Small Business Leadership and Sales Blog

Each week we painfully witness Mother Nature's ability to interrupt our daily lives. Flooding, Icestorms, Thunderstorms, Tornadoes, Hurricanes. What else am I forgetting? 

If you were incapacitated, would anyone be able to find your important records and take care of your family's financial or business matters? Having important papers organized and accessible in advance can be very important in an emergency or crisis situation. Consider the following for organizing your important records.

Location. Options for storage might include a home safe, fire-security box or off-site location such as a safety deposit box. The storage container should be securable and fire resistant. Shoe boxes or cardboard boxes in the closet or under the bed are not appropriate.

Who knows? Does someone in addition to your partner or family members know where these papers are kept? Consider making a list of such papers and records, and on the list state where these documents can be found. Then advise a trusted third party - an attorney, CPA, relative, or family friend - where this list is kept.

The general idea is that someone not living in your residence knows about this list and how to access it. This decision requires a certain comfort level, and you alone must make that decision based on trust.

Which papers? Regardless of who knows what, organized records are always a plus. The following items might be part of your "important documents" list:

· safety deposit box key
· life insurance policies
· deeds, contracts, leases, titles, mortgage(s), loan notes
· banking, savings, investment and retirement account(s) records
· will
· burial arrangements
· all other insurance policies (health, auto, home, etc.)
· birth certificates

However you decide to store your personal records, and whatever you decide to include, one fact is clear. If important legal, business and personal documents are organized and accessible, the handling of a crisis situation is made much easier.

We sincerely hope that you find these ideas helpful and then ACT ON THEM now. Knowledge is not power. Applying the knowledge and ideas is where the power rest.

Marvin LeBlanc, LUTCF, CNP

For more helpful tips on how you can Lead Smarter, Sell More Effectively or simply Live Life With a Lot more FUN,  grab your free subscription to this awesome blog. Over 200 articles available.   If you found this article helpful please feel free to share it with your friends, family and co-workers! 

Hello Marvelous People:  

Today we have a guest blog post from Southern Louisiana's own Jennifer Ledet.  It is a good one so all of you small business leaders out there take note. 

Here along the bayous of South Louisiana you may occasionally hear someone call a person a tete dur. A tete dur, which translates literally to “hard head” is someone who just won’t listen, whose mind has been made up, or who thinks he knows better. This is a term I’m pretty sure can be applied to most teenagers, starting around the age of 14 and ending around the age of, well, in some cases 21 or so. I am not proud to admit that I have been called a tete dur many times in my day.

Shoshin is a concept in Zen Buddhism meaning “beginner’s mind”. It refers to having an attitude of openness, eagerness, and lack of preconceptions when studying a subject, even when studying at an advanced level, just as a beginner in that subject would.

What if, as a leader, you took the “beginner’s mind” approach to everything you did? What if you put aside your preconceived ideas, your assumptions, and your tete dur, and opened your mind to someone else’s ideas and suggestions? The practice of Zen states that “In the beginner’s mind there are many possibilities, in the expert’s mind there are few.” Could you open your mind up to the many possibilities that are available?

Let’s take a look at the two approaches and you decide for yourself which you will aspire to:

The tete dur is insecure and sees admitting that she doesn’t have all the answers all of the time as an admission of weakness or inadequacy. I have found that many leaders find it harder to say “I don’t know” than it is to apologize or admit a mistake. Maybe it’s because we’ve been conditioned to believe that the boss must know it all. Beginners are secure enough to say “I don’t know” and will take the steps necessary to find out the answers. A beginner will even ask team members for their ideas. Often those on the “front line” will have great ideas for improvements but won’t speak up unless asked.

A tete dur sees himself as an expert based on years of experience and knowledge. A beginner’s mind doesn’t assume anything, but rather, expects that he can learn something from each person he encounters. Of course no one is suggesting that you forget everything you’ve learned, or negate experience; Rather having a beginner’s mind is about keeping an open mind on how to apply your experience to each new circumstance.

A tete dur will often focus on doing things the “normal” way, or the “way we’ve always done things.” A beginner will challenge her paradigms or think outside of the box. Thank goodness inventors like Edison and Da Vinci had the courage to disregard common sense and allow themselves to be creative.

A tete dur gets stuck in preconceived ideas and may even believe that he knows all that he needs to know on a subject. A beginner is insatiably curious and loves to ask questions, learn, and explore. My daddy was a beginner in this regard. He was fascinated by learning how things work and inventing solutions to problems or challenges. (Although he could still be a tete durin many ways!) I am reminded of a Zen story that illustrates this point:

A professor once visited a Japanese master to inquire about Zen. The master served tea. When the visitor’s cup was full, the master kept pouring. Tea spilled out of the cup and over the table.“The cup is full!” said the professor. “No more will go in!” “Like this cup,” said the master, “You are full of your own opinions and speculations. How can I show you Zen unless you first empty your cup?”

Obviously this story points out the fact that in order to learn and grow – in any subject – we have to be willing to release our pre-conceived ideas and adopt a spirit of curiosity and discovery. As a leader it’s easy to get stuck in what you know and how things have always been done. Today, take on a problem from a beginner’s mind, Tete Dur!

Please share with me what you plan to start doing, stop doing or continue doing as a leader. 

You can get more information about Jennifer Ledet by visiting her website and check out her new book Lead, Follow, or Get Me the Hot Sauce!

Remember, “Marvelous Performance is always intentional.
                     Marvelous Performance is never accidental.”
 
Feel free to send me your opinions, comments and feedback. We encourage you to inquire how our systems will help inspire you, your team, group or association to measurable Marvelous Performance.  Email me at Marvin@MarvinLeBlanc.com
 

To have success in business, mentors can give the inspiration needed to achieve.

General Ferdinand Foch of France once quoted

“The most powerful weapon on earth is the human soul on fire.”

Through mentors people can be inspired and their souls set on fire with drive and determination for success in business.

If you think you can achieve success in business and be inspired without a mentor, you are being naive. Everyone needs a mentor to some degree to keep direction and retain motivation.

Perform your own self-evaluation and consider these four things honestly:

1. Who are your mentors? What people have inspired you in your life? From childhood through college and into adult life, there are numerous people who have given you than extra push to achieve and become inspired.

2. List your mentors by name and recall how they inspired you. Mentors can take different approaches. What may seem like a small thing to one person could mean a life of positive experiences for another. From a simple pat on the back from your football coach, to that encouraging message from the local church leader, or that gentle yet firm lecture from your teacher – mentors can affect you in many ways.

3. When have you last been in contact with your mentors? Can you reach out to them and rekindle your relationships again? You can initiate by making a simple “thank you” call and telling them how they have changed your life in a positive way. Or you can find out how they are doing and show concern for their well-being.

4. Be open to seeking out new mentors. There are more people willing to help you than you may realize! At work there are always good supervisors and managers who are seeking out people eager to be mentored. Even fellow coworkers or those in people in your social network may be willing to give some inspiration and guidance to help you on your way – all you need to do is ask and be open.

Never believe you have all the knowledge that you need. There are always opportunities to gain knowledge and inspiration from the mentors in your life. Keep an open mind and welcome the inspiration to ignite your soul.

From my book “Come Hell or High Water” chapter 8 is devoted to mentors. Pick up your free chapter and learn more!

Hello Marvelous People:

Today we can learn a lot from Veraunda Jackson.  Sometimes in life you must quit.  There are situations, people, activities, commitments that just must come to an end. Review this list of situations where it is okay to quit! 

1. Quit arguing with people about the same old foolishness! Respect their position and keep it moving!

2. Quit telling people your secrets when you know they are not going to keep them! And if you keep telling them, then quit getting mad when they tell your secrets!

3. Quit trying to pull people on your journey who don't want to travel with you. Either they believe in you and value you...or they don't!

4. Quit complaining about things you can't and won't change!

5. Quit gossiping about other people! Minding our own business should be a full time job!

6. Quit blaming each other for things that in the big picture aren't going to matter three weeks from now! Talk solutions...and then implement them!

7. Quit eating things you know are not good for you! If you can't quit...eat smaller portions!

8. Quit buying things when we know we can't afford them! If you don't have self control, then quit going to the stores! Quit charging things, especially when you don't NEED them!

9. Quit staying in unhealthy relationships! It is not okay for people to verbally or physically abuse you! So quit lying to yourself! It is not okay to stay in the marriage for the children! Ask them and they will tell you that they really would prefer to see you happy and that the misery you and your spouse/partner are living with is affecting them!

10. Quit letting family members rope you into the drama! Start telling them you don't want to hear it! Quit spreading the drama! Quit calling other relatives and telling them about your cousin or aunt! Go back to #5 minding your own business should be enough to keep you busy!

11. Quit trying to change people! IT DOESN'T WORK! Quit cussing people out when you know that they are just being the miserable and jealous people that they are!

12. Quit the job you hate! Start pursuing your passion. Find the job that fuels your passion BEFORE you quit!

13. Quit volunteering for things that you aren't getting any personal fulfillment from anymore! Quit volunteering for things and then failing to follow through with your commitment!

14. Quit listening to the naysayers! Quit watching the depressing news if you are going to live in the doom and gloom of it all!

15. Quit making excuses about why you are where you are or why you can't do what you want to do!

16. Quit waiting on others to give you the answers...and start finding the answers for yourself! If what you are doing isn't working for you...then quit it!

17. Quit settling and start making your dreams a reality!- Quit being afraid and START LIVING YOUR LIFE! CREATE THE LIFE YOU WANT! If you want something different than what you have had in the past...you must quit doing what you have done before and DO something different! JUST QUIT IT ...... and START DOING something to create the experience you want!

Make Marvelous happen in your life!  If you need some assistance getting "unstuck" with your team or your business please contact me at marvinleblanc@aol.com

Peace, Love and Gumbo! 

Marvin LeBlanc, LUTCF, CNP

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

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?

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!

"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