Altig Orlovic Agencies with American Income Life

Phil’s Memo 4/29/13

Phil_bio_pageThe road to easy street goes through the sewer.   -John Madden

It was NFL draft week.   That’s the big annual event, from Radio City, New York, where all 32 NFL teams get to pick the top people from the college ranks for their team.  The new players are the lifeblood of their organization.   It’s not only an exciting time for the teams; it’s an even more anticipated event for the players being chosen.  You see, up until now, they’ve been playing for free.  Well, not for nothing, but they essentially they get a scholly, a scholarship to go to college and some lunch money.   Meanwhile the universities hold the multi, multi-million dollar contracts with the television networks, the radio broadcast rights, the merchandising rights.   You get the picture.

Do they really play for nothing?  That’s up for debate.   There’s a whole committee that does nothing but try to catch schools slipping cash and bennies to attract and retain players.  A couple players that were recently cut just went back and got their degrees.   The joke in Seattle is that while Pete Carroll was recently the coach at USC, he was slipping guys cash while they were supposed to be paid in scholarships and now he’s slipping them schollies when they’re suppose to be making cash.  It’s a bit mixed up.

So the first picks were the big-name guys from Miami, Nebraska, Michigan, right?   Football powerhouses that take in four and five star recruits and mass-produce NFL stars.  Didn’t happen.  In fact, not a single player from any of those schools was chosen in the first round.  Or second, or third, or fourth; matter of fact.    Finally, at pick #135, Jacksonville picked Michigan’s quarterback; they want him as their running back.

No, the top pick was a skinny 6’7, 220 pound guy that no big-time football coach recruited except for that household name: Central Michigan.  He’s now about 90 pounds of muscle north of that.  In fact, almost none of the top picks were “given” anything.  #3 Dion Jordan was selected even though he is in only the game 1/2 the plays.  You see, Oregon’s defensive strategy only needed him for certain situations.  Lane Johnson at #4 started as a quarterback, then his team asked him to be a tight end and he gets drafted as a left tackle.  At #5.  Ezekial Ansah came from Ghana.  He actually wanted to be a basketball player but was cut from the basketball team.  Twice.  So he put his efforts into football.

#8 Tavon Austin is 5’8, 174 pounds.  #12 DJ Hayen started at Navarro College.  Don’t worry, I hadn’t heard of it either and it’s about 30 miles from my house.   In a freak accident, he collided at top speed  during practice last year and suffered a heart injury so severe, it is 95% fatal.  He’s playing again.  Out of high school, the only team to notice the #13 pick was The College of the Sequoias; most people would have quit.  The moral of the story:  It doesn’t matter where you came from or what your past is, the people that ultimately succeed at what they do are those that never abandon their dream, are flexible to hit their goals and never, ever quit.

Operation Field.  We are revolutionizing how Altig does business.  And in doing so, re-positioning our company to model 21st century leadership.   Good news/Bad news.  First the bad news.  This will take more effort than you think.  Why?  Because we are the largest distribution channel in all of American Income Life; actually, all of Torchmark Corporation.  And big things take more effort to change direction than little things.  Compare an oil tanker with a ski boat.   An aircraft carrier to a destroyer.   Every summer, Seattle celebrates Seafair which usually includes at least one aircraft carrier.  It takes every man on deck to turn an aircraft carrier.   And then they sometimes even get an extra push from a couple of tugboats.   Tugboats usually don’t tug, if you haven’t noticed.  They used to a long time ago, but today, they often push.  And we have a fleet of tug boats, our Field Operations Team, out in the water every week repositioning the offices for success.

But here’s the good news.  It might be hard but it doesn’t take very long.  It’s just a habit, and habits generally take about 21 days to form or break.   What are the habits?   Thinking DROP-BY every vacant moment in the field.   I realize that you’re not suppose to capitalize every letter because that’s like screaming.  I know.  It should scream at you.   Right now, many agents have bad work habits that whisper “Starbucks” or “vege” or “facebook” or go home or to the office when an appointment doesn’t work out.  That completely DESTROYS your mindset and momentum.  Here’s what we do know.  Proven scientific data:  One out of Four drop-bys results in a presentation.   Overall, everywhere, all the time.

And it’s a good presentation.  It’s someone that sent in a card or was referred but is tougher to get a hold of.   And now you’re with them, one-on-one.   Or two-on-one if they’re married.  There is no moment like the present and you have them engaged.   They are never going to be more open, have less pre-conceived notions, built up fewer contrived objections than RIGHT NOW.  You don’t have to set an appointment or pay to set an appointment.  You are already there.

So here’s the quick-math on a drop-by.  One in four converts to a presentation.   How long does it take for you to do a drop-by?  This varies a bit, depending on where you are.  If you are in rural Manitoba or Montana, it might take you 10 or 15 minutes.  If you are in a town or city, there is almost always a card within 7 minutes.    10 at the most.     Let’s take absolute worst-case scenarios.

Case #1.  You’re in a rural area.    You are 15 minutes away from your closest home that responded or was referred.  How long does it take you to get a presentation (including the presentation itself)?  Well, 15 minutes X 4 drop-bys (you get one out of 4) is an hour.  So you make a presentation every hour.  Let’s say the average presentation is an hour (depending on whether they buy).  So you do one presentation every 2 hours.  In an eight hour day, you do 4 presentations.  We close one out of 4, so you “only” get $850 ALP a day.  Or $404 advance and bonus.  That’s the WORST that can happen to you (on average) in a normal day working a rural area.  8 hours a day is minimum.


Case #2.  The urban area.   Worst case is that drop-by homes are 10 minutes apart.  How long does it take you to get a presentation (if all you did was drop-bys)?  Well, 10 minutes X 4 attempts = 40 minutes.  So an hour and 40 minutes, including the presentation.   How many could you do in an 8 your day?  Five!   480 minutes divided by 100 minutes to set and complete one whole presentation.

So if you did nothing but drop-by’s, you’d still be equipped to meet the 4-5 presentations a day that will start you on the way to building wealth.  And drop-by’s are only ONE of several tools we have in our Operation Field toolbox.   The Operation Field Trainers will teach you how to mix and match them to make you even more efficient and effective.   So you cannot fail.  Let the revolution begin.

Hawaii is on board.   They were the field territory where Ilija, Troy and the Commando Team went in and taught Operation Field…And they were #1 in the company with $41,645 in New Agent ALP. Agents in their first six months averaged a closing ratio of 23% and $1,067 ALP per sale.  So a sale a day gives you $1,000 ALP.  That’s strong.  They turned in a company-best 1,500 referrals to boot.  The average agent there is writing $2,800 a week.  $3,900 in Maui.   Blake Higuchi and Jonathan Emura lead the charge there.  Ulena wrote $25,000,  Honolulu $17,500.  Waipahu and Hilo both topped $10K.

Washington was the second territory we trained on Operation Field.  They came in #2 this week with $24,957 in ALP from new agents.    Also second in referrals collected with 1,200.  Nick Lorence led Redmond with $41,000.  Josh Olin and Hunter Houvener topped $26,000 in total ALP out of Lynnwood.   Until all the other offices are on Operation Field, they are really at a disadvantage.  Soon all offices will be turning in these kind of numbers.

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This entry was posted on April 30, 2013 by in Phil Folkertsma.
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