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Altig Orlovic Agencies with American Income Life

Phil’s Memo 10.23.12

A successful person is one who can lay a firm foundation with bricks that others throw at him or her.        –David Brinkley

Alright. We’re full swing on the topic of confidence. Last week we learned how it could propel you to fully utilize all your gifts and reach your full potential. But confidence is a double edged sword: Losing or not having confidence can kill your game. Let’s look at that and keep going on how you can develop your confidence.

First, of all, what happens if you don’t have confidence? Last week I used Seattle Seahawk quarterback Russell Wilson as an example of a young man whose confidence has propelled him to great victories. Across the canal, at the University of Washington, the quarterback has a confidence crisis. The Seattle Times headline this week was “Quarterback Keith Price dealing with doubt.”

Now it wasn’t always this way. As a sophomore last year, he set a school record for touchdowns and had one of the top 10 passer-ratings in all of college football.

But not his year. He’s had 10 turnovers the last 3 games, and his rating is last in the conference. Last weekend, they lost 52-17. And the game probably wasn’t as close as the score would indicate. In his post-game interview, the coach of the Huskies used the word “confidence” at least 12 times. It might have been more. This is a team that has more talent that most everyone that they play.They have just completely lost their confidence. Price admitted after the game, “I let the defensive pressure get to me and started making bad decisions.” After the game, coach Sarkisian told the locker room, “One thing that’s critical for us is to believe ourselves individually and that will allow us to play a much more confident brand of football.   We can be a pretty good football team if we believe we are.”

Let’s apply this personally. Here I’ve got good news and bad news. Bad news. Most psychologists believe that your level of confidence is established in your early years. Your home situation sets a baseline in your latter years. Andre Agassi had a mobile made out of tennis balls over top of his crib. Tiger Woods was swinging a golf club while you and I were just beginning to walk. Much of your personality and direction is established early.

But here’s the good news. You can change or alter your level of confidence. I want to use another more proactive term: Manage. You need to MANAGE your confidence. Can it get too high? Yes, it can. It’s called pride or arrogance.  You stop listening to others, become completely self-reliant, and start making bad decisions. But more often, people struggle with too little self-confidence.

How do you manage your confidence? Last week, we looked at the power of preparation and repetition. Today, I want to review overcoming negative events that undermine our confidence. Each one of us has a voice inside of us that contains a running commentary as we go through life. What is that voice saying to youDoes it tell you negative things? I’m not smart enough, good looking enough, talented enough, you fill in the blank.Your inner voice has both a conscious and a sub-conscious element to it. It is both conscious, where you literally think, “I can’t do this.” Or it is sub-conscious. You don’t try something or you quit something.  And it is just a reaction that you can’t pinpoint or explain why.  Either way, you lose or lack the confidence to do what you need to do. To talk in front of a group of people. To recruit a potential top agent. To take on a negative influence in your office. To confidently ask closing questions.

How do you get rid of that? You need to mentally blow up that experience where you did not have a positive outcome. We all have things that don’t go our way in life. I think there was one guy in the world that didn’t and they made a movie about his life.  It was fiction. We all have failures, disappointments, and insults come our way.  Lots of them.    The key is to not let those resonate and bounce around in your mind.   They will sink you.   I think of quarterback Keith Price.  He’s been knocked around pretty good this year.   His offensive line had four starters get injured.   If he can’t ERASE the images out of his mind of getting continually sacked, he’s done for.   If he can eliminate them, he’ll be playing for millions in the NFL in a couple years.

Get rid of those things in your life that create the negative images.  Throw it away, replace it, unfriend them, whatever. And don’t keep going back there. For some reason, our human nature always wants to see the wreck. And sometime even if the wreck is our own. Mentally watch them wash down the drain. Re-program the self-talk in your head. Let me do a quick exercise with you.  Quick. Think about your FAVORITE thing in the world.   Don’t say a word.  Or make a sound.Your favorite place. Your favorite food.Your favorite person. Tell the guy next to you what that is or was.    How did you feel as that visual was playing in your head? Your body and soul. You felt great. You wanted it. You WANTED to be there. You were empowered.

That is the power of the mind. You create your own destiny. If you had unlimited confidence, couldn’t you do about anything? Why is it that we’ve got one agent writing $500,000 this year and another struggling to write $50,000?   Both working full-time. That’s not double or even triple. That’s 10X or 1000% higher. Are they 1000% more talented at going through a script or pressing the button on the laptop? No.  They are 1000% more confident. They tightly manage what goes into their mind and how much influence it has over them.  They put themselves in positions where they will have success. If they have a bad experience, they immediately put themselves in a position where they will succeed and have a good one. They MANAGE their self-confidence. Different people react differently to different stimuli. You need to figure out what that means for you, and make sure you manage yourself, because in the area of the mind, you are your own master.Other people generally cannot do it for you. Fascinating stuff, we’ll continue next week.

Four offices over the minimum $20,000 in New Agent Production, and one honorable mention.

#1.  Washington.  $29,229. Over 800 referrals collected so if you’re wondering if they can keep up this torrid pace; they answered the question for you. The state had $94,075 in Total ALP so there are lots of leads and lots of trainers. Look for them to just accelerate. Redmond wrote $52,000. That’s more than some whole states. That office averaged $2,900 ALP per agent. Nick Lorence and Mark Neilson provide the one-two punch. Lynnwood is also jamming. $27,400. Hunter Houvener’s $15,000 led the way there.

#2.  Nevada. $28,559. Within $1,000 of the lead spot. New agents are already closing almost one out of four so they are not only hiring well, they are training even better. Central Las Vegas eeked out the win over the Las Vegas Office, $20,600 to $18,300.  Dave Thorton is not only a model for class to the whole organization, he proves you can do it right and write lots of business.  David Iriye is on his heels.  Josh Olin led the state with his MGA-ship turning in $18,284.

#3.  Manitoba. $22,791. They’re closing even better than one out of four. Why is closing ratio important? Besides efficiency, not wasting resources and making more money.  Confidence.  If you’re a new agent and know you can walk into four houses and get at least one sale, that gives you confidence.  If you walk into four homes five days a week, you’ve got five sales. Work four days?  Four sales.  That’s between $3,000 and $4,000 in ALP   Does that give confidence?   You bet it does.

#4. Alberta. $21,935.  $1,045 ALP per sale. Half of their new agent sales were off of referrals. Does that give you confidence?  Knowing that you are never dependent upon other people for leads?   Yes again.   $62,000 total ALP, so a good blend there.  The average agent in that province wrote $3,266.  Another confidence builder. Put your agents in a position to win this week.

Honorable Mention.   Oregon.  $19,570.  Over $1,150 ALP per sale.

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This entry was posted on October 23, 2012 by in Phil Folkertsma.
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