In Malaysia’s ever-evolving financial advisory sector, the ability to set realistic and attainable short-term goals is essential for success. With the pressures of client demands, regulatory changes and fluctuating schedules, advisors face constant challenges. Establishing clear, actionable goals not only ensures steady progress but also fosters resilience and consistency.

Tiffany Chin, a four-year MDRT member from Kuala Lumpur, Malaysia, and Salihin Salahuddin, a one-year MDRT member from Klang, Malaysia, share their strategies for setting achievable goals and maintaining a focused approach to ensure long-term success in their practice.

Breaking down big goals

When it comes to their approach on goals, both members have unique takes, each tailored to fit their working styles and schedules.

Chin emphasizes the importance of dividing yearly goals into manageable quarterly and monthly targets. Recognizing that financial advisors often have fluctuating schedules due to trainings, events, and client meetings; she prefers the flexibility of setting monthly goals. Each quarter, Chin begins with a review of her objectives, focusing on immediate priorities, and checks her progress midway to make necessary adjustments. She says, “A little planning goes a long way. My quarterly reviews help me prioritize and achieve my goals, one step at a time.” This structured review process helps her avoid the last-minute rush to meet her goals, reducing stress by allowing consistent progress throughout the year.

In contrast, Salihin prefers a more granular, daily breakdown of his goals. He approaches his targets with a “two birds with one stone” mindset, setting realistic and actionable daily goals that keep him moving steadily toward his larger objectives. For instance, if his goal is to hit a revenue milestone, he calculates the exact number of clients he needs to meet weekly or daily, creating a clear and actionable roadmap. Salahin’s approach also involves analyzing his targets in detail, identifying the specific tasks required to stay on track. This daily focus helps him avoid feeling overwhelmed by big goals, as he tackles them in manageable steps.

Blending personal and professional goals for synergy

In addition to professional goals, Chin emphasizes the importance of balancing personal development. Her approach includes setting both personal and professional targets, with a focus on growth in all areas of life, in line with the Whole Person concept. She shares, "Growth isn’t just about meeting professional milestones; it’s about nurturing every aspect of who we are. By setting goals for career and personal development, I stay grounded, motivated, and ready to bring my best self forward every day." In professional settings, she sets a specific number of clients she plans to meet each month. While for personal development, she sets objectives such as completing a course or attending a training to enhance her skills. Her holistic approach allows her to stay grounded and continuously improve her expertise.

Chin also underscores the importance of self-care as a crucial part of her goal-setting journey. She makes it a priority to step back and recharge when needed, knowing that taking breaks can lead to a refreshed outlook. “A well-rested mind is a sharp mind. Prioritizing self-care is not a luxury; it’s a necessity for achieving long-term goals.” For instance, after attending a personal development workshop, Chin gained insights into the importance of building genuine connections through ‘warm introductions’. This led her to implement a strategy of connecting with high-net-worth individuals (HNWIs) through referrals and social gatherings, enhancing her client base and professional relationships. This balance between productivity and well-being enables her to manage her practice effectively while maintaining a sustainable pace.

For Salahin, working smart is key to achieving personal and professional success. His engineering background has instilled a structured, analytical approach that he now applies to his financial advisory practice. He blends his personal motivations with a logical plan, setting realistic, actionable goals. “Engineering taught me to think about risk from every angle,” Salahin explains, “and this directly applies to financial advisory. I help clients assess financial risks and plan accordingly.”

Embracing confidence and clarity for a positive mind

Clarity and confidence are at the core of Salahin’s method. “When you have a well-defined vision of what you want to accomplish, it empowers you to take decisive steps forward,” he says. This clarity serves as a strong foundation, enabling him to pursue multiple goals while maintaining focus on the larger objectives. A clear example of this is his decision to transition from civil engineering to financial advisory after over 11 years in the field — a bold move that required balancing several goals simultaneously. He conducted a five-month risk analysis to assess the feasibility of the shift, leveraged his analytical skills from engineering to understand financial products, and diligently built a new client base. These efforts were all aligned with his larger objective of establishing success in a new field, which he achieved by attaining MDRT membership within just seven months. By aligning his personal motivation with a clear understanding of his goals, he achieves a synergy that keeps him motivated and steadily progressing toward his milestones.

Lastly, the cornerstone of Salahin’s approach is maintaining a positive mindset. He emphasises the power of surrounding yourself with uplifting influences, as the energy from those around you can deeply affect your motivation and outlook. “If you want to achieve your goals, surround yourself with people who are positive and their energy will rub off on you to drive you to work towards your goals,” he says. “By doing these things, you exemplify the MDRT Whole Person concept.”

Contact: MDRTeditorial@teamlewis.com

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Setting attainable short-term goals for your practice