He does it by constantly repeating his message that the insurance industry is noble and challenging. Challenging for sure. Many people in China still see buying insurance as tantamount to inviting disaster. They are afraid to even think of bad things. In turn, this has prompted China's enterprising insurance agents to adopt some decidedly un-socialist characteristics.
Many insurance brokers call prospective clients daily and even send gifts.
That is a science in itself. The trust factor should not be overlooked. Even compared to the West, media reports of insurance agents in China are unflattering. Chinese agents are frequently shown to be hustlers or cheats. Agents tend to see themselves like critically important educators, particularly when it comes to informing people of how the government has retreated from many of the social obligations it accepted in the past for things like housing, health care and retirement support.