The way you interact with your clients differentiates you from other financial advisors. Three financial advisors from the Philippines share the literary and cinematic learnings they’ve applied to their client servicing. Besides product mastery, your effort to make a genuine human connection with your clients will pave the way for productive and fulfilling business relationships. 

Ritchie Horario: Give good and relevant suggestions 

Five-year MDRT member  

Financial advisors should research the goals and preferences of clients to give appropriate recommendations. Since you’re already meeting with them about their financial needs, think of ideas that pique their interest and touch on the value of savings, investments, and insurance.  

Since most of my clients are fond of Korean dramas, I recommend watching “Itaewon Class,” one of the best series that teaches overcoming life’s challenges, as the leading man’s rags-to-riches story is told through his struggles to succeed in business. He uses proceeds from his father’s death claim as seed capital to start his company, which illustrates an insurance benefit. As his corporation grows, he buys enough shares to take over a rival company. “Itaewon Class” reinforces the lessons of never giving up and that anything is possible if you put your mind to it. 

By recommending relevant content to my clients and prospects, they can appreciate the importance of securing their future by preparing in advance. They don’t have to take my word for it. They can watch it in action for themselves in K Drama. 

Joanna Morales-Aquino: Set yourself apart with excellent servicing skills 

Two-year MDRT member 

I was lucky enough to have had the opportunity to attend the mentoring webinar of Tony Gordon, the author of the best-selling book “It Can Only Get Better,” and a Qualifying and Life  Member of MDRT, who highlighted key points in achieving a successful sale, which helped me in my practice. 

Build the relationship first. Don’t sell yet. Wait for the client to be comfortable. Spend time with them without any expectations. Have a good attitude. When the market is down, don’t hide. Instead, seek them out and ask how they are doing. Look at sales next and focus on what the client wants. Be more productive to serve your clients best. Finally, there’s the MDRT mentality. Plug into people who are ready to share. If we grow because of others, we should help others succeed.  

I was once a support delivery manager who handled client servicing and escalations and an operations manager on a business retention and resolutions team before becoming a full-time financial advisor. These experiences trained me to become better at providing service. Improving client-servicing skills is simple but not easy. To set yourself apart, you need to work hard, have a vision, have clients’ best interests at heart, and serve them well. 

Leah Mariel Quimson: Small things make remarkable results  

Six-year MDRT member 

Last year, a friend gave me James Clear’s book, “Atomic Habits: An Easy and Proven Way to Build Good Habits and Break Bad Ones,” which I found enlightening because it helped me validate a particular practice, which I’ve had doubts about, as I’m the kind of financial advisor who goes the extra mile for my clients. To illustrate, I accompany my clients to their medical exams or deliver documents to their homes. One time, I even helped a client with his accounting. I could’ve used the times I went above and beyond the call of duty to meet new prospects instead. 

The book talks about how the tiny things contribute to remarkable results, which put all the extra time and effort I had put in for my clients in perspective. Good things have come out of them with clients trusting me more or referring me to their family,  friends, and colleagues as the financial advisor who isn’t just their financial advisor. 

I have a married couple who are clients and had only one policy years ago. I’d say the defining moment in our work relationship was when the husband suffered a mild stroke. I helped them claim a portion of their funds to pay for his hospitalization even while I’d been overseas at that time. As we had common friends, the wife requested that I keep her husband’s health situation in confidence. After he recovered, they decided to inform people of what had happened to him. Trust is not given. It is earned. They now have 10 cases with me. 

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