Internal Use Only

Send us Fan Mail Brian Kirk has been an executive recruiter specializing in the asset management industry (sales/distribution) for 25+ years. He joins the show to discuss data collected during his 2026 Compensation Survey. We highlight some interesting results from his report - including: The premium placed on experienced externals with existing relationships Preferences and philosophies that firms have when developing the RIA channel Ideal advisor coverage models Examples of comp plans that he's seeing in the field today Loving Internal Use Only? Subscribe to our newsletter for episode updates, additional resources, and more from the Internal Use Only community. Support the show

Send us Fan Mail MFS Investment Management is celebrating 30 years of delivering value-add resources to their advisors. Their suite of resources have been developed with advisor's and their end clients in mind - without an emphasis on product. This is a feature story featuring interviews with 3 current and former MFS employees that have shaped and implemented these resources with their wholesalers and advisor partners. To learn more about Internal Use Only productions and how to be featured, visit: Internal Use Only - Contact Us Support the show

Send us Fan Mail Brian Margolis joins the show to discuss his new new framework that helps wholesalers get to the top of their game. We also discuss what sales activities are creating the best outcomes for wholesalers. As a bonus, we suggest a few biases that are holding wholesalers and distribution teams back. Access the whitepaper "Wholesaler Roadmap to the Top" at PGwholesaling.com Subscribe to the brand-new Internal Use Only newsletter for more information and updates Thank you to NOBULL for partnering with Internal Use Only to deliver this episode. NOBULL has several wholesaler-approved items for our busy lives. Their new Public Rec collection has men’s tops and bottoms that have you covered from your commute, to a meeting, to the course. You can support Internal Use Only by shopping my link below. Use code WELCOME30 for 30% off your first order. Support the show

Send us Fan Mail Michael Joyce from Calamos Investments joins the show to discuss his career as a wholesaler covering New England and Chicago, with an emphasis on how his fitness, diet and discipline has contributed to his success and performance as a wholesaler. Subscribe to the brand-new Internal Use Only newsletter for more information and updates Thank you to NOBULL for partnering with Internal Use Only to deliver this episode. NOBULL has several wholesaler-approved items for our busy lives. Their new Public Rec collection has men’s tops and bottoms that have you covered from your commute, to a meeting, to the course. You can support Internal Use Only by shopping my link below. Use code WELCOME30 for 30% off your first order. Shop NOBULL’s Public Rec Collection. Support the show

Send us Fan Mail Devin 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 hours Want more of Internal Use Only? Subscribe to our newsletter for show updates and more. Support the show

Send us Fan Mail Pete 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 website Trefis - AI Stock Analysis Support the show

Send us Fan Mail Adrienne 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/5DU www.FreeGiftFromGrace.com Support the show

Send us Fan Mail Dan 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. internaluseonlypodcast@gmail.com, or send a DM to the LinkedIn page For video clips, tune into our YouTube channel Support the show

Send us Fan Mail As 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 adoption The structural differences between institutional and retail portfolios when allocating to alternatives How evergreen and semi-liquid vehicles work and why they are often preferable for retail investors What advisors should understand about diligence, liquidity, and valuation as these strategies move downstream Disclosures and Disclaimers The 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 Mail For 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 meetings 3x2 Referal system and how that leads to more new business 16 touchpoint approach to adding more advisors amongst your client list Reach out to John directly or check out their website for more details: LinkedIn Sequoia Website Sequoia LinkedIn To watch video clips including today's charts and videos, check out Internal Use Only on YouTube: https://www.youtube.com/@InternalUseOnly Support the show

Send us Fan Mail Nolan Lynch, an external covering California, joins today's episode. We cover: The training programs we learned as internals at fund companies MFS, PGIM, and Natixis Structures to deliver an impactful fund pitch to advisors Challenging advisors asset class allocation and consulting them on product options Interested 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 internaluseonlypodcast@gmail.com Support the show

Send us Fan Mail Steve 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 Mail Peter 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 network Support the show

Send us Fan Mail Jim 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 Mail Internal 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 Mail The 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 Mail The 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/internaluseonlypodcast Support the show

Send us Fan Mail Jon 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/ito Support the show

Send us Fan Mail Mike 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 Mail Matt 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