This document discusses capitalizing on one's gifts and operating from their "zone of genius" in the financial services industry. It encourages identifying one's strengths and skills that they are better at than most. It discusses barriers to living in one's genius zone, such as believing other skills are more common or that there is only one way to succeed. The document provides questions to help identify underlying needs, problems solved, and pains avoided to discover the roots of one's gifts. It also outlines six influencing styles - thought leader, connector, educator, storyteller, host, and community leader - to help focus one's skills.

1. Capitalize on your Gifts
Flourish in the Financial Services Industry by Operating from your Zone
of Genius

3. “Children should be
seen, and not
heard…”

4. “Never compare with people
worse than you. Compare with
those better”
“You should aim to get 95%
and above”

6. Transversal Skills

8. Coen

12. Burnout

13. Questions I ask myself before I
accept any New Projects in 2022
1. Does this spark life in me?
2. Does this bring me closer to my
business and personal goals?
3. Is this the best use of my unique
gifts?

14. The 4 Zones
You’ve a High Level of Mastery, and you
may have Specifically Developed It, but it
comes as Second Nature, You CANNOT
NOT Do It.
Fear/Ignorance
Good Enough
INCOMPETENCE
COMPETENCE
EXCELLENCE
GENIUS
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You’ve trained yourself to do it at a
High Level of Skill, but it still feels
Effortful at Times.
You’re able to do it because it is part
of the work, but you may not be as
enthusiastic about it. It feels like
work.
You’re not really proficient at it. It
probably takes you way more
time than others just to do it at
an acceptable level, if at all.

15. About 20,000
Financial
Advisors in
Singapore

16. “You are NEVER ‘Just
a ______’”
- Financial Services Manager with 20 years
experience in the industry

17. “Nobody can sell to Everybody
But Anybody can sell to Somebody
Your job is to find your Somebody”
- Stuart Shee, Financial Services Veteran,
Author and Highly Sought After Speaker

18. Barriers to Living in our Genius
Zone

19. Barrier 1:
“I have this skill, but so does
everyone else. So I am not really
special”

20. Barrier 2:
Not encouraged / put down for
using our special gifts.

21. Barrier 3:
Believing that there is only 1
way to get things done.

22. Skills &
Competencies
Character Virtues
Underlying Principles
Guiding Values
Underlying
NEEDS to be Met,
PROBLEMS to be Solved &
PAINS to be Avoided
The Profound
Roots of Gifts
Development
The Engine
Driving It
What we see
Line of
Visibility

23. Question:
What strengths/skills do I possess?
What do I do better than most
people?

24. It’s not just
What
you Do.
But WHY
and HOW
you Do It

25. Questions:
What Character Virtues am I displaying?
What are the Guiding Values behind my
actions?
How have I mastered the Principles behind
my Strengths?

26. Questions:
What NEEDS did I have growing up?
What were PROBLEMS I’ve had to learn
solving since young?
What are the PAINS from the past that I
want to avoid feeling now?

27. Turning my Shadows into my Light
At my
Worst
At my
Best
Too Sensitive Empathy
Not Good Enough Growth Mindset
Insecure Psychological Safety

30. Expressive
Style
Reflective
Style
Intellectual
Appeal
Emotional
Appeal
Influencing Identity
Fun
Appeal
Storyteller
Educator
Thought Leader Connector Community
Leader
Host

31. The 6
Influencing
Styles

32. The Thought Leader

33. The
Thought
Leader

34. The Connector

36. The Educator

37. “The question I ask myself
is not ‘how to make more
MDRT?’ but what’s a
system I can teach a 1-day
old FSC to help him/her
succeed fastest …”
- Financial Services Manager for over 10 years

38. “What if every meeting, you
educate the prospect so
much that they are referring
their friends by saying
‘you’ve gotta hear this!’ to
meet you?”
- Financial Services Consultant for 10 years

39. New Manager Advisor Closed 3X MDRT from 1
Facebook Post
Before Results
● Now manager of 10 people in the
team after 1 year, 1 of them has
been promoted to unit manager,
and 2 of them managed to
achieve MDRT for the first time.
● Won TOT for the first time, and
awarded the Million Dollar
Challenge (1 of only 3 in the
whole of AIA Malaysia).
● Regularly invited as a guest
speaker to regional events, and
even invited to give a keynote
speech to Financial Planners in
China.
Soh Yan Xin
Financial Services Manager,
AIA Malaysia
● Newly promoted as manager with 6
people in the team, only 1 is
performing. Was apprehensive
about his leadership capabilities.
● Reputation as the youngest COT
winner in Malaysia ever. However,
did not know how to capitalize on
this branding and tell his story to
attract people to join his team.
● Is not well known outside of his
company. His social media posts are
liked and commented by his
colleagues only.

40. The Storyteller

41. How a Financial Advisor Closed 3X MDRT from 1
Facebook Post
Before Results
● Coached 3 of his team members
to achieve MDRT for the first
time.
● From a single Facebook Post,
connected with a High Net Worth
Prospect, and closed multiple
policies worth 3X MDRT.
● Reclaimed his voice and
confidence to speak up. Started a
TikTok channel with 1.8M Likes
and 257.5K followers
Royston Yeo
Financial Services Director,
Great Eastern Singapore
● Image as an ”old-school leader”
who cannot connect with team
members and inspire them.
● Poor personal branding, and his
social media posts have low
engagements.
● Have low confidence in his ability to
speak. Was silenced, bullied and
abandoned a child.
“Coen is well read and knowledgeable. Through his
coaching, he was able to help me identify my pain points,
find creative ways to present myself, so my team members
had a new-found respect for me.”

43. The Host

44. Yacht Parties
Movie

45. The Community Leader

47. “I used to focus on being
the Best in the World.
Now, I focus on being
the Best FOR the World.”
- Coen Tan

48. https://www.linkedin.com/in/coentan/
https://coentan.com
@coentan