"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 life coordinates 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 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 peace of mind 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 entering Sun Life in 2011, she has accumulated numerous accolades: President of the 15th and 16th Sun Life Summit, MDRT and TOT member for consecutive years, multiple awards including the IDA International Dragon Award, IMA Insurance Celebrity Gold Award, and the inaugural Hurun China Insurance Person of 2024. Behind this shining resume is a young girl fresh out of university, a “Beijing drifter,” who, with resilience and feminine delicacy, grew against prejudice and challenges to turn the tide.

Han Xuesong recalls that her initial motivation for joining the industry was very simple, even somewhat “selfish.” At that time, in her early twenties, like many girls striving in big cities, she faced identity confusion and uncertainty about the future. “As a young girl back then, I deeply understood the unique challenges women face at different life stages.” This 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 anxiety.

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 high-quality industry transformation, 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 about simply providing a coverage plan but will focus on “protection + service + ecosystem,” emphasizing health management, retirement services, and wealth transfer 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 an insurance agent’s perseverance 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 was the initial motivation that led you to become an insurance agent?

Han Xuesong: I started in the insurance industry at a very young age, just in my second year after graduating from university. At that age, I didn’t have many fixed mindsets, but because I was young, I was more willing to learn new financial knowledge and was very proactive in engaging with different groups of people. As a young girl at that 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 feel timid when facing professional consultations; second, weak resilience, easily affected by negative emotions.

When I first started, I thought it was purely sales, but later realized this industry is highly professional. Luckily, I was energetic and set strict learning plans for myself, a habit I still maintain. Also, rejection was psychologically stressful. 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 understanding has changed dramatically. Initially, it was just a job to make a living—a girl from out of town coming to Beijing with no resources or network, doing sales might have earned 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 delicacy 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 cases, 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, and 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 she no longer needed to pay premiums; the education fund insurance for her child was also at a point where it could be accessed for college. This not only didn’t burden the family but also eased her husband’s stress. The only regret is that I wanted to do retirement planning for her husband, but she said their workplace had coverage, so I didn’t push further. That has weighed heavily on my mind.

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

Han Xuesong: The industry is moving toward high-quality development, and future changes will be significant. 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 gaps are shrinking, agents must upgrade their professionalism. Otherwise, the lack of digital application skills will be the biggest challenge.

Moreover, future insurance development will not be about simply providing a coverage plan but about “protection + service + ecosystem,” focusing on health management, retirement services, and wealth transfer 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 wanting to enter 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 my feminine strengths to focus on high-net-worth women, 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, you must clearly understand whether you truly believe in the value of insurance and choose a platform that can help you grow.