December 2020

December 2020

Strategies for Success Newsletter December 2020 Issue 180


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


In this December 2020 issue:

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


  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?


  1. 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.


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.


  1. 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!


  1. 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.


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

© 2020 Emily Huling Selling Strategies All rights reserved.

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