November 2020

November 2020

Strategies for Success Newsletter November 2020 Issue 178


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


In this November 2020 issue:

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


  1. Thoughts from the Office

Selling in a Hard Market

The voice mail message I heard was this. “Emily, in 2002 you spoke to the underwriting teams at my MGA about how to sell in a hard market. Almost 20 years later, here we are again! I just found your Selling in a Hard Market book that you gave us. I’d like to get some copies for my underwriters. Will you please give me a call?”

After our fun catch-up conversation, Jim said, “All of the 27 tips in your book still apply. Even more so I think. We’ve gotten so impersonal in how we do business. We need to get back to getting to know our customers, building long-term relationships, offering options, and following up, just to name a few things we can improve.” I gave Jim some suggestions on how to use the book with his remote team to discuss, learn and apply the 27 principles.

Before we hung up Jim asked me if race car driver Matt Kenseth was still my neighbor. “No, he’s not,” I said. “How did you remember that?” I asked. Jim told me that I had seen a picture of Matt in his office during my visit. I later sent him a picture of Matt that he had autographed. “That’s the story you need to share with your underwriters about selling in a hard market,” I told Jim. “When we do something personally meaningful for a person we are remembered even after 18 years!”

Interested in having your agents, underwriters, or marketing teams learn and apply Selling in Hard Market tips? We still have small supply of books. Review our product information page for a list of the tips and how to order books for your team.

FYI. For a news analysis of the current commercial insurance hard market, the most recent issue of  Insurance Business America Magazine published an interesting article on Page 6 called Up, Up and Away.


  1. Thoughts from Home

Five Lessons from Jigsaw Puzzles

Pre-pandemic, John and I had never done a jigsaw puzzle together. After doing one given to us by a friend, we are hooked! We’ve identified five advantages of working together on puzzles that can be applied to collaborative projects in both home and business life.

  1. Appreciate each other for having a different approach. John tackles the puzzle by the shape of the pieces while my method is to piece the puzzle by color. It makes us a great team.
  2. It helps to look at the puzzle from different sides. What is not apparent in one view, becomes recognizable by looking at it from another angle.
  3. If you’re at standstill, leave it and come back later. A fresh look reveals something previously missed.
  4. Refer to the big puzzle picture included in the box. Use all available resources when provided. Why make something harder than it needs to be?
  5. Give each other frequent high fives. It feels good to be acknowledged for good work.

What shared home or work projects are you working on that could benefit with jigsaw-puzzle thinking?


  1. Josmo’s Café

As cooler weather rolls in, my Crock-Pot and Instant Pot are working overtime. Instant Pot Beef Stew and Crock-Pot Maple Dijon Chicken Drumsticks are two previously-published favorite recipes of ours. On the crock pot recipe, I substituted boneless chicken thighs and shredded it after cooking. We ate it over baked potatoes for dinner with a salad and used the leftovers to make shredded chicken sandwiches. Yummy!

We have 100 recipes on our Josmo’s Café page on the website. Many great dishes and sweets to make and enjoy!


  1. Stay Energized

Our Energizer Minute podcast this month about Washing Dishes may just change your mindset about household chores.

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


  1. Emily Live in November – Thankful for being safe and healthy at home.


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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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