Please state your name, your position, and a bit of your Business.
Lorena Tomasini, owner of MALM Life and Health Insurance Agency. We’re a mother-daughter duo that helps families and business owners easily understand the importance of having financial protection through products in the life and health insurance industry. We do everything virtually over the phone or computer so people can be in the comfort of their home or office while taking care of these important matters, maybe even in their PJs and having coffee.
How did the business start?
I started as my mom’s appointment setter and went with her to see in more detail what she did. I really liked it and decided to do this as well, part-time while going to school. Continued in the industry after finishing college and we opened our own agency. I enjoy being able to help people understand such complex topics.
What are the challenges you met and how did you manage to cope up with these challenges and reach your current status?
- Getting clients
For any business to succeed you need people to sell to. At first, we bought leads, which was good to get started but then ventured into asking for referrals and developing centers of influence with other professionals that have clients in common.
It seems like every other day someone becomes an insurance agent. Which is great, but lots of competition. I decided to set myself apart from traditional agents and go above and beyond for my clients and their referrals
Who influenced you in this industry and how did he/she influence you?
My mom, Merlin Ana Lepigaasdato has been a great influence for me in my industry. She’s influenced me by showing me the proper way to help clients, follow up and always do what my gut feeling says. She’s also influenced me by always having a positive mental attitude and that everything changes. Leading by example and always do things right or don’t do them at all is her motto.
How did you manage to market your business and compete with other agencies in your niche?
Social media has been crucial. I think it’s one of the things that sets up apart because we’re constantly putting content with valuable information ranging from videos, articles, audio and more.
Also, I think following up with prospects is very important many times people forget that the sale is not made on the first approach. At the same time, always prospecting to have enough people to talk to and not having false hopes. It’s our job for people to remember us.
What Best Practice/s can you share to our startup readers?
-Schedule time for everything
-Don’t give up
-Set huge goals
-Always have a why
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