Billion Dollar Backstory

145 The £800B+ Advisor Who Thinks Nature Is the Asset Class We Missed: Meet Robert Gardner, Co-Founder of Rebalance Earth

Stacy Havener — Wed, 15 Apr 2026 04:00:00 -0400

Robert Gardner has built four ventures in financial services, including Redington, the UK investment consultancy that’s advised on £800B+ in assets.

Now he’s taking on a new category: Natural Capital.

Because nature has always been “investable”, just usually as a commodity.

The old way looks like squeezing every ounce of value out of the Earth without any regard for long-term consequences. The playbook was essentially cut it down, harvest it, extract the value, and move on.

Robert thinks that model is outdated, and he’s building the alternative, making nature an investible asset class (more like real estate or infrastructure), where the value comes from what nature does, not what you can take from it.

In this episode, Stacy Havener sits down with Robert to get concrete about what investing in nature looks like in the real world.

Listen in to hear:

What changes when you’re not raising money for a strategy… but for a new asset class
How Robert translates Natural Capital into familiar investing language (property/infrastructure)
A real case study (Nestlé + oyster reefs) and the incentive chain behind it
What underwriting looks like when your revenue is tied to nature doing its job
Why legitimacy comes from repetition + simplicity (not complexity)
The early-stage trust-building lesson every emerging fund manager needs

More about Rob Gardner:

Robert is Co-Founder & CEO of Rebalance Earth, the UK’s largest dedicated Natural Capital asset manager. He previously served as Investment Director at St. James’s Place and co-founded Redington, Mallowstreet, and RedSTART. His work is focused on making nature an investible asset class and proving finance can be a force for good.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

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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

144: If Conferences Feel Like a Time Suck, You’re Doing This Backwards | Story Snacks Series

Stacy Havener — Wed, 08 Apr 2026 04:00:00 -0400

Let's talk about conference season.

You showed up and collected a gazillion business cards. You smiled until your face hurt. And three days later you got home, looked at that stack of business cards, and thought… now what?

If that sounds familiar, this Story Snack is for you.

In this episode, Stacy breaks down why conferences tend to feel like a huge waste of time.

She’s sharing what she’s learned over the years about what it actually takes to make a conference worth your time.

Listen in to learn:

What most people get backwards about conference ROI
The pre-work that changes who you meet (and how those meetings feel)
How to turn “great meeting you” into “let’s keep talking”
Why doing less on-site and more upfront is the move

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

143: She's Sat Across From Hundreds of Managers. Here's What Actually Earns the Yes. Meet Shannon Saccocia, CIO of Neuberger Berman Wealth.

Stacy Havener — Wed, 01 Apr 2026 04:00:00 -0400

Shannon is Managing Director and Chief Investment Officer for Wealth at Neuberger Berman, a firm with north of AUM, and she's spent years on the other side of the table, sitting through roughly 300 manager meetings a year. She knows exactly what earns credibility fast. And she knows exactly what kills it.

In this episode, Stacy Havener sits down with Shannon to pull back the curtain on what allocators are actually looking for, and why the managers who win aren't the ones performing. They're the ones listening.

Because the real answers don't come out when you're trying to sound smart, they come out when you're genuinely trying to understand. And the questions you ask say a lot more about you than the vocabulary you use.

Shannon also gets into what it actually means to build solutions from real client problems instead of copying the industry playbook and why a $560B firm can still feel boutique when the mindset is right.

Listen in to hear:

Why courage almost always precedes confidence
What 300 manager meetings a year taught her about what allocators really care about
How she asks questions that make people drop the script
Why focusing on trying to sound smart backfires for PMs in meetings
Why complexity bias can quietly hurt your distribution
What allocators mean when they say "help us help you"
Why simple, repeatable messaging wins, especially when someone else has to retell your story

More About Shannon Saccocia:

Shannon Saccocia, CFA, is Managing Director and Chief Investment Officer for Wealth at Neuberger Berman, a global investment manager with north of $560B AUM. As a member of the firm's global Asset Allocation Committee, she works closely with investment leadership to establish market views, strategic and tactical asset allocation, and portfolio recommendations for Wealth clients.

Before joining Neuberger Berman in 2023, Shannon served as Chief Investment Officer at SVB Private and Boston Private Wealth, overseeing portfolio construction, manager selection, and asset allocation. She has also held senior roles at Banyan Partners and Silver Bridge Advisors focused on manager selection and portfolio construction.

Shannon holds a BA in Economics and History from Brandeis University and has earned both the CFA and CIMA® designations. She is a longtime CNBC contributor and is regularly featured across financial media. She lives in the Boston area with her husband and two children.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

142: From BlackRock to Boutique, Ellen Bockius of JLAM on Career Pivots, Boutique Building, and Overlooked Markets Big Funds Ignore

Stacy Havener — Wed, 25 Mar 2026 04:00:00 -0400

What do a Notre Dame finance degree, a brief detour into ninth-grade teaching, a Merrill Lynch internship, and 20 years at BlackRock have in common?

They’re all plot twists on the road to finding exactly where you belong.

In this episode, Stacy sits down with Ellen Bockius, Head of Business Development & Marketing at JLAM, a boutique real estate investment firm focused on the Mid-Atlantic coast, an area big institutional money often overlooks.

Ellen shares what it’s like to build a career by raising your hand and moving across businesses… and then suddenly have the “scaffolding” that held your career together at a big shop disappear. She doesn’t gloss over that chapter. She walks right into it.

Listen in to learn:

How Ellen went from “maybe I’m meant to be a teacher” to getting recruited into BlackRock (back when it wasn’t a household name)
What it was like to be a right-brained creative in a sea of left-brained people at BlackRock
What happens when the company that felt like your identity is suddenly no longer part of your story
Why moving from a big shop to a boutique is harder than people think
JLAM’s edge: operating experience + overlooked secondary/tertiary markets where big funds won’t even pick up the phone

This one is for anyone who’s ever wondered if the push they didn’t ask for might actually be the gift they needed.

More about Ellen Bockius:

Ellen Bockius is the Director of Business Development & Marketing at JLAM, where she leads investor relations, capital raising, and strategic partnerships. She previously spent 20+ years at BlackRock in senior marketing and client leadership roles, including Managing Director and Head of Institutional Client Marketing.

A native Delawarean and proud graduate of the University of Notre Dame, Ellen is also deeply committed to education and community service. She serves on the Catholic Diocese of Wilmington School Board and has been actively involved in various industry and philanthropic organizations. When she’s not helping shape the future of JLAM, she’s raising four incredible children with her husband, Troy, her most rewarding and fast-paced role yet.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

141: The VC Model Was Built for Tech. Healthcare Needs Something Else. Buffy Alegria of Loud Ventures on building what’s missing.

Stacy Havener — Wed, 18 Mar 2026 04:00:00 -0400

What if the questions you ask say more about you than the answers you give?

Two weeks before graduating from college, Buffy Alegria walked into a bank job interview knowing basically nothing about banking.

But she did walk in with four pages of questions on a yellow legal pad.

They hired her before she finished the first page.

That moment set the tone for everything that came after.

Today, Buffy is the co-founder of Loud Ventures, a healthcare-focused venture capital firm built on a simple (and kind of radical) belief:

The traditional VC model was designed for tech, and Healthcare doesn’t play by those rules.

After years in commercial banking, negotiating remote work way before it was normal, raising a women’s health fund entirely virtually during COVID, serving on a rural health board for more than a decade, and learning firsthand (as a patient) what happens when systems break down… Buffy and her co-founder Navin decided to build something different…

Venture capital for healthcare, by healthcare.

In this episode, you’ll hear:

The interview move that changed her trajectory (and why four pages of questions is a power play)
How she negotiated remote work postpartum before remote work was a thing
What it was really like raising a women’s health fund as a first-time manager… on Zoom… during COVID
Why “underserved” isn’t a buzzword at Loud Ventures (women’s health + rural health as a serious lens, not a niche)
What it actually means to be loud and active beyond the check
A real-world example of innovation meeting reality: pediatric anesthesia in dental offices, reimbursement pathways, and why “great idea” isn’t enough
Buffy’s diligence philosophy: why qualitative signals like curiosity and adaptability can matter more than early numbers

If you’re building in healthcare (or allocating to it), this one will make you think differently about what “good” looks like.

More about Buffy Alegria:

Buffy Alegria doesn't just invest in healthcare: she's lived it. From the NICU to the boardroom, her path through banking, women's health venture, and hospital governance taught her that real progress takes more than a check.

As Managing Partner of LOUD Ventures, she’s proving that healthcare venture can be done differently by building alongside founders with capital, clinical depth, and operational grit.

When she's not building the future of healthcare, she's skiing, hiking, or water skiing in the Pacific Northwest with her two dogs. Oh, and wearing her newest hat: dedicated college campus road-tripper cheering on her athlete daughters.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

140: From the other side of the bond desk to $270M AUM. Meet Sweta Singh, Co-Founder of City Different Investments.

Stacy Havener — Wed, 11 Mar 2026 04:00:00 -0400

What if the secret to building a firm people know, like, and trust wasn’t a slicker pitch deck… or a better track record?

What if it was the audacity to just be yourself?

Sweta Singh didn't wonder. She just built it.

Before she was a founder, she was on the other side of the desk entirely, issuing bonds for the State of New York, watching how public money moves through communities, hospitals, schools, and retirement funds. Most portfolio managers never see that side. Sweta did. And she never forgot it.

Twenty-five years later — Wellington, Income Research, Thornburg — she took the leap. City Different is what happened next.

In this episode, Stacy Havener sits down with Sweta to talk boutique building, muni bonds, and why being "boring" in the right part of the portfolio is actually the goal.

Listen in to hear:

Sweta’s backstory – From India to full scholarship to Albany bond issuer
How she got hooked on finance (and why the policy/markets/human behavior collision lit her up)
What issuing bonds before managing them taught her about how muni debt connects to real voters, real communities, and real consequences
The City Different origin story: why the name is a love letter to Santa Fe (and a reminder to stay different)

More about Sweta Singh:

Sweta Singh is a fixed-income portfolio manager and co-founder of City Different Investments, with more than 25 years of industry experience. Her desire to constantly learn and adapt has been her greatest gift, and the thread that connects every chapter of her career.

After immigrating to the U.S. and earning degrees from the University of Massachusetts (summa cum laude), the University of Texas at Austin, where she was awarded the Barbara Jordan Fellowship, and SUNY, she began her career in New York State's Debt Division, learning every aspect of bond issuance from the ground up.

That other-side-of-the-desk foundation carried her through roles at Wellington Management, Income Research and Management, Breckinridge Capital Advisors, Thornburg Investment Management, and Wilkins Investment Counsel, building expertise across municipal bonds, corporate credit, agencies, and treasuries along the way.

Sweta believes investing is dynamic and that its future belongs to the best of both human and machine. It's a belief she brings to life every day at City Different Investments.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

139: She dealt blackjack to pay for college. Now she runs a $5 trillion company. Meet Orion CEO, Natalie Wolfsen.

Stacy Havener — Wed, 04 Mar 2026 04:00:00 -0500

Most CEO stories start with an Ivy League credential and a tidy career ladder, but this one starts with a blackjack table.

Before Natalie Wolfsen was running Orion, she was dealing cards to pay for college. At the time, she had no idea that the lessons she was learning on that casino floor would follow her all the way to the C-suite.

In this episode, Natalie opens up about the chapters that don't fit neatly on a résumé and why she believes those are often the most important ones.

Listen in to hear:

How she parlayed casino marketing into a career in finance
Why she walked away from a thriving role at American Express to try entrepreneurship
The startup that failed in 8 months and why she'd do it again in a heartbeat
How saying yes to "inconvenient" opportunities compounded into a career she never could have planned

More about Natalie Wolfsen:

Natalie Wolfsen joined Orion Advisor Solutions as CEO in October 2023 and is a member of the firm’s Board of Directors. She is the former CEO of AssetMark and has nearly 30 years of financial services industry experience. For over 25 years, Natalie has served independent advisors (RIA and broker-dealer affiliated) with more than a decade of working with independent and insurance broker-dealers. Prior to joining AssetMark in 2014, Natalie previously held digital and investment platform development, investment solution management, strategy and marketing roles at First Eagle Investment Management, Pershing, Charles Schwab and American Express. Natalie has an MBA from University of California, Los Angeles and a Bachelor of Arts degree from University of California, Berkeley.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

138: What to Say When Allocators Ask “What Makes You Different?” | Story Snacks Series

Stacy Havener — Wed, 25 Feb 2026 04:00:00 -0500

Every allocator asks: “What makes your boutique different?”

And most fund managers default to something like, “Our people are great!” or “Our process is best-in-class!”

Which is fine. It’s just… also what everyone else says.

In this episode, Stacy explains why saying “We’re better” in meetings won’t do you any favors and why being different (even if it’s uncomfortable) is the best way to stand out to allocators.

Listen in to learn:

Why you don’t want to make up differentiators in the moment
Why trying to be polite is the fastest way to blend in and be forgotten
The Truism Test (a fast way to spot a “differentiator” that’s actually table stakes)
The prompt that reveals where you’re out of consensus with your peers (and why that’s your edge)
Why the best differentiator often takes a little courage to say out loud

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

137: How to Keep Your Story Fresh in 2nd + 3rd Meetings | Story Snacks Series

Stacy Havener — Wed, 18 Feb 2026 04:00:00 -0500

“Ugh… I’m going to sound like a broken record.”

If you’ve felt that in a 2nd or 3rd meeting, you’ve probably had the urge to “freshen up” your story just to keep it interesting.

In this episode, Stacy breaks down why that instinct can backfire.

She’s digging into what actually matters in follow-up meetings, especially when new people join, when the sales team thinks “we already covered that,” and when you’re tempted to improvise a whole new version of your story.

Listen in to learn:

Why “repetitive” might be a you problem (not a them problem)
Why you don’t want your story to shift too much between meetings
The simple test for whether you should “run it back” (even in a 3rd meeting
How to tee up repetition without it feeling awkward

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

136: Founder First, Team Second (Here’s Why) | Story Snacks Series

Stacy Havener — Wed, 11 Feb 2026 04:00:00 -0500

Most founders lead with the team because they’re trying not to sound egotistical.

But allocators aren’t sitting there thinking, “Wow, great org chart.” They’re thinking: “Do I understand this firm yet?”

In this episode, Stacy breaks down what allocators actually want in the first meeting and why you’re better off leading with a crisp origin story (even if the founder isn’t in the room to tell it).

Listen in to learn:

How to tell the founder story without it sounding like “me, me, me”
What to do when you’re not the founder (or the founder isn’t there)
How co-founders/co-managers can stay aligned on one clear version of the story
Where to place team so it builds trust instead of overwhelming the opener

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

135: Be the Jimmy Fallon: The Secret to Meetings That Don’t Go Off the Rails | Story Snacks Series

Stacy Havener — Wed, 04 Feb 2026 04:00:00 -0500

If your meeting goes off the rails, it’s not because your prospects are “unruly.” It’s because no one’s driving.

And with the right moves, you can take the wheel fast without making it weird.

In this episode, Stacy breaks down how to prevent unhelpful tangents before you ever walk in the room (hello, champion prep call) and what to do in real time when someone hijacks the conversation.

Listen in to learn how to:

Prep with your champion so you walk in knowing who’s who in the zoo (and who might go rogue)
Use a simple meeting prep doc so everyone stays aligned on the goal, flow, and roles
Redirect tangents — whether they come from the prospect or your fund manager — without anyone feeling embarrassed (we don’t kick people under the table around here)
Be the Jimmy Fallon of the meeting who breaks the ice and keeps things moving without making it awkward sauce

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

134: Do Different Audiences Need Different Versions of Your Story? | Story Snacks Series

Stacy Havener — Wed, 28 Jan 2026 04:00:00 -0500

Ever felt the urge to tidy up your story before sharing it? You scan the room, see the impressive bios and the blazers, and think: “Oof... maybe I should skip that part.”

You’re not wrong for feeling that way, and you’re definitely not the only one.

In this episode, Stacy opens up about her London panel debut, where she felt that pull to edit out the messy parts of her story on the fly. She’s explaining why she chose to dig in her heels and tell the raw version, even though it was nerve-racking (and why she recommends you do the same).

Listen in to learn:

Why you shouldn’t prepare multiple versions of your story, pitch, or deck for different crowds
How to adjust your story to fit the room without sacrificing authenticity and clarity
The “still me, just work-me” approach that will help you tweak your delivery without losing the vulnerable parts of your story that make you memorable

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

133: If You’re Still Using the Traditional Sales Funnel in 2026, You’re Stalling | Story Snacks Series

Stacy Havener — Wed, 21 Jan 2026 04:00:00 -0500

If you’re still following the traditional sales funnel framework in 2026, your firm’s growth is sure to stall.

Because the “inverted triangle” view of a funnel is oversimplified, and it’s starting to feel like the fundraising version of that tired investment process slide that makes everyone want to poke their eyes out.

It flops because not everyone in your funnel needs the same thing, and “just checking in” isn’t a follow-up strategy that actually moves people forward.

That’s why in this episode, Stacy’s breaking down what actually works to keep your funnel healthy.

Listen in to learn:

• Why the funnel isn’t a simple inverted triangle (and what it really looks like in practice)
• What people at the top, middle, and bottom of the funnel actually need from you
• The real job of the middle of the funnel (and why most teams ignore it)
• Why filling the top of the funnel is harder than closing deals
• Creative ways to get in front of new prospects (without spammy outreach)
• Why LinkedIn works so well for this when you share the right kind of content

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

132: Brushed Off or Ghosted After a Meeting? Do This | Story Snacks Series

Stacy Havener — Wed, 14 Jan 2026 04:00:00 -0500

You thought you nailed the meeting. The conversation went well, heads were nodding, and everyone seemed engaged. Then you followed up with a thoughtful email and… crickets.

Or maybe you got hit with the four words every fund manager dreads hearing: "We’ll watch you."

Most people take either of those as signals to retreat and move on. But what if they're actually something else entirely?

In this episode, Stacy explains why hearing "no" (or radio silence) doesn't always mean your deal is dead.

She's also sharing the high school soccer philosophy that changed how she handles rejection in sales, plus the exact move that turned a "we'll watch you" into a $50 million yes.

In this episode, you'll learn:

What "maybe" really means and why it's probably not what you think
How to spark the honest conversation that could actually save the deal
A meeting-prep strategy that helps you avoid ghosting before it ever happens

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

131: You Keep Making the Final Meeting—But You’re Not Winning (Here’s Why) | Story Snacks Series

Stacy Havener — Wed, 07 Jan 2026 04:00:00 -0500

You made it to the final investor meeting again. You were sure this one was yours because your pitch was on point (no surprise, given that you rehearsed every line).

But still... no deal.

What gives? Why are you always the bridesmaid but never the bride?

In this episode, Stacy is breaking down why so many fund managers find themselves stuck in this frustrating loop.

Listen in to learn:

Why trying to win allocators over in the last round is a losing game
The kind of meeting prep that actually pays off (hint: it doesn’t involve you rehearsing lines for hours in the mirror)
How to make your message land without over-explaining and putting everyone in the room to sleep
Why the final few minutes of your meeting are crucial and the secret sauce to standing out with your closing

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

130: How to Create a Business Plan That Actually Moves the Needle in 2026

Stacy Havener — Wed, 31 Dec 2025 04:00:00 -0500

If you’re like most founders, “creating a yearly business plan” is one of those tasks you keep bumping to the bottom of your to-do list.

Maybe you tell yourself you’ll get to it when things slow down, but they never do.

And before you know it, you’re steamrolling into the new year without a plan, which leads to overthinking every single decision and drowning in busy work.

And somehow you end the year wondering how you were so busy… without feeling like you moved the needle at all.

Stacy doesn’t want that to be your reality at the end of 2026. That’s why today, she’s walking through the exact planning framework she uses with clients inside her membership, The Boutique Investment Collective.

In this episode, she covers:

How to set a 10-year “10-bagger” goal that feels exciting and directional (not something that makes you freeze or avoid the plan altogether)
Her process for breaking big annual goals into quarterly focuses you can realistically carry while still running a business (and a life)
Why it’s time to stop using AUM as your only scorecard
How to get clear on what’s in your control, what isn’t, and where you’re wasting energy trying to force outcomes
The mistake that’s making your sales harder than they should be (and how to streamline your sales process in 2026)

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

129: From a $5M Cold Call to a $1B Comeback: Cole Wilcox of Longboard Asset Management on the Fundraising Grind and Founder Resilience

Stacy Havener — Mon, 22 Dec 2025 04:00:00 -0500

Everyone loves a success story, but what we don’t talk about enough is what it costs to get there.

And what it’s like before the money is wired or anyone cares.

Before all of that, there was a guy with a phone, a thesis, and a long list of people telling him no.

That guy was Cole Wilcox.

In this episode, Stacy Havener sits down with Cole, CEO & CIO of Longboard Asset Management, to talk about what it really takes to build an investment firm when you don’t start with pedigree, proximity, or institutional backing, just conviction and the willingness to keep going when quitting feels rational.

In this episode, you’ll hear:

How one cold call turned into Longboard’s first $5M
Why founder-led fundraising is unavoidable in the early years, no matter how strong your strategy is
What it feels like to hear “call me at $100M”… and then hear it again at $1B
How surviving multiple market crises permanently reshaped Cole’s relationship with risk
The moment Longboard nearly shut down, and the structural pivot that kept the firm alive
The real cost of broken partnerships (and why people issues end more firms than markets)
What resilience actually looks like when walking away feels like the logical move
Why staying power might be the most underrated edge a founder has

More About Cole:

Cole Wilcox, Chief Investment Officer at Longboard, has specialized in trend following investment strategies for over 20 years. As a co-author of award-winning research, he has been profiled in bestselling investment books, featured in major media outlets such as The Wall Street Journal, CNBC, and Bloomberg, and is a frequent guest on popular podcasts. Cole leads a highly accomplished team at Longboard, delivering innovative, low-correlation investment strategies that leverage trend following to capture market opportunities.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

128: From Harvard Endowment’s $4B Agriculture Team to Founding an Investment Boutique, Meet Mike Denklau of Dorset Agriculture

Stacy Havener — Wed, 17 Dec 2025 04:00:00 -0500

“Be authentic.” “Own your story.” “Sharpen your edges.”

We say these things at Havener Capital all the time (and Stacy says them a lot). But here’s the real question: do they actually move the needle?

Mike Denklau, founder of Dorset Agriculture, is here to tell you they do. Today, he’s giving us a behind-the-scenes look at what happens when you stop code-switching… and start building from your real story.

Before launching Dorset, Mike was part of Harvard’s endowment, helping manage a $4B+ agriculture and timber portfolio. Long before that, he was an Iowa farm kid. The journey from flannel in the fields to fund meetings in Boston is full of lessons for any founder navigating identity, fundraising, and first-time firm-building.

Here’s what you’ll hear in this episode:

How a kid from Iowa ended up managing billions at Harvard and how that full-circle moment sparked Dorset’s launch
The overlooked opportunity in ag investing most firms ignore (and where meaningful, steady alpha may actually be hiding)
How Mike landed his first investor without a pitch and without trading his comfy flannel in for a stiff suit to fit in
Why boutique founders need to stop hiding behind polish and let LPs see the messy middle (because that’s where conviction is built)
What early-stage fundraising actually feels like and how to keep going when the uncertainty feels personal and loud

This isn’t just a story about agriculture.

It’s a case study in what happens when you own your different, build what the market didn’t even know it needed, and let your backstory do what it does best: open doors that fitting in never could.

More about Mike Denklau:

Mike was born into a third-generation farming family and raised on a farm in Iowa. He has 14+ years of investment and finance experience and was involved with $8B+ of transactions.

Prior to Dorset, Mike was an agriculture investor at Solum Partners and Harvard Management Company. Previously, Mike held investment and investment banking roles at Hudson Advisors, Barclays, and Lehman Brothers.

Mike earned a MBA and JD from Northwestern University and a BBA in Finance and a BS in Political Science from the University of Iowa. Mike is also a member of the Illinois State Bar Association.

Mike enjoys golf, skiing, and Hawkeye football. He currently lives in Boston with his wife, two children, and golden retriever.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

127: Ops That Actually Work: Real Stories from the Front Lines with Ultimus Fund Solutions

Stacy Havener — Wed, 10 Dec 2025 04:00:00 -0500

In this industry, everyone talks about innovation. But innovation rarely starts in a conference room. It starts when a client hits a wall. When they’re overwhelmed, under pressure, or staring at an opportunity they can’t quite reach alone.

That’s where Ultimus Fund Solutions steps in. This team doesn’t just throw tech at the problem. They roll up their sleeves, pick up the phone, and build real solutions, side by side with their clients.

In this episode, you’ll hear what that actually looks like:

A multi-billion-dollar RIA streamlining 400+ SMAs and mutual funds into a single ETF that’s now at $1.2B and climbing
A $20B alternatives manager slashing launch time nearly in half with Ultimus Gateway
A private credit strategy that didn’t exist until Amanda’s team built it, piece by piece
A middle office crew turning “random one-off asks” into a well-oiled machine
A data team translating challenging requests into crystal-clear, decision-ready KPIs

If you’ve ever wondered what a true partnership feels like in financial services, this is your peek behind the curtain.

More About Ultimus:
Ultimus Fund Solutions delivers fund servicing, middle and back office support, and one-of-a-kind solutions across ETFs, mutual funds, private funds, and alternatives, with real people who actually listen, collaborate, and deliver.

Learn more at billiondollarbackstory.com/ultimus

126: Three Ways to Make Panels Less Awkward and More Effective | Story Snacks Series

Stacy Havener — Wed, 03 Dec 2025 04:00:00 -0500

Panels are weird. Everyone’s trying to look smart without sounding rehearsed.

And somehow you’re supposed to introduce yourself and tell memorable stories in just a matter of minutes.

It’s not easy, and it’s not something you want to wing (especially if you want to make sure your participation is worth your while).

That’s why, in this episode, Stacy’s breaking down her top dos and don’ts for showing up sharp and human on a panel. Whether you’re intro’ing yourself or riffing off someone else’s point, these moves will help you actually make your time on stage count.

You’ll learn:

What makes a 90-second intro land
How to make a panel feel less like a meeting that should’ve been an email
A better way to add to someone else’s point (without just repeating it and blending in)

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

125: Seb Stewart, Partner at $20B Pacific Asset Management & IMI Chair on Why Allocators Really Say Yes and How Boutiques Win

Stacy Havener — Wed, 26 Nov 2025 04:00:00 -0500

Most people love to talk about the “boutique advantage,” but very few can show you what it actually feels like from the allocator’s side of the table.

Seb Stewart can.

Seb is Partner and Head of US Institutional BD at Pacific Asset Management (~$20B AUM) and Chair of IMI, the global think tank for specialist firms.

In this episode, Seb and Stacy sit down at NASDAQ Studios to discuss what allocators actually value, why boutiques win when they stop acting like large platforms, and how human behavior (not products or performance) raise real funds.

In this episode, you’ll hear about:

Why fundraising is really about selling people and behavior, not products
The underestimated trust dynamic between PMs and fundraisers
The behavioral cues allocators read before they ever open your deck
Why boutiques win on access, alignment, independence, and specialization
Key insights from IMI’s landmark research on what truly sets boutiques apart
Why distribution and story remain the biggest choke points for boutiques

More About Seb:
Prior to joining Pacific as Head of US Institutional Sales, Seb spent 11 years at emerging market specialist, Somerset Capital Management LLP where he had been a Partner, Head of Client Services and latterly Deputy Head of Marketing. Seb helped grow the firm from $1.5bn to $10bn in AUM, working with institutional and wholesale clients across the world, with a particular focus on pension funds, foundations, endowments, family offices and investment consultants in the US.

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

124: The First Step to Bringing Your Fund to the U.S. (It’s Not What You Think) | Story Snack Series

Stacy Havener — Wed, 19 Nov 2025 04:00:00 -0500

If your firm’s outside the U.S. and you’re thinking about bringing your fund here, you’ve probably already started googling and found yourself a million new to-dos.

But before you start checking off all of the boxes (structure, fees, compliance, product, etc.), make sure you’re not skipping the vital first step most fund managers miss.

In this episode, Stacy breaks down the underrated first step that sets successful firms apart when they expand into (or out of) the U.S. and why the smartest managers start with who, not how.

You’ll learn:

• The mindset shift that saves months of frustration
• How co-creating with investors builds traction early
• Who to call when you’re entering or exiting the U.S. market
• A smarter way to test your idea before spending a dime

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

123: Devon Drew, From Sales Exec at a Trillion Dollar Asset Manager to Founder of Tech-Enabled Sales Platform AssetLink on Why Fund Distribution Needs Disruption

Stacy Havener — Wed, 12 Nov 2025 04:00:00 -0500

You know those Wall Street movies where young, hungry salespeople make 500 dials a day?

That was real life for Devon Drew.

He built his career in distribution at some of the biggest asset managers in the world—including Vanguard—before walking away from it all to launch AssetLink, a tech platform designed to disrupt how fund distribution gets done.

Because Devon realized something: the model wasn’t just archaic, it was broken.

Now, he’s putting powerful tools in the hands of fund managers who’ve been overlooked for too long and giving wholesalers a way to work smarter, not harder.

In this episode, Stacy and Devon discuss:

What it’s really like to go from Wall Street to founder life
Why the old-school “spray and pray” sales model needs to go
How AssetLink is making sales teams more efficient (and more human)
What Silicon Valley taught Devon about innovation (and what Wall Street can learn from it)
His experience with Google’s accelerator program and what it means to build “tomorrow, today”

More About Devon:

Devon Drew is the Founder & CEO of AssetLink, an AI-powered platform modernizing fund distribution.

With 18+ years in asset management and over $30B raised, his career spans major players like:

Merrill Lynch & J.P. Morgan Chase (Financial Advisor)
Fred Alger & American Century (VP, Wealth Management Sales)
Vanguard ($10T AUM, Sr. Exec in Broker/Dealer Sales)

In 2021, Devon founded DFD Partners, the early version of what would become AssetLink, a tool built to help under-resourced managers compete and win in distribution.

Drew has been recognized for his innovative work, receiving several accolades, including:

• Top 25 Founders of 2025 by Founders Square

• 2025 AWD Pioneer Award

• Top 10 to Watch in 2024 by wealthmanagement.com

• Finalist for the Wealthies Award in 2023, 2024 & 2025

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

122: Your Founder Is Stepping Back—Now What? | Story Snacks Series

Stacy Havener — Wed, 05 Nov 2025 04:00:00 -0500

The founder is retiring. The team is evolving. The story… gets archived?

Not so fast.

In this episode, Stacy shares what to do before you toss the origin story and how to transition from version 1.0 to 2.0 without losing the magic.

Inside the episode:
• Why “retiring the founder” ≠ “retiring the story”
• How to pull legacy threads into your firm’s next chapter
• What to do if the original story was never that strong to begin with

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

121: Chat Reynders, Co-Founder of a $4B RIA Reynders McVeigh on True Impact Investing, Differentiation, and Owning Your Story

Stacy Havener — Wed, 29 Oct 2025 04:00:00 -0400

Some RIAs slap ESG labels on products and call it impact investing. Chat Reynders has been doing it for real, since before it was cool.

In this episode, Chat sits down with Stacy Havener to unpack the story behind Reynders, McVeigh Capital Management, the $4B firm he co-founded after starting his career… raising money for a whale documentary.

Yes, really.

In this episode, you’ll hear about:

The wild backstory of how raising $4.5M for an IMAX film on whales sparked Chat’s lifelong mission to fuse capital with purpose
Why Chat walked away from traditional finance (and how that shaped his view on sustainable investing)
The truth about ESG, what Wall Street got wrong, and how Reynders McVeigh is doing it differently
The power of curiosity, clarity, and staying true to your story (especially in a world full of productized sameness)
How declaring your firm’s identity can fuel growth both externally and within your team

Whether you're a founder, an investor, or someone trying to align your money with your mission, this conversation will get you thinking.

More About Chat:

Chat Reynders is the Chairman and CEO of Reynders, McVeigh Capital Management, a $4B RIA he co-founded in 2005. With over 25 years of experience in investment management and social venture investing, Chat is known for blending fundamentals with forward-thinking strategies—and for being a true pioneer in values-driven investing.

Beyond finance, he’s raised over $150 million through public/private partnerships to support cultural and environmental initiatives worldwide. A longtime producer of socially conscious IMAX films (including the Oscar-nominated Dolphins), Chat’s passion for impact extends to his work on the board of the MacGillivray Freeman Educational Foundation and other nonprofits.

His work has been featured in The Wall Street Journal, Forbes, Barron’s, and Business Week.

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

- - -
Make The Boutique Investment Collective part of your Billion Dollar Backstory. Gain access to invaluable resources, expert coaches, and a supportive community of other boutique founders, fund managers, and investment pros. Join Havener Capital’s exclusive membership

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

120: Lon Stroschein, Founder of Normal 40 and best-selling author of The Trade, on Why High-Achieving Professionals Often Feel Unfulfilled and Want More From Their Story

Stacy Havener — Wed, 22 Oct 2025 04:00:00 -0400

Out of more than 100 episodes, this is the one that brought Stacy to tears.
And once you hear it, you’ll understand why.

Meet today’s guest, Lon Stroschein, founder of Normal 40, where he works with high-achieving professionals who look successful on the outside but feel stuck on the inside.

In this episode, he and Stacy talk about:

His backstory – how he went from farm kid to D.C. insider to leading billion-dollar deals in corporate America
What made him walk away from all of it with no backup plan, just a gut feeling that he was meant for more
Why “success” can still feel empty (even when everything looks great on paper)
What it really means to outgrow your life (and how to know when you’ve hit that point)
The freedom that comes when you stop pretending and finally get honest with yourself

And the surprising patterns he’s seen after thousands of coaching convos with top performers who feel stuck, too

This one’s real, raw, and full of truth.
If you’ve ever thought “there’s gotta be more than this,” hit play.

More About Lon:

Lon Stroschein is the founder of Normal 40®—a movement for elite providers who’ve built success but feel quietly stuck. He helps high performers trade the life they’ve outgrown for one they actually want.

A fourth-generation South Dakota farm kid, Lon’s values were shaped by early mornings, hard work, and quiet grit. He spent six years working for a U.S. Senator, followed by six years in private banking and finance, then 14 years as a public company executive—leading strategy, growth, and M&A, including a $2.1B transaction.

In 2022, Lon made The Trade—leaving the title, income, and image behind, without a backup plan. No resume. No safety net. Just a belief that his work there was done, his best decade was in front of him, but that it wasn’t going to be found where he was standing.

Since his resignation, Lon has coached thousands of elite professionals—physicians, executives, entrepreneurs, attorneys—who feel stuck at the top. Through 1,000+ confidential coaching calls (Rambles), he’s built the world’s most honest library of career transformation—and a library of some of the most incredible stories you will never hear.

What he’s learned is simple: most people aren’t lost—they’re just done pretending.

Lon’s best-selling book, The Trade, continues to reshape the lives of people he will never meet.

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

119:Toussaint Bailey, Exited Founder of a $2B RIA + Managing Partner of Uplifting Capital, on Differentiation, Values-Aligned Investing, and What Comes After a Big Exit

Stacy Havener — Wed, 15 Oct 2025 04:00:00 -0400

A lot of people build firms.
Very few sell them.
Even fewer?
Walk away from it all to start again.

But that’s exactly what Toussaint Bailey did.

After building and selling a $2B RIA, he’s back on the founder path, this time leading Uplifting Capital, a values-first platform rethinking what private market investing could look like.

In this episode, he sits down with Stacy to discuss:

His backstory – How growing up in SoCal shaped his belief in “actionable faith in possibility”
Why he left a law partnership to help build an RIA
The cultural ethos that scaled Enso Wealth to $2B AUM and an eventual exit
Why he launched Uplifting Capital and how it’s redefining access to values-aligned private markets
A storytelling framework any fund manager can use to stand out (hint: it starts with “we’re not that.”)

About Toussaint Bailey:

Toussaint’s career has been built on a belief in the promise of possibility. As Founder and Managing Partner at Uplifting Capital, this belief manifests itself as investment in “Impact Alpha,” funds, and companies that produce compelling financial performance through gap-closing solutions in critical areas like education, healthcare, affordable housing, and renewable energy.

Prior to founding Uplifting Capital, he was CEO and Chairman of Enso Wealth Management, a private wealth firm with a mission to translate wealth into fulfillment for clients and advisors. Toussaint joined Enso shortly after its formation in 2017, overseeing the firm’s rapid growth to nearly $2 billion of assets under management and its eventual acquisition. Before financial services, Toussaint spent over a decade as a practicing attorney.

Toussaint has served in several advisory and board capacities, including Impact Investment Subcommittee of the Alternative & Direct Investment Securities Association; Investor Advisory Board of HBCU Founder Initiative; Advisory Board of Catalyst Housing Group; Advisory Board of SIY Global; and Board of Regents of Saint Mary’s College of California.

Resources Mentioned in This Episode:

Book: Finding Meaning by David Kessler (the “sixth stage” of grief: finding meaning).

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

118: Joe Greco, Founder of Palio, From the NYSE Trading Floor and CNBC to Performance Coaching in the C-Suite on How We Can Optimize for Peak Performance

Stacy Havener — Wed, 08 Oct 2025 04:00:00 -0400

The finance and investment industry is a tough club. It’s known for being money-centric, number-focused, aggressive… even cutthroat.

And few places capture that intense energy quite like the trading floor of the NYSE, where today’s guest, Joe Greco, cut his teeth.

He started as a floor trader and media commentator, appearing on CNBC and guiding real-time market decisions.

Today, as Founder & President of PALIO, Joe coaches executives in wealth, finance, and investing, helping them make high-stakes decisions with clarity, speed, and trust.

In this episode, Joe sits down with Stacy to discuss:

Why he left the chaos of Wall Street to coach the C-suite
How being a husband and father of five reframed his definition of success
What Wall Street taught him about leading with clarity and speed
The future of AI in Finance

More about Joe:

Joseph Greco is the Founder & President of PALIO, where he coaches high-performing leaders and teams in finance and beyond. A former NYSE trader and media commentator, Joe blends financial acumen with behavioral insight to drive growth, alignment, and leadership transformation.

He’s also an active investor in commercial real estate and global sports teams, including Campobasso 1919, Ascoli FC, and Brooklyn FC.

Joe lives in Larchmont, NY with his wife and five daughters, and brings a spirit of faith, adventure, and continuous growth to everything he does.

Books Mentioned in This Episode:
Rerum Novarum: Encyclical Letter of Pope Leo XIII On Capital and Labour | https://a.co/d/dW1CdSU

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

- - -
Make The Boutique Investment Collective part of your Billion Dollar Backstory. Gain access to invaluable resources, expert coaches, and a supportive community of other boutique founders, fund managers, and investment pros. Join Havener Capital’s exclusive membership

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

117: Do This Before You Post Another Chart on LinkedIn | Story Snacks Series

Stacy Havener — Wed, 01 Oct 2025 04:00:00 -0400

The chart you shared on LinkedIn isn’t flopping because people “don’t get it.”
It’s flopping because you made them work too hard to understand it.

That’s one of the most common content mistakes fund managers make:dropping data without enough context.

The good news? It’s an easy fix, and in this episode, Stacy shows you how.

She dives into:
• 3 quick rules to make your chart posts actually land
• A better way to use data to tell a story
• Why one great chart beats four cluttered ones every time

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

116: Best-Selling Ghostwriter Holly Crawshaw Joyner on Building Authority with Books + LinkedIn

Stacy Havener — Wed, 24 Sep 2025 04:00:00 -0400

Your story isn’t too messy, too boring, or too personal to share.
It’s the very thing that sets you apart.

And Holly Crawshaw Joyner has built her entire business helping leaders do exactly that.

Holly’s ghostwritten 120+ books and built a standout brand on LinkedIn by being raw, honest, and far from perfect. She knows what it takes to turn life experience into the kind of authority that makes people stop scrolling, and start listening.

In this episode, Holly joins Stacy to discuss:

The behind-the-scenes lessons from ghostwriting 120+ books (and what actually makes a good one)
How she built her business, The Story Spark, as a single mom during the pandemic
The honesty-over-perfection strategy that made her brand stand out on LinkedIn
Why LinkedIn is still the most underrated platform for introverts + thought leaders
Smart AI hacks to turn posts, podcasts, and raw ideas into publishable content
The real talk on self, hybrid, and traditional publishing (and how to know which path is right for you)

If you’ve ever thought about publishing a book, or finally leveraging LinkedIn to grow your business, this conversation will help you find the courage to get started.

More about Holly:

Holly Crawshaw Joyner is a New York Times-bestselling ghostwriter.

Since entering publishing in 2006, Holly has ghostwritten, edited, and coached well over 1,000 titles. In addition to the NYT Bestseller, other projects Holly has worked on have topped the most prestigious lists in the industry including Amazon Bestseller, Amazon Best New Release, and Amazon Top 100, among others.

She’s written books for all the major publishing houses, including HarperCollins, Penguin, Random House, Baker, and Hachette.

Since 2021, Holly has also been ghostwriting for and coaching clients on LinkedIn, teaching them how to build a brand and grow an engaged audience. In 2024 Holly was named the #1 U.S. LinkedIn creator for Audience Building and Brand Awareness. In 2025 she was listed as one of the Top 20 LinkedIn experts worldwide.

Holly is married to Drew. They live in Atlanta with her three daughters. She is a self-professed cat lady with an addiction to sour candy.

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

115: Karl Heckenberg, Founder of $1B platform Constellation Wealth Capital, on Billion Dollar Partnerships, Founder-Led Firms, and Why People Matter More Than Performance

Stacy Havener — Wed, 17 Sep 2025 04:00:00 -0400

People matter more than performance. Yes, even in a numbers-obsessed industry.

Take it from Karl Heckenberg, founder of Constellation Wealth Capital, a $1B platform that takes minority, non-controlling stakes in large RIAs and wealth management firms.

Yes, he understands the numbers and mechanics behind investing. But what actually sets him (and his fund) apart is the fact that he builds real partnerships.

In this episode, he sits down with Stacy to talk about:

His backstory: from investment banker to CEO, and how he built a $1B platform by betting on people
Why founder-led firms outperform (and how Constellation supports them)
What makes a capital partner “friendly” (and what doesn’t)
Ownership and succession blind spots in wealth and asset management
Lessons from 40+ deals that apply to any founder looking to grow
The real ROI of relationships, connection, and shared values

More about Karl:
Karl serves as the President and Managing Partner of Constellation Wealth Capital. Before founding CWC, Karl was the CEO of Emigrant Partners and its affiliated company, Fiduciary Network. His career in the financial services has taken him to renowned institutions like Merrill Lynch, A.G. Edwards & Sons, Wells Fargo, and Charles Schwab. Karl has also contributed his expertise to several boards, including Sarasota Private Trust Company, New York Private Trust Company, and Cleveland Private Trust Company, and is currently on the board at Alternative Fund Advisors. He also held the position of Vice Chairman at Emigrant Bank and chairs the CWC Investment Committee.

A Washington, D.C. native, Karl is an alumnus of Saint Joseph’s University in Philadelphia.

Books Mentioned in This Episode:

The Psychology of Money – Morgan Housel | https://a.co/d/j4ZWvk2
Moneyball: The Art of Winning an Unfair Game — Michael Lewis | https://www.amazon.com/dp/0393324818
The Big Short: Inside the Doomsday Machine — Michael Lewis | https://www.amazon.com/dp/0393338827
The Undoing Project: A Friendship That Changed Our Minds — Michael Lewis | https://www.amazon.com/dp/0393354776

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

114: John Bowman, CEO of CAIA, on Founder-Led Sales, Listening Tours, and Why Empathy Wins in Finance

Stacy Havener — Wed, 10 Sep 2025 04:00:00 -0400

What if the most powerful thing a CEO can do… is show up?

That’s exactly what John Bowman is doing. As the new CEO of CAIA, he’s not sitting behind a desk or delegating from an ivory tower. He’s on a plane, in person, listening to the very people his organization serves.

In this episode, Stacy sits down with John to talk about the underrated power of founder-led sales (even when you’re leading a global organization), the ROI of empathy, and why success in finance is less about numbers and more about people than you think.

They dig into:

John’s backstory: The leadership lesson he learned after getting laid off at 29 with three kids
Why walking the “listening tour” isn’t just smart, it’s essential
How storytelling shaped his career in this number-obsessed industry
What CAIA’s member-first strategy can teach every founder and fund manager

Why he believes rejection is almost always redirection that’s either protecting you or leading you to where you’re meant to be

More About John:

John was appointed CEO for the CAIA Association in January 2025. He has devoted over 25 years to the asset management industry to recover the narrative of the value that the investment profession brings to society. He is a staunch public advocate for market integrity, long-termism, investor outcomes, diversity, human dignity and educational standards, as necessary ingredients to building a sustainable and healthy profession.

John previously served as Managing Director for the Americas for CFA Institute, a region comprised of 40+ countries from Canada, the U.S., Central America, South America and the Caribbean. Before that, John was a portfolio manager for non-US equity strategies at both Boston Company and SSgA for several years.

John is a prolific, speaker,writer and commentator, frequently keynoting industry conferences and appearing in investment and business publications such as the Wall Street Journal, The New York Times, Pension and Investments, Financial Advisor, The Independent, Wealthmanagement.com and CNBC. Bowman earned a BS in Business Administration from Mary Washington College and is a CFA charterholder.

Books Mentioned in This Episode:

The Advantage – Patrick Lencioni | https://a.co/d/2msVUSw
The 6 Types of Working Genius — Patrick M. Lencioni | https://a.co/d/15S3sKW
Tribes: We Need You to Lead Us — Seth Godin | https://a.co/d/ajf88KP

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

113: Why Mixing Up Job Stories and Brand Stories Hurts Your Pitch | Story Snacks Series

Stacy Havener — Wed, 03 Sep 2025 04:00:00 -0400

You’ve got your pitch deck. Your talking points. Your “why us” slide.
But if you’re telling the wrong story in meetings, none of that matters.

In this episode, Stacy’s diving into the two MVPs of storytelling for fund managers: the job story and the brand story. Think of them like the hammer and wrench in your toolbox, you need both, but you’ve gotta know when to use each.

Inside this bite-sized episode, you’ll learn:
• What makes a job story different from a brand story (and why that mix-up matters)
• Why every fund or strategy deserves its own tailored story
• How constantly tweaking your brand story for the room can make your message… fuzzy

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

112: Rewind: $1.5B RIA Founder Chad Willardson of Pacific Capital on Entrepreneurship | How Your Authentic Story Can Fuel Growth | Why Mindset in Money Matters

Stacy Havener — Wed, 27 Aug 2025 04:00:00 -0400

The impressively bold mindset that drove Chad Willardson to leave behind a million-dollar salary and a top 1% client base to build his own firm from scratch is the same mindset that grew his firm to $1.5B AUM and earned him the status of 5X bestselling author.

In fact, Chad’s story is proof that thinking like an entrepreneur can take you far in the fund world–and beyond. But can this mindset be learned and developed? Find out in today’s episode.

Plus, hear Chad’s full backstory and learn:

Why advisors who think like entrepreneurs stand out to high-net-worth clients
The hidden benefit of his LinkedIn presence: how he’s able to pass off sales meetings to his team almost entirely thanks to the strong trust he’s built on social
His tips and tricks for balancing entrepreneurship and family life

About Chad Willardson:

Chad Willardson is the President and Founder of Platinum Elevated, an exclusive coaching program where he helps entrepreneurs enjoy increased lifestyle and financial freedom by removing their stress about money, increasing their cash flow, and freeing up a ton of their time.

In 2011, Chad founded Pacific Capital, a family office specializing in wealth management for high-net-worth entrepreneurs. Chad's currently responsible for investing $1.5 billion dollars as a fiduciary. Before founding Pacific Capital, he spent nine years at Merrill Lynch, ranking in the top 2% of over 16,000 advisors nationwide.

Chad is a 5X best-selling author and Co-Host of The Smart Money Parenting Show, a podcast ranking in at #2 Apple for Parenting, Kids & Family. He is a Certified Financial Fiduciary® and Accredited Wealth Manager who also writes for Entrepreneur and Forbes. Chad earned his degree in Economics from Brigham Young University.

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

111: Rewind: $1.2B Manager of Managers Turned Fintech Founder Lucky Walker of AM Insights on the Power of Data in Distribution

Stacy Havener — Wed, 20 Aug 2025 04:00:00 -0400

Fund managers, it’s time to ditch the pitch deck of doom. It’s not helping you differentiate. It’s putting allocators to sleep.

Take it from Lucy Walker, Founder of data platform AM Insights, who spent the bulk of her career as a manager of managers allocating over $1B at specialist firm Sarasin Partners in the UK.

She knows this business inside and out, and today she’s sharing her wisdom on up-leveling your meeting game so you can land more investments.

Listen in as she and Stacy discuss:

· Her backstory – from corporate allocation to launching her company

· Inside the mind of a fund-buyer: what makes a fund manager stand out to her

· Why you should dig into data but not use it as a crutch in meetings

· The competitor bashing Achilles heel – how to show your differences to the peer group tastefully

About Lucy Walker:

Lucy Walker is founder, chair, board director and advisor in investment management, technology and not-for-profit.

In 2020 she founded AM Insights, a fast and intuitive tool for the fund industry. She is Chair of the Aurora Investment Trust, and Senior Independent Director of Henderson International Income Trust. She is a former head of fund research and fund manager at Sarasin & Partners, advising on over £1.2 billion of assets for charities and high net worth individuals, and before that was at HSBC Global Asset Management.

Lucy has been regularly featured in publications including the FT and The Telegraph, and was shortlisted for Fund Manager of the Year at the Women in Investment awards. She holds BSc Economics and is a CFA charterholder.

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---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

110: Rewind: Ex-ING $20B Bond Mgr to 500k Macro Research Followers to New Macro HedgeFund, Meet Palinuro Capital Founder / CIO Alfonso Peccatiello

Stacy Havener — Wed, 13 Aug 2025 04:00:00 -0400

Alfonso Peccatiello built a following of 500,000 on LinkedIn by doing something radical – by being a real, authentic human in the fund world.

And that authentic social presence helped him close investment deals for his new hedge fund, Palinuro Capital.

Alfonso’s story is proof that it pays to challenge the status quo and to put people (and connections) first – even in a numbers-obsessed industry.

Want the full story? Join Alfonso and Stacy as they discuss:

Alfonso’s backstory: How a car accident sparked his obsession with creating success on his own terms
Why he’s never afraid to repel the wrong investor
How his willingness to repel, both on social media and in meetings, has helped him attract more of the right investors
The lesson he learned as a $20B bond manager that has served him most as an entrepreneur (spoiler alert, it wasn’t an investing technique)

More About Alfonso Peccatiello

Alfonso (Alf) Peccatiello is the CIO of the global macro hedge fund Palinuro Capital. Alf was born in Southern Italy, roughly 1,000 km away from the closest financial center, yet his dream was to run his own hedge fund. To get there, he had an idea: share macro analysis and frameworks with the world through his research firm, The Macro Compass, first, establish relationships, and only after spinning out his macro hedge fund. After scoring the largest asset managers in the world as clients of his research, here we are: his global macro hedge fund, Palinuro Capital, is ready to launch in January 2025. As a proper Southern Italian, Alf stands by three culinary rules: no cappuccino unless it's breakfast, no pineapple on pizza, and never break pasta in pieces!

Apply for The StorySales™ Accelerator, an exclusive 6-week program for boutique fund managers who want to craft compelling stories and confidently raise capital | https://www.havenercapital.com/accelerator

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- - -
Apply for The StorySales™ Accelerator, an exclusive 6-week program for boutique fund managers who want to craft compelling stories and confidently raise capital | https://www.havenercapital.com/accelerator

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

109: Rewind: Former Fund Manager at a $27B Shop Turned Boutique Founder Greg Dean of Langdon Partners on Entrepreneurship

Stacy Havener — Wed, 06 Aug 2025 04:00:00 -0400

Success as a founder is about more than impressive AUM. It’s about maintaining autonomy and connnection. It’s about taking pride in what you do, the team you’ve built, and most importantly having fun along the way.

Take it from today’s guest, Greg Dean, founder of global small-cap specialist firm Langdon Partners.

In this episode, he and Stacy discuss:

Greg's backstory:
- From Fidelity Investments to co-founding a $27B investment firm
- How his passion for connecting people and numbers drove him into small-cap investing
- His big leap from the shallow end of co-foundership to founding his own firm
Why AUM isn't the only measure of success in small-cap investing
Strategies for maximizing return on time in small-cap investing
The challenges of climbing the ranks in the fund world
Key advice for fund managers considering leaping into entrepreneurship

About Greg Dean:

Greg founded Langdon Equity Partners in 2021 and is the firm’s Chief Executive. He is the lead investor for Global and Canadian smaller companies portfolios. Greg has over 15 years’ experience in investment management.

Before founding Langdon he was a Partner and Portfolio Manager at Cambridge Global Asset Management (a boutique within CI Investments), responsible for the Canadian and Global smaller companies portfolios, having joined there in 2011 as an analyst.

While at Cambridge Greg was the joint recipient of the prestigious Morningstar Breakout Fund Manager of the Year in 2015 and his funds have won numerous industry awards over the years.

Previously he spent 3 years as a Canadian analyst covering consumer and infrastructure at Fidelity Investments.

Greg has a degree in Mathematics from the University of Waterloo and a Bachelors of Business Administration from Wilfrid Laurier University. He is also a CFA charterholder.

Apply for The StorySales™ Accelerator, an exclusive 6-week program for boutique fund managers who want to craft compelling stories and confidently raise capital | https://www.havenercapital.com/accelerator

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Resources Mentioned in This Episode:

Song: 22 Two's – JAY-Z

Books: Same as Ever by Morgan Housel, Start-Up Nation by Dan Senor

108: When Business Is Personal | What Happens When Siblings Join the Family Firm | Meet Spencer Ogden and Liz Curtin of Dock Street

Stacy Havener — Wed, 30 Jul 2025 04:00:00 -0400

What do a chimney sweep empire, a top hat obsession, and a $500M home services company have in common?

Dock Street.

This Newport-based multifamily office is redefining wealth management for Main Street entrepreneurs, and it’s run by a sibling duo, Spencer Ogden and Liz Curtin. who swore they’d never work together.

In this episode, Spencer and Liz join Stacy to talk about:

Growing up in a business... then choosing to join it at 40
What second-gen operators really need to carry on the family legacy successfully
How they help families turn work ethic into generational wealth
Why bonds don’t cut it for entrepreneurs (and what does)
Their hacks to making their family biz actually work without sabotaging their relationships (because that would make holiday dinners quite awkward)

About Spencer & Liz:

Spencer Ogden

Spencer brings over two decades of experience in the investment industry, with a career that began at Citigroup and Legg Mason, followed by 13 years at K2 Advisors, a hedge fund affiliate of Franklin Templeton. At K2, he managed quantitative strategies overseeing more than $700 million in assets.

With a long-standing interest in microeconomics, Spencer is particularly focused on how individuals and families make financial decisions. His background in portfolio construction and asset allocation informs his current work in retirement income, tax strategy, and inheritance planning.

He holds both the Chartered Financial Analyst (CFA) and Chartered Alternative Investment Analyst (CAIA) designations, and earned his degree in Computer Science from the University of Texas at Austin. Spencer is also an experienced offshore sailor and navigator, having competed in numerous regattas and sailed more than 15,000 nautical miles—including an Atlantic crossing.

Liz Curtin

Liz leads Dock Street’s marketing efforts and also supports clients directly. Before joining the team, she worked as an independent consultant, partnering with a range of organizations on everything from marketing and hiring to organizational strategy and special projects. Along the way, she helped launch several new ventures, always with a focus on creative problem-solving and building strong relationships.

She holds a master’s degree in Education Policy from King’s College London and a bachelor’s in Secondary Education–Social Studies from Indiana University. Earlier in her career, Liz served in the Peace Corps in Romania, where she taught high school English and supported a local orphanage. She now lives in Seattle with her husband and two sons.

Resources Mentioned in This Episode:

Playboy’s Book of Games

Beat the Dealer

Beat the Market

The Go Giver

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107: Bob Lind, Co-Founder of Lind Capital Partners, Specialist in Off the Run Credit Investments on Building an Investment Boutique Around Non-Rated Municipal Bonds

Stacy Havener — Wed, 23 Jul 2025 04:00:00 -0400

What do you do when the market tells you there’s no room for another fund? You tell a better story and carve your niche anyway.

In this episode, Stacy sits down with Bob Lind, Co-Founder of Lind Capital Partners, a boutique manager specializing in one of the most overlooked corners of the credit market: non-rated municipal bonds.

They dive into how Bob went from selling himself into his first research job to building a firm around a misunderstood asset class and why ditching the pitch helped him find the right investors.

They also cover:

Why non-rated doesn’t mean “junk” (and how Bob spots value where others won’t look)
The inflection point that sparked the launch of Lind Capital (hint: it involves a friend, a Fidelity broker, and a missed opportunity)
How Bob went from BlackRock-comparison pitches to founder-forward storytelling
The power of showing up as yourself and why authenticity wins with allocators

Plus: how to listen better in meetings, the magic of behavioral discovery questions, and the one Bruce Springsteen song that got Bob through everything.

About Bob Lind:
Bob is a co-founder of Lind Capital Partners. He has built the firm around his passion for finding opportunities in inefficient markets and providing innovative ways to deliver access to individual investors. With nearly 40 years of experience in the municipal bond market, there is little Bob has not done. Today, he leads the portfolio management team and strategic initiatives for LCP.

Prior to founding Lind Capital Partners, Bob managed a $500 million high yield municipal bond portfolio for Deutsche Bank, where he leveraged his prior sell-side experience and institutional relationships. Bob began his career as a municipal analyst at Nuveen before moving into institutional sales and trading at Kemper Securities and Raymond James, where he underwrote, traded and sold municipal bonds.

Bob received a BA in History from Kenyon College and an MBA in Finance and Accounting from the University of Chicago. He is a passionate bread baker/pizza maker, feeding and nourishing his 25+ year-old home-grown starter. Outside of the office and the kitchen, he enjoys paddle tennis, golf and telemark skiing.

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106: Want That Investor Lunch? Here’s What to Do First | Story Snack Series

Stacy Havener — Wed, 16 Jul 2025 04:00:00 -0400

Headed to a new city and thinking, “Should I try to book lunch with that allocator?” Not so fast.

If your first email is a wall of text with your bio, your strategy, and your lunch plans all crammed in… it’s probably going straight to the trash.

The good news is that there’s a better way to warm up new prospects, and in this episode, Stacy is breaking down exactly how she extends invitations to brand new contacts without coming across as pushy.

She’s covering:

Why your outreach isn’t landing and how to fix it
Stacy’s “give, give, give, ask” framework for landing meetings (even with complete strangers)
Smart, simple ways to show up before sending your invitation (so it doesn’t feel like a pitch slap)

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

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---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

105: Liz Fritz, Co-Founder of F2 Strategy, a Boutique Tech Consultancy on Leading with Authenticity in the Wealth Space While Building a Thriving Family

Stacy Havener — Wed, 09 Jul 2025 04:00:00 -0400

Picture this: You’ve got a big job in finance, two tiny humans at home, and a brutal 90-minute commute. Then one day, you trade it all in to start a business with your husband.

That’s exactly what Liz Fritz did.

In this Episode, she joins Stacy Havener to chat about:

Taking the leap from corporate to co-founder (with two babies in tow)
What it’s actually like building a company with your spouse
Why staying in your lane is the secret to growing fast without burning out
How story and authenticity help you stand out in the wealth management world
The future of AI in finance
Owning her voice in a male-dominated industry (and the resource that helped her do it)

More about Liz:
Liz Fritz is the Co-Founder and legacy CMO of F2 Strategy, the largest pure-play wealthtech consultancy in the U.S. With nearly 20 years of experience leading marketing for HNW and UHNW brands like Wells Fargo, U.S. Bank, and BNP Paribas, Liz knows how to turn strategy into real business growth—especially in the entrepreneurial and M&A space. She's a frequent industry speaker, a fierce advocate for women in wealthtech, and a champion of workplace well-being. Liz lives just outside Chicago with her husband (and F2 co-founder) Doug, their two boys, and one very lovable Labradoodle.

Resources Mentioned in This Episode:

The Hard Thing About Hard Things

The Confidence Code: The Science and Art of Self-Assurance---What Women Should Know

Blue Mind

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104: Simon Evan-Cook, Downing Fox – The Role of Luck and Skill in Successful Fund Management and Business Building

Stacy Havener — Wed, 02 Jul 2025 04:00:00 -0400

What if luck plays a bigger role in fund success than anyone wants to admit?

Simon Evan-Cook isn’t just throwing that idea out there. He’s lived it.

He spent years on the allocator side, vetting fund managers and learning what really sticks (hint: it’s not just your track record).

Now that he’s a fund manager himself, he’s pulling back the curtain on the truth no one wants to say out loud…

Yes, being good at what you do matters, but so does luck, timing, and learning how to stack the odds in your favor.

In this Episode, Simon and Stacy dig into:

Why some of the most skilled fund managers don’t always win
13 ways emerging managers can make their own luck
What allocators actually remember after your pitch
And why being honest, even when it’s uncomfortable—is the real differentiator

Resources Mentioned in this Episode:

Influence by Robert Cialdin

About Simon Evan-Cook
Simon Evan-Cook is an award-winning multi-asset fund manager. In 2022 he joined Downing to set up and manage the Downing Fox range of funds. Before that he built his reputation at Premier Asset Management from 2006, where he was a senior member of their highly successful multi-asset team. He began his career with Fidelity in the late 90s, before joining Rothschild Asset Management and then Gartmore.

Simon also writes on investment (and beyond), including a monthly column for Citywire Magazine and his investment blog on Medium.com. Outside of work, he enjoys spending time with his family and dog, devouring movies and books, and superficially damaging European golf courses.

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103: From Ranch Life to Running a $3B Firm — Meet Eric Flynn, CFA of Compound Planning

Stacy Havener — Wed, 25 Jun 2025 04:00:00 -0400

Forget what you think you know about finance careers. Eric Flynn didn’t come up through Wall Street. He grew up on a ranch in Montana. An actual 20,000-acre ranch, wrangling cattle before most of us were out of bed.

Today, he’s the EVP and Head of Wealth Management at Compound Planning, a $3 billion digital family office built by tech founders who believe wealth management should feel a lot less clunky and a lot more human.

Eric’s story is part Yellowstone, part Wall Street, and all about finding the courage to own your different.

In this Episode, Eric and Stacy dig into:

Why he ditched computer science for accounting (and why neither felt like a forever fit)
How growing up on a ranch shaped his work ethic, mindset, and ability to fix just about anything
What it’s really like building your chops at a boutique family office where you do everything
Why Compound’s approach to tech, AI, and client experience is changing the game for advisors
The power of owning your story, especially in an industry that’s slow to celebrate what makes you different

About Eric Flynn:
Eric is a tenured financial professional with over 23 years of experience in the wealth management space. At Compound Planning, Eric leads the Wealth Management business and is responsible for executing the strategic vision, leading the advisory team, and harmonizing the service offerings for an exceptional client experience. Eric’s background is in advising higher net worth clients and providing family office services as well as consulting to firms in the wealth management industry.

Eric received a Masters in Professional Accountancy from Montana State University in Bozeman, Montana and is a CPA and CFA Charterholder. Prior to joining Compound, Eric was a Principal of multiple registered investment firms, and also helped build a national consulting team catering to the wealth management industry.

He has a passion for helping people and leading/growing teams. Outside of work, Eric enjoys most anything outside after having grown up on a large family ranch in Montana. He also has a passion for giving back to the community and serves on multiple boards including the Montana State University College of Business Dean’s Advisory Board, Bozeman Health Foundation Board, and is the President’s Council Representative for the Western Region CFA Societies to the CFAInstitute Board of Governors

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102. How a Female, First-Gen American Founder Turned European Credit on Its Head | Meet Agata Dornan and Her $230M Boutique, Chepstow Lane

Stacy Havener — Wed, 18 Jun 2025 04:00:00 -0400

When you think about European credit investing, most people assume it’s only for the big shops with billions under management. Agata Dornan, Founder & CIO of Chepstow Lane, is here to challenge that, and she’s doing it with smarts, grit, and real talk about what it really takes to succeed.

Agata’s path to launching her own boutique wasn’t a straight line. As a first-generation American who started out on the pre-med track at Middlebury, she discovered her passion for finance by accident (thanks to one random economics class) and never looked back.

In this Episode, Agata sits down with Stacy to discuss:

How a single economics class flipped the script on her entire career
Why her liberal arts background is a secret weapon (and how it helped her land Chepstow Lane’s first big allocation)
Lessons from her time at Soros (including what it was like working on Wall Street after 9/11)
The hard truths every boutique founder needs to know about building a team and finding the right investors
How Chepstow Lane is winning by focusing on the white spaces most firms overlook
What she’s seeing in European credit today and why it might be time to pay attention

About Agata Dornan:

Agata led Soros Fund Management’s European credit investments from 2012 to 2020, managing corporate credit and financials, and became a partner and portfolio manager in 2016. Before that, she was a distressed research analyst at BlueMountain Capital in London, and she started her buy-side career at Soros in 2005 on the Distressed team, which later spun out to form Camulos Capital. She moved to London with them in 2006.

She began her career at Deutsche Bank in NYC as an investment banking analyst in Energy and Chemicals. Agata has been investing in the US since 2005 and in Europe since 2006, with deep experience in restructurings across sectors and credit cycles.

Agata graduated from Middlebury College in 2002 with a degree in International Politics and Economics, was awarded a Fulbright Scholarship, and completed programs at LSE and Tuck Business School. She lives in London with her husband and two children and is a dual US and Polish national

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101: Meet Rob Morier: From Wall Street Exec to Podcasting Entrepreneur to Venture Capital Professor

Stacy Havener — Wed, 11 Jun 2025 04:00:00 -0400

Stacy and Rob Morier met over 25 years ago at Julius Baer Investment Management, long before podcasting, LinkedIn, and fund manager personal brands were even a thing.

Fast forward to today, and Rob’s resume reads like an adventure novel. He’s done it all. From Wall Street, to teaching the next generation about all things VC as a Professor at Drexel University, he knows a thing or two about how asset managers can go from scrappy startups to stable, growth-ready firms.

In this Episode, Rob and Stacy dig into:

Rob’s backstory – how a history major with dreams of being a teacher ended up on Wall Street
Lessons learned at a boutique firm with $1.6 billion AUM that grew to $76 billion
Rob’s “middle innings” specialty: helping emerging managers bridge the gap from scrappy to institutional
Why being able to “ride the bike while building it” matters for emerging managers
What he learned about developing resilience and a founder’s mindset through researching teenage lifeguards
How raw, hard conversations with his mom behind the mic led him to host the Dakota Live! podcast

This is a conversation about growth, grit, and the power of coming home to yourself. Tune in and meet Rob!

More About Rob Morier:

Rob Morier is a professor at Drexel University, where he teaches courses on venture capital, early-stage finance, and private markets. With 25 years in business development and investor relations, he’s passionate about empowering the next generation of entrepreneurs and investors.

His research explores environmental factors in ocean lifeguarding and entrepreneurship, studying how lifeguard training fosters resilience, leadership, and decision-making. His work, based in Wildwood Crest, NJ, has been featured in Entrepreneur & Innovation Exchange, Financial Times, and the Philadelphia Inquirer.

Outside academia, Rob co-founded Twelve Pound Productions LLC and hosts the Dakota Live! Podcast, where he interviews leading investors and shares insights on business and leadership. He also advises asset managers on fundraising strategies, leveraging his experience raising billions in assets.

Rob lives in Philadelphia with his family and enjoys rowing, running, and biking.

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100th Episode Featuring Dr. Daniel Crosby | The Scientist and The Storyteller Reunite on The Soul of Wealth, Why Every Company is a Media Company, and How to Find Meaning in the Attention Economy

Stacy Havener — Wed, 04 Jun 2025 04:00:00 -0400

Being great at investing is one thing but if no one knows about you or what you stand for, good luck growing your fund.

It might sound harsh, but it’s true. In today’s world, attention is the new currency and you can’t afford to ignore it.

That’s why today, Stacy is bringing her friend Dr. Daniel Crosby back on the mic for a very special 100th episode of Billion Dollar Backstory. They’re picking up right where they left off in their “Scientist & The Storyteller” series.

Together, they’re digging into why every company today is a media company (yep, even yours) and why building a brand that feels real and relatable isn’t just a nice-to-have anymore.

They’re also covering:

How to build a brand that’s real, relatable, and doesn’t feel like a facade
Why being a thought leader matters (even if you’d rather be investing)
The hidden costs (and upsides) of the attention economy
The big reason why so many fund managers struggle to stand out and how to change that

More About Dr. Daniel Crosby

Dr. Daniel Crosby is a psychologist and behavioral finance expert who helps organizations understand the intersection of mind and markets. Dr. Crosby's first book, Personal Benchmark: Integrating Behavioral Finance and Investment Management, was a New York Times bestseller. His second book, The Laws of Wealth, was named the best investment book of 2017 by the Axiom Business Book Awards and has been translated into 17 languages.

His third book, The Behavioral Investor, was Axiom's best investment book of 2019 and is a comprehensive look at the neurology, physiology and psychology of sound financial decision-making. His latest book, The Soul of Wealth, was published in October of 2024 and has already been translated into five languages. When he's not decoding market psychology, Daniel is a father of 3, a fanatical follower of the St. Louis Cardinals, an explorer of the American South, and an amateur hot sauce chef.

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---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

99: How to Add Personality to Your Posts (Without Losing Your Professional Edge) | Story Snacks Series

Stacy Havener — Wed, 28 May 2025 04:00:00 -0400

Let’s be honest: writing for LinkedIn can feel like walking a tightrope.
You want to sound smart, credible, and professional.
But also… like a human.

In this Episode, Stacy shares the exact approach she uses to walk that line between being personable and credible (and to generate leads for her firm, Havener Capital, in the process).

Listen in as she breaks down:

How to use the 5 Pillar framework to post with both authority and authenticity
Why your “boring” hobby might be the thing people remember you for
How sharing your quirks could actually build more trust, not less
One challenge that’ll help you ditch the jargon and sound more like you
And what your LinkedIn photo really needs to stand out (hint: it’s not the perfect blazer)

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

Want More Help With Storytelling?

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---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

98: Inside the Mind of a 3x Billion-Dollar Boutique Founder: Tucker Walsh on Growth, Grit, and Getting Funded

Stacy Havener — Wed, 21 May 2025 04:00:00 -0400

Stacy’s had a front row seat to a lot of boutique success stories but this one is something special. Tucker Walsh didn’t just build one billion-dollar firm, he did it again. And now? He’s back at it for a third time.

In this Episode, Tucker and Stacy talk about what it really takes to build an investment firm from the ground up.

They also discuss:

The realities of raising capital in today’s market
Why allocator behavior is shifting and what that means for boutiques
Lessons learned from decades of small-cap investing
How to grow your firm one small allocation at a time (and why the “unscalable” stuff matters most in the beginning)

About Tucker Walsh:

Tucker is the Founder and CIO of Arrowside Capital, a high-conviction investment firm focused on the best emerging SMID growth companies in public markets.

With over 30 years of experience in growth equity, spanning roles at Polen Capital, Copper Rock Capital, and now Arrowside, Tucker is known for his deep research, sharp macro perspective, and unapologetically long-term approach.

He also writes Zen Investment Briefs and hosts a podcast on value creation, market psychology, and how investors can thrive in a world of rapid change.

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---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

97: Sean Peche, Founder and Fund Manager, Ranmore Funds – Benefits of Challenging the Status Quo in Fund Marketing and Distribution

Stacy Havener — Wed, 14 May 2025 04:00:00 -0400

Most fund managers are happiest behind their screens, crunching data and studying markets. That’s their zone of genius, so it makes sense.

But when you step into the founder seat, everything changes. Investing is no longer your only job. Suddenly, marketing and distribution aren’t just important, they’re non-negotiables.

Today’s guest, Sean Peche, knows this firsthand. He’s the Founder and Fund Manager at Ranmore Funds, a $650 million investment boutique that doesn’t just invest differently, it builds differently too.

In this Episode, Sean sits down with Stacy to share his growth playbook.

They discuss:

Why he dedicates just one day a week to distribution – and how taking calls only one day each week keeps him laser focused
The founder-led sales tips he used to scale Ranmore (and how you can borrow them)
His tried-and-true process for prospecting on LinkedIn
His unconventional approach to team building
What “charitable marketing” is and how it’s helping him grow the business and do good
The mindset shift from fund manager to business founder (and why more boutiques need it)
Why honesty and humility are a competitive edge in this industry

About Sean Peche:

Sean is the Founder of Ranmore Fund Management and portfolio manager of the Ranmore Global Equity Fund. Sean studied Business Science at the University of Cape Town, qualified as a Chartered Accountant and is a CFA Charterholder with 28 years of investment experience. He’s a committed Value investor who looks for the opportunity in every crisis. He lives in Surrey, England with his wife, Marilyn, their two children and two dogs. His guiding principles are “Do more than expected” and “Be kind”. He loves country music, wine, forests, and snowboarding.

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---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

96: Alex Boyd, Founder of Aware – Helping Investment Firms (and Introverts) Succeed on LinkedIn

Stacy Havener — Wed, 07 May 2025 04:00:00 -0400

Most college students aren’t spending their free time building trading algorithms. But Alex Boyd isn’t most people.

From an early start on an investment desk to founding Aware—a tool that helps professionals build real influence on LinkedIn in a fraction of the time—Alex’s journey is anything but typical.

He’s also an introvert who understands what it’s like to want to show up online… without becoming a content machine or someone you’re not.

In this Episode, Alex sits down with Stacy to discuss:

Why LinkedIn is the “introvert’s conference” (and how even institutional decision-makers are watching)
How Aware helps users be seen having smart conversations, without being online all day
His winding path from trading algos to building SaaS (and what it taught him about audience, authority, and distribution)
What fund managers can learn from Ben Franklin, Buffett, and backyard saunas (yes, really)

About Alex Boyd:

Alex Boyd is the founder of Aware, a platform that helps advisors, founders, and creators grow their presence and engagement on LinkedIn, in less time. He's scaled sales and marketing teams, built multiple brands from scratch, bought and sold companies, and helps professionals turn trust into pipeline. When he's not growing his business portfolio, Alex can be found either with his wife and cat (Chiefy), at the gym, or in the forests of Portland, Oregon.

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---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

95: Dan Mikulskis, CIO £31B People’s Partnership – How to Take Conference Panels from “Meh” to Magic

Stacy Havener — Wed, 30 Apr 2025 04:00:00 -0400

Panels are everywhere in the asset management world. But let’s be honest, most of them aren’t exactly lighting the room on fire.

So why is something that seems so simple, so hard to get right? Is it really that tough to throw a few smart folks on stage and ask them questions?

To find out, Stacy called in her friend Dan Mikulskis. Dan is the Chief Investment Officer at the £31B People’s Partnership, and in his role, he’s become a go-to panelist for leading conferences across the UK and beyond.

But here’s the thing: Dan doesn’t just sit on panels. He thinks about how to make them better. And in this Episode, he’s breaking down his 3-step playbook for taking panels from “meh” to magic.

Plus, he and Stacy chat about:

What most panels get wrong (and how to fix it)
Tips for moderators who actually want to spark interesting conversations
How panelists can stop sounding like walking white papers
Why it’s still worth showing up for a panel, even though they’re not always perfect and take some time to prep for

About Dan Mikulskis:

Dan Mikulskis leads the investment team at The People’s Partnership, where he oversees the strategy behind the £31B People’s Pension Master Trust—one of the largest asset owners in the UK, serving over 6 million members.

A straight-talker in a noisy industry, Dan’s known for applying clear principles to complex investment decisions and always thinking with the asset owner in mind. He’s been in the investment world since 2003, with previous roles at Mercer, Redington, and LCP (where he was a partner). These days, he’s just as comfortable challenging the status quo on stage as he is behind the scenes shaping strategy.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

94: Big Exit. Bigger Idea. $30M in Backing | Meet Rafael Loureiro, CEO of Wealth.com

Stacy Havener — Wed, 23 Apr 2025 04:00:00 -0400

After exiting a successful startup, Rafael Loureiro went looking for a better way to do estate planning…and came up empty. The experience? Clunky. Expensive. Outdated.

So like any smart entrepreneur would do, he decided to build something better.

Today, Rafael is the CEO of Wealth.com, a FinTech firm backed by Google Ventures and designed to modernize the estate planning process for advisors and their clients.

In this Episode, Rafael sits down with Stacy to discuss:

Rafael’s backstory – How he went from Brazil to Silicon Valley to Wall Street
Why his post-exit estate plan felt more like Mad Libs than modern finance
How that clunky estate planning experience drove him to go from introverted software engineer to front-and-center CEO
Why it’s actually easier to raise capital before the product exists (yes, really)

About Rafael Loureiro:

Rafael Loureiro is the CEO and co-founder of Wealth.com, the industry’s leading estate planning platform. Under his leadership,Wealth.com has become the fastest-growing solution in the space, empowering 750+ wealth management firms to modernize the delivery of estate planning guidance. Backed by Google Ventures, Wealth.com is the only tech-led, end-to-end estate planning platform built specifically for financial institutions—helping advisors scale, drive efficiency, and serve clients across the wealth spectrum.

Rafael was named ThinkAdvisor’s 2024 Executive of the Year in the financial planning technology category and also received the Advisor Choice Award for Technology Providers: CEO of the Year in the 2024 WealthManagement.com Industry Awards, where Wealth.com was recognized as the Best Technology Provider in the Trust category.

A technology entrepreneur and product innovator, Rafael brings more than 20 years of technical and executive leadership experience across start-ups, growth-stage ventures, and Fortune 500 companies. Prior to founding Wealth.com, he served as Chief Technology Officer at Emailage, a global fraud prevention SaaS startup acquired by Lexis Nexis Risk Solutions in 2020.

Rafael is a member of the Forbes Finance Council and an active community leader in the Phoenix start-up ecosystem. Originally from Brazil, Rafael has been in Arizona for over 20 years. Outside of work, he enjoys time with his family, hiking the Arizona desert, playing pickleball, reading, and gaming.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

93: Meet Ben Beneche – Former Co-Lead of International Equity at $200B Pictet, Now Boutique Investment Co-Founder at Tourbillon

Stacy Havener — Wed, 16 Apr 2025 04:00:00 -0400

Founders don’t start firms because it’s easy; they do it because they believe there’s a better way.

That was true for today’s guest, Ben Beneche, who left the comfort of a $200B+ global firm to launch his own boutique: Tourbillon Investment Management.

In this Episode, he sits down with Stacy to discuss:

His backstory: How his nomadic childhood shaped the independence and resilience he leans on as a founder today
The rebel spirit (from class clown to contrarian) that gave him the guts to walk away from a top role and bet on himself
What durability means in investing—and why it’s the heartbeat of Tourbillion's strategy
How he built a fund powered by relationships, not just resumes
The real difference between investing and entrepreneurship (and what most founders miss)
What to know before launching your boutique

About Ben Beneche:

Prior to founding Tourbillon, Ben was senior portfolio manager and co-lead of international equities at Pictet Asset Management. For 10 years, he managed all-cap international equity portfolios where he was primarily responsible for investments in Japanese and Asia-Pacific listed businesses. He began his career in 2008 as an analyst focused on US equities and the energy sector.

Ben has a degree in Economics and Economic History from York University (first class honors) and is a CFA charter holder. He bought his first stock when he was 16 and hasn’t looked back.

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

92: Crowd Control—How to Nail Investor Meetings (Even With 10+ People in the Room) | Story Snacks Series

Stacy Havener — Wed, 09 Apr 2025 04:00:00 -0400

There’s nothing worse than walking into a conference room full of investors. Suddenly, everything you thought you knew about running a great meeting goes out the window.

You’re wondering who to make eye contact with, whether anyone is actually interested, and why no one is saying anything.

Crowded meetings are awkward. They’re intimidating. But they aren’t impossible to rock. You just need a good strategy, and that’s exactly what Stacy’s giving you today.

In this Episode, she breaks down:

Her go-to strategy for preparing for a crowded meeting
How to get the inside scoop on who’s attending ahead of time
The trick that’ll help you stay laser focused on the RIGHT decision maker during the meeting
Simple ways to shake out the awkwardness when no one’s talking

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

91: The 4 Traits Every Great Fundraiser Has (and They’re Not on a Resume) | Story Snack Series

Stacy Havener — Wed, 02 Apr 2025 04:00:00 -0400

Whether you’re raising capital on your own or thinking about hiring someone to help, chances are… you’re focused on all the wrong things.

The biggest lesson Stacy learned while raising $8B for boutique asset managers (which ultimately helped drive over $30B in follow-on AUM)? Flashy resumes, market hot takes, and smooth talkers don’t close deals.

The fundraisers who consistently crush it in meetings share four specific traits, and in this Episode, Stacy’s breaking them down, plus:

Why a CFA and a killer contact list aren’t enough to raise real capital
The one thing allocators actually care about (hint: it’s not your market commentary)
Why asking great questions beats delivering the perfect pitch
What BQ is and why it might matter more than IQ or EQ

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

90: Are Allocators Even on LinkedIn? How to Build Relationships With Investors on Social and Beyond | Story Snack Series

Stacy Havener — Wed, 26 Mar 2025 04:00:00 -0400

Raising capital starts with real relationships. And in 2025, social media is the easiest way to make those connections…right?

Well… not always.

What if the allocators you’re trying to reach aren’t posting? You can’t comment. You can’t DM them. Heck, maybe they don’t even accept your connection requests on LinkedIn.

Then what? How do you reach someone who seems impossible to reach? How do you start a conversation without sending an email pitch that gets buried?

If these questions sound familiar, you’re in for a treat with this Episode because Stacy is breaking down:

Why skipping LinkedIn could be a huge mistake (just because allocators aren’t posting doesn’t mean they’re not watching)
What to do when an allocator really isn’t on social at all
How to use the give, give, give, ask framework to book more meetings when social media isn’t an option

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week.

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

89: The 5 Biggest Storytelling Mistakes Fund Managers Make (And How to Fix Them) | Story Snack Series

Stacy Havener — Wed, 19 Mar 2025 04:00:00 -0400

You know storytelling is powerful. You’ve heard that facts don’t close deals—feelings do.

But when it comes time to talk about yourself, it suddenly feels...awkward.

When is the right time to tell a story? And how do you know if you’re sharing too much or sounding too braggy?

Listen in as Stacy tackles these questions and breaks down:

The #1 storytelling mistake fund managers make
Why telling your backstory can feel awkward (and how to share yours without sounding braggy)
How to ditch the boring resume speak and make your story stick

The secret to crafting a story that’s short, powerful, and memorable.

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

88: How to Stand Out (and Win Over Investors) in a Crowded Sea of Fund Managers | Story Snacks Series

Stacy Havener — Wed, 12 Mar 2025 04:00:00 -0400

As a boutique, blending in isn’t just a mistake; it’s a death sentence.

You don’t need to be BlackRock. You need to own what makes your fund different.

But let’s be real: finding your edge—and actually leading with it—can feel like showing up to a black-tie event in your pajamas. Awkward. Exposed. Uncomfortable.

That’s why in this Episode, Stacy breaks down:

Why trying to prove you’re “better” is a losing game for boutiques
The 3D Model for uncovering what actually makes your fund stand out
How to flip your mindset and start viewing your “weaknesses” as strengths investors value (and spotlighting those strengths in meetings)
The #1 edge boutiques have over the bigs in allocators’ eyes (and how to lean into it)

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

87: People Invest in People | $6B CEO Conor Hoey on Raising Capital Through Relationships

Stacy Havener — Wed, 05 Mar 2025 04:00:00 -0500

Raising capital isn’t about having the perfect pitch deck. And there’s no magic button that makes assets pour in.

At the end of the day, it all comes down to one thing: trust.

If you want to grow your boutique, you have to build real relationships with investors. Take it from $6B CEO Conor Hoey. He’s spent over a decade raising capital, leading investments, and even securing the right backers for his football club. And along the way, he’s learned one simple truth: People do business with people.

In this Episode, Conor and Stacy dig into:

Why investors actually say yes (hint: it’s not just about performance)
What football and finance have in common when it comes to finding the right investors
The biggest mistakes boutique funds make when trying to break into new markets
Why you need to stop hiding behind emails and start picking up the phone (seriously, just do it)

If you know relationships are the key to raising capital but aren’t sure how to actually build them, this Episode is for you.

Learn More About Conor Hoey:

Conor is the CEO of Gemini Capital in Ireland, an organisation that provides an easy and cost effective way for Investment Managers from around the world to create and distribute UCITS funds. Having been in the Finance industry over 30 years in London and Dublin, he has worked across insurance, consulting, asset management and securities services.

Outside of work, he is well known for his passion for Drogheda United, a League of Ireland professional soccer club where his family’s involvement goes back 75 years. Conor is a former chairman and current director of the club. They recently won the Football Association of Ireland Cup, which he can be seen cradling in his profile picture. This means European football for the club later in 2025. He is also a keen musician, cook, traveller, pickleballer and soon to be author!

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

86: Objection! Why Investors Say No (and How to Get to Yes) | Story Snacks Series

Stacy Havener — Wed, 26 Feb 2025 04:00:00 -0500

Most fund managers panic when investors push back.
They freeze. They fumble. And they walk away from capital they almost had.

Not because their pitch was bad but because they didn’t know how to handle objections with confidence.

In this Episode, Stacy is sharing her best tips for handling push back like a pro. She’s breaking down:

Why objections can actually be your best friend - and bring you closer to a yes - IF you shift your mindset
The most common investor pushbacks you need to be ready for (and how to flip them)
The underrated sales skill that turns “not sure” into “tell me more”
And what Eminem can teach you about owning the elephant in the room (so it doesn’t own you)

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

85: Meet Kristof Gleich – President & CIO of $50B Harbor Capital Manager of Boutique Managers

Stacy Havener — Wed, 19 Feb 2025 04:00:00 -0500

Struggling to stand out to allocators? Wondering why your pitch isn’t landing?

Kristof Gleich has sat on both sides of the table. Today, he’s the President & CIO of $50B Harbor Capital, but before that? He spent 8+ years leading manager selection at JP Morgan, fielding pitches from managers just like you.

In this episode, he and Stacy dive into:

Kristof’s path from physics to finance—how he went from studying physics to landing his first finance job at Goldman Sachs right after 9/11
What actually makes a fund manager stand out (hint: it’s not tweaking a model or slapping “contrarian” on your deck)
Why it pays to celebrate even the smallest wins as you grow your fund
Harbor Capital’s approach to backing emerging managers early (and why he believes more allocators should follow suit)

About Kristof Gleich:

Kristof Gleich joined Harbor in 2018 and in 2020 was appointed CIO of Harbor Capital Advisors, Inc. He has oversight responsibility for our Investment, Distribution & Marketing and Executive Office functions. He provides insight while helping lead Harbor’s strategic growth plan. Prior to joining Harbor, Kristof was a managing director and global head of manager selection at JPMorgan Chase & Co. He earned a B.S. in Physics from University of Bristol. Kristof is a CFA charterholder.

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

84: Meet Amy Volas – Founder of Avenue Talent Partners Startup Executive Recruiters For Hiring Sales Leaders

Stacy Havener — Wed, 12 Feb 2025 04:00:00 -0500

If you’re always chasing investors, hires, or deals… you’re doing it wrong.

The most successful boutique founders don’t try to close everyone. They focus on alignment—and that’s exactly what Amy Volas is here to help you master.

As a top sales leader turned founder of Avenue Talent Partners, she helps startups hire the right sales leaders. Along the way, she’s seen the costly mistakes founders make—whether they’re hiring, fundraising, or scaling—and she’s here to help you avoid them

In this Episode, Amy and Stacy discuss:

Why trying to close everyone is the fastest way to burn out
How the most successful founders and fund managers attract the right people (and repel the wrong ones)
The hiring scorecard that will save you from expensive hiring mistakes
Why gut feelings aren’t enough—and how to build a hiring process that actually works

The mindset shift that will make raising capital and growing your firm a lot more sustainable

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

83: Meet Judith MacKenzie - Founder of Downing Fund Managers, the boutique investment arm of $2.5B Downing LLP

Stacy Havener — Wed, 05 Feb 2025 04:00:00 -0500

Judith MacKenzie’s path is as unconventional as it is inspiring. She didn’t learn to invest on Wall Street.

The lessons that led her to the founder’s seat, running the boutique investment arm of $2.5B Downing LLP, started in her dad’s small news and ice cream shop in the Highlands long before finance was on her radar.

In this Episode, she sits down with Stacy to discuss:

Her backstory– the surprising business lessons she learned as a kid and how they still influence her investing today
Why qualitative research is just as rigorous as the numbers and how to test a company’s integrity
The biggest red flags in management and governance that investors often miss
How to stay true to your strategy when the market pressures you to pivot
What it’s like to be the only woman in the room and what needs to change for the next generation of women in finance

More about Judith MacKenzie:

Judith is passionate about investing in UK smaller companies and has spent 30 years immersed in the investment world, firstly as a technology analyst and then as a fund manager. She is Chair of the small and mid-cap lobbying body, the Quoted Companies Alliance, and has experience as a board member in both private and public companies. With a value-oriented investment style, Judith has driven investment returns in excess of the industry benchmarks. Hailing from the Scottish Highlands, Judith spends her spare time in the hills with her dogs or trying not to fall off horses.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

82: The Intersection of Economics and Storytelling with Philippe Gijsels Chief Strategist of BNP Paribas and Co-Author of “The New World Economy in 5 Trends”

Stacy Havener — Wed, 18 Dec 2024 04:00:00 -0500

What if I told you the Chief Strategy Officer of the largest bank in the Eurozone could teach you some ultra-valuable lessons about storytelling, thought leadership, and innovation?

You’d probably be surprised, right? I don’t blame you.
Even Stacy had her own mental picture of what a “banker” might be like before sitting down with Philippe Gijsels—and let’s just say this conversation shattered every stereotype.

Listen in today to hear Philippe and Stacy discuss:

What Darwin can teach us about innovation
Why storytelling is essential—especially when tackling heavy, complex topics like Superinflation, Hyperinnovation, and Climate Transition.
His journey as an author—how, for over 30 years, he naturally refined his stories in the back-and-forth of conversations long before he ever picked up the proverbial pen

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

81: How to Grow Your AUM Without a Big Team or Budget | Story Snacks Series

Stacy Havener — Wed, 11 Dec 2024 04:00:00 -0500

In this edition of Story Snacks, Stacy breaks down:

Why thought leadership is the ultimate equalizer for smaller funds
Her Four A’s Framework for using thought leadership to increase AUM without a big team or budget
How to pick the marketing platform that matches your unique skills (and feels doable for you)
The biggest mindset trap that keeps fund managers stuck—and how to avoid it

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

80: From Multi-Billion Ziff Brothers to $150B Research Affiliates Partner to Wealth Management Founder. Meet Jonathan Treussard, Founder of Treussard Capital

Stacy Havener — Wed, 04 Dec 2024 04:00:00 -0500

At 17, Jonathan Treussard hopped on a one-way flight from Paris to LA with dreams of being a musician.

He didn’t wind up playing jazz professionally, but he did end up managing billions for some of the world’s wealthiest families.

Listen in as Jonathan and Stacy discuss his big pivot from music to finance, plus:

The lessons he learned navigating the Great Financial Crisis at Ziff Brothers Investments
His perspective on balancing risk, regret, and resilience in wealth management
The gap he saw in traditional wealth management that led him to start his own firm, Treussard Capital
How he uses storytelling to break down complex financial concepts for his clients

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

79: What Most Fund Managers Overlook When Hiring Marketing Pros | Story Snacks Series

Stacy Havener — Wed, 27 Nov 2024 04:00:00 -0500

If you’re like most fund managers, you’re busy serving your current clients—so much so that bringing in new ones feels overwhelming.

After all, you’re not a salesperson, and it may even make you a little uncomfortable to hit the pavement and sell your services.

Hiring marketing support can help you sidestep that discomfort and bring in more business. On the other hand, hiring before you’re ready could end up costing you time and money in the long run.

That’s why, in this Episode, Stacy breaks down:

The two biggest mistakes fund managers make when hiring marketing professionals (and how to avoid them)
The first step every founder must take before outsourcing marketing
The truth about hiring “connected” industry veterans
How to know when it’s time to hire your first in-house marketing person

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

78: An Innovative Approach to Investing in the Energy Transition Megatrend | Meet Lisa Audet Founder & CIO, Tall Trees Capital | “Meet the Boutique Series”

Stacy Havener — Wed, 20 Nov 2024 04:00:00 -0500

Show Notes:

When considering investing in the energy sector, most investors assume there are two paths to pursue: either the traditional fossil fuels route or one aligned with a greener future.

Lisa Audet Founder & CIO of Tall Trees Capital believes in a third, better, way: The holistic approach represented by the energy transition, a structural megatrend affecting every sector of the economy.

In this Episode, Lisa and Stacy discuss:

How Lisa’s time at Tiger Cub firm sharpened her instincts around investing in the energy transition
The key pillars shaping the Tall Trees’ investment strategy
The “non-obvious” opportunities for helping generate superior risk-adjusted returns
The outlook for the energy transition megatrend

Welcome to the Meet the Boutique Series, where we’ll take you behind the scenes to see how the top asset managers innovate and thrive.

Enjoy this episode? Hit Subscribe! There are more exclusive webinars to come.

More About Lisa Audet:

After working for more than a decade at one of the top global macro hedge funds in the world, Lisa Audet felt a desire to start something new, as she had done many times in her career. Lisa’s life-long willingness to step into the unknown was grounded in a global perspective acquired from many years of living and working overseas in South America, Europe and Africa and by 30+ years of investment experience across a diverse range of assets and industries.

Driven by her prior success in energy investing, she founded Tall Trees Capital to invest in some of the most compelling opportunities represented by the secular, multi-decade themes found in the energy transition. Lisa has an undergraduate degree in International Studies from The American University. Additionally, she served in the U.S. Peace Corps and is fluent in Portuguese.

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

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

77: Founder/CEO of $1.5B First Ascent (Acquired by GeoWealth), FinServ and Asset Management Luminary. Meet Scott MacKillop

Stacy Havener — Wed, 13 Nov 2024 04:00:00 -0500

Nobody knows what it takes to scale to the top like GEOWealth’s strategic advisor Scott MacKillop —he’s climbed literal mountains AND built some of the most successful TAMPS in the game.

In this Episode, Scott and Stacy discuss:

His backstory: From dreaming of following his father's footsteps as a lawyer and practicing corporate and securities law to leaping into asset management
His journey to founding and scaling First Ascent to over $1.5B in assets and his recent sale to GeoWealth.
What mountain climbing taught him about raising venture capital
Why he’s a firm believer in the power of a personal brand

More about Scott MacKillop:

Scott MacKillop served as CEO of First Ascent Asset Management until its acquisition by GeoWealth, LLC. He now serves as Strategic Advisor to GeoWealth and a champion for independent-minded financial advisors. He is an ambassador for the Institute for the Fiduciary Standard and a 47-year veteran of the financial services industry, having served at the helm of five Turnkey Asset Management Platforms (TAMPs).

Scott is a writer and commentator on the investment management and fintech industries. He brings his unique viewpoints to industry publications, speaking on the topics of fiduciary responsibilities, practice management, and client education. An avid hiker, Scott has summited thirty “14ers,” having hiked extensively in the U.S. and internationally. He also plays lead guitar for the band at his church.

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

76. How to Find the Right Investors When You Have a Brand New Fund | Story Snacks Series

Stacy Havener — Wed, 06 Nov 2024 04:00:00 -0500

Not sure how to find investors that are willing to bet on your brand new fund?

Stacy’s got you covered. Listen in as she breaks down:

How the Rogers Adoption Curve applies to finding the right investors
The difference between early adopters (like RIAs & family offices) and late-stage allocators
Why targeting late-stage firms leads to dead ends
Why smaller investment committees with fewer decision-makers = less red tape
A smarter way to screen prospects, so you only spend time pitching investors who are willing to bet on a new fund

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

75: How $75B Asset Manager GMO Sparked an Award-Winning Platform for Wealth Managers, Meet Dr. Martin Tarlie of Nebo Wealth

Stacy Havener — Wed, 30 Oct 2024 04:00:00 -0400

Dr. Martin Tarlie spent years at GMO, the iconic Boston asset manager, and now leads an award-winning investing platform, Nebo Wealth.

In this Episode, Martin and Stacy discuss:

His backstory: from physicist/golf-performance product developer to SaaS founder
How the physics mindset that followed him into the investment world turned into a novel investing approach
The massive communication gap between asset managers and investors
Why the fascination with the 60/40 allocation is misguided
How Nebo is helping asset managers rethink risk so they can build better portfolios

More about Dr. Martin Tarlie:

Dr. Tarlie is a member of GMO’s Asset Allocation team and serves as the Nebo product lead. Before rejoining GMO in 2018, he was a managing director at QMA. He previously worked on GMO’s Global Equity team from 2007 to 2014. Prior to that he worked at Breakwater Trading and at Marlin Capital Corp as a fundamental equity analyst and the director of research.

Dr. Tarlie earned his bachelor's degree in physics from the University of Michigan, his PhD in theoretical condensed matter physics from the University of Illinois at Urbana-Champaign, and his MBA from the University of Chicago. He was also a postdoctoral research fellow at the James Franck Institute at the University of Chicago and is a CFA charterholder.

He is passionate about building systems based on first-principles thinking, which led him to spearhead the development of Nebo Wealth, a new wealth tech platform challenging the traditional definition of risk. As an entrepreneur in the wealth tech space, Martin’s innovative approach redefines risk—not as volatility, but as not having what you need when you need it. He’s also a dedicated family man and self-proclaimed “Baseball Dad,” often found cheering his boys from the stands.

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

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

74: Ex-ING $20B Bond Mgr to 500k Macro Research Followers to New Macro HedgeFund, Meet Palinuro Capital Founder / CIO Alfonso Peccatiello

Stacy Havener — Wed, 23 Oct 2024 04:00:00 -0400

Alfonso Peccatiello built a following of 500,000 on social media by doing something radical – by being a real, authentic human in the fund world.

And that authentic social presence helped him close investment deals for his new hedge fund, Palinuro Capital.

Alfonso’s story is proof that it pays to challenge the status quo and to put people (and connections) first – even in a numbers-obsessed industry.

Want the full story? Join Alfonso and Stacy as they discuss:

Alfonso’s backstory: How a car accident sparked his obsession with creating success on his own terms
Why he’s never afraid to repel the wrong investor
How his willingness to repel, both on social media and in meetings, has helped him attract more of the right investors
The lesson he learned as a $20B bond manager that has served him most as an entrepreneur (spoiler alert, it wasn’t an investing technique)

More About Alfonso Peccatiello

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

73: How Do I Move Deals Through the Funnel | Story Snacks Series

Stacy Havener — Wed, 16 Oct 2024 04:00:00 -0400

Struggling to win investors over? Stop wasting time perfecting your pitch and start laying the groundwork that’ll actually help you seal the deal.

In this episode, Stacy shares the steps you can take to prime your prospects to invest so they’re ready to say hell yes before you even think about pitching.

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

72: Y Combinator and Thiel Fellowship Alum Building Tech-Enabled Wealth Management Firm, Meet Savvy Wealth Co-Founder, CEO Ritik Malhotra

Stacy Havener — Wed, 09 Oct 2024 04:00:00 -0400

Today’s guest, Ritik Malhotra, is the co-founder and CEO of Savvy Wealth, a Tech-Enabled Wealth Management Firm that surpassed $700 million in assets in just three years.

In this episode, Ritik and Stacy discuss:

Ritik’s backstory: How his obsession with coding (that started in elementary school) turned into a thriving business that funded his college education
How he became an exiting founder at just 21 years old
Lessons learned from raising a 26.M series A round: Why storytelling matters when fundraising
Why it pays to provide a modern, tech-forward experience as an advisor in 2024

More About Ritik Malhotra

Ritik Malhotra is the founder and CEO of Savvy Wealth, a digital-first platform for financial advisors centered around modernizing human financial advice. Savvy Wealth builds proprietary technology to empower advisors as its affiliate RIA Savvy Advisors to increase efficiency, automate mid-and-back office workflows and build stronger client relationship. A 32-year-old tech founder with 2 exits in his 20s, Malhotra was inspired to found Savvy Wealth after his second exit, and realized that today's advisors were not providing a modern, tech-forward experience. A YCombinator and Thiel Fellowship alum, Malhotra was named among the “Ten to Watch” in 2023 by WealthManagement.com, one of the most well-regarded publications in the wealth management space.

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

71: Taking the Guesswork out of Private Market Investments with Opto Investment Co-founder Jacob Miller | Why Financial Advisors are Leaning into Alternative Investments in 2024

Stacy Havener — Wed, 02 Oct 2024 04:00:00 -0400

After working for the world’s largest hedge fund, Bridgewater, for over five years, today’s guest, Jacob Miller, found his passion — making investing accessible.

This passion led him to co-found Opto Investments, a tech-driven private markets platform.

In this episode, Jacob and Stacy dive into:

Jacob’s backstory: how he went from aspiring doctor to advisor at the world’s leading hedge fund, Bridgewater
Opto’s mission to decode complex market dynamics so average people can better understand their investments
Why making people feel dumb, so they think they need you in order to invest, is a dead (and unethical) strategy
Opto’s foolproof strategy for standing out in the crowded tech industry
How Opto’s platform helps financial advisors differentiate and tackle alternative investments

More About Jacob Miller

Co-founder, Jacob Miller, is Opto’s Chief Solutions Officer, a key figure in its leadership team and central to its growth strategy. He spearheads initiatives for Opto's fiduciary partnerships and the systemization of institutional-quality private markets investment techniques and programs. Before co-founding Opto, Miller spent nearly five years as an investor at Bridgewater Associates. Miller has a passion for sensible long-term investing, systematizing investment processes, and distilling complex market dynamics into clear, logical linkages that help people better understand their investments. Having managed money for family and friends since he was 16, Miller is a certified market junkie. While he has a background in macroeconomics and high-yield debt, he finds the challenges and opportunities in the private markets space far more interesting and important, both for investors and society.

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

70: $100B in Platform Assets Arch Co-Founder, Ryan Eisenman on the Power of Solving Client Problems | What Matters in Raising Venture Capital | Why Founder-Led Sales is the Way

Stacy Havener — Wed, 25 Sep 2024 04:00:00 -0400

As co-founder and CEO of Arch, Ryan Eisenman is on a mission to take the hassle out of investment operations. Arch is a $100B tech platform that replaces the spreadsheets, manual labor, and outdated systems of old.

In this episode, Ryan and Stacy discuss:

Ryan’s backstory: How the strategy behind his grandfather’s variety store inspired his entrepreneurial modus operandi — give the people what they want
His sales secret weapon —K-1 cookies that end up in his prospects’ bellies instead of the trash folder in their email inbox
How he mastered sales without any formal training
How Arch surpassed their goal and raised $5 million in venture capital

More About Ryan Eisenman:

With over six years as the co-founder and CEO of Arch, Ryan Eisenman brings extensive private investment expertise to the table. Before founding Arch, he gained valuable experience at eight financial service companies, including Deloitte, Routier, and TechStars. Ryan is well-versed in the evolving trends of the private investment sector and the transformative impact of technology on the industry. As private markets continue to gain popularity, Ryan remains dedicated to helping advisors and their clients easily invest in private markets and efficiently diversify their portfolios.

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

69: Rewind | Portfolio Manager of $18B Long/Short Hedge Fund to President of $4B+ Wealth Mgmt Platform, Shannon Spotswood President of RFG Advisory on the Power of the Pivot | How to Lead with Authenticity | Why Your Personal Brand is an Asset

Stacy Havener — Wed, 18 Sep 2024 04:00:00 -0400

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 RFG

More 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.

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: The Hard Thing About Hard Things, Ben Horowitz | Powerful, Patti McCord | Atomic Habits, James Clear | The Power of Now, Eckhart Tolle

Song: Coolio — Fantastic Voyage

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

68: Rewind | Marketing Expert Samantha Russell of FMG on the Founder’s Journey from Bootstrap to Exit | Why Specialization is Powerful for Start-ups | What Digital Marketing Strategies Work Well in Financial Services | How to Ramp Sales with Stories

Stacy Havener — Wed, 11 Sep 2024 04:00:00 -0400

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.

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

67: How to Melt the Ice with Vibe Management | Story Snacks Series

Stacy Havener — Fri, 06 Sep 2024 04:00:00 -0400

Break the ice in style.

Ever walk into a meeting with analysts who seem more like untouchable statuses than people? This episode of Story Snacks makes it easier to break the ice, ease the tension, and get even the most reserved analysts to open up.

You can be the “hype man” (or woman) of your meetings and set the tone for success. Here’s how:

Embrace your inner hype man or woman to warm up the room and set a positive tone
Minimize awkwardness by acknowledging the environment
Leverage the power of observation to show them you care and pay attention to more than just the deal

Plus, Stacy will channel her own inner hype woman to give you the confidence you need to lead great meetings.

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

66: Rewind | CEO of a $400B Fund Admin Gary Tenkman Shares His Journey From Blue Collar Roots to White Collar Boardrooms | How He Manages Being an Introvert as a CEO | What Specialization Means As You Scale | How Client Service Can Be Your Edge in Investment Management

Stacy Havener — Wed, 04 Sep 2024 04:00:00 -0400

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.

Resources mentioned in this episode:

Book: 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

65: What to Do When Your Fund Manager Isn’t Great at Storytelling | Story Snacks Series

Stacy Havener — Mon, 02 Sep 2024 04:00:00 -0400

Great with numbers but suck at storytelling? No worries.

On this episode of Story Snacks, we’re helping sales and marketing teams step up, take the reins, and make sure everyone in the room looks like a rockstar–especially when the fund manager isn’t a natural storyteller.

Listen in as Stacey covers:

How acknowledging that not everyone is a natural born storyteller is perfectly fine
How sales and marketing pros can take an active role in meetings to ensure the fund manager shines
Tips to steer fund managers back on track–without creating awkwardness
Unique cases like turning unconventional communication styles into winning strategies

A fund manager’s lack of storytelling skills isn’t a deal-breaker. It’s an opportunity for sales and marketing teams to step up, orchestrate the conversation, and make the entire team shine.

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

64: Navigate Crowded Meetings Like a Pro | Story Snacks Series

Stacy Havener — Fri, 30 Aug 2024 04:00:00 -0400

1:1 meeting turned into a 10-person panel? Don’t freak out.

This episode of Story Snacks is your go-to guide for managing meetings when the room (or Zoom) is packed.

Stacy covers how to maintain control, keep the conversation flowing naturally, and avoid dreaded awkward silences.

Listen in to learn more about:

Preparing like a pro
Identifying your meeting’s “Champion”
Managing complex dynamics to encourage collaboration
Setting the tone, addressing the elephant in the room, and lightening the mood

Learn to take control of the crowd without losing your personal touch. Sometimes, it’s all about preparation, communication, and sometimes even a bit of humor to navigate inevitable awkwardness.

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

63: Rewind | From Startup to $5B+ to Startup Again, Award-Winning Fund Mgr Simon Evan-Cook on Storytelling in Investments | Why He’ll Take Qualitative Over Quantitative Due Diligence | What (Really) Defines Edge and Differentiation

Stacy Havener — Wed, 28 Aug 2024 04:00:00 -0400

UK’s award-winning fund manager Simon Evan-Cook was a senior member of the Premier Miton Multi Asset team, which managed over $5B. He’s now establishing the Downing Fox Fund Range at Downing LLP in London.

In this episode, Simon and Stacy discuss:

His backstory: from taking a load of jobs he disliked to discovering a love for writing, which brought him to the investment industry
Why the world would need another fund, let alone a fund of funds
The power of niche
Why you must be disagreeable to excel
What role qualitative plays in his research process
His flexibly dogmatic approach to assessing a fund
Proof that authenticity works in asset management
Advice for boutiques on their journey

More About Simon Evan-Cook

Resources mentioned in this episode:

Book: Any Human Heart by William Boyd

Book: Range: Why Generalists Triumph in a Specialized World by David Epstein

Article: Investors: The one thing separating excellent from competent

Article: Should you invest with Han Solo or C-3PO?

Article: Should you invest with Indiana Jones?

Article: Should you invest with Butch Cassidy & The Sundance Kid

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

62: Job and Brand Stories: One Size Fits All? | Story Snacks Series

Stacy Havener — Mon, 26 Aug 2024 04:00:00 -0400

Can you have different stories for different strategies?

What about brand stories for each niche?

This episode of Story Snacks dives into the nuances of crafting job stories that fit distinct strategies and market segments.

Stacy breaks down why one size doesn’t fit all, and how you can tailor your narrative for maximum impact.

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

61: The Art of Leaving a Voicemail | Story Snacks Series

Stacy Havener — Fri, 23 Aug 2024 04:00:00 -0400

The perfect voicemail is calling…it’ll make you wish you picked up!

Voicemail is one of the most powerful tools to keep in your prospecting arsenal, and if you aren’t convinced, this episode of Story Snacks might change your mind.

Stacy is cracking open the secrets to leaving a voicemail that grabs attention and actually gets you a call back.

You’ll learn:

The job and goal of a voicemail–how should VM work for you?
How to warm up your call, including pre-work to help you close
How to be smart, be cool, and better yet…be both
Tips to avoid big mistakes, like info spilling or centering yourself

Voicemail might not be the latest tech, but it’s far from dead. When done right, this game-changing tactic will help you show up and be heard.

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

60: Rewind | Dan Mikulskis on The State of Story in the Fund Industry | Why Fund Mgrs Need to Differentiate (For Real) | How Allocators Influence the Future for Boutiques

Stacy Havener — Wed, 21 Aug 2024 04:00:00 -0400

Dan Mikulskis helps wealth managers and pension funds make better decisions. He meets with hundreds of asset managers every year. Get perspectives from the other side of the table and the other side of the pond.

In this episode, Dan and Stacy discuss:

His backstory: From growing up in a family of mathematicians, to investment consulting, to writing and podcasting
The communication gap between fund managers and allocators — and his advice to bridge that gap
How founders and fund managers can get more comfortable sharing authentically
His shift in perspective on storytelling — and what type of stories we need more of
How allocators influence the future for boutiques

Resources mentioned in this episode:

Book: Open: An Autobiography by Andre Agassi

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

59: To Niche or Not to Niche | Story Snacks Series

Stacy Havener — Mon, 19 Aug 2024 04:00:00 -0400

Want to tell your story in a way that connects to your future vision?

Stop worrying that niching down might box you in. In this episode, Stacy helps you weave your past into your present and future to make sure your story resonates.

Plus, let’s debunk myths around niching down–hint: it doesn’t mean saying no to great opportunities.

Tune in to hear Stacy talk about:

Why it’s essential to connect your backstory to your future goals–no more “here I am” endings
Positioning yourself as the guide your audience needs, and connecting your journey to their goals
Busting myths about niching–why it doesn’t limit you but sharpens your message

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

58: How to Lead A Meeting Without A Pitch Deck | Story Snacks Series

Stacy Havener — Fri, 16 Aug 2024 04:00:00 -0400

You can ditch PowerPoint and still own the room.

In fact, running a killer meeting is usually easier than the gurus and motivational speakers might tell you.

Whether you’re facing an allocator who insists on seeing the presentation beforehand or navigating an awkward silence before kick-off, Stacey’s got you covered.

In this episode, Stacy covers:

The right time to send your meeting notes or deck for optimum preparedness
Preparing on a timeline that sets you up for success
Starting with the allocator’s story to get them talking
Steering discussion to address key concerns

Tune in to flip the script on traditional meetings to lead with stories and listen thoroughly. Take your meetings to the next level with this episode.

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

57: Rewind | Value Investing Specialist Sean Peche of Ranmore Funds on Building a Boutique After Years at $35B Bigs | How Boutiques Will Win with a Different Playbook (and LinkedIn Is In It) | Why Numbers and Narrative Can Vibe Together

Stacy Havener — Wed, 14 Aug 2024 04:00:00 -0400

Let’s be real: boutique building is no walk in the park; it's a rollercoaster of gutsy moves and unexpected comebacks.

Today, we’re sitting down with a guest who knows all about that. Meet Sean Peche, a value investing specialist who's transitioned from the $35B big leagues to crafting his own firm.

In this episode, Sean and Stacy unpack:

His Backstory – how a volatile market led him to put his boutique-building dream on hold
His inspiring comeback story
The secrets behind Sean's unique marketing playbook for differentiation.
The philosophy that drives Sean's investing approach: 'numbers not narrative.'
The sweet spot where numbers and narratives intersect, especially for startups.

…And so much more. Grab your notebook and get ready for a masterclass on differentiation, branding, and building a boutique.

About Sean Peche:

After qualifying as a Chartered Accountant in 1996, Sean spent two years at Old Mutual Asset Management (South Africa) as an equity analyst. In 1999, he joined Decillion Capital as one of its founding members and co-managed the successful BigRock Fund, a South African based hedge fund. In 2001, he relocated to London with Decillion Fund Management and co-managed a US/European hedge Fund. In 2003, he joined London based Orbis Investment Advisory as an equity analyst, before leaving in 2008 to establish Ranmore Fund Management Ltd.

Resources mentioned in this episode:

Books: The JSE Handbook, The Zulu Principle by Jim Slater, The Magic of Thinking Big by David J. Schwartz, Blue Mind by Wallace J. Nichols

Songs: Kelly Clarkson - Stronger (What Doesn't Kill You), Kelly Clarkson - The Sun Will Rise

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

56: How Much Detail Does Your Backstory Really Need? | Story Snacks Series

Stacy Havener — Mon, 12 Aug 2024 04:00:00 -0400

Your backstory isn’t as cut and dry as your resume, but It’s not quite a full look at your diary, either.

If you want to craft a compelling backstory, you have to find the sweet spot between these two extremes.

And that’s exactly what Stacy is walking you through in this episode.

Listen in as she breaks down:

How much should you share, and to what detail in your backstory?
How far should your backstory actually go back?
Exactly how vulnerable you need to get in order to truly connect with your prospects
The simple framework that every compelling backstory follows

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

55: The Secret to Booking More Meetings with Investors | Story Snacks Series

Stacy Havener — Fri, 09 Aug 2024 04:00:00 -0400

Want to book more meetings for your fund? It’s time to face the music. Cold intro emails are out.

A relationship-first approach is in. Take it from Stacy (and her clients at Havener Capital), who are using the exact strategy she’s laying out in this episode to book meetings with investors who are primed to say yes.

Listen in as today as Stacy covers:

How to find potential contacts
Her “give, give, give, ask framework” for building relationships on LinkedIn and other platforms
Why timing is everything when it comes to nurturing prospects
A rule of thumb that’ll help you find your follow-up sweet spot – so you don’t seem like a pushy spam bot

This is Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

54: Rewind | The Psychology of Sales w/ Dr. Daniel Crosby and Stacy Havener | The Scientist & The Storyteller | Why Typical Fund Managers Tell Terrible Stories (and How to Make Sure You Nail Your Narrative)

Stacy Havener — Wed, 07 Aug 2024 04:00:00 -0400

Dr. Daniel Crosby, a behavioral psychologist, is back and ready to tell you the cold, hard truth about why your brain might be sabotaging your storytelling game.

Listen in as he and Stacy discuss:

Why our brains cling to conformity, killing our chances of standing out
Why linear stories put people to sleep and how mastering the ‘peak-end’ rule will help
A sniff test that’ll help you determine if your story is snooze-worthy
A roadmap for spicing up your narrative, even when your brain screams 'No!'

…and so much more.

About Dr. Daniel Crosby:

Dr. 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.

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

53: Why a Founder’s Backstory Matters–Even for Firms Managing Billions | Story Snacks Series

Stacy Havener — Mon, 05 Aug 2024 12:03:05 -0400

Introducing Story Snacks! A bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in less than 20 minutes per week!

Listen in today as Stacey answers every established firm’s burning question, “Who cares about the founder?”

Plus, learn:

Why a founder’s backstory matters–even for firms managing billions
How to honor a founder’s legacy through storytelling
Why senior fund managers struggle to talk about founders–and how to overcome this
Different approaches for sharing stories about co-founders
Strategies to share the backstory in meetings

You’ll walk away from this episode with a better understanding of how to leverage your firm’s and founder’s backstory to drive growth and develop a strategic narrative.

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

52: $520 Million Frontier & Emerging Markets Specialists Jonathan Binder and Charlie Cassel Co-Founders of Consilium Investment Management | The Importance of High Conviction Strategies | Why Benchmarks in EM Are a Problem | “Meet the Boutique” Series

Stacy Havener — Wed, 31 Jul 2024 04:00:00 -0400

If you’ve been dismissing frontier markets because they seem “too risky,” you’re missing out on a treasure trove of alpha.

Take it from Consilium CIO Jonathan Binder and CEO Charlie Cassel. For 13+ years, they’ve managed to beat EM benchmark indexes time and time again.

In this episode, they share their playbook for successful FM investing and break down:

Misconceptions about risk in Frontier Market investing and their approach to risk management
Why active management and a non-indexed approach is essential to successful FM investing
How most Global Emerging Markets managers are ill-equipped to invest in the EM and Frontier countries they invest in
Their process for crafting equity strategies that give their clients exposure to top-tier companies in overlooked markets poised for robust structural growth

This is part 2 of our Meet the Boutique Series, where we’ll take you behind the scenes to see how top asset managers innovate and thrive.

Enjoy this episode? Hit subscribe! There are more exclusive webinars to come.

About Consilium Investment Management

Consilium Investment Management was founded in 2004 by Jonathan Binder, CIO, and Charles Cassel, CEO. With over 20 years in financial markets and asset management, they saw an opportunity to build an investment management business that would deliver above-average returns for its clients in the Frontier and Emerging Markets. They offer private funds and separately managed accounts exposed to Frontier and Emerging Markets that exploit specific opportunities overlooked by other managers. More information is available by visiting: consimllc.com

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

51: Modern Marketing for Investment Boutiques

Stacy Havener — Wed, 24 Jul 2024 04:00:00 -0400

Feel like your marketing is falling flat? You’re not alone. In 2024, most fund managers are facing the music. Outdated marketing tactics like sending PDF letters to investors just don’t cut it anymore.

The good news? Embracing modern marketing can be simple and time and cost effective when you have the right game plan. Listen in today for Stacy’s modern marketing blueprint that's been consistently delivering real results for fund managers.

In this episode, she breaks down:

What social capital is
How you can build and nurture different types of social capital within your network
What a personal brand is
How your personal brand differs from your business brand
Content ideas that have proven effective in helping founders and fund managers grow their personal brand

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

50: Private Credit Opportunities in an Undercapitalized Fast Growing Industry | Meet Altmore Co-founders Steve Ham and Patrick Kim Specialists with $300 Million in Cannabis Capital | Why More Family Offices are Allocating to Cannabis | “Meet the Boutique” Series

Stacy Havener — Wed, 17 Jul 2024 04:00:00 -0400

Cannabis capital curious? Steve Ham and Patrick Kim of Altmore Capital are here to show you the way.

Although it has advanced considerably over the past half-dozen years, the U.S. cannabis industry remains full of complexities as it rapidly matures.

That’s why today, Stacy and the Altmore team are covering:

The current cannabis capital landscape
Private credit’s prevalence in the industry
Altmore’s approach to countering the volatility that comes with the cannabis capital territory
How investing in this niche market can enhance an already diversified portfolio
Their backstory – From leaving their high-profile jobs in private equity and law to co-founding Altmore

This is part 1 of our Meet the Boutique Series, where we’ll take you behind the scenes to see how top asset managers innovate and thrive.

Enjoy this episode? Hit subscribe! There are more exclusive webinars to come.

About Steve Ham:

Steve Ham is Co-Founder and Managing Partner at Altmore Capital. He is an accomplished private equity investor and senior executive with over 20 years of experience in private equity, technology, and venture capital. Prior to Altmore Capital, he was with The Carlyle Group, RedZone Capital, Sterling Partners, Thomas Weisel, and Citigroup.

About Patrick Kim:

Patrick Kim is Co-Founder and Managing Partner at Altmore Capital. He was a partner with the Williams & Connolly law firm in Washington D.C., which he left in 2018 to start Altmore Capital. At Williams & Connolly, Patrick represented a variety of major financial institutions and investment funds, including several top-tier PE firms, in a range of commercial litigation matters and government investigations.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

49: $500 Million Female Led Fund Team Within a $65 B Multi-Boutique | Small Cap Growth Specialist Rayna Lesser Hannaway of Polen Capital on Owning Your Story | Why Culture and Qualitative Matter | How People Helping People Can Change the Face of the Fund Business

Stacy Havener — Wed, 10 Jul 2024 04:00:00 -0400

There’s nothing a woman in a power suit can’t do. Shake up a male-dominated industry? Check. Redefine leadership? Check. Inspire generations to come? Check.

In this episode, Rayna Lesser Hannaway shares her inspiration for doing all of the above.

Listen as Rayna and Stacy discuss:

• Her backstory– from looking up to her fierce, go-getter lawyer mom to becoming a powerhouse female in finance
• How competitive company culture can sabotage the due diligence process
• Her approach to encouraging collaboration and keeping core values at the heart of Polen’s operation
• How collaboration can be a boutique’s secret sauce for standing out amongst the bigs

…and so much more.

About Rayna Lesser Hannaway:

Rayna heads the Small Company Growth Team, is the lead Portfolio Manager of Polen Capital's U.S. Small Company Growth and U.S. SMID Company Growth strategies, and is co-portfolio Manager of Polen Capital's Global SMID Company Growth strategy.

Prior to joining Polen Capital in 2017, Rayna spent nine years in portfolio management and two years as a Research Analyst at Fidelity Investments in Boston, evaluating small and mid-cap companies. She also spent nine years working in small-cap research for Jennison Associates and Lord Abbett & Company. Rayna received a B.A. in Economics from Barnard College, a division of Columbia University, where she graduated summa cum laude in 1996. Rayna is a CFA® charterholder and holds a CFA Institute Certificate in ESG Investing.

In 2021, Rayna launched Polen’s WISE employee resource group to support and promote an inclusive and supportive culture for women and their allies across the asset management industry. Rayna is currently a member of the Board of Directors at Big Brothers Big Sisters of Massachusetts Bay and the Board Chair at RAW Artworks.

Rayna holds a bachelor’s degree in economics (summa cum laude) from Barnard College, Columbia University.

In her free time, Rayna enjoys skiing, hiking, yoga, volunteering in her community, traveling, and spending time with her family.

Resources Mentioned in This Episode:

Song: U2 - Beautiful Day

Books: Start with Why by Simon Sinek, How to Know a Person by David Brooks, Living with a SEAL by Jesse Itzler

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

48: $4B RIA Platform Chief Behavioral Officer Brendan Frazier of RFG Advisory on the Power of People First | How Listening More Will Get You More Meetings | Why Salespeople Need to Drive Toward No

Stacy Havener — Wed, 03 Jul 2024 04:00:00 -0400

Most boutique firms strive to raise more funds and stay ahead of market trends. But they lack one key ingredient that the bigs have in their back pockets– behavioral finance expertise.

Today, Brendan Frazier, Chief Behavioral Officer of the $4B RIA platform RFG Advisory, is here to level the playing field.

Listen in as he and Stacy discuss:

The unique challenges boutiques face when raising capital
How to tap into the human psyche to raise more funds and land more meetings
A behavioral finance deep dive: why certain sales tactics hit different for small shops
How your fear of hearing ‘no’ could be sabotaging your firm’s growth

About Brendan Frazier:

Brendan Frazier is the Chief Behavioral Officer at RFG and the host of The Human Side of Money podcast, where he helps advisors and their clients master the emotional and psychological side of money. After starting his career as a consultant to financial advisors around the country, he started his own advisory business and was twice named one of Investopedia's Top 100 Financial Advisors in the U.S. Most recently, he built a global training platform for financial advisors to develop the behavioral, psychological, and emotional skill set required to serve clients at the highest level. When he's not diving into the latest behavior and psychology research, he is spending time with his wife, Shannon, and two sons, Brooks and Shepherd. And, he welcomes all unsolicited advice on how to successfully raise two boys.

Resources Mentioned in This Episode:

Songs: Tyler Hubbard - Dancin’ In The Country (Official Music Video)

Books: You're Not Listening: What You're Missing and Why It Matters by Kate Murphy, Essentialism: The Disciplined Pursuit of Less by Greg McKeown

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

47: $83B Investment Strategist Doug Huber of Wealth Enhancement Group on the Evolution of Manager Research | Balancing the Binary in Investment Management | Why Qualitative Matters in Due Diligence

Stacy Havener — Wed, 26 Jun 2024 04:00:00 -0400

Fund buyers know investing is more of an art than a math equation.

Not convinced? After listening to this interview with Doug Huber, VP of Investment Strategy at Wealth Enhancement Group, you will be.

Get a glimpse inside the mind of an allocator in part 3 of our Ask an Allocator series, where Stacy and Doug discuss:

His Backstory – from car fanatic and aspiring engineer to earning a dual degree in finance and economics and becoming an $83B Investment Strategist
Red flags that drive allocators away (even if you have an impressive track)
Why he analyzes boutiques very differently than he does big firms – and the importance of conveying your value as a partner, NOT the perfect investor

About Doug Huber:

Doug leads the firm’s Investment Strategy Group, which consists of three teams focused on external manager research (across both traditional and alternative investment strategies), fundamental equity research, and fixed-income research. He joined Wealth Enhancement Group in 2021 through the North American Management merger, where he was the Director of Manager Research. Before joining North American Management, he was a Senior Research Analyst at Federal Street Advisors, where he led the alternative investment program. Doug is an avid golfer and lives in Lincoln, MA with his wife and two children.

Resources Mentioned in This Episode:

Songs: AC/DC - Thunderstruck, Billy Squier - Lonely Is The Night

Book: I Love Capitalism! by Ken Langone

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

46: Can Global Giants and Focused Specialists Co-Exist? | $500B Industry Think Tank CEO Dani Hristova of the Independent Investment Management Initiative on Building a Successful Boutique | Why Story is Critical to Success

Stacy Havener — Wed, 19 Jun 2024 04:00:00 -0400

There's room for everyone at the table in the fund world—not just the bigs, but have fund buyers gotten the memo?

Thanks to champions like Dani Hristova, who are relentless about spotlighting the underdogs, fund buyers can thrive.

As CEO of the Independent Investment Management Initiative–a networking group representing 45 firms and $500B in assets–Dani gives small shop owners a platform to bring the specialized brilliance of small shops to the center stage.

In this episode, Stacy and Dani discuss:

Dani's Backstory – from earning a psychology degree to discovering her passion for finance at Schroders
Redefining the word ‘boutique’ – why Dani believes it’s not a dirty word but a superpower
Why ‘putting your cards on the table’ and sharing the story behind the performance builds trust from a human psych perspective

About Dani Hristova:

Dani Hristova is CEO of the Independent Investment Management Initiative (IIMI), the member-led industry think tank representing investment boutiques. In 2023, she was also appointed Non-Executive Director at Spring Capital Partners.

Dani began her career in financial services at Legal & General Investment Management in 2015 within the defined benefit pension scheme client team; she later joined Schroders Investment Management, with responsibility for some of the firm's largest pension scheme clients. Dani also worked for Nordea Asset Management, leading its UK insurance efforts until May 2023.

Resources Mentioned in This Episode:

Song: Red Hot Chili Peppers - Can't Stop

Book: Save Your Acorns by Robert Gardner

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

45: $700 Million Small Cap Credit Fund Manager Hunter Hayes of Intrepid Capital on Building a New Strategy Within a Successful Boutique | How Owning Your Different Unlocks Growth | Why Specializing is the Key to Scaling

Stacy Havener — Wed, 12 Jun 2024 04:00:00 -0400

If your analytical brain needs FACTS to back up the power of left-brain growth tactics, you’re in luck.

Today's guest, Hunter Hayes, combines his classical piano training with impressive business sense, showing that there’s real power in combining art and science to edge ahead in the fund world.

In this episode, he and Stacy discuss:

His journey from pianist and D1 track star to successful fund manager
The differentiation playbook that boosted Intrepid Income Fund (ICMUX) from $50M to $550M AUM
How he spotted inefficiencies in the small-cap fixed-income world, giving Intrepid a competitive edge
The simple habits that helped him gain traction in the fund world
His top tips for new fund managers

About Hunter Hayes:

Hunter Hayes is the Chief Investment Officer at Intrepid Capital, which he joined in 2017 after working in credit at Eaton Vance (now Morgan Stanley) and consulting at Deloitte.

Hunter wears lots of hats at Intrepid, which has AUM of ~$900 million, but is primarily a portfolio manager of the Intrepid Income Fund (ICMUX) and the separately managed Intrepid Income portfolio, which has collectively grown from ~$50 million of AUM in 2019 to ~$550 million of AUM today. Hunter focuses mainly on liquid, small-cap credit investments and was previously a research analyst covering small-cap securities.

He received his Bachelor of Science in Business Administration degree in Finance and his Bachelor of Music degree in Performance Piano from Auburn University, where he also competed as a scholarship track and field athlete. Outside of work, he is an avid runner and musician.

Resources Mentioned in This Episode:

Books: Once a Runner by John L. Parker Jr. , How My Heart Sings by Bill Evans

Songs: Nas - N.Y. State of Mind

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

44: $1.5B RIA Founder Chad Willardson of Pacific Capital on Entrepreneurship | How Your Authentic Story Can Fuel Growth | Why Mindset in Money Matters

Stacy Havener — Wed, 05 Jun 2024 04:00:00 -0400

In fact, Chad’s story is proof that thinking like an entrepreneur can take you far in the fund world–and beyond. But can this mindset be learned and developed? Find out in today’s episode.

Plus, hear Chad’s full backstory and learn:

Why advisors who think like entrepreneurs stand out to high-net-worth clients
The hidden benefit of his LinkedIn presence: how he’s able to pass off sales meetings to his team almost entirely thanks to the strong trust he’s built on social
His tips and tricks for balancing entrepreneurship and family life

About Chad Willardson:

Resources Mentioned in This Episode:

Books: Wealth Wired Differently by Chad Willardson,10x Is Easier than 2x: by Dan Sullivan, Dr. Benjamin Hardy, et al.

Songs: Imagine Dragons - Thunder, Guns N' Roses - Paradise City

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

43: $4B Boutique Co-Founder Rodney Herenton of Channing Capital Management on Building a Platform of Specialists | The Importance of Legacy in Asset Management | Why Differentiation is the Future | “Meet the Boutique” Series

Stacy Havener — Wed, 29 May 2024 04:00:00 -0400

With a $70 million seed investment and a vision, Rodney Herenton and his co-founder Wendell Mackey launched Channing Capital Management.

This isn’t your typical startup story.

This episode is a masterclass on differentiation, defying the odds, and the power of effective collaboration.

Listen in as Rodney and Stacy discuss:

● The birth of Channing Capital Management: Two Harvard graduates team up and launch an investment firm

● How the demands of fatherhood pushed Rodney to innovate as a founder

● The unique strategy behind Channing’s 20-year success as specialists in small- and mid-cap investments

● Channing’s contrarian “best ideas” approach that delivers competitive, long-term results and high alpha

About Rodney Herenton

Founder, Co-Chief Executive Officer, Chief Business Development & Strategy Officer

Rodney co-founded Channing Capital Management in 2003 with Wendell E. Mackey, CFA. In the years leading up to this endeavor, he honed his wealth management skills as First Vice-President of the Private Fund Group at Morgan Keegan & Company, Inc. and in associate roles at Bear Stearns’ Investment Banking Department and Lehman Brothers’ Corporate Finance Department. Rodney received a B.A. in finance from Morehouse College (Phi Beta Kappa) and an M.B.A. from Harvard Business School.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

42: $4B Family Office Co-Founder Khaled Said on Entrepreneurship | Why Story Is a Differentiator | How Collaboration, Creativity, and Courage Are Key to Serving Clients Well

Stacy Havener — Wed, 22 May 2024 04:00:00 -0400

The second generation in wealthy families could choose a safe path within the family business. But today's guest, Khaled Said, dared to pave his own way, co-founding Capital Generation Partners, a $4B London-based family office.

While his choice to take the leap paid off, he didn’t gain success overnight. His backstory is filled with twists and turns and valuable lessons for any boutique founder.

Listen in as Khaled and Stacy discuss:

● His backstory — from searching for the perfect-fit firm to manage his family’s assets in Europe to coming up short and filling the gap by setting up his own shop

● What nobody tells you about the slow burn of starting up in asset management

● His tried-and-true litmus test for keeping integrity at the forefront of client service at CapGen

● CapGen’s differentiation playbook: how they’re writing a new narrative in serving ultra-high net worth families

About Khaled Said:

Khaled is Managing Partner of Capital Generation Partners, a wealth management business based in London. Khaled is the voice of the client within CapGen setting the standards he believes clients deserve.

Having managed his own family money, Khaled is an experienced investor and has particular insight into the problems families face when trying to get the best from the investment management industry. Clients benefit hugely from Khaled’s principled and commercial approach to investing and his commitment to ensuring that client portfolios are managed by people who think like principals not agents.

Khaled chairs the Client Portfolio Committee which is tasked with making the final decisions on the content of client portfolios and sits on the Asset Allocation, Investment and Risk Committees. Khaled started his career as a strategy consultant at Bain & Company where he specialised in private equity. Khaled is involved with various charities: he sits on the Boards of Saïd Foundation and Turquoise Mountain. He has a degree in Law from Oxford University, a Masters in History from Harvard and an MBA (Dean’s List) from INSEAD.

Resources Mentioned in This Episode:

Songs: Eye Of The Tiger - Survivor, Billy Joel – Piano Man

Books: Talking to Strangers: What We Should Know about the People We Don't Know Kindle Edition by Malcolm Gladwell

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

41: $1.7B Family Office CIO Paul Bodnar on Differentiation in Investment Management | Why Specialists Matter in a Portfolio Line-Up | “Ask an Allocator” Session

Stacy Havener — Wed, 15 May 2024 04:00:00 -0400

Get a glimpse inside the mind of an allocator in part 2 of our Ask an Allocator series. Today, you’ll hear from Paul Bodnar, CIO of CM Wealth, a $1.78B Family Office.

Listen in as Paul and Stacy discuss:

● His backstory - from college intern at a tech start-up to CIO

● The power of being candid about challenges and failures in meetings

● A common pitfall in the M&A and RIA space: not keeping clients first when scaling

About Paul Bodnar:

Paul is Chief Investment Officer of CM Wealth, a multi-family office with $1.8 billion under management.

Paul’s career in asset management started in equity research at Longbow Research in 2003 where he rose to a Vice President and Senior Equity Analyst role covering industrials. While in that role, he was named to the Wall Street Journal’s 'Best on the Street" Analysts in 2011 and received a similar award from the Financial Times in 2010. He left Longbow in 2012 to co-found Incremental Insights, an emerging markets-focused investment research firm.

Paul has a degree in Business Management with a minor concentration in International Economics from Case Western Reserve University.

In his spare time, he enjoys skiing, playing lacrosse, and mountain biking. Paul is married with one daughter, a hardcore Chelsea FC fan, and a follower of Cleveland sports.

Resources Mentioned in This Episode:

Songs: Pixies - Here Comes Your Man , Lou Reed - Vicious, Fugazi - Waiting Room

Books: King: A Life by Jonathan Eig, Same As Ever by Morgan Housel

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

40: Boutique Founder to $5B CEO to Boutique Founder Again: Adrian Clayton of Northstar Asset Management| The Business of Building an Investment Boutique| How Science, Art and Heart Play a Role in Investment Success

Stacy Havener — Wed, 08 May 2024 04:00:00 -0400

Imagine this: you've sold your biz and landed what many would consider their dream job at a multi-billion dollar firm. It’s secure and you’re coasting at the top of your game.

Now, imagine what it would take to trade it all in to leap back into the great unknown of entrepreneurship and build a boutique from scratch.

Guts. That’s what. Today’s guest, Adrian Clayton, had the guts to leap back into entrepreneurship when an unexpected tragedy shook him and reminded him of what his heart wanted all along - to sit in the founder’s seat again.

Listen in as Adrian and Stacy discuss:

His backstory - From fresh-faced and hungry for a break in the investment world to chasing his passion and building Northstar Asset Management
The Three Pillar Business Model for success in financial management: Operational excellence, investment management skills, and the distribution market, and why they’re important
The secret to striking a balance between the two key components of investment management risk-taking and risk management

About Adrian Clayton:

Adrian joined the asset management industry in 1995 and has acted in the capacity of analyst, portfolio manager, CIO, board member, and CEO over his career.

After 13 years of successfully managing the top performing PSG Balanced fund as well as being the CEO of PSG Asset Management, he reluctantly decided to resign in late 2012 as a rare opportunity arose to acquire Northstar Asset Management.

Since then, Adrian has been following his dream of building a long-only, research-driven specialist asset manager with a powerful global skill-set. Northstar has grown from R600m to R9bn or $500m over this time period, it now has a deep research DNA with a full research team working within the business.

Adrian has a commercial background with a Masters in Finance and Strategy.

Resources Mentioned in This Episode:

Books: Into Thin Air by John Krakauer, Red Notice by Bill Browder

39: $200B Asset Management CIO Bill Harding on the Importance of Qualitative Due Diligence | Why Culture is a Source of Alpha | “Ask an Allocator” Session

Stacy Havener — Wed, 01 May 2024 04:00:00 -0400

Get a glimpse inside the mind of an allocator in part 1 of our Ask an Allocator series. Today, you’ll hear from Bill Harding, CIO of Jackson National, with $29.8B directly managed fund-of-fund assets.

Listen in as Bill and Stacy discuss:

Bill’s Backstory - from a financial analyst at a cheese manufacturer to CIO at Jackson National
What it takes for a fund manager to win his nod of approval when pitching a partnership
Why past performance isn't the whole story when allocators are on the hunt
The hard-hitting questions you can expect fund buyers to ask (spoiler alert: it’s not quantitative!).

About Bill Harding:

Bill joined JNAM as Head of Investment Management in October 2012, and

oversees the asset allocation and portfolio construction process, sub-adviser monitoring, and manager research.

He was previously Head of Manager Research for Morningstar Inc.’s Investment Management division and has more than 20 years of experience in portfolio management, asset allocation, and manager research while working at JNAM, Morningstar and Leprino Foods Company.

Bill graduated from the University of Colorado, Boulder with a Bachelor of Science degree in Business. He holds an MBA from Loyola University Chicago and is a CFA charterholder.

Resources Mentioned in This Episode:

Songs: Enter Sandman - Metallica

Books: On Fire by John O’Leary

38: $18B Value Investing Portfolio Manager Jim Falbe on Founding His Own Investment Boutique | Why AI is an Amplifier of Classic Value Investing | How People in the Investment Industry Can Help Each Other Build a Legacy

Stacy Havener — Wed, 24 Apr 2024 04:00:00 -0400

Can classic value investing and AI coexist? Today, Jim Falbe is coming on the show to share his playbook for blending timeless strategies with AI WITHOUT losing the personal touch allocators love.

In this episode, Jim and Stacy cover:

His backstory:
o How losing his mom at 13 sparked his passion for financial management
o Why he left an investment giant to follow his dream of building his own firm

Why AI isn’t just a trend: What he’s learned from 10 years in the data science game
The secret sauce to building a company culture that’s built to last through challenging seasons

Grab your popcorn and your Kleenex because Jim isn’t holding back in this episode. He’s sharing the raw emotion involved in foundership, and As you listen, you’ll feel like you’re talking to a friend that’s not afraid to dive into the real talk about life. From navigating grief to leading the charge in modernizing value investing – this episode will solidify one thing for you – you’re not alone in the ups and downs of entrepreneurship and life.

About Jim Falbe:

Jim is passionate about mentorship and investing. As the Founder of Saguaro Capital Management, he lives these passions daily.

Jim was previously a Principal and Portfolio Manager at Vulcan Value Partners. With the Senior Investment Team, he was responsible for portfolio management, coverage of both portfolio and watch list names, and seeking out new investment opportunities.

Before Equity Research, Jim was a humanitarian worker in the Middle East/North Africa region. Starting as an English teacher in Jordan, he taught over 800 students and finished by helping run a training center that educated over 1,500 students per year. His team of fourteen was on the ground during the Arab Spring and helped build a network for international aid efforts in Egypt and Libya.

Jim is a CFA® Charterholder and earned his MBA in Investments from the University of Notre Dame. He also holds an MDiv in Theology and a BA as a University Scholar from Baylor University.

Married with four energetic kids, Jim loves science fiction, history, long walks, chess, and Baylor Football.

37: Data Viz Expert James Eagle of Eeagli on the Journey from the Bigs to Entrepreneurship | Why Story is Powerful in Numbers and Narrative | The Art of Authenticity- Owning What Makes Us Different (and Special)

Stacy Havener — Wed, 17 Apr 2024 04:00:00 -0400

James Eagle spent the bulk of his career telling stories with words, working as a writer for some of the biggest names in asset management.

Since then, he’s traded in the proverbial pen for coding software and now he tells stories with data as the founder of his firm Eeagli.

Today, James is sitting down with Stacy to discuss:

His Backstory:

o From nerding out on coding in his teens to combining data and storytelling to build an investment communications empire

o His leap from a cushy job in financial management to entrepreneurship

How he doesn’t let ADHD and Dyslexia define him or stifle his success
How ADHD and Dyslexia feed into his strength as a stronger storyteller
The strategies he used to grow his Linkedin following to 145K+
His best tips for leveraging social media to generate leads

About James Eagle:

James Eagle, founder of Eeagli, combines his expertise in data visualization and investment writing to support the financial industry. With over 15 years of experience in investment management, in both equities and fixed income, he focuses on turning complex data into straightforward stories. James uses JavaScript and other tools to create animated data visualizations and writes content that explains investment strategies and the macro economic environment. Based in Zürich, Switzerland, he works with a range of clients, from asset managers to private banks, providing high-quality, timely content.

Resources Mentioned in This Episode:

Song: Johnny Nash - I Can See Clearly Now

Podcast: Unhedged podcast - Financial Times

Books: Fooled by Randomness by Nassim Taleb , Against the Gods: The Remarkable Story of Risk by Peter Bernstein

36: Former Fund Manager at a $27B Shop Turned Boutique Founder Greg Dean of Langdon Partners on Entrepreneurship | Why AUM Isn’t the Only Measure of Success | How Different Thinking Leads to Differentiated Results

Stacy Havener — Wed, 10 Apr 2024 04:00:00 -0400

Success as a founder is about more than impressive AUM. It’s about maintaining autonomy and connection. It’s about taking pride in what you do, the team you’ve built, and most importantly having fun along the way.
Take it from today’s guest, Greg Dean, founder of global small-cap specialist firm Langdon Partners.
In this episode, he and Stacy discuss:

Greg's backstory:
o From Fidelity Investments to co-founding a $27B investment firm
o How his passion for connecting people and numbers drove him into small-cap investing
o His big leap from the shallow end of co-foundership to founding his own firm

• Why AUM isn't the only measure of success in small-cap investing
• Strategies for maximizing return on time in small-cap investing
• The challenges of climbing the ranks in the fund world
• Key advice for fund managers considering leaping into entrepreneurship

About Greg Dean:

Greg founded Langdon Equity Partners, a firm that believes in making investment excellence through smaller company investing available to all clients. He is the Chief Executive and lead investor for their smaller companies strategies.

Previously, Greg was a Partner and Portfolio Manager at Cambridge Global Asset Management, where he was the joint recipient of the prestigious Morningstar Breakout Fund Manager of the Year in 2015. His funds also won numerous industry awards.

Greg has a degree in Mathematics from the University of Waterloo and a Bachelor's of Business Administration from Wilfrid Laurier University. He is also a CFA charterholder.

He considers himself more of a thermostat than a thermometer, is a father of 2, can find the best coffee in any city, and a life-long Raptors fan.

Resources Mentioned in This Episode:

Song: 22 Two's – JAY-Z

Books: Same as Ever by Morgan Housel, Start-Up Nation by Dan Senor

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

35: $3B Alts Platform Co-Founder Turned $3B RIA Founder Dick Pfister of Alphacore on Innovation in Alternatives and Advisory| Why the 60/40 Model Needed a Reset | How to Launch, Build, and Scale a New Idea with Story

Stacy Havener — Wed, 03 Apr 2024 04:00:00 -0400

Most advisors aim to put their clients first. But, many fall short by leaning on status quo strategies - like 60/40 - that don’t necessarily serve their people in the best way possible.

Today’s guest has built not one, but two billion-dollar businesses. By asking “why not?” and differentiating his investment strategy, $3B RIA founder Dick Phister chose the smart move over the simple move, even when it wasn’t easy to execute (or explain to clients).

Ready to challenge the status quo? Listen in as Dick and Stacy discuss:

● His backstory – how finding his dad’s gold coins sparked his passion for finance

● Why he and his partners built a firm that pioneered the movement of democratizing alternative investments

● How storytelling has helped him attract clients and teammates who align with his unique approach to investing

● Why he believes anyone (even left-brained quants) can master storytelling with the right training

..and so much more.

About Dick Pfister:

Dick has over 25 years of experience in the wealth advisory and financial services with an emphasis on diversifying traditional portfolios with alternative strategies. In 2015, he founded AlphaCore, which has become a leading wealth advisory firm. He serves as AlphaCore’s CEO and managing member of the Investment Committee.

Dick provided investment insight to the San Diego Foundation Investment Committee, the USD Emerging Leaders Council and served as a board member for Voices for Children, a charity focused on helping foster children throughout San Diego. He is also a member of the iCapital Advisory Council.

Dick and his wife, Kristi, have three children and reside in La Jolla.

Resources Mentioned in This Episode:

Songs: Eye Of The Tiger - Survivor

Books: The Obstacle Is The Way By Ryan Holiday , Perennial Seller by Ryan Holiday

34: Trillion Dollar Wirehouse, Trillion Dollar RIA Custodian, Boutique Consultancy Founder Tim Welsh of Nexus Strategy on the RIA Industry | Why Founder-Led Sales Matters in Fintech and Investments | The Story of Industry Awards Program “The Wealthies”

Stacy Havener — Wed, 27 Mar 2024 04:00:00 -0400

A founder's journey never truly ends. Sometimes, that feels like a blessing and a curse, all at once. Hearing 'no' over and over again gets old!

Today, Tim Welsh, founder of boutique consultancy Nexus Strategy, joins Stacy to talk about why the double-edged sword of foundership is more of a blessing than a curse.

While Tim’s initial journey as a founder was behind him, he raised his hand to go back to the basics to get his latest idea off the ground.

Now, "The Wealthies" serves as his example of starting over - or starting fresh - to create something great as a multi-talented founder.

Ready for a healthy dose of motivation and advice that’ll make the startup grind a lot easier? Listen in as Tim and Stacy discuss:

Advice for any founder that’s shying away from founder-led sales
The true cost of bootstrapping your fundraising
The interplay between software and companies and RIAs

About Tim Welsh:

Timothy D. Welsh, CFP® is President, CEO and founder of Nexus Strategy, LLC, a leading consulting firm to the wealth management industry.

Prior to founding Nexus Strategy, Tim was Director of Business Consulting Services for Schwab Advisor Services

Tim is frequently quoted in the wealth management media on a wide range of business management and industry topics. He is the author of a number of industry white papers, a regular columnist for RIABiz, ThinkAdvisor, and wealthmanagement.com, and is a frequent speaker at industry conferences and events. Tim earned a bachelor's degree in Economics from the University of California, Berkeley and an MBA in Finance from the University of Colorado’s Leeds School of Business.

Fun facts about Tim Welsh:

He met Vanna White and Pat Sajack backstage at a taping of the Wheel of Fortune
He ran the New York Marathon
He won an ESPN (show producers) fantasy football league 3 times

Resources Mentioned in This Episode:

Song: Third Eye Blind - Semi-Charmed Life

Book: Seabiscuit: An American Legend by Laura Hillenbrand, George Newbern, et al.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

33: New School Marketing Strategies Power a $420 Million RIA Led by Matt Blocki and Jamison Wealth, Partners of EWA | How Content Marketing Can Grow a Boutique | Why Specialization Creates More Opportunity (Not Less)

Stacy Havener — Wed, 20 Mar 2024 04:00:00 -0400

If you're tired of the same old business strategies (that don’t even work for boutiques) and want to carve a path to uncommon success, it's time to challenge the status quo.

Not sure how? You’re in luck with this episode. Matt Blocki and Jamison Smith from Equilibrium Wealth Advisors are coming on the show to share their rebel playbook for success.

Listen in as they discuss:

● The danger of not using EOS

● How over tracking marketing analytics can be harmful

● How specializing supercharged their success

● A fresh client acquisition playbook that skips the usual pestering for referrals strategy

Ready to break the mold so you can take your boutique to new heights? This episode has all the insights you need to make it happen.

About Matthew Blocki:

Matthew Blocki is the founder and CEO of Equilibrium Wealth Advisors, an SEC-Registered Investment Advisory Firm. He has a Bachelor of Science in Business Administration with concentrations in Finance and Accounting. He also holds several designations as a financial advisor: CFP® ChFC® and RICP®.

Before founding EWA as an independent RIA, Matthew started off his financial advisor career with a fortune 100 company, where in his 2nd year he achieved several qualifications that put him in the segment of the top 1% of financial advisors in the USA (based on quality and production metrics). He has maintained this every year since

He is a Pittsburgh native, and enjoys spending time and traveling with his daughter, Aurora (who is almost 5), and his girlfriend (Beth). They also have 2 golden retrievers (Sammie and Chloe) and a Frenchie (named Tito).

About Jamison Smith:

Jamison has dual Bachelor of Science degrees in Accountancy and Business Administration with a concentration in Personal Financial Planning. He began in the financial planning industry as a college intern a large broker dealer, where he met Matt, and later joined EWA shortly after the RIA was launched in 2020. Jamison is now a Lead Advisor and Partner at EWA, where he spends much of his time working with some of the firm’s top clients.

After spending 2 years inside of a fortune 100 broker-dealer crafted his belief that there was a lack of training and awareness of sound financial planning and advice in the industry where much of the training offered is product centric. That’s why In 2022, Matt and Jamison founded Wealth Advisor Training, LLC.

Outside of business, Jamison resides in Pittsburgh where he spends much of his free time with his dog Chance, on the golf course, or traveling to new places.

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

32: $1.2B Manager of Managers Turned Fintech Founder Lucy Walker of AM Insights on the Power of Data in Distribution | How Meetings are Improved When Fund Managers Ditch the Pitch | Why Different is Better than Better in Fund Selection

Stacy Havener — Wed, 13 Mar 2024 04:00:00 -0400

Fund managers, it’s time to ditch the pitch deck of doom. It’s not helping you differentiate. It’s putting allocators to sleep.

Take it from Lucy Walker, Founder of data platform AM Insights, who spent the bulk of her career as a manager of managers allocating over $1B at specialist firm Sarasin Partners in the UK.

She knows this business inside and out, and Today she’s sharing her wisdom on up-leveling your meeting game so you can land more investments.

Listen in as she and Stacy discuss:

Her Backstory – from corporate allocation to launching her company
Inside the mind of a fund-buyer: what makes a fund manager stand out to her
Why you should dig into data but not use it as a crutch in meetings
The competitor bashing Achilles heel – how to show your differences to the peer group tastefully

About Lucy Walker:

Lucy Walker is founder, chair, board director and advisor in investment management, technology and not-for-profit.

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

31: $30B RIA Platform Co-Founder Scott Colangelo on Entrepreneurship in Financial Services| Why Collaboration is the Future of Growth | How to Innovate Product Development and Put People First

Stacy Havener — Wed, 06 Mar 2024 04:00:00 -0500

Ever wondered how the giants in financial advisory scale? Today, join Stacy and Scott Colangelo, Chairman and Managing Partner of Prime Capital Investment, a $30B powerhouse, for an exclusive look behind the scenes.

Listen in as they discuss:

His backstory – what he learned about from watching his dad succeed in financial management after starting from ground zero
How your ego can stifle your boutique's success
Collaboration strategies that could 10X your RIA’s potential.
The role of products in organic growth

…and so much more.

About Scott Colangelo:

Scott Colangelo is the Chairman and Managing Partner of Prime Capital Investment Advisors (PCIA), and the creator of Qualified Plan Advisors (QPA). Forward-thinking in the financial business, Scott is responsible for the strategy and growth of these companies.

When Scott’s not working hard for his clients and team, he is spending time traveling with his family. “The concept of work-life balance, unfortunately, doesn’t happen often enough in our business. But our team approach provides a support system that allows us time to be with our families.”

Scott holds a Bachelor of Science degree in finance with a minor in marketing from Kansas State University, as well as FINRA Series 7, 63, and 66 registrations. In his own words, his two hobbies are basketball and golf, “although I’m not very good at either.”

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

30: The Psychology of Sales w/ Dr. Daniel Crosby and Stacy Havener | The Scientist & The Storyteller | Why Typical Fund Managers Tell Terrible Stories (and How to Make Sure You Nail Your Narrative)

Stacy Havener — Wed, 20 Dec 2023 04:00:00 -0500

Fund managers, buckle up! In Part 4 of 'The Scientist and The Storyteller' series, Dr. Daniel Crosby, a behavioral psychologist is back and ready to tell you the cold hard truth about why your brain might be sabotaging your storytelling game.

Listen in as he and Stacy discuss:

Why our brains cling to conformity, killing our chances of standing out
Why linear stories put people to sleep and how mastering the ‘peak-end’ rule will help
A sniff test that’ll help you determine if your story is snooze-worthy
A roadmap for spicing up your narrative, even when your brain screams 'No!'

..and so much more.

About Dr. Daniel Crosby:

Dr. 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.

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

29: Should You Launch an Investment Boutique? Answer These 5 Questions

Stacy Havener — Wed, 13 Dec 2023 04:00:00 -0500

If you’re a talented fund manager you’ve probably asked yourself, “Should I start an investment boutique?” at some point or another.

And I get it - the idea of being an entrepreneur sounds incredible. And there’s nothing that will fill you with more pride (and fear) than going out on your own.

But before you jump ship, it’s crucial to ask yourself the RIGHT questions about whether being a founder AND a fund manager is for you.

That’s why in this episode, we’ll explore the five essential questions every talented fund manager should consider before starting their own firm.

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

28: Value Investing Specialist Sean Peche of Ranmore Funds on Building a Boutique After Years at $35B Bigs | How Boutiques Will Win with a Different Playbook (and LinkedIn Is In It) | Why Numbers and Narrative Can Vibe Together

Stacy Havener — Wed, 06 Dec 2023 04:00:00 -0500

Let’s be real: boutique building is no walk in the park; it's a rollercoaster of gutsy moves and unexpected comebacks.

Today, we’re sitting down with a guest who knows all about that. Meet Sean Peche, a value investing specialist who's transitioned from the $35B big leagues to crafting his own firm.

In this episode, Sean and Stacy unpack:

His Backstory – how a volatile market led him to put his boutique-building dream on hold
His inspiring comeback story
The secrets behind Sean's unique marketing playbook for differentiation.
The philosophy that drives Sean's investing approach: 'numbers not narrative.'
The sweet spot where numbers and narratives intersect, especially for startups.

…And so much more. Grab your notebook and get ready for a masterclass on differentiation, branding, and building a boutique.

About Sean Peche:

Sean holds a Bachelor of Business Science (Honours) and a Post Graduate Diploma in Accounting from the University of Cape Town and is a CFA® charter holder. Sean has more than 25 years of investment experience in global financial markets. After qualifying as a Chartered Accountant in 1996, Sean spent two years at Old Mutual Asset Management (South Africa) as an equity analyst. In 1999, he joined Decillion Capital as one of its founding members and co-managed the successful BigRock Fund, a South African-based hedge fund. In 2001, he relocated to London with Decillion Fund Management and co-managed a US/European hedge Fund. In 2003, he joined London-based Orbis Investment Advisory as an equity analyst, before leaving in 2008 to establish Ranmore Fund Management Ltd.

Resources mentioned in this episode:

Books: The JSE Handbook, The Zulu Principle by Jim Slater, The Magic of Thinking Big by David J. Schwartz, Blue Mind by Wallace J. Nichols

Songs: Kelly Clarkson - Stronger (What Doesn't Kill You), Kelly Clarkson - The Sun Will Rise

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

27: $250B AUM Leadership & Talent Exec Michael Futterman on Preventing Founder Burnout | Why Performance is Table Stakes | How to Stay in the Game Even When It’s Difficult and Celebrate the Small Wins

Stacy Havener — Wed, 29 Nov 2023 04:00:00 -0500

Building a boutique is no cake walk. But it’s easier to stay on the grind when your mindset is in check.

Today’s guest, Michael Futterman – the brains behind leadership development for mammoth asset managers (think $600B+ industry giants) and coach for emerging fund managers is just the guy to help you get into a headspace that’ll allow you to edge ahead in this tough race.

Listen in as he dives deep into:

The neuroscience of celebrating small wins
Tips to beat burnout
Why team management is crucial for scaling
Mindset tips for embracing your role as a leader (even if that’s not what you signed up for)

Tune in if you’re ready for an epic business coaching session that’ll level up your mindset so you can play the long game in this challenging space.

About Michael Futterman:

Michael Futterman is an Executive Coach, Team-building Consultant, and Training Professional

with more than 20 years of corporate experience. Michael has worked in the management consulting and financial services sectors helping to identify, compartmentalize, and overcome human capital and strategic challenges. Most recently, Michael was the head of the Knowledge Labs team at Janus Henderson Investors, a worldwide asset management firm.

Today, Michael’s focus is on working with clients who want to constructively challenge their status quo in both their business and personal lives. Helping clients examine their habits, break down and reframe unproductive thought patterns, and develop more profitable and satisfying behaviors is at the core of his practice. Keynote Speaking, Training and Development, Coaching, and Consulting are all part of his offering.

Michael earned his BA from Ithaca College and his MA in Organizational Psychology from Columbia University. He lives in Boulder, Colorado with his wife Marina and his sons Noah and Jacob.

Resources mentioned in this episode:

Books: Do Hard Things by Steve Magnus Be the Hero by Noah Blumenthal , Wealth 3.0 by James Grubman PhD, Dennis T. Jaffe PhD, Kristin Keffeler MAPP

Song: Frank Zappa - Watermelon In Easter Hay

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

26: From Start-up to $6B Specialist CEO Robin John of Eventide on Building a Boutique | The Power of Founder-Led Sales | Why Every Fund Manager Needs a Mission Bigger Than Themselves

Stacy Havener — Wed, 15 Nov 2023 04:00:00 -0500

Meet Robin John, the CEO of Eventide, a $6B asset management firm.

Robin and his co-founder defied the odds, launching Eventide in 2008 with no track record, no assets, but unwavering belief. 15 years and $6B dollars later, we know they were onto something.

Listen in as he and Stacy discuss:

● His backstory – How watching his mother do meaningful work in the world as a nurse taught him the value of purpose and impact early on

● How he stayed rooted in his mission and defeated the odds in the early days of launching his boutique

● Common misconceptions about activism and how he does it differently

…and so much more.

This is a real-life David vs. Goliath story that's both gritty and uplifting – every investment boutique and investor will learn something valuable from Robin’s story.

About Robin John:

Robin John serves as a Founding Member and Chief Executive Officer of Eventide. He is responsible for the overall leadership of the organization, and under his leadership, the firm has grown into a leader within values-based investing.

Prior to Eventide, Mr. John held leadership roles for Bank of New York Mellon. He has also served as a business consultant for Grant Thornton. He has a degree in Economics from Tufts University.

Resources mentioned in this episode:

Books: Blue Mind: The Surprising Science That Shows How Being Near, In, On, or Under Water Can Make You Happier, Healthier, More Connected, and Better at What You Do

Songs: Eminem - Lose Yourself

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Eventide Asset Management, LLC (“Eventide”) is a Boston based investment adviser. All statistics as of 9/30/23 unless otherwise noted. Nothing in this podcast should be construed as a recommendation or offer to purchase or sell or a solicitation to deal in any security or financial product. Eventide does not provide tax, accounting, or legal advice. Eventide's values-based approach to investing may not produce desired results and could result in underperformance compared with other investments. There is no guarantee that any investment strategy will achieve its objectives, generate profits, or avoid losses.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

25: From a $20B RIA to One of the World’s Largest Family Offices John Tennaro Still Has an Eye for Boutiques | Why Boutiques Need to Specialize | The Power of Qualitative: Analysts Can Get the Data, Tell Them Stories

Stacy Havener — Wed, 08 Nov 2023 04:00:00 -0500

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 ESG
A deep dive into the mind of an allocator, revealing what factors drive their investment decisions
Why past performance isn't the whole story when allocators are on the hunt
What it takes for a fund manager to win his nod of approval when pitching a partnership

About 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

24: $1.2B Boutique CEO Manish Khatta of Potomac Fund Management on The Power of Branding for Boutiques | Insights into His Modern Marketing Playbook He Used to Add $1B in 3 Years

Stacy Havener — Wed, 01 Nov 2023 04:00:00 -0400

The investment world has evolved. Success on Wall Street isn’t reserved for middle-aged white men in fancy NYC offices making deals and dollar calls like old cliches would have you believe.

Our guest today, Manish Khatta, is living proof that breaking the mold can lead to incredible success. He's the CEO/CIO of the rapidly growing boutique, Potomac Fund Management, and he managed to boost the fund by $1 billion in just three years.

How? By doing something different—being a relatable, authentic human in an industry where that's not the norm.

In this episode, he’s sharing his growth secrets and discussing:

His backstory – From stepping into Potomac straight out of college to taking the CEO seat
How he transformed Potomac, adding a billion dollars in just three years
Brand building for startups – why playing the long game is key
Why shying away from collaboration is a major Achilles heel for advisors

About Manish Khatta:

Manish Khatta is a quant, who has spent his entire career creating and refining technical trading strategies. A lifelong Potomac employee who programmed the initial work behind Potomac’s mechanical trading systems.

A father of 4 and running an RIA firm that leads with content and transparency. Manish loves playing tennis and being on the water.

Resources mentioned in this episode:

Song: Tupac - All Eyes On Me

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

23: $1.1B RIA / Venture Capital Co-Founder Spencer Kelly of Regatta Capital on Organic Growth | Lessons Learned from Door-to-Door Sales | Why Every Business is a People Business

Stacy Havener — Wed, 25 Oct 2023 04:00:00 -0400

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 Lifetime

Songs: Tom Petty And The Heartbreakers-Runnin' Down A Dream, Tom Petty-I Won't Back Down

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

22: Start-up Vibes at a $7.5B Wealth Manager w/ EVP Adam Cox | Rethinking Technical Expertise in Finance | The Power of Authentic Storytelling (and Podcasts) | Why Introverts Make Great Salespeople

Stacy Havener — Wed, 18 Oct 2023 04:00:00 -0400

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 center
The #1 superpower that introverts like you hold when it comes to sales conversations
How 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 Irrelevant

Song: 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

21: The Psychology of Sales w/ Dr. Daniel Crosby and Stacy Havener | The Scientist & The Storyteller | Three Behavioral Biases That Sabotage Sales | Why Fund Managers Miss the Mark in Business Storytelling

Stacy Havener — Wed, 11 Oct 2023 04:00:00 -0400

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 storytelling
The 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 Crosby

Dr. 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

20: How to Tell a Story That Sells

Stacy Havener — Wed, 04 Oct 2023 04:00:00 -0400

What if I told you that just telling your story is not enough?

The way you tell it matters. Delivery is everything if you want to make the kind of impact that leads to sales.

That’s why today, Stacy is breaking down the basics of finding your voice and sharing a backstory that doesn’t sound like you’re rattling off your resume (and putting prospects to sleep in the process).

Listen in as she covers:

Why pitching to the heart works, even in an industry full of analytical minds
How to craft an opening that leaves people wanting more
The art of pacing to keep interest alive
The anatomy of a memorable ending that converts

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

19: Portfolio Manager for $18B Long/Short Hedge Fund to President of $4B+ Wealth Mgmt Platform, Shannon Spotswood President of RFG Advisory on the Power of the Pivot | How to Lead with Authenticity | Why Your Personal Brand is an Asset

Stacy Havener — Wed, 27 Sep 2023 04:00:00 -0400

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.

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 RFG

More about Shannon:

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 Tolle

Song: Coolio — Fantastic Voyage

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

18: $4.5B Boutique CEO, Steve Rogers of Shelton Capital Management, on Why Business is Personal | The Future for Boutiques and the Role of M&A | Why Performance is Table Stakes Not a Differentiator

Stacy Havener — Wed, 20 Sep 2023 04:00:00 -0400

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 entrepreneurs
His 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 Business

Song: Smashmouth-Allstar

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

17: From $50B Private Bank CEO to Boutique Founder Specializing in Private Credit, Gloria Nelund of TriLincGlobalShares Her Story|How Private Credit and Impact Investing Align| Why SMBs are the Future of Growth in Emerging Markets

Stacy Havener — Wed, 13 Sep 2023 04:00:00 -0400

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 dips

You’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

16: Marketing Expert Samantha Russell of FMG on the Founder’s Journey from Bootstrap to Exit | Why Specialization is Powerful for Start-ups | What Digital Marketing Strategies Work Well in Financial Services | How to Ramp Sales with Stories

Stacy Havener — Wed, 16 Aug 2023 04:00:00 -0400

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.

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

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

15: The Psychology of Sales w/ Dr. Daniel Crosby & Stacy Havener | The Scientist & The Storyteller | What Makes a Powerful Narrative in Financial Services and Investments | Does Your Corporate BrandStory Need a Villain (spoiler alert: yes, yes it does)

Stacy Havener — Wed, 02 Aug 2023 04:00:00 -0400

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 Crosby
Dr. 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

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

14: CEO of a $400B Fund Admin Gary Tenkman Shares His Journey From Blue Collar Roots to White Collar Boardrooms | How He Manages Being an Introvert as a CEO | What Specialization Means As You Scale | How Client Service Can Be Your Edge in Investment Management

Stacy Havener — Wed, 19 Jul 2023 04:00:00 -0400

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

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

13: Podcast Spotlight: Meet the Managers – Schroders’ Andrew Williams and Ben Arnold, CFA | Views from a Value Boutique Inside an $800 Billion Asset Manager | Why Value Investing Is Not for Everyone | How Urban Myths Can Be Origin Stories | Repost from The Value Perspective Podcast

Stacy Havener — Wed, 12 Jul 2023 04:00:00 -0400

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 up
The damaging consequences of short-term focus and the chaotic rollercoaster of hot money inflows and outflows
What 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:

Books

Ben’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

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

12: From Global Asset Manager CEO to Founder of an Investment Boutique Heidi Ridley of RadiantESG on Embracing Innovation | Why Qualitative and Quantitative Both Play a Role in Investing | How ESG and Sustainability Are the Keys to Future Growth

Stacy Havener — Wed, 05 Jul 2023 04:00:00 -0400

It's not every day that you get to sit down with a true industry visionary who has reshaped the landscape of asset management. But today, we have the pleasure of sitting down with the innovative force behind RadiantESG Global Investors – Heidi Ridley.

With over 30 years of expertise, Heidi’s captivating story will inspire you and challenge your perception of what's possible in the investment world.

In this episode, Heidi shares:

● Her backstory – from immigrating from Iran to co-founding an investment boutique investing in positive change
● The challenges and triumphs of launching her own firm amidst the tumultuous backdrop of the 2020 pandemic

● Why she is a firm believer in embracing innovation, defying an industry that resists change

● Why qualitative and quantitative both play a role in investing

● How ESG and sustainability are the keys to future growth

Most importantly, you’ll hear about the brave step Heidi took to stop toning herself down to “fit in” in the finance world and how revealing her glorious, outspoken, caring personality allowed her to forge deep relationships and flourish as a team leader.

Get your headphones on and brace yourself for a conversation that will revolutionize your perception of authentic leadership.

More About Heidi Ridley
Heidi is the Co-Founder, CEO and Chair of the Board of RadiantESG Global Investors,

culminating 30 years of leadership in asset management roles that encompass business management, investments, product development, institutional and intermediary business development and marketing. She has extensive experience leading and motivating diverse teams globally.

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:

Book: Open: An Autobiography

Song: Legendary by Welshly Arms

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

11: The Scientist & The Storyteller | A Collab from Dr. Daniel Crosby & Stacy Havener | The Psychology of Sales | Unpacking Three Behavioral Biases to Help You Close More Deals | Sales Success = Art + Science

Stacy Havener — Wed, 28 Jun 2023 04:00:00 -0400

This is the first of a 4-part miniseries with Dr. Daniel Crosby, Chief Behavioral Officer at Orion and host of Standard Deviations podcast. We are joining forces because selling successfully requires combining art and science. Right brain and left brain.

In this episode, Dr. Daniel Crosby and I discuss 3 behavioral biases:

Mere Exposure Effect: our tendency to develop preferences for things simply because we are familiar with them
Loss-Aversion Bias: a cognitive bias that describes why the pain of losing is psychologically twice as powerful as the pleasure of gaining
Status Quo Bias / Inertia: aversion to change

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: The Behavioral Investor

Book: Alchemy

Want more help with sales and 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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

10: $6B CEO Heather Fortner of SignatureFD on Leading with Authenticity | Why Specialists and Niches are the Future of Wealth Advisory | How Community and Shared Experiences Unlock Growth

Stacy Havener — Wed, 14 Jun 2023 04:00:00 -0400

Join me for an inspiring talk with Heather Fortner of SignatureFD, a $6B+ RIA in Atlanta. She joined SigFD as a client service associate 20 years ago when they had $250 mm. Now as the CEO and Chair of the Board, she is leading the firm to $10B by 2025.

In this episode, Heather and I discuss:

Her backstory and the key traits that gave her the ability to adapt and succeed — from a surgical intern to CEO of a $6B+ RIA
The importance of failing (hope you don’t want Heather to bake you cookies!)
How surrounding herself with a trustworthy circle allowed her to stand authentically in the face of adversity
Why specialists and niches are the future of wealth advisory
A culture of humans first, profit second
How financially healthy families create generational impact and healthy communities

More About Heather Fortner

Heather was awarded CEO of the Year by Wealth Management Magazine in 2021 and Most Admired CEO by the Atlanta Business Chronicle in 2022. In 2023, she was selected to the Leadership Atlanta Class of 2023 and named to the Titan 100 List.

As a longstanding advocate of DEI initiatives, Heather has helped SignatureFD achieve a 90% female executive leadership team.

Heather is recognized as a thought leader, writer, and speaker, and also has extensive board experience, currently serving on the Fidelity RIA Leader’s Council, the Goldman Sachs Advisor Solutions Panel, and the Advisory Board for Mammoth Investors.

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

---
Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

9: The Art of Differentiation in the Investment Industry | Allocators Want Different Not Better | How to Identify Your Edge and Find Your Fascinating to Raise Capital

Stacy Havener — Wed, 07 Jun 2023 04:59:00 -0400

In this episode I discuss:

Why different is better than better (even in the investment industry where we love to rank and chart errrthing)
If you want to lean into what makes you different, you need to go to the edges. You need to get radical.
The Bain study that reveals: 80% of executives think their company's offerings are differentiated but only 10% of their customers agree
How to create a category of one
What differentiation is and what it is not
Why you must be brave enough to attract and repel

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

+ To get more storytelling help and listen to stories of the people behind the portfolios, subscribe to Billion Dollar Backstory on Apple Podcasts, Google Podcasts, Spotify, or wherever you listen to podcasts.

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

8: $400B AUA, PE-Backing, Co-Founder Bob Dorsey of Ultimus on Staying True to Your Roots | Why FinTech is a People Business | How Handshakes and Phone Calls Can Build an Empire in Financial Services

Stacy Havener — Thu, 01 Jun 2023 04:00:00 -0400

Bob Dorsey is the co-founder and Vice Chairman of Ultimus Fund Solutions. In this episode, Bob and I discuss:

His backstory: from butcher markets to financial markets
Why FinTech is a people business
How the root of solving problems doesn’t differ based on your industry
How to keep a “people first” culture as you scale
An important lesson he learned about complacency from an old TV commercial
Advice for people who are contemplating an angel investment venture or private equity

More About Bob Dorsey

Bob has over 35 years of mutual fund industry experience. Prior to co-founding Ultimus in 1999, he was President of Countrywide Fund Services, Inc. (formerly MGF Service Corp.), a registered transfer agent and mutual fund service provider. Prior to Countrywide, Bob was the Assistant Controller and Tax Manager at Carlisle Enterprises, Inc. He began his career in the tax department of Arthur Andersen’s Cincinnati office. He is a graduate of Christian Brothers University and a Certified Public Accountant (Inactive).

Resources mentioned in this episode:

Book: On Fire: The 7 Choices to Ignite a Radically Inspired Life by John O’Leary

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

7: $18T in Alternative Investments, 1 Premier Association Serving the Industry – Conversation with Aaron Filbeck of CAIA | How to Think Like An Allocator | Why Allocators and Asset Managers Fail to Communicate | Research on Qualitative vs Quantitative Due Diligence (aka Culture Eats Sharpe Ratio for Breakfast)

Stacy Havener — Wed, 24 May 2023 04:00:00 -0400

As Managing Director and Head of UniFi by CAIA™, Aaron Filbeck oversees content and product strategy for the UniFi by CAIA™ Program.

In this episode, Aaron and I discuss:

His backstory: from wanting to be an architect to becoming a Director at CAIA
Why the world needs an association like CAIA / Who CAIA is for
CAIA’s research on qualitative vs quantitative due diligence (AKA culture eats Sharpe ratio for breakfast)
Why allocators and asset managers fail to communicate
The key questions managers can ask to identify their own differentiators
How the alt space has expanded from just hedge funds to many other types of strategies
Why the fascination with 60/40 allocation is misguided

More About Aaron Filbeck

Aaron’s work has been published by Oxford University Press and The Journal of Investing, and covers topics such as ESG/sustainable investing, liquid alternatives, commodities, and asset pricing/factor investing. He is a frequent writer and speaker on these topics. Aaron is also an adjunct professor and serves on multiple advisory boards for Penn State University.

Resources mentioned in this episode:

Book: Factfulness: Ten Reasons We're Wrong About the World--and Why Things Are Better Than You Think by Hans Rosling

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

6: From Startup to $5B+ to Startup Again, Award-Winning Fund Mgr Simon Evan-Cook on Storytelling in Investments | Why He’ll Take Qualitative Over Quantitative Due Diligence | What (Really) Defines Edge and Differentiation

Stacy Havener — Wed, 17 May 2023 04:00:00 -0400

In this episode, Simon and I discuss:

His backstory: from taking a load of jobs he disliked to discovering a love for writing, which brought him to the investment industry
Why the world would need another fund, let alone a fund of funds
The power of niche
Why you must be disagreeable to excel
What role qualitative plays in his research process
His flexibly dogmatic approach to assessing a fund
Proof that authenticity works in asset management
Advice for boutiques on their journey

More About Simon Evan-Cook

Resources mentioned in this episode:

Book: Any Human Heart by William Boyd

Book: Range: Why Generalists Triumph in a Specialized World by David Epstein

Article: Investors: The one thing separating excellent from competent

Article: Should you invest with Han Solo or C-3PO?

Article: Should you invest with Indiana Jones?

Article: Should you invest with Butch Cassidy & The Sundance Kid

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

5: $300B LCP’s Dan Mikulskis on The State of Story in the Fund Industry | Why Fund Mgrs Need to Differentiate (For Real) | How Allocators Influence the Future for Boutiques

Stacy Havener — Wed, 26 Apr 2023 04:00:00 -0400

As a partner at Lane Clarke and Peacock, a UK consulting firm advising on $300B, Dan Mikulskis helps wealth managers and pension funds make better decisions. He meets with hundreds of asset managers every year. Get perspectives from the other side of the table and the other side of the pond.

In this episode, Dan and I discuss:

His backstory: From growing up in a family of mathematicians, to investment consulting, to writing and podcasting
The communication gap between fund managers and allocators — and his advice to bridge that gap
How founders and fund managers can get more comfortable sharing authentically
His shift in perspective on storytelling — and what type of stories we need more of
How allocators influence the future for boutiques

More About Dan Mikulskis

At LCP, Dan currently advises 4 of the largest 30 pension schemes in the UK. He is a member of LCP’s Responsible Investment team, leading thinking around how to invest for Net Zero. Dan also co-hosts LCP’s weekly investment podcast, Investment Uncut, and edits LCP’s investment magazine, Vista.

Resources mentioned in this episode:

Book: Open: An Autobiography by Andre Agassi

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

4: From $1B Fund Mgr to Investment Boutique Founder, Ethos' James Fletcher on Authentic Leadership | The Power of People & Story to Win Clients | Why Culture is a Differentiator

Stacy Havener — Wed, 19 Apr 2023 04:00:00 -0400

James Fletcher is an experienced Emerging Markets portfolio manager. He's the CEO and founder of Ethos Investment Management, a $100M boutique EM fund. In this episode, James Fletcher and I discuss:

James’ backstory: From 9 years old sitting on his grandpa’s lap reading the Wall Street Journal, to living in Brazil falling in love with emerging markets, to running Ethos Investment Management and Young Investors Society
The importance of culture and how it changes conversations with investors
How James finds companies in emerging markets growing 10X
The power of people and story to win clients - even in the investment industry
How changing one student’s life inspired James to run a non-profit serving over 70 countries
The fulfillment of entrepreneurship despite the laundry list of challenges

More About James Fletcher
Prior to founding Ethos Investment Management, James was the Director & Senior PM of the EM SMID Cap fund at APG Asset Management, where he managed a ~$1.2B portfolio based in Hong Kong, one of the largest EM SMID cap funds in the world. APG is the largest pension fund manager in the Netherlands and a global leader in ESG investing. Before that, James was the Lead PM at Kayne Anderson Rudnick’s EM Small Cap fund (ticker VIESX), a Morningstar 5-Star rated fund and a Senior Analyst at Westwood Global Investments from 2005-2013. James is a CFA charterholder.

James is also the founder of the global non-profit, Young Investors Society (www.yis.org), a non-profit that teaches financial literacy and investment principles to high school students. As of March 2023, Young Investors Society serves over 1,700 high schools in 71 countries and over 10,000 students per year.

James has an undergraduate degree in Finance from Brigham Young University and is fluent in Portuguese and proficient in Spanish and has lived in Brazil and Hong Kong.

Resources mentioned in this episode:

Volunteer Opportunity: Young Investors Society

Book: How Will You Measure Your Life? by Clayton M. Christensen and James Allworth

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

3: $20B Carson Group Founder Ron Carson on How Personal Growth Unlocks Professional Growth | Can You Be a Specialist and Scale? | Why Culture and Values Matter in Defining Target Market

Stacy Havener — Wed, 12 Apr 2023 04:00:00 -0400

Ron Carson is an icon in the independent advisor space. He's the CEO and founder of the $20B Carson Group, a platform that serves over 44K families through their advisory network, including 135 partner firms and 35 Carson Wealth locations. In this episode, Ron and I discuss:

Ron’s backstory:
- The heartbreaking moment that veered him from his predetermined path as a small town Nebraska farmer to the world of finance
- His adventures in entrepreneurship, sometimes a bit illegal (but we’re not judging)
- How his mom’s death and overworking took a toll on his mental health
- The rewards of switching from a fear-based mentality to an abundance mentality
- His drive to make an impact, solve world hunger, improve mental wellness, and help others find their freedom
3 important things to consider as you scale: Taking care of your client, taking care of your community, and profitability
Attracting a target market whose values and passions align with yours: from helping farmers invest to taking on Carson Group clients who make a charitable impact

More About Ron Carson
Ron is actively involved in charitable giving and his personal mission is to “do the greatest amount of good for the greatest number of people.” He has:

Co-founded the Dreamweaver Foundation with his wife, Jeanie, a non-profit organization dedicated to fulfilling end-of-life dreams for seniors with terminal illness
Led the charges at Carson Group to provide 600,000+ meals to children in Kenya through work with No Hungry Children
Founded the American Charitable Foundation, a foundation established for a more efficient disposition of charitable assets
Served as President of the Child Saving Institute
Established a global partnership with charity: water and Global Coalition

His journey of finding freedom in his own personal life has ignited a profound mission to help others find their freedom.

Resources mentioned in this episode:

Book: The Infinite Game by Simon Sinek

Book: Outwitting the Devil by Napoleon Hill

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

2: $60B Orion's Chief Behavioral Officer Dr. Daniel Crosby on Why Storytelling Works in Raising Capital | The Power of Authenticity in Business | What Qualities a Successful Salesperson Needs (Buckle Up)

Stacy Havener — Wed, 05 Apr 2023 04:00:00 -0400

Dr. Daniel Crosby is a psychologist, behavioral finance expert, and New York Times bestselling author who helps organizations understand the intersection of mind and markets.

In this episode, Dr. Daniel Crosby and I discuss:

There are fewer Chief Behavioral Officers than people who have walked on the moon… so what the heck is a Chief Behavioral Officer?
Daniel’s backstory: How he combined his familiarity with financial advising (his dad was an advisor!) with his love of psychology to break away from counseling and get into behavioral finance
The science of why storytelling works:
- How our energy efficient, metabolically expensive brains transform complicated decisions into easier questions
- Yuri Hassan’s research on brain scans and storytelling
Are highly intelligent humans like Nobel Prize winners immune to the powers of storytelling?
Are people buying a fund or are they hiring a human?
- CAIA’s research study on qualitative vs quantitative due diligence
- A research study on hiring biases
- Cialdini's 6 Principles of Influence
The science behind authenticity and how it helps us connect with people
How Daniel’s authentic story about his struggle with Diet Coke went viral and got retweeted by Elon Musk
Is storytelling manipulative?
What qualities a successful salesperson needs (brace yourself for this one)

Resources mentioned in this episode:

Report: CAIA’s report on qualitative due diligence vs quantitative due due diligence

Podcast: Standard Deviations | EP144 with Stacy Havener - The Power of a Story

Book: Personal Benchmark: Integrating Behavioral Finance and Investment Management by Charles Widger and Daniel Crosby

Book: Man's Search for Meaning by Viktor E. Frankl

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

1: Backstory of Backstory | What's My Story? | Why Should You Care? | Does Storytelling Actually Work in the Investment Biz (Spoiler: Yes, It Does)

Stacy Havener — Wed, 29 Mar 2023 04:00:00 -0400

Why you need to work on your backstory, the theory behind the backstory framework, how to use the framework, and common mistakes to avoid.

I cover the 5 most frequently asked questions about backstory:

What is your backstory and why should we care?
What is the theory behind storytelling?
What makes a good backstory?
Does storytelling actually work in the investment biz (Spoiler: Yes, it does)
What are the biggest mistakes people make in storytelling?

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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

Welcome to Billion Dollar Backstory with Stacy Havener

Stacy Havener — Thu, 02 Feb 2023 14:09:50 -0500

Words matter in a numbers-driven industry. I'm your host, Stacy Havener, founder of Havener Capital, and I've raised over $8B that has led to $30B for investment boutiques... against the odds. How did I do this? Storytelling.

Tune in as I interview stories of founders, portfolio managers, and investors who have launched, seeded, and scaled billion dollar businesses. Discover strategies that can help you turn your stories into sales. Get actionable tips I wish I received when I started my entrepreneurial journey over a decade ago.

Tune in for the inspo, stay for the stories, then go and tell yours.