Yung Sze Hon Solomon needed just four months during his first year in the financial services profession to make MDRT at 23 years old. During the last 10 years, he qualified for Top of the Table six times and twice for Court of the Table.

It’s easy to assume that there must be a magic formula for his success, but the 10-year MDRT member from Hong Kong, China, is less an innovator in approach than he is a case study in how to develop strong processes and deliberately establish value. Sounds simple, but it’s easier said than done.

Early understanding

Many young people might think they are healthy and do not need insurance. Not Yung; when he was young, he sustained a leg injury during a football game that required surgery and personally saw the benefit of insurance, which fully covered his medical costs. As a result, the insurance profession, for Yung, is all about wholeheartedly believing in the power of risk management. “Insurance is a form of love, to be there when people need it the most,” he said. His focus from the start was to develop his strengths as a people person and make friends while helping them plan for their future.

Useful concepts

Yung loves impactful quotes like, “Your attitude, not your aptitude, determines your altitude,” from sales legend Zig Ziglar. But he takes such beliefs a step further. For example, he crystallized his approach into K.A.S.H.: Knowledge, Attitude, Skills, Habit. For Yung — who helps 800 clients with health insurance, investments and income protection like critical illness insurance — that means meeting three clients every day since 2012, which led to delivering at least five policies every month throughout the past decade. Determination drove success, and success drove confidence.

“When things happen to someone without protection, it’s already too late,” Yung said, acknowledging that before the pandemic many people wouldn’t have wanted to buy a box of masks, but they want them now. “We’re just selling an umbrella on a sunny day, and we need to let our clients and prospects know the value.”

A light touch with persistence

Just before Christmas in 2021, Yung met with a client to review his policy and the policies of his son, daughter and wife. With the client looking to transfer his legacy to his kids and grandkids, Yung first discussed the client’s needs, then met again five days later to present his proposal. The following day the client texted that his wife didn’t want to buy the saving plan Yung suggested. Yung thanked him for letting him know and for trusting him over the years but added that he really thought the proposal could benefit the family. If the client wanted, he could talk to his wife again and still have another day before the new year to secure the plan.

On the morning of Dec. 31, the client called to say that he spoke to his wife again and indeed wanted to buy the saving plan for each member of the family.

“Are you going to fight to the end or give up easily?” Yung asked. “Maybe the end result will be the same, but a successful agent’s attitude is not only about skills but a successful, perseverant mindset to overcome obstacles.”

Similarly, even after some friends he initially contacted years ago about income protection rejected his suggestions, Yung continued to advocate for the importance of the coverage. In 2021, one of these friends who became a father became a client. Another quote Yung likes: “A child is never concerned with their future, but a concerned father will secure their future.”

Three questions

How can you achieve the mindset that drives Yung? He says ask yourself these questions:

Why did you become an advisor? Yung recognized how insurance helped him. He also saw how being an advisor offered the opportunity to be successful in a way that is not dependent on age and experience. He previously studied to be a lawyer but wanted to work with people in a different way and pursue a career with faster acceleration potential.

What does it mean to you? For Yung, it is thinking of insurance as a way to transfer love among loved ones, and his success as a way to take care of his family and other families.

How can I do this best? From the start, Yung knew he had a lot to learn about how to understand insurance concepts and how to explain them to clients. He spent an hour and a half every day training with his colleagues to learn about presentations. He believes practice makes perfect and that the more you give, the more comes back to you.

CONTACT: Solomon Yung solomonyung@aia.com.hk