Small Business Leadership and Sales Blog

I am constantly being asked, "How do you do all the things you do?"

Here are a few strategies and tactics that have served me well over the years.

• I have days designated to see my clients. During these days the focus is on clients and nothing else. 
• I have paper/mail days where I do work in the office and don't see clients. 
• Every morning and every afternoon I have an appointment with myself to spend 25 minutes on social media and up to 1 hour on responding to email. It is scheduled time on my calendar. 
• When I am in an appointment, I don't answer my cell phone. 
• I make the most of my commute time (58 miles one way). For example, I wrote my book while driving by recording it as an MP3. 

If you are clear about your dreams, your discipline will reward you.

I would love to hear from you about things you do to help make Marvelous happen in your business.

Peace, Love and Gumbo!

Marvin LeBlanc LUTCF, CNP 

(DIRT)+C = Growth for your Agency © ™

A Five Part Series on how to Effectively Manage Your Advertising and Marketing Budget

Part One: D = Direct Mail

It’s a common phrase I used with the agents I worked with on marketing their agencies in the Rochester, New York area, “You know half of your advertising works and the other half doesn’t, now to figure what half that is.” Usually the line would get a polite chuckle in a group meeting or in a one-on-one a nod as if to acknowledge the frustration most insurance agents feel towards advertising and marketing. In the last ten years we have seen drastic changes in what advertising and marketing looks like in the past, pre-internet (if you can remember that far back) you had well paid professionals who were your account executives who helped you with cable, newspaper, the local coupon mailer, and so on. However in the last decade as the Internet has exploded there are a ton of “free” resources for you to use as an agency owner online, but they come at the cost of your time and really who has enough spare time to figure out the Internet when you have an agency to run? 

Looking at successful agencies that had been in business for more than five years and then applying our learning to new agencies just getting started; it became apparent that the agents who “worked the DIRT” were the agents who were having the most success in growing their agencies. DIRT is an acronym for D = Direct Mail, I = Internet, R = Referrals, and T = Telemarketing and then later with the advent of social media I added “C” referring to community involvement. So let’s dive into direct mail.

I know response rates are down with direct mail with the advent of the Internet, but if didn’t work why do you still get mail from the crazy lizard insurance company? Because it works! Now as a local insurance agent or small business owner you cannot match any large national carrier piece for piece, but you can own is your neighborhood. First understand the demographics of your neighborhood and understand who within a five mile radius is most likely to buy insurance from your company either based on price or if you are in a more affluent area then it’s a combination of price and service that will drive people to your door.

Once you know this information start mailing, and keep mailing. My feeling on direct mail is “Go Big or Go Home”, meaning you can’t just do one mail drop and say, “That didn’t work, time to stop mailing.” Direct mail is long-term strategy that will take months or years to reap a return from. However what it does is let the neighborhood around your agency know you are there month-in and month-out. With current response rates below 2% with direct mail most people will throw it out, but what you are hoping for is that when your neighbor has an issue with their current carrier such as a rate increase or bad claims experience your piece of mail ends up in their inbox, and they make the call because they got your piece of mail.

Direct mail isn’t complicated but it’s not a onetime event, and for most agency owners that’s what makes direct mail so frustrating. Key points, focus on the area right around your agency, be consistent mailing monthly or at least every other month, and keep it doing it. Because the people who respond to a mailer are not the people who are going to jump online for a quote, and you want to be “there” when they need you.

The Author: Brad Heutmaker, MBA, is the President & CMO of Chairman’s Management, LLC. He personally works with some of the largest insurance carriers and agencies in the country. You can follow Brad on Twitter @bradheutmaker or “Like” his Facebook Page – Chairman’s Management, LLC

I recently had a phone call with one of my top 200 clients. I called this client
for a completely unrelated subject that had nothing to do with their current program with me or the sale of any products or services to them.

My Business Network group is looking for a new member. I thought this client is the type that would be great for our group & our group would be great for him.

Point #1: People can find out a lot about how you think, how you do business, your integrity and all sorts of important things that may not have anything
directly to do with the sale or services your company offers at that exact moment.

Point #2: Think like your customer. Brainstorm with your team. Ask the question,
"If I was the CEO of our customer's company, what opportunities in the marketplace should I be taking advantage of?" Then connect your customer with those opportunities.

This type of strategic thinking makes you irresistible to your customer & it will be very hard for them to leave you. You are providing something of value far beyond the sales transaction. As a small business owner you have to be looking out for ways to make your business successful. 

Now, slow down and re-read this blog. Think it through. Be alone with your thoughts. Then spend some time with your team. This is an
excellent topic for your next meeting. It's amazing what kind of ideas your group can come up with to offer your client some "out of the box" strategies & opportunities.

"THINK - and then - GROW RICH!"

Be sure to drop us a line on how your group utilized this exercise. We are always excited about hearing some "real world" stories of how you've performed Marvelously.

Peace, Love and Gumbo - 

Marvin LeBlanc LUTCF, CNP

The habit of focus is an ongoing process. It is about regularly redefining what is important and saying NO to what is not important. Marvelous performance is the result of the cultivated and intentional habit of focus.

You should always be free to express your feelings and emotions. Before taking on a project think of whether or not you can do the job, and more importantly if you can do it in the time frame required. Can you meet the deadline? Always focus on your priorities and clear your mind before taking on too many projects.

Do you find you can’t meet deadlines? Have you ever listed out all of your priorities and then politely said NO to the less prioritized work? Remember, it’s not necessary to say yes all of the time and it’s not that difficult to say NO. You just need to realize that you can’t do the job. Saying NO will help you stay stress-free and not only successfully complete all your other more pertinent jobs, but complete them on time.

You should know that time is precious and in some cases, “time is money”. When some work is not contributing to your growth and is mostly a time-waster, you need to have the courage to say NO.

Make sure that you limit yourself from wasting your time and getting distracted due to unimportant tasks. Make your priorities clear and always develop boundaries so that you don’t get distracted! Staying away from distractions helps you concentrate and focus on your most important work.

This habit of focus will help you concentrate more on your work and complete your goals successfully by the deadline. Having strong work habits will help you increase your productivity and meet deadlines.

One of the biggest distractions in today’s business world is the addiction of social networking and website browsing at work. Your favorite websites will tempt you to get distracted and check for updates throughout your day. You need to keep in mind that you have to carve out time for these activities, but only after your work is complete.

Focusing on things you are passionate about will help you in your professional growth, but you must say NO to things that don’t help your growth. Initially your priority should be working on things that you passionately feel compelled to complete. If you are enthusiastic to do a job, then you are more compelled to accomplish it in order to achieve your goals. Employ the habit of focus to achieve those things that you passionately want to accomplish.

Initially when you start implementing the habit of focus, you might find it difficult to stick to it. But gradually you’ll find that life is more difficult without this important habit of focus. More and more distractions or interruptions will create more complications in your life and invite stress into your life. Focus on lessening the interruptions and increasing your work time and attention.

The habit of focus is and on going process and it doesn’t stop. There is no end to this procedure. Practice saying “no”, practice keeping distractions to a minimum, and always work toward being more focused.

Think of this analogy:
We don't buy eyeglasses because we want eyeglasses.
We buy eyeglasses because our "vision needs to be focused".
Most people can "get by" without the eyeglasses, but it will be more difficult.
You can "get by" without the Habit of Focus, but it will be more difficult.
So I'm perplexed, why do we "get" the eyeglasses, but we don't "get" the Habit of Focus?

Hello Marvelous People!

In a world that is consumed by negative media messages, let us take some time today to review a life lived with positive purpose. A life lived with positive meaning. A life that has enhanced the lives of millions.

I have paraphrased for brevity the recent eulogy given by Mona Simpson, Steve Jobs' sister. Her eloquent message shares key experiences and important life traits that we may all consider and reflect upon.

May the words of Mona Simpson inspire you as you travel down your own road. Take the time to reflect on each point, PAUSING FREQUENTLY to contemplate it’s meaning in your life.

His Full Life
• He worked at what he loved and he worked hard every day.
• He was the opposite of absent-minded
• He was never embarrassed about working, even when his results were failures.
• He was never ashamed to admit that he tried and that he failed.
• Although immensely innovative, he was also loyal. (if he saw a shirt that he liked he'd buy 10 or even 100 of them)
• He favored people his own age.
• He was never one to favor gimmicks or trends.
• He was willing to be misunderstood.
• Love was his supreme virtue. He spent time talking about love and kept track and worried about the romantic lives of the people working with him.
• He believed that love happened all the time - everywhere!
• He was never ironic, cynical or pessimistic.
• He loved broccoli, especially in season, simply prepared, with just the right recently snipped herbs.
• He felt that his success at his early age served to isolate him somewhat.
• He loved bikes and loved the Palo Alto Bike Store.
• He was humble and always liked to keep learning.
• He loved colleges and loved walking around the Stanford campus.
• He cultivated whimsy and loved roses.
• He always had surprises tucked away in his pockets. Various treats, words to songs he loved, poems, etc.
• He treasured happiness.

His Illness

• Even in his illness, so much was still left after so much had been taken away.
• And he tried. He always tried.
• He was an intensely emotional man.
• Even during his illness, his taste, his judgment and discrimination held.
• While intubated in the hospital, he still sketched:
A- devices to hold an iPad while in a hospital bed.
B- designs for new fluid monitors
C- designs of new x-ray equipment

Important things Mona Simpson learned from her brother.
• character is essential.
• Steve was an absolutist.
• Steve was a romantic
• Steve was idealistic

A powerful idea to apply in our life:

Imagine if you printed and read these words every morning in your quiet time and allow your subconscious mind and your own spirit to be transformed by these character traits.

Might that assist you as you seek to live life with more meaning and purpose?

Drop us an email (Marvin@MarvinLeBlanc.com) and share with us your story on The Life Traits that have sustained you throughout your life.

Yes, we really care and we really read what you share.

Until next time remember that:
Marvelous Performance is ALWAYS - Intentional!
Marvelous Performance is NEVER - Accidental!

See Marvin in action at: http://www.youtube.com/user/MarvinLeBlanc/videos

Two weeks ago we explored the first 3 sub-phases of frustration. If you missed the article, you can read it here.

This week we will finish up with the final 3 sub-phases of frustration, which are anger, justification and acceptance.

Anger is the most important sub-phase. In Cajun terms, people get “pissed off.” That’s the point where they’re going to have to make a critical decision. Contrary to popular thought, there are two kinds of anger: positive and negative.

Negative anger can overtake you if you submit to it. You say, “Man, we are done for. We’re poor and we don’t have a car, so we’re going to wait it out.” It is the thought and feelings of helplessness. You allow the negative energy to control your thoughts and actions.

Some take the attitude as if “Nobody’s going to make me move out of my house.” It is distorted, possessive, hardheaded and ill-conceived reasoning. Most of these people are just plain stubborn.

On the flip side of negative anger is positive anger. Positive anger is where I chose to hang out, and it’s where all of the people who are coming back to New Orleans chose to hang out. It’s where I’m asking you, the reader, to hang out when life is overwhelming and your frustration is overpowering.

Positive anger gives you the opportunity to bypass the other sub-phases of frustration. If you stay in negative anger, you’re going to go straight into the fifth sub-phase.

Justification: You are looking for all the reasons why it’s not your fault that all of this is happening.

You won’t have a sense of ownership. Instead, you might have a sense of entitlement, thinking someone else should fix this and send a helicopter or a boat.

The last sub-phase is acceptance, when you accept that this is your fate, which makes you then stay in a stage of being stuck.

The good news is, that if you have positive anger, you can avoid looking for something to get excited about. You can avoid blaming it on others and you can take on an ownership spirit.

Don’t play the victim.
Don’t play the blame game.
Own it!

With an ownership spirit, you can recommit. This is the most important, and final phase of your attitude.

Your Best Client Management Tool

As a seller of products, services, ideas, and value - your clients need you to be more than a peddler. They need you to be more than a partner. They need you to be a trusted advisor in every sense of that term. Someone they can turn to for advice, insights, guidance, and structure. And perhaps even someone to hold them accountable to themselves.

The best way you can do that is also one of the simplest ways: Give your clients deadlines.

There are 4 primary benefits to starting this habit with your current clients, new clients, and even your prospects (your clients-to-be):

1. They will see you are serious and intentional with your actions.
2. They will better perceive you as the professional you are
3. Although rarely will they make their appointed deadlines, they'll appreciate your concern for their progress
4. They want to see that you provide not only the content but also the structure for their success

Let's spend a moment on each one of these benefits.

1. They will see you are serious and intentional with your actions. A deadline conveys a commitment. A commitment conveys caring. And one sales truth that has stood the test of time is "Nobody cares how much you know until they know how much you care." A deadline shows your dedication to getting things done for your client and making things happen. At the end of the day, THAT is what they're paying you for.

2. They will better perceive you as the professional you are. Amateurs don't care when things get done. Now. Later. Tomorrow. Next week. Doesn't matter. Professionals care a great deal. Amateurs take their time. Professionals know that speed costs - and that solving problems FAST is worth a lot more than solving problems slowly. Or not at all. Step up to the big leagues by showing your client your true professionalism by putting deadlines in front of them to motivate action, outcomes, and results.

3.  Although rarely will they make their appointed deadlines, they'll appreciate your concern for their progress. Nobody likes a taskmaster. Everyone loves an encourager. Yes, your clients will miss deadlines. But they would miss a whole lot more of them if you didn't have deadlines to shoot for! When clients miss a deadline, don't beat them up about it - that's not the point. The point is that you're there to coach them through to success - one deadline at a time.

4. They want to see that you provide not only the content but also the structure for their success. If you sell insurance, insurance is not your product. If you sell paper, paper supplies are not your product. If you sell engineering, engineering services are not your product. We sell the results (both tangible and intangible) of what our products and services do. No deadlines, no action. No structure for action, no results.

So deadlines are not calendar devices - they are results devices. Deadlines and milestones (even highly adjustable ones) make sure your client crosses the finish line over into results. And the sooner they do - and the more you help them get there - the more you'll earn their business, their referrals, and their trust.

Give your clients deadlines, people - and make Marvelous happen!

In small business and in life, I have found that we go through three phases of attitude. * The first is excitement. The second is frustration, and the third is recommitment. During and after Hurricane Katrina, all of New Orleans sank deeply into the frustration phase, myself included. There are six sub-phases of frustration that everyone in my business and personal life were experiencing:

1. Shock
2. Denial
3. Fear
4. Anger
5. Justification
6. Acceptance

1. Shock is the first sub-phase of frustration. You are going to be shocked at the realization that it’s possible you’re going to be hit with another hurricane. Intellectually, you know good and well that the possibility exists, but when you see that icon again, you’re still going to be shocked. It’s amazing how many people live with the mentality of “that could never happen to me” even when it HAS happened to them before. It is easier to not focus on the adversity which is why you are shocked when the hurricane hits.Today’s article will focus on the first three sub-phases, shock, denial and fear.

2. Denial comes next. You deny that the weatherman could possibly be correct. What are the chances we’ll have another Betsy or another Katrina? This may sound humorous, but there are people who have lost everything and still believe that New Orleans and the surrounding areas will be spared in a future hurricane. I find that absolutely amazing. Never having another Category Five hurricane hitting New Orleans not only defies my logic, it defies all science.

3. Fear is the third sub-phase of frustration. You say, “My goodness, what if this weatherman is telling the truth? What if we really are going to stay in the funnel and get hit?” Fear is not something anyone likes to feel or even admit to feeling. If you are fearful, sometimes you revert back to “denial” in an effort to hide your fear.

Regardless of the stage of attitude you are at it is imperative to remember these three things:
• Don’t play the victim.
• Don’t play the blame game.
• Own it!

If you are reading this blog and were not involved in Hurricane Katrina can you think back in your life and determine what your “Katrina” moment was? How did you respond? If it was a defining moment for you as Katrina was for me, it is probably something you carry with you each and every day.

Learning to channel your energy after adversity is a gift and takes work.
I love helping people see the good, find motivation and be successful in business and in life! Join me for a and let’s make Marvelous happen in your life!

Peace, Love and Gumbo! 
Marvin LeBlanc LUTCF CNP

* Content adopted from Jim Winner author of Split Second Choice, the power of Attitude. 

"It is in surviving defeat that our true character grows and develops!" - Marvin                    

Business leaders, recall the times that you "fumbled" in your execution, not last year, but possibly JUST THIS WEEK.

It happens to everyone.  We make commitments and fail to deliver on them. We may have promised to get a project done and were not able to complete it on time.  

Perhaps you got a very hard earned referral and then somehow fear and excuses took over and you never followed up. 

If you failed to execute you need to own it and learn from it.  

How can you learn from it?  How about realizing the timing around your failed executions?  

Start now for 2012.  January, is half over and many people have not set goals for this year. Many of us are very quick to blame others and extremely slow to take ownership for our own shortcomings.  

Here is something to ponder, in the wake of Monday's LSU loss many people are disappointed, some even are saying the season ended poorly.  When you look at the numbers 13 out of 14 games were won, 92.8% of the season was done RIGHT.  What percentage of your YEAR did you get right?  I am willing to bet it wasn't 92.8%! 

If you are not working on yourself, then you are working on the WRONG PROJECT.  

If your group need to be inspired, if you need private coaching or perhaps your sales team need to upgrade their skills.  It is time to contact our team.  

My goal is to help you get it right 92.8% of the time! 

Peace, Love and Gumbo! 

Marvin LeBlanc LUTCF, CNP

PICTURE WITH ME 2 men in a Brutal Fist Fight
1 Man Down- almost laying Motionless

I now ask u - IS THE FIGHT OVER?
WHAT WOULD BE YOUR REPLY?

ANSWER:  It's only over if the man on the ground refuses to GET UP!

Marvelous people.  Memorize this -  DEFEAT IS A TEMPORARY CONDITION!

The definition of defeat is the failure to win.  If we allow defeat to keep us down in life we are depriving ourselves of the opportunity to rise above adversity.  Life is full of challenges, each and every day you have battles.  The only time a fight is really over is when the opponent doesn't get up. Think about boxing, when one of the boxers is down, hurting, bleeding and suffering the match is not over unless he refuses to get back up.

The same goes for you in business and in life.  As long as you keep getting up, day after day, you are winning the battle.  Are some battles harder to overcome and get up from?  Of course but the more you practice, the more you make persistency a permanent mind-set the more successful you will be. 

Marvelous people remember this: Defeat is temporary, persistency should be permanent!

Possessing PERSISTENCY IS what needs to be Permanent. In your Being.

REMEMBER- No one can follow you if you continue to lay down!

For more exciting ideas on developing PERSISTENCY and overcoming defeat Grab a copy of my book "Come Hell or High Water"