How to be a more effective manager with Keith Capoy – Transcript

SUMMARY KEYWORDS

financial advisors, clients, business, manager, agents, recruiting, philippines, year, pandemic, life insurance, podcast, programmer, industry, team, financial advice, join, millennials, referrals, unit, fact

SPEAKERS

Gwen Lazarito, Keith Capoy

Gwen Lazarito 

Hey guys, welcome to another episode of the financial advisor Southeast Asian podcast when here and today we have a financial advice. Unit manager under blue pearl 10. From pro life UK here in the Philippines. Meet Keith Catboy. Keith, thank you so much for coming into the show and welcome.

Keith Capoy 

It’s my pleasure to be here. It’s actually my first time guest in the podcast. So mixed emotion excited nervous at the same time.

Gwen Lazarito 

No worries, because this is just like two people, two colleagues talking to one another. So I’m mostly going to ask you about like your, your story as a financial advisor and as a unit manager. So I’ll start off with that like, Well, first off, how long have you been in the industry?

Keith Capoy 

Right? So as an agent, as a life insurance professional, I’ll be 37 years old, this August, all manager, it’s actually my third year, when I one, it’s quite a long story. A lot of people will not believe that I’m actually a programmer. Yeah, I used to work behind the computer, you know, our work, we always put they even during our greets, when we find a solution to wake up the hours of the day and just to see Oh, is this working or not? So that was my life. for about four years, working in Korea and moving to the Philippines joining the family business in it was a long story. Why it came to life insurance, it was not actually something that I would thought I would be guessing here year going so that year, so there must be a big reason, a mission and believe I am here.

Gwen Lazarito 

That’s wonderful. But like so how did you get into from being a programmer, because that is like behind the desk. And you know, you don’t really interact with a lot of people. I remember, there’s this running joke before, when I was also an IT student that we don’t need legs, we just need her hands to code. So what did what happened that you transition from being a programmer to becoming like a financial advisor, and you know, like, talking to people approaching them doing stale stuff?

Keith Capoy 

Yeah. Just as I said a while ago, when I never really wanted the means is in the first place and no one to force people to buy something from me. I don’t want to I don’t want to get rejected, but just go back to history. Right after I graduated from university Dixon partners, I worked directly with my Korean employer. And he asked me to fly to Korea to work for him. At the same time, I studied for two years, Masters in Business while working for my Korean boss. So it was a leave a happy go lucky life right back there in Korea. But then my dad called me and said, Son, why not you go home to the Philippines and join the family business. So we’re actually into shipping brokerage. So as an American, I went home and the Philippines In fact, I was offered a doctorate degree after the Masters graduation, but I still followed my dad. So when I went home to the Philippines, life was so comfortable because I joined the family business. Our office is just attached to our house so I can just wake up anytime of the day. And everything like any Filipino business, and everything was for free. You don’t have to wearing uniform. So you see the income that I get from the family business directly goes to my bank account, everything else meals, loan, car, gasoline, everything else was for free, until in 2012 when my dad got diagnosed cancer. It started with just a simple stomach ache, and it lasted more than two weeks we have to bring into the hospital. And after some scans and checks, we found out that there was a tumor About one kilo in size that needed to be removed. acid. So it was already at Port stage answer. It was the technical term was just gastro intestinal stromal more. So there was no technology or there were no available doctors who could attend to my God. times, we had to bring him to Manila St. Luke’s Yeah, medical Hospital Medical Center. And they’re called the long story short, the operation was successful. But you know, cancer. Yes, it betrays you. So after almost two years, it recurred, it actually spread out to other parts of his body. So after almost two years, even with all our efforts to find the best doctors, my dad wasn’t able to cancer. And that was the turning point. Because we realize, we spend so much in fact, if I would mention the figure, we spent more than 8 million vessels for his house, and everything. Not everything, but most of it came from the pocket. My dad only had a very small amount of HMO or health insurance, the rest of recovered male investments. And so we had to give up a lot of things, we realized right after that, my dad could have been injured, and we wouldn’t have to spend that much money. So a lot actually were sacrificed, including his retirement on the savings of his children, our business phone. And we know that it doesn’t stop there, when the word breadwinner of the family is out of the picture. How does the family sustain their living? And that’s actually a different story. Because we were left with three younger siblings. One was just actually graduated from high school and about to take dentistry. So imagine that as

another big expense.

Keith Capoy 

Yes. And the younger brother actually just graduated from his four year course. And he was a mother of eight, proper medicine. Imagine two younger siblings, both in the medical field and weeks back on big Tricia fields. So without my dad, how are we going to sustain anything? So we had to sacrifice a lot. We sold our properties. In fact, we sold several condominiums into in Manila cars, the most painful part, they guess, was selling our ancestral house, in our hometown. So there were a lot of sacrifices to be made. Because my dad, apparently after learning all these years, failed to prepare for that incident. Or that for that event. So that is what I always advocate in talking to prospects to my clients, that preparation is really key, no one really would know when that will happen. No one is an exemption for you talk too much.

No, that’s okay. That’s okay.

Because I actually, you know,

Gwen Lazarito 

what, this is the thing that I really wanted to capture, here in this podcast as well, Keith, because your story is very powerful. So most of us in the most of the financial advisors that I’ve talked to here in this podcast, and it’s not aired yet, most of the podcasts are upcoming, but most of them and especially like the first episode, my first episode was actually my husband. And he also lost both of his parents to cancer on the same year, and they were all college students. So that you we have like this similar thing, that we only realize these things when it has happened to us. And, and we really want to be able to advocate that because we don’t want the things that happen to us happen to other people, as well, because it’s very difficult. And as you said, you had to sacrifice a lot of things. And And that, I think, is one of the reasons why it’s very difficult for us, like for middle class Filipinos to rise above that, that that line, because we are not prepared. There are like resources that we could have gotten. Because we’re just not thinking about the future, that long future. And that what we fail to prepare and if, and if God forbid, that happens to other people, the cycle goes on and, and yes, and that’s why I really wanted to capture that because if other people are able to listen to this podcast to your story, they’ll be able to think and maybe look back on what they Could do or what they could have done. And, you know, if if it’s, they’re not going to do it for themselves, then why not do it for their families, right. So your story is very powerful. And I know it’s one of the things that have fueled your, your passion for the mission, because you’ve been in the industry for a long time. And I’m jumping from being a programmer and not talking to anyone, to, really, because I know the like, I know your journey, because I was also a programmer and jumping into sales like and what you’ve mentioned, like, you’re really like you dislike, and I know this feeling that this like to push a product or like even your ideas to other people, and hopes that they will, they would like, take your idea, because you know, it’s going to help them. And it’s actually very frustrating, especially when you’re new. And I guess that’s like one of the things that I wanted to ask so because of your story I know that has fueled you to start your career as a financial advisor. But throughout the like the rejections and you know, the the hurdles that you go through,

Keith Capoy 

what made you stay, leave it found the love for this business. In fact, when they join, they never really thought they would last this long. My very simple reason for joining that time, was just made sure that I get to apply for life insurance for my family members, or a mom and siblings, I get it discounted. commissions go back to you, that was just my very simple reason. But you know what, you’re attending all the trainings and listening to different agents, and hearing their inspiring stories, I realize that I’m into something much bigger than what they thought initially would be. So what, what I thought to be just another source of income, be able to help me family that time, I was no longer confident being a programmer, because my life was so comfortable working with my dad from the business. So I needed to find something to replace the programmer job, or that job and have been with me finally, a work as an accounting manager in the family will do that is justified though they don’t have much living a comfortable life with the family, so hard to transition to finally do something that I would really work hard. And coming into the life insurance industry realize that you have to approach people and this is something that I am not comfortable doing. You mentioned a while ago, about our work as it is we work behind the computer most of the time, we don’t really talk much, right. And I felt when I joined the life insurance industry, although it’s not being said verbally, but I feel that my classmates batchmates and asking points, suddenly becoming an agent. Not to brag, but I’m one of those students in the past, helping the list academic, so they’re expecting much more than not, they’re expecting me to rise above the ranks in the IT companies maybe become CEO someday, as he become your life insurance agent voice. But I had to trust my gut. I believe there’s a reason for everything when I came into this business, and over the years, realize that it’s really much bigger than me. It’s really helping people. And the reason why I stayed with your question, I love being here. I love helping people. I love hearing their stories. I love sharing my story as we learn from each other. And right now, being a unit manager, I’m leading a young team, and I help them be able to help more. So my reach is becoming bigger, because I don’t do it just by myself. I now have a team of passionate young people, we’re also willing to help other people become successful. So great, you actually multiply yourself that’s a good thing. Yeah.

Gwen Lazarito 

Yes, so I think that’s what I also attended the leadership seminar and it’s it’s like being a being a leader will enable you to replicate your success to other people as well. So that you because it’s like a ripple effect, where you don’t only get to change the life of the people around You but those members or your team members that you’ve also, that you’re leading will also be able to replicate throughout the people that’s around them. So you get to touch more lives in the process. Now, talking about your team, like, how many financial advisors are you currently managing

Keith Capoy 

right now counting the rest that are still a monthly license, I would see an average around 50% are millennials and 20% are Gen Z’s, do you see younger people? Are you joining the business? Because I can see a pattern that people would like to do something or a job, or they find meaning? And they definitely can find purpose here in life insurance industry?

Gwen Lazarito 

Yes, that is true. That’s a really big team that you’re handling. And yes, you’re right. I, I’ve noticed that, especially on the younger generations, we’ve deviated from, you know, working, like our parents, like just working to get food on the table, to working for a purpose. And and as the generations gets younger, we realize that, like, a lot of financial advisors now are in their early 20s. Right? Whereas for us, for at least for me, I started in, like, in my, in my late 20s. And I’ve now heard that there are financial advisors who started when they were 19. So that was very, that’s, that’s really interesting to hear. Oh, yeah. I know. And I was like, Oh, my God, what was I thinking? When I was 18? I was just thinking about, like, like, what to do after class. And I’m very proud of those, like, 18 year old who have such a high vision, like, or such a far reaching vision that they can envision themselves helping others. When I was 18. It’s very selfish, like, you know, like what I mentioned just yet data. Yeah, that was like, be game for, like, my generation, our generation. Yes. So I really, like it’s there, you can really see a trend that’s been going on and like, I wonder, have you or like, did you notice a surge of these, like, new financial advisors, young financial advisors coming in, during the pandemic, or even before that?

Keith Capoy 

Before they just want to trace it back when when I joined in 2014, I noticed that that was the youngest, I joined at 25 years old. Most of my peers are on their 30s 40s 50s. So I thought to myself that the life insurance business must be for age, how should they through me, but middle aged, middle aged people, but as they see young ones, attract other young ones. So it was able to invite other young people, my classmates from college from high school, and then it just multiplied. And I realize, I mean, I was amazed, after so many years, wow, our our district, not just a brand, not just a unit, just the branch with the whole district is not recruiting more millennials. I think it’s really the law of attraction, young people will be attracted to also young people. So it started around, I think, my third or fourth year, so even before the pandemic that more young people are actually joining.

Gwen Lazarito 

Oh, that’s really good to hear. And yes, because that would mean that we get to help a lot more people as the generations gets younger, but I’m also curious, like during the pandemic, have you noticed any attrition from financial advisors as well since you’re managing teams now?

Keith Capoy 

Yes. In fact, we had a lot of agents not the listing last year, because they were inactive. Believed after the pandemic. You could also relate all of us can relate that after March when it was announced that he will go into lockdown. People didn’t know what to do in the business will still go on. While we were waiting for a memo from from head office on are we going to do how can we send it because we used to do face to face though I’m just thankful that the life insurance industry’s passed. Enough to adapt to changes and so on face to face came in. But I noticed that a lot of my agents were actually diverting to other kinds of business like selling food and whatever items available. As you can see the marketplace is booming. Yes, yes, yes. So, I don’t know, I just lost a good number of agents last year, but it was also an opportunity to invite more recruits younger ones. These people, actually the new recruits from last year were the ones performing. And to my amazement, they are the ones who actually wrote our theme to a positive group. Despite that,

Gwen Lazarito 

that’s really cool. And yes, because I asked this question, because as I mentioned, I think I mentioned this before we started the recording that there was a mixed feedback between financial advisors, at least here in the Philippines. Some of them were struggling, but some of them were actually like, saying, like, my business tripled, or quadrupled during the pandemic, which was something that they’d never really expected. Because they thought that people would not really jump into the whole, like zoom meeting bandwagon. But it turned out to be positive for their, for their businesses. So and I think because you mentioned that most of the advisors that you have, the younger ones are the worst performing. I guess that’s also correlates to because they’re really fast to adapt to the technology. That’s actually the younger ones are able to adapt to technology faster than the not much younger. Yes, and because even my husband said that, although his business did grow during the pandemic, he’s still looking forward to like those one on one client meetings, because he’s just that person who really likes to have that face to face conversation. And I feel like, because most of the financial advisors who’s been in the industry for a long time is really used to that kind of meetings that it’s very hard

to let go.

Gwen Lazarito 

But But I’m very happy that there are new advisors coming in who is willing to, and I think now it’s the norm, right? zoom meetings are their norms, like this, the one that we’re doing right here, and I think, like even the podcasts are growing during the pandemic. And so that’s very interesting that a certain, like, global event can do a really, really big impact. For better or for worse, while we’re talking about this, by the way, about, you know, talking to clients, are you still doing financial advice, and acquiring clients while you’re managing teams? Yes, I

Keith Capoy 

still do. We’re seven years already and still consistently, argue for this consistently qualifying to the national achievers club. So that’s actually our, what we say the gold standard for financial advisors to actually achieve for life up. So I’m happy that even or despite being your manager, and you’re still able to set but this is really smart perspective, I don’t hustle as much as when I was a rookie, or on my first to third year, we really look for clients every single day. Right now I just talked to my existing clients ask for referrals. And I’m also amazed that maybe because of my social media presence, so people just just messaged me, and asked Keith, how can I start make fun or keep helping and join us? I’m happy that I’m actually creating an impact on social media. So it’s becoming easier over time to actually get more clients? Yes,

Gwen Lazarito 

I do. I do notice that that most of the financial advisors that have talked to said that after a number of years in the industry, they now don’t really need to advertise their services as much because they mostly get their clients through referrals. And it’s very interesting that and I know that it’s because you know, your your previous clients has. You’ve already gained their trust. You have a really good relationship with them and so it’s easier for them to like, trust you With their referrals, but in your opinion, like how do you? Or how do you think you’re able to do the work where you were able to reap the rewards in the future? Like, what were your best practices that you think that you that has warranted you all these referral,

Keith Capoy 

we all boils down to quality service, keeping in touch with your clients, even as simple as meeting them on Mother’s Day, Father’s Day, Christmas, birthdays, important events, these are important touch points, you don’t actually have to meet them every time, like on a scheduled basis, like once a year, there are actually so many ways to keep in touch with their clients, and them knowing that you are in touch that you care, especially during the pandemic last year, this is simple, how are you I hope you’re safe and healthy, would mean a lot of them would bring a message that Oh, who might be a financial advisor is not only closing a sale for me, it was not just up for the commission, who really cares. So from time to time, like just randomly sending some gifts, mean food deliveries, if we make them be happy, in fact, last year, a close one of my biggest client, I just sent a basket of fruits. And it made him so happy before the closing. I think that basket of foods, which actually cost less than 500 pesos was actually very crucial to closing that team. So no, they’re it’s really all about relationships are when you build that the trust, confidence in the right relationship with your clients, they will be so willing to refer you to their friends and relatives. And so they become your future clients.

Gwen Lazarito 

That’s good. And I’m sure that you’ve already provided or given this advice to your team as well. And they’re, they’re doing that too. But I’m wondering, do you have a certain criteria for the the team members that you brought into your team? Like, do you have an ideal financial advisor, that you want to like train and mentor,

Keith Capoy 

super, I’m very choosy. But I get to attract the young people to be the oldest in the theme. Still around the millennial age 35 or 37. The youngest is 19. So I have no problem with age. What I really want from someone who joined the team, his commitment with time, and a fast internet connection, especially this time. Yes, not face to face. Plus, you have a lot of trainings online, and everything is gone over zoom. Zoom demands a lot of bandwidth. So really require a strong internet connection. Otherwise, there’s no point joining with you cannot even join the trainings. So internet is very important site from that commitment of time than then some trainings, strong internet connection, attitude, I believe you will feel it during the interview or that this person is teachable enough. Is that is on willing to learn? Is this person willing to unlearn things and learn new things, or believe it’s the end of the day, there is no perfect gray area to bring in qualified this recruit is the right one, you will just really know during the process, when he becomes an advisor in SES license. And he goes through all the things just respecting and approaches people in this presentation, you will know right then and there on this agent we’ve been asked in this business. And of course, yeah, manager. You know, our job is to develop people. So if there are some weak ones, we have to make them stronger. If they’re already strong ones, we develop them to even become stronger.

Gwen Lazarito 

I really find it interesting that you mentioned the word teachable. And I think that’s very, that’s very important. Because financial advice is relatively like a new type of industry here in the Philippines, although it’s been around for a long time. But it’s just now in our generation. I think that it’s been shed a lot more light. And it entails you to be able to, as you mentioned, unlearn and learn new things because we also had a lot of taboos around financial advice before right around like the insurance industry investments And all that stuff? And yes, I believe that being teachable is

one of those

Gwen Lazarito 

prerequisites to, I guess, to this to this industry and be it having been said that. So you have a team and you have 50 people that you’re leading? Like, is it difficult to, like manage all like 50? People, because I know that you have to like, I would like, let’s say this 50 people are all teachable, but they still have different personalities, different learning styles. So how do you go about, like managing all of them?

Keith Capoy 

When it’s really challenging, managing different personalities, especially during my first year, I’m the Pied Piper performer, I’m an achiever. So I wanted my agents to be the same. But you have to accept the fact that there are agents who are not like you, or a weak personality, or maybe just lazy. So that’s actually my pet team, when I love that they know that they need the money when you know that they need to do or work hard in this business, but they’re not doing anything. But you know, what they learned to be patient and to be more understanding. It’s not just about requiring them to pay, you get to see every month and be consistent and be active, it’s really becoming more of a person in the human. I’m not here just as a leader, or as a part as a manager, and here as your friend. So I get to that level of understanding them on a deeper sense, becoming a friend, because when you have that good relationship with them, you can actually influence them to make a sale. So yeah, I get a break that the crust is people kind of put a wall if they don’t want to be bossed around read specially this millennials, they want a leader who could actually be a good friend with them. Someone that they could have fun with someone that they could confide with. So I’m actually learning a lot. And it’s my third year. And I noticed a level a lot to learn. And I’m just thankful when you said Is it difficult to manage? Yes, I would say very challenging, but I got help from my fellow managers. So our branch, we have five unit managers, and we help each other with the trainings. So I don’t just we share the burdens. So every time there are new rookies, we, we actually put them in the program, good for one month, where they learn all the basics, or we take their IDs in training, that’s a good thing about that there’s collaboration. So it’s no longer that that difficult. When is when he started?

Gwen Lazarito 

Oh, that’s really good. Because, you know, you mentioned that you have other unit managers, and you guys have each have your own strengths. And it’s really nice that you spread out, like the load of training this new people, because you might be good at this particular topic or, but there’s also another type of person who is really who it really excels in something else that and that’s something else might be very good to share with with your new financial advisors. And therefore, you get to train a really like robust Financial Group of financial advisors who can, you know, again, what we mentioned earlier, replicate what you do, and provide more impact to other people. So I really love that idea that you get to collaborate, and there’s no competition with other unit managers. And instead, you collaborate with each other so that you get to help the ones that are coming in. And because of that, like, aside from financial advice, obviously, does your does your team or your branch offer an ongoing service package for your clients? Or for me, me just did last month, a millennial money talk.

Keith Capoy 

It’s a branch wide event. So it’s a financial wellness forum, specifically for millennials. So we actually send invites via our Facebook page in Brighton. And people get to register via Eventbrite. So it’s actually a fun activity, especially for people who don’t know what to do with their money, especially the young ones like spend their money on gadgets. So what we teach in that seminar in the forum is for them to, there’s actually a checklist in their journey to becoming financially successful. So need that counts for the for the package you’re talking about?

Gwen Lazarito 

Yes. And and that’s why I asked about this is because it’s, it’s one of those things that I think really helps a business grow. If we are able to give more, or at least give back more than we receive, because in the end, it circles back to you. So and I’m happy that you were able to share that to us because it might be it’s a really good idea to target millennials, because they’re the ones who are actually carrying our economy here in the Philippines. As you mentioned, they’re the ones who are spending a lot and most of them are also working in in really good jobs now because they are choosy. So they’re more choosy, like I really remember this. I also like I worked for BPO. And now like, my cousin who’s in the, the younger generation, is also looking for jobs. And she’s very picky on the jobs, like she has a lot of these qualifications. And I remember myself looking for the, like a list of the bpos that are out there, and just hoping that one of them might take me. And here’s like this younger generation, like looking and picking out the ones that she likes. So there’s like this really shift in mindset, and good salary. Yes, yes, there. They are that generation. But, but it’s really important as well, that we educate them because we already know we’ve we’ve done the work with it. We’ve done our research, we’re already financial advisors, like some financial advisors, even became financial advisors, just because they want to learn more about money, right? And what better way to give back then to teach the younger generation and make them more accountable and make them more educated with their money so that they can become better spenders. Be more I should say yes, become better spenders, were wiser with their money. But and so that’s really like a good example on on programs that your your team or your branch has raised for the community. But aside of By the way, aside from leading financial advisors, like Do you have any types of services that you yourself offer

Keith Capoy 

other than life insurance, I am actually flew really focused right now and this year with recruiting more people, and you said 50 is is a lot. In fact, in life, that’s really small smile. If you look at the top teams, in our company, they would have to be 3d, average. So we have to keep up, we have to keep up with the standard specially done. So fast and recruiting, a lot of millennials are now joining, of course with more recruits means to say you have a lot more reach, be able to help a lot more people. So I believe that was the secret formula through last year, being the only company to get a positive growth despite the Yes, okay, because we continue to recruit young people. So we have more soldiers to reach out to potential clients.

Gwen Lazarito 

Yes, because, and I understand this, that recruiting new financial advisors are important because there are some who, you know, if you’re, you’re going with the soldier analogy, some soldiers get tired. And so you will need new ones to, like carry on the mission, while maybe other soldiers recuperate or some, you know, change trade, but at least there are still new ones who can carry on with the mission. And from these soldiers, you can have like the best of the best, right? Like there are really financial advisors out there who like, as you mentioned, like you’re the type of financial advisor who’s really like competitive within yourself like you want to be at the top of the earth. Some financial advisors who are Not, maybe they’re just happy with having like one client or two clients a month. So it really depends on the strength of your soldier. So, right now you’re laser focused on, like recruiting more and getting your message out there through your financial advisor. Now,

I guess

Gwen Lazarito 

aside from, you know, leading teams, and recruiting more like what are your plans in the future, by the way,

Keith Capoy 

my plans is really to make my teammates accessible. As I said, in my vision, I always share during our meetings is we want to be a globally recognized financial team of globally recognized financial advisors. What I mean to say is, we want to be employees. dollar in cable industry, you know, that it’s what I really aspire for my teammates, so I don’t want them to just call you call this nice satisfied content with, okay, I’m a national achievers club, you could still go hire me or tea is really the gold standard, everyone in the insurance or the finance industry must input, I would want to bring them to the US or to other countries and join that mdrt annual meeting. So that’s my goal to really level up the Cali beer or the quality or the performance of my agents. So that someday they would also do that their recruits to their respective teams, the goal of every leader is to make their teammates more successful than them. So I still have a long way to go. Still, I third year, and it’s getting more exciting getting to work with more diverse personalities, people, in fact, I have met last year, some really interesting people who have more passion than me, in fact, asked me to do more. So that’s actually the good thing about recruiting because there is a new blood, and they are so pumped up. They’re so passionate, they actually infect the other agents who actually step up. So I’m looking forward to really meet more passionate people, people who are dreamers, people who are driven, so that we can develop that on the call this this dynamic team of young professionals. So that’s my goal. It’s a long way to go, but it’s just take it one step at a time.

Gwen Lazarito 

Yes, definitely. And I am really happy and I’ve support you 100% on your journey and your your goals, because we do need a lot of people to educate other Filipinos on the value of financial advice. And at the same time, you know, people say that you become a financial advisor, because the commission is good. But really, if we can earn, why not the people think of it differently, because we are here in the industry to help other people. And we just want other people to realize that sure, there’s a big commission that we get, actually, it’s not that big, sometimes a reasonable Yes, commission that we that we get from from, say, a sale or from a client, but in truth, what we really want to send a message to is that our commission is not, would not compare to the, to the money that you get to save with the product that you’ve that we were able to provide for you. Right. So it’s good that like if we can get more people to tell that message or to yes to tell that message to other people that I really like one of the goals I feel like as a financial advisors is to raise the the the economy and the the level of the the lifestyle that we feel as Filipinos should be getting right like by now. And I think that the investments, the proper investments, and the right insurance is really going to help us with that. But yeah, so thank you so much for being here. And Oh, one more question before we end the show key is that what would you offer as your advice for individuals that are looking to become unit manager so like for for your team members who want to step up and become unit managers?

Keith Capoy 

It was asked this question so many times because the fear of Every agent wanting to become or planning to become a unit manager is, Will I be able to make it? My really own up to becoming manager they A lot of people will not want to sacrifice their time. Because being an agent is she been so comfortable, I remember being an agent, there was so many days where I don’t work. And that they hustled, again, because he’s even even closer, right? The amount of sales, you know, okay, and when you do this income and arrest work again, so there’s not much consistency. When you become a unit manager, you really have to extend your time, because your agents call you middle of the night asking for assistance, they have to be there for them. So my question for you, we’re planning to become unit managers, are you willing to sacrifice your time, because you’re going to have to, especially when you’re starting, but later on, I promise you that you’re going to find that groove, you’re going to find the system, great, everything will be in place, you’re going to find some leaders in your team who will help you. It’s not the load will not be shouldered or carried on just by yourself. You have a team of people who will help you. So always remember, you’re not alone. And I believe the the core of being a leader is really do you have a heart to serve? Are you willing to be a servant leader, you’re not just there to boss around, but you’re there to help them focus and helping your teammates. And you will be successful, that will just be an effect if you help your team become successful.

All right, thanks

so much

Gwen Lazarito 

of that’s well, very well said. Thank you so much for coming into the show. Keith, I have learned a lot from from your experience and from your knowledge as a unit manager and I hope our listeners will has learned a lot from you as well. But if ever we have listeners who wants to reach you or want to know more about you, how can they like contact you? Or where can they get to know you better?

Keith Capoy 

Alright, so when thank you so much for this opportunity. And they said it’s my first podcast and he did really good after our interview, so they can reach me through Facebook to search for a Keith copy. And should they get my number you can email me at cowboy@gmail.com so it’s kilo echo Indigo Tango Hotel Charlie, Papa Oscar Yun ii gmail.com.

Gwen Lazarito 

All right. Thank you so much, Keith. So I also put all of those information in the show notes to this podcast so you can the listeners can check it out anytime. So thank you so much again for coming into this show and you have a wonderful day.