Hugo Santana
Hugo Santana truly enjoys working with people. His generous nature is visible in his role as a dedicated husband, father, and church volunteer. Naturally, Hugo has pursued careers where he could assist people. Years ago, he worked as a real estate agent, but after taking a Medicare educational course, he was intrigued by the possibility of working in insurance. He put the idea on hold for a time, but by 2019, Hugo knew his next big project would be developing an insurance career. His dedication to the new career paid off because now he operates his own agency, A & A Financial Services, with nearly 30 agents on his team as of spring 2024. Hugo cherishes assisting his agents and helping them become better at their jobs. “It’s been a blessing. I love it. I love helping people” says Mr. Santana. “[Helping] the clients that need the service that really satisfies me, and anytime my agents have a problem with that, I help them try to get to that goal.”
In 2023, Claudia Howard, one of Empower Brokerage’s regional sales directors in the Rio Grande Valley, introduced Hugo to the field marketing organization. She and National Director of Business Development Monica Quintana convinced the Donna, Texas native, to partner with Empower Brokerage to strengthen his agency and staff. Hugo quickly found that the partnership was beneficial as his agency and staff grew. Additionally, the training, tools, and resources provided by the FMO made his agents and himself more proficient at meeting their clients’ needs. The partnership has also expanded Hugo’s repertoire. Now, he has contracts to sell more than Medicare products, including ACA, life insurance, ancillary, and supplemental products.
Referrals, one of the tried-and-true methods of acquiring new clients resonates with Hugo. After years of work experience in real estate and starting a home health agency, Mr. Santana has developed work relationships with many people, including in the medical field. He says the business relationships are reciprocal to meet clients’ needs. “So, we comingle with the client. We make a plan and try and help.” He also utilizes the Empower Brokerage-provided leads and participates in community events to meet new prospects.
Mr. Santana is also very impressed with the mentorship available to him and his team. The McAllen agency owner recalls how Empower Brokerage Product Specialists Enrique Torres and Derek Baltimore have assisted him over the past year. Hugo says they both possess a wealth of knowledge in their field of expertise. They provide opportunities for the agents to be successful and assist in presenting options so the clients may choose the right product for themselves.
“The tools and resources are excellent,” says Hugo. He stresses that agents must seize their opportunity and take advantage of these unique valuable instruments available to them. “Of course, the way I see it is how much you put into it is how much you get out of it.”
About every six weeks, Empower Brokerage offers a no-cost licensing class to those interested in starting an insurance career. This recruiting tool has additionally benefited Hugo in building his agency’s team. He recognizes the two-day course as a big plus for his agency because it introduces prospective agents into the insurance industry and helps them prepare for excelling on the state insurance license exam. On average, Hugo sends about five recruits each month to attend the weekend seminar.
Hugo Santana with family and friends
Hugo’s Priorities and Advice
Mr. Santana’s faith and his family are his top priority. Hugo enjoys serving at his church and volunteering with different groups within the church. He is a family man and cherishes providing for and spending time with his wife and two daughters. “I change my hat, once in a while, to become dad and just enjoy them. They are only young once and never going to be young again,” says the proud husband and father.
If a person is a new agent, Hugo says the first year will be challenging, but it does get easier. “I believe this career is one of the top-notch careers. The opportunity is there,” says Hugo. He further states that whatever anyone decides to do with their life, they must have passion for what they do and dedicate time to that career. “You’ve got to love what you do, and I love it. I’ve been up since six o’clock in the morning, already working.”
When asked for advice for those who desire to build their own agency, Hugo emphasized the magnitude of the leadership role. He states that when you work with many agents, you must understand that you will encounter diverse personalities and different work styles. He further explains that an agency owner must be present and willing to help the agents. Hugo does so by making himself available to answer his team’s questions, offer guidance, and give them options on how they can build their careers.
Agents
We hope that this agent spotlight on Hugo Santana is interesting to you.
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Joey Hinojosa graduated with a bachelor’s degree in broadcast journalism and a master’s degree in mass communications. He began working at Empower Brokerage in early 2022 and enjoys being creative in his writing, photography, videography, animation, and other projects.
