"Her Strength" | Sunshine Life's Han Xuesong: Build a sense of security for yourself, and then pass on this "preparation for a rainy day"

In the tide of the times, women are anchoring their lives with multiple identities. They are warriors overcoming obstacles in the workplace, warm and resilient havens at home, and relentless seekers of self-worth. However, amid changing roles and the passage of years, anxiety and unease often follow closely—career glass ceilings, fertility choices, family responsibilities…

Sun Life Beijing Branch Senior Marketing Manager Han Xuesong

While most people try various ways to find “a sense of security,” there is a group that chooses to become “conveyors of security.” They are insurance agents—professionals and empathetic individuals who turn uncertain risks into assured comfort and dignity. As International Women’s Day approaches, we meet Han Xuesong, a senior marketing manager at Sun Life Beijing Branch, who has dedicated over a decade to this industry.

Since joining Sun Life in 2011, she has accumulated numerous accolades: President of the 15th and 16th Sun Life Summit, MDRT and TOT memberships for consecutive years, multiple International Dragon Awards, IMA Insurance Celebrity Gold Award, and the inaugural Hurun China Insurance Person of 2024. Behind this shining résumé is a young woman who, fresh out of university and a “Beijing drifter,” relied on resilience and her feminine sensitivity to turn challenges and prejudices into a story of growth.

Han Xuesong recalls that her initial motivation was simple, even somewhat “selfish.” In her early twenties, like many girls striving in big cities, she faced identity confusion and uncertainty about the future. “As a young girl at the time, I deeply understood the unique challenges women face at different life stages.” Her profound empathy for women’s situations drove her to establish her own sense of security and to pass on this “foresight” to others who shared her anxieties.

Over fourteen years in the industry, her career has undergone a qualitative transformation. It is no longer just a means of livelihood but a “career of passing warmth.” Her mindset shifted from anxiety-driven pursuit of success to calm confidence, understanding the importance of long-termism; her value recognition evolved from “selling insurance” to thinking about how to use insurance as a tool to provide clients with more effective and practical security. This deepened her understanding of the profession—insurance agents truly can support a family in times of storm.

Facing the wave of digitalization and industry transformation towards high quality, Han Xuesong believes that agents must upgrade their professionalism. Otherwise, the widespread adoption and application of digital tools will pose the greatest challenge. Future insurance development will not be just about providing a policy plan but will encompass “protection + service + ecosystem,” focusing on health management, retirement services, and wealth inheritance across the entire chain. Agents should embrace AI as an auxiliary tool, focus on complex planning and lifelong service for high-net-worth clients, and continuously learn to enhance their multidisciplinary skills.

On this women’s holiday, Han Xuesong’s story is not only a model of perseverance for insurance agents but also a mirror reflecting how contemporary women use resilience to create value, and with professionalism and love, build a sturdy and warm “umbrella of protection” for themselves and others.

Q: What initially motivated you to become an insurance agent?

Han Xuesong: I started in the insurance industry at a very young age, just the second year after graduating from university. At that age, I didn’t have many fixed mindsets, and because I was young, I was more willing to learn new financial knowledge and eager to connect with different people. As a young girl at the time, I was very aware of the unique challenges women face at different stages of life: career struggles, role changes, dealing with childbirth and retirement… It was quite insecure. I could deeply empathize with the anxiety and needs of women around me. Choosing the insurance industry back then was to first establish my own sense of security and to pass on this “foresight” to others.

Q: As a newcomer in the industry, did you encounter any confusion or obstacles? How did you overcome them?

Han Xuesong: Definitely. Two main obstacles were obvious: first, insufficient knowledge reserves, which made me hesitant when facing professional consultations; second, weak resilience, easily affected by negative emotions.

When I first entered the industry, I thought it was pure sales, but later realized it’s highly professional. Luckily, I was energetic and set strict learning plans for myself, a habit I still maintain. Also, rejection was psychologically tough. Later, I connected with senior industry sisters who gave me great encouragement, telling me to see rejection as a growth opportunity. After each rejection, I would review whether my communication style was off or if my explanations were unclear. I also started to release pressure through exercise, music, or even gaming. Looking back, that resilience was quite strong.

Q: Over the years, has your understanding of the “insurance agent” profession changed?

Han Xuesong: The change has been huge. Initially, it was just a job to make a living—a girl from out of town coming to Beijing with no resources or network, and sales might have paid faster than other jobs. But over the years, this profession has undergone a qualitative transformation in my life. To me, it’s no longer a cold job but a career of passing warmth, a responsibility to protect others. Women are naturally delicate and empathetic. Through countless interactions with clients, I’ve witnessed many joys and sorrows, and I firmly believe this career can be both gentle and powerful.

Q: From a novice to a senior agent, what do you think has been your biggest growth? What is your core competitiveness?

Han Xuesong: The transformation mainly lies in two aspects: one is mindset—shifting from anxiety-driven pursuit of success to calm confidence, understanding the importance of long-termism; the other is from just making a living to recognizing the value of insurance itself—thinking about how to use insurance as a tool to provide more effective and practical security for clients.

My core competitiveness is quite simple: the feminine sensitivity and empathy I possess. I never rush in my communication with clients but listen carefully to their worries and expectations, capturing unspoken needs. I want clients to feel that I am not just coldly selling products but genuinely tailoring a protection plan for them. This is the main reason I can build trust that goes beyond business.

Q: Since starting your career, is there a case that strengthened your sense of the profession’s significance?

Han Xuesong: There are many, but I’ll share the story of Sister Xu, a client who passed away recently. I met her when she couldn’t buy insurance due to health reasons. She was cheerful and straightforward, telling me, “I can’t buy insurance, so if you’re just here to sell, you might be disappointed. But I’m curious—can we just chat?” I said of course. During our talk, I learned she had a 12-year-old son and was most worried about her health issues preventing her from providing more security for her family. Later, I helped her plan for her husband and child, mainly setting up critical illness and education funds.

Seven or eight years later, last October, her husband came to find me, saying Sister Xu had passed away. I was shocked and saddened but also very relieved. The health insurance I arranged for her triggered a premium waiver, so her family didn’t have to pay anymore; the education fund insurance had reached the point where her son could access it for college. It didn’t add burden to the family but eased her husband’s stress. The only regret was that I wanted to help her with retirement planning, but she said her company had coverage, so I didn’t push further. That’s been weighing on my mind ever since.

Q: What do you see as the main trends in the current insurance industry? What are the biggest challenges faced by insurance agents?

Han Xuesong: The industry is moving towards high-quality development, with significant changes ahead. The widespread application of AI could cause many agents to lose their jobs, replaced directly by AI and online channels. Therefore, in a future where information is increasingly equalized, agents must upgrade their professionalism. Otherwise, the lack of application skills for digital tools will be the biggest challenge.

Moreover, future insurance development will not be just about providing a policy but will involve “protection + service + ecosystem,” focusing on health management, retirement services, and wealth inheritance across the entire chain. We must embrace AI as an auxiliary tool, focus on complex planning and lifelong service for high-net-worth clients, and continuously learn to enhance multidisciplinary skills.

Q: What are your career plans for the next few years? Do you have advice for newcomers entering the industry?

Han Xuesong: I have three main directions: first, deepen my expertise; second, complete digital transformation, mastering AI for needs analysis and customer service; third, leverage women’s strengths to focus on high-net-worth female clients, becoming their family risk and wealth advisor, shifting from product sales to lifelong companionship services.

My advice to newcomers is: the requirements for agents today are no longer just being eloquent. Before entering, think carefully about whether you truly believe in the value of insurance, and choose a platform that can help you grow.