Dakota Rainmaker Podcast

In this episode of the Rainmaker Podcast, Gui Costin sits down with Ryan Williams, Director of National Accounts at Swan Global Investments, to explore what makes a lean, non-channelized sales team thrive in a competitive asset management environment. Ryan shares his journey from internal wholesaling to leading Swan’s distribution relationships, offering a rare look at the mindset and discipline required to succeed in investment sales today.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. 

In this episode of the Rainmaker Podcast, Gui Costin sits down with Manish Khatta, CEO and CIO of Potomac, for a candid and insightful conversation about building and scaling a modern asset management firm through transparency, technology, and content.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. 

In this episode of The Rainmaker Podcast, Gui Costin interviews Neda Jafar, a partner at Kimmeridge, to discuss her journey, leadership philosophy, and the evolution of investor relations within a growing private equity firm. Neda offers a unique perspective shaped by her technical background in engineering and her experience building Kimmeridge’s fundraising and investor communications platform from the ground up.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. 

In this episode of the Rainmaker Podcast, host Gui Costin speaks with Chase Bower, Senior Vice President and Head of Sales at Harbor Capital Advisors. The conversation explores Chase’s journey from his early days growing up in Philadelphia and playing college football at Dartmouth to his current leadership role in the financial services industry. Chase shares how his experiences on the football field shaped his approach to team building and leadership, emphasizing the importance of collaboration, culture, and putting people in positions to succeed.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. 

Mark Levy, a differentiation strategist and founder of Levy Innovation, shares insights on how to make investment strategies stand out. He emphasizes the importance of being 'different' rather than just 'better,' suggesting techniques like flipping industry assumptions to discover unique approaches. Levy illustrates this with the Schlitz Beer story, showing how ordinary can be extraordinary. The conversation also delves into leveraging surprising narratives and passion to clarify every investment strategy's unique story.

In this episode of the Rainmaker Podcast, Gui Costin sits down with Afzal M. Tarar, Founder and Managing Partner at Quartus Capital Partners LLC, to discuss his journey in AI and technology, management consulting, venture capital, strategies for capital raising, and building a high-performance investment platform. Afzal shares his insights on the evolving landscape of alternative investments, the importance of disciplined investment processes, and the techniques that have allowed Quartus to differentiate itself in a competitive market.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 stan-dards 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 withmanagement 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.

In this episode of the Rainmaker Podcast, host Gui Costin interviews Alisa Kolodizner, Co-Owner and Managing Partner at Prairie Hill Holdings, an alternative investment firm focused on triple-net lease commercial real estate. Alisa shares her compelling journey from immigrant roots to high-impact financial professional and entrepreneur.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. 

In this episode of the Rainmaker Podcast, Gui Costin sits down with Daniel Duncan, Managing Director of Business Development and Client Services for Seafarer Capital Partners, for an in-depth conversation about building a differentiated emerging markets manager distribution plan, navigating the U.S. investment professional landscape, and scaling relationships with institutional investors. Daniel, with decades of experience in global emerging markets, shares how his background managing complex distribution landscapes informed his approach to building credibility with multiple client types centered on expertise, integrity, and long-term relationships.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. 

In this episode of the Rainmaker Podcast, Gui Costin speaks with Michael Ashmore, Founder of Rondeivu, an end-to-end InvesTech platform transforming how institutional investors source diligence, transact, and monitor investments across private markets. Michael, with over 20 years of experience in finance, private equity, and venture capital, shares his journey from a background in law and economics to founding Rondeivu after recognizing the inefficiencies in private markets and deal processes.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. 

In this episode of the Rainmaker Podcast, host Gui Costin welcomes Dean Kantor, the founder and CEO of CoreGro, a private equity real estate firm focused on generating long-term value through strategic acquisitions and structured investments. Dean, who has over 20 years of experience in finance, private equity, and real estate, shares his journey from starting in wealth management to creating CoreGro, a platform focused on mid-market investments in U.S.Healthcare real estate.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 pillars of the firm’s philosophy. After over a decade of managing investments across various sectors, Dean launched CoreGro in 2018 to provide investors with access to real estate opportunities focused on wealth generation, downside protection, and long-term value creation.The firm operates in the mid-market, focusing on properties ranging from $3 to $15 million and above, which are too large for retail investors but too small for most institutional funds.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.