Category: <span>2014</span>

2014 Newsletter March 15, 2014 By ssadmin 0 Comments

March 2014

Strategies for Success Newsletter March 2014 Issue 99

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2014 Emily Huling. All rights reserved.

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In this March 2014 issue:

Thoughts from the office
Josmo’s Café
Have you read…
Stay energized
Emily Live

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1. Thoughts from the office

A long-time client sent me his personal success story to share with you:

I just wrote a $450,000 healthcare operation. Short story on how it came to me. I was in the area and stopped by to wish good luck to my college roommate who had just started working for this company. Alex had been out of work for over 2 years after being let go from a hospital where he very successfully advanced their practices, but in a cost-cutting move, his job was eliminated. As I was leaving Alex’s office the CFO was walking by and Alex introduced me. The CFO thought it was really cool that I was there just to wish Alex good luck. By the way, he tells me, he thinks his agent is a complete fool. Two phone calls and three days later, I wrote the account for $73,000 less, improved coverage, and offered a great billing plan.

Moral of the story. I could have called or emailed Alex wishing him good luck. Instead, I took the time to see him face to face. Get out from behind your computer and smart phone and take someone to lunch or just stop by. You’ll make their day. You never know where your next big account is going to come from, but you do know who your friends and clients are. Make the time to get out to see them.

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Selling is all about relationships. EH

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2. Josmo’s Café

March Madness is here. Whether you’re a Tar Heel fan or not, we know you’ll like Tar Heel Pie. A note of caution on this desert. Serve small slices. It is sinfully rich!! Enjoy!

Josmo’s Cafe is celebrating its 10th anniversary! Learn the history and try the famous Josmo’s Cosmo cocktail posted on the Josmo’s Café webpage. Several readers have asked me where to find Ocean Spray white cranberry juice, which is what makes this cosmopolitan so yummy. My Brands is where we get our supply.

Want a 2.5 minute burst of laughter today? In the spirit of all the fun we have at Josmo’s Cafe, please watch this hilarious video of Mariele, a sophisticated French restaurant guest with impeccable manners.

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3. Have you read…

Necessary Endings by Henry Cloud

One of the reasons my clients hire me to advise them, although it’s rarely acknowledged up front, is to assist in removing staff who are not positively contributing to the business. People need to leave employment for a variety of reasons. The most are: a hire that should never have been made in the first place; a person no longer suited for the responsibilities now required; or a person who doesn’t want to be there anymore and is performing in such a way to be terminated. The longer that owners and leaders allow any of these situations to continue, the more damage there is to other employees and the business itself.

The pearls of wisdom in Necessary Endings reach far beyond the business world. Henry Cloud, a clinical psychologist and leadership consultant, addresses why endings are natural, should be embraced, and the good that comes to both parties when one person has the courage to act on what needs to be done.

This book is a must read for anyone who wants their business environment to be a place to thrive.

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Advance Your Bottom Line in 2014

We had a great turnout for my February complimentary webinar Clients are Forever – 5 Carats that Dazzle and Retain Buyers sponsored by AgenciesOnline. A total of 375 registrations, half on the broadcast and the rest listened On Demand. Participants took away many pearls of wisdom to strengthen client relationships. If you missed it, I have a secret link to access the program for a few more weeks. Get in touch and I’ll send it to you.

Whether you attended or not, you are welcome to take advantage of the 2014 Webinar Learning Materials Special Offer. This affordable bundle package of audios and books to build management, sales, and service skills is only $199.00 (40% savings). The learning package includes:

1. Great Service Sells: How Great CSRs Turn Service into Sales (book and audio)
2. Be a Better Boss: 10 Strategies to Develop Top Performers (audio CD)
3. Be a Better Producer: 10 Strategies to Earn More Money (audio CD)
4. Be a Better CSR: 10 Strategies to Differentiate Yourself and Delight Customers (audio CD)
5. Two Hours to a Winning Sales Plan (audio CD and online materials)

All orders include a complimentary copy of the 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker.

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5. Stay Energized!

March Energizer Minute – Be Pleased with Yourself 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 2013 Energizer Minute Collection plus 27 Tips to Be a Great Co-worker with all learning material orders.

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Attention Agency Owners…

Have you ever had these thoughts? Are ready to do something about it?

I’m working too hard for so little return.
Do I have the right people in the right positions?
There are opportunities out there, but I just don’t know where to start.
What can we do to strengthen carrier and wholesaler relationships?
I’m sure our organizational structure and processes could be more efficient.

If you’re seeking a trusted advisor to help your agency reach its full potential, read more about our Agency Development Consulting Services.

To discuss how we can help, please contact me for a complimentary 30 minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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6. Emily Live

Let me know if you want to connect when I’m in your area!
NAPSLO Mid-Year Conference – Scottsdale, AZ – March 5-7, 2014
Private Client – Scottsdale, AZ – March 5, 2014 – Excellence in Action
Private Client – Blue Ridge, GA – March 18-20, 2014
Louisiana Surplus Lines Association Annual Meeting –Developing Top Performers: How to Engage, Mentor, and Mobilize Employees – Biloxi, MS – April 2-3, 2014
Professional Insurance Agents of Indiana Annual Conference – Indianapolis, IN – Strengthening Agent-Company Relationships and Deliver Service that Sells and Protects – May 7-8, 2014
Private Client – Great Service Sells – Appleton, WI – May 20-21, 2014
Private Client – Phoenix, AZ – June 2-4, 2014
International Association of Insurance Professionals Annual Convention – San Diego, CA – June 5-6, 2014
NAPSLO Annual Convention – Atlanta, GA – September 15-17, 2014
NAMIC Annual Convention – National Resort, Oxon Hill, MD – September 21-23, 2014
Agency Management CIC – Louisville, KY – October 15-17, 2014
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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.

2014 Newsletter February 15, 2014 By ssadmin 0 Comments

February 2014

Strategies for Success Newsletter February 2014 Issue 98

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2014 Emily Huling. All rights reserved.

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In this February 2014 issue:

Thoughts from the office
Josmo’s Café
Complimentary webinar
Thoughts from others
Stay energized
Emily Live

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1. Thoughts from the office

Advice and insights from complimentary consulting calls

What a delightful and educational day I had January 16 speaking with owners, managers, and front-line staff from five different independent agencies! Here are a few thoughts I shared with the agents that may be of help to you.

To move forward, step back. All business and strategy plans must start with a situation analysis. The standard SWOT (Strengths, Weaknesses, Opportunities, and Threats) format works well. The variables to analyze using this format for agency or departments include people, sales, marketing, client relationships and retention, standard lines carriers, MGAs and specialty markets, external factors including competition and the economy, financials, and internal systems including technology, workflow, procedures, management. It’s not uncommon that many agencies discover their system-generated reports are not accurate. Obviously, that becomes the critical starting point to advance the planning process.
All clients are “A” clients. Categorizing clients is a routine practice. Instead of using the labels, A, B, and C, use AAA (high value and priority), AA (high potential), and A (transactional). Psychologically it makes a difference when staff views the status. All clients are at least an A, aren’t they?
Encourage people. Many people simply lack self-confidence or the skills to do what is asked of them. The best thing we can do is say, “You can do it! What can I do to help?”
Perception is reality. It doesn’t matter whether you think your client, coworker, or employee is right or wrong about an issue. Their perception, their view, is where you need to begin the discussion. “I understand. What do you suggest?”

I wish I could have accommodated all the requests I received. I’ll be making the offer again when my schedule permits.

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Finding the courage to articulate and discuss challenges with someone who can help is half the battle to overcoming them. EH

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2. Josmo’s Café

Sports fans and sports party fans are in their glory in February with the Super Bowl followed by the Sochi Olympics. I’m repeating last year’s recipe for the perfect crowd-pleasing warm sandwich Chicken and Broccoli Braid from allrecipes.com. Lots of readers made it last year and said they loved it. It’s both easy and delicious. Enjoy!

Josmo’s Cafe is celebrating its 10th anniversary! Learn the history and try the famous Josmo’s Cosmo cocktail posted on the Josmo’s Café webpage. It’s a perfect drink – in moderation!

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3. Complimentary webinar

Clients are Forever – 5 Carats that Dazzle and Retain Buyers. February 12 at 1:00-2:00 EST and On Demand for two weeks.

Attracting and retaining clients takes much more than low prices and responsive service. Using real-life examples, this high-content program provides proven strategies to make you the agent of choice.

Participants will learn:

How to create an emotional connection
What’s most important to your clients
How to articulate why clients should buy from you
Participant questions and Emily’s answers

Register Here for live broadcast and on demand access. Sponsored by AgenciesOnline, the independent agent one-stop solution for marketing, communication, and technology.

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4. Thoughts from others

This passage on the meaning of success by Ralph Waldo Emerson remains among my favorite thoughts to live by.

To laugh often and much;

To win the respect of intelligent people
and the affection of children;

To earn the appreciation of honest critics
and endure the betrayal of false friends;

To appreciate beauty;
To find the best in others;

To leave the world a bit better, whether by
a healthy child, a garden patch
or a redeemed social condition;

To know even one life has breathed
easier because you have lived;

This is to have succeeded.

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Help Your Front Line Advance Your Bottom Line in 2014

Kudos to the dozens of agencies who are implementing a structured service-selling program using Great Service Sells to build confidence, learn proven strategies to improve retention, earn referrals, and round out accounts!

My book and CD audio program Great Service Sells contains 21 five-minute chapters – perfect material for a year’s worth of staff meetings. A complete chapter list, group learning instructions, and client feedback is on the Great Service Sells info page.

The cost is affordable – 2 Audio CDs & 1 Book is $69.00. Additional books are sold in sets of 5 for $50.00.

In celebration of Selling Strategies 20th anniversary, we’re offering a 20% discount on all books and audios. Apply coupon code HAPPY at checkout to receive your savings.

All orders include a complimentary copy of the 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker.

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5. Stay Energized!

February Energizer Minute – The Cost of Ignoring a Problem. 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.

Now available! 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker. Receive your complimentary copy of the priceless 2013 Energizer Minute Collection plus 27 Tips to Be a Great Co-worker with all learning material orders.

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Attention Agency Owners…

Have you ever had these thoughts? Are ready to do something about it?

If you’re seeking a trusted advisor to help your agency reach its full potential, read more about our Agency Development Consulting Services.

To discuss how we can help, please contact me for a complimentary 30 minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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6. Emily Live

Let me know if you want to connect when I’m in your area!

Private clients – Greenville, SC – February 4, 2014
Private client – San Antonio, TX – February 7-8, 2014 – How to Become the Go-To Company
Complimentary webinar – open to all – February 12, 2014 1:00-2:00 ET – Clients are Forever-5 Carats that Dazzle and Retain Buyers – Register Here
Private client – Two Hours to a Winning Sales Plan – Various February dates – Coaching Circles via teleconference
Private clients – Raleigh, NC – February 25-26, 2014
NAPSLO Mid-Year Conference – Scottsdale, AZ – March 5-7, 2014
Louisiana Surplus Lines Association Annual Meeting –Developing Top Performers: How to Engage, Mentor, and Mobilize Employees – Biloxi, MS – April 2-3, 2014
Professional Insurance Agents of Indiana Annual Conference – Indianapolis, IN – Strengthening Agent-Company Relationships and Deliver Service that Sells and Protects – May 7-8, 2014
Private client – Great Service Sells – Appleton, WI – May 20-21, 2014
NAPSLO Annual Convention – Atlanta, GA – September 15-17, 2014
NAMIC Annual Convention – National Resort, Oxon Hill, MD – September 21-23, 2014
Agency Management CIC – Louisville, KY – October 15-17, 2014

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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.

2014 Newsletter January 15, 2014 By ssadmin 0 Comments

January 2014

Strategies for Success Newsletter January 2014 Issue 97

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In this January 2014 issue:

Thoughts from home
A gift of thanks
Josmo’s Café
Thoughts from others
Stay Energized!
Emily Live

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1. Thoughts from home

Helping others cope with grief

In December, my family faced the sudden, unexpected loss of a beloved family member. Like most families, we dealt with the immediate needs – communication, travel, and the funeral. Now back to our regular routines, it’s been interesting to experience the reaction of friends and colleagues as they respond to our grief. Many people don’t know how or aren’t comfortable in dealing with a friend or co-worker’s loss. Here are some reminders:

Acknowledge the loss. Simply and directly say, “I am so sorry to hear about your mother’s death.” Ignoring the loss is perceived as not caring.
Allow the person to express his emotions. Avoid saying things like, “Don’t cry.” or “She’s not suffering any longer.” or “What a blessing he went quickly.” None of these remarks will make the person feel better.
Ask the person a question that allows her to open up if she chooses. Sincerely ask “How are you doing?” or “Tell me about your loved one.”
If you knew the loved one or regularly heard about the person, share a memory that will bring a smile.
Each of us deals with grief in our own way. Some people jump back into life. Others grieve in private. Some carry their grief with them. Feelings of grief can appear out of nowhere and momentarily be overwhelming. Be open and understanding to the mourner’s individual response.
If you want to do something in addition to engaging in a caring conversation, replace asking, “What can I do to help?” with a more specific offer. Say “I’d like to bring over dinner one night this week. Which night works for you?”
At work, it may be necessary to temporarily adjust workload and assignments until the person settles back into a routine.
At later times, recognize anniversary or significant dates that bring back memories.

Genuine caring and compassion will be welcomed and remembered.

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It’s not only the person that you miss, it’s how they made you feel.

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2. A gift of thanks

To kick off Selling Strategies 20th anniversary year, I have a gift for five of you. I’ve set aside five one-hour time slots of phone consulting on Thursday, January 16. If anyone is interested in a complimentary one-on-one conversation for personal coaching, trouble-shooting management challenges, career advice, or anything else, e-mail me and we’ll set up a time.

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3. Josmo’s Café

We walked into our friends Esty and John’s house for a holiday dinner and thought we had entered a fine restaurant in Greece. The house smelled incredible! Esty treated us to a recipe she discovered in O Magazine called Braised Mahimahi Puttanesca. It had everything that we love in a Mediterranean dish — olives, capers, garlic, tomatoes, and wine! We thought she had slaved over a hot stove all day, but the recipe is a snap to make. Enjoy!

For 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. It’s a perfect drink – in moderation!

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4. Thoughts from others

Take the 30-day challenge

January is the month of renewed resolve! We’ve all been guilty of making the promise to ourselves to work out, work less, work more, lose weight, read more or whatever. One or two months into it, we’ve had enough. Well, forget those long-term resolutions! Make your personal challenge doable by keeping it within 30 days.

Here’s a great and a very brief (3.5 minutes) TED talk by Matt Cutts called Try Something New for 30 Days. Matt describes what he’s accomplished in many 30-day time segments and how he has personally grown and benefited.

After watching Matt’s inspiring talk, I chose a 30-day not-so-new challenge of 50 sit ups and 50 pushups. It took me a week to work up to the number since I normally do 25 of each with my exercises, but I did it. Even better, I’ve continued the practice. My new challenge is a bit more fun and relaxing. I love reading novels, but when I get busy, I don’t find the time. So every day for 30 days, I now make the time to read for total enjoyment. Next challenge I choose will be something more adventurous!

The first step in making changes in your life is to make up your mind to do so. What will you do for your 30-day challenge?

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Help Your Front Line Advance Your Bottom Line in 2014

In-house continuous learning initiatives develop superior employees and more satisfied clients – key factors that increase bottom-line profits. Kick off 2014 with a structured, service-selling, skill-building program.

My book and CD audio program Great Service Sells contains 21 five-minute chapters – perfect material for a year’s worth of staff meetings. Agents will acquire a dynamic service-oriented mindset and learn tips and techniques to retain business, round accounts, increase new sales, and earn referrals. A complete chapter list, group learning instructions, and client feedback is on the Great Service Sells info page.

The cost is affordable – 2 Audio CDs & 1 Book is $69.00. Additional books are sold in sets of 5 for $50.00.

In celebration of Selling Strategies 20th anniversary, we’re offering a 20% discount on all books and audios. Apply coupon code HAPPY at checkout to receive your savings.

All orders include a complimentary copy of the 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker.

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5. Stay Energized!

January Energizer Minute – 7 Habits – A 25-Year Habit. 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.

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Attention Agency Owners…

Have you ever had these thoughts and are ready to do something about it?

If you’re seeking a trusted advisor to help your agency reach its full potential, read more about our Agency Development Consulting Services.

To discuss how we can help, please contact me for a complimentary 30 minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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6. Emily Live

Let me know if you want to connect when I’m in your area!

Private client – Phoenix, AZ – January 10, 2014
Private client – Kansas City, MO – January 21-23, 2014 – Agency Planning and Development
Private client – San Antonio, TX – February 7-8, 2014 – How to Become the Go-To Company
NAPSLO Mid-Year Conference – Scottsdale, AZ – March 5-7, 2014
Louisiana Surplus Lines Association Annual Meeting – How to Become the Go-To Company – Biloxi, MS – April 1-2, 2014
Professional Insurance Agents of Indiana Annual Conference – Indianapolis, IN – Strengthening Agent-Company Relationships and Deliver Service that Sells and Protects – May 7-8, 2014
Private client – Great Service Sells – Appleton, WI – May 20-21, 2014
Agency Management CIC – Plainview, NY – September 11, 2014
NAPSLO Annual Convention – Atlanta, GA – September 15-17, 2014
NAMIC Annual Convention – National Resort, Oxon Hill, MD – September 21-23, 2014
Agency Management CIC – Louisville, KY – October 15-17, 2014

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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.