Altig Orlovic Agencies with American Income Life

Phil’s Memo 7/5/2012

If you don’t try to win you might as well hold the                                     Olympics in somebody’s back yard.                                          

                        Jesse Owens                                                                               (Four-time Gold Medal winner)                                                            

The Olympic Summer games are upon us: The world stage for athletic competition. You know I’ll be grabbing insights from this event to shine the light on our business. Competition is competition, no matter what field you’re in. And most of the same principles apply.

Take this one: You are never too big or too good to be beat. During the 2008 Olympics, several of us were watching the 100 and 200 meter dashes.   That truly is the measure of the fastest man on the planet.  A tall Jamaican named Usain Bolt (nicknamed Lightning Bolt) stepped up to the blocks. While most sprinters tend to be averaged or on shorter side, Bolt was 6’5. Sprinters are suppose to be compact. Sprinting is really a basic formula: # of strides X distance per stride. Until the 2008 Olympics, all world-class sprinters were between 5’9 and 6’2.  That was the optimum range for getting the longest strides without giving up stride-speed.

Usain Bolt shattered that myth. As he took off out of the starting blocks, his strides were as fast as the next guys. Except they were longer; way longer. For comparison, the bronze medalist, Walter Dix was 5’9. It took him 47 strides to run 100 meters. Bolt does it in 41. He can motor his legs as fast as the next guy but it takes him 6 less strides. It’s almost like he’s running a shorter race. Ilija and I watched the replays and concluded: This guy will probably never be beat in the near future. It looked like he was running against the Jr. Olympic team as he powered his way to a 10.69 Olympic and World Record. No one was even close. He even had time to beat his chest, point into the air and coast across the finish line. It was also obvious to us that he could run even faster. And one year later, he lowered his time another tenth of a point to 9.58. Unbelievable. Unbeatable. Or so we all thought.

During the Olympic Trials this week, he lost. Twice. Against just his own countryman, Yohan Blake. In both the 100 and 200, he was easily beat by one of his training partners. Rumors started floating around that he had lost his edge, his passion. At age 25, he should be starting to peak. Instead, he has declined the past 3 years. One reporter called it the stench of complacency. He lost the drive to demolish the field. And as a result, he became an also-ran. Can he pull out of it and make a comeback in London?  He’s got all the physical tools.  Let’s hope.

Has your agency “Bolted”? You were on top, you hit your goals, you had a dream team, you got the big payday. And now you’re coasting?  You might have had a couple things go wrong (Bolt had an injury). You’ve lost that echoing voice inside of you that won’t shut up until you are #1.

Maybe that doesn’t relate to you. Maybe you’re new or you’re a rising star. Here’s an interesting fact. In 1900: My grandparents were being born, so this isn’t ancient history. The world record for the 100 meter dash was 10.8 seconds. By the 1930 and 1940’s, Jesse Owens was becoming Hitler’s worst nightmare when he smashed the world record: 10.2 seconds. Today, there’s a high school-er down the road from here that beats a 10.2. Now they’re predicting the Olympic champion will run about a 9.5. You don’t even make the field if you haven’t broken 10 seconds flat.

How come a person today can run the 100 meters 12% faster than just 100 years ago? 12% is about 12 yards (or 36 feet) ahead of 100 years ago.  36 feet is a blowout. Many of you might not know this but our own Eric Zackula used to run track in college. If he had been born 100 or 150 years ago, his time might have been in world record range. Isn’t that weird? People are essentially physically the same. What happened?

Incremental improvement. Improved diets, improved training techniques, improved shoes and clothing, improved specialization, but mostly: More intense focus. And that’s what Your Month is all about. What’s your best?  Using your best effort, your best activity, your best presentations, what are you capable of.  And they’re going to up the ante: American Income Life is going to pay 150% of the World’s Greatest Bonus. So if you’re going to get 10% this week, they’re paying 15%.  If you were getting a $300 bonus, it will be $450. It you were getting $500 is will be $750. If it would have been $1,200, you’ll get $1,800. So by busting it out this week, you’ll not only get more bonus for more production, you’ll turbo it with another 50% kicked in by American Income Life. This is the week to let it rip. Remember, this is on all business submitted by NOON July 9.  Show the world how good you really are.

Since this is a personal production push, let’s look at our top personal producers this week.

#1.  Daniel Toshner.  He’s helped run offices all over the country and knows that people are people and sales are sales.   He had 25 appointments and 18 presentations, so he’s got a solid foundation.  But Dan closes 80%.   He doesn’t need that many presentations to put up a good week.   That’s the wrong way to look at it.  If he has a high close ratio, then the more presentations he does, his production will exponentially grow.  15 sales, $15,206 in ALP for the week.  That’s a decent agency.  He’s doing it personally.

#2.   Ryan Kendl.   Another guy that proves that good is good.   He averages $1,190 ALP per sale so it doesn’t take a ton of sales to have a healthy payday.   Again, wrong way to look at it.  If you average $1,200 a sale, you want lots of sales since each one of them is worth more.   He had 9 last week for $10,710 in ALP submitted.

#3.  Bruce Tan out of Honolulu Hawaii.  $9,777.   27 appointments, 23 presentations, and 8 sales.   I think I heard a whimper.  You only wrote $2,000 last week.   Did you have 23 presentations? (that’s 4 ½ per day for 5 days.)   He’s putting in a full day’s work, but not knocking himself out.   Have you spent a few years perfecting your trade?   Practicing and analyzing your skills.  Then you have two choices.   Put in the time and step it up to be incredible or you will grow slowly.    No Olympic athlete, not even Usain Bolt can be on top without intense efforts.  We are no different.

#4.  Erez Shabtay.  One of our rising stars in Tennessee.   Also with 8 sales for the week.   $8,500.   As long as you’re over $1,000 a sale, the math is easy.   3 sales, $3,000 ALP, $1,500 cash plus bonus.    6 sales, $6,000 ALP and $3,000 cash.    Erez just happened to have 8 sales.    There is no cap on what you can make.   Ever.

#5.   Jesse Martin.   $6,235.   24 presentations, 10 sales and $6,235.   I like 24 presentations and here’s why.   There is a rhythm to work flow.   Just like Usain Bolt settles into his rhythm and puts it on auto-pilot to the finish line, there is a pace and rhythm that you need to get up to, to hit your stride.  It starts at about 4 presentations in 5 days.  Jesse is at 5 presentations in five days.  But he’s in the flow, and the momentum builds on itself.   You don’t get any momentum with 9 presentations in a week.

#6.  Darrell Asbell.   He started his week off strong.  33 appointments.   Out of that, he got 7 sales, for $6,182.   Las Vegas was hit really hard by the recession but he’s in a good place as the economy starts to rebound.   He’ll catch that wave and have some great stories about when things weren’t so bright in the city.

#7.  Tony Hamedi out of Las Vegas Central.  19 presentations, 8 sales (that’s 42%) and $6,076.   You don’t have to be with the company for 8 years before making the Top Ten.  We’ve had guys do it in their second month.   Listen to your mentors.  He’s got the All-Time world record holder, Tim Cruise, the $2.5 Million Man right next to him.  The Bible uses the phrase “Iron sharpening Iron.”  That means having two really strong guys pushing each other makes BOTH of them better for it.

#8.   Stefan Johannsson.   33 appointments, 20 presentations and 6 sales for $6,061.  That’s a textbook week.   Sometimes you might spike in one or more areas, but nailing it in every area:  Activity, Show Ratio, Close Ratio and ALP per Sale guarantees you’ll have a great week.

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This entry was posted on July 9, 2012 by in Phil Folkertsma.
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