Category: <span>2021</span>

October 2021

Strategies for Success Newsletter October 2021 Issue 190

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2021 Emily Huling. All rights reserved.

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In this October 2021 issue:

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

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  1. Thoughts from the Office

What do you do after the sale is made?

Congratulations on the great success you’ve had attracting new clients this year! As a true professional, you analyzed client risk and recommended appropriate coverages, offered a better insurance product, and were consistently reliable and responsive in your interactions. How do you keep this positive client engagement going?

  1. Make an “I’m thinking about you” phone call to check in 30 days after the sale is complete.
  2. Help your clients grow their business. Refer them good business opportunities and employee candidates.
  3. Stay abreast of their industry. Read your clients’ trade publications. Forward them articles of interest.
  4. Connect your clients to knowledgeable people who can positively influence their business success.
  5. Follow your clients’ online presence. Acknowledge achievements and business or personal news with personal notes.
  6. Provide a mid-term review of their account to uncover changes in their business, new coverage needs, or review a claim that has occurred.
  7. Send a monthly or bi-monthly newsletter with great content that both personalizes and adds value to your business relationship.

The payback is great using these strategies. You will retain the business. Your clients will refer business to you. Your reputation is enhanced which builds career security. Create an effective after-the-sale plan and your business will thrive!

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  1. Thoughts from Home

We mimic those we spend time with

Out-of-town guests were visiting our neighbors over Labor Day weekend. I heard the visiting dog long before I saw him. There is no mistaking the distinctive howl of a bloodhound. Hearing that sound took me back many years when I lived in Chicago and owned a beautiful collie named Molly. She looked just like Lassie.

When I traveled, I boarded the dog with a family who bred bloodhounds. When I would pick Molly up from their home after a few days, instead of her familiar collie bark, she howled like a bloodhound.

Moral of the story. Without conscious effort, we pick up the sounds and traits of those we spend time with. We need to be aware of that. It’s okay to limit time or let go of people you don’t want to sound like or be like.

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  1. Josmo’s Café

A loud shout out to Nan’s Naughty and Nice owner and friend Peggy Hansen! Nan’s Bloody Mary mix was the featured cooking segment on the We Are Green Bay morning show. The hosts enjoyed drinking the virgin (so they said!) Bloody Mary’s and munching the appetizer tacos Peggy had made. Peggy was asked about the history of Nan’s, other recipes, and where to buy the products. It was a great segment! Order your Nan’s Naughty and Nice for holiday entertaining and gift-giving!

Mediterranean Orzo Salad is our featured recipe this month. I’ve made it several times for company over the past few months. Our guests request the recipe and say yes when asked if they want to take some home. Sure signs of a great dish!

Pumpkin fans – don’t forget to make our favorite Frosted Pumpkin Cake recipe this month.

Looking for more great recipes? We have over 100 recipes on our Josmo’s Café page on the website.

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  1. Stay Energized

Our Energizer Minute for October is Embrace Your Senses.

I believe the secret to staying energized is continual self-work. My reading this past month includes two books. The Café on the Edge of World: A Story About the Meaning of Life by John Strelecky and Martha Beck’s new book The Way of Integrity: Finding the Path to Your True Self.

Both books challenge us to examine if the lives we are leading are what we want through our own choosing or what others or society expects from us. John Strelecky’s book is a short, insightful, and enjoyable story. It’s the first in a series café books. Martha Beck’s book is a deep dive and workbook for self-examination.

If you’re sorting out how the pandemic affected you and what to do with those emotions, these are two good books to start with.

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

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

© 2021 Emily Huling Selling Strategies All rights reserved.

September 2021

Strategies for Success Newsletter September 2021 Issue 189

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2021 Emily Huling. All rights reserved.

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In this September 2021 issue:

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

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  1. Thoughts from the Office

Frame language to open possibilities

“Don’t take this the wrong way.” “You may not like this.” You probably don’t want to know this.”

How do you feel when you hear those words? I immediately get anxious about what’s going to be said next. I think the worst and don’t listen very well to what follows. Framing the conversation with those negatives thoughts effects my response.

What is framing? Framing is using language that influences ideas, thoughts, and solutions.  Through the words we choose, we “frame” a situation. In 1981, Israeli psychologists Amos Tversky and Daniel Kahneman conducted ground-breaking studies that indicated that the context and phrasing of the same problem in terms of gains or losses alters the choice made by participants. Michael Lewis’ book The Undoing Project digs deep into the friendship, lives, and accomplishments of these two brilliant men. Fascinating reading!

Autumn is the time businesses have planning meetings. How a general discussion question is framed can either shut down conversation or set up an environment to facilitate positive, purposeful, and productive idea sharing. Consider these examples of shifting language from negative to positive intention.

Say this…”What did we do well this year that we can build on in order to achieve results next year?”  Instead of this…”What should we have done differently to achieve objectives?”

Say this… “Describe the skills and qualities of our top performers.”  Instead of “What skills are lacking in our staff?”

Say this… “What customer-used technology gets the most use and why?”  Instead of “What do we need to do to get our customers to use our technology?”

Think about the words you use to begin a conversation and see for yourself how positive framing can change the outcome.

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  1. Thoughts from Home

Personal ethics

What if someone shares a personal story that reveals an ethical standard that differs from your own?

At a social gathering, you meet a couple who tell you that she lost an expensive item of jewelry. With the help of the retailer, they change the purchase date of this item, add it to their insurance policy, report it as lost, and receive a settlement from the insurance company. The replacement item is re-purchased from the same retailer.

When challenged, they tell you it was just a matter of timing, it wasn’t fraud. Huh?

What’s your measure of right and wrong?  Severity of the crime? Was a law broken? Impact on others? Financial gain or loss? Lost sleep?

Moral of the story. Thankfully, we have a choice both in our own ethical decisions as well as whom we choose to associate with based on theirs.

Summer rerun – reprinted from February 2007

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  1. Josmo’s Café

Our friend Mary Beth does it again! She brought Ooey Gooey Butter Cake  to a weekend getaway. The knife never left the pan! We all would walk by and take just a sliver of this buttery creamy dessert made famous by Paula Deen. What a great way to sweeten the end of a summer meal!

Looking for more great recipes? We have over 100 recipes on our Josmo’s Café page on the website.

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  1. Stay Energized

Our Energizer Minute for September is Relax and Just Be.

Feeling a bit too much togetherness with your spouse? My favorite NPR show Hidden Brain had another interesting and insightful rebroadcast last month called When did marriage become so hard? Eli Finkel, author of the book The All-or-Nothing Marriage: How the Best Marriages Work was interviewed by host Shankar Vedantam in 2018. Scroll down the Hidden Brain homepage to find many other great shows.

John and I are back to out-of-state armchair travel. The Discoverer Blog has a terrific post featuring five beautiful and often overlooked Midwest states. Yes, North Dakota, you’re on their list and mine!

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

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

© 2021 Emily Huling Selling Strategies All rights reserved.

August 2021

Strategies for Success Newsletter August 2021 Issue 188

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2021 Emily Huling. All rights reserved.

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In this August 2021 issue:

  1. Thoughts from the Office
  2. Have you read….?
  3. Josmo’s Cafe
  4. Stay Energized

Note: Many readers did not receive our July newsletter. Heightened cyber security caused many servers to reject the message. With in-person business happening again, I provided an 8-point refresher course on proper table manners and discussed Ralph Waldo Emerson’s strategies in developing resilience during trying times. A delicious Peach Bundt Cake was our recipe of the month. Enjoy!

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  1. Thoughts from the Office

A consulting and speaking colleague of mine, Lisa Copeland, RDH, CSP, CVP, president of Communicate with Influence, discusses the importance of emotional safety with her dental practice clients. Reading her newsletter, I realized her principles apply to all businesses. Lisa has given me permission to share her six pillars of emotional safety with you.

What is emotional safety in the workplace? It is creating space that allows for courageous conversations and enforces a unified work environment where innovation thrives.

Lisa identifies six actions and behaviors for teams to practice in all coworker interactions.

  1. Applaud individualism. Recognize and reward people for their unique superpowers.
  2. Promote diversity and inclusion. Exclusion of any kind can manifest into an unhealthy and unsafe emotional environment.
  3. Positive coaching. Recognizing and reinforcing positive behaviors support more positive behaviors.
  4. Build trust. Trust begins with cultivating relationships that increase slowly over time. Support and appreciate each other.
  5. Practice empathy. Take time to recognize what team members need, particularly when stress comes into play.
  6. Maintain alignment in business practices. Involve the team in updating processes and protocols to promote engagement and improve performance and accountability.
Moral of the story. Employees treat clients the same way they perceive they are being treated. It is imperative for businesses to provide an emotionally safe environment for the health of individuals and the organization.

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  1. Have you read….?

What Happened to You? Conversations on Trauma, Resilience, and Healing by Oprah Winfrey and Bruce D. Perry.

Oprah and Dr. Perry have created a meaningful, insightful, and compassionate book explaining how our life experiences from birth combined with scientific brain development manifest our behaviors and reactions in all parts of our life. The book is constructed in an easy-to-follow conversational format which is how Oprah best communicates and unearths information.

This book is for everyone who wants to understand himself/herself better, not just those who are seeking relief from replayed trauma. As the book states early on, “So many phenomena of everyday life are directly linked to this process of the brain making sense of the world by creating associations and making memories. This is why asking “What happened to you?” is so important in understanding what is going on with you now.”

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  1. Josmo’s Café

Summertime and the grillin’ is easy…. Grilled Potato Packets  are easy and delicious. Get creative with a variety of seasonings and ingredients. Mushrooms on the Grill were a previous posted recipe. Still great!

Josmo’s Kitchen Tip – Chopping onions brings me to tears! This tip works! Place a wet paper towel next to the cutting board while you are chopping. The theory is that the acid the onion releases is attracted to the wet paper towel, not your eyes and nose. Whatever the reason, I hope it works as well for you as it does for me.

Looking for more great recipes? We have over 100 recipes on our Josmo’s Café page on the website.

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  1. Stay Energized

Our Energizer Minute for August is Living in Abundance.

I’ve been catching up on Hidden Brain podcasts recently. I always learn something new. This NPR show is hosted by Shankar Vedantam. The June 28, 2021, 52-minute episode (rebroadcast from February 2020) is titled The Influence You Have. Powerful and relevant information to feel less stressed about selling yourself and your ideas.

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

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

© 2021 Emily Huling Selling Strategies All rights reserved.

July 2021

Strategies for Success Newsletter July 2021 Issue 187

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2021 Emily Huling. All rights reserved.

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In this July 2021 issue:

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

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  1. Thoughts from the Office

Mind your (table) manners

I wrote about the importance of practicing proper table etiquette in an earlier newsletter. Now that we’re resuming having meals with clients and colleagues, I thought the topic should be revisited. Proper table etiquette is as important to professionalism as competency and knowledge. Here are some helpful table etiquette hints.

  • Place your napkin on your lap immediately upon being seated. If the silverware is wrapped in the napkin, place the silverware in the traditional position in front of you after you’ve unwrapped it.
  • Your bread plate is on the left, glassware on the right. Here’s an easy way to remember that. Put your hands in front of you with the back of your hands facing up. Make an O with your thumb and index finger on each hand. Your left hand shapes a B for bread and your right hand shapes a D for drink.
  • Bread eating has its own etiquette. Bread should be placed on the bread plate not on the dinner plate. Butter served from a serving dish should be placed on the bread plate, not directly on the bread. Bread should be torn and not cut with a knife. Using your bread knife, place the butter from your bread plate onto the bread.
  • Maintain good body posture. Sit up straight in your chair with your feet on the floor. Keep your elbows and arms off the table. While eating and drinking, your non-dominant hand and arm should be on your lap.
  • Most of us eat in the traditional American style. We cut a piece of food using a knife and fork, then lay down the knife, place the fork in our dominant hand, and take a bite. Do not cut your all your food at one time. It may not seem efficient, but that’s proper etiquette.
  • When you have finished eating, don’t push your plate away from you or stack your plates.  Leave your plate where it is in the place setting. The common way to show the server that you have finished your meal is to lay your fork and knife diagonally across your plate. Place your knife and fork side by side, with the sharp side of the knife blade facing inward and the fork, tines down, to the left of the knife. The knife and fork should be placed as if they are pointing to the numbers 10 and 4 on a clock face.
  • Once you have used a piece of silverware, do not place it back on the table. Do not leave a used spoon in a cup, either; place it on the saucer.
  • Do not talk with your mouth full of food. The best way to remember this is to close your mouth when chewing. It makes it impossible to talk at the same time.

The casual table manners we have been using at home over the past 15 months will not serve us well in business. Demonstrate professionalism each time you share a table with a business associate whether in the breakroom or dining out.

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  1. Thoughts from Home

The Power of Resilience

The Wall Street Journal recently published an inspiring column titled What Emerson Can Teach Us About Resilience by Mark Edmundson. Mr. Edmundson is a professor of English at the University of Virginia.

Our resilience, defined as the ability to become strong, healthy, or successful again after something bad happens, has been tested over the past year. Ralph Waldo Emerson’s ideas about how to deal with suffering and loss do not include self-care and healing as many in our current culture recommend. Instead, Mr. Edmundson says, “he offers an aggressive affirmation of the will and of work.”

The author refers to Emerson’s essay “Power,” in which Emerson contemplates how children who instinctively withdraw when they are slighted, miss the prize or lose the game will be at a serious disadvantage in adult life. “But if they have the buoyancy and resistance that preoccupies them with new interest in the new moment, – the wounds cicatrize, and the fiber is the tougher for the hurt.”

Emerson’s philosophy to recovering from loss came from his own experiences. He lost his 19-year-old wife Ellen to tuberculosis and his son Waldo died of scarlet fever at the age of 5. Emerson recovered by immersing himself in his work, his two surviving children and his second wife.

I like how Mr. Edmundson ends his column. He notes that Emerson “understood that we all must seek what is best for ourselves in our own way. But at a moment when loss, deprivation and suffering are fresh in our hearts and minds, he steps forward with a different mode of response. Don’t make yourself a patient, don’t plump the mattress or pickle yourself in Cabernet. Instead, make life more demanding than it has been. Be tougher on yourself; fill your mind with your tasks and go after them, hard. When we’re down, we need to get up and fight as best we can—not tomorrow, but now. Remember, “power ceases in the instant of repose.”

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  1. Josmo’s Café

We love peach season! Peach Bundt Cake is the newest addition to our peach recipe list. It’s very easy to make. Our past peach recipes include Ina Garten’s Fresh Peach Cake and last year’s most popular recipe Peach Sorbet from Canned Peaches. I have canned peaches on my shelf right now to make it for our July 4 company.

John and I wish you a peachy-keen month of July!

Looking for more great recipes? We have over 100 recipes on our Josmo’s Café page on the website.

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  1. Stay Energized

Our Energizer Minute for July is called Debrief after disappointment.

On the road again in the USA… After living vicariously when reading The Discover Blog for the past year, I’m finding it much more fun to read about places to visit while planning our next adventures. Two of my favorite blogs are 5 Essential Midwest Road Trips and The Best Road Trip in Each State. Even if you’re not traveling yet, the pictures on the blogs will transport you to beautiful places.

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

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

© 2021 Emily Huling Selling Strategies All rights reserved.

June 2021

Strategies for Success Newsletter June 2021 Issue 186

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2021 Emily Huling. All rights reserved.

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In this June 2021 issue:

  1. Thoughts from the Office
  2. Have you read….?
  3. Josmo’s Cafe
  4. Stay Energized

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  1. Thoughts from the Office

Back in the cube

Questions and anxiety seem to be the norm for workers who are now being asked to return to a full-time or part-time office environment in a partially-vaccinated world. After talking with my clients who are establishing guidelines for returning to the office, I’ve compiled a list of questions that should be addressed before making the transition.

  1. What’s the company vaccination policy for returning to the office? Is it required? Is proof needed?
  2. How do we interact and meet with a mixed group of vaccinated and unvaccinated staff?
  3. Will there still be Covid-symptom checks before entering in the office?
  4. Do I need to wear a mask in the office if I’m not vaccinated even if our state has a no mask required policy?
  5. Do I need to wear a mask in the office if I’m vaccinated?
  6. What has been done to clean the office, improve airflow and assure a healthy office environment? How will it be maintained?
  7. What’s the breakroom situation to assure a healthy environment?
  8. What’s the work-from-home policy? Can I still work from home sometimes?
  9. What happens when a coworker comes in with Covid symptoms? Is Covid testing required? How long do they have to stay out of the office?
  10. What happens if a member of the employee’s household contracts Covid, but the employee is vaccinated?
  11. Will customers and vendors be allowed in the office? Will they be checked for Covid symptoms or need to wear a mask?
  12. What’s our company travel policy now?

Your office guidelines will not be easy to determine, however, they are necessary to avoid bias and keep everyone healthy and safe.

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  1. Have you read….?

Humor, Seriously: Why Humor is a Secret Weapon in Business and Life by Jennifer Aaker and Naomi Bagdonas

Who would have thought that a course on humor was taught at Stanford’s Graduate School of Business? After listening to an eye-opening interview with author Jennifer Aaker, I had to learn more. The book is an easy read with dozens of real-life business examples and interviews with comedians and behavioral scientists on how we can use light-hearted and harmless humor to reduce tension, support teamwork and heighten creativity. The book is a guide to learn what makes something funny and how to find humor in personal experiences.

Here’s an indelible memory of mine when humor landed a great job for the daughter of colleague. Sarah, a soon-to-be college graduate, was on a job search in marketing and communications. Her father was helping her write a sample cover letter for her resume. He started the letter “Dear Mr. Spacely.” For those of you who need a reminder, Mr. Spacely is CEO of Spacely Sprockets, Inc. and George Jetson’s boss.

Sarah, not paying attention, sent the letter without changing the salutation. She quickly received a response from a company that was interested in talking with her. The interviewer told her the reason she was selected to be interviewed was because of her sense of humor. He loved that she used “Dear Mr. Spacely” in her cover letter. Sarah got the job and never revealed what really happened!

Interested in learning about your natural humor type?  Take the authors’ Humor Typology quiz on their website. Terrific quiz questions with immediate e-mailed results. Have fun!

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  1. Josmo’s Café

We’re back to entertaining at Josmo’s Café! During a recent V2 (guests fully vaccinated) dinner party, our friend Mary Beth came through with another outstanding dessert, Berries Romanoff . Perfect for spring! Mary Beth is from Georgia and served these wonderful berries with Georgia Peach Cookies from Byrd Cookie Company. What a delicious combination of flavors!

We have lots of beautiful spring leaf lettuce in our North Carolina gardens. John has been making us delicious Wilted Lettuce with Hot Bacon Dressing. It’s a perfect side dish served with grilled chicken and corn on the cob.

Looking for more great recipes? We have over 100 recipes on our Josmo’s Café page on the website.

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  1. Stay Energized

Our Energizer Minute for June is called Stop problem solving.

If you are as amazed as I am at what is happening in the real estate housing market, you’ll enjoy another hilarious Holderness family video on today’s home buying.

Road trips in your future plans? John and I love car trips especially drives that are off the main roads. Earlier this year, the Federal Highway Administration designated 15 new All-American Roads and 34 National Scenic Byways. This makes a total of 184 American Byways in 48 states. To venture out more on beautiful roads, I bought the National Geographic Guide to Scenic Highways & Byways (fifth edition). A beautiful and detailed book, it includes pictures and maps of 300 of the best drives in the U.S. Happy and safe travels this summer!

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

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

© 2021 Emily Huling Selling Strategies All rights reserved.

May 2021

Strategies for Success Newsletter May 2021 Issue 185

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2021 Emily Huling. All rights reserved.

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In this May 2021 issue:

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

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  1. Thoughts from the Road

Here today, gone tomorrow

“I’ll do it tomorrow.”

Fully vaccinated and so ready for a vacation, John and I were thrilled we were able to safely attend a close friend’s outdoor wedding in Phoenix in late March. We rented a house and stayed through early April. Although we were sorry to miss our North Carolina early-blooming azaleas, camellias, and dogwoods, we were excited to see the desert in full bloom. We visited the Desert Botanical Garden, Boyce Thompson Arboretum and hiked in several beautiful state parks. However, my favorite walk was each morning at daybreak when I walked the neighborhood streets. Each day I could watch the progress of the blooms on different cactuses. It was spectacular.

One day, seemingly out of nowhere, there were these amazing huge blossoms on a gorgeous cactus. I didn’t have my phone with me to take a picture. No problem, I thought, I’ll take the picture tomorrow.

It didn’t happen. It couldn’t happen. The next day when I returned with my camera in hand, the blooms were gone! GONE! Those gorgeous blooms were on the Argentine cactus which have a 24-hour life. Here’s a short time-lapse video of the flower blooming and other pictures of this magnificent cactus.

Moral of the story. We all put things off believing we can do it later. Taking a picture. Telling someone you love them. Keeping a promise. The Argentine cactus provided me a needed reminder that postponing an action can result in unforeseen consequences.

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  1. Thoughts from the Office

Planning a new start

My tried-and-true iPhone 6s wouldn’t hold a battery charge for more than a couple of hours, so I had to bite the bullet and get a new phone. I’ve upgraded before, so I knew that the technology used to transfer data, apps, folders, notes, really everything from an old phone to new phone is reliable and I use iCloud backup.

The technician who transferred my data asked me numerous times to confirm that all my data had loaded onto the new phone. I checked, double checked, and authorized him to wipe the old phone clean. When I got home, I noticed a notes folder where I keep random information wasn’t on the phone or in the iCloud back-up. Oh no! Missing were dozens of notes for future Energizer Minutes and newsletters, recommendations from friends for books, movies, and shows, travel ideas and information, and assorted other items.

I was surprised at my reaction to have years’ worth of notes disappear. Not only didn’t I panic, my mind quickly shifted to thinking how nice it would be to have a clean slate. When someone followed up as to whether I had read a book, watched a movie, or gotten to a restaurant, I’d shrug and tell them it was lost in iPhone land. It was freeing!

Then my IT expert husband asked if he could try and find the folders on my phone. “Of course,” I said, knowing he’d be unsuccessful since he’s totally a Samsung guy. Ten minutes later John shouts, “Found them!” They were there all the time of course, just not immediately visible.

“Thanks, sweetheart,” I said reluctantly, once again burdened with all those notes.

Oh well. New start next time!

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  1. Josmo’s Café

Dalgona Whipped Coffee is my new sinful treat. Whether you enjoy it with hot milk or cold milk, it is a coffee milk shake. I doubled the recipe, poured it over a cup of warm milk in a tall glass, and drank it with a straw. Yum!

In honor of Cinco de Mayo, it’s time to drink that half a bottle of pre-mixed Margarita that’s been in the refrigerator way too long! While imbibing, we will make one of our two favorite and easy Mexican dinners. Oven-baked Chicken Fajitas and Zesty Salsa Chicken.

Looking for more great recipes? We have over 100 recipes on our Josmo’s Café page on the website.

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  1. Stay Energized

Our Energizer Minute for May is called Change the Setting.

Who knew wedding crashers are a real thing? We visited with the bride and groom after their wedding. Thank goodness they had the foresight to hire security (think men in black) for their private-venue wedding. Six univited people attempted entrance to the wedding! John and I googled to learn more about wedding crashers. There are very funny published rules and hilarious stories. Here are some first-hand wedding crasher stories I thought you’d enjoy.

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

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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.

© 2021 Emily Huling Selling Strategies All rights reserved.

April 2021

Strategies for Success Newsletter April 2021 Issue 184

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2021 Emily Huling. All rights reserved.

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In this April 2021 issue:

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

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  1. Thoughts from the Office

Self-determined success

I vividly remember the conversation. It was 1991. As sales manager at an independent insurance agency, I had a dozen salespeople reporting to me. Each had revenue goals and a detailed sales plan which we reviewed together each month. Eric was a twenty-something, ambitious, smart producer. He read everything he could on business and sales. I looked forward to our meetings and always learned something new.

Eric hadn’t even sat down. He had a book in his hand. He looked at me and said, “Unlimited Wealth: The Theory and Practice of Economic Alchemy (published in 1990) by Paul Zane Pilzer. Have you read it?”  I had not.

In character, Eric said, “I think my brain is going to explode.” I laughed. He went on to tell me the gist of the book and how it relates to his changed view of how to be successful. Pilzer’s Theory of Alchemy is the notion that the future is not about redistributing what exists, it’s about creating abundance for all. With unlimited resources in the world that come from human inventiveness and technological advances, abundance is possible for everyone.

As it relates to his success, Eric said he now understands that when he wins, someone else does not have to lose. His success would be built through his own ingenuity, an entrepreneurial mindset, and a continuing willingness to learn and grow.

How do you approach your quest for greater success?

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  1. Thoughts from Others

Will Rogers

Will Rogers (1879-1935) was an American humorist, film star of both silent film and “talkies,” vaudeville performer, cowboy, and social commentator. He was born to a Cherokee family in what’s now Oklahoma. Considered Oklahoma’s favorite son, the OKC airport is aptly named Will Rogers World Airport. You may have heard some of his famous quotes and not realized who said them. Still relevant today, here are some of my favorite Will Rogers’ thoughts.

“Even if you’re on the right track, you’ll get run over if you just sit there.”

“Don’t let yesterday use up too much of today.”

“The worst thing that happens to you may be the best thing for you if you don’t let it get the best of you.”

“Never miss a good chance to shut up.”

“Too many people spend money they haven’t earned, to buy things they don’t want, to impress people that they don’t like.”

“Eventually you reach a point when you stop lying about your age and start bragging about it.”

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  1. Josmo’s Café

It’s a good thing I’m getting to the end of my pandemic recipe folder since we are vaccinated and getting out more. Two yummy recipes to share this month. Parmesan Chicken Tenders and Cinnamon Twirl Cookies. These cookies have become John’s favorite coffee-time sweet treat. Enjoy!

Looking for more great recipes? We have over 100 recipes on our Josmo’s Café page on the website.

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  1. Stay Energized

What will they think of next? Radio Garden allows you to click a green dot on a global image (which easily zooms in and out) to immediately hear the radio broadcast from that locale. From Nigeria to New York to Naples to Newfoundland, hear broadcasts from around the world. It’s a lot of fun!

Tech tips to share. I recently facilitated a Zoom strategic planning session for a client. They had two terrific tech tools worth recommending. The first is Meeting Pro Owl. Described as a premium 360-degree camera, mic, and speaker combined into one easy-to-use device, the quality of the sound and picture made me feel like I was in the room. The planning meeting flip charts were done in their office and needed to be converted to documents. My client used a great program called Pen to Print to turn handwritten images into online digital text. The finished product sent to me was perfect.

Our Energizer Minute for April is called Pondering Potatoes.

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

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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.

© 2021 Emily Huling Selling Strategies All rights reserved.

March 2021

Strategies for Success Newsletter March 2021 Issue 183

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2021 Emily Huling. All rights reserved.

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In this March 2021 issue:

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

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  1. Thoughts from the Office

Personal brand management

What’s your career reputation? What values do your colleagues and clients see when they interact with you?  Do you consistently model and communicate your principles and ethics? Building a positive personal brand is an everyday activity. Use this checklist to pat yourself on the back or to identify areas to improve.

  1. Replace “I’ll try” with “I will” to convey personal ownership. If resolution is not possible, keep your agreement by providing updates.
  2. Use positive language. Tell others what you can do, not what you can’t do.
  3. Give credit to others.
  4. Be on time.
  5. Go beyond what’s expected. Deliver ahead of a deadline or provide additional information without being asked.
  6. Don’t complain without offering a solution.
  7. When communicating in person, by video, or by phone, focus 100% of your attention on the person speaking.
  8. Admit your mistakes quickly. Do what you need to do to help fix the mistake.
  9. Say please and thank you. Acknowledge extra effort by associates.
  10. Master effective verbal and written communication. Be concise in your messaging by identifying what, who, when, why, what is requested, and response needed.
  11. Use the Rule of 3.  If an e-mail or text requires more than three messages, pick up the phone and talk.
  12. Learn your job and do it well. Avoid asking questions of others on things you should know. Use the authority given you to demonstrate knowledge and confidence.
  13. Be open to others’ opinions and approaches. Be respectful when asking questions or conveying issues with another’s work.
  14. Check your online presence for professionalism and accuracy.
  15. Follow your office’s COVID-19 protocols to show respect and protect yourself and others.

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  1. Thoughts from the Road

We grow towards the light

Our beautiful North Carolina spring starts weeks before the calendar says. As the days get longer, my walks get longer. I enjoy the crocuses, early shoots of daffodils, green grass, and the smell of fresh landscaping mulch. I love looking up at our Carolina blue sky searching for new nests and to find what birds are chirping. Because the branches are bare, it’s easy to see that the trees and plants lean towards the sun. It’s something we all know. Living things seek out light to grow and thrive.

For humans, light comes in many forms besides sunshine. Encouraging words, hugs, healthy nutrition, a positive environment, the joy of helping others, and enjoying light-hearted entertainment.

It’s easy to get sucked in to dark drama both real and imaginary. It’s all around us. However, to grow and thrive we need to consciously seek out the light, generate the light, and be the light.

I hope you will celebrate the start of spring by shining your light into the world!

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  1. Josmo’s Café

I have another cold-weather recipe to share this month. Winter Chicken Bake.   The chicken is roasted with sweet ingredients including apples, sweet potatoes, and dried cranberries. It’s a one-pan dinner that is quick, easy, and delicious. I rediscovered another recipe featured in the past you may want to try called Braised Tuscan Beef. Delicious!

Looking for more great recipes? We have over 100 recipes on our Josmo’s Café page on the website.

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  1. Stay Energized

John and I have a recommendation for heart-warming entertainment. It’s a 30-minute Canadian documentary show on Amazon Prime called Dogs with Jobs. There are 65 episodes filmed from 2000-2009. Each episode features two or three great stories of incredible dogs. Enjoy!

Our Energizer Minute for March is called Sculpt Your Mind.

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

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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.

© 2021 Emily Huling Selling Strategies All rights reserved.

February 2021

Strategies for Success Newsletter February 2021 Issue 182

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2021 Emily Huling. All rights reserved.

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In this February 2021 issue:

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

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  1. Thoughts from Home

You’re doing my job

John and I split the laundry duties. I have the easy part. Sheets and towels. John launders all the clothes. His schedule is every seven to ten days, so we are never short of clean clothes. Over the holidays, we got off schedule on many things and spent more time lounging around. All of my favorite comfy sweats were dirty.

I love my morning quiet time and get up 30-60 minutes before John. I went through the laundry basket and pulled out all of our sweats to wash in one load. John got up and heard the washing machine. He asked what I was washing. “All of our sweats,” I replied. He looked hurt and said to me, “You’re doing my job. I would have done them today.”

Moral of the story. We may think we’re helping out by doing a person’s job without asking about it. Instead, the message we give is that we don’t have the confidence in the person to get the job done. This is true at work and at home. Show respect and trust by letting others do the work they are assigned to do.

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  1. Thoughts from the Office

How hard are you really working?

Rate yourself. On a scale of one to five, one being low and five being high, what number would you give yourself for working proactively, efficiently, and accurately to accomplish what needs to be done every day in your job and grow your organization?

What I hear from the dozen managers I coach regularly is that there are too many employees who are doing the bare minimum in their jobs. They are showing up and completing required tasks. What’s not being done is showing initiative to do better or to be better. This is troubling.

Insurance professionals are fortunate to be in an essential industry. Obviously, that doesn’t mean our jobs are secure since our insureds aren’t so fortunate and our economics reflect theirs. Consider both me-thinking and we-thinking reasons to work at level five every day.

  1. You own your reputation. Consider how your coworkers and clients view your work ethic and standards.
  2. You own all the knowledge you gain both from job experience and structured educational offerings.
  3. You own your relationships. Each contact you make has the potential to be a long-term trusted colleague.
  4. Your organization needs level five performance from each person to profitably operate and grow.
  5. Your coworkers need you to perform at level five so they can do their jobs at level five.
  6. Your clients count on you and pay you to work at level five.

Our up-ended work world will be here for a while longer. Stop the excuses for not giving 100% at work. Learn about your company’s business goals. Review your job description and performance review. Embrace and become skilled for what is needed in the virtual world to be an exceptional level-five employee. If you don’t, you are wasting valuable time to advance your career and your organization.

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  1. Josmo’s Café

Extended lockdown means more time to find fabulous recipes. We have two winter recipes for you this month. Both will make the house smell wonderful and your tastebuds will thank you! Steelhead Trout Bake with Dijon Mustard and Sheet Pan Vinegar Chicken. Happy winter eating!

Looking for more great recipes? We have over 100 recipes on our Josmo’s Café page on the website.

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  1. Stay Energized

Our Energizer Minute for February may shift your mindset. It’s titled Against the Tide.

Speaking of altering your perspective, the 2004 movie What the Bleep Do We Know? did that for me. Part documentary and part dramatization, we follow Amanda (Marlee Matlin) on her journey from chaotic self-destructive thinking to realizing the power she holds within to positively change her life. Worth watching especially during the long cold month of February.

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

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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.

© 2021 Emily Huling Selling Strategies All rights reserved.

January 2021

Strategies for Success Newsletter January 2021 Issue 181

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2021 Emily Huling. All rights reserved.

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In this January 2021 issue:

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

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  1. Thoughts from the Road

It helps to ask questions

I was walking with a neighbor on a beautiful fall Saturday. A man in a car with a South Carolina license plate stopped us. “Excuse me. Can you tell me how to get to I-77? Even with my GPS, I seem to have gotten lost.” I piped up first and gave the man directions. He repeated them back to us to be sure he understood. Then Pam, my neighbor, asked, “Where are you going?” The man said he was going to Lake Norman State Park. Pam told him there is a faster and easier way to get there. Would he be interested in having those directions? Of course he was! Yea Pam!

Moral of the story. Before directly answering a question, clarify the question you have been asked. With more knowledge, you may have a better solution to the question.

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  1. Thoughts from the Office

It’s always about the money – is it?

Pandemic homestay motivated us to buy a new mattress. Like most buyers, John and I did our homework. We checked Consumer Reports on retailers, manufacturers, warranties, and buyer reviews before we chose one of the dozens of mattress stores in the area. We were ready!

We visited the mattress store on a Tuesday morning knowing it would be a slow time. It was. The manager, Mark, was the only person working. We had the place to ourselves. Laughably, they had totally different mattresses and options than we had researched! Now we had to rely on a mattress salesman and whatever info we can find using our phones.

We tested mattresses, we listened to all the options, we asked questions, and we answered questions. There’s a lot to consider on an item where you spend a third of your time. Like any good salesperson, Mark was upselling the mattress we were interested in. For only so much more, we can have all these whiz-bang features. Not interested. Not interested. Not interested. In fact, he offered so much, we were in overwhelm. I told Mark we needed to do more research and we’d be back. You could see his wheels turning. Don’t let them leave! We were almost out the door. “Wait,” he said. “I know it’s about the cost.”

Not once had we mentioned money. I told him it wasn’t about the money, we were in overwhelm. “It’s always about the money,” he said. “I’ll make you a deal.”  He did. He reduced the price 25% on the fancy model we originally weren’t interested in, threw in delivery and taking the old mattress away. We ended up paying about what we expected for a no-frills mattress.

We love the mattress. We really like the fancy features we hadn’t intended to buy. Was Mark right that it’s always about the money? I don’t think so. Mark is the one that made it about the money.

Moral of the story. If the salesperson is fixated on the price, then the sale is about the money. What do you focus on when talking with your customers?

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  1. Josmo’s Café

We discovered a new sensational cocktail Disaronno Amaretto Bourbon Sour over the holidays that rivals our famous Josmo’s Cosmo. A word of caution. It goes down very easily and packs quite a punch!

Speaking of great drinks… Bloody Mary fans, the absolute BEST Bloody Mary Mix is Nan’s Naughty and Nice. It also makes a delicious seasoning in chili, tacos, and sloppy joes. Recipes are on the site. Shipping is free. Headquartered in Wisconsin, owned by my good friend Peggy Hansen, it was Peggy’s mother Nan who developed the Bloody Mary mix recipe. Check out their Facebook page to see all the great places Nan’s appears including a Williams Sonoma Bloody Mary gift box this Christmas.

Whoops on the Eggnog Cookie recipe last month! I neglected to list the amount of vanilla on the ingredient list. Corrected recipe is now posted.

We have over 100 recipes on our Josmo’s Café page on the website. Many great dishes and sweets to make and enjoy!

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  1. Stay Energized

Our Energizer Minute for January is Embrace the Mystery. A fitting kick-off for 2021!

Armchair travel time. We are still months away from safe vacation travel. In the meantime, enjoy these spectacular photos from all 50 states. Discover places in your state you have never seen.

Did you know the Bee Gees composed over 1000 songs and had 20 number one hits over five decades? Learn more about the talented Gibb brothers on the HBO documentary How Do You Mend A Broken Heart. John and I really enjoyed it. Watch a few great clips on the link.

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

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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.

© 2021 Emily Huling Selling Strategies All rights reserved.