From the Southwestern Archives
How Mort Utley Became Part of Southwestern Sales School
In the Spring of 1955, Fred Landers invited a friend to give a send-off talk to a group of Southwestern students that were ready to depart Nashville and head out to the bookfield. Fred had invited that particular friend to deliver an inspirational message to our student dealers, as he had already proven to be a success in his career. His name was Mort Utley, and he had created one of the largest insurance firms on the West Coast (at the time). Mort knew about the Southwestern program; he believed in the principles of the company and its mission, so he was glad to speak. Not only was his speech genuine and inspiring, his delivery and natural talent for captivating the audience was immediately evident. From that point on, his presence and speeches at Sales School became a tradition that the entire company came to expect and enjoy.
Mort Utley’s Inspirational Stories and Lessons
Mort’s speeches were full of inspiring stories of courage, commitment, persistence, and perseverance. His examples focused on the importance of goal setting, knowing the sales talk, being knowledgeable about the product, and staying positive through all the difficulties of any given day. Through his excited gestures and his powerful, engaging voice, his words expressed his passion for and belief in the Southwestern program and its community. He told stories about a little boy trying to sell a dog. He told stories about sports legends, like Spud Webb, Larry Bird, and Michael Jordan. He told stories of Southwestern dealers and his own career in life insurance. He told stories about his childhood and college years.
The Story of “Remember the Pony”
Inarguably, none is more memorable than “Remember the Pony.” This story stands out as the most remembered by the thousands of students who attended Sales School within a 35-year time span, from 1955 until he passed away in 1990.
The story tells of a set of 6-year-old twins, one the “world’s greatest optimist” and the other “the worst pessimist you ever saw.” Their personalities were so different that the parents had them taken in for a psychological evaluation. The pessimist had every toy he could dream of in his room and still couldn’t find happiness or optimism in his situation. He even expressed fear about things that should obviously bring him joy. The optimist was placed in a room with a much less desirable set of circumstances. As expected, the optimist was able to make the best of his scenario. Mort used this impactful, humorous story to remind students to maintain that level of optimism throughout the summer. He knew they would inevitably need that reminder (and perhaps a laugh) on a hard day. The story sticks because of its absurdity, and it resonates long after Sales School, when life inevitably mimics the trials of the bookfield.
Mort Utley’s Influence at Southwestern
It is estimated that Mort made nearly 1,200 speeches at Sales Schools, reaching tens of thousands of Southwestern dealers. When the company had separate sales divisions, they each had their own meetings at different locations. Mort’s schedule would involve giving shorter speeches at the President’s Club dinner one night, then rushing around to four different meetings every Friday morning. Even with all the chaos, he had the same positive energy upon entering each room. Part of his routine was taking a sip of Dr. Pepper before his speech. He said it started to help “soothe his vocal cords,” and it eventually just became a part of Mort’s tradition.
Mort Utley’s Connection to the Southwestern Community
He never underestimated the impact his involvement had on our community; “I am always running into Southwestern men and women in airports, in meetings, even on the street. It’s always a genuine thrill for me. It’s like meeting old friends.” In May 1990, the year he passed away, he spoke at Sales School and expressed his gratitude for what the Southwestern community had done for him,
“What a privilege I have to stand here and look into your faces and talk to you today. The best experience of my year, every year for 35 years, has been to come to Nashville and to stand on a platform like this and talk to students like you. You make my year a better year. I’m a better man every year because I meet young people like you… It’s the greatest experience that I could possibly have.”
Honoring Mort Utley’s Legacy
To honor his impact, the Mort Utley Club was established; dealers who have “hit Mort” have sold 1,000 units in two weeks on the bookfield. A bronze bust was commissioned to honor the legendary speaker in 1992 and was posthumously dedicated to him during that year’s Great Recruiters Seminar. A recording of his entire keynote speech is now available through the alumni portal.
Enjoy watching and please share in the comments your most beloved memories of Mort!
