We caught up with the brilliant and insightful Mariana Fernández a few weeks ago and have shared our conversation below.

Mariana, looking forward to hearing all of your stories today. Risk taking is something we’re really interested in and we’d love to hear the story of a risk you’ve taken.

I moved to the United States from Venezuela in 2014, having already secured a job as a journalist. Since then, I have taken three risks that changed my life. Within a matter of days, I discovered that everything was a deception, and I was forced to accept a job that paid me only $400 a month. Moreover, I endured psychological abuse for several months from the person who had offered me this job. Leaving the job would have meant losing my work permit, so I decided to take the risk of staying and seeking alternative employment.

That’s when I stumbled upon an opportunity to work as a producer at an insurance agency. I requested a chance and pledged to become the best salesperson in the agency, even though I knew very little about insurance, both in English and Spanish. However, I was determined to change my life and not let go of the opportunities and sacrifices I had made by moving to this country. I obtained my P&C license and began my journey as a producer. Within two years, I had risen to the position of manager, (and I was in fact their best salesperson) and contributed to the expansion of two more agencies within the business.

During those years, I faced one of the most challenging periods of my life when someone attempted to harm me. I could have simply quit, but I chose to take the risk of defending myself and placing my faith in justice. And I won.

In 2020, my husband and I decided to start a family. After numerous fertility treatments, we were blessed with a wonderful son in October 2021. It was for him that I took the greatest risk of all. I decided to leave my job and seize the opportunity to open our own agency in March 2022. It turned out to be the best decision of my life. I wanted to get my definition of success that was financial security and have the time I wanted for my son and my family.

The first year is still a blur as we launched the agency with a newborn in the office. We had no outside help, so my husband and I managed to care for our child while simultaneously working tirelessly to build a business from scratch. I was fortunate to have my baby with me during his first year; I wanted to be present for every moment. Looking back, I am grateful for taking that risk every day.

Now, after a year and a half, I am leading a fantastic team that feels like family. We are recognized by our corporation and fellow agents in the field. We even received recognition from the Embassy of Mexico for our contributions to the community. My goal is to continue leading this agency with a bilingual team, dedicated to supporting specially our Hispanic community and helping others to face risks that will change their life for the better.

Mariana, love having you share your insights with us. Before we ask you more questions, maybe you can take a moment to introduce yourself to our readers who might have missed our earlier conversations?

My career and the passion I now have for insurance and caring for my customers weren’t something I was expecting. It was something that started as a way to save my life while I felt I was in survival mode. But I think there’s beauty in that, as it shows how God and life show you your best path; you just need to trust and take it.

I discovered that I was not only a great salesperson but that I really care about how my customers feel after talking to me. That’s when I realized there was something missing, especially in the Hispanic community. People were looking for honest and reliable advice, not a salesperson who tries to sell them the cheapest option just to achieve a goal. I was feeling happy while helping others.

Our agency provides a wide range of insurance products and services to meet the diverse needs of our clients. We take pride in our ability to serve mainly the Hispanic community, offering bilingual support to ensure that everyone can access the protection they need.

What sets us apart is our unwavering dedication to our clients’ well-being. We don’t just sell insurance; we provide peace of mind. We understand the challenges that people face, and we are committed to finding tailored solutions to protect what matters most to them. Our team operates like a family, and our clients can trust us to be there when they need us most.

I feel that paying for insurance in this country is sometimes upsetting because it is seen as “just an obligation,” when in reality, it is one of the best services/products you can buy. Having complete and adequate car, home, or life insurance can protect you, your family, and even your legacy if something were to happen. I really believe in what we offer.

On a daily basis, I hear stories about accidents or circumstances that you might think only happen in movies, but they are real situations. We often think, “that could never happen to me.” So, my team has learned from me that we must educate and guide every person who talks to us about the importance and how everything works, especially if they don’t speak English and have fewer resources.

In only a year and a half, we have received more than 200 five-star reviews across Google and our social media platforms, and it makes me incredibly proud that they all talk about our service, dedication, honesty, and kindness. Values that are non-negotiable at Highland Insurance Group.

I’m proud of the person I have become today, someone willing to seek advice and learn from others. I have reached out to many agents (that today I admire so much) who are already where I want to be, and I’ve been coachable in learning how to lead this agency as a big enterprise, to think big, and I am prouder than ever of my wonderful team. Most of them started with me with no experience at all, and today I cannot imagine a better team to work with. They really care about others, and you can’t teach that. Everything we have achieve we have done it together. I will always be proud to be able to stand out as a woman, present mom and Latina in this industry. I’m proud to build a family and a business at the same time. And it is scary, especially with real struggles like low cash flow or changes in the market that you cannot control, but every month that we grow a little, I know we are on the right path, we are doing the right thing and that we are surrounding ourselves only with the right people. Then I got home to play with my son, and that’s my proudest moment, the end of each day.

What I want potential clients to know about us is that we are not just an insurance agency; we are a team that deeply cares about our clients’ security and well-being. We are here to support and protect, and we are dedicated to serving our community with integrity, passion, and a commitment to making a positive impact on their lives. Even if we are not the right fit for you at the moment, we will always try to leave you in a better place to take an informed decision in the future.

Do you have any insights you can share related to maintaining high team morale?

I love this topic because I believe that culture is everything in any company. I have been fortunate enough to work in corporations where I felt valued, and I have had more than enough experiences with bad bosses and toxic cultures. People don’t leave a place where they are happy and valued.

I firmly believe that if you are working with responsible adults, you should be able to offer to them what you wish for yourself. In my case, I want financial stability and a balance between work and personal life. So, the main thing for me was to offer my team the opportunity to manage their time. In our agency, if our numbers are right and I see their dedication, they have unlimited time off. I don’t believe in a culture where you can only go to the dentist on Saturdays or plan a concert on a Sunday or schedule your car maintenance and several medical appointments in one weekend. Not to mention that you can only get sick for three days a year, or your paycheck will be deducted.

I want my team to have a life from Monday to Friday as well, and it’s been wonderful.

We measure everything, every Key Performance Indicator (KPI), and I’m transparent with them from day one. I want them to feel a real connection with our agency. They know whether we did well or if we are struggling with our cash flow. They know our minimum to keep the business running and our goals to help us all succeed. They are aware of every factor that affects our agency, every number, and they genuinely work together as a team to achieve our objectives. They understand we are building this together, from scratch.

We talk every day, and I’m present for their professional and personal issues. We celebrate even the smallest achievements and learn from our mistakes. We don’t focus on punishments to hold you accountable; instead, we offer motivation to help you improve. I find out about their motivations, dreams, what makes them laugh or sad and their goals. We laugh a lot.

I explain the reason behind every decision, and I’m always open to suggestions, criticism, and new ideas. We also spend time together outside the office to get to know each other even better, to understand the person behind the desk. We wholeheartedly support each other, and there’s no tolerance for negativity. I share everything I learn from others, and if something is not working, we all brainstorm ways to improve it.

Additionally, we frequently engage with motivational speakers and then discuss what we’ve learned. These discussions aren’t necessarily limited to insurance; they encompass life, the individuals we aspire to become, and the legacy we aim to build. It’s about personal growth and development as much as it is about excelling in our industry.

Can you share a story from your journey that illustrates your resilience?

I think everything I already shared shows that. But to be more specific, One of the bosses I had here never paid me even minimum wage. When he was finally forced by the law to pay me (I still haven’t received a penny), he sued me for slander. I had to appear in court for years and he delayed the process evetime possible, spending money I didn’t have. Thankfully, I found a lawyer who was like half an angel and guided me through it. Eventually, I won the case. But that wasn’t the end of it. While my visa was renewing, he accused me with immigration, and three officials were at my new office with a deportation order.

Once again, I had to prove I was right, believe in justice, and do the right thing. All of this took years, during which my health and mental well-being suffered. I faced a difficult choice: run away and avoid the fight, leaving everything behind, or summon the strength I didn’t know I had and stand up for what was right. At that moment, the life I have today seemed impossible. Also believing that an immigrant could win so many battles with no resources against stronger people seemed and impossible and an unjust fight. I just wanted peace, but I knew that my only choice was to be strong and have faith. To be honest, today, I think it was more faith thang strength. although for me is the same thing.

So, I prayed to God every day, continued to work with ethics and honesty, and was blessed to have my wonderful husband Hector, my sister Esther, and my brother Luis who were with me every step of the way.

Even today, a few people who know this story tell me that I should pursue anyone who owes me what I’ve earned. However, my health is more important to me. I firmly believe that when you do what is right, good things happen to you. I also believe that people who wrong others will never find true happiness. For me, being resilient is also knowing when to move forward, when to leave the justice of others in God’s hands, when to understand what truly matters and what doesn’t, and to what doesn’t, simply remove it from your life.

Contact Info:

• Website: www.allstate.com/fernandez.mariana
• Instagram: @highlandinsurancegroup
• Facebook: https://www.facebook.com/highlandinsurancegroup
• Linkedin: https://www.linkedin.com/in/mariana-fern%C3%A1ndez-06011141/
• Youtube: @highlandinsurancegroup
• Other: I have a landing page in Spanish: www.highlandinsurancegroupllc.com

Image Credits
Picture 1, 4 and 8: Melisa Pasero Photography @mpaserophotography