Category: <span>2020</span>

February 2020

Strategies for Success Newsletter February 2020 Issue 170

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2020 Emily Huling. All rights reserved.

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In this February 2020 issue:

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

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Please note my new office phone number. 828-478-5929

The robocallers have won! I’ve had to disconnect my toll-free number since receiving countless robocalls a day making my voicemail inoperable. I apologize for the inconvenience.

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  1. Thoughts from the Office

Unleash the power of lists

I don’t know what I would do without lists! I have business travel lists, vacation travel lists, client proposal check lists, presentation supply lists, and client conversation checklists. Making a list to use and reuse conserves brain power, saves time, avoids overlooking something, assures accuracy, and builds confidence so that the undertaking will be competently completed.

Here’s a suggestion for lists you may have not considered. Lists that will help grow your business. Consider these ten ideas.

  1. List five reasons people should do business with you.
  2. List five ways you are different from your competition.
  3. List five sources to find new prospects.
  4. List five sales objections you often hear.
  5. List five responses to those sales objections.
  6. List five ways to stay visible with value to your clients and prospects.
  7. List five ways to follow up after you get the business.
  8. List five ways to follow up after you lose a sale.
  9. List five ways you have helped your clients solve a problem.
  10. List five clients who are willing to be a reference or provide a testimonial.

Create individual lists, share them with your team of both client interface and support people, and exchange ideas. Using collective effort, formulate both individual and organizational strategies to grow your revenues in 2020.

Happy list making!

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  1. Thoughts from Others

Seth Godin’s daily blog (7500+ so far) has started my day for more years than I can remember. He is a brilliant thinker, best-selling and prolific author (Permission Marketing, Purple Cow, Linchpin) and a trailblazer in marketing and sales practices.

This blog from January 5, 2020 I found particularly thought-provoking.

Toward Resilience

Apart <—> Connected
Hierarchy <—> Lattice
Them <—> Us
Winning <—> Interacting
Brittle <—> Flexible
Just in time <—> Slack
Excluded <—> Included
Willful <—> Perceptive
Fearful <—> Honest
Static <—> Bandwidth
Facts <—> Stories
Barriers <—> Bridges
Final <—> First
Shadows <—> Light
Consumption <—> Sustainability
Retribution <—> Justice
Once <—> Again

Resilient systems are far more effective and efficient. It’s easier to paddle a canoe on a calm lake, and the interactions and stability that come from predictable systems more than pay for the extraordinary effort needed to build and maintain them.

Here’s another one I have kept for years called Anchoring can sink you.

Consider subscribing to Seth’s Blog to continually open your mind to new ways of thinking.

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Service Selling is what writes and retains business! In-house group learning during regular staff meetings is a great way to keep service selling strategies at the forefront of your agents, CSRs, and underwriters’ minds. My tried and true books Selling from the Inside and Great Service Sells as well as Service Selling Supercharge – 52 four-minute podcasts – will introduce new ideas and get conversation flowing. Information on content and ordering available in our learning store.

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  1. Josmo’s Café

Spaghetti Squash with Pine Nuts is our recipe this month. I’m grateful that John does not care for spaghetti squash so there is more for me to enjoy! I use the microwave cooking method described in the recipe to save cooking time. It’s a nice winter side dish to accompany chicken or pork. 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 February is Loving Dirty Socks.

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

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  1. Emily Live
  • Private clients – Phoenix, AZ – January 27-February 7, 2020
  • WSIA Underwriting Summit – Palm Desert, CA – February 29-March 4, 2020
  • Private client – agency operations review – Blue Ridge, GA – March 9-12, 2020
  • Agency Management CIC, Wichita, KS – March 16-18, 2020

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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.

© 2020 Emily Huling Selling Strategies All rights reserved.

January 2020

Strategies for Success Newsletter January 2020 Issue 169

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2020 Emily Huling. All rights reserved.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

In this January 2020 issue:

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

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Please note my new office phone number. 828-478-5929

The robocallers have won! I’ve had to disconnect my toll-free number since receiving countless robocalls a day making my voicemail inoperable. I apologize for the inconvenience.

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  1. Thoughts from the Office

How to build an emotionally healthy workplace

During a break when teaching an Agency Management CIC class, a young man, Jeff, approached me. He was visibly anxious. Jeff told me that before he left the office that morning to attend the class, his manager told him that he had bet another manager that he would fail the exam. “What!?” I exclaimed in disbelief. I took a breath and told Jeff that after he passed the exam, he may want to consider looking for a new job.

Toxic workplaces are either intentional as Jeff experienced or unintentional because leaders are distant or unapproachable. The individual, the team, and clients all suffer. Here are five tips for leaders to build and sustain an emotionally healthy work environment.

  1. “You can do it!” With those four words, managers can boost self-confidence to achieve positive outcomes. Follow up words of support by sharing ways you or others have overcome similar challenges or fears and ask, “What can I do to help?”
  2. Personally connect. Managers and their direct reports both benefit from weekly or bi-weekly one-on-one meetings. These conversations should differ from discussions about specific work issues by focusing on the bigger picture. Things to talk about may include an inquiry about life outside of work, takeaways on a recent success, asking about the biggest client or account challenge right now, updates on past discussion items, and the manager asking, “Is there anything I should be aware of?”
  3. When providing feedback, comment on the work, not the person. Accolades or constructive feedback need to specifically address what has been done well or what can be improved. “(Our client) was impressed with the response time and (your solution) to her issue.” “Our workday starts at 8:30. Each person needs to be at his/her desk and up and running at that time.”
  4. Frequent communication from owners and top leaders is what employees want and need. Attitude and engagement are strengthened when leaders hold monthly state-of the-office meetings. The agenda should include a review of results compared to goals, employee changes, external partner news, technology updates, and success stories.
  5. Tear down silos between departments. Provide opportunities for employees and leadership to have fun and get better acquainted. See my 17 Terrific Tips to Create Office Fun for some team-building ideas.

Wishing you all a happy and emotionally healthy 2020!

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  1. Thoughts from Others

To kick off the new decade, I’m re-publishing my favorite Ralph Waldo Emerson piece The Meaning of Success. It’s a framed poster I have hanging in my dressing area as a continual reminder of what’s important.

To laugh often and much;

To win the respect of intelligent people
and the affection of children;

To earn the appreciation of honest critics
and endure the betrayal of false friends;

To appreciate beauty;
To find the best in others;

To leave the world a bit better, whether by
a healthy child, a garden patch
or a redeemed social condition;

To know even one life has breathed
easier because you have lived;

This is to have succeeded.

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  1. Josmo’s Café

Onion Marmalade is our recipe this month. Make your winter meals more special with this savory and slightly hot relish. It tastes great with pork, chicken, sausages, or even mashed potatoes. Make it a day ahead. It keeps for a few more days if it lasts that long!  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 January is How little we need.

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

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  1. Emily Live
  • Private client – Pittsburgh, PA – January 13-15, 2020
  • Private clients – Phoenix, AZ – January 27-February 7, 2020
  • WSIA Underwriting Summit – Palm Desert, CA – February 29-March 4, 2020
  • Agency Management CIC, Wichita, KS – March 16-18, 2020

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Please note my new office phone number. 828-478-5929

The robocallers have won! I’ve had to disconnect my toll-free number since receiving countless robocalls a day making my voicemail inoperable. I apologize for the inconvenience.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

© 2020 Emily Huling Selling Strategies All rights reserved.