Turning transactions into trust: Online selling lessons

Irish Aloyan, a seven-year MDRT member from Cebu City, Philippines, did not begin her career in finance but as an online Facebook seller. After getting married in 2013, she launched a small business offering homemade food, branded bags, and imported goods. With no physical store and no central platform backing her up, she thrived by building trust in the most competitive marketplaces: the internet. 

Back then, she operated on a strict “no payment, no shipment” policy, boldly different from the e-commerce platforms, which were gaining popularity with “cash on delivery” options. As these platforms became the norm, Aloyan realized she needed to evolve.  

But Aloyan was never one to follow the crowd. When the competition tightened, and she started exploring new ventures, she saw her neighbor’s social media post about a finance influencer’s business seminar. That neighbor happened to be a financial advisor, and soon, Aloyan saw an opportunity where she could earn and grow. 

“Through her other social media posts, I saw how her role as a financial advisor opened doors for learning and self-improvement.” She attended the seminar, became curious, and joined the industry in 2017. Initially, she closed two or three clients a month. “But I realized I had to work harder and smarter even though I needed to travel from province to province, visit clients in their homes, and maintain the same discipline I had for my online business.” Today, with over 500 clients served, Aloyan reflects that numbers do not measure success. Still, she experienced personal transformation as a professional and individual. By 2018, she had achieved her first MDRT qualification. 

 

From online orders to client portfolios 

Aloyan also has experience with logistics and marketing in a meat processing company as a full-time mom and businesswoman, and these experiences honed her discipline, time management, and creativity, all of which have become invaluable assets in her career as a financial advisor. 

Her years in logistics taught her that being two minutes late could disrupt an entire supply chain. “I hate being late. When you say 6 a.m., be there at 6 a.m.” This precision became the backbone of her work ethic. Meanwhile, her marketing stint with little to no budget forced her to think outside the box, such as organizing free community events and wearing multiple hats. That same hustle now fuels her approach to client engagement. 

However, it was online selling that laid the foundation for her success as a financial advisor.  

Before closing financial plans, Aloyan was closing online orders at one point. The skills she developed during those years, such as identifying the right customers, earning trust without face-to-face interaction, and nurturing repeat buyers, were unlocked to be her secret edge in the financial advising industry. She did not just learn how to sell; she knew how to connect, communicate, and care.  

Here’s how those early experiences shaped the advisor she is today. 

 

1. Prospecting: It’s not just about looks

In her early selling days, Aloyan noticed those who looked affluent online weren’t always the ones who bought. Her best customers were often the quiet ones who paid and returned without fuss. 

“This taught me how to observe and understand people beyond appearances.” As a financial advisor, she doesn’t chase the flashiest leads. Instead, she focuses on understanding the person behind the persona. She takes time to uncover each prospect’s genuine needs, financial capacity, and long-term goals. For Aloyan, meaningful connections begin with thoughtful observation, not quick judgments. 

 

2. Trust first, transaction later

“They couldn’t touch the product, so they had to believe in me.” With no physical store, in-person demos, or big brand platforms backing her, every transaction hinged on trust. From when a customer messaged her with inquires about when their order arrived, Aloyan had to prove she was credible, consistent, and worth doing business with. That meant being transparent, responsive, and genuinely helpful.  

That same principle guides her client approach today. As a financial advisor, she knows that products don’t sell themselves. It’s the way people do it. So, instead of diving straight into policy features or financial jargon, Aloyan begins the conversation by listening, asking questions, and taking the time to understand her client’s story. “Rapport comes first, the policy comes later.” Financial advising is about making people feel seen, heard, and supported. Like in online selling, trust keeps clients coming back. 

 

3. Turning buyers into believers 

What mattered most in her business wasn’t the one-time buyer. The customer returned, brought friends, and became part of her online community. In financial advising, she sees things the same way. For Aloyan, the real victory is not just closing a sale. It’s gaining a client who trusts her with their long-term goals.  

Aloyan carried this mindset into financial advising. “I still remember some of my early online customers. Many of them became my first financial advising clients, too.”  

These clients not only said yes to a policy but invited her into their lives as they trusted her with their dreams of sending kids to college, building a retirement plan, or protecting their family’s future. Like in online selling, Aloyan knows the real win isn't the initial transaction. It's the trust that follows, the unprompted referrals, and the journey she takes with her clients.  

Aloyan reiterated that “online selling taught me how to hustle. But financial advising taught me how to serve.”  

She now continues to build her business with heart, hustle, and the belief that every transaction is an opportunity to build trust and every relationship a chance to make a lasting difference. 

 

Contact: MDRTeditorial@teamlewis.com