Preconceived notions about what makes a successful advisor often limit one's potential in ways you might not even realize. While advisors tend to believe that certain personality traits, circumstances, or past experiences make one more likely to achieve success in the profession, challenging these assumptions can transform perceived limitations into unique advantages.  

As Catherine Chee, a 28-year MDRT member from Singapore, shares, "By staying open to change and continuously seeking to improve, you'll not only overcome initial hurdles but also position yourself to take advantage of new opportunities as they arise." 

Here are three advisors who demonstrate how rethinking conventional wisdom can open new windows of opportunity. 

 

Tackling the extrovert ideal 

As an introvert in a profession often dominated by outgoing personalities, Tommy Khoerniawan, a seven-year MDRT member from Singapore with one Court of the Table qualification, initially found himself at odds with traditional prospecting methods. However, rather than viewing his introversion as a limitation, he chose to leverage it as a unique strength. 

"I [focused] on amplifying my strengths, such as listening skills and asking the right questions, since I recognized that speaking wasn't my forte, I directed my efforts toward educating others about financial planning through my website and social media, bypassing the need for traditional methods such as roadshows or street prospecting," he explains. This enabled him to differentiate himself and build meaningful connections with clients in a way that played to his natural strengths,” Khoerniawan shares. 

Nevertheless, while Khoerniawan's approach emphasizes playing to one's strengths, he also recognizes the importance of continuous growth. "When we want to reach the next level, at times we need to address our weaknesses as well, especially if they are critical blind spots or critical skills that we need to acquire. Because 'amplifying our strengths' cannot be an excuse not to get better and learn." 

 

The value of being selective of your clients  

Many advisors, especially those new to the profession, are typically taught that securing a high volume of clients should be the top priority, with less emphasis typically placed on the clients’ demographic or background. However, for Nadia Wijatno, a 10-year MDRT member from Singapore with four Court of the Table qualifications, learning to transition from a mass market to a niche focus was a significant turning point.  

"When we were new in the career, we're trained to basically onboard anybody we meet. As a result, your clientele base and prospects become a mixed bag, and you get mixed results; some prospects are more agreeable while others aren’t, and you don’t seem to be able to understand why,” she shares.  

Over time, as her client base grew, Wijatno became more selective in who she spent her time and effort on. "When you have a clear idea of your ideal client, you can focus your resources on them. You surround yourself with the right people, and naturally, you'll attract more of the same. It makes the business smoother, easier, and more rewarding." 

By working with better-fit clients, she built stronger, more trusting relationships. She explains, "Because you've worked with similar clients before, you can really empathize with their needs. They feel understood and know you can solve their problems. This makes the onboarding process much easier, and you're more likely to get valuable referrals." 

This transition from a mass market approach to a niche focus allowed Wijatno to align her practice with her unique strengths and passions, ultimately leading to greater success and satisfaction. 

 

Finding emotional balance 

In the financial services profession, building emotional connections is often emphasized as crucial for success. Since finances are deeply personal, advisors are typically encouraged to establish strong emotional rapport to navigate sensitive conversations effectively. However, as Angelica Sim discovered, being too emotionally invested in the profession can take a significant toll on an advisor's wellbeing and effectiveness. 

Sim, a two-year MDRT member from Singapore, found that mindfully managing her emotional responses actually strengthened her client relationships.  

Transitioning from her previous role in neurotechnology, Sim recalls facing this challenge, "As a neurotechnologist, I interacted with patients who, for the most part, were grateful and respectful... However, when I stepped into the world of insurance, I quickly realized that the dynamics were different. Rejection was one of the first emotions I struggled with. In the beginning, every 'no' felt personal."  

Rather than trying to suppress these emotional responses, she proactively sought to understand and channel them constructively. "Looking back, that experience taught me one of the most valuable lessons I've learned in this industry: the importance of perspective. After some reflection, I realized that the client's reaction had much more to do with their own fears, insecurities, or frustrations than with me as a person or a professional." 

This insight led Sim to develop a systematic approach to managing her emotions during client interactions. "Instead of internalizing the rejection or negativity, I started to adopt the mindset of 'control the controllables.' I couldn't control how people reacted, but I could control my preparation, my attitude, and my response to adversity." By practicing emotional compartmentalization, she continues to ensure that each client receives her best effort, while maintaining a healthy perspective and work-life balance. 

These advisors' experiences demonstrate that beyond taking conventional wisdom at face value, success often comes from uncovering what resonates with your unique abilities and strengths. What might initially appear as obstacles can become stepping stones to long-lasting success in the financial services profession. 

 

Contact: MDRTeditorial@teamlewis.com