BLUE JEAN  SATURDAY WORKSHOP www.MarvinLeBlanc.com facebook.com/MarvinLeBlanc linkedin.com/in/MarvinLeBlanc twitter.com/Ma...
Marvin D. LeBlanc, LUTCF/CNP <ul><li>Things to know about me: </li></ul><ul><li>Coon Ass from Gonzales,LA…. </li></ul><ul>...
Agenda for Today…. <ul><li>10:10a – 10:30a </li></ul><ul><li>Who are you????  </li></ul><ul><li>10:30a – 11:15a </li></ul>...
BUILDING MARVELOUS TEAMS www.MarvinLeBlanc.com facebook.com/MarvinLeBlanc linkedin.com/in/MarvinLeBlanc twitter.com/Marvin...
SUCCESSFUL TEAMS <ul><li>SUCCESSFUL TEAMS ASK THESE QUESTIONS: </li></ul><ul><li>  </li></ul><ul><li>1. Do we trust each o...
SPSM <ul><li>What is MY goal as a team member in MY agency? </li></ul><ul><li>Service </li></ul><ul><li>Pivot </li></ul><u...
KEEPING YOUR DAILY FOCUS © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
GIVERS AND TAKERS © 2011 Marvelous Performance Systems GIVERS TAKERS www.MarvinLeBlanc.com
WINNING TEAM R E S U L T S __________ __________ __________ __________ __________ __________ © 2011 Marvelous Performance ...
BUILIDNG MARVELOUS SALES TEAM www.MarvinLeBlanc.com facebook.com/MarvinLeBlanc linkedin.com/in/MarvinLeBlanc twitter.com/M...
GITOMER ON “NEW” www.MarvinLeBlanc.com Source: http://www.gitomer.com/articles/View.html?id=15936 <ul><li>WHERE IS THE NEW...
10 MOST COMMON MISTAKES SALESPEOPLE MAKE Source: article written by Brian Azar, President, The Sales Catalyst, Inc. <ul><l...
FIVE STEPS TO THE SALE <ul><li>1. A _________________________________________ </li></ul><ul><li>  </li></ul><ul><li>2. I _...
THE 8 CIRCLES TO FINANCIAL FREEDOM © 2011 www.MarvelousPerformanceSystems.com www.MarvinLeBlanc.com
www.MarvinLeBlanc.com
BENEFITS OF TANDEM <ul><li>___________________is totally different. </li></ul><ul><li>___________________: sell more produ...
CASE STUDY © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
IFR © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
IFR CHECKLIST © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
FOUR WORTHWHILE QUESTIONS <ul><li>1. What do you ___________________? </li></ul><ul><li>2. What do you___________________?...
T-I-R-E-D © 2011 Marvelous Performance Systems The benefits a life insurance plan will provide: T ________________________...
BOX OF PROTECTION © 2011 Marvelous Performance Systems FIRE __________/__________ DISABILITY __________/__________ LIFE __...
HOW TO BECOME REFERABLE © 2011 Marvelous Performance Systems <ul><li>Show up on time. </li></ul><ul><li>Pat attention. </l...
REFERRAL PROSPECTS © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
REFERRAL WORD TRACK <ul><li>1. _______________________________ </li></ul><ul><li>  </li></ul><ul><li>2. __________________...
60 SECOND INTRODUCTION: AUTO FLEETS © 2011 Marvelous Performance Systems GOOD AFTERNOON, I AM ____________________________...
AUTO FAX © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
BUILDING MARVELOUS LEADERS www.MarvinLeBlanc.com facebook.com/MarvinLeBlanc linkedin.com/in/MarvinLeBlanc twitter.com/Marv...
SIGNIFICANT LEADER WHEEL © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
WHAT DO TEAM MEMBERS WANT? <ul><li>1. A leader that they can be _____________ of. </li></ul><ul><li>  </li></ul><ul><li>2....
NEW ORGANIZATIONAL CHART © 2011 Marvelous Performance Systems DIRECTOR OF 1 ST  IMPRESSIONS AGENT FINANCIAL SERVICE REP AC...
DARTBOARD FOCUS © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
THE BEACH BALL © 2011 Marvelous Performance Systems HOW CAN I  HELP? www.MarvinLeBlanc.com
REQUIREMENTS IN HIRING © 2011 Marvelous Performance Systems MARVIN LEBLANC WARREN BUFFET JEFFREY GITOMER HEART PERSONAL IN...
RIGHT RESULTS © 2011 Marvelous Performance Systems Focusing on the RIGHT ACTIVITIES with the RIGHT ATTITUDE  will get the ...
BATTLE BOARD © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
PREFERRED MARKETING VENDORS © 2011 Marvelous Performance Systems COPYTALK: mobile scribe service for professionals on the ...
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Blue jean saturday workshop master

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This is the Blue Jean Saturday Master File
It's all 3 workshops combined.

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Blue jean saturday workshop master

  1. 1. BLUE JEAN SATURDAY WORKSHOP www.MarvinLeBlanc.com facebook.com/MarvinLeBlanc linkedin.com/in/MarvinLeBlanc twitter.com/MarvinLeBlanc
  2. 2. Marvin D. LeBlanc, LUTCF/CNP <ul><li>Things to know about me: </li></ul><ul><li>Coon Ass from Gonzales,LA…. </li></ul><ul><li>Only child to Herman & Joyce LeBlanc, just not the FAVORITE….. </li></ul><ul><li> </li></ul><ul><li>Married to Georgia and we have 1 daughter Taylor who’s currently at LSU … Proud DADDY moment, she made the Dean’s list 1 st Semester there…. </li></ul><ul><li>State Farm Agent since 1988 took 2 ½ years to convince them to hire me….. </li></ul><ul><li>Ambassador Traveler since 1989…. </li></ul><ul><li>Chairman’s Circle Trophy Winner 2007 & 2008….. </li></ul><ul><li>State Farm Accolades are important but what you should really know about me is that I’m PASSIONATE about MY TEAM & CLIENT’s Success….. </li></ul>www.MarvinLeBlanc.com
  3. 3. Agenda for Today…. <ul><li>10:10a – 10:30a </li></ul><ul><li>Who are you???? </li></ul><ul><li>10:30a – 11:15a </li></ul><ul><li>Building Marvelous Teams </li></ul><ul><li>11:15a - 11:25a </li></ul><ul><li>Break </li></ul><ul><li>11:25a – 12:15p </li></ul><ul><li>Benefits of Tandems </li></ul><ul><li>Case Study: </li></ul><ul><li>“ Moynan” </li></ul><ul><li>12:15p – 12:45p </li></ul><ul><li>Lunch </li></ul><ul><li>12:45p – 2:00p </li></ul><ul><li>YOU decide…. </li></ul>© 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  4. 4. BUILDING MARVELOUS TEAMS www.MarvinLeBlanc.com facebook.com/MarvinLeBlanc linkedin.com/in/MarvinLeBlanc twitter.com/MarvinLeBlanc
  5. 5. SUCCESSFUL TEAMS <ul><li>SUCCESSFUL TEAMS ASK THESE QUESTIONS: </li></ul><ul><li>  </li></ul><ul><li>1. Do we trust each other? </li></ul><ul><li>  </li></ul><ul><li>2. Do we have concern for each other? </li></ul><ul><li>  </li></ul><ul><li>3. Do Team Members feel free to communicate openly? </li></ul><ul><li>  </li></ul><ul><li>4. Do we understand team goals? </li></ul><ul><li>  </li></ul><ul><li>5. Do we have commitment to the goals? </li></ul><ul><li>  </li></ul><ul><li>6. Do we make good use of each of our abilities? </li></ul><ul><li>  </li></ul><ul><li>7. Do we handle conflict successfully? </li></ul><ul><li>  </li></ul><ul><li>8. Does everyone participate? </li></ul><ul><li>  </li></ul><ul><li>9. Do we respect individual differences? </li></ul><ul><li>  </li></ul><ul><li>10. Do we like being members of the team? </li></ul>Source: Vistage.com www.MarvinLeBlanc.com
  6. 6. SPSM <ul><li>What is MY goal as a team member in MY agency? </li></ul><ul><li>Service </li></ul><ul><li>Pivot </li></ul><ul><li>Sell </li></ul><ul><li>Maintain </li></ul>Source: Vistage.com www.MarvinLeBlanc.com
  7. 7. KEEPING YOUR DAILY FOCUS © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  8. 8. GIVERS AND TAKERS © 2011 Marvelous Performance Systems GIVERS TAKERS www.MarvinLeBlanc.com
  9. 9. WINNING TEAM R E S U L T S __________ __________ __________ __________ __________ __________ © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  10. 10. BUILIDNG MARVELOUS SALES TEAM www.MarvinLeBlanc.com facebook.com/MarvinLeBlanc linkedin.com/in/MarvinLeBlanc twitter.com/MarvinLeBlanc
  11. 11. GITOMER ON “NEW” www.MarvinLeBlanc.com Source: http://www.gitomer.com/articles/View.html?id=15936 <ul><li>WHERE IS THE NEW CUSTOMER? HE’S IN THE NEW WORLD…ARE YOU? </li></ul><ul><li>- How you prepare for the new customer will determine your long-term success. </li></ul><ul><li>Yes, the Internet has been there for a few years… </li></ul><ul><li>The new customer: </li></ul><ul><ul><li>is value oriented. </li></ul></ul><ul><ul><li>wants a relationship. </li></ul></ul><ul><ul><li>wants, needs and expects GREAT service after the sale. </li></ul></ul><ul><ul><li>needs help and expert advice. </li></ul></ul><ul><ul><li>is looking for ideas and answers. </li></ul></ul><ul><ul><li>Is looking for ease of doing business with you. </li></ul></ul><ul><li>Will your new customer buy from you, or your competition? </li></ul>
  12. 12. 10 MOST COMMON MISTAKES SALESPEOPLE MAKE Source: article written by Brian Azar, President, The Sales Catalyst, Inc. <ul><li>They talk instead of LISTEN. </li></ul><ul><li>2. They presume the prospect’s needs instead of ASKING QUESTIONS. </li></ul><ul><li>3. They ANSWER UNASKED QUESTIONS. </li></ul><ul><li>4. They fail to get the prospect to REVEAL BUDGET up front. </li></ul><ul><li>5. They make TOO MANY FOLLOW-UP CALLS when sale is actually dead. </li></ul><ul><li>6. They fail to get a COMMITMENT TO PURCHASE when making a presentation. </li></ul><ul><li>7. They chat about everything and AVOID STARTING THE SALE. </li></ul><ul><li>8. They would rather hear “I want to think it over,” than to hear, “NO.” </li></ul><ul><li>9. They see themselves as BEGGARS instead of DOCTORS. </li></ul><ul><li>10. They work without a SYSTEMATIC APPROACH to selling. </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul>www.MarvinLeBlanc.com
  13. 13. FIVE STEPS TO THE SALE <ul><li>1. A _________________________________________ </li></ul><ul><li>  </li></ul><ul><li>2. I _________________________________________ </li></ul><ul><li>  </li></ul><ul><li>3. C _________________________________________ </li></ul><ul><li>  </li></ul><ul><li>4. D _________________________________________ </li></ul><ul><li>  </li></ul><ul><li>5. C _________________________________________ </li></ul><ul><li>  </li></ul>www.MarvinLeBlanc.com Source: Adapted from Dale Carnegie and Associates Inc.
  14. 14. THE 8 CIRCLES TO FINANCIAL FREEDOM © 2011 www.MarvelousPerformanceSystems.com www.MarvinLeBlanc.com
  15. 15. www.MarvinLeBlanc.com
  16. 16. BENEFITS OF TANDEM <ul><li>___________________is totally different. </li></ul><ul><li>___________________: sell more products on each appointment to EXISTING clients. </li></ul><ul><li>Newly formed team had self-confidence, knowledge and selling gaps. </li></ul><ul><li>NEEDED TO ___________________FROM THEIR LEADER. </li></ul><ul><li>Tandem appointments allow the Team Members to ___________________. </li></ul><ul><li>I hate paperwork. My Team Members love ___________________. </li></ul><ul><li>They prep for the appointment. All I do is sign. If I have to do more, they don’t earn BONUS. </li></ul><ul><li>Allows me to use my ___________________ & the ___________________ of my Team Members. </li></ul><ul><li>Commissioned Teacher/Counselor (whiteboard & marker & I’m happy.) </li></ul>© 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  17. 17. CASE STUDY © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  18. 18. IFR © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  19. 19. IFR CHECKLIST © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  20. 20. FOUR WORTHWHILE QUESTIONS <ul><li>1. What do you ___________________? </li></ul><ul><li>2. What do you___________________? </li></ul><ul><li>  </li></ul><ul><li>3. What do you ___________________? </li></ul><ul><li>  </li></ul><ul><li>4. What do you ___________________? </li></ul>© 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  21. 21. T-I-R-E-D © 2011 Marvelous Performance Systems The benefits a life insurance plan will provide: T _________________________________________ I _________________________________________   R _________________________________________ E _________________________________________ D _________________________________________ www.MarvinLeBlanc.com
  22. 22. BOX OF PROTECTION © 2011 Marvelous Performance Systems FIRE __________/__________ DISABILITY __________/__________ LIFE __________/__________ FLOOD __________/__________ www.MarvinLeBlanc.com
  23. 23. HOW TO BECOME REFERABLE © 2011 Marvelous Performance Systems <ul><li>Show up on time. </li></ul><ul><li>Pat attention. </li></ul><ul><li>Ask questions. </li></ul><ul><li>Listen. </li></ul><ul><li>Say please and thank you. </li></ul><ul><li>Do what you say you will do. Actually follow up. </li></ul><ul><li>Be really nice. </li></ul><ul><li>Never quit. </li></ul>www.MarvinLeBlanc.com
  24. 24. REFERRAL PROSPECTS © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  25. 25. REFERRAL WORD TRACK <ul><li>1. _______________________________ </li></ul><ul><li>  </li></ul><ul><li>2. _______________________________ </li></ul><ul><li>  </li></ul><ul><li>3. _______________________________ </li></ul><ul><li>  </li></ul><ul><li>4. _______________________________ </li></ul>© 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  26. 26. 60 SECOND INTRODUCTION: AUTO FLEETS © 2011 Marvelous Performance Systems GOOD AFTERNOON, I AM ____________________________ WITH __________________________. THE MARINES HAVE A MEMORY HOOK THAT SAYS “THE MARINES – LOOKING FOR A FEW GOOD MEN.” TODAY _____________ NEEDS YOUR HELP IN – LOOKING FOR A FEW AUTO FLEETS. SO IF YOU WOULD PULL OUT YOUR PEN AND PAPER, WE CAN GET STARTED. THINK OF A COMPANY THAT YOU KNOW INSURES MULTIPLE VEHICLES . WRITE THAT COMPANY NAME DOWN – EVEN IF YOU DO NOT HAVE A CONTACT THERE. WE ARE ONLY LOOKING FOR EACH OF YOU TO WRITE DOWN AND TURN IN ONE COMPANY NAME TO US. IF YOU KNOW SOMEONE IN THE ORGANIZATION THAT WE COULD MEET, THAT WOULD BE GREAT.     www.MarvinLeBlanc.com
  27. 27. AUTO FAX © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  28. 28. BUILDING MARVELOUS LEADERS www.MarvinLeBlanc.com facebook.com/MarvinLeBlanc linkedin.com/in/MarvinLeBlanc twitter.com/MarvinLeBlanc
  29. 29. SIGNIFICANT LEADER WHEEL © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  30. 30. WHAT DO TEAM MEMBERS WANT? <ul><li>1. A leader that they can be _____________ of. </li></ul><ul><li>  </li></ul><ul><li>2. A leader who exhibits _____________ and ____________ behaviors. </li></ul><ul><li>  </li></ul><ul><li>3. Team members watch everything you say and do, __________________________. </li></ul><ul><li>  </li></ul><ul><li>4. Team members need ______________ and ______________ every step of the way. Perhaps even more when they tell you they don’t need it. (LEADER DO’S and DON’TS) </li></ul><ul><li>  </li></ul><ul><li>5. A REAL LEADER. Not just one that has the title. To your customers _________________________. You are it. Be it! Be the example. </li></ul><ul><li>  </li></ul><ul><li>6. Team members want to ______________! </li></ul>© 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  31. 31. NEW ORGANIZATIONAL CHART © 2011 Marvelous Performance Systems DIRECTOR OF 1 ST IMPRESSIONS AGENT FINANCIAL SERVICE REP ACCOUNT MGR ACCOUNT MGR CSR CSR CSR CUSTOMER www.MarvinLeBlanc.com
  32. 32. DARTBOARD FOCUS © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  33. 33. THE BEACH BALL © 2011 Marvelous Performance Systems HOW CAN I HELP? www.MarvinLeBlanc.com
  34. 34. REQUIREMENTS IN HIRING © 2011 Marvelous Performance Systems MARVIN LEBLANC WARREN BUFFET JEFFREY GITOMER HEART PERSONAL INTEGRITY HIGH ENERGY CHARACTER HIGH ENERGY HIGH INTELLIGENCE INITIATIVE INTELLIGENCE COMPUTER SKILLS QUICK TEACH TEAM ORIENTED SENSE OF HUMOR COMPETITIVE THIRST FOR LEARNING www.MarvinLeBlanc.com
  35. 35. RIGHT RESULTS © 2011 Marvelous Performance Systems Focusing on the RIGHT ACTIVITIES with the RIGHT ATTITUDE will get the RIGHT RESULTS. CSR CSR AGENT ACCOUNT MGR ACTIVITIES RESULTS ✔ REFERRALS ✔ P&C X-DATES ✔ HEALTH/LTC/DI APPS ✔ P&C APPS ✔ LIFE APPS ✔ 401 K’s www.MarvinLeBlanc.com 10 FF 10 DECISION APPOINTMENTS RAW NEW AUTO QUOTES CSR CSR AGENT ACCOUNT MGR
  36. 36. BATTLE BOARD © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com
  37. 37. PREFERRED MARKETING VENDORS © 2011 Marvelous Performance Systems COPYTALK: mobile scribe service for professionals on the go www.copytalk.com/deanna Deanna Faris, 866-267-9825 ext. 419 [email_address] VALENCE CONSULTING LLC: a full-service branding, interactive media and marketing agency www.valencellc.com Jennifer Kelley, 504-913-5980 [email_address] VOICESHOT: offers web based voice broadcasting, virtual office phone system, virtual receptionist and enhanced toll free services as well as XML alert and notification services. www.voiceshot.com 800-962-0126 TODAY’S ADMIN: highly trained, US based virtual assistants www.todaysadmin.com Jennifer Rai, 203-461-8850 [email_address] SMART BONUS SYSTEMS: systems and strategies to grow your agency www.smartbonussystems.com and www.possibilityinfinity.com Wade Galt, 877-266-8763 [email_address] www.MarvinLeBlanc.com

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