American Income Life – Short Term Goals, Short Term Rewards

American Income Life Vice President of Sales Martin Groves

American Income Life Vice President of Sales Martin Groves

After the first month of the second quarter at American Income Life, I have been reflecting with my SGA’s on the incremental growth of most of their agencies. I enjoy talking about the difference between the independent contractor role and that of someone who has been an employee or a W2. Both have different challenges and different rewards, and if you recognize the difference in the activity of both you will realize how to take advantage of the real opportunity and the Unlimited Opportunity that an independent contractor role can bring.

A significant part of my coaching to each of the SGA’s and their leaders is to work on short term goals to build their agencies. I think this is particularly significant in our independent contractor culture.

Goal setting is just one of the strategies that assists with realizing the size of the earnings capabilities in our profession versus other professions.

I had the chance recently to reconnect with a gentleman named Vincent Roazzi who was one of the leaders in the first insurance company I worked with when coming to America. In looking back at some of his articles, one stood out that went on to explain the difference between a job and a profession.

Why is Sales the Lowest Paid Job on Earth?

It depends on whether you look at sales as a job or a profession.

The distinction may seem minimal at first glance, but the belief structure of working in a sales job vs. being engaged in the profession of sales will determine your level of success – regardless of product, company, or quality of training.

So let’s explore the differences. We might gain greater insight if we examine real-life examples of both and explore the characteristics of each.

What do people look for in a job? For me it was:

1.            Salary
2.            Vacation and sick days
3.            Benefits
4.            Opportunity for overtime
5.            Weekends off; Wednesday was “hump day” and TGIF (Thank God It’s Friday)

What about a profession? Some professions that immediately come to mind are doctors, lawyers, accountants, engineers, nurses and teachers. Professions require:

1.            A formal education
2.            Some kind of apprenticeship period
3.            Continuing education
4.            Usually some form of certification
5.            Family involvement
6.            Lifelong dedication (not just “until something else good comes along.”)

When you see an ad for sales they usually cite the need for “Sales Professionals.” And if you read enough sales materials you’ll eventually discover that…

Sales is the Highest Paid Profession the World.

In fact, a top-notch sales pro can earn more than any other profession if it’s approached as a profession. If they work in sales as a job they will discover another truth about sales:

Sales is either the highest paid, hardest profession you’ll ever do or the lowest paid, easiest job you’ll ever do.

Therein lies the difference in sales as a job or sales as a profession. And just as therein lies the truth, also therein lies the warning:

Warning: If you took a sales job because nothing else was available in your field and you’re not willing to make the sacrifices that the profession requires, quit now before you starve to death.

– Article by Vincent Roazzi

So, let’s go back to the title of my message “Short Term Goals and Short Term Rewards”. In navigating the day to day challenges of our profession, I ask my leaders to set out specific goals within a certain timeframe for both themselves and their agents. I believe in doing so you get the gratification of getting to achieving incremental success in different stages of your career. Whilst you are working on these short term goals you are also learning the business, the products and the industry that can bring you wealth that is not easily achieved in other careers or professions. The challenges may be more strenuous than a W2 position because of the unpredictable nature of our business. The rewards, on the other hand, are also hard to question in many cases.

I recently met up with Unique Hunnicut who is a General Agent in Alex Roland’s Agency in Dallas. When I initially met Unique, she enthused and promoted all around her that her earnings for the last 3 months of 2011 with American Income Life were nearly as much as the previous 9 months in the real estate business. This made a huge impact and impression to those around her on what the earning capabilities were at American Income Life. When I met her a few weeks ago she greeted me with a warm welcome, and we had the opportunity to talk about her continued growth as a leader at American Income Life. She informed me that, in receiving her 1099 for 2012, she had exceeded the $100,000 mark for her first full year in the business. Now that is impressive!!

I don’t know any other careers where that can happen in your first full year in the business. Unique worked her short term goal and got her short term reward, and now she is focused on the next level of leadership at American Income Life.

Make YOUR plan and YOUR goal for 2013, and you too could be rewarded for the hard work you put in the same way as Unique.



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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