Speaking to a packed room of financial advisers at the 2025 MDRT Annual Meeting in Miami, motivational speaker Kim Payne delivered a keynote urging advisers to recognise and overcome the three key barriers that prevent them from realising their full potential – indecision, inaction, and inhibition.
Melbourne-based Payne began with a parable about a donkey that, unable to see the future and stuck between a bucket of water and a pile of hay, dies of thirst and hunger – paralysed by indecision.
“So many of us get stuck because we’re afraid of making the wrong choice,” she said. “And in doing nothing, we lose both opportunities.”
You’ve made the decision, but you’re waiting for the ‘right time’ to act – and that time never comes…
She shared an example of indecision from a charity raffle where, as the first-prize winner, she was too slow to choose her reward – only to see the second-prize winner take the voucher she secretly wanted.
“Indecision cost me the prize,” she said. “Where is indecision costing you?”
The issue of inaction often shows up even after a decision has been made, said Payne
“You’ve made the decision, but you’re waiting for the ‘right time’ to act – and that time never comes.”
Addressing common internal doubts – pitched by Payne as imposter syndrome – she said 70% of people doubt their own abilities when it comes to their job.
She told the story of a friend in financial services who landed a dream role, only to immediately feel unworthy of it.
Growth is safer and more sustainable when you do it gradually…
Her advice: “If you never do anything new, different, or challenging again – no promotions, no change – you’ll never feel imposter syndrome. But if you want to grow, it comes with the territory. It’s part of the gig when you’re growing and you’re advancing.”
She cited author and psychologist Mel Schilling’s idea of “expanding your comfort zone” instead of stepping out of it entirely.
“Don’t leap – stretch,” Payne said. “Growth is safer and more sustainable when you do it gradually.”
Payne also spoke of her childhood saying she rarely felt good enough, and this led her to chase perfection as a coping mechanism.
“I wore perfection like a badge of honour,” she said. “But really, it was just hiding the fact I didn’t feel worthy.
“Recognise your inner blocks, take decisive action, and embrace the discomfort of growth,” She said. “You can’t bring your most valuable self to the table if you’re stuck with fear and inhibition.”
