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BLUE JEAN SATURDAY WORKSHOP www.MarvinLeBlanc.com facebook.com/MarvinLeBlanc linkedin.com/in/MarvinLeBlanc twitter.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 1 st 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 – 10:30a Who are you???? 10:30a – 11:15a Building Marvelous Teams 11:15a - 11:25a Break 11:25a – 12:15p Benefits of Tandems Case Study: “ Moynan” 12:15p – 12:45p Lunch 12:45p – 2:00p YOU decide…. © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com

BUILDING MARVELOUS TEAMS www.MarvinLeBlanc.com facebook.com/MarvinLeBlanc linkedin.com/in/MarvinLeBlanc twitter.com/MarvinLeBlanc

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 www.MarvinLeBlanc.com

SPASM What is MY goal as a team member in MY agency? Service Pivot Attitude Sell Maintain Source: Tina Ossenkopp www.MarvinLeBlanc.com

BUILIDNG MARVELOUS SALES TEAM www.MarvinLeBlanc.com facebook.com/MarvinLeBlanc linkedin.com/in/MarvinLeBlanc twitter.com/MarvinLeBlanc

GITOMER ON “NEW” www.MarvinLeBlanc.com 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. 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. www.MarvinLeBlanc.com

FIVE STEPS TO THE SALE 1. A _________________________________________ 2. I _________________________________________ 3. C _________________________________________ 4. D _________________________________________ 5. C _________________________________________ www.MarvinLeBlanc.com Source: Adapted from Dale Carnegie and Associates Inc.

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.) © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com

Review © 2011 Marvelous Performance Systems 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.com 615 Central Ave Bus. 504 731-6767 Fax. 504 731-6768 Jefferson, LA 70121 EM: marvin@marvinleblanc.com www.MarvinLeBlanc.com

Fact Finding Questions © 2011 Marvelous Performance Systems 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? www.MarvinLeBlanc.com

FOUR WORTHWHILE QUESTIONS 1. What do you ___________________? 2. What do you___________________? 3. What do you ___________________? 4. What do you ___________________? © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com

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

HOW TO BECOME REFERABLE © 2011 Marvelous Performance Systems Show up on time. Pat attention. Ask questions. Listen. Say please and thank you. Do what you say you will do. Actually follow up. Be really nice. Never quit. www.MarvinLeBlanc.com

REFERRAL WORD TRACK 1. _______________________________ 2. _______________________________ 3. _______________________________ 4. _______________________________ © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com

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

BUILDING MARVELOUS LEADERS www.MarvinLeBlanc.com facebook.com/MarvinLeBlanc linkedin.com/in/MarvinLeBlanc twitter.com/MarvinLeBlanc

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 ______________! © 2011 Marvelous Performance Systems www.MarvinLeBlanc.com

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

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

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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