January 2014

January 2014

Strategies for Success Newsletter January 2014 Issue 97


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


In this January 2014 issue:

Thoughts from home
A gift of thanks
Josmo’s Café
Thoughts from others
Stay Energized!
Emily Live


1. Thoughts from home

Helping others cope with grief

In December, my family faced the sudden, unexpected loss of a beloved family member. Like most families, we dealt with the immediate needs – communication, travel, and the funeral. Now back to our regular routines, it’s been interesting to experience the reaction of friends and colleagues as they respond to our grief. Many people don’t know how or aren’t comfortable in dealing with a friend or co-worker’s loss. Here are some reminders:

Acknowledge the loss. Simply and directly say, “I am so sorry to hear about your mother’s death.” Ignoring the loss is perceived as not caring.
Allow the person to express his emotions. Avoid saying things like, “Don’t cry.” or “She’s not suffering any longer.” or “What a blessing he went quickly.” None of these remarks will make the person feel better.
Ask the person a question that allows her to open up if she chooses. Sincerely ask “How are you doing?” or “Tell me about your loved one.”
If you knew the loved one or regularly heard about the person, share a memory that will bring a smile.
Each of us deals with grief in our own way. Some people jump back into life. Others grieve in private. Some carry their grief with them. Feelings of grief can appear out of nowhere and momentarily be overwhelming. Be open and understanding to the mourner’s individual response.
If you want to do something in addition to engaging in a caring conversation, replace asking, “What can I do to help?” with a more specific offer. Say “I’d like to bring over dinner one night this week. Which night works for you?”
At work, it may be necessary to temporarily adjust workload and assignments until the person settles back into a routine.
At later times, recognize anniversary or significant dates that bring back memories.

Genuine caring and compassion will be welcomed and remembered.


It’s not only the person that you miss, it’s how they made you feel.


2. A gift of thanks

To kick off Selling Strategies 20th anniversary year, I have a gift for five of you. I’ve set aside five one-hour time slots of phone consulting on Thursday, January 16. If anyone is interested in a complimentary one-on-one conversation for personal coaching, trouble-shooting management challenges, career advice, or anything else, e-mail me and we’ll set up a time.


3. Josmo’s Café

We walked into our friends Esty and John’s house for a holiday dinner and thought we had entered a fine restaurant in Greece. The house smelled incredible! Esty treated us to a recipe she discovered in O Magazine called Braised Mahimahi Puttanesca. It had everything that we love in a Mediterranean dish — olives, capers, garlic, tomatoes, and wine! We thought she had slaved over a hot stove all day, but the recipe is a snap to make. Enjoy!

For seven years, Josmo’s Cafe has been a joy for John and me! Learn the history and try the famous Josmo’s Cosmo cocktail posted on the Josmo’s Café webpage. It’s a perfect drink – in moderation!


4. Thoughts from others

Take the 30-day challenge

January is the month of renewed resolve! We’ve all been guilty of making the promise to ourselves to work out, work less, work more, lose weight, read more or whatever. One or two months into it, we’ve had enough. Well, forget those long-term resolutions! Make your personal challenge doable by keeping it within 30 days.

Here’s a great and a very brief (3.5 minutes) TED talk by Matt Cutts called Try Something New for 30 Days. Matt describes what he’s accomplished in many 30-day time segments and how he has personally grown and benefited.

After watching Matt’s inspiring talk, I chose a 30-day not-so-new challenge of 50 sit ups and 50 pushups. It took me a week to work up to the number since I normally do 25 of each with my exercises, but I did it. Even better, I’ve continued the practice. My new challenge is a bit more fun and relaxing. I love reading novels, but when I get busy, I don’t find the time. So every day for 30 days, I now make the time to read for total enjoyment. Next challenge I choose will be something more adventurous!

The first step in making changes in your life is to make up your mind to do so. What will you do for your 30-day challenge?


Help Your Front Line Advance Your Bottom Line in 2014

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

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

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

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

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


5. Stay Energized!

January Energizer Minute – 7 Habits – A 25-Year Habit. Get supercharged with Energizer Minutes – one-to-two minute audio stories told by yours truly to energize, invigorate, and inspire!

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

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


Attention Agency Owners…

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

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

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

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


6. Emily Live

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

Private client – Phoenix, AZ – January 10, 2014
Private client – Kansas City, MO – January 21-23, 2014 – Agency Planning and Development
Private client – San Antonio, TX – February 7-8, 2014 – How to Become the Go-To Company
NAPSLO Mid-Year Conference – Scottsdale, AZ – March 5-7, 2014
Louisiana Surplus Lines Association Annual Meeting – How to Become the Go-To Company – Biloxi, MS – April 1-2, 2014
Professional Insurance Agents of Indiana Annual Conference – Indianapolis, IN – Strengthening Agent-Company Relationships and Deliver Service that Sells and Protects – May 7-8, 2014
Private client – Great Service Sells – Appleton, WI – May 20-21, 2014
Agency Management CIC – Plainview, NY – September 11, 2014
NAPSLO Annual Convention – Atlanta, GA – September 15-17, 2014
NAMIC Annual Convention – National Resort, Oxon Hill, MD – September 21-23, 2014
Agency Management CIC – Louisville, KY – October 15-17, 2014


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

© 2014 Emily Huling. All rights reserved.

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