Category: <span>Newsletter</span>

2014 Newsletter By ssadmin 0 Comments

November 2014

Strategies for Success Newsletter November 2014 Issue 107

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2014 Emily Huling. All rights reserved.

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In this November 2014 issue:

Thoughts from home
Josmo’s Cafe
Thoughts from the road
Stay energized
Emily Live

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Thoughts from home

Please call me Ms.

Rachel, a young, well-spoken woman from Consumer Reports called me to ask if I would please make an additional contribution to the organization. She went through her script reminding me that Consumer Reports has no advertising and relies on public support for all of its work. She was delighted when I agreed.

I followed my rule of not providing a credit card by phone when I don’t initiate the call. Rachel needed to confirm my contact information to mail me the notice. After confirming my name Rachel asked, “Are you a Miss or Mrs.?” I replied, “Neither. I’m a Ms.” There was silence.

I couldn’t help myself. I launched into a lecture. I said, “Rachel, in the 1970’s we women fought long and hard to not be identified by our marital status. When you call a man Mr., you don’t know whether he’s married or not. It doesn’t matter. But when we identify a woman by Miss or Mrs. we’ve labeled her. It shouldn’t matter, but to many it does. Thus, the prefix Ms. was created to avoid any labeling. I suggest you learn about Gloria Steinem and the women’s movements in the 1960’s and 70’s.”

I give Rachel a lot of credit. Once I was quiet she said, “Wow, I really learned something. Thank you.”

If you’re interested in the history and use of Ms., read this piece I found in Slate magazine.

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Josmo’s Cafe
I love pumpkin season! Those of you who love pumpkin baked goods and have not yet tried Frosted Pumpkin Cake Squares created by Troyer’s Home Pantry in Apple Creek, Ohio, are in for a palate-pleasing treat! After ten years, they remain our most popular fall dessert. Enjoy!

Josmo’s Cafe is celebrating its 10th anniversary! Learn its history and try the famous Josmo’s Cosmo cocktail posted on the Josmo’s Café webpage.

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The 17 Terrific Tips series continues with 17 Terrific Management Tips. Included are ideas to manage remote workers, overcome self-doubt, and develop independent thinkers. You’ll find the whole series on the Free Stuff page of the website.

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Anyone need a short course to advance management skills?

Please note: This is the last month to order the Management Short Course bundle package, which is only available through this newsletter link.

Susan Koshewa, ARM, CRIS, Workers Compensation Underwriting Manager, says this:

“Emily’s experience in developing managers and no-nonsense communication style is a perfect combination to learn dozens of pertinent ideas quickly. I listen to the audios twice. Once in the car and once at my desk to take notes. Emily’s management skill-building programs supply real-world valuable information.”

Retirements, company restructuring, and growing businesses are launching new leaders and managers. Four self-study learning tools will quickly advance front-line manager proficiency in these key areas:

· Developing staff accountability
· Effective delegation
· Managing remote workers
· Leading results-producing meetings
· Handling employee performance problems

We’re offering newsletter readers four management development tools for a package price of $115.00, a 40% savings. This product package is only available through this newsletter link – Management Short Course.

Be a Better Boss: 10 Strategies to Develop Top Performers (1 CD program) Upgrade your management strategies for current employee challenges. Learn how to lead and communicate emotional support, bolster intellectual potential, and provide performance and professional feedback.

Managing People for Maximum Performance (2 CD program) People with direct reports will learn how to maximize team and individual performance, eliminate harmful attitudes and behaviors, develop staff accountability and confidence, and a fail-proof intervention technique to handle any specific employee issue.

Touchpoints for Managers: Improving Employee Satisfaction and Productivity (1 CD program) Valued, encouraged, and intellectually stimulated employees are productive employees. Learn dozens of fresh management strategies including eliminating backlog, delegating effectively, and leading productive meetings.

Selling from the Inside: Creating a Front Line that Adds to the Bottom Line (Book) Dozens of ideas to create a client-focused organization, keep clients happy, and equip your front line to sell.

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Thoughts from the road
I read it on the Internet.

During a group dinner after speaking at a company’s annual Career Improvement Seminar, the conversation at my table turned to how our food is grown, raised, and processed. Since I was in the agricultural Midwest, everyone had knowledge and experiences to offer on a variety of topics – gluten intolerance, formaldehyde in food, grass-fed versus hormone-injected animals, organic fruits and vegetables, food allergy tests, and new information to me – chemicals in toothpaste. The claim, which has been widely circulated on the Internet, is that the color-coded bars at the crimped end of toothpaste tubes identify the severity level of toxins in the toothpaste. I was skeptical so I checked it out.

Sure enough, I found plenty of information confirming that claim. I also happened upon a website called Hoax-Slayer that provided their assertion that the chemicals in toothpaste claim is a hoax.

I told this story to a friend. She said she had heard Hoax-Slayer was the hoax. I asked where she had learned that. She looked at me with a straight face and said, “I read it on the Internet.”

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John’s remote-control model boat building has continued! He just completed the Geo W Washburn with working smoke stacks! To see a picture and view a short video of the tugboat water launch, click here.

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2015 Convention and Meeting Topics and Descriptions are now available!

Are you looking for a thought-provoking presenter who is at the cutting edge of workplace changes and challenges and provides doable solutions? Newly-written programs are:

Stop Selling! Essential Strategies to Help Buyers Buy
Modern-Day Management – Get Work Done and Develop People
Create Career Success: A Short Course to Advance Professionally
Organic Growth – The Process and Practices of Sustained Success
Strengthening Agency-Company Relationships
How to Become the Agent of Choice
For more information, please get in touch.

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In celebration of Selling Strategies’ 20th anniversary, we’re offering a 20% discount on books and audios (excludes product bundle offers). Apply coupon code HAPPY at checkout to receive your savings.

All orders include a complimentary copy of the 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker.

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Stay Energized!

November Energizer Minute – I need your help Get supercharged with Energizer Minutes – one-to-two minute audio stories told by yours truly to energize, invigorate, and inspire!

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

Receive your complimentary copy of the priceless 2013 Energizer Minute Collection plus 27 Tips to Be a Great Co-worker with all learning material orders.

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Since 1994, Selling Strategies’ purpose is to build top-performing sales, service, and leadership organizations. We offer insurance industry expertise to companies, agents, MGAs, industry partners, and service providers.

Our Commitment to Our Clients

We will improve your clients’ experience, grow your top-line revenue, and your bottom-line profit. Together we accomplish this through:

· Strategic planning and implementation
· Leadership and management development
· Business development – marketing, sales, service strategies
· Organization and process improvements
· Individual skill and team development
· Personal coaching

To discuss how to fast forward achieving your goals, please contact me for a complimentary 30-minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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Emily Live
· Private Client – management consulting – Phoenix, AZ – November 12-14, 2014
· Private Client – Building the Business workshops and consulting – Madison, WI – November 17-20, 2014
· Private Client – operations review, planning, workshops – Blue Ridge, GA – December 8-10, 2014

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

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

© 2014 Emily Huling. All rights reserved.

2014 Newsletter By ssadmin 0 Comments

October 2014

Strategies for Success Newsletter October 2014 Issue 106

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2014 Emily Huling. All rights reserved.

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In this October 2014 issue:

Thoughts from the road
Josmo’s Cafe
Thoughts from the office
Stay energized
Emily Live

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Thoughts from the road

No double dipping!

I was enjoying a late afternoon snack of vegetables and dips at the September NAPSLO convention in Atlanta. Sitting in the Broker’s Lounge at a table by myself, I was taking in all the people and conversations that were going on around me. Out of the corner of my eye, I see a man hovering over the snack buffet table. He takes a carrot, dips it in the hummus, takes a bite, and dips it in the hummus again.

I jumped out of my seat and rushed over to this guy. I looked at him and said, “What are you doing? There’s no double dipping allowed. Who do you think you are – George Costanza? Get a plate. ” He looked at me quite innocently and replied, “I didn’t think anyone was watching.”

Moral of the story. People are watching. Watch the famous Chip Dip scene from Seinfeld.

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Josmo’s Cafe

Football season calls for healthy munchies to feed a crowd! There are many variations of Cowboy Salsa, but when my cousin Kathy served her creation to us, John and I quickly deemed this our favorite. There are no tomatoes so it’s not messy to eat and no cilantro which John doesn’t care for. Enjoy Kathy’s Cowboy Salsa!

Josmo’s Cafe is celebrating its 10th anniversary! Learn its history and try the famous Josmo’s Cosmo cocktail posted on the Josmo’s Café webpage.

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The 17 Terrific Tips series continues with 17 Terrific Management Tips. Included are ideas to manage remote workers, overcome self-doubt, and develop independent thinkers. You’ll find the whole series on the Free Stuff page of the website.

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Anyone need a short course to advance management skills?

Susan Koshewa, ARM, CRIS, Workers Compensation Underwriting Manager, says this:

“Emily’s experience in developing managers and no-nonsense communication style is a perfect combination to learn dozens of pertinent ideas quickly. I listen to the audios twice. Once in the car and once at my desk to take notes. Emily’s management skill-building programs supply real-world valuable information.”

Retirements, company restructuring, and growing businesses are launching new leaders and managers. Four self-study learning tools will quickly advance front-line manager proficiency in these key areas:

· Developing staff accountability
· Effective delegation
· Managing remote workers
· Leading results-producing meetings
· Handling employee performance problems

For a limited time, we’re offering newsletter readers four management development tools for a package price of $115.00, a 40% savings. This product package is only available through this newsletter link – Management Short Course.

Be a Better Boss: 10 Strategies to Develop Top Performers (1 CD program) Upgrade your management strategies for current employee challenges. Learn how to lead and communicate emotional support, bolster intellectual potential, and provide performance and professional feedback.

Managing People for Maximum Performance (2 CD program) People with direct reports will learn how to maximize team and individual performance, eliminate harmful attitudes and behaviors, develop staff accountability and confidence, and a fail-proof intervention technique to handle any specific employee issue.

Touchpoints for Managers: Improving Employee Satisfaction and Productivity (1 CD program) Valued, encouraged, and intellectually stimulated employees are productive employees. Learn dozens of fresh management strategies including eliminating backlog, delegating effectively, and leading productive meetings.

Selling from the Inside: Creating a Front Line that Adds to the Bottom Line (Book) Dozens of ideas to create a client-focused organization, keep clients happy, and equip your front line to sell.

This bundle package is only available through this newsletter link – Management Short Course.

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Thoughts from the office
Hello?

I was in the Detroit airport waiting for a plane and checking my e-mail. I had a message from an intern working at a client’s office requesting permission to use one of my articles in an upcoming publication. Ashley’s direct phone number was on her professional and complete e-mail signature (it even stated that she was an intern), so instead of e-mailing back, I just hit the hyperlink phone number to call. I knew it was the office number, not a mobile phone.

“Hello?” is what I heard when the line was picked up. “Oh, I’m sorry,” I said, “I must have the wrong number. I’m calling a business and looking for Ashley.” “This is Ashley.” “Oh,” I said and told her who I was.

Ashley was surprised to hear from me by phone. I gathered from her casual “Hello” that she didn’t get many calls and would benefit from some coaching. I asked Ashley if I could make a suggestion about answering an office phone. She said yes. “Always use your first and last name when answering the phone. It confirms your professionalism and identifies who you are to the caller. In addition, it provides a needed mental shift for you if the ringing phone has interrupted your concentration.” Ashley thanked me and was appreciative of the advice.

My subsequent communication with Ashley has demonstrated excellent communication, problem solving, and professional skills. She has a wonderful career ahead of her, but only if she learns and applies fundamental business practices.

Moral of the story: Don’t assume new professionals know proper protocols and office etiquette. Create a checklist of standards to review. Here are five categories to get you started.

· Confidentiality – HIPPAA, client information and conversation privacy

· Workspace – appearance, food, music, voice levels, wall art, pictures, heaters

· Phone – answering – number of rings and what to say; transferring calls; outgoing voice mail message; leaving a message, use of DND

· E-mail tips – a list of 20 tips are on my website Free Stuff page

· Breakroom

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John’s remote-control model boat building has continued! He just completed the Geo. W. Washburn with working smoke stacks! To see a picture and view an short video of the tugboat water launch, click here.

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2015 Convention and Meeting Topics and Descriptions are now available!

Are you looking for a thought-provoking presenter who is at the cutting edge of workplace changes and challenges and provides doable solutions? Newly-written programs are:

Stop Selling! Essential Strategies to Help Buyers Buy
Modern-Day Management – Get Work Done and Develop People
Create Career Success: A Short Course to Advance Professionally
Organic Growth – The Process and Practices of Sustained Success
Strengthening Agency-Company Relationships
How to Become the Agent of Choice
For more information, please get in touch.

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In celebration of Selling Strategies’ 20th anniversary, we’re offering a 20% discount on books and audios (excludes product bundle offers). Apply coupon code HAPPY at checkout to receive your savings.

All orders include a complimentary copy of the 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker.

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Stay Energized!

October Energizer Minute – That happens all the time Get supercharged with Energizer Minutes – one-to-two minute audio stories told by yours truly to energize, invigorate, and inspire!

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

Receive your complimentary copy of the priceless 2013 Energizer Minute Collection plus 27 Tips to Be a Great Co-worker with all learning material orders.

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Since 1994, Selling Strategies’ purpose is to build top-performing sales, service, and leadership organizations. We offer insurance industry expertise to companies, agents, MGAs, industry partners, and service providers.

Our Commitment to Our Clients

We will improve your clients’ experience, grow your top-line revenue, and your bottom-line profit. Together we accomplish this through:

· Strategic planning and implementation
· Leadership and management development
· Business development – marketing, sales, service strategies
· Organization and process improvements
· Individual skill and team development
· Personal coaching

To discuss how to fast forward achieving your goals, please contact me for a complimentary 30-minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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Emily Live
· Private Client – annual agents event – Indianapolis, IN – Deliver Service that Sells and Protects and Turning Change into Opportunity – October 7-9, 2014
· Agency Management CIC – Louisville, KY – October 15-17, 2014
· Private Client – operations review, planning, sales and service workshops – South Bend, IN – October 27-31, 2014
· Private Client – Building the Business workshops and consulting – Madison, WI – November 17-20, 2014
· Private Client – operations review, planning, workshops – Blue Ridge, GA – December 8-10, 2014

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

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

© 2014 Emily Huling. All rights reserved.

2014 Newsletter By ssadmin 0 Comments

September 2014

Strategies for Success Newsletter September 2014 Issue 105

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2014 Emily Huling. All rights reserved.

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In this September 2014 issue:

Thoughts from the road
Josmo’s Cafe
Thoughts from others
Stay energized
Emily Live

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Thoughts from the road

This is not a good idea.

This summer John and I vacationed with our friends, Debbie and Richard, at John’s brother’s beautiful home in Colorado. Our friends are adventurous and experienced hikers. Their family hiked the Grand Canyon a few years ago. John and I consider a walk in the woods on a well-worn flat trail a healthy hike! On a solo morning walk, Richard discovered a rocky and steep all-purpose recreation trail (hiking, ATV, dirt bikes) near us. He said the views were amazing and announced, “We’re going up!”

The four of us responded in sync with our risk-type personality. Richard leaps and knows the chute will open, Debbie was excited, John was game, and I emphatically stated, “This is not a good idea.” My years of insurance underwriting has permeated my sense of adventure. I stated my views – a motorized vehicle could run us down if we walked; who knows what animals live up there; a boulder could fall; and if we drove up in a four-wheel drive vehicle we might meet another car, and be stuck. Everyone laughed. I didn’t have to go, they told me, but they were going!

So I went. We took the four-wheel drive car. At every sharp turn and steep drop, I said, “This is not a good idea.” Thank goodness they laughed and ignored me. The adventure, mountain views, flowers, and sky were spectacular!

Moral of the story: If you’re lacking confidence in a specific area, surround yourself with friends who aren’t!

“Confidence is what you have when you don’t thoroughly understand the situation.” Message on a T-shirt that Richard appropriately bought for himself later in the week.

If you’d like to see some of our Colorado trip pictures, we’ve posted some on the website.

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Josmo’s Cafe
I haven’t made a Bundt cake in years. Then I saw a recipe for Key Lime Bundt Cake in the Charlotte Observer and thought is sounded great. It combines tart lemon and lime flavors in the cake and is topped with a lot of sugar. It was moist and flavorful. Like all Bundt cakes, every day it sat it just got better! Enjoy!

Josmo’s Cafe is celebrating its 10th anniversary! Learn its history and try the famous Josmo’s Cosmo cocktail posted on the Josmo’s Café webpage.

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Anyone need a short course to advance management skills?

Susan Koshewa, ARM, CRIS, Workers Compensation Underwriting Manager says this:

“Emily’s experience in developing managers and no-nonsense communication style is a perfect combination to learn dozens of pertinent ideas quickly. I listen to the audios twice. Once in the car and once at my desk to take notes. Emily’s management skill-building programs supply real-world valuable information.”

Retirements, company restructuring, and growing businesses are launching new leaders and managers. Four self-study learning tools will quickly advance front-line manager proficiency in these key areas:

· Developing staff accountability
· Effective delegation
· Managing remote workers
· Leading results-producing meetings
· Handling employee performance problems

For a limited time, we’re offering newsletter readers four management development tools for a package price of $115.00, a 40% savings. This product package is only available through this newsletter link – Management Short Course.

Be a Better Boss: 10 Strategies to Develop Top Performers (1 CD program) Upgrade your management strategies for current employee challenges. Learn how to lead and communicate emotional support, bolster intellectual potential, and provide performance and professional feedback.

Managing People for Maximum Performance (2 CD program) People with direct reports will learn how to maximize team and individual performance, eliminate harmful attitudes and behaviors, develop staff accountability and confidence, and a fail-proof intervention technique to handle any specific employee issue.

Touchpoints for Managers: Improving Employee Satisfaction and Productivity (1 CD program) Valued, encouraged, and intellectually-stimulated employees are productive employees. Learn dozens of fresh management strategies including eliminating backlog, delegating effectively, and leading productive meetings.

Selling from the Inside: Creating a Front Line that Adds to the Bottom Line (Book) Dozens of ideas to create a client-focused organization, keep clients happy, and equip your front line to sell.

This bundle package is only available through this newsletter link – Management Short Course.

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Thoughts from others
Shake it off and step up
One day a farmer’s donkey fell into an abandoned well. The animal cried piteously for hours as the farmer tried to figure out what to do. Finally, he decided the animal was old and the well needed to be covered up anyway; so it just wasn’t worth it to him to try to retrieve the donkey.

He invited all his neighbors to come over and help him. They each grabbed a shovel and began to shovel dirt into the well. Realizing what was happening, the donkey at first cried and wailed horribly. Then, a few shovelfuls later, he quieted down completely.

The farmer peered down into the well, and was astounded by what he saw. With every shovelful of dirt that hit his back, the donkey was doing something amazing. He would shake it off and take a step up on the new layer of dirt. As the farmer’s neighbors continued to shovel dirt on top of the animal, he would shake it off and take a step up.

Pretty soon, the donkey stepped up over the edge of the well and trotted off, to the shock and astonishment of all the neighbors.

Moral of the story: Life is going to shovel dirt on you, all kinds of dirt. The trick is to not let it bury you, but to shake it off and step up. Each of our troubles is a stepping stone.

Second moral of the story: The donkey gave the farmer who tried to bury him a very good kicking. When you try to cover your ass, it always comes back and gets you.

Author unknown

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2015 Convention and Meeting Topics and Descriptions are now available!

Are you looking for a thought-provoking presenter who is at the cutting edge of workplace changes and challenges and provides doable solutions? Newly-written programs are:

Stop Selling! Essential Strategies to Help Buyers Buy
Modern-Day Management – Get Work Done and Develop People
Create Career Success: A Short Course to Advance Professionally
Organic Growth – The Process and Practices of Sustained Success
Strengthening Agency-Company Relationships
How to Become the Agent of Choice
For more information, read the program descriptions and get in touch.

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In celebration of Selling Strategies’ 20th anniversary, we’re offering a 20% discount on books and audios (excludes product bundle offers). Apply coupon code HAPPY at checkout to receive your savings.

All orders include a complimentary copy of the 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Stay Energized!

September Energizer Minute – Prevent or Fix? Get supercharged with Energizer Minutes – one-to-two minute audio stories told by yours truly to energize, invigorate, and inspire!

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

Receive your complimentary copy of the priceless 2013 Energizer Minute Collection plus 27 Tips to Be a Great Co-worker with all learning material orders.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Since 1994, Selling Strategies’ purpose is to build top-performing sales, service, and leadership organizations. We offer insurance industry expertise to companies, agents, MGAs, industry partners, and service providers.

Our Commitment to Our Clients

We will improve your clients’ experience, grow your top-line revenue, and your bottom-line profit. Together we accomplish this through:

· Strategic planning and implementation
· Leadership and management development
· Business development – marketing, sales, service strategies
· Organization and process improvements
· Individual skill and team development
· Personal coaching

To discuss how to fast forward achieving your goals, please contact me for a complimentary 30-minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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Emily Live
· Private Client – consulting – Phoenix, AZ – September 6-10, 2014
· NAPSLO Annual Convention – Atlanta, GA – September 15-17, 2014
· NAMIC Annual Convention – National Resort, Oxon Hill, MD – Three Strategies to Earn Agents’ Business – September 21-23, 2014
· Private Client – Charlotte, NC – Delivering a Remarkable Patient Experience – September 30, 2014
· Private Client – annual agents event – Indianapolis, IN – Deliver Service that Sells and Protects and Turning Change into Opportunity – October 7-9, 2014
· Agency Management CIC – Louisville, KY – October 15-17, 2014
· Private Client – operations review, planning, sales and service workshops – South Bend, IN – October 27-31, 2014
· Private Client – operations review, planning, workshops – Blue Ridge, GA – November 4-6, 2014

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

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

© 2014 Emily Huling. All rights reserved.

2014 Newsletter By ssadmin 0 Comments

August 2014

Strategies for Success Newsletter August 2014 Issue 104

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2014 Emily Huling. All rights reserved.

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To view this newsletter as a pretty webpage, please click here:

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In this August 2014 issue:

Thoughts from home
Josmo’s Cafe
Thoughts from the office
Stay energized
Emily Live

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Thoughts from home

What’s your finishing touch?

After a widowed friend in the neighborhood died in March, I offered to help the family, all of whom all live in New York and Florida, prepare the house to be sold. It’s been an easy and pleasant experience. The family makes buying decisions based on quality and recommendations – not lowest price.

The first stage of the process was hiring an estate sale firm. Jeff, the owner of the estate sale company, was highly recommended by the realtor. The agreement with Jeff was that the house would be totally empty when he returned the house key to me. He and his team sorted, priced, and staged the house for the multi-day sale like pros. Items that didn’t make the cut for the sale either went to Goodwill or were taken to the dump. The whole process took about three weeks.

Jeff returned the key to me at my house. I had no reason to double check behind him since I’d been in and out of the house regularly and found his expertise superior. The next day I went over to meet a painting contractor. I opened the door and was shocked with what I saw – rubbish.

How much time would it have taken his team to sweep up the debris in the house? It then occurred to me that if the house was left in this poor condition, is there anything else that was overlooked? I started opening kitchen cabinets and closets. There were dozens of small items that were left behind.

In just one moment I went from thinking I would recommend Jeff to everyone to thinking I’d never recommend him at all. All because extra steps weren’t taken to check the completion of the work and leave the house in a quality condition.

Moral of the story. If you finish a job without paying attention to quality and detail, all the experience and knowledge you have may not mean a thing.

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Check your work as if you are the customer. EH

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Josmo’s Cafe

Quincey, my cousin Lisa’s 11-year old daughter, and I have been on a baking streak this summer. She loves to bake so I like to teach her new baking techniques. Chocolate Chip Scones taught her how to cut in cold butter using a pastry blender. We made kid-size scones using a Nordic Mini-Scone pan. They are great!

Josmo’s Cafe is celebrating its 10th anniversary! Learn its history and try the famous Josmo’s Cosmo cocktail posted on the Josmo’s Café webpage.

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Video and pictures of John’s new remote-controlled model tugboat. To come….

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The National Alliance Research Academy has just published a new study entitled, Starting, Buying, Selling, and Perpetuating Insurance Agencies. National Alliance faculty member and insurance agency consultant Jon Persky, CPA, CIC, PHR, is the author of this study. This is a valuable resource for insurance agency owners who wish to improve a perpetuation plan, purchase or merge with an agency, or sell an existing agency. This guide can also assist an experienced insurance professional in starting an insurance agency from scratch. Practical legal agreements, exhibits, worksheets, and checklists are key features. I purchased a copy immediately and am thrilled with all the information Jon provides. Thank you, Jon!

Congratulations to The National Alliance of Insurance Education and Research on its 45th anniversary! As part of a gift book for Dr. Hold, I assembled a list of 45 Ways The National Alliance has contributed to insurance industry excellence and education.

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Thoughts from the office
Don’t dilute the soup

When I was a commercial casualty underwriting trainee for Aetna Life and Casualty in Pittsburgh, Ron Compton, the general manager, made it a point to periodically take the dozen trainees out to lunch on a rotating basis. It wasn’t pre-planned or fancy, just a casual, “Hey, do you have lunch plans today?” He’d take two or three of us across the street to a local diner.

It was a hole-in-the-wall place, full of Steelers’ paraphernalia, but had reliable food. As customary, we all ordered the chili with extra saltines. Moments later, the steaming bowls arrived. Two bites into the chili, Ron announced, “This is the last time I’m eating here. They’re watering down the chili.” He went on, “Why do restaurants do that? Why, when a business has a great thing going, do they mess with success and drive away loyal customers by lowering their standards?”

Are you or your business guilty of diluting the soup? Intentionally or unintentionally, have you cut back on quality or service? Stopped following up with customers after a sale? Neglected to make annual review phone calls? Not researched an issue as thoroughly as you should?

It never pays to dilute the soup.

This was originally published in the July 2008 newsletter.

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Could your front-line staff use a confidence boost? The Personal Lines manager in a Michigan independent agency sent me this comment.

“We are about 1/2 way thru the Great Service Sells book with our staff. Your program is generating much discussion and team bonding. We did Chapter 9 as a group and came up with the lists for both why people want to do business with our agency and with us personally. I think they left the meeting with their heads held a little higher. Thank you for writing the book.”

Great Service Sells contains 21 five-minute chapters – perfect material for a year’s worth of staff meetings. Agents will acquire a dynamic service-oriented mindset and learn tips and techniques to retain business, round out accounts, increase new sales, and earn referrals. A complete chapter list, group learning instructions, and client feedback is on the Great Service Sells info page.

The cost is affordable – The package of 2 Audio CDs & 1 Book is $69.00. Additional books are sold in sets of 5 for $50.00.

In celebration of Selling Strategies’ 20th anniversary, we’re offering a 20% discount on all books and audios. Apply coupon code HAPPY at checkout to receive your savings.

All orders include a complimentary copy of the 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker.

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Stay Energized!

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

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

Receive your complimentary copy of the priceless 2013 Energizer Minute Collection plus 27 Tips to Be a Great Co-worker with all learning material orders.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Since 1994, Selling Strategies’ purpose is to build top-performing sales, service, and leadership organizations. We offer insurance industry expertise to companies, agents, MGAs, industry partners, and service providers.

Our Commitment to Our Clients

We will improve your clients’ experience, grow your top-line revenue, and your bottom-line profit. Together we accomplish this through:

· Strategic planning and implementation
· Leadership and management development
· Business development – marketing, sales, service strategies
· Organizational and process improvements
· Individual skill and team development
· Personal coaching

To discuss how to fast forward achieving your goals, please contact me for a complimentary 30-minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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Emily Live
· Private Client – annual employee meeting – How to Become the Agent of Choice and There is an “I” in Team – Madison, WI – August 4-6, 2014
· Private Client – consulting – Madison, WI – August 7, 2014
· PIA of NC Annual Convention – Highpoint, NC – August 13, 2014
· Private Client – operations review, planning, workshops – Blue Ridge, GA – August 19-21, 2014
· Private Client – consulting – Detroit, MI – August 28, 2014
· NAPSLO Annual Convention – Atlanta, GA – September 15-17, 2014
· NAMIC Annual Convention – National Resort, Oxon Hill, MD – Three Strategies to Earn Agents’ Business – September 21-23, 2014
· Private Client – Charlotte, NC – Delivering a Remarkable Patient Experience – September 30, 2014
· Private Client – annual agents event – Indianapolis, IN – Deliver Service that Sells and Protects and Turning Change into Opportunity – October 7-9, 2014
· Agency Management CIC – Louisville, KY – October 15-17, 2014

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

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

© 2014 Emily Huling. All rights reserved.

2014 Newsletter By ssadmin 0 Comments

July 2014

Strategies for Success Newsletter July 2014 Issue 103

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2014 Emily Huling. All rights reserved.

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In this July 2014 issue:

Thoughts from home
Josmo’s Cafe
Thoughts from the office
Stay energized
Emily Live

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Thoughts from home

What happened to common sense?

My cousin Lisa coordinates the annual spring Mitzvah Day at our temple. It’s a great event for families to work on community projects together. This year I volunteered at the registration table to greet and direct the 500+ participants.

Looking official with my color-coded registration and project list in hand, a young family approached me. The mother said they had just parked their car next to a SUV that had a passenger door ajar and the car light was still on. They didn’t want the owner to return to a dead battery. She gave me the license plate number and asked if we could make an announcement.

I could tell the parents were using this as a teaching moment for their children. Find something wrong, be responsible, and tell somebody who can fix it. But I knew the chances of an announcement being heard in a hall with 500 people talking was impossible. I quietly asked the parents if they happened to try closing the car door. The father snapped at me, “No! We don’t touch other people’s cars. We could have set off a burglar alarm.” They weren’t at all happy with me and walked away. At my first opportunity, I went to the parking lot, found the SUV, and closed the door.

So that made me wonder about people who rely too much on others to fix a problem for fear of a negative result. Would they not help an accident or choking victim for fear of a lawsuit? That was probably not the teaching concept they intended.

Moral of the story: Using common sense is the first step of personal responsibility.

Postscript: I did see the family later that morning and let them know I found the vehicle and closed the door. The parents thanked me.

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In striving to do exactly right, we risk losing our common sense. EH

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Josmo’s Cafe

John and I are happily flooded with company this summer! To be able to enjoy relaxing evenings and still prepare awesome meals, we’ve been trying some new and easy side dish recipes for the grill using non-stick aluminum foil. Here are two terrific Guy Fieri recipes I found in June’s Good Housekeeping magazine. Carrots with Cumin, Ginger & Honey and Potatoes with Parmesan, Garlic & Rosemary.

Josmo’s Cafe is celebrating its 10th anniversary! Learn its history and try the famous Josmo’s Cosmo cocktail posted on the Josmo’s Café webpage.

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Happy 45th anniversary to The National Alliance of Insurance Education and Research! I’ve had my CIC designation for 25 years and have been a proud faculty member for 20 years. When invited to contribute to a gift book for Dr. Hold commemorating this occasion, I assembled a list of 45 Ways The National Alliance has contributed to insurance industry excellence and education. Which ones on my list have made a difference in your life?

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Thoughts from the office
Do you have a minute?

Interruptions are a fact of office life. Phones ring, e-mail messages beep, 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.

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?”
Interrupters who can’t get to the point. Nicely interrupt back and ask, “What exactly can I help you with?”
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.
Doorway stalkers. It can be most annoying to have people lurking outside your office when you’re on a phone call. 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.”
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.

This was originally published in the March 2006 newsletter.

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Could your front-line staff use a confidence boost? The Personal Lines manager in a Michigan independent agency sent me this comment.

“We are about 1/2 way thru the Great Service Sells book with our staff. Your program is generating much discussion and team bonding. We did Chapter 9 as a group and came up with the lists for both why people want to do business with our agency and why personally. I think they left the meeting with their heads held a little higher. Thank you for writing the book.”

Great Service Sells contains 21 five-minute chapters – perfect material for a year’s worth of staff meetings. Agents will acquire a dynamic service-oriented mindset and learn tips and techniques to retain business, round out accounts, increase new sales, and earn referrals. A complete chapter list, group learning instructions, and client feedback is on the Great Service Sells info page.

The cost is affordable – The package of 2 Audio CDs & 1 Book is $69.00. Additional books are sold in sets of 5 for $50.00.

In celebration of Selling Strategies’ 20th anniversary, we’re offering a 20% discount on all books and audios. Apply coupon code HAPPY at checkout to receive your savings.

All orders include a complimentary copy of the 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker.

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Stay Energized!

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

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

Receive your complimentary copy of the priceless 2013 Energizer Minute Collection plus 27 Tips to Be a Great Co-worker with all learning material orders.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Since 1994, Selling Strategies’ purpose is to build top-performing sales, service, and leadership organizations. We offer insurance industry expertise to companies, agents, MGAs, industry partners, and service providers.

Our Commitment to Our Clients

We will improve your clients’ experience, grow your top-line revenue, and your bottom-line profit. Together we accomplish this through:

· Strategic planning and implementation
· Leadership and management development
· Business development – marketing, sales, service strategies
· Organizational and process improvements
· Individual skill and team development
· Personal coaching

To discuss how to fast forward achieving your goals, please contact me for a complimentary 30-minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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Emily Live
· Private Client – operations review, planning, workshops – St. Louis, MO – July 29-31, 2014
· Private Client – annual employee meeting – How to Become the Agent of Choice and There is an “I” in Team – Madison, WI – August 4-6, 2014
· Private Client – consulting – Madison, WI – August 7, 2014
· PIA of NC Annual Convention – Highpoint, NC – August 13, 2014
· Private Client – operations review, planning, workshops – Blue Ridge, GA – August 19-21, 2014
· Private Client – consulting – Detroit, MI – August 28, 2014
· NAPSLO Annual Convention – Atlanta, GA – September 15-17, 2014
· NAMIC Annual Convention – National Resort, Oxon Hill, MD – Three Strategies to Earn Agents’ Business – September 21-23, 2014
· Private Client – annual agents event – Indianapolis, IN – Deliver Service that Sells and Protects and Turning Change into Opportunity – October 7-9, 2014
· Agency Management CIC – Louisville, KY – October 15-17, 2014

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

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

© 2014 Emily Huling. All rights reserved.

2014 Newsletter By ssadmin 0 Comments

June 2014

Strategies for Success Newsletter June 2014 Issue 102

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2014 Emily Huling. All rights reserved.

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In this June 2014 issue:

Thoughts from home
Josmo’s Café
Thoughts from others
Stay energized
Emily Live

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1. Thoughts from home

Find fault or find a friend?

John and I continue to find new and interesting activities to experience with Quincey (10 1/2) and Nathan (9), my cousin’s children who live in Charlotte. In mid-April, we attended the Rural Hill Scottish Festival in the north Charlotte community of Huntersville.

It was the warmest and sunniest weekend we’d had all year so the crowds were heavy. Children were given Scottish Passports to be stamped at the 70 clan tents around the field. In between meeting the proud clan representatives, we saw the bagpipe parade, sheep and duck herding by talented border collies, and athletic events including battle ax, tug-o-war, hammer throw, and clachneart competitions.

Lunchtime hunger struck everyone at once. The lines were long. The sun was hot. There were two types of people in line. Those that found fault and those that found friends. Fault finders complained about the heat, the lines, the wait, the lack of shade, and their impatient children. The friend finders were cheerful. They were meeting, greeting, and sharing personal stories as to what brought them to the event. I learned a lot about Scotland’s history from the two people I chatted with.

Moral of the story: The clock ticks away at the same rate for everyone. Why not make that time more pleasant by finding a friend rather than finding fault?

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Be interested in others. You’ll be surprised what you can learn.

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2. Josmo’s Café

I felt like I was competing in Food Network’s Iron Chef America competition last month. I bought way too many shallots for a recipe and was looking for other dishes in which to use them. Lucky for me, I found two terrific recipes. All the guests wanted copies to take home. I hope you also enjoy both the Roasted Broccoli and Tomatoes and the Strawberry Feta Salad.

Josmo’s Cafe is celebrating its 10th anniversary! Learn the history and try the famous Josmo’s Cosmo cocktail posted on the Josmo’s Café webpage.

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3. Thoughts from others

Dr. Wayne Dyer, one of my very favorite inspirational speakers, presented his tenth PBS fundraising program called I Can See Clearly Now in March. In a conversational format, Dr. Dyer shares his personal stories and the five key principles that have guided his life choices – willingness, determination, fearlessness, compassion, and love. As part of his message, he read the poem The Cookie Thief by Valerie Cox. Here’s the text of the poem. I hope you like the story and the message as much as I do!
The Cookie Thief by Valerie Cox
A woman was waiting at an airport one night,
With several long hours before her flight.
She hunted for a book in the airport shops.
Bought a bag of cookies and found a place to drop.

She was engrossed in her book but happened to see,
That the man sitting beside her, as bold as could be.
Grabbed a cookie or two from the bag in between,
Which she tried to ignore to avoid a scene.

So she munched the cookies and watched the clock,
As the gutsy cookie thief diminished her stock.
She was getting more irritated as the minutes ticked by,
Thinking, “If I wasn’t so nice, I would blacken his eye.”

With each cookie she took, he took one too,
When only one was left, she wondered what he would do.
With a smile on his face, and a nervous laugh,
He took the last cookie and broke it in half.

He offered her half, as he ate the other,
She snatched it from him and thought… oooh, brother.
This guy has some nerve and he’s also rude,
Why he didn’t even show any gratitude!

She had never known when she had been so galled,
And sighed with relief when her flight was called.
She gathered her belongings and headed to the gate,
Refusing to look back at the thieving ingrate.

She boarded the plane, and sank in her seat,
Then she sought her book, which was almost complete.

As she reached in her baggage, she gasped with surprise,
There was her bag of cookies, in front of her eyes.

If mine are here, she moaned in despair,
The others were his, and he tried to share.
Too late to apologize, she realized with grief,
That she was the rude one, the ingrate, the thief.

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Could your front-line staff use a confidence boost? The Personal Lines manager in a Michigan independent agency sent me this comment.

“We are about 1/2 way thru the Great Service Sells book with our staff. Your program is generating much discussion and team bonding. We did Chapter 9 as a group and came up with the lists for both why people want to do business with our agency and why personally. I think they left the meeting with their heads held a little higher. Thank you for writing the book.”

Great Service Sells contains 21 five-minute chapters – perfect material for a year’s worth of staff meetings. Agents will acquire a dynamic service-oriented mindset and learn tips and techniques to retain business, round out accounts, increase new sales, and earn referrals. A complete chapter list, group learning instructions, and client feedback is on the Great Service Sells info page.

The cost is affordable – The package of 2 Audio CDs & 1 Book is $69.00. Additional books are sold in sets of 5 for $50.00.

In celebration of Selling Strategies’ 20th anniversary, we’re offering a 20% discount on all books and audios. Apply coupon code HAPPY at checkout to receive your savings.

All orders include a complimentary copy of the 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker.

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4. Stay Energized!

June Energizer Minute – Three Good Things Get supercharged with Energizer Minutes – one-to-two minute audio stories told by yours truly to energize, invigorate, and inspire!

Our series of 17 Terrific Tips continues with 17 Terrific Networking Tips. For those of you who read the special mailing on this, thanks for asking me to clarify #6 about name tags. It should have read “Wear your name tag on the right. It makes it easier to see both the person and the name badge.”

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

Receive your complimentary copy of the priceless 2013 Energizer Minute Collection plus 27 Tips to Be a Great Co-worker with all learning material orders.

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Since 1994, Selling Strategies’ purpose is to build top-performing sales, service, and leadership organizations. We offer insurance industry expertise to companies, agents, MGAs, industry partners, and service providers.

Our Commitment to Our Clients

We will improve your clients’ experience, grow your top-line revenue and your bottom-line profit. Together we accomplish this through:

· Strategic planning and implementation
· Leadership and management development
· Business development – marketing, sales, service strategies
· Organizational and process improvements
· Individual skill and team development
· Personal coaching

To discuss how to fast forward achieving your goals, please contact me for a complimentary 30-minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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5. Emily Live

Let me know if you want to connect when I’m in your area!
Private Client – Phoenix, AZ – May 31- June 4, 2014
International Association of Insurance Professionals Annual Convention – San Diego, CA – Great Service Sells – June 6, 2014
Private Client – operations review, planning, workshops – St. Louis, MO – July 29-31, 2014
Private Client – How to Become the Agent of Choice and There is an “I” in Team – Madison, WI – August 5-7, 2014
PIA of NC Annual Convention – Highpoint, NC – August 13, 2014
Private Client – operations review, planning, workshops – Blue Ridge, GA – August 19-21, 2014
NAPSLO Annual Convention – Atlanta, GA – September 15-17, 2014
NAMIC Annual Convention – National Resort, Oxon Hill, MD – Three Strategies to Earn Agents’ Business – September 21-23, 2014
Private Client – Indianapolis, IN – Deliver Service that Sells and Protects and Turning Change into Opportunity – October 7-9, 2014
Agency Management CIC – Louisville, KY – October 15-17, 2014
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Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

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

© 2014 Emily Huling. All rights reserved.

2014 Newsletter By ssadmin 0 Comments

May 2014

Strategies for Success Newsletter May 2014 Issue 101

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2014 Emily Huling. All rights reserved.

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In this May 2014 issue:

Thoughts from home
Josmo’s Café
Thoughts from the road
Stay energized
Emily Live

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Looking for new topics for a staff meeting? 17 Terrific Negotiating Tips will fuel good conversation. These tips are one of 30 free documents on the Free Stuff page on the website.

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1. Thoughts from home

What’s important to a customer?

After years of use, the seats on our neighbor Rick’s pontoon boat needed to be reupholstered. In the Lake Norman area, there are dozens of businesses that service boats and three of them are within a few miles of where we live. Over dinner at Josmo’s Cafe, Rick told us about his customer service experiences visiting three local boat shops.

Rick’s first stop was to a high-end full service boat dealership and service operation. He went in the door marked “Service” and stated his needs. Rick said the man didn’t even get up, just sat behind his desk. Rick left.

The second stop was at a service marina where Rick was told he had to bring his boat over to get an estimate. Rick could do that by boat, but asked the service man if he could just stop by his house and see the boat one day when he was out for lunch. The marina is just a five-minute car ride away. “No,” the man said, “that’s our policy. Bring the boat over.” Rick left.

Rick’s third stop was at a weather-beaten storage and service marina. Rick said some of the boats in the yard must have been there for decades. Rick walked in. The old man behind the battered desk smiled and said “Have a seat. What can I do for you?” Rick explained that his pontoon boat seats needed to be reupholstered. Through a series of focused and knowledge-based questions about the boat seats, condition of the deck (good), and how the motor runs (fine), the man said to Rick, “May I offer another option?”

It turned out the best and least expensive fix is simply to replace the seats, not reupholster them. The man was more than happy to help Rick get that done.

Moral of the story: Impressive stores or inflexible policies are not what customers want. It’s caring, asking relevant questions, and providing expertise that earn business and build business longevity.

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2014 Insurance Business Trends – My Take – Thanks for all of your positive feedback on my industry perspective mailing!

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2. Josmo’s Café

I love orange and chocolate! A big thank you to my client Sarah Kueffer, co-owner of Integrity Insurance in Lawrence, KS, for sharing this yummy Mandarin Orange Chocolate Pie recipe with me!

Josmo’s Cafe is celebrating its 10th anniversary! Learn the history and try the famous Josmo’s Cosmo cocktail posted on the Josmo’s Café webpage. If you’re having trouble finding Ocean Spray white cranberry juice at your local store, which is what makes this cosmopolitan so yummy, we get our supply from My Brands.

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3. Thoughts from the road

How to use a paper towel

In the February 2011 newsletter, I ran a story about a four-year-old girl wasting paper towels in the Baltimore airport ladies restroom. I stopped her from taking an excessive number of towels and luckily didn’t get bashed by her mother.

I just came across this short, informative, and humorous TED talk by Joe Smith of Oregon from March 2012 called How to Use a Paper Towel. It’s 4.5 minutes long and has had over 2,000,000 views! Please watch it and pass it along.

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What do you do to show respect for our environment?

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Selling from the Inside Learning Materials

In-house continuous learning initiatives develop superior employees and more satisfied clients – key factors that increase bottom-line profits. Make 2014 a banner year with a structured, service-selling, skill-building program.

My book and CD audio program Great Service Sells contains 21 five-minute chapters – perfect material for a year’s worth of staff meetings. Agents will acquire a dynamic service-oriented mindset and learn tips and techniques to retain business, round out accounts, increase new sales, and earn referrals. A complete chapter list, group learning instructions, and client feedback is on the Great Service Sells info page.

The cost is affordable – The package of 2 Audio CDs & 1 Book is $69.00. Additional books are sold in sets of 5 for $50.00.

In celebration of Selling Strategies’ 20th anniversary, we’re offering a 20% discount on all books and audios. Apply coupon code HAPPY at checkout to receive your savings.

All orders include a complimentary copy of the 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker.

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4. Stay Energized!

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

Caring Claim Handling – Is your agency doing all it can to reaffirm value when a client has a claim? Why not compare your agency claim handling process to the 10 ideas I recommend? George Nordhaus interviewed me for his Monday Morning webinar broadcast. It’s fast-paced, 25-minutes, and covers 10 tips. Now available On Demand.

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

Receive your complimentary copy of the priceless 2013 Energizer Minute Collection plus 27 Tips to Be a Great Co-worker with all learning material orders.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Since 1994, Selling Strategies’ purpose is to build top-performing sales, service, and leadership organizations. We offer insurance industry expertise to companies, agents, MGAs, industry partners, and service providers.

Our Commitment to Our Clients

We will improve your clients’ experience, grow your top-line revenue and your bottom-line profit. Together we accomplish this through:

· Strategic planning and implementation
· Leadership and management development
· Business development – marketing, sales, service strategies
· Organizational and process improvements
· Individual skill and team development
· Personal coaching

To discuss how to fast forward achieving your goals, please contact me for a complimentary 30-minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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5. Emily Live

Let me know if you want to connect when I’m in your area!
Agency Management CIC – Denver, CO – May 7, 2014
Professional Insurance Agents of Indiana Annual Conference – Indianapolis, IN – Strengthening Agent-Company Relationships and Deliver Service that Sells and Protects – May 8, 2014
Private Client – Great Service Sells – Appleton, WI – May 20-21, 2014
Private Client – Phoenix, AZ – May 31- June 4, 2014
International Association of Insurance Professionals Annual Convention – San Diego, CA – Great Service Sells – June 6, 2014
Private Client – How to Become the Agent of Choice – Madison, WI – August 6, 2014
NAPSLO Annual Convention – Atlanta, GA – September 15-17, 2014
NAMIC Annual Convention – National Resort, Oxon Hill, MD – Three Strategies to Earn Agents’ Business – September 21-23, 2014
Agency Management CIC – Louisville, KY – October 15-17, 2014
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Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

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

© 2014 Emily Huling. All rights reserved.

2014 Newsletter By ssadmin 0 Comments

April 2014

Strategies for Success Newsletter April 2014 Issue 100

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2014 Emily Huling. All rights reserved.

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In this April 2014 issue:

Thoughts from others
Josmo’s Café
Thoughts from the road
Stay energized
Emily Live

This is the 100th issue of the Strategies for Success newsletter! On occasion I’ll be rerunning some of the most popular pieces from the past eight years and when I do, it will be noted.

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Did you miss my recent webinar Clients are Forever – 5 Carats to Dazzle and Retain Buyers? Read a concise and accurate summary this IA magazine article. Perfect material for your next staff meeting!

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1. Thoughts from others

Having clients whom I love and learn from has been the greatest joy of my career. Nathan Einstein, Chairman of Rosenfeld Einstein, A Marsh & McLennan Agency LLC Company, is one of those clients. Nathan has logged 56 highly successful years in the insurance business. When Nathan talks, I listen! After an inspiring and heartfelt personal visit with Nathan in his office in February, Nathan e-mailed me more thoughts – thoughts worth sharing.

“Always remember to convey the following message – selling insurance is the easy part of our profession; taking care of your client is the hard part! Many in our profession do not know what this means, but find out the hard way. They lose the right to represent the client. Keeping a client is a lot easier than obtaining new one!

“Perhaps the most favorite of all of my daily activities is to convey the following message (to our staff) – when the phone stops ringing is when you have the problem. As long as clients need you and you favorably respond, opportunities are unbelievable in our insurance profession.”

Thank you, Nathan, for continuing to encourage and enlighten others!

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Highly successful agents believe it is a privilege to represent their clients. EH

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2. Josmo’s Café

In this never-ending winter, homemade soup has become a staple in our home. It had been years since I made French Onion Soup and decided it was time to give it a go. I merged and modified a few recipes and came up with Heavenly Homemade Onion Soup. Enjoy!

Josmo’s Cafe is celebrating its 10th anniversary! Learn the history and try the famous Josmo’s Cosmo cocktail posted on the Josmo’s Café webpage. If you’re having trouble finding Ocean Spray white cranberry juice at your local store, which is what makes this cosmopolitan so yummy, we get our supply from My Brands.

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3. Thoughts from the road

Message on a Bottle

I woke up this morning thinking about Angela Brown. Angela, in her mid-twenties when I knew her 10 years ago, was a woman ahead of her time and beyond her years. We attended Toastmasters together every Monday morning for five years. Because of the speeches given and the regularity of the meetings, members get to know each other very well. What I remember most about Angela are not her speeches, but her water bottle.

At each meeting, Angela’s water bottle had a different message taped to it. Kindness. Determination. Believe. Imagine. Respect. Wisdom. Finally one day, Angela’s speech topic was her water bottle. “What are you ingesting in your mind and body?” she challenged us. “Is it stuff that is positive and nurturing? Or is it negative and destructive? The choices we make in our thoughts, actions, behavior, food and water directly affect our lives. Are you making choices to live the life you want?” She told us her water bottle signs were daily reminders of her personal values. Her positive thoughts were absorbed by both her mind and body.

Angela’s speech was a decade before the making of the 2004 documentary “What the Bleep Do We Know?” The compelling movie brought insight to the general public about Quantum Physics – the theory that our thoughts manifest what we see and experience. One powerful scene in the movie illustrates Dr. Masaru Emoto’s 1999 study that shows contrasting signs on containers of water. The molecules in the containers react differently depending on the message. The “chi of love” molecules are peaceful while the “I will kill you” molecules are discolored, combative and aggressive. Watch a three-minute movie clip if you want to view this theory yourself.

For me, the truth of this concept is evident in words as well. Try this. Repeat these words aloud to yourself several times. Hate, Kill, Grudge, Can’t, Impossible. Take a deep breath. Now say these contrasting words to yourself several times. Love, Smile, Forgive, Beauty, Laugh.

Do you sense a difference? Pay attention to your thoughts, words, and body connection and decide for yourself.

Originally published October 2008

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Learning Materials to Turn Service into Sales

In-house continuous learning initiatives develop superior employees and more satisfied clients – key factors that increase bottom-line profits. Make 2014 a banner year with a structured, service-selling, skill-building program.

My book and CD audio program Great Service Sells contains 21 five-minute chapters – perfect material for a year’s worth of staff meetings. Agents will acquire a dynamic service-oriented mindset and learn tips and techniques to retain business, round out accounts, increase new sales, and earn referrals. A complete chapter list, group learning instructions, and client feedback is on the Great Service Sells info page.

The cost is affordable – The package of 2 Audio CDs & 1 Book is $69.00. Additional books are sold in sets of 5 for $50.00.

In celebration of Selling Strategies’ 20th anniversary, we’re offering a 20% discount on all books and audios. Apply coupon code HAPPY at checkout to receive your savings.

All orders include a complimentary copy of the 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker.

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4. Stay Energized!

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

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

Receive your complimentary copy of the priceless 2013 Energizer Minute Collection plus 27 Tips to Be a Great Co-worker with all learning material orders.

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Attention Agency Owners…

Have you ever had these thoughts? Are ready to do something about it?

I’m working too hard for so little return.
Do I have the right people in the right positions?
There are opportunities out there, but I just don’t know where to start.
What can we do to strengthen carrier and wholesaler relationships?
I’m sure our organizational structure and processes could be more efficient.

If you’re seeking a trusted advisor to help your agency reach its full potential, read more about our Agency Development Consulting Services.

To discuss how we can help, please contact me for a complimentary 30-minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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5. Emily Live

Let me know if you want to connect when I’m in your area!
Louisiana Surplus Lines Association Annual Meeting –Developing Top Performers: How to Engage, Mentor, and Mobilize Employees – Biloxi, MS – April 2-3, 2014
Agency Management CIC – Denver, CO – May 7, 2014
Professional Insurance Agents of Indiana Annual Conference – Indianapolis, IN – Strengthening Agent-Company Relationships and Deliver Service that Sells and Protects – May 8, 2014
Private Client – Great Service Sells – Appleton, WI – May 20-21, 2014
Private Client – Phoenix, AZ – June 2-4, 2014
International Association of Insurance Professionals Annual Convention – San Diego, CA – Great Service Sells – June 6, 2014
NAPSLO Annual Convention – Atlanta, GA – September 15-17, 2014
NAMIC Annual Convention – National Resort, Oxon Hill, MD – September 21-23, 2014
Agency Management CIC – Louisville, KY – October 15-17, 2014
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Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

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

© 2014 Emily Huling. All rights reserved.

2014 Newsletter By ssadmin 0 Comments

March 2014

Strategies for Success Newsletter March 2014 Issue 99

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2014 Emily Huling. All rights reserved.

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In this March 2014 issue:

Thoughts from the office
Josmo’s Café
Have you read…
Stay energized
Emily Live

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1. Thoughts from the office

A long-time client sent me his personal success story to share with you:

I just wrote a $450,000 healthcare operation. Short story on how it came to me. I was in the area and stopped by to wish good luck to my college roommate who had just started working for this company. Alex had been out of work for over 2 years after being let go from a hospital where he very successfully advanced their practices, but in a cost-cutting move, his job was eliminated. As I was leaving Alex’s office the CFO was walking by and Alex introduced me. The CFO thought it was really cool that I was there just to wish Alex good luck. By the way, he tells me, he thinks his agent is a complete fool. Two phone calls and three days later, I wrote the account for $73,000 less, improved coverage, and offered a great billing plan.

Moral of the story. I could have called or emailed Alex wishing him good luck. Instead, I took the time to see him face to face. Get out from behind your computer and smart phone and take someone to lunch or just stop by. You’ll make their day. You never know where your next big account is going to come from, but you do know who your friends and clients are. Make the time to get out to see them.

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Selling is all about relationships. EH

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2. Josmo’s Café

March Madness is here. Whether you’re a Tar Heel fan or not, we know you’ll like Tar Heel Pie. A note of caution on this desert. Serve small slices. It is sinfully rich!! Enjoy!

Josmo’s Cafe is celebrating its 10th anniversary! Learn the history and try the famous Josmo’s Cosmo cocktail posted on the Josmo’s Café webpage. Several readers have asked me where to find Ocean Spray white cranberry juice, which is what makes this cosmopolitan so yummy. My Brands is where we get our supply.

Want a 2.5 minute burst of laughter today? In the spirit of all the fun we have at Josmo’s Cafe, please watch this hilarious video of Mariele, a sophisticated French restaurant guest with impeccable manners.

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3. Have you read…

Necessary Endings by Henry Cloud

One of the reasons my clients hire me to advise them, although it’s rarely acknowledged up front, is to assist in removing staff who are not positively contributing to the business. People need to leave employment for a variety of reasons. The most are: a hire that should never have been made in the first place; a person no longer suited for the responsibilities now required; or a person who doesn’t want to be there anymore and is performing in such a way to be terminated. The longer that owners and leaders allow any of these situations to continue, the more damage there is to other employees and the business itself.

The pearls of wisdom in Necessary Endings reach far beyond the business world. Henry Cloud, a clinical psychologist and leadership consultant, addresses why endings are natural, should be embraced, and the good that comes to both parties when one person has the courage to act on what needs to be done.

This book is a must read for anyone who wants their business environment to be a place to thrive.

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Advance Your Bottom Line in 2014

We had a great turnout for my February complimentary webinar Clients are Forever – 5 Carats that Dazzle and Retain Buyers sponsored by AgenciesOnline. A total of 375 registrations, half on the broadcast and the rest listened On Demand. Participants took away many pearls of wisdom to strengthen client relationships. If you missed it, I have a secret link to access the program for a few more weeks. Get in touch and I’ll send it to you.

Whether you attended or not, you are welcome to take advantage of the 2014 Webinar Learning Materials Special Offer. This affordable bundle package of audios and books to build management, sales, and service skills is only $199.00 (40% savings). The learning package includes:

1. Great Service Sells: How Great CSRs Turn Service into Sales (book and audio)
2. Be a Better Boss: 10 Strategies to Develop Top Performers (audio CD)
3. Be a Better Producer: 10 Strategies to Earn More Money (audio CD)
4. Be a Better CSR: 10 Strategies to Differentiate Yourself and Delight Customers (audio CD)
5. Two Hours to a Winning Sales Plan (audio CD and online materials)

All orders include a complimentary copy of the 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker.

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5. Stay Energized!

March Energizer Minute – Be Pleased with Yourself Get supercharged with Energizer Minutes – one-to-two minute audio stories told by yours truly to energize, invigorate, and inspire!

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

Receive your complimentary copy of the priceless 2013 Energizer Minute Collection plus 27 Tips to Be a Great Co-worker with all learning material orders.

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Attention Agency Owners…

Have you ever had these thoughts? Are ready to do something about it?

I’m working too hard for so little return.
Do I have the right people in the right positions?
There are opportunities out there, but I just don’t know where to start.
What can we do to strengthen carrier and wholesaler relationships?
I’m sure our organizational structure and processes could be more efficient.

If you’re seeking a trusted advisor to help your agency reach its full potential, read more about our Agency Development Consulting Services.

To discuss how we can help, please contact me for a complimentary 30 minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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6. Emily Live

Let me know if you want to connect when I’m in your area!
NAPSLO Mid-Year Conference – Scottsdale, AZ – March 5-7, 2014
Private Client – Scottsdale, AZ – March 5, 2014 – Excellence in Action
Private Client – Blue Ridge, GA – March 18-20, 2014
Louisiana Surplus Lines Association Annual Meeting –Developing Top Performers: How to Engage, Mentor, and Mobilize Employees – Biloxi, MS – April 2-3, 2014
Professional Insurance Agents of Indiana Annual Conference – Indianapolis, IN – Strengthening Agent-Company Relationships and Deliver Service that Sells and Protects – May 7-8, 2014
Private Client – Great Service Sells – Appleton, WI – May 20-21, 2014
Private Client – Phoenix, AZ – June 2-4, 2014
International Association of Insurance Professionals Annual Convention – San Diego, CA – June 5-6, 2014
NAPSLO Annual Convention – Atlanta, GA – September 15-17, 2014
NAMIC Annual Convention – National Resort, Oxon Hill, MD – September 21-23, 2014
Agency Management CIC – Louisville, KY – October 15-17, 2014
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Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

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

© 2014 Emily Huling. All rights reserved.

2014 Newsletter By ssadmin 0 Comments

February 2014

Strategies for Success Newsletter February 2014 Issue 98

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2014 Emily Huling. All rights reserved.

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In this February 2014 issue:

Thoughts from the office
Josmo’s Café
Complimentary webinar
Thoughts from others
Stay energized
Emily Live

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1. Thoughts from the office

Advice and insights from complimentary consulting calls

What a delightful and educational day I had January 16 speaking with owners, managers, and front-line staff from five different independent agencies! Here are a few thoughts I shared with the agents that may be of help to you.

To move forward, step back. All business and strategy plans must start with a situation analysis. The standard SWOT (Strengths, Weaknesses, Opportunities, and Threats) format works well. The variables to analyze using this format for agency or departments include people, sales, marketing, client relationships and retention, standard lines carriers, MGAs and specialty markets, external factors including competition and the economy, financials, and internal systems including technology, workflow, procedures, management. It’s not uncommon that many agencies discover their system-generated reports are not accurate. Obviously, that becomes the critical starting point to advance the planning process.
All clients are “A” clients. Categorizing clients is a routine practice. Instead of using the labels, A, B, and C, use AAA (high value and priority), AA (high potential), and A (transactional). Psychologically it makes a difference when staff views the status. All clients are at least an A, aren’t they?
Encourage people. Many people simply lack self-confidence or the skills to do what is asked of them. The best thing we can do is say, “You can do it! What can I do to help?”
Perception is reality. It doesn’t matter whether you think your client, coworker, or employee is right or wrong about an issue. Their perception, their view, is where you need to begin the discussion. “I understand. What do you suggest?”

I wish I could have accommodated all the requests I received. I’ll be making the offer again when my schedule permits.

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Finding the courage to articulate and discuss challenges with someone who can help is half the battle to overcoming them. EH

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2. Josmo’s Café

Sports fans and sports party fans are in their glory in February with the Super Bowl followed by the Sochi Olympics. I’m repeating last year’s recipe for the perfect crowd-pleasing warm sandwich Chicken and Broccoli Braid from allrecipes.com. Lots of readers made it last year and said they loved it. It’s both easy and delicious. Enjoy!

Josmo’s Cafe is celebrating its 10th anniversary! Learn the history and try the famous Josmo’s Cosmo cocktail posted on the Josmo’s Café webpage. It’s a perfect drink – in moderation!

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3. Complimentary webinar

Clients are Forever – 5 Carats that Dazzle and Retain Buyers. February 12 at 1:00-2:00 EST and On Demand for two weeks.

Attracting and retaining clients takes much more than low prices and responsive service. Using real-life examples, this high-content program provides proven strategies to make you the agent of choice.

Participants will learn:

How to create an emotional connection
What’s most important to your clients
How to articulate why clients should buy from you
Participant questions and Emily’s answers

Register Here for live broadcast and on demand access. Sponsored by AgenciesOnline, the independent agent one-stop solution for marketing, communication, and technology.

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4. Thoughts from others

This passage on the meaning of success by Ralph Waldo Emerson remains among my favorite thoughts to live by.

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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Help Your Front Line Advance Your Bottom Line in 2014

Kudos to the dozens of agencies who are implementing a structured service-selling program using Great Service Sells to build confidence, learn proven strategies to improve retention, earn referrals, and round out accounts!

My book and CD audio program Great Service Sells contains 21 five-minute chapters – perfect material for a year’s worth of staff meetings. A complete chapter list, group learning instructions, and client feedback is on the Great Service Sells info page.

The cost is affordable – 2 Audio CDs & 1 Book is $69.00. Additional books are sold in sets of 5 for $50.00.

In celebration of Selling Strategies 20th anniversary, we’re offering a 20% discount on all books and audios. Apply coupon code HAPPY at checkout to receive your savings.

All orders include a complimentary copy of the 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker.

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5. Stay Energized!

February Energizer Minute – The Cost of Ignoring a Problem. Get supercharged with Energizer Minutes – one-to-two minute audio stories told by yours truly to energize, invigorate, and inspire!

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

Now available! 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker. Receive your complimentary copy of the priceless 2013 Energizer Minute Collection plus 27 Tips to Be a Great Co-worker with all learning material orders.

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Attention Agency Owners…

Have you ever had these thoughts? Are ready to do something about it?

I’m working too hard for so little return.
Do I have the right people in the right positions?
There are opportunities out there, but I just don’t know where to start.
What can we do to strengthen carrier and wholesaler relationships?
I’m sure our organizational structure and processes could be more efficient.

If you’re seeking a trusted advisor to help your agency reach its full potential, read more about our Agency Development Consulting Services.

To discuss how we can help, please contact me for a complimentary 30 minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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6. Emily Live

Let me know if you want to connect when I’m in your area!

Private clients – Greenville, SC – February 4, 2014
Private client – San Antonio, TX – February 7-8, 2014 – How to Become the Go-To Company
Complimentary webinar – open to all – February 12, 2014 1:00-2:00 ET – Clients are Forever-5 Carats that Dazzle and Retain Buyers – Register Here
Private client – Two Hours to a Winning Sales Plan – Various February dates – Coaching Circles via teleconference
Private clients – Raleigh, NC – February 25-26, 2014
NAPSLO Mid-Year Conference – Scottsdale, AZ – March 5-7, 2014
Louisiana Surplus Lines Association Annual Meeting –Developing Top Performers: How to Engage, Mentor, and Mobilize Employees – Biloxi, MS – April 2-3, 2014
Professional Insurance Agents of Indiana Annual Conference – Indianapolis, IN – Strengthening Agent-Company Relationships and Deliver Service that Sells and Protects – May 7-8, 2014
Private client – Great Service Sells – Appleton, WI – May 20-21, 2014
NAPSLO Annual Convention – Atlanta, GA – September 15-17, 2014
NAMIC Annual Convention – National Resort, Oxon Hill, MD – September 21-23, 2014
Agency Management CIC – Louisville, KY – October 15-17, 2014

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

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

© 2014 Emily Huling. All rights reserved.