How advisors can support clients with unconventional goals

With a focus on helping clients who want to break away from traditional life paths, Candy Lau Ai Ling, a five-year MDRT member, designs financial strategies that make unconventional goals like early retirement, international health protection, and career flexibility both realistic and sustainable through her practice. Serving more than 500 clients in Malaysia, the majority of them pursue traditional financial goals but about 10% of her clients fall into this “unconventional” category. She found her niche in supporting such unique life journeys through referrals over the years, where she had built on the opportunity to work with these clients who prioritize out-of-the-ordinary personal or community-focused aspirations.  

 

Meeting the new wave of client ambitions 

As the world shifts toward valuing experiences and flexibility, Lau embraces this change by providing tailored financial advice and strategic plans to support her clients’ unconventional ambitions.   

Additionally, today’s clients are more informed than ever, arriving with clear needs shaped by social media trends, online research, and AI-powered tools. “Clients today come in with very specific goals,” she explains. “They’re exposed to a pool of information, sometimes knowing more about certain products or market trends than ever before.” This heightened awareness means Lau must not only keep pace with financial innovation but also anticipate emerging preferences. 

As her clients seek advice that is as personalized as their ambitions, she moves beyond traditional financial planning conversations. She invests in continuous learning, staying up to date on the latest products, global market shifts, and digital tools. By combining technical knowledge with genuine empathy, she builds trust and empowers clients to confidently pursue their unconventional goals. 

She recalls working with a client preparing to send his children to Australia. “Instead of relying on a traditional savings plan, I suggested investing in an Australian dollar-denominated solution while the exchange rate was advantageous. This approach not only protected against future currency swings but also delivered significant cost savings and peace of mind for the family." 

 

Medical coverage without borders 

As clients’ lifestyles evolve whether it’s relocating for work, taking extended sabbaticals, or living as digital nomads, the complexities of medical coverage become a central concern in financial planning. Lau has seen firsthand how assumptions about health insurance can leave clients unexpectedly vulnerable. She noticed many Malaysians believe their medical card or standard policy will automatically provide comprehensive coverage wherever they go, but the reality is far more nuanced. 

She explains that most local medical policies benchmark payouts to Malaysian treatment costs, which can be a fraction of what’s required in countries like Australia, Japan, or across Europe. This gap can be devastating in the event of a medical emergency abroad. “Even if a policy claims to offer worldwide coverage, it often only reimburses up to the cost of treatment back home. Clients are surprised to learn that a hospital bill in Europe or Australia could far exceed what their insurance will pay,” she shares. 

To address this, Lau takes a proactive, layered approach to protection. For clients planning short-term travel, she recommends supplementing their existing coverage with travel insurance that specifically addresses medical emergencies and currency differences. For those relocating or spending some time overseas, she advises securing international medical insurance or getting a local plan in their destination country, ensuring coverage is both adequate and recognized by the country’s local healthcare providers. 

She recalls a recent case where a freelancer preparing for an extended stay in Europe assumed her policy would suffice. Lau walked her through the fine print, highlighting the limitations and potential out-of-pocket expenses. Together, they selected an international plan that provided direct billing with European hospitals and covered medical evacuation, giving the client true peace of mind. 

She also emphasizes the importance of private medical insurance for clients transitioning between jobs or leaving corporate employment, as gaps in coverage can arise during these periods. “This is especially critical for freelancers, digital nomads, and early retirees,” she says. “Their lifestyle choices often take them beyond the reach of standard policies, so we have to be vigilant and creative in our solutions.” 

 

Empowering clients through education and partnership 

A cornerstone of Lau’s practice is empowering clients with clear, relevant information and building lasting partnerships. She spends time correcting misconceptions, such as the belief that insurance and investment products are too restrictive for unconventional plans or that starting small isn’t worthwhile. “I always explain it’s not about the amount you start with; it’s about building the habit and maintaining consistency,” she says. 

She clarifies product differences, especially around international coverage, noting that “having global access doesn’t always mean having the right payout overseas”. By making these distinctions clear, she builds trust and prevents costly surprises. She also goes the extra mile by educating her clients on the importance of combining insurance with liquid assets or flexible investment tools, ensuring they have access to funds when they need them most. 

Lau sees the future of advising as a blend of financial expertise and lifestyle design, with empathy and adaptability at its core. She notes that technology will continue to change how advisors and clients interact, but what clients remember most is how you made them feel, especially when you helped them turn their dream into reality.

 

Contact: MDRTeditorial@teamlewis.com