Jose left his country and moved to Chile for a new work opportunity – providing him experience in recruiting and in sales. A few years later, he moved to Colombia where he could apply his experience in a paralegal services role. Over the years, he also vacationed to the States to visit a friend.
In 2002, Jose moved to Florida and picked up a sales position at his friend’s funeral services company. He flew in on a Saturday and started his first day on Monday. He enjoyed helping families through their most difficult times and offering the best solutions to celebrate their family members.
The company realized Jose’s potential and noticed how well he was doing. He was promoted, 8 months into this position, to manage a group of 15 people. In his 2nd year with the company, he received another promotion to managing 3 more groups (of 15 people each). Jose also met his wife, Maebell, while working there (see our February Agent Spotlight for her story).
In 2009, Jose began to feel a stir within him for more. “I knew I didn’t want to work for anyone else … I wanted to be my own boss.” He also said he wanted to work from home, have a flexible schedule, and get paid well for his hard work. He considered real estate, but the market was in a bad spot. In June, he left the funeral services company and in September received his insurance license.
Jose landed his first sales position with another insurance company. He was learning on the go – in a new field and in a new industry. He realized that he needed help; but didn’t know who to trust. Jose hopped around among a few agencies before he went online and found Eric Salazar (National Director of Sales).
“There are a lot of companies out there that you can work with, but you don’t know who is telling you the truth,” Jose said he didn’t trust Eric at first and only bought a month’s worth of leads.
“I didn’t buy anymore because I didn’t trust him yet. But, I said, ‘I want to be successful so I’m going to trust him and give him 6 months. It was the greatest decision I could make. I started to apply exactly what he was telling me and that’s when my business began to grow!”
Jose traveled to California to the Legacy Life home office to meet Eric, Mike Passaglia (President/CEO), and the staff. He said he was hesitant at first and wasn’t sure if he could believe this opportunity was true.
“I didn’t know it was the best way to do business, but now I see that if someone comes into this business and applies exactly what they say – you can save a lot of time and be successful.”
Jose expressed his appreciation for the Legacy Life team. “I’ve been doing this (insurance) for a lot of years now and I don’t know if there is another company better. Legacy Life is definitely the best IMO in the market.” Jose and his wife Maebell are both helping families protect their legacies in Florida with Legacy Life. In 2015, he expanded his business by opening another agency. You’ll see him as a regular on the National Leader Board – finishing in the Top 20 in the country in 2016 … almost tying his wife for the #15 spot. He’s on track this year and in the Top 20 once again. Watch out for this power couple helping the good people in Florida!
Jose remembers meeting with a couple in a small apartment in Florida – 40 minutes away from him. Normally his appointments run 20 minutes, but this particular meeting ran for an hour. The wife was being persistent because she really liked the options, but the husband was being very resistant. In the end, the wife convinced her husband that this was something they needed to do. Jose closed the sale.
A week later he received a call – they were canceling the policy. Over the next 2 months, the wife would call Jose – she was convinced that this is something they really needed to do. Jose went back to the home, knocked on their door, and struck up another conversation. This time the husband agreed that this was something they needed.
Jose received another call 3 months later from the wife and she began telling how her husband was a truck driver, was in a horrible accident, and died. Jose was moved after hearing what happened. “You never know … what impact we’re making for these families.”
Get Started: “It doesn’t matter when you get your license. You can make as much as the person who started 10 years ago. You can get your license today and start selling. If you’re a hard worker, you can do very well here. And, if you don’t know something, eventually you’ll gain the experience to do well.”
Attach Yourself to Someone Successful: “Nobody knows who’s going to be successful. The best thing you can do is find somebody who IS and do 100% of what that person says. If you try to do it on your own, you will not make it. If you stick with somebody who is successful, it will be easier for you. Give it at least 3-6 months and you will know if it’s good for you. Once you find it – stick with them!”
Jose and Maebell have been married for 8 years and have 2 kids. In his spare time, he loves to travel (at least every 3 months). But, you’ll likely find him on the weekends poolside, with a cold beer and firing up the grills (he has several for different techniques). “I could spend the whole day cooking for everybody else. I LIKE IT!”
Before Legacy Life, JC started in the computer industry as a systems administrator. He did quite well in his role for 15 years, but after some downsizing it was time for a change. In 2002, JC was ready for a fresh start and made a transition into insurance. He received his license and was on his way with his first agency. He liked insurance and was gaining a lot of great experience; but it seemed like something was missing.
Over the next 10 – 12 years he found himself in and out of a few agencies; and sometimes on his own. JC was determined to find a really great place to plug into. He didn’t want a place that was just one-sided … good for the company, but not for the agent. He was in search of a company with genuine integrity and could offer a winning structure.
JC reached out to a friend he had worked with 6-7 years prior. His friend, Sam (a Legacy Life agent) was telling him about some of the success he was having and how he really enjoyed who he was teamed up with. Sam connected him with Eric Salazar (The National Director of Sales) to hear more about the opportunities with Legacy Life.
“We kept the communication open and Eric assisted me with some things long before I came on board. I could immediately tell the integrity was there.” Then in 2014, Eric and Mike Passaglia (President/CEO) were in New Jersey doing some trainings. JC attended one of those sessions and knew this was the kind of group he had been looking for.
“They had structure and integrity. This was the kind of group I wanted to work with.”
It wasn’t long after the training event when JC decided to make the official transition to the Legacy Life family. He has been enjoying the whole experience and went into more detail as to what it’s been like.
“I like the independence – especially coming from the computer industry. I’m able to set my own hours. There’s flexibly in my schedule … I can even be available (during the day) to help my wife out when needed.
I have access to all the training and help I need; but still remain independent. And I don’t have a ceiling on my income. Legacy Life affords me the opportunities to have all this.”
JC also loves helping people find the coverage that fits their needs and knowing they’ll be covered if the worst were to happen down the road.
“I like that I get to help people find the products they really need. I know it is going to help them and their family … that’s a good feeling when you get to do that!”
He has been with Legacy Life for a little more than 2 years now. JC, a seasoned agent, said he is connecting with the coaches and consultants in the home office on a regular basis. He’s even a regular (attender) on the Tuesday National Call because he feels he always gets a good refresher to help him throughout the week.
He is always looking for ways to learn and grow by tapping into the resources he has access to. It’s no wonder, he’s a regular on our National Leader Board – finishing in the Top 10 year to date in 2016. Look for him in our Top 20 for 2017 as he continues his pursuit to help more families.
JC has been doing this long enough to know the importance of finding someone the best coverage – no matter how healthy they may look when you sit down with them. He recalled a lead he received through a referral. It was a man in his early 50’s who seemed fairly healthy. While at the appointment, he found out the man was married and looking for $300,000 in Mortgage Protection. The husband had already met with another agent(from another company) who already quoted him, but JC was able to find another product for a better price. The husband decided he wanted to think about it. JC stuck to his training and continued with the appointment. He has had a lot of success, but sometimes you’re just going to bump into that “one” – that no matter what you do, they still want to think about it. This was one of those times. Six months passed and JC received a call from the couple. They began to tell him that the husband had been diagnosed with cancer and they needed his help. JC’s heart sunk when he heard the news.
“I’m not going to give up. I’m following up with the husband as the professional I am and letting him know of some products that will still help. I just wished he would have done this when we first met because it would have been a lot cheaper for him.”
On repetition and training: “I’ve been doing this for a long time and no matter how many times I’ve heard something, it’s good to hear again. It doesn’t matter what it is, it’s important to hear it again – because it’s going to help you in the long run.”
On Phone Calls: “Keeping a strict schedule and making phone calls is by far the most important thing you can do. Nothing really happens if you don’t do that. You
JC was born and raised in New York; and after college (in North Carolina) he moved to New Jersey. He has been married for 25 years, has 2 sons and a grandson who is 12. In his free time JC likes to watch movies.
Josh moved to Florida a year ago to start attending college. He is currently finishing up his first year, already considered a junior – holding a 3.9 GPA – and pursuing an undergraduate degree in finance with the hopes of earning a Master of Business Administration (MBA) degree.
Before Legacy Life, Josh was working a position requiring him to report to a manager whose style was extremely toxic. Plus, the pay wasn’t worth sticking around for. It was the push he needed to begin looking for a new line of work.
He started applying to anything business-related and that looked appealing. He changed things up a bit and threw his resume out to some insurance companies as well.
It didn’t take long for companies to take notice. Even some well-known Independent Marketing Organizations (IMO) attempted to recruit him. One day, he clicked on a Craigslist job posting connecting him with Josh Sivak (an agent with Legacy Life). Sivak gave Josh an honest accounting about some of the IMO’s he was talking to … informing him that not all are what they say they are.
During the job search process, Josh was working on getting his insurance license. He passed his test with a score of 93. Soon after he got his license, Sivak introduced him to Eric Salazar (National Director of Sales) of Legacy Life.
Josh gave Eric a call to hear more about the options available to him.
“It went great. He told me to think about it overnight. I did. Then I got contacted right away and I’ve been happy ever since!”
Josh has officially been with the Legacy Life family for two months and enjoying this new experience. He shared a little bit about some of the aspects he likes about this opportunity.
“I’ve been in the same area of Florida since I moved; but now I like that I’m able to get out, explore, and get paid to do it. I’m not just trying to benefit my pocket and hurt someone else’s. I love that I get to meet with people who see me as the professional I am.”
Josh expressed that the support he receives from his coach, consultants, and the staff at the home office has been crucial. He was honest about his experience starting out, that if the support wasn’t in a place he might have thrown in the towel.
“It’s been night and day since my last job. Eric is like a mentor to me. He has great advice and has really helped me out! Johnny (Production Consultant) has also really helped me … whether I have a product question or was in the home with a client – he’s been there for me. And, I get so much from the weekly National Sales Training Calls.”
Josh commented how great it’s been when he’s nearly 3,000 miles from the home office to have this kind of help – only a phone call away.
Josh has only been with Legacy Life for a couple of months. He definitely applies the mindset of work harder and smarter; as he leans into all the support available to him. He’s one of the agents that work at this part-time; but because he has a great system to run with, he’s already been on our National Leader Board … and we expect to see him on there as a regular very soon.
Josh recalled an appointment that made an impact on him. He met with a client in her 70’s whose husband had Amyotrophic Lateral Sclerosis (ALS) or Lou Gehrig’s disease. It requires her to take care of him all day, every day. She told Josh of a life insurance policy she already had; and made it very clear that she wasn’t interested in meeting – because no one can find coverage for her husband. He didn’t let it devour him from finding them something for their specific needs. “I knew I could find them something; because all the carriers I have access to are great at helping even the most high-risk clients find coverage!”
He set the appointment, sat down with them, and showed them the coverage they needed. When his client heard this, she was overwhelmed with gratitude and began to cry. The husband was so happy because now if something happens to him, he has peace of mind that his wife will be taken care. “I almost cried. It’s nice there was an option available for them … it would pay off the rest of the mortgage too. And, I get to make about $1,000 off of it.”
Josh said the encouragement he would share is the advice given to him by his coach:
“You can’t be experienced without having experience.
As much as you try to learn all the scripts and products, you’re not going to be great unless you go out there and actually do it. There’s going to be a lot of obstacles; but if you sit there and quit, you’ll never win. It is a hard
Josh is a full-time student while also working for Legacy Life. He used to play football when he was in high school. Now he enjoys hanging out with his fraternity and his girlfriend. He’s pretty good at the guitar; but not looking to hit a big stage any time soon. He’s also a secret gamer on the side … when he has the time for it.
Meet Sam – The Legacy Life Spotlight Agent for May 2017Before Legacy Life Insurance Solutions, Sam saw success while working in the mortgage industry … up until it crashed.
Sam was looking for work and was recruited by a well-known Independent Marketing Organization (IMO). He liked the transition from the mortgage industry to selling mortgage protection.
“I didn’t grow up wanting to do this, but I’ve discovered that it’s been a perfect fit for me.”
Even though Sam made a remarkable transition into this new field, he found the IMO’s structure challenging for new agents. The lead program had gaps, the training of new agents was nonexistent in some areas, and the overall structure was lacking. Sam was honest about his rough start in the insurance industry:
“I only made 1 sale in my first 8 months.”
Sam really liked insurance but decided it was time to switch companies. Over the years he found himself bouncing from agency to agency. Each company appeared okay at first, but over time just seemed to be missing the “complete package” he was looking for.
Sam continued to feel something was missing from the companies he had worked for. He couldn’t put his finger on it till one day while on the phone with a carrier. He asked if they could give him a recommendation to someone they enjoyed working with. They told him to reach out to an “Eric Salazar.” This was his impression of the exchange with Eric:
“Right away I noticed a lot of confidence in his voice. I could tell that he was genuine and trustworthy. He wasn’t like others, in the past, who was faking it – just trying to recruit me. Plus, all of his answers were spot on. I was really drawn to all that.”
Sometime later, Sam had a fantastic conversation with Mike Passaglia (President/CEO) when he decided to officially join the Legacy Life family.
Sam expounded on the culture and the differences he’s enjoyed since coming on board with Legacy Life; and how impactful it has been for him.
“Previously, I was going outside those other companies for coaching and paying $250 a month for it. It was good; but now, I get that top-notch coaching for free! I like everything that sets Legacy Life apart. It was a no brainer for me.”
“… insurance can feel very isolating … like you’re alone on an island. I mean, I’m here in New Jersey and I don’t see anyone on a weekly basis, except for my clients. But here, it feels like a community. I am constantly being inspired by the other agents and the stories they’re sharing. It feels so good to have that camaraderie.”
He went on to tell where he gained this sense of community:
“I never felt comfortable going to a conference in the past. But, I’ve been to every conference since I joined Legacy Life. For me, it’s become a business and something social. You get to meet the people you hear on the phone calls, you connect with other agents who are doing what you do in the field, and the training are just different when you’re there. It’s been incredible for me. The value I get from a conference is in meeting all the people and getting a crucial “nugget” that helps my business … I can’t get all of that over the phone.”
Sam has been working with Legacy Life for several years now. He is an extremely hard worker and has a huge heart for helping people. You can also find him as a regular on our National Leader Board.
Sam recalled a specific appointment that really stood out to him. It was a telemarketing lead that took a while to get ahold of. “It was really hard to get an appointment because she was so busy. The client kept pushing it off, but also kept telling me to call back … so I did what she asked me to do. I kept calling. I tried for over a month before we set up a time to meet.”
Sam was excited to get an opportunity to sit down with the client, but it wasn’t looking hopeful. His client was in her early 50’s, super healthy, and already had a lot of different policies. He found that she was being charged too much on her current policies and was able to get her better coverage – for a much better price. Three months later she surprisingly passed away. “I was completely shocked. She was young and healthy. You think they’re going to be okay, but the next day they could be gone.”
His client was a single mom who had a 16-year-old daughter. Sam was thankful that he was persistent and found her the coverage he had … especially since the policy provided for the daughter. “I love what I do. I know I’m doing something that really helps people. I see myself in insurance for a long time.”
1. Invest in yourself.
“It’s so important that we take the time to get the training we need so that we can really learn our craft.”
2. Don’t give up!
“I’ve been doing this for 8 years and could have quit … especially in that first year. I mean, I bought 60 leads in a 30 day period and only made 1 sale! But, I didn’t quit. I stayed persistent. You have to keep going. It’s vital.”
Sam has been married for 7 years and has 2 sons (15 and 7 years old).
He and his family like spending time outdoors – especially going to the lake when the weather is warm.
