Altig Orlovic Agencies with American Income Life

Phil’s Memo 4/22/2013

Phil_bio_pageEverybody’s life is either a warning or an example.  You’ve got to decide what you’re gonna be and you have to draw a line in the sand.                                              

 –Tony Robbins

It was a bit of a historic week in North America.  Two brothers planted bombs at the finish line of the Boston Marathon, killing 3 and injuring 264.    The ensuing investigation and chase involved hundreds of FBI and police from the entire region.  All law enforcement resources were mobilized to identify and capture the terrorists.   FBI profilers warned the country upfront that the perpetrators were probably people that we lived, worked or studied with.  They probably would not be some shadowy, international figures hidden deep in the underground.  And then they warned us that once they were identified and exposed, they would be very difficult to capture and dangerous.   They were right on all counts.

The world changed a little bit more this week.  It is rapidly evolving before our eyes and we must be vigilant in keeping pace.   One Seattle Times headline read, “We’re all journalist now.”  Her observations were spot on.  If we had all waited for law enforcement to do what they normally do, the search and capture would have drug out for days, if not weeks and months.   They too knew that the world had changed, that every man, woman and adolescent had a cell phone, had camera and video in that cell phone, that they were texting, on twitter and on Reddit.  They put out a call for all pictures and video of the bombing scene.  But that had already happened.  The www had exploded with pictures and images, downloaded almost immediately after it happened.   If you were watching the 6 o’clock news or even CNN, you were watching what happened 5 hours ago.

It took them only a few hours to hone down on two particular individuals.  They tried to identify them, using the latest facial recognition technology but quickly again, turned to the public.  Many amatuer sluths were already doing their own research and had narrowed in on it.   Blogs and boards buzzed as they exchanged conversation and information.  Almost immediately, they had two names.    Soon, a nationwide lookout began, and again, things unfolded quickly.  80,000 jumped on one website that was broadcasting the Boston Police scanner live.   A scanner had now become a newsfeed.  Revolutionary.  Law enforcement had to go to the public and remind them to not give away their positions or movements, thus helping the remaining fugitive.   An alert man that saw blood on the cement and his boat tarp unhooked provided the final lead.  Journalism had forever changed.

Wrote one professional:  News is not just something we check every now and then.  It’s not just a job for some people.  What goes on in our world and how we come to understand it tells us more than we know about who we are and how we are connected.  There are facts and reports.  Those are the bones.  But there is feeling, reaction and emotion; that’s the blood.  And it’s pumping.  News became a little less of an industry and a little more of a living, breathing organism Thursday night; it has become less controlled, more vulnerable.

High end restaurants using food trucks as distribution channels.  The public pursuing terrorists.   Twitter and Reddit driving news.  IF you aren’t getting it yet, let me be clear:  The world is changingAnd so must we.

And that was the underlying theme of the Altig Board, Executive and SWAT councils that met just north of Seattle this past week.  Waiting for someone to pick up a phone.  Passively seeing 8 or 9 people in a week.  Recruiting exclusively from an electronic job board.   That is part of a world that is quickly dying and soon will no longer exist.  We are entering a new era.  We will be leading a revolution in our industry in 2013.  The giant has awoken.

Is this frightening or invigorating?   Both.  It is exhilarating.   Ilija has assembled a crack team of the best field operators we have, under the direction of Bobby Hamilton, and they are going out from office to office, training for our new reality.  Our new reality makes appointments on the go, it gets in and out of home faster, it adds staff from the people it meets out in the field.  It books it’s next appointments from the current presentations and hits homes that have sent in card or been referred, but are difficult to connect with.   It moves fast, it organic; it has a momentum of its own.

Under the old paradigm, people would miss one home and be stranded and waste hours.  It was herky-jerky and inefficient.  It waited for the action to come to us; for someone else to spoon-feed data and information from outside our network.   Will everybody be able to make the transformation?  Probably not.  In almost every revolution, there are those who do not get on board.  But most will.  And those who do will be rewarded with a 21st century career that will carry them into the new society that is forming. Incomes will increase 40%, 50%, 100%.   They’ll see 4 to 5 people a day and experience a momentum they cannot even conceptualize now.  Todd Engleson, who has been out in the field the past few month perfecting and implementing it said his new motto is:  Never let your appointment get in the way of your presentations.  

Presentations is really the only thing that will be measured.  It will be the only thing that will have to be measured.   We’ve spent the past 4 years mastering all the other components.  Last week we closed 26% at $845 per sale.  Not our best numbers, but better than one out of 4 and almost $850 per sale.  So that’s $850 ALP for every 4 presentation that the average agent makes.  We must see a minimum of 4 people a day, shooting for 5.  That will give us $850 ALP for every day we work.  Between advances and bonus, that pays out $404.  $404 a day.  Let’s PRESENT.  Let’s make $400 every day we work.  What are you waiting for?  No one waits anymore.  Let’s GO!

Alright.  Catch your breath.  I told you I would give you heads up to special deals AIL gives us.  Here’s a good one.  Every year AIL holds their annual Convention.  It is a 4-day, all-expense paid trip to a fantastic location.  First class accommodations, food and entertainment.  All the company executives, speakers, banquets, an opportunity to meet and be among the best of the best.  You need $84,000 of ALP in 2013 to qualify. BUT.  Here’s a trick you can use.  If you were hired in January, you only need to get $77,000.  In February, $70,000.  March, $63,000.  If you were hired this month. Guess what.  You only need $56,000.    If you start after next Tuesday, you ONLY need to write $49,000 in ALP for a luxury trip.   That’s too easy.  Don’t miss out.


Almost all our leaders were in Washington last week, but still:

Nevada wrote $23,921 in New Agent Production.  Agents in their first six months with the company carried the day.   Altogether, they are up to 32 agents in Nevada with 27 of them writing this past week.  They have figured out that the size of your army has a lot to do with a successful outcome.  They’ve spread the leadership around as well.  David Iriye, Ho Tran, Joe Shanks, and Darrell Asbell all contributed in the winning effort.

#2.  Washington State.  $20,898 in first-six-month ALP.  Renton breaks to the lead.  They only had 5 writing agents but each one averaged $4,200 so they totaled over $21,000 in total ALP.   They are on the new Field Operations system.   Their leader is Vlad Derevyanyy.   He’s been on top before and is working his way back up.  You won’t find a better, more well-rounded talent so watch out for Renton.  Nick Lorence and Redmond came in second.   Andrew Aaron led Tacoma and they turned in $13,000.

California got honorable mention with $18,000 and Virginia topped $17K.  I look forward to them being back over $20,000 next week again.

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This entry was posted on April 24, 2013 by in Phil Folkertsma.
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