Altig Orlovic Agencies with American Income Life

Phil’s Leadership Memo 8/28/13

Phil_bio_pageEvery single qualification for success is acquired through habit. Men form habits and habits form futures. If you do not deliberately form good habits, then unconsciously you will form bad ones. You are the kind of man you are because you have formed the habit of being that kind of man, and the only way you can change is through habit.     ~ Albert E.N. Gray – The Common Denominator of Success

If you didn’t read the e-mail Ilija sent out under the title “The Common Denominator of Success“, you should go back and soak it in.  It’s a short 6-page read.  I know we’re a society of texting, tweeting and blogging and a whole 6 pages almost seems verbose.  But it this written and delivered over 70 years ago (when women didn’t have the opportunity everyone now has) and the principle is as true today, as it was when Mr. Gray discovered this truth for himself.

As the introduction points out, this law applies everywhere.   This morning I opened the Seattle Times sports page and the headline article was about their new starting second baseman, Nick Franklin.  He was a first round draft pick, and age 22, has a multi-million dollar contract and plays the game of baseball in front of 20,000 to 40,000 people, 160 nights a year.   Some guys have all the luck.  He won the genetic lottery.

Or did he?   They went back to his old summer league coach in Florida to get the real scoop.   He played for the Orlando Scorpions, under coach Sal Lombardo.   The Orlando Scorpions facility isn’t a posh Pro Club with latte stand and a nice cafe.   It has no outdoor signage; the windows are tinted one way, to the street.  According to Coach Lombardo, “People come here to work, sweat, hurt, and improve; until somebody tells him to stop.   Nick never stops working.   He has outworked every player his age since he was 6.”

His dad built him a backyard batting cage when he was 6 or 7, and the two of them spent hours in it every night – about 300 nights a year.   One night when he was in high school, he played a 17-inning game.   But his batting was off.  He was 1 for 7; so when they went home, they spent  two more hours in the batting cage.    “We didn’t have any fun that night,” he recalled. “It was just hard work.  It wasn’t fun doing it.   Nothing comes to you through fun.”   He was willing to do the things that failures don’t want to and don’t do.

And now he calls himself “Blessed.”   Most people would agree. But here’s my thought.  If he put that much dedication into ANYTHING for 15-16 years, he would be amazingly successful.  If you put that much focus and effort into anything for that long, you would to.  And you are in the perfect environment that directly rewards you for the efforts you put in.    Rick’s been at this for 31 years.  Ilija 17.  It’s just a matter of doing what most people don’t want to do, that differentiates between a successful person and a failure.   Good stuff.

We’re back at Board/Executive Council/NGL/MGA School.  What a fantastic time.  Make sure to ask anybody who was there and you’ll hear 72 identical responses.  Fantastic.  I take that back.  I heard one complaint.  One RGA felt they were recognized enough for their work.    We took all the numbers straight off of CAS and the Planet.  We just recognized what really happened the previous few months.    I’m going to stand with George Washington on this one:  I cannot tell a lie.  We’re not going to fudge the numbers or manipulate anything, to avoid hurting or not hurting someone’s feelings.   The numbers are what they are.  It is what it is.

Best Speeches.   For pure content, Ilija Orlovic’s closing speech was the most packed.  It was so full and rich I couldn’t keep up with my note-taking, so I snuck out a copy of the transcript.  Don’t tell him.  I’ll summarize the highlights and throw in my commentary.  This may take a couple weeks.

There is no culture without history.  In fact, this week you are establishing culture in your office.  Is a 12-presentation week acceptable?   Is everything from the front of the room done with excellence?  Or was it thrown together quickly this morning.   Culture is the accumulation of expectations, attitudes and behavior that is prevalent in an organization.   Read that last sentence again. Culture is the accumulation of expectations, attitudes and behavior that is prevalent in an organization.

How do you establish a good culture in your office?  Every office and MGA-ship has culture.  It’s just a matter of what your culture is.  You can even have bad culture.  In fact, that’s find of easy to do.  Bad culture is the default.  If you do not establish a good culture, you will automatically have bad culture.  That is the natural state of things.    So how do you establish Good Culture in your agency?   There are 10 checkpoints, 10 points of contact that everyone goes through and it must be established and re-enforced at every juncture.   He laid them out in order.  Follow along.

#1.  It starts with hiring.    This is opportunity unlimited; and yet I have seen many people try to sell it.    This is the hottest deal in town.   Is there any particular reason they shouldn’t sell us on why we should hire them?

Hiring is the reverse process of selling.  Hiring is being the toughest buyer in the world, not a sales person.  If you are selling, you are going to hire buyers.  Let me ask you; can buyers go out and sell?   Remember sales happen in every home, it’s just a matter of who sold whom.

Imagine your toughest client that you ever had.  One that listens carefully, asks occasional, smart, unexpected questions and tells you at the end, I am not sure that I need this.  Just imagine for a moment please. (pause)    That’s exactly how you should act when you are doing hiring.

People need opportunity unlimited – you don’t need people.  And if you do want people, you want those that are capable of selling you.   This is where everything starts and if this is done wrong, there is no hope in having the right culture.

If you are the kind of leader that is a wuss (I’m not sure how to spell that either) and people and candidates make decisions on whether they will join your organization on their own; they will also make decisions on whether they will work, how and how much; what directions they will follow and which they will  not and they will never respect themselves or you because they didn’t earn it through the process.

That’s not something you quick skim through and understand.  You need to read that several times, think about it for an hour or two, and then grasp it.   Next week, we his the second point of contact.

Top States and Provinces.   Another $700,000 week, so lots to report.

#1.   And this has to be a record for First Six Month Production:   Washington State, $72,702.  24% closing overall.  Almost $1,000 a sale.    53 out of 54 coded agent wrote business.    That’s a whopping 98%.    They did everything well, but not stratospheric numbers.   Nothing your office couldn’t (or probably hasn’t done).  But they just did WAY more of it.   Redmond wrote over $64,000 alone.   Over 25% closing, more than $1,100 ALP.  Nick bottled up the week of meetings and poured it out on the office there.   Ginny Lee is the up and coming star there.  She had $8,800.   Vancouver, led by Levi Stearns, had $20,000.  Renton $15,000.   Tacoma and Lynnwood, $10,000 and Spokane $8K, so they are hitting on all cylinders, but I know they have even more talent.

#2.   Tennessee. $27,909.   New agents out of Tennessee average better than one out of four sales, at over $900 apiece.    Think about that.  Every four presentations, you average $900+ ALP.   So see 4 people in a day, the minimum and you earn over $600.   Advance ($900 X .5 X .65 = $292.50).   Bonus ($900 X .15 = $135).  And guaranteed advance ($175).  Or $602.50.   You need to make 2 sales a week (or one over $1,150) to get the bonus and guaranteed advance.   But you’re going out five days.   And that’s just in 1!   Anyone out their making $600+ a day before they came to American Income Life?  And that’s just brand new agents.   22 referral presentations.

#3.  Minnesota.  $600 behind them.  $27,261.  Everyone walked away from the MGA meeting thinking, “This Ryan Stenglein guy is really talented.”   We’ve always known that.   It’s great to watch it come out like that.   Over $2,600 in ALP for the state.  Patrick Stenglein had $14,000.  He’s the incredible narrator on the new Altig Orientation video being released.   Too bad we only got two brothers.

#4.  Utah.   $400 behind them.  $26,859.  New agents in Utah average $1,119.   $1,100 is what we shoot for, so they’re already over that.   13 out of 63 referral presentations, so they’re strong in that area. This is Patrick Rieger ($19K in Total ALP) and Trevor Mayer with $13K.   They are one of the hottest states in the country.

#5.  British Columbia.  $23,351.  Also closing one out of 4 at $1,000 a sale.   $52,000 in Total ALP.  Burnaby with $23,000, Surrey, $18,000 and Vancouver a little over $11,000.  Noel Able’s MGA-ship knocked it out of the park.

Manitoba is lurking in the wings with $19,072.  Look for them to join the ranks of the best soon

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This entry was posted on August 28, 2013 by in Phil Folkertsma.
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