May 2015

May 2015

Strategies for Success Newsletter May 2015 Issue 113


Published by Emily Huling Selling Strategies
Copyright 2015 Emily Huling. All rights reserved.



In this May 2015 issue:

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


Thoughts from the road

Cab Driver Words of Wisdom

Debbie, my airport transportation driver in Kansas City, let me know immediately that it was her third day on the job and she’d be taking really good care of me. Since I’m always interested in why people do what they do, I was happy to have a 30-minute ride to the airport to hear her story. Debbie had just completed two years as a banking call center employee. “What did you learn while you were there?” I asked. Debbie said she’d be glad to tell me but her answers might be surprise me. “That’s even better,” I said. Here’s what Debbie told me.

“I’m a better customer now. When I get really good service, I not only thank the person, I go out of my way to tell his or her boss. Nothing feels better than having your boss tell you, and sometimes your coworkers, that a customer appreciated your good service.

I worked with coworkers who weren’t suited for the job. I wish my employer would have gotten rid of them. Their negativity affected all of us. That’s ultimately why I left – the negative work environment.

My employer offered great training classes. I took advantage of all I could. I knew that whatever I ended up doing, the knowledge that I learned was mine to keep.”

Great reminders for all of us: Be an appreciative customer. A negative work environment drives good employees away. What you learn on the job is yours forever. I can apply all of them. How about you?


Complimentary Marketing Webinar for Independent Agencies May 13

Interested in learning the ins and outs of creating an effective, well-planned marketing strategy to grow business, nurture clients, and establish your brand?

A respected colleague, Val Jordan, president of AgenciesOnline, is presenting a complimentary webinar that will provide how-to strategies to:

· Develop your agency marketing plan
· Create communication strategies for clients and prospects
· Implement a marketing calendar with clear-cut activities

Many of my clients rely on Val and her team to build a brand, an online presence, and a social media strategy that drives business to their agency. I hope you will take advantage of this learning session on May 13 from 2:00-3:00 EDT. Click to register


Josmo’s Cafe

We love blueberries! Our friends Pam and Bill brought this dessert to Josmo’s Cafe last month. Bill is the baker in the family and had previously made it with his 10-year-old granddaughter. It’s unique (pour water over it before baking) and fun to make with the little bakers in your family. Blueberry Cobbler

Have your checked out our new and improved website recipe list? Josmo’s Cafe recipes are now in category order! We are placing the recipe of the month at the top of the page and also in its proper category. We hope this will help you easily find that recipe you read, liked, and can’t see seem to locate!

John and I are continually delighted by the mail we receive when you try our recipes. Keep those messages coming!


Service Selling Supercharge!!!

Would you like to learn proven strategies to earn referrals, how to effectively qualify new business, and approaches to overcome price objections?

This just in from a pleased participant…

As a new independent agent, Emily is accelerating my sales success. Service Selling Supercharge provides valuable weekly lessons to build confidence, differentiate myself, and provide outstanding service to my clients. Also, her self-study program Two Hours to a Winning Sales Plan helped me to develop a structured system that is shortening my selling time. I’m really benefiting from Emily’s learning materials.

Ben Jeffreys
Account Executive/Agent
Laiming Insurance Group

Service Selling Supercharge is series of audio lessons to write, retain, and grow business.

Here’s how the program works:
You receive 52 service-selling lessons for PL, CL, and Benefits CSR’s in three-to-six minute mp3 audio episodes delivered by e-mail on Tuesday morings.
Listen to excerpts from three episodes. Information page lists all 52 episode topices.
Listen on your own at any time. Provides pre-work for staff meeting discussion or listen together as a group.
Tracking form provided for easy note taking, reference, and follow up.
Join at any time and receive every past and future episode.

Affordable for any agency! $104.00 for all 52 episodes. Only one subscription needed per office location. Forward e-mail to all staff.

Quantity discounts are available for multi-location agencies, company sponsorships, agency networks, clusters, and alliances. Please get in touch with me to discuss quantity pricing for your organization.


Thoughts from the office
You’re better than this.

Julie, an agency owner, receives a phone call from a long-time client. It’s the call no owner wants to hear. “Your company has really screwed up.” Julie listens as the policyholder describes how the renewal of the account with the current carrier is in jeopardy because of errors on the part of Julie’s staff. Instantly Julie says she’ll d look into it and get back to him. Before they hang up, the client had some final words. He simply said, “You’re better than this.”

That statement really got Julie thinking, but her view may surprise you. Julie’s reaction was positive. Julie told me how fortunate she feels that her staff does such a fine job consistently exceeding client expectations that a client would take the time to call and let her know that something has gone wrong.

Julie decided to position it as a success story with an inspiring lesson to the staff. She sent out a message to hold a brief standup meeting. Julie relayed the story. She told the staff that because of the great job they all do, clients hold us to the highest standards. Our challenge is to consistently meet or exceed those standards. I know we all can do it!

Moral of the story. When clients take the time to respectfully tell you you’ve fallen short, you know you’re doing a lot of things right.


Meeting planners – Young Agent Presentation and Workshop Topics are back by popular demand!
Proven Producer Strategies to Earn More Money;
Kick Your “But” Overcoming the Obstacles to Sales Success;
Polishing the Message and the Messenger.
Get in touch if interested in discussing programs for your event. A complete listing of timely and thought-provoking convention topics and descriptions are also on the page.


Stay Energized!

May Energizer Minute – Truth or Consequences – 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.


Emily Live
· Private Client – Raising the BAR – Building Agent Relationships While Protecting Profitability – Fargo, ND – May 11-15, 2015
· Private Client – consulting – Phoenix, AZ – May 18-23, 2015
· Independent Agents of Iowa – Young Agent Convention – Kick Your “But” 5 Proven Strategies to Earn More Money – Altoona, IA – June 17, 2015
· Midwest/Western Regional Farm Bureau Underwriting Conference – Putting Customers First While Protecting Profitability – Jackson, WY – July 14, 2015
· NAPSLO Annual Convention – San Diego, CA – September 9-12, 2015
· Agency Management CIC – Milwaukee, WI – September 23-24, 2015
· Agency Management CIC – Roanoke, VA – October 21-22, 2015
· Private Client – agency consulting and workshops – South Bend, IN – October 26-29, 2015
· Private Client – Building the Business – Madison, WI – November 9-12, 2015


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

© 2015 Emily Huling. All rights reserved.

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