For me, the true purpose lies in protecting the families and helping their family achieve their financial goals.

Q: What motivates you to continue excelling as a financial advisor?

I always focus on what I can do, rather than what I can be. I am grateful for all the milestones and the achievements, but I don’t see myself as the one who goes for those milestones. My motivation is simple. I genuinely want to help my clients and that sense of responsibility comes from my father. He was careful, especially when it came to securing our future. At that time, we did not really fully understood the thought behind his actions, but later we realized and understood his decisions, especially after we lost him in January 2023. I began to realize and understand the how much amount of care and foresight went into everything what he did. And that's the same thing I try to offer my clients, not just the financial plans, but the same kind of trust and the reassurance he gave us. Also being part of the MDRT community has shaped me on how I work. I don't just see MDRT as a badge of honor, but I see it as a bare minimum every committed advisor should aim for. Attending MDRT events gives me fresh ideas and innovative ways to serve my clients better.

Q: Can you share a moment when you found renewed purpose in your career?

Some moments don't just shape your career, but it shapes a person into who you are. One such moment came through when a client called up my father asking him to visit his home. And my father took me with him. At that time, I didn't know any of the clients. So I was just observing and we went to his bedroom. Initially, it felt weird. But later on, I came to know that he was already critically ill and he may not have a couple of months to live. Then he called his wife and told her to call my father after his death and no one else. Client assured his wife that my father will take care of all of the things, all the formalities, paperwork and everything. And she didn't have to worry about it. That kind of trust and reliance moved me. I began to understand that being a financial advisor is not just only selling policies or making transactions, but it's about being there for the family and being the final pillar of strength when the times are uncertain.

Q: What advice would you give to fellow advisors to stay motivated?

Firstly, always lead with honesty. It is valued more than a polished sales talk. When they trust you as a family, the relationship goes beyond the business and that's where the real impact begins. Secondly, know your products inside out. Don't just rely on training sessions. Take your time to read the actual documents. That depth of knowledge will build credibility and give you the confidence to advise with conviction. Thirdly, aim for MDRT, not just as a recognition, but as a mindset. It pushes you to stay sharp, consistent and growth oriented. And remember, it's the bare minimum. Fourthly, don't get discouraged when the days are slow or the months are quiet. Keep meeting new people. Keep showing up. Every conversation is a step forward to securing their family. That's the real reward. If you stay focused on that, the motivation takes care of itself.

Finding purpose and motivation in financial advisory

Transcript

Author(s):

Somil Gandhi