Altig Orlovic Agencies with American Income Life

Phil’s Memo 5/2/2012

Winning is not a sometime thing; it’s an all time thing. You don’t win once in a while, you don’t do things right once in a while, you do them right all the time. Winning is habit. Unfortunately, so is losing.

-Vince Lombardi


April is in the books. Never be another April 2012. Ever. Most of you didn’t need a mulligan, even if you could have one. You don’t get to do April over, but May is here. How’d we do? Well, for Altig, it was the best month of 2012. February beat January. March beat February. April beat March. Don’t let May break the streak. Altig-Orlovic-Venekamp is up15.3%. A-O-Hay and Altig-Orlovic are right on their heels.

American Income Life is on a tear. Up 23% in January, 22% in February and now up 19% in April. How many billion dollar companies had volume increases of 19% in April? I get asked all the time, what’s a good investment where I can grow 6%, 8%, 10%? AIL is up 19%. You are investing your life and career in a good place.

Yesterday was May 1, or May Day. Many centuries ago, the Celtics and Germans celebrated the coming of spring and summer and flowers with dancing and celebration. Today, people took to the streets of Seattle wearing black and destroying property. Some were left over from the Occupy Seattle demonstrations a few months ago. They smashed the windows out of NikeTown (one of my favorite stores) and Home Street Bank. A bunch of pretty reasonable local guys. I’m still trying to figure out what they were trying to accomplish.

Some said they were protesting against the 1%. Is that like grade school where everyone was mad at the one kid who aced the test and messed up the curve?  And what good does breaking their windows do? That means an insurance company somewhere pays to have the window fixed, some local glass guy makes money on putting in a new window and we all pay higher premiums to the insurance company so that they still hit their goals for the quarter. The only guy that makes out is the glass guy. Maybe we should check to see if he’s behind all the agitating rhetoric.

And what’s wrong with the 1%?  Last week, we all watched the NFL draft and cheered as the top1% were selected to play football at the next level this fall. Do we boo them because they are so good? And we turned on the radio to listen to the top 1% of bands or orchestras or singers or whatever you like to listen to. I’ve heard mediocre singers and orchestras, I’ve listened to the 99% or lower, sometimes I’ll think “man, I’ll never get that 30 minutes back again”; unless one of my kids is playing in them. Give me the 1%. I’ve bought a 1% suit or shoe. Okay, I’m a frugal guy. Maybe a 5% shoe. But it fits nice, it feels nice, it looks nice. What’s wrong with a 1% shoe? Or meal? Or haircut? Or doctor? Or mechanic? I love riding in a 1% car.  Listening to a top 1% speaker.  The Avengers comes out this week. That’s the Super Hero 1%. I want my kids to learn from a 1% teacher. I’ll rest my point except to say that, with rare exception, I love the 1%.

It reminds me of the classic story of the communist and the capitalist coming upon a three car garage, with a Mercedes, BMW and Audi in it (must have been Ilija, Rick and James…) The communist scoffs, “No man should have this.” The capitalist responds, “No, every man should have this.”

Wild day in the news. Alexander Oen, the 26 year old world champion swimmer from Norway passed of a massive heart attack. The guy breast-stroked 100 meters in less than a minute.  I couldn’t do that if you gave me a lap headstart. Man, he’s beating a lot of fish at that pace.  And that’s why we do what we do, to provide the protection that every person needs. Don’t prejudge a house, a person, or a need. The cost of being wrong is too great.

How is the new method of measuring growth and performance going? The nice thing is that it gives everyone a chance and gives no one an advantage. If you are a new MGA, within 6 months, you’ve had as long as every other MGA to get to #1.

#1.   Washington. Yes, they have $46,000 in production for agents over 6 months, but we don’t count that. Only new agent production. That’s $45,888. $17K out of Redmond, $13K in Renton. Tacoma. $9K.  Olympia, Lynnwood and Spokane round out the state. They turned in 1,100 referrals as a state. Think about that. That’s $160,000 in premium, almost $100,000 in cash, if they sell like any other lead, and we know that they are better. So they make $100,000 in cash in one state in one week for asking one question? Yes; that’s the power of the referral.

#2.   Hawaii.  $34,539. This is another well established state with a lot of new growth. $85,000 in tenured agent production to boot. The numbers are spectacular for that state. $871 ALP per deal.  27.4% closing ratio. They average over $2,000 ALP per agent.  All 9 offices contributing. They could double all those numbers taking it to 20 presentations per agent, but they are at a good starting point.

#3.  California.  $33,057. New agents average one out of four closing. That’s great training. That means they can even go up from there. $870 per agent. Think about the ramifications of that. You close every fourth presentation. So about $220 in ALP every time you walk into a house. See the math on that? If you average $870 in ALP per sale and sell one out of every 4 houses, that’s $220 in ALP per every house across the board.  That’s a little over $100 cash in advances and bonuses. So I get over $100 for every time a present? Plus renewals for life if I vest? How many presentations can I do? As many as you want! And then I can train other people my business? Yes, and get paid for that too. Why wouldn’t you see 18, 20, 25 people a week!?!

#4. Virginia. $30,863. That’s heading strongly upward.  #5 to #9 are all really close.  Minnesota. $24,912. Nevada.  $23,077.  Idaho. $19,589. Ontario. 18,526.  Manitoba. $18,147.  On any given week, any other states can compete for the top spot. That’s kind of exciting.

Individual performances spotlighted. Nine guys (I’m a Left Coast guy so guy = men and women) all broke $8,200.   George Lahamedjia out of Portland.  $10,067.  Dustin Klingebiel. $9,880.  Icon Terry Bellajaro, $9,526. Must be long-name week.

What does one of these average outliers look like? Here’s how they did it on average: 25 appointments. They worked hard.  All but one had 17 or more and he had the average of 15 presentations.  So they’re getting presentations on 62.3% of their appointments. That’s actually average; maybe a bit low.  So up till now, they are just average guys putting in a good days work.

Here’s where they really take off. They have an average closing ratio of 59.3%. Wow.  That’s 6 out of 10.  How do you get to 60%? Practice. I see classic names on that list that have honed their skills.  Some new ones, but many that just got really good at it the same way you get really good at anything. They did a lot of it until they became spectacularly proficient. They averaged $1,179 ALP per sale for those of you scoring at home. Quick math problem.  If you worked hard like they did.  And only closed 30% instead of 60%, how much ALP would you write? Well, at 60%, you write at least $8,200, so at 30%, you’d write $4,100.  And still take home a $2,000 paycheck for the week.  Not bad.  Hope I gave you something to think about.

Next week. The most important work you can say for success in our business.

One comment on “Phil’s Memo 5/2/2012

  1. Dawn R. Fletcher
    May 5, 2012

    excited and overwhelmed … wow!!

Leave a Reply to Dawn R. Fletcher Cancel reply


This entry was posted on May 4, 2012 by in Phil Folkertsma.
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