Small Business Leadership and Sales Blog

As a leader, you are given a formidable yet inspiring task. In any setting, you are the personal, walking, talking representation of the spirit and direction of your group. Those who follow you must do so with trust and willingness.

We all have weaknesses. As a strong leader, you must do the work early and often to identify what yours are. Admit to them. Ask your team for support. Hire others with complementary skills and strengths.

A good leader knows this advice all too well, but doesn’t always translate knowing into doing. This is often why a large ego displaces smart leadership. One of the most important attributes of a strong leader is the ability to be humble. Don't let your ego run wild. Remain humbled by those who support you and your organization.

Outstanding leadership is about being self-aware. It is about being aware of your surroundings, but also internally, the attributes that make you YOU. Discover your weaknesses as a person, and admit them. The greatest leaders in the world knew that they were flawed to some degree, and either recognized and honed their flaws into strengths or worked around them.

You probably don’t like to acknowledge your weaknesses.  Welcome to the club! The best and most successful leaders not only recognize where their areas of weakness are, they surround themselves with people who shore up those weaknesses. Those who follow you will realize your sincerity and appreciate the way you recognize their gifts as a vital component of team success.

Your team needs and wants recognition. They are hungry for it. So whenever you can, turn to your team for support. Realize that you don’t have all the answers, and it may very well be the people surrounding you who can contribute the most to solve key problems and accelerate your success as a group. Ask your team for the support they genuinely want to give you, and you’ll become recognized for the collaborative and effective leader that you are.

Of course, you must gather a team that is, in fact, smart. But beyond that, it is about finding a team whose traits complement your own traits. Focus on developing a team that not only fills vital gaps, but also magnifies your strengths. 

Ultimately, your job as a leader is to increase the collective value of your team. Use your strengths to succeed and flourish. Develop others. Raise the bar together. Marvelous leaders focus on these tasks so that marvelous performance will take care of itself.

If you like what you read, consider signing up for The Marvelous Performance Newsletter! Click below to stay connected.

Peace, Love and Gumbo

Marvin LeBlanc LUTCF, CNP

You have some choices that you may not have thought about until now.

Traditionally, a small business owner, contractor, real estate agent, insurance agent, sales people in all industries will meet 1 on 1 to present their wares and discuss their products and services. And for decades this system has worked well.

Today, we want to take it to the next level.  Today, we will discuss a concept called “Tandem Client Visits”. 

Recently one of our team members jumped out of an airplane. Since he had never parachuted, he jumped in “tandem” (thankfully) on the back of a highly skilled instructor that has jumped hundreds of times. They soared in a fast downward spiral until the instructor pulled the rip cord and guided them safely to their landing target.

Tandem client visits are similar in that a person with much more experience takes along another team member to share in the interview, note-taking and listening.

Why might you consider implementing a system with your team to conduct Tandem Client Visits? Here are 6 benefits my team has experienced as a result of this system. 

Tandem Benefit #1

The Communication dynamic is totally different. In my experience, when you are conducting client visits alone, there are so many things you are thinking about that it’s very easy to miss an important point(s) that the client is sharing. The tandem visit feels more like we are consulting and working with them.  Instead of feeling like a sales call it feels more like a team meeting.

Tandem Benefit #2

Vertical selling.   In late June of 2007, I implemented our “Tandem” system. Within 3 Client appointments  we noted that we were placing more business and solving more needs for our clients than before the Tandem appointments.

Tandem Benefit #3

Our newer team members could be in the visit so they could really get first hand experience on how to work with our clients and what our system can offer to the client.  On the job training always has the potential to be far more effective than role-playing in a sales meeting environment. Notice I said on the job training has the “potential” to be more effective. Observing a poor system or bad habits is not going to help the new team member achieve great results.

Tandem Benefit #4

Some of our inexperienced team members had self-confidence, knowledge and selling skills challenges. They needed to hear and learn how their leader would conduct a visit.  I cannot overemphasize the importance of your team members having the opportunity to see you lead.  

Tandem Benefit #5

Personally, my weakness is paperwork.  So because I hate paperwork and because my team members love to be paid bonuses, I empower them to take care of the paperwork.  My job is to spend time eyeball to eyeball with the clients. I strive to never have a computer between my clients and myself. The team member primarily preps for the appointment.  They will also prep with me.  They gather all the paperwork and relevant presentation materials.  If I have to complete the paperwork, (paper or electronic) they don't earn the bonus.  This process allows me to use my strengths and the strengths of my team members.  

Would you please delegate all activities that you are currently doing that are not your strength? If you are stuck doing activities you don’t enjoy or you are not good at, you are becoming more and more frustrated.  So find team members that are strong in the areas that you are weak in and let them do that.  

Tandem Benefit #6

Finally, I would encourage you to view yourself as a teacher. Perhaps a commissioned teacher, but a teacher nonetheless.  Our client visits are teaching moments more than they are selling moments.  We live in a society built around RUSH! RUSH! RUSH! But I promise to you that if you make your Tandem Client Visits extremely valuable teaching moments, then 2 things will happen.

1. The products and services that you represent will be retained by your company for many years longer than your competitor.

2. You will earn a great reputation & that reputation will earn you an endless stream of additional qualified referrals.

Take a few minutes and reflect about what your client visits are currently like.

How much wasted time can the tandem client visits save you by avoiding endless hours of training meetings - because your team members can learn “on the job”?

What if you tried something different? What if you tried the “Tandem Client Visit” system and it worked? It will work if you work it.

Allow yourself to offer a wacked-out, authentic, totally unique delivery system and you will become --- SIMPLY IRRESISTIBLE!

Hello Marvelous People:

Everyday there are certain activities and tasks that you must complete.
Some of these activities and tasks are enjoyable. Others are mundane.
Some you are “hoping” or “wishing” for a positive outcome. Other activities and tasks, you “KNOW” will give you the right outcome.

My simple idea today is a daily habit that I KNOW will give you a positive outcome. Why? Because I’ve employed the habit and you can too.

What’s the idea?

Everyday, read 10 minutes a blog that was written by one of the following people.

Marvin LeBlanc
Jim Rohn
Brian Tracy
Denis Waitley
Seth Godin
Malcolm Gladwell
Chris Brogan
Joseph Lalonde
Jeffrey Gitomer
David Newman
John Maxwell
Michael Hyatt
Jeff Goins
Brendon Burchard

Well, why would this be so important? Because you need to feed your mind the right thoughts, (to overcome all of the daily incoming negative messages) and you need to feed your mind EVERYDAY. Well, Marvin do you mean weekends too?

Did you hear me?
I said, EVERYDAY.

Why just 10 minutes? Because you have lots of other stuff to do and because more than likely, your attention span is so short that reading more will just make you procrastinate on other things that you should be doing.

NOTE: in a short 10 minute read, you will pick up 1-3 ideas. Ideas that if you “THINK” about and “TAKE ACTION” on these ideas, your subconscious mind will lead you to more valuable and meaningful results.

This is a LAW.

“What you think about & act upon & ardently desire, will ultimately be yours”.

So look at your calendar or appointment book and decide when you will PUT YOURSELF FIRST.

Positive self-talk affirmation:
“For just 10 minutes, I will PUT MYSELF FIRST.

• I will not check other email.
• I will not allow myself to be distracted.
• I will write down only 1-3 ideas from my 10 minute session.
• I will “THINK” about and “TAKE ACTION” on these ideas and how they will help me improve my life.
• I absolutely “KNOW” and “EXPECT” improvements to occur because it is a Universal Law and that law is:

“What you think about & act upon & ardently desire, will ultimately be yours”.

Don’t wait. Today is day 1 of the rest of your life. Please share your stories publically at this blog or privately at Marvin@MarvinLeBlanc.com

Be Marvelous and Put Yourself First Today!
Marvin LeBlanc

A Guide to Effectively Connecting to People

Hello Marvelous People:

Today our guest article is from Garrity Print Solutions. From right here in the Greater New Orleans area. Enclosed there are 3 good ideas that will help you get “unstuck” from your networking funk. Remember the old saying, “out of sight – out of mind”. Well it’s as true now as ever. Slowly read this article and then put it to work for you. Remember it’s called NetWORKing for a reason.

“The Doors to Opportunity are always OPEN!”

A Guide to Effectively Connecting to People

Networking is such a valuable skill because it allows you to create new bridges. And it IS a skill–meaning it can be practiced and learned like anything else. You don’t have to be a born extravert to network well.

Networking allows you to reach new connections, which in turn will connect you with their own contacts, expanding your reach far more quickly than you could on your own. You can use networking to market your business or even yourself.
In other words, while it’s about who you know, it’s also about who OTHER people know, because those people might open you up to a whole new audience and new sales opportunities.
Here are three tactics to get your networking game into gear:

1. Get off your couch and into the real world. If you’re browsing on Twitter, Facebook, or sending out cold emails, it’s no wonder why doors aren’t opening for you. You’ve got to play the game. And sometimes, that means getting off your butt and actually meeting people.
Be proactive. Contact someone and ask him or her out for a 10-minute coffee break. Don’t expect a VIP to invest time in you unless you have an existing connection. Who do you know who knows this person and could introduce you? What networking events would host valuable networking contacts? And if you’re at one of those events, talk to people. Networking–and all human connection–is about initiative. If you don’t put yourself out there and say hello, no one else can do it for you.

2. Offer your contacts value, instead of just expecting value from them. The idea of networking makes people feel uncomfortable because we associate it with awkward, self-interested sales people working a room and handing out their business cards. Real networking isn’t about getting–it’s about mutual giving.

Networking done right is a two way street, where both parties work to make a human connection that provides reciprocal value. So for every networking interaction, ask yourself, how can I provide value to this person? Figure out how you can help them before you interact: Can you be already known for leaving insightful comments on their blog? Can you offer them a unique solution to a problem? Could you help them find a valuable contact? Maybe they’d like the satisfaction of having someone to mentor–someone who listens to them and actually shows them a way they’ve applied their advice.

3. Respect those you’re networking with. If they are a valuable contact, treat them that way. Many who take the initiative to meet up with high-level VIPs know that it’s not enough to contact them. You have to make it easy for them to reply, because they are incredibly busy. By definition, if someone’s valuable enough for you to go out of the way to connect to, his or her time is more valuable than yours. Position your conversations with that fact in mind.

If you’re emailing to get in touch with someone, make answering the email as easy as saying “Yes.” So if you’re proposing a meet-up, make your intentions clear immediately and provide a specific time and location (letting them know you’re willing to be flexible). If you’re setting a meeting in person, don’t ramble. If you’re trying to learn from someone, understand how to ask good questions and allow your contact to talk more than you.

At the end of the day, networking is about two people offering one another mutual value. There’s nothing sleazy about building relationships with someone who is interested in the same things as you and would benefit from the relationship, too. Just learn how to offer value to another person, and soon you’ll have a stronger business and be able to reach more people than ever.

Contact me if you’re still stuck.
Be Marvelous!!

It was March of 1988, and boy, was I excited! My opportunity to become a multiline agent had arrived. The previous owner’s children had assured me that that they had cleaned out the office of their deceased father. I soon discovered that this was mostly true. As I was settling in, I opened one of the cabinets and discovered a dusty three-ring binder. In that binder was a presentation entitled, "You'll Earn a Fortune!"

The meat of the presentation shares the events that took place when the U.S. Bureau of Labor Statistics followed the lives of 100 people for 40 years, from age 25 to age 65. By age 65:

• 54 were broke and depending on relatives
• 36 had died
• 5 were still working to meet their budget
• 4 had livable incomes
• 1 was financially independent

Now how is it that, in the richest country on the face of the earth, nine out of ten people are either dead or dead broke by the time they reach age 65?

These people didn't plan to be unsuccessful. They were just unsuccessful in making their plans. The problem with people is not so much that they don't have the ability to achieve what they want, but rather they don't have the ability to decide exactly what they want. So, they need you. Yes, and I do mean you, the reader. They need your skills, your passion, your personal power. Only you can help them make the necessary plans to attain their goals.

Ask yourself this question: How can I, with my training and experience, help my clients:

• establish a real budget?
• put aside 10% of what they make in a savings vehicle?
• put aside 6–9 months of income into an emergency fund (in the event of an unforeseen medical emergency, financial emergency, or unexpected unemployment)?

People can live on 70–80% of what they earn — if they are shown and taught by a caring professional. That person is you. Keep pushing through the hard and difficult people. In my 25+ years in this greatly needed industry, I have come to realize that the people most resistant to your ideas are the very same individuals that most need to hear what you have to offer.

So, fight the good fight. Stay persistent. Keep building your skills and your story. And most importantly, keep nurturing your commitment to serve. What we do is more needed now than when I started in 1987. Continue to show people how they will "earn a fortune!" In so doing, you’ll earn a fortune, too.

Let us begin our discussion with the awareness that rejection exists in all industries and all professions. What makes rejection for salespeople so unique is that your financial security is more acutely at risk. Because of this, building your personal selling power is crucial.

Boy, did I get a good dose of rejection in 1988. Nineteen straight nos. You may ask, "Did you really stay in the insurance business after that?" As a matter of fact, I did. (Secret: if you're reading this article and you're in a sales slump, you can use my ideas and get through your current pain. You don't have to stay stuck!)

The career that I have, which started back in 1987 is still a wonderful profession that offers the opportunity for much personal growth. But do you ever have some difficult days where you feel like you've "grown" enough for one day? If you answered yes, I'm not surprised. We face some interesting industry challenges.
To combat them, here are some essential ideas that have kept me focused on the opportunities while I was slumming it in a sales slump.

1. Keep refining your sales process.

Keep practicing until your conversation is more coherent. Does your conversation flow? When your client gives you that confused look, that's your clue that you've lost them. When this happens, go back to the drawing board and figure out what you could have done differently.

2. Constantly ask yourself these key questions:

How can I make more powerful benefit statements, using fewer words?
Am I overselling my product offer, and underselling the benefits my product offers the client?
3. Don't forget to keep the focus on the clients.

Remember: The selling process isn’t about you. Keep asking yourself what you can do to get more connected to the client, earlier in the conversation. One idea? Cut through the long winded pleasantries. Get settled into your purpose for the appointment in the first three minutes.

4. Seek mentors.

Find an industry leader that speaks to you and set aside a 20 minute learning appointment every day, for the rest of your life. This will help you stay motivated and focused regardless of the challenges you face each day.Think of it this way: You can either learn from other experts that have already made the mistakes, or you can waste time and money and make those same mistakes yourself.

Finally, if you're really serious about improving, ask the client for permission to record the conversation so that you'll be sure not to miss any important details. The No. 1 reason advisors don't record client conversations is that they don't ask for permission. What a lost opportunity! Remember: Your clients are rooting for you. They want to help you.

If you're still uncomfortable asking, consider saying something like this: "I have a coach that evaluates how well I communicate, and this recording will greatly help." (I can be that coach for you or your underperforming team members, if you ask me.)

In closing, remember that activity doesn't guarantee results. I proved it 19 times in 1988. What I didn't tell you is that my record for getting "yes" stands at 19 as well. I've "slummed" it with 19 and I've "scored" 19 straight times. I can't wait until I can report a score of 20.

How about you? What is your most ardent desire? What new number will you commit to "scoring"?

Peace, love and gumbo! 

Happy Holidays! 

Marvin LeBlanc 

After finishing this article and implementing the dynamite concepts and ideas I give you, I want to hear your success stories. You can fax me at 504-731-6768. Also, I will respond to questions you may have in my newsletter, "Making Marvelous Happen".  Keep in touch.

Hello Marvelous People!

As you know, this is the time of year for “giving”. It’s also a time of year where you will need to “show up” and “make an appearance” at some social gathering or company party that you are less than enthusiastic about attending.

So may I “share and give” you a different way to look at these events?

MAIN POINT: instead of looking at these events as time-consuming & possibly boring, view them as a chance to build your inventory of prospects for the new year.

In the article below by Michele Scism of Decisive Minds, you will find some valuable tips for better networking.

Until next time.

Peace, Love and Gumbo!
Marvin LeBlanc

Another important layer of Marketing is Networking, so I asked networking expert, Tonya Hoffman, CEO & Founder of Organization of Power Partners and author of soon-to-be released A Client A Day The Coffee Shop Way to speak about networking. Here are some of her great insights to networking:

Who is Your Ideal Client? – Who is it that you really want to serve? You can serve everyone – by focusing you spend less time on people who aren’t a good fit

Realize that people have different buying patterns- Some people will buy right away while others need time to research and think. Most people fall between these two extremes.

What do you have to offer each type of client? Make sure you are prepared for those who want to buy right away. Yet, also have more information for people who like to research.
Stop trying to make things perfect. It is far better to get out there and take action than to spend a lot of time getting everything right.

Always increase your skillset – What are things you need to improve on for networking?
See an opportunity and act now! Some of the best opportunities I’ve had some from overhearing someone who needs what I offer.

Find out where your clients hang out and go hang there too!

Start a conversation

Make an appointment or say goodbye. It’s not always a fit and that’s okay!
If they make an appointment, make it exciting, not sales. Make them feel special as if you are giving them a gift!

An important thing to remember in marketing – when clients see how they can do something or how they can change something, you have their attention.

For the full article online please click here.

Michele Scism is a powerful, inspirational and funny speaker and is available for interviews related to 6 figure business growth, online and social media marketing strategy and decision making.

To schedule an interview call 337-205-7455 or email Info@DecisiveMinds.com.

Hello, Marvelous People,

As you know, planning takes brain time and it usually takes quiet time. But the rewards for planning out your conversations is better communication with fewer misunderstandings. On the subject of communication, it's so important to me that it actually appears as rule number one on the five impossible rules found on page 91 of my book. 

Think out the words you use before meeting with coworkers. Think out the words you use with those you serve. If you are looking for some ways to thank your clients, try these four ideas from Colleen Francis of Engage Selling.

1. Thank a prospect for taking your call. "Thank you for talking with me on the telephone. I know time is precious and I'll always respect the time you invest as we discuss the possibility of developing a business relationship."

2. Thank a prospect for meeting with you. "It was a pleasure meeting you. Thank you for the time we shared. We've served many happy customers, and my wish is to someday serve you. If you have any questions, please don't hesitate to call."

3. Thank a customer for making a purchase. "Thank you for giving me the opportunity to offer you our finest service. I know you'll be happy with your investment and I appreciate the relationship we have built."

4. Thank a non-customer for not making a purchase. "Thank you for taking the time to consider using our services. I'm sorry that your plans don't include making the investment at this time. I know you will have a good experience with XYZ company and, if you need further information, please call me. As promised, I'll keep you posted on new developments that may benefit you."

In closing, realize that one of the greatest tragedies in life is to seize upon a great idea and not immediately start using it. Print this article, tape it to your monitor, and use one of the four thank yous on your next phone conversation. Let us know how it worked for you and we would be amiss if we didn't take a moment this Thanksgiving week to thank all of our loyal readers out there.  

Have a wonderful Thanksgiving and thank you for reading, commenting and sharing our articles. 

Peace, Love and Gumbo

Marvin LeBlanc 

Hello again, marvelous people:

Today's message has to do with coaching ourselves to listen & probe for the 11 key life events.

As practitioners, it’s easy to spend too much time working on the Conviction Step of the sale. You know, the part of the sale where you show your client your knowledge about the features, advantages, and benefits of your product. Your slick illustration. Your colorful graphs. Your impressive statistics.

Yes, it’s important to have current knowledge and expertise. Absolutely! But if we have the knowledge, and no one to speak to and share our insights with — at the right time in their life — then we have a very small chance of developing and landing a life sale.

So, you might say, give me something simple that I can use today that will build me a fresh inventory of people to visit.

Here are 11 key life events:

• Birth 
• Death 
• Marriage 
• Divorce 
• Graduation 
• College
• New Home
• New Apartment
• New Vehicle
• Funeral
• Anniversary

I would suggest you to jot down these 11 key life events. Laminate them. Put them in your front pocket, your wallet. Tape them next to your phone that you use when you “Power Dial” for appointments. The life event card is a very simple concept. It's visual, and it puts the important life events that are constantly happening in your prospects' worlds right there in front of you. It ensures that these events are constantly at the forefront of your mind. It helps you constantly and consciously listen for these occurrences.

When we have intentional conversation that specifically probes these life events, what we will discover are our prospects' needs. Needs that are not being met. New needs that are being created. Needs that you, as the insurance practitioner, can solve.

We are busy getting ready for 2014 and would love to help you and your team or small business get going too!  Email me at Marvin@marvinleblanc.com

Remember this day and moment and how at any given time you have the opportunity to make a real difference in small business development and in your life.  Today this information has even more information on leadership and small business development to help you on your journey to success and beyond.

There are some key elements to leadership that when used together properly they become an unstoppable force for winning.  These elements are:

• Talent and skills - you should capitalize on the talents and skills that you have as well as your team.  Everyone has a set of talents that they excel with naturally.  It is important to find those talents plus develop your skills and use them to your benefit.

• Attitude - the right attitude can make a world of difference in the corporate world.  By approaching each day and each task with a winning and purposeful attitude, you will get noticed and people will see you as a real leader and someone who motivates plus inspires others.

• Ability to overcome adversity - everyone will encounter some form of adversity throughout their life.  While adversity is inevitable, how you approach and get through adversity is solely in your hands.  By developing your ability to overcome adversity you are able to weather the storms and make it through the most difficult challenges in your life.

• WIN IN A DIFFERENT WAY - this is emphasized because it is an element that should be noted particularly.  There is more than one way to win in this world.  You may win financially, your status may rise, you may have many friends, or you may win spiritually.  There are different ways to win, and do not be afraid to try new tactics and new ways to reach out for success using different techniques.  By keeping yourself open to new ways to win, your chances of winning will increase.

In your business today, take an honest look at your team and their talents, skills, attitude.  Also prepare to overcome adversities and look for opportunities to win in new and different ways.  Through a careful assessment and by bringing out the leadership in your team you can find great opportunities for small business development and increased opportunities for success.

Get ready for 2014 NOW.  I am booking sessions to help build teams, motivate groups and make 2014 the best year it can be! Contact me at marvin@marvinleblanc.com for info.