What has brought me to MDRT is not just a dream. It’s about a few keys to success that I follow. The first key is discipline.
Discipline
I set rules for myself each day to:
- Meet at least three clients
- Work a full eight hours
If I fail to meet both criteria, the workday is not over. This small, consistent discipline eventually led me to achieve for more than 100 consecutive months. I have never missed that monthly target.
This very discipline sharpens our skills and focus, enabling us to read a client’s emotions from their eyes, their tone of voice and the atmosphere in the room.
Understanding
The second key is understanding and getting into the mind of a high-net-worth individual.
One thing I learned from my millionaire clients is that they will not tolerate what they dislike, but they will give unlimited time to what pleases them. So I can target to their interests better, I structure my client engagement into four distinct groups every month:
- New clients
- Existing clients purchasing additional policies
- Clients who have just bought their very first policy
- Clients referred by others
This systematic approach ensures that my market expansion never stagnates.
Trust
The third key is trust. Many people ask me, “If you had to choose between sales and trust, which would you pick?” Unequivocally, I choose trust.
If clients trust us, one day they will no longer view us as just a life insurance agent. Instead, they will see us as a trusted advisor for their health, their finances and even for moral support.
We recognize that financial products in the form of life insurance are an absolute necessity for everyone. We make sure to sell every available rider covering medical expenses, compensation, accidents, loss of income and critical illnesses to the fullest extent the client can afford.
We don’t just sell insurance. We sell confidence and peace of mind for the most difficult days of our clients’ lives.
Final secret key
This unlocks the heart of the high-net-worth individual. It’s not a complex strategy, nor is it luck or destiny. It’s a heart filled with genuine love and goodwill that’s combined with the discipline of our daily work and the trust that we prioritize over sales.
This is the key that will unlock the door to success, greatness and genuinely to the heart of the client.
Surawut Pattanabandit is a nine-year MDRT member as well as a Top of the Table member. This is excerpted from his 2026 MDRT Annual Meeting presentation, “Billionaire’s locksmith: The secret key lies in the heart,” which was presented in Thai. MDRT members can see 2026 MDRT Annual Meeting presentations, as well as other MDRT meeting presentations, at mdrt.org/learn.
