Blue jean saturday workshop master revision 012412

BLUE JEAN SATURDAYWORKSHOP

www.MarvinLeBlanc.comfacebook.com/MarvinLeBlanc linkedin.com/in/MarvinLeBlanctwitter.com/MarvinLeBlanc

Marvin D. LeBlanc,LUTCF/CNP

Things to know about me:

Cajun from Gonzales,LA….

Only child to Herman & Joyce LeBlanc, just not the FAVORITE….. Married to Georgia and we have 1 daughter Taylor who’s currently at LSU … Proud DADDY moment, she made the Dean’s list 1st Semester there….

State Farm Agent since 1988 took 2 ½ years to convince them to hire me…..

Ambassador Traveler since 1989….

Chairman’s Circle Trophy Winner 2007 & 2008…..

State Farm Accolades are important but what you should really know about me is that I’m PASSIONATE about MY TEAM & CLIENT’s Success…..

www.MarvinLeBlanc.com

Agenda for Today….

10:10a – 10:30aWho are you????

10:30a – 11:15aBuilding Marvelous Teams

11:15a - 11:25a Break

11:25a – 12:15pBenefits of Tandems

Case Study:“Moynan”

12:15p – 12:45pLunch

12:45p – 2:00pYOU decide….


© 2011 Marvelous Performance Systems

BUILDING MARVELOUS

TEAMS


SUCCESSFUL TEAMS

SUCCESSFUL TEAMS ASK THESE QUESTIONS: 1. Do we trust each other? 2. Do we have concern for each other? 3. Do Team Members feel free to communicate

openly? 4. Do we understand team goals? 5. Do we have commitment to the goals? 6. Do we make good use of each of our abilities? 7. Do we handle conflict successfully? 8. Does everyone participate? 9. Do we respect individual differences? 10. Do we like being members of the team?

Source: Vistage.com


SPASMWhat is MY goal as a team member in

MY agency?

• Service

• Pivot

• Attitude

• Sell

• Maintain

Source: Tina Ossenkopp


KEEPING YOUR DAILY FOCUS



GIVERS AND TAKERS

GIVERS TAKERS



WINNING TEAM

R E S U L T S

__________

__________

__________

__________

__________

__________



BUILIDNG MARVELOUS SALES TEAM


GITOMER ON “NEW”


Source: http://www.gitomer.com/articles/View.html?id=15936

WHERE IS THE NEW CUSTOMER? HE’S IN THE NEW WORLD…ARE YOU?

- How you prepare for the new customer will determine your long-term success.

-Yes, the Internet has been there for a few years…

- The new customer:- is value oriented.- wants a relationship.- wants, needs and expects GREAT service after the sale. - needs help and expert advice.- is looking for ideas and answers.-Is looking for ease of doing business with you.

Will your new customer buy from you, or your competition?

10 MOST COMMON MISTAKES SALESPEOPLE

MAKE


Source: article written by Brian Azar, President, The Sales Catalyst, Inc.

1. They talk instead of LISTEN.

2. They presume the prospect’s needs instead of ASKING QUESTIONS.

3. They ANSWER UNASKED QUESTIONS.

4. They fail to get the prospect to REVEAL BUDGET up front.

5. They make TOO MANY FOLLOW-UP CALLS when sale is actually dead.

6. They fail to get a COMMITMENT TO PURCHASE when making a presentation.

7. They chat about everything and AVOID STARTING THE SALE.

8. They would rather hear “I want to think it over,” than to hear, “NO.”

9. They see themselves as BEGGARS instead of DOCTORS.

10. They work without a SYSTEMATIC APPROACH to selling.

FIVE STEPS TO THE SALE


Source: Adapted from Dale Carnegie and Associates Inc.

1. A _________________________________________

2. I _________________________________________

3. C _________________________________________

4. D _________________________________________

5. C _________________________________________

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BENEFITS OF TANDEM



• ___________________is totally different.

• ___________________: sell more products on each appointment to EXISTING clients.

• Newly formed team had self-confidence, knowledge and selling gaps.

• NEEDED TO ___________________FROM THEIR LEADER.

• Tandem appointments allow the Team Members to ___________________.

• I hate paperwork. My Team Members love ___________________.

• They prep for the appointment. All I do is sign. If I have to do more, they don’t earn BONUS.

• Allows me to use my ___________________ & the ___________________ of my Team Members.

• Commissioned Teacher/Counselor (whiteboard & marker & I’m happy.)

CASE STUDY



Review



What is our purpose in meeting?• Build our relationship• Communicate & get current on your program• Educate you on all that is available for you at State Farm• Discuss your concerns & needs

Our Agency:• My background Specialization• Electronic Document Retention – primary goal: it will all be here in 1 lace & can be retrieved with the push of a button, when your family will need it most.

What you need to provide to us:• Statutory Will – if you don’t have an attorney, we can recommend you

one.• Living Will – you will leave today with what you need to implement this.• Copies of all “NON-State Farm Insurance Policies”• Current appraisals on jewelry, sports equipment, coin collections, porcelain• Doll collections, guns, festival posters, etc.• Names/address & phone numbers of people to call in an emergency.• Name/address & phone number of your CPA• Name/address & Phone number of your Attorney(s)• Name/address & phone number of any other person of significance that

you Trust & I am authorized to talk to if you are incapacitated.

What you are responsible for:• It’s IMPORTANT that you are responsible for communicating with us

when certain “LIFE EVENTS” occur with you.Example: 1>Marriage 2>Divorce 3>Child Birth 4>Graduation 5>New Cars 6>Remodeling of your home 7>Disabled Spouse not working

Marvin LeBlanc, LUTCF (State Farm Agent) www.MarvinLeBlanc.com615 Central Ave Bus. 504 731-6767 Fax. 504 731-6768Jefferson, LA 70121 EM: [email protected]

Fact Finding Questions



Fact Finding Questions

• Last time you updated your will?• On file?• Last time you signed your living will or “medical directive?”• On file?• If your last paycheck was your last paycheck, where would your family or loved ones be financially?• Do you have 401k plans with your current or previous employer?• Have you taken advantage of your Roth IRA opportunities?• Are your life insurance beneficiaries currently reflecting how you feel about those relationships?• Which companies do you currently hold your life insurance plans with?• On file?• Have you recently reviewed these policies with the agent?• Has this been reviewed recently?• On file?• Banks, c.d.’s, savings accts. whom with?• On file?• Real estate that you own that you do not live in?• On file?• Do you have executor/executrix in over death?• If so, name & contact info?• Name of CPA, accountant, attorney, doctor on file?• Are there any family members or individuals that we should not discuss

your financial matters with unless accompanied by others you trust?

FOUR WORTHWHILE QUESTIONS



1. What do you ___________________?

2. What do you___________________?

3. What do you ___________________?

4. What do you ___________________?

T-I-R-E-D



The benefits a life insurance plan will provide:

T _________________________________________

I _________________________________________

R _________________________________________

E _________________________________________

D _________________________________________



BOX OF PROTECTION

FIRE

__________/__________

DISABILITY

__________/__________

LIFE

__________/__________

FLOOD

__________/__________

HOW TO BECOME REFERABLE



1. Show up on time.

1. Pat attention.

1. Ask questions.

1. Listen.

1. Say please and thank you.

1. Do what you say you will do. Actually follow up.

1. Be really nice.

1. Never quit.

REFERRAL PROSPECTS



REFERRAL WORD TRACK



1. _______________________________ 2. _______________________________ 3. _______________________________ 4. _______________________________

60 SECOND INTRODUCTION: AUTO

FLEETS



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.

BUILDING MARVELOUS

LEADERS


SIGNIFICANT LEADER WHEEL



WHAT DO TEAM MEMBERS WANT?

1. A leader that they can be _____________ of. 2. A leader who exhibits _____________ and

____________ behaviors. 3. Team members watch everything you say and

do, __________________________. 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)

5. A REAL LEADER. Not just one that has the title.

To your customers _________________________. You are it. Be it! Be the example.

6. Team members want to ______________!



NEW ORGANIZATIONALCHART


DIRECTOR OF 1ST IMPRESSIONS

AGENT

FINANCIAL SERVICE REP

ACCOUNT MGR ACCOUNT MGR

CSR CSRCSR

CUSTOMER


DARTBOARD FOCUS



THE BEACH BALL



HOW CAN I HELP?

REQUIREMENTS IN HIRING

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



RIGHT RESULTS



Focusing on the RIGHT ACTIVITIES with the RIGHT ATTITUDE

will get the RIGHT RESULTS.

10 FF 10 DECISION APPOINTMENTS

10 FF 10 DECISION APPOINTMENTS

CSR CSR

AGENT ACCOUNT MGR

ACTIVITIES

RAW NEW AUTO QUOTESRAW NEW AUTO QUOTES

CSR CSR

AGENT ACCOUNT MGR

RESULTS

✔ REFERRALS ✔ P&C X-DATES ✔ HEALTH/LTC/DI APPS✔ P&C APPS ✔ LIFE APPS ✔ 401 K’s

BATTLE BOARD



PREFERRED MARKETING VENDORS



COPYTALK: mobile scribe service for professionals on the gowww.copytalk.com/deannaDeanna Faris, 866-267-9825 ext. [email protected]

VALENCE CONSULTING LLC: a full-service branding, interactive media and marketing agency

www.valencellc.comJennifer Kelley, [email protected]

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.com800-962-0126

TODAY’S ADMIN: highly trained, US based virtual assistantswww.todaysadmin.comJennifer Rai, [email protected]

SMART BONUS SYSTEMS: systems and strategies to grow your agency

www.smartbonussystems.com and www.possibilityinfinity.comWade Galt, [email protected]

Blue jean saturday workshop master revision 012412

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