Altig Orlovic Agencies with American Income Life

Phil’s Leadership Memo 10/9/13

Your level of commitment shows in your numbers.  Quoting Tim Cruise (unknown origin)  

The NFL is in full swing.  I got a lot of comments about this week’s games.  Many of you are in a Fantasy Football league.  “American” football, as it is now known, has captured the country’s attention.   And even if baseball is in the middle of post-season play, football is what is getting all the headlines, the TV ratings and buzz in the public square.   You don’t have to be a prophet to forecast that Football will shortly over take baseball as North America’s favorite sport.  If it hasn’t already.

We learned a lot from Monday Night’s epic game. Geno Smith,  Remember Gino.  On draft day where they pick all the players, he wasn’t even picked in the first round.  Other quarterbacks were taken before him.  He lost about $3 million in contract because he fell that far.  And who was leading New York to a come-from-behind victory?   There was Gino Smith.  Atlanta said he looked like a 10-year pro, slicing and dicing the defense.    Now I know one game does not a season make, but… you’ve got to believe he’s thinking “Take that, all you teams that passed on me.”   I’ve talked to some of our people who come from families and backgrounds where they don’t believe in you.  Use that slight to fuel your performance.  Instead of getting you down, show them what you are made of.   You know what you are capable of.  Pay no attention to them.   Blaze your own path.

The difference between victory and defeat is often small.   Denver, the #1 team in the NFL so far took on the mediocre Dallas Cowboys.    Sorry Cowboy fans, until they do better than 8-8 a couple years in a row, I’ve got my mind made up.   But there was Tony Romo, passing for 500 yards and 5 touchdowns.   But with the game on the line, he threw…an interception.   He went toe-to-toe with the best in the game but when it was time to deliver, he choked.   In life, often times, the difference between success and failure, a sale or no sale, a deal that falls off and one that stays on is a little bit of effort.    You can never let your guard down.

Interesting article in this past week’s Los Angeles Times.   Since over 50% of our workforce consists of millennials, it caught my eye.   The headline: Study: Millennials’ salary expectations not realistic. The study was sponsored by American Express and in March, they survey 1,000 Gen Y-ers, and 1,000 managers.   Millenials are prized because of their technological expertise and adeptness with social media.  Over half of bosses complained of poor work ethic, being easily distracted, and having unrealistic expectations of compensation.  And I sat back and thought.   Many of our hardest workers and most focused leaders are millenials.   And they’re making six figures.   So what’s the difference?

At Altig-Orlovic, you get paid everything you earn.  There’s no dispute on your value or results; they are easily measureable.   Our compensation systems are very 21st century.   While old school corporations still slowly move people along, with annual raises; and promotions heavily weighted on seniority, we have already set ourselves up for the expectations of the incoming generation.   Last interesting survey finding:  Gen Y, more than previous generations, have a strong desire to be mentored.   But only 33% of those polled said their current boss was willing to.   We not only expect our managers to mentor, we actually call them that by name.   I also feel this is one of our areas of greatest opportunity.   Who have you mentored today?  Make an intentional, deliberate effort to make someone better because of what you know.

Finally, we’re winding up CEO Ilija Orlovic’s 10 points of contact.   We’re up to #8.  Reviews.   This is a follow up on their commitment and yours, and are a must in every agency.   Your review is the time to go through your Agent Game Plan with them.   Make sure to keep a file on every associate so you always have this.

There are three kinds of motivation:   Positive.  Negative and None.    And that last one is a major problem in many of our agencies.  I (Ilija speaking) have seen lots of people quit over this.   It is quite common that they are gone because of a lack of vision.   They may not use those exact terms, but that’s what they, in essence, are saying.   The single most common reason that is heard is that they are not receiving any recognition – good or bad.   It is far worse to be ignored than to be truthfully told about something you need to work on.    People NEED to hear when they are doing well and when they are not.   It is imperative.

Fantastic week!   Now why does it take getting the Executive Vice President to yodel on AltigTV to come out in force like this?   I’ll need some extra room this week to call people out but we always have room for fantastic performances.

#1.  Back in the saddle.  Washington State.  $36,059.  75%  show ratio.  Do you pay close attention to that statistic?  The difference between 60% and 70% isn’t 10%,  It is 17% better?   How’s the math work on that?  See me at a conference and I’ll show you, but take my word for it; you’ll get 17% more ALP.  They sold every type of lead.   $125,697 TOTAL ALP.    Buck and a quarter.  That’s a good goal to set for your state or province.  26% overall closing.   $2,800 ALP per agent.   philLynnwood was leading everyone.  They only had 7 agents, but each one averaged $4,624.   Josh Olin, Jonni Ng and Daniel Toshner are in that office.    That’s a strong team.  Redmond was second with $28,206.   Spokane was third, with $18,000.   Vancouver, Renton and Tacoma all wrote $10,000 or more, so it was victory by numbers.

#2.  Tennessee. $29,136.  76% show ratio.   $66,700 overall ALP, so a good, balanced performance.  29 coded agents, with 28 of them writing so it was all hands on deck.  $1,000 a sale (so much for “you can’t write good-sized deals in Tennessee”).   $2,400 an agent.  Gotta love what Ashlynn Orng is doing there.  $3,600 PER AGENT.   Bobby Hamilton turns in $15,000.   Over in Knoxville, 4 leaders team up to turn in $15,000.

#3.  Hawaii.  $24,164 in new agent business.  Their new agents are already 1 out of 4.  You knew they’d be back.   $77,000 total ALP.  $2,850 ALP per agent here.   Maui, $25,400.  Blake Higuchi and Jon Emura are the ultimate tag team.  That island was writing $3,600 per agent.   Chris Clark in Honolulu is making some noise with a solid $22,000 turn in.

#4.   Utah. $22,635.  $1,258 per sale among new agents.  And that was good for 5th in the company.  Wow.  Great, great job.   Patrick Rieger trumped Trevor Mayer $18,000 to $11,000 in this state.

#5.   Alberta.  $21,990.  Their new agents are already doing a lot of POS.  4 out of 14 in that category.  $61,000 total.   $4,546 PER agent.  That is not a typo.   When you close 38% at $1,400+ a sale, that adds up quickly.   John McGrath’s MGA-ship topped $40,000 and Melinda Rae Lyse’s threw in almost $20K, and Alberta was the little engine that could.


#6.  British Columbia.  $21,249.  Proving last week wasn’t fluke.   77% show ratio.  Solid appointments there.   Burnaby $13,300, Surrey $10, 300 and Vancouver $9,697.  Gujral, Ables, Kae, in that order.


Honorable Mention.  Virginia with $19,736 and Minnesota with $19,707.

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This entry was posted on October 9, 2013 by in Phil Folkertsma.
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