Inside the Bag https://lckirk.podbean.com
Inside the Bag is a podcast hosted by industry veteran Brian A. Kirk Jr., featuring candid conversations with influential leaders across the
asset management distribution business. Covering everything from wholesaling best practices to emerging industry trends and practical
sales tactics, each episode delivers actionable insights for wholesalers, asset managers, and distribution professionals looking to elevate their results.

Brian co-founded L.C. KIRK & CO in 1999 with his father, B. Anthony Kirk Sr. With more than 25 years of experience in financial services
executive recruiting, he offers a distinctive perspective on identifying top talent and building high-performing distribution teams.
]]> Wed, 22 Apr 2026 05:58:28 -0400 https://podbean.com/?v=5.5 en Copyright 2026 All rights reserved. Business 1440 episodic Brian Kirk Brian Kirk No false https://pbcdn1.podbean.com/imglogo/image-logo/22015135/LC_KIRK_CO_1_6szjh.png Inside the Bag https://lckirk.podbean.com 144 144 Dave Nelson - Veteran Insights Wholesaling & Asset Management Distribution Dave Nelson - Veteran Insights Wholesaling & Asset Management Distribution https://lckirk.podbean.com/e/dave-nelson-veteran-insights-wholesaling-asset-management-distribution/ https://lckirk.podbean.com/e/dave-nelson-veteran-insights-wholesaling-asset-management-distribution/#comments Wed, 22 Apr 2026 05:58:28 -0400 lckirk.podbean.com/330b0392-e6a5-395c-b353-ae841a7ec48f Brian Kirk false No 2831 7 full Selling to RIAs: An NFL Player’s Approach Selling to RIAs: An NFL Player’s Approach https://lckirk.podbean.com/e/selling-to-rias-an-nfl-player-s-approach/ https://lckirk.podbean.com/e/selling-to-rias-an-nfl-player-s-approach/#comments Tue, 03 Mar 2026 05:56:52 -0500 lckirk.podbean.com/a4900a43-b00b-3222-b821-4d7274c5b1b1 Ben Utt transitioned from a career with the Indianapolis Colts to excelling as an institutional sales executive. With more than 30 years of experience in the asset management field, Ben offers perspectives on taking an institutional sales approach to the RIA channel. Ben believes, “Everything retail is becoming institutional, and institutional is moving into retail.” Ben provides insights on compensation, his approach to selling to RIAs and family offices, niche managers, his sales process, and the industry's future.

]]> Ben Utt transitioned from a career with the Indianapolis Colts to excelling as an institutional sales executive. With more than 30 years of experience in the asset management field, Ben offers perspectives on taking an institutional sales approach to the RIA channel. Ben believes, “Everything retail is becoming institutional, and institutional is moving into retail.” Ben provides insights on compensation, his approach to selling to RIAs and family offices, niche managers, his sales process, and the industry's future.

]]> Brian Kirk false No 1769 6 full The Wholesaler Coach The Wholesaler Coach https://lckirk.podbean.com/e/the-wholesaler-coach/ https://lckirk.podbean.com/e/the-wholesaler-coach/#comments Tue, 03 Mar 2026 05:55:43 -0500 lckirk.podbean.com/15409b5c-75ca-3d3c-9d78-773eeb681523 Brian Margolis has spent over twenty years building and training top-producing wholesalers. In this discussion, Brian outlines his process, the mistakes wholesalers commonly make, a new paradigm for wholesaling, and the skills needed to succeed.

]]> Brian Margolis has spent over twenty years building and training top-producing wholesalers. In this discussion, Brian outlines his process, the mistakes wholesalers commonly make, a new paradigm for wholesaling, and the skills needed to succeed.

]]> Brian Kirk false No 2281 5 full Small Asset Managers – Winning Wholesaling Results Small Asset Managers – Winning Wholesaling Results https://lckirk.podbean.com/e/small-asset-managers-%e2%80%93-winning-wholesaling-results/ https://lckirk.podbean.com/e/small-asset-managers-%e2%80%93-winning-wholesaling-results/#comments Tue, 03 Mar 2026 05:53:12 -0500 lckirk.podbean.com/c371a45a-07ba-381d-9b26-f224dffa1f09 Luke Theeuwes and Keith Thompson have spent the majority of their careers specializing in a unique area of the wholesaling community. While the industry is dominated by large managers with trillions in AUM, and access across all the major broker-dealers, Luke and Keith have utilized techniques to enable smaller niche managers to enter the advisory community and achieve success. In this interview, Luke and Keith share their industry insights and strategies for wholesaling success.

]]> Luke Theeuwes and Keith Thompson have spent the majority of their careers specializing in a unique area of the wholesaling community. While the industry is dominated by large managers with trillions in AUM, and access across all the major broker-dealers, Luke and Keith have utilized techniques to enable smaller niche managers to enter the advisory community and achieve success. In this interview, Luke and Keith share their industry insights and strategies for wholesaling success.

]]> Brian Kirk false No 1928 4 full The Growth of the Industry & its Future The Growth of the Industry & its Future https://lckirk.podbean.com/e/the-growth-of-the-industry-its-future/ https://lckirk.podbean.com/e/the-growth-of-the-industry-its-future/#comments Fri, 27 Feb 2026 13:52:05 -0500 lckirk.podbean.com/7fc8d930-30f4-363b-89b9-0c0101b0837e Mark Warren not only carried “the bag,” he also helped lead the distribution efforts of one of the industry's most successful firms. Go “Inside the Bag” with Mark Warren, as we discuss the industry's evolution and future, providing insight into compensation, channelization, and much more.

]]> Mark Warren not only carried “the bag,” he also helped lead the distribution efforts of one of the industry's most successful firms. Go “Inside the Bag” with Mark Warren, as we discuss the industry's evolution and future, providing insight into compensation, channelization, and much more.

]]> Brian Kirk false No 2323 3 full The Sales Desk Manager The Sales Desk Manager https://lckirk.podbean.com/e/the-sales-desk-manager/ https://lckirk.podbean.com/e/the-sales-desk-manager/#comments Thu, 12 Feb 2026 06:02:49 -0500 lckirk.podbean.com/d106dfdc-cac6-3a4d-b0e3-34a21b357950 Brian Waeyaert, one of the longest-tenured sales desk managers in the industry, shares his perspective on how the internal wholesaler role has evolved over the years. He highlights the most common mistakes internals make, explains how professionals can stand out in today’s competitive landscape, and explores the future of internal wholesaling—including the rise of the hybrid model. Brian also challenges leadership teams to rethink how they value internal sales roles and why compensation should better reflect their impact.

]]> Brian Waeyaert, one of the longest-tenured sales desk managers in the industry, shares his perspective on how the internal wholesaler role has evolved over the years. He highlights the most common mistakes internals make, explains how professionals can stand out in today’s competitive landscape, and explores the future of internal wholesaling—including the rise of the hybrid model. Brian also challenges leadership teams to rethink how they value internal sales roles and why compensation should better reflect their impact.

]]> Brian Kirk false No 1678 2 full The OCD Wholesaler The OCD Wholesaler https://lckirk.podbean.com/e/the-ocd-wholesaler/ https://lckirk.podbean.com/e/the-ocd-wholesaler/#comments Fri, 06 Feb 2026 14:18:19 -0500 lckirk.podbean.com/9b99a301-6e8b-3c07-9087-e381a3992f1e Joe McIntyre achieved over $7 billion in sales across the Pacific Northwest territory, earning recognition as the top RVP among more than 100 wholesalers. He was named the firm’s MVP more than seven times. In this interview, Joe discusses the strategies behind his success and shares his insights on the industry. Brian Kirk false No 1658 1 full