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 Selling insurance can be difficult. Really difficult. Depending on the person you are speaking with, reading their level of interest can sometimes prove impossible. What are they interested in? Is there a particular part of a plan are they leaning towards? What’s the most important element to them and their family? So, you as an insurance agent need to explain each piece of the insurance puzzle as easily and succinctly as you possibly can. You want them to leave you full of information and knowledge on the various elements which make up an insurance policy. To do this, we use the Tired Talk method. This is a method of discussing the various topics within insurance in a succinct and easy to understand manner. Nothing is complicated where each point is covered simply. Elements are repeated and points are reaffirmed to ensure clear delivery of the presentation. We have broken it down to show you the elements involved in each part of the process. T Tax deferred cash value build up Taxes are paid on the cash value build until funds are withdrawn. I Income replacement This is where income is replaced after the death of the insured party (70%). R Retirement Benefits This is a monthly cheque known as retirement income, which offsets living expenses because the client is no longer working. E Emergency Funds and/or Education Funds This amount needs to be equal to at least 8 or 9 months of your monthly income. D Disability Provision In the event of sickness or injury and as a consequence the client can’t work; the disability provision provides allows an income to sustain a family. The language used in this discussion needs to be very personal to the client and their life. Using the words ‘your cash’, ‘your home’, ‘and ‘your family’ personalizes the message and puts them in a family orientated mindset of concern to do the right thing. After all, as agents, that’s what we are there for. There are many other elements to having this discussion that requires a lot of in-depth psychology and science. Most may not know much about insurance so you need to assume that this is the type of person you are speaking to. It is a teaching type of sale that requires a lot of thought and knowledge not only around the subject itself but around people. Checking knowledge and reaffirming points are all part of this process. So too is reassurance and empathy. This is a person who wants to make the very best choice for their family. We are there to provide clarity and the best solution for them individually. We have had years of experience within this area and know that this method not only works, but it works really well. The testimonials we have received demonstrate this clearly. Click to read testimonials To talk to us more about how to use this method and scripting, we would be more than happy to give you more information. Contact us today to find out more. Peace, love, and gumbo! Marvin LeBlanc, LUTCF, CNP Author Come Hell or High Water – Life Lessons from Hurricane Katrina, Facing Life’s Greatest Challenges No Matter What From Free Speech to Paid Speaker – An Exclusive Interview with Marvin LeBlanc, LUTCF, CNP 13 Rules for Solid Business Growth -- Work Less, Sell Smarter – The Cajun Way Our books, e-books, audiobooks, speaker services & training services are all waiting for you at... https://www.MarvinLeBlanc.com Call us today at... 225-938-4177 Toll Free 1-855-787-9669 504-731-6767 Email us at... marvinleblancspeaker@gmail.com marvin.leblanc.cdia@statefarm.com Please follow us on... https://www.linkedin/in/marvinleblanc https://www.facebook.com/ComeHellorHighWater https://www.Instagram.com/marvinleblancspeaker https://twitter.com/insurelouisiana https://twitter.com/MarvinLeBlanc Visit our websites at... https://www.MarvinLeBlanc.com https://www.MarvinLeBlancInsurance.com PS : we’d be so grateful if you shared this article with someone that might benefit
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 Hello Marvelous Performers: As you may recall, last weeks blog covered, “The First 3 Key Benefits to Tandem Sales Appointments”. Remember as well that you can catch all our videos on YouTube. When you watch this video, be sure to hit both the “subscribe” and “notifications” button so you won’t ever miss out on our new content! Today, we're covering, “The LAST 3 Key Benefits to Tandem Sales Appointments”. Small business owners and their team members are frequently telling me they are frustrated with: •Team members that struggle greatly with self-confidence, proper knowledge and proper selling skillls. •Doing all the paperwork or electronic transactions that are required to keep things moving. •Customers that always want to Rush! Rush! Rush! In today’s video you will GAIN ALL of these BENEFITS by just using The Marvelous Performance Tandem Appointment Strategy. Enjoy the article. Let me know how I can help you &/or your group today. Peace, love & better performance! Marvin LeBlanc, LUTCF, CNP 1-855-787-6996 (toll free) Author Come Hell or High Water – Life Lessons from Hurricane Katrina, Facing Life’s Greatest Challenges No Matter What From Free Speech to Paid Speaker – An Exclusive Interview with Marvin LeBlanc, LUTCF, CNP 13 Rules for Solid Business Growth -- Work Less, Sell Smarter – The Cajun Way Our books, e-books, audiobooks, speaker services & training services are all waiting for you at... https://www.MarvinLeBlanc.com Call us today at... 225-938-4177 Toll Free 1-855-787-9669 504-731-6767 Email us at... marvinleblancspeaker@gmail.com marvin.leblanc.cdia@statefarm.com Please follow us on... https://www.linkedin/in/marvinleblanc https://www.facebook.com/ComeHellorHighWater https://www.Instagram.com/marvinleblancspeaker https://twitter.com/insurelouisiana https://twitter.com/MarvinLeBlanc Visit our websites at... https://www.MarvinLeBlanc.com https://www.MarvinLeBlancInsurance.com PS : we’d be so grateful if you shared this article with someone that might benefit  Small business owners and their team members are frequently telling me they are frustrated with: •Having quality communications with their customers. •Struggling to increase their revenue and sales in a world of hyper competition. •Training new, inexperienced and old, tired team members. In today’s video you will get ALL of these BENEFITS by just using my Tandem Appointment Strategy. Enjoy the article! Let me know how I can help you &/or your group today. Peace, love, and gumbo! Marvin LeBlanc, LUTCF, CNP Author Come Hell or High Water – Life Lessons from Hurricane Katrina, Facing Life’s Greatest Challenges No Matter What From Free Speech to Paid Speaker – An Exclusive Interview with Marvin LeBlanc, LUTCF, CNP 13 Rules for Solid Business Growth -- Work Less, Sell Smarter – The Cajun Way Our books, e-books, audiobooks, speaker services & training services are all waiting for you at... https://www.MarvinLeBlanc.com Call us today at... 225-938-4177 Toll Free 1-855-787-9669 504-731-6767 Email us at... marvinleblancspeaker@gmail.com marvin.leblanc.cdia@statefarm.com Please follow us on... https://www.linkedin/in/marvinleblanc https://www.facebook.com/ComeHellorHighWater https://www.Instagram.com/marvinleblancspeaker https://twitter.com/insurelouisiana https://twitter.com/MarvinLeBlanc Visit our websites at... https://www.MarvinLeBlanc.com https://www.MarvinLeBlancInsurance.com PS : we’d be so grateful if you shared this article with someone that might benefit  We're almost at the finish line! Welcome to the step we've all been waiting for – The Closing Step. By now, you're well-versed in successfully engaging your clients and talking about the benefits of a good life insurance policy. We know most people are uncomfortable with this topic, but you've done the work, and your client gets it. I taught you at the outset that to move fast, you need to slow down. Remember my famous gumbo analogy? Let me remind you: To make a good gumbo, you bring it to the boil and then turn it down and simmer. Then you simmer, simmer and simmer some more. This is what you did in the first two modules of the course. By Module 3 – The Conviction Step - you were well entrenched in my process. You convinced them and became FAB using the tools I provided. You know, and they understand why T-I-R-E-D is so essential. Once you mastered this step, you were already halfway there! You also dove into module 4 – The Desire Step – and honed your storytelling skills. This was another critical step in securing the client. I'm not talking about mindless storytelling; I'm talking about telling desire stories. It's when you calm their fears by connecting with them one last time before you go in for the close. You know, and I know that you had to master the first four modules of the course to complete the sale. If you haven’t signed up for “Come Hell or High Selling” yet, now is the time! Now that you have, this final stage can be the most fun. It can also be a bit tricky. The client is interested, engaged, trusting - but how do you get them to make a decision and sign on the dotted line? Remember: No decision = No contract. And this translates to no sale, no commission and no bonus for you. And that's no good! The key to the close is to be aggressive without being pushy. You're probably thinking, "Marvin, you're contradicting yourself! That's impossible!" Not so. There's a delicate balance, indeed, but you can become a superstar at this step by following my approach. How do you become aggressive without offending the client? How do you stay ethical and still get that signature? I'll tell you! I just can't wait any longer! You need to reveal your secret identity - the Ethical Pitbull – and I can show you how! While you're at it, don't lose sight of the second reason to master the close... the opportunity to create new sales. Selling doesn't, and shouldn't, end with one deal. It's one more step to get you closer to building your client base, which we know is a critical part of being a great salesperson. We'll cover this too in "Come Hell or High Selling." We cover it all! And you have me as your mentor to help you along the way. It's time, marvelous people! Sign up today, and you'll be a superstar in no time. Peace, love and gumbo! Marvin LeBlanc, LUTCF, CNP Author Come Hell or High Water – Life Lessons from Hurricane Katrina, Facing Life’s Greatest Challenges No Matter What From Free Speech to Paid Speaker – An Exclusive Interview with Marvin LeBlanc, LUTCF, CNP 13 Rules for Solid Business Growth -- Work Less, Sell Smarter – The Cajun Way Our books, e-books, audiobooks, speaker services & training services are all waiting for you at https://www.MarvinLeBlanc.com Call us today at... 225-938-4177 Toll Free 1-855-787-9669 504-731-6767 Email us at... marvinleblancspeaker@gmail.com marvin.leblanc.cdia@statefarm.com Please follow us on... https://www.linkedin/in/marvinleblanc https://www.facebook.com/ComeHellorHighWater https://www.Instagram.com/marvinleblancspeaker https://twitter.com/insurelouisiana https://twitter.com/MarvinLeBlanc Visit our websites at... https://www.MarvinLeBlanc.com https://www.MarvinLeBlancInsurance.com PS : we’d be so grateful if you shared this article with someone that might benefit  Slowly say these words with me:
SIMPLY IRRESISTIBLE. COMPELLING. ADDICTIVE. Have you ever wondered why certain websites, restaurants and organizations are VALUED so much more than others? How did they become simply irresistible, compelling and invaluable to their clients and prospects? They must have just been lucky, right? Maybe they were just in the right place at the right time? Yep, that happens...in about one out of every 100 businesses! The rest of good business happens with good business planning. And good business planning can be made simple by reflecting on the businesses that you find value in as a consumer. Get out a fresh sheet of paper, and follow these steps: Step 1: Write down your three favorite websites. Step 2: Now, write down your three favorite restaurants. Step 3: Next, list the top three organizations that generated the highest revenue for you this year (e.g. Chamber of Commerce, service clubs, business associations, school groups). Step 4: Study your three favorite websites, and think about why they are valuable to you. Write your results down. Step 5: Do the same with your three favorite restaurants. What is it that REALLY makes them your favorite? And don’t put down “because the food tastes good." BORING!!! So what? That’s not the REAL VALUE. Go deeper. Step 6: Think about the top three revenue generating groups you were involved in. Write down why you feel they generated so much revenue. Step 7: Here's the final step. Look at the answers you’ve created for yourself and sit down with an accountability partner (someone who is not your partner or family member). Work with them to answer the most important question this year: How can I apply these answers to offer knock your socks off, world class added value to my clients and prospects? I’m talking to you Mr./Ms./Mrs. small business owner. Do you need an accountability partner to assist you with answering your questions? Let us know here. Think about how serious this is. If there was a way you could get relief from the ridiculous “feast or famine” sucky sales cycle, wouldn’t that be worth it all? It will be. The answer was in front of you all along. Now invest yourself into some think time and get your plan in ACTION. About Marvin Marvin LeBlanc LUTCF, CNP, is a performance strategist and author of the number one Amazon Kindle best-selling book, Come Hell or High Water: Life Lessons from Hurricane Katrina. Marvin not only brings wisdom and insight gained from his three decades in the insurance and finance industries, but he also empowers others through his unique sharing of lessons and techniques from years of corporate and leadership training and motivational programs. A vibrant entrepreneur who makes the stage his own–and yours, Marvin’s humor-filled stories bring inspiration, heart-warming truths and tangible, strategic takeaways you can bring back to your organization. Peace, love & Gumbo! Marvin LeBlanc, LUTCF ®, CNP ® Call us today at... 225-938-4177 Toll Free 1-855-787-9669 504-731-6767 Email us at... marvinleblancspeaker@gmail.com marvin.leblanc.cdia@statefarm.com Please follow us on... https://www.linkedin/in/marvinleblanc https://www.facebook.com/ComeHellorHighWater https://www.Instagram.com/marvinleblancspeaker https://twitter.com/insurelouisiana https://twitter.com/MarvinLeBlanc Visit our websites at... https://www.MarvinLeBlanc.com https://www.MarvinLeBlancInsurance.com PS : we’d be so grateful if you shared this article with someone that might benefit  Hello again Marvelous People! Imagine that you are hearing, “Up, Up & Away” by the 5th Dimension right now. The year was 1968. And “Up, Up & Away” was the song of the year. Jimmy Webb wrote the song, but did you know that one of the producers was none other than Johnny Rivers? “Up, Up & Away” in my beautiful, my beautiful balloon! That's a great segue to today's message which has to do with focusing on the “Desire” step utilized in your selling presentations and your sales talks. It was 1968. I was six years old. Never had I ever flown in an airplane, much less a hot air balloon. (Google Albuquerque International Balloon Festival for a once in a lifetime bucket list experience) This hit song would just take me on a journey of imagination. It evoked feelings and emotions inside me, similar to just now whenever I heard it again. It’s making my hair stand up on my arms. Well Marvin, ‘how does this relate to your teachings today on the Desire Step’ you might ask? “What in the world does this have to do with my sales process?” You see there's five steps in the sale and after exchanging initial pleasantries, the steps are: *Gaining a person's attention *Asking sincere authentic interest bearing questions *Approaching the conviction step with confidence and caution( because you don't wanna be all “Commission breath” on an individual with your features, advantages and benefits) if they're not ready to hear them. Doing all of these steps correctly - in the correct sequence – will guarantee you a higher sales conversion rate. That's what is taught in our sales course, “Come Hell or High Selling for Insurance Selling Positions”. The proper chronology. The proper steps in sales and the importance of “story”. If you haven't spent enough time working on your story telling and story selling skills, seek out Joseph Campbell’s diagram of “The Hero’ Journey”. There are no Hollywood movies that stray from the elements in this diagram. When I think of the song “Up, Up and Away”, it not only brings me back to 1968. But more specifically it brings me back to my grandmothers breezeway, which is nothing more than a big large concrete slab that connected the garage to the main home. We called it a breezeway because a breeze would occasionally pass through there and in those hot, humid, sticky, South Louisiana summer months you surely do appreciate a nice breeze. I vividly can remember sitting there, or laying there. I can feel the cool concrete now. No shoes, probably no shirt. My grandmother, “Doosie”- with little education spoke fluent Cajun French as her primary language . She was a full blooded Cajun woman & never saw herself as an expert storyteller. But she was. With 50+ plus grandchildren & great grandkid, of course I was her favorite. Or so I THOUGHT. But you see I've talked to my other cousins and they stated, “no no Marvin you weren't her favorite because you see she would tell her stories to all of us. She would give all of us that personal attention.” She would just captivate our imagination. And the vivid details were many. She was painting us word pictures not ever knowing what word pictures were. Probably 'cause she needed a break since we were so active. Then when we were good, she would take out that big old wooden handmade bucket, a box of Morton’s Salt & we poured that Morton salt around the internal container housing the milk, cream, sugar & vanilla extract and make homemade vanilla ice cream. The only thing that I've even remotely tasted that comes close to our “Breezeway Ice Cream” is Bluebell homemade vanilla. If you have something else that comes close to that taste, please reach out and tell me. Would love to give your suggestion a try. Doosie would give us these stories. Just like her parents did with her. In those days, writing was not really a huge priority for the family. Farming, putting food on the table and making your way through the Depression was really the priority. Now I want to stop and step back out of the story and have you think about what was just said to you in this writing. I attempted to appeal to your five senses. The “taste” of the homemade ice cream. The “feeling” of the cool, refreshing concrete. Could you perhaps “see”, a grandmother seated, telling stories with grandchildren all at her feet? Also, might you “see” a little boy with no shoes & no shirt. Hot and sweaty. It wouldn’t take too much of your imagination to “smell” that little boy & that he needed that bath come sundown. Could you “see” those grandchildren all wanting their turn to churn the ice cream handle? Ok, you get the point. What I'm trying to convey to you is that if you truly desire to CONNECT with your listener, we must tell stories. Stories that have specific incidences. Stories that include references to the 5 senses. Facts & statistics are important, but facts & stats do not convey & connect like a well-crafted story. I encourage you to feel great about telling your “story”. Don’t forget that you can tell the same story 100 different ways. And you can modify the details of your main story as well. But when you tell that story it has to provoke an emotion. When creating this piece, I did not read any notes. I just relived the experience! The song took me back there to my grandmother's breezeway. Imagine if you close your eyes and you thought of granny on the Beverly Hillbillies. Essentially that same diminutive statue of a person was my grandmother. Imagine a kind-hearted, loving, devout woman. Never heard her use a really bad curse word. :>) A person that would take the time to make all of us grandchildren feel like we were the special one. In your presentations, are you making your customers feel like they are the special one? Or, are you hurrying through because you’re preoccupied with the end result? Don’t hurry. Practice and construct precise, time-sensitive, relevant stories for the listener. If you wish to ask me additional questions about our: *upcoming Come Hell or High Sales course *having me work with you or your people in a group coaching or workshop setting *having me as your Keynote Speaker for your next Regional Meeting or Convention simply reach out to the contact information provided. You’ll be glad you did. I highly value your feedback. I read all my emails. Peace, love & Gumbo! Marvin LeBlanc, LUTCF ®, CNP ® Call us today at... 225-938-4177 Toll Free 1-855-787-9669 504-731-6767 Email us at... marvinleblancspeaker@gmail.com marvin.leblanc.cdia@statefarm.com Please follow us on... https://www.linkedin/in/marvinleblanc https://www.facebook.com/ComeHellorHighWater https://www.Instagram.com/marvinleblancspeaker https://twitter.com/insurelouisiana https://twitter.com/MarvinLeBlanc Visit our websites at... https://www.MarvinLeBlanc.com https://www.MarvinLeBlancInsurance.com  Welcome back! Ready to dive into the next step of "Come Hell or High Selling"? Yes, you are – this is the best part! From the beginning, I've been preaching that selling anything, including insurance, is easy once you understand how to sell without being salesy. In the first two modules, I showed you how to formulate the right questions and talk to the client without bombarding them with what they "should" do. Remember, no one wants to be "should" on. You listened. You built rapport. You ASKED THE RIGHT QUESTIONS. Module 3 of our program, the Conviction Module, is where it truly gets interesting. We've listened, we've learned, and now we're ready to talk product. But wait! Don't start reading your product brochures, or you'll blow it. There's a way to effectively hook your client, get them on board and show you've been paying attention. My highly effective F-A-B approach gets you to really think about the product you are selling before you present to the client. Nail this step or you won't move on to that final stage – the big close. You can't get fabulous results without FAB! So, what is F-A-B? Sign-up for our course today and find out! Mastering the Conviction stage of the sales cycle is like completing the last hurdle in the race – you’re nearing the finish line and ready to close that sale. This is when you talk to your client about what happens when they get "TIRED," the stage of life when life insurance will matter most. You may be thinking, "shouldn't we be staying upbeat during a sales pitch?" Our T-I-R-E-D talk reaffirms to the client why life insurance is such a critical step in their estate planning. It's not a downer; it's reality. And reality resonates. T, for example, refers to the tax-deferred cash build-up of the policy, which is a massive benefit to the client. Explaining this and the rest of the T-I-R-E-D acronym convinces the client they need your solution and gets you over the last hurdle. What are you waiting for? Start today and turn those prospects into sales. Click here to sign up today. Peace, love & Gumbo! Marvin LeBlanc, LUTCF ®, CNP ® Call us today at... 225-938-4177 Toll Free 1-855-787-9669 504-731-6767 Email us at... marvinleblancspeaker@gmail.com marvin.leblanc.cdia@statefarm.com Please follow us on... https://www.linkedin/in/marvinleblanc https://www.facebook.com/ComeHellorHighWater https://www.Instagram.com/marvinleblancspeaker https://twitter.com/insurelouisiana https://twitter.com/MarvinLeBlanc Visit our websites at... https://www.MarvinLeBlanc.com https://www.MarvinLeBlancInsurance.com  Hello Marvelous Folks. Welcome Back! Well I told you I was fired up last week. Here’s why. If you did not read last week’s blog, go back & read it first. It’s time to cover this week’s ADDITIONAL TOPICS to be covered in our upcoming class, “Come Hell or High Selling for Insurance Selling Positions” Here’s the additional topics: *How are you doing presenting your Conviction Step? Do you know what this is? How does it work & how does it benefit the customer? When should you cover the Conviction Step? HINT: lots of amateurs cover this step at the WRONG TIME IN THE PRESENTATION. If you do this, the customer/prospect checks out. Even though you’re STILL TALKING. OUCH! WASTEFUL!! *How to figure out “who” is the product leader for “what” on your team. So you can MAX OUT YOUR SCORE CARD and MAKE YOUR TEAM HAPPY, all at the same time. *A battle-tested 2 Step Process to overcome your FEAR in the sales appointment. *How to get MORE done in LESS time & be home every night for Supper. *Learn the art of saying NO & why you must not wait another day to get this right. *Learn the difference between “mind-boggling” activities vs “mind bundling” activities. This idea alone can give you back 1 hour of your day – EVERYDAY – FOR LIFE!! *If you’re reading this & you want to become MORE ENGAGED but LESS OVERWHELMED. I can help. *If you have high anxiety & uncertainty about the future, my research will bring you back some CALM. *If you were once great with creating your path & your plan, but perhaps you’ve lost your way a bit – I can help. *If you’ve always thought about having a real relationship with a REAL-WORLD Sales Mentor, (but you usually thought you could read a book & that was enough) & you are truly ready to OPEN THE GATEWAY of your mind to someone who still “lives & sells in the trenches”. Then you are in the right place. You or I will not know if this is right for you if you don’t “OPEN THE GATE”. Reach out to me. Let’s visit. I want to know more about your situation. If it’s not a good fit, I will tell you. I can be very direct, so know that going in. If I don’t think you’ll commit to these winning mindsets & a future glowing referral for my work, let’s not do it. Sounds reasonable? Let’s visit! Peace, love & Gumbo! Marvin LeBlanc, LUTCF ®, CNP ® Call us today at... 225-938-4177 Toll Free 1-855-787-9669 504-731-6767 Email us at... marvinleblancspeaker@gmail.com marvin.leblanc.cdia@statefarm.com Please follow us on... https://www.linkedin/in/marvinleblanc https://www.facebook.com/ComeHellorHighWater https://www.Instagram.com/marvinleblancspeaker https://twitter.com/insurelouisiana https://twitter.com/MarvinLeBlanc Visit our websites at... https://www.MarvinLeBlanc.com https://www.MarvinLeBlancInsurance.com  Hello Marvelous People: Today's business meditation will be so worth it if you will commit to studying each point of emphasis & use it throughout an entire day or week until that positive behavior starts being heard in your upcoming conversations. I’m confident you have heard something similar about what I am sharing. However, the question is, “why haven’t you taken action yet on these concepts?” If you are a business leader or team member all of you are in sales, regardless of your title. The “service team member” is absolutely in “sales” on every phone call & interaction he/she has. Just because he/she may not have production goals, he/she is critical to delivering the promises made when a new customer was acquired. Would you please explain this to your people so that they can understand why their efforts are so important to the entire team? Today’s Key Meditation: *Don't forget to ask for referrals even with someone that does not buy . Let's say you spent some time working with a prospect. You've given them information. They appreciate the value that you provided for them. But for whatever reason, right then and there they decide that now is not a good time for them to do business with you. “Almost never does the owner or the team member EVER EVEN THINK about asking for a referral/introduction from someone who didn't buy.” This is so sad. Such an amazing opportunity. MISSED! Right then and there, there are individuals that although they didn't buy from you the two of you have established a solid, cordial relationship. The relationship has “momentum” in it. The relationship has “respect” in it. The relationship has a good “vibe”. So, why would you not go ahead and ask that individual for a referral/introduction? Example of Your Wordtrack You can use TODAY: “Although I'm sorry that we couldn't do business today, I do see that we possibly can do business moving forward. Let me ask you, we are looking for individuals such as yourself that we can build a relationship with and be introduced to. By any chance, right there in your phone there's two or three people that you've probably talked to in the last week that might really appreciate the service that I've provided with you today. Who can I help? Just like you.” Read the example again & time how long it takes you to say this 3 sentence wordtrack. I just read it again myself. Took me 20 seconds. Even if you slow down, you’ll still get it done in 30 seconds. 30 seconds Marvelous People! 30 seconds of courage! With someone you already have a good vibe with. Observation: Folks, if your conversion rate is a solid 20%, this means that you are converting 1 out of 5 conversations. But if you’re not pivoting (just for 30 seconds) to a referral/introduction you are not leveraging all the trust you built with those likeable non-buyers. Well why aren’t you practicing this technique? • Because Sales Trainers & Companies don’t teach it. (That’s where our schools add value) • Because of unfounded fear. C’mon good peeps, you’ve just spent a minimum of 25 minutes of dialogue with the person. Just because they rejected your offer DOES NOT mean they are rejecting you. Your common sense, emotional intelligence & gut will tell you to proceed with the referral/introduction 20-30 second wordtrack. You will be amazed! Observation: Probably never have they been asked at that particular time, in that type of situation for a referral/introduction. Please allow me to talk with you & your team about this simple strategy. Our second meditation today, many of you know this and maybe you broke this rule. The reason we save time when we ask for those referrals/introductions from the non-buyer is because that's one less Internet lead or fake lead or stranger you have to talk. Why? Because the power of leveraging the referral/introduction is going to return a far superior result. Conversely: *Don't rush to end an appointment because you just sold something. Stay and get the referral/introduction. Now as a young salesperson I must admit to you that whenever I finally had someone that said yes - oh man I got so excited. So excited that I wouldn't really stay and help find a way to help that customers’ friends, neighbors, co-workers & relatives. MEMORIZE – FRIENDS, NEIGHBORS, CO-WORKERS & RELATIVES. (These are 4 separate groups of people in the customer/prospects mind. Yes, I will coach/train you on how to go through all 4 groups with the customer/prospect & walk away with 5-7 real referrals every time.) Implant this strategy deep into your Marvelous Sales Mindset. Right now. At this very moment you are going through a positive transformation if you will only surrender your unprofitable, inefficient habits of the past. That is NOT the new you. Imagine. You just gave value to someone that now likes you. And they did just buy from you. Surely, they trusted you enough to transact business. Take a breath and have that same 20-30 seconds of courage we talked about earlier. Settle your excitement & PLEASE help their friends, neighbors, co-workers and relatives. The new Marvelous YOU will simply ask them authentically & honestly, “We want to work with more people like you, who might you know that would APPRECIATE THE SERVICE & ATTENTION you’ve received today? Keep the positive vibe at all times with your customers/prospects & find an excuse/reason to reach out to them every 45 days (pended in your Outlook Calendar). A phone call, email, an article, a hand-written thank you card are just some of the things I use & I teach what great follow-up looks like & how it can benefit all parties involved. marvinleblancspeaker@gmail.com If you’re like most owners & team members, you know the best referrals/introductions that we receive are from our existing customers. *Help your customers help you. Say the following to help them: “If you hear someone at lunch or at work complaining about their current insurance company, how they can't get their insurance company on the phone, please tell that person to say, “well here's my experience, try these people”. (Customer gives them phone # & email for your office) That’s it. It does not have to be long & drawn out. People don’t have time or patience for that. Get to the point. You know that's all we really can ask for is the opportunity to be referred/introduced and then we let the relationship flourish from there. That’s it for today’s meditation. If these ideas have been beneficial, we’d be so grateful if you would share our newsletter link with your fellow owners & team members. Subscribe to our monthly newsletter at www.MarvinLeBlanc.com/Free-Resources This way you will be sure to not miss our future meditations. If you wish to chat with us on how we can serve you or your group, whether it be “virtually”, in-person, at your Annual Retreat, Regional or Annual Conference - drop me a simple email with times/days good for you at MarvinLeBlancSpeaker@gmail.com Peace, love & Gumbo! Marvin LeBlanc, LUTCF ®, CNP ® Call us today at... 225-938-4177 Toll Free 1-855-787-9669 504-731-6767 Email us at... marvinleblancspeaker@gmail.com marvin.leblanc.cdia@statefarm.com Please follow us on... https://www.linkedin/in/marvinleblanc https://www.facebook.com/ComeHellorHighWater https://www.Instagram.com/marvinleblancspeaker https://twitter.com/insurelouisiana https://twitter.com/MarvinLeBlanc Visit our websites at... https://www.MarvinLeBlanc.com https://www.MarvinLeBlancInsurance.com  Welcome back Marvelous Folks! Marvin LeBlanc here. Founder of Marvelous Performance Schools. My wife and I recently returned from a week-long scouting trip in the Appalachian Mountains. While those mountains are unbelievably gorgeous, it's easy to get lost because everything starts looking the same - especially when you stray from the trail. It had me thinking. For over 30 years, I've been developing material for a new program I'll be talking about for several weeks on my social media feeds. Stay tuned for how our trip to the mountains influences my upcoming content. This particular program is going to be something for all my agency owners and team members to take a strong careful look at attending. As an additional part of my Marvelous Performance Schools taught nationwide, this course will focus specifically on the Art & Science of Selling. The course name is “Come Hell or High Selling” (For Insurance Selling Positions) Folks, this is going to be a lot of fun. Many of you know me & you should expect the same creative, enthusiastic, intense, high quality material that is my lifetime brand. But why do I or my Team need this course? I see people all the time that really don't know where they are in the sales process either in front of the customer or in the follow up process with the customer. As a result, by learning better analytic skills pertaining to personal selling and the actual day in & day out of managing accounts, you will gain CONFIDENCE & CLARITY. Both will speed up your sales process & the judgement of what to do with a client/prospect & “WHEN” to do it. Timely Follow-up is Critical. Untimely follow-up is costly in both money & in your company’s reputation when you don’t DO WHAT YOU SAY YOU ARE GOING TO DO. The course will run once weekly for 6 weeks. I'm going to be surveying and listening to you, the audience about what specifically you want to make sure that I cover. Your input and feedback is what makes the course so relevant. I KNOW YOU ARE FRUSTRATED. We want to ELIMINATE that. Just a few of the topics include: *Hold Action-based Meetings that your Team never gets bored with. *What are the right things and wrong things to say when setting the appointment? (As of this writing I’ve completed 19,600 one-on-one appointments) *Review real word tracks that work & that are “street tested”. *How you can generate 6 times more business when conducting your appointments. Peace, love & Gumbo! Marvin LeBlanc, LUTCF ®, CNP ® Call us today at... 225-938-4177 Toll Free 1-855-787-9669 504-731-6767 Email us at... marvinleblancspeaker@gmail.com marvin.leblanc.cdia@statefarm.com Please follow us on... https://www.linkedin/in/marvinleblanc https://www.facebook.com/ComeHellorHighWater https://www.Instagram.com/marvinleblancspeaker https://twitter.com/insurelouisiana https://twitter.com/MarvinLeBlanc Visit our websites at... https://www.MarvinLeBlanc.com https://www.MarvinLeBlancInsurance.com |
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