Altig Orlovic Agencies with American Income Life

Phil’s Memo 1/17/2012

Without knowledge of learning, one will ultimately have no military victories.

                     Samurai Imagawa Sadayo  (1325-1420)

We’re still in Vegas.  The lights and sounds never stop.  I was under the impression that Vegas had been hit hard by the Great Recession.  I guess that’s      outside of The Strip because as we head into New Years, the hotels in the city are reporting being 98% full.   And our rooms are going for $600 a night if you’re coming off the street.   The guys coming in from Los Angeles tell us that the normal 3 ½ to 4 hour drive is taking a full 8 hours.    Jerry Seinfeld is in our hotel.  Others are hosting Guns and Roses, Celine Dion, Criss Angel, Stevie Wonder, Pamela Anderson, David Copperfield; whatever your taste, they are in Vegas for New Years.   The Kardashians are also a hit, hosting a party at Tao.  Ever since I found out that I really wasn’t a Kardashian, that whole scene has lost its luster for me.

But inside the Caesar’s Palace Ballroom, real-life stars appeared.   Real people with real businesses that actually do something.   CEO Ilija Orlovic is always a headliner.   He started us off with reality.  Reality is where we currently reside.   That’s a great place to start.   If you’ve spent any time with him, you know one of his passions is training; and making sure people are well-trained at every level.  Altig monitors and researches the level of agent training to ascertain where we are and where we need to be.

Great training leads to greater confidence, which leads to greater sales, and leads to greater compensation.   That’s a pretty simple and fool-proof sequence.   Here’s something to think about.  What you train is what the people being trained think is normal.  If you show them 20 presentations and a $2,000 paycheck, they will think that is normal.  If you show them 8 presentations in a week.  That’s what they will do.   You are training them.  They don’t know anything else.

Every person in the room that was a partner, saw 20 people a day.  That is just what happened.   It was a business fundamental.  And many offices have lost that.   You don’t need to have a great closing ratio.  Just get in front of 20 people.  That is the only way you can guarantee that you will be successful.   You will learn things like closing, cementing and quality along the way.

What if you had a machine that spit out $1,000 a month?   Pretty cool huh?!?    Would you leave it outside?  Would you oil it regularly?   Would you take care of it and guard it with your life?   I can hear you thinking right now.   But when you’re training a new agent, that’s what you have.   You have a contract that pays you at least $1,000 a month, if you do it at even a minimum level.   You’re an MGA or Trainer?    Are you taking care of your people the way you would this machine?  And aren’t people even more important, just because they are your fellow-human beings?  Absolutely.  Make sure that’s how you think about those you have been entrusted with training.

The most important thing to teach them is work habits.    How to make a schedule.  How to fill a half-full schedule.   Ways that you can make sure you’re seeing enough people.

By your training, you define what a good day in the field is.   Manage the process, not the objective.   Your objective might be to have your agent sell $3,000 and make $1,500.  Don’t manage to that.  Manage to 20 presentations.  And the $3,000 will come.    Don’t try show off that you can sell $3,000 on 12 presentations.  You’re a seasoned professional.   You’re at a whole different level.  They aren’t there yet.   Show them how to see 20 people, and they will soon catch up to your proficiency in the field.  But if you teach them how to see 12 people, they will always struggle to be great.    Unless they are a rare natural talent, seeing 12 will not get them to the high levels of productivity that you both want them to be at.   I’m not going to beat that one anymore.  You know what to do.

Kevin Ishikane, one of the stars of the Hawaiian region followed up nicely.    As you might guess from his last name, Kevin has a Japanese heritage.  In Japanese culture, they have what is called a Bushido Code.  The Bushido Code includes concepts such as chivalry and honor.  But at its core is the premise that if you are in a position to help another person, you should do so.  So you have an interesting mix of a fierce warrior, a samurai, that battles to the death, and selflessness.   Looking out for others before yourself.

But that’s what a great leader, a great trainer at Altig also must possess.   As an MGA, you have the power to make someone wildly successful or fail.  When sitting with clients, your proficiency can make the difference between a child getting an education and having a bright future, or cause a family left behind to be homeless.   To protect them when a spouse or parent is no longer around to.   That is the essence of the Bushido Code.

Success requires high activity.   Low Activity is a recipe for low sales.  That’s how it turns out almost every time.

Don’t neglect single people.    Every person has a mom, dad, gramma, a “Beth” that they take care of.  Who is Beth?  Beth is that person that they have on their refrigerator that they share life with.  Few people are completely isolated.  Everyone is connected on this globe.  Just because you aren’t married doesn’t mean that there aren’t people that are close and interconnected with them at many levels.  Don’t neglect selling to single people.

Finally.  There are a lot of POS (that’s Policy Owner Service – Existing customers) that are still on at the old Hour Power level.    If you do the math on that, that’s 2.5% of their income.  Their wife and kids are only worth 2.5%?    Is that right?   Kevin presents a good case that they are worth at least 5 cents of every dollar they earn.  Get them to 5% to reflect how important they are, what they are worth.    Great insight from one of the best.


Who’s best this week?   You are, for one.  $828,130 in ALP this week alone.  You are on record pace for January already.   We’ve had some years where we’ve experienced what one manager calls the “hang over effect.”   They come out of the holidays and it takes them 2-3 weeks to really get going.  Didn’t happen this year.  We are already at full speed and the second week just ended.   And that comes from the top.  If you are a leader in this company, take a bow.  Great job.

Washington.  The leader of leaders right now.  $119,059.  Tacoma, $41,124.   19 writing agents, $2,200 an agent.  As an office and a state, they close 29%.   They have a bunch of long term agents there.  Kudos to the Andrew’s.  Aaron and Bishop.   Right on their heels; Redmond.   $36,000.  They have several MGA’s.  Lorence had $18,000.   Appasamy, Keats, Mayer and Mark Neilson all have agents on that team.   They averaged $1,132 ALP per sale.  That is their strongest area.   Lynnwood wrote $18,600 and came in third.   I had lunch with those guys at ABC; they will soon challenge Tacoma and Redmond.   Olympia and Renton were also hovering around $10,000 so there is a good core there.

Hawaii.   $104,513.  All 9 offices pitched in.   Maui leads them with $24,500.  $3,500 per agent, $1,000 a sale.  Easy math.     Each agent averaged 3.5 sales.     Love it.  Honolulu, $19,000.   $2,700 ALP per agent.     This is Chris Clark’s domain and wherever Chris goes, he is passionate about leadership and training.   That’s just in his character.   Aiea came in third.   Daven Hermosura and Kevin Ishikane lead this office.  Waipahu also had over $12,000 on $1,100 ALP per sale.  Wailuku averaged $2,400 per agent.    Great work.

Virginia.  $86,000.     36 writing agents so you can do the math:  $2,400 per agent.   They had a 20% bump in activity and even a bigger bump in sales.  That’s normal.   26% closing, $1,000 a sale.  All solid numbers for a state-wide average.  Manassas continues to dominate with $32,500 in ALP.   8 agents, 62% closing ratio, $1,357 ALP per sale.  Over $4,000 an agent.  Stratospheric numbers.    I’d say Troy Plummer is showing off, but he isn’t that kind of guy.   Virginia Beach and Richmond both hovered around $20,000.    I like what’s happening in Virginia right now.

Don’t have a ton of room, but I NEED to shout out some personal performances.   Alan Sedaghat.   He’s an agency unto himself.  18 sits, 12 sales and $15,878 in ALP.  Great job.   Linda Henke.  36 appointments, 27 presentations, 17 sales and $14,363 in ALP.  Can you tell she’s passionate about what she does?   Steve Stensrud.    27 appointments, 8 sales and $12,972 in ALP.  Is this the year he goes out and breaks a half a million?   Don’t laugh.  He only needs 40 weeks like that and can take 3 months off.  He is capable.   Bernard Oliphant, $10,968.  Katie Massert, $10,078,  Maurice Navarro, $9,990.  Michal Majewski, $9,823.  You write 10 grand by yourself, you should get mentioned, right?

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This entry was posted on January 17, 2012 by in Phil Folkertsma.
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