Go inside the Bag with Bob Behan. Having played a key role in growing Calamos Investments into a leading investment management firm, Bob shares his insights on today’s landscape, the challenges facing product distributors, compensation trends, the role of AI in financial services, and where firms should be directing their focus.
The Sales Manager
Go inside the Bag with Bob Behan. Having played a key role in growing Calamos Investments into a leading investment management firm, Bob shares his insights on today’s landscape, the challenges facing product distributors, compensation trends, the role of AI in financial services, and where firms should be directing their focus.About the Interviewee
Bob Behan started his career in institutional sales before transitioning to retail advisory distribution, eventually serving as Head of Sales at Calamos Investments. With over 18 years in this role, he gained a unique perspective on how smaller asset managers can successfully compete with larger firms.Timestamps
00:53 Bob’s background03:05 Distribution - the early years vs. now
05:37 First principals in distribution
08:03 Wholesaling the cost of advisor interaction
10:14 Compensation - the misalignment of a base/basis point model
13:15 Focusing on RIAs
15:06 Wirehouses - “the Hamptons”
18:30 The future of the industry
21:19 Bob’s next move