September 2013

September 2013

Strategies for Success Newsletter September 2013 Issue 93


Published by Emily Huling Selling Strategies
Copyright 2013 Emily Huling. All rights reserved.


In this September 2013 issue:

Thoughts from the road
Josmo’s Café
Thoughts from the office
Stay Energized!
Emily Live


1. Thoughts from the road

Perception is reality

As I was peering into the gourmet candy counter at the Halls Country Club Plaza store in Kansas City on a hot July day looking for the perfect salted caramel chocolate, I remembered a candy counter anecdote that I always loved.

A grandfather was driving his grandson back home after a day of fishing together. “Grandpa, can we stop at the candy store before you take me home?” Of course the grandfather said yes. As he pulled into the parking lot at the next candy store, his grandson said, “No, not this one. She takes candy away from us.” Curious, the grandfather told his grandson they’d buy candy there and then go to the other candy store a block away which is the one his grandson said he liked. The child selected a hard candy mix that was sold by the pound. The grandfather requested a quarter of a pound. The woman scooped out candy, put it on the scale then proceeded to remove candy until the scale registered the requested weight. The grandson looked as his grandfather with a smirk that said, “I told you so.”

Good to his word, the grandfather stopped at the child’s favorite candy store. They went in and requested the same quarter pound of candy. The woman behind the counter took the scoop and put some candy on the scale. The grandfather noticed it did not weigh a quarter of a pound. The woman then put the scoop back into the candy and up to the scale where she carefully added a few more pieces bringing the scale to the exact weight. The grandfather looked at his smiling, nodding grandson.

Moral of the story: Perception is reality. Even when the outcome is the same, how we carry out our actions can influence others’ experience and beliefs.

Postscript: When checking on the exact name of this Halls store, I saw that it is slated to close in the summer of 2014 (it opened in 1965) and be consolidated with the Crown Plaza Halls store. If you get a chance before it closes, go visit. It’s a beautiful and classy store.

2. Josmo’s Café

We love zucchini bread in my family! This is my favorite recipe from Beard on Bread which was my first bread cookbook. The dust jacket is long gone and the recipe page is stained with vanilla, oil, and zucchini juice – as it should be! It’s simple to mix, makes two big or six small loaves, and gets better if you can wait a day or two to eat it.

For almost 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.


3. Thoughts from the office

Get new hires off to a great start

What took me to Kansas City, MO in July was to teach Agency Management CIC in Overland Park, KS. I may be the instructor, but I’m always learning from the terrific group of insurance professionals who participate in the program. During the Human Resource section, we were discussing effective management strategies that help new hires get off to a great start. Paul Crisafulli, CIC, from Epic Insurance in Lee’s Summit, MO shared this great idea used by a non-insurance business owner.

The owner asks each new employee to send a brief personal e-mail to him at the end of each day for 30 days to comment on the following: how it’s going overall, what’s been learned, any questions, or any issues the owner should know about.

The class quickly saw the benefit of this simple request. Is the new hire responsible to get this daily assignment done? How understandable is the communication itself? What is the new hire saying about his training and experience as a new employee? Does the employee appear to be interested in and committed to the job?

The same technique can be effectively used with an employee who’s not meeting performance expectations. After the verbal warning which outlines the performance improvements required, have the employee write an end-of-day personal e-mail to the owner or manager for 30 days commenting on how things are going. These reflections will be a good measure to determine how committed and able the employee is to improving performance.

Thank you, Paul, for allowing me to share these great tips with newsletter readers!


A new employee’s happiness and success requires a solid commitment by both the new hire and the employer.


4. Stay Energized!

September Energizer Minute – Just Say Thank You. 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.

Receive your complimentary copy of the priceless 2012 Energizer Minute Collection plus 27 Quick Tips for Business Success when you order $50 worth of books and audio programs.


Selling Strategies’ purpose is to build top-performing sales, service, and leadership organizations. We offer insurance industry expertise to companies, agents, and MGAs to accomplish culture change, strategic planning and implementation, business development, improving customer experience, and leadership and management development and coaching.

To learn more, visit or call me at 888-309-8802.


Planning your 2014 meetings and events yet? 2014 Speaking Topic List now available!

Many of my clients are starting extra early this year to contract with the best speakers and venues.

Based on client, meeting planner, and participant requests, I’ve developed several new compelling people development and business-building programs for association events, employee meetings, MGA and carrier-sponsored meetings. Click Here for a complete list of speaking topics and information on fees and CE credits.


5. Emily Live

Please get in touch if you want to connect when I’m in your area or if you’re interested in a similar program for your organization.

Private client – Service Selling Strategies – Dayton, OH – September 11-13, 2013
Private client – Great Service Sells – Appleton, WI – September 18, 2013
NAMIC Annual Convention – Seattle, WA – September 22-25, 2013
NAPSLO Annual Convention – San Diego, CA – September 29 – October 2, 2013
Professional Independent Insurance Agents of Colorado Annual Convention – Deliver Service That Sells and Protects and Kick Your “But” – Denver, CO – October 2-3, 2013
Independent Insurance Agents of Kentucky Annual Convention – Louisville, KY – A Marketing Plan: Your Roadmap to Success – November 8, 2013
Private client – How to Become the Agent of Choice – Atlanta, GA – November 19-20, 2013


Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

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

© 2013 Emily Huling. All rights reserved.

Comments for this post are closed.