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Dakota Rainmaker Podcast: Daily Summaries Delivered
by Dakota Team
The "Dakota Rainmaker Podcast," hosted by Gui Costin, CEO of Dakota, offers a unique look into sales strategies from top industry executives. Each episode explores the inner workings of successful sales organizations, from philosophy to execution. This podcast is essential for sales professionals seeking wisdom from the best in the field.
Latest Episodes
The most recent episodes — sign up to get AI-powered summaries of each one.
- 4 days ago36 min
The Lowest Standard You Accept Defines Your Culture: Jonathan Kingery, DoubleLine
In this episode of the Rainmaker Podcast, Gui Costin sits down with Jonathan Kingery, Chief Distribution Officer at DoubleLine, for a wide-ranging conversation on building and leading high-performing distribution teams. Jonathan joined DoubleLine in 2025 and oversees the firm’s U.S. relationship management team across institutional, wealth management, sub-advisory, and retirement. Before that, he held senior roles at Franklin Templeton and Lord Abbett. Jonathan traces his path from Dover, Del...
- 1 weeks ago27 min
Check Your Title at the Door: Lori McEvoy on Building a Winning Distribution Team
In this episode of the Rainmaker Podcast, Gui Costin sits down with his longtime friend Lori McEvoy, a recently retired financial services executive who spent nearly a decade at Jennison Associates, retiring as managing director and global head of distribution. With more than 30 years in distribution, including leadership roles at Pilgrim Baxter, Fred Alger Management, WisdomTree Investments, and ClearBridge Investments, Lori shares the lessons she learned building and leading sales organizat...
- 2 weeks ago37 min
The Art of Subtraction: Sales Leadership Lessons from Wellington’s Chip Saltz
In this episode of the Rainmaker Podcast, Gui Costin sits down with Chip Saltz, head of US Wealth Alternatives Distribution at Wellington Management. Chip leads the firm’s advisor sales efforts for its hedge fund and private investment capabilities across wirehouses, independent and regional broker-dealers, and RIAs. Before Wellington, he held distribution roles at Harrison Street Private Wealth, Versus Capital Advisors, Starwood Capital Group, and John Hancock. Chip starts with his origin st...
- 3 weeks ago1h 3m
Culture Is the Strategy: Christina Adamson of Ares Wealth Management Solutions
In this episode of the Rainmaker Podcast, host Gui Costin sits down with Christina Adamson, Partner and Co-Global Chief Operating Officer of Ares Wealth Management Solutions, to unpack how a disciplined, people-first approach helped Ares grow its wealth business roughly 50x in five years across eight evergreen funds. Christina previously held roles at Citigroup, Deutsche Bank, and Black Creek Capital Markets before joining Ares in 2021. The conversation opens with communication, the foundatio...
- Sep 29, 202632 min
If It's Not in Salesforce, It Didn't Happen: Michael O'Shea on Sales Discipline at Origin Investments
In this episode of the Rainmaker Podcast, Gui Costin sits down with Michael O'Shea, Director and Head of Private Wealth Solutions at Origin Investments, for a wide-ranging conversation about systems, discipline, and what it actually takes to build a durable capital-raising career. Michael's path into the business started almost by accident nearly two decades ago, when curiosity about what a REIT and a Series 7 actually were pulled him into calling on advisors and raising capital for niche, ta...
- Sep 22, 202647 min
Autonomy with High Expectations: Angela Kay on Leading Without Micromanaging
In this episode of the Rainmaker Podcast, Gui Costin sits down with Angela Kay, President of BasePoint Advisors and Global Head of Capital Markets, to trace her path from an accidental start in finance to leading distribution at a $7 billion private credit platform. A political science and public policy major at the University of Pennsylvania who spent a college year working in the Clinton White House, Angela graduated in 2002 into a post-9/11 hiring freeze and landed, almost by chance, as a ...
- Sep 15, 202631 min
The Long Game: Ava Mallin on Building Allocator Relationships That Last
In this episode of the Rainmaker Podcast, Gui Costin talks with Ava Mallin, Managing Director in Private Wealth at Ardian, about her non-traditional path from an English degree into fundraising, and what she's learned leading private wealth relationships across the US. Ava shares how emotional transparency informs her leadership style, why daily feedback is more effective than annual reviews, and how a strong CRM — with Dakota as an overlay — has become essential infrastructure for her team. ...
- Jul 7, 202639 min
If You're Explaining, You're Losing: Mark Allen of Royal Oak Realty Trust
In this episode of The Rainmaker Podcast, Gui Costin talks with Mark Allen, President and Chief Development Officer of Royal Oak Realty Trust, about building a fundraising operation from the ground up in an industrial REIT. Mark covers how Royal Oak grew its distribution team from three to eight by hiring geographically rather than by channel, why shared account ownership beats ring-fencing relationships, and how disciplined communication, CRM tools, and AI-powered call notes are reshaping th...
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About Dakota Rainmaker Podcast
The "Dakota Rainmaker Podcast," hosted by Gui Costin, CEO of Dakota, offers a unique look into sales strategies from top industry executives. Each episode explores the inner workings of successful sales organizations, from philosophy to execution. This podcast is essential for sales professionals seeking wisdom from the best in the field.
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Frequently Asked Questions
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