June 2016

June 2016

Strategies for Success Newsletter June 2016 Issue 126


Published by Emily Huling Selling Strategies


Copyright 2016 Emily Huling. All rights reserved.


In this June 2016 issue:

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


  1. Thoughts from the Road

Seat belt signs shed light on human behavior

During a two-week period this spring, I flew to four cities requiring me to fly eight segments on three different airlines. Let’s call them A, B, and C.

Airline A delivered very little communication from the cockpit. Welcome on board and we’re about to land are the only two I remember. The pilot left the seat belt sign illuminated during the whole flight. People totally ignored the signs getting up no matter how shaky the plane was flying.

Airline B was a bit better about communication, but not much. This airline turned on and off the seat belt sign as needed. The flight attendants announced that it had been turned on, but not when the pilots turned it off. Some folks paid attention to the illuminated seat belt sign and stayed seated, but if it was on too long and the plane became steady, people got up anyway.

Airline C was the best at communicating and got the best results. Pilots greeted passengers at the boarding door as they entered the plane. In the welcome announcement, we were told the route and advised of some expected turbulence and that the seat belt sign would be turned on. We were courteously requested to remain seated when the seat belt sign was illuminated. People did just that. When the pilot turned off the sign, he announced that it was safe to move around the cabin.

What a lesson this provided in communication! Airline A proved that people ignore what is predictable and unchanging. Airline B had mildly improved results, but without additional information or updates, people draw their own conclusions. Airline C knocked it out of the park. Personal, friendly, clear communication set the expectation and people responded to the request.

Moral of the story. Invest the time and effort to deliver friendly, clear communication and provide status updates. The results you want will more likely be achieved.


  1. Thoughts from the Office

Tip #14 in my 17 Terrific Tips When Visiting Clients created quite a stir among insurance professionals!  I stated “Using an iPad or other device to take notes is not recommended. It interferes with conversation since your attention is focused on the screen and typing.”

People offered several reasons why it makes sense to take notes on a mobile device. It saves time by eliminating double work since notes can easily be transferred to a client file or follow-up summary message. It reduces errors in deciphering handwritten notes that are often illegible. Everyone does it today so it’s become an appropriate practice.

Thank you all for weighing in on this arguable issue. I stand by my recommendation to avoid using these devices. However, if you choose to do it, please ask permission and be alert to the effect it has on your client and the conversation. If you sense any disconnect at all, use a pen and paper.


  1. Josmo’s Cafe

Roasted asparagus with Kalamata olives is a delicious side dish lightly seasoned with lemon pepper and olive oil.  Fast and easy! We like it as a side dish to baked fish or chicken. Enjoy!

Check out other Josmo’s Cafe recipes. The choice for the month appears at the top of the page and also in its proper category. We hope this will help you find the recipe that you read, liked, and can’t seem to locate!

Please let us know how you like our recipes. We love hearing from you!


  1. Stay Energized

Our 17 Terrific Tips series now numbers nine with the addition of 17 Terrific Tips When Visiting Clients. The most popular are 17 Terrific Management Tips and 17 Terrific Negotiating Tips. Visit the Business Building page on our website to find articles, free stuff, and all the 17 Terrific Tips columns.

June Energizer Minute – Don’t try so hard Get supercharged with Energizer Minutes – one-to-two-minute audio stories told by yours truly to energize, invigorate, and inspire!

Service Selling Supercharge on CD is now available!  Join the hundreds of agents who have just completed the 52-week audio course. Service professionals learn tips, techniques, and tools to deliver exceptional service to every client, every day. Start your in-house service-selling development program to write and retain more business!

What a godsend! We kick off our Monday morning office meetings – there are six of us – with Supercharge ideas we have been using from listening on our own. We hear each other use the ideas every day.”  Angela Eubanks, CISR, Commercial Account Manager, Evans & Associates, Kinston, NC

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


  1. Emily Live
  • Agency Management CIC, Richmond, VA – June 1-3, 2016
  • Agency Management CIC, Anaheim, CA – June 8-10, 2016
  • Private client workshop – Building the Business – Las Vegas, NV – August 8-10, 2016
  • Agency Management CIC, Fargo, ND – August 24-26, 2016
  • Private client workshops – Revving up Production – Montvale, NJ – September 12-15, 2016
  • Agency Management CIC, Kansas City, MO – September 21-23, 2016
  • NAPSLO Annual Conference – Atlanta, GA – September 25-28, 2016
  • NAPSLO NextGen Leadership workshop – Atlanta, GA – Leading with Certainty in Uncertain Times – September 26, 2016
  • Private client workshops – Working Together for Success – Fargo, ND – October 31-November 4, 2016



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

© 2016 Emily Huling. All rights reserved.

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