Altig Orlovic Agencies with American Income Life

Phil’s Leadership Memo 8/21/13

Phil_bio_pageStandardization creates great culture.   Everyone is trained the same way.   Then the process creates the success.         –RGA Nick Lorence, at MGA School, Redmond WA

Board, Executive Council, SWAT and MGA School have concluded.  Everybody’s gotten back on their flights and to their offices and now is where the rubber meets the road.

Some people will soar.   They got the boost that they needed to turn an average agency to an outstanding one.   They figured out what area of their business was holding them back, and got several concrete solutions to solve it.   They lacked a vision of where their organization was supposed to go, or how fast to get there…and they met with a top leaders who brought experience and clarity.

Their concept of what they were a part of, had gotten small or detached.   And they re-connected, or connected with someone for the first time.   They had become focused on the trivial, or the non-consequential.   And by sitting with 33 of the top leaders around the continent, they understood again what was important.   And what wasn’t.

Some had operated at an elevated level.   And then stuck there.  And all it took was 5 days to see and meet people that were ahead of them, who had broken through that level into the next.  And now they knew what to do.   And maybe it was a strong message that plateau-in at a level was a dangerous posture to assume.    In 18 years, I have yet to see someone successfully plateau; they will generally go up or down, and usually in short order.

There were a few that had a bad quarter.  I totally appreciated the candor of one of our top, top RGA’s saying, “I took my eye off of the ball; I didn’t have the results we needed; and I probably don’t deserve to be at this meeting.   But this will never happen again.”   Those are things families say to each other.  And that’s really what was taking place.

Some came to the meeting with one problem to solve in there agency.   Others came with only one thing going right, and that was this: They still had the fire in themselves to start making their dream a reality.  And so they came looking for an entire roadmap of how to do that.   Fortunately, they got that.  By the end of the board meeting, there was an entire 30 foot white board with a solution to every possible challenge they could have in their business.

There were people there from 32 years to 3.2 months with the company.   And here’s what made this MGA school the most exciting and successful that I have seen in a few years:  The people that were in the room were there because of results.  In past meetings, we often took recommendations from existing leaders.   We took nominations.  We had them fill out an essay why they should be selected.   We’d listen to stories and hear about people’s backgrounds and skills.

This meeting was different.  It was all about who was getting results.  Even though they may have only been there a few months.   Now there’s nothing wrong with an MGA referring one of their people.   We trust our people.  But here’s what sometimes happens:  You become mesmerized by people’s personalities, or resumes.  Or they just click really well with you.  And that’s okay.  But what we need as a company is people that came make it happen.   Movers and shakers.   Rainmakers.  I don’t care what you call them.  And we don’t care if they’re 6 foot 5 or 4 foot 10, male or female, 23 or 53, ex-biologists, former night club owners, pastors, NFL cheerleaders, and we had all of those; from any part of the world, as long as you are a doer.   You can follow a plan and it REALLY REALLY bothers you if you aren’t able to do something you promised you’d do.   Then we want to invest our time and resources into you.

Who are those people?   Last week, I gave you the answer.  It is simple.  Pull up your Production Report.   Pull out your pipeline and agency production report.   In fact, we won’t even ask your manager.  They may not believe in you as much as they should.  They might not even like you.  If you are making it happen, we want to make you better, stronger, smarter and richer.   We just can’t work with someone who doesn’t have the activity or attitude.

So everyone left the meeting the same way they came.    Some came in town cars, some in taxis.  There was one Maserati and I heard the rumbling of one RGA’s Harley as he exited through the porte cochere.  And now what happens?

23 different people from every part of the business spoke.   The participants all heard the same wisdom, knowledge and inspiration.   Some will soak it in.   They were drenched with the best of the best.   To others, it will be like a vapor.   It touched them, but nothing soaked in.  It hit their skin and almost immediately evaporated.  Some will be our next successful MGA’s and RGA’s.   Others will peter out, make a couple excuses and fade.   We have some of the most successful people in the country in our company.   And we have some that will never attain even meager levels of success.   As I made my way around the conference center, I was struck by the contradictions.  The paradoxes. We are a company of contradictions and paradoxes.   That can be confusing, if you don’t think it through.  Over the next 5 weeks, I’ll do my best to give you the best of the best from this week’s meetings.   And I jotted some interesting contradictions about our company in the sidebar of my notepad.  I’ll share a few of them with you, and how this happens and what it means.   It could be an interesting discussion and maybe give you some insight into business, life and Altig-Orlovic.

We had 7 territories over $22,000 and two more pushing $19,000, so this thing is catching on.

Washington. $37,802. They’re getting the most sits and sales off of referrals, but that is where the world is going.   Unions, associations, and affinities are great, but we are organically, technologically connecting more and more every day.   94% of coded agents worked.  That’s solid.    Redmond with Nick Lorence topped $40,000.  I met leaders from Tacoma, Lynnwood and Renton this past week.  Anything short of $40,000 is under-performing.  You are that talented.

#2. Utah.  $31,841.  New agents in Utah write an average of $1,061 per sale.    I made a mistake in my memo last week, when I used $850 per sale in an illustration.   That’s re-setting people’s expectations to the lowest common denominator.   That’s poor leadership.  I promise I won’t do that to you again.  Patrick Rieger.  $27,000 in total ALP, just in his MGA-ship.

#3. California.  $29,687.  Their new agents are better than 1 out of 4 on Response Cards and POS.  And one out of three on Referrals.  And that’s just the new guys.  I had a chance to sit, okay, party, with some of the upcoming leaders of the California and you can see why they are doing well.  They have some very wise and seasoned guys in leadership positions.

#4. Virginia.  $28,861.    New agents were 19 out of 76 on referral presentations.   I like that for two reasons.  One is that 76 referral presentations are about double from what they were doing.   They were doing 40 in February.  And secondly, they are closing one out of four.  New agents are experiencing a reasonable degree of success.  And that only builds and encourages.

#5.  British Columbia.  $28,460.   Another office where new agents are writing $1,100 apiece.   $58,000 total ALP and a whopping 31% close ratio across the board.   Bob Gujral and Alex Kae lead Burnaby and Surrey, they are #1 and #2 offices in that province.

#6. Tennessee. $24,232.   Both BC and Tennessee show new agents closing almost 1 out of 4.  Great training.  They’ve got four offices in this state.   But Ashlynn Orng wrote $24,000 just in her agency, at $1,000 a sale and 37% closing, so I’m putting that in the marque today.

#7.  Hawaii. $22,742.   They are still the leader with 1,200 referrals being picked up a week.  $73,000 total.  Kimo Collins in Waipahu leads the pack this week.  If I ever win a party bus trip across the country, I’d fill it full of Hawaiians.  They are the greatest people on earth.  Thank you for showing all of us professionalism, fun, passion, and class.

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This entry was posted on August 21, 2013 by in Phil Folkertsma.
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