---
title: John Marvin of TSO Shares How To Lead Well, Master Influence
description: John Marvin, President and CEO of TSO, shares why Leadership Is Fundamentally About Influence on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®
image: https://thesaleswhisperer.com/hubfs/John%20Marvin%20708%20The%20Sales%20Podcast.jpg
---
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Mar 10, 2025
# John Marvin of TSO Shares How To Lead Well, Master Influence
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## "Personal growth is essential for effective leadership."
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
[](https://spotifycreators-web.app.link/e/KQIUJtg2CRb)
## [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)
## [Sales Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
Today, I sat down with [John D. Marvin](https://www.linkedin.com/in/jdmarvin/), the president and CEO of Texas State Optical.
We discuss the optometry business, the unique business model of Texas State Optical, and the importance of brand management and [marketing strategies](https://thesaleswhisperer.com/blog/tommy-mello-marketing-strategy).
John shares insights on the optometry industry, the challenges faced by new practitioners, and the strategic focus on Texas for growth.
We touch on personal experiences and reflections on entrepreneurship, and the evolving landscape of corporate employment, particularly in the context of healthcare and optometry.
John and I explore the balance between growth and value in business, the challenges posed by healthcare consolidation, and the importance of leadership as influence.
John emphasizes the need for personal growth and a positive mindset, encouraging listeners to start their journey toward improvement and success.
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLZ7zOXE7QqTsLilKWIIMIpXseh825DbMLo6sZgW%2BGvZPeB6Rn0Pk9d8W2%2BfkpxI8RfShSzrWYJYoTIvRY4%2BWP5aYQ2757asymobe5bNvOoPU7GvwE%2B2FgLzX02WASbo0tcXOGnKssu542BgElG2pxABVJh97iUCaojNTsvStxvF%2FOUq2WcD3sW9OB4o5F%2FbjyX2IDob16M&webInteractiveContentId=178194433547&portalId=443614)
00:00 Introduction and Personal Background
02:07 Overview of Texas State Optical
05:01 Understanding the Optometry Business Model
11:11 Marketing Strategies and Brand Management
18:53 Strategic Focus on Texas
25:02 Reflections on Industry Dynamics and Personal Insights
26:32 The Shift in Corporate Employment and Loyalty
30:15 Balancing Growth and Value in Business
34:44 Navigating Healthcare Consolidation Challenges
39:10 Leadership as Influence and Personal Growth
45:51 The Importance of Starting and Continuous Learning
> Maximizing earnings shouldn't be the only focus for businesses. ”
- Humans haven't changed in thousands of years.
- Texas State Optical has a rich heritage and legacy.
- The business model is based on brand licensing, not franchising.
- Optometrists often face significant student debt.
- Young optometrists are interested in owning their own practices.
- Marketing strategies are left to individual licensees.
- The organization focuses on supporting new practices.
- Texas is a strategic focus due to its size and population.
- The average revenue per location has doubled under John's leadership.
- Boredom can lead to breakthroughs in business. Apple is planning to hire 20,000 US employees in the next four years.
- Maximizing earnings shouldn't be the only focus for businesses.
- Growth should not come at the expense of current members' value.
- Optometrists often do not view their practice as a business.
- Many optometrists are content with a stable income rather than aggressive growth.
- Healthcare has seen significant consolidation over the past 30 years.
- Young optometrists are less interested in owning practices than previous generations.
- Leadership is fundamentally about influence, not authority.
- Personal growth is essential for effective leadership.
- [Starting is the most important step towards improvement](https://thesaleswhisperer.com/blog/three-classes-of-mankind-motion-beats-meditation).
**GUEST INFO:**
- Guest LinkedIn: https://www.linkedin.com/in/jdmarvin/
## [Sales Growth Tools](https://thesaleswhisperer.com/inner-circle) Mentioned In The Sales Podcast
- [Join The Inner Circle](https://thesaleswhisperer.com/inner-circle)
- [Need a sales keynote? I’m Wes Schaeffer, The Sales Whisperer®. Start here.](https://thesaleswhisperer.com/sales-keynote-speaker)
- [Book the Fit Call for 12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak)
- [Use These Tools To Grow](https://thesaleswhisperer.com/best-crms)
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLZ7zOXE7QqTsLilKWIIMIpXseh825DbMLo6sZgW%2BGvZPeB6Rn0Pk9d8W2%2BfkpxI8RfShSzrWYJYoTIvRY4%2BWP5aYQ2757asymobe5bNvOoPU7GvwE%2B2FgLzX02WASbo0tcXOGnKssu542BgElG2pxABVJh97iUCaojNTsvStxvF%2FOUq2WcD3sW9OB4o5F%2FbjyX2IDob16M&webInteractiveContentId=178194433547&portalId=443614)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
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## [Great Sales Managers Focus on Results Instead of Hours, Rene Zamora](https://thesaleswhisperer.com/blog/rene-zamora)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Feb 12, 2020
The 5 Pillars to Magical Sales Management .
[Read more](https://thesaleswhisperer.com/blog/rene-zamora)
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## [Jonny Hates Marketing So You Should Listen To Him](https://thesaleswhisperer.com/blog/jonny-cooper)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Feb 08, 2020
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[Read more](https://thesaleswhisperer.com/blog/jonny-cooper)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Assemble Your Best Sales Team With Founder Matt Green](https://thesaleswhisperer.com/blog/matt-green)
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May 23, 2023
Move beyond sales methodologies to become effective at sales \[ LISTEN NOW ON APPLE PODCASTS \]
[Read more](https://thesaleswhisperer.com/blog/matt-green)
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