Khoa Vu Nguyen plays badminton at nearly a professional level. He is so talented that he is regularly invited to various courts for matches. Indeed, badminton players are one of his target markets, as the four-year MDRT member from Ho Chi Minh, Vietnam, leverages his favorite sport to make new friends and bring in clients.

“Through connecting on Zalo (an instant messaging platform), fellow badminton enthusiasts gradually learned about my profession and observed how I advise, support and handle claims for my clients, thereby enabling me to set up in-person meetings and eventually insurance contracts,” Nguyen said, adding he has formed clubs at these courts and gifted members with high-quality sportswear featuring his company logo.

“For clients who share the same passion for sports, it’s incredibly natural to support their health journey together,” Nguyen said. “We play together, share experiences and strengthen mutual trust. This sense of camaraderie not only helps me expand my client base but also encourages their support and referrals. Approximately 50% of my sports companions who became clients have referred me to other prospects after experiencing my dedicated service.”

Nguyen worked 15 years in the banking industry before he decided to take his finance acumen to the insurance profession in 2019. His transition was accompanied by a transformation — abandoning unhealthy habits and embracing a fitness lifestyle — which has boosted his energy levels, fostered stronger connections with existing clients and attracted new leads.

Along with playing badminton, he goes on morning runs near his apartment complex. As he meets fellow residents in the elevator returning from their runs, Nguyen strikes up conversations, asking about their routines, how far they ran, even complimenting their shoes, attire or fitness trackers. This casual approach often led to invitations to join their running groups, allowing him to obtain contact information and expand his client base.

Personal transformation

Nguyen frequently shares posts detailing his before-and-after transformation thanks to his exercise regimen. He used to struggle with a hereditary predisposition to gout, but dedicated training has helped him control that condition. His purpose behind these posts is to inspire a healthy lifestyle among his potential and existing clients and fellow fitness enthusiasts. He also shared a personal story about how the gout and valve regurgitation conditions prevented him from getting life insurance. It took him almost four years to secure a policy after his health improved. He shares that experience to highlight the importance of planning for the future and securing insurance while you’re still in good health.

One particular case that left a lasting impression on Nguyen involved a badminton companion. This man was overweight and excessively consumed alcohol. He would invite Nguyen to join him for drinks, but Nguyen always declined and advised him to quit drinking. Unfortunately, he didn’t listen, thought Nguyen was making a big deal about his habit and even avoided him. As other members of the badminton club cut back on their drinking over time and prioritized fitness, this friend felt left out and stopped coming to the court. However, after awhile, he returned significantly slimmer. He had followed Nguyen on Facebook, read his posts about health and, along with losing weight, he lowered his cholesterol and blood sugar levels.

“I believe that the most effective way to influence others is through leading by example,” Nguyen said. 

Sharing family moments

Besides being athletic, Nguyen also enjoys meaningful experiences with his children, which enables him to connect with other parents and expand his client base.

“I love sharing peaceful moments with family, like spending quality time with my kids,” he said. “I frequently recommend unique cafes where parents can relax with play areas for kids or family-friendly farms for weekend outings and invite other parents to join. Sharing these experiences helps families connect, inquire about our work, and engage in conversations that often lead to insurance contracts being signed.”

Nguyen actively engages and shares content on Facebook and Zalo groups about parenting, learning English, outdoor play and DIY tips. He proactively engages with parents who like or react to his posts, provides them with relevant information, and initiates discussions about children’s extracurricular activities like martial arts, painting, piano, sports, swimming and singing. Through consistent engagement, Nguyen establishes his presence and builds credibility among parents who could seek his advice later when needed.

During a weekend trip to a farm on the outskirts of the city, his daughter made a new friend. While watching their kids play, Nguyen and the other girl’s father had a chance to chat and discovered that they lived in the same apartment complex.

“Our conversation touched on various topics, including school fees, living expenses and health care,” Nguyen said. “I took the opportunity to share my expertise. Later, upon running into each other several times, I referred multiple skilled pediatricians for his children. Over time, he reached out for insurance advice for his family. I met with him and his wife and secured the husband’s policy first, as he was the head of the family. This is just one of many success stories that have come from these family outings.”

By balancing his time among fitness, client nurturing and family care, Nguyen has cultivated an image of trustworthiness, expertise and reliability, earning the respect and confidence of those around him.

Thi Minh Nguyet Nguyen writes for Team Lewis, a communications agency assisting MDRT with content development for Asia-Pacific markets. Contact mdrteditorial@teamlewis.com.