Category: <span>Archives</span>

Archives Newsletter March 15, 2012 By ssadmin 0 Comments

March 2012

Strategies for Success Newsletter March 2012 Issue 75

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2012 Emily Huling. All rights reserved.
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

In this March 2012 issue:

Thoughts from the office
Thoughts from others
Check it out
Josmo’s Café
On the road

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.
Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx
What’s one thing you’d do if you didn’t work so much?
Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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
Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx
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.

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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!

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

Archives Newsletter February 15, 2012 By ssadmin 0 Comments

February 2012

Strategies for Success Newsletter February 2012 Issue 74

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2012 Emily Huling. All rights reserved.
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

In this February 2012 issue:

Thoughts from the road
Did you know…?
Welcome to Josmo’s Café
On the road

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

1. Thoughts from the road

Diffusing anger – what not to do

Charlotte, NC, my hometown airport, is a very busy hub of USAirways. I get to the airport early enough to visit with my airport staff friends, have coffee, and leisurely board the flight. Not so with the majority of my fellow passengers who are making mad dashes to make connections.

On a recent flight to San Diego, I was lucky enough to get a complimentary upgrade to the first row in first class. It was impossible not to watch the boarding process. A business man entered the plane and was pleasantly greeted by the flight attendant. The man screamed, “I can’t believe the incompetence of this airline!” The flight attendant looked directly at the man and firmly said, “Calm down.” The passenger glared at the flight attendant and yelled, “Don’t tell me to calm down. You haven’t been sitting on the tarmac for an hour almost missing this flight!”

I was astonished at what I had witnessed, but not because of the man’s fury at the airline. The flight attendant’s response to this angry passenger demonstrated exactly what not to do. It added fuel to the fire. Instead, his response should have shown empathy. He should have smiled and said, “It sounds like you’ve had a bad experience but I’m glad you’re here. Where are you sitting?” That response would have indicated to the passenger that he had been heard and then shifted the man’s attention to the present.

Communication reminder. The most effective strategy to move a person through anger is to listen, empathize, and shift the conversation to the present.

More examples of “What to Say” instead of “What Not to Say” are found in Great Service Sells Chapter 10.
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx
February’s Energizer Minute

Tune in to hear Put the Jam on First. 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.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

2. Did you know…?

What’s in a name?

The How Stuff Works founder really is a brain!

Marshall Brain is the founder and brains behind HowStuffWorks.com and the Discovery Communications show so many of us love to watch. This smart and creative 50-year old received a B.S. in electrical engineering from Rensselear Polytechnic Institute in Troy, NY and a M.S. in computer science from North Carolina State University in Raleigh, NC. He went on to become an award-winning teacher at NC State. In 1998, he founded HowStuffWorks.com as a hobby. In 2007, Discovery Communications bought it for $250 million. With the gift of making the complex understandable, Mr. Brain now works as a consultant, author, and speaker.

If you’re interested in learning the not-so-obvious meanings of names, there are lots of Internet sources available. www.babynames.com and www.babynameworld.com are two easy-to-use sites I found. Have fun!

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

DIY Group Learning Programs for Producers and CSRs

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.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

3. Welcome to Josmo’s Café

In 2004, John started making a sensational cocktail that was a variation on the traditional Cosmopolitan. Our dear friends, Lisa and Bill, started calling this tasty drink Josmo’s Cosmo, a shortened version of John’s Cosmo. John and I entertain a lot, and before we knew it, our friends were calling our hospitable home Josmo’s Café. We created a logo, a slogan, a wall sign, and a menu format. Over the past seven years, we’ve accumulated a collection of house specialties. At the urging of friends, we’ve decided to compile a cookbook. Just for fun, I thought I’d occasionally share some our favorite recipes in the new Josmo’s Café section of the Selling Strategies website.

This month, we’ll start with our signature house drink, Josmo’s Cosmo, and one of our favorite main dishes, Grilled Garlic Lime Pork Tenderloin.

Enjoy!

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Family and friends that cook together make great food — and even better memories! EH

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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 – New Orleans, LA – February 9-10, 2012
Private client – Alton, IL – February 20-21, 2012
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
NetVU Annual Conference – Anaheim, CA – April 26-28, 2012
AAMGA Annual Conference – San Antonio – May 6-9, 2012
Private client – Appleton, WI – May 23, 2012

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

For Free Stuff, articles, books, and audios to build individual and organizational 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.

Archives Newsletter January 15, 2012 By ssadmin 0 Comments

January 2012

Strategies for Success Newsletter January 2012 Issue 73

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2012 Emily Huling. All rights reserved.
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

In this January 2012 issue:

Thoughts from others
Did you know…?
Thoughts from the office
On the road

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

1. Thoughts from others

I’ve had this inspiring passage hanging over my office desk for years. I hope it will help you kick off a spectacular year!

Believe in Yourself by Jan Michelsen

Dream freely
Envision excellence
Exude enthusiasm
Be inspired
Inspire others
Take pride in you
Recognize inner beauty
Draw on inner strength
Look inside your soul
Create peace
Seek truth
Spread joy
Embark on adventure
Launch new ideas
Think big
Invoke positives
Live fully
Reach out
Aim high
Find happiness
Expect the best
Be the best
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

If you don’t believe in yourself, no one else will. EH

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

2. Did you know…?

I discovered another great find in O magazine! The October 2011 issue featured a piece on Salman Khan, creator of www.khanacademy.com.

With a library of over 2,400 videos covering everything from arithmetic to physics, finance, and history and 180 practice exercises, this site is on a mission to help people learn what they want, when they want and at their own pace. Khan’s purpose is twofold. He wants to provide extra help or challenge kids who may not be getting what they need at school and he wants to reach kids who have no access to this information at all. Google believes in his mission so much that they have invested $2 million to translate the videos into different languages including Spanish, Mandarin, and Hindi.

Look over the vast amount of information on the site. It’s humbling to see how much there is yet to learn.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

January’s Energizer Minute

Tune in to hear Open Hand, Open Heart. 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 by ordering this month’s special product offer outlined below.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Jumpstart 2012 Success with Personal Development Learning Programs

Product Bundle Special – $277.00 retail value for $189.00 + $10.00 S&H – Save $88.00

Great Service Sells – 5 books and 2 CD audio
Compete with Direct Writers – 2 CD audio
Write On! Business Writing for Insurance Professionals – 4 CD audio, slides, handout, quiz

Special Bonus with Product Bundle! Receive these programs FREE:

The Energizer Minutes Collection 2009 and 2010 – audio CD
The Energizer Minutes Collection 2011 – NEW!! – audio CD
The Lost Art of Personal Networking – NEW!! – audio included in the 2011 Energizer Minutes CD

Product Bundle Special – $277.00 retail value for $189.00 + $10.00 S&H – Save $88.00

Click here for more information and to order.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

3. Thoughts from the office

Tips for Job Hunters

Several times a month I receive a job hunter’s resume by e-mail. I review and respond to each one whether I’m impressed or not. A recent inquiry from Diane had all the elements I look for that make me want to root for her and help. Interested in knowing what attracts my attention?

Use a professional personal e-mail address (dianejones6@) and a clear subject line (Job Opportunities).
Tell me how you know of me. “I saw your name while reading the July edition of Rough Notes Magazine.” Diane demonstrated that she keeps abreast of industry news.
Tell me what you want. “I’m looking for new opportunities and wanted to reach out to you to see if you knew of anything or could pass my information along.”
Tell me what you’re looking for. “I’m interested in the following areas: Training/Development; Compliance/Auditing; Consulting/Claims Management.”
This was a nice touch below her signature. “There is no substitute for hard work.” Thomas Alva Edison
Create a resume that illustrates skills, accomplishments, education, areas of expertise that align with what the job seeker is looking for. Diane’s resume did all of that and more. It followed all the current employment practices guidelines, mentioned her solid education that includes a master’s degree, highlighted her four impressive industry designations, and membership in various relevant organizations.

Moral to the story: If we believe the employment statistics, within the next five years most people will be seeking other job opportunities. Keep your resume in mind when deciding where to concentrate your personal development time and career choices.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

Independent Agents of Charlotte – January 10, 2012
Private client – Granite Falls, NC – January 11, 2012
NetVU Principal Connection Webinar – January 12, 2012
Private client – Philadelphia, PA – January 17-19, 2012
Agency Management CIC – Richmond, VA – January 26-27, 2012
Private client – New Orleans, LA – February 9-10, 2012
Private client – Alton, IL – February 20-21, 2012
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
NetVU Annual Conference – Anaheim, CA – April 26-28, 2012

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

For Free Stuff, articles, books, and audios to build individual and organizational 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.

Archives Newsletter December 15, 2011 By ssadmin 0 Comments

December 2011

Strategies for Success Newsletter December 2011 Issue 72

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2011 Emily Huling. All rights reserved.
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

In this December 2011 issue:

Thoughts from home
Did you know…?
Thoughts from the office
On the road

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

December 2011 Amazing Offer on DIY Learning Programs

For the first 27 Growth-Oriented Agencies

Buy any one of these results-producing programs:

Great Service Sells
Two Hours to a Winning Sales Plan
Selling in a Hard Market

Receive all these FREE gifts:

Write On! Business Writing for Insurance Professionals – audio CD, handouts, PowerPoint™, quiz
The Energizer Minutes Collection 2009 and 2010 – audio CD
The Energizer Minutes Collection 2011 – NEW!! – audio CD
The Lost Art of Personal Networking – NEW!! – audio included in 2011 Energizer Minutes CD

Click Store button to visit Emily’s Product Store

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

1. Thoughts from home

What’s the responsibility of experts?

Several years ago, John and I remodeled our master bathroom on the second floor. Keeping with our home’s southwest style and colors, we installed a beautiful custom tile shower. John and I designed the shower with the help of an interior design consultant. Because of the custom design and the odd shape of floor, it was necessary for our tile installer to use a rubber membrane over concrete for the floor liner. Over the course of two years this rubber floor liner failed twice, causing water damage to the ceiling below. Each time the floor had to be ripped out and replaced after minor design changes.

So what went wrong not once, but twice? We asked our professional tile installer Phil who is a good guy and has been installing tile for more than twenty years. Phil answered. “Well,” he slowly started, “I knew that design wasn’t right.” “What?” we replied. “Why didn’t you tell us at the beginning? And then why didn’t you tell us after it leaked the first time?” Silence. “Well, I was hoping it would be OK.” Obviously it wasn’t.

Moral of the story: Whether a tile installer or insurance professional, customers rely on service providers’ knowledge, expertise, and the willingness to offer advice. A professional’s responsibility is to speak up to avoid future problems including financial and physical loss.
Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

2. Did you know…?

Executive Book Summaries (www.summary.com) makes a perfect holiday gift for learning-minded business professionals. I’ve been a subscriber for fifteen years. Back then, the monthly summaries came in the mail to be stored in a three-ring binder. Now my subscription automatically downloads to my Kindle (or any other mobile device) and can either be read or heard in audio. As a bonus, subscribers have access to webinars with top authors, free newsletters, and author interviews. Past summaries are archived in their online library. I have the $199 Premium Online plan. Plans are also available at $99 and $229.

Why not treat yourself or someone else to a gift that challenges the mind?
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx
Take time every day to learn something new. EH

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

December’s Energizer Minute

Tune in to hear Learning How to Fall. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

3. Thoughts from the office

Inspiring words

With all the travel I do, I rarely buy souvenirs. I’ve found that pictures provide the best remembrance of interesting adventures and good times.

After visiting the Mohammad Ali Center in Louisville, KY, I made an exception. I was captivated by the exhibits and videos that conveyed his remarkable life story. His guiding principles are written on the walls surrounding the displays – respect, conviction, confidence, dedication, giving, and spirituality. What a great choice of words to nourish a meaningful life!

Not only did I buy a beautiful motivational coffee mug to inspire me in my office, I bought a T-shirt that has his powerful words displayed on the back. No doubt Mohammad Ali would be pleased that I’m wearing his message to inspire others.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Coming in 2012 – New DIY Learning Programs to Build WorkPlace Success

Audio Programs

Be a Better Boss: 10 Empowering Strategies to Engage, Encourage, and Energize Employees
Be a Better Producer: 10 Breakthrough Strategies to Build Your Business
Be a Better CSR: 10 Powerful Strategies to Differentiate Yourself and Delight Customers

For Managing General Agents – Book and Audio Program

Raising the BAR: 30 Proven Ideas for MGAs to Build Agent Relationships

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

Independent Agents of Charlotte – January 10, 2012
Private client – Granite Falls, NC – January 11, 2012
NetVU Principal Connection Webinar – January 12, 2012
Agency Management CIC – Richmond, VA – January 26-27, 2012
Private client – Alton, IL – February 20-21, 2012
NAPSLO Mid-Year Leadership Conference – February 29-March 3, 2012
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

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

For Free Stuff, articles, books, and audios to build individual and organizational 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.

Archives Newsletter November 15, 2011 By ssadmin 0 Comments

November 2011

Strategies for Success Newsletter November 2011 Issue 71

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2011 Emily Huling. All rights reserved.
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

In this November 2011 issue:

Emily’s mailbag
Have you read…?
Thoughts from home
On the road

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

1. Emily’s mailbag
Hello Emily!
I’ve been reading your Strategies for Success Newsletters for several years. I admire your thoughts and learning about your adventures.

Based on your recommendation, I’ve read The Go-Giver. It confirmed what I believe in and strive to achieve. However, with what’s going on in my office, I’m conflicted.

I work many extra hours, take very little vacation, work holidays, and never receive a thanks from management. It is very frustrating. I have always had a career and not just a job. Our office has not had a raise since 2009 and morale is very low. Yet, I have always kept the go-giver principle in me without even reading the book all of these years!

In my recent performance review, I was “promoted” to a new title – basically more work, same pay. I was never presented anything in writing, but it was announced at our company Christmas party. It was exciting until I went home and told my wife. She said, “Great, did you get a raise?” Well…umm…I don’t think so…they never said anything. It was not until a couple of weeks ago when I requested new business cards when I received paperwork on my new official title – still without an increase.

My situation is ridiculous. I am fully aware of another promotion within the office with a significant increase. The stress is affecting my physical and mental health.

Sincerely,

Stressed Out

Dear Stressed,

You’re not alone. I’m hearing more and more from dedicated employees who are being asked to do more with no financial reward and, like you, believe there is unfairness going on. Some thoughts:

Take care of yourself. Burnout is real. Feelings that you can’t take it anymore, resentment, unhappiness, and being physically and emotionally distressed are red flags of burnout. Take action now. Some people deal with this by finding a counselor or a personal coach to talk with. Others stop working overtime hours making an extra effort to get their work done in less time. Avoid negative people that fuel frustration – and watch not to become one of the damaging ones.

Find satisfaction elsewhere. It sounds like management in your company doesn’t give you the thanks and acknowledgement that you are seeking. Looking for outside accolades that aren’t going to happen increases stress. Give up expecting it. Look for other areas of satisfaction – clients, coworkers, self-satisfaction. Go the extra mile with a client. Learn something new just because you want to. Make suggestions to improve productivity and cut costs. Show appreciation for your colleagues’ hard work – including your boss. Connecting and contributing enhances personal fulfillment.

Discuss the money issue. Present your position confidently to your immediate supervisor. “I’d like to set up a meeting to talk about my compensation.” When talking about money, have your facts and thoughts together. Know how much more you’ve taken on without additional compensation including accounts, training others, projects, and so on. Use a matter-of-fact, unemotional approach. State the situation and what you’d like to have happen. If your direct supervisor is unable to help, let him or her know you’ll be making an appointment with the next level of management.
It’s important to deal with the issues that bother you. Not doing so hurts you, your family, and your employer.

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

If you don’t like something, take action to change it. EH

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

2. Have you read…?

The Hamster Revolution by Mike Song, Vicki Halsey & Tim Burress

Need tips to manage your time and your e-mail? Written in an easy-to-read parable, we meet Harold who is overwhelmed by e-mail and feels like a hamster on a wheel. This book is full of strategies, tools, and tips to communicate electronically more effectively. Here are a few reminders I picked up:

Increase readability and understanding in e-mails by using bullet points instead of long, wordy paragraphs.
Avoid text message abbreviations. They r confusing 2 readers.
Practice the 24-hour rule. Before sending an edgy e-mail, wait 24 hours.

If you’d like more e-mail tips, I have a list of 20 posted on my website under Free Stuff. It’s item number 12 on the list. www.sellingstrategies.com.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Are you positioned for growth in 2012?

Assess your business growth potential by answering these questions:

Do you have a business plan to communicate to employees the specific action steps for growth?
Do employees develop personal relationships with customers to write additional business and generate referrals?
Does every employee communicate professionally, knowledgeably, and confidently?
Are customer-centric practices consistent both internally and externally?

How did you do?

Emily Huling Selling Strategies provides solutions for workplace success. If your company team is not where it needs to be to reach your 2012 growth and profit goals, we will help you get there.

Business planning facilitation that generates new growth ideas and detailed action plans
Interactive workshops to further understanding of customer needs; how to exceed expectations; how to communicate your unique competitive advantage
Coaching to develop individuals to be their personal best

Please get in touch with me at emily@sellingstrategies.com or 888-309-8802 to discuss how we can work together to achieve your goals.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

November’s Energizer Minute

Tune in to hear Cool Down When Shifting Gears. 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.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

3. Thoughts from home

Treat family like strangers

Just before our flight landed in New York to attend a family celebration, John leaned over and said, “May I remind you of something?” I nodded. “Emily, remember to treat the people you love like strangers.”

The tension in my face and shoulders was that obvious to my husband. I was looking forward to our weekend with my family with apprehension and anxiety. Maybe you can relate. Past encounters were playing in my mind like an irritating song you can’t seem to forget. There were some relatives I was going to be happy to see, others not so much. I was already pushing my own emotional buttons.

If I took my wise husband’s advice and put on my meeting strangers’ personality, I’d be tolerant and patient. I’d be curious without judgment. I took a deep breath, nodded, and knew he was right. It turned out to be a great weekend.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

For Free Stuff, articles, books and audios to build individual and organizational top performance, visit www.sellingstrategies.com .

Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

NAPSLO Committee Day – Dallas, TX – November 14-15, 2011
Private client – Lansing, MI – November 17, 2011
Independent Agents of Charlotte – January 10, 2012
Private client – Granite Falls, NC – January 11, 2012
NetVU Principal Connection Webinar – January 12, 2012
Agency Management CIC – Richmond, VA – January 26-27, 2012

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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

Archives Newsletter October 15, 2011 By ssadmin 0 Comments

October 2011

Strategies for Success Newsletter October 2011 Issue 70

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2011 Emily Huling. All rights reserved.
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

In this October 2011 issue:

Thoughts from the office
Thoughts from others
Thoughts from the road
On the road in 2011

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

1. Thoughts from the office

Isn’t yoga supposed to reduce stress?

I fell in love with Vinyasa yoga on a cruise. When I asked Erica, the instructor, how I could take the practice home with me, she recommended Baron Baptiste’s DVD series. I ordered a DVD directly from his website and all went according to protocol – an automated response, a confirming e-mail, and the product delivered to my mailbox in five days. One small problem though. The DVD came crushed and unplayable. I e-mailed customer service describing the problem and received an automated response that my issue would be addressed within three days. Three days went by, then five, then seven and I heard nothing. I was getting frustrated. Why hadn’t I heard from them? I called and asked if my DVD was being replaced or did I need to send it back or what? The friendly and helpful receptionist said she’d get back to me after she checked with the product manager. She called back later in the day and said the product replacement had been mailed. A few days later I did receive the DVD.

It’s great that the DVD was replaced with no questions. I do the same in my business. One thing could have been improved and I’m sure you all know what it is. I should have gotten a simple follow-up message letting me know how the problem was being remedied. I wouldn’t have had to initiate a follow-up call or spend a minute questioning their customer service standards.

Moral to the story: Don’t keep customers guessing. Let customers know you value their business by keeping them apprised of the situation.

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

What one thing can you do to improve your customer’s experience?

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

2. Thoughts from others

“Happiness cannot be traveled to, owned, earned, worn or consumed. Happiness is the spiritual experience of living every minute with love, grace and gratitude.”

Denis Waitley, motivational speaker and author

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Are you positioned for growth in 2012?

Assess your business growth potential by answering these questions:

How did you do?

Emily Huling Selling Strategies provides solutions for workplace success. If your company team is not where it needs to be to reach your 2012 growth and profit goals, we will help you get there.

Please get in touch with me at emily@sellingstrategies.com or 888-309-8802 to discuss how we can work together to achieve your goals.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

October’s Energizer Minute

Tune in to hear Poor Choice. 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.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

3. Thoughts from the road

Reliving a painful learning experience

The memory – no, the nightmare – washed over me as soon as I saw the sign. Walking by the Royal Sonesta hotel in Boston this summer transported me back to New Orleans when I was 25 years old. My ex-husband, Chris, and I were sitting in the lobby of the French Quarter Royal Sonesta people watching while waiting to take a Gray Line bus tour of the area. A woman who appeared to be about 40 years old and a much, much older man were walking toward me. By their body language I could tell they were married. I leaned over to Chris and whispered, “She must have married him for his money.” She walked by, looked me straight in the eye, and said, “No, I didn’t.”

Dumbfounded and embarrassed, my jaw dropped. I didn’t know what to say. Luckily, they kept walking. But that’s not the end of it. They were on our bus tour!

They boarded the bus first. Before I took my seat, I took a deep, deep breath and ventured over to them. I looked her square in the eye and apologized for my unkind remark. She was so gracious. She smiled and told me she hadn’t heard exactly what I said, but that she knows that strangers think mean and insensitive thoughts about her and her husband.

Lessoned learned: It’s bad enough we think mean thoughts, but allowing them come out of our mouths is unforgivable.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

For Free Stuff, articles, books and audios to build individual and organizational top performance, visit www.sellingstrategies.com .

Share any of my free stuff, articles, or newsletter content as long as proper credit is included.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

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

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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

Archives Newsletter September 15, 2011 By ssadmin 0 Comments

September 2011

Strategies for Success Newsletter September 2011 Issue 69

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2011 Emily Huling. All rights reserved.
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

In this September 2011 issue:

Thoughts from the office
Did you know…?
Thoughts from home
On the road in 2011

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

DIY Group Learning Programs for Producers and CSRs

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.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Don’t let hard-earned and valuable skills go to waste. EH

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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?

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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

Archives Newsletter August 15, 2011 By ssadmin 0 Comments

August 2011

Strategies for Success Newsletter August 2011 Issue 68

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2011 Emily Huling. All rights reserved.
xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

In this August 2011 issue:

Thoughts from the home
Thoughts from others
Thoughts from the office
Have you read…? Follow up
On the road in 2011

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

1. Thoughts from home

Becoming a “Yes” Woman

I’m not a huge Jim Carrey fan. Most of his movies are too silly for my taste. But there are a few that have provided me laughter and thoughtful reminders about life. Yes Man, a romantic comedy, is one of them. Carrey’s character, Carl Allen, is stuck in a rut and negative about life. He enrolls in a personal development course that recommends saying yes to everything. Carl takes this advice to heart and discovers the power of “yes” in career, friendship, and love.

I can identify with the Carl. It’s tempting to say “no” to activities, opportunities, and invitations especially when I’m tired or feeling overwhelmed after a long week of work and travel. But saying “yes” is exactly what I need.

Thought for the day: Next time you feel like saying “no” to having lunch with a co-worker, playing a game with a child, going to a movie, or taking a walk with friend, say “yes” instead. As Carl discovers in the movie Yes Man, you’ll never know where it leads.

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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, creating 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 and a complimentary copy of The Energizer Minute Collection.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

2. Thoughts from others

On contentment

“Contentment is by definition not thought out. It is offered only to those who are ready to receive. It is a subtly graded sensation, heightened by its moderation rather than its intensity, causing one to marvel that a moment so simple and ordinary could be so fine. Those moments are recognizable by the joy and peace built in, by freedom from the pressing need to fix or mend a problem, an injury or hurt. These are the moments of acceptance, of living, of observation, of freedom from worry, valued for the infrequency of their appearance. And these gifts, when they appear, just as quickly disappear if not recognized immediately for what they are. For here is the deceit – they are so normal in their trappings that they appear to be devoid of value until the last moment. In the end, it comes to most of us that suspending the need to save the world from time to time may be required to savor it.”

From The Book of Choices by Mike Magee, MD

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

August’s Energizer Minute

Tune in to hear A Shift in Gift Giving. 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.

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Special announcement!! The wholesale insurance industry has a new publication call WIN – Wholesale Insurance News! I’m thrilled to have an article in the May 2011 inaugural issue, page 18, called Underwriting the Customer Relationship. And check out the new slick format to read this online magazine! Sign up for your free online subscription.

Here’s the link

http://www.nxtbook.com/nxtbooks/naylor/AMGQ0211/#/20

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

3. Thoughts from the office

Results and Rewards

“That’s the best $7200 I ever spent!” exclaimed Paul, the owner of a main-street agency in a small mid-west community. Paul and I work together twice a year by phone to keep his business moving forward.

From May through September 2010, a normally slow time in the office, Paul challenged his three agency staff people to a sales challenge. The finish line was simple and clear. Each person had to produce 24 new home and auto, 9 new commercial, and 9 new life policies. The reward was simple and clear. Whoever achieved their goals would be invited with their spouse on a three-day trip to stay at the Sonoma Inn in Sonoma, CA. The result – they all made the trip! In March 2011, all four couples had a rousing time in the northern California wine country.

Paul told me the benefits of both the contest and the trip far exceeded his expectations. Focused teamwork, improved morale, customers being better served and protected, and family recognition were all advanced during this event. His greatest challenge now – how to top it!

How are you investing in your business to improve results and relationships?

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Shared experiences make memories. EH

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

4. Have you read…? Follow up

Last month I suggested a book for readers who are dealing with the search for retirement communities for aging loved ones. It’s titled Where Should I Retire? A Guide to Continuing-Care Communities by Bernice Hunt.

Thanks to the many folks who wrote and shared with me some of their experiences and other resources. Here’s another one I want to pass along. Caring for Aging Loved Ones is the “Official Book of The Focus on the Family Physicians Resource Council.” One of the editors, Robert Riekse, Ph.D. is the father of a client, Jon Riekse, a senior officer at Auto-Owners Insurance. It’s a terrific book! The cover calls it “A lifeline for those navigating the practical, emotional, and spiritual aspects of caregiving.” I couldn’t agree more. In thirty minutes, I picked up several very important concepts to aid me in this process.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

Feel free to share any of my free stuff, articles, or newsletter content as long as proper credit is included.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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 – Brenham, TX August 22-25, 2011
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 10-12, 2011
Next Generation Leadership Workshop – San Diego, CA October 10, 2011
Private client – New York City, NY October 27-29, 2011
Private client – Lansing, MI November 17, 2011

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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

Archives Newsletter July 15, 2011 By ssadmin 0 Comments

July 2011

Strategies for Success Newsletter July 2011 Issue 67

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

In this July 2011 issue:

Thoughts from the road
Have you read…?
Thoughts to ponder – follow up
On the road in 2011

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

1. Thoughts from the road

Airline Efficiency

No, that’s not a misprint. It happened on my flight from Charlotte to Orlando to attend the NetVU conference in April. We had clear weather and a plane at the gate. The posted on-time departure actually looked realistic. Except for the third critical factor in getting us off the ground – the crew.

Ten minutes before boarding, the gate agent announced the status of the flight. Our crew was on a delayed flight which was due to arrive in about thirty minutes causing a delay in our departure time. Bummer. Two minutes later, the gate agent came back on the public address system. “Great news,” she said. “We have a crew with a long layover here who are available to get your plane ready to go and get you boarded. By the time your crew arrives, we’ll be all set to go.” Wow! Everyone at the gate cheered.

Experiencing a back-up plan that worked seamlessly made we wonder how many insurance operations have effective customer service back-up plans if an employee is unexpectedly unavailable. Can one employee easily step in to another’s role? What standards should be followed to be certain customers are taken care of and important issues are not missed?

Suggestion: Make this an agenda item at your next meeting. Discuss strategies to create a back-up plan that works well for customers and employees. If your office has one, take a moment to revisit it and make any adjustments necessary.

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

The link to view our Yellowstone National Park trip pictures did not work in the last issue. Sorry about that. Here’s the link again. Yellowstone Pictures Another way to access the link to the pictures is from the About Emily page on the website.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

2. Have you read…?

What a learning experience it has been helping my mother, age 84, and her long-time significant other, Matt, age 89, choose a continuing care retirement community (CCRC). I couldn’t have gone through the process without the help of the book by Bernice Hunt titled Where Should I Retire? A Guide to Continuing-Care Communities. This primer provided the basis for our search – understanding the options, terminology, and what’s important to pay attention to for both the short-term and long-term.

It was written in 2006 so it’s a little dated on the CCRC options (there are many more now), but the factors to consider, the questions to ask, and the checklists provided are invaluable. The expression on the faces of the CCRC marketing people as we talked and questioned them was a testament to how well prepared we were.

The book can be purchased online through Barnes and Noble or Amazon.com.

On a personal note, Mom and Matt, who have lived in Sun City, AZ for over 20 years, made a sound choice for themselves. They’re moving to a beautiful independent living apartment at the The Forum at Desert Harbor in Peoria, AZ. If you are going through this process, I’d be happy to share my newfound knowledge. Please don’t hesitate to get in touch.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

July’s Energizer Minute

Tune in to hear Let There Be Light. 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.

Xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Here’s the link

http://www.nxtbook.com/nxtbooks/naylor/AMGQ0211/#/0

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

3. Thoughts to ponder

Get it or earn it? The follow up

Last month, I relayed the tale of Ron and Joe. Ron, a new agency producer, was hired knowing he had to earn his private office space by meeting a production threshold. After a month, Ron asked Joe, the agency owner, if he could have that office immediately stating that a private space was needed to enable him to reach his goals. (For the whole story, see the June 2011 issue archived on www.sellingstrategies.com under Newsletters.)

“Earn it, Ron,” was the unanimous feedback from the six readers that responded. One reader put it this way. “An office does not a salesperson make.” A couple of readers encouraged Ron to keep his eye on the prize, that goals are not met by your surroundings but rather what you are willing to put into the job.

My view: I totally agree with the readers that said Ron should not get his own office at this time. I would like to add some additional thoughts as to why it’s not a great idea now or maybe never.

As a new producer, whether seasoned or inexperienced, Ron needs to be “on the floor.” By sitting among CSRs and account managers listening and observing, Ron can hasten his learning about agency standards, procedures, coverage, carriers and clients. In fact, many agencies today are making CSR work an integral part of a producer training program.
How much should Ron be in the office? Sales technology and tools are mobile now. Has Joe equipped Ron with the means to work wherever and whenever he wants?
Successful producers know that being in the office too often means they aren’t with clients or attending networking events. Too much office time means distractions and getting involved with service issues when there is staff to do that job.
Who are Ron’s producer role models? Are the producers Ron wants to emulate order takers who sit in their comfortable offices waiting for the phone to ring?

The environment for producer success has changed with mobile computing, social networking, virtual learning, and new and different views of a positive workplace environment. Perhaps Joe should never have made the office a prize. Rethinking what makes producers successful in this new world is a must for every agency owner.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Never be afraid to ask “Why?” “Why not?” and “What if?” EH

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

Apply Coupon Code NEWS11 to receive a 20% discount on all online product orders.

Receive a complimentary copy of The Energizer Minute Collection CD on product orders over $50.

Feel free to share any of my free stuff, articles, or newsletter content as long as proper credit is included.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Two Hours to a Winning Sales Plan

New Audio Sales Program for Producers is Now Available for Purchase

Few producers follow a step-by-step program for sales success. In less than two hours, producers can create a winning sales plan by listening to audio and using downloaded materials. This fast-paced, detailed instructional guide includes:

5 key commitments of all winning producers
10-point quiz to assess your current plan and process
How-to instructions to create your personal sales plan which includes a situation analysis, personal mission statement, strategies, goals, and activities
Supporting resources to download include a sample plan, prospect tracking sheet, client visibility chart, sales activity sheet

Use Coupon Code NEWS11 to receive a 20% discount and a complimentary copy of The Energizer Minute Collection.

For more information and to order your copy Click Here.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

Agency Management CIC, Tempe, AZ July 14, 2011
Private client – Brenham, TX August 22-25, 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 10-13, 2011
Private client – New York City, NY October 27-29, 2011
Private client – Lansing, MI November 17, 2011

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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

Archives Newsletter June 15, 2011 By ssadmin 0 Comments

June 2011

Strategies for Success Newsletter June 2011 Issue 66

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

In this June 2011 issue:

Thoughts from the road
Thoughts from others
Thoughts to ponder
On the road in 2011

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

1. Thoughts from the road

Experiencing America the Beautiful

John and I love road trips. Since his 7200 mile Retirement Victory Lap in 2009, we’ve been itching to get back on the highways and byways of America. Just last month we completed a two-week National Park tour in Colorado, Utah, and Wyoming.

We knew upfront that visiting Yellowstone National Park in early May was questionable. Because of its long, cold, snowy winter, roads and park gates can close without warning. We knew we’d have to be flexible.

With that in mind, we weren’t surprised to learn that the east gate, the quickest exit to our next stop, Cody WY was closed due to an avalanche. Lucky for us the northeast-gate road just opened the day of our departure. Since we hadn’t planned on taking that route, we weren’t prepared for the breathtaking beauty of our ride along Yellowstone Lake. It felt like a bobsled course. Stacked and packed pure white snow from recent road plowing surrounded us, creating an amazingly pristine and beautiful ride. And if that weren’t spectacular enough, our exit took us through Chief Joseph Scenic Byway, the most jaw-dropping scenery we’ve ever seen. The kind of beauty that chokes you up.

If you’d like to experience our amazing national parks and learn about their history in the comfort of your home, seek out the DVDs of Ken Burns’ The National Parks America’s Best Idea. Program information can be found at www.pbs.org.

We’ve posted a few of our favorite National Park trip pictures on the website. Click on Yellowstone_2011_Pictures to view. If you’d like to see more pictures, friend me on Facebook to access our photo albums.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Two Hours to a Winning Sales Plan

New Audio Sales Program for Producers is Now Available

Orders placed through June 30 using Coupon Code NEWS11 will receive a 20% discount and complimentary copies of Kick Your “But” and the Energizer Minute Collection.

For more information and to order your copy click on this link Sales Program Information Page.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

2. Thoughts from others

The Water Pot – A tale worth repeating

A water bearer in India had two large pots, each hung on each end of a pole which he carried across his neck. One of the pots had a crack in it, while the other pot was perfect and always delivered a full portion of water.

At the end of the long walk from the stream to the master’s house, the cracked pot arrived only half full.
For a full two years this went on daily, with the bearer delivering only one and a half pots full of water to his master’s house. Of course, the perfect pot was proud of its accomplishments, perfect to the end for which it was made. But the poor cracked pot was ashamed of its own imperfection, and miserable that it was able to accomplish only half of what it had been made to do.

After two years of what it perceived to be a bitter failure, the cracked pot spoke to the water bearer one day by the stream. “I am ashamed of myself and I want to apologize to you. I have been able to deliver only half my load because this crack in my side causes water to leak out all the way back to your master’s house. Because of my flaws, you have to do all of this work, and you don’t get full value from your efforts.

The water bearer said to the pot, “Did you notice that there were flowers only on your side of your path, but not on the other pot’s side? That’s because I have always known about your flaw. I planted flower seeds on your side of the path, and every day while we walk back from the stream, you’ve watered them. For two years I have been able to pick these beautiful flowers to decorate my master’s table. Without you being just the way you are, he would not have this beauty to grace his house.”

Moral to the story: Each of us has our own unique flaws. We’re all cracked pots. But it’s the cracks and flaws we each have that make our lives together so interesting and rewarding. You’ve just got to take each person for what they are, and look for the good in them. Remember to appreciate all the different people in your life.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

June’s Energizer Minute

Tune in to hear Good Deeds Bounce Back. 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.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Interested in adding more value to your workplace? Read my article Rate Your Value to Your Agency in the May 2011 Rough Notes magazine. Go to www.roughnotes.com, launch the May 2011 issue and enter page 140.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

3. Thoughts to ponder

Welcome to our newest newsletter category! I hope the issues presented are an impetus for good and thoughtful conversation.

Get it or earn it?

Joe, the independent agency owner, wanted to try something different to motivate Ron, his newest producer hire. Remembering his life insurance career beginnings where you paid your way, pulled your weight, and earned your stripes from the get go, Joe thought he’d try a similar strategy with Ron.

In order for Ron to have an enclosed office space, he had to earn it. The agency currently had four producers who each had an office from the start. But until Ron reached a specific revenue threshold, he would be working from a cubicle on the floor sitting among the service staff. He had been told this upfront before he was hired.

Having never worked in an insurance agency, Ron took the job without questioning this arrangement. After a month, Ron approached Joe and said he needed the privacy of an office in order to reach his goals, not the other way around. Ron said getting the office now, not later, validated the agency’s belief in him, thus reinforcing his confidence.

What do you think the owner should do? Do you think Ron should get the office now or have to earn it? Why?

Your feedback and comments will be in next month’s issue.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Decisions and flexibility often conflict. EH

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

Apply Coupon Code NEWS11 to receive a 20% discount on all online product orders.

Receive a complimentary copy of The Energizer Minute Collection CD on product orders over $50.

Feel free to share any of my free stuff, articles, or newsletter content as long as proper credit is included.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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.

Vertafore Industry Forum – Boston, MA June 16-17, 2011
AASCIF Annual Conference – Isle of Palms, SC June 19-22, 2011
Agency Management CIC, Tempe, AZ July 14, 2011
Private client – Brenham, TX August 22-25, 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
Private client – New York City, NY October 27-29, 2011
Private client – Lansing, MI November 17, 2011

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

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