Internal Use Only

Send us Fan MailDevin Benton has 20+ years of institutional wholesaling experience. He joined the Internal Use Only podcast for the first live video interview in Fort Worth, TX to share some stories that detail all the nuances that went into some big successes, and the lessons he learned from even bigger losses. You can find the Institutional Sales Playbook to get an MBA in institutional sales in less than 2 hoursWant more of Internal Use Only? Subscribe to our newsletter for show updates and more.Support the show

Send us Fan MailPete Martin joins the Internal Use Only podcast for our second ever live recording. Pete's impressive background in sales lead to several roles as Client Portfolio Manager - bringing product and PM-level expertise to financial advisors. He discusses how Empirical AM is leveraging AI to deploy it's portfolios, AI as the 4th industrial revolution, and why Morningstar Style Boxes are outdated. Subscribe to our newsletter on our new websiteTrefis - AI Stock Analysis Support the show

Send us Fan MailAdrienne Grace spent 16 years as a wholesaler, earning her CFA and reaching financial success along the way. She joins the show to detail her own personal journey of self-discovery and the ways she is working with advisors and wholesalers as a mindset and performance coach. Learn more about her programs by visiting the links below:www.Adrienne-Grace.com/5DUwww.FreeGiftFromGrace.comSupport the show

Send us Fan MailDan Sullivan and Andrew Blake, Associate Wealth Director at Cerulli Associates, joins today show. We discuss 5 trends and observations from their 2025 US Intermediary Distribution Report. Got an upcoming summer sales meeting or training day? Reach out directly if you'd like Internal Use Only to participate. Keynotes, panel moderation, workshops, or in-person interviews can bring the show to your sales team this summer. [email protected], or send a DM to the LinkedIn pageFor video clips, tune into our YouTube channelSupport the show

Send us Fan MailAs institutional investing in private markets makes its way into the wealth channel, advisors and investors are being asked to think differently about liquidity, access, and portfolio construction.In this episode, Dan sits down with Chris Schelling, Managing Director at Aksia, to explore what happens when institutional discipline meets retail reality, and how private markets are evolving as a result.Together, they discuss:Why private markets are becoming more accessible to wealth clients, and what’s driving adoptionThe structural differences between institutional and retail portfolios when allocating to alternativesHow evergreen and semi-liquid vehicles work and why they are often preferable for retail investorsWhat advisors should understand about diligence, liquidity, and valuation as these strategies move downstreamDisclosures and DisclaimersThe views expressed by the host and guest are their own and are for informational and educational purposes only. Neither the host nor guest is acting as a registered representative for any specific investment strategy, and this discussion should not be construed as a recommendation or endorsement of any investment.Support the show

Send us Fan MailFor over 25 years, the Sequoia Training program has helped wholesalers be†ter organize their sales systems and increase their effectiveness. President John Sierawski joins today's show to discuss:Modern Territory Management: travel rotations with anchor meetings3x2 Referal system and how that leads to more new business16 touchpoint approach to adding more advisors amongst your client listReach out to John directly or check out their website for more details:LinkedInSequoia WebsiteSequoia LinkedInTo watch video clips including today's charts and videos, check out Internal Use Only on YouTube:https://www.youtube.com/@InternalUseOnlySupport the show

Send us Fan MailNolan Lynch, an external covering California, joins today's episode. We cover:The training programs we learned as internals at fund companies MFS, PGIM, and NatixisStructures to deliver an impactful fund pitch to advisorsChallenging advisors asset class allocation and consulting them on product optionsInterested in working with Internal Use Only to sharpen your pitch skills or create a framework/ training program for your internals or new hires?DM us on Instagram or email us [email protected] the show

Send us Fan MailSteve Seid re-joins the Internal Use Only podcast for a deep dive on all things annual reviews and goal setting. Steve is currently a wholesaler, and previously was a Divisional Manager. We explore his process for conducting reviews with wholesalers (including the data sets used), how management teams decide AUM goals and territory goals, and more. Please consider supporting the show (link below) to help us continue bringing exceptional content to the sales/distribution community. Follow us on LinkedIn - Internal Use Only Check us out on Instagram for show updates, video clips, and weekly memes.Support the show

Send us Fan MailPeter Schenck has spent nearly two decades as an advisor, branch manager, and most recently building a team of wholesalers. He joins the and discusses his experiences as advisor and what wholesalers did to stand out. He shares practical and actionable advice on 3 topics that are currently driving advisor activity: long-term care, estate planning, and tax efficient distributions.  He also details how he's help build a wholesaler team that is exceeding their goals and creating successful partnerships within their advisor networkSupport the show

Send us Fan MailJim Falbe, Founder of Saguro Capital, joins today's show. He takes us behind the scenes and into the role of an investment analyst, particular as a value investor. He shares stories about holding onto bad stocks for too long and how investment teams stick to their process. He also shares his efforts that changed how investments can be screened and evaluated using AI, and the impact that that can/will have on how analysts work. Support the show

Send us Fan MailInternal Use Only hosts it's first live, in-person podcast. Matt McCue, co-founder of Fin News, joins the show to discuss how wholesalers and asset managers use their platform for timely and up-to-date information on fund performance, institutional investors, and RIA's.Support the show

Send us Fan MailThe host has a short trip planned this week at a 2-day conference. He walks through some of his preparation and approach to the event, adding some commentary around travel logistics as well. Support the show

Send us Fan MailThe host checks in with the Internal Use Only fans during the final weeks of summer. He shares a few topics that came across his desk including regulatory fines for asset managers, upcoming conferences and events, and more. He also outlines the next phase of the podcast's journey and how the audience can support that growth. Please consider a donation today to support the production of the show and future content and resource development. Link below:buymeacoffee.com/internaluseonlypodcastSupport the show

Send us Fan MailJon Randall, Founder and CEO of Extraordinary Advisors, joins today's show to discuss the key constraints that hold advisors back from growing their practices, while offering stories of advisors who have taken their growth to a new level. To access FREE Growth Guide , Customized Growth Report, and/or a consultation with his team, visit:https://www.xfa.coach/itoSupport the show

Send us Fan MailMike Dowdall CFA is the Chief Investment Officer for the Alternaitve Fund Advisors and Portfolio Manager for the AFA Private Credit Fund. He joins the podcast to talk about the role of the CIO, the asset backed lending asset class (and how it fits in private credit investment landscape).This is an excellent discussion for anyone that's curious in what private credit actually means, and how it could fit within a retail investors portfolio. Support the show

Send us Fan MailMatt DiFerdinando is an external wholesaler in the Pacific Northwest. 3 times in his career he's taken his sales territory from the bottom of the trade run to the top. He discusses a few ways he's done that, specifically: mistakes to avoid, leverage to get in front of more advisors, and some fun stories/examples along the way.Check out his series "10x Wholesaling Blueprint" to skyrocket sales & commissions while avoiding burnout. This information is educational in nature and does not constitute a financial promotion, investment advice or an inducement or incitement to participate in any product, offering or investment.  The opinions expressed are solely those of the speakers and do not reflect the opinions of Bluerock Capital Markets, LLC or its affiliates. Bluerock is not adopting, making a recommendation for or endorsing any investment strategy or particular security. All investing is subject to risk, including the possible loss of principal.Support the show

Send us Fan MailBrian Margolis of PG Wholesaling joins the show. We discuss a 7 step framework to ensure 2025 becomes the best year of your sales career. Support the show

Send us Fan MailJeff Ringdahl has spent 25+ years in the industry, most recently as President and CEO of Resolute Investment Managers (~$80b AUM). He joins today's show to offer his perspective on how senior leadership interacts with sales/distribution efforts, including:Compensation plan strategy, reasons for changeProduct Development, Launching New ProductsBusiness impact and how alternatives are shaping the retail channelsCheck out Jeff's blog - it's one of the better ones I've come across:Support the show

Send us Fan Mail2024 Fantasy Football Draft - Wholesaler Edition. The guest and host draft 7-man rosters of thing sales people (wholesalers) typically experience. Support the show

Send us Fan MailInspired by nearly 2 decades as wholesaler, Alex Knight recently co-founded  Asset Align . Asset align helps individuals access financial planning resources at no cost, and helping advisors get matched with qualified prospects. Wholesalers looking to be added to Asset Align's wholesaler referral program can email "Asset Align" to [email protected] , or you can text us directly via the Apple podcast or spotify app.Support the show

Send us Fan MailMark Warren spent close to 4 decades as a wholesaler and divisional manager. He joins today's podcast to talk about 5 risks that wholesalers experience, and ways to overcome those risks. Support the show

Send us Fan MailSteve Seid, Divisional Manager at Touchstone Funds, joins today's show. He shares perspective on managing a team of wholesalers and 5 main factors driving their activity and engagement with advisors.Please note that this content was created as of the specific date indicated and reflects views as of that date. It will be kept solely for historical purposes and opinions may change without notice in reacting to shifting economic, market, business and other conditions. Touchstone funds are distributed by Touchstone Securities Incorporated, a registered broker-dealer and member FINRA and SIPC. This commentary is for informational purposes only and should not be used or construed as an offer to sell, a solicitation of an offer to buy, or a recommendation to buy, sell, or hold any security. Investing involves risk, including the possible loss of principle and fluctuation of value. Past performance is no guarantee of future results.Support the show

Send us Fan MailThe host discusses his experience traveling to a recent conference, detailing 5 things he believes are "in" and 5 things that are "out"Support the show

Send us Fan MailTyson Ray joins today show to discuss his wealth management practice and Total Relationship Approach™ .  You can also grab a copy of his book The Total Relationship, and take advantage of several free resources with the link below:https://totalrelationship.com/internaluseonly/ Securities through Raymond James Financial Services, Inc. Member FINRA / SIPC. Investment advisory services are offered through Raymond James Financial Services Advisors Inc.  FORM Wealth Advisors is not a registered broker/dealer and is independent of Raymond James Financial Services. Raymond James and its advisors do not provide tax advice. Investing involves risk regardless of the strategy selected. Podcast guest is Tyson Ray, CEO & Founding Partner at FORM Wealth Advisors and Senior Wealth Advisor with Raymond James. FORM Wealth Advisors is located at 431 Geneva National Ave S, Lake Geneva, WI, 53147; 262-686-3005.Support the show

Send us Fan MailIn this just-for-kicks episode, the host breaks down a few recent articles and happenings that impact wholesalers and advisors. Advisor Hub article on Morgan Stanley Broker filing lawsuitFiComm RIA Growth Youtube SeriesFinancial Advisor InfluencersSupport the show

Send us Fan MailBryan Jordan is a former economist that set the investment policy framework for over $100b in AUM at Nationwide. He joins today's show to talk about:Bad macro calls during his careerDistinguishing sound financial advice vs. noiseWhy investors can expect more lengthy investment cycles than in previous erashttps://www.cycleframework.com/Support the show

Send us Fan MailAdam Schwab manages $1b in alternatives and $700m pension assets for Modern Woodman of America. He joins todays show to share his opinions about conferences and events. We break down 12 ways that conferences can be improved for everyone involved -- Investors, Asset Managers that Sponsor, and event organizers themselves. https://adamdschwab.com/articles/conferencesSupport the show

Send us Fan MailBilly Kelly, CEO of the CAIA Association, joins todays show to discuss the State of Private credit. We cover: AUM growth for the asset class, risk/return profile of private credit, and the pros and cons of more retail investors accessing traditionally alternative asset classes. Support the show

Send us Fan MailMary Anne Doggett has worked with several asset managers and distribution teams , with a focus on the role of the internal wholesaler. She talks about those client experiences and what the evolution of the role has in store .Final day to complete the listener survey !Support the show

Send us Fan MailThe host runs the first mailbag episode, where listeners submitted questions about trending topics in the industry, wholesaler culture, and travel.Submit our listener survey for a chance to win $$ and podcast merchSupport the show

Send us Fan MailRuss D'Argento is the Founder and CEO of Fintrx. He joins todays show to discuss:His experience selling funds into channels like RIAs , Family Offices, and Private Wealth Groups -- and how getting good prospecting data was hard to come byWhy he founded Fintrx to make contact information and hundreds of other data points easily available for RIAs, FOs, and Private Wealth GroupsHow AI is embedded in their platform to easily build list, gather competitive intel, and prepare for meetingFintrx free previewSubmit our listener survey for a chance to win $$ and podcast merchSupport the show

Send us Fan MailDave Lubnik, SVP of Institutional Sales at YCharts, joins todays show. We discuss Fund Flows (end of Q3), commentary from national sales conferences, and the new YCharts proposal tool. Start your free trial of YChartsAlso, win up to $150 in cash, cash prizes, or merch by taking our listener survey:Listener Feedback SurveySupport the show

Send us Fan MailThe host briefly breaks down the most expensive tables in the industry: Schwab Impact's vendor hall. Best booth set up, best activations, and best giveaways are discussedSupport the show

Send us Fan MailKurt Dupuis and Steve Seid from Touchstone Investments join Dan to discuss career decisions that almost every wholesaler or advisor face in their career. They include:going from a wholesaler to an advisorgoing from a Wirehouse to an Independent BDgoing from external to management This is a crossover episode that was recorded for the Internal Use Only podcast and the Whole Truth podcast for financial professionals.-DanSupport the show

Send us Fan MailSteven Jarvis, CEO of Retirement Tax Services, joins todays show. We cover:Tax topics that advisors actually focus on for their clients (hint: it's way less of an investment product focus than you'd think)How advisors do and don't network with Centers of Influences like CPAsWhat it's like to get an IRS letter or audithttps://retirementtaxservices.com/about/Support the show

Send us Fan MailMaryam Rusch, former wholesaler now co-founder of Cycle Framework Insights, joins the show:Her best value-add resource as an advisorWhy she decided to Co-Found Cycle FrameworkWhy outsourcing your economist makes sense4 Key Cycles of their Economic FrameworkLearn More and Subscribe TodayDisclaimer:The information provided through this recording are provided solely for informational, educational, or entertainment purposes. Cycle Framework Insights is not endorsed by or affiliated with FINRA. The views expressed today, are not intended to provide legal, tax, investment, or insurance advice. Additionally, the insights, views, and other information provided today do not guarantee future performance of investments. Nothing stated should be construed as an offer to sell, a solicitation of an offer to buy, or a recommendation for any security or other financial decision.Support the show

Send us Fan MailThe host & special guest facilitate a live "Fantasy Football Draft," episode, but focused on something that wholesalers and sales teams know well:  the National Sales Call16 common occurrences are ranked and drafted to form the ultimate Fantasy Team for your next team call. Submit your rankings, feedback, comments, or bashing of their team names to:[email protected] us on Instagram for more show updates and banter: @internaluseonlypodcast Support the show

Send us Fan MailRobyn Crane, CFP joins today’s show. She coaches financial advisors on all things prospecting and sales, with a focus on serving female FA’s (although not exclusively):We cover:Communication gaps between men and women in the industryRobyn’s most successful prospecting frameworksWhy high-volume, dial for dollars approach is outdatedCheck out her website  to access a number of FREE resources, including my favorite - the masterclass on getting an ENDLESS Supply of Ideal ProspectsSupport the show

Send us Fan MailGui Costin, Founder and CEO of Dakota joins today show. We cover:Gui's career influences and how that inspired him to found Dakota Dakota's sales process and the core principals for successfully booking meetings, storytelling, and follow-upCareer advice for investment sales professionalsThe latest offerings and updates from DakotaFollow us on Instagram @InternaluseonlypodcastDisclosures Support the show

Send us Fan MailKathleen B Jucar , Financial Paraplanner with Monarch Wealth & Retirement Strategies, joins today show. We cover her wholesaling career path, which brings a very unique perspective. We talk about:The grind from internal to external, how she positioned herself for a top tier external territory in CaliforniaHow grief shaped her career path towards helping others financiallyMentoring women in the industry Support the show

Send us Fan MailBarry Nelson, Private Wealth Advisor and former wholesaler, joins today show. We discuss:The advisor's perspective: things wholesalers should know about FA's goalsGet Good: the 7 Habits of Highly Successful Financial ProfessionalsThe Bleeding Edge: how to win conversations with your prospectsBuy your copy of Get Good: the 7 Habits of Highly Successful Financial Professionals Support the show

Send us Fan MailBrian Margolis of PG Wholesaling joins today's show (3:00) to discuss ideas to get more meetings. He covers:Taking the long-view to booking meetings and building relationships2 tactics that will help you get more meetingsExamples from successful wholesalers that work with Brian to improve their sales successContact Brian directly [email protected] if you'd like to get your calendar more full & build more meaningful relationships with your prospects.You can also access many of his FREE tools and resources at https://pgwholesaling.com/Support the show

Send us Fan MailLeading 400 registered reps as Founder and CEO at Coastal Wealth , Jeremy Straub joins today show. We discuss:His investment team's tiered-access approach to working with wholesalers and fund families, including stories of successful partnershipsFunny stories from his time as an advisor and early sales trainingOvercoming throat cancer, and how that shaped his outlook on life and the impact that financial advisors have on clientsJeremy is also the co-host of the Mindset Meets Money podcast.Support the show

Send us Fan MailKevin Baker of Kevin Baker Presents joins today show. A former wholesaler, Kevin has a remarkable story of addiction and recovery. We discuss:His best sales years as a wholesaler at MetLifeHow work played a role in his addictionLosing $1,000,000+ dollars to opioids His arrest in 2016His road to recovery & how the wholesaling community can hear his storyIf you, anyone on your sales team, or anyone at home is struggling with substance use or addiction, Kevin is available to talk. You can reach him directly at [email protected] the show

Send us Fan MailRyan George, Chief Marketing Officer at Docupace, joins today's show. We talk about wholesaler / marketing dynamics and a few contrarian takes about topics trending in the industry today.https://www.linkedin.com/in/rageorge/Support the show

Send us Fan MailAndrew Blake is a Senior Analyst in the Wealth Management Division of Cerulli Associates. He works daily with asset management firms and their sales leaders. He joins the Internal Use Only podcast to preview the results from their 2023 Intermediary Distribution Trends Report. This report is focused specifically on retail sales and distribution trends and will be available in June 2023. Reach out to Andrew directly to learn more about Cerulli and to get access to the full report. [email protected] https://www.linkedin.com/in/andrewwrightblake/Support the show

Send us Fan MailChat GPT, the more advanced version of Smarterchild (for those millennials out there familiar with AOL instant messanger), has become increasingly popular. It's very effective for sales professionals, even wholesalers and advisors. Today, the host breaks down 3 ways that you can use Chat GPT for yourself and for any advisor clients:Prospecting emailsMeeting notes summary with calls to actionFA marketing , new business As a bonus, the host reads examples live -- showing the capabilities of the platform in real time. https://potomacfund.com/chatgpt-for-financial-advisors/https://www.advisorperspectives.com/articles/2023/03/07/embracing-chatgpt-in-wealth-managementSupport the show

Send us Fan MailLibby Greiwe, CEO of the Effecient Advisor LLC joins today show. Libby grew her own financial advisor practice to 7 figures before selling it. She found a passion for coaching advisors and helping them create their own processes and strategies to have a more successful, stress-free practice. Today, Libby works with wholesalers and advisors that want to help financial planners and financial advisors. We discuss her personal background and how it lead her to the industry, her time as an advisor, balancing work with a newborn , the 7 things that most advisors need to bring structure to in their practice, and some stories from good and bad wholesalers.Support the show

Send us Fan MailBrendan Frazier (not the movie star but a star in his own right), joins today's show. We talk about the value of the internal sales role, and how that experience fueled him to start his own platform serving the advisor community. You can find Brendan's podcast and website below:Human Side of Money PodcastWired Planning Support the show

Send us Fan MailBrian Kirk, Managing Partner of LC Kirk & Co (recruitment firm focusing on Wholesalers and Asset Managers), joins today's show. We discuss compensation and how it impacts wholesalers:Comp structure (base/bonus, BPS, commissions)Variable / Changes to Comp plans and how that impacts sellingStories from Brian's recent conversations with wholesalers across the countrySkip to (5:50) to get right to comp conversation.Follow Brian on LinkedInFollow us on Instagram @InternaluseonlypodcastEmail [email protected] the show