Mario C. Martinez and Rolando Murillo own Kismet Insurance & Life Solutions, LLC, an independent insurance agency based in Utah. After opening their agency, they soon realized they needed insurance network support to achieve their goals. Now, just a short time later, they have all the solutions … and all the new business referrals they need to reach the next level.
An Entrepreneurial Calling
When Mario was 20, he moved to California and opened a doughnut shop. It wasn’t pulling in as much as he wanted, so he started selling insurance to supplement his income. “I always had that entrepreneurial side,” he says.
His insurance business worked out better than his doughnut business, so over time, he shifted his emphasis to insurance sales. However, he didn’t go full time with his insurance career until about two decades later, in 2018. At that time, his sister Rosie and her husband Rolando Murillo were also in insurance, and together, they decided to open an independent agency.
With over 30 years of experience in the insurance industry, Rolando Murillo has played a vital role in the growth of our agency. He began his career at a time when only a handful of agents served Utah’s rapidly expanding Latino community. Beyond his work in insurance, Rolando has actively contributed to organizations that provide essential support to the community, including assistance with immigration, driver’s licenses, healthcare, and legal matters such as marriages and divorces. His presence on local radio stations has further solidified his reputation as a trusted resource. As a well-known figure, his dedication and expertise have made a lasting impact on both our agency and the clients we serve.
They named the agency Kismet Insurance & Life Solutions because it encapsulated their goal to make a real impact in their clients’ lives.
Kismet Insurance
From Zero to Fine
Like many new independent agency owners, Mario and Rolando struggled to secure carrier appointments at first – despite having years of industry experience. “We started making phone calls, and nobody wanted to work with us, because for carriers, the agency was new,” Mario recalls.
They knew that many new agencies fail but they were determined to beat the odds, and eventually, their hard work and diligence began to pay off. “We had a few appointments, and we were doing fine,” Rolando says. “But there were some companies we still couldn’t access.” That’s when they started looking for an insurance network partner.
“We started making phone calls, and nobody wanted to work with us, because for carriers, the agency was new,” - Mario Martinez
“Our customers are very, very good at communicating with their friends, coworkers and family members, so we receive a lot of referrals,” - Rolando Murillo
From Fine to Referral City
Mario and Rolando knew that doing fine would only take them so far. To reach the next level and achieve faster agency growth, they needed a broader array of choices to offer clients. By partnering with a network, they could reach those goals faster.
Mario remembers that they were about to sign with another network – but then they heard about Smart Choice. The two networks were not the same. There were differences in the markets available and in the commission structures, but what really stood out to Mario were the differences in attitude. “Smart Choice was more friendly,” Mario explains, adding that it was the people at Smart Choice that really made the difference in his decision.
For Rolando, carrier access was the most critical issue. “Of course, there were a lot of other things,” he says, citing ownership and cost as key points. In the end, both owners agreed that Smart Choice was the best option.
Notably Smart Choice provides access to more than 100 carriers and 3,000 products in both personal and commercial lines, through both traditional and excess and surplus (E&S) markets. Going beyond P&C solutions, Mario and Rolando can also use Smart Choice to source the best life, long-term care, disability and annuity products for their clients.
They appreciate the flexible model that enables them to pick and choose the solutions that work best for them. For example, they can secure direct appointments to access carriers and products that they use all the time, while using the Smart Choice network to write business for less frequent coverage needs.
If traditional insurance markets don’t work for their clients, they can get immediate access to E&S carriers. This is important because Mario, Rosie and Rolando are originally from El Salvador. Many of their clients are also immigrants, and they often have international or foreign driver’s licenses, and their auto insurance applications are classified as nonstandard. With access to a wide range of markets, including E&S options, they can always find a solution.
“We get people from all over,” Rolando says. “Our customers are very, very good at communicating with their friends, coworkers and family members, so we receive a lot of referrals,” he says, explaining that their sales pipeline always stays full thanks to their loyal and enthusiastic customer base.
Even More Growth Opportunities
Kismet Insurance & Life Solutions doesn’t have an agent dedicated to commercial lines yet. However, as the agency grows, the need for more commercial products is also growing.
“I think we’re at the point that we’re probably going to need an agent to focus on businesses,” Rolando says. And when that happens, they can leverage Smart Choice’s Smart Start program for commercial lines.
It’s not just about serving big business accounts. It’s also about helping personal lines clients who want insurance for their gigs. More and more clients are pursuing side hustles with companies like Uber, Lyft and DoorDash, and this creates new insurance needs. “We want to get into that area,” says Mario. “We’re very interested to see how we can help these people.”
The Smart Start Commercial Line program has some ride share coverage options, as does the Express Markets program, so when Mario and Rolando are ready to expand into this area, Smart Choice will be there for them.
Are you ready to see how Smart Choice can support your agency’s goals and business model? Get started.