Allen Clark Alas-As Oracion is a lifelong learner partly because his father, a technology and livelihood teacher who had to stay current with innovations in his field, encouraged him to always acquire knowledge and skills. His father, Allan, has been a middle school educator for 34 years and was away at work during much of Allen’s childhood. Now they’re catching up, and Allen is discovering there’s a lot of skill set similarities between being a teacher and an advisor.

“Our relationship only blossomed after I became a dad and his workload eased up,” said the four-year MDRT member from Dumaguete City, Philippines. “We’re making up for missed opportunities, so we’ve been spending a lot of time together. Through our conversations, I’ve profited from the lessons he’s learned in his life that I’ve been able to apply in my career as a financial advisor and in my family.”

1. Do administrative tasks in the morning

Be productive in the morning, as it will create opportunities to learn, grow, and do well at home and at work. A productive early morning was a daily routine for Oracion’s dad, especially after feeling refreshed from a good night’s sleep. So, the advisor starts his day at 5 a.m.

“After I wake up, while I’m preparing breakfast for the family, I multitask by sending proposals, updating clients on their policies and checking up on them. I accomplish these tasks first so my messages will be on my clients’ phone notifications right after they wake up. They’ll have time to read it, process my message and send their questions in the afternoon,” Oracion said.

He schedules meetings between 9 a.m. and noon, as most clients and prospects are busy during the afternoon. On meeting-free mornings, he goes into the office to submit documents and work on amendments requested by clients. In the afternoons, he huddles with this team to help with their challenges and how they can improve their work. Thanks to his early start and efficient routine, he finishes the workday by 5 p.m. and spends time with his family.

2. Simplify complex ideas

Simplify complex ideas so children will understand them. That was the teacher’s challenge in the classroom, and it is the advisor’s duty for his clients when explaining complicated insurance plans. “Having meaningful conversations while explaining complicated concepts to my kids improves my communication and analytical skills,” Oracion said. “Through practice, my father’s suggested approach has helped my clients better understand the intricacies of their policies and the kind of commitment they need to make to financially protect themselves and their families,” he adds.

The approach is KISS, or Keep It Short and Simple. For instance, life stage financial planning can be overwhelming for clients to understand. So, Oracion presents practical examples of how components like an emergency fund, savings, investments and retirement funds can be applied to various circumstances of their life.

3. Always note clients’ questions

In the classroom, Oracion’s dad encouraged students to ask questions immediately and during discussion time. He would huddle with his class, call out particularly compelling questions and seek an answer. Likewise, Oracion encourages his clients to express their queries and commits to providing a response, even if the answer has to come from another department, by the end of the day.

“Clients challenge me to tweak my presentations as I integrate answers to their queries in succeeding meetings, giving me more time to get to know them personally,” he said.

Oracion recalls a challenging client early in his career who previously worked for a Wall Street firm and peppered him with many questions about investments and his proposed strategy. He paused the meeting to consult with a mentor by phone who advised him to acknowledge the questions, schedule a follow-up meeting and dedicate himself to researching company resources for the answers. Oracion addressed each question effectively at the next meeting, and the client, impressed with his dedication and expertise, signed up for the proposal.

4. Stay updated on trends

Learning is a never-ending process, especially since the world is evolving and trends are constantly changing.

“My dad deals with the new generation of students, so he continually updates himself,” Oracion said. “It’s the same with me. As a financial advisor, I need to learn the nitty-
gritty of our company’s new products and services and familiarize myself with the latest economic news that may affect my clients’ portfolios and other helpful tools.”

As a result, his clients appreciate how detailed he is in his work.

“When I meet new clients for the first time and ask them how they found me, I’m told that existing clients referred me because they appreciate how knowledgeable I am about policies and how constant economic shifts such as inflation affect them,” Oracion said.

His dad’s best advice is to “keep pushing myself to be better as a father, husband and financial advisor,” he said. “Never be satisfied. There’s always something new to learn, and there’s always another person to help. I’m grateful to have been blessed with a happy family life and a fulfilling career, and I never take them for granted.”

Antonette Reyes writes for Team Lewis, a communications agency assisting MDRT with content development for Asia-Pacific markets. Contact mdrteditorial@teamlewis.com.