Small Business Leadership and Sales Blog

The New Orleans Saints have arguably been one of the premier NFL teams in recent history. The success of the New Orleans Saints stems from a set of core values that keeps the focus on winning ways.

Just as the New Orleans Saints have a focus on winning ways, so should your business. There are key areas that can help a business to sustain high performance excellence. Most successful businesses today hold tight to some core strategies that keep them moving forward and performing well.

At the heart of establishing winning ways for business success is a sound performance leadership-training regimen. With sound and consistent performance business success can almost come naturally. Your company should implement a performance leadership-training program as your first step towards business success.

Within performance leadership training, business success will be achieved using several strategies:

• The right people – Finding the right talent is the foundation for success. With people that not only have the skills to perform the job, but people who are driven towards success, your business can realize significant performance improvements. The right training will help you to identify real performers and how to recruit the best talent for your business budget.

• The right nucleus – At the heart of business success is a nucleus of values and processes that are tailored towards high performance. Streamlined systems that keep the focus on delivering results for your customers keep the wheels of success greased for continuous improvement and excellence.

• The right strategy – Even the best performing sports car needs a driver who knows when to accelerate and when to brake. With the right strategy for success, your team will know when to take the field, what tactics to use, and how to execute properly to make sure sales are made, shipments are shipped, and profits are booked.

Marvelous Performance Systems has a series of performance schools available that can be customized to suit your particular business needs. The schools can be structured for private meetings, private coaching, classrooms or keynote speaking to point your company team towards business success. We can work with you to put together a program with your specific goals in mind and that is unique to your particular industry and business.

Help performance come back to your workplace and achieve real success. Click here for your free small business downloads! 

Dear Marvelous People:

Our message today is entitled “The Power of Habit." For decades I’ve been involved in study groups and I highly encourage you to find a good study group in your field of endeavor as well. The book  “The Power of Habit” by Charles Duhigg, recently inspired our Study Group Leader, Mr. Brooks Tish to be inspired to make positive personal behavior changes.
May you be inspired as you seek out your own positive behaviors and habits.

Marvin LeBlanc, LUTCF 

Brooks writes:
A few days ago, while discussing “The Power of Habit,” I promised (warned) that I would send something personal from my experience from the book.

Those of you who have been members for three or four years are aware of much of my health history, which has been compounded by being too short for my weight. My dear friend Mike Stoiber, in a total spirit of love and concern, approached me during a recent Tracker2 meeting and asked “Brooks. Have you ever considered losing weight?” I told Mike it was a high priority but tough due to injuries to my left ankle and my right knee it was tough to exercise. As much as I watched my diet nothing happened without exercise.

The first of March I dug a little deeper in the willpower well and stopped eating anything with flour or sugar, even most fruits. I knew that exercise was important. This is where “Habit” came in. I found an unused reporter’s notebook that was left over from my 16 years of writing for newspapers and magazines. I started a diary of when I walked, what time of day, the wind, and how far I walked. I visited my knee specialist and had him inject some cortisone under the right knee cap to help ease the pain.

I exceeded my weight management goal of 20 pounds in March by ½ pound. We have a doctor’s balance beam scale in the master bath so it is easy to see half pounds. Before I knew it, I was emptying out the dishwasher for my wife Dorothy. For some reason that chore really bothers her. It takes her half an hour to stress, drink another cup of coffee and slowly put the clean dishes away. So I started doing it. It takes me three minutes at most. One small success leads to another small success. Remember one of the “universals” we often discuss at the study group? Everything matters to everything else.

Today’s entry: I started my walk at 9:10 this morning, in a light drizzle with a three knot wind, and walked one mile.

This book was selected for a reason—to help us find ways to change habits, to become more accountable to ourselves, personally and in our offices.

Even if you are unable to be with us in our upcoming study group, please find a small notebook and pick out a habit you would like to change, design a plan, and keep notes. It is motivating.

One more thing. It is hard to help your team members change an office or personal habit until they see their leader lead by example.

To a great small habit change.

Brooks Tish

As a small business owner you have a lot on your plate. At the end of the day, you rely on yourself to complete many business tasks. And although your tasks are immense, there is one area that you cannot skip.
Specifically, you must pay attention to funding your retirement – now.

Why? Well because sadly, many business owners do not ever get around to starting a plan for retirement. No plan! No retirement!

“Without a plan, you are forfeiting the right to ever retire in the latter part of your life!” – Marvin LeBlanc, LUTCF,CNP

Ouch! Harsh, I know. Did you really get that last sentence? Because if you don’t embrace it, then you can forget about ever retiring. I’m sorry. Someone had to tell you.
Amazingly, we push the subject of “Retirement Planning” to the bottom of our "to do list". However, it's importance should really place it at the top of the list.

May I share with you this short, enlightening article by Laura Petrecca - USA Today (click and read carefully) Many small-business owners aren't prepared for retirement

Many small-business owners aren't prepared for retirement May this article inspire you to put ACTION into your Financial Plan. I would love to have a chat with you to see how you plan to manage your ACTIONS and manage your Retirement Plan. Give me a call or drop me an email! Make yourself the priority! Today!

As always, your insights and feedback are important to our blog community. Do share your helpful ideas so that all of us can have a positive learning experience

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

Hello Marvelous People!!

This short blog can pack a huge punch when you work through the following 3 questions. (If you are not the business owner then I strongly encourage you to still work through these 3 questions and you will be able to offer valuable insights to your employer. After all, you are all on the same team, so let's pull hard in the SAME direction)

If you are experiencing frustration in your business model chances are its time to re-evaluate how you are spending your time in these 3 areas.

Grab your notebook, or your iPad and either brainstorm alone or with your team members on how you can work SMARTER by utilizing these 3 questions.

Question #1. How much time do you spend weekly working IN your business?

Question #2. How much time do you spend weekly working ON your business?

Question #3 How much time do spend weekly working on RECRUITING and INTERVIEWING high energy talent?

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.