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Success in the financial services profession is often built on the habits practiced long before the first client meeting of the day, and each morning presents an opportunity to build momentum through disciplined habits and focused execution. Dhruv Jariwala, a one-year MDRT member, follows a disciplined routine, clear priorities, and consistent client engagement, to form the foundation of long-term success.

At the beginning of every month, Jariwala establishes clear goals and defines specific milestones to achieve. For example, he may set targets for the number of client review meetings, policy renewals, or referrals generated during the month.

During the financial year-end season, he places additional focus on tax-planning discussions, while the festive season is often dedicated to reconnecting with existing clients and strengthening relationships. Once these objectives are in place, he develops a structured action plan, which may include prioritizing client meetings and identifying opportunities to strengthen relationships with both existing and prospective clients.

Maintaining focus becomes easier when advisors connect their daily activities to a larger purpose rather than viewing client interactions as simple transactions. He approaches each conversation as an opportunity to help individuals and families achieve greater financial security.

This approach was reinforced during a follow-up with a prospect who had postponed discussions about life insurance several times. Instead of concentrating on making a sale, he focused on understanding the prospect's family situation, long-term goals and financial concerns. He often begins with questions such as, “What financial goals are most important to your family over the next 10 years?” and “If something unexpected happened to you, how would your family's lifestyle be affected?”

He also asks clients to identify their biggest financial worry and their top priorities for wealth creation and protection. These conversations helped uncover the prospect's concerns about his children's education and his family's financial security, enabling Jariwala to recommend a solution that directly addressed those needs. The conversation eventually led to the client securing appropriate protection for his family.

“Moments like these reinforce why consistency matters,” says Jariwala. “When advisors focus on serving clients well every day, long-term goals such as MDRT become a natural outcome of that commitment.”

Each day begins with reviewing goals, priorities, and scheduled activities to ensure time is allocated intentionally. This preparation creates focus and allows client interactions to be approached with greater confidence and purpose.

Once at the office, he reviews the day’s client schedule, returns calls, follows up on pending cases and prepares thoroughly for upcoming meetings. Time is also dedicated to identifying clients who may benefit from policy reviews or financial planning discussions.

Preparation often proves invaluable. Before a recent client meeting, he reviewed notes from previous conversations and identified several significant life and business changes that had occurred since the last review. Because of this preparation, the discussion quickly moved beyond routine updates and focused on solutions that better aligned with the client’s evolving financial goals.

During the review, Jariwala discovered that the client had recently become a parent and wanted to build a dedicated education fund for his child. He also realized the client’s existing life insurance coverage was no longer sufficient for his growing responsibilities.

As a result, Jariwala helped restructure the client’s financial plan by increasing protection coverage and introducing a goal-based investment strategy for future education expenses. The result was a stronger relationship and greater financial security for the client’s family, and a plan that reflected his current life stage and priorities.

Similarly, an early morning follow-up call led to a productive conversation with a prospect who had delayed making an important financial decision for months. Jariwala had learned the prospect's primary concern was committing to a long-term insurance plan while managing current family expenses.

During the call, he focused on understanding these concerns rather than pushing for a decision. He explained how a phased premium payment option could provide adequate protection without straining the prospect's cash flow. The timing of the call also helped before the demands of the workday took over.

The prospect was more relaxed and open to discussing his long-term financial goals. The conversation ultimately gave the prospect the clarity and confidence needed to move forward with the plan. By remaining consistent, Jariwala was able to address concerns effectively, ultimately helping the prospect move forward with a plan designed to protect his family’s future.

Strong morning habits create the foundation for the rest of the day. Starting with a clear plan enables advisors to remain proactive rather than reactive. These experiences highlight an important lesson for advisors: Productivity is not simply about staying busy. It is about ensuring that every client interaction is purposeful, relevant and valuable.

For advisors, these examples demonstrate that success is often built through simple but consistent disciplines. Reviewing priorities, preparing for client conversations, following up diligently and approaching each day with intention can significantly improve both client outcomes and business performance.

Ultimately, Jariwala views strong morning habits as more than a productivity strategy. They provide the structure, focus and discipline necessary to serve clients effectively, build lasting relationships and achieve long-term professional goals.

Contact: MDRTeditorial@teamlewis.com

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HEART

Putting yourself in the client’s shoes means more than just selling a product, but also offering solutions, providing peace of mind, providing clarity of direction and building trust that continues to grow over time. My strategic approach, abbreviated as HEART:

Human first: Treat clients as people.
Empathy: Listen without judgment.
Ask deeply: Pose meaningful questions — don’t just collect data.
Respond with care: Offer relevant and realistic solutions.
Trust the process: Build long-term relationships — don’t just chase closings.

—Nancy Raini, five-year MDRT member

No-client Mondays

I used to find myself doing some work on weekends to prep for Monday’s client meetings if I didn’t have time on Friday. Now I do not have client meetings on Mondays, and I try not to have to call back any clients on a Monday, either.

The day is blocked for my admin. Whether it’s catching up from the week before, completing to-do lists, building out the upcoming week’s to-do list, working on the business, working on a client’s strategy or reviewing client plans, it’s all admin work. Yet it is still revenue-generating and part of my role as an advisor and practice owner.

I find I can accomplish a lot of work on a Monday, as I’m mentally prepared and know the day is about getting on top of my work with minimal interruptions. My staff know it’s the one day of the week I’ll be getting back to them on outstanding requests and will be available for them compared to other days of the week.

—Joel Phillip Campbell, 21-year MDRT member

Clan advisor

My business practice is centered around establishing my position as the principal advisor in a family between the two partners. Often, a couple’s life is intertwined with their extended family’s relationships and politics. That is where I start my path toward becoming the clan advisor. When the estate planning of the matriarch and patriarch are directed by me, it gives me the power of influence to prevent and resolve conflicts.

I maintain harmony as the principal advisor of the children and their spouses. I believe that people need an advocate between them to relay information in a digestible manner — between spouses, parent and child, and siblings. It could be a counselor or a pastor, or maybe even a family friend. But I believe the clan advisor is the best person to maintain harmonious connections in the family. I explain the above and justify why the family will benefit from this “family member” who is not blood-related, and I get referred naturally to their siblings and parents for business.

—Joseph Tan, ChFC, CLU, 19-year MDRT member

Breaking down goals

For me, small successes aren’t separate from big goals; they’re the same goals, just with shorter timeframes and broken-down methods. For example, if my big goal is to increase the number of new clients this quarter, I’ll break it down into smaller goals, such as scheduling three new client appointments per week, or preparing documents and following up with existing clients daily. When I complete these smaller goals, I don’t just get the work done; I gain motivation and drive. What I get back isn’t just finished work, but the motivation and encouragement to keep going. More importantly, this approach allows for continuous learning — in my own work methods, adapting plans to specific situations and solving real-world problems, not just those on paper.

—Kongkiet Sakanuchaichan, seven-year MDRT member

Delegating inbox management

One of the most impactful changes I’ve made has been delegating full control of my email inbox to my main admin staff, following the recommendation from Dan Martell’s book “Buy Back Your Time.” This allows me to stay focused and avoid distractions. My admin checks and manages my Outlook inbox entirely. I no longer view the default inbox; instead, she uses a dedicated folder labeled “Shelley’s Inbox” subdivided into:

Clients
Accountant
Office operations
MDRT
Personal

This structure enables me to process emails by focus area, improving task batching and deep work. The result is fewer distractions, better email prioritization and improved focus on high-value tasks.

—Shelley MacIntyre, CLU, CHS, 12-year MDRT member

Make it personal

In my local market, building personal relationships has always been the most effective strategy. I don’t approach prospects with just products — I start by understanding their family needs, goals and worries. Simple gestures like attending community events, helping people with financial awareness sessions, or just being present in their important life moments have built strong trust. Many of my best clients came through referrals because they felt I genuinely cared.

—Subrata Samanta, 14-year MDRT member

Schedule ahead

At the end of a client meeting, I pull up the calendar with clients to schedule the next meeting, even if the next meeting is in six months or a year — just like you would do with a dentist. It’s better to have something on the calendar now before we both get too booked up, and we can always change the meeting if we need to. Also, like a dentist, I make sure my team reminds the client a week before their meeting and sends an agenda to clients.

—Layne Jeffrey Brown, ChFC, CLU, 18-year MDRT member

Long-term view

The moment a client signs their contract, they’re not just buying the product, but also a long-term commitment, expecting and trusting that you will provide that service in the future. The same product, handled by different people, can yield drastically different results. Therefore, what clients ultimately look for is the advisor’s values and career stability.

—Chao Chun Peng, 13-year MDRT member

Gratitude in referrals

When asking for referrals, I don’t say, “Please refer me.” Instead, I say, “If you ever know any business owners facing similar challenges, I’d be grateful if you’d remember me.” By choosing my words with gratitude, I find it easier to convey my commitment to helping others without coming across as too transactional to my clients.

—Naoki Noda, 14-year MDRT member

Positive language

I once attended a neuro-linguistic programming psychology course. The instructor emphasized that using “positive language” and employing positive psychological cues in communication can put both oneself and the client in a better state. For example, when feeling nervous, instead of telling yourself, Don’t be nervous, which directs attention to nervousness, it’s more effective to say, I can relax, which shifts focus toward relaxation. Applying this technique in client interactions — using more optimistic and affirmative vocabulary — can guide clients toward more positive thinking, enabling them to make important decisions in a more comfortable and rational mindset.

—Li Wangzhen, five-year MDRT member

Take note of your peers

At industry events and parties, I take note of the financial advisors who are getting recognition for their success. I introduce myself, mentioning people we may know or activities we participated in. I invite them for coffee and pick their brains. You would be surprised at how generous and eager they are to help. If you think about it, which is scarier: reaching out to a successful financial advisor to learn from them or reaching out to a stranger to pitch the value of insurance to them? At least with the former, since you are both financial advisors, you have many things in common.

—Ruben C. Ranin, four-year MDRT member

Gauge client awareness

Here’s how I encourage clients to refer me to others without sounding transactional. First, I assess client awareness. Before making any referral request, I first evaluate the client’s understanding of financial planning and insurance.

For clients with high awareness: If the client already possesses financial knowledge or has previously purchased insurance products, I communicate more directly. I acknowledge their expertise and say, “Since you recognize the value of these services, if you know anyone who might benefit, I’d appreciate an introduction.”

For clients with low awareness: If the client has little to no familiarity with insurance or financial planning, I avoid mentioning referrals entirely. This protects the pure trust we’ve built and prevents unnecessary pressure.

—Huang Ziyin Remi, four-year MDRT member

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How to become more intentional with scheduling

After years of working 10- to 12-hour days as a financial advisor, 10-year MDRT member Marc Schouten, B Com, CFP, has now reduced his workday to eight hours, allowing him to train for charity bike rides, and spend quality time with family and friends.

Reaching this level of balance didn’t happen by accident. Schouten stresses that creating work-life balance requires intention and consistent planning. Here’s how he creates balance:

Uses a shared calendar system with his business partner, 13-year MDRT member Chris George, CFP, TEP. Both work and personal commitments go into the calendar to ensure balance.
Plans for rest and peak periods during his busiest season in January and February.
Leads with integrity. Schouten will walk away from opportunities that don’t align with his values, even if they seem lucrative. He wants clients with whom he can “sit around a table together” and share mutual trust.
Sets boundaries. Schouten doesn’t accept accountability for what he can’t control, such as financial market performance or underwriting results. He encourages clients and peers to adopt this mindset to avoid burnout.
Focuses on a target market of younger dentists and creates planning models tailored to them.
Delegates tasks that are worth less than $250 per hour.

“New advisors must work hard to survive and attract clients. Established advisors must shift to high-value tasks only,” Schouten said. “You can do this by analyzing your activities and then eliminating, automating or delegating them.” This includes embracing AI and technology for efficiency and quickly delegating to assistants, he said.

In all of this, never lose sight of the importance of a service mindset, Schouten said. Also, balance isn’t just a goal for him — it’s a discipline, supported by a service mindset that guides how he shows up for clients and his community.

The 4 C’s of building trust and connection

Rachel DeAlto

Trust is the foundation of relationships, and yet sometimes, without intending to, we can prevent trust from developing. Trust doesn’t happen through flashy presentations and gifts. Instead, it’s often built, brick by brick, in the smallest of moments by following the four C’s.

Communication

This means being honest and transparent with teams and clients. When things are going well, communicate it. When things are going poorly, communicate it. When there’s something that is uncertain ahead, communicate it.

Competence

Trust is built through our knowledge and skills, and you have that. But here’s where I think trust is really built. Trust is also built when you say, “I don’t have all the answers.” There is so much information that you need to know to help your clients. You’ll build trust faster and better when you’re willing to say, “I don’t know, but let’s figure this out together.”

Consistency

Consistency means that you show up, time and time again. It means that your words match your actions. People can’t trust what they can’t predict.

Care

You could be the most competent, consistent communicator, but if you don’t care about the people in front of you, nothing matters. Care isn’t a matter of becoming best friends with someone or having all the knowledge about their life. What it does mean is that you care about their progress, you care about their trajectory, you care about them as people. Maybe you do know a couple of personal things about them, but if you don’t show them, they don’t know.

Trust audit

To make sure you’re always evolving in these areas, do a trust audit. Look at the four C’s, and rate yourself on a scale of 1 to 10. Then focus on one area each week where there’s an action you can take to evolve further.

Here are some examples of simple actions you can take:

Give your team a weekly update about how things are going.
Ask people for input, and let them know you value their opinion.
Show up on time for meetings, and follow through on emails and phone calls.
Remember a personal detail about a team member or client. Maybe you know their kid has a sporting event, and you ask a follow-up question about it.

You would be shocked at how much of an impact small actions make to build trust. And without trust, we can’t build great teams or client relationships.

Members and experts from around the world share how they step up their productivity, find inspiration, and balance life and work in the MDRT Blog. Get their insights sent to your email two to three times a week by scanning the QR code to subscribe or visit mdrtblog.org/subscribe.

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Five-year MDRT member Joanne Mae Sendon Palad did something for her first client that many advisors don’t do for their 100th: She compiled the client’s existing policies into a book with a printed summary of each, organized by company and family member, and indicating which coverage applied to whom.

“This approach gave them confidence that someone was truly taking care of their financial records,” Palad said. “It also helped establish my credibility beyond sales, as I became someone they could approach not only for new policies but also for those they already had with other companies.”

If it sounds like you need to be especially organized to bring that level of clarity to clients, you’re right. In fact, Palad worked for five years as an office assistant in the automotive industry, thriving on keeping files, schedules and tasks in order. When a colleague suggested becoming a financial advisor, Palad initially saw it as a part-time, side opportunity rather than a career path. And she initially struggled turning cold calls into appointments.

Then, the unexpected and unimaginable happened.

After a three-month training period as an advisor, Palad took a sabbatical due to a high-risk pregnancy and tragically lost her baby after seven weeks in the hospital. This “deeply difficult personal experience” led to a period of grief and continued sabbatical.

When Palad returned to work, she was more intentional with her approach — building and nurturing relationships through Facebook and other social media before transitioning to more formal conversations with prospects. She also reflected on her time in the hospital, when she witnessed the struggles of many families, including her own, as they dealt with the emotional and financial burden of prolonged hospital confinement.

So, she used Facebook to reconnect with a mother she had met whose child had been in the neonatal intensive care unit for several months. She was a former executive working in a multinational company and had worked abroad as an expat, and Palad offered to review and organize all of the family’s existing policies, including coverage from other providers.

What started as a small, supportive gesture grew into a trusting relationship. Over time, the client not only appreciated Palad’s careful guidance but secured five policies focused on health, disability and life insurance protection, designed to address the financial impact of her child’s long-term hospitalization and medical costs.

Admin skills as a professional edge

By leveraging her administrative skills, Palad turned clarity into a tangible value that resonated deeply with her first client. This became her signature approach, providing each client with a master spreadsheet (expanded from the detail and data organization she delivered in her previous role) tracking policy types, coverage amounts, premiums, renewal dates and key notes.

For complex portfolios, she creates summary sheets that translate technical insurance terms into plain language, so clients can easily understand their coverage. For clients with multiple policies, she prepares simple comparisons showing what each plan covers, where gaps exist and actionable recommendations. Visual aids such as tables or flowcharts help clients make decisions confidently.

New clients start with a policy audit, where Palad reviews all coverage, organizes documents and identifies urgent gaps. The most common gaps she observes are in critical illness coverage, hospitalization allowance and personal accident reimbursement. She typically recommends maximizing hospital income benefits, increasing accident protection and adding early-stage critical illness coverage if the budget allows.

Palad also uses structured follow-ups to stay on top of client needs, as a calendar of touchpoints overseen by Palad’s assistant tracks policy reviews, renewals and personal milestones like birthdays. “Follow-ups are paced according to the client’s comfort level,” she said, noting that she only uses automation for quarterly email updates set up by her staff. “These client check-ins serve as a channel for updates, guidance and support.”

With the help of this system, Palad’s client base has grown organically. Today, she serves about 200 clients, focusing on professionals, self-employed business owners and mothers. Her careful documentation and consistent follow-up make her a dependable advisor for those who value thoughtful, long-term planning.

“Being organized may seem ordinary, but it’s powerful. It allows me to give clients clarity, transparency and reliability — and that’s how trust is built.”

The power of quiet strengths

Palad’s methodical approach does more than organize policies. It delivers real, measurable results for clients.

For example: One of her largest clients is a couple in their 40s — a business owner and an overseas Filipino worker — who came to her with scattered insurance coverage and little clarity on their financial priorities. Palad started by reviewing all existing policies, identifying overlaps and gaps, and creating a coordinated plan that balanced protection and growth. She then guided them through step-by-step decisions, from family life insurance and health coverage to retirement planning and business protection.

Today, their portfolio ensures family security, business continuity and long-term financial goals.

“Identify your strength, no matter how small it seems, and turn it into a service that creates real value for clients,” Palad said. “Patience, persistence and focus on your unique abilities can turn even ordinary skills into extraordinary advantages.”

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Amid digital distractions, regulatory shifts and evolving client expectations, mastering disciplined routines can play a big part setting top performers apart. Prioritizing purpose, learning and trust enables advisors to deliver stability and value in volatile markets. Surojit Kala, a 16-year MDRT member who currently serves 2,000 clients, embodies these habits with excellence through practices that make him a responsible advisor to his clients.

1. Begin with purpose

Kala starts his day with purpose, not haste. Before meetings or messages arrive, he spends 10 to 15 minutes reviewing client needs, current tasks, and long-term objectives. Earlier in his career, he would start his day by immediately checking emails and responding to messages. “I used to let my inbox decide my priorities,” he recalls. This often meant reacting to urgent but less important requests, while strategic client follow-ups or long-term planning would get pushed to the end of the day.

The turning point came when he once missed a timely opportunity to suggest a portfolio rebalancing to a client simply because he was caught up responding to routine queries that morning. That experience made him realize the importance of setting his own agenda before the day sets it for him.

Now, by reviewing his clients’ milestones and ongoing tasks first thing in the morning, he proactively reaches out with timely insights, anticipates concerns before they arise, and plans follow-ups aligned with long-term goals. "This keeps me proactive instead of being reactive," he says.

2. Listen deeply

Building on this intentional start, Kala emphasizes his second key habit: deep listening.

Kala believes advisors must listen closely and deeply to clients. Over the years, he realized clients rarely remember product details but always recall how well you understood their fears, aspirations, and family responsibilities. Many of his best relationships grew because he chose to listen more, letting clients talk 70% of the time during meetings.

He recalls working with a young couple in their early 30s who initially approached him for a simple investment plan. As he encouraged them to speak openly, their deeper concerns surfaced. The husband feared that a sudden health emergency could wipe out their savings, as he was the sole breadwinner. His wife worried about their daughter’s future education and the possibility of being financially unprepared if something unexpected happened.

Instead of immediately recommending products, Kala mapped out their concerns into a structured financial plan. He first ensured adequate term insurance coverage to secure income replacement, followed by a comprehensive health insurance policy to protect against medical contingencies. Once the protection layer was in place, he designed a disciplined SIP (Systematic Investment Plan)-based mutual fund strategy aligned with their child’s higher education goal and long-term wealth creation.

By addressing their fears first and then aligning investments with their aspirations, Kala didn’t just sell a policy — he created a plan that gave them clarity and peace of mind. “When clients feel heard, solutions become meaningful,” he says.

3. Always keep learning

Continuing with his third habit, Kala prioritizes daily learning to stay ahead.

Daily learning keeps him ahead. He dedicates 20 minutes to podcasts or articles on changing client behaviors, evolving regulations, quantum technology risks, and market shifts. But this is not just random consumption. He chooses content based on three filters:

Is it relevant to his clients’ immediate concerns?
Does it explain emerging risks or regulatory changes?
Can he translate it into actionable advice within a week?

He regularly listens to podcasts such as the MDRT Podcast, The Tim Ferriss Show (for behavioral insights), and finance-focused platforms like Capitalmind Podcast and Morningstar Insights. He also reads publications such as Mint, The Economic Times Wealth, and global regulatory updates from Insurance Regulatory and Development Authority of India (IRDAI) circulars.

One specific insight that transformed his practice came from a podcast episode discussing behavioral finance and “recency bias” the tendency of investors to panic during short-term market corrections. Shortly after when markets experienced volatility, several clients called him, anxious about their Systematic Investment Plan (SIP) investments.

Instead of reacting defensively, Kala proactively scheduled review calls. He explained how short-term corrections are normal, presented historical market recovery data, and reinforced their long-term goals. He also created a simple one-page volatility explainer that he now shares during turbulent phases.

As a result, none of his long-term SIP clients discontinued their plans during that period. In fact, two clients increased their allocations after understanding the opportunity in corrections.

“In this field, which affects financial security, staying updated is not optional; it is a responsibility,” he asserts. “Learning gives me the confidence to guide clients calmly when uncertainty rises.”

4. Maintain discipline

His fourth habit centers on drawing discipline from his sense of purpose.

For Kala, discipline flows from purpose, not pressure. Thinking of the families and futures he serves steadies him through low-energy days and volatile markets.

Early in his career, he realized motivation fluctuates, but systems do not. That insight pushed him to formalize routines instead of relying on mood or market momentum.

He began building structure around everything he did.

Annual Planning (January): At the start of every year, Kala blocks two full days to set revenue targets, client retention goals, learning priorities, and personal development benchmarks. He categorizes clients into A, B, and C segments to define service intensity and review frequency.

Quarterly Reviews: At the end of each quarter, he audits his portfolio — tracking renewals due, identifying underinsured families, revisiting paused conversations, and spotting cross-sell opportunities.

Weekly Structure: Monday mornings are reserved for pipeline reviews and follow-up scheduling. Fridays are dedicated to compliance checks and documentation updates.

Fixed Client Review Cycles: A-segment clients are reviewed every six months; others annually. Reviews are scheduled proactively, never left to chance or client initiation.

Across all these systems, he prioritizes three non-negotiables:

Adequate protection for families
Cash-flow alignment with long-term goals
Relationship continuity through proactive touchpoints

However discipline is not only operational for Kala, it is also emotional.

There was a particularly difficult period during a sharp market correction. Portfolio values dropped rapidly, and several long-term clients grew anxious. One high-value client called late in the evening, visibly frustrated and questioning past investment decisions.

Earlier in his career, Kala admits he might have reacted defensively by attempting to justify performance immediately. This time, he paused. He reminded himself that clients react emotionally before they react rationally.

Instead of engaging in an impulsive debate, he scheduled a calm, structured review meeting.

During that meeting, he:

Revisited the client’s long-term financial goals
Presented historical recovery data to provide perspective
Slightly rebalanced the portfolio to reduce short-term volatility exposure
Increased allocation to safer instruments to restore confidence

The result? The client stayed invested. As markets stabilized in the following months, confidence returned. Later, that same client referred two business associates to Kala for his steady, solution-oriented approach.

“That phase taught me that discipline is not about suppressing emotion,” Kala reflects. “It’s about creating enough structure that emotions don’t dictate decisions.”

For him, systems create consistency and purpose sustains it.

5. Build trust

Finally, Kala's fifth habit is to lead with trust.

For MDRT members in their early career, he recommends one habit: build trust before any transaction. Learn their life story, values, and responsibilities first. Be honest about limitations and stand by them in tough times. "When trust is strong, business becomes a natural outcome," he notes.

An experience early in his MDRT journey cemented this belief. A long-standing client once approached him with excitement about a high-return, unregulated investment opportunity suggested by a friend. The projected returns were attractive, and the client was eager to move quickly.

Kala reviewed the structure carefully. What he found concerned him. The product lacked regulatory clarity. It did not align with the client’s risk profile or long-term protection needs. More importantly, he recognized that he did not have deep expertise in that specific alternative investment space to confidently advise on it. He faced a choice: facilitate the transaction and benefit from the momentum, or pause and protect the relationship. He chose transparency.

He told the client clearly that:

The product fell outside his area of specialization.
The risks were not aligned with the existing financial plan.
He would rather step back than recommend something he could not fully stand behind.

He even suggested that if the client still wished to explore it, they should consult a specialist and consider limiting exposure to a small, non-critical portion of capital. The client paused. Ultimately, he decided not to proceed. Months later, news surfaced about regulatory complications surrounding similar schemes. The client called Kala and said, “This is why I trust you. You were willing to say no.”

That moment strengthened their relationship significantly. Over time, the client consolidated more assets under Kala’s advisory and referred family members to him.

Kala sums it up, “Real success in financial advising comes from steady integrity over decades, not short-term efforts.”

Contact: MDRTeditorial@teamlewis.com

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Surojit Kala shares the five disciplined habits - purpose, deep listening, continuous learning, structured systems, and trust - that contributed to his MDRT success over the years.

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Family wealth conversation

I hosted a small roundtable for a client in his late 60s. He brought along his wife and two adult children, and we called it a “family wealth conversation.” The idea was for everyone to sit together and talk openly. The father shared how he built his wealth, the mother spoke about her concerns around health care, and the children expressed their goals — one wanted to buy a house, the other was dreaming of starting a business. My role was just to connect these dots and show how an estate plan could make sure everyone’s intentions were respected without conflict.

At first, the mood was a little formal, but as the conversation opened up, there was laughter, relief, even a sense of unity. Later the father told me, “I feel lighter, because everyone now knows what I want, and I know what they need.” That’s the power of bringing families together as it transforms planning into something shared and meaningful.

—Bijay Chand Bothra, 12-year MDRT member

Peppermints

One of the best ideas I’ve heard was a super simple one: Have peppermints available in the meeting. Peppermint has a calming effect that helps when someone is feeling stressed or needs to make a decision. Simply having a bowl of peppermint candies on the table has allowed clients to have something to chew on while they chew on the information they are receiving. I know it sounds silly, but when I see someone reach for a mint, I know they are listening and thinking about things. This is usually a good buying sign and lets me know they are actively listening.

—Brandon J. Wellman, CFP, RICP, seven-year MDRT member

The perfect and predictable week

A perfect week is when you have balance. You have to see the clients. You have to learn. You have to network, exercise, get a good night’s sleep, spend family time together and walk the dogs. Whatever your ideal week is, you need to have structure, and if you’re not doing a bit of everything, then you tend to find you have lumpy weeks.

I need to work out during my high-energy days. I choose not to work on the weekends, and I know that I can only do a couple of evenings, otherwise my energy goes. I know the beginning of the week is better for me than the end of the week. I do 30 appointments a week, and those appointments are generally done by mid-Wednesday. From there, I make sure that everything is set up for the following week. I know my high energy is at the beginning, and that’s the way we create that predictable week.

—Katrina Ann Church, 11-year MDRT member

The right temperature

I always use figures of speech in my explanations. For example, when discussing retirement assets, I say: “Imagine your money as five liters of coffee. Let’s divide this coffee into three containers: a regular water bottle, a cooling tumbler and a thermos. Each one keeps your coffee ready for when you need it — hot, cold or room temperature.

—Dong Ho Shin, five-year MDRT member

Be distinctive

Elevating your brand beyond the sea of sameness is not so much about being differentiated but being distinctive. Differentiation is about your value proposition. Distinctiveness is about something far greater. It’s about the mental, cognitive real estate that we own in the hearts and minds of people. This is an important note because differentiation focuses on products, and products are made in the factory or they exist on the shelf. But brands exist in the mind. They are identifiable signifiers that conjure up thoughts and feelings in the hearts and minds of people. Products fade away, but strong brands are timeless; they exist forever. So, differentiation is about comparing my fruit to your fruit — which one’s better? But distinctiveness is about the cognitive real estate that we own in the hearts and minds of people. If we want to build stronger brands, we have to elevate to a point of distinctiveness, not differentiation.

—Marcus Collins, award-winning marketer, author and 2024 MDRT EDGE speaker

3 tips for handling your team

First, I suggest you hire a friend or acquaintance who shares your values. For me, that is very important. Second, pay them well. If you have a better quality of life, they should also be able to improve their quality of life. That is important so they also feel recognized. Third, give them financial and non-financial incentives. What kind? Give them recognition in front of the insured for their good work. Congratulate them because they did well. Don’t just support them financially, which is also important, but thank them for their work and dedication because the insured was able to see that what they purchased was a benefit for them.

—Grethel Alicia Vázquez Galvan, 17-year MDRT member

CARE

This is the framework I use to guide each client’s retirement plan:

Clarity — Many clients come in with a jumble of insurance and investment policies. The first step is consolidating everything into a single view — showing how and when funds will be paid out.
Alignment — I then align financial tools with lifestyle goals, such as downsizing property, caregiving or traveling more often.
Road map — A structured plan follows with milestones, buffers and contingencies. It’s like a GPS — you know where you are and where you’re going.
Empowerment — I also focus on simplifying complex concepts, so clients walk away with confidence. One client likened it to an annual health check: “I now know exactly where I stand and what needs adjusting.”

—Carene Tan, one-year MDRT member

True professionalism

True professionalism is not about pleasing the client, but about thinking ahead about the things they have not even considered yet. Telling the truth is not always easy, but that is exactly what a real advisor should do. I did not learn professionalism from hitting sales targets — I learned it from every experience where I truly helped a client and became someone they could trust.

—Jung Chun Chen, eight-year MDRT member

Where a plan leads

We encourage every new prospect to engage with us to do a financial plan. We charge a fee for this. Once the plan is done, it identifies a course of action. At this point, we don’t really have to sell them anything. We are now only providing the products and services for them to accomplish their goals. If we get objections, we go back to the plan and ask them what they would like to eliminate as a goal.

—Mark E. Friese, CMFC, 27-year MDRT member

Solutions are not just products

I never sell what I want to sell. I only advise what clients need based on data, feelings and deep understanding. Trust only comes from true empathy. Only when clients share enough do I have a basis to come up with suitable solutions. Close relationships with clients start with sincerity and real emotions, not from products or prices. For me, personalization is not just a strategy; it is a way for clients to no longer be “customers” but to become trusted friends on the journey to a safer life.

—Trang Thị Huyền Nguyễn, two-yearMDRT member

FLY as a Whole Person

Maintaining balance is not easy, especially in this profession, which often demands intensive time and energy. But I always adhere to the FLY principle: First Love Yourself. I believe that to be able to serve others optimally, I must be in peak condition physically and mentally. With a structured and mindful lifestyle, I can give my best to my clients, my community, and of course, my own family.

The concept of Whole Person to me means growing in all aspects of life, including career, health, family, spirituality and social life. For me, success isn’t just about numbers. Keep learning, and don’t forget to share. Be a mentor, contribute and help others grow. That’s how we become Whole Persons, not just successful financial advisors, but individuals who make a significant impact in various aspects of life.

—Vonny Gunawan Liu, nine-year MDRT member

Building a bridge/vision transfer

I see my job as not just about financial planning for each generation, but also about building a bridge between generations so that they can move forward together. We don’t just plan their finances; we have a clear financial plan that creates peace of mind for parents, grandparents and children, so they can understand each other. I believe that the success of a financial advisor lies not just in increasing client security or wealth, but in helping pass on determination and understanding to future generations, enabling them to have a better life.

We don’t just transfer assets; we help transfer vision. I believe that true financial stability is not just about finances; it’s about passing on understanding from generation to generation, understanding that parents intend to pass on to the next generation.

—Kongkiet Sakanuchaichan, six-year MDRT member

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For a long time, Artificial intelligence (AI) has been perceived as a futuristic tech add-on. That is changing now, and AI is becoming critical to most of a financial advisor's functions, including time management and deepening client relationships. It is also becoming clearer that AI is not replacing the human element but making it more effective and sharper, offering greater value to clients.

This is the fundamental premise that MDRT members Gopi Srinivasalu and Gagan Tiwari agree on. They say AI has changed how they work, improving their output and making it more precise and productive.

Keeping the human element alive

Gopi Srinivasalu, a one-year MDRT member, says AI has transformed the financial advisors' workplace in many ways. He says, “Initially, basic tasks such as creating comparison sheets, working on product summaries, or working on educational content involved spending an hour to make it understandable for clients. Now, a good prompt on an AI tool, such as ChatPTg, Gemini, or Copilot, helps me get the same information out with sharper and more engaging details. For instance, instead of saying, ‘Write a post on insurance planning,’ I ask AI to ‘Write a LinkedIn post for Indian business owners explaining the importance of insurance planning, using a real-life scenario and a warm, conversational tone.’ By tweaking the prompts with these specifics, it helps to bring out clear, relevant and engaging content. All this in only about 10 minutes.”

Srinivasalu believes AI has maintained the personal touch. With most research and documentation handled by AI tools, financial advisors can spend more time tobetter understand and address clients' needs. It makes the deliverables clearer and is good for business. He says the changes are noticed by the clients as well, and the personal touch helps bring in more business. “AI improves research. It makes sure advisors can educate and inform clients and do not need to be concerned on sales.”

Gagan Tiwari, a four-year MDRT member, broadly agrees with this assessment. He has integrated AI tools into the Customer Relationship Management (CRM)system, which he reckons helps create a sharper and more intuitive client management system. These include ChatGPT, Gemini, Copilot for client communication, and Zoho’s CRM AI assistant, Zia, for an intuitive client management process.

He says, “The new system can analyze key behavior patterns of clients, understand their renewal cycles and portfolio triggers. It helps anticipate client needs in advance and play a proactive part.”

For instance, he explains the AI-backed system flagged a young technologist whose renewal patterns changed during the festive season. Tiwari reached out and spoke to him, reminding him of the upcoming renewals and the need to address concerns (such as changes in premium amount and coverage adequacy) before they escalated. “It was appreciated by the client. AI helps us do this more consistently.”

The advisors contend that AI-enabled tools help them manage twice as many clients without compromising service quality. This, they argue, is aided by the automation of many critical tasks such as follow-ups, renewals, and scheduling. It leaves more time for deeper, meaningful conversations and strategic planning.

Cracking the narrative

Another key benefit of AI-backed tools is improving communication, the advisor says. The targeted personalized messaging AI offers makes sure one is understood much better. It can tweak messages, content, and tonality based on the target audience and group. For example, he Tiwari uses generative AI to adjust tone and language when communicating with different client segments. This selective use of personal messages makes sure information relevant to the target group can be sent out quickly.

Srinivasalu explains, “I used to feel my social media posts were generic and did not reach the people I was keen on connecting with. By using AI to craft his social media posts, he managed to find new clients as many reached out to him, interested in his social media content that felt practical and not pushy.

Tiwari also faced a similar situation. His focus area was tax-efficient planning for young professionals, business owners, and newly married families. Reaching out to this diverse group required heavy reliance on referrals or manual outreach.

“AI has changed the game. Tools like ChatGPT, Gemini, and Copilot helped me create sharp, focused content pieces, including sharp educational posts, videos, scripts, and infographics on issues such as cash-flow management, protection planning, and tax optimization.”

Tiwari points out that a Bengaluru-based entrepreneur contacted him after seeing an infographic that explained a complex business continuity insurance very well. “The customer trusted me to create a protection and investment structure for his family.” Tiwari and Srinivasalu state a large portion of their client base now comes from crucial demographics, aided by AI-enabled clarity.

Improving the workflow

Srinivasalu compares AI to a silent business partner adept at handling most backend tasks, such as research, comparative analysis, and creating summaries. This helps to channel all his energy into tasks such as building trust, better understanding client needs, and offering sharper advice backed by years of experience. Tiwari agrees and says AI helps make personal financial plans better with client data and often offers proactive help. “It reduces the operational workload and offers solutions for client education as well.”

They point out that AI helps improve client satisfaction and builds trust, which translates into long-term retention. These insights are part of a larger trend in which new AI tools are improving efficiency and personal engagement. Advisors can listen and plan more, alongside guiding clients well. This is proof that tech tools can improve human capabilities and skills and work alongside people. AI works best in amplifying the qualities that make financial advisors indispensable.

Contact: MDRTeditorial@teamlewis.com

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When MDRT member Lee Wan Qi reflects on what it means to start the new year right, her answer is not about resolutions or sweeping reinventions. Instead, it is about clarity, purpose and the discipline to build habits that last. For her, the new year is less of a reset and more of a recalibration, an opportunity to refine the systems that already work and remove the ones that do not.

“A new year does not change you. Your habits do,” she says. Her January routine reflects that mindset, beginning with restructuring her prospecting pipeline and carving out non-negotiable blocks of time for client meetings, prospecting, servicing and learning. Rather than allowing administrative work to dictate her schedule, she intentionally prioritizes high impact activities that move her practice forward.

Redefining the new year through structure and intention
The first quarter is especially important to her. She believes while emotional momentum is built early, it must be sustainable. Instead of chasing a fast start, she reconnects with her purpose and revisits client stories that remind her why this work matters.

“Purpose is the fuel. Without it, even the best goals feel heavy.” One of her key practices is breaking annual targets into 90-day blocks. This turns overwhelming goals into practical steps she can evaluate and adjust along the way. By tying each target to real families she wants to protect, those goals feel meaningful rather than mechanical.

“When your goals have faces and names behind them, discipline becomes easier.” This approach keeps her accountable while leaving room to adapt when circumstances shift.

Systems, routine and strategic focus
Her workflow is built with the same intention. Every January, she updates her prospect lists, refreshes her segmentation and reviews the systems she relies on daily.

“If it is not scheduled, it will not happen.” By dedicating specific hours solely to client engagement and prospecting, she ensures the work that matters most always comes first. Administrative tasks are handled outside those peak periods, not squeezed in between meetings.

This structure helps her start the year with clarity and rhythm. It also creates the consistent presence she believes clients value deeply.

Although structure anchors her practice, adaptability keeps it relevant. Each new year brings new client expectations, tools and opportunities to learn. She embraces these changes with curiosity rather than pressure.

Lee shares, “Strong momentum is not about working harder in January. It is about staying grounded enough to adjust when needed.” This steady mindset allows her to maintain progress throughout the year.

Reconnecting with purpose and community
Purpose remains central to her new year preparation. She reflects on the families she has supported and the stability she has helped create. These moments remind her why she shows up every day.

“Your why is not something you remember once a year. It is something you return to daily. It gives you emotional strength through the highs and lows.”

She also surrounds herself with peers who share the same drive and discipline. Being part of a supportive community keeps her inspired and accountable.

Her message to fellow MDRT members is simple. Success comes from consistency, not reinvention. Structure and purpose must work together.

“Do not chase a new version of yourself. Refine the version that brought you this far. When you start the year grounded, you help your clients start theirs with confidence.”

Contact: MDRTeditorial@teamlewis.com

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Lee Wan Qi shares her approach to starting the new year with clarity and purpose, highlighting how structure, intentional habits and a grounded mindset help her build sustainable momentum and serve clients with consistency and confidence.

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Learn when to see your clients — and when not to.

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Palad draws from administrative experience to foster trust, service and growth.

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Manage your time, your team and communicate more effectively.

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