Raising Over $18 Billion in Alternatives from the Advisory Market
Go inside the bag with Martel Day. Martel Day ran distribution for Inland Real Estate Group for over 25 years. Martel guided Blackstone, Starwood, and numerous other prominent alternative managers entering the advisory market. He specializes in advising on all aspects of distribution.About Interviewee
Before working as an outside consultant, Martel was a primary part of RAIT Financial Trust’s move into the non-listed REIT industry. Before that, he enjoyed an extensive career with the Inland Group of Companies. During his tenure with Inland, sales grew from less than $100 million to more than $3 billion per year; with more than 300 firms, 8,000 financial advisors, and 200,000 investors participating in Inland investment programs.Timestamps
00:50 Martel’s background03:41 BREIT’s impact
07:27 Alternative product structures
09:46 Entering the market
11:52 The biggest mistake managers make
15:14 Signing broker-dealers
20:01 Generating sales - the timeline
21:40 Wholesaling then vs now
23:30 The future of wholesaling
25:19 Traits of Martel’s #1 wholesaler
26:10 Advice for sponsors entering the market