The secret to such a growth lies in Jeewanjee’s understanding of the consumer psyche and behavior. He believes only people interested in buying insurance products should come to the site and not others who would just browse through the site to while away time- a lesson he learnt during his days at an insurance agency when potential customers would shoo away insurance agents.

With the footprints of his company extending to 42 states, Jeewanjee says it is better equipped to serve the customers throughout the country than the traditional agents who are limited to their geographies alone. “We send you a PDF with a price quote and you decide at your convenience,” Jeewanjee quips.

Today 60 percent of his company’s revenues come from advisors, 40 percent online. The revenues are about $25 million.

Since the late 80s, his specialty has been the startups and Indian owned businesses in the Silicon Valley. “I would safely say we are considered one of the best insurance agency in the valley for the startups,” Jeewanjee says. “Nobody understands startups better like we do. “Where there’s a pain, I go after that market. When you offer solutions, there is acceptance,” Jeewanjee says. “Zain provides straight-forward answers to questions related to insurance business in an industry where useful information is hard to get when you need it. Zain and his company are a useful resource for start-ups as well as larger companies,” says Mukesh Ahuja, another of his customers.