Altig Orlovic Agencies with American Income Life

Phil’s Leadership Memo 9/17/13

Phil_bio_pageMonotony is the awful reward for being careful.    –A. G. Buckham

Monday Night Football this past week was fantasticRG III and the Redskins versus Chip Kelly’s new up-tempo offense.    It was the same offense he had implemented at the University of Oregon.   He was the head coach there for four years, taking over a program that had always taken second and third fiddle in the Pac 12.   He made it to a BCS Bowl game every year, including 2 Rose Bowls and the National Championship game, breaking every offensive record in the books.

But the critics said it was “gimmicky.”   It wouldn’t work in the pros.   The defenses were too smart and too fast.   So Monday night it was “The System” against Superman, RGIII.   And for most of the game it wasn’t even close.   Philadelphia, had only gone 4-12 last year, and the Redskins were loaded with talent.  But it was Philadelphia led 26-7 at half time; it would have been 26-0 except for a fumble return.   Philadelphia had as many first downs as Washington had total plays.   They were just playing that much faster.  They never slowed down; they just kept the ball moving.    Washington, even though they were more talented, looked slow and antiquated.

They interviewed Philadelphia quarterback Michael Vick after the game; he said they only showed about 60% of their offense and were still working on more.   They could even go a little faster once they got became more experienced.   The sideline reporter asked Vick why he had kept the ball.  “This is for Chip,” he responded.  Will Philadelphia win every game?   No, that hasn’t happened in over 40 years.   But they went from being ranked #25 in the league to the top half, just after one game.   A great system beats a great player most every time.   An excellent coach beats talent more often than naught.

What did Monday Night football look like to me?   Operation Field.   Fast, flexible and built on momentum.  No stopping, sitting around or huddling all the time.  Every minute of the game, you’re either coming, going or gaining yards.    If you’re still seeing 2 or 3 people in a day, booking just on booking nights, you will soon find yourself being obsolete.  The world doesn’t work that way anymore.  It’s fast, it’s efficient, it utilizes the laws of momentum, and it works.   Make sure your offense is moving quickly this week.

Bonuses.   In a way I wish they didn’t call them “bonuses” because that kind of insinuates that this is an extra, and it is.   Yes; this is what you make beyond your base contract.   But…. They essentially pay it out for just doing your job.  The WGB Bonus for example.   Write $1,150 ALP in a week and you get a “bonus.”   $1,150?   That’s one or two sales over a week.   And you get a bonus for that?  Helen Taylor wrote $14,000 this week.   Mark Lomanaco and Ryan Kendl wrote $13,000.  Now THAT deserves a bonus.     Even Michael Dalton, Kelly McDonald and David Gonzales.   They came in about $9,000.    Bonus ‘em.   But $1,150?   But you guys are lucky.  I don’t determine bonuses.  So write $1,150 and get a bonus.   AIL wrote out more than $1 million in WGB bonuses.

Ryan Kendl was #1 last month.  $6,486 in bonus.   Katie Massert topped $4,000.   Dustin Dunbar, $3,200.   Mark Neilson and Helen Rieben $2,952.

I feel the same way about Leadership Bonuses.  Maybe even stronger.   And here’s why.   Such a large part of your compensation is dependent upon how much bonus you get.  It should almost be called “Pay, Part II” or something like that.   When you start thinking about it as optional or extra, you run the risk of missing out on 40%, 50% of your pay.  And that’s a shame.

Nick Lorence is #1.  $9,840.   Since when has $10,000 been “extra.”?   No, that’s a big part of your pay.   Think of it as that.   Patrick Rieger is moving up the chart.  $6,700.   Trevor Mayer topped $5,000.   Bobby Gujral, $4,200.

And the Training Bonus.  They’re going to pay you extra for training someone.  Isn’t that a big part of what a GA or SA does already?   And yet, Soncya Williams and Justin Crawford each got $3,000 more above their contract.   I don’t make up the bonuses; but if they’re going to give that away, then make sure you’re positioned to get it.   A quarter of a million was wired just last month.

We’re working through Top Speeches from the great conference in August.   Onward, on Ilija’s 10 Points of Contact:  The 10 times in an agent’s career where you need to very intentionally establish culture.  #3The Day Of or Day After they pass the exam.    That is when you ask them about their dreams because at that time, their dreams are realistic.  That is when you find out the truth about their finances so that you know what you’re dealing with.   And that is establishing proper culture.  You are learning about the life of your agent and that is the only way you can effectively lead them.

That is also the point in their career where they have fulfilled the first part of their commitment because they passed the exam and that is when they are most excited again.    This is again an opportunity to set expectations, to let them know schedules and your commitments and remind them of the contract they made with you when you hired them.

Another week pushing $700,000 in new sales.   Fantastic. 

#1.   Washington State.  $52,688 in First 6 Month production.  That’s agents that are here for 6 months or less.   They’re selling every kind of lead but the close ratio on Response Cards and POS is carrying them.    49 writing agents, so they are the Heavy Weight in the ring.   Redmond wrote $30,886.  Over $2,800 ALP per agent.   But Vancouver, WA is right on their heels.  $27,368.  $2,500 per agent.   Jon Maust had $18,000 of that.  He’s at a whopping 36% close ratio.  Tacoma’s bumping up against $20,000 so expect them to join the race for #1 here shortly.

#2.  Utah.   $28,406.   Their NEW agents averaged $1,235 per sale.   And $3,181 per agent.   Trevor Mayer is the big story here.   Patrick Reiger is second in the state at $17,000.  Utah has historically been a good state for business and they are taking advantage of it.

#3.  Minnesota.  $24,035.   Last week we had the Manning Bowl, Eli versus Peyton.   In Minnesota, it’s the Stenglein Bowl.   And like the Mannings, they are highly competitive, but at the end of the day, their mutual respect and admiration is obvious.    Ryan gets the better of this week, $19,500 to $13,500.  Together, they averaged over $2,400 an agent.  So that’s good.

#4.  California. $22,912.   They’ve got 3 strong offices, led by Huntington Beach.  $26,666.  Maybe we should call that $27,000.  Dave Thorton.  $12,721.   Josh Olin $9,600.

Honorable Mention, Tennessee with $19,470.

Shout Out.  To Idaho, with $60,597 in Total ALP from 13 writing agents.   The quick math on that is $4,661 ALP per agent.  That is your measuring stick.  38% closing and tops in all of Altig in number of sits.  #2 was quite a ways back.

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