Who are “THEY”?

“THEY” are all the top performers -- the best of the best. But what does it take to make it to the top at American Income Life Insurance (AIL)? It’s what THEY have in common. Let’s examine the characteristics of those who achieve. This is what distinguishes the best from the rest at AIL.

First, every top performer at American Income Life displays a genuinely positive attitude. A positive attitude is more than just thinking good thoughts. A person’s attitude can make all the difference. They believe in what is possible. They believe there are solutions to all issues. They are enthusiastic about their jobs and are enthusiastic about their lives. They pay no attention to and distance themselves from the naysayers.

The 2nd most predominant characteristic of an American Income/National Income Life Champion is activity. Let’s face it, this is a numbers game. The front-end numbers of yesterday don’t provide the same yield today. It’s pretty much a sure bet that simply put, those who spent the most time in the field made the most money. Those at the highest level end their day when the goal is achieved, not when the hours have expired. These people display a willingness to work hard at what they desire to achieve. Working hard is the most fundamental and the most important characteristic of any champion. Be assured, the competition is working hard…right now!

Another important characteristic of an achiever is they never stop learning. Achievers constantly look for ways to improve. They keep their minds open to new techniques. They search out people and methods to sharpen their saws. If you’re not getting better at what you do, you’re probably becoming average at what you do.

Achievers are passionate about what they do. If you love what you do, it becomes easier. When what you do becomes easier, the energy spent on stress and overcoming obstacles can be spent on some of the more positive characteristics described here. Passion fires you up; it produces energy. And it gives you a sense of unlimited potential and possibilities.

Top performers are short-term goal setters, and they have a plan. Know what you want to accomplish today. More importantly, know how to accomplish today’s goal. Long-term achievement is really a compilation of short-term goals realization. The moment takes care of the day, the day will take care of the week, the week will take care of the month, and the month will take care of the year. Break down your goal. Understand that today’s accomplishment is a component of tomorrow’s recognition.

Finally, a winner gives back. A wise man once said that if you catch a passion for helping others, a richer life will come to you. While meeting your goals and being recognized for it provides a sense of satisfaction, full satisfaction can’t come until you have reached out and helped another.

After all, didn’t someone help you?

• back to top

Our economy is crumbling. Banks close everyday, fortune 500 corporations are filing for bankruptcy, and the unemployment rate is at an all time low. However, here at American Income Life and National Income Life (AIL/NILICO), these troubling times have been more motivation to work harder than ever. The strong work ethic and determination of our Agents show we will be a company that can stand strong, despite an economy in ruins.

Although 2009 was the worst economic year on record since the 1930’s Great Depression, such is not the case at American Income Life and National Income Life Insurance Companies. In fact, our Company continues to prosper with 22 % net growth in 2009. We ended the year with a record-breaking $133 million in Net annualized life premium. To me, this proves we are truly the World’s Greatest Company, with a field force to match!

While most other companies experience layoffs and hiring freezes, we continue to provide Opportunity Unlimited, expanding our State General Agent body, increasing our Public Relations team, and growing our Agent count to more than 4,100 Agents!

If we are doing this well during the “Great Recession,” imagine how incredible our numbers are going to be when the economy starts getting better! Indeed, these tough times will be long remembered in our Company as a time of great accomplishments. And through your continued efforts, the future will be even better. I have faith we’ll continue to experience the same incredible luck and good fortune for many years to come. But what others call luck, we know as hard work. I trust you are making every effort to top past records with even higher ones.

I congratulate you on your record-breaking achievements in these unsteady times. AIL/NILICO has set a great example to others, so let’s lead the way into a stable economy for all.

• back to top

“There are 2 primary choices in life: to accept conditions as they exist, or accept the responsibility for changing them.” – Dennis Waitley.

I was recently standing in a very long, slow moving security line at an airport. One would think I would be so numb to the process that the “long and slow moving” part would not be an issue anymore. Some days it isn’t, but this day, virtually everything about the “long and slow moving” part was an issue with me. As I was seemingly inching my way along, I happened to glance behind me for what had to be a small fraction of a second. It took a few moments to register, but my mind was telling me that something just wasn’t quite “normal” about what I saw. Now, we have all been in this spot. You want to look again at whatever caught your eye – but you don’t want to be too conspicuous, right? You don’t want to get caught staring at something – or worse, someone. So I did my absolute best non-obvious casual turn of my head behind me and it became quite clear why I wanted to look again.

Standing there was a young boy about the age of 10 or so. To look at his face, you would think he was a poster kid for a Norman Rockwell painting – red curly hair, freckles and all. He looked up at me with his instantaneously contagious smile, and when our eyes met I simply said, “Howdy, pardner!” He rather shyly acknowledged my greeting, and that is when I acknowledged that this was not just some regular kid. Much to my amazement, protruding from the tops of BOTH of his Nike running shoes were 2 titanium legs. As if that weren’t enough to get my attention, there was nothing below his left elbow where his arm was “supposed” to be. Well, we ambled along for quite awhile in that line before I could muster up the courage to ask him where he was headed. He told me he was going to go see his grandma in Missoula, Montana, for a week. I asked him what he was going to do up there, and he said he hoped to do some fly fishing and ATV riding with his grandpa. All of a sudden, the security line didn’t seem so long.

Before he went his way and I went mine, I finally asked him if he had any idea how many people he inspired on a daily basis. I could tell from his reaction he was far too humble and innocent to understand what I was asking. So I simply said, “Well, you sure inspired one today. Have a great trip, and catch some lunkers.”

You see, it dawned on me that this young MAN has more challenges to deal with before he gets out of bed each day than I have had in my entire 56 years on this planet. What was so obvious was that he wasn’t about to accept his conditions as they existed. It was very clear he had already accepted the responsibility for taking his circumstances and condition and DETERMINING WHAT HIS REALITY WAS GOING TO BE. What a great lesson! The lessons are all around us each and everyday if we are open to seeing them.

And what about us? What choices do we make at American Income Life (AIL)? It’s funny when you think about the fact that the only choice we don’t have is to not make choices. Let’s choose wisely.

• back to top

Morning television viewers in the Columbus, Ohio, area woke up January 20 to see Regional General Agent Patrick Bendure of the Surace-Smith Agency. Interviewed by local ABC 6/Fox 28 television, Pat had the opportunity to tell viewers about Opportunity Unlimited at American Income Life (AIL). Pat shared about the great room for advancement and the endless opportunities at AIL. .

At American Income Life Insurance Company, Opportunity Unlimited means YOU decide what you’re worth. YOU are in control. Your performance determines how much money you make, how high you take your career, and whether you choose to hone your skills as a leader and a manager. AIL will give you the ability to have a long-term career and run your own business as an independent contractor. You’ll learn how to recruit, train, develop, and manage others. But don’t worry if you’ve never challenged yourself in these ways before. American Income Life gives you the training and experience to build an Agency and expand your operation in other states. You will have the independence, but you are not alone. AIL is there to answer your questions every step of the way.

The career fair – and the American Income booth – got a lot of traffic that day from all walks of life. Pat estimated attendance at a couple of thousand people. Out of those thousands, 50 were chosen to be a part of the elite team at American Income Life. These new Agents will start their careers off much like Pat did, and one day will be able to tell others about Opportunity Unlimited at American Income Life. Through hard work and determination, the Agents will strive to join the ranks of State and Regional General Agents, like Pat has during his time at American Income Life. Their achievements will be rewarded, with opportunities around every corner.

• back to top

What makes a champion? Motivation, determination, and activity are the main ingredients you will need. You will notice I didn’t list talent as one of the necessary ingredients to your championship run. Of course, talent helps, but hard work will always beat talent when talent doesn’t work hard.

Here are 5 steps that will ensure you will be a champion:

First, the commitment you must make to become a champion is to yourself. It is also the only commitment you need to make. If you’re going to wait around for someone besides yourself to provide some sort of external motivation, you’re going to do just that … wait. You need to believe in yourself before anyone else will.

Second, know your qualifying level of production! Set up a daily personal tracker and be committed to reviewing where you stand each workday.

Third, exactly how much time do you have? Remember the impact of holidays, vacations, and family commitments. Time off is a big factor as time left!

Fourth, what does your past performance tell you about your future strategy? This information can be the gift of becoming a champion when used properly. If you’re a producer, know how many appointments, referrals, or leads you need to book on a weekly basis to generate your qualifying production number. Yesterday’s data can become today’s road map!

Fifth and final, on every single day of your quest, don’t attempt to become a champion. Live each one of those days as a champion! While remaining humble, carry yourself with a champion’s confidence. Walk away from the irritating, the insignificant, and the trivial events that are not productive, and focus on what gets results.

If you’re not already a champion, understand why not. It’s probably because your own vision of yourself limits what you can really achieve. It’s time to get a fresh view of what your future can be when you take control of it.

When you consider yourself a champion, you’ll have a greater understanding of what makes the journey far more gratifying than a moment of recognition.

• back to top