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Strategies for Success Newsletter February 2022 Issue 194

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2022 Emily Huling. All rights reserved.

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In this February 2022 issue:

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

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1. Thoughts from the Office

Assess your client relationships

Many of you may have spent office time in January as I did cleaning, clearing out, and reorganizing. It was a cathartic experience. I donated a hundred or more business books that were instrumental in growing my business and creating client programs so others could benefit from the material. I threw away CIC outlines that were so old that I used overhead projector slides when teaching!

One area we often avoid in our annual upkeep is assessing our prospect and client relationships. Are our relationships delivering both the qualitative and quantitative outcomes we want? Here are some factors to assess your business relationships.

Transactional vs. relational. Is your client courteous but impersonal or friendly and personal? Do you sense there is a mutual interest in each other’s well-being?

Conflict. Opinions and approaches differ. Does your client work with you to resolve the issue or focused on winning?

Getting information. Does your client keep you informed and stay in touch or are you chasing the client for needed information?

How do you feel when working with your client? Do you feel that you can be yourself or are you on edge as if you’re being judged?

Does your client value your expertise? Does your client respect your professional advice or continually challenge you with what they read or hear from others?

Does your client respect your time? Is your client available at agreed upon times? Prepared for your meetings?

I believe that choosing the right clients who treat you as a partner is the key in achieving your business goals. Examine your client and prospect relationships. If any aren’t a good fit, act to resolve the issues. If that’s not possible, ending the connection may be necessary.

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2. Thoughts from Home

10 Things I Practice for a Good Life

I hope each of you has a list of the best advice you’ve received or your principles for leading a life of good intentions. I want to share the list I follow to lead a responsible and rewarding life.

1. You can’t always be happy, but you owe it to the world to be cheerful.
2. Do 25 sit-ups and 25 pushups every day.
3. Never burn a bridge.
4. Do things to gain experience both in business and your personal life.
5. Always take the high road.
6. Being proactive drives away anxiety.
7. Let people listen to themselves.
8. Respect other people’s time.
9. Always look your best.
10. When feeling cynical or rude, ask yourself, “What does it cost you to be nice?”

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3. Josmo’s Café

My slow cooker works overtime in the winter. Our new favorite recipe is Slow Cooker Balsamic Chicken. If you’re working at home while it’s cooking, you’ll be able to enjoy the heavenly fragrance. Please try our other favorite slow cooker recipe if you haven’t. Crock Pot Maple Dijon Drumsticks.

We have over 100 recipes on our Josmo’s Café page on the website.

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4. Stay Energized

Our Energizer Minute for February is There’s more than one way.

Looking for more ways to experience and demonstrate gratitude? I love this list of 42 Ways to Practice Gratitude Today and Every day.

I had several readers reach out to me after reading my January 2022 Thoughts from the Office about distracting language. One question was about tip #8. I was asked what to say to avoid ending a discussion with “Does that make sense?” I suggest any of these phrases: “Feedback?” “Questions?” “Comments?” or “What do you think?”

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

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

© 2022 Emily Huling Selling Strategies All rights reserved.

Strategies for Success Newsletter January 2022 Issue 193

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2022 Emily Huling. All rights reserved.

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In this January 2022 issue:

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

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1. Thoughts from the Office

Stop using distracting language

I’m not referring to swearing or using other offensive words, although both should be eliminated from speech. I want to discuss language habits that disconnect the listener from hearing your message. While that’s bad enough, there can be long-term career and advancement damage by not being an effective and clear communicator. Here are eight unprofessional speech habits I frequently hear.

1. Using fillers. Um, uh, you know, like… During my five years as an active member of Toastmasters, this habit was broken. Anytime a person used a filler, a bell was sounded!
2. “To be honest…”  implies you haven’t been forthright.
3. “No problem” instead of “You’re welcome.” “No problem” undermines your experience and efficiency. State a confident “You’re welcome.”
4. Uptalk. This is the annoying habit of ending sentences like you are asking a question.  Here’s a great 40-second example.
5. “In my opinion…”  This segue is not needed and deflects from the message. Boldly state your thoughts.
6. Using pronouns instead of a person’s name. “She said…” or “He said…”  I often interrupt and ask who it is they are referring to.
7. Ending a sentence with the word “Right?”  This end-of-sentence filler gets in the way of the message. I’m at a loss at knowing what to do when I hear “Right?” Is the speaker looking for agreement? Do they want me to say something? Best to eliminate using it.
8. “Does that make sense?” and “Know what I mean?” Remove these phrases that suggest either the speaker isn’t sure or the listener isn’t smart enough to understand.

Personal development recommendation. Record yourself a few times when you are engaged in different kinds of conversations. One-on-one meeting, client phone conversation, talking with a friend or family member. Play it back to hear what speech habits should be corrected. Noticing is the first step. Work hard to make necessary changes.

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2. Have you read…?

Greenlights

Matthew McConaughey’s autobiography Greenlights had been on multiple bestseller lists for a year. A year! Because my curiosity outweighed my skepticism, I put a hold on the e-book at my library. There was a twelve week wait! It was worth the wait.

It was his roles in Dallas Buyers Club and True Detective that turned me into a huge fan. I hadn’t expected his life story and his approach to life to be so interesting. One of the many surprises I had reading the book was how he transitioned from cool dude and rom-com actor to a serious Oscar-winning performer. McConaughey is a risk taker, philosopher, poet, excellent autobiographical writer, and still a cool dude.

One of my favorite pieces from the book is an early entry from McConaughey’s many journals. “We are not here to tolerate our differences, we are here to accept them. We are not here to celebrate our sameness, we are here to salute our distinctions. We are not born into equal circumstances, or with equal abilities, but we should have equal opportunity. As individuals, we unite in our values. Celebrate that.”

Here are video clips to enjoy. The actor’s breakout role as David Wooderson in Dazed and Confused and his famous chest-beating scene from The Wolf of Wall Street as well as the story of how it ended up in the movie.

I hope you’ll be as enlightened, inspired, and amused when you read Greenlights as I was.

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3. Josmo’s Café

I love sheet pan dinners! Easy to prepare, hands-off cooking, and easy clean up. Sheet Pan Parmesan-Dijon Chicken Thigh Dinner was a featured recipe on allrecipes.com. The flavor is wonderful. Perfect for a cold January dinner.

Our other two favorite sheet pan chicken recipes previously posted on Josmo’s Café are Sheet Pan Vinegar Chicken and Lemon and Herb-Roasted Chicken Thighs.

We have over 100 recipes on our Josmo’s Café page on the website.

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4. Stay Energized

Our Energizer Minute for January is 25 years of ABC’s.

Please help me salute…

Two of my long-time clients retired in December having made incalculable contributions to the insurance industry, mentored countless professionals, and contributed enormously to the communities they served. I hope you’ll raise your glass with me to recognize my friends Nathan Einstein and Marvin Freedman.

In 1958, Nathan Einstein joined his father-in-law William Rosenfeld in the insurance business in Greenville, SC, establishing Rosenfeld Einstein. In 2012 the firm merged with Marsh & McLennan Agency. Nathan, most recently chairman of Rosenfeld Einstein, has an unequalled work ethic and is committed to education and knowledge. I’ve not worked with another whose love of taking care of his clients is any greater.

Here’s a note I received from Nathan after he read my June 2020 newsletter piece about sales during the pandemic shutdown. “Your message is a real reminder that selling is an “art form.” To be really successful you have to work hard and smart! There are no gifts in our industry. Everything is earned because of skill level and presentation skills.” Nathan lived these words every day in his successful 63-year career.

Marvin Freedman, 91, is retiring after 70 years in the insurance business and five decades running the Anchor Agency. A sign in his office reads, “No one has endurance like the man who sells insurance.” He proved that right!

Marvin dropped out of law school when his father, who sold insurance, died at 53. He had to help his mother support the family. After selling insurance, he joined forces with two other agents and formed Anchor Insurance in 1960 in downtown Albany, NY. Marvin treated his employees like family. When he sold the business in 2016 to Pioneer Bank, the new owners understood that Marvin’s leadership, knowledge, and established client trust were invaluable to assure continuity and success.

Both men are leaving an invaluable legacy. Thank you Nathan and Marvin for mentoring and encouraging me as I’ve grown my business.

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

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

© 2022 Emily Huling Selling Strategies All rights reserved.

Strategies for Success Newsletter October 2021 Issue 190

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

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In this October 2021 issue:

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

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1. Thoughts from the Office

What do you do after the sale is made?

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

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

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

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2. Thoughts from Home

We mimic those we spend time with

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

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

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

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3. Josmo’s Café

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

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

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

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

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4. Stay Energized

Our Energizer Minute for October is Embrace Your Senses.

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

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

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

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

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

© 2021 Emily Huling Selling Strategies All rights reserved.

Strategies for Success Newsletter July 2021 Issue 187

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

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In this July 2021 issue:

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

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1. Thoughts from the Office

Mind your (table) manners

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

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

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

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2. Thoughts from Home

The Power of Resilience

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

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

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

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

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

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3. Josmo’s Café

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

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

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

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4. Stay Energized

Our Energizer Minute for July is called Debrief after disappointment.

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

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

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

© 2021 Emily Huling Selling Strategies All rights reserved.

Strategies for Success Newsletter June 2021 Issue 186

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

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In this June 2021 issue:

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

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1. Thoughts from the Office

Back in the cube

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

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

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

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2. Have you read….?

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

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

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

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

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

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3. Josmo’s Café

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

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

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

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4. Stay Energized

Our Energizer Minute for June is called Stop problem solving.

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

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

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

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

© 2021 Emily Huling Selling Strategies All rights reserved.

Strategies for Success Newsletter May 2021 Issue 185

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

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In this May 2021 issue:

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

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1. Thoughts from the Road

Here today, gone tomorrow

“I’ll do it tomorrow.”

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

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

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

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

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2. Thoughts from the Office

Planning a new start

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

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

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

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

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

Oh well. New start next time!

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3. Josmo’s Café

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

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

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

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4. Stay Energized

Our Energizer Minute for May is called Change the Setting.

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

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

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

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

© 2021 Emily Huling Selling Strategies All rights reserved.

Strategies for Success Newsletter December 2020 Issue 180

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

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In this December 2020 issue:

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

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1. Thoughts from Home

Finishing touches

Bob, owner of Stumpy’s Tree Service, has been taking care of our wooded property for 25 years. Large jobs and small jobs, Bob is expert in what he does. Bob is reliable. He shows up on time to do a job estimate and on schedule when it’s time to begin the work. His pricing is more than fair even during storm damage times when others charge more. There are probably other tree services in the area who can boast the same. However, I’ve never found a reason to give them a try. Why? Bob sets himself apart with his finishing touches.

Bob is diligent about double checking the quality of the completed work. If he notices something else that needs to be addressed, he lets us know and gives us an estimate.  Bob and his crew do an excellent job removing tree debris and cleaning up the area where the work is done. Then they go the extra mile and clean up a bit beyond. When leaving us, Bob tells us how much he appreciates our business.

After every job, Bob sends a hand-written thank you note with his business card enclosed. He personalizes the card by signing Bob and Nicole, his wife. That tiny personal touch has helped build our relationship when I often ask about Nicole and the rest of his family.

Finishing touches. It’s what people remember. Finishing touches build trust and strong relationships. It’s what makes your customers not look anywhere else for the services you provide.

What finishing touches are you using with your clients?

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2. Thoughts from the Office

How to build rapport while wearing a mask

The September issue of Harvard Business Review had an article by Dustin York containing the best advice I’ve read about conducting effective business while wearing a mask. One of the tips is to practice your mask voice. Using the acronym PAVE, York identifies four key elements: Pause, Accentuate, Volume, and Emotion. Here’s the link to the whole article.

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Our November newsletter featured a story about a client from 2001 who reconnected with me about my book Selling in a Hard Market. We received many orders. Thank you!

If you are interested in having your agents, underwriters, or marketing teams learn and apply the book’s 27 tips, please visit our product information page for a list of the tips and how to order books for your team.

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3. Josmo’s Café

Holiday baking is big in the Josmo’s Café kitchen. John is the baker for his mother’s Rum Cake recipe. It is the best of all the rum cakes we’ve tried. Eggnog Cookies are now a tradition for holiday baking thanks to a client of mine who shared her family recipe with me a few years ago. An added bonus – house smells heavenly while baking!

Gifts from your kitchen are always popular. I continue to make my most popular Strawberry Bread and Zucchini Bread for gift giving. Both recipes are listed in the Josmo’s Café Sweet Treats section.

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

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4. Stay Energized

Please visit our Energizer Minute archives page to enjoy a past podcast this month. New Energizer Minutes will resume in January.

Andrea Bocelli’s new album Believe was released in November. He and Alison Krause sing a beautiful rendition of Amazing Grace. Ed Sheeran fans will enjoy his 2017 duet with this incredible Italian tenor singing Sheeran’s emotionally-packed song Perfect (Dancing in the Dark).

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

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5. Emily Live update

John and I are still at home following recommended precautions to stay healthy. As one of my sensible clients said to me, “We are canceling all of our gatherings this holiday season to be sure we are all able to be together next year.”

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

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

© 2020 Emily Huling Selling Strategies All rights reserved.