Category: <span>Newsletter</span>

Strategies for Success Newsletter July 2015 Issue 115

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2015 Emily Huling. All rights reserved.

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In this July 2015 issue:

Thoughts from the office
Josmo’s Cafe
Thoughts from home
Stay energized
Emily Live

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Amazing Alaska

From Vancouver BC to Seward AK, our cruise aboard the Celebrity Millenium far exceeded our expectations! We took a helicopter to the Mendenhall glacier and hiked, witnessed ice calvings from Hubbard glacier, saw bears, humpback whales, bald eagles, sea otters, and sea lions. To top it off, John was the sole winner of the cruise Bingo jackpot! We’ve posted a few pictures for you to enjoy!

We hope your summer vacation is full of adventure, wonder, and good fortune as well!

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Thoughts from the office

Are you a judger or a learner?

Two employees have the same job, report to the same supervisor, and have the same years of experience in the position. A recent system upgrade requires extensive training to become proficient. Both employees are given the same opportunity to learn the new applications. That’s where the similarities end.

The “judger” employee says to himself, “I’ll never learn this. It’s entirely different than the old system that works just fine, thank you. I’m going to get behind in my work while I sit in these classes.” Stress builds. Anger and frustration set in. The employee proves himself right – he doesn’t learn the system.

The “learner” employee says to himself, “This new system is different. I mastered the old one and I will master this one.” Eager to learn, this employee has an open mind during the classes, asks questions when he doesn’t understand, and makes notes to refer back.

Back on the job, the judger’s resistance to change and new knowledge takes its toll. He worries about his job, what coworkers think, and what his boss will say. The learner takes his newfound knowledge and uses it to improve job performance, help others when they have difficulty, and enhances his value to the department. His job satisfaction increases.

Changes at growing companies are a fact of life. Are you a judger or learner?

Previously published in May 2007.

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Josmo’s Cafe

Have you been enjoying refreshing summer salads? We have! We served Jessica Seinfeld’s Watermelon Salad with Feta and Basil as a side dish to a yummy shrimp boil. John cooks the shrimp and red potato dish on the side burner of our grill keeping all the heat (and fishy smell) outside. This watermelon salad combines cold watermelon, tangy lime, mild feta, zippy red onion, and fragrant basil. Enjoy!

Josmo’s Cafe recipes are now in category order! We are placing the recipe of the month at the top of the page and also in its proper category. We hope this will help you easily find that recipe you read, liked, and can’t seem to locate!

Please let us know how you like our recipes. We love hearing from you!

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Service Selling Supercharge, a series of audio lessons to write, retain, and grow business continues to benefit insurance professionals. A recent comment from a long-time client…

Dear Emily,

Throughout the years, I have really enjoyed your Selling Strategies newsletters in addition to the Josmo’s recipes and most recently your Super Selling Supercharge. I’ve heard several comments from our employees telling me they not only apply your suggestions in their professional lives but also in their personal lives. It’s one of the best investments our agency has made.

Anne Farley
Vice President, Agency Operations
Jack Rice Insurance

Listen to excerpts from three episodes. Information page lists all 52 episode topics.

Here’s how the program works:

1. You receive 52 service-selling lessons for PL, CL, and Benefits CSRs in three-to-six minute mp3 audio episodes delivered by e-mail on Tuesday mornings.
2. Listen on your own at any time. Provides pre-work for staff meeting discussion or listen together as a group.
3. Tracking form provided for easy note taking, reference, and follow up.
4. Join at any time and receive all past and future episodes.

Affordable for any agency! $104.00 for all 52 episodes. Only one subscription needed per office location. Forward e-mail to all staff. Sign up now

Quantity discounts are available for multi-location agencies, company sponsorships, agency networks, clusters, and alliances. Please get in touch with me to discuss quantity pricing for your organization.

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Thoughts from home
Speaking up makes a difference

Taylor Swift stated her opinion that it is wrong for Apple’s new music service to not pay royalties during a consumer’s three-month trial period. She would withhold her album “1989” from the service. Apple reversed its position and will pay royalties.

South Carolina governor Nikki Haley, in a shift of position, declared that it was time that the Confederate flag be removed from the State House grounds. The change will take the state’s House and Senate approval. If needed, she will call a special session forcing them to resolve it this summer.

Jordan Spieth stated his opinion about the United States Open Chambers Bay Golf Course 18th hole being a Par 4 hole. “I just didn’t know where I could hit that tee shot and be safe,” Spieth said. “So all in all, I thought it was a dumb hole.” Unexpectedly for the fourth round, officials changed the hole from a Par 4 to a Par 5. It was that hole that Spieth birdied to win the tournament.

Moral of the story: If you believe strongly in an issue, speak up! It’s not just celebrities, politicians, or professional athletes who have the ability to spearhead change. We all do.

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Meeting planners Convention and Meeting Topics and Descriptions provide program ideas to make your event a bigger success! These relevant, thought-provoking topics offer how-to strategies for participants to apply back at the office. Popular programs are:

Stop Selling! Essential Strategies to Help Buyers Buy
Modern-Day Management – Get Work Done and Develop People
Polishing the Message and the Messenger
Organic Growth – The Process and Practices of Sustained Success
Strengthening Agency-Company Relationships
How to Become the Agent of Choice
For more information, please get in touch.

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Stay Energized!

July Energizer Minute – You Have the Right to Remain Silent – Get supercharged with Energizer Minutes – one-to-two minute audio stories told by yours truly to energize, invigorate, and inspire!

Stay Educated! The Content Marketer’s Guide to Blogging is a new FREE e-book that teaches the core principles of content marketing (posts, blogs, tweets, newsletters) to help you avoid the common mistakes business owners and marketers make. The author, Ryan Hanley, Head of Marketing for TrustedChoice.com, is the authority on writing and distributing effective social media content. Download your FREE Guide now.

Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.

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Emily Live
· Midwest/Western Regional Farm Bureau Underwriting Conference – Putting Customers First While Protecting Profitability – Jackson, WY – July 14, 2015
· NAPSLO Annual Convention – San Diego, CA – September 9-12, 2015
· Agency Management CIC – Milwaukee, WI – September 23-24, 2015
· Agency Management CIC – Roanoke, VA – October 21-22, 2015
· Private Client – agency consulting and workshops – South Bend, IN – October 26-29, 2015
· Private Client – Building the Business – Madison, WI – November 9-12, 2015
· Private Client – Raising the BAR – Building Agent Relationships While Protecting Profitability – Fargo, ND – November 16-20, 2015

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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.

© 2015 Emily Huling. All rights reserved.

Strategies for Success Newsletter August 2015 Issue 116

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2015 Emily Huling. All rights reserved.

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In this August 2015 issue:

Thoughts from the road
Josmo’s Cafe
Thoughts from the office
Stay energized
Emily Live

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Trip Pictures

We love the Rockies!

John and I combined business and pleasure in July. We were in Jackson Hole WY where I presented a program for a company underwriting manager conference. We then spent time in Colorado and visited Black Canyon of the Gunnison National Park. Here are some favorite pictures from our trip.

Amazing Alaska

From Vancouver BC to Seward AK, our June cruise aboard the Celebrity Millenium far exceeded our expectations! We took a helicopter to the Mendenhall glacier and hiked, witnessed ice calvings from Hubbard glacier, saw bears, humpback whales, bald eagles, sea otters, and sea lions. To top it off, John was the sole winner of the cruise Bingo jackpot! We’ve posted a few pictures for you to enjoy!

We hope your summer vacation is full of adventure, wonder, and good fortune as well!

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Thoughts from the road

Great employees. Which comes first – the chicken or the egg?

I don’t mind long layovers in Detroit. It’s a hub for Delta and their main terminal is sunny with lots of shops and seating areas. I found a deserted gate overlooking a busy tarmac. I was watching workers, planes, catering and luggage trucks come and go. A brightly painted shuttle bus caught my attention.
It was a Delta employee van that was painted in their logo blue and red colors. It had these words boldly painted on the side. “World’s Best Employees on Board.”

“And they are!” I thought to myself. Of all the airlines I use, I find Delta employees the friendliest, most courteous, and overwhelmingly appreciative of their passengers’ business. Gate agents keep passengers informed. They give us frequent and honest updates of the flight and boarding process. Flight crews, including pilots, greet all passengers entering and exiting the aircraft and thank us for our business. Flight attendants work hard to find luggage space and move luggage around to accommodate everyone. Delta still serves passengers pretzels and those yummy Biscoff biscuits. On express flights too short to have cabin service, passengers can help themselves to complimentary bottled water and a snack before they get on the plane. I love to fly Delta!

Back to the employee bus which states “World’s Best Employees on Board.” Which comes first – the chicken or the egg? Does leadership tell employees they are the best and they become that? Or does Delta hire the best and let leadership attitude and actions continually confirm that? My guess is that it’s a combination of the two. The synergy of hiring the right people and providing an environment of friendliness, teamwork, and appreciation is what enables Delta employees to deliver those same standards of service and care to their customers.

Moral of the story. Employees treat customers the same way they perceive they are being treated by company leaders and managers. If customer service is below expectations in your organization, the first place to look is in the mirror.

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Josmo’s Cafe

Blueberry French Toast is the perfect brunch for a weekend crowd. Assemble the dish the night before. Pop it in the oven in the morning. The wonderful smell will get your guests hopping out of bed and at the table! Freshly-made blueberry sauce adds that extra homemade touch. Enjoy!

Josmo’s Cafe recipes are now in category order! We are placing the recipe of the month at the top of the page and also in its proper category. We hope this will help you easily find that recipe you read, liked, and can’t seem to locate!

Please let us know how you like our recipes. We love hearing from you!

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Service Selling Supercharge, a series of audio lessons to write, retain, and grow business continues to benefit insurance professionals. A recent comment from a long-time client…

Dear Emily,

Throughout the years, I have really enjoyed your Selling Strategies newsletters in addition to the Josmo’s recipes and most recently your Super Selling Supercharge. I’ve heard several comments from our employees telling me they not only apply your suggestions in their professional lives but also in their personal lives. It’s one of the best investments our agency has made.

Anne Farley
Vice President, Agency Operations
Jack Rice Insurance

Listen to excerpts from three episodes. Information page lists all 52 episode topics.

Here’s how the program works:

1. You receive 52 service-selling lessons for PL, CL, and Benefits CSRs in three-to-six minute mp3 audio episodes delivered by e-mail on Tuesday mornings.
2. Listen on your own at any time. Provides pre-work for staff meeting discussion or listen together as a group.
3. Tracking form provided for easy note taking, reference, and follow up.
4. Join at any time and receive all past and future episodes.

Affordable for any agency! $104.00 for all 52 episodes. Only one subscription needed per office location. Forward e-mail to all staff. Sign up now

Quantity discounts are available for multi-location agencies, company sponsorships, agency networks, clusters, and alliances. Please get in touch with me to discuss quantity pricing for your organization.

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Thoughts from the office
“91% of Millennials expect to stay in a job less than three years.”

If the frequent job changes of young professionals leaves you scratching your head, read this timely and interesting white paper Is Strategic Job Hopping the New Career Paradigm? authored by Margaret Milkint, Managing Partner, Jacobson, the leading global provider of insurance talent.

Ms. Milkint reveals surprising facts about lifetime earnings and career advancement. She outlines how employers can best evaluate candidates in order to gauge skills and organizational fit. I learned a lot. I know you will as well!

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Association committees and meeting planners

Looking for a fun, engaging, and valuable program for an upcoming event? Some comments from recent presentations:

“Did I see Emily Huling here? I didn’t know she was on the program! I was going to skip this and go to the mall, but I think I’ll stay!”

“When participants leave Emily’s sessions they are high-fiving each other! Her energy and enthusiasm for her material is contagious!”

“Wow, Emily, what a great presentation! I’ve got to tell you that I’ve been coming to this state convention for 15 years and I can honestly say this is the first time I’ve learned anything.”

Check out Convention and Meeting Topics and Descriptions for ideas for your next event. My guarantee – participants will be energized, inspired, and learn strategies to improve performance and results.

For more information, please get in touch.

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Stay Energized!

August Energizer Minute – Check Your Blind Spots – Get supercharged with Energizer Minutes – one-to-two minute audio stories told by yours truly to energize, invigorate, and inspire!

Stay Educated! The Content Marketer’s Guide to Blogging is a new FREE e-book that teaches the core principles of content marketing (posts, blogs, tweets, newsletters) to help you avoid the common mistakes business owners and marketers make. The author, Ryan Hanley, Head of Marketing for TrustedChoice.com, is the authority on writing and distributing effective social media content. Download your FREE Guide now.

Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.

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Emily Live
· Private client – consulting – Phoenix, AZ – August 22-27, 2015, 2015
· NAPSLO Annual Convention – San Diego, CA – September 9-12, 2015
· Agency Management CIC – Milwaukee, WI – September 23-24, 2015
· Agency Management CIC – Roanoke, VA – October 21-22, 2015
· Private Client – agency consulting and workshops – South Bend, IN – October 26-29, 2015
· Private Client – Building the Business – Madison, WI – November 9-12, 2015
· Private Client – Raising the BAR – Building Agent Relationships While Protecting Profitability – Fargo, ND – November 16-20, 2015

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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.

© 2015 Emily Huling. All rights reserved.

Strategies for Success Newsletter June 2015 Issue 114

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2015 Emily Huling. All rights reserved.

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In this June 2015 issue:

Thoughts from the office
Josmo’s Cafe
Thoughts from home
Stay energized
Emily Live

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Thoughts from the office

Don’t air your dirty linen

Since the sale of American Airlines to USAirways was finalized, the two airlines have been integrating their ticketing systems, operations, and frequent flyer programs. Having gone through several other airline mergers and buyouts experiencing frustration and inconvenience, I’ve been delighted with how smoothly this one is going. At least I thought so until a US Airways telephone ticketing agent told me otherwise.

This month, John and I are going on a cruise to Alaska. We are flying to Vancouver, BC from Charlotte and returning from Anchorage. We booked an American Airlines ticket that uses both American and USAirways flights. Currently each airlines’ ticketing agents can see the others’ systems, but can’t make changes or assign seats.

Since we booked the tickets in January, there have been flight changes to our tickets requiring me to call both airlines to adjust flights and reassign seats. As an experienced traveler, I’m used to this and know that it just takes time and patience to sort things out. This was not the case for the USAirways ticketing agent I spoke with. I pleasantly and calmly explained what was going on and what changes were needed. The agent got extremely agitated and said, “This is so screwed up!” He proceeded to rant with details that I neither needed to know nor cared about. I actually had to calm him down and tactfully cut him off!

Moral of the story. Our clients do not need to know the behind the scenes challenges we face. It’s unprofessional and unproductive. Apologize for the inconvenience. Advise how and when the situation will be resolved. Whatever you do, don’t air your dirty linen.

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Josmo’s Cafe

Can’t get to the beach this summer? Not to worry. You can bring a little bit of our beautiful eastern seaboard beaches to your home with Atlantic Beach Pie. It’s the PERFECT combination of cool and creamy citrus flavors in the filing with a crunchy and salty crust. It’s a great dessert to follow one of our favorite Josmo’s Cafe main dishes, Salmon Pesto Packets.

Visit our new and improved website recipe list. Josmo’s Cafe recipes are now in category order! We are placing the recipe of the month at the top of the page and also in its proper category. We hope this will help you easily find that recipe you read, liked, and can’t see seem to locate!

John and I are continually delighted by the mail we receive when you try our recipes. Keep those messages coming!

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Could your staff benefit from a 4-minute weekly message that will increase new business and retention?

Service Selling Supercharge is a series of audio lessons to write, retain, and grow business.

It’s been a delight to hear from so many agents who have been listening to my weekly audio program Service Selling Supercharge.

Listen to excerpts from three episodes. Information page lists all 52 episode topics.

“Every week Emily’s Service Selling Supercharge offers a gem of advice. Our agency is able to center an entire lunch and learn around one week’s audio lesson. Thank you, Emily, for offering yet another great resource to help us improve!”

Sarah Kueffer, CIC, CWCA
Owner
Integrity Midwest Insurance, LLC
Lawrence, KS

Here’s how the program works:

1. You receive 52 service-selling lessons for PL, CL, and Benefits CSRs in three-to-six minute mp3 audio episodes delivered by e-mail on Tuesday mornings.
2. Listen on your own at any time. Provides pre-work for staff meeting discussion or listen together as a group.
3. Tracking form provided for easy note taking, reference, and follow up.
4. Join at any time and receive every past and future episode.

Affordable for any agency! $104.00 for all 52 episodes. Only one subscription needed per office location. Forward e-mail to all staff. Sign up now

Quantity discounts are available for multi-location agencies, company sponsorships, agency networks, clusters, and alliances. Please get in touch with me to discuss quantity pricing for your organization.

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Thoughts from home
Details, details

The Facebook post appeared multiple times on my newsfeed. At every sighting, my mouth started to water. My nose could smell the sugar and cinnamon. I had to try it! I had to taste it! What triggered my culinary appetite so strongly? Pillsbury Grands™ Cinnamon Roll Waffles. I read the short recipe. Buy the cinnamon rolls. Place one roll on a hot, well-oiled waffle iron for 3-4 minutes. Serve with the icing in the package, powdered sugar glaze, or maple syrup. So easy!

Two immediate challenges. We no longer owned a waffle iron and we didn’t have any Pillsbury Grand Cinnamon Rolls. John was equally keen on trying these sooner rather than later. We had to some other shopping to do that morning so we headed out. My 20% off Bed Bath & Beyond coupon in hand, we bought a small Cuisinart waffle iron that looked like the one pictured in the recipe. We stopped at the grocery store where I ran in to pick up the Pillsbury Grands™ Cinnamon Rolls while John waited in the car. Mission accomplished! We couldn’t wait to indulge in this decadent dish.

While I was putting our other purchases away, John got out our new waffle iron, washed it, turned it on, and sprayed it with cooking spray. He hit the poppin’ fresh canister on the edge of the kitchen counter and we heard that familiar happy poppin’ sound. (Don’t you just love that?) John took out the rolls. “Doggone it,” he said, “there’s no icing in here.” “What? No way!” I said and raced into the kitchen. We fished out the paper wrapping from the garbage can. The package label read, “Pillsbury Grand BISCUITS.” Big disappointing bummer. We didn’t feeling like venturing out again, so we grilled up the biscuits and served them with maple syrup. We wouldn’t recommend them, although the buttery and flaky biscuits did look pretty. The best part of the meal was laughing our way through it and knowing that next time I will read the label more closely!

Update: John and I made the cinnamon roll waffles the next weekend. I thought they were great. John not so much. If you do make them, use a teflon-coated waffle iron and spray well before each waffle. They will stick and make a mess of your waffle iron.

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Meeting planners Convention and Meeting Topics and Descriptions provide program ideas to make your event a bigger success! These relevant, thought-provoking topics offer how-to strategies for participants to apply back at the office. Popular programs are:

Stop Selling! Essential Strategies to Help Buyers Buy
Modern-Day Management – Get Work Done and Develop People
Polishing the Message and the Messenger
Organic Growth – The Process and Practices of Sustained Success
Strengthening Agency-Company Relationships
How to Become the Agent of Choice
For more information, please get in touch.

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Stay Energized!

June Energizer Minute – The High Cost of Not Paying Attention – 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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Emily Live
· Independent Agents of Iowa – Young Agent Convention – Kick Your “But” 5 Proven Strategies to Earn More Money – Altoona, IA – June 17, 2015
· Midwest/Western Regional Farm Bureau Underwriting Conference – Putting Customers First While Protecting Profitability – Jackson, WY – July 14, 2015
· NAPSLO Annual Convention – San Diego, CA – September 9-12, 2015
· Agency Management CIC – Milwaukee, WI – September 23-24, 2015
· Agency Management CIC – Roanoke, VA – October 21-22, 2015
· Private Client – agency consulting and workshops – South Bend, IN – October 26-29, 2015
· Private Client – Building the Business – Madison, WI – November 9-12, 2015
· Private Client – Raising the BAR – Building Agent Relationships While Protecting Profitability – Fargo, ND – November 16-20, 2015

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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.

© 2015 Emily Huling. All rights reserved.

Strategies for Success Newsletter May 2015 Issue 113

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2015 Emily Huling. All rights reserved.

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In this May 2015 issue:

Thoughts from the road
Josmo’s Cafe
Thoughts from the office
Stay energized
Emily Live

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Thoughts from the road

Cab Driver Words of Wisdom

Debbie, my airport transportation driver in Kansas City, let me know immediately that it was her third day on the job and she’d be taking really good care of me. Since I’m always interested in why people do what they do, I was happy to have a 30-minute ride to the airport to hear her story. Debbie had just completed two years as a banking call center employee. “What did you learn while you were there?” I asked. Debbie said she’d be glad to tell me but her answers might be surprise me. “That’s even better,” I said. Here’s what Debbie told me.

“I’m a better customer now. When I get really good service, I not only thank the person, I go out of my way to tell his or her boss. Nothing feels better than having your boss tell you, and sometimes your coworkers, that a customer appreciated your good service.

I worked with coworkers who weren’t suited for the job. I wish my employer would have gotten rid of them. Their negativity affected all of us. That’s ultimately why I left – the negative work environment.

My employer offered great training classes. I took advantage of all I could. I knew that whatever I ended up doing, the knowledge that I learned was mine to keep.”

Great reminders for all of us: Be an appreciative customer. A negative work environment drives good employees away. What you learn on the job is yours forever. I can apply all of them. How about you?

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Complimentary Marketing Webinar for Independent Agencies May 13

Interested in learning the ins and outs of creating an effective, well-planned marketing strategy to grow business, nurture clients, and establish your brand?

A respected colleague, Val Jordan, president of AgenciesOnline, is presenting a complimentary webinar that will provide how-to strategies to:

· Develop your agency marketing plan
· Create communication strategies for clients and prospects
· Implement a marketing calendar with clear-cut activities

Many of my clients rely on Val and her team to build a brand, an online presence, and a social media strategy that drives business to their agency. I hope you will take advantage of this learning session on May 13 from 2:00-3:00 EDT. Click to register

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Josmo’s Cafe

We love blueberries! Our friends Pam and Bill brought this dessert to Josmo’s Cafe last month. Bill is the baker in the family and had previously made it with his 10-year-old granddaughter. It’s unique (pour water over it before baking) and fun to make with the little bakers in your family. Blueberry Cobbler

Have your checked out our new and improved website recipe list? Josmo’s Cafe recipes are now in category order! We are placing the recipe of the month at the top of the page and also in its proper category. We hope this will help you easily find that recipe you read, liked, and can’t see seem to locate!

John and I are continually delighted by the mail we receive when you try our recipes. Keep those messages coming!

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Service Selling Supercharge!!!

Would you like to learn proven strategies to earn referrals, how to effectively qualify new business, and approaches to overcome price objections?

This just in from a pleased participant…

As a new independent agent, Emily is accelerating my sales success. Service Selling Supercharge provides valuable weekly lessons to build confidence, differentiate myself, and provide outstanding service to my clients. Also, her self-study program Two Hours to a Winning Sales Plan helped me to develop a structured system that is shortening my selling time. I’m really benefiting from Emily’s learning materials.

Ben Jeffreys
Account Executive/Agent
Laiming Insurance Group

Service Selling Supercharge is series of audio lessons to write, retain, and grow business.

Here’s how the program works:
You receive 52 service-selling lessons for PL, CL, and Benefits CSR’s in three-to-six minute mp3 audio episodes delivered by e-mail on Tuesday morings.
Listen to excerpts from three episodes. Information page lists all 52 episode topices.
Listen on your own at any time. Provides pre-work for staff meeting discussion or listen together as a group.
Tracking form provided for easy note taking, reference, and follow up.
Join at any time and receive every past and future episode.

Affordable for any agency! $104.00 for all 52 episodes. Only one subscription needed per office location. Forward e-mail to all staff.

Quantity discounts are available for multi-location agencies, company sponsorships, agency networks, clusters, and alliances. Please get in touch with me to discuss quantity pricing for your organization.

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Thoughts from the office
You’re better than this.

Julie, an agency owner, receives a phone call from a long-time client. It’s the call no owner wants to hear. “Your company has really screwed up.” Julie listens as the policyholder describes how the renewal of the account with the current carrier is in jeopardy because of errors on the part of Julie’s staff. Instantly Julie says she’ll d look into it and get back to him. Before they hang up, the client had some final words. He simply said, “You’re better than this.”

That statement really got Julie thinking, but her view may surprise you. Julie’s reaction was positive. Julie told me how fortunate she feels that her staff does such a fine job consistently exceeding client expectations that a client would take the time to call and let her know that something has gone wrong.

Julie decided to position it as a success story with an inspiring lesson to the staff. She sent out a message to hold a brief standup meeting. Julie relayed the story. She told the staff that because of the great job they all do, clients hold us to the highest standards. Our challenge is to consistently meet or exceed those standards. I know we all can do it!

Moral of the story. When clients take the time to respectfully tell you you’ve fallen short, you know you’re doing a lot of things right.

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Meeting planners – Young Agent Presentation and Workshop Topics are back by popular demand!
Proven Producer Strategies to Earn More Money;
Kick Your “But” Overcoming the Obstacles to Sales Success;
Polishing the Message and the Messenger.
Get in touch if interested in discussing programs for your event. A complete listing of timely and thought-provoking convention topics and descriptions are also on the page.

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Stay Energized!

May Energizer Minute – Truth or Consequences – 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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Emily Live
· Private Client – Raising the BAR – Building Agent Relationships While Protecting Profitability – Fargo, ND – May 11-15, 2015
· Private Client – consulting – Phoenix, AZ – May 18-23, 2015
· Independent Agents of Iowa – Young Agent Convention – Kick Your “But” 5 Proven Strategies to Earn More Money – Altoona, IA – June 17, 2015
· Midwest/Western Regional Farm Bureau Underwriting Conference – Putting Customers First While Protecting Profitability – Jackson, WY – July 14, 2015
· NAPSLO Annual Convention – San Diego, CA – September 9-12, 2015
· Agency Management CIC – Milwaukee, WI – September 23-24, 2015
· Agency Management CIC – Roanoke, VA – October 21-22, 2015
· Private Client – agency consulting and workshops – South Bend, IN – October 26-29, 2015
· Private Client – Building the Business – Madison, WI – November 9-12, 2015

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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.

© 2015 Emily Huling. All rights reserved.

Strategies for Success Newsletter April 2015 Issue 112

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2015 Emily Huling. All rights reserved.

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In this April 2015 issue:

Thoughts from the road
Josmo’s Cafe
Thoughts from home
Stay energized
Emily Live

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Thoughts from the road

Authentic Happiness

What a thrill to meet one of my thought-leader heroes last month! I had the privilege of hearing Dr. Martin Seligman, the father of the field of positive psychology, authority on the study of well-being, positivity, and happiness, and author of Learned Optimism, speak at the Million Dollar Consulting Convention in Atlanta. He packed a lot of insight and information into one hour. Highlights for you:

· The Theory of Well-Being, what makes individuals, corporations, and communities thrive, is broken down into five areas referred to as PERMA:
-Positive Emotions
-Engagement
-Relationships (positive ones!)
-Meaning
-Accomplishment
Improved well being comes from focusing on what’s good, as opposed to fixing what’s not.
This approach is used as resilience training for the US Army.
· Twitter and Facebook analysis are replacing surveys to measure stress levels and predict heart attacks. Dr. Seligman showed word clouds from men and woman and geographic areas (southern states vs. northeastern states). The contrast of attitude and focus was revealing! Male words spotlighted sex and sports. Female words concentrated on family and shopping. Southern states centered on faith and joy. Northeastern states expressed fierceness and competitiveness.
· A simple daily activity proven to increase personal happiness is to write down three positive things that happened that day before you go to bed. Drifting off with a feeling of well being enhances and promotes continued positive feelings.

Visit the Authentic Happiness website to get your personal PERMA well-being score. Complete various questionnaires to obtain personal insight.

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Josmo’s Cafe

NEW and improved! Nasty winter weather gave me some down time to put the Josmo’s Cafe recipes in category order! As you will see, we are placing the recipe of the month at the top of the page and also in its proper category. We hope this will help you easily find that recipe you read, liked, and can’t see seem to locate!

John and I are continually delighted by the mail we receive when you try our recipes. Keep those messages coming!
This month’s recipe is Dill Pickle Dip. When I read the recipe in the Charlotte Observer, I thought yuk! Two days later, our friends Mary Beth and Rick came to dinner and brought the dip. Mary Beth is a southern gal and thought it sounded great. It was!!

Josmo’s Cafe, named in honor of John’s delicious Josmo’s Cosmo, is the name we use for our in-house entertaining. Our recipes are posted on the Josmo’s Café webpage. Enjoy!

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Service Selling Supercharge!!!

A series of audio lessons every Tuesday morning to write, retain, and grow business!

Hundreds of agents have been listening to Service Selling Supercharge for the past four weeks.
A couple of comments:

“We overwhelmingly love it! We’re using the topic in our weekly meetings to discuss similar situations that have happened to each person.” Agency Owner

“She described me.” CSR sheepishly admitted to her boss after listening to episode 3 on Behavior.

Program overview:

1. 52 service-selling lessons for PL, CL, and Benefits CSRs in three-to-six minute mp3 audio episodes delivered by e-mail.
2. Perfect for independent learning, as pre-work for staff meetings, or listening together as a group.
3. Tracking form provided for easy note taking, reference, and follow up.
4. Join at any time and receive every past and future episode.

The cost: Only $2.00 a week, $104.00 for all 52 episodes. Only one subscription needed per office location. Forward e-mail to all staff.

Quantity discounts are available for multi-location agencies, company sponsorships, agency networks, clusters, and alliances. Please get in touch with me to discuss quantity pricing for your organization.

Listen to excerpts from three episodes. Information page lists all 52 episode topics.

Special April newsletter offer: The first twenty to sign up in April will receive a complimentary copy of the 2014 Energizer Minute Collection CD. This year’s bonus track is 27 Ways to Promote Positive Energy.

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Thoughts from home
“Emily, I really like working for you. You have low standards.”

These are the immortal words of Virginia, my cleaning lady.

“What?” I said feeling insulted. I asked Virginia to please explain. Virginia said that she knows sometimes she forgets to clean something or doesn’t do as good a job on some days as others. She said she appreciates my not making a big deal out of it. She explained that some people she works for drive her crazy with detailed instructions and constantly checking behind her.

In the scheme of things, does it really matter that the top of the refrigerator doesn’t get dusted one week? Or the Endust doesn’t get put away? What matters to me most is that Virginia is reliable, trustworthy, and careful with our belongings. She also does an excellent and consistent cleaning job.

Moral of the story: Before making a big deal out of something and causing unnecessary stress for you and the other person, decide what’s really important.

Originally published in September 2010 newsletter.

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Meeting planners – Young Agent Presentation and Workshop Topics are back by popular demand! Proven Producer Strategies to Earn More Money; Kick Your “But” Overcoming the Obstacles to Sales Success; Polishing the Message and the Messenger. Get in touch if interested in discussing programs for your event.

2015 Convention and Meeting Topics and Descriptions provide program ideas to make your event a bigger success! These relevant, thought-provoking topics offer how-to strategies for participants to apply back at the office. For more information, please get in touch.

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Stay Energized!

April Energizer Minute – The Key to Making Decisions 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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Emily Live
· Agency Management CIC – Little Rock, AR – April 8-10, 2015
· Private Client – agency consulting and workshops – South Bend, IN – April 13-16, 2015
· Private Client – Building the Business – workshops and consulting – Madison, WI – April 20-23, 2015
· Private Client – Raising the BAR – Building Agent Relationships – While Protecting Profitability – Fargo, ND – May 11-15, 2015
· Private Client – consulting – Phoenix, AZ – May 18-23, 2015
· Independent Agents of Iowa – Young Agent Convention – Kick Your “But” 5 Proven Strategies to Earn More Money – Altoona, IA – June 17, 2015
· Midwest/Western Regional Farm Bureau Underwriting Conference – Putting Customers First While Maintaining Profitability – Jackson, WY – July 14, 2015
· NAPSLO Annual Convention – San Diego, CA – September 9-12, 2015
· Agency Management CIC – Milwaukee, WI – September 23-24, 2015
· Agency Management CIC – Roanoke, VA – October 21-22, 2015

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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.

© 2015 Emily Huling. All rights reserved.

Strategies for Success Newsletter March 2015 Issue 111

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2015 Emily Huling. All rights reserved.

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In this March 2015 issue:

Thoughts from the office
Josmo’s Cafe
Thoughts from home
Stay energized
Emily Live

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Thoughts from the office

E-mail embarrassment

The e-mail subject line read “RE: Service Selling Supercharge Q&A.” The sender’s name was an agency owner whose name I recognized. I expected a message asking additional questions about the e-mail I originated. But it wasn’t.

The message did not contain a salutation. I read halfway through and realized I was not the intended recipient. Whoops! It had a list of questions asking internal staff whether they thought this program would be worthwhile. The message ended with a remark specifically about me and my programs. I was happy it was a favorable comment!

I hit reply and wrote, “I don’t think this was intended for me.” I proceeded to answer his concerns and thanked him for the thumbs up testimonial. Totally embarrassed, the agency owner e-mailed back immediately apologizing for the error and noted that he was glad he had given me a positive review.

With a tone of levity, I replied one last time. I said that I had found a new selling strategy – embarrass the prospect into buying!

Ironically, episode 32 of Service Selling Supercharge is Effective E-mail and covers 10 e-mail tips. Tip #9 is “Always double check who you’re sending it to. Programs prefill addresses. I’ve received many that are intended for another Emily.”

If you are interested in dozens of fresh ideas and reminders to improve professional practices and service selling, please sign up for Service Selling Supercharge! Register by March 3 and receive a free gift – the new 2014 Energizer Minute Collection CD! This year’s bonus track is 27 Tips to Promote Positive Energy.

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Josmo’s Cafe

Even though I love biscotti, I rarely make it. In November, I came upon Cranberry Swirl Biscotti in Taste of Home magazine. Not only did it sound yummy, a friend sent us a gift package from Door County, Wisconsin, that included a jar of cherry preserves so I had all the ingredients on hand. The rich flavors of cherry and cranberry with a hint of almond in the glaze makes this the best. I’ve already made a second batch with the other half of the cherry preserves! Enjoy!

Josmo’s Cafe, named in honor of John’s delicious Josmo’s Cosmo, is the name we use for our in-house entertaining. Many of our favorite recipes are posted on the Josmo’s Café webpage. We hope you’ll find one or two to try!

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17 Terrific Tips to be Polished and Professional is the latest addition to the 17 Terrific Tips series. All published 17 Terrific Tips are found on the Free Stuff page of the website. I hope you find all the material useful in your organizations!

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Service Selling Supercharge!!!

For only $2.00 a week, $104.00 for the annual subscription, receive a series of three-to-six minute audio lessons every Tuesday morning to write, retain, and grow business!

NEW! Many agents requested a program Tracking Form for participants to make notes, generate discussion, and aid accountability. I hope you’ll find it useful!

1. Designed for CSRs and Account Managers from Personal Lines, Commercial Lines, and Benefits.
2. 52 service-selling lessons in three-to-six minute mp3 audio episodes delivered by e-mail.
3. Perfect for independent learning, as pre-work for staff meetings, or listening together as a group.
4. Join at any time and receive every past and future episode.
5. Only one subscription needed per office location. Forward e-mail to all staff.
6. Quantity discounts are available for multi-location agencies, company sponsorships, agency networks, clusters, and alliances. Please get in touch with me to discuss quantity pricing for your organization.

Listen to excerpts from three episodes. Information page lists all 52 episode topics.

Sign up by March 3 to receive a gift – the new 2014 Energizer Minute Collection CD! This year’s bonus track is 27 Tips to Promote Positive Energy. CD will be mailed March 6.

I hope you’ll join me for a year’s worth of service selling strategies that are doable, time saving, and can be incorporated into your work routine.

Only $2.00 a week, $104.00 for 52 service-selling lessons! Can you afford not to sign up ?

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Thoughts from home
What was I waiting for?

The wallpaper never was right. It started peeling in the corners soon after it was hung during a remodeling project eight years ago. The seams continued to split with every humid year. A small annoyance that has lasted eight years. I rationalized. No one else noticed since it was in our bedroom. John was not bothered. It was going to be too much of a hassle to fix. Last month, I finally took action. I made a phone call to the professional painter we use. Jack visited the next day to give an estimate to remove the wallpaper and paint the wall. We chose a color. We agreed on a date only two weeks later. In six hours on that date, the job was completed and my annoyance vanished. Just like that.

Moral of the story. Don’t postpone something that is a continual irritation. You’ll probably find, like I did, that the fix will be easier and quicker than you think!

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Meeting planners – 2015 Convention and Meeting Topics and Descriptions provide program ideas to make your event a bigger success! These relevant, thought-provoking topics offer how-to strategies for participants to apply back at the office. Newly written programs are:

Stop Selling! Essential Strategies to Help Buyers Buy
Modern-Day Management – Get Work Done and Develop People
Create Career Success: A Short Course to Advance Professionally
Organic Growth – The Process and Practices of Sustained Success
Strengthening Agency-Company Relationships
How to Become the Agent of Choice
For Young Agent conferences – Polishing the Message and the Messenger; Proven Strategies to Earn More Money; Kick Your “But” – Program Descriptions.

For more information, please get in touch.

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Stay Energized!

March Energizer Minute – Shepherding a Conversation. 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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Since 1994, Selling Strategies’ purpose is to build top-performing sales, service, and leadership organizations. We offer insurance industry expertise to companies, agents, MGAs, industry partners, and service providers.

Our Commitment to Our Clients

We will improve your clients’ experience; grow your top-line revenue, and your bottom-line profit. Together we accomplish this through:

· Strategic planning and implementation
· Leadership and management development
· Business development – marketing, sales, service strategies
· Organization and process improvements
· Individual skill and team development
· Personal coaching

To discuss how to fast forward achieving your goals, please contact me for a complimentary 30-minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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Emily Live
· NAMIC Commercial Lines Underwriting Conference – Putting Customers First While Maintaining Profitability – Chicago, IL – March 4-5, 2015
· Private Client – consulting – Atlanta, GA – March 10-12, 2015
· Private Client – consulting – Phoenix, AZ – March 18-24, 2015
· NetVU Annual Conference – Modern-Day Management – Get Work Done and Develop People – Indianapolis, IN – March 26-28, 2015
· Agency Management CIC – Little Rock, AR – April 8-10, 2015
· Private Client – agency consulting and workshops – South Bend, IN – April 13-16, 2015
· Private Client – workshops and consulting – Madison, WI – April 20-23, 2015
· IIA Iowa – Young Agent Conference – Polishing the Message and Messenger, Proven Strategies to Earn More Money, Kick Your “But” – Des Moines, IA – June 16-17, 2015
· NAPSLO Annual Convention – San Diego, CA – September 9-12, 2015
· Agency Management CIC – Roanoke, VA – October 21-22, 2015

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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.

© 2015 Emily Huling. All rights reserved.

Strategies for Success Newsletter February 2015 Issue 110

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2015 Emily Huling. All rights reserved.

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In this February 2015 issue:

Thoughts from the office
Josmo’s Cafe
Thoughts from the road
Stay energized
Emily Live

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Thoughts from the office
Morning motivation

My paper subject files have been long ignored, so I set aside a day last month to reminisce, rediscover, and purge. Am I glad I did!

In my early years of building Selling Strategies, I attended dozens of sales and motivational programs to gain knowledge and inspiration. I learned from renowned experts Jeffrey Gitomer, Zig Ziglar, Harvey Mackay, and Tom Hopkins. I unearthed a 1996 picture of my friend sales guru Jeffrey Gitomer when he still had hair!

At the Tom Hopkins sales seminar I attended in 1995, participants received a unique gift which I used for many years and kept. It’s a laminated card designed to hang from a shower head. Tom’s Morning Mental Warm-Up© contains nine timeless positive affirmations.

· I will win. Why? I’ll tell you why — because I have faith, courage, and enthusiasm.
· Today, I’ll meet the right people in the right place at the right time for the betterment of all.
· I see opportunity in every challenge.
· I’m terrific at remembering names.
· When I fail, I look at what I did right, not at what I did wrong.
· I have clearly defined goals.
· I never take advice from anyone more messed up than I am.
· I never let a negative thought enter my head.
· I am a winner, a contributor, an achiever. I believe in me.
Why did I ever take these powerful thoughts out of my shower? Bet you can guess where they are right now!

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Josmo’s Cafe

My friend Esty always finds the yummiest and easiest recipes that can serve a crowd! Over the holidays, Esty made our dinner group Oven Baked Fajitas. Another one of Esty’s terrific finds is Braised Mahimahi Puttanesca which we previously featured. Many readers wrote to tell me how much they loved that dish. Both of these recipes envelop the kitchen in tantalizing aromas! Enjoy!

Josmo’s Cafe, named in honor of John’s delicious Josmo’s Cosmo, is the name we use for our in-house entertaining. Many of our favorite recipes are posted on the Josmo’s Café webpage. We hope you’ll find one or two to try!

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17 Terrific Tips to be Polished and Professional is the newest addition to the 17 Terrific Tips series. All published 17 Terrific Tips are found on the Free Stuff page of the website. I hope you find all the material useful in your organizations!

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Service Selling Supercharge™ Weekly Audio Learning Begins March 3

Receive an energy jolt every Tuesday guaranteed to build expertise, enhance job satisfaction, and increase client loyalty! Here’s how it works:

· For 52 weeks starting March 3, you will receive service-selling strategies in three-six minute MP3 audio episodes delivered by e-mail.
· Links to prior episodes included in every e-mail so if you miss one you can catch up easily.
· Only one subscription needed per office location.

Service professionals will learn or reaffirm tips, techniques, and tools to deliver exceptional service to every client, every day. Perfect for independent learning, as pre-work for staff meetings, or listen together as a group.

Listen to a sample episode Qualifying New Business. Information page lists all episode titles.

Annual subscription cost per office location is only $2.00 a week – $104.00 for the whole year.

I hope you’ll join me for a year’s worth of Service Selling Supercharge! 52 weeks of learning delivered to your office that will increase productivity and profit! Can you afford not to sign up?

Sign Up Now

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Thoughts from the road
Talking trash

Remember when recycling started decades ago? That little circular arrow mark with a number in it indicated what and how an empty container could be recycled. If we were interested in recycling our trash, we had to go to some effort to collect, sort, and drive to a recycling center.

Nowadays, our communities make recycling easy. At home, we have a separate container where we can put all recyclables together and simply put it curbside on designated pick-up days. Our collection service recently upgraded from a small bin to a large rolling can to make it even more convenient. In public spaces – streets, airports, malls, museums, and arenas – I see recycle bins right next to trash bins. They are easy to spot. Most are clearly marked RECYCLE HERE.

So why is it that some people don’t recycle when it’s so convenient to do so? After observing and talking trash habits with many people (you’re right, I must not have enough to do), here are my thoughts.

Most people just don’t pay attention. They see a trash bin, don’t read it, and put their empty plastic bottle or newspapers in it. On a positive note, they aren’t littering.

Some people don’t care.

A select few are using it as a political protest. A neighbor said to me, “The government isn’t going to tell me how to throw my trash away.”

Some people are lazy.

Some people and businesses don’t want to pay an additional fee if there is one.

Whatever the reason, if you or your business are not currently recycling, I have one request. Please recycle if and when possible. Research new options and fees because this industry is continually advancing.

An example of this is taking place at my hometown Charlotte Douglas International airport. The airport provides one bin for travelers for both trash and recyclables. The sign on the bin says “You Toss. We Sort.” Using a process called vermicomposting, each day at CLT, 300 pounds of worms in an 8,000 square foot bin munch away on almost a ton of traveler’s waste. Before they make it to the worm bin, compostable items that people go through during a typical day at the airport –food scraps, paper waste, bathroom towels, and plant trimmings – are collected and loaded into a 1,600 square foot pre-composter with odor controls. Now that’s talking trash!

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Meeting planners – 2015 Convention and Meeting Topics and Descriptions provide program ideas to make your event a bigger success! These relevant, thought-provoking topics offer how-to strategies for participants to apply back at the office. Newly written programs are:

Stop Selling! Essential Strategies to Help Buyers Buy
Modern-Day Management – Get Work Done and Develop People
Create Career Success: A Short Course to Advance Professionally
Organic Growth – The Process and Practices of Sustained Success
Strengthening Agency-Company Relationships
How to Become the Agent of Choice
For more information, please get in touch.

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Stay Energized!

February Energizer Minute – Clock Out. 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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Since 1994, Selling Strategies’ purpose is to build top-performing sales, service, and leadership organizations. We offer insurance industry expertise to companies, agents, MGAs, industry partners, and service providers.

Our Commitment to Our Clients

We will improve your clients’ experience, grow your top-line revenue, and your bottom-line profit. Together we accomplish this through:

· Strategic planning and implementation
· Leadership and management development
· Business development – marketing, sales, service strategies
· Organization and process improvements
· Individual skill and team development
· Personal coaching

To discuss how to fast forward achieving your goals, please contact me for a complimentary 30-minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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Emily Live
· Agency Management CIC – Overland Park, KS – February 19, 2015
· NAPSLO Mid-Year Conference – Miami, FL – February 23-25, 2015
· NAMIC Commercial Lines Underwriting Conference – Putting Customers First While Maintaining Profitability – Chicago, IL – March 4-5, 2015
· Private Client – consulting – Atlanta, GA – March 10-12, 2015
· Private Client – consulting – Phoenix, AZ – March 18-24, 2015
· NetVU Annual Conference – Modern-Day Management – Get Work Done and Develop People – Indianapolis, IN – March 26-28, 2015
· Agency Management CIC – Little Rock, AR – April 8-10, 2015
· Private Client – agency consulting and workshops – South Bend, IN – April 13-16, 2015

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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.

© 2015 Emily Huling. All rights reserved.

Strategies for Success Newsletter January 2015 Issue 109

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2015 Emily Huling. All rights reserved.

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Happy New Year!!

In this January 2015 issue:

Thoughts from others
Josmo’s Cafe
Thoughts from home
Stay energized
Emily Live

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Thoughts from others

Aim So High You’ll Never Be Bored

The greatest waste of our natural resources is the number of people who never achieve their potential.

Get out of that slow lane. Shift into that fast lane.

If you think you can’t, you won’t. If you think you can, there’s a good chance you will.

Even making the effort will make you feel like a new person.

Reputations are made by searching for things that can’t be done and doing them.

Aim low: boring.

Aim high: soaring.

In the 1980’s, United Technologies ran inspirational messages on the back page of The Wall Street Journal. I’ve had this one posted in my office all these years.

John and I wish you a year of aiming high and soaring!

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Josmo’s Cafe

Winter is the season to enjoy yummy roasted vegetables. My guide for roasting times and temperature is a Vegetable Roasting Guide from Good Housekeeping magazine. Our holiday guests at Josmo’s Cafe’s have voted Sensational Roasted Potatoes as their favorite. Enjoy!

Josmo’s Cafe, named in honor of John’s delicious Josmo’s Cosmo, is the name we use for our in-house entertaining. Many of our favorite recipes are posted on the Josmo’s Café webpage. We hope you’ll find one or two to try!

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17 Terrific Tips to be Polished and Professional will be sent later this month. You’ll find the four previously published 17 Terrific Tips on the Free Stuff page of the website. Feel free to use the material in your internal and external publications.

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Thoughts from home
Marriage words of wisdom

Themed bridal showers are not new. I’ve been to kitchen, recipe, garden, bath, and lingerie showers. When I received the invitation to my nephew Michael’s fiancée’s shower, I was pleasantly surprised by the hostess’s novel idea.

All the woman in Lucy’s life are to bring words of wisdom for her as she transitions into marriage. Katie described the ritual that will take place. Lucy will sit in the center of a circle surrounded by all of us. Each woman will light a votive candle, hold it, and read to Lucy (in order of her years of wisdom) her advice, wish, or wisdom for Lucy in her marriage. We will then place the candle on the floor so that all the candles surround Lucy. When our thoughts are concluded, Lucy will light a candle and speak to us.

My Recipe for a Happy Marriage came easily for me since I thought about all the things John and I do to have the fun, loving, supportive marriage we’ve had for 14 years.

Always greet your spouse with a huge hug, smile, and kiss.
Set your alarm clocks 10 minutes earlier than you need to. Spend those 10 minutes spooning and encouraging each other for the day ahead.
Always have your spouse’s back. Never speak ill of your spouse to others.
Be patient and understanding with each other’s family. Be sensitive to a history you did not have and may not understand.
Always talk it out. Never leave a conversation or go to bed angry, hurt, or resentful.
Find the humor in life and your journey together. Laugh a lot.
Celebrate special occasions with pizzazz and make great memories.
Have a date night every week. Take turns choosing the activity and give each other 100% undivided attention.
When feeling annoyed with your spouse, it’s probably you that’s having a bad day, not your spouse doing anything different.
Treat your spouse how you would like to be treated. Kind, thoughtful, and loving.
I was thrilled when I read the list to John and he quickly agreed that we do all these things. We never consciously made a list. Our behavior and habits have just evolved over the years.

What do you do in your marriage and family relationships that demonstrate your love and support?

Here’s a picture of the candles from Lucy’s Circle of Transition ritual. It was a beautiful and heartfelt ceremony!

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Meeting planners – 2015 Convention and Meeting Topics and Descriptions provide program ideas to make your event a bigger success! These relevant, thought-provoking topics offer how-to strategies for participants to apply back at the office. Newly written programs are:

Stop Selling! Essential Strategies to Help Buyers Buy
Modern-Day Management – Get Work Done and Develop People
Create Career Success: A Short Course to Advance Professionally
Organic Growth – The Process and Practices of Sustained Success
Strengthening Agency-Company Relationships
How to Become the Agent of Choice
For more information, please get in touch.

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Stay Energized!

January Energizer Minute – What’s your picture? 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.

xxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxxx

Since 1994, Selling Strategies’ purpose is to build top-performing sales, service, and leadership organizations. We offer insurance industry expertise to companies, agents, MGAs, industry partners, and service providers.

Our Commitment to Our Clients

We will improve your clients’ experience, grow your top-line revenue, and your bottom-line profit. Together we accomplish this through:

· Strategic planning and implementation
· Leadership and management development
· Business development – marketing, sales, service strategies
· Organization and process improvements
· Individual skill and team development
· Personal coaching

To discuss how to fast forward achieving your goals, please contact me for a complimentary 30-minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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Emily Live
· Private Client – consulting – Phoenix, AZ – January 12-14, 2015
· Private Client – Revving Up Revenues workshops and consulting – Oklahoma City, OK – January 20-22, 2015
· Agency Management CIC – Overland Park, KS – February 19, 2015
· NAPSLO Mid-Year Conference – Miami, FL – February 23-25, 2015
· NAMIC Commercial Lines Underwriting Conference – Putting Customers First While Maintaining Profitability – Chicago, IL – March 4-5, 2015
· Private Client – consulting – Atlanta, GA – March 10-12, 2015
· NetVU Annual Conference – Modern-Day Management – Get Work Done and Develop People – Indianapolis, IN – March 26-28, 2015
· Agency Management CIC – Little Rock, AR – April 8-10, 2015
· Private Client – agency consulting and workshops – South Bend, IN – April 13-16, 2015

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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.

© 2015 Emily Huling. All rights reserved.

Strategies for Success Newsletter December 2014 Issue 108

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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 December 2014 issue:

Thoughts from the office
Josmo’s Cafe
Thoughts from others
Stay energized
Emily Live

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Thoughts from the office

What does a dollar cost? A customer.

I needed to drop off a package with a pre-paid shipping label at a UPS location. Staples is my normal shipping store, but I had some errands to do at my local community strip shopping center. I had noticed an independent packing and shipping store in this center and thought this would be my opportunity to check it out in my effort to buy local, buy independent.

The store was not well lighted. In fact, it was dark and uninviting. A man without a smile greeted me as I approached the counter. “Do you take UPS pre-paid packages?” I inquired. “Yes. There is a $1.00 charge.” “Really?” I asked. It was his attitude that influenced my reply. “Well I’ll just take it where I don’t have to pay a dollar.” All he said was okay, and I left.

I have a dollar. It’s not about the dollar. How about welcoming me to the store? How about explaining that UPS charges them for pre-paid package pickup and they pass the cost along? How about letting me know it costs a dollar, but since I’ve obviously not done this before, it’s complimentary? There were lots of options for him to create a positive customer experience, but it didn’t happen.

Moral of the story: Before company policy is set, ask yourself what is gained or lost by creating the policy. Is flexibility allowed? Are employees empowered to be make an on-the-spot modification? The businesses that are welcoming, helpful, and grateful are the ones that deserve your business.

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Josmo’s Cafe

Twenty years ago at Christmas time, Sherry Jackson, wife of my boss Steve, gave all the marketing reps at Aetna Life and Casualty a loaf of homemade Strawberry Bread. This easy, pretty, delicious, and moist bread is a perfect holiday gift. I’ve been it making it every year since! Enjoy!

Josmo’s Cafe, named in honor of John’s delicious Josmo’s Cosmo, is the name we use for our in-house entertaining. Many of our favorite recipes are posted on the Josmo’s Café webpage. We hope you’ll find one or two to try!

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The 17 Terrific Tips series will continue in January with 17 Terrific Tips to be Polished and Professional. You’ll find the four previously published articles on the Free Stuff page of the website. Feel free to use the material in your internal and external publications.

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Special notice – December is the last month for the 20th anniversary 20% discount on all learning materials. Do you need more Great Service Sells books for your 2015 Service Selling classes? Could your salespeople benefit from the self-study program Two Hours to a Winning Sales Plan? Do you have managers interested in learning How to be a Better Boss? Order any books and audios by December 31 for 20% savings. Use coupon code HAPPY at checkout to receive your 20% savings.

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Thoughts from others
With the greatest leader above them,
people barely know one exists.
Next comes one whom they love and praise.
Next comes one whom they fear.
Next comes one whom they despise and defy.
When a leader trusts no one,
no one trusts him.
The great leader speaks little.
He never speaks carelessly.
He works without self-interest
and leaves no trace.
When all is finished, the people say
“We did it ourselves.”

Lao-tzu
Tao Te Ching: Verse 17

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Meeting planners – 2015 Convention and Meeting Topics and Descriptions provide program ideas to make your event a bigger success! These relevant, thought-provoking topics offer how-to strategies for participants to apply back at the office. Newly written programs are:

Stop Selling! Essential Strategies to Help Buyers Buy
Modern-Day Management – Get Work Done and Develop People
Create Career Success: A Short Course to Advance Professionally
Organic Growth – The Process and Practices of Sustained Success
Strengthening Agency-Company Relationships
How to Become the Agent of Choice
For more information, please get in touch.

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Stay Energized!

December Energizer Minute – Laugh until you cry 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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Since 1994, Selling Strategies’ purpose is to build top-performing sales, service, and leadership organizations. We offer insurance industry expertise to companies, agents, MGAs, industry partners, and service providers.

Our Commitment to Our Clients

We will improve your clients’ experience, grow your top-line revenue, and your bottom-line profit. Together we accomplish this through:

· Strategic planning and implementation
· Leadership and management development
· Business development – marketing, sales, service strategies
· Organization and process improvements
· Individual skill and team development
· Personal coaching

To discuss how to fast forward achieving your goals, please contact me for a complimentary 30-minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.

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Emily Live
· Private Client – agency consulting, planning, How to Become the Agent of Choice workshops – Blue Ridge, GA – December 9-11, 2014
· Private Client – consulting – Phoenix, AZ – January 12-14, 2015
· Private Client – Revving Up Revenues workshops and consulting – Oklahoma City, OK – January 20-22, 2015
· Private Client – agency consulting – Kansas City, MO – February 18, 2015
· Agency Management CIC – Overland Park, KS – February 19, 2015
· NAPSLO Mid-Year Conference – Miami, FL – February 23-25, 2015
· NAMIC Commercial Lines Underwriting Conference – Putting Customers First While Maintaining Profitability – Chicago, IL – March 4-5, 2015
· NetVU Annual Conference – Modern-Day Management – Get Work Done and Develop People – Indianapolis, IN – March 26-28, 2015
· Agency Management CIC – Little Rock, AR – April 8-9, 2015
· Private Client – agency consulting and workshops – South Bend, IN – April 13-16, 2015

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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 Emily Huling. All rights reserved.

2014 Insurance Business Trends – My Take

Dear Clients and Colleagues,

I hope you are finding 2014 productive and prosperous! I see this year as one of accelerating change. My conversations with insurance professionals from agencies, carriers, MGAs, associations, and network/aggregator group members have been of such interest, I thought they might hold value for you.

Surge in employee retirements. Here are some reasons. 30+ year employees are being offered nice retirement packages; 55+ year-old workers have changing priorities as parent caregivers or spending time with grandchildren; personal events trigger a work-changing decision; owners are selling the business or restructuring for the future.
As retirements increase, the orientation and development of new employees is critical. Does your firm have a purpose, strategy, and methodology to assure continued success? Is there a 30, 60, 90-day checkpoint program to validate a good hiring decision or end a poor one? Do the owners have a successful method of communicating the vision, culture, and history of the business? Are there standards and competency measures to assure education, development, and training are leading to performance excellence? Top firms now have specific positions assigned to lead and coordinate employee development.
Remote workers and flexible scheduling expands. Hip hip hooray for mobile technology, reliable telephone and video conferencing, and the global economy! Valued employees can keep their positions from anywhere in the world. Home-based or distant offices are invisible to clients. Off-site workers feel included in the team.
High-quality employees don’t have to be on your payroll. WAHVE, Work at Home Vintage Employees, is an innovative contract staffing solution that engages vintage professionals who work from home on a full-time, part-time, long-term or short-term basis for insurance firms. Sharon Emek, President and CEO of WAHVE, wrote an interesting blog post about the boomer’s reinvention of retirement called “pretirement.” A career’s worth of knowledge remaining in the industry! How great is that?

Great service sells. You’re not selling a product. You’re selling a relationship. My main street, community-focused agency clients are making Caring Claim Handling their competitive advantage. Is your agency doing all it can to reaffirm value when a client has a claim? Compare your agency claim-handling process to the 10 ideas I recommend in George Nordhaus’ Monday Morning webinar broadcast. It’s a fast-paced, 25-minute program.
Do what you do best and partner for the rest. I love ResourcePro’s tagline – Do What Counts. Why spend time on certain activities when you can partner with experts? Growth organizations spend time on client-focused, profit-producing activities. ResourcePro is the partner of choice used by my clients to drive operations excellence and process efficiency. AgenciesOnline is the one-stop expert in insurance online marketing and communications. Both firms are experiencing enormous increases in clients this year. Smart business decisions!

Speaking of partnerships… If your firm is looking for an experienced guide to help navigate the future, create employee orientation and development programs, or find your competitive advantage, I can help you create your ideal enterprise. Learn more about Selling Strategies or Be the Agent of Choice Consulting Services. Reach me at 888-309-8802 or emily@sellingstrategies.com.

Thank you for your support and business. Wishing you continued success!

Emily