Steve Chapleski is a sales enablement and performance coach who works with clients using a methodology called CIGAR. The document summarizes Steve's work with 4 clients - Barry, an insurance agent who wanted to improve his sales; Brittney, a marketing coordinator who disliked her job; Mike, a sales executive who wanted a management role; and George, a mortgage lender who wanted more fulfillment. Through identifying gaps, setting actions and measuring results, all 4 clients achieved career success, promotions, improved attitudes and doubled incomes.

2. EXPANSION OF
Personal & Professional Excellence
A Case Study Review of Four Recent Clients
SlimLion
Steve Chapleski
Sales Enablement Strategist, Performance Coach
Steve@SlimLion.com | 720-608-5950

3. GETTING TO KNOW
SlimLion & Steve Chapleski
• I own and operate SlimLion as a “solopreneur.”
• My mission is to enable and empower sales and
business development professionals to reach
their goals; enriching their lives and contributing
to the success of their companies.
• I accomplish this through sales enablement and
performance coaching for individuals and teams.
• Why “SlimLion?” I am quite Slim, I have the heart
of a Lion, and by rearranging the letters you’ll
uncover an underlying goal – for my services to
create MILLIONS for my clients.

4. THE
Enablement Methodology
CIGAR is a simple acronym that encapsulates the
methodology I use to remain focused on my clients’
needs and help them create their desired results.
C
I
G
A
R
- Client
- Intentions
- Gaps
- Actions (with Accountability)
- Results

5. DEFINING THE
CIGAR Methodology
Client – More than just a name. We explore personality traits, key signature
strengths, ambitions, motivations, skills, experiences, and passions and how each
can be utilized in powerful ways to create desired results.
Intentions – The key takeaways they would like to achieve in our time together
that, when reached, will more than justify the investment.
Gaps – We look at the gap between where the client is currently, and their
desired destination. Then we determine how knowledge, experience, beliefs,
routines, prioritization, and activity can close the gap.
Actions – Nothing happens in terms of progress until we get into action. We
determine the next strategic actions, schedule them, wrap accountability around
them, and explore what could POSSIBLY get in the way so we can ensure the
actions are taken.
Results – “What gets measured, gets improved.” There are many variations of that
quote, and we adhere to its foundation. We measure everything we commit to
doing; not just the outcomes. The activities can be controlled and measured, and by
doing so the desired results become a byproduct.

6. FLEXIBILITY OF THE
CIGAR Methodology
CIGAR creates a clear map of the current situation, desired
destination, and charts a course of incremental steps to arrival.
It works effectively in many arenas:
• Short, Medium, and Long Term goals
• Covey’s “Roles and Goals”
• Professional, Financial, Physical, Relational, and
Intellectual advancements
• Achievement of Objectives, Strategies, and Tactics
• Extrinsic and Intrinsic pursuits
Sit down with me, let’s enjoy a CIGAR while we look at the
transformations of four different clients.

7. CASE STUDIES
Time to Meet the Clients
Barry; newly hired Insurance Agent
Brittney; Marketing Coordinator, her ideal job
Mike; Sales Executive turned Sales Manager
George; Mortgage Lender, one-of-a-kind

8. INTRODUCING
Barry & his is Intentions
• Barry was just a few years into his career, selling insurance, when he
transitioned to a more notable insurance company providing coverage for
auto, home, and life.
• Expectations were high for new client development; telemarketing being
utilized as the #1 method.
• He completed minimum call requirements 4 months in a row, yet his
production was 35% under quota.
• He was working with a negative attitude and was unclear how to create a
positive future.
• His intentions for coaching were to regain his positive attitude and reach
quota, thereby retaining employment and earning more money.

9. IDENTIFYING
Barry’s Gaps & Actions
• Gaps were identified in sales knowledge, sales skills, attitude control, and motivation.
We also needed to increase the number of activities and outcomes being measured.
• We worked through exercises and formed new habits that addressed each of the gaps.
• We began tracking and graphing his sales funnel. It clearly showed two phases where
he was losing the majority of his prospects, (Discovery and Closing) so that’s where
we focused our sales training.
• Barry closed a high percentage of referrals, but he wasn’t receiving very many. We
worked on techniques to increase the number of referrals.
• We leveraged existing passions to create motivation and devised games, adding
enjoyment to otherwise mundane activities.
• Barry began seeing the possibilities and increased his telemarketing activity by 20%.

10. ANALYZING
Barry’s Results
By the end of the year Barry had surpassed quota, earned an incentive trip,
and become known as the life of the office.

11. INTRODUCING
Brittney & her Intentions
• Brittney is the Marketing Coordinator for a SMB. She remembers the day she
accepted the position and how excited she was to have landed her “ideal job!”
• Within a few months, she dreaded showing up to work. Deadlines were being
missed, expectations were not being met, her creativity was gone, she feared
interactions with upper management, fought back tears daily, and felt like
finding a new career.
• Her intentions for coaching were to regain her excitement and begin
performing at the high level she knew she was capable of.

12. IDENTIFYING
Brittney’s Gaps & Actions
• Prior to coaching, Brittney began each day with a poor routine; accurately described
as “chaotic.” When she finally arrived at work, she was frazzled, unfocused, and
stressed out.
• She was dealing with low confidence and self-esteem. These feelings originated at the
office and resonated into several areas of her life.
• Reducing stress: We established new morning routines and habits so she could
experience “flow” from the alarm clock to the moment she sat down at her desk.
• Creating focus: Her duties could be segmented nicely into Left Brain and Right Brain
activities. We created a calendar allowing her to focus on numbers in the morning,
and creativity in the afternoon, with physical and mental clearing (yoga) in between.
• We applied principle-based tools to increase her confidence. Soon she embraced the
growth that comes with being “outside your comfort zone.” She scheduled and led
weekly meetings with the leaders she previously feared.

13. ANALYZING
Brittney’s Results
Brittney now loves her job! She was recently featured in the company newsletter as a
key contributor to the culture of positivity and performance. Her emotions are in check
and she now looks forward to her time at the office. She loves the improvements in her
personal relationships, and is proud of her new levels of health and fitness.

14. INTRODUCING
Mike & his Intentions
• Five years prior to working with Mike, he endured an
unexpected and very challenging life event. His work and
personal life became stagnant, and he lacked the motivation
to do anything about it.
• His intention for coaching were simple – to get his career
back on track.

15. IDENTIFYING
Mike’s Gaps & Actions
• Mike was unclear about his desired future, had confidence issues, and was operating
on low levels of physical and mental energy.
• We began by identifying the important facets of his life and setting goals where he
desired growth. It became clear that he desired advancement into management.
• He wrote affirmations and saved quotes that reinforced the changes he was intent
on making.
• He assembled a vision board with images and quotes for who he wanted to be, and
the things he wanted in life that would provide intrinsic motivation and reward.
• To create positive changes at work, he began engaging in crucial conversations with
management , colleagues, and supporting staff members.
• Outside of work, he renewed his commitment to physical exercise and embraced
time spent doing things he is passionate about.

16. ANALYZING
Mike’s Results
• Since the time we began working together, Mike’s production increased,
he unleashed his leadership skills, and was promoted into management.
• He helped architect a new branch and is establishing a culture of service
and performance. His team of direct reports is growing from 3 to 7
because he has proven his effectiveness as a leader.
• He has a solid 5 year plan, a more positive outlook on life, and is living
with more passion. His personal relationships have improved, he is in
better physical condition, he is sleeping better at night, and…
• HIS INCOME HAS DOUBLED.

17. INTRODUCING
George & his Intentions
• George is a residential mortgage lender, mid-career, and has been feeling
caught up in the rat race.
• When we started working together he said, “It feels like I’m competing the
same way for the same business as everyone else. It bogs me down. I want
to stand out. I want to figure out a way to make work more enjoyable and
rewarding, and I have no idea how.”
• He was happy with the size of his business, it was the way he was conducting
business that wore on him.

18. IDENTIFYING
George’s Gaps & Actions
• We evaluated all the roles in his life and used a Likert scale to rate current and
desired levels of satisfaction and fulfillment.
• We analyzed his positive personality traits, key signature strengths, and where each
of them show up in his life.
• There were recurring themes around family, peaceful living, serving, giving selflessly,
and lasting relationships.
• When George pursues intrinsic rewards, he experiences improvements in his
attitude, focus, energy, and productivity. Yet all of his professional goals were for
extrinsic gain. We created new goals that allowed him to bring his best qualities to
his work, with a byproduct of increasing proposals, closed loans, and compensation.
• George created a professional mission statement and is building a brand around it.

19. ANALYZING
George’s Results
George’s new mission is:
“To remove the anxiety associated with buying a home so my clients can maintain
harmonious family relationships throughout the process.”
He is basing his business on this mission; branding himself as the lender of choice for
people who hold family relationships as their top priority.
The partnerships he has with referring Realtors have changed from “anyone who will send
me business” to “those who understand and embrace the unique way I serve families.”
George is enjoying his profession for the
first time in years. “I’m out of the rat race
and every month the percentage of ideal
clients I serve continues to grow. My
relationships with my clients are deeper
than before because they know what my
mission is, and how hard I work to keep
their stress levels down.”

20. If you are curious how we can partner to reach
your intentions, please contact me and we will
schedule an empowering conversation.
SlimLion
Steve Chapleski
Sales Enablement Strategist, Performance Coach
Steve@SlimLion.com | 720-608-5950