Altig Orlovic Agencies with American Income Life

Phil’s Memo 6/2/2013

Phil_bio_pageMany persons have a wrong idea of what constitutes true happiness.  It is not attained through self-gratification but through fidelity to a worthy purpose.       –Helen Keller


Two deadly residential fires in Texas are a good reminder of the “Why” of our everyday work.   Something that you do today may seem ordinary or routine, but it will be life-changing on the day a family needs it the most.   The Hearthwood Condominiums, about 30 minutes from here, caught fire last week, and the blaze soon grew out of control.   Eventually, 100 firefighters responded, with the first on the scene running into the structure to seek out and rescue those trapped inside.   Six people were pulled out of the wood building, and then the floor above one firefighter collapsed.   He radioed out.   Right after that the radio went dead.


Three hours later, the fire was extinguished, but all of them knew that somewhere inside the gutted building was the body of one of their own.   Stanley Wilson had gone to high school only a few miles away, and served 28 years as a Dallas Firefighter.  They formed a line from the wreckage to the ambulance as the paramedics brought the stretcher out.   It was draped with an American flag when the gurney returned.  The line up could only remove their hats and salute.


Less than a week later; in Houston, Texas.   The kitchen at the Southwest Inn, a motel and restaurant along the Southwest Freeway became engulfed in flames.   All signs now point to arson.  Again, 100 firefighters responded, battling both fire and high winds for over three hours.   The roof collapsed trapping 4 firefighters inside.    Three died at the scene; another at the hospital.   Five more were injured.   The untold story is the families back home that must now face life on their own.    I knew a firefighting family in my hometown.   The wife said that every time she heard the sirens, she tensed up a bit, hoping he would make it home alive.   These are real life heroes.


We work with a lot of firefighters, their families, and close friends.   If ever there was a doubt as to “Why” we are so passionate about covering the lives of all of them, this week should erase any doubt.   Unfortunately, the results of what we do is detached from the actual work.   A chef gets to see within 30 minutes, how his or her creation turned out and watch the people enjoy it.  A doctor sees most of his or her patients heal within a week or two.    Some maybe a couple months.   Sometimes they don’t get well.   A psychologist or counselor will generally start to see change within a month.   Six months at most; if they are able to be restored or get the problem fixed.   A farmer will see a crop ripen in 4 or 5 months.  Or annually.   If they’re in dairy, it takes about 2 years to see a calf start to contribute.   But what we do is long, long, long term. Or at least we hope it is.  It’s almost invisible.   Yet, essentially vital.   Can imagine a our society without the safety nets that we provide?


And so we must constantly refresh ourselves as to our “Why.”   One of my favorite moments at last month’s NGL meeting was sitting at lunch and listening to two of our new leaders tell about having to meet with clients they had just sold to, who called up and explained what a policy had done to a family near them, and they now realized that they needed more.  It takes a mature person in our industry to stick with it long enough begin seeing the payback, the long term rewards.   A fireman’s family that is now looking at a life they never imagined.   A fertilizer plant in West, Texas explodes.  A hurricane in Oklahoma levels everything within its past.   A wreck on I-40 claims four lives.  We don’t know where, or when, the next family is going to be.   But we know eventually, no one escapes.   As you go around meeting with people this week.   Remember you’re “Why” and how passionately we must perform in our calling.   That’s all I’m going to say about that.


A while back, I was flying between our Minneapolis and Nashville offices.    I was halfway back in coach; the flight was full.    Besides me was a ordinary-looking guy with blondish hair and a soft smile.   Before the flight even took off, he had taken out a pen and paper and was feverishly writing.  I kept to myself.    After we were in the air, he lowered his tray table and continued.   He’d quickly jot a couple things down, then look up and be deep in thought.   After 15 minutes had gone by, I looked over and glanced down at his paper to see what he was writing down and I noticed that he was writing down numbers.   Interesting, I thought.   I waited another 10 minutes as he wrote several more numbers.   Paused.   Wrote a couple more.   The paper was filling up.


Then he seemed to get stuck.   He fidgeted in his seat a little. I left him alone because he seemed pretty deep into it; but after a while, I thought, maybe I can help this guy.    So I turned to him and said, “I noticed you’re struggling with a math problem.   I was trained in accounting; maybe I can help.”   He responded,  “Thanks for your offer but I’m not sure you can help.   You see, I’m writing a song.”    Then he extended his hand and introduced himself.  “Hi. I’m Steve Green.”   My daughter loved Steve Green songs.   He has sold millions of albums and been nominated for four Grammy’s and won seven Dove Awards.   And here he was, sitting beside me using numbers to write a song.   I’ve never watched a song being written, but all he had on his note pad were numbers.


I did a little research on it and it turns out that music is “amazingly mathematical”, according to one music-writing website.   All the scales, the harmonies, the rhythms.  It was all mathematical.   And there is a strong correlation between mathematical genius and musical genius.   Ancient Egyptians, Chinese and Mesopotamians all studied the mathematical principles of sound.  Today, many composers study set theory and abstract algebra to enhance their trade.  Transpositions and isometrics are now all done on computers; they are math based.  Sometimes it’s learned, for others it’s an innate.


So.   I threw you a question last week.    What is the one subject in school that you must have at least a basic mastery of?    The one class you probably shouldn’t have skipped or dozed off in if you wanted to set a strong basis for a successful life?  Yes.   It’s math.   And it’s not just for songwriters.  It permeates almost every area of life.  Including your business.   But you don’t need to be a math major or numbers genius.   What do you have to know and master?   What do you have to watch out for if it’s not natural to you?  We’ll spend the next few weeks learning how the basic principles of math can change your business.


Offices with New Agent Production over $20,000 ALP.   The four offices with the most New Agent ALP are also the four with the most Total ALP.   Coincidence?   Hardly.  They are the offices that are growing and inspiring excellence.

#1.   HAWAII.  $39,564.   73% of all their sales were off of referrals.  Both new agents and tenured ones.   25% closing.  $2,400 ALP per agent.   Maui was even better. 34% closing.  They led the state in # of presentations per agent and led the state in ALP.  $32,050.  That’s 10 writing agents, so you do the math: $3,205 per agent.  Blake Higuchi and Jon Emura do it again.  Pam Furuya and Daven Hermosura lead the Ualena office at $20,000.   It feels like I need a few more consonants in that last sentence.  $3,300 per agent, so they’re strong too.  Kimo Collins and Shiwa Hollingsworth lead the Waipahu office at $17,400.


#2.  CALIFORNIA. $30,944.   Huntington Beach, Los Angeles and Chico all topped $13,000.  In that order.   Josh Olin, Levi Stearns, Dan Toshner and Dave Thorton.   That sounds like an AIL Hall of Fame right there.


#3.  WASHINGTON. $29,253. 12 response card sales, 12 referrals, and 7 POS.  They know how to sell any kind of lead already.  Total ALP comes in at $110,600.  Nick Lorence, Hunter Houvener, and Vlad Derevyanny lead this state.   Be fun to have a rumble with the Californian Team.  They’re both highly competitive.


#4.  NEVADA. $24,184.  Las Vegas tops everybody.  Darrell Asbell, Ho Tran and David Iriye combined to lead this office.


Honorable Mention.  Tennessee.  $18,209.   They are inching up each week.

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This entry was posted on June 4, 2013 by in Phil Folkertsma.
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