Success Stories - Secure American Insurance

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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