications team with a focus on UK equities. Prior to joining Schroders, he served as an analyst at an independent capital markets research firm. Andrew holds a CFA certificate in Investment Management (IMC) and earned a degree in Economics and Politics from the University of the West of England. Andrew lives in London with his wife and 2 children, who keep him very busy when he isn’t in the office! More About Ben Arnold: Ben Arnold is an Investment Director on the Schroder Global Value Team. He joined the team in 2017, and Schroders in 2016 on the graduate training scheme. Prior to joining Schroders, Ben worked as an analyst in Institutional Banking for the Royal Bank of Scotland from 2012 to 2015. He holds the CFA Charter designation and has earned an MSc in Corporate Strategy and Governance from the University of Nottingham.  Want More Help With Storytelling?  +  Subscribe to my newsletter to get a weekly email that helps you use your words to power your growth:https://www.stacyhavener.com/subscribe  Resources mentioned in this episode:BooksBen’s recommendation: Let My People Go Surfing by Yvon Chouinard Andrew’s recommendation: Meditations by Marcus Aurelius Songs Ben’s Rec: Kasabian – Fire Andrew’s Rec: Blur – Song Two ---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