In financial advising, the ability to consistently meet goals is often what sets top-performing financial advisors apart. Successful advisors know that effective goal-setting isn’t just about long-term aspirations but also about building a consistent daily routine that keeps them focused and productive.

Marcus Seet, three-year MDRT member from Singapore, firmly believes that dreams become achievable goals only when supported by a concrete plan. “While many of us set annual goals, few consistently follow through with the necessary daily steps throughout the year to reach these goals,” he shares. To ensure consistent progress and to service more than 200 clients under his care, Seet breaks down large goals into smaller and more manageable daily habits, eventually scaling down to three important habits that he relies on to reach his goals.

1. Showing up consistently

To build a good and strong practice, Seet believes financial advisors cannot depend on luck. The very first habit to focus on would be to “show up”, and to do it consistently. But what does it really mean to “show up”?

Showing up, in Seet’s book, would be to be present and actively participate, both physically and mentally – in interactions, meetings, trainings and more. Showing up can be done by demonstrating commitment, putting in effort and by being authentic. This means that when meeting prospects, he does not only focus on pitching policies to clients, he also ensures he shows a genuine interest in his prospects’ financial goals, aspirations and their lives in general. By showing up consistently, he has found his clients to be more open with him when sharing about their concerns and expectations, which allows for a smoother conversion process.

Most importantly, Seet thinks of opportunities and showing up to each exist on an axis on a graph – where both axes intersect, we have “luck”. While opportunities can be unpredictable and beyond our control, showing up is entirely within our power. By making a habit of showing up, he creates a steady presence on the graph, increasing the chances of intersecting with opportunities. “By consistently showing up, you open yourself up to opportunities,” he emphasizes.

2. Making an effort to meet more new people

In the financial advising industry, which is inherently people-focused, Seet has a goal to meet at least 10 new people each week. These interactions don’t always need to be business-related, but they have to create potential opportunities. With his clientele mostly aged between 25 to 55 years-old, Seet believes meeting new people at networking events is a great way for him to get the word out about his practice and to increase the rate of referral, even from cold leads: “By engaging with new connections through events, I stay relevant and increase the likelihood of being mentioned when someone discusses financial advisory or insurance.”

He recalls one occasion where he had accepted an impromptu invitation to a networking event from a friend but felt reluctant to go, as he already had a long day at work. However, he remembered his goal and decided to attend the event eventually. His efforts paid off as he managed to meet a new group of people that evening, forming new friendships and ultimately closing three life insurance cases a month later through these new connections. “This experience reinforced that networking may not yield immediate results but can be valuable in the long run,” he says.

3. Journaling

Seet’s third habit is maintaining a bi-weekly journal. In this journal, he documents his thoughts on improving both his business and personal development. “The journal serves as a tool for reflection, allowing me to track my progress through written words, figures, and numbers. Updating the journal biweekly helps me stay disciplined, fuelling my motivation even during challenging times,” he explains.

Seet acknowledges as humans, there are times where we fall short but he believes it’s important to address these times and reflect on any setbacks that one might have faced. With a journal, he is able to mark out clear plans for himself to replicate success or learn from failure in future months. In fact, Seet had an idea to collaborate with a local business as a way to meet more prospects. He wrote this idea down in his journal and started to map out next steps to shortlist potential businesses and how to contact the business owners he had in mind. Within a matter of a few weeks, he managed to collaborate with a retail store in Singapore by sponsoring door gifts at the store’s grand opening. The initiative brought more clients to the store and brought him more prospects at the same time. “It was a win-win situation”, he shares, as this idea presented him with more opportunities to meet more prospects to follow-up with.

Seet’s approach to consistently showing up, actively seeking new connections, and maintaining a reflective journaling practice has allowed him to stay on track and adapt throughout his journey. His emphasis on small, manageable daily steps serves as a reminder that success is not the result of occasional bursts of effort, but the outcome of sustained and deliberate action. By embracing these habits, advisors can better position themselves to meet their long-term objectives and continuously grow in their practice.

Contact: MDRTeditorial@teamlewis.com

3 important daily goal setting habits for a successful practice