For the past four years, I've been a senior vice president handling wholesaling for AllianceBernstein in the New York metro region, the fifth-largest SMA provider in the nation. During that time I've managed to attract about $3 billion in new accounts. I've been fortunate to work in an area that has seen a great deal of growth in high-net-worth individuals.

I've learned that making a great presentation, one that can really rivet a broker's attention, makes a big difference. On the other hand, really listening to the client goes a long way in making sure that no question goes unanswered. Perhaps more than anything else, I've managed money for 15 years of my career and then crossed over into sales, not a usual path for most wholesalers.

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