Altig Orlovic Agencies with American Income Life

Phil’s Memo 2/02/2012

The greatest use of life is to spend it for something that will outlast it.

William Jones

We’re back in Vegas at ABC/SWAT.  This conference spotlights the best of the best and figuring out how they do it.   And you can’t talk about the best without bringing Andrew Bishop to the stage.  Last week I talked about the Great Middle.   The vast majority of people that our company is made up of are good people, and the ones that do the most with it become great.   Andrew comes out of the trades and he knows the value of a good days work.   He is one of the most passionate guys we have.   He’s got 16 coded agents; you could fill a room with the guys that he has successfully trained over the years.

How does he do it?   Here’s his secret formula.  Contact your new hire almost immediately.   Start building the relationship right from the start.  They are excited to get going and you need to match it, even if you’ve been here 10+ years like Andy.   Have a stable of qualified trainers.   Here’s why.  You want to get your new hires matched with the right trainer.   That means that the trainer is 100% dedicated to making THEM be successful.   If the trainer is successful but the trainee is not, that’s wrong.  If the trainer is not successful, then chances are very slim the trainee will be.    Both have to flourish.   And if not, you have options.   Failure just isn’t one of them.

Next on the docket.  SGA Rob HayHis driving conviction?   Hard work beats talent every day.    Four of his direct trainees sat around the catwalk on the stage.  They are all successful RGA’s.   Next, he asked anyone who had been trained by the people he had trained to stand up.  Some were even third generation.  30 people stood up.   I was moved by the amount of impact one man on a mission can have.

His key to success?  Activity.   No successful RGA or SGA has ever made it to where they are without serious activity.   Rob figured this out early on in his career and so that’s what he focused in on.   His closing ratio wasn’t bad, there were people around him that had more natural sales talent.  But he could outwork them.   And that’s what he focused in on when he trained.  Yes, technical knowledge is mandatory.  Yes, sales training is necessary.  But ultimately, your activity will determine your long-term success.

How do you teach activity?  The best was is to show them.   Show them how to book from the home, show them how to book between appointments.  The old adage that Time Is Money is nowhere truer that in our business.   Never do anything by yourself.   Always have some one with you so that you are always training.  Be strategic in who you have with you.   Be an example of quality.  As you go around, have high expectations of yourself and the person you are training.  That needs to be institutionalized.   Develop four people that are as good or better than you.  One is nice.  But these are people you are talking about.    Too much can happen.   Four gives you options, security, and a legacy.

Criticize softly and praise loudly.    By now I’m taking notes as fast as my hand can write.  This is good stuff.   Attack the habit not the person.   BE the person they want to be, or at least hang with.

Next speakers on the agenda.  Ryan Kendl and Mark Neilson.  These are two guys that not only can write $60,000 to $70,000 in ALP in a month, they proved it by doing it.  They echoed many of the same thoughts of Rob.  Kinda nice to have a proven, consistent message.   Don’t be lazy in the field.  You’re there to see as many people are possible.   Be the tortoise, not the hare.   More heart beats more talent.   Where have we heard that before?

If you work hard, you don’t need a spectacular closing ratio.    They don’t train a talent, they teach how to work.    Keep it simple.   Give the person that you are training one thing to fix.   Don’t “laundry list” them (my word, not theirs).   They already know how to do EVERY single thing to make a sale.  They know how to drive a car, they know how to call people on the phone, they know how to read and speak.   Keep it simple. When you are training, your goal should not be to make money, but to train someone else how to make money.  Because of how our commission structure is set up, that will naturally flow up.

Linda Henke.   Amazing lady.   She told the incredible story of how, because of the tanking economy and a series of tragedies, she had her house foreclosed.   After working at Altig for less than a year, she went back and bought her old house back and moved her family back into their rooms.   That’s why we do this.

Here strength is that she loves people.  When presenting, if there are other families or family members around, she involves everybody.  Mirror and match your client.   That sounds like a technical psychological term.   It means nothing more than to make them comfortable by not coming in, and being a bull in a china shop.  You are in their home.  Act like they do.   That’s just common courtesy, but we often forget.    It includes non-verbal signals.  You communicate a lot by your posture and how you move your head, for example.   In her agency, leads are for new people.  Once you are out in the field, collect AND work referrals.  They are a much stronger lead.

Several GREAT performances.   The overall company close ratio was a solid 26%.   That’s better than one out of four.   New people might go one out of 5 in their first six months.   If you’ve been here over a year, one out of 3 is a good solid agent.   Let’s get everybody to one out of three.   You’re never going to sell everybody.   Not everybody qualifies.   People have health issues, severe financial issues, family isn’t that important to them, there are a lot of reasons this is not for them.  That is why having high activity is important.   It reflects the reality of the environment we work in.

Hawaii.   $116,477.  $1,120 per sale.    Maui.   $41,000.   I asked a group last night what was the most beautiful place in the world was.   Several said Maui.   59% close ratio (wow).  $1,281 ALP per sale.   They had 6 writing agents and the AVERAGE agent wrote $6,832 in ALP.   That’s pushing $200,000 a year.   Per agent across the board.   Nice.   #2  Honolulu.   $20,000.   Chris Clark has them flying in Waikiki.

Washington.  $113,507.   They’ve got 66 writing agents.   Tacoma is starting to pull away.  $52,698 in ALP.   Andrew Aaron leads them with $37,487.   He had 12 writing agents and they’re well over $3,000 an agent also.   Andrew Bishop is the RGA there.   Redmond wrote a respectable $28.000.

British Columbia.  $83,367.   $2,900 per agent.  That’s solid.   I noticed when I pulled up Planet Altig and it lists the company’s top sales earner, that RGA Bob Gujral from BC leads the bunch at over $600,000 a year.  Like I said, make sure the people you lead make money and you’ll be okay.   Surrey is their top office with $33,143 in ALP.   42% closing ration.  All Bob’s people are always trained at a very high level.     Burnaby is second at $29,500.

California.   $80,000.   Santa Rosa.   $45,000.   11 agents averaging over $4,000 each.  This is Ryan Kendl territory.    Los Angeles.  $25,000.   Ashlynn Orng is the powerhouse there.   $15,000+ out of that agency.

Top performer?   Linda Henke.   $26,211.   That’s great for an office.   She did it herself.   41 appointments, 30 presentations, 22 sales, if you’re keeping score at home.  Alan Sedaghat.  31 appointments, 25 presentations, 17 sales for $17,684.  Lauren Coyne wrote $14,000.     Craig Shaw, $11,000.   Too many great performances to mention.  I’m out of room.

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This entry was posted on February 3, 2012 by in Phil Folkertsma.
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