Category: 2019

November 2019

Strategies for Success Newsletter November 2019 Issue 167

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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 November 2019 issue:

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

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  1. Thoughts from Home

Did you tell me that could be a problem?

We bought a boat this summer and needed a boat lift. The boat lift company came highly recommended by friends. Our friends suggested that if we find a used lift we could save quite a bit of money.

Jason, the owner of the boat lift company, gave us written quotes on new and used lifts. We chose the used lift. Jason confirmed it would work fine for our use.

Two months after the lift was installed, the lift started to squeak LOUDLY when the lake water had any movement. Suffice it to say, the lift squeaked much of the time greatly interfering with the tranquil environment lake living should help achieve.

We called Jason and told him about the problem. “That’s what happens when you buy a used lift,” he said. Huh? “Did you tell us that?” I politely asked thinking that I missed a disclaimer on the used lift quote. Jason said he doesn’t provide a checklist of things that can go wrong when you buy a used lift. I laughed and told him that we would have bought a new lift if we knew this was going to a problem!

In our insurance world, that’s like selling the cheapest policy because the client says, “we want a lower price” and failing to tell the insured the deductibles are higher, the values are understated, and the liability limits are too low.

Moral of the story. When providing product alternatives, be certain the client clearly understands – put it in writing – the differences and risks in each choice.

Story update. Jason is determined to fix our used lift and has made two different adjustments. So far, the second fix is working.

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  1. Have you read….?

Malcolm Gladwell, my favorite pop-culture author (The Tipping Point, Blink, and Outliers), gets very heavy in his new book Talking to Strangers – What We Should Know About the People We Don’t Know.  He delves deep into police misconduct, campus rape, financial fraud, and suicide. His approach remains consistent with his other books telling well researched, compelling stories that educate and challenge our thinking.

Gladwell reminds us how easy it is to misread people and situations.

Hitler fooled many a world leader, including Neville Chamberlain, in believing he was a good man. Bernie Madoff conned 37,000 people to invest in his genius strategies and created the largest Ponzi scheme in history. Jerry Sandusky, the Penn State football coach who sexually abused boys, lived under the radar for years because he was such a kind and generous man.

Gladwell probes into the unfortunate tale of Amanda Knox, the college student unjustly accused, convicted, and imprisoned for almost four years for the murder of her roommate in Italy and all that went wrong for her.

The most compelling piece for me was the tragedy of Sandra Bland who killed herself in a Texas prison three days after being arrested during a dubious traffic stop. Examining her life and what led up to the incident combined with the training and expectations of the police officer, Gladwell looks at police brutality through a different lens.

Talking to Strangers encourages us to probe, question, and dig deeper before we judge. Book clubs will find the material ripe for fervent conversation.

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  1. Josmo’s Café

Autumn is the perfect season for a scrumptious Apple Coffee Cake.  This recipe combines tart Granny Smith apples with brown sugar, cinnamon, sour cream, and yogurt making it a moist and perfect cake. I served it to guests for dessert with vanilla ice cream, then John enjoyed it as a coffee cake (even more moist) the next morning. The recipe was requested by all!  Enjoy!

Check out the story of how Josmo’s Café came into being and dozens of other Josmo’s Cafe recipes on our website.

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  1. Stay Energized

Our Energizer Minute podcast for the month of November is Don’t Shop Hungry.

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

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  1. Emily Live
  • Private client – 2020 Strategic Planning – Minneapolis, MN – November 11-13, 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.

October 2019

Strategies for Success Newsletter October 2019 Issue 166

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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 October 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

One of my favorite features on my iPhone is voice mail transcription. Sometimes it’s just easier to read the message than to listen to it. A recent voice mail message was from a colleague, Rick, who is a low talker (thank you Seinfeld!). At the start of the transcription these words were in parentheses – “lack of confidence.” What a surprise to see an appraisal of his communication! Since I know Rick, I don’t believe he lacks confidence, so I certainly found it interesting that voice interpretation technology labeled his message that way.

What do your voice mail messages say about you? Confident or uncertain? Warm or insincere? Enthusiastic or bored? Rushed or patient?

Always be prepared to leave a voice mail message. When you do leave a message, pay attention to your volume, pace, pitch, and tone to reflect the feeling you want to convey.

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One more Thought from the Office this month….

How exciting that one of our very own insurance industry experts, Steve Anderson, has written an exceptional book that will help propel any business to a higher level! The Bezos Letters 14 Principles to Grow Your Business Like Amazon provides a roadmap based on Jeff Bezos strategies of risk and growth. Steve examines Bezos’ letters to shareholders to reveal the brilliant concepts that have made Amazon the most innovative and successful business of all time.

In Steve’s practical and easy-to-read book, business owners can put the Amazon success model into play in their organizations. Check out the book’s website TheBezosLetters.com to receive great bonus material when you order your copy.

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  1. Thoughts from Home

Unexpected inspiration

It was my annual back-to-school shopping day at South Park mall in Charlotte with Quincey, my cousin’s 15-year old daughter. We hit H&M first, then Old Navy, then lunch at the Cheesecake Factory where we met up with John and Nathan, Quincey’s brother, who have their own regular stops for the day.

Standing in the checkout line at Old Navy I knew the hip young man with a great head of natural dreadlock hair was unique. He was happy, smiling, animated, and engaging with the customers. Luckily, he was available when it was our turn.

Our three-minute connection was inspiring. I complimented Jeremy on his upbeat attitude. He said to us “you’ve got to love what you’re doing at the moment.” How true!

Jeremy took another minute to tell us that his other life is about speaking to groups “to help others realize the choices they make yesterday are what control their tomorrows.” True again!

Jeremy’s attitude and outlook proves something else worth remembering. Each encounter we have is an opportunity to make a positive difference in the life of another.

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  1. Josmo’s Café

In the mood for an old-fashioned cookie like my mother used to make, I made some Snickerdoodles. What’s there not to like? A light sugar cookie covered in cinnamon and sugar. Perfect with an early autumn hot mug of apple cider or chamomile tea. 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 October is Hold on, then let go.

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

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  1. Emily Live
  • NAMIC – Communication + Marketing Workshop – Communicating Effectively with Agents and Selling Your Ideas to Leadership – Chicago, IL October 7-9, 2019
  • 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.

September 2019

Strategies for Success Newsletter September 2019 Issue 165

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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 September 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

Why people buy

I’m not sure if John and I decided the 18-inch tall owl decoy to keep squirrels off our deck wasn’t working any longer or we just grew tired of looking at it. No matter, it was going to Goodwill.

I was in the drive-through drop-off donation line at Goodwill unloading the owl from my car when the woman in the car behind me said, “Wow, an owl!  Would you mind if I took your owl? I’ll pay you for it.” I looked at her then looked at the owl. Suddenly, I wanted to keep it! Because someone saw value in it, I wanted it too. I quickly came to my senses. I did give it to her and didn’t take any money for it. That experience got me thinking of what motivates people to buy.

  1. We are influenced by others. That’s why we are interested in others’ experience and views. Amazingly, we trust people we don’t even know when we read online reviews.
  2. We are influenced by proof. Facts and data provide analytical rationale for buying decisions.
  3. We are influenced by ease and convenience. We like to save time and energy when we can.
  4. We like to feel our business is appreciated and valued.

How does this apply to your business? Of these four, each buyer has a primary trigger. Identify the client’s motivator and you can best give the client what he or she needs. Here’s a quick cheat sheet.

  • Buyers who are influenced by others need to hear testimonials and success stories.
  • Analytical buyers need proof sources.
  • Easy-of-doing-business people need fast and direct ways to get things done.
  • People who need to feel valued should hear words that support that during each step of the buying experience.

Take time to assess and identify each of your clients’ buying triggers for greater success in writing and retaining business.

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  1. Thoughts from the Road

Summer vacation travel may have wrapped up, but don’t let that stop you from continuing to arm-chair travel to interesting places.

I wish I could remember who told me about the terrific travel blog www.thediscoverer.com so I could thank them! The creators write that their blog is to “change the way we discover the world. We wanted to inspire people to explore Earth’s most incredible destinations whether that means grabbing a suitcase and heading out on a new journey or simply reading a story about an exotic location while curled up at home.” In only two years, this blog has 4.5 million subscribers. Each week I am transported to marvelous destinations, see amazing photographs, and learn about our extraordinary world. Here are links to a few of my favorite posts. Enjoy!

The coolest museum in each state

15 European sites for history buffs

25 architectural wonders you have to see once

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  1. Josmo’s Café

One-pan Moroccan Spiced Chicken is a fragrant, flavorful and easy-to-make dish. After we served it for a dinner party everyone wanted the recipe. That’s success! 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 September is Volume control.

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.

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.