America's #1 Seller of Mortgage Protection Insurance

These days, it’s becoming more and more important to reach out to new, untapped markets. At National Agent’s Alliance®, we encourage our agents to contact overlooked families in order to give families the financial protection they need. One such market is the Spanish-speaking market. Spanish-speaking families have the same concerns and desire to protect their family, but often aren’t contacted because of language barriers.

Virginia Charles was named the number 1 personal producer at National Agents Alliance for 2008, as well as winning Old Mutual’s En Espanol contest for most Spanish applications filed. Virginia took a moment to answer our questions about the Spanish Speaking Market and what agents can do to break through it.

What is your Key to success?
I was fortunate be brought up by two phenomenal loving parents who instilled great values and a good work ethic. Coupled together, those two can create success. I have to add that I love what I do and I believe it comes across when I’m sitting in front of a family.

Do you approach Spanish-speaking families differently than English-speaking families? If so, how?
No, I have to say that I approach both Spanish and English speaking families in the same manner and that is with a genuine interest in what is most important to them.

What are Spanish-market families looking for in protection?
It has been my experience that the Spanish families’ main interest is the death benefit for the most part.  Not as interested in the additional benefits as much.  Basically their concern is that their families don’t lose their home.

What’s the biggest wrong assumption about the Spanish market? How can other agents overcome it?
I would have to say that I have heard from clients that no one has contacted them and they have sent in several forms.  My guess is  it was perhaps due to a language barrier.  These families want the protection just as much as other families, if more.  If you don’t speak Spanish, give them a call.  You will find that they are very warm and accommodating and will work with you because they want this protection.

If an agent only speaks English, what would you suggest they do in order to tap into the Spanish-speaking market?
I have a great example here for you. My son Michael speaks very little Spanish and finished as a top producer in the OM En Espanol contest.  He did this by determination and a bit of creativity. At first, he would call me or Grace McGill because we speak Spanish.  Now he does it on his own by asking help from the family members that do speak English in that prospective family.

What are you goals for 2009 in the Spanish-speaking market?
My goals for the Spanish-speaking are not changing, except to strive to reach more families. I love the Spanish speaking market; they are very warm and welcome you into their home.  I would say that 90 percent, if not more, of my business is to the Spanish speaking market.

What does the National Agents Alliance opportunity mean for you and your family?
I can’t begin to put that into words.  I am a single mother of three awesome sons and National  Agents Alliance has truly enabled me to better our lives.  I was a paralegal before I started NAA and I don’t have to tell you that the hours were very long it was a stressful environment.  As a paralegal I have very little time to spend with my sons while they were growing up. Now, I work out of my home and I see them on a daily basis so I am grateful for the blessings National Agents Alliance has brought into my family’s life.  I would also like to add that I now work with siblings and most of my immediate family is in NAA therefore I couldn’t ask for a more rewarding or a better work environment.