MDRT Singapore

29/05/2026

Save the date for our 2026 MDRT Echo Session!
More details will be out soon!

21/05/2026

Advising high-net-worth clients starts with helping them own the outcome, not the product. Jo Ong reframes conversations away from “what should I buy” and toward what the client wants their future lifestyle and income to look like, so each recommendation clearly supports a goal the client believes in and is motivated to act on.

To shift clients toward outcomes, Ong uses three anchoring questions: when do you want work to become optional, what monthly income makes you feel safe, and what do you already have that is working toward that income goal. These prompts help clients define a timeline, put a clear figure to their sense of security, and see any gaps in their current plan, which makes the path forward easier to agree on.

Ong then keeps planning simple with a three-layer framework: Protection and Liquidity for coverage and near-term needs, Certainty Income for more stable and guaranteed sources like CPF and annuities, and Growth for long-term investments.

In one case, a senior corporate client earning about S$40,000 a month had multiple overseas assets but no clear passive income strategy. By clarifying his income target, understanding his true risk comfort, and structuring funds into short-term liquidity, higher-interest emergency reserves, and long-term growth, Ong helped him gain clarity and the confidence that his money was aligned to a defined outcome.

Access to the content is exclusively for MDRT members. Please log in to your account on the website.

Not an MDRT member? Apply for 2026 membership here: https://www.mdrt.org/join

A common thread that Jo Ong noticed among high-income earners in Singapore is how they tend to think of financial planning as purchasing more products. Ong explains how he shifts this mindset among his clients, structuring their finances around clear income goals rather than random product purchases...

15/05/2026

Friday's quote to pick you up
🤗 You are welcome

14/05/2026

Clients look to advisors for direction, but some MDRT members are flipping the script by asking top clients for feedback through client advisory panels. Meeting a few times a year, these panels help firms spot blind spots, strengthen relationships, and often lead to more referrals because clients can see their input being taken seriously.

Mindy S. Helfrich, uses multiple advisory panels made up of six to eight business-owner clients to workshop practical topics like growth, staffing, and hiring. Beyond sharing best practices from their own companies, these clients become vocal advocates for her firm, with Helfrich noting that referrals increase when clients get an inside view of what the team is building. As part of positioning her practice as a premium firm for women, Helfrich also engages centers of influence who serve the same niche to refine needs, services, and marketing.

Juli Y. McNeely, recently launched her advisory board after years of wanting one, creating a thoughtful mix of top-tier and mid-tier clients across retirees, business owners, and younger professionals. Her first half-day session focused on getting everyone aligned and sharing what the firm is working on, with plans to shift next meetings toward direct feedback on what’s working and what should change. One key suggestion she is implementing is letting clients help shape the agenda for annual reviews by choosing and prioritising topics in advance, with AI and cybersecurity set to be major focus areas going forward.

John J. Demboski, saw firsthand how powerful honest feedback can be when his panel rejected a digital phone-answering robot his firm introduced during the pandemic. Clients told him the magic was being recognized by a real person who knew them, so he acted immediately and removed the system, proving the panel’s guidance would drive real change. Demboski also expanded his panel to include spouses to avoid a narrow “old boys club” dynamic, which led to deeper insights into family decision-making and unexpected community building, with panelists forming friendships and professional connections beyond the meetings.

Access to the content is exclusively for MDRT members. Please log in to your account on the website.

Not an MDRT member? Apply for 2026 membership here: https://www.mdrt.org/join

Feedback from client advisory panels help MDRT members refine their services.

12/05/2026

Early in his career, Kentaro Masu loved being a financial advisor and had already qualified for Court of the Table. Still, after hearing venture capitalists’ stories about world-changing startups, Masu left to launch a software development business. The reality was harsh. He disliked being a CEO, struggled with wearing multiple hats, and faced growing issues in operations, margins and people management. After three difficult years, Masu cut his losses and returned to financial services with a clearer view of what he truly does best.

Starting again was not easy. Masu rebuilt a client base from scratch while carrying significant debt and supporting a young family. Yet within a year of returning, Masu qualified for Court of the Table, and within three years secured 102 corporate contracts. Masu credits this comeback to disciplined marketing and a referral strategy focused on the right connectors. After testing different referral profiles, Masu identified tax accountants as the strongest source and went on to build collaborations with 52 tax accounting firms. The startup experience also helped Masu relate deeply to the pressures business owners face.

Today, Masu balances strong financial knowledge with humility, choosing not to pretend to have every answer. Instead, Masu works with a “super hub” of specialists to build the best solution for each client, guided by a client-first mindset shaped by Japanese cultural values of decency and empathy. In one case, Masu helped a child care center at risk of closing by pairing proper insurance planning with a referral to an asset management expert, turning the socially important nursery into a profitable business and giving the owner greater peace of mind.

Access to the content is exclusively for MDRT members. Please log in to your account on the website.

Not an MDRT member? Apply for 2026 membership here: https://www.mdrt.org/join

Masu applies startup lessons to sharpen his edge as an advisor.

08/05/2026

100%
Drop a like if you agree too!

07/05/2026

Early in Wilson Lee’s career, asking for referrals felt uncomfortable. Lee worried it might come across like begging or taking “social capital” from clients. That mindset shifted when Lee realized staying silent could be the selfish option, because it meant fewer people getting the protection and planning they needed. A turning point came when a client’s brother was hospitalized without medical insurance, and the client had to empty her savings and sell investments to cover the bills. It reminded Lee that timely introductions can prevent avoidable financial strain.

Today, Lee approaches referrals as a simple, structured process, just like financial planning. From the first meeting, Lee sets the context by sharing that many client relationships begin through referrals, and asks if it is alright to request one or two introductions at the end, if the session has been helpful. When a long-time client once declined, Lee asked with curiosity, uncovered concerns about confidentiality, and reassured the client that privacy is a cornerstone of the practice. That helped create a safer and more comfortable way to make introductions.

Building a referral-led practice has also raised the standard of service Lee delivers. Since referrals often come from connected circles, Lee ensures every client receives the same level of care, from premium reminders to claims support and investment updates. This consistency strengthens trust, and makes referrals feel like a natural extension of doing the work well, not a sales request.

Access to the content is exclusively for MDRT members. Please log in to your account on the website.

Not an MDRT member? Apply for 2026 membership here: https://www.mdrt.org/join

Does asking for referrals feel pushy or awkward to you? Wilson Lee shares how a client interaction changed his thinking and how he has since woven referrals naturally into every client conversation to build a practice that runs on them.

05/05/2026

In uncertain global markets, MDRT advisors stress that clients stay on track through clear communication, disciplined long-term planning and diversified portfolios. By educating clients on how global events can affect local conditions, avoiding reactive decisions during volatility, and spreading risk across asset classes while maintaining strong insurance coverage, advisors help clients remain resilient and focused on long-term goals.

Patrick Jose emphasizes the importance of educating clients about the broader economic landscape. By explaining developments such as tariffs, geopolitical changes and policy reforms, he helps clients understand how global events may influence local markets and spending behaviour. Regular policy reviews also provide an opportunity to revisit investment strategies and reinforce the long-term value of insurance protection.

Gregorio Gastilo approaches market uncertainty by encouraging clients to remain calm and avoid reactive decisions. Drawing parallels with previous global disruptions such as the pandemic, he reminds clients that markets move in cycles and that long-term investment vehicles remain reliable when supported by thoughtful planning.

Meanwhile, Louis Andrew Gimenez advocates diversification across asset classes, including equities, commodities and real estate. Spreading risk and maintaining strong insurance coverage allows clients to remain resilient even when economic conditions evolve. At the end of it, advisors conclusively agree that disciplined long-term thinking remains the most effective response to market volatility.

Access to the content is exclusively for MDRT members. Please log in to your account on the website.

Not an MDRT member? Apply for 2026 membership here: https://www.mdrt.org/join

Amid global economic shifts, three MDRT members from the Philippines offer ways to help clients stay grounded and prepared. Through clear communication, smart diversification, and a focus on long-term goals, they turn uncertainty into an opportunity to strengthen financial foundations.

01/05/2026

Yes, truly. This phrase hits hard!

30/04/2026

Elke Rubach explains that difficult client behaviour is often driven by emotion rather than financial concerns alone, which means advisors need both empathy and firm boundaries when managing these relationships. Her approach begins with setting clear expectations from the outset, including engagement terms that define shared responsibility, timely communication and active participation from both sides.

When clients repeatedly fail to engage, ignore advice or do not follow through, Rubach recommends addressing the issue directly but respectfully. Rather than allowing frustration to build, she uses clear communication to explain that a successful advisory relationship depends on mutual commitment. If that commitment is missing, it may be better to pause or decline the relationship rather than force an unproductive start.

She also stresses the importance of trusting one’s instincts. In her experience, taking on clients who display dishonesty, hostility or disrespect often leads to unnecessary stress, complaints and damage to team morale. Even when a client is highly profitable or connected to a valuable referral source, she believes the cost can outweigh the benefit.

Rubach’s anecdotal view is that preserving professionalism sometimes means walking away. Strong client relationships are built on respect, trust and cooperation, not on revenue alone.

Access to the content is exclusively for MDRT members. Please log in to your account on the website.

Not an MDRT member? Apply for 2026 membership here: https://www.mdrt.org/join

When considering what drives disengaged or difficult client behavior, many advisors don’t realize the reasons are often emotional, not financial. Rubach shares practical strategies to reframe conversations using simple scripts and behavioral cues that invite reengagement — and help advisors know...