Summary

In this episode, Steven Clark interviews Gui Costin, Founder and CEO of Dakota, who shares his non-linear path to entrepreneurship and the principles that transformed his leadership approach. After cycling through 14 different jobs in 17 years, Gui founded Dakota to create a place where people could build long-term careers and "become the best version of themselves."

Gui discusses how a failed platform pivoted into a successful database business, the importance of treating people with kindness rather than just niceness, and why cold outreach remains the foundation of effective fundraising despite technological shifts. Gui also shares insights on the evolving RIA landscape, private credit markets, and Dakota's commitment to community impact through its giving initiatives.

Takeaways

• • Gui's career journey through 14 jobs in 17 years eventually led him to create Dakota to help others avoid constant "restarts"

• • The Dakota culture emphasizes kindness while maintaining high performance standards - not "nice" but genuinely kind

  • Cold outreach and being a "master messenger" remain fundamental to fundraising success despite technological changes

  • The RIA channel continues to grow as advisors seek independence, creating ongoing opportunities

  • Dakota Gives focuses on local, direct impact through carefully selected charities with an increasing focus on health, nutrition and youth sports

  Chapters

  01:00 Introduction and Early Career Path

  06:18 The Founding of Dakota

  13:25 Evolution of Company Culture

  17:28 Leading Younger Generations

  21:03 The Dakota Way of Sales

  23:24 Trends in the RIA Family Office Channel

  26:11 Private Credit and Investment Trends

  30:56 Dakota Gives and Community Impact

  33:46 Lightning Round and Closing

Summary

In this episode, Mark Carver, Managing Director and Global Head of Equity Factors at MSCI, shares how embracing discomfort and taking calculated risks shaped his path from an aspiring lawyer to a financial services leader. From his early days at Fidelity to pioneering factor ETFs at iShares, Carver offers candid insights about learning from setbacks and the importance of taking strategic risks in building a successful career. The conversation explores how embracing discomfort and challenging conventional wisdom can lead to transformative changes in financial services.

Takeaways

• Curiosity and humility are foundational to success; learning from clients and colleagues drives innovation

• Career growth often requires stepping into uncomfortable roles and learning from setbacks

• The willingness to challenge conventional wisdom can lead to industry-transforming innovations

• Financial services continues to evolve through technology, offering new opportunities for innovation

Chapters

00:00 Introduction to Mark Carver's Journey

03:18 Early Career and Transition to Financial Services

05:55 The Move to iShares and Embracing ETFs

10:17 Navigating Sales Management Challenges

13:27 Pivoting to Product Management and Factor Investing

17:33 Demystifying MSCI and Its Capabilities

21:01 The Role of Technology in Financial Services

23:30 Understanding Equity Solutions and Client Needs

30:18 Trends in Asset Management and Future Outlook

33:28 Reflections on the Investment Industry

35:16 Lightning Round and Closing Thoughts

Summary

Ed Lopez shares his path as head of product management at VanEck, where he guides a team that has helped transform the firm from its mutual fund roots to an ETF powerhouse. Through candid discussions about product launches, team building, and business growth, Ed reveals how patience and conviction shape successful leadership decisions. His practical approach to developing new products, combined with his commitment to open communication and team empowerment, offers a masterclass in modern asset management leadership.

Takeaways

Leadership Style

• Emphasizes democratic decision-making and open communication with teams

• Believes in giving products time to prove themselves in the market

• Values team input while maintaining clear direction

Business Growth

• Helped expand VanEck from 20 ETFs to 72, now managing $87 billion

• Built product success through methodical development and strategic timing

• Developed systematic approach to evaluate new product opportunities

Product Development

• Uses rigorous criteria to assess market opportunities

• Focuses on sustainable trends rather than short-term trades

• Aims for "pure play" investment themes that can support billion-dollar funds

Market Insights

• Active ETFs gaining momentum, particularly in fixed income

• Private markets presenting new opportunities for product development

• Digital assets attracting increased advisor attention and interest

Team Building

• Maintains long-term team stability through collaborative culture

• Encourages subject matter expertise across product lines

• Balances creative freedom with structured decision-making

Chapters

00:00 Introduction to VanEck and ETF Landscape

04:04 VanEck's Growth and Product Management

06:54 The Current ETF Market Dynamics

10:10 Active ETFs and Market Trends

12:57 Mutual Fund Conversions and Their Impact

16:06 Thematic ETFs: Trends and Challenges

19:08 Exploring Private Markets and ETPs

21:57 Product Development and Market Strategy

24:48 Measuring ETF Success and Sustainability

27:49 Digital Assets and Advisor Adoption

31:09 Leadership and Management Style Evolution

33:46 The Future of Asset Management