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 ran a two-day training class earlier this month to teach best practices to wholesalers, including how to compete with wholesalers whose fund complexes have larger sales force, marketing budgets and product offerings.

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