Productivity is one of the most relevant skills in any industry, and consistently maintaining it is an art. For financial advisors, too, it is essential to build relationships with clients and guide them seamlessly. Nineteen-year MDRT member, Rajiv Jain from Dehli, India, shares his thoughts.   

Consistency: The key to productivity  

Consistency means focusing on a task, improving in every possible manner, and finally getting the job done with perfection. Even for developing a habit, you must keep taking small steps one by one, every day, every month and every year, and this practice requires consistency, without which achieving any goal is simply not possible.  

The hard truth is, being consistent doesn’t guarantee success, but success cannot be achieved without consistency. The same principle applies to my field as well. This is why I keep myself updated about the latest trends in the insurance sector by listening to MDRT podcasts or scanning through its website for 15 to 45 minutes every single day without fail. This simple practice is what makes me successful in this domain.  

The path leading to being consistent is not easy. One may get distracted. People want quick results in the short term, but unfortunately, consistent work and effort take time. You need to be highly patient in order to stay consistent and inclined towards achieving a set goal. Once you understand this concept, you can ramp up your productivity level and get closer to success — slowly but surely.  

The “Golden Rule” 

Over the years I have heard the saying, “Love what you do, and one day you shall be successful.” But every day, I feel that productivity depends on how passionate you are about your business and your approach to doing something big. Then, with the same passion, you must set up realistic, achievable, and practical goals.  

Productivity is also about constant learning, brainstorming and exploring new ideas on the back of continuous market research. By following this mantra, you can build and strengthen your presence in the ecosystem and stand apart from everyone. This is how I serve my clients seamlessly and add value to their lives. This simple practice also makes me referable in the market and keeps me motivated to thrive in this business.  

For instance, we follow a predesigned way of meeting clients for the first time. In this approach, we discuss their existing portfolio and issues related to it, understand how the needs have changed, and what the future needs are. We collect all the information and fix our meeting to present a mutually beneficial, need-based solution. This way, we act as their advisors rather than sellers and thus successfully build meaningful relationships with our clients.  

The advisory I offer is always need-based and transparent. All our plans are designed to keep the client at the forefront. Generally, advisors meet the prospects until they become clients. However, we follow a different approach. We continue meeting them post-policy issuance, ensuring that all their queries are addressed as soon as possible. When clients are happy, they naturally become extended family members. In fact, the same approach has helped me transform into a consistent performer in this space. 

In 2021, I received a specific query from a client regarding the creation of a retirement portfolio. Since the pandemic was going on, I connected and interacted with the client using different tech platforms. Eventually, I was able to close this deal successfully. During his medicals, we came to know that he had a disease.  

What I did was I started talking to him about his health, instead of business, with a clear heart and intention. After consoling him for three months, we were able to close it with a rate up. Today, that business alone is one-third of my Court of the Table target. So, we can say that productivity is also about empathy and offering apt solutions to clients by understanding their pain points from their perspective. 

Staying passionate 

I always believe that you must act big, talk big, and think big to be successful. Eventually, the results will also be big. Since the day I joined this industry in 2003, I have always remained inspired and encouraged by observing the industry leaders. With utmost passion and effort, I was able to qualify for MDRT in the first year itself. Since then, I have never looked back.  

I have been following a client-centric approach with innovation at the forefront. I have always strived to remain productive at all times. Remember, your life will change when you become and remain a consistent performer. Today, I wear multiple hats. I am a mentor, a motivational speaker, and a member of different study groups. I am proud to share that productivity has changed my life for good reasons. 

Contact: MDRTeditorial@teamlewis.com