March 2012
Strategies for Success Newsletter March 2012 Issue 75
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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2012 Emily Huling. All rights reserved.
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In this March 2012 issue:
Thoughts from the office
Thoughts from others
Check it out
Josmo’s Café
On the road
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1. Thoughts from the office
Solving the Overtime Dilemma
Most businesses are operating with fewer employees and more work to be done. I recently asked a 100+ audience of insurance professionals how many hours they put in a week. After mentally totaling extra early morning hours, after 5:00 time, miscellaneous online work being done at any hour, and a few weekend hours to catch up or get a jumpstart, most people said a 50-60 hour work week has become their standard.
This is not good for either employees or employers. Here are several of the downsides I’ve witnessed. On the employee side, personal productivity and clear thinking vanish. Bodies and minds require time to play, unwind, or do nothing. Working overtime can become a needless habit. Have you ever said, I’ll save this until Saturday? Some employees are happy to have an excuse not to be at home, whether they consciously admit it or not. On the employer side, bosses can’t accurately assess productivity challenges or staffing needs. Paying unnecessary overtime compensation drains the bottom line. Resentment can build between employee and boss about what’s necessary overtime and what’s not.
I learned a valuable lesson when I was a young inexperienced company underwriter. I was working 60 hours a week. My boss pulled me aside one day. “Emily, this job shouldn’t be taking you so long. Get your work done during the week and don’t come in on the weekends.” I was hurt and angry. For all my effort, that’s the appreciation I got!
Turns out he was right. As soon as I became determined to accomplish more during the day and not save work or put things off, I reduced my work, work hours, and stress.
For employers who are struggling with the overtime issue, here are some suggestions to follow for three months: No overtime is allowed unless sanctioned by top management. Management conducts a work measurement study using work counts and audits. Everyone agrees to make a concerted effort to get work done during traditional work hours. Stop unnecessary conversations. Apply effective work and time management practices that we all know, but are easily forgotten.
A client of mine recently put a moratorium on overtime for all the above reasons and implemented these suggestions. Guess what? More work started getting done in less time. If you don’t believe it, give it try. Let me know how it goes.
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What’s one thing you’d do if you didn’t work so much?
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New in April – Learning Programs to Build Workplace Success
Audio Programs
Be a Better Boss: 10 Strategies to Develop Top Performers
Be a Better Producer: 10 Strategies to Earn More Money
Be a Better CSR: 10 Strategies to Differentiate Yourself and Delight Customers
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2. Thoughts from others
Take Risks
“Behold the turtle; he makes progress only when he sticks his neck out.” James Bryant Conant
“One does not discover new lands without consenting to lose sight of the shore for a very long time.” Andre Gide
“Twenty years from now you will be more disappointed by the things you didn’t do than by the ones you did. So throw off the bowlines, sail away from the safe harbor, catch the trade winds in your sails. Explore. Dream. Discover.” Mark Twain
“Do one thing every day that scares you.” Eleanor Roosevelt
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March’s Energizer Minute
Tune in to hear I Was Team Leader Today! Go to the www.sellingstrategies.com home page and click on the Energizer Minute.
The 2011 Energizer Minute Collection CD is now available! This CD also includes a bonus track The Lost Art of Personal Networking. Get your free copy with any product order over $50.00.
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3. Check it out
Two steps can save a life
Take one minute and watch a video on hands-only CPR (handsonlycpr.org). The American Heart Association information reminds us that quick, simple, and purposeful action is the first step in helping save a person’s life.
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DIY Group Learning Programs for Producers and CSRs
Two Hours to a Winning Sales Plan This step-by-step program helps agents create a personal one-page sales plan. The process includes a 10-point self-assessment, situation analysis, mission statement, creation of strategies, goals, and activities. A sample plan, prospect and client tracking charts, and a sales activity form are included.
Great Service Sells Presented in 21 five-minute chapters, agencies can use the text with the audio CDs for a year’s worth of group training sessions. CSRs will acquire a dynamic service-oriented mindset and learn tips and techniques to retain business, increase sales, and earn referrals.
Visit www.sellingstrategies.com for more information and to order online.
Order either of these products and receive a complimentary copy of the 2011 The Energizer Minute Collection (audio) which includes the bonus track The Lost Art of Personal Networking.
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4. Welcome to Josmo’s Café
Thanks for all your positive feedback on Josmo’s Café! If you missed the story behind it, it’s on the website page. This month’s featured recipe is Blueberry Buckle. It’s a classic coffee cake from the 1950 Betty Crocker cookbook. I love to bake breads and this is a family-favorite quick bread recipe.
For this recipe and more, visit www.sellingstrategies.com and click on the Josmo’s Café icon. Enjoy!
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5. On the road
Business travel is taking me to these places. Please call me if you’d like to connect when I’m in your area.
NAMIC Commercial Lines Seminar – Chicago, IL – March 1, 2012
Agency Management CIC – Louisville, KY – March 8, 2012
Agency Management CIC – Tulsa, OK – March 15, 2012
Private client – Brenham, TX – March 26-28, 2012
Private client – Alton, IL – April 17-18, 2012
NetVU Annual Conference – Anaheim, CA – April 26-28, 2012
Private client – Neenah, WI – May 8-9, 2012
Agency Management CIC – Charlotte, NC – May 10-11, 2012
Private client – Appleton, WI – May 23, 2012
Agency Management CIC – Lansing, MI – June 21, 2012
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For Free Stuff, articles, books, and audios to build individual and organization top performance, visit www.sellingstrategies.com .
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 emily@sellingstrategies.com.
© 2012 Emily Huling. All rights reserved.