Altig Orlovic Agencies with American Income Life

Phil’s Memo 2/14/2012

It is not the critic who counts: not the man who points out how the strong man stumbles or where the doer of deeds could have done better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood, who strives valiantly, who errs and comes up short again and again, because there is no effort without error or shortcoming, but who knows the great enthusiasms, the great devotions, who spends himself for a worthy cause; who, at the best, knows, in the end, the triumph of high achievement, and who, at the worst, if he fails, at least he fails while daring greatly, so that his place shall never be with those cold and timid souls who knew neither victory nor defeat.”

-Teddy Roosevelt

It’s time to wrap some stuff up and move on.

First of all.   Super Bowl.   It’s the last real football game of the year.   Yes, the Pro Bowl is already done.   I suspect they hit harder in the Lingerie Bowl than the Pro Bowl.   College Football is over.  We’ve officially entered the off-season.  It’s time to wrap it all up here too.

Lessons learned.   111 million people in the United States watched the game.   Commercials were running at $7 million a minute.   Interestingly, there were no life, health or disability companies in the mix.   Americans are fixated on cars, Doritos and Bud Light.   Perfect opportunity to go out and see those 111 million people personally and let them know how important it is to protect your family and why American Income Life has got their back.

#1.   Pay attention to the details.   Missed a few words or parts of the script?   No big deal.   11 men on the field, 12 men on the field.  That’s only ONE guy, right?   Well, it ended up costing the Giants possession.     The patriots fumbled that play deep inside their end of the field, but didn’t lose the ball because there was one extra guy on the field.   One possession in the Red Zone is usually seven points.   The Giants won by 4.   The little things do matter.

#2.   Don’t become overconfident or under-confident.   In fact, I would argue that managing your confidence is a critical facet of your long term success.   Wes Welker didn’t get a college scholarship out of high school until another player dropped out at Texas Tech.   Then he only got one Pro tryout and was cut in week 2.  Now he’s caught 80 more catches than ANYONE in the NFL the last five year.   But he had the worst dropped pass in the game, one that could have given the Patriots an almost sure touchdown.

Was he overconfident?   Maybe.   Will he lose his confidence going forward?   No; his teammates say he is as mentally tough as they come.   He’ll get a contract in the $10 million a year range and next fall will be back as reliable as ever.

#3.    Don’t criticize or listen to criticism if you are not in the game.    The quote of the week is a repeat but it’s one of my all time favorites.   Tom Brady’s wife, Super Model Gisele Bundchen started mouthing off after the game about the Patriot’s receiver’s inability to catch the ball.   Tom can’t both throw and catch a pass she taunted.   No, you win and lose as a team.  This is a team sport.   Secondly, you’ve never played a game of professional football in your life.  Shut. Up.   When you’re out in the field or leading something, tune out the opinions and verbal garbage of those that aren’t where you are.   Accept constructive feedback.   Puke out the garbage.

#4.   You are only as good as your last week.   Eli Manning was the #2 paid NFL player in the world, earning $23 million a season.   This coming year, he has said he will almost work on a contingency basis with no guaranteed money.    Fortunately, you don’t have to worry so much about a career-ending injury.   But anyone can go down in a hurry.   Spread out your leadership and always stay sharp.

#5.   This from the commercials, but there’s a lesson there too.   Notice how many, if not most of them had an emotional tie-in?   Lots of babies and animals.   They didn’t spend their 30 seconds expounding the great features of their product or products.   They emotionally tied you in.  And that will be key to your success as well.   Yes, know the script, master your products, and be as knowledgeable as you can be.   But ultimately, the person or persons have to buy into you.

Speaking of emotionally connecting with people, Josh Olin gave a GREAT presentation on laptop presentations at ABC.   It’s too much for my one page.  Let me give you the highlights:

-Walk into the home and have control.   That means proper set up and intro.   When doing a laptop presentation, it takes a lot of the toughest elements out, but it does require you to give even more diligence on making the connection with your client.   You have to watch it along with them.

-The presentation focuses on a needs analysis, not affordability.   You, as the thinking professional, you are the person in charge of making sure this is a solid policy, not the machine.

-You need to properly transition between the benefits and the closing portion.  Based on the needs of the family you are in front of, together find out what the best solution for them is.

-Always review the benefits.    Final Expenses.   Paycheck Protection.   Mortgage protection.   There’s so much stuff here.   You need to review it with them.

-Teach your agents how to overcome objections.   You will still get them.   You will always get them.   They might just be a little different on a laptop than without on.   Down-close with dignity.   Prioritize their needs.   As simple as the laptop presentation is, it still has all the moving parts of an old-style presentation.

Super Territories.

#1.   Hawaii.   They slipped into second place for a few weeks but you knew that wouldn’t last long.   $93,242.   They’ve got 62 agents they are in a million of population.   How does that calculate out to YOUR territory?   If you’re a decent-sized state like Washington, Minnesota, Tennessee or Virginia, you’ve got 6 or 7 million in population.   You would need right around 400 agents in your state to be as effective.   But here’s the good news.   You can have 400 agents, just in your state, and create an empire without having to drive more than a few hours.  The opportunities and possibilities for centralization are huge for you.   All your agents and managers would be right around you.    Got a problem?   That’s easy.  Hop in a car and solve it.

Honolulu has 13 agents.   They write $2,500 in ALP a piece so they are strong.   1 out of 3 closing and over $1,000 ALP per sale.   Fantastic.   You can always do better, but that’s darn good.   That means you average $340 in ALP for EVERY house you walk into.   I’ve only got one bit of advice.  Walk into more houses!    You’re pulling in about $170 cash for every house you walk into.  So..walk into more houses!    But they aren’t the only ones succeeding.    Waipahu, Hilo, Maui, Aiea, and Diamond Head ALL had over $8.500 in ALP.  Having more offices doesn’t make you weaker, it makes you stronger.

Washington.  $81,428.   Tacoma is their top office.  $31,461.   Andrew Aaron.   A whopping $22,000 just in his agency.   That’s fantastic.    Redmond wrote over $24,000.  The bullpen for Level 1 offices is Lynnwood, Spokane and Olympia.   They’re all within $1,000 of each other.   One of them will emerge this quarter as a top-notch office.   Which one is it?   I don’t know.   I just play the odds.   And history tells me one of them will take off shortly.

Virginia.  $75,571.   They start off with great activity.  They are seeing lots of people.   Next, they close well.   30%, or 3 out of 10.    $2,300 ALP across 33 agents.   Steady and consistent at a high level.   Would you expect anything else out of a Rob Hay-led territory?   All four offices wrote over $10,000.   Virginia Beach had $28,000 and Richmond $24,000.

California.   $65,000.   Los Angeles and Santa Rosa are in an epic dual.   LA had $27,000.  Santa Rosa $25,000.   Both numbers are good.   Huntington Beach is a close third.   All three offices close about 30%.  Santa Rosa averages an outstanding $1,300 ALP per sale.      They only needed 19 sales for their office to have an excellent week.   It certainly lowers the hurdle.

Individually.   No list could be complete without Tim Cruise.  33 appointments, 18 presentations, 13 sales, $10,428 in ALP.   He has the ability to do that every week.  Richard Luzaich had 11 sales and $9,156.   Another valiant effort.   Trevor Harmon.   $9,141.  Benjamin Clabaugh.   He and Tim are office-mates.   Iron sharpens iron.   20 presentations, 10 sales, $8,798.    Steve Marker wrote over $8,000 himself.  Nine more wrote between $7,000 and $8,000.   Aspire to greatness.

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This entry was posted on February 16, 2012 by in Phil Folkertsma.
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