March 2016
Strategies for Success Newsletter March 2016 Issue 123
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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2016 Emily Huling. All rights reserved.
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In this March 2016 issue:
1. Thoughts from the Office
2. Thoughts from the Road
3. Josmo’s Cafe
4. Stay Energized
5. Emily Live
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1. Thoughts from the Office
How to attract the BEST clients.
I love my clients! A day rarely goes by that I don’t say to John, “I have the BEST clients!” What traits make them the best?
1. My clients respect and value their employees and demonstrate it regularly. How my clients treat their associates is how they treat external business partners.
2. My clients invest in their businesses and their people. It includes community, office environment, technology, education, compensation, and benefits.
3. My clients respond to messages within 24 hours and most often 4 hours. They demonstrate urgency and passion.
4. Our time together is purposeful and productive. We set up phone meeting times with planned agendas that move initiatives forward.
5. We continually keep each other updated. Together we stay focused on objectives that achieve results.
What’s the surefire way to partner with the BEST? Execute the qualities and practices that you seek from them.
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2. Thoughts from the Road
The benefit of being upfront.
After 40 years of living in the same city, a friend of ours, Marcia, is moving out of state to live near her daughter and her family. We were chatting about the work, the emotions, and the hassle involved with downsizing, packing, and closing out a big chapter of her life. Marcia was telling us that she was surprised and a bit annoyed that she was getting phone calls from organizations where she was cancelling memberships and season subscriptions. I asked, “Are you telling them the reason you’re canceling is that you’re moving to live near your daughter?” “No,” she replied as if the thought had never occurred to her. Being upfront about the reason would have saved her and others time and energy.
On the business front, I often see the same behavior by insurance professionals who don’t proactively impart information. By not taking the initiative, the agent or underwriter receives a client call questioning the changes in billing terms, rates, premiums, values, audits, or loss control recommendations.
As in the case of Marcia, it makes more sense for the insurance professional to convey the information upfront. Who’s in control of the dialogue when you communicate the information? You are. Who’s in charge of the conversation when the clients call you asking questions? They are.
Which position would you rather be in? Choosing the proactive one strengthens your image as a professional who has your client’s best interest in mind.
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3. Josmo’s Cafe
It’s still winter so hearty crockpot dishes stay on the menu! Chicken and Corn Chili is another super recipe from Family Circle magazine. It makes a lot so invite the neighbors!
Check out other Josmo’s Cafe recipes. The choice for the month appears at the top of the page and also in its proper category. We hope this will help you find that recipe you read, liked, and can’t seem to locate!
Please let us know how you like our recipes. We love hearing from you!
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Service Selling Supercharge on CD is now available!
Join the hundreds of agents who have just completed the 52-week audio course to develop front-line service-selling skills.
“What a godsend! We kick off our Monday morning office meetings – there are six of us – with Supercharge ideas we have been using from listening on our own. We hear each other use the ideas every day.” Angela Eubanks, CISR, Commercial Account Manager, Evans & Associates, Kinston, NC
“We love it! Supercharge ends our Tuesday staff meetings. We listen as a group. I have to pause the recording there are so many ideas to write down. This material has made us better agents!”
Lori Augustyniak, CPA, CIC, President, Horizon Insurance, Bradenton, FL
Service professionals learn tips, techniques, and tools to deliver exceptional service to every client, every day. Receive 52 4-minute audio lessons for only $4.00 a week. Click Here to access episode list, tracking sheet, testimonials and order your copy. Purchase before March 31 to receive 15% discount.
Start your in-house service-selling development program to write and retain more business!
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Planning your 2016 membership, agent, or employee events?
2016 Convention and Meeting Topics are available! Improve teamwork, advance management skills, increase producer sales, enhance customer service, and fast forward career success. My guarantee – participants will be energized, inspired, and will learn strategies to improve performance and results.
For information about availability and fees, please get in touch.
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4. Stay Energized
Thanks to PIA of NY, NJ, CT, NH for interviewing me for their column Five Minutes With… and featuring 17 Terrific Tips to be Polished and Professional for their February 2016 member publication! Click here to read my interview and the tips.
March Energizer Minute – Are you a shopper or a buyer? – Get supercharged with Energizer Minutes – one-to-two-minute audio stories told by yours truly to energize, invigorate, and inspire!
Just released! 17 Terrific Tips to Be a Great Coworker.
Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.
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5. Emily Live
• NAPSLO Mid-Year Leadership Conference – Scottsdale, AZ – March 1-2, 2016
• NAMIC Commercial Lines Seminar – Overcoming Resistance to Sales and Building Your Personal Career Brand – Chicago, IL – March 3, 2016
• NetVU Annual Conference – Service That Sells: Frontline to Bottomline – San Antonio, TX – March 5, 2016
• Assure Alliance Annual Convention – Greenville, SC – March 14-15, 2016
• Private client workshops and consulting – Montvale, NJ – April 11-14, 2016
• NAMIC Underwriting Webinars – Underwriters: Sell is Not a Four-Letter Word – April 18 and May 2, 2016
• Agency Alliance Annual Meeting – How to Become the Agent of Choice – Columbus, OH – April 26, 2016
• AAMGA Annual Meeting – Scottsdale, AZ – May 22-24, 2016
• Agency Management CIC, Richmond, VA – June 1-3, 2016
• Agency Management CIC, Anaheim, CA – June 8-10, 2016
• Agency Management CIC, Fargo, ND – August 24-26, 2016
• Agency Management CIC, Kansas City, MO – September 21-23, 2016
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Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information contact emily@sellingstrategies.com.
© 2016 Emily Huling. All rights reserved.