Finding flow through structure: How to turn process into progress

When Lee Wan Qi first entered the financial services industry, she quickly realized that talent alone would not guarantee longevity. What truly sustains a career, she says, is a structured process, a disciplined mindset, and a clear understanding of purpose. 

“Time is something we all say we don’t have enough of,” Lee says. “But if your longevity in this business depends on prospecting, meeting preparation, closing, and servicing, how can we still justify not making time for them?” Her philosophy on time management and process has guided every phase of her career. Rather than allowing her days to be consumed by administrative work, Lee built a system that prioritizes the activities directly tied to client engagement and growth. 

Redefining preparation and productivity 

Lee believes that preparation is one of the most underestimated skills in financial advising. To her, meeting preparation isn’t about paperwork, it’s about intention and strategy. She breaks it down into three deliberate steps: researching the prospect’s background, crafting meaningful questions, and approaching each meeting with the right state of mind. 

“I always tell new advisors that structure builds confidence,” she says. “When you have a clear process, you remove uncertainty and can focus entirely on the client in front of you.” Her daily routine reflects this focus. From 9 a.m. to 6 p.m., her schedule is dedicated solely to meeting clients, prospecting, and servicing. Administrative tasks are handled outside those hours. This separation, she explains, is key to maintaining both productivity and presence. 

“Without structure, there is no routine,” Lee adds. “And without routine, it’s difficult to stay consistent with the activities that truly drive our business.” 

Systems, delegation, and efficiency 

Lee’s belief in structure extends to efficiency. She believes in identifying and eliminating bottlenecks in the workflow, whether through templates, automation, or delegation. 

“In the past, I used to spend hours manually preparing policy summaries and follow-up emails after every client meeting,” she shared. “Now, I use standardized templates and an automated Customer Relationship Management (CRM) system that generates updates and reminders instantly. It’s a small change, but it’s freed up several hours each week, time I can now dedicate to meeting clients or mentoring my team.”

By streamlining repetitive tasks, she added, advisors can reclaim valuable time for high-impact activities and deliver a better experience for clients, something she views as central to professionalism and trust. 

Adapting to change with the right mindset 

Having witnessed the evolution of the financial landscape over the past years, Lee emphasizes that adaptability is just as critical as structure. She believes advisors must continuously evolve with new tools, technologies, and client expectations. 

“How we worked ten years ago wouldn’t work today,” she says, noting that the industry has moved from traditional selling to digital engagement. Back then, traditional selling meant knocking on doors, attending roadshows, and relying on cold calls or referrals from friends and family. Conversations were mostly in person, supported by printed brochures and manual forms. Today, clients are digitally savvy, they research online before meeting an advisor, they expect seamless virtual consultations, and they want to see real value through content and insights shared on social media.” 

That mindset shift extends beyond technology. Lee often likens the advisor’s journey to that of an athlete, one that requires endurance, perseverance, and commitment to a training routine. “Results don’t come overnight, but if you keep showing up, learning, and improving, they will come.” 

The power of purpose and ommunity 

For Lee, process and mindset are incomplete without purpose. She frequently reminds fellow advisors to reconnect with their “why”, the personal reason that fuels their work, especially on difficult days. For her, that “why” is rooted in helping individuals and families achieve financial security and independence in this day and age. 

“My purpose has always been to make sure people are prepared for life’s uncertainties,” she says. “It’s incredibly fulfilling to know that the work I do today can give my clients and their families peace of mind for years to come.” 

She encourages financial advisors to do the same. “Revisit your why not just once a year, but every day,” she said. “It’s what gives you emotional and mental strength to keep going when challenges come your way.” She also believes in surrounding herself with positive, driven peers who share similar values. “When you’re in the right community, you’re reminded that you’re not alone,” she said. “It keeps you accountable, inspired, and focused.” 

Lee subscribes to the notion that success is not accidental;, it’s built through structure, consistency, and conviction. “Process is about your habits. System is about your structure. You can’t have one without the other,” she concluded. 

 

Contact: MDRTeditorial@teamlewis.com