Altig Orlovic Agencies with American Income Life

Phil’s Memo 12/11/12

Phil_bio_pageNo one can make you feel inferior without your consent.             –Eleanor Roosevelt

2013 is upon us.   Good business people start planning before they get there.   If you start once you’re there, it’s too late.  Remember, everything in our business hits one week after submit (from an accounting standpoint.)

Speaking of good businessmen:  I walked into Redmond today and saw a poster for Nick Lorence’s agency.   You see, while everybody was running around Black Friday getting gifts for themselves or their families, Nick saw opportunity.    Yeah, you can save $300 on a $700 flat screen and now it’s only $400.   But what if you bought a few $400 flat screens or computer systems and offered them as prizes for your agency in December.  Quick, you’re a 65% MGA.   How much extra ALP do you need out of your agency to pay for a flat screen – just in advances?    Answer:  $4,000.   $400 divided by 15% override divided by 65% advance.   The cheaters way to do it is that 15% times 65% which is 10%.   Anybody can do 10%.  3 is 10% of 30.   70 is 10% of $700.  JUST ADD (or subtract) A ZERO and you’ve figured out 10%.  If you’re an MGA, lock that number in your head.

Back to Nick.  So he thinks: I can save $300 on the TV.  That’s okay.  But if I offered a couple as prizes, how much more ALP would I have?   If he’s got 20 agents, and if each one writes one more deal, trying to win a TV, that’s $20,000 in ALP.  They write about $1,000 a sale.   He’ll make an extra $2,000 off of the added ALP.  Just in override advances.   Two Flat Screens will cost him $800.  He makes $2,000.   And he keeps all the bonuses.   That’s just good business.  When you see a $400 flat screen, do you see an opportunity to save $300 or to make $1,200 extra.   Which agents or families will get the flat screens?  You know they’re excited this Christmas.

Here’s another business tip:   Make sure your agency runs through the finish line.  What do I mean by that?  If you’ve ever raced, whether running or rowing, they always teach you to run or row through the finish line.  Even in boxing; we’ve got a couple competitive boxers in the company: punch through your target, or past your target.  That’s Boxing 101.   People’s natural tendency is to ease up and coast to the finish line.   If you aim for the surface in boxing, you will never hit your ultimate target.  Many trophies and medals have gone to the guy who was in second or third but the lead runner eased up.

So how does that relate to your business?    Christmas is before us.  Let’s be honest; nobody works the 24th or 25th.   Canadians all take the 26th off as well.   But next week does have four great workdays:  From the 20th to the 23rd.   Think of the 23rd as the finish line before Christmas.  Make sure you finish strong this year.  Don’t be that guy that coasts into the finish line and misses out because of it.   American Income Life has offered some extra incentive.   For all business submitted/uploaded on the 26th and 27th,  they’ll add another 50% to your WGB Bonus.  Same with the January 2 and 3 turn in.   Your personal production bonus gets super-charged 50%, so do a regular schedule on December 27-30.  4 days, 5 presentations a day and you have your 20.

We’re wrapping up our study of self-confidence and how to build it.   Self-confidence can take many shapes and forms.  Someone loud and boisterous can be that way because of superior self-confidence.  Or they may be under-confident and seeking attention.  That quiet guy might be under-confident and doesn’t dare to speak; or calm and self-assured, not needing to pipe in or interject their two cents.   But confidence is contagious.  If you possess and display it, those around or following you will begin to as well.

Watch what you use as your basis for self-confidence.  My wife started out her career instructing children.  Now she teaches mostly adults.   We were talking the other night and she made an interesting observation.  She said, “We humans spend the first 18 years of our life learning, sometimes struggling to find ourselves, and then spend the rest of our lives trying to undo or overcome our childhood.”  In those early formative years, you may have absorbed toxic messages.  You may need to work on fixing those now.  They may be rooted in things that are completely irrelevant in your life today.   You need to be able to give things their properly significance.  Let me give you some examples.  In American culture, athletics or being athletic is highly valued.   I was never athletic.  Anyone who’s ever golfed with me can attest to that.   Some people carry that around with them for life.

I had great people in my life who taught me that’s not the most important thing in the world.  In fact; after school is over, unless you are a professional athlete, it really doesn’t matter at all.  There are other things you are probably good at:  Academics, finances, the arts, leadership, music, humor, socially, parentally, the list could go on.   Why focus on the things that you aren’t good at; build on what you are good at.  And become very good at what you do.  I could care less if my doctor played football in college.  All I judge him by is how good he is at medicine.  If you are a counselor, who cares whether or not you can sing.  Your clients will judge you by how well you do what you do.  How knowledgeable, professional and helpful you are.   So become very good at what you do and you will be loved and respected for that.  And forget about what you can’t do or can’t do well.

Along those same lines, don’t get hung up on something you don’t like about yourself but can’t change.   My hero in life married a tall good-looking brunette, owned farms, was an excellent parent, generous, well-loved in the community.  He was 5’3”.  I stopped in at the homestead last night to visit him and I think my dad’s maybe even shrunk a couple inches from that.   Our company’s brightest and best attorney is 70 years old and probably doesn’t break 5 feet.  But has won several awards including Best Tax Lawyer in Seattle and ranks as one of America’s Super Lawyers.  Do I care how old or tall he is?  No, I LOVE the guy.  He never loses.  Does he have any reason to be under-confident?  No, he’s the best there is and has the accolades to prove it.

So now you’re ready to get started on building your own self-confidence.  Review the notes and start small.   New Years is a GREAT time to set yourself some reasonable goals, go out and hit them and begin the path to a more self-confident you.

Another strong week.   MOMENTUM is building.  Be a part of it.

#1.  Washington State.  $40,780 in production, just from NEW agents. 35 Response Card Sales, 33 Referral sales and 26 POS.   They are a well-rounded crew.   $93,000 in total production.   28% closing with $985 a sale.   Redmond and Lynnwood wrote $44,000 and 32,000 respectively.

#2. Nevada.  $32,885.   27 coded agents, 27 writing.  Now that’s an efficient agency.  Las Vegas Central wrote $19,000, Las Vegas (I guess they would be De-central or Un-central), $18,000.

#3.  Idaho.  $31,611.  Their new agents were 17 for 30 on referrals.  That’s over half.  Over $65,000 in Total Production.  70 out of 140 or a whopping 50% closing.  Kudo’s RickTina Phongsavath led Boise’s $33,000 and Michael Burningham had the bulk of Idaho Fall’s $32,000.

#4.  Utah.  $27,890.  This is a new exciting agency.  Ten Agents wrote $45,000.  That means the AVERAGE agent in that office wrote $4,575.  Wow.

#5.  Alberta.  $21,603.  21 out of 22 were in the field.   Led by the Lyse McGrath Super-Tandem, I look for them to be at #1 or 2 in 2013.

Honorable MentionHawaii.  $19,411.  Ilija and James were just out there.  They love Hawaii and Hawaiians.  Not sure which one more.   But with 1,384 referrals collected, they get a mention.

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This entry was posted on December 11, 2012 by in Phil Folkertsma.
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