158. My worst career decisions (transferring for a bigger paycheck)

Seems it took me a while to learn lessons from bad career decisions, 

or did I really learn?

In my 30+ years in corporate world, I have grown my career in only three companies (out of 11), and it all ended because of bad career decisions - transferring to another company for more "growth opportunities (bigger paycheck)"!!!

The first is with a commodity futures broker in the 90s, I was in my early 20s and in our batch of new recruits I was deemed to be the least likely to succeed because I was the only one without a college degree, the rest came armed with degrees from prestigious universities and we even have a lawyer in our group.

Three months - this is our probationary period wherein we are expected to bring in at least ONE client. In the end, I was the only one left standing with two clients. 

After two years I was promoted to be (the youngest) Branch Manager of a new branch the company opened in North Luzon, business was good and soon I was SAVP and reassigned back to our head office in Makati.

A competitor somehow heard of this young sales hotshot, and I was offered to become a Vice President (at 24) and handle my very own department, and guess what, I moved.

I was fired after three months because of poor performance. First lesson I learned from this debacle is "a good salesman does not necessarily make a good manager" and confidence and belief in one's abilities should be matched with REAL skills, so much has been said about the need to be self-confident and going all out, the reality is that without real skills to do a job, failure is inevitable.

Drifted along for a while, taking odd jobs here and there to support my young family. Joined a company that gave me the opportunity to work abroad which brought me to assignments in various Asian cities, the company eventually closes.

I met a President/CEO of a mutual fund company in one of the seminars I attended while overseas, she told me to look her up when I return to the Philippines and work for her.

I promptly did after two months; final interview was with the Chairman who turned me down because... I did not finish college!

She referred me to her friend who happens to be the GM of another mutual fund company, final interview was again with the Chairman of the company, key issue is again my lack of a completed college degree.

I was given a chance however to prove myself, I was told that if I pass the licensure exam for mutual fund solicitors, I would be accepted on a probation basis. I aced the exams, getting the highest score in our batch of examinees.

Soon afterwards I was leading in terms of personal sales, was promoted to sales manager by my new boss who took over from the GM who moved on.

The growth trajectory of mutual fund companies is measured by AUM (assets under management) because revenues is generated by management fees, more AUM translates to more fees.

From around 250M (mostly investments from affiliate companies), our sales team which I headed was able to grow it to over 20B by the time I left in the early 2000s... to transfer to start-up mutual fund company. My second major career blunder! 

Second lesson I learned is that the success of an individual can be influenced by the size/stature of the company he represents, looking back, I realized that a lot of the successes I achieved is helped by the company's industry reputation and not so much my personal skills. 

This became apparent months after being promoted to Pres/CEO of this "small" mutual fund company, business opportunities and alliances that are open to me in my previous company now seems unavailable.

Soon afterwards, I was asked to resign...

By this time, I have already gained enough skill and experience in the field of personal investment management that I was able to make a living by offering talks/seminar to financial services companies, one of the companies that engaged me - a life insurance company, offered me a consultancy position to train their agency force. 

My consultancy was soon upgraded to a more permanent appointment as the training and seminars I am conducting for the company's agency force began to show positive results. 

I was recognized as the company's "investment guru" and soon I was contributing to the development of new "investment linked" products, I was able to make substantial contribution in the introduction of structured VULs for the company which resulted in meaningful contribution to the company's topline numbers, this cemented my tenure with the company.

But 9 years after I was approached by one of the newer players in the life insurance industry to head agency sales, and guess what, I moved again because of a bigger paycheck.

This turns out to be my shortest career stint, because i resigned short of two months into this job because of the difference in opinion with my immediate superior on the way the agency sales management will be run, ironically, these are exactly what we have agreed on during my final interview.

All the best my friends!!

#acgadvice

157. A Message for Tenured Life Insurance Agents: It’s Never Too Late to Upgrade:

You’ve been in the business for years. Maybe ten, maybe twenty. You’ve seen markets rise and fall, handled every kind of client, closed policies before digital forms even existed.

You might even be thinking: “I already know how this industry works. Why change now?”

Here’s the truth: it’s never too late to upgrade.

Agents who last the longest—and stay at the top—are the ones willing to learn, adapt, and level up, even after years in the game.

Why Upgrade When You’re Already Experienced?

Because the world changed.

Clients today expect instant responses, digital presentations, and a smooth online experience. Younger agents are coming in armed with technology and AI tools. While experience is still your strongest advantage, pairing it with new tools will keep you competitive.

It’s not about changing who you are as an agent. It’s about adding to what you already do well.

Three Practical Upgrades Tenured Agents Can Make Today

Embrace Digital Tools for Client Management

Whether it’s using a CRM (Customer Relationship Management system) or simply managing your leads with a spreadsheet, digital organization saves time. No more lost phone numbers on scratch paper.

Learn Basic AI and Automation

Tools like ChatGPT can help draft client emails, proposal scripts, or even appointment reminders. Platforms like Canva can make your proposals look more professional—without needing a graphic designer.

Attend New Learning Events with a Fresh Mindset

You may have been through countless trainings, but technology updates quickly. Treat new workshops not as “same old stuff” but as an opportunity to pick up even one new idea that could save time or help you close more sales.

The Mindset Shift: From “Kaya Ko Na ‘Yan” to “Paano Ko Pa Ma-i-improve ‘Yan?”

The biggest challenge isn’t the tools—it’s the mindset. It’s easy to say, “I’ve always done it this way, and it works.”

Ask yourself:

• Are there prospects you could serve better if your process was faster or simpler?
• Are there policies you could close faster if your presentations were more professional or easier to understand?

That’s where the upgrade matters. It’s not about replacing experience; it’s about enhancing it.

Real-World Example

One tenured agent I know, 18 years in the business, resisted using video calls until 2024. He always preferred face-to-face. But when he finally tried using Zoom for client meetings, he was able to set appointments more efficiently and close policies with OFW families he couldn’t easily visit before.

His comment? “Sana noon ko pa ito sinubukan.”

Final Word

To all veteran life insurance agents reading this:

• You don’t have to stay stuck in old ways just because they worked in the past. You already have the skills. Now it’s about sharpening them for today’s world.
• It’s never too late to upgrade—not because you have to, but because you deserve to keep winning in every season of your career.

All the best my friends!!

#acgadvice

156. Old Dogs, New Tricks? Thriving with AI in the Digital Age

There used to be a saying: “You can’t teach an old dog new tricks.” For the longest time, it implied that once you reach a certain age or point in your career, it’s hard to adapt. But today, that idea is completely outdated—because with the rise of Artificial Intelligence (AI), learning new tricks has never been easier, faster, or more exciting.

Yes, even for us seasoned agents.

If you're a veteran in the life insurance industry, you've probably seen it all—manual underwriting, cold calling with landlines, handwritten proposals, and paper-based applications. And now? Everything’s gone digital. Clients expect faster service, personalized advice, and mobile-ready solutions. It can feel overwhelming. But here's the good news: 

AI is not here to replace you. It's here to empower you.

How AI Helps the “Old Dogs” in the industry

1. Smarter Prospecting.
   Instead of randomly calling leads, AI tools can help you identify warm prospects based on behavior, preferences, and even timing. Imagine knowing who to call, when to call, and what to say—all backed by data.

2. Automated Follow-Ups.
   Missed opportunities happen when we forget to follow up. AI-driven CRMs now automate reminders, email sequences, and even text messages, helping you stay top of mind without doing all the legwork.

3. Training On-Demand.
   You don’t have to sit through long classroom sessions anymore. Platforms like ChatGPT can now explain insurance concepts, roleplay client objections, and even help you write scripts—anytime, anywhere.

4. Simplified Presentations.
   AI-powered tools like Canva or PowerPoint Designer make creating proposal decks or client education materials as easy as drag-and-drop. No design skills? No problem.

5. Confidence Booster.
   When you understand how to use the latest tools, you’re no longer left behind. You’re leading the way. And that confidence shines through every client conversation.

It’s Not About Age. It’s About Attitude.

Let’s be real - change can be uncomfortable. But comfort zones don’t close sales. Your experience, wisdom, and people skills are irreplaceable. Pair that with new technology, and you become unstoppable. The new generation may be digital natives, but you are a relationship native—and that’s still the most powerful asset in this business.

Final Word

AI is like a smart assistant that never sleeps. It helps you do more with less effort, learn faster, and serve better. And best of all, you don’t have to become a tech expert. You just have to be willing to try.

So to all the “old dogs” reading this: Yes, you can learn new tricks. And not just that—you can master them. With AI by your side, the best years of your career might still be ahead of you.

Embrace the new tools. Combine them with your old-school grit. And show the world you’re still in the game—stronger than ever.

All the best my friends!!

#acgadvice

155. No One Wins Alone: Why You Need an Accountability Partner

In our industry, being your own boss sounds like a dream—no time-in, no time-out, no one breathing down your neck. But here’s the truth we don’t always talk about: freedom without discipline is dangerous. And many promising Filipino life insurance agents struggle not because they lack skills, but because they lack someone to keep them on track.

What is an "Accountability Partner" - it's someone you trust—maybe a teammate, manager, or fellow agent—who will regularly check in with you to see if you’re doing what you said you would. Not to boss you around, but to remind you of your goals when you forget… and to push you when you’re feeling lazy or discouraged.

Why is it important?

We all get distracted.

Social media, errands, sudden lakad with friends, family issues—ang daming pwedeng makaabala sa araw natin. An accountability partner brings you back to focus. Just knowing someone will ask, “Nagawa mo ba ‘yung calls mo today?” can help you resist the temptation to slack off.

It makes your goals real.

When you say your goals out loud “Gusto ko mag-qualify for MDRT” or “Bubuhayin ko ulit ‘yung client pipeline ko” and someone hears it, it becomes more than a thought. It becomes a commitment. And that creates pressure—not the bad kind, but the kind that makes you move.

They see what you can’t.

Sometimes we’re too close to our own struggles to see clearly. A good accountability partner gives feedback. They can say, “Baka kaya hirap ka sa closing kasi di ka muna nagbe-build ng rapport,” or “Mukhang puro warm market ka pa rin, bro. Time to expand.” Their outside perspective can unlock your growth.

They remind you of your “why.”

There will be days when you want to quit. When rejection hits hard. When clients ignore you. That’s when your accountability partner reminds you: “Ba’t ka ba nagsimula?” Whether it’s to provide for your family, buy that dream house, or prove to yourself that you can succeed—someone needs to echo that back to you when you forget.

Success is sweeter when shared.

Think about it—when you finally hit your quota, close that big case, or qualify for an incentive trip, isn’t it better to celebrate with someone who saw your struggle? Who was there when you were doubting yourself? That shared journey makes the win even more meaningful.

Don’t go solo. Find someone who will push you, pull you up, and walk with you. Set weekly check-ins. Be honest. Support each other.

Because the truth is, no great agent succeeds alone. Behind every consistent performer is someone helping them stay consistent.

Remember: you’re not just building a career—you’re building a legacy. And it’s always better with a partner beside you.

#acgadvice