September 2011
Strategies for Success Newsletter September 2011 Issue 69
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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2011 Emily Huling. All rights reserved.
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In this September 2011 issue:
Thoughts from the office
Did you know…?
Thoughts from home
On the road in 2011
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1. Thoughts from the office
Reaching out personally has a supreme result
The message in a recent e-mail from my long-time Philadelphia-based business friend, Tom Cannon, caught me by surprise. “We had a meeting a few weeks ago in Washington, DC, with US Supreme Court Justice Samuel Alito.” Wow, how lucky can you get, I thought! Tom is an amazing connector so I knew there had to be a story behind it.
Tom explained that Justice Alito hails from the Philadelphia area -Trenton, NJ to be exact. He also knew that the Supreme Court justice is a huge Phillies fan. Tom wrote him a personal letter referring to their common Phillies fan connection and also mentioned that his daughter, a senior at Fordham University, has an interest in law. Justice Alito responded to Tom with a personal note inviting him and Tara for private tour of the Court. Not only did they have an hour tour, they had a personal 30-minute meeting with him. Tom commented that Justice Alito was helpful and cordial, resulting in an amazing day.
Tom’s story reinforces lessons for business success. Aim high when seeking new business connections. Do your homework before reaching out. Sincere personal contact can get you invited into high places. A reminder for those of you at the top of the business hierarchy – demonstrated by Judge Alito – don’t let importance go to your head. And parents – what a great example for your children to see the result of proactive and thoughtful actions.
Thanks, Tom, for sharing your story! Readers, feel free to relay your personal or business stories so I may share it with others.
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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.
Use Coupon Code NEWS11 to receive a 20% discount on all products and for purchases over $50, you’ll receive a complimentary copy of The Energizer Minute Collection.
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2. Did you know…about WAHVE?
Now I know why I cruise the exhibits halls when attending conventions and conferences!
The insurance industry has a solution for both employer staffing challenges and for seasoned employees not quite ready to retire! WAHVE (Work At Home Vintage Employees) is a unique, cost-saving, remote contract staffing solution that enables insurance firms to improve productivity and profit by hiring skilled insurance retiree contract workers. WAHVE is the winner of the 2010 Insurance Entrepreneurial Award.
WAHVE provides resources to all sectors of the insurance community. Small agencies, regional and national brokers, carriers, and vendors can access their solution and talent pool for full time, part time, and project work.
If you are interested in learning more about hiring workers or becoming a contract worker, visit www.wahve.com or call Bill Hunt, Chief Sales & Marketing Officer at 646-807-4372.
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Don’t let hard-earned and valuable skills go to waste. EH
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September’s Energizer Minute
Tune in to hear Not so Fast. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.
Get your copy of The Energizer Minute Collection CD. The first 24 Energizer Minutes on CD recorded from January 2009 through December 2010. Receive a complimentary copy on product orders over $50.
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3. Thoughts from home
A lesson from animal crackers
Lisa, our good friend and next-door neighbor, was babysitting her three year-old granddaughter, Austyn. They had been grocery shopping. When I saw them come home I made a mad dash over to visit that darling child. In her tiny hands, Austyn held a big bag of animal crackers, her reward for being good on their excursion. After eating her prize for about ten minutes, Lisa said, “Austyn, that’s enough,” and reached over to take the bag of cookies. Austyn looked quizzically at her Nana then at the nearly full bag and said with certainty, “I’m not done.”
Austyn’s not alone in being overwhelmed when too much is on her plate – both literally and figuratively. We all eat less when plates and portions are smaller. Snack-bag size servings give us a beginning and an end that we can see and count. The same holds true in our work world. Eliminating that overwhelmed feeling of endless items on a to-do list or in work folders enables us to concentrate more clearly on the task at hand and accomplish more.
What can you do to create bite-size portions at home or at work that will help better manage your mind and body?
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For dozens of resources to build individual and organizational top performance, visit www.sellingstrategies.com or get in touch with me at emily@sellingstrategies.com or 888-309-8802.
Share any of my free stuff, articles, or newsletter content as long as proper credit is included.
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5. On the road
Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.
Private client – Fargo, ND September 12-16, 2011
NAMIC Annual Convention – Indianapolis, IN September 18-21, 2011
Private client – Oklahoma City, OK September 26-28, 2011
Independent Insurance Agents of Oklahoma Small and Rural Agents Conference – Norman, OK September 29, 2011
NAPSLO Annual Convention – San Diego, CA October 9-12, 2011
Next Generation Leadership Workshop – San Diego, CA October 10, 2011
Private client – New York City, NY October 27-29, 2011
NAPSLO Committee Day – Dallas, TX November 14-15, 2011
Private client – Lansing, MI November 17, 2011
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Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information contact emily@sellingstrategies.com.
© 2011 Emily Huling. All rights reserved. Newsletter may be shared as long as proper credit is included.