August 2013

August 2013

Strategies for Success Newsletter August 2013 Issue 92


Published by Emily Huling Selling Strategies
Copyright 2013 Emily Huling. All rights reserved.


In this August 2013 issue:

Thoughts from the office
Josmo’s Café
Thoughts from others
Stay Energized!
Emily Live


We had 367 registrations for Selling from the Inside – 3 Key Practices to Grow Your Bottom Line, the July complimentary webinar sponsored by AgenciesOnline!! Half of the connections participated live while the rest took advantage of the recorded presentation.

We continue to be overwhelmed by the feedback and response. AgenciesOnline is still offering free demos for agencies to compare their current online strategies to what AgenciesOnline offers – web design, insurance-specific content, social media strategy, and e-marketing. Contact Val Jordan to set up your private demonstration.

Many agencies have taken advantage of the Selling from the Inside Learning Materials Offer to continue in-house classes to reinforce what was learned and discover new techniques. Save over $100 when you buy five programs. All bundle orders receive a complimentary copy of my book Selling from the Inside. Offer good until August 9, 2013.

These offers are available to all newsletter readers, not just webinar participants.


1. Thoughts from the office

We don’t do it that way – and here’s why

Jerry is a long-time, very successful agency owner. He’s in the category of sales expertise I call “respectful confidence.” That’s when a salesperson is secure enough to thoughtfully choose his business partners and the terms of the relationship. However, in these difficult economic and soft market times, even the most assured of salespeople are tested. Jerry was and won.

Jerry received a request for proposal, an RFP, from a large risk that he was extremely interested in writing. The RFP requested a preliminary interview with interested agents. If selected, the agents submit a proposal based on specifications provided by the account. Jerry’s firm does not participate in the RFP process of quoting so this is what he did.

Jerry accepted the invitation which required him to drive three hours to meet with the risk managers for the agent selection meeting. He said to the group, “We don’t do it this way and here’s why. An RFP mandates that agents compete against each other and pit our markets against each other to please you to earn your business. That is not in your best interest. That doesn’t give you what you pay us for – working with the markets, sound risk management advice, coverage recommendations, and so on. At our agency, we work on behalf of our clients and will not compromise that by competing against other agents for your business.” The board was quite surprised Jerry came to the meeting to tell them he wasn’t interested in participating. They said no one ever explained the RFP process to them that way. They said they appreciated his time. Jerry went home.

One week later, Jerry got the call. He was to be the agent on the account. No outside competition. In the end, Jerry and his firm delivered what he had promised — a strong carrier, the best coverage, and the lowest cost to his client.

Moral to the story: Stick to your principles and sound business practices at all times. Explain to others what value it offers them. Not only will you sleep better at night, you will prevail.

Summer rerun – originally published in August 2009 newsletter


“Stick to the basics, ‘til they stick to you.” Thomas J. Wolff, Top of the Table life insurance agent, motivational speaker and author


2. Josmo’s Café

How we love South Carolina peaches and North Carolina blueberries! Put them together with a sugary-sweet crumb topping – nothing better to celebrate the summer in the Carolinas! The featured recipe this month is Carolina Peach Blueberry Cobbler. I’m sure it’s great with peaches and blueberries from wherever you live! Top with vanilla ice cream for the perfect dessert.

For almost seven years, Josmo’s Cafe has been a joy for John and me! Learn the history and try the famous Josmo’s Cosmo cocktail posted on the Josmo’s Café webpage.


3. Thoughts from others

I love getting Soundview Executive Book Summaries each month to get a taste of the most current trends in business thinking. The June issue featured How to Say Anything to Anyone: A Guide to Building Relationships That Really Work by Shari Harley. Lots of great ideas were in the brief summary, but this one is a real keeper.

You know the rough spots we get into when working with new people because we don’t yet know about each others’ working styles? Ms. Harley offers the following thoughts to shorten the learning (and pain) curve to quickly determine how best to work together. I hope you find this information as beneficial as I do!

How do you best like to communicate? Via e-mail, voicemail, text message, instant messenger, telephone, or in person?
Are you a morning, afternoon, or night person?
If we need to talk, do you prefer to work by appointment or would you prefer I drop by your office or give you a call?
If I need to reach you outside of regular business hours, what method is best? What time is too early and what is too late to call?
How do you feel about being called on your cell phone?
What are your pet peeves? What types of things annoy you at work?
How will I know when you’re frustrated?
If I need something quickly, how do you prefer to be interrupted?
If I have something to give you when you’re not in your office, where would you prefer I leave it? On your desk or chair or in your inbox or with an assistant?
MOST IMPORTANT – These questions must be discussed person-to-person, not by e-mail. Invest the time to talk about working-style and your relationship will be a positive one.


4. Stay Energized!

August Energizer Minute – Accept, Don’t Argue. Get supercharged with Energizer Minutes – one to two minute audio stories told by yours truly to energize, invigorate, and inspire!

Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.

Receive your complimentary copy of the priceless 2012 Energizer Minute Collection plus 27 Quick Tips for Business Success when you order $50 worth of books and audio programs.


Selling Strategies’ purpose is to build top-performing sales, service, and leadership organizations. We offer insurance industry expertise to companies, agents, and MGAs to accomplish culture change, strategic planning and implementation, business development, improving customer experience, and leadership and management development and coaching.

To learn more, visit or call me at 888-309-8802.


Planning your 2014 meetings and events yet? 2014 Speaking Topic List now available!

Many of my clients are starting extra early this year to contract with the best speakers and venues.

Based on client, meeting planner, and participant requests, I’ve developed several new compelling people development and business-building programs for association events, employee meetings, MGA and carrier-sponsored meetings. Click Here for a complete list of speaking topics and information on fees and CE credits.


5. Emily Live

Please get in touch if you want to connect when I’m in your area or if you’re interested in a similar program for your organization.

Private client – Great Service Sells – Appleton, WI – September 18, 2013
NAMIC Annual Convention – Seattle, WA – September 22-25, 2013
NAPSLO Annual Convention – San Diego, CA – September 29 – October 2, 2013
Professional Independent Insurance Agents of Colorado Annual Convention – Deliver Service That Sells and Protects and Kick Your “But” – Denver, CO – October 2-3, 2013
Independent Insurance Agents of Kentucky Annual Convention – Louisville, KY – A Marketing Plan: Your Roadmap to Success – November 8, 2013


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Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information contact

© 2013 Emily Huling. All rights reserved.

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