Altig Orlovic Agencies with American Income Life

Phil’s Leadership Memo 6/18/2013

Phil_bio_pageIn the business world, everyone is paid in two coins: Cash and Experience.  Take the experience first; the cash will come later.  –Harold Geneen, Former CEO and Author


How can you tell the difference between a winner and a loser?   And you’re only giving me a half a page to answer that?   That could be several chapters but here’s one way:   Winners look at who is ahead of them and aspire to beat them.   Losers look who’s behind them and compare their outcomes to feel better about their mediocre results.    Yes, I only saw three and a half people per day….but they’ll point to someone else who saw two and a half.   In reality, they both will probably sink together.   Losers will say, “Several other people didn’t succeed.  It was too hard.”   Winners will say, “If he or she can do that, then so can I.   They don’t have anything that I don’t have.”


So who are those front runners?   Through May, Mark Nielson leads all Altig producers with $182,946 in NET ALP.   He’s second to Tone Munro out in New Zealand.   She has over $247,000 through 5 months.   Do you think Mark is looking ahead at Tone or behind at the guys he is lapping?  I can assure you he is looking ahead.  In fact, he beat Tone in May with $52,769 in ALP.  He is just pouring it on.    Ryan Kendl is fourth in all of AIL for the year:  $123,505 in personal net ALP.    He’s on pace for about $300,000 for the year.   He wrote $35,000 in May and placed third in the company.    And has 85% retention.


Dustin Dunbar is fifth Year-to-Date.   He tops $100,000 and 84% retention.     He wrote $24,000 in May, placing 12th.   Yes, 11 guys wrote $25,000 or more for the month.     Daniel Toshner, Bruce Tan and Steven Stenrud all did.   Toshner came in at $31,000 for the month.   Tan had 87.3% quality.   Big, big numbers.


Several other agents are gunning for stage.    Bruce Tan is currently 9th.   Katie Massert 11th and Erez Shabtay #14, so we could have up to 6 out of the top 10 by December.  If I know Tim Cruise, he’ll have the stage full of Altigites.   16 (or about 1/3 of the top 50 AIL producers are from our agency.    In May, 10 out of the top 26 placers in all of American Income Life work among us.   If that isn’t motivation and a great resource for you, then I’m not sure what is.


Josh Olin leads our company in the management levels.   He was Top 10 in Total ALP and Top 20 in 1st-Six-Month Agent ALP for May.    His RGA-ship had $188,265 in New Agent Production, with $356,000 of Total ALP.   Both are in the Top Seven in all of American Income Life.

Best lines from 2013 graduation speeches.  Continued.

-Not only can you not plan the impact you’re going to have, you often won’t recognize it when you’re having it.  –Dick Costolo, CEO Twitter.    You don’t know whether the person you have in the car with you tonight will be the next Rick Altig or Ilija Orlovic.   One was a 21 year-old that wasn’t recommended to be hired by the first compatibility test he took.   The other, a recent immigrant that initially struggled to close.  


-You may learn sooner than most generations the hard lesson that you must always make the path for yourself.  There is no secret society out there that will tap you on the shoulder one night and show you the way.     –Stephen Colbert, TV Host    You must have a vision of where you want to go.  Trying to borrow someone else’s vision will fail about every time.


-Real courage is holding on to a still small voice in your head that says, “I must keep going.”  It’s that voice that says nothing is a failure if it is not final.  That voice that says to you, “Get out of bed.  Keep going.   I will not quit.”  Newark Mayor Cory Booker at Yale.   And it is your responsibility to determine which voices you do or do not allow have a pulpit in your head.


-The most successful CEO’s I know didn’t start out intent on making money—rather, they had a vision of how their product or service would change things, and the money followed.

President Barack Obama at Moorehouse College

Your vision must include making others successful if you want to make it at a leader in this company.    Money is a by-product of making others successful, not yourself.


-Be attackers not defenders.   Attackers are the people with bold, innovative ideas, who are trying to disrupt the status quo, and usher in a better way.  Success comes to those who step up and persevere in their belief of what they can accomplish.   Steve Case, former CEO of AOL   I love that last line.   Because almost every person walking across the platform and receiving their diploma has at least a vague notion of what they want to accomplish.  It is only those who persevere that will actually realize it.  It will take more inner strength than you realize.


This last one is a little longer and a bit deeper.  But it is worth it.

-Each step in technological communication has made things more convenient.   But each step has also made it easier, to avoid the emotional work of being present.  To write LOL rather than to actually laugh out loud; to send a crying emoji rather than actually crying; to convey information rather than humanity.   It’s never been easier to say nothing…This is the work of being human.  It can be messy and painful and almost impossibly difficult, but it is not what we give; it is what we get in exchange for having to die.  And it is beautiful.   –Jonathan Safran Foer, Author

You won’t get anything unless you give.   And what you get will be relatively proportional to what you give.   That is a fundamental law of life that is hard to cheat.


Top territories.   It was Convention last week, so a lot of our top people were gone.  But there is always a reason for not getting it done.  My sister-in-law is Canadian and she was telling me that most Canadian provinces have now added a holiday in February.   Seems like every other month had a holiday except that one so they concocted something called “Family Day.”    There are always reasons to get it done, and reasons to not get it done.  It just depends which one you’re looking for.


#1.    Washington State.  $34,589.   The new agents in this territory are selling everything:  Response cards, referrals, POS, and Child Safe.  39 sales, minimum of 3 per category.   $96,500 in total ALP.  When you have a lot of new agents coming in, your total ALP will naturally push up as well.   We have a new leader in the state of Washington:  Lynnwood.   Yes, Lynnwood wrote $20,000 while Redmond came in at $19,000.     Tacoma had $13,000. And Renton $12,000.   Vancouver and Spokane are both taking off.   There is a lot going right in Washington, and Hunter Houvener is leading Lynnwood to new heights.  They’re closing 32% so the training that office is getting is phenomenal.


#2.  Hawaii. $24,883.    They caught onto Operation Field and have implemented it better than any territory.   24 referral sales on 89 presentations.  And that is just the agents in their first six months.   Maui and Ualena are neck and neck for dominance in the islands.   Maui turned in $28,000 and Ualena $25,500.  Waipahu topped $17,000 and Honolulu $12,000.   They averaged $2,400 ALP per agent in the state.  That’s 24% closing at $936 per sale.  Blake Higuchi is the #1 MGA-ship there with $22,100.


#3.  California.  $19,937.    Huntington Beach is the big story here.   Dave Thorton, Josh Olin and Daniel Toshner have combined to launch this office.


#4.  Alberta.  $19,285.   John McGrath has one of the top agencies in all of Altig, turning in $27,000.   How he did it was even more impressive.   28% closing, $985 ALP per sale and $2,500 ALP per agent.   Strong numbers, top to bottom.

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This entry was posted on June 18, 2013 by in Phil Folkertsma.
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