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When a client decides to cancel insurance, Mankey says, your answer should always start with, “No, I can't do that.” He explains the importance of those words, the business retained, the claims paid and the lives saved because he said, “No.” 

When you’re feeling overwhelmed, 2015 MDRT President Caroline A. Banks, FPFS, shares how to stay focused under pressure. For her, it’s by breaking challenges into simple steps, managing what’s in front of her and pushing forward with courage. 

Because real-time feedback from clients isn’t always the easiest to obtain, McNeely’s firm gathered some of its best clients to provide input on new ideas and strategies. McNeely explains what she shares with this group and the ways they have helped identify how clients will receive her practice’s newest offerings.  

MDRT thrives, says incoming President Gillespie, by creating community through a shared dedication to helping and improving.

How can you use loyalty to segment your clients and direct your efforts toward expansion? Nakamura explains why he believes marketing is the most important aspect of advisors’ work and how loyalty-focused marketing can build lasting relationships and broaden clientele. 

Even the most successful families can lose everything without the proper planning. Tolani shares how to create a road map for wealth, leadership succession and income distribution that guarantees high-net-worth clients remain united and prosperous.

What if every policy delivery included a group of trusted people who clients encouraged you to contact? Skotnicki shares how his comprehensive binder, and the service contract within, creates client trust and understanding that help strengthen relationships and expand his practice.  

Michael Borromeo, a former Physical Education (P.E.) teacher and basketball coach, applies the same principles he used on the court — such as discipline, teamwork, preparation, and defense — to financial advising. He believes winning in life is not just about wealth, but the peace of mind that comes from being prepared for life’s uncertainties.

Danielle Caangay, a four-year MDRT member, started creating reels on social media to turn her personal way of explaining complex concepts into a scalable advantage. Beginning with a simple and honest video, she transformed common client questions into online content that educates and resonates. For her, reels are not about perfection or virality, but creating clarity that moves people to take action. 

For Jacqueline Chow, the fee conversation rarely turns on the number itself. After years of building a practice around depth rather than volume, she shares how starting with strategy builds a kind of trust that compounds over time.