New England Funds' Frank Maselli likes being out in the field, meeting with brokers and talking with his wholesalers. So that is why in October, New England Funds changed the senior vice president's title from director of sales to managing director in charge of national sales, freeing him of many of his administrative chores and allowing him to work with the sales force on a more one to one basis.
It has been nearly two years since Maselli came to New England Funds from Westcore Funds where he directed institutional sales. And since then, Maselli has tried to change the way that wholesalers and brokers pitch New England Funds. It is a method that embodies much of what Maselli stands for and teaches in his seminars and in his book, "Seminars: The Emotional Dynamic," which he published on his own in 1996.