Altig Orlovic Agencies with American Income Life

Phil’s Memo 3/6/2012

You have brains in your head and feet in your shoes

You can steer yourself any direction you choose.

You’re on your own and you know what you know.

And you are the one who’ll decide where to go.

   -Dr. Seuss                                                                                      

February is in the books.  Some Tremendous Performances.  Alan Sedaghat.   He wrote $66,140 of ALP in January and follows that up with $42,262.  That’s not his agency.  That’s personal production.  He’s on track for over a half a million dollars in ALP this year. 88.9% retention.   I’ll keep you guys posted.    Daniel Toshner’s over $45,000 and Lee Jeffers, $40,000 so far this year so they have come out of the blocks sprinting as well.   Ryan Kendall’s off and running with $24,000 in February.  Alan Cruise, Richard Luzaich, Linda Henke came in 21,000+.  That’s a solid month.

The NBA supports a group of 16 teams called the D-League.   It used to be called the National Basketball Development League, but that was too long.   The D-League is made up of players who want to play professional basketball.  They just need a bit more time and experience against top-notch talent.   The D-league doesn’t pay well.  The average professional basketball player there makes $25,000 to $35,000 a year, and sometimes the team will throw in a place to live.   Better than Mickey-D’s, Mac’s Lounge, whatever you want to call it, but obviously not the ultimate goal.

But here’s what they do get.   A great coach.  The Texas Legends just hired Del Harris as their coach.  Harris was the 1995 NBA coach of the year.   So you’ve got great coaches that are also trying to brush up their resume.     You get to play consistently against high-level talent.  Players sometimes will go against a guy and say, “Man, why isn’t THAT guy in The League.  He’s incredible.”   You get to prove yourself.   Someone else may not have thought you were ready yet, but now you get to show them.   Maybe there was a part of your game that was deficient and you needed to work on that.   You also get exposure.   When teams need another player or a role player, the D-League is where many of them first go to see if they can find what they are looking for.   27 different players were called up last year.   Some experience a great deal of success.  Jose Barea, Devin Brown, and Will Bynum all played D-League ball.   About 22% of current NBA players have D-League experience.

So did Jeremy Lin.   Lin is the new phenomenal point guard of the New York Knicks.   The Knicks were struggling; they had lost 11 of their last 13 games.  When a couple Knick players got injured, they reached deep into their bench and put in, you guessed it…Lin.   He played well and a week later was given a chance to start.   He became the first NBA player to score at 20 points and have 7 or more assist in his first 5 games.   The team followed.    Through 12 starts, he has averaged 23 points and 9 assists; the Knicks have gone 9-3 during that stretch.   The country is in an uproar over Linsanity.    Now every team is scouring the D-League, looking for the next Jeremy Lin.   One team has hired a Stanford engineering student to run analytical research on D-League players.

So.   Do you have a D-League in your organization?  A young lady came into my office tonight and re-stocked my fridge.  Wow, I thought.  That was nice.  I asked Steve Dougan what was going on.  He said, “That’s part of our new management development program.”   They went through the office and made a long list of 30 or 40 things that needed to get done on a regular basis.   And then ranked them from 1 to 4 in importance.   1’s were easy, fun stuff you didn’t have to think too hard about.  And 4’s were managing the Fed Ex or Cell Phone accounts.   Things that require more thinking and are somewhat important.   People start on the level 1’s and as they show they are reliable, have a great attitude, other people like to work with them, they do the important things like finding a sub if they are gone, then they move up to things that take more responsibility.   It introduces them to the company, gives them exposure and a chance to prove themselves.  A biblical principle is that whoever is responsible over a little will be given a lot.   New Jeremy Lin’s, new future superstars are getting a chance and learning many parts of the company.   What a great idea.

Is your agency this intentional, this organized?   If you set it up right, you could have a person do about every function in your organization in 3 or 4 months.   How powerful is that?  For you and them.    Set your agency up for future success.   And learn a lot about your new people.   Now your challenge is to take that from concept to execution.  Go!

Bonuses.   A lot of companies give them out annually.   Some quarterly.   Others monthly.  Altig pays them weekly.   Which is very cool in that you are never more than 7 days from earning a bonus.   Read that slowly 3 times.  That is incredible.  But here’s the negative side of that.   They aren’t as big if you’re constantly paying them out.    Alan Sedaghat got $11,308 in bonuses to kick off January.  Nice.  But what if it was a $34,000 quarterly bonus or a $135,000 annual bonus.  Now I’ve got your attention.  Peng Zhou.   $3,946 is strong.   Several came in between $2,500 and $3,500.   Jian Wang, Tibor Simon, Joey Kennedy, Deborah Parnell and Bruce Tan.     For some of them, this was their first month.   Some have been here over a decade and are in the Million Dollar Club.  $1.2 MILLION in WGB bonuses.  I know you’re not supposed to type in all caps because that’s like screaming.  But that IS worth screaming about.

Bobby Gujral is a leader and so he gets a bonus for that.  $6,443 to be exact.  AIL “only” paid out $940,000 in leadership bonuses for the month.  31 Altig leaders earned one.   Troy Plummer, Chris Clark, Ashlynn Orng, Andrew Aaron, and Natalie Wagner all topped $2,200 for the month.    That’s $25,000 to $35,000 if you were cumulating them for a year.

The new Training Bonus is exciting.  AIL gave away almost an extra $250,000 this month in that category.  Bernard Oliphant out in Virginia led everybody with $1,807.   They offer a reinstatement bonus as well.  Ryan Tucker, Cherri Xie and Tim Cruise all good for several hundred dollars on that deal.  AIL handed out over $41,000 just for improving your quality.  What a company.

Let’s look at the week.   First thing that jumps out at me is a 26.1% closing ratio.  We’ve historically been at or just below 25% forever.   Now we are creeping up above that number pretty consistently.  What do I see?  I see the influence of the Laptop Presentation and our getting more proficient on it.   The laptop is going to do two things for your agency.   One, is that it is going to help  you do your presentation.  You have audio/visual on top of just you.   Once you get in the grove of that, it can only help you.   And secondly, it will accelerate the training window of your new agents.   While our overall closing ratio may be one out of four, that is usually made up of a bunch of solid, tenured agents at one out of three and a bunch of new guys going maybe one out of five.    Now, the new guys aren’t staying “new” very long.   They can learn it faster and master it faster.   And so you see our overall success ratio in the home go up.   That will only continue improving.   Quality is starting to go thru the roof, but that’s another bi-product of the laptop and a topic for another day.

Washington.   $110,336.   They are #1 in ALP and #1 in agents writing with 63.   When you look down the list of the # of agents writing, it corresponds almost EXACTLY with the ALP Ranking.   #1 in agent count is #1 in ALP, #2 is #2, #3 is #3.  It’s not until #5 that there’s even a wrinkle.   Moral of the story!   Hire and train more agents.   They’re closing 29% so that’s solid.   At this point, the training and focus should be on activity.   Had they done 20 presentations, they would have averaged $5,210 in ALP per Agent.   That number sent a quiver down my spine.   Your average agent would have written over $5,200?   And the only thing different I had to do as a manager is get them in front of 20 people?   Wow.    Redmond, $37,000.  Tacoma, $26,969.   Olympia, Lynnwood and Renton all topped $10,000 so a good all-around effort.

Hawaii is in the six-figures as well. $101,838.  I think six-figures is a great threshold.   Maui $22,127.  38% closing ratio.  Honolulu.  $18,989.  $1,117 ALP per Sale.  Waipahu, $17,274.   They did it on strong activity and $2,500 ALP per Agent.  There are several ways you can boost your state from Good to Great.

Virginia.  $75,162.  $2,200 ALP per agent state-wide. 32% closing.  They are trending up.  Like way up.   Virginia Beach, $30,600.   Richmond, $20,300.   Manassas, $18,000.  All of them are strong.

British Columbia.  $69,800.  $2,500 ALP per agent.  They have always been a rich office.  Over 30% closing and $970 ALP a sale.  That’s the smart way to do this business.

Oregon, $65,000.  California, $60,000.  But the province I want to highlight is Manitoba.  $52,500.  Province of a million people, but they are up to 22 agents, 31.5% closing, $1,028 ALP per sale.   The average agent in this up-and-coming city has $2,400 in ALP.  Christopher Hintz.  $23,300 in his MGA-ship.  $3,900 ALP per agent.  How’d you like to work for that guy?  Be “That Guy this week.”

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This entry was posted on March 8, 2012 by in Phil Folkertsma.
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