Sales Executive Reflects on 36 Year Career
Mike Tomlinson became a member of Aflac’s prestigious Hall of Fame in December 2015. This honor recognizes individuals who’ve had a significant career impact on Aflac’s 62-year existence. Currently, Mike is the youngest member admitted into this elite group of 17.
How did a Detroit Lakes, Minnesota native and 28-year resident of Watertown, South Dakota reach this level in a Fortune 500 corporation that regularly lands on the annual 100 Best Companies to Work for list?
It wasn’t luck or connections. It was hard work, dedication and Midwestern values.
Mike’s father Mac (Marion) had the biggest impact on his life. “He was my business role model. He instilled a strong work ethic in me and extremely optimistic attitude toward business opportunity in America.” Mac founded two successful businesses and purchased another. His father, who was 72-years-old when Mike was born, retired from the day-to-day management of Tomlinson Lumber in Callaway, MN in his late 70’s. “One of the hallmarks of the lumber company’s success was treating the 50+ employees so well that they stayed long-term and performed very well,” recalled Mike. “Dad also became a Christian later in life and this had a profound impact on the business values he instilled in us.”
In retirement Mac developed a large tract of lake property that he owned in Detroit Lakes MN. Mike and his brothers and sisters worked shoulder-to-shoulder with their dad to improve and sell these lake lots, all the while learning valuable life and business lessons.
Values Guiding His Life
Mike is led by three values that guide his everyday life. They are:
- Tell the Truth. As his dad used to say, “Tell the truth and you only have to remember one story.”
- Under Promise and Over Deliver. Always meet or exceed expectations. Be careful not to overcommit.
- Listen More Than Talk. Ask good questions and really listen. “I was really impacted by Stephen Covey’s advice in The 7 Habits of Highly Effective People to ‘Seek first to understand and then to be understood’.”
Family + Music Man
Mike’s greatest joy comes from having a great family. He and wife, Michelle, have been married 40 years. They are the proud parents of three sons-Jeremy, Jesse and Jackson-and grandparents of five girls and eight boys. An ideal day for Mike, now retired from his 36 year Aflac career, is spent traveling and experiencing God’s creations and relaxing with his family.
Mike also enjoys music as a guitar player. He’s been a church worship leader for more than 25 years and played in the successful country rock band, Sagebrush, in the 1970’s. This northwest Minnesota band opened for and toured with national acts such as Black Oak Arkansas, The New Riders of the Purple Sage, Jerry Jeff Walker, The Bellamy Brothers, Alabama, and others.
His all-time favorite song to perform is Tom Petty’s “Runnin’ Down a Dream”. Why? Because, of course, “it epitomizes having a positive attitude and pursuing your dreams.”
Cancer Experience Begins Insurance Career
Mike’s mother Ozella passed away from a nine-year battle with cancer just three months prior to his first insurance agent interview. It was the cancer policy that drew him to a long Aflac career. “Even though my parents had excellent health insurance, I could see a clear need for a cancer policy to provide additional cash benefits to cover the multitude of non-medical (travel, lodging, meals, loss of income, etc.) expenses caused by this disease.”
As a 22-year-old, Mike was astute enough to recognize a company with great opportunity for growth and advancement, if he delivered results. And, once aboard, he applauded Aflac’s commitment to fairly and quickly paying claims and thrived in the pay and promote for performance culture. “I never really considered taking on or switching to any other companies or careers.”
Rising Through Aflac Ranks
Mike’s work ethic and business savvy led him to rise quickly in Aflac. He was a District Sales Coordinator (DSC) for five years before becoming a Regional Sales Coordinator (RSC) for three. It was during this time that his favorite Aflac memory happened. His NW Minnesota Regional Team broke the Aflac all-time production record (Wall of Fame) by coordinating a complex take-over of a block of Medicare supplement business in MN. This achievement required extensive collaboration and was one of his most challenging and gratifying leadership efforts in his 36 year career.
For nearly 20 years Mike was the North and South Dakota State Sales Coordinator (SSC) before becoming the Vice-President of the Central Territory (8 states in the upper Midwest)-a position he had for six years.
He then held several senior leadership positions at corporate before his retirement, including Senior Vice President and Director of U.S. Sales. Here he oversaw 70,000 U.S. associates and coordinators (independent contractors) and a team of 225 sales employees while managing a $125 million budget and a $1.5 billion annual sales quota. Predictably, sales positively turned 10.2 percent during his tenure.
During 35 years of leadership and management Mike’s teams achieved quota 27 years, or 77 percent of the time. When he retired, U.S. President, Teresa White said, “Mike has the admiration and respect of all of us. He is an outstanding leader, not only achieving 36 years of record-breaking sales but more importantly serving as a true role model of excellence in ethics, values and performance.” Chairman and CEO Dan Amos added, “Mike is a top performer and I’ve never known a finer person or better role model. His has been an impressive and motivational journey. Along the way, he has had a direct and positive impact on thousands of lives, including mine.”
8 Life Lessons from Leading & Managing
For nearly four decades Mike had led and managed people and organizations. He shares these observations and lessons learned during this time.
- The #1-character trait that leads to professional success is persistence. It trumps talent, education and intelligence, though these are important too.
- Most people get sidetracked by working in their business instead of on their business to reach success. It’s good to step back and enlist the perspective and help of others and assess one’s business.
- Once an employee has been taught his job, stand back and let him learn from hands-on effort and results. Edge them out of the nest to fly earlier on their own.
- Think big. Don’t let your past limit your future. And, don’t sweat the small stuff. Most of it is small stuff.
- Invest heavily (time and money) in developing your people. Care enough about them to be honest and candid. Identify simple metrics (skills or activity) for improvement and monitor and discuss regularly. Praise progress as people respond much better to positive feedback than negative.
- Count your blessings regularly and work and live your life with passion. If you can’t enjoy the majority of your work, find something else to do.
- Integrity is important. If someone cheats on small things like golf or a sales number, they likely will cheat on bigger things. When I find people I can give a blank check to, I will give them the utmost responsibility.
- Work/Life balance is important. I suffered a serious heart attack at age 46 and now work hard to balance work with an appropriate amount of exercise, sleep and relaxation. The older I’ve gotten the more important my relationship with Christ has become. It’s easier to see through a mature lens that this is the ultimate “long-term planning.”
The Near Future
Mike considers himself to be exceptionally good at developing and executing strategy and staying calm and rational in tense situations. No one who’s worked with him would argue against that self-assessment.
Now, after almost two years of retirement and travel, he plans to continue to use his years of winning business skills as a consultant in the near future.
And, how he’d like to eventually be remembered, well that’s easy: “Being a loving husband, father and grandfather.”
Share with others who’ve had the pleasure of working with and learning from Mike.
©Copyright. March 2017. Linda Leier Thomason
All Rights Reserved.
What can I write for you? Contact me.