June 2017

June 2017

Strategies for Success Newsletter June 2017 Issue 138


Published by Emily Huling Selling Strategies


Copyright 2017 Emily Huling. All rights reserved.


In this June 2017 issue:

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


  1. Thoughts from Home

Personal packaging.

Steve Martin and Martin Short live on stage! We scored tickets to the one performance they had in Charlotte on a Saturday night at a very nice performing arts theater. Our mezzanine seats were expensive. $189.00 each plus those exorbitant ticketing fees. John and I dressed nicely for our special evening out.

No surprise that one of the bits they did was about the Three Amigos. They selected three men from the audience to be on stage. As they handed the men their Amigo hats, Martin Short said to the one man dressed in crumpled cargo shorts and a tee shirt, “I’m curious. What do you wear when you go bowling?” The audience roared with laughter. Funny, I had been wondering the same thing.

Moral of the story. We do judge books by their covers. A person’s attire should show self-awareness and confidence, the respect a person has for others, and how tuned in a person is to social appropriateness. Think through your apparel choices and the statement they make.


  1. Thoughts from the Office

17 ideas to grow personal lines

For twenty-three years I’ve been teaching the Agency Management curriculum for The Society of CIC. During the agency planning portion of the institute, participants brainstorm how to grow personal lines. I hope their list and a few of my own ideas help you grow your business!

  1. Cross-sell a coverage of the month using the “by the way” technique.
  2. Cross-sell Commercial and Benefits accounts through onsite lunch and learn sessions.
  3. Offer Personal Lines to life insurance clients.
  4. Require Commercial Lines producers to provide two referrals a month to Personal Lines.
  5. Partner with a real estate firm.
  6. Hire exclusive Personal Lines producers.
  7. Move a sales-oriented CSR into an inside sales position.
  8. Complete annual reviews on existing business. Create a position that only does reviews.
  9. Meet with newly licensed drivers and their parents. Review and sign a Family Driving Agreement.
  10. Offer a small gift incentive to clients to provide referrals.
  11. Create a VIP account department for accounts that would benefit from preferred handling.
  12. Solicit business that was lost during the past two years. Send a “We miss you!” letter.
  13. Expand into a new geographic area.
  14. Send monthly electronic newsletters.
  15. Solicit larger-revenue business.
  16. Create an effective online presence – LinkedIn for agency individuals, Facebook that’s client focused and fun, Twitter posts that are relevant.
  17. Develop and list the five reasons why your agency and agents should be the agent of choice. (Hint: personal touch, provide advice and recommendations, local in the community, one-stop shop, guide and advocate at claim time.)


  1. Josmo’s Cafe

Nothing screams early summer louder than fresh strawberries! Fresh Spinach Salad with Strawberries and Goat Cheese is one of my favorite from North Carolina’s Our State magazine. I have even served the marinated goat cheese with crackers as an appetizer on several occasions. Enjoy!

Please visit our Josmo’s Cafe recipes list to find a wide variety of our favorite recipes. All dishes have been taste tested many, many times!


2017 Event Speaking News

I’ve heard from dozens of readers who will be at Elevate 2017. I look forward to seeing everyone! Agency Nation’s Ryan Hanley interviewed me about my presentation Leading with Certainty. Please enjoy the podcast!

Looking for hot topics for your client, member, or employee meetings? Our most requested presentations are listed on our 2017 speaking topics web page.


  1. Stay Energized

Managers tell me they find lots of helpful ideas in our column 17 Terrific Management Tips. Visit the Business Building page on our website to read all eleven 17 Terrific Tips columns.

June Energizer Minute – Computing Value  – 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.


  1. Emily Live
  • Elevate 2017 – Agency Nation event – Leading with Certainty – Milwaukee, WI – June 4-6, 2017
  • Private Client – Parsippany, NJ – June 26-28, 2017
  • Agency Management CIC – Knoxville, TN – August 16-18, 2017
  • NAPSLO Annual Conference – San Diego – September 10-13, 2017
  • Private Client – Fargo, ND – Working Together for Success – October 2-5, 2017
  • Private Client – Indianapolis, IN – Clients are Forever: 5 Carats to Dazzle and Retain Buyers – November 9, 2017


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

© 2017 Emily Huling. All rights reserved.

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