He grew up in a construction family, but today, Mark Lauria is one of the most successful insurance agents on the Island. Mark Lauria Associates, Inc. (MLA) is an Independent Insurance Agency that provides clients with valuable personal and commercial insurance coverage.

"The construction business was initially infused in my blood," says Lauria says. "I dabbled in it, I developed some land, and I built 30 custom homes." At the age of 20, however, while working in construction by day and moonlighting as a bartender at night, he was recruited to work for an insurance company.

He told his recruiter, "I really don't think I'd like it." The response he got was, "I think you'd be good at it." And so began a new career in the insurance industry. That was almost 30 years ago. In July, he will celebrate that milestone anniversary of his insurance business.

Lauria spent more than 10 years working for two of the largest "captain agent" companies-Liberty Mutual and Allstate, where he could only sell those specific products. "I felt that there was a better way to service the customer... that if I became an independent [agent], I could find out whatever the clients' needs were and I could find a company that would best suit their needs. I became an independent in June of 1979."

Mark and his wife, Laura, had been married for twelve years when they established MLA. Mrs. Lauria recalls the words of their accountant. "He said we're either making the smartest decision of our lives or the worst." With 42 years in a successful marriage and 30 years heading up a successful business, you be the judge.

The couple began operations with three employees. It was the two of them and a receptionist in a small office in the Greenridge Shopping Plaza. The initial capital was a loan. "I started with $25,000," says Mr. Lauria. "I borrowed the money from my brother-in-law (who had a finance business that loaned money to start-up companies) and paid it back in three years, with interest."

While the business partners did not take a paycheck in the formative years, Mr. Lauria says the earliest challenge was "to sell value," which included explaining the insurance policy coverage to potential customers.

Instead of adopting an inexpensive pricing structure like many of his competitors, Mr. Lauria focused on finding clients that wanted to buy into the value system, and he immediately connected prospects with his professional staff to underwrite the appropriate policy.

The 61-year-old says he always works with a five-year plan in mind. "In 1979, I had a five-year vision," and today he works off of a new and updated goal list that has surely readjusted in this recession. In the last five years, when MLA noticed things were getting tough in the economy, "we realized that we're not going to see the same amount of new referrals," he recalls. Thankfully, "our business model has given us positive growth during these difficult times."

"Almost all of our growth is organic," says Lauria. "By giving customers good service and earning their business, you create a lot of your own business from within every day." MLA's Personal Lines Division constantly refers clients to its' Commercial Division and visa-versa. Also, despite the downswing in the market, existing clients have continued to refer new clients.

Although "AIG has tainted the public's outlook on the insurance industry," Lauria stresses that it was AIG's financial division that got into trouble, and not its insurance division. "When things get bad," he continues, "people get nervous and they want to make sure they have the right insurance, so people call us, including a lot of start-up businesses (from individuals who have lost their jobs.)" Amazingly, he says his first quarter results this year were more profitable than the last quarter of 2008.

Mark Lauria Associates Personal Lines Division offers insurance products such as Automobile, Homeowners, Renters and Umbrella insurance, among other services. Regardless of the amount of yearly premium-be it $1,000 or $3.5 million-Lauria says all clients receive the same level of service. Due to the special skills required for some products, a separate personal team handles all high-value accounts.

Lauria earned an Associate degree in Risk Management from the College of Insurance, formally in Manhattan. MLA offers risk management services for both its personal and commercial lines. The Commercial Division handles all commercial needs (including malpractice) for a company, regardless of its size or industry.

MLA's first contract was with Travelers, and the 30-year relationship is thriving. The agency now has direct contacts with 20 insurance carriers and they have access to all insurance companies in the marketplace.

"We perform a common task uncommonly well," he says. "We've been open six days a week from the day we opened our doors." He follows the advice he was given early on in his business: (1), do something that will generate new activity for the business every day, and (2), surround yourself with the best people you can find. He is very proud of his staff.

The management team includes Candice Goldberg, the Executive Vice President. "She oversees the whole agency," Lauria says, "and she worked her way up over the years." Patricia Accardo is the claims manager and his wife and co-owner Laura is the Corporate Secretary/Treasurer. She also runs the Personal Lines division.

Mrs. Lauria, a registered nurse who worked for Dr. Thomas Quigley and also at Eger Harbor House, spent years pulling triple duty by going to school, working at night and taking care of three young girls. She earned a Bachelor of Science from St. Francis College and also a Masters in Pubic Administration from Long Island University.

Laura and Candice each conduct departmental staff meetings every morning and they review business activities of the previous day so that everyone is up to speed with active client files. Laura says they play to the strengths, and not the weaknesses of their staff members. "We try to have humor as well as encourage people to do their best and to treat people as they would like to be treated themselves," she adds. At MLA, she notes, "we want people to feel comfortable instead of nervous."

This was evident in some motivated employees who expressed their pleasure in working at MLA. Alyse says she often "learns something new every day." Chrissy says she likes the business ethics and the high threshold they follow in the office. "The company will always do the right thing," otherwise they will let a client walk away. Bernadine reports that the employees are appreciated, which makes them all want to do a better job. MLA also puts the client first, which is why Mark Lauria always personally hires the

receptionist whom he calls "The Director of First Impressions." June Spinelli holds an

important position, especially since MLA does not use a voice mail system, and she

directs all client calls to the appropriate team member.

Mark Lauria Associates is licensed in six states, New York, New Jersey, Connecticut, Virginia, Pennsylvania, and Florida. Over the years, many of MLA's clients moved from Staten Island to New Jersey, but Lauria says they "continued to do business with the Staten Island office while also referring new clients." He opened a branch location in Red Bank, NJ, buying a new office space on Broad Street four years ago. The Red Bank location-run by Jack Casey-is a full sales and service office. All underwriting is processed in the Staten Island office.

Early on, Mark Lauria noticed a void in the marketplace as many of his clients continued to ask for additional insurance services like medical and life. He hired expert employees to provide those services and the new division quickly grew from a staff of one to a team of six. This led to a partnership with Carl Puma and the formation of Puma-Lauria Planning Services, LLC, which specializes in Financial Services, including pension, medical, disability, and life insurance.

Both Mark and Laura Lauria are Staten Island natives, and they reside in Todt Hill. They have three daughters: Christine, 41, who has four children; Jennifer, 38, a professor at Wagner College; and Tricia, 35, who has two children.

Mrs. Lauria says a fine line separates their personal lives from their professional ones. "We try not to discuss business at home...and at home, we have time for the family and grandchildren. Although none of their children are in the business today, Mrs. Lauria notes that they all worked in the office during summers. "All did well in college, and they have successful careers." The Laurias are especially proud of the discipline and good work ethics they have passed on to their children.

The Laurias are active members of the Staten Island community and are involved in many philanthropic activities. In May, they were honorees at Staten Island University Hospital's 127th Charity Ball, in recognition of their support and contributions to SIUH's Campaign for Care and Healing, the campaign which raised funds for the Elizabeth A. Connelly Emergency and Trauma Center.

"It was a big job to raise the money," says Lauria," but the quality of the health care you get is determined by how much the people in the community give."

Lauria is a member of multiple committees and several boards including the Foundation Board of SIUH and the Juvenile Diabetes Research Foundation (a cause dear to the Laurias as a family member is diabetic.)

Mrs. Lauria adds that, "The most important thing it to give back to the community when you have been blessed to be so successful." She smiles as she recollects cooking hot meals and delivering them to home bound individuals, before Meals on Wheels came into being. "It is one of the most rewarding factors I can think of, she concludes.

Mark Lauria is also active in community and civic organizations. He has served on the boards of Notre Dame Academy High School and Snug Harbor Cultural Center.

In 2003, he was elected Chairman of the Board of Trustees. He recently achieved one of his goals with the consolidation of Snug Harbor Cultural Center and Botanical Garden Inc. "By putting these companies together, the economies of scale have been very helpful to us," he reports.

Lauria's next step is the formation of a family foundation. "As the business has flourished, the community has helped us to build the business and we want to give as much back to the community. We choose organizations which we feel our dollars and time will make an impact on." The Laurias feel strongly about making a positive impact on people's lives, so the foundation will probably be related to children and health.

At the bottom of his in-tray on his meticulous desk is a poem on success by Ralph Waldo Emerson, from which he reads:

To know even one life has breathed
easier because you have lived;
This is to have succeeded.

For relaxation, Mark enjoys golfing, an activity he sometimes does twice a week. He also likes to engage in physical yard work at home. Mrs. Lauria enjoys congregating with the family at their home in Spring Lake, NJ where she loves to garden, and also to read and relax by the beach.

"We are very fortunate," says Mark. "We've hit the lottery of life, my wife and I," he adds as he acknowledges the important role the community has played in their success. He concludes by saying, "We have to thank our customers and our staff."

Mark Lauria and Associates

NY Office-2043 Richmond Ave., Staten Island

Phone: 718.370.8400  Fax: 718.370.9634 
www.marklauria.com