Figuring out how to help clients reach all their financial goals can be overwhelming, but Maryam Carol Valeña, a two-year MDRT member from Makati City, Philippines, expertly navigates her clients toward their dream destination: financial security. She meticulously charts a course that covers all her clients’ needs so they can start working toward what matters most to them, step by step. 

Valeña was a sales representative for a travel agency for five years before becoming a financial advisor. As the family breadwinner, she needed to provide more for her family and worked on her skills to service more clients. She emphasized building rapport with clients by fostering open communication and showing patience and understanding. Her graceful interactions ensured clients felt seen, heard, and valued. Instead of high-pressure sales tactics, she employed passive closing techniques that empowered clients to make informed financial decisions. 

Looking for more income and purpose in her work, Valeña attended a career orientation for future financial advisors, which marked a significant shift for her — from selling travel destinations to shaping the economic future of her clients. "This job is incredibly fulfilling for me because I get to help people with their financial needs, whether building their emergency funds or planning their retirement. It makes me so happy to see their dreams become reality as we work together and achieve their goals through comprehensive planning." 

Mapping out a new career path 

Valeña's career change into financial advising showcased the power of relationships and relentless dedication. Leveraging her strong relationships with clients from her previous job, she laid a robust foundation for her new career. She deeply understood the significance of trust and rapport, which she had meticulously cultivated over the years.  

Valeña's vision extended beyond her initial circle. “I realized I needed to step out of my comfort zone. I started enhancing my account to inform my network how I could assist them. I regularly share valuable financial insights, tips, processed claims for clients, and success stories of clients who have managed their finances well. I engage with my prospects by responding to their Facebook stories, which helps start conversations. Their awareness of my work as a financial advisor opens opportunities to discuss collaborating for a more secure financial future.” Her unwavering commitment to engage potential clients through social media played a pivotal role in the growth of her business, even during the pandemic. Recognizing the growing concerns over finances and health, she ramped up her efforts to reach and support more individuals. As a result, Valeña expanded her clientele from just eight in 2019 to over 420 by mid-2024. This impressive growth underscores her commitment to significantly impact people’s financial well-being.  

It took her two years of dedication and hard work to achieve her MDRT status, as she understands that when she can help more people, she’ll also be able to help her family better financially. Besides her dedication to boost her social media to reach more people, she was inspired by her colleagues, who emphasized attaining MDRT status would significantly increase her credibility as a financial advisor. This milestone reflects her proficiency in financial advising and commitment to help her clients achieve their financial goals. Through continuous learning, she attended company-organized seminars and utilized resources on the MDRT website. She found handling rejection-related content helpful for her practice. Instead of viewing rejection as a setback, she saw it as a valuable learning experience. It encouraged her to pause and reflect on what went wrong and how she could improve. This shift in mindset allowed her to refine her strategies, making them more effective and better aligned with the needs of her clients. This approach to handling rejection helped her grow personally, building her resilience, patience, and perseverance. Through these learnings and reflection, Valeña transformed her career and became a trusted advisor. Her journey demonstrates that it is possible to transition successfully and achieve significant professional milestones with the right approach and perseverance. 

The “Money For Life” itinerary 

On the path toward her MDRT status, she distilled the best practices that work for her and her clients into her “Money For Life” concept. Valeña understands that each person has multiple life goals they want to achieve or address eventually, whether buying a home, funding education, or planning retirement. She recognizes the importance of each goal and the need to address them over time, like planning a travel itinerary that covers all the must-see attractions. 

"Money For Life" is a comprehensive itinerary for her clients' financial journeys. Valeña helps clients identify their immediate priorities and long-term aspirations, ensuring each phase of their financial plan is meticulously followed. She addresses their most pressing needs, creating a solid foundation for their economic plans. Each year, during their policy anniversary, she reviews their progress and introduces additional policies tailored to their evolving needs and aspirations. This iterative process ensures that her clients' financial journey aligns with their changing circumstances so that no goal is overlooked — much like an annual check-in to ensure a travel itinerary is still on track and adapting to any changes. 

"My methodical and patient approach allows clients to achieve their aspirations step by step, providing a sense of accomplishment and security." 

Navigating toward the future 

Valeña’s expertise extends beyond merely addressing individual needs; she recognizes the importance of safeguarding future generations. For instance, she has a client who is a grandparent with six existing policies. She recognized the importance of protecting future generations and recommended securing their grandchildren’s future. "By seamlessly integrating this aspect into their financial roadmap, I offered plans to ensure the well-being and prosperity of subsequent generations.” This approach is a testament to her foresight and dedication to holistic financial planning. 

Valeña’s dedication to a holistic approach gives clients peace of mind that their financial well-being and loved ones are secure for years. "I recognize the broader picture, ensuring that the financial strategies we develop are comprehensive and forward-thinking.” 

When advising clients, it’s essential to establish short-term and long-term financial goals. Short-term goals provide immediate direction and focus, while long-term goals pave the way for future financial security and prosperity. “Reviewing and adjusting these goals as circumstances change regularly is crucial. By staying proactive and adaptable, you can ensure your clients’ financial plans align with their evolving needs and aspirations.” Much like adjusting travel plans to accommodate new opportunities and challenges, she ensures the journey remains on course toward the ultimate dream destination. 

Contact: MDRTeditorial@teamlewis.com