#021: Sales Leadership, Master Class With Les Heinsen [Podcast]

When I first was considering starting this podcast, one of the first people I thought of that could add tremendous value to my listeners was today’s guest.  For those of you who know me, you know I frequently quote John Maxwell, Jim Rhone, Tom Hopkins, Ziz Ziglar, Brian Tracy and Les Heinsen.  In fact I quoted Les and wrote a whole blog article around his concept that everything we do in the course of our business day is either stress relieving or goal achieving.  (Read it here.)  

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Some of you already know Les Heinsen.  Les is the State Sales Coordinator for Aflac in Northern California and Northern Nevada. For others this podcast will give you a little insight into why I consider Les to be one of the best leaders I have ever met.  When I recorded this interview I was blown away!  Les absolutely brought it and delivered in a big way!  I hope you have your pen and paper ready to take notes because Les held a Master Class in leadership with me and you get to listen in.  Are you ready to learn?  Let’s go!!!!

During the interview Les and I talked about the following:

        • How Les got started in the insurance business.
        • His early influences like Zig Ziglar

      • The challenges he faced and overcame.
      • How he got involved in leadership.
      • His long-time love of John Maxwell’s leadership philosophies and John’s book The 21 Irrefutable Laws of Leadership (This book happens to be the single greatest book on leadership I have ever read.)

      • Two examples I saw of Les’ great leadership
      • What Les sees as the difference between leadership and management.
      • You can’t be efficient with people.  You have to be effective.
      • What Les has done to grow personally and as a leader.
      • Les’ great quote, “All growth begins with personal growth.”
      • Things he wishes he could do over.
      • Sales lessons from Tom Hopkins

    • “I can either help you or keep it confidential. I can’t do both.”
    • Where he thinks Voluntary Benefits are headed in the near future (3-5 years)
    • Why he is so excited about the future of VB.
    • How the Affordable Care Act has completely changed the discussion at the average American kitchen table and why that is good for us.
    • What keeps him motivated. (Spoiler Alert: It’s not about the money.)
    • How success is measured according to Jim Rhon.

  • We get paid for the value we bring to society.
  • Maslow’s hierarch of needs.
  • Driving his team to the highest level.
  • It’s not work if there is nothing else you’d rather be doing.
  • How he wants to be remembered.

You can find Les here:

Twitter: https://twitter.com/LWHeinsen

LinkedIn: www.linkedin.com/in/lesheinsen

I hope you learned as much as I did.  If you enjoyed todays episode could you do me a huge favor? Could you please share it on Facebook or tweet out a link to it.  It will help others discover the podcast and might even change their life.

Make sure you tune in the next two weeks as I have a couple of great podcasts coming up.

  • Next week the podcast will be based on a speech I just gave to my friend Todd Mason’s organization in California. The speech was titled Turning Pro.  I will explore 8 things that the true sales professionals do differently that lead them to success. Based upon the feedback I got from Todd’s team, you won’t want to miss it.
  • In two weeks I will have sales training legend Tom Hopkins on the podcast.  In fact, I need your help.  Could you please email me at tim@successisvoluntary.com or leave a comment on this podcast THE question you think I should ask Tom.  Honestly I’m a little nervous to interview him and would love to get your input as what to ask.

That’s it for this week.  Thanks again for listening to this podcast.  Remember, everything you do in life is voluntary, including success!

Tim Martin

Author: Tim Martin

Tim has spent the last 22 years in the VB sales world. During that time he has recruited and trained over 2,000 agents to get people to do what they should, but wouldn't do if we didn't come along. In addition to his leadership rolls at the two largest VB carriers on the planet, Tim has worked with outside organizations through consulting and sales coaching. His energetic and humorous key note addresses have also inspired and electrified audiences throughout the United States. Currently Tim is also working on his first book "Success Is Voluntary." Tim and the lovely Dizzy D reside in Peoria, Arizona. They have been married for 29 years and are the proud parent of two gorgeous grown young women, Brittny 27 and Victoria 25.

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