Category: 2016

December 2016

Strategies for Success Newsletter December 2016 Issue 132

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Published by Emily Huling Selling Strategies

www.sellingstrategies.com

Copyright 2016 Emily Huling. All rights reserved.

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In this December 2016 issue:

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

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  1. Emily’s Mailbag

Take it or leave it?

Dear Emily,

When dining with clients on business, is it acceptable to ask for a to-go box to take the rest of the meal with you? It’s a regular occurrence these days no matter who is paying for the meal or whether the person is going home or back to a hotel. I think it’s unprofessional and looks like the person is a cheapskate.

Sincerely,

Doggie Bag Dilemma

Dear DBD,

I’ve noticed the same thing even at the fanciest restaurants with high-level professionals in attendance. Restaurants don’t do us any favors by serving single portions large enough for two.

Here are things to consider before asking for a to-go box.

  • If it’s a large group function, don’t ask for a box to go. Large groups generally get served appetizers through dessert. Just eat what you want. I’m a small eater and make it habit to eat only half of the many courses served.
  • For individually ordered meal functions, ask yourself if the food is of high enough quality and quantity to take with you.  If not, leave it.
  • If it’s a guilt trip to leave food on your plate, only order what you can eat.  Notice the food being served at other tables. If it’s gargantuan, order from the appetizer or small plate portion of the menu.
  • Are you going straight back to a hotel or to your own office to put the food in the refrigerator? This is both a food safety and professional issue. Don’t be lugging food bags around with you.
  • Do not take food back to a client’s office and ask to use their refrigerator.

Bottom line is when in doubt, leave it. It’s not worth looking unprofessional for a half-eaten steak even if it cost $65.00!

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  1. Thoughts from the Road

Overcoming fear.

I knew that look the moment I saw it.

As a frequent flyer with early boarding privileges, I had already settled into my aisle seat. I usually ignore the 100-200 people boarding after me, but for some reason I looked up. I saw a young woman frantically looking at her boarding pass and then at the seat numbers posted overhead. First time flyer I guessed. I caught her eye. “Can I help you find your seat?” I asked. “Yes,” she replied with a sigh of relief. Her seat was directly in front of me so I helped her get herself and her bag situated. Another sigh. “Thank you so much.”

When the plane landed in Minneapolis, we exited and walked side-by-side to the nearest restroom. “Do you have a connection?” I asked. “Yes” she said, eyes wide as she looked around at the huge terminal. I told her I had loads of time and could help her find her gate. On the long walk, we chatted.

Savannah told me it was her first time flying. I smiled. She was 22 and a new dialysis technician on her way to a training class. I praised her for such a good career choice. She said the hardest part isn’t the schooling, it’s all the other stuff that scares her. Like flying. She then said with quiet determination “I’ve decided I’m not going to let things that scare me stop me from living a great life.”

Moral of the story. Consider what you are losing out on by allowing anxiety and fear (Fantasized Experiences Appearing Real) to get in the way. Press through to gain new experiences and broaden your world.

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  1. Josmo’s Cafe

With the holiday season upon us, we are featuring our popular brunch dish Grand Marnier French Toast. In fact, we will be serving this to friends on New Year’s Day. It’s a perfect party dish because it is prepared the evening before and cooked on the griddle the next morning. We all hang out in the kitchen and drink Mimosas while John cooks. We serve it with Apple Maple Chicken Sausage links and a big bowl of fresh berries.

Look at our Josmo’s Cafe recipes list to find something new and yummy for your holiday gatherings. All dishes have been taste tested many, many times!

John and I wish you very happy holidays and a spectacular 2017!

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And now for a commercial break……….

As you plan your customer service, management development and business growth strategies for 2017, please remember that we have loads of learning materials at our Learning Store on the website. Service Selling Supercharge and Great Service Sells continue to be top sellers for in-house service professional development. All orders include an assortment of Energizer Minute collection CDs.

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  1. Stay Energized

17 Terrific Tips for Meaningful Meetings is the newest addition in our series. Learn about four different types of meetings, meeting room essentials, and one technique to get people talking.  Start a business book club is one of the tips. Click the link for more details.

Visit the Business Building page on our website to find articles, free stuff, and all the 17 Terrific Tips columns.

December Energizer Minute – Would it help? 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.

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  1. Emily Live
  • Private client – Leading People to Greatness, St. Joseph, MO – January 10-11, 2017
  • Private client – Working Together for Success – Fargo, ND – February 6-9, 2017
  • Private client – How to Become the Agent of Choice – Fargo, ND – February 10, 2017
  • NAPSLO Leadership Conference – Ft. Lauderdale, FL – March 6-8, 2017
  • NetVU Annual Conference – Leading with Certainty in Uncertain Times – Nashville, TN – March 23-25, 2017
  • Agency Management CIC – Austin, TX – April 5-6, 2017
  • AAMGA Annual Conference – Orlando, FL – May 21-23, 2017
  • InsureFest – Milwaukee, WI – June 5-6, 2017

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Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

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

© 2016 Emily Huling. All rights reserved.

November 2016

Strategies for Success Newsletter November 2016 Issue 131

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Published by Emily Huling Selling Strategies

www.sellingstrategies.com

Copyright 2016 Emily Huling. All rights reserved.

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In this November 2016 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

History, curiosity, and character

What a privilege it was to hear noted historian, compelling author, and engaging narrator David McCullough speak at this year’s NAPSLO annual convention in Atlanta! His latest biography The Wright Brothers has earned him acclaim just as his books on John Adams, Harry S. Truman, the Johnstown flood, and the building of the Brooklyn Bridge have. Mr. McCullough told us he relishes the opportunity to educate his audiences, especially students. We were all students that day hearing his thought-provoking message. Here are some of my favorite takeaways (in my words) from the stories he told us about the amazing people and historical events he has studied.

  • It’s what makes us different than cabbages.
  • Learn from failure.
  • It’s important to understand the spouse. Principles are shared. John and Abigail Adams never owned slaves.
  • Our ignorance of history shows ingratitude. How can we not be grateful for those who went before us? Our indifference makes us spoiled brats. We need to know what they did and how they did it. There were no simpler times.
  • How we are raised at home is how character is shaped. Honesty, humility, truthfulness, hard work, decent language, and loyalty originate from the home.
  • Ohio is a place where character, hard work, and determination are valued. It is no coincidence that Neil Armstrong, John Glenn, and Orville and Wilbur Wright are all from Ohio.

Mr. McCullough, who is 83, revealed his own strength of character and high principles throughout his talk. By doing so, he challenged us to get in touch with our own.

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  1. Thoughts from Home

The higher the expectations, the harder they fall (short)

I couldn’t wait to take my friend Gina to lunch at Vapiano when she visited us in Charlotte this summer. Vapiano is a German fast casual restaurant chain offering Italian food. John and I discovered Vapiano in Paris. We loved the bustling atmosphere, trendy décor, delicious food, and the innovative way we purchased our meal. Upon entering, each person is given a food credit card which you take to whatever food station appeals to you. Pizza, pasta, salads, soft drinks, bar, and dessert. After placing your order at the food stations, your card is scanned, you get a beeper to alert you when your food is ready, and you select your table. You pay for your meal when you leave by handing the cashier your food card and settling up.

Gina and I found the atmosphere similar to the Paris restaurant I described. She and I both opted for a light lunch anticipating a scrumptious dinner later at Josmo’s Café. We each ordered different versions of grilled chicken salads. What a letdown! The lettuce was old brown salad mix from a bag that I would have tossed if it were in my refrigerator. My chicken was stringy, tough and almost inedible. On a positive note, the side of crusty Italian bread did not disappoint and the pasta dishes at other tables looked yummy.

We could have complained or sent the salads back, but that’s not the point I want to make. The significance of serving a dreadful salad relates to individual responsibility.  The salad makers surely must have noticed the poor quality of the ingredients. Why did they serve it?

Moral of the story. Each of us is critical to the success of the whole. We all must take responsibility for the organizational standards. If any one piece fails, it all fails. If you notice something falls short of standards, do not proceed. Use your judgment, tell someone, or do something about it. You and your company’s reputation depend on it.

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  1. Josmo’s Cafe

Our mild winters in North Carolina are very kind to our outdoor rosemary plant. With rosemary on hand year round, we serve a lot of rosemary roasted potatoes at Josmo’s Café to accompany steaks and pork chops.

Rosemary Smashed Potatoes  is my slightly adapted version of a recipe created by Pati Jinich author of Mexican Today. Enjoy!

We hope you will enjoy some of other house specialty dishes found at Josmo’s Cafe recipes.

Josmo’s kitchen cleaning tip – We frequently get compliments on our streak-free stainless appliances. Our cleaning ladies use Spryway stainless steel cleaner and polish. Works like magic!

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  1. Stay Energized

17 Terrific Tips for Meaningful Meetings is the newest addition in our series. Learn about four different types of meetings, meeting room essentials, and one technique to get people talking.  Start a business book club is one tip that more info is provided.

Visit the Business Building page on our website to find articles, free stuff, and all the 17 Terrific Tips columns.

November Energizer Minute – Making a Difference 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.

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  1. Emily Live
  • Private client workshops – Working Together for Success – Fargo, ND – October 31-November 4, 2016
  • Private client – Strategy Consulting – Parsippany, NJ – November 8-10, 2016
  • Private client – Leading People to Greatness, St. Joseph, MO – December 6-7, 2016
  • Private client – Working Together for Success – Fargo, ND – February 6-9, 2017
  • Private client – How to Become the Agent of Choice – Fargo, ND – February 10, 2017
  • NAPSLO Leadership Conference – Ft. Lauderdale, FL – March 6-8, 2017
  • NetVU Annual Conference – Leading with Certainty in Uncertain Times – Nashville, TN – March 23-25, 2017
  • Agency Management CIC – Austin, TX – April 5-6, 2017
  • AAMGA Annual Conference – Orlando, FL – May 21-23, 2017
  • InsureFest – Milwaukee, WI – June 5-6, 2017

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Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

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

© 2016 Emily Huling. All rights reserved.

October 2016

Strategies for Success Newsletter October 2016 Issue 130

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Published by Emily Huling Selling Strategies

www.sellingstrategies.com

Copyright 2016 Emily Huling. All rights reserved.

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In this October 2016 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

10 Ways to Generate Referral Business

There is no better reward and recognition than receiving a referral. Earning quality referrals takes planning and strategy. Here are ten ideas that will increase referrals to you.

  1. To get referrals, give referrals. At networking events, introduce people to each other to broaden their network.
  2. Create a list of the ten firms you want to do business with and currently don’t. Keep that list visible. It helps focus your belief, attention, and actions.
  3. Treat vendors like clients.       Underwriters and marketing reps, glass companies, independent inspectors and claims adjustors, and rental car companies. Their high praise will help cement your reputation and promote positive buzz.
  4. Use LinkedIn effectively. This powerful networking site is your public resume. Keep it professional, current, and relevant.
  5. Keep your referral sources in the know. Tell them what’s happening. Send an appropriate thank you note or gift to your referral source.
  6. Hand write thank you notes to clients. Enclose two business cards. Add a postscript that says, “We love referrals! Please pass these cards to others you think we can assist.”
  7. Establish an internal referral program in your office. Encourage employees to refer business to another department. If the proper licenses are in place, income can be shared.
  8. On your Facebook page, feature clients who have referred business to you. Ask if you can use their words or video their testimonial.
  9. Use your refined prospect list to ask current clients in related fields if they know any of your prospects. If so, can you use their name? Will they make an introduction?
  10. Last but not least, do a stupendous job for your clients. Keep your promises. Show appreciation for their business. Stay in touch.

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  1. Thoughts from home

Are you making life more difficult than you need to?

Like many mothers, my mom wanted to be sure I looked my best when I left the house. I grew up in Beaver Falls, Pennsylvania in the era before we had permanent press clothes. This meant my mom ironed everything –  including my father’s boxer shorts! She was so meticulous about her ironing, that she used a sleeve board so that my shirts didn’t have creases down the sleeves.

One of my classmates in junior high was a girl named Judy Quay. She, too, had a mother who ironed her clothes. But her sleeves always had this great crisp crease. I loved it. I was jealous. My mother was really proud of her crease-less ironing prowess so I wisely kept my mouth shut.

Fast forward 40 years. My mom and I are sitting at her kitchen table in Sun City, AZ, chatting about what children wear today. I commented to my mom that I always loved Judy Quay’s crisply creased shirtsleeves. My mom looked at me with a shocked expression and said, “If only I had known that! I wouldn’t have gone to all that work making sure yours didn’t have creases!”  We laughed and laughed.

Moral of the story,  Are you making work for yourself with a family member, a friend, or a client because you’ve neglected to ask what he or she prefers?

Published previously in 2009.

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  1. Josmo’s Cafe

Pumpkin season has begun! Frosted Pumpkin Squares, a recipe from Troyer’s Home Pantry in Apple Creek, Ohio, is exactly what you want a moist pumpkin cake with cream cheese icing to taste like. Make it a day before to allow the flavors to blend overnight. Enjoy!

Check out other Josmo’s Cafe recipes. The choice for the month appears at the top of the page and also in its proper category. We hope this will help you find the recipe that you read, liked, and can’t seem to locate!

Please let us know how you like our recipes. We love hearing from you!

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  1. Stay Energized

17 Terrific Tips for Meaningful Meetings will be sent to you in mid-October. Readers tell me the most valuable tips are 17 Terrific Tips When Visiting Clients,  17 Terrific Management Tips and 17 Terrific Negotiating Tips. Visit the Business Building page on our website to find articles, free stuff, and all the 17 Terrific Tips columns.

October Energizer Minute – Huddle Up! Get supercharged with Energizer Minutes – one-to-two-minute audio stories told by yours truly to energize, invigorate, and inspire!

Do you have your copy of Service Selling Supercharge?  In 52 four-minute lessons, service professionals learn tips, techniques, and tools to deliver exceptional service to every client, every day. To write and retain more business, start your in-house service-selling development program now!

“We love it! Supercharge ends our Tuesday staff meetings. We listen as a group. I have to pause the recording because there are so many ideas to write down. This material has made us better agents!”

Lori Augustyniak, CPA, CIC, President, Horizon Insurance, Bradenton, FL

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

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  1. Emily Live
  • Private client – strategy consulting – St. Joseph, MO – October 3-6, 2016
  • Private client workshops – Working Together for Success – Fargo, ND – October 31-November 4, 2016
  • Private client – strategy consulting – Parsippany, NJ – November 8-10, 2016 

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Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

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

© 2016 Emily Huling. All rights reserved

September 2016

Strategies for Success Newsletter September 2016 Issue 129

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Published by Emily Huling Selling Strategies

www.sellingstrategies.com

Copyright 2016 Emily Huling. All rights reserved.

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In this September 2016 issue:

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

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1.  Thoughts from the Road

Wisdom for all ages

I slowed down my pace to walk with Larry, a 90-something resident of my Mom’s retirement community. It was 7:00 AM in August and already stifling hot. I noticed Larry was wearing a lightweight long sleeve white shirt, loose khaki trousers, and floppy beige hat. He carried a walking stick with a plastic bag attached for any trash he picked up along the way. Note taken. Help keep your neighborhood clean.

“Hot out here,” I said making conversation. Larry eyed me in my T-shirt and shorts and replied, “No, you just have to dress for it.” Note taken. Adapt your attire to the climate to avoid discomfort and complaining.

I asked Larry to tell me about himself. He was alone now. He has had a good life, good career, good family. He likes living at the Forum at Desert Harbor. Larry asked me if I was still working. “Oh, yes,” I said. “In fact, I’d better get at it.”  “Wonderful,” he said as we went our separate ways. He ended by saying “Push yourself today.” Note taken.

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2.  Have you read….?

John and I had a fabulous two-week vacation this summer exploring Italy. We loved our time on the Amalfi coast and in Tuscany. What made my trip even more enjoyable was having the time to read some wonderful books. If you are looking for some great reads, here are four exceptional books to check out.

Behind the Beautiful Forevers: Life, Death, and Hope in a Mumbai Undercity by Katherine Boo. A National Book Award winner and a finalist for the Pulitzer Prize, this amazing true story was the result of three years of investigation. Prepare to be educated, shocked, and moved. I read this after I enjoyed another tremendous book about the underworld of India, Shantaram by David Gregory Roberts. A long book at 944 pages, but well worth the time.

Wonder by R. J. Palacio. Auggie Pullman is an ordinary boy with an extraordinary face. It’s a children’s book for the 8 to 10-year old age group but it won’t matter. This amazing story dives into what it’s like to be different, bullying, sibling relationships, and ups and downs of family and friendships. Beautifully written, it’s a touching book for all ages.

When Breath Becomes Air by Paul Kalanithi. This is a moving memoir, completed and published after the author’s premature death. Dr. Kalanithi writes the book during his battle with cancer. He has an insatiable desire to live every remaining moment helping others overcome their medical challenges while dealing with his.

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3.  Josmo’s Cafe

Early autumn is when I start baking all my favorite quick breads to enjoy with a cup of coffee in the morning or herbal tea in the afternoon. This month’s recipe for Banana Carrot Bread is one I’ve been making since my college days. It’s moist, flavorful, and colorful with shreds of carrot running through it. Enjoy!

Check out other Josmo’s Cafe recipes. The choice for the month appears at the top of the page and also in its proper category. We hope this will help you find the recipe that you read, liked, and can’t seem to locate!

Please let us know how you like our recipes. We love hearing from you!

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  1.  Stay Energized

We continue to hear from readers who use many of the 17 Terrific Tips columns for their staff training or in their internal publications. More tips columns will be coming this fall. The most popular are 17 Terrific Tips When Visiting Clients,  17 Terrific Management Tips and 17 Terrific Negotiating Tips. Visit the Business Building page on our website to find articles, free stuff, and all the 17 Terrific Tips columns.

September Energizer Minute – Children at Work Get supercharged with Energizer Minutes – one-to-two-minute audio stories told by yours truly to energize, invigorate, and inspire!

Do you have your copy of Service Selling Supercharge?  In 52 four-minute lessons, service professionals learn tips, techniques, and tools to deliver exceptional service to every client, every day. To write and retain more business, start your in-house service-selling development program now!

“We love it! Supercharge ends our Tuesday staff meetings. We listen as a group. I have to pause the recording because there are so many ideas to write down. This material has made us better agents!”

Lori Augustyniak, CPA, CIC, President, Horizon Insurance, Bradenton, FL

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

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  1.  Emily Live
  • Private client workshops – Revving up Production – Montvale, NJ – September 12-15, 2016
  • Agency Management CIC, Kansas City, MO – September 21-23, 2016
  • NAPSLO Annual Conference – Atlanta, GA – September 25-28, 2016
  • NAPSLO NextGen Leadership workshop – Atlanta, GA – Leading with Certainty in Uncertain Times – September 26, 2016
  • Private client – strategy consulting – St. Joseph, MO – October 3-6, 2016
  • Private client workshops – Working Together for Success – Fargo, ND – October 31-November 4, 2016

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Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

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

© 2016 Emily Huling. All rights reserved.

August 2016

Strategies for Success Newsletter August 2016 Issue 128

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Published by Emily Huling Selling Strategies

www.sellingstrategies.com

Copyright 2016 Emily Huling. All rights reserved.

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In this August 2016 issue:

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

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  1. Thoughts from the Road

$100,000 salt and pepper shakers

Teaching an Agency Management CIC class in June took me to beautiful Orange County, CA. My long-time friend Kirsti, who lives in Los Angeles, met me for an exceedingly fun day at Disneyland. We were Soarin’ over California, entertained by It’s a Bug’s Life and It’s a Small World, and traveled across the universe in the new Feel the Force Star Wars 3-D simulation ride piloted by C-3PO.

Visiting Disneyland, I was reminded of the touching childhood story told by Randy Pausch in his book, The Last Lecture. The book was written as a guide on how to live life written when the author, a professor at Carnegie Mellon University, was dying of pancreatic cancer. Randy died in 2008.

Long story short, Randy and his sister, ages 12 and 14, wanted to buy their parents a gift to show their appreciation for taking them to Disney World. On their own, they bought $10.00 salt and pepper shakers at the Disney gift shop only to drop and break them minutes later. They were devastated. An adult guest saw what happened and suggested to the children that they go back to the gift shop and ask for replacements. They did. The clerk gave them new salt and pepper shakers and apologized for not wrapping them better. When their parents heard the story, they were even more impressed with Disney World. That act of kindness to their children started a lifetime of loyalty. Randy calculated his parents spent over $100,000 on tickets, food, and souvenirs at Disney World during their lives.

What a great reminder for all of us. Sometimes it’s the smallest and kindest things we do that have the biggest impact on another’s life and subsequent choices that are made.

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2.  Thoughts from Others

The Water Pot

A water bearer in India had two large pots, each hung on an end of the pole which he carried across his neck. One of the pots had a crack in it, while the other pot was perfect and always delivered a full portion of water.

At the end of the long walk from the stream to the master’s house, the cracked pot arrived only half full.
For a full two years this went on daily, with the bearer delivering only one and a half pots full of water to his master’s house. Of course, the perfect pot was proud of its accomplishments, perfect to the end for which it was made. But the poor cracked pot was ashamed of its own imperfection, and miserable that it was able to accomplish only half of what it had been made to do.

After two years of what it perceived to be a bitter failure, the cracked pot spoke to the water bearer one day by the stream. “I am ashamed of myself and I want to apologize to you. I have been able to deliver only half my load because this crack in my side causes water to leak out all the way back to your master’s house. Because of my flaws, you have to do all of this work, and you don’t get full value from your efforts.”

The water bearer said to the pot, “Did you notice that there were flowers only on your side of your path, but not on the other pot’s side? That’s because I have always known about your flaw. I planted flower seeds on your side of the path, and every day while we walk back from the stream, you’ve watered them. For two years I have been able to pick these beautiful flowers to decorate my master’s table. Without you being just the way you are, he would not have this beauty to grace his house.”

Moral of the story: Each of us has our own unique flaws. We’re all cracked pots. But it’s the cracks and flaws we each have that make our lives together so interesting and rewarding. You’ve just got to take each person for what they are, and look for the good in them. Remember to appreciate all the different people in your life.

Summer rerun – from June 2011

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3.  Josmo’s Cafe

We are featuring two crowd-pleasing recipes this month – Chocolate Zucchini Cake and Four Bean Baked Beans.

The Chocolate Zucchini Cake is an old recipe I dug out after my friend Frankie gifted us a giant zucchini from her garden. Hints of cinnamon and allspice make this moist cake sensational. Make it the day before serving to let the flavors develop.

Our favorite baked bean recipe is my friend Leannah’s recipe for Four Bean Baked Beans from a 1975 Minnesota church cookbook. It’s thick, spicy and sweet. Even better reheated if there are any leftovers!

Check out other Josmo’s Cafe recipes. The choice for the month appears at the top of the page and also in its proper category. We hope this will help you find the recipe that you read, liked, and can’t seem to locate!

Please let us know how you like our recipes. We love hearing from you!

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4   Stay Energized

Our 17 Terrific Tips series now numbers nine with the addition of 17 Terrific Tips When Visiting Clients. The most popular are 17 Terrific Management Tips and 17 Terrific Negotiating Tips. Visit the Business Building page on our website to find articles, free stuff, and all the 17 Terrific Tips columns.

August Energizer Minute – Breaking down silos Get supercharged with Energizer Minutes – one-to-two-minute audio stories told by yours truly to energize, invigorate, and inspire!

Service Selling Supercharge on CD is available!  Join the hundreds of agents who have completed the 52-week audio course. Service professionals learn tips, techniques, and tools to deliver exceptional service to every client, every day. To write and retain more business, start your in-house service-selling development program now!

“We love it! Supercharge ends our Tuesday staff meetings. We listen as a group. I have to pause the recording because there are so many ideas to write down. This material has made us better agents!”

Lori Augustyniak, CPA, CIC, President, Horizon Insurance, Bradenton, FL

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

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5.   Emily Live

  • Private client workshop – Building the Business – Las Vegas, NV – August 8-10, 2016
  • Agency Management CIC, Fargo, ND – August 24-26, 2016
  • Private client workshops – Revving up Production – Montvale, NJ – September 12-15, 2016
  • Agency Management CIC, Kansas City, MO – September 21-23, 2016
  • NAPSLO Annual Conference – Atlanta, GA – September 25-28, 2016
  • NAPSLO NextGen Leadership workshop – Atlanta, GA – Leading with Certainty in Uncertain Times – September 26, 2016
  • Private client – strategy consulting – St. Joseph, MO – October 3-6, 2016
  • Private client workshops – Working Together for Success – Fargo, ND – October 31-November 4, 2016

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Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

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

© 2016 Emily Huling. All rights reserved.

July 2016

Strategies for Success Newsletter July 2016 Issue 127

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Published by Emily Huling Selling Strategies

www.sellingstrategies.com

Copyright 2016 Emily Huling. All rights reserved.

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In this July 2016 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

Sink or swim?

Mike, client and proud grandfather, shared with me his video of Maggie, his 2-1/2-year-old granddaughter taking the final test of her YMCA toddler swim program. This class teaches youngsters to master the art of water survival. Maggie demonstrated how to float on her back, flip over, and swim to the edge of the pool. She did great!

For most of the two weeks, Mike told me, Maggie cried, hung on to her mother, and resisted getting in the water. As difficult as it was for Maggie’s mother, she made Maggie stick with it.

Fast forward two weeks. Maggie and her mother were at the pediatrician’s for a routine visit. The doctor asked Maggie, “What’s new?” Maggie beamed and proudly told her doctor that she had learned to swim. Her mother added, “Now we can’t get her out of the water!”

Moral of the story: No matter what age, it can be frightening to learn something new. When you feel like giving up, stick with it. Breaking through your mental barrier builds confidence and skills. And who knows, you may even learn to love it!

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  1. Thoughts from the Office

All in the family.

I’m thrilled with the number of family members, including children of owners, coming into the agency business. However, it concerns me that family operations may inadvertently fall into bad practices that harm the business in the long term. Here are a few thoughts to avoid the pitfalls.

Apply consistent employment practices.  Job descriptions and personnel manuals apply to family members also. Set up a job training schedule employing the assistance of unrelated coworkers and managers rather than a relative. Utilize personality and skill assessments to uncover issues that may affect job effectiveness. Not only are these resources great management and development tools, having an objective third party perspective can help avoid or handle uncomfortable situations.

Office rules apply to everyone.  Generally, family businesses are family friendly. Be careful that young children of family members don’t take liberties that non-family children don’t have. Disrupting workers, playing on the computers, and making a mess in the break room are behaviors that I have seen occur. Non-family employees rarely if ever complain to the owners about this. Instead, they silently fume.

Recognize the perspective of non-family members. Right or wrong, non-family employees believe that family members share information with the owner. Employees may see a family employee as unapproachable on certain subjects, wondering if a conversation will be kept confidential or what impact certain private information will have on his or her job. Be sensitive to the situation that employees are in when working with family members.

Don’t allow employees to play one family member off another. “But I talked to your wife (or son, daughter, father) about …” can be used by employees to get what they want in a situation. All family members need to understand the limits and boundaries that exist in their job position.  When a family member is approached about a matter that falls outside his or her responsibilities, he or she must refer the employee to the appropriate person.

Recognizing, acknowledging, and addressing these issues up front with all parties involved will support, an emotionally healthy and professional business environment.

Summer rerun – originally published November 2009

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  1. Josmo’s Cafe

It’s the perfect month for sweet corn on the cob! Everyone has an opinion on the best way to make it – boiled, grilled with the husk on, grilled in foil, or microwave. Watch this short video on how to make corn on the cob in the microwave. This is our preferred method. It is it easy, fail-proof, and all the corn silk is removed! Give it try!

Check out other Josmo’s Cafe recipes. The choice for the month appears at the top of the page and also in its proper category. We hope this will help you find the recipe that you read, liked, and can’t seem to locate!

Please let us know how you like our recipes. We love hearing from you!

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  1. Stay Energized

Our 17 Terrific Tips series now numbers nine with the addition of 17 Terrific Tips When Visiting Clients. The most popular are 17 Terrific Management Tips and 17 Terrific Negotiating Tips. Visit the Business Building page on our website to find articles, free stuff, and all the 17 Terrific Tips columns.

July Energizer Minute – Five Tips to Remember Names Get supercharged with Energizer Minutes – one-to-two-minute audio stories told by yours truly to energize, invigorate, and inspire!

Service Selling Supercharge on CD is available!  Join the hundreds of agents who have completed the 52-week audio course. Service professionals learn tips, techniques, and tools to deliver exceptional service to every client, every day. To write and retain more business, start your in-house service-selling development program now!

“We love it! Supercharge ends our Tuesday staff meetings. We listen as a group. I have to pause the recording there are so many ideas to write down. This material has made us better agents!”

Lori Augustyniak, CPA, CIC, President, Horizon Insurance, Bradenton, FL

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

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  1. Emily Live
  • Private client workshop – Building the Business – Las Vegas, NV – August 8-10, 2016
  • Agency Management CIC, Fargo, ND – August 24-26, 2016
  • Private client workshops – Revving up Production – Montvale, NJ – September 12-15, 2016
  • Agency Management CIC, Kansas City, MO – September 21-23, 2016
  • NAPSLO Annual Conference – Atlanta, GA – September 25-28, 2016
  • NAPSLO NextGen Leadership workshop – Atlanta, GA – Leading with Certainty in Uncertain Times – September 26, 2016
  • Private client – strategy consulting – St. Joseph, MO – October 3-6, 2016
  • Private client workshops – Working Together for Success – Fargo, ND – October 31-November 4, 2016

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Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

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

© 2016 Emily Huling. All rights reserved.

June 2016

Strategies for Success Newsletter June 2016 Issue 126

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Published by Emily Huling Selling Strategies

www.sellingstrategies.com

Copyright 2016 Emily Huling. All rights reserved.

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In this June 2016 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

Seat belt signs shed light on human behavior

During a two-week period this spring, I flew to four cities requiring me to fly eight segments on three different airlines. Let’s call them A, B, and C.

Airline A delivered very little communication from the cockpit. Welcome on board and we’re about to land are the only two I remember. The pilot left the seat belt sign illuminated during the whole flight. People totally ignored the signs getting up no matter how shaky the plane was flying.

Airline B was a bit better about communication, but not much. This airline turned on and off the seat belt sign as needed. The flight attendants announced that it had been turned on, but not when the pilots turned it off. Some folks paid attention to the illuminated seat belt sign and stayed seated, but if it was on too long and the plane became steady, people got up anyway.

Airline C was the best at communicating and got the best results. Pilots greeted passengers at the boarding door as they entered the plane. In the welcome announcement, we were told the route and advised of some expected turbulence and that the seat belt sign would be turned on. We were courteously requested to remain seated when the seat belt sign was illuminated. People did just that. When the pilot turned off the sign, he announced that it was safe to move around the cabin.

What a lesson this provided in communication! Airline A proved that people ignore what is predictable and unchanging. Airline B had mildly improved results, but without additional information or updates, people draw their own conclusions. Airline C knocked it out of the park. Personal, friendly, clear communication set the expectation and people responded to the request.

Moral of the story. Invest the time and effort to deliver friendly, clear communication and provide status updates. The results you want will more likely be achieved.

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  1. Thoughts from the Office

Tip #14 in my 17 Terrific Tips When Visiting Clients created quite a stir among insurance professionals!  I stated “Using an iPad or other device to take notes is not recommended. It interferes with conversation since your attention is focused on the screen and typing.”

People offered several reasons why it makes sense to take notes on a mobile device. It saves time by eliminating double work since notes can easily be transferred to a client file or follow-up summary message. It reduces errors in deciphering handwritten notes that are often illegible. Everyone does it today so it’s become an appropriate practice.

Thank you all for weighing in on this arguable issue. I stand by my recommendation to avoid using these devices. However, if you choose to do it, please ask permission and be alert to the effect it has on your client and the conversation. If you sense any disconnect at all, use a pen and paper.

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  1. Josmo’s Cafe

Roasted asparagus with Kalamata olives is a delicious side dish lightly seasoned with lemon pepper and olive oil.  Fast and easy! We like it as a side dish to baked fish or chicken. Enjoy!

Check out other Josmo’s Cafe recipes. The choice for the month appears at the top of the page and also in its proper category. We hope this will help you find the recipe that you read, liked, and can’t seem to locate!

Please let us know how you like our recipes. We love hearing from you!

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  1. Stay Energized

Our 17 Terrific Tips series now numbers nine with the addition of 17 Terrific Tips When Visiting Clients. The most popular are 17 Terrific Management Tips and 17 Terrific Negotiating Tips. Visit the Business Building page on our website to find articles, free stuff, and all the 17 Terrific Tips columns.

June Energizer Minute – Don’t try so hard Get supercharged with Energizer Minutes – one-to-two-minute audio stories told by yours truly to energize, invigorate, and inspire!

Service Selling Supercharge on CD is now available!  Join the hundreds of agents who have just completed the 52-week audio course. Service professionals learn tips, techniques, and tools to deliver exceptional service to every client, every day. Start your in-house service-selling development program to write and retain more business!

What a godsend! We kick off our Monday morning office meetings – there are six of us – with Supercharge ideas we have been using from listening on our own. We hear each other use the ideas every day.”  Angela Eubanks, CISR, Commercial Account Manager, Evans & Associates, Kinston, NC

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

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  1. Emily Live
  • Agency Management CIC, Richmond, VA – June 1-3, 2016
  • Agency Management CIC, Anaheim, CA – June 8-10, 2016
  • Private client workshop – Building the Business – Las Vegas, NV – August 8-10, 2016
  • Agency Management CIC, Fargo, ND – August 24-26, 2016
  • Private client workshops – Revving up Production – Montvale, NJ – September 12-15, 2016
  • Agency Management CIC, Kansas City, MO – September 21-23, 2016
  • NAPSLO Annual Conference – Atlanta, GA – September 25-28, 2016
  • NAPSLO NextGen Leadership workshop – Atlanta, GA – Leading with Certainty in Uncertain Times – September 26, 2016
  • Private client workshops – Working Together for Success – Fargo, ND – October 31-November 4, 2016

 

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Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

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

© 2016 Emily Huling. All rights reserved.

May 2016

Strategies for Success Newsletter May 2016 Issue 125

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Published by Emily Huling Selling Strategies

www.sellingstrategies.com

Copyright 2016 Emily Huling. All rights reserved.

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In this May 2016 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

Table manners, where art thou?

Proper dining etiquette matters. It’s an extension of the professionalism that you work so hard to achieve every day in an office environment.  Remembering that your bread plate is on the left and your drinks are on the right is the least of it. Here are a few reminders for putting your best fork and knife forward.

  • Place your napkin on your lap immediately after being seated. Do not place your napkin on the table until everyone has finished eating. If you have to leave the table, place it on your chair.
  • Do not use your napkin to wipe your nose! That goes for both paper napkins and cloth napkins. Keep tissues handy and use them. Keep tissues off the table.
  • Rolls and butter etiquette. Don’t butter bread directly from the butter dish. Put the butter on your plate first. If the butter is in foil, remove the entire pat of butter at one time and place it on your plate. Put the paper wrapper at the edge of the plate. Tear the bread rather than cutting it with a knife. Butter one piece at a time just before eating it.
  • Avoid reaching. Ask to have items passed to you. Salt and pepper are passed together.
  • Eating etiquette. Don’t start eating until all have been served. Exceptions may be given by companions, but use good judgement. Pace your eating with others at the table. Don’t eat too fast or too slowly. Cut your food one bite at a time. Don’t cut ahead.
  • Keep cell phones off the table. If you are expecting a call or text, let others know. When it sounds, promptly leave the table.
  • Frequently, a topic of conversation needs to be researched at the table. Be sure and ask “If you don’t mind, I’ll look that up.” When you have finished, put your phone away.

Happy and well-mannered dining!

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2.  Thoughts from Home

Home sweet cinnamon bagel chips

“I bought these for you because I knew you’d like them.”  At 89, my thoughtful mother bought me a bag of Hometown Cinnamon Crunch Bagel Chips to enjoy during my visit. And she was right. I loved them!

You don’t have to have an attentive mother to make someone’s day. There is nothing sweeter than being the recipient of someone conveying, “I thought about you.”  It’s the highest compliment. It means you’re a valued part of someone’s world. You’ve made a positive, lasting impression.

Thoughts about others cross our minds frequently as we live our lives. Let them know it. Send a personal note, text message, leave a voice mail, forward an article, congratulate them on their team’s big win, send a link about their favorite show, actor, or vacation place. Buy them a bag of chips you know they’d like. It’s those thoughtful gestures that brighten both their world and yours.

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3.   Josmo’s Cafe

I love chess pies! Unless you live in the south, you may not have heard of this kind of pie. Folklore attributes the name to pie chest with the word chest said with a southern drawl. Another explanation is when asked what was for dessert, the answer was “jes pie.”  No matter the reason for the unusual name, these pies taste great and are really easy to make. Eggs, sugar, butter, a bit of flour and the flavoring. My sister-in-law’s recipe for Lemon Chess Pie is our favorite. Enjoy!

Check out other Josmo’s Cafe recipes. The choice for the month appears at the top of the page and also in its proper category. We hope this will help you find the recipe that you read, liked, and can’t seem to locate!

Please let us know how you like our recipes. We love hearing from you!

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  1. Stay Energized

Our 17 Terrific Tips series now numbers eight. The most popular are 17 Terrific Management Tips and 17 Terrific Negotiating Tips. Visit the Business Building page on our website to find articles, free stuff, and all the 17 Terrific Tips columns.

May Energizer Minute – A Daily Dose of Happiness Get supercharged with Energizer Minutes – one-to-two-minute audio stories told by yours truly to energize, invigorate, and inspire!

Service Selling Supercharge on CD is now available!  Join the hundreds of agents who have just completed the 52-week audio course. Service professionals learn tips, techniques, and tools to deliver exceptional service to every client, every day. Start your in-house service-selling development program to write and retain more business!

What a godsend! We kick off our Monday morning office meetings – there are six of us – with Supercharge ideas we have been using from listening on our own. We hear each other use the ideas every day.”  Angela Eubanks, CISR, Commercial Account Manager, Evans & Associates, Kinston, NC

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

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Planning your 2016 membership, agent, or employee events?

2016 Convention and Meeting Topics are available! Improve teamwork, advance management skills, increase producer sales, enhance customer service, and fast forward career success. My guarantee – participants will be energized, inspired, and will learn strategies to improve performance and results.

For information about availability and fees, please get in touch.

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  1. Emily Live
  • Private client workshops and consulting – Blue Ridge, GA – May 11-13, 2016
  • AAMGA Annual Meeting – Scottsdale, AZ – May 22-24, 2016
  • Agency Management CIC, Richmond, VA – June 1-3, 2016
  • Agency Management CIC, Anaheim, CA – June 8-10, 2016
  • Private client workshop – Building the Business – Las Vegas, NV – August 8-10, 2016
  • Agency Management CIC, Fargo, ND – August 24-26, 2016
  • Private client workshops – Revving up Production – Montvale, NJ – September 12-15, 2016
  • Agency Management CIC, Kansas City, MO – September 21-23, 2016
  • NAPSLO Annual Conference – Atlanta, GA – September 25-28, 2016
  • NAPSLO NextGen Leadership workshop – Atlanta, GA – Leading with Certainty in Uncertain Times – September 26, 2016
  • Private client workshops – Working Together for Success – Fargo, ND – October 31-November 4, 2016

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Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

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

© 2016 Emily Huling. All rights reserved.

April 2016

[vc_row][vc_column][vc_column_text]Strategies for Success Newsletter April 2016 Issue 124

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Published by Emily Huling Selling Strategies

www.sellingstrategies.com

Copyright 2016 Emily Huling. All rights reserved.

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In this April 2016 issue:

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

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Selling Strategies website has a new look!  Hope you like our fresh and fun look as much as we do!  A favor, please. If you find any errors or links that don’t work, please drop me a note. Thank you!

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  1. Thoughts from the Road

I love Fargo!

No, I don’t mean the cult classic movie by the Coen Brothers. I mean the real city of Fargo, North Dakota. After my first visit to Fargo five years ago, my clients sent me the book How Fargo of You by Marc de Celle. Marc and his family moved to Fargo from the Southwest in 2005. He found that the people of Fargo go far beyond being nice, kind, thoughtful, and generous. He coined the expression “how Fargo of you” to best describe Fargo interpersonal behavior. His book relays dozens of stories confirming that in Fargo, people come first. Watch this brief interview from 2010 when the book was released.

“How Fargo of you” is contagious. In February I was on my connecting Expressjet flight from Chicago to Fargo with about 50 passengers on board. In the seat in front of me was a young mother traveling alone with her coughing, crying two-year old. To keep her child as amused as possible, the mother had cartoons for her daughter to watch on her laptop. That’s normal on planes, right? What made this unusual is that they did not have headphones, which I guess would be difficult for a two-year old, dontcha know?  The entire plane listened to 90 minutes of cartoons that were loud enough to be heard over the noise of the jet engines. Complaints by anyone on this flight to Fargo? Of course not. How Fargo of the passengers!

Lucky me! I now have two clients in Fargo and have visited several times. I learned during my visit in February (Extra lucky! The weather was dry and temperatures were in the 20’s.) about a satirical website FMObserver created and written by two of my client’s associates, Johnny and Nick, and a few others. A 2013 news item about a man clearing snow with a flamethrower by Nick was picked up as a true story by several newspapers. Another favorite of mine is Johnny’s Fargo’s new Uber Jet program. Enjoy!

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2. Have you read….?

The Optimistic Workplace by Shawn Murphy is the newest addition to my recommended reading list for leaders and managers. In addition to reconfirming that a positive environment fuels energized associates and leads to greater success for both individuals and the organization, the author provides doable strategies to shift culture. Here are a few of his thoughts that align with my consulting philosophy and approach.

  • The purpose of the both the organization and teams must be clearly defined and articulated.
  • Culture change begins with individual’s belief and confidence in the purpose, values, philosophy, and leadership of the business.
  • When leaders walk their talk, associates’ behaviors and actions follow suit. If it doesn’t, people should move on.
  • Silos must come down between management and staff, departments, and positions.
  • Frequent one-on-one meetings with direct reports provide meaningful information and dialogue that quickly moves change forward.
  • A leader’s responsibility is to provide employees the resources they need to reach their potential.

other books on my culture-shift reading list are:

It’s Your Ship by Captain D. Michael Abrashoff

The Culture Secret by Dr. David Vik

The Happiness Advantage by Shawn Achor

The Power of Habit by Charles Duhigg

Necessary Endings by Henry Cloud

Start with Why by Simon Sinek

If you’re interested in some of my client culture shifts, I describe my approach and client success stories on my website.

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3. Josmo’s Cafe

Key Lime Bundt Cake is so good, I just have to feature it again! I was with one of my baking buddies at the NetVU conference last month and we were chatting about how much we love Bundt cakes. It’s one of those desserts that gets better each day it sits. Bad news is that it rarely last very long!  Enjoy!

Check out other Josmo’s Cafe recipes. The choice for the month appears at the top of the page and also in its proper category. We hope this will help you find that recipe you read, liked, and can’t seem to locate!

Please let us know how you like our recipes. We love hearing from you!

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  1. Stay Energized

17 Terrific Tips to Promote Positive Energy is the newest addition to the series. Positive energy is contagious. These tips will assure that what you’re spreading is healthy and beneficial for both you and those you encounter.

Visit the Business Building page on our website to find articles, free stuff, and more 17 Terrific Tips.

April Energizer Minute – Exuding Calm Get supercharged with Energizer Minutes – one-to-two-minute audio stories told by yours truly to energize, invigorate, and inspire!

Service Selling Supercharge on CD is now available!  Join the hundreds of agents who have just completed the 52-week audio course. Service professionals learn tips, techniques, and tools to deliver exceptional service to every client, every day. Start your in-house service-selling development program to write and retain more business!

What a godsend! We kick off our Monday morning office meetings – there are six of us – with Supercharge ideas we have been using from listening on our own. We hear each other use the ideas every day.”  Angela Eubanks, CISR, Commercial Account Manager, Evans & Associates, Kinston, NC

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

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Planning your 2016 membership, agent, or employee events?

2016 Convention and Meeting Topics are available! Improve teamwork, advance management skills, increase producer sales, enhance customer service, and fast forward career success. My guarantee – participants will be energized, inspired, and will learn strategies to improve performance and results.

For information about availability and fees, please get in touch.

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  1. Emily Live
  • Private client workshops and consulting – Montvale, NJ – April 11-14, 2016
  • NAMIC Underwriting WebinarsUnderwriters: Sell is Not a Four-Letter Word – April 18 and May 2, 2016
  • United Independent Agency Alliance Annual Meeting – How to Become the Agent of Choice – Columbus, OH – April 26, 2016
  • Private client workshops and consulting – Blue Ridge, GA – May 11-13, 2016
  • AAMGA Annual Meeting – Scottsdale, AZ – May 22-24, 2016
  • Agency Management CIC, Richmond, VA – June 1-3, 2016
  • Agency Management CIC, Anaheim, CA – June 8-10, 2016
  • Agency Management CIC, Fargo, ND – August 24-26, 2016
  • Agency Management CIC, Kansas City, MO – September 21-23, 2016
  • NAPSLO Annual Conference – Atlanta, GA – September 25-28, 2016

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Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

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

© 2016 Emily Huling. All rights reserved.[/vc_column_text][/vc_column][/vc_row]

March 2016

Strategies for Success Newsletter March 2016 Issue 123

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2016 Emily Huling. All rights reserved.

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In this March 2016 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

How to attract the BEST clients.

I love my clients! A day rarely goes by that I don’t say to John, “I have the BEST clients!” What traits make them the best?

1. My clients respect and value their employees and demonstrate it regularly. How my clients treat their associates is how they treat external business partners.
2. My clients invest in their businesses and their people. It includes community, office environment, technology, education, compensation, and benefits.
3. My clients respond to messages within 24 hours and most often 4 hours. They demonstrate urgency and passion.
4. Our time together is purposeful and productive. We set up phone meeting times with planned agendas that move initiatives forward.
5. We continually keep each other updated. Together we stay focused on objectives that achieve results.

What’s the surefire way to partner with the BEST? Execute the qualities and practices that you seek from them.

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2. Thoughts from the Road

The benefit of being upfront.

After 40 years of living in the same city, a friend of ours, Marcia, is moving out of state to live near her daughter and her family. We were chatting about the work, the emotions, and the hassle involved with downsizing, packing, and closing out a big chapter of her life. Marcia was telling us that she was surprised and a bit annoyed that she was getting phone calls from organizations where she was cancelling memberships and season subscriptions. I asked, “Are you telling them the reason you’re canceling is that you’re moving to live near your daughter?” “No,” she replied as if the thought had never occurred to her. Being upfront about the reason would have saved her and others time and energy.

On the business front, I often see the same behavior by insurance professionals who don’t proactively impart information. By not taking the initiative, the agent or underwriter receives a client call questioning the changes in billing terms, rates, premiums, values, audits, or loss control recommendations.

As in the case of Marcia, it makes more sense for the insurance professional to convey the information upfront. Who’s in control of the dialogue when you communicate the information? You are. Who’s in charge of the conversation when the clients call you asking questions? They are.

Which position would you rather be in? Choosing the proactive one strengthens your image as a professional who has your client’s best interest in mind.

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3. Josmo’s Cafe

It’s still winter so hearty crockpot dishes stay on the menu! Chicken and Corn Chili is another super recipe from Family Circle magazine. It makes a lot so invite the neighbors!
Check out other Josmo’s Cafe recipes. The choice for the month appears at the top of the page and also in its proper category. We hope this will help you find that recipe you read, liked, and can’t seem to locate!

Please let us know how you like our recipes. We love hearing from you!

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Service Selling Supercharge on CD is now available!

Join the hundreds of agents who have just completed the 52-week audio course to develop front-line service-selling skills.

“What a godsend! We kick off our Monday morning office meetings – there are six of us – with Supercharge ideas we have been using from listening on our own. We hear each other use the ideas every day.” Angela Eubanks, CISR, Commercial Account Manager, Evans & Associates, Kinston, NC

“We love it! Supercharge ends our Tuesday staff meetings. We listen as a group. I have to pause the recording there are so many ideas to write down. This material has made us better agents!”
Lori Augustyniak, CPA, CIC, President, Horizon Insurance, Bradenton, FL

Service professionals learn tips, techniques, and tools to deliver exceptional service to every client, every day. Receive 52 4-minute audio lessons for only $4.00 a week. Click Here to access episode list, tracking sheet, testimonials and order your copy. Purchase before March 31 to receive 15% discount.

Start your in-house service-selling development program to write and retain more business!
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Planning your 2016 membership, agent, or employee events?

2016 Convention and Meeting Topics are available! Improve teamwork, advance management skills, increase producer sales, enhance customer service, and fast forward career success. My guarantee – participants will be energized, inspired, and will learn strategies to improve performance and results.

For information about availability and fees, please get in touch.

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4. Stay Energized

Thanks to PIA of NY, NJ, CT, NH for interviewing me for their column Five Minutes With… and featuring 17 Terrific Tips to be Polished and Professional for their February 2016 member publication!  Click here to read my interview and the tips.

March Energizer Minute – Are you a shopper or a buyer? – Get supercharged with Energizer Minutes – one-to-two-minute audio stories told by yours truly to energize, invigorate, and inspire!

Just released! 17 Terrific Tips to Be a Great Coworker.

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

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5. Emily Live

• NAPSLO Mid-Year Leadership Conference – Scottsdale, AZ – March 1-2, 2016
• NAMIC Commercial Lines Seminar – Overcoming Resistance to Sales and Building Your Personal Career Brand – Chicago, IL – March 3, 2016
• NetVU Annual Conference – Service That Sells: Frontline to Bottomline – San Antonio, TX – March 5, 2016
• Assure Alliance Annual Convention – Greenville, SC – March 14-15, 2016
• Private client workshops and consulting – Montvale, NJ – April 11-14, 2016
• NAMIC Underwriting Webinars – Underwriters: Sell is Not a Four-Letter Word – April 18 and May 2, 2016
• Agency Alliance Annual Meeting – How to Become the Agent of Choice – Columbus, OH – April 26, 2016
• AAMGA Annual Meeting – Scottsdale, AZ – May 22-24, 2016
• Agency Management CIC, Richmond, VA – June 1-3, 2016
• Agency Management CIC, Anaheim, CA – June 8-10, 2016
• Agency Management CIC, Fargo, ND – August 24-26, 2016
• Agency Management CIC, Kansas City, MO – September 21-23, 2016

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Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

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

© 2016 Emily Huling. All rights reserved.