Xian believes in 3Cs: Credibility, Confidence & Commitment

If you are curious about the torrid growth and rapid rise of Shenglin Financial from obscurity to prominence in a short span of 20 years, its founder and president Xian Shenglin would give you the answer: he embraces “3Cs” in running his business: Credibility, Confidence and Commitment.

He said he believes that a spoken word is like one set in stone which can’t be retracted and must be kept. That’s the way how credibility is built and confidence is won. An old Chinese saying got it right: “A man without credibility cannot stand.” This is especially true to the insurance and financial service business, he pointed out.

For example, he said he has promised his clients on the West Coast that he will travel there every two weeks to serve them in person. He said he honors his commitment without ever breaking it. Though not a big deal by any account, yet it should not be dealt with lightly. This is how credibility is built-- bit by bit and step by step.

Mr. Xian said credibility is an ideal he holds fast, upon which he places greater importance than he does on the products he sells. It is like what happens in a military campaign, where strategy is always more important than tactics. Otherwise you may win the battle and lose the war, Mr. Xian warned. Strategy is based on vision seen from a vantage point, where the viewer is able to see the whole picture, both the potential danger and opportunities, to prevent a situation where small and fast gains could result in big and disastrous losses due to expedience and shortsightedness.

These and other remarks were made by Mr. Xian, a powerhouse in Chinese insurance community, during a forum sponsored by his company to recruit new talent. Many aspiring people were attracted to the forum by the gifted speaker and insurance magnate who is the sole  Chinese Canadian  holding the title of “wealth coach” and who is the only one Chinese financial adviser who has been “Top-of-Table” (TOT) 14 years in a  row of the coveted “Million-Dollar-Round-Table” (MDRT).

Mr. Xian’s wide-ranging talk touched both the principle and practice of the insurance business. He said bluntly that many Chinese agents in the trade have failed to provide competent professional service to their clients, due to the lack of adequate professional training. For instance, he said, many sales agents tried to sell questionable products to their clients just because it was more profitable to do so, keeping the buyers in the dark about the potential risks involved. The results were often a double whammy—the buyer lost money and the seller lost credibility.

It is important, therefore, to keep learning, diligently, seriously, and solidly, Mr. Xian stressed. It is “no pain, no gain” as far as gaining real knowledge is concerned. But, without real knowledge it would be impossible to excel in this highly-competitive business. Learning is like rowing a boat upstream, you either go forward or backward. A man must be hungry for knowledge and never feel he is full. If he does, it would spell the beginning of the end of his career, Mr. Xian said. At this point, Xian’s top aide Wallace Wang in the audience interrupted: “Mr. Xian is learning all the time, big and small. So he is able to see the trees as well as the forest.”

Mr. Xian said that high-end and deep-pocketed investors trust the real pro. He recounted his own experiences to prove this point. He said his knowledge in accounting makes good communication with  the accountants of his client, thus winning the respect and confidence, and a fat contract from the client. That’s the reason why he is able to build a powerful client base and to build his reputation and credibility among savvy and well-heeled investors. And that’s why he is the only Chinese firm among the 121 member companies qualified to be part of the WEPG (Wealth & Estate Planning Group). He said there is parity: high-end clients need high-end professionals for service. You must never stop learning to become an outstanding professional, lest you lag behind the curve.   

There is yet an unspoken, but equally important element in Mr. Xian’s success: He has an extraordinary passion for his job, and total devotion to it. He told the audience: “if I had a second life, I’d choose insurance business again”. Why?  Insurance industry serves  a great cause! It  protects the family financial security and safeguards  the community. Yet, to secure a successful career, although no need for capital investment,  you definitely need to invest a total YOU in the business.

President Xian Shenglin delivers a keynote speech

Veep Wallace Wang shares his success story with audience

Sales Champion Jeff Zhang tells of his long march to success

President Xian welcomes journalist David Ting with a ‘Double-Double’