Takatoshi Suzue joined a major home builder fresh out of college and, thanks to his natural ability to socialize and make buyers feel at ease, he had much success selling houses. After four years in sales, he was promoted to a position in the human resources department. As the builder was embracing new methodologies, Suzue obtained certification in Myers-Briggs Type Indicator (MBTI), a psychological test that categorizes individuals who complete the questionnaire into distinct personality types.

The training helped him accelerate his performance in that department, and he was promoted again to the corporate office, the central hub of the business. His career was on the fast track until a major turning point occurred in his life. His first child, Taiki, was born with cerebral palsy. Suzue chose to relocate near his wife’s parents to get help raising his family and to begin a new life by transitioning into financial services.

Leaving an old-fashioned agency

Suzue joined the insurance agency where his father-in-law worked. However, it was not like the modern, process-driven organization he previously worked for, and he was very uncomfortable there.

“As a financial advisor, I strongly felt there was a lack of compliance awareness within the agency. For example, when renewing an auto insurance, even if the coverage is the same as last year, the advisors are responsible for reviewing the coverage. However, those fundamental aspects were overlooked at this company. My relationship with the agency manager did not go well,” Suzue said.

Also, he believed that financial services professionals should differentiate themselves by not relying on customs. In Japan, many insurance agencies send seasonal gifts to maintain their relationships with clients. However, Suzue was determined that “gifts will not earn or build trust. It is essential to provide the best planning and products for our customers rather than flatter them.”

Connecting with personalities

Suzue left the agency to start his own practice and used his Myers-Briggs know-how to connect with clients. It helps him build relationships with them and communicate more effectively with clients, leading to greater business success.

“I can analyze individuals and adjust my approach to strengthen relationships,” the three-year MDRT member said. “Some people perform better when their options are limited and the boundaries are clear. To this type of customer, I will inform him that our interview will last about 90 minutes, and we will cover these agenda items before the meeting. This will create a more relaxed environment, encouraging him to discuss his concerns with me. On the other hand, some people dislike boundaries. For this type of customer, I will only share the date and time, without details of the agenda items, in order to be open and flexible.”

Connecting with other advisors

Ten years after becoming independent, Suzue built his practice, which now includes eight employees. His MBTI qualification also has helped him expand his network with other financial advisors. He was a featured speaker at a seminar sponsored by an insurance company about how advisors can understand personality types for their businesses. Recently, he curated the “Meeting of 100 Insurance Agents” to enhance connections with other agents nationwide.

Suzue also is taking advantage of MDRT resources to broaden his connections through study groups with fellow MDRT members at his company as well as helping young advisors requalify.

“Through study sessions and training there are more opportunities to exchange opinions with excellent personnel from all over the country,” Suzue said. “In addition, a mentor system has been established to enable first-timers to continue their MDRT certification. Through systems like these, network expansion and skill improvement have been realized.”

His son is now in college. Taiki was featured in an article about the coming-of-age ceremony (celebration of turning 20 years old). In the article, his son said, “I want to be a financial advisor like my father.”

“I am here today because of my son,” the proud father said. “He is the one who led me to the career of financial advisor. I am grateful to my son and my customers. They are the reasons I am here. I will continue to serve in this business and passionately contribute to the industry.”