Success Stories - Secure American Insurance

A Publication of Secure American Insurance SUCCESS STORIES

Multi-Million Dollar BUSINESS ON AUTOPILOT TRANSFORMED: From Devastation to Prosperity

plus The Truth Behind Captive and Independent Agencies

Breaking Free: A LIFE-CHANGING CAREER

Happy Clients. Loyal Relationships. Real Success.

At Secure American, our agents don’t just close sales — they open doors to long-term relationships that grow year after year. When you build trust, serve with heart, and stay consistent, your clients become more than policyholders. They become your best advocates, your loyal base, your legacy.

This is what we believe:

Happy clients create successful agents.

And successful agents create strong, lasting agencies.

Here’s what our clients say about the agents who serve them:

❝ I trust Caitlin to find the best policy for my home, auto & rental property – all in multiple states. She and her team take the time to evaluate options from multiple companies, synthesize their research results and make suggestions based on their extensive expertise in the industry. I have recommended to family and friends and highly recommend you check them out! ❞ – Tony C. ❝ I moved our vehicles and 9 rental properties and an umbrella to Ace with Secure American Insurance about 4 years ago. Just in the rental properties alone we saved over $5,500 first year. The vehicles were a couple thousand. Very happy still as Ace gives quick responses to any of my questions. It was a very solid business move. I have over 47 years as a landlord. Thank you Ace! ❞ – Greg M. ❝ I've worked with Steve at Secure American Insurance for many years. He has helped my family obtain the right amount of coverage for the best possible price. This past year our home owner's coverage on our house increased significantly over the prior year. Steve was able to help us find a new insurance company for both home owners that saved us over $1000 compared to staying with our old insurance company. I recommend Steve for all your property and auto insurance needs. ❞ – Dean S.

If you’re ready to build a career rooted in service and fueled by loyalty, come see what’s possible. Learn more and explore agent opportunities at WhySecureAmerican.com

Volume 1 Issue 1

Joseph Duncan, CLU Founder | President 303-907-8271 jwduncan@secureamins.com

COVER STORY

Breaking Free: How Regina Martinez Turned Devastation into a Million-Dollar Success Story

Page 10

FEATURED ARTICLES

Rebounding from Adversity: How Mike Jackson’s Sport’s Injury Led to a Prosperous Life-Changing Career Lance Leivestad: From Grocery Store Employee to Owner of a Multi-Million Dollar Business on Autopilot

Page 4

Page 20

Caitlin Duncan Stallings, CIC Vice President 303-917-1555 c.duncan@secureamins.com

CONTENTS

Why Former Captive and Independent Agents Are Switching To Secure American (And Earning More)

Page 14

Not All Agencies Are Created Equal: The Facts You Need to Make the Right Move

Page 26

© Secure American Insurance. All rights reserved.

The testimonials presented are applicable to the individuals and clients depicted and may not be representative of the experience of others. The testimonials are not paid and are not indicative of future performance or success.

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LANCE LEIVESTAD: From Grocery Store Employee to Owner of a MULTI-MILLION DOLLAR BUSINESS on AUTOPILOT

Lance Leivestad grew up in the small, close knit community of Fairview, Montana. His father, who owned a lumberyard, taught him the importance of three key people in life: “your banker for consultations, your attorney, and your insurance agent.”

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time to grow. I was scared of being an insurance agent because I never wanted to be a salesperson. But then, I decided this was something I could start investing in to take care of people. Plus, insurance was one of the few fields with stability. There is value in having income over and over long term by getting paid every year on a policy for the next 20 years, or however long I keep a customer.” With the support of his wife, Jacquie, he decided to slowly build an insurance business while still working as a contractor on the side. Lance flourished at American National; however, after nearly two years, the company made a change that Lance couldn’t go along with ethically. “I exited American National when their premiums went through the roof,” Lance said. “My dad gave me a come-to-Jesus’ meeting and said, ‘Son, I love you, but I’m not going to pay a 170% rate increase this year. I’m going to have to shop for insurance.’ I didn’t know what direction I was going to go, so I just put it in God’s hands.” Building Success as an Independent Agent In 2010, Lance started his own agency as an independent insurance agent with Secure American Insurance, becoming the first agent to sign up with the company founded by his mentor, Joe Duncan. “The first time I met Joe, my mom was in the other room and recognized Joe’s voice,” Lance recalled. “It turned out my mom had worked with Joe at Prudential Insurance years earlier. My mom said Joe was probably the most

ethical agent there. If it wasn’t the right place for the business, he would not do it. That reassured me that I was aligning myself with the correct people when I began working for American National. So, when I found out Joe was starting his own company, Secure American Insurance, with his ethics and how he believes in Christ, I knew he was going to do the right thing. Even if it means it’s not going to make him money, I knew he is going to do it right. I can stand by somebody who believes in that and has strong beliefs, which is why I wanted to join him. When you’re putting your trust in somebody to help you grow your business, I think it's important that you have somebody like Joe in your corner.” “For me, it took about 3 to 5 years to really see things come around, but when it did, it’s been such a blessing,” Lance said. “We’ve grown significantly over the years, and I’ve never looked back.” Lance's agency grew organically by focusing on taking care of clients rather than commissions. Today, Lance’s Secure American Insurance Agency in Loveland, Colorado, is a multi-million-dollar company, affording him the freedom to spend more time with his family and engage in activities he loves. Ten Tips From Lance On How To Grow A Thriving Insurance Agency 1. Be An Educator, Not A Salesperson

A After graduating, Lance worked his way up at Albertsons grocery stores, eventually running multiple locations. But when the company wasn’t willing to pay him a reasonable wage for the work he was doing, he quit. “I was running two stores but only getting paid to run one store,” Lance explained. “It was too much work for too little compensation, so my father and I went into the home-building business together.” But in 2008, the housing market crash left Lance at a crossroads. “When the market fell out, I had four kids at four different schools. I was the one taking the kids to school, and there’s no job that would allow that flexibility,” he said. “I considered becoming a real estate agent, but it was similar to being a contractor in that when the job’s done, you get paid once, and that’s it.” Though initially resistant to the idea of being an insurance agent, Lance saw an opportunity to truly help people and began working for American National Insurance in 2008. “Joe Duncan, who worked for American National at the time, interviewed me and requested my wife be there too,” Lance said. “Afterward, I realized he was trying to help me understand if this was the right career path. He was transparent about how the company works, how an agency works, and how it takes

When Lance’s family moved to Colorado during his high school years, he discovered a different

—continued on page 6

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FEATURE LANCE LEIVESTAD

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culture in the insurance industry. “It was more competitive,” Lance recalled. “There were fewer agents back home. There might have been two in the whole county. But in Colorado, there are more people, and the industry was more predatorial.” Lance maintains the small-town service mentality he learned growing up. “I’m more of an educator, wanting to make sure people understand what they’re getting,” Lance explains. “By doing so, I grew a little slower than everybody else, but by growing the way I did, I grew stronger.” 2. Build Personal Relationships Despite the challenges and uncertainties of starting his own independent insurance agency, Lance found that many of his former clients followed him to his new agency, even with a non-compete agreement in place. “I left American National knowing I could not pursue any of the clients I’d written for two years,” Lance said. “But they pursued me because they were shopping rates. Legally, I could do that. People will chase the agent, not the company.” 3. Choose Independence Over Being Captive As an independent agent with Secure American Insurance, Lance can offer clients a wide range of insurance options from multiple carriers and write policies in multiple states. “I’ve found it invaluable to be able to offer a broad range of insurance products and write policies in multiple states because of Secure American Insurance’s extensive range of contracts with insurance companies,” Lance explained. “You don’t have to cut a customer’s

insurance to keep their premiums low. If one carrier doesn’t work out, we can move them to another. Secure American Insurance has gotten so large that we now can offer contracts with major carriers like Allstate, which most brokerages can’t do. I have a lot of clients who are snowbirds or have properties in multiple states. All the options mean my clients don’t have to jump agents when covering their other properties. The continuity of that becomes a very big deal.” 4. Focus On Retention Lance prioritizes retention over new business, spending 80% of his time on his current book of business and 20% on new clients. Boasting a 93% retention rate, he credits his “foolproof renewal process” with keeping his clients coming back year after year. “Retention is more important to me than writing new business,” Lance said. “We are actively involved with our accounts. We take time to review our client’s insurance with them every year to make sure they know that we’re looking at it. It’s all about being proactive, building trust and accountability, and showing your clients that you’re there for them. Sometimes, that means recommending coverage changes that might lower your commission but save your clients money. This approach prioritizes retention over commission. Whether you’re a prospective agent or just starting out, I recommend focusing on retention. Develop a solid renewal process, prioritize your clients’ needs, and always be there for them. That’s the path to success in this business.”

5. Seek Support and Mentorship As mentioned, having someone you trust who knows the industry well and is willing to answer questions and offer encouragement can be enormously helpful. “Joe has been a great mentor,” Lance said. “When he started Secure American Insurance, there were no offices. No staff. Joe literally built the company from nothing. And when you need something, he’s there. Even for the little things. He’s driven down from Denver to sit in on an appointment that I later thought, ‘I could have done that myself.’ But he is always willing to go the extra mile to make sure you’re okay.” 6. Take Your Time And Grow Properly Lance emphasizes the importance of waiting to bring on staff until you are confident that doing so will pay for itself. “I think that’s where folks go wrong,” Lance said. “I’ve been able to buy an office, staff it, and pay all the workers’ comp and other obligations properly, without shortcuts.” 7. Let People Get To Know You Lance finds that by spending time face-to-face with people and having conversations with them without selling, they get to know, like, and trust him. This leads to them doing business with him. “You will get what you put into it,” Lance said. “You’re going to have to go out and talk to people. Get involved and get your face known in your community. Did I sell insurance? No. But they got to know me and knew this is what I do. Then, down the road, you communicate with people three times, and all of a sudden, they want to do business with you.”

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LANCE LEIVESTAD FEATURE

8. Build A Business That Can Continue Running Without You

“I had to do all these treatments and surgeries. I was out for almost a year… because of the way the office was set up, we made it through all of that without any issues at all.”

By establishing a strong team and efficient processes, Lance’s agency was able to continue serving clients effectively during his extended absence due to cancer treatment and recovery in 2023. “When I was diagnosed, I was really worried about the business,” Lance said. “I had to do all these treatments and surgeries. I was out for almost a year. However, I created a business model and culture with staff that I trust. I’m a little OCD, but I’ve learned to trust people to do things that I’ve been doing for years. What I found is when I train them, they do a better job than I do now. So, during that time, my team had to take on extra things and make calls on my behalf, but because of the way the office was set up, we made it through all of that without any issues at all.” 9. Develop a Strong Agency Culture Lance prioritizes a robust and positive culture from the start, emphasizing the importance of creating a supportive environment that can lead to long-term success and personal fulfillment. His approach to leadership is centered around teaching and empowering others, much like his mentor, Joe Duncan. “I love teaching people, and I love them to be successful—just like Joe does,” Lance said. “When he retires someday, we’ll all be there, and I’ll tell him, ‘This is what you did in my life. You’re very important. You took

the time to make me successful to be where I’m at.’” Attitude also plays a crucial role in Lance’s philosophy. “I’m an extremely positive person,” he said. “When I run into something, I always think, ‘Yes, we can. Let’s solve this problem.’" This positivity spreads throughout his office, creating a tension-free environment where his staff genuinely enjoy each other's company. Lance encourages fun and stress relief through initiatives like "Winesday Wednesday," where the office shuts down at 4 o'clock for a glass of wine and an opportunity to unload any concerns. 10. Make It About The Client, Not About You Previously, Lance branded his agency with his name, the Leivestad Agency, but later changed the name and marketing to Secure American Insurance. He found it essential to shift the focus from personal branding to the agency's identity to create the

self-sufficient agency he now enjoys. "Joe [Duncan] doesn’t mind if you want to have your own agency name, but you do yourself a disservice in the future,” Lance explained. “If you make it the Lance show, it's only going to be the Lance show. Anybody that calls wants to talk to Lance. For you to grow and have freedom, you must get over your arrogance. By transitioning to the unified brand of Secure American Insurance, my agency built a stronger presence, allowing for growth without relying solely on one individual.” For Lance, the insurance business is not about selling policies but about serving clients and building long term relationships based on trust and integrity. "It's not about selling. When I review our clients, I tell them, 'You know I work for you. You're in charge. If you want to make these changes, I'm just here to get it done. I've got the licenses and everything to get it done. You just let me know how you want to proceed.'" —continued on page 8

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—continued from page 7 FEATURE LANCE LEIVESTAD

“I didn't focus on the fear of taking a leap. I looked at the potential. I thought, if I do this, I'm going to have this for the rest of my life.”

Lance has built a successful agency that attracts and retains loyal customers by prioritizing ethics and client well-being. Even when clients leave for seemingly greener pastures, they often return, recognizing the value of Lance's ethical approach. "When I lose somebody, it's usually because they thought the grass was greener. And they come back when they realize it's not." Lance’s commitment to ethics and doing what's right for the client is deeply rooted in his personal beliefs and experiences. "We do what's right,” Lance said. “I've had clients where, after seven years, they finally switched over because it was the appropriate time. We never try to finagle a policy to make it work just to get somebody in the door. If you do that, you're going to lose it, and your ethics will be compromised."

retention, and developing a solid agency culture, Lance has created a thriving business that provides him the freedom and fulfillment he desires. "Secure American Insurance gives you the freedom to build and grow your business the way you want," Lance said. "I don't think other brokerages offer this kind of flexibility—they usually dictate how you should do things. But here, as long as you stay within ethical lines, you have that freedom.” For those considering becoming an independent insurance agent or looking to grow their agency, Lance offers this advice: "Get out there and push the rock forward. Sometimes, you're going to take two steps forward and one back. Sometimes, you're going to push the rock, and it's going to run you over, but just continue pushing and pushing, and you'll be fine. You'll be successful. Then, one day, you can look back and say, “In the beginning, this was nothing—and now it’s something huge.” ●

Embracing Change and Opportunity

"I was scared to death when starting with American National and when I left to start my own agency with Secure American Insurance. Both things are massive career changes. However, I was extremely excited to try something new," Lance shared. "That fear of starting over. I turned it around. I didn't focus on the fear of taking a leap. I looked at the potential. I thought, if I do this, I'm going to have this for the rest of my life. I'm going to have something very special, and it's going to be mine." Lance's journey from small-town roots to multi-million-dollar success as an independent insurance agent with Secure American Insurance is a testament to the power of perseverance, strong values, and a commitment to serving others. By focusing on education, building personal relationships, prioritizing

8 | Secure American Insurance

Ready to Trade Late Nights for a Life-Changing Career?

If you’ve ever felt stuck behind the counter, under-appreciated, or unsure what’s next – keep reading.

You’ve served meals with a smile. Handled holiday crowds. Juggled schedules, team drama, and impossible expectations. And still, you showed up. You worked hard. You gave your best to everyone else. But when was the last time someone invested in your future? At Secure American Insurance, we’ve helped over 1,100 people trade burnout for freedom, control, and reliable income. You don’t need insurance experience. You need people skills, work ethic, and a willingness to bet on yourself. This is more than a job. It’s a business you can own, with:

❝ I was running two stores but only getting paid to run one store. It was too much work for too little compensation. Joining Secure American Insurance has been such a blessing. We’ve grown significantly over the years, and I’ve never looked back. ❞ – Lance Leivestad You’ve taken care of everyone else. Now it’s your turn. LET’S TALK. This is a no-pressure, no-obligation conversation – just a real opportunity to change your future. Schedule Your Intro Call Today Call 888-844-2909 , scan the code, or visit WhySecureAmerican.com/meet

✔ A schedule that fits your life ✔ High, uncapped commissions

✔ Clients who return year after year ✔ No quotas. No pressure. No caps ✔ Real mentorship, real support, and real success

COVER

Breaking Free: How Regina Martinez Turned Devastation into a MILLION-DOLLAR SUCCESS STORY

In 2019, Regina Martinez, a single mom living in Texas, was devastated. After building up her business from scratch to $1.9 million in two years, the company whose products she was selling terminated her agreement. Leaving her with a choice, either sell her book of business for peanuts or walk away with nothing.

R Regina began working in the

surrounded by people with businesses worth $15 million and $17 million— people who had bought the business. I told the instructor that I thought I was in the wrong room because I didn’t have a book of business. I didn’t want to take a loan out to buy one and I was the only agent in the room starting from scratch. After the instructor asked for my name, he said to me, ‘Nope, you’re in the right class. Your knowledge in insurance has earned you the right to be in this class.’”

ever since.” In 2017, she had an opportunity to apply her 16 years of experience working for State Farm to start her own insurance agency. “I don’t have a college degree, but I was able to become an agent at another captive insurance agency where they gave me my own office because of my experience in the industry,” Regina explained. “They sent me to this training where I was

insurance industry in 2001. At the time, she just needed a job to get her through while she cared for her ailing mom and three young children. “I didn’t ever plan on making a career out of this,” Regina recalled. “But I enjoyed what I was doing. There were a lot of Hispanics that really didn’t understand what they were purchasing. I discovered that I could really help people by explaining things and educating them as to what they were buying. It’s been a passion

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REGINA MARTINEZ COVER

“I didn’t ever plan on making a career out of this,” Regina recalled. “But I enjoyed what I was doing... I discovered that I could really help people by explaining things and educating them as to what they were buying. It’s been a passion ever since.”

this second built-from-scratch agency from zero to $1.4 million. She is also writing 55% more business than she ever did before— without spending thousands of dollars on marketing like she did before. Plus, she has the freedom to work whenever and wherever she wants and with whomever she wants. Here’s her advice on how to grow a successful insurance business while avoiding the pitfalls she stepped into in her first agency: Focus on communities where you can make an impact. Initially, Regina focused on the Hispanic market when she discovered that language barriers were making it difficult for this segment of the population, especially when they had to file a claim. While the Hispanic market still accounts for 70% of Regina’s business, she also found translation problems between English-speaking customers and the “insurance speak” coming out of the insurance companies. Today, Regina works with clients on all aspects of coverage, including home, auto, life, and commercial. Dozens of Google reviews describe her as “going above and beyond.” Customers mention liking the personal, hands on approach Regina delivers, that they can trust her, and the way she

During her first year, she worked hard, learning to market her business and build up her clientele. Despite relatively little to no support or training, Regina was required to meet quotas, which she found extremely stressful. While most of the time she met them, there were three times where she missed her quota by one policy. This resulted in the company forcing Regina to forfeit her commissions. While she wasn’t happy about forfeiting her commission, an even bigger problem developed. To keep her office and remain an agent, she was told within two years, she must complete the rigorous study and pass the three challenging tests to become a certified financial planner (CFP). This was on top of learning the ropes of the business, marketing and building up a clientele. Piling on top of her already overflowing plate, Regina’s nine-year-old niece needed a home. Wanting to help her, Regina simultaneously completed classes to foster her niece and was in the middle of the highly demanding and time sensitive adoption process. While Regina passed the first two CFP tests, on the third and final test, she missed passing by two points. The organization refused to give Regina an extension, forcing her to give up her entire book of business that she’d built. To make matters worse, it’s a violation to contact clients for

at least two years when changing to a different carrier. She couldn’t even contact family members or friends who wanted to continue doing business with her. “It was a struggle that year,” Regina recalled. “I lost one of my best friends. I was working hard to build my business while studying for the financial advisor exams and trying to adopt all on my own. When the court asked for something, I had to provide it right away, which sometimes got in the way of my studying. I explained the situation and asked for an extension, but the company said no. I had to walk away from the business I’d built from zero. It was extremely tough.” With her passion for helping people in this industry still burning bright, Regina began interviewing other insurance companies. That’s when another insurance agent referred her to Secure American Insurance, an independent insurance agency. After speaking with Joe Duncan, Stallings, Vice President of Secure American Insurance, she knew it was the right fit. Today, Regina is a thriving independent agent with Secure American Insurance. She’s grown founder of Secure American Insurance and Caitlin Duncan

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CFOE AV TE UR R E REGINA MARTINEZ —continued from page 11

with Secure American Insurance, she can work from anywhere and choose her own hours. “There’s been a lot of times where I needed to be able to work from somewhere other than my desk,” Regina explained. “When my dad passed away and when my niece was killed. Recently, my brother got hit by a train, and with Secure American, I’m able to go to the hospital and tend to him. I don’t need to be stuck in an office. I can bring my laptop and work from here. Or if I go on vacation, I can take work with me without asking permission from somebody, whereas before, I had to ask and shut down the office for the day. I missed out on a lot before. I missed a lot of my kid’s basketball games or wrestling matches because I couldn’t take off or leave early.” Make it easy for people to do business with you. As a captive agent, Regina recalled people struggling to get away from work and rushing to make a call before 5 pm. By listening to her prospective customers’ complaints about other agencies, Regina structured her business to address these concerns, which makes people want to do business with her—and also makes them happy customers. Plus, because of the freedom to run her business when she wants, she now makes herself available after 5 pm and schedules appointments with people when it’s convenient for them. “When people are looking for an agent, a lot of people tell me, ‘They’re talking at me and not to me,’” Regina explained. “They also talk a lot about not being able to reach someone, having to call an 800 number, and never getting the same person. Here, I can design my own hours, so I stay open a little later than normal.

simplifies the process, so they get the best rates and truly know what their coverage is. The fact that she is on her fourth generation of customers and that customers hunt her down to get her to represent them speaks volumes. Understand the difference between a captive agent and an independent agent. Captive agents work for a single company, while independent agents work for many insurance companies. With Regina’s first start-up agency, because she was a captive agent, she was limited to what she could offer her customers by the few products the company provided. Therefore, she found there were many customers she couldn’t help, which was reflected in her 35% closing rate. Now, as an independent agent, she has many options and policies she can offer. This allows her to find the right fit and help significantly more people. As an independent agent, she closes 90% of the time. “With the previous captive insurance company I worked with, it was either their product or nothing,” Regina said. “I was like, ‘Oh my God! There’s so much business walking out the door!’ Now I have so many options that I can help a lot more people.” As an independent agent, she also retains customers better because even if a policy increases or is no longer a right fit for a client, there are many options she can transition them to in order to meet their requirements. Consider when and where you want to work. With captive insurance, Regina was required to work from an office within the traditional hours of 9 am to 5 pm. As an independent agent

Customers also like that they only need to make one call for all their insurance, and they always get a familiar voice on the other end of the line. I have old customers from when I was with my old agency that will contact me and say, ‘Hey, I found you on Facebook. It’s been a few years, but I’m back.’” Choose self-imposed sales goals over quotas that penalize you. As previously mentioned, missing quotas implemented by the captive insurance companies Regina worked with caused her to lose thousands of dollars in commissions. “They have quotas,” Regina lamented. “It sounds easy enough, but when you’re under the gun, it’s different. With the agency I was with before, you had to sell, sell, sell, and you never knew if you were going to meet the quota until the very end of the month. Then, when you find out you have to forfeit $30,000, $40,000, and $50,000 in premiums that you sold, that’s hard. In my three years with the previous company, I had to forfeit commission because I missed it by one policy. That’s my dollars, so I didn’t like that at all. While I still set goals and know I need to produce, if I miss my goal, I’m still going to get paid. I sell more now than I ever sold before because I don’t feel that pressure.” Avoid starting out with debt. When Regina had to start over, she interviewed multiple companies, which required a substantial buy-in to get started. While she understands there are costs associated with a business, she cautions that there are many companies that can be excessive in charging you just for the “privilege” of writing policies for them. “I would be walking into debt with all the other companies before I even started,”

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With captive insurance, Regina was required to work from an office within the traditional hours of 9 am to 5 pm. As an independent agent with Secure American Insurance, she can work from anywhere and choose her own hours.

company because it required sweat, tears—everything I had,” Regina said. “They don’t really train you, and what little training they do provide doesn’t work. With Secure American, it’s like night and day. From the beginning, it was the help they gave me that impressed me. When I started with Secure American, Caitlin took time and went through everything—which included the 50 or so companies we can represent and sell. I always have a lot of questions, so Caitlin scheduled time with me to answer them. She is extremely patient, answering all your questions. Afterward, she gives you the information in a booklet. It’s detailed and extremely helpful. I still use it to this day. It’s also the level of communication that Secure

American gives me. They have a lot of knowledge. This has been especially helpful for me in commercial insurance. While I already knew a lot about home, auto, and life insurance, I don’t know everything. I learn something every day.” Find a mentor who works in the insurance industry. To accelerate your success faster, find a mentor with a successful track record who will give you guidance and answer your questions. Before, if Regina had a question or problem she couldn’t solve, she was told to figure it out herself. Now, in addition to the initial training and ongoing education provided by Secure American Insurance, Regina has

Regina said. “Everywhere else I was looking wanted me to pay $25,000 to sign on. Basically, they wanted me to go into $25,000 debt to start writing for them; it just didn’t make sense to me. But Secure American Insurance was different and wasn’t asking for that.” Find out what kind of ongoing support and training you’ll receive. Twice, Regina started an agency from scratch. The first time was extremely labor intensive. Even though she was required to meet quotas and pass tests for extra certifications, she was mostly left to fend for herself. “I felt like I gave birth to the agency when I was working with the captive insurance

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Why Former Captive and Independent Agents Are SWITCHING TO SECURE AMERICAN (And Earning More)

Here’s what separates winners from wannabes: UNLIMITED mentorship and support. While industry rookies are abandoned to figure it out alone (explaining that brutal 75%-90% failure rate), you get continuous training, ongoing mentorship, and never-ending support. Our founder Joe Duncan achieves a 96% success rate when the industry average is 20%. Now he’s sharing those secrets with YOU – but hurry, there are a limited number of agent spots open for this offer. Call 888-844-2909 or visit WhySecureAmerican.com/meet IN BUSINESS FOR YOURSELF BUT NOT BY YOURSELF

SUCCESS RATE

Traditional Independent Agencies

Captive Agencies The industry average success rate is 30–50%

Secure American Insurance agents working with Founder Joe Duncan achieve a 96% success rate

Approximately 90% fail in the first year, leaving an industry average of only 10% success

CARRIER ACCESS & PRODUCTION REQUIREMENTS

GEOGRAPHIC RESTRICTIONS

Secure American has no production requirements or quotas. Once onboarding is complete, agents receive immediate access to write business with a full carrier suite of 60 carriers. (Typically, five to seven days.) Captive Agencies have strict production quotas and are limited to a single carrier. (This means you are limited to one product option.) Traditional Independent Agencies have multiple carriers but with production requirements that must be met. A typical carrier production requirement for direct appointments ranges from $50,000 to $250,000 per year.

Secure American – Currently operating in 28 states. You have no defined territories which means you have access to all markets we offer in all 28 states in which we sell insurance. Captive Agencies – Limited to selling one product in one territory. Traditional Independent Agencies – Varies by agency.

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11152 Huron Street, Suite 207 | Northglenn, CO 80234 | Call: 888-844-2909 | www.WhySecureAmerican.com

INITIAL INVESTMENT Secure American – No franchise fees. One time training fee less than $10,000. (Gives you access to proprietary Agent Success 360 System, personalized training, lifetime mentorship, training, and support from expert agents , marketing tools & support, business tools and support, and more.) Captive Agencies – Minimal start-up. Capital requirements can range from $20,000 to $100,000. They may require purchasing equity in a book of business. Typical multiplier 1.5X to 2.5X annual gross commission. E.g., A book generating $100,000 in annual commission would sell for $150,000 to $250,000 Traditional Independent Agencies – Start-up capital ranges from a minimum of $5,000 to $50,000 up to $25,000 to $100,000 for franchise models.

INCOME POTENTIAL

Secure American offers a higher commission structure, unlimited renewal income, and rights to your book of business. ( IMPORTANT NOTE: ALL insurance carriers own the insurance policies. We work with our agents to help them plan a successful transfer of their book of business—whether gifting the business to a family member or friend or selling the book of business to someone who wants to take over the business.) Captive Agencies offer a base salary + lower commissions. There are company-set limits. For Traditional Independent Agencies, higher commissions are possible. Variable renewal income—often must give up 50% of renewal fees. Some rights to book of business. ( IMPORTANT NOTE: ALL insurance carriers OWN the insurance policies. Some independent companies claim that you “own your book of business.” However, this is misleading because you don’t own anything. **Read the fine print to see what rights you have.)

MORE FREEDOM. MORE SUPPORT. A BETTER WAY TO BUILD YOUR BUSINESS. Traditional Independent Agencies ▪ Complete autonomy less support ▪ Operates more like a small Captive Agencies ▪ Limited control, strict guidelines Secure American Insurance ✔ High autonomy, proprietary framework and support. A Feature Business Control

▪ Typically work out of a brick and mortar office during set business hours

remote-enabled business that is customizable and flexible. Marketing support, billing and policy support, and business support to answer questions.

business without support staff to help answer questions, help with marketing and sales, or billing and policies ▪ Limited initial training ▪ Self-directed learning afterward

Training & Support

▪ Structured corporate training ▪ Company-specific support

✔ Five-to-seven-day comprehensive onboarding

✔ Continuous training ✔ Lifetime mentorship

Administrative Support Marketing Support

▪ The company handles administrative tasks

▪ Self-managed or outsourced

✔ A full accounting team handles billing and commissions

▪ National brand recognition ▪ Corporate marketing support

▪ Limited or self-funded marketing ▪ Franchise models may require a pay-for-lead marketing system

✔ Professional services & tools ✔ Custom design services ✔ Social media support ✔ Content creation ✔ Ready-to-use templates

Technology Support

▪ Company-provided systems

▪ Self-sourced systems

✔ EZLynx management system provided

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COVER REGINA MARTINEZ —continued from page 13

I have more time for family. I’m no longer stressed. I love what I do and am happy.

access to both Joe and Caitlin, who both service their own insurance clients and have decades of experience between them. “I love the support and encouragement Secure American offers,” Regina said. “Like if I run into a wall with a company and don’t know where to look, I’ll call and tell them I don’t know what else to do. They always have ideas or suggestions. I was kind of surprised that they even offered anything like that, especially with as many agents as they support

and with having their own clients. I mostly speak with Caitlin. She always keeps a positive attitude and always answers you back. If not immediately, she’ll get back to me within a few hours. Either she’ll call, set up a time to call and go over something, or she’ll shoot you an email and say, ‘Okay, this is what you can do.’ Even though I’ve been an agent for a long time, I’m still learning from them. They have educational training videos and meetings. Whenever something new comes up, they reach out to me to

let me know there’s a topic I might be interested in. If I miss a meeting, I’m sent a video of it afterwards so I can watch it when it’s convenient for me.” Send personalized marketing to leads and customers In the past, Regina was spending between $4000 to $5000 per month on marketing to a cold audience. Now, she attracts and retains customers and receives referrals without spending money by utilizing Secure American Insurance’s marketing program.

16 | Secure American Insurance

REGINA MARTINEZ COVER

A proven marketing system, it automatically sends out personalized messages to Regina’s clients for her. “Before, I was always spending money on marketing, but now, I don’t even market,” Regina said. “They send birthday cards, thank-you notes, and cross-sell messages for me every month. There’s quite a bit they have in place. When customers receive these messages, they tend to turn around and start sending me customers, so the business just comes.” Deliver outstanding service to retain customers and build your business. Regina also emphasizes the importance of building relationships, communicating with customers and working with them to find solutions, even in difficult circumstances. “My business is like my baby; I take it seriously,” Regina said. “When I had to start over from scratch, I was extremely careful. I didn’t reach out to any of my previous clients, not even my family. That’s a big no-no. Customers eventually found and contacted me, asking to quote their insurance. I’m a true believer that it’s not just the sale; it’s the service. That’s what made people seek me out and kept me in these relationships for so many years. They trust me because I’m honest. I tell them the truth, and we always find a solution. If I don’t know the answer, I’ll go to Caitlin, who always guides me and tells me what to do. I’m thankful for her because you don’t get that with other companies where you’re dealing with chat lines and not an actual person.”

and create additional revenue streams. As an independent agent, Regina found she had many options beyond the usual home, auto, and life insurance, including commercial insurance. While previously, she had a fear of selling commercial insurance, after a pilot called her during her first month to see if she offered pilot insurance, Regina was able to get over her nervousness. “I was always scared to go in the direction of commercial insurance,” she explained. “But then I started thinking of how many companies are out there and decided to investigate. I didn’t know much about it, so I started watching Secure American Insurance’s videos and reaching out to Caitlin. She walked me through what to do and made it quick and easy.” Plan for the future. Regina learned the hard way that it’s crucial to consider and understand what happens should you need or want to terminate your business due to illness, retirement, death, or for any reason. Be sure to find out what happens before you sign. Ask if you are allowed to pass your business on to a family member or sell your book of business for what you want when that time comes. Regina was forced to walk away from her previous business because the company terminated her agreement. In contrast, as an independent agent with Secure American Insurance, should she need or want to retire at some point, she has options, which include passing her business onto a family member or making arrangements to sell for an amount she feels is fair. “With big companies, they own their book of business, period,” Regina said. “With the captive insurance company I

previously worked with, you can sell your book of business to them or another agent, but you only walk out with maybe $10,000 on a book that’s worth much, much more. You’re not getting what it’s worth because they know these agents are desperate.” The Right Elements + A Company With A Successful Track Record + Time = A Winning Business Building your own insurance agency isn’t a get-rich-quick endeavor; it shines in developing a reliable, consistent source of income that builds month after month, year after year. While normally starting a business can feel overwhelming and scary, Regina has found a winning formula. Her journey with Secure American Insurance has been transformative. After initially feeling nervous about transitioning from a captive agent to an independent one, Regina found confidence and comfort. The key factors to her success are her ability to help more clients through many more options and taking full advantage of the support she received from Secure American Insurance. It’s like being in business for yourself but not by yourself. The comparison of writing 90% of her business versus the 35% she previously did indicates her growth and success. “When I started, I was scared because I did not know how I was going to market or how I was going to get customers,” Regina confessed. “But I realized I was comparing it to what I used to do, thinking I would have to spend $4000 a month on marketing. At Secure American, they hold your hand and walk you through everything. Caitlin gave me —continued on page 18

Explore all the types of insurance you can sell.

It’s good to diversify to give you more opportunities to grow your business

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COVER REGINA MARTINEZ —continued from previous page 17

different ideas about things she and Joe had done. You also have so many companies you can quote from; I felt like a kid in a candy store. I was able to help people I could never help before. Plus, I used to have to work on reports, get to the bank to submit payments, and close out each day to ensure policies were issued. I am no longer responsible for that as Secure American Insurance takes care of that for me, which is the greatest thing in the world. I hit it hard the first couple of months, and things took off. I then realized I could do this.” “Before, I felt like the company I’d partnered with had set me up to fail,” Regina added. “Being a captive agent is one of the most stressful jobs you can do. I will never go captive again. With Secure American Insurance, I

Before, I had to turn people away, telling them, ‘I’m sorry, but no, I can’t help you.’ It’s a big deal to me that I can now tell many more people, ‘Yes, I can help you!’ Also, I now have the freedom I never had before.

feel like they set you up to succeed by giving you comprehensive training, tools and support, along with the flexibility to thrive. I knew the very first month I started with them that I’d made the right choice. People were already saying “yes!” and I started getting quotes coming back in. Before, I had to turn people away, telling them, ‘I’m sorry, but no, I can’t help you.’ It’s a big deal to me that I can now tell many more

people, ‘Yes, I can help you!’ Also, I now have the freedom I never had before. I can just pick up my business and take it wherever I go. I have more time for family. I’m no longer stressed. I love what I do and am happy. My biggest advice for someone considering becoming an independent agent: Don’t be scared. Whenever you’re facing the unknown, you’re going to feel scared. Just feel the fear and do it.” ●

Is a Career in Insurance Right for You?

This free guide debunks seven of the most common misconceptions holding people back from a high-impact, high-income career in insurance. Inside, you’ll discover: » Why you don’t need prior experience to succeed » How to build a six-figure (or even seven-figure) income » What makes Secure American’s Agent Success 360™ System different » How their 96% success rate flips

You’ve probably heard the myths: “Insurance is too complicated.” “You need experience.” “You’ll be stuck cold-calling strangers.” Not true.

In Debunking Seven Common Myths About Becoming an Insurance Agent, Joe Duncan – Founder of Secure American Insurance – pulls back the curtain on what a modern insurance career really looks like. Spoiler: It’s not about knocking on doors or chasing commissions. It’s about freedom, flexibility, and building real relationships while securing your financial future.

the industry average on its head Whether you’re starting fresh or looking for a career change, this guide is a must-read.

18 | Secure American Insurance Download your free copy now and explore a career path built for growth, freedom, and purpose. Scan the code or visit www.WhySecureAmerican.com/7Myths

THE ULTIMATE FREEDOM: Build Your Own Insurance Empire

Still building someone else’s dream? If you’re grinding for capped commissions, shifting quotas, and carrier restrictions – it’s time to break free. Most agents are stuck in systems designed to keep them small. You were made for more. With Secure American Insurance, you get: ✔ High, consistent commissions – paid fast, This is not your average insurance career. No quotas. No limits. No settling.

on every policy — no caps, no tiers ✔ Zero agent failures – 96% of our agents succeed thanks to our proven 360 Success System ✔ Immediate access to 60+ carriers – including premium providers ✔ True ownership of your book – you keep it, grow it, and can even pass it on ✔ No production quotas – ever ✔ Total schedule freedom – your life, your hours, your terms Other agencies won’t tell you the truth. ✘ You may never own your book ✘ Your commissions are likely capped ✘ Quotas will cut your earnings ✘ Most agents fail — and no one cares At Secure American, we do things differently. We tell you the truth. We train you thoroughly. And we actually invest in your succe ss. To join our top-tier team, you’ll need: ▪ A clean background check ▪ A state license (we’ll help guide you) ▪ A one-time investment that includes lifetime access to our: » Proprietary Agent Success 360 System » Personalized mentorship from industry leaders » Marketing support, back office, carrier access, and more

Joe Duncan on a mountain bike trip with a friend he's known since elementary school

Your Empire Starts Here. Stop building someone else’s business. Build your own. Schedule a no-obligation call today. Let’s see if we’re the right fit. Call 888-844-2909, scan the code, or visit www.WhySecureAmerican.com/meet