American Income Life Champions Make Adjustments to Win

American Income Life Regional Sales Director Steve Kafkis

American Income Life Regional Sales Director Steve Kafkis

To be a winner in everything you do at American Income Life, you must make adjustments all the time. The game is never won in the 1st Quarter, the 1st Half, or even the 3rd Quarter. Games are won at the final whistle.

We are at halftime right now, and we need to re-evaluate our game plans. Some of us are winning and some are behind at halftime, but the game is not over for either. We have a full half of the year to either create a bigger lead and play to win, or we need to fight back and continue the relentless effort to win; there is time to make up the deficit. We won’t make up the deficit in one week or even one month, but we have to chip at it daily and look for small victories daily and weekly. As leaders, we cannot panic.

The definition of panic is “a sudden overwhelming fear, with or without cause, which produces hysterical or irrational behavior, and that often spreads quickly through a group of persons.” Panic should not be in our vocabulary, but urgency should be…the definition of urgency is a “pressing importance”. A sense of urgency is what AIL needs without panic; some may be down but we are far from out. Some great comeback stories in sports history include…


    1. Johnny Miller was a relative unknown, but on the biggest stage of his career he beat some of the game’s immortals. Going into the final round of the 1973 U.S. Open he trailed the lead by six strokes. Standing between him and the title were Jack Nicklaus and Arnold Palmer, but before most had woken up that morning, Miller had torn through the course with a minus-eight (63), which propelled him to a one-stroke win and a place in golf history. One stroke at a time he made this miraculous comeback.
    2. In the 2008 5th game of the ALCS, the Red Sox were down 7-0 against a good Rays pitching staff, but the Red Sox never panicked and instead put eight runs up over the next three innings and ended up winning the game.
    3. In the 1992 AFC Wild Card game, there wasn’t much hope for the Bills when a 1992 AFC Wild Card game had them down 28-3 at halftime. Couple that with a 58-yard interception return by the Oilers for a touchdown at the beginning of the second half, and what you had was a game that was over before it ever got started.But then Frank Reich, who was starting for an injured Jim Kelly, began leading the comeback charge. The Bills charged back from a 35-3 deficit and took a 38-35 lead.The Oilers were able to force it into overtime, but at that point the momentum had shifted, and the Bills were the team of destiny. They would go on to lose the Super Bowl that year, but their journey was memorable.
    4. In the 2005 Champions league Final…Soccer goals are not easy to come by. That’s why, when AC Milan jumped out to a 3-0 lead in the 2005 Champions League final, there was great cause for concern.What happened in the second half was impressive not just for the sheer volume, but also the time it took to make it happen. Liverpool tied it up with three goals of their own in a span of six minutes.The teams would be forced to go to a shootout, which Liverpool would win 3-2, capping their fifth European cup title and one of the greatest comebacks in sports history.

*courtesy of Bleacher Report

This all proves that the game isn’t over yet; we can continue to have small victories every week to chip at our deficit and at the end of the game or year come out victorious.

My 12 year old son has told me that his goal this coming year is to qualify for the state tournament in wrestling. I told him he has to work on his game and continue to get stronger by working out daily. Every day he does not work out, his opponent is getting better than him, stronger than him. This analogy works for American Income Life business, too.

We have to continue to get better at what we do every day or someone will pass us up; someone will beat us. We need to continue to give 110% daily to be better than we were the day before. This is what will make us winners; this is what will make us Champions. Always remember, the game will end at the final whistle and the final day of the year. Keep fighting hard, because every day that we don’t, our goal gets further away. Continue to aspire to be better every week: hire more, produce more business, code more and have more submitting agents than the previous week. Challenge yourselves and your management teams daily with goals. As Tom Zigzag once said, “Goals are the links in the chain that connect activity to accomplishment”.

Make the adjustments needed in your game to become champions at the end of 2013 and be that team of destiny so it can be a winning year for all of American Income Life!!!

About Mark Ting

Mark Ting is a Staff Writer at Torchmark Corporation, writing about American Income Life and National Income Life Insurance Companies. Google+

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