Category: <span>Newsletter</span>

April 2011

Strategies for Success Newsletter April 2011 Issue 64

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2011 Emily Huling. All rights reserved.
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In this April 2011 issue:

Thoughts to ponder – follow up
Thoughts from the road
Thoughts from home
Thoughts from the office
On the road in 2011

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1. Thoughts to ponder – follow up

Many thanks to the readers who took time to weigh in about the porterhouse steak dilemma in the March newsletter! It’s unanimous. Everyone would have told the meat department about the mismarked steaks. Readers shared similar stories about returning merchandise that had not been scanned or catching mistakes made in their favor to have the situation corrected. Bravo!

I did tell the employee about the labeling error, and he smiled and said he wondered why they were selling so fast. After thanking me, he told me to keep my inexpensive steaks, and proceeded to take the rest to be correctly labeled. A Michigan reader reminded me of what Martin Luther King, Jr. said. “The time is always right to do what is right.”

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Coming soon! New DIY Audio Sales Program

Two Hours to a Winning Sales Plan

Few producers follow a step-by-step program for sales success. In less than two hours, producers can create a winning sales plan by listening to audio and using downloaded materials. This fast-paced, detailed instructional guide includes:

5 key commitments of all winning producers
10-point quiz to assess your current plan and process
How-to instructions to create your personal sales plan which includes a situation analysis, personal mission statement, strategies, goals, and activities
Supporting resources to download include a sample plan, prospect tracking sheet, client visibility chart, sales activity sheet

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April’s Energizer Minute

Tune in to hear Inspiration and Camaraderie. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

Get your copy of The Energizer Minute Collection CD. The first 24 Energizer Minutes on CD recorded from January 2009 through December 2010. Receive a complimentary copy on product orders over $75.

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Thoughts from the road

The power of suggestion

McDonald’s billboards entice us to buy their food, Apple’s television commercials persuade us to buy the iPad, and Anheiser Busch’s advertising suggests that drinking their beverages will make us romantically appealing. I can understand all of that. But why would the Pennsylvania Department of Transportation encourage us to drive like maniacs?

I flew into the Philadelphia airport and rented a car to drive to Doylestown for a client event. I normally don’t like to rent a car in major metropolitan areas, opting instead for a car service to avoid the stress of driving on unfamiliar roads. My client assured me it was a short and easy drive. I was to head north on I-476 then onto PA 611. Seemed simple enough. I was exiting the toll booth on the interstate when I could feel the energy change. As I eased out of the toll booth, the cars on both sides of me revved their engines to beat me out. It was if I had entered a race track and the toll booths were the starting gates. Startled and puzzled, I continued. Then I saw the sign on the side of the road. Caution – Aggressive Drivers. No kidding.

When I mentioned this experience to my client, a native of the area, he said, “I never thought to mention it. We’re speedsters on that road!” No kidding.

Morale to the story: Signage influences how others act and behave. Are the signs you post consistent with your intent?

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3. Thoughts from home

What an accomplishment! My husband, John, who has the patience of a saint and the skill of a fine craftsman, just completed a six-month project. Thousands of tiny pieces and hundreds of hours were required to complete The Typhoon, a remote-controlled replica of Edsel Ford’s 1929 racing boat. Pictures are proudly posted on the website under About Emily.

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What a joy to witness the accomplishments of someone you love! EH

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4. Thoughts from the office

It was Sunday morning and I was reluctantly putting in a couple of catch-up office hours. I had an e-mail with the subject line “CIC-Ilinois.” Keith, a participant from the agency management class I had taught the previous week, was writing to thank me for sharing my time and expertise. A PDF file was attached titled The Go-Giver Award. I was being recognized for serving others and adding value. What a wonderful compliment!

Googling to learn more, I discovered The Go-Giver is a book and award program to salute “The Five Laws of Stratospheric Success.” The book is a quick and easy-to-read parable. The message – true giving provides happiness and success – is not new. It’s just nice to be reminded now and again. I’ve bought a dozen copies to give as gifts. I’ll bet you’ll want to do the same. www.thegogiver.com.

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Recently updated information on the website: Free Stuff: Tips to Hire Right, Zero and Low Budget Marketing Ideas, 2011 Speaking Topics, and a new Rough Notes article The Ten Qualities of a Proud CSR.

For dozens of resources to build individual and organizational top performance, visit www.sellingstrategies.com or get in touch with me at emily@sellingstrategies.com or 888-309-8802.

Apply Coupon Code NEWS11 to receive a 20% discount on all online product orders.

Receive a complimentary copy of The Energizer Minute Collection CD on product orders over $75.

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

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On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

Private client – Louisville, KY April 27, 2011
NetVU Conference – Kissimmee, FL April 28-30, 2011
AASCIF Annual Conference – Isle of Palms, SC June 19-22, 2011
Agency Management CIC, Tempe, AZ July 14, 2011
Private client – Oklahoma City, OK July 18-20, 2011

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

© 2011 Emily Huling. All rights reserved. Feel free to share our newsletter if copyright and credit are always included.

March 2011

Strategies for Success Newsletter March 2011 Issue 63

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2011 Emily Huling. All rights reserved.
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In this March 2011 issue:

Thoughts to ponder
Thoughts from home
Check it out
On the road in 2011

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1. Thoughts to ponder

Welcome to our newest newsletter category! I hope the issues presented provide the impetus for thoughtful conversation.

An honest dilemma

Grilled porterhouse steaks are one of John’s culinary specialties. Because it’s an expensive cut of meat, we usually wait until Harris Teeter, our preferred grocery store, has an advertised special. Instead of $13.99 a pound, the steaks are $8.99 a pound. Pretty good deal. As I approached the meat department during my weekly shopping visit, I saw swarms of people at the steak display. The steaks were flying out of the case and the young meat worker was waiting to replenish the supply. When I finally got near, there were two steaks left. I took them. I noticed the price marked was not $8.99 a pound. It was mismarked at $1.99 a pound. The sign in front clearly stated that the steaks were $8.99 a pound. No wonder they were flying out of there!

I wondered how many steaks had been sold at this incorrect price. How much money was the store losing? It’s a big successful store. Did it matter? Why hadn’t someone brought this mistake to the attention of the meat department manager?

I started to walk away with my two steaks when I saw the same meat department employee coming back with another cart of steaks.

Question to ponder: What would you do? Would you be the one to tell the employee of the mistake? Next month, I’ll let you know what I did.

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Make service a selling strategy in your agency….DIY Program

Great Service Sells: How Great CSRs Turn Service into Sales is a book and audio CD do-it-yourself customer service training program.

Designed for CSR group learning in staff meetings, using both the print book and accompanying audio CDs. Presented in 21 five-minute chapters, the tips, techniques, real-life stories, and personal challenges offer a year’s worth of training sessions. For a complete list of chapters and facilitation tips, go to www.sellingstrategies.com. Newsletter readers receive a 20% discount by using coupon code NEWS11 at checkout.

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March’s Energizer Minute

Tune in to hear Cutting back can improve the situation. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

Now available! The Energizer Minute Collection CD. The first 24 Energizer Minutes on CD recorded from January 2009 through December 2010. Receive a complimentary copy on product orders over $75.

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Thoughts from home

Aging beautifully

My once fresh tulip bouquet is past its prime. Many of the yellow and white petals have fallen on my kitchen counter, leaving the fragile, interesting looking pistils exposed. If it weren’t for this unseasonably snowy, icy winter week that has kept everyone inside who had a choice, I would have replaced my tulips with flawless ones. Who wants old flowers?

Well, I do. Over the past couple of days, I’ve gained a new appreciation for the beauty of the natural process of my maturing flowers. It’s a different kind of beauty than the early stages of life, but pretty nonetheless.

Lesson learned: I need to remember this when I look in the mirror.

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We cannot go back, so we had better embrace moving forward. EH

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3. Check it out

Independent Agents – How secure is your client data?

The Independent Insurance Agents and Brokers’ Agents Council for Technology (ACT) recorded a webinar Implementing an Effective Information Security Program in your Agency that was presented January 13, 2011. The program covers the security risks agencies face, practical steps to take to manage these risks, and the free tools and articles that ACT has produced to assist agencies with their security program including a prototype agency information security plan. Agents will learn how federal and state laws have made it mandatory for agencies to implement an information security program that is anchored by a written security plan. Visit www.iiaba.net/ACT for more information.

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Recently updated information on the website: Free Stuff: Tips to Hire Right, Zero and Low Budget Marketing Ideas, 2011 Speaking Topics, and a new article Lessons from a New Producer.

For dozens of resources to build individual and organizational top performance, visit www.sellingstrategies.com or get in touch with me at emily@sellingstrategies.com or 888-309-8802.

Apply Coupon Code NEWS11 to receive a 20% discount on all online product orders.

Receive a complimentary copy of The Energizer Minute Collection CD on product orders over $75.

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

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On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

NAMIC Commercial Lines Underwriting Conference, Chicago, IL March 3, 2011
Private clients – Minneapolis, MN March 8 -10, 2011
Independent Insurance Agents of Arkansas, Young Agents Conference, Hot Springs, AR March 25, 2011
Private client – Louisville, KY April 27, 2011
NetVU Conference – Kissimmee, FL April 28-30, 2011

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

© 2011 Emily Huling. All rights reserved. Feel free to share our newsletter if copyright and credit are always included.

February 2011

Strategies for Success Newsletter February 2011 Issue 62

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2011 Emily Huling. All rights reserved.
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In this February 2011 issue:

Emily’s mailbag
Thoughts from the road
Have you read…
On the road in 2011

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1. Emily’s mailbag

Dear Emily,

We have implemented many of your tips, practices and suggestions from your website and CDs and have been using them for many years now. We also enjoy getting your newsletter. We were wondering if you could help us with a situation we are confronting.

We are 99% positive that we are being maligned by another in-town agency. We have no substantiated proof, but have received information from customers who are leaving our agency that leads us to believe such is the case. In addition, we’ve had previous issues of the same nature with this agency.

We work really hard to foster good relationships with our customers and are at a loss as to what is happening and what to do. Any suggestions would be greatly appreciated.

Sincerely,

Criticized and Confused CSR

Dear C and C,

Ugh! What an unpleasant and damaging situation! Three ideas:

The owner of your agency should consider calling the owner of the other agency to set up a face-to-face meeting. Specific issues should be cited that have led you and your associates to believe the competitor’s agency is acting unscrupulously. See what the owner has to say. He or she may not know this is occurring. If these unprincipled business practices are taking place at the production and service ranks, the agency owner should appreciate having this knowledge.

Examine your agency’s internal service practices and procedures. Be exceedingly proactive with your customers to prevent customer dissatisfaction and prevent the competition from getting in the door.

With your staff, create a script of responses to use when faced with the negative customer comments and customers who are calling to move their business.

Bottom line, be proactive rather than reactive. I hope this situation resolves quickly for you.

Best regards, Emily

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Make service a selling strategy in your agency….DIY Program

Great Service Sells: How Great CSRs Turn Service into Sales is a book and audio CD do-it-yourself customer service training program.

Designed for CSR group learning in staff meetings using both the print book and accompanying audio CDs. Presented in 21, five-minute chapters, the tips, techniques, real-life stories and personal challenges offer a year’s worth of training sessions. For a complete list of chapters and facilitation tips, go to www.sellingstrategies.com. Newsletter readers receive a 20% discount by using coupon code NEWS11 at checkout.

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February’s Energizer Minute

Tune in to hear Lessons from a Two-Year Old. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

Now available! The Energizer Minute Collection CD. The first 24 Energizer Minutes on CD recorded from January 2009 through December 2010. Receive a complimentary copy on product orders over $75.

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Thoughts from road

You’re never too young to be green

The setting was a crowded Baltimore airport ladies restroom. Business and leisure travelers, students, mothers, and children were dodging each other to use the facilities, wash and dry their hands and get on with their day.

A little girl about four years old, standing all by herself, was in front of me in line for paper towels to dry her tiny hands. She pulled down one towel, two towels, three towels, then four. She looked like she was going for five when I said, “Whoa, that’s enough. You have plenty to dry your hands.” I quickly realized that I set myself up for a rap on the head from a purse by speaking to someone else’s child, but fortunately it didn’t happen. The little girl just looked at me and shrugged.

Now I admit some paper towels are thin and don’t effectively dry your hands. On occasion, even I, who prides myself on being green by limiting my use of all paper products, will take two on occasion. But three or four? Unnecessary.

Moral to the story: Let’s teach our children both by example and words that waste is not good.

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Speak up for what you believe. EH

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3. Have you read…

Chasing Daylight by Eugene O’Kelly

“Commitment is best measured not by the time one is willing to give up, but more accurately by the energy one wants to put in, by how present one is.” Eugene O’Kelly (1952-2005) former CEO of KPMG

In May 2005, Gene O’Kelly was given a death sentence – inoperable brain cancer with three to six months to live. Up until that time, he was a hard-charging man who climbed to the top of the ladder at KPMG. He sacrificed a great deal of his personal life for this success. This is his account of his last days with the last chapter written by his wife. He spent his last precious days tying up loose ends, “rewinding” with significant people in his life, and spiritually preparing for death. His message is not morbid or bitter. It is what he believes we all should do to create and embrace joyful and present moments each day.

How lucky I feel to have discovered this well-worn book in the cruise ship library. Vacations are a good time to reflect and Chasing Daylight helped me do just that.

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Updated information on the website: Free Stuff: Zero and Low Budget Marketing Ideas and 2011 Speaking Topics.

For dozens of resources to build individual and organizational top performance, visit www.sellingstrategies.com or get in touch with me at emily@sellingstrategies.com or 888-309-8802.

Apply Coupon Code NEWS11 to receive a 20% discount on all online product orders.

Receive a complimentary copy of The Energizer Minute Collection CD on products orders over $75.

Feel free to share any of my free stuff, articles, or newsletter content as long as proper credit included.

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On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

Agency Management CIC, Birmingham, AL February 2, 2011
Private client – Phoenix, AZ February 7-9, 2011
NAPSLO Mid-Year Conference, Naples, FL February 23-26, 2011
NAMIC Commercial Lines Underwriting Conference, Chicago, IL March 3, 2011
Private client – Minneapolis, MN March 10, 2011
Independent Insurance Agents of Arkansas, Young Agents Conference, Hot Springs, AR March 25, 2011
Private client – Louisville, KY April 27. 2011
NetVU Conference – Kissimmee, FL April 28-30, 2011

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

© 2011 Emily Huling. All rights reserved. Feel free to share our newsletter if copyright and credit are always included.

January 2011

Strategies for Success Newsletter January 2011 Issue 61

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2011 Emily Huling. All rights reserved.
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In this January 2011 issue:

Thoughts from home
Thoughts from the road
Thoughts from others
On the road in 2011

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1. Thoughts from home

Good fortune for all

My grocery cart was full when suddenly, in the ice cream aisle, a wheel broke. The cart collapsed with a loud thud. I was far away from the entrance to get a replacement cart in order to transfer my groceries. As I stood there for a moment, a woman walked by and said, “Boy, am I glad that happened to you and not me. I always get the broken carts.” I laughed and told her I was glad to be of service. I left the broken buggy (as we call shopping carts in western Pennsylvania), got another one, returned to the ice cream aisle, transferred my purchases, and finished shopping.

As I was leaving the store, I couldn’t help but think about that woman’s comment. Why is it that our state of happiness heightens when someone is worse off than we are? Is there a rule that states there is a finite quantity of happiness, success, wealth or well-being available? Last I checked, there is plenty of all of those good things to go around.

Moral to the story: It doesn’t cost a thing to wish everyone good fortune.

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January’s Energizer Minute

Tune in to hear Have Your BEST Year Ever! Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

Now available! The Energizer Minute Collection CD. The first 24 Energizer Minutes on CD recorded from January 2009 through December 2010.

A New Year Gift – All January product orders will receive a complimentary copy of The Energizer Minute Collection CD.

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Thoughts from road

Passion and belief are the foundation of success

The Hampton Inn Fort Lauderdale breakfast lobby was bustling with cruise travelers ready to set sail. All the conversations seemed to include “Where are you going?” and “Where are you from?” After we exchanged those pleasantries with our tablemates, sisters Lisa and Terri, I asked, “How did you decide on your trip?” “I won it!” exclaimed Lisa. Her comment, of course, invited the question from John and me, “How did you do it?”

“It was so easy. I work for Aflac and have the best job in the world. Do you have a few minutes?” Lisa asked. We did. “I’d like to tell you how what I do helps people.” Lisa told us about the 19-year old who had purchased an accident policy from her and three days later was killed in an automobile accident. She personally delivered the $75,000 check to his mother who didn’t even know her son had purchased a policy. His mother cried when she told Lisa how badly her son wanted his sister to go to college and that $75,000 would pay for it. Lisa then told us about selling a cancer policy to a 28-year old woman. Four years later she was diagnosed with breast cancer. The money from the policy paid all her living expenses while undergoing treatment.

Lisa said, “I love making a difference in the lives of others. And to think I get paid for it!”

Moral to the story: Success is easy when you passionately love and believe in what you do.

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No matter how big or small, helping others brings joy to all. EH

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3. Thoughts from others for the New Year

“I expect to pass through this world but once. Any good therefore that I can do, or any kindness that I can show to my fellow creature, let me do it now. Let me not defer or neglect it, for I shall not pass this way again.” Stephen Grellet (1773-1855) Quaker minister and missionary

“Although the world is full of suffering, it is also full of overcoming it.” Helen Keller

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For dozens of resources to build individual and organizational top performance, visit www.sellingstrategies.com or get in touch with me at emily@sellingstrategies.com or 888-309-8802.

A New Year Gift – All January product orders will receive a complimentary copy of The Energizer Minute Collection CD

Apply Coupon Code NEWS11 to receive a 20% discount on all online product orders.

Feel free to share any of my free stuff, articles, or newsletter content as long as proper credit included.

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On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

Private client – Granite Falls, NC January 19, 2011
Agency Management CIC, Chicago, IL January 26-28, 2011
Agency Management CIC, Birmingham, AL February 2, 2011
NAPSLO Mid-Year Conference, Naples, FL February 23-26, 2011
NAMIC Commercial Lines Underwriting Conference, Chicago, IL March 3, 2011
Private client – Minneapolis, MN March 10, 2011
Private client – Louisville, KY April 27. 2011
NetVU Conference – Kissimmee, FL April 28-30, 2011

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

© 2011 Emily Huling. All rights reserved. Feel free to share our newsletter if copyright and credit are always included.

December 2010

Strategies for Success Newsletter December 2010 Issue 60

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2010 Emily Huling. All rights reserved.
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Special Notice

During December, I will have limited availability. From December 5 to January 4, I will only be accessible by e-mail.
December product orders will be filled in January.

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In this December 2010 issue:

Thoughts from the office
Thoughts from the road
Did you know…?
On the road in 2010 and 2011

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1. Thoughts from the office

Turning disappointment into opportunity

For many years, I had been a regular presenter at an annual industry conference. Well, things change and for this last event, my program wasn’t selected. I was so disappointed! However since several of my clients would be there, I felt it would be worth my time to attend. I went with the additional goals of reconnecting with colleagues and meeting new people.

Many participants greeted me by asking what session I was presenting. When I told them I was a paying guest, they were surprised and impressed that I would come on my own. Since I didn’t have a presentation, I was more relaxed and able to meet a lot of new contacts. Because I had spoken at previous events, people were engaging me in conversation about their current challenges and asked for my thoughts on specific issues. As an added benefit, I came away with ideas for new programs.

Moral to the story: Choosing an attitude of opportunity instead of rejection opens the door to purpose and possibilities.

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Thoughts from road

Would you like my extra coupon?

Louie from New Jersey was sitting at our table at a friend’s wedding reception in Columbus, Ohio. Even though the trip from New Jersey to Columbus was only across the state of Pennsylvania, Louie thought he had landed in a foreign country.

He had forgotten his running shoes (intentionally, so his wife believes) and went to the mall in Dublin, Ohio to buy a new pair. Standing in line at the checkout register, the person in front of him turned around and said, “Would you like my extra 20% off coupon?” Louie got the whole table laughing when he admitted in his authentic Vinnie Barbarino voice and mannerisms that he was looking for a hidden camera. “Sure,” Louie said. The cashier rang up the purchase minus 20% and said he’d throw in a pair of free running socks. Louie couldn’t remember when he’d had such generosity bestowed on him and would be sharing his positive experience in Columbus, Ohio, with his friends back in Jersey.

Moral to the story: We never know when a random act of kindness turns us into an ambassador for our community.

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Every day is an opportunity to reach out to others. EH

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The Energizer Minute

Tune in to hear Stress Less. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

Coming in January – The Energizer Minute Collection CD. The first 24 Energizer Minutes on CD recorded from January 2009 through December 2010.

All December and January product orders will receive a complimentary copy of The Energizer Minute Collection CD.

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3. Did you know?

Licorice health warning

Leave it to People’s Pharmacy experts Joe and Terry Graedon to shed more light on the possible causes and cures of common health issues.

A reader wrote asking if black licorice could be the cause of migraines, visual auras, hypertension, and excruciating leg cramps. After hospitalization and tests revealed no cause, the reader discontinued eating black licorice and his symptoms all but disappeared.

In their response the Graedons’ wrote, “Black licorice can cause high blood pressure, hormonal imbalance, and severe headaches. A Swedish gymnastics teacher was written up in The Lancet (February 10, 1979) because her passion for licorice resulted in migraines, loss of libido, and severe hypertension. When the licorice was discontinued, her symptoms abated. Red licorice is safe since it does not contain the ingredient (glycyrrhizin) that causes the problem.”

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For dozens of resources to build individual and organization top performance, visit www.sellingstrategies.com or get in touch with me at emily@sellingstrategies.com or 888-309-8802.

December product orders will be filled in January.

Product Special: All December and January product orders will receive a complimentary copy of The Energizer Minute Collection CD

Apply Coupon Code NEWS11 to receive a 20% discount on all online product orders.

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

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On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

Private client – Lexington, NC December 1, 2010
Private client – Granite Falls, NC January 19, 2011
Agency Management CIC, Chicago, IL January 26-28, 2011
Agency Management CIC, Birmingham, AL February 2, 2011
NAPSLO Mid-Year Conference, Naples, FL February 23-26, 2011
NAMIC Commercial Lines Underwriting Conference, Chicago, IL March 3, 2011
Private client – Minneapolis, MN March 10, 2011
Private client – Louisville, KY April 27, 2011
NetVU Conference – Kissimmee, FL April 28-30, 2011

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

© 2010 Emily Huling. All rights reserved. Feel free to share our newsletter if copyright and credit are always included.

November 2010

Strategies for Success Newsletter November 2010 Issue 59

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2010 Emily Huling. All rights reserved.
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Special Notice

During December, I will have limited availability. From December 5 to January 4, I will only be accessible by e-mail. To discuss 2011 consulting, coaching, and speaking projects, please contact me by November 19.
December product orders will be filled in January.
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In this November 2010 issue:

Thoughts from the office
Thoughts from home
Great Service Sells book excerpt
On the road in 2010 and 2011

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1. Thoughts from the office

Eric, a young insurance professional, approached me during a break when I was teaching a class on agency management. Like many students, he had a question about the material we had covered. What was noticeably different about Eric was his elevated anxiety about taking the exam. After I answered his question, he looked at me and said, “Can I tell you something?” “Of course,” I replied. He went on to say that his boss told him that he had a bet with another manager that he would fail the exam. “What?” I cried out in disbelief. “I’m a nervous wreck,” he said. “I feel like I’m destined for failure.”

Betting that his employee would fail? What is this boss thinking? What could be more damaging and ego-deflating than hearing that?

Taking a deep breath, I said to Eric, “So after you pass this exam, you’re looking for another job, right?

Moral to the story: Each of us deserves to work in an environment where our supervisor supports our personal success and advancement. If you don’t have that, work to find another job.

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Thoughts from home

What would life look like if….?

It’s been twelve years that I’ve been seeing Vivian. Over that time, she’s been my counselor, coach, and conscience. My visits were more frequent when I was going through my divorce. Now, I just go for an annual tune up to gain personal clarity and an outsider’s perspective.

During my last visit, Vivian presented me a question to challenge me to reflect and imagine. “Ask yourself,” she said, “what would life look life if…?” She suggested I come up with three endings to the statement. She went on to explain that in order to move forward, we need to let go. Holding on to positive notions can be as thwarting to personal growth as holding on to negative perceptions.

She gave me an example to get me started. “What would life look like if you didn’t work so much?” My mind and mouth quickly went on the defensive. “But I love my work!” She told me she knows that, and suggested I broaden my thinking to consider other ways my abilities can be used.

Here are some other suggestions she gave me to consider when thinking “What would life look like if…?”

I didn’t take things personally?
I didn’t care what others’ thought?
I believed I had artistic talent?
I had more time to be with (children, family, or friends)?
I spent less time online?

The example Vivian used about working too much rang true so I mulled that thought over often. Within six months, I was presented with an opportunity to volunteer to help young professionals jumpstart their careers. A law of attraction success story for sure!

Personal challenge: If you’ve settled into a situation – good or bad – challenge yourself with the question “What would life look like if…?” and see what happens.

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A combination of imagination and intention inspires change. EH

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The Energizer Minute

Tune in to hear Nurturing External Beauty. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

Coming in January – The Energizer Minute Collection CD. The first 24 Energizer Minutes on CD recorded from January 2009 through December 2010.

All December and January product orders will receive a complimentary copy of The Energizer Minute Collection CD.

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3. Great Service Sells book excerpt

The October issue of Rough Notes published an article, Let’s Talk! that I adapted from a chapter from Great Service Sells – How Great CSRs Turn Service into Sales. Go to www.roughnotes.com, October issue, page 70 to read the article.

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For dozens of resources to build individual and organizational top performance, visit www.sellingstrategies.com or get in touch with me at emily@sellingstrategies.com or 888-309-8802.

Product Special: All December and January product orders will receive a complimentary copy of The Energizer Minute Collection CD

Apply Coupon Code NEWS11 to receive a 20% discount on all online product orders.

December product orders will be filled in January.

Feel free to share any of my free stuff, articles, or newsletter content as long as proper credit included.

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On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

NAPSLO Committee Day, Dallas, TX November 1-2, 2010
Private client – Phoenix, AZ November 15-19, 2010
Agency Management CIC, Chicago, IL January 26-28, 2011
Agency Management CIC, Birmingham, AL February 2, 2011
NAPSLO Mid-Year Conference, Naples, FL February 23-26, 2011
NAMIC Commercial Lines Underwriting Conference, Chicago, IL March 3, 2011
Private client – Minneapolis, MN March 10, 2011

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

© 2010 Emily Huling. All rights reserved. Feel free to share our newsletter if copyright and credit are always included.

October 2010

Strategies for Success Newsletter October 2010 Issue 58

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2010 Emily Huling. All rights reserved.
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In this October 2010 issue:

Thoughts from the office
Thoughts from the road
Thoughts from others
On the road in 2010

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1. Thoughts from the office

Convey professionalism at all times

I was returning a phone call to a client in California. He asked me to call back early in the day. It was 11:00 AM Eastern time, 8:00 AM Pacific time when I placed the call. When Joe answered the phone he said, “Emily, hold on a minute, I’m just getting out of the shower.” Now there’s a visual I didn’t need to have. He could have let voice mail pick up and then called me back in five minutes.

That experience led me to several thoughts that shouldn’t be stated in the workplace. They diminish professionalism and undermine credibility.

“It’s not my fault.” Remember that when you point one finger at others, three fingers point back.
“Don’t tell anyone I told you.” If it’s a secret, keep quiet.
“I don’t have time.” We’re all busy. Pursue a conversation to discuss what, when and how to accomplish what needs to be done.
“I had a rough night.” Most likely, your coworkers don’t care.

Be aware of your thoughts when you hear these statements. Let that serve as a guide to knowing what’s appropriate and what’s not.

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Thoughts from the road

10 minutes of attention

I was visiting my friend Susan in Denver. We hadn’t seen each other for a long time and our visit time was short, only for the evening. We were chatting away while preparing dinner in her kitchen and not paying attention to her youngest daughter Lucy.

Suddenly Lucy appeared in the kitchen. “Mom, Emily, please come play Bocci with me.” Oh no, I thought. I was having so much fun talking with Susan and wasn’t much interested in playing Bocci with her daughter. Susan saw my hesitation. “Go ahead outside, Lucy, we’ll be right there.” Susan looked at me and said, “Emily, in only five or ten minutes we’ll make that child happy and then we can get back to visiting. If we don’t do it now, she’ll find another way to get our attention.”

What an aha moment for me! I thought of all the times I’ve been guilty of saying no or avoiding a situation that resulted in a less than positive outcome. If only I had paid attention and taken immediate action.

Moral to the story: Paying attention to others makes them feel valued, strengthens relationships, furthers communication, and saves time in the long run.

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The Energizer Minute

This month tune in to hear Mind Games. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

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3. Thoughts from others

A Chinese blessing…

May you always have
Enough happiness to keep you sweet;
Enough trials to keep you strong;
Enough success to keep you eager;
Enough faith to give you courage;
Enough determination to make each day a good day.

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Embrace the ride. EH

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For dozens of resources to create individual and company top performance visit www.sellingstrategies.com or get in touch with me at emily@sellingstrategies.com or 888-309-8802.

Apply Coupon Code NEWS11 to receive a 20% discount on all online product orders.

The website had been updated with Free Stuff and new articles. Feel free to share any of my articles or newsletter content (with proper credit included).

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On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

Independent Insurance Agents of Illinois, Annual Convention, Springfield, IL October 7, 2010
NAPSLO Annual Convention, Atlanta, GA October 11-13, 2010
Speaking engagement in Appleton, Wisconsin, private client – October 20, 2010
Private client – Phoenix, AZ November 15-19, 2010

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

© 2010 Emily Huling. All rights reserved. Feel free to share our newsletter if copyright and credit are always included.

September 2010

Strategies for Success Newsletter September 2010 Issue 57

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2010 Emily Huling. All rights reserved.
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In this September 2010 issue:

Thoughts from home
Did you know…?
Thoughts from others
Have you read…?
On the road in 2010

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1. Thoughts from home

Deciding what’s important

“Emily, I really like working for you. You have low standards.”

These are the immortal words of Virginia, my cleaning lady.

“What?” I said. At first insulted, then smiling, I asked Virginia to please elaborate on her comment. Virginia said that she knows sometimes she forgets to clean something or doesn’t do as good a job some days as others. She said she appreciates me not making a big deal out of things. She explained that some people she works for drive her crazy with detailed instructions and constantly checking behind her. I said, “Virginia, I don’t drive you crazy because I trust that you’ll do a good job.”

In the scheme of things, does it really matter that the top of the refrigerator doesn’t get dusted one week? Or the Endust doesn’t get put away? What matters to me most is that Virginia is reliable, positive, and careful with our belongings. She also does an excellent and consistent job of cleaning.

Moral to the story: Before making a big deal out of something and causing unnecessary stress for you and the other person, decide if it’s really important.

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Did you know…?

Recharging seniors’ brain power

Brain fitness for seniors is becoming the new health trend. Thank goodness. (However, the definition of senior for brain fitness purpose is 50 or older. Ugh.) InSight and DriveSharp are two brain fitness programs developed by Posit Science Corporation. DriveSharp, a part of the InSight program that is sold separately, is endorsed by AAA, Allstate, State Farm, and The Hartford. The Hartford is offering $50 to policyholders who complete the program. Visit www.hartfordbrainfitness.com. One doesn’t have to be a Hartford insured (or a senior) to purchase or access free brain games and challenges.

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The Energizer Minute

This month tune in to hear Miniscule Can Be Big. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

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3. Thoughts from others

Legends say that hummingbirds float free of time, carrying our hopes for love, joy and celebration. The hummingbird’s delicate grace reminds us that life is rich, beauty is everywhere, every personal connection has meaning and that laughter is life’s sweetest creation.

Reprinted from a Papyrus greeting card
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Have a good laugh every day. EH

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4. Have you read…?

Mindset: The New Psychology of Success by Carol Dweck (Ballantine Books, 2007)

We’ve been told that we can’t change people. Mindset teaches us that that concept is not entirely true. Using words that promote a “growth mindset” in place of words that create a “fixed mindset” influence how people view themselves, their capabilities and the outcomes that occur. The author, a professor of psychology at Stanford, describes real-life stories that illustrate growth vs. fixed mindsets from every walk of life including work, school, marriage, parenting and athletics.

Great news. Changing mindset is possible. Almost every page of this book taught me something that I can apply. Mindset is a worthwhile read.

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For dozens of resources to create individual and company top performance visit www.sellingstrategies.com or get in touch with me at emily@sellingstrategies.com or 888-309-8802.

Apply Coupon Code NEWS11 to receive a 20% discount on all online product orders.

Check the website for updated Free Stuff and new articles. Feel free to share any of my articles or newsletter content (with proper credit is included).

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On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

Agency Management CIC, Grand Rapids, MI September 16, 2010
Agency Management CIC, Virginia Beach, VA September 23, 2010
Consulting and workshops in northern New Jersey – private client – September 27-30, 2010
Independent Insurance Agents of Arkansas, Agents’ Conference, Little Rock, AR October 5, 2010
Independent Insurance Agents of Illinois, Annual Convention, Springfield, IL October 7, 2010
NAPSLO Annual Convention, Atlanta, GA October 11-13, 2010
Speaking engagement in Appleton, Wisconsin, private client – October 20, 2010

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

© 2010 Emily Huling. All rights reserved. Feel free to share our newsletter if copyright and credit are always included.

August 2010

Strategies for Success Newsletter August 2010 Issue 56

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2010 Emily Huling. All rights reserved.
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In this August 2010 issue:

Thoughts from the office
Did you know?
Thoughts from the road
On the road in 2010

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1. Thoughts from the office

Impression Management

Nelson Mandela fascinates me. 27 years of imprisonment could not deter him in leading South Africa to its first democratic elections and becoming president. His autobiography, Long Walk to Freedom, written in 1995 is a daunting read – 656 pages – that I have not tackled. Thank goodness for a new book by Richard Stengel Mandela’s Way: Fifteen Lessons on Life, Love, and Courage that distills Mandela’s wisdom and practices to inspire and teach everyday readers. The author spent two years with Nelson Mandela working with him on his autobiography. Here are some observations Richard Stengel shares in the chapter “Look the Part.”

Mandela greets people. He is not greeted by them.
Mandela stands tall. In prison, he always carried himself upright and proud. His posture reflected his literal and figurative intentions.
Mandela’s smile conveys warmth, wisdom, power and generosity. He knows bitterness and anger serve no purpose.
Mandela only wears clothing that is appropriate, well-fitted, and precisely ironed.
Mandela avoids playing favorites. He is a man of the people. He spends time equally with and roots for all teams.
Mandela thanks the support teams not just the front people.
Mandela always knew that images endure. Their power to help or hurt is indelible.

What’s one thing you can apply in your work from these seven simple lessons?

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Did you know…?

Yellow Mustard Eases Leg Cramps

Since I received several notes regarding the effectiveness of Milk of Magnesia as a deodorant and anti-perspirant for those allergic to aluminum-based products, I thought I’d pass along another People’s Pharmacy tip. This one works for me.

I still haven’t figured out why they occur, but frequently I get nighttime leg cramps. I try not to wake John as I stumble out of bed to painfully walk them off. Luckily, listening to Joe and Teri Graedon’s early Saturday morning broadcast, I heard a remedy that others swear by – eat a teaspoon of yellow mustard when the cramps occur and miraculously within minutes they disappear.

Joe said that although there is no scientific evidence it’s thought that the turmeric, which gives mustard its yellow color, combined with the vinegar in the product may be responsible for the beneficial effect.

If you have this problem, I hope this works for you!

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The Energizer Minute

This month tune in to hear Linking Live. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

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3. Thoughts from the road

An idea to bring world peace

It’s a beautiful day on the ocean as we journey across the Atlantic heading from Florida to Portugal. I’m sitting by the window in the Celebrity Equinox Oceanview Café watching late-lunch diners fill their plates with culinary treats from around the world. Selections include Indian curries, Japanese stir fry, sizzling Mexican fajitas, beautiful French breads and pastries, Italian pasta and pizza, and traditional American grill favorites. I’ve found that most people choose food from their own part of the world with one exception. It’s the treat that collapses cultural divides and brings joy to all who indulge. It’s ice cream!

People of all ages, cultures, shapes and sizes have sheer delight on their faces with their first bite of that cool treat. I bet we’d have world peace if we just had a global ice cream social.

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Don’t hesitate to smile and acknowledge someone. EH

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For dozens of resources to create individual and company top performance visit www.sellingstrategies.com or get in touch with me at emily@sellingstrategies.com or 888-309-8802.

Apply Coupon Code NEWS11 to receive a 20% discount on all online product orders.

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On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

AAMGA University West, Scottsdale, AZ August 20, 2010
Agency Management CIC, Grand Rapids, MI September 16, 2010
Agency Management CIC, Virginia Beach, VA September 23, 2010
Consulting and workshops in northern New Jersey – private client – September 27-30, 2010
Independent Insurance Agents of Arkansas, Agents’ Conference, Little Rock, AR October 5, 2010
Independent Insurance Agents of Illinois, Annual Convention, Springfield, IL October 7, 2010
NAPSLO Annual Convention, Atlanta, GA October 11-13, 2010
Speaking engagement in Appleton, Wisconsin, private client – October 20, 2010

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

© 2010 Emily Huling. All rights reserved. Feel free to share our newsletter if copyright and credit are always included.

July 2010

Strategies for Success Newsletter July 2010 Issue 55

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2010 Emily Huling. All rights reserved.
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In this July 2010 issue:

Thoughts from home
Emily’s mailbag
Thoughts from the office
On the road in 2010

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1. Thoughts from home

Excusing yourself with excuses

My neighbor Kate is always complaining. More days than not, she focuses on what hurts. Her most common ailments are headache, stomach ache, muscle aches, and trouble sleeping. Her conditions aren’t life threatening, but she seems to use them to create excuses to not to do things. She’ll say:

“I couldn’t go to the gym this morning because I didn’t sleep well.”
“I would love to go to the movies, but I’m afraid I’m coming down with something.”
“I love being with my grandchildren, but I always get sick.”
“I helped my son in his business yesterday, but couldn’t do much because I had a migraine.”

Kate believes that a person either has good health or doesn’t. She tells me how lucky I am to have none of her nuisance health issues. I’ve told her that I have the same challenges she has, I just choose to live life moving through them, not attaching myself to them.

Moral to the story: Don’t seek reasons to excuse yourself from living a full and happy life.

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2. Emily’s mailbag

Challenged by Great Service Sells

Dear Emily,

I’m the operations manager at our agency. We are currently going through your program Great Service Sells in our staff meetings and I’m encountering a problem. There is resistance from the senior CSRs who believe it’s a waste of time because they already know this. I feel like you can always refresh your memory and I like the discussions that we have after the material is presented. But they don’t seem to see it the same way. Do you have any suggestions for me?

Sincerely,

Resisting Resistance

Dear RR,

What you described is quite common. So instead of asking your senior CSRs to learn, ask them to teach. Use those four magic management words which are “I need your help.” Meet with your senior-level staff. Tell them you hear them and understand their frustration with the basic nature of GSS. Tell them that you believe it’s in the agency’s best interest that these customer service and sales practices become your culture. How do they suggest using GSS to do that? Or if they have better ideas, can they create another program to turn service into sales?

Another approach is to ask each person to read GSS on her own giving them a deadline. Ask each CSR to write down her top ten strategies that she uses or should use. Your GSS meetings would be each person presenting two of their ten ideas and how those practices have played out. Hopefully each will have success stories to share. At the conclusion of these meetings, consolidate the top ideas to create a combined list of ten top practices to turn service into sales.

Please let me know how it all works out!

Sincerely, Emily

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Avoid complaining. If you don’t like something, find a way to change it. EH

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The Energizer Minute

This month tune in to hear Slow it Down. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

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3. Thoughts from the office

Working smarter/Getting smarter

I have made a concerted effort this year to improve my office productivity and brain power. Here are my recommendations to do that.

Working smarter

Dragon Naturally Speaking 10 – speech recognition software. By simply speaking into the provided microphone, this amazing software program turns talk into text. It’s integrated into most Windows ™ office applications and is accurate and easy-to-use. I’m using it right now.

Kindle – the electronic reader by Amazon.com. As an avid reader and traveler who has several books going at once, this invention is a life changer. I was skeptical at first. I couldn’t imagine not having a paper book to hold. Now, I can’t imagine picking one up. Affordable purchased books are downloaded in less than 60 seconds. I have the newest version – the 6 inch, 1/3 inch thick model. Reading is easy with the adjustable font size and the finger-touch page turner. My local library offers electronic books, but unfortunately not yet for the Kindle. I can’t wait.

MozyPro online data backup program — John has been backing up our computers in-house for years. It was the encrypted and remote storage features that sold us on the need for off-site data backup. MozyPro is affordable, easy to use, and reliable.

RoboForm password manager – I’m passing this resource along to you because it is highly recommended by my clients. This program allows users to log into multiple websites automatically using one single personal password.

Getting smarter

Internet marketing and the social web – IIABA’s Agents Council for Technology (ACT) offers free articles, reports, and webinars. Industry experts and agents provide in-depth information to use this media appropriately and profitably. Go to www.iiaba.net/ACT and click on Internet marketing. You’ll find several seminars on social media marketing to expand your Web presence and communication prowess. Many thanks to Jeff Yates and his team who volunteer a lot of time to create these learning tools.

Soundview Executive Book Summaries — I’ve been subscribing to this service for 15 years and I’m very impressed with the additional resources they now offer. Online content is much easier to retrieve by subject and author. Free monthly webinars are presented by best-selling authors and business leaders and recorded for on-demand access. To stay current with exciting and innovative business thinkers, I recommend subscribing to this resource.

What are you doing to work smarter and get smarter?

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For dozens of resources to create individual and company top performance visit www.sellingstrategies.com or get in touch with me at emily@sellingstrategies.com or 888-309-8802.

Apply Coupon Code NEWS11 to receive a 20% discount on all online product orders.

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On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

Agency Management CIC, Minneapolis, MN July 14, 2010
Consulting engagement in Oklahoma City, OK July 19-20, 2010
Agency Management CIC, Oklahoma City, OK July 21, 2010
AASCIF Conference, Lexington, KY July 25-29, 2010
AAMGA University West, Scottsdale, AZ August 20, 2010
Agency Management CIC, Grand Rapids, MI September 16, 2010
Agency Management CIC, Virginia Beach, VA September 23, 2010

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

© 2010 Emily Huling. All rights reserved. Feel free to share our newsletter if copyright and credit are always included.