Dakota Rainmaker Podcast

In this episode of the Rainmaker Podcast, Gui Costin sits down with Brian Willer, Senior Vice President and National Sales Manager of Institutional Business Development at Federated Hermes, to discuss leadership, communication, and the operational discipline required to scale an institutional sales organization.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. 

In this episode of the Rainmaker Podcast, featuring Mark Tower, Senior Institutional Sales and Marketing Professional at Asset Management One USA, delivers a comprehensive masterclass in relationship-driven sales strategy, leadership, and career longevity within the asset management industry. With 25 years of experience, Tower offers a mix of practical advice and personal anecdotes that emphasize the importance of consistency, adaptability, and authenticity in building a successful sales career.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. 

In this episode of the Rainmaker Podcast, host Gui Costin welcomes Karl Engelmann, co-founder and COO of Sarmaya Partners, to share the story behind the firm’s rapid emergence and his philosophy on sales, leadership, and entrepreneurship. With over three decades of experience in financial services, Karl offers listeners a rare, behind-the-scenes look into launching an asset management firm and the strategic thinking driving its success.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. 

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.