A good wholesaler has the personality, the character and the experience to profile their customers astutely in order to gain their trust and commitment. They know how to work as a true, comprehensive consultant to each of their clients. But even seasoned wholesalers can learn a new technique or two. SEI Investments recently ran a two-day training class to teach best practices to wholesalers, including how to compete with wholesalers whose fund complexes have larger sales force, marketing budgets and product offerings.

Providing individualized service to clients was the focus of the first day, while on the second day, presenters concentrated on presentation skills and selling a firm's unique offerings.

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