Sometimes a simple conversation in an unexpected place can change the trajectory of your life. That is exactly how Diana Galan’s story began and how she grew to become a Market Sales Leader for Security National Life (SNL) in California.
With over 16 years of experience in the preneed industry and more than 3 years of growth with SNL, Diana shares her personal journey, key insights, and actionable advice for new agents looking to build a rewarding, purpose-driven career.
The Beginning: From a Cashier Job to a Purpose-Driven Career
Sixteen years ago, Diana was working as a cashier at a grocery store—one of two jobs she held to pay her way through university. It was there that she met Eric Galan, who offered her a perspective that would redefine her future:
“Change your life. Stop selling your time for someone else. Become an entrepreneur. This is a business where you help families on the worst day of their lives and earn in proportion to your effort and knowledge.”
Diana accepted the opportunity and began her preneed career as an agent. Over time, she advanced to Training Sales Associate (TSA) and ultimately stepped into her current role as a Market Sales Leader in California. Her career path proves that in preneed sales, dedication and a willingness to learn open doors for continuous growth.
Key Advice for New Preneed Agents
For agents starting out or seeking to elevate their production, Diana emphasizes three vital principles:
Stay Consistent and Coachable
In this business, discipline rewards you far more than talent alone. Success comes from committing to daily sales activities: making calls, delivering presentations, and holding appointments.
Equally important is remaining coachable. Allowing managers to guide you and learning from successful peers enables you to duplicate proven habits and reach your goals much faster than trying to do everything on your own.
Focus on the Family, Not the Sale
Diana’s primary recommendation when sitting down in a client’s home is straightforward:
“Focus on the family, not the sale. Really look and see what their needs are. Hear them out and identify who will be the responsible person when a passing occurs so you can help resolve their core concern.”
In preneed, you are not simply selling a policy; you are connecting emotionally and financially to give families peace of mind.
Essential Security National Life Tools
To build momentum and stay connected with clients, Diana highlights two key resources provided by SNL:
- No-Cost CRM: An essential tool provided free to agents to track leads, maintain organized client records, and maintain consistent follow-up.
- The “Gift of Love” (Regalo de Amor): Consiered by Diana to be the most powerful tool available. Reading this letter line by line, whether in English or Spanish, helps families connect with the true emotional depth and beauty of preneed protection.
Why Partner with Security National Life?
When reflecting on what she values most about working with Security National Life, Diana emphasizes the company’s culture and values:
- Agent Recognition: SNL recognizes how demanding field work can be and actively acknowledges the effort agents put in daily.
- Growth Opportunities: SNL promotes a culture of excellence where agents have genuine pathways to advance alongside the company.
- Family Balance: SNL values personal priorities, allowing agents to work hard according to their own goals without neglecting their families.
What Diana Looks for When Recruiting New Talent
As a Market Sales Leader recruiting new team members, Diana prioritizes two core qualities:
- Ability to Learn (and Unlearn): Preneed is a detailed, emotional product that requires connecting deeply with families.
- Time Commitment & Coachability: If an agent is coachable and willing to put in the time, success is well within reach.
