3 ideas to shift your mindset

Try these three ideas from MDRT members to expand your mindset as well as connect better with prospects and clients.

10x with less work

Growing 10x does not mean doing more but doing less. It is about removing the things that do not get us to 10x and having more time to get creative and focus on activities that can get us to 10x. My staff helped me remove all the administration that is needed but can be done by someone other than me.
—Gregory Fok, CFP, 19-year MDRT member

What do you do?

When asked, “What do you do?” have you ever said, “I’m a financial planner” or “I’m an investment advisor” or something like that? It’s a very closed-ended response, isn’t it? Worse, you are now whatever they perceive a financial planner to be based on their past experience and lost that opportunity to tell your story. Here’s a different way to think about this and to respond: Think of the question as: What do you do for people like me? Because that’s what they care about. They may be polite and ask you what you do, but really, they want to know what you do for people like them.

My responses are: I focus on helping medical professionals eliminate their debt. I help dentists secure their retirement. What I’m really doing is this: I help a who — who I think you are — do a what — what I think you care about.
—Adrian George, CFP, TEP, 15-year MDRT member

Promise keeper

Life insurance represents love. It is the sincerest love letter we can write for our family. It represents the hopes and dreams of parents for their kids to pursue their dreams, even when they’re not around anymore. Life insurance puts money on the table in the most unpredictable moment and takes care of the widower’s dignity and pride. It keeps a promise from a husband to take care of his wife for the rest of her life. That’s how beautiful this product that we share every day is.
—Joy Agatha, CIEM, nine-year MDRT member

This was excerpted from the September/October 2025 Round the Table article, “Tips to communicate, disrupt yourself and save time.”