Small steps, big success: The compound growth of simple habits

Daryl Dann Apacionado, a five-year MDRT from Calamba, Laguna, Philippines, has brought his prudent and precise accounting background into how he uses his time as a financial advisor. His adherence to three straightforward but very effective time-management habits has yielded massive returns on investments in his career.  

Wake up as if you have a 9-5 job 

While the occupation of a financial advisor includes having a flexible schedule, Apacionado has taken a different approach. He schedules his workdays as if he is a 9-5 employee, which allows him to align his time with business owners and decision-makers — his target market for corporate selling. It was a game-changer for him professionally. “In the Philippines, few financial advisors engage in corporate selling. I entered this specialization following the footsteps of a financial advisor I admired, and it has opened doors to a lucrative clientele, including founders of established bookstore chains, air conditioning companies, construction, and architectural firms.” He goes all out in supporting clients — attending their events, talking to their staff, even attending wakes.  

One of Apacionado's earliest wins came when he convinced a business owner to invest in keyman insurance. “My clients appreciated it because it protects them financially and their business if something bad happens. Most investment products from banks only protect businesses, but not its key people.”    

Budget and invest your time wisely  

Apacionado's regimented approach includes budgeting his time like money and scheduling client presentations and catch-ups for breakfast, lunch, and dinner, which ensures a wide sales funnel and allocates time for building and deepening client relationships. One memorable instance saw Apacionado stepping up to help a business owner he met to discuss insurance to manage receivables after noticing his client getting overwhelmed. “I saw his disarrayed receipts. Given my background and grasp of my day, I knew exactly how much time it would need to assist him.”  

The adage "discipline equals freedom" applies to Apacionado, boosting his productivity and empowering him to allocate time and energy where it matters most.  

Color-code your calendar  

Apacionado's secret weapon is his color-coded spreadsheet calendar. While others use smartphone calendars, this visual aid keeps him honest with himself and on track with his goals. He assigns colors to different activities — green for money making, yellow for planning, and red for rest. His system ensures he maintains a balanced and effective work-life schedule. “When I notice an excess of red and a scarcity of green, I correct it.” This commitment to maintaining equilibrium in his schedule has been pivotal in his journey.  

Building and breaking habits 

Apacionado's path to becoming a successful financial advisor was challenging. Initially working as an accountant and pursuing financial advising, he leaped full-time to advising once his earnings doubled his salary. However, the transition could have been smoother, as he struggled to secure clients due to bad habits such as procrastination and a lack of systems. “I ended up doubting myself. Did I make the right choice?”  This period forced him to embark on an honest self-assessment.  

Over a year, he developed habits that would enable him to meet his targets such as scheduling his commitments and putting boundaries on leisure activities to protect his time.  He overcame his procrastination and started proactively reaching out to his network. The discipline he had acquired as an accountant became his foundation. Soon, he found his stride and earned his first MDRT recognition. 

Your destiny starts in your mind  

Apacionado shares valuable advice for fellow financial advisors. “First, you must clearly define your goals and where you stand in achieving them. Next, craft strategies that align with your objectives.”   

He believes that just as important as a "to-do" list is a "not-to-do" list. ”Identify distractions and eliminate them. While you may have limiting beliefs, having a growth mindset and believing in your ability to improve continuously and learn new skills are essential. Then execute your plans diligently.”  

Besides a growth mindset, Apacionado emphasizes the importance of thinking positively, offering the words of the philosopher Lao Tzu, which served as a beacon in his career, “Watch your thoughts, they become your words; watch your words, they become your actions; watch your actions, they become your habits; watch your habits, they become your character; watch your character, it becomes your destiny.”  
 

Contact: MDRTeditorial@teamlewis.com