December 2014

December 2014

Strategies for Success Newsletter December 2014 Issue 108


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



In this December 2014 issue:

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


Thoughts from the office

What does a dollar cost? A customer.

I needed to drop off a package with a pre-paid shipping label at a UPS location. Staples is my normal shipping store, but I had some errands to do at my local community strip shopping center. I had noticed an independent packing and shipping store in this center and thought this would be my opportunity to check it out in my effort to buy local, buy independent.

The store was not well lighted. In fact, it was dark and uninviting. A man without a smile greeted me as I approached the counter. “Do you take UPS pre-paid packages?” I inquired. “Yes. There is a $1.00 charge.” “Really?” I asked. It was his attitude that influenced my reply. “Well I’ll just take it where I don’t have to pay a dollar.” All he said was okay, and I left.

I have a dollar. It’s not about the dollar. How about welcoming me to the store? How about explaining that UPS charges them for pre-paid package pickup and they pass the cost along? How about letting me know it costs a dollar, but since I’ve obviously not done this before, it’s complimentary? There were lots of options for him to create a positive customer experience, but it didn’t happen.

Moral of the story: Before company policy is set, ask yourself what is gained or lost by creating the policy. Is flexibility allowed? Are employees empowered to be make an on-the-spot modification? The businesses that are welcoming, helpful, and grateful are the ones that deserve your business.


Josmo’s Cafe

Twenty years ago at Christmas time, Sherry Jackson, wife of my boss Steve, gave all the marketing reps at Aetna Life and Casualty a loaf of homemade Strawberry Bread. This easy, pretty, delicious, and moist bread is a perfect holiday gift. I’ve been it making it every year since! Enjoy!

Josmo’s Cafe, named in honor of John’s delicious Josmo’s Cosmo, is the name we use for our in-house entertaining. Many of our favorite recipes are posted on the Josmo’s Café webpage. We hope you’ll find one or two to try!


The 17 Terrific Tips series will continue in January with 17 Terrific Tips to be Polished and Professional. You’ll find the four previously published articles on the Free Stuff page of the website. Feel free to use the material in your internal and external publications.


Special notice – December is the last month for the 20th anniversary 20% discount on all learning materials. Do you need more Great Service Sells books for your 2015 Service Selling classes? Could your salespeople benefit from the self-study program Two Hours to a Winning Sales Plan? Do you have managers interested in learning How to be a Better Boss? Order any books and audios by December 31 for 20% savings. Use coupon code HAPPY at checkout to receive your 20% savings.


Thoughts from others
With the greatest leader above them,
people barely know one exists.
Next comes one whom they love and praise.
Next comes one whom they fear.
Next comes one whom they despise and defy.
When a leader trusts no one,
no one trusts him.
The great leader speaks little.
He never speaks carelessly.
He works without self-interest
and leaves no trace.
When all is finished, the people say
“We did it ourselves.”

Tao Te Ching: Verse 17


Meeting planners – 2015 Convention and Meeting Topics and Descriptions provide program ideas to make your event a bigger success! These relevant, thought-provoking topics offer how-to strategies for participants to apply back at the office. Newly written programs are:

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


Stay Energized!

December Energizer Minute – Laugh until you cry Get supercharged with Energizer Minutes – one-to-two minute audio stories told by yours truly to energize, invigorate, and inspire!

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

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


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

Our Commitment to Our Clients

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

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

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


Emily Live
· Private Client – agency consulting, planning, How to Become the Agent of Choice workshops – Blue Ridge, GA – December 9-11, 2014
· Private Client – consulting – Phoenix, AZ – January 12-14, 2015
· Private Client – Revving Up Revenues workshops and consulting – Oklahoma City, OK – January 20-22, 2015
· Private Client – agency consulting – Kansas City, MO – February 18, 2015
· Agency Management CIC – Overland Park, KS – February 19, 2015
· NAPSLO Mid-Year Conference – Miami, FL – February 23-25, 2015
· NAMIC Commercial Lines Underwriting Conference – Putting Customers First While Maintaining Profitability – Chicago, IL – March 4-5, 2015
· NetVU Annual Conference – Modern-Day Management – Get Work Done and Develop People – Indianapolis, IN – March 26-28, 2015
· Agency Management CIC – Little Rock, AR – April 8-9, 2015
· Private Client – agency consulting and workshops – South Bend, IN – April 13-16, 2015


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

© 2014 Emily Huling. All rights reserved.

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