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.
Selling to RIAs: An NFL Player’s Approach
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.Timestamps
00:33 Going from the NFL to Institutional Sales02:10 Selling to RIAs & Institutional Sales
03:04 Ben’s Background
04:54 A “Day in the Life” in Institutional Sales
06:20 Sales Process
11:13 The 18-month Sales Timeline
13:16 Institutional Approach vs Retail Advisor Approach
14:37 Trails & Discretionary Compensation
17:52 Family Offices
19:31 Niche Managers Making an Impact
22:09 How the Business has Changed, and the Future
23:24 Advice for the Sales Community
25:24 The Current Market - Active Management