Altig Orlovic Agencies with American Income Life

Phils Memo 5-14-13

Phil_bio_pageA wise man will make more opportunities than he finds.  –Sir Francis Bacon

I hate to point this out to you guys since this is supposed to be the Good News memo, but I have spotted a character flaw among Altig Associates and that is this: They don’t like to share.   Take the WGB Bonus for example.   4 of the top 6 and over half of the top 15 are from Altig.   That is seriously hogging the spotlight.   Ryan Kendl.  $6,265.   Katie Massert, Mark Lomonaco, and Erez Shabtay were between $4,000 and $5,000.    $3,000+ were Joey Kennedy, Mark Nielson, Kevin Thuber and Dustin Dunar.  Over $175,000 in extra cash distributed.

Nick Lorence was the leader of leaders.  $6,319 bonus for his efforts there this week.  Blake Higuchi, Ryan Tucker, Bobby Gujral, and John McGrath all scored an extra $3K to $5,000.   Between the WGB and Leadership Bonus they handed out an extra $2,000,000.   Alyssa Huber, Steve Marker and Josephine Archuleta led the company in Training Bonus, sharing about $4,500.  Darrell Asbell got a $2,000 Longevity BonusJohn Collins, Daven Hermosura, Luay Gawl, Tiarre Hubbard and Melinda-Rae Lyse all got $1,000 or more in April.

We’re on Operation Field and it is gaining momentum.  Altig is dominating the leaderboard for individual production and when individual production is good, MGA production is good and when MGA production is good, SGA production is good.   You get the picture.  It all starts out with the producer in the field making a good solid living.

We’ve been looking our tool box:  How we do business.  Why do we have to look at that?  We’ve had incredibly successful, record-breaking, mind-blowing results.  Yes.  Times change and so must we; we are in a new century, a new decade, a new era.  I was reminded of that in the sports page yesterday.   Aaron Curry just signed with the New York Giants.   In 2009, Aaron Curry was considered the best college football player in the country.  He was an All-American on everybody’s list and won the Butkus Award as the nation’s best linebacker.  The Seahawks took him as the fourth overall pick in the draft.  Unfortunately, professional football is played at a different level, and he couldn’t adapt.  He couldn’t defend the pass.  When NFL teams would run a complicated play or one where there were multiple options, he couldn’t think it through or react fast enough.   He was really just a one-trick pony.  He was soon traded and Oakland discovered the same thing so they cut him.

Tim Tebow is another example.   In college, he was the Player of the Year and Heisman Trophy winner.  But his game couldn’t adapt to how pro football is played in 2013.  His delivery isn’t fast enough or straight enough and he isn’t accurate enough for today’s environment.  Today he’s looking for work and no one (outside of underwear commercials) seems to be interested.


So how do we not become irrelevant?  How do we not become yesterday’s hero but tomorrow’s business innovators?  Ahead of the curve and not behind it?  That’s what Operation Field is all about.  The 21st century is fast and mobile.  I walked into an office recently and there were a bunch of agents all on their cell phones making appointments.  And this is what struck me.  They were sitting in about exactly the same place as people were 18 years ago when we had a big phone system and land-line phones.  The only difference was that there were no 4-foot cords.  And I visually recognized that we were using 21st century technology in a 20th century way.   Not that we should discard it completely.   There still is a time and place for setting appointments out of the office.  That time and place though should be about 5:00 to 6:30 on Sunday afternoon.  Not multiple nights or all night.  Get in, get it down and get out.


So we talked about drop-by’s.  They are the second best closing presentation we have.  What is the best?  I was hoping you’d ask.  We actually close one type of lead at 75%.  Not “want to”.   Not just on a good day.  Not just our top, top guys.   Our operation field trainers have been perfecting the system and ARE GETTING a 75% close ratio.  And here’s the lead: Appointments booked from the home on presentations that were sold.    That’s 3 out of 4 presentations.   That’s incredible.


You see, when you think of your cell phone as you should: A mobile, connect-anywhere, anytime communication devise, you are freed to do business from any location at any time.  Some agents are stuck in 20th century thinking.  Even 22 year-old guys.  “I must make an appointment from the office”  “I must spend blocks of hours setting appointments.”  And you don’t throw all of that away but your cell phone is so much more.  You can make that next appointment sitting by yourself or you can make it with the guy’s brother or best friend sitting next to you.  Which do you think is easier?  Which do you think will get you a better chance at closing the sale?  Hello?


So the next tool in your 21st century tool belt is the Referral Appointment from the home.   You have texting capability.  You have speaker phone.   You are in charge of the situation.  Make it happen.  If you don’t, our games will become like Aaron Curry’s and Tim Tebow’s.  Very 20th century.   And we will watch the world go by from the sidelines.  Or even worse – sitting at home.


Top States and Provinces.


#1.  Hawaii.   $48,559 in NEW AGENT PRODUCTION.  Not total production.  Agents in their first six months.   They only sold 18 response cards for the whole state.  Everyone.   Yes, they are booking from the home and utilizing drop-bys and having more success than anyone.   They have 40 coded agents.   39 went out in the field and averaged almost $2,400 in ALP each.    Maui with Blake Higuchi, Jonathan Emura and now Tiare Hubbard are responsible for $30,000 of it.    Daven Hermosura and Pamela Furuya led the Ualena office.  They come in second.    Honolulu, Waipahu and Hilo turned in another $35,000 between the three of them.


#2.  Washington.  $38,877 in First Six Month Agent production.    Their new agents sold 13 response cards, 17 referrals and 13 POS.   That is balanced and rounded.    $108,000 in total production.  $900 a sale across the board.   All six offices contributed.   Redmond under Nick Lorence wrote $30K.    Josh Olin and Hunter Houvener turned in $21,000.    Tacoma edged out Renton, both around $16,000.   Spokane and Vancouver are off taking off with $7K to $8K.


#3.  Nevada.   $32,729 in New Agent production.  They are becoming an upper tier office.  How?  Through consistent hiring.    $48,000 in Total ALP.   Central Las Vegas led everyone with $30,000.  David Iriye and Ho Tran were #1 and 2 with $11,000 and $9,000.   The real story here, as with Washington and Hawaii is number of presentations.  They are up 25% from 2 months ago.   When activity goes up, everything goes up.


#4.   Utah.  $21,338.  At $970 a sale, the new agents did not have to close too many presentations to top $20,000.   Utah’s one of our youngest states, but they’ve figured out that 20 presentations is the key.     All 13 agents wrote and the averaged 16.4 presentations and $3,000 an agent.  We’ve always said 20 presentations averages out to $4,000 ALP per agent that they are just proving it.   Tevor Major in the SLC North office topped Team Patrick (Reiger and Stenglein) in the battle for supremacy of that state.


Tennessee and Ontario are making a move for it with $19,841 and $18,775 respectively.

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This entry was posted on May 16, 2013 by in Leadership Development, Phil Folkertsma.
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