Altig Orlovic Agencies with American Income Life

Phil’s Memo 2/23/2012

The highest compliment that you can pay me is to say that I worked hard everyday. – Wayne Gretsky                                                                                                                         

Rodolfo Valladares walked into a Bank of America in Miami, Florida, to cash a check for $100.  What happened next was totally unexpected.    A teller mistakenly identified him as a robber who had been hitting local area banks, wearing a Miami Heat baseball cap.   So grabbing that cap on your way out in the morning might sound like a rather benign move, but it may have implications you never thought about.   So the bank employee hits the silent alarm and sets things in motion.

Police swarm the place, he gets knocked down and handcuffed.   Somewhere along the line, the teller realizes this isn’t the same guy.  He’s 46 and over 200 pounds; the actual robber was in his 60’s and 145 pounds.   It wasn’t even the same Miami Heat baseball cap.   The police proceed to kick him in the head, giving him permanent head aches and blurry vision.   And you thought you were having a bad day.    Another good reminder to make sure you are on Direct Deposit and your clients are all Direct Withdrawal.

Not all was lost however.  This week, a Miami-Dade jury awarded Mr. Valladares $3.3 million in damages, saying they probably shouldn’t have tripped the alarm, but even more so, when they did realize they had the wrong guy, they should have stepped in and stopped the beating that was going on in the lobby of their bank.   For Bank of America, that’s probably just about 10 minutes worth of bank charges I’m guessing.   Sorry, not my favorite bank.

Yes, I’m down in Dallas right now where EVERYBODY loves Dem Cowboys.   If you aren’t walking around in a lone star football jersey on Sunday afternoon, people stare at you like you’ve got a third eye.    They have the biggest, most expensive stadium in the world, the best practice facilities, one of the biggest, most fanatical fan-bases, and a team full of high draft picks and all-pro players.   They just can win.   Last season was like the previous six or seven.   They finished a measly 8-8 and missed the playoffs again.   How can that be?

Defensive End Jason Hatcher was on the Ben and Skin talk-sports radio show this week gave us the answer.   They asked him who the leader of this team was.    He responded, “Dude.”   Yes, he said, “Dude.”   I don’t make stuff up on my memos.   “Dude, I’ve got to be honest with you:   That’s a really good question.    I don’t really know. It’s just another thing we really need.  We don’t have that.   We’ve got the talent.  We’ve got everything we need except a Ray Lewis.   When Ray Lewis speaks, everybody listens.  A guy like that, we really don’t got that.  I think we definitely need somebody like that.”

He continued.  “You’ve got to have somebody to hold you accountable.  With a leader like Lewis, everybody is accountable and guys aren’t doing their own thing.  Lewis is in there.   Everybody’s going in one direction.  So once you have that, you’ll be good.  We’re still looking for it.”

Brutally honest, but I think he’s right.   You can buy talent, you can pay for facilities, you can teach till the cowboys come home, but if you don’t have a leader, a guy that steps out and says, “Here’s how you do it.   Watch me, learn from me and follow me…”   But first you’ve got to do it yourself.  I spent part of the week in Minneapolis with the Deley agency.   Except I didn’t see Chad much.  He was busy leading.   He’s out in the middle of a booming new agency.   He knows he has talent, but if he isn’t out in front leading them, teaching, showing, motivating, he’ll have a mediocre agency.   Love the guy.   “So what do you need to lead, what do you need to teach, what do you need to model?”  I asked Chad.   He said, “Only one thing: Work Ethic.”

There is no work ethic class in school or college.   They don’t know the pace of American business.  It’s like the NFL Combine this week.   That’s where all the best college players go to Indianapolis and run, jump and lift weights.   They get interviewed and take IQ tests.   On the surface, most of them look alike.   The linemen look like linemen.   Etc.  In fact, you can go to about any football team in any part of the country and they all look alike.   We had an RGA in Minnesota several years back that was an all-conference linebacker at Bemidji State.   Huge guy.  Massive.   He tried out for the Minnesota Vikings and didn’t make it a week.   “Why not?”  I asked him.   They were just too fast.

And that is almost always the determining factor.   Can you play at the speed that the game is played.   Externally, there’s not much difference, but guys that make it in the league play at a different velocity.     And that’s what Chad Deley is talking about.   They aren’t scheduling their appointments together or book out of the home.   They don’t get going when all the go-getters are out of bed and already on it.   They know as much, can sell as well when they do see people, but they just aren’t operating with a “work ethic,” a work intensity that can sustain them.

I can pull up this week’s production report and prove it.  It the AVERAGE agent had seen their 20 people this week (that’s working 5 days, seeing 4 people a day; or working 4 days, seeing 5 people a day).   The average agent ALP would have been at $4,334.    Or $108,000 in cash a year.   Average.

Can you learn to work that pace?   Absolutely.   In fact, after a while it will become natural to you.  The first time I went down to Southern California, I hopped on the main freeway between LA and San Diego.   My reaction?  $%%&#   Are these people crazy.   But by the time I had been there a week, I was driving 75-80 everywhere myself.  The hotel parking attendant didn’t seem to appreciate it.    By the time I got home, I wanted to drive 80 everywhere.   Seattle cops just don’t seem to understand the beauty of Southern California driving.

But that’s the way a work ethic is developed.   You jump out there and just do it for a few weeks and pretty soon, that’s how your mind and body will become programmed.  Why do people born in North America speak with different dialects?   Because that’s what they have become programmed to.   Their mouths aren’t any different.   And once you’ve learned to do something for a while, you do it naturally.   Commit yourself to developing a work ethic this month.  20 presentations.  If you don’t know how to do it, have someone who does show you.   It will change your life.

Hawaii and Washington BOTH topped $100,000 in ALP.   Who won?   Hawaii.  $105,713.   Over $1,000 ALP per sale.    25% closing.    Honolulu.  $28,000.   $2,340 ALP per agent across 12 agents.     Maui.   $17,940.   $3,600 ALP per agent.  I LOVE it.   EVERYBODY should be at $4,000 ALP.    Diamond Head.   $15,887.   They’re at $3,972 ALP per agent.   Close enough.   That’s a good living.

Washington.  $102,200.  Redmond.  $41,435.  A strong 37% closing ratio there.   You know what that means.   37% means that 3 out of every 8 presentations buy.   Not terribly many major products out there that have those kind of closing ratios.   Nick Lawrence is leading them.  Trevor Mayer and Mark Neilson also were major contributors.   Tacoma.  $21,353.  They’ve got a big agency there in that office.   And Lynnwood.   About a month ago I said, “Watch out for  Lynnwood.”   They weren’t there yet but had the work ethic to blow everyone away.   The saw more people per agent than anyone in the state.  Over $20,000 in ALP.

Bunch of places over $50,000.   Ontario is making a push.  California and Virginia are there.    So is Manitoba.   Chad said, “Holy smokes, those guys could beat us when we were all there”   I can’t wait.

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This entry was posted on February 24, 2012 by in Phil Folkertsma.
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