With the ever-changing financial landscape and consumer behaviors, financial advisors constantly explore training to upskill for better client service and professional development. MDRT members share how they gain potent perspectives through these experiences that reshape their approach to financial advising.  

Giving back to others 

MDRT conferences serve as pivotal events where members like Christianne Santos, a one-year MDRT member from Quezon City, Philippines, gain transformative and actionable insights. A recent international MDRT conference equipped her with new insurance sales techniques and offered her a holistic exploration of personal authenticity, building a good moral character, and fostering genuine connections. Santos learned that success in the industry involves sincerely giving oneself and cultivating a culture of generosity, donation, and charity.  

The conference discussion on Celebrity Star Servicing or handling big case clients resonated with Santos, reminding her of the importance of treating all clients equally, irrespective of the size of their financial plans. It inspired her to improve continuously and always dream big.   

Besides being a financial advisor, Santos is also a social worker, and she shares that she appreciates sessions that align with her values. “These help me improve so I can give generously to others. Attending MDRT conferences is a good opportunity to learn not just about professional growth but also to understand how else I can serve others.”   

Closing deals in one sitting  

Pauline Casingal, a one-year MDRT member from Makati City, Philippines, acknowledges the significant impact of the "Always Be Closing" (ABC) training program, an external course provided by former financial advisors on closing deals in one sitting. It taught her about customizing financial advice depending on clients' challenges and needs, streamlining decision-making, and accelerating commitment so it takes little of their time. “Since most of them are very busy and knowledgeable about their finances, I go straight to the point and prepare the figures they might request during our discussion.” Beyond honing her dealmaking skills, the ABC program also developed her communication and presentation abilities.  

Casingal also credits the Association of Financial Planners (AFP) Program, created by Registered Financial Planner Philippines, which helps promote ethics and professionalism in financial planning, for refining her financial planning and analysis computation skills, particularly in dealing with technical clients.  

Recognizing the importance of diverse perspectives, Casingal underscores the value of external training sessions. “While company-provided training is valuable, I appreciate how external programs offer other unique insights into client engagement. ABC and AFP have helped me deal with my clients, especially millennials.” Embracing different approaches enhances an advisor's agility in navigating the diverse landscape of client interactions.  

Empowering your mind   

Cedrick Cruz, a one-year MDRT member based in Mandaluyong City, Philippines, highlights the importance of being fully engaged in the training provided by his company. During one of these sessions, one of the speakers said, “Where your mind goes, your body will follow,” which means that mental attitude influences your actions and outcomes. He strives to clear his mind of negativity before starting his day and says it has made all the difference.  

As an inspirational learner, he grows from learning sessions that further motivate him to pursue his personal and client goals. Whenever Cruz feels he is coming up short, he keeps his clients’ welfare and future in mind, which usually spurs him into action.  

Cruz acknowledges these training sessions enhanced his income and increased his confidence, knowing he can do more for himself and his clients if he continuously aims to improve in all aspects of his life.  

Contact: MDRTeditorial@teamlewis.com