Help clients see the value of a financial advisor with these ideas from three MDRT members. They offer practical insights on demonstrating value through personalized guidance, thoughtful questioning and strong client relationships. Their perspectives highlight how trust, understanding and service can lead to deeper connections and more referrals.
Like a tailor
When clients ask, “So what exactly am I paying for?” I explain my value through an analogy. I invite them to imagine seeing an outfit they really like: the color, design, the overall look. But when they try it on, something still feels slightly off. A good tailor is able to understand exactly what is missing, adjust the smallest details, refine the fit and even suggest elements that would suit them better. Sometimes we end up creating a result that looks even better than what they originally imagined.
—Toh Hui Min, six-year MDRT member
Good questioning
The ability to ask questions isn’t something you possess from the start; it’s a professional skill honed through long-term service. When I first entered the industry, I faced the dilemma of “not daring to ask” and “not knowing how to ask.” I feared asking too much would overstep boundaries and make the client defensive, but if I asked too little, I might fail to truly understand the client’s situation and needs. I believe good questioning should be based on respect and listening, helping clients clarify their true needs through gradual communication.
—He Leijie, eight-year MDRT member
True referrals
No one can speak about us better than our clients — they’ve experienced our service firsthand. Their trust and satisfaction are powerful tools that can help us attract more referrals. Most of our clients are genuinely happy to support us, so don’t hesitate to ask them for introductions within their circle. When a satisfied client makes that introduction, new business is sure to follow. Always acknowledge and appreciate their efforts. A small reward or gesture of thanks not only makes your client feel valued but also motivates them to refer even more people to you in the future.
—Santhosh M. Sunny, MBA, 15-year MDRT member
This is excerpted from”Be a coach for your clients — and find one for yourself” in the September/October 2026 issue of Round the Table. MDRT members can read the full article on MDRT Learn.
