THE UNITED States, it has been said, is a nation of immigrants. For more than 200 years, people from around the world have come to America to start new lives. Immigration continues to reshape the county in the 21st century; and as Dave Mannato, an agent in upstate New York, recently learned, it also can provide opportunity for those prepared to serve the new arrivals.

Dave's story starts in 2003, when he decided to leave his captive agency position of 10-plus years and strike out on his own. He approached his cousin, Steve Mannato, who worked with Richard Pombo and manager Joseph Ventura at William Tell Financial Services, in Latham, N.Y. William Tell sold life insurance and securities, and its principals liked the idea of adding property-casualty insurance to their mix, since it tends to provide a more predictable revenue stream than financial services does. Together with Dave, they started Matador Insurance Agency.

After about six months, the agency had a few dozen clients and just $20,000 in premiums. Most of the new business came from a Will Tell partner who persuaded financial-services clients to bring their property-casualty business to Matador. Some price-conscious clients made the switch, but others were reluctant. Until the agency got off the ground, Dave worked part-time at a Home Depot paint desk. That's where he began noticing a change in the community, one that would present an unexplored opportunity for the new agency.