Category: <span>2022</span>

Strategies for Success Newsletter February 2022 Issue 194

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2022 Emily Huling. All rights reserved.

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In this February 2022 issue:

1. Thoughts from the Office
2. Thoughts from Home
3. Josmo’s Cafe
4. Stay Energized

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1. Thoughts from the Office

Assess your client relationships

Many of you may have spent office time in January as I did cleaning, clearing out, and reorganizing. It was a cathartic experience. I donated a hundred or more business books that were instrumental in growing my business and creating client programs so others could benefit from the material. I threw away CIC outlines that were so old that I used overhead projector slides when teaching!

One area we often avoid in our annual upkeep is assessing our prospect and client relationships. Are our relationships delivering both the qualitative and quantitative outcomes we want? Here are some factors to assess your business relationships.

Transactional vs. relational. Is your client courteous but impersonal or friendly and personal? Do you sense there is a mutual interest in each other’s well-being?

Conflict. Opinions and approaches differ. Does your client work with you to resolve the issue or focused on winning?

Getting information. Does your client keep you informed and stay in touch or are you chasing the client for needed information?

How do you feel when working with your client? Do you feel that you can be yourself or are you on edge as if you’re being judged?

Does your client value your expertise? Does your client respect your professional advice or continually challenge you with what they read or hear from others?

Does your client respect your time? Is your client available at agreed upon times? Prepared for your meetings?

I believe that choosing the right clients who treat you as a partner is the key in achieving your business goals. Examine your client and prospect relationships. If any aren’t a good fit, act to resolve the issues. If that’s not possible, ending the connection may be necessary.

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2. Thoughts from Home

10 Things I Practice for a Good Life

I hope each of you has a list of the best advice you’ve received or your principles for leading a life of good intentions. I want to share the list I follow to lead a responsible and rewarding life.

1. You can’t always be happy, but you owe it to the world to be cheerful.
2. Do 25 sit-ups and 25 pushups every day.
3. Never burn a bridge.
4. Do things to gain experience both in business and your personal life.
5. Always take the high road.
6. Being proactive drives away anxiety.
7. Let people listen to themselves.
8. Respect other people’s time.
9. Always look your best.
10. When feeling cynical or rude, ask yourself, “What does it cost you to be nice?”

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3. Josmo’s Café

My slow cooker works overtime in the winter. Our new favorite recipe is Slow Cooker Balsamic Chicken. If you’re working at home while it’s cooking, you’ll be able to enjoy the heavenly fragrance. Please try our other favorite slow cooker recipe if you haven’t. Crock Pot Maple Dijon Drumsticks.

We have over 100 recipes on our Josmo’s Café page on the website.

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4. Stay Energized

Our Energizer Minute for February is There’s more than one way.

Looking for more ways to experience and demonstrate gratitude? I love this list of 42 Ways to Practice Gratitude Today and Every day.

I had several readers reach out to me after reading my January 2022 Thoughts from the Office about distracting language. One question was about tip #8. I was asked what to say to avoid ending a discussion with “Does that make sense?” I suggest any of these phrases: “Feedback?” “Questions?” “Comments?” or “What do you think?”

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2022 Emily Huling Selling Strategies All rights reserved.

Strategies for Success Newsletter January 2022 Issue 193

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2022 Emily Huling. All rights reserved.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

In this January 2022 issue:

1. Thoughts from the Office
2. Have you read..?
3. Josmo’s Cafe
4. Stay Energized

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1. Thoughts from the Office

Stop using distracting language

I’m not referring to swearing or using other offensive words, although both should be eliminated from speech. I want to discuss language habits that disconnect the listener from hearing your message. While that’s bad enough, there can be long-term career and advancement damage by not being an effective and clear communicator. Here are eight unprofessional speech habits I frequently hear.

1. Using fillers. Um, uh, you know, like… During my five years as an active member of Toastmasters, this habit was broken. Anytime a person used a filler, a bell was sounded!
2. “To be honest…”  implies you haven’t been forthright.
3. “No problem” instead of “You’re welcome.” “No problem” undermines your experience and efficiency. State a confident “You’re welcome.”
4. Uptalk. This is the annoying habit of ending sentences like you are asking a question.  Here’s a great 40-second example.
5. “In my opinion…”  This segue is not needed and deflects from the message. Boldly state your thoughts.
6. Using pronouns instead of a person’s name. “She said…” or “He said…”  I often interrupt and ask who it is they are referring to.
7. Ending a sentence with the word “Right?”  This end-of-sentence filler gets in the way of the message. I’m at a loss at knowing what to do when I hear “Right?” Is the speaker looking for agreement? Do they want me to say something? Best to eliminate using it.
8. “Does that make sense?” and “Know what I mean?” Remove these phrases that suggest either the speaker isn’t sure or the listener isn’t smart enough to understand.

Personal development recommendation. Record yourself a few times when you are engaged in different kinds of conversations. One-on-one meeting, client phone conversation, talking with a friend or family member. Play it back to hear what speech habits should be corrected. Noticing is the first step. Work hard to make necessary changes.

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2. Have you read…?

Greenlights

Matthew McConaughey’s autobiography Greenlights had been on multiple bestseller lists for a year. A year! Because my curiosity outweighed my skepticism, I put a hold on the e-book at my library. There was a twelve week wait! It was worth the wait.

It was his roles in Dallas Buyers Club and True Detective that turned me into a huge fan. I hadn’t expected his life story and his approach to life to be so interesting. One of the many surprises I had reading the book was how he transitioned from cool dude and rom-com actor to a serious Oscar-winning performer. McConaughey is a risk taker, philosopher, poet, excellent autobiographical writer, and still a cool dude.

One of my favorite pieces from the book is an early entry from McConaughey’s many journals. “We are not here to tolerate our differences, we are here to accept them. We are not here to celebrate our sameness, we are here to salute our distinctions. We are not born into equal circumstances, or with equal abilities, but we should have equal opportunity. As individuals, we unite in our values. Celebrate that.”

Here are video clips to enjoy. The actor’s breakout role as David Wooderson in Dazed and Confused and his famous chest-beating scene from The Wolf of Wall Street as well as the story of how it ended up in the movie.

I hope you’ll be as enlightened, inspired, and amused when you read Greenlights as I was.

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3. Josmo’s Café

I love sheet pan dinners! Easy to prepare, hands-off cooking, and easy clean up. Sheet Pan Parmesan-Dijon Chicken Thigh Dinner was a featured recipe on allrecipes.com. The flavor is wonderful. Perfect for a cold January dinner.

Our other two favorite sheet pan chicken recipes previously posted on Josmo’s Café are Sheet Pan Vinegar Chicken and Lemon and Herb-Roasted Chicken Thighs.

We have over 100 recipes on our Josmo’s Café page on the website.

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4. Stay Energized

Our Energizer Minute for January is 25 years of ABC’s.

Please help me salute…

Two of my long-time clients retired in December having made incalculable contributions to the insurance industry, mentored countless professionals, and contributed enormously to the communities they served. I hope you’ll raise your glass with me to recognize my friends Nathan Einstein and Marvin Freedman.

In 1958, Nathan Einstein joined his father-in-law William Rosenfeld in the insurance business in Greenville, SC, establishing Rosenfeld Einstein. In 2012 the firm merged with Marsh & McLennan Agency. Nathan, most recently chairman of Rosenfeld Einstein, has an unequalled work ethic and is committed to education and knowledge. I’ve not worked with another whose love of taking care of his clients is any greater.

Here’s a note I received from Nathan after he read my June 2020 newsletter piece about sales during the pandemic shutdown. “Your message is a real reminder that selling is an “art form.” To be really successful you have to work hard and smart! There are no gifts in our industry. Everything is earned because of skill level and presentation skills.” Nathan lived these words every day in his successful 63-year career.

Marvin Freedman, 91, is retiring after 70 years in the insurance business and five decades running the Anchor Agency. A sign in his office reads, “No one has endurance like the man who sells insurance.” He proved that right!

Marvin dropped out of law school when his father, who sold insurance, died at 53. He had to help his mother support the family. After selling insurance, he joined forces with two other agents and formed Anchor Insurance in 1960 in downtown Albany, NY. Marvin treated his employees like family. When he sold the business in 2016 to Pioneer Bank, the new owners understood that Marvin’s leadership, knowledge, and established client trust were invaluable to assure continuity and success.

Both men are leaving an invaluable legacy. Thank you Nathan and Marvin for mentoring and encouraging me as I’ve grown my business.

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2022 Emily Huling Selling Strategies All rights reserved.