Category: Newsletter

August 2019

Strategies for Success Newsletter August 2019 Issue 164

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2019 Emily Huling. All rights reserved.

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In this August 2019 issue:

  1. Thoughts from the Road
  2. Thoughts from the Office
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from the Road

What a treasure John and I discovered in Alexandria, VA!  The George Washington Masonic National Memorial Museum was built in the 1920’s by more than two million American Freemasons. It is a memorial, a museum, an active Masonic temple, a library, and a performing arts center. Our tour guide and the many exhibit rooms taught us things we didn’t know about the father of our country including his strong commitment to Masonic principles.

We learned that George Washington wrote a document at the age of 14 called the Rules of Civility. He wrote 110 rules. You can get your free copy from the Museum website. Here are three of my favorite rules.

Rule 43. Do not express Joy before one sick or in pain, for the contrary Passion will aggravate his Misery.

Rule 52. In your Apparel, be Modest and endeavor to accommodate Nature, rather than to procure Admiration; Keep to the Fashion of your equals, such as are Civil and orderly with respect to Times and Places.

Rule 110. Labor to keep alive in your breast that little spark of celestial fire called conscience.

I hope your summer travels have been as enjoyable and educational as ours have!

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  1. Thoughts from the Office

Continuing the theme of civility, here are some suggestions to be a person others want to work with.

  1. Leave your private life at the door. Don’t reveal too much information about your personal life to coworkers. Save it for family and close friends.
  2. Be a model for the behavior you want your coworkers to have. Timeliness, accuracy, and courtesy are just a few.
  3. Watch your talking style. Keep your voice low so as not to disrupt others. Speak only as loud as necessary to be heard by the other party. Never swear. It is unprofessional and offensive.
  4. Don’t waste coworkers’ time. Be conscious of taking someone’s time unnecessarily whether it’s work related or personal.
  5. Learn your job and use the authority you have been given. Avoid asking others questions you should know the answers to yourself.
  6. Say please and thank you.
  7. Smile at people when you pass in the hall.

Excerpt from my 17 Terrific Tips to be a Great Coworker. The full list and more 17 Terrific Tips columns are on the website.

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  1. Josmo’s Café

Our 4th of July out-of-town guests decided my Orange Chocolate Chip Bread with Coconut Topping is the best bread I make. It is moist, sweet, and delicious. Enjoy!

Check out other Josmo’s Cafe recipes on our website.

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  1. Stay Energized

Our Energizer Minute podcast for the month of August is Watch what you self-validate.

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

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Consulting and coaching services

If you’ve noticed that my business travel schedule has slowed down over the past year, it (happily) has! My phone consulting and coaching practice continues to expand to serve my clients on a more frequent and personal basis.

Here are recent examples of ways I’ve assisted my clients remotely to advance organizational change, professional development, and bottom-line profit:

  • Create and clarify strategic growth plans and execution strategy
  • Staff assessments to identify roadblocks, challenges, and development opportunities
  • Manager development and coaching
  • Update position responsibilities and job descriptions
  • Improve hiring practices
  • Revise reporting structure to optimize talent and efficiencies

Owners and managers, if you are seeking experienced guidance to fast-forward your organization’s goals, please get in touch with me to set a phone call time to discuss.

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  1. Emily Live
  • Agency Management CIC – Strategic Planning and Talent Acquisition – Billings, MT – October 22, 2019
  • NAMIC – Communication + Marketing Workshop – Communicating Effectively with Agents and Selling Your Ideas to Leadership – Chicago, IL October 7-9, 2019

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2019 Emily Huling Selling Strategies All rights reserved.

July 2019

Strategies for Success Newsletter July 2019 Issue 163
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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2019 Emily Huling. All rights reserved.

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In this July 2019 issue:

  1. Thoughts from the Road
  2. Thoughts from the Office
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from the Road

Working with aliens

Robert, working at the ticket desk at the Roswell NM UFO Alien Museum, greeted John and me as if we were long-lost friends. His smile and warmth radiated his joy of life, people and his job. His expression begged us to ask, “How did you come to work here?”  Robert told us he’d been working at the museum for two years. He had visited the museum from his home in upstate New York several years prior as a tourist and fell in love with the area and the museum. He returned home committed to finding a way to move to Roswell and work at the museum. “It was my dream and it’s now fulfilled. I’m living my dream life and my dream job.”

Our general ticket purchase turned into a private tour of this icon of American culture. During Robert’s lively and passionate tour, it became obvious as to what happens when you truly love what you do. Because Robert was interested in his job, he learned everything he could about the subject. Because he cared about his customers having a good experience, he shared his enthusiasm and his knowledge. Because he was committed to both the business success of the museum and the community, he was expert about things beyond his four walls.

Moral to the story: We all have a choice as to how we do our jobs. Some simply show up. Others have something to show for it.

Summer rerun – originally published October 2009

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  1. Thoughts from the Office

Do you have a minute?

Interruptions are a fact of office life.  Text messages light up your phone, phones ring, e-mail and instant messages appear, and people invade. We can put the phone on Do Not Disturb (DND), silent the technological noise, but it can be difficult to address the human interrupter. Here are five tips to take charge of personal intrusions.

  1. Two ideas to manage the question, “Do you have a minute?” Say no, but yes. Reply “I do, but not just now. I’m finishing a project for Sue. Can I give you a call (or stop by your office) in about thirty minutes when I can give you my full attention?”  Another strategy is to say “I do, sort of. Can we talk while I refill my coffee cup?”
  2. Interrupters who can’t get to the point.  Nicely interrupt back and ask, “What exactly can I help you with?”
  3. Perpetual interrupters. The cause of the constant intrusion must be determined. Is it a training issue? Work performance issue? Someone not understanding his or her level of authority? If you’re a supervisor with this intrusion, identify the cause and implement corrective action. If you’re the coworker affected by this, speak with your supervisor about what’s going on and how it’s impacting your work.
  4. Doorway telephone stalkers. It can be most annoying to have people lurking to get in front of you. Consider keeping a note handy to raise for the stalker to read.  The note should say, “I’ll call you when I’m off the phone.”
  5. Keep a clock in your office visible to both you and your visitors. A quick, noticeable glance at the clock when time is up will send your interrupter a clear signal.

Be professional, be nice, practice what you preach, and you’ll find extra minutes in your day by appropriately handling interruptions.

Summer rerun – originally published March 2006.

I have a follow up to the June 2019 newsletter item about The 5 Languages of Love. Thank you, Connie Carpenter who wrote to tell me about another good book by the same author called The 5 Languages of Appreciation in the Workplace.

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  1. Josmo’s Café

Summertime means salad season! I know we’ve kicked off summer at Josmo’s Café when we have served John’s delicious Marinated Cucumber, Onion, and Tomato Salad and my very favorite Pickled Summer Squash. This is great to have on hand when you don’t know what to do with all that crookneck yellow squash!

Check out other Josmo’s Cafe recipes on our website.

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  1. Stay Energized

Our Energizer Minute podcast for the month of July is Choose the inside cabin.

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

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  1. Emily Live
  • Agency Management CIC – Strategic Planning and Talent Acquisition – Billings, MT – October 22, 2019

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2019 Emily Huling Selling Strategies All rights reserved.

June 2019

Strategies for Success Newsletter June 2019 Issue 162

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2019 Emily Huling. All rights reserved.

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In this June 2019 issue:

  1. Thoughts from the Office
  2. Thoughts from Home
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from the Office

The words you use

“There’s a problem with transferring your money.”  Those were the first words the Charles Schwab representative said to me after identifying himself when I answered the phone. Two key words struck me – problem and money. Not a good start to a conversation between advisor and client.

I’m consolidating my retirement accounts. I completed the online documents required. “Problem?” I ask tentatively. “Well, not really a problem,” the young man said. “We just want to clarify your intent in section number two before proceeding.”  I clarified my intent on a recorded line, and all was good to go.

Was there a problem? No. Could the representative have used better language to achieve his goal and not rattle the client? Yes. The young man could have said, “I’m reviewing the online documents you completed. We have a question on section two. Do you have a minute to review this with me?

We need to be mindful of our words. The word “problem” raises a red flag. Instead, use words such as review, clarify, or help me understand. Framing our language positively helps have pleasant and productive conversations while achieving desired outcomes.

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  1. Thoughts from Home

Languages of Love

June calendars are filled with weddings and anniversaries making it the second most popular month to celebrate love. Dr. Gary Chapman, a marriage counselor, wrote about the 5 Love Languages over 25 years ago. The brilliant concepts in the original book for couples have been expanded to relationship guidance for military families, teens, children, men, and singles.

The 5 Love Languages are these: words of affirmation, acts of service, receiving gifts, quality time, and physical touch. Each of us has at least one language that we prefer above another. Identifying what our love language is and being receptive and responsive to the love languages of those we have personal relationships with strengthens our bonds. The 5 Love Language website is filled with great resources including quizzes, podcasts, books, and classes.

Cheers to healthy and strong relationships!

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  1. Josmo’s Café

I had a can of artichokes ready to expire and chicken breasts in the freezer. What could I make?  I found an Artichoke Chicken recipe on my go-to source  www.allrecipes.com. It was easy and delicious!

Check out other Josmo’s Cafe recipes on our website.

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Expanded Offerings

If you’ve noticed that my business travel schedule has slowed down over the past year, it (happily) has! My phone consulting and coaching practice continues to expand to serve my clients on a more frequent and personal basis.

Here are recent examples of ways I’ve assisted my clients remotely to advance organizational change, professional development, and bottom-line profit:

  • Create and clarify strategic growth plans and execution strategy
  • Staff assessments to identify roadblocks, challenges, and development opportunities
  • Manager development and coaching
  • Update position responsibilities and job descriptions
  • Improve hiring practices
  • Revise reporting structure to optimize talent and efficiencies

Owners and managers, if you are seeking experienced guidance to fast-forward your organization’s goals, please e-mail me to set a phone call time to discuss.

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  1. Stay Energized

Our Energizer Minute podcast for the month of June is Raise the shelf.

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

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  1. Emily Live
  • Private Client – Madison, WI – Beyond the Application – June 11-13, 2019
  • Agency Management CIC – Strategic Planning and Talent Acquisition – Meriden, CT – June 26, 2019

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2019 Emily Huling Selling Strategies All rights reserved.

May 2019

Strategies for Success Newsletter May 2019 Issue 161

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2019 Emily Huling. All rights reserved.

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In this May 2019 issue:

  1. Thoughts from the Road
  2. Thoughts from Home
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from the Road

Pulling together for a friend

It was snowy, cold, and 9:00 PM in Chicago on April 14. I didn’t have far to go to get back to the Renaissance on Wacker Drive after meeting my cousin for dinner at Sunda, but I called for a Lyft. Ammad picked me up pronto. I thanked him for driving on such a blustery night. He told me I was his last Lyft pick up ever. Huh? In the three minutes it took to drive the few blocks, Ammad told me he and a bunch of guys wanted to do something extra special for a good buddy getting married in May. They all decided to drive for Lyft for however long it took to raise $25,000.00. Yes, you read that right. In only a few weeks, they got it done. Isn’t that great?

Moral of the story. Never doubt the power of getting a group of people together, setting an auspicious and audacious goal, and making a difference in the lives of others.

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  1. Thoughts from Home

Giving thanks for electric lineworkers

It seems every part of the country this year has been affected by severe weather that creates power outages, travel delays, and cancellations. I am guilty of taking for granted the emergency workers who willingly risk their own safety to serve the needs of our communities.

The April issue of Carolina Country magazine, the publication of the NC Electric Cooperatives, published a poem by 12-year-old Tanaleigh Smith, the granddaughter of a lineman. Her poem won the 2018-2019 National PTA Reflections Contest. The contest theme was “Heroes Around Me.” It’s worth sharing.

The Work of a Lineman by Tanaleigh Smith

You get the call late at night,
you have to lace your boots up tight.
The wires are down, the people need lights.

You kiss your family, you don’t feel like going,
the rain is pouring and wind is blowing.

Long hours, hard work, and bad weather, you do it all.
The job is not easy, but it was your call.
Your boots are wet but still stand tall.

You wanted to be a lineman and climb the tall poles,
and making people happy is your main goal.

It takes pride, integrity, and a whole lot of guts,
and some may think that you’re quite nuts.

Linemen have a bond that is like no other.
It’s made by the hazards and dangers you face together.

You trust your pole buddy, you know he’ll be there,
to give you a hand up high in the air.

As you hook your boots to the pole in the sky,
the wire is big and the voltage high.
With God’s good grace, he won’t let you die.

When all of the work is done, and the day is through,
You go home to your families, and unlace the boots,
proud of what you do.

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  1. Josmo’s Café

Strawberry Salsa is our featured recipe this month. The combination of tart, sweet, and spicy ingredients in this delicious appetizer may surprise you, but somehow the flavors blend beautifully and taste great. Enjoy!

Check out other Josmo’s Cafe recipes on our website.

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  1. Stay Energized

Interested in a resource to help sales people succeed? Check out my 17 Terrific Tips When Visiting Clients. We have twelve 17 Terrific Tips columns on the website to help your business profitably grow.

Our Energizer Minute podcast for the month of May is Mindful walking.

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

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  1. Emily Live
  • Private Client – Minneapolis, MN – SOAR for the Future – May 6-8, 2019
  • Private Client – Fargo, ND – SOAR for the Future – May 9, 2019
  • Private Client – Madison, WI – Beyond the Application – June 12-13, 2019
  • Agency Management CIC – Strategic Planning and Talent Acquisition – Meriden, CT – June 26, 2019

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2019 Emily Huling Selling Strategies All rights reserved.

April 2019

Strategies for Success Newsletter April 2019 Issue 160

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2019 Emily Huling. All rights reserved.

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In this April 2019 issue:

  1. Have you read….?
  2. Thoughts from the Road
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Have you read….?

Crushing Quota by Michelle Vazzana, Ph.D. with Jason Jordan

Result-producing sales management is extremely difficult. Sales managers are pulled in many directions within an organization leaving little time (only 32 percent says the author) to manage their sales team. Relevant, helpful, and timely one-on-one coaching is the key to making the best use of sales manager-sales person time together.

Crushing Quota was one of the Executive Book Summaries featured in February. I was impressed because the author’s advice aligns with my views on how to coach salespeople to achieve results. Here are a few of my takeaways from the eight-page summary:

  • Coach the right activities. The four groups Ms. Vazzana outlines are territory management, account management, opportunity management, and call management.
  • Coaching should be both strategic and tactical.
  • Good coaching is having a conversation. The dialogue is an exchange to both seek and give information. Manager and sales person have an agreed upon agenda, time frame, and outcome.
  • Effective coaching happens in three ways: planned (scheduled and thought out); as-needed (such as a client meeting to discuss); and spontaneous (the least effective).
  • The summary provides ten early-stage coaching questions to help sales managers get started to guide and support sales people to achieve their goals.

For twenty-five years, I’ve found tremendous value in my subscription to Executive Book Summaries. Consider subscribing to add a timely and relevant resource to further your professional development.

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  1. Thoughts from the Road

The dangers of being pennywise and pound foolish

Flying to Chicago very early on a Sunday morning, I was surprised to find that the airplane was full. I asked my seatmate what was happening in Chicago. “It’s a packing industry trade show,” he told me, “with 50,000 attendees.” “That’s huge. At McCormick Place I assume?” I asked knowing that it is the largest convention space in North America. He confirmed that it was. I then said, “I hope you’re staying at one of those fabulous hotels nearby.” “Hell no!” he grunted.

He grumbled on. “I’m staying with four colleagues plus a client in a four-bedroom Airbnb.” “Who gets the sofa bed?”  I asked. He groaned and proceeded to tell me that he didn’t know the sleeping arrangements and he didn’t care. “I’ll find a bar. I’m not happy. I’m 50, not 25. The only people I share sleeping arrangements with are family and close friends. I can’t believe my employer did this.”  Wow! His long week hadn’t even begun and already he was in terrible state of mind.

When employers do not understand what’s important to employees, the damage can be monumental. Obviously, employee morale and performance are affected. And how about the impact on client service and relationships?

Moral of the story. The long-term cost to a company of a needlessly angry employee is much greater than paying for a few hotel rooms.

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  1. Josmo’s Café

Looking for a different twist on an American classic? This fragrant, flavorful, and colorful Sweet Potato Salad is a perfect choice to accompany grilled chicken, beef, or fish. The dressing is a unique combination of turmeric, cinnamon, cumin, ginger, and cloves. The recipe was created by Chef Michael Twitty, a culinary historian and food writer who prepares, preserves, and promotes African foodways and traditions. Enjoy!

Check out other Josmo’s Cafe recipes on our website.

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  1. Stay Energized

Interested in another resource to help sales people succeed? Check out my 17 Terrific Tips When Visiting Clients. We have twelve 17 Terrific Tips columns on the website to help your business profitably grow. Coming soon – 17 Terrific Tips to Build Your Reputation.

Our Energizer Minute podcast for the month of April is The truth about punishing others.

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

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  1. Emily Live
  • NAMIC Personal Lines Seminar – Chicago, IL – Connecting with Your Agents – April 16, 2019
  • Private Client – Minneapolis, MN – SOAR for the Future – May 6-8, 2019
  • Private Client – Fargo, ND – SOAR for the Future – May 9, 2019
  • Agency Management CIC – Meriden, CT – June 26, 2019

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2019 Emily Huling Selling Strategies All rights reserved.

March 2019

Strategies for Success Newsletter March 2019 Issue 159

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2019 Emily Huling. All rights reserved.

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In this March 2019 issue:

  1. Thoughts from the Office
  2. Thoughts from the Road
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from the Office

Regaining trust

Face it. You blew it. You let a client or colleague down. Perhaps it was a careless mistake. Or you didn’t reveal all the facts about a situation. Maybe a critical deadline was missed causing severe consequences. Whatever the reason, trust has been broken. What can you do to rebuild the confidence and faith someone has in you? Here are five suggestions to help.

  1. Take responsibility. Fess up and apologize. Face-to-face is always the best way when possible. Use the phone if it’s more expedient. Do not e-mail the apology.
  2. After you apologize, let the other person talk and vent. Listen to uncover what distress or damage has been caused. Remember, what you hear is the person’s reality even if you think otherwise.
  3. Ask the big question. What is needed to remedy or rectify the situation? Even if you can’t meet the expectations, you have a starting point. On the other hand, you may be surprised to learn that the error is not as grave at it appears.
  4. Learn from your mistake. Examine why and how it happened. Don’t let it happen again.
  5. Moving forward, let the person know it won’t happen again. Ask for another chance. Be proactive to provide status updates and confirmations to build back assurance and peace of mind.

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  1. Thoughts from the Road

What has happened to civilized eating?

From Minneapolis to Phoenix and from Richmond to Toronto, I see it. The shoveling, stabbing, and stuffing of food by people with absolutely no clue of decent eating manners. Plenty of attention is paid to table manners. Bread plate on the left. Drinks on the right. Put your napkin on your lap immediately after sitting down. All important. At this point, I’ll give a pass to people needing to know those things if they would learn how to properly move bite-size food from their plates into their mouths.

I found two helpful videos. The best one is the hilarious and informative five-minute video on dining etiquette and table manners created by the Art of Manliness. The other very short video is by Carla Shellis on the proper ways (American and British) to hold a knife and fork, cut your food, and eat it.

I hope you can find a way to get this information into the hands (and mouths) of those who can benefit!

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  1. Josmo’s Café

My cooking fun with my Instant Pot continues!  John loved the tender and tasty Chicken Piccata I made. All the steps in the process were worth it. Enjoy!

Check out other Josmo’s Cafe recipes on our website.

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  1. Stay Energized

Take 9 minutes and laugh away the winter doldrums! Don McMillan, self-prescribed technically funny guy, has a hilarious video that everyone can relate to. Enjoy!

Our Energizer Minute podcast for the month of March is Think accuracy, not speed.

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

17 Terrific Tips for New Employee Development. If you haven’t reviewed my suggestions for getting a new employee up and running quickly, check out my newest 17 Terrific Tips column. These ideas will confirm and add to what you are doing to assure new hires are engaged and positioned for long-term success. A sample 90-day review form is included.

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  1. Emily Live
  • Agency Management CIC – Louisville, KY – March 6, 2019
  • NAMIC Personal Lines Seminar – Chicago, IL – Connecting with Your Agents – April 16, 2019
  • Private Client – Minneapolis, MN – SOAR for the Future – May 6-8, 2019
  • Private Client – Fargo, ND – SOAR for the Future – May 9, 2019
  • Agency Management CIC – Meriden, CT – June 26, 2019

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2019 Emily Huling Selling Strategies All rights reserved.

February 2019

Strategies for Success Newsletter February 2019 Issue 158

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2019 Emily Huling. All rights reserved.

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In this February 2019 issue:

  1. Thoughts from Home
  2. Thoughts from the Office
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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Just released! 17 Terrific Tips for New Employee Development Employers want new employees to be prepared, focused, and eager to get started. It’s only fair that new employees receive the same consideration from their employer. These ideas will confirm and add to what you are doing to assure new hires are engaged and positioned for long-term success.

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  1. Thoughts from Home

It may be none of my business….

A week after sending a friend’s eight-year old daughter, Ella, a birthday card with a ten-dollar bill in it, I received a thank-you note in the mail. The envelope was addressed by her mother and Ella had handwritten the note. As Aunt Emily to many, I have received lots of thank you notes from eight-year olds.

Ella’s note alarmed me. Not what she wrote, but how it was written. Her handwriting and spelling were not up to the standards of children her age. I wondered if I should say something to her mother. Was this any of my business? I know that some schools don’t teach cursive writing anymore. What could be the fallout to the friendship?

I asked a close friend who has raised two amazing daughters for advice. Susan confirmed what my gut told me. I needed to say something to Ella’s mother. Better yet, Susan gave me advice on how to convey my concern.

I phoned Ella’s mother and told her how thrilled I was to receive a real thank-you note. I mentioned that I noticed Ella’s penmanship and spelling were not what I’ve seen for children her age. Then I said, “I’m curious. Has Ella ever been tested by the school?” Ella’s mom was very gracious. She told me that she hadn’t looked at Ella’s note when she put it in the envelope and Ella had not been tested as far as she knew. She thanked me and said she was on it!

Several months later I received another note in the mail from Ella. What a change! The note was perfect. Ella told me in the note she had been working on improving her handwriting and wanted to show me!

Moral of the story. Sometimes it pays to take a risk and get involved. It’s up to each of us to weigh the pros and cons and choose wisely.

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  1. Thoughts from the Office

Imagining the worst

I found an ant crawling across my desk one cold January morning. Unusual I thought. I don’t eat in my office so there is nothing that should attract an ant other than wanting to get in from the cold. Smart ant. I wondered, could there be other ants who follow his lead? Because of this thinking, I imagined that I felt an ant or two crawling up my leg. When I checked, nothing was there.

That got me thinking. Once our minds are triggered by something, our imagination can run wild. This applies to business dealings, relationships, service expectations, nasty drivers, and more.

Moral of the story. Avoid letting your imagination make a single occurrence worse than it is.

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  1. Josmo’s Café

Lemon lovers, do I have a cake for you! I wanted to use the rest of a big bag of lemons, buttermilk, and sour cream that I had on hand. In my search I discovered a new recipe blogger Averie Sunshine. Her Lemon Buttermilk Cake with Lemon Glaze is delicious and easy. Enjoy!

Check out other Josmo’s Cafe recipes on our website.

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  1. Stay Energized

Take a break – Yoga Dog is a two-minute YouTube video that is sure to bring a smile to your face whether you practice yoga or not.

Our Energizer Minute podcast for this month of Valentine’s Day is Melt into the moment.

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

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  1. Emily Live
  • Private Client – Phoenix, AZ – February 11-15, 2019
  • WSIA Underwriting Summit – National Harbor, MD – February 24-27, 2019
  • Agency Management CIC – Louisville, KY – March 6, 2019
  • NAMIC Personal Lines Seminar – Chicago, IL – Connecting with Your Agents – April 16, 2019
  • Private Client – Minneapolis, MN – SOAR for the Future – May 6-8, 2019
  • Private Client – Fargo, ND – SOAR for the Future – May 9, 2019
  • Agency Management CIC – Meriden, CT – June 26, 2019

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2019 Emily Huling Selling Strategies All rights reserved.

January 2019

Strategies for Success Newsletter January 2019 Issue 157

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2019 Emily Huling. All rights reserved.

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In this January 2019 issue:

  1. Thoughts from Home
  2. Thoughts from the Office
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from Home

Protecting your personal data

When Equifax had its major security breach in September 2017, I knew it was finally time to take serious action to protect our personal information. I followed the Consumer Reports guidelines to protect us against identity theft by putting freezes on our credit reports.

I’m happy to report that it works!

Here’s how I found out. In November, I applied online for a new American Airlines credit card that offers superior frequent flyer benefits than my existing card. “Conditionally approved and in process” was the automatic message I immediately received after completing the application. I have an excellent credit history and expected no problems.

Seven days later I hadn’t heard from the bank, so I called. I was immediately transferred to a live person. I was informed the bank was unable to run a credit report since I had frozen the ability to do that. A letter would be coming in the mail. The courteous and professional service representative gave me the number to call to lift the hold for only the time it would take them to verify my credit history. She further instructed me to call back about ten minutes after I lifted the hold to learn if my new credit card was approved.

I did as she instructed. When I called back and spoke with another service person, the approval was instantaneous. As I was doing that, I received a text message from Equifax alerting me that someone had lifted the freeze on my credit report and to call immediately if I hadn’t authorized it. 24-hours later I received another text message alerting me that my credit freeze was reactivated just as I had scheduled. Impressive!

We all know stories of people (I hope you are not one of them) who have had their identity stolen and the nightmare that follows. Please act now to protect your data. Another tip. Consider becoming a member of Consumer Reports to access their publications and many other consumer-advocate resources. Their slogan which John and I have found to be true is “We’re not loyal to brands, we’re loyal to you.”

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  1. Thoughts from the Office

Share prosperity

When I started Selling Strategies, Ambassador Selling Techniques was one of my first presentations. Not much of a catchy title, but when I recently reviewed the program, I found the material as relevant as it was twenty-five years ago. One of the four ambassador selling strategies is to share prosperity. I spoke of six ways to do that.

  1. Refer business to your clients.
  2. Refer quality employees to your clients.
  3. Introduce clients and colleagues to each other to strengthen the relationship and broaden everyone’s circle of influence.
  4. Refer prospects and clients to your competition when they are not a fit for you.
  5. Feature clients in your advertising. It provides value for you and your client.
  6. Establish a Client Advisory Board to solicit feedback on your business and provide a forum for all to exchange business-building ideas.

What strategy – or two – will you apply this year to further the contribution you make to others’ success?

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  1. Josmo’s Café

It’s not like I needed another kitchen appliance, but I just had to have the new craze of my friends, the Instant Pot.  I love it! The feature I like best is being able to sauté in the pot avoiding the hassle and mess of browning in a pan before using either the crock pot or pressure cooker settings. Instant Pot Beef Stew is the first recipe I tried in my Instant Pot. It is delicious!

Check out other Josmo’s Cafe recipes on our website. We have lots of yummy dishes for football playoff month. One of the most popular party recipes I’ll be making again is Chicken and Broccoli Braid.

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  1. Stay Energized

Our Energizer Minute podcast for January is If situations can’t change, we can.

The Power of Moments by Chip Heath and Dan Heath update. I wrote about this extraordinary book in September. If you were as enthralled as I, you’ll be happy to learn that in the Heath brothers recent newsletter they feature a 29-page peak moment collection from feedback and stories from readers who have created peak moments. Be prepared to be wowed and energized!

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

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  1. Emily Live
  • Private Client – Minneapolis, MN – Revving up Revenues – January 22-23, 2019
  • Agency Management CIC – Richmond, VA – January 30, 2019
  • Private Client – Phoenix, AZ – February 11-15, 2019
  • WSIA Underwriting Summit – National Harbor, MD – February 24-27, 2019
  • Agency Management CIC – Louisville, KY – March 6, 2019
  • Private Client – Fargo, ND – Elevate Your Game – March 19-20, 2019
  • Private Client – Minneapolis, MN – SOAR for the Future – May 6-9, 2019
  • Agency Management CIC – Central CT – June 26, 2019

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2019 Emily Huling Selling Strategies All rights reserved.

December 2018

Strategies for Success Newsletter December 2018 Issue 156

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2018 Emily Huling. All rights reserved.

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In this December 2018 issue:

  1. Thoughts from Home
  2. Thoughts from the Road
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from Home

I’ll see it when I believe it

We all know the expression “I’ll believe it when I see it.” Not a bad thought when we’re skeptical about something. It’s a natural defense to avoid being gullible or protecting ourselves against disappointment.

But have you ever said, “I’ll see it when I believe it?”  Reversing the words changes the meaning as well as our intention and outcomes. Here are personal examples of how having a strong conviction has made a difference in my life. I was certain that I would find a perfect husband for me. Voila! John appeared. I had confidence that we would find my mom a retirement community that met all her needs. We did. Twenty-five years ago, I was certain that starting my sales consulting business was the right decision for me. It was. Believing is the first step in attaining the outcome we desire.

What is it that you need to first believe for it to manifest? A happy relationship? A promotion? More income? Whatever it is, good things happen when you start believing.

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  1. Thoughts from the Road

Keep striving

It was early Monday morning on a flight from Charlotte to Minneapolis. It’s always quiet on those flights as business passengers get out their laptops, put their thinking caps on, and gear up for the week. A 40-something man dressed in faded jeans and a flannel shirt was sitting next to me in the window seat. He was already settled in with earbuds and a video game on. Not a business traveler, I thought, since he was playing the entire the two-hour flight.

As we were landing, my seatmate disconnected from his devices. I asked him the purpose of his trip to Minneapolis. Business trip he said and introduced himself. Rich went on to tell me that he was a territory sales manager for a large energy company, been with the company 18 years, has 70 people in his territory with multiple supervisors reporting to him. He asked me what I did. After I told him, he shared with me that he had been listening to Dale Carnegie’s How to Win Friends and Influence People for the umpteenth time. His other favorite book he encourages his team to read is Stephen Covey’s The 7 Habits of Highly Effective People.

Talking with Rich was just another AHA reminder in my life! Don’t assume things about people based on appearance. Successful people sustain success by learning and relearning powerful principles centering on attitude, personal relationships, positive practices, and discipline. Great leaders are role models and encourage colleagues to continuously improve.

What are your 2019 plans to continue to learn and grow?

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  1. Josmo’s Cafe

Holiday gift baking is upon us!  My two favorite breads to give away are Strawberry Bread and Zucchini Bread. Each of the recipes makes six small loaves. Fill a festive gift bag with a loaf or two of bread and some fun individually wrapped chocolates like Lindt Lindor truffles or Ghirardelli squares. My new favorite chocolates are Chuao Chocolates, an expensive but delicious splurge. I love the baconlucious and spicy maya flavors! Wishing you a sweet and fun holiday season!

Check out our other Josmo’s Cafe recipes for holiday entertaining!

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  1. Stay Energized

The Power of Moments by Chip Heath and Dan Heath update. I wrote about this extraordinary book in September. If you were as enthralled as I, you’ll be happy to learn that in the Heath brothers recent newsletter they feature a 29-page peak moment collection from feedback and stories from readers who have created peak moments. Be prepared to be wowed and energized!

Our Energizer Minute podcast message for December is Just say no.

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

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  1. Emily Live
  • Private Client – Minneapolis, MN – Revving up Revenues – January 22-23, 2019
  • Agency Management CIC – Richmond, VA – January 30, 2019
  • Private Client – Phoenix, AZ – February 11-15, 2019
  • WSIA Underwriting Summit – National Harbor, MD – February 24-27, 2019
  • Agency Management CIC – Louisville, KY – March 6, 2019
  • Private Client – Fargo, ND – Elevate Your Game – March 19-20, 2019
  • Agency Management CIC – Central CT – June 26, 2019

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2018 Emily Huling Selling Strategies All rights reserved.

November 2018

Strategies for Success Newsletter November 2018 Issue 155

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2018 Emily Huling. All rights reserved.

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In this November 2018 issue:

  1. Thoughts from the Office
  2. Thoughts from the Road
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from the Office

Find your gaps

Customers and clients don’t compare your business to your competitors. They compare you to the service, customization, and ease of doing business the rest of the world provides.

FedEx, Amazon, and Starbucks are among the top companies that have set our exceedingly high expectations. As customers, when what we anticipate isn’t met, we complain, write, post, tell the world about our experience, then take our business elsewhere.

Businesses can’t afford to wait until something negative happens to discover gaps in performance and customer satisfaction. It’s imperative to periodically assess your business practices. Here’s a short list of what to evaluate:

Employee satisfaction
Customer satisfaction
Recruiting and hiring process
Data – accuracy, usefulness
Office environment
Service standards, procedures, and measurement standards
Workflow, processes, and workloads
Quality of work
Staff competency and knowledge
Product relevance and competitiveness
Billing and payment process
Branding and marketing effectiveness
Distribution and delivery channels

Ongoing self-examination and continual improvements will assure future success. 2019 is right around the corner. Begin now to identify which areas should be on your list to evaluate next year.

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  1. Thoughts from the Road

It’s not (always) about the money

Washing my hands in an American Airlines Admiral Club ladies’ room, the striking woman next to me gave out a heavy sigh and bent down with squinted eyes to read the labels on the two ceramic pumps on the sink. “Finding the soap shouldn’t be so hard,” she complained to me. “You’re right,” I replied. I knew that one container was for soap and the other for hand lotion. She went on. “My eyes have become such a problem. I’m having to get new prescription lenses every six months. So, my doctor’s office decides to do me a favor. They sold me cheap lenses without asking me. The quality of the lenses is so poor that I can’t read small print. Why would he make that decision for me? Why didn’t he give me a choice?”

We chatted for a bit commiserating about people in all professions and trades including painters, printers, and auto mechanics who aim to save us money when what we want is quality.

Moral of the story. Never assume you know what your buyer wants or is willing to spend. Provide two or three options. Outline the pros and cons of each choice. Ask your buyer to make the decision. I’m sure you’ll find as I have, very few people choose the least expensive, low value option.

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  1. Josmo’s Cafe

Holiday entertaining is coming around the corner. Time again to feature my favorite make-ahead appetizer Goat Cheese, Ricotta, and Pesto Terrine. It’s not only great tasting, it’s makes an impressive presentation. Enjoy!

We hope you will try our other Josmo’s Cafe recipes posted on the website.

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  1. Stay Energized

Our Energizer Minute podcast message for November is The Ripple Effect.

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

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  1. Emily Live
  • Private Client – Minneapolis, MN – Retention, Relationships, Referrals – November 8-9, 2018
  • National Speakers Association CSP Summit – Minneapolis, MN – November 9-11, 2018
  • Agency Management CIC – Richmond, VA – January 30, 2019
  • Agency Management CIC – Louisville, KY – March 6, 2019
  • Agency Management CIC – Central CT – June 26, 2019

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2018 Emily Huling Selling Strategies All rights reserved.