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Today's guest is a wholesaler that covers institutional clients throughout the Western US. We talk about learning the ropes of the finance industry (and how bad we all are when we first start!). We detail various elements of the institutional sales cycle: RFPs, due diligence, networking. He also tells a story about coordinating a successful $1.3b investment mandate. Lastly, he shares his thoughts on what personal attributes are needed to be successful in the role.

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