Q&A: Young advisor overcomes doubts about experience

Lee Wan Qi’s biggest obstacle is overcoming the doubts people have about her experience because she is a young advisor. But the Gen Z professional is winning the confidence of clients and prospects with her demeanor and fact-finding skills.

What is the most prevalent obstacle you face as a Gen Z advisor?

Distrust because I am young. Most of my clients or prospects are worried I’m going to be in this business for the short term. There is a belief that the younger generations tend to explore other opportunities.

How do you overcome this perception?

I ask them to give me just 1% of their trust and time to earn the remaining 99%. I gain that first 1% by showing them how I actually plan for my clients. If they are satisfied with the way I plan, then that’s a good way to start. I had a recent encounter with a prospect referred by a family friend of mine. He was already engaged with another advisor from another company who was retiring when I came into the picture. He was quite skeptical when we first met because I was young, so his first question was “How long have you been in this industry, and how long are you going to be doing this?” I told him that I’ve been in the profession since I was 19, and I’m 26. I’m still learning and plan to pursue this career for a lifetime, as being an advisor is one of my biggest responsibilities now.

“I have a lot of requirements,” he said. “Are you able to handle them confidently?”

I responded, “Let me summarize all the requirements that you have and show you how I plan for my clients.”

I love fact-finding and asking questions about clients’ lifestyles and their concerns. The doubts disappear because I focus on what they are concerned about and what they need. They don’t feel like I’m pressuring them; they feel that I’m genuinely helping them.

How would you advise other Gen Zers to do well in this profession?

I use social media quite often, so platforms like Instagram, Facebook, Xiaohongshu (a Chinese platform) and also Lemon8. This video-and-photo-sharing app allows me to post my financial knowledge. So, beyond services, I also show my expertise to the audience. On Instagram, I post testimonials from my clients and the claims I helped them settle. Some of my old classmates and acquaintances see those posts and have approached me with inquiries about financial matters.