Category: <span>Newsletter</span>

2013 Newsletter March 15, 2013 By ssadmin 0 Comments

March 2013

Strategies for Success Newsletter March 2013 Issue 87

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2013 Emily Huling. All rights reserved.

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In this March 2013 issue:

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

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1. Thoughts from home
Giver’s Remorse

You’ve heard of buyer’s remorse – sorry that you bought it. Maybe you’ve experienced seller’s remorse – you sold something and realized you could have charged more. On Valentine’s Day, I had a terrible of case of giver’s remorse – convinced my gift wouldn’t be liked.

I came home from Shreveport very late the night before Valentine’s Day. I’m rarely home on sweetheart holiday itself, but since I was John made the day extra special. Blurry eyed, I rolled out of bed and stumbled to the coffee. John already had strategically placed three cards and two gifts. What a great way to start my day – Godiva chocolates and a bottle of fine wine! (I did wait until evening to enjoy.)

I had bought John’s gift based solely on a review I read and ordered it online. John loves graphic novels. His favorite series is Neil Gaiman’s The Sandman which he has reread several times. I thought my gift, Building Stories, by Chris Ware would be perfect. It was described as a newfangled type of graphic novel and looked intriguing. But when I gave it to him after receiving the perfect gifts he had given me, I started experiencing giver’s remorse. I don’t have many unverbalized thoughts, so I started rambling “Why did I buy this for you? It’s not what I expected. You’re not going to like it.”

John confirmed why I love him so much. He started smiling and laughing. “Geez, Emily, give me a chance to decide for myself. It looks like a great gift. Why are you planting all those thoughts in my head?”

Lesson learned: Don’t waste any time having or expressing giver’s remorse!

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Now Available! Touchpoints Series 3-CD Audio Set

What’s a Touchpoint? A touchpoint is a moment of contact with another person. Each connection, no matter how brief, will influence the relationship and business result. These Touchpoint Audio Programs offer innovative perspective and countless personal development and business-building strategies.

Touchpoints for Managers: Improving Employee Satisfaction and Productivity Valued, encouraged, and intellectually stimulated employees are productive employees. Learn dozens of fresh management strategies that heighten employee fulfillment and drive productivity and profits.

Touchpoints for CSRs: Creating Client Connections We are living in a new and demanding world of client expectations. Are you keeping up with what clients require and count on? Advance your level of customer service by implementing both proven and novel ideas.

Touchpoints for Producers: Savvy Selling Strategies Superstar producers follow a specific formula to achieve high hit-ratios, superior retention, and steadily increasing revenues. Discover the strategies that will lead you to exceptional long-term results.

The Touchpoints Series is only sold as a set for $199.
Order by April 1, 2013 and save 20%. Use coupon code NEWS when checking out.
You will receive three hours of insurance-specific, real-world examples and how-to strategies to make your client connections meaningful and profitable. That’s an investment of about $50 an hour! Your ROI will most likely occur while listening to the first track!

As an added bonus, all orders will receive the priceless 2012 Energizer Minute Collection CD that includes 27 Quick Tips for Business Success!

View Details with Link to Purchase

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2. Thoughts from the road
Cab Driver Wisdom

As soon as I spotted the cab pulling up to the Embassy Suites in Omaha, I knew I was in store for a unique experience. The cab was spotless. It looked like a private limousine, not a public taxi. The driver bounded out of the car with a broad smile, introduced himself, shook my hand and welcomed me as if I were a regular customer. After expertly seating me and storing my luggage we were off for our 30-minute ride to the airport.

I immediately asked Curtis to tell me about himself, but I don’t think he needed to be prompted. Curtis told me that he’d been driving a cab for 20 years and has two children. His son just received his master’s degree in engineering and his daughter graduated from college. “Wow,” I uttered with a note a surprise. “Don’t be fooled by my driving a cab. I have a great business.” Curtis went on to tell me that he is the go-to cab driver for several hotels. He has created a network of dozen other cabs that he can call on if his business is overloaded. To be part of his referral network, those drivers must deliver the same reliable, clean, and courteous service that he provides. As he was talking, I realized what a major influence Curtis has on others’ self-esteem and financial success. “What’s your secret to getting your network on board with your high standards?” I asked.

Curtis shared the three rules that he lives by and regularly reinforces with his successful children and network of cab drivers.

You can be anything you want. There are no limits.
Set your own personal standards and uphold them at all times.
Surround yourself with only those people that have those same standards.

What a better place the world would be if we all followed Curtis’s sound and simple rules to live by!

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Give your best to the world and the world will give its best back to you. EH

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3. Josmo’s Café

John and I love to have friends come for brunch especially in the winter. We have large picture windows, a striking view, and very reliable North Carolina blue skies. The sunshine beautifully complements our signature, impressive dish Grand Marnier French Toast, a scrumptious orange-flavored French toast that has become a Josmo’s Café favorite. Josmo himself is the chef! We add mimosas, sweet apple-maple chicken breakfast sausage, and a big bowl of assorted berries. Enjoy!

To learn the history of Josmo’s Café and access more café recipes, visit Josmo’s Café!

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Professional Impressions – Everyday Practices Are Critical to Success. Read my newest Rough Notes article and do a self-check. Better yet…use the article in a staff meeting to be sure everyone is up to speed!

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4. Stay Energized!

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

March Energizer Minute – Get supercharged with Energizer Minutes – one to two minute audio stories told by yours truly to energize, invigorate, and inspire! Click to hear Everything Will Be Fine.

Now available!! The priceless 2012 Energizer Minute Collection plus 27 Quick Tips for Business Success. Receive your complimentary copy on all $50 or more book and audio program orders.

Fast Forward Your Success – Selling Strategies offers strategic planning, workshops, coaching, books, and audio learning materials to build top-performing sales and customer service organizations. To learn more, visit www.sellingstrategies.com or call me at 888-309-8802.

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5. Emily Live

Please get in touch if you want to connect when I’m in your area or if you’re interested in a similar program for your organization.

NAMIC Commercial Lines Conference – Chicago, IL – February 27-March 1, 2013
NetVu Conference – Grapevine, TX – Proven Producer Strategies to Earn More Money and How to Change – Where to Start – March 14-16, 2013
Louisiana Surplus Lines Association Annual Meeting – Effective Selling: Strategies to Grow Your Business – Biloxi, MS – March 20-21, 2013
Independent Insurance Agents of Illinois Management Conference – Employee Engagement: Strategies to Gain Competitive Advantage – Chicago, IL – April 17, 2013 – Open to the public!
Professional Insurance Agents of Indiana Annual Conference – Indianapolis, IN – A Marketing Plan: Your Roadmap to Success and Creating Sales Superstars – May 9-10, 2013
Private client – Great Service Sells – Appleton, WI – May 15, 2013
International Association of Insurance Professionals Annual Convention – Take Charge of Your Career and Time Tactics: Accomplish More, Stress Less – Orlando, FL – June 5-7, 2013
Agency Management CIC – Shreveport, LA – June 26-27, 2013
Agency Management CIC – Kansas City, MO – July 18, 2013

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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.

2013 Newsletter February 15, 2013 By ssadmin 0 Comments

February 2013

Strategies for Success Newsletter February 2013 Issue 86

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2013 Emily Huling. All rights reserved.

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In this February 2013 issue:

Thoughts from the office
Did you know…?
Josmo’s Cafe
Stay Energized!
Emily Live

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1. Thoughts from the office
Do you show up or step up?

Mike has been the co-manager of my favorite grocery store, Harris Teeter, for about two years. This store, only three miles from my house, is a new one that sprouted up a few years ago as our Lake Norman community has grown. Not only is the store convenient, Harris Teeter stocks quality products and most important to me, employs top quality people. Even by Harris Teeter’s high standards, Mike stands out in many ways.

I first noticed Mike because of the spring in his step and the smile on his face as he walks through the aisles. He demonstrates a purposeful conscientiousness as he stops regularly to pull products forward on the shelves. It’s as if he has eyes on the side of his head noticing what could be better for both customers and sales. Mike just doesn’t just show up for work, he steps up when he’s at work.

Morale of the story: We each have a choice as to how we approach our jobs – show up or step up. Which do you choose?

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Our attitude about our work is whatever we deem it to be. EH

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2. Did you know…?
Stay healthy, get healthy

If you’re not affected by the rampant illness this winter, you know someone who is! Like many folks, John and I look for alternatives to prescription and over-the-counter medication to stay healthy and get healthy. It’s easier than ever to obtain hard-to-find alternatives with online buying and stores that now offer homeopathic, holistic, and natural cure products. If you’re interested in learning about natural health remedies, our reference book is Prescription for Natural Cures: A Self-Care Guide for Treating Health Problems with Natural Remedies Including Diet, Nutrition, Supplements, and Other Holistic Methods by James Balch, M.D. and Mark Stangler, N.M.D.

Here’s to your good health!

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3. Josmo’s Café

Brrrrrrr…. February! Not so much in North Carolina, but all my years up north in Beaver Falls, PA and Chicago make me hanker for hot, fresh, homemade soups! Thick and hearty pea soup is one of my favorites and easy to make in a slow cooker. The main ingredients – split pea soup mix and ham bone – come from our local HoneyBaked Ham Company store. My store sells a frozen ham bone for $4.99. There’s always enough meat on it for a sandwich or two before it makes its way into the pot. YUM!

Lots of HoneyBaked™ recipes as well as store locations are found on the HoneyBaked Ham Company website.

To learn the history of Josmo’s Café and access more café recipes, visit Josmo’s Café! Enjoy!

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4. Stay Energized!

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

February Energizer Minute – Get supercharged with Energizer Minutes – one to two minute audio stories told by yours truly to energize, invigorate, and inspire! Click to hear Love is in the Air.

Want to take a one-minute trip to Paris? John posted some of our Christmas in Paris pictures on the website. What a fabulous city even in bone-chilling weather! Click for Paris Pictures

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Coming Soon – New Audio Learning Programs to Advance Workplace Success

Touchpoints for Managers: Improve Employee Satisfaction and Productivity
Touchpoints for Producers: Savvy Selling Strategies
Touchpoints for CSRs: Creating Client Connections

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5. Emily Live

Please get in touch if you want to connect when I’m in your area or if you’re interested in a similar program for your organization.

Agency Management CIC – Little Rock, AR – February 7, 2013
Private client – Sharpening Your Skills – Shreveport, LA – February 13, 2013
Independent Insurance Agents of North Carolina – Spring Conference – Deliver Service that Sells and Protects – February 20, 2013
NAMIC Commercial Lines Conference – Chicago, IL – February 27-March 1, 2013
NetVu Conference – Grapevine, TX – Proven Producer Strategies to Earn More Money and How to Change – Where to Start – March 14-16, 2013
Louisiana Surplus Lines Association Annual Meeting – Effective Selling: Strategies to Grow Your Business Biloxi, MS – March 20-21, 2013
Independent Insurance Agents of Illinois Management Conference – Employee Engagement: Strategies to Gain Competitive Advantage – Chicago, IL – April 17, 2013
Professional Insurance Agents of Indiana Annual Conference – Indianapolis, IN – A Marketing Plan: Your Roadmap to Success and Creating Sales Superstars – May 9-10, 2013
Private client – Great Service Sells – Appleton, WI – May 15, 2013
International Association of Insurance Professionals Annual Convention – Take Charge of Your Career and Time Tactics: Accomplish More, Stress Less – Orlando, FL – June 5-7, 2013

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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.

2013 Newsletter January 15, 2013 By ssadmin 0 Comments

January 2013

Strategies for Success Newsletter January 2013 Issue 85

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2013 Emily Huling. All rights reserved.

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In this January 2013 issue:

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

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1. Thoughts from the office

Consulting Day Tips

What a wonderful day I had December 20 speaking with six amazing insurance professionals – all women – from GA to CA and points in between! In my December Thoughts for 2013 mid-month mailing, I offered six complimentary consulting hours which filled within minutes. Apologies to those I was unable to accommodate.

There was a common theme that’s not surprising given a new year ahead. Everyone wanted assistance in creating a plan to accomplish their goals – career development plan, agency growth plan, new producer sales plan, and manager development plan. We discussed everyday issues and I thought a couple of my recommendations could be helpful to you.

If your goal is to be promoted, create your own skill development plan. Not only does this demonstrate initiative to your boss, it helps you identify skills vital for a long and successful career. My Rough Notes article Take Charge of Your Career provides a simple seven-step process and lists 18 skills and behaviors to consider. For example, if your goal is to shift from a service position or underwriting into management, you may choose presentation skills, training others, and priority and time management as areas to develop.
An agency owner wanted guidance on how to lead and empower her 12-person agency staff. Not unusual for a small business owner, she is the point person on almost everything. I recommended she read The E-Myth Revisited by Michael Gerber. It helps entrepreneurs understand why they must work on the business, not in the business. Instead of taking the lead herself on projects to improve efficiency and sales, we discussed a proven technique to engage and empower others. Schedule an all-agency meeting. At the top of two pieces of flip chart paper, write two specific agency goals. The agency owner chose “Implement Front-End Scanning by September 2013” and “Improve Personal Lines Quote-to-Written Ratio.” At the meeting, divide the staff into two teams and ask each team to post as many ideas as possible on the flip charts to accomplish those goals. Discuss the posted thoughts and choose the best strategies to pursue. Ask for volunteers to work together on those initiatives, set deadlines, and schedule follow-up meetings to discuss action plans and track progress.

What was rewarding for me was that each person was totally clear that her choices and actions determine her future. William Shakespeare said it best. “It is not in the stars to hold our destiny but in ourselves.”

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2. Thoughts from home

For the love of it

My friend Fran and I rang in the holiday season by attending the annual Christmas program presented by a well-established community chorus. At the start of the program, the president of the group reminded us that the 75-person singing group sustains itself through generous donations from people and organizations. “Anyone can join,” she told us, “No auditions. We welcome everyone.”

The program revealed that we would be hearing Christmas classics and watching some special holiday short movies. If you haven’t seen the charming Ornaments (When Humans are Sleeping) and have five minutes, it’s worth the time.

Like most choral programs, some songs feature soloists, who step out from the group, pick up a microphone and take the stage front and center. That’s what happened when it was time for Angels We Have Heard on High. The soloist, a woman in her 40’s, started belting it out. It was not good. She was really, really off key. My friend and I glanced at each other cringing. Our eyes spoke wondering how the heck this woman was selected for a solo.

The song ended. The soloist took her bow. People applauded. Our seats were on the right side of the stage so we witnessed an interesting exchange between the soloist and the conductor. The soloist turned around to face the conductor. She was beaming with pride. The conductor smiled and said, “Wow” and nodded her head with genuine approval. My friend and I looked at each other and smiled.

While I’ll never know the real story, the one I made up is this. That woman loves singing. She joined a caring, supportive, and encouraging group who gave her the opportunity to do that, no matter what. We should all be so lucky!

What is it you’ve always wanted to do, but have been shy or fearful about it? Why not make 2013 the year to make it happen?

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Find the courage to do what you never thought possible. EH

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3. Josmo’s Café

John and I did a lot of entertaining over the holidays. Two main dishes were standouts with rave reviews. Instead of posting them to the website, here are the links. Be sure and read the reviews. Good tips to know when preparing! Roast Stuffed Pork Loin with Port Sauce (Pinot Noir was a perfect pairing) and Herbed Rib Roast which was easy and amazing!

It’s almost Super Bowl time!! Sunday, February 3 will be here before we know it. My friend Lisa made Chicken and Broccoli Braid for a party we had this summer. She found it on allrecipes.com a favorite source for online recipes. It’s a super-duper easy, delicious, and warm sandwich for a party buffet. We’ve added it to our Josmo’s Café website recipe list.

To access more café recipes, visit Josmo’s Café! Enjoy!

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4. Stay Energized!

January Energizer Minute – Get supercharged with Energizer Minutes – one to two minute audio stories told by yours truly to energize, invigorate, and inspire! Click to hear Clothes Closet Cleaning.

Want to take a one-minute trip to Paris? John posted some of our Christmas in Paris pictures on the website. What a fabulous city even in bone-chilling weather! Click for Paris Pictures

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

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Coming in 2013 – New Audio Learning Programs to Advance Workplace Success

Touchpoints for Managers: Improve Employee Satisfaction and Productivity
Touchpoints for Producers: Savvy Selling Strategies
Touchpoints for CSRs: Creating Client Connections

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5. Emily Live

Please get in touch if you want to connect when I’m in your area or if you’re interested in a similar program for your organization.

Private client webinar – Polishing the Message and Messenger – January 4, 2013
Private client – Rockford, IL – January 22, 2013
Agency Management CIC – Chicago, IL – January 24, 2013
Agency Management CIC – Little Rock, AR – February 7, 2013
Private client – Sharpening Your Skills – Shreveport, LA – February 13, 2013
Independent Insurance Agents of North Carolina – Spring Conference – Deliver Service that Sells and Protects – February 20, 2013
NAMIC Commercial Lines Conference – Chicago, IL – February 27-March 1, 2013
NetVu Conference – Grapevine, TX – Proven Producer Strategies to Earn More Money and How to Change – Where to Start – March 14-16, 2013
Independent Insurance Agents of Illinois Management Conference – Employee Engagement: Strategies to Gain Competitive Advantage – Chicago, IL – April 17, 2013
Professional Insurance Agents of Indiana Annual Conference – Indianapolis, IN – A Marketing Plan: Your Roadmap to Success and Creating Sales Superstars – May 9-10, 2013
Private client – Great Service Sells – Appleton, WI – May 15, 2013
International Association of Insurance Professionals Annual Convention – Take Charge of Your Career and Time Tactics: Accomplish More, Stress Less – Orlando, FL – June 5-7, 2013

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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.

Archives Newsletter December 15, 2012 By ssadmin 0 Comments

December 2012

Strategies for Success Newsletter December 2012 Issue 84

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

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In this December 2012 issue:

Thoughts from my heart
Thoughts from home
Josmo’s Cafe
Stay Energized!
Emily Live

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1. Thoughts from my heart
Every month for seven years I have set aside several hours to write my newsletter. I love doing this! What I Iove even more is hearing from so many of you who write to thank me for passing along good information (the shingles vaccine update and using Milk of Magnesia as a non-irritating deodorant were two popular tips) or letting me know that a story sparked inspiration and motivation.

So now it’s my turn to thank all 4422 of you for your feedback and ongoing support! I wish you the happiest holiday season and a new year of joy and laughter!

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2. Thoughts from home
On Thanksgiving day, John and I went to see the movie Lincoln. A brilliant film on every level – screenplay by Tony Kushner, Steven Spielberg director, and the finest acting by Daniel Day Lewis, Sally Field, David Straitharn, and Tommy Lee Jones. The movie focuses on the one month that Lincoln and his team worked to pass the 13th constitutional amendment outlawing slavery forever. A pivotal moment is when Lincoln presents a visionary point to government leaders who are eager for him to end the war to save lives rather than delaying for the purpose of finding enough votes to pass the amendment in a sharply divided Congress. Lincoln knew that if the war ended first, the amendment would never be passed.

To paraphase, Lincoln conveys this: A compass will you point you true north, but it won’t show you the obstacles (swamps) along the way. If you don’t confront the obstacles, what’s the use of knowing true north?

While we don’t have an entire country’s future at risk in our day-to-day lives, we do find difficulties that get in the way of reaching our greater goals. A friend of mine fought tirelessly against educators who inaccurately labeled her son and wanted to deny him public education resources. She succeeded in her quest and her son is thriving. My husband, John, joined the military after high school instead of going to college. Intent on getting a degree to achieve his career goal, John was graduated from college at the age of 47 enabling him to fulfill his dream. I’m sure you know a person, or are one, who has reached a mountain top overcoming challenges along the way.

As you look ahead to your 2013 life goals, consider the roadblocks on your path. Incorporate how you’ll deal with the complications and barriers as part of your strategy. Don’t let those swamps deter you from accomplishing your dreams!

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Belief, strategy, and action are all needed to accomplish whatever you choose. EH

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A Happy Holiday Gift! 20% Discount on all Audios and Books through December 31, 2012

Speaking of belief, strategy, and action… January is a perfect time to begin a career and business development program in your organization! All of our learning tools are perfect for group learning and discussion. Apply coupon code HAPPY at checkout to receive your savings. Both Energizer Minute Collection CDs will be included with all orders. Visit the store on our website.

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3. Josmo’s Café

Apples that are still plentiful in NC this time of year and we really enjoy them! A close friend passed along this recipe for Apple Cake with Caramel Sauce a few years ago and I make it at least once during the holiday season. We’ve added it to our Josmo’s Café website recipe list.

To access all the recipes, visit Josmo’s Café! Enjoy!

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4. Stay Energized!

December Energizer Minute

Get supercharged with Energizer Minutes – one to two minute audio stories told by yours truly to energize, invigorate, and inspire! Click to hear Giving from the Heart.

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

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Coming in 2013 – New DIY Audio Learning Programs to Advance Workplace Success

Touchpoints for Managers: Improve Employee Satisfaction and Productivity
Touchpoints for Producers: Savvy Selling Strategies
Touchpoints for CSRs: Creating Client Connections

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5. Emily Live

Please get in touch if you want to connect when I’m in your area or if you’re interested in a similar program for your organization.

Agency Management CIC – Chicago, IL – January 24, 2013
Agency Management CIC – Little Rock, AR – February 7, 2013
Private client – Shreveport, LA – February 12-13, 2013
Independent Insurance Agents of North Carolina – Spring Conference – Deliver Service that Sells and Protects – February 20, 2013
NAMIC Commercial Lines Conference – Chicago, IL – February 27-March 1, 2013
NetVu Conference – Grapevine, TX – Proven Producer Strategies to Earn More Money and How to Change – Where to Start – March 14-16, 2013
Independent Insurance Agents of Illinois – Management Conference – Chicago, IL – April 17, 2013

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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.

Archives Newsletter November 15, 2012 By ssadmin 0 Comments

November 2012

Strategies for Success Newsletter November 2012 Issue 83

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

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In this November 2012 issue:

Thoughts from home
Josmo’s Cafe
Stay Energized!
Check it out
Emily Live

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Just Released!! Selling in a Hard Market Interview

Most of you know I wrote Selling in a Hard Market ten years ago. Earlier this month, I was interviewed by Insurance Journal TV who asked me to update the fundamental strategies I wrote about. Here’s my six-minute interview. Enjoy! http://www.insurancejournal.tv/videos/8176/

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1. Thoughts from home
Ted and Rachel – A Love Story

Ted is my long-time, much-admired, insurance agent friend and client. I know his wife, Rachel, and children, not just from industry events over the years, but from following their family adventures on Facebook. I always knew Ted and Rachel had a very strong marriage weathering through the challenges of work and family that are the part and parcel of life. Many couples are lucky enough to have that, but I don’t know many that have the extra ingredients of devotion, discipline, and joy that separate them from the rest.

Ted is celebrating 50 years on this planet in 2013. He figured he and Rachel would do something special to celebrate, but never imagined that his wife had been planning this occasion for 20 years. She had to tell him early to be certain he had time to prepare. So what has she been plotting for 20 years?

After Ted turned 30, she opened a secret savings account. She’s been depositing $100.00 a month for twenty years. It doesn’t take long to do the math. Ted’s present is $24,000 to fulfill a dream. More specifically, a dream car or dream vacation. Is that cool or what?

There’s so much that touches me about Rachel’s gift. That she pictured in twenty years that she and Ted would be celebrating together, a testament of her love. That she consciously and conscientiously put aside the money which probably could have gone elsewhere with three children and some lean financial years. And that she kept it a secret all this time. That would be impossible for me!

I’m not sure how Rachel thought up this great gift, but I know creative, romantic gift giving is not a talent I have. Luckily, there is a resource for those of us who need some help! Check out Greg Godek’s (America’s Romance Coach) classic book 10,000 Ways to Say I Love You: 10th Anniversary Edition.

So what did Ted choose? They are going on an African safari! Lucky for them, the children aren’t interested in going, but good friends will be joining them. I’m already looking forward to seeing the pictures!
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Doing something thoughtful, unexpected and special for another truly demonstrates love. EH

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2. Josmo’s Café

This month we’re serving our Josmo’s Café guests dishes native to our home bases – Pennsylvania and North Carolina. At family dinners in Beaver Falls (any Joe Namath fans out there?), Aunt Sally contributed her special Hot Crab Spread appetizer. John and I wouldn’t be legitimate Tar Heels if we didn’t love Tar Heel Pie, a chocolate pecan pie perfect for holiday celebrations. We’ve added both to our Josmo’s Café recipe list.

To access all the recipes, visit Josmo’s Café! Enjoy!

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3. Stay Energized!

November Energizer Minute

Get supercharged with Energizer Minutes – one to two minute audio stories told by yours truly to energize, invigorate, and inspire! Click to hear Be Awake.

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

Take Charge of Your Career. Rough Notes – August 2012 issue – My article outlines a plan to assess capabilities and implement a measurable plan to achieve career goals. To read the article, click here.

Fast Forward Your Success – Selling Strategies offers strategic planning, workshops, coaching, books and audio learning materials to build top-performing sales and customer service organizations. To learn more, visit www.sellingstrategies.com or call me at 888-309-8802.
Get your complimentary Energizer Minute Collection CDs with any product purchase over $75. The first collection includes all 24 Energizer Minutes from 2009 and 2010. The 2011 collection CD includes a bonus track The Lost Art of Personal Networking. Many clients use these motivational minutes as discussion topics in staff meetings.

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4. Check it out

Like all of you, I’m inundated and overwhelmed with the amount of online content. What’s worth my time? Who continually offers material and commentary that educates and challenges my thinking and position? (Thank you, readers, who endorse my newsletter for those qualities!) Well, here are my top picks for relevant, thought-provoking, and original business ideas.

Roxanne Emmerich – www.roxanneemmerich.com – Tips for Building a Motivating Workplace – Subscribe to her Thank God It’s Monday E-Zine – I look forward to reading it every Monday!
Brad Ruben – www.myarchway.com – How many people can offer technology advice and make it fun and entertaining? Brad’s the master! Check out Brad’s Blog archive on the website. I subscribe to the Monday newsletter because I don’t want to miss a thing!
Jeffrey Gitomer – www.gitomer.com – When I met Jeffrey 20 years ago, he was just starting his sales training business. What an empire he’s built! He irreverently tells it just the way it is and his fans benefit.
Jill Konrath – www.jillkonrath.com – Jill’s sales materials and advice provide a solid foundation for sales success. She continually provides free information which keeps me opening her e-mails to see what fresh ideas I can discover.

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5. Emily Live

Please get in touch if you want to connect when I’m in your area or you’re interested in a similar program for your organization.

NAPSLO Committee Day – Dallas, TX – November 12-13, 2012
Private client – Great Service Sells – Appleton, WI – November 14, 2012
Private client – Providence, RI – November 27-29, 2012
Agency Management CIC – Chicago, IL – January 24, 2013
Agency Management CIC – Little Rock, AR – February 7, 2013
Independent Insurance Agents of North Carolina – Spring Conference – Deliver Service that Sells and Protects – February 20, 2013
NAMIC Commercial Lines Conference – Chicago, IL – February 27-March 1, 2013
NetVu Conference – Grapevine, TX – Proven Producer Strategies to Earn More Money and How to Change – Where to Start – March 14-16, 2013

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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.

Archives Newsletter October 15, 2012 By ssadmin 0 Comments

October 2012

Strategies for Success Newsletter October 2012 Issue 82

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

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In this October 2012 issue:

Emily’s Mailbag
Josmo’s Cafe
Stay Energized!
Did you know…?
Emily Live

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1. Emily’s Mailbag
Dear Emily,

We’ve implemented one of your recurring recommendations to enhance communication and teamwork – to have everyone in the office read an inspiring and relevant business book and hold group discussions. We have already read Now, Discover Your Strengths by Marcus Buckingham. I was thinking our next book should be How to Win Friends & Influence People by Dale Carnegie just because of its good solid advice and life skill messages. What are your recommendations for group reading material?

Sincerely,

Getting Everyone on the Same Page

Dear Same Page,

Applause, applause! Office book clubs are great ways to encourage open conversation and new ideas. For an entire office, I like parables – short stories based on life lessons featuring memorable characters. Readers can easily relate making group discussions on the topic, tale, and characters more meaningful.

Here are my business parable recommendations. Click the book titles to go to the amazon.com descriptions.

Fish! A Proven Way to Boost Morale and Improve Results by Lundin, Paul, Christensen
The Go-Giver: A Little Story About a Powerful Business Idea by Burg and Mann
Ubuntu! An Inspiring Story About an African Tradition of Teamwork and Collaboration by Nelson and Lundin
Raving Fans: A Revolutionary Approach to Customer Service by Blanchard, Bowles, Mackay

I recommend a few chapters be discussed during a meeting. On a rotating basis, have one person be in charge of facilitating the conversation. Continued success with this great initiative!

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“Today a reader, tomorrow a leader.” Margaret Fuller, American journalist and women’s rights advocate (1810-1850)

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2. Josmo’s Café

Ahhhhhh autumn – my favorite season for cooking and baking! Maybe it’s because my birthday is this month – October 27 it is, same as Teddy Roosevelt and Kelly Osbourne – go figure! My kitchen is constantly full of the warm and homey aromas of apples, cinnamon, pumpkin, and nutmeg. This month, I’ve posted three of my favorite fall recipes: Frosted Pumpkin Cake Squares, Crock Pot Applesauce, and The Silver Palate’s signature dish Chicken Marbella.

To access all the recipes, visit Josmo’s Café!

Enjoy!

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3. Stay Energized!

October Energizer Minute

Get supercharged with Energizer Minutes – one to two minute audio stories told by yours truly to energize, invigorate, and inspire! Click to hear The Secret of Good Health.

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

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4. Did you know…?

The shingles vaccine is now recommended for people over 50, not 60.

I learned this bit of preventive knowledge last month when Lynn, a 55-year-old friend, recently came down with a severe and excruciating case of shingles. Shingles is a skin rash that causes painful blisters and can last two to four weeks. It’s also called Herpes Zoster. Only someone who has had chickenpox can get shingles because the virus stays in the body. It’s estimated over 1 million people in the US get shingles every year.

A vaccine for shingles was licensed in 2006. At that time, the vaccine was recommended for people over 60. In clinical trials, the vaccine only reduced the risk of shingles by 50%; however, it can also reduce the pain if a person gets the disease after being vaccinated. The vaccine requires a doctor’s prescription. I received my vaccine from a Walgreen’s certified immunizing pharmacist. The $219.00 cost was fully covered by my Blue Cross Blue Shield policy.

For more information about shingles and who should and should not get the vaccine, visit the Center for Disease Control (CDC) website. www.cdc.gov/vaccines.

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5. Emily Live

Please get in touch if you want to connect when I’m in your area or you’re interested in a similar program for your organization.

Independent Insurance Agents of Illinois Annual Conference – Springfield, IL – October 2-4, 2012 – Three programs – Be a Better Boss, Marketing Plan Road Map, Kick Your “But”
NAPSLO Annual Conference – Atlanta, GA – October 8-10, 2012
Private client – Atlanta, GA October 10, 2012
Private client webinar – Polishing the Message and Messenger – October 17, 2012
NAPSLO Committee Day – Dallas, TX – November 12-13, 2012
Private client – Great Service Sells – Appleton, WI – November 14, 2012
Private client – Providence, RI – November 27-29, 2012

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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.

Archives Newsletter September 15, 2012 By ssadmin 0 Comments

September 2012

Strategies for Success Newsletter September 2012 Issue 81

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

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In this September 2012 issue:

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

Customer Service – Process or Purpose?

Walking through the floral craft aisle at Michael’s last week, I was thrilled to see Sue Frye, the long-retired postmaster of my local post office in Terrell, NC, population 860. In a town this size, the postmaster knows everybody. Sue hadn’t changed much in the years since I’d seen her. Her big smile radiated good health and happiness. We greeted each other warmly. For the umpteenth time in the 24 years I’ve known her, I thanked her for saving me from embarrassment and providing outstanding customer service. Here’s what happened.

I was mailing invitations for a family reunion. My handmade invitations fit into an oversized envelope. I had gone to the Charlotte post office near work with just one invitation to buy correct postage for the twenty invitations I was sending out. I wanted to mail them from home because in 1990 the postmark from Terrell was hand stamped! A few days later I mailed the letters from my home mailbox and didn’t think another thing about it.

The next day when I got my mail, I found a hand-written note from Sue. “Emily, your invitations required 20 cents additional postage. I added it. It came to $4.00.”

What thoughtful service Sue delivered! Instead of simply processing the mail, she viewed her job with a sense of purpose – to be sure my mail was delivered without postage due or being returned to me.

Thoughts to ponder: What kind of service do you provide – process or purpose? Do you have your clients’ best interests in mind by advising them or helping them rather than just processing their requests?

Reminder: October 1-5 is Customer Service Week. If you missed my August newsletter that listed resources and ideas to celebrate it, click here to read.

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We are all able to make a difference in the lives of the people we serve. EH

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2. Josmo’s Café

First, a correction was needed on Zucchini Coconut Muffins which was posted last month. The correct recipe is now on the website. I apologize for any scorched muffins!

September is always a hectic month as we get back into a regular work and school routine. Easy Baked Tilapia, which takes only 20 minutes from start to finish, is a perfect weeknight meal.

Thanks for all your positive feedback on Josmo’s Café recipes! If you missed the story behind how the café was started, Click Here.

Enjoy!

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3. Stay Energized!

September Energizer Minute

Get supercharged with Energizer Minutes – one-two minute audio stories told by yours truly to energize, invigorate, and inspire! Click to hear Let Others Be of Service.

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

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4. Thoughts from home

Accentuate the Positive

It was a sunny Sunday afternoon. John and I were watching Nathan, my cousin Lisa’s son, play soccer. Well, the six-year-old version of soccer. “No, no, not that way. The goal is the other way!” The families watching the game are always equally entertaining. That day, it was a player’s mother and teenage sister beside us that captured my attention.

Out of the blue, we were being serenaded by Ella Fitzgerald. I looked over to see the mother handing her iPhone to her daughter saying, “Listen to this.” The pained, pouting teenager grunted and took the phone. Her expression did not change. The mother, feeling my gaze, looked up and gave me a slight nod and smile. Ella belted it out.

You’ve got to Ac-Cent-Tchu-Ate the positive
Eliminate the negative
Latch on to the affirmative
Don’t mess with mister in between.*

The teenager grunted again and handed the phone back to her mom. I smiled at the mom and gave her a subtle thumbs up. What a timeless message for all ages!

Listen to Ella belt it out on YouTube.

*Ac-Cent-tchu-Ate the Positive was published in 1944. Music by Harold Arlen and lyrics by Johnny Mercer. Harold Arlen also wrote the music for “Over the Rainbow” in 1938. Click here to learn more about Harold Arlen and Johnny Mercer collaborations in Wikipedia.

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5. Emily Live

Please get in touch if you want to connect when I’m in your area or you’re interested in a similar program for your organization.

Agency Management CIC – Topeka, KS – September 12, 2012
NAMIC Annual Conference – Grapevine, TX – September 16-19, 2012
Independent Insurance Agents of Illinois Annual Conference – Springfield, IL – October 2-4, 2012 – Three programs – Be a Better Boss, Marketing Plan Road Map, Kick Your “But”
NAPSLO Annual Conference – Atlanta, GA – October 8-11, 2012
Private client webinar – Polishing the Message and Messenger – October 17, 2012
Private client – Great Service Sells – Appleton, WI – November 14, 2012

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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.

Archives Newsletter August 15, 2012 By ssadmin 0 Comments

August 2012

Strategies for Success Newsletter August 2012 Issue 80

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Dear Newsletter Readers,

Welcome to our new delivery method, Constant Contact! We’ve combined several databases and done our best to eliminate prior opt-outs and duplicate addresses. We apologize if errors have slipped through. If you’d like to opt-out, please click the unsubscribe link at the end of the newsletter. Thank you for your understanding! Emily

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In this August 2012 issue:

Did you know…?
Thoughts from the office
Josmo’s Cafe
August Energizer Minute
NEW! Energizer Moments
On the road

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1. Did you know…?

July’s issue of North Carolina Our State magazine featured James Taylor as one of our state icons. Did you know the first recording of Carolina in my Mind by James Taylor was on Apple Records with The Beatles as back up? It certainly surprised me! Click here to listen to the 1968 version. Then listen to the 2008 version we’re all familiar with. It’s right below it. Enjoy!
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Celebrate Customer Service Week this October

Looking to rev up focus and commitment for the importance of customer service in your company? October 1-5, 2012, the official customer service week, is a great time to kick it off. Here are some ideas and resources for hosting a week-long event and building a long-term strategy. Lots to do, so plan ahead!!

Great websites for themes, activities, promotional items:
http://www.csweek.com/customer_service_week.php
http://www.promosontime.com/d/201/customer-service-week.htm

Publish an agenda of activities for the week. With fun and creativity, promote the events on the Intranet, in the break room, and with promotional banners, posters, and e-mails.
Have everyone in your organization watch the inspiring and heart-warming story of Johnny the Bagger by Barbara Glanz. The three-minute version from Simple Truths is on YouTube. http://www.stservicemovie.com/
Have a job swap. People in management and production jobs work front-line service roles for a day. Too tough? Go with a half a day!
Start a Kudos Wall of Outstanding Customer Service. Post positive customer service comments submitted by clients, coworkers, vendors and business colleagues for good work, helping out, going the extra mile and so on. Consider using a form to create consistency in describing who, what, when, why, and how.
Host Customer Service Coffee Chats covering customer service skills such as dealing with difficult customers, questioning skills, problem solving, voice mail tips, and e-mail writing tips.
Successful businesses make delivering consistent, outstanding customer service a central part of their day-to-day culture. Is it at the heart of yours?

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Do you know what your customers think about your service, your company? Better ask. EH

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3. Josmo’s Café

Tomatoes, zucchini, cucumbers, and more tomatoes…

Thanks for all your positive feedback on Josmo’s Café recipes! If you missed the story behind it, Click Here. Happy to hear that many readers loved the Salmon Pesto Packets from last month!

We’ve had wet and hot weather here in North Carolina! Perfect conditions for bountiful gardens. Josmo’s Café kitchen has been really busy! We have four recipes to share with you this month!! Zucchini Coconut Muffins. Gazpacho. Marinated Cucumbers, Onions, and Tomatoes. Tomato Zucchini Tart. Click here for all recipes.

Enjoy!

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4. August Energizer Minute

Get supercharged with Energizer Minutes – one-two minute stories told by yours truly to energize, invigorate, and inspire! Click to hear Make Time to Explore and Experience.

For the months of August and September, get your complimentary Energizer Minute Collection CDs with any product purchase over $50. The first collection includes all 24 Energizer Minutes from 2009 and 2010. The 2011 collection CD includes a bonus track The Lost Art of Personal Networking. Many clients use these motivational minutes as discussion topics in staff meetings.

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5. NEW! Energizer Moments

Better late than never… I finally have my Twitter account up and running. Each weekday, I’m tweeting Energizer Moments. Yes, it’s just what it sounds like! @emilyhuling
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6. 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.

Private client – Oklahoma City, OK – August 27-30, 2012
Agency Management CIC – Topeka, KS – September 11, 2012
NAMIC Annual Conference – Grapevine, TX – September 16-19, 2012
Independent Insurance Agents of Illinois Annual Conference – Springfield, IL – October 2-4, 2012
NAPSLO Annual Conference – Atlanta, GA – October 8-11, 2012
Private client – Appleton, WI – November 14, 2012

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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 July 15, 2012 By ssadmin 0 Comments

July 2012

Strategies for Success Newsletter July 2012 Issue 79

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In this July 2012 issue:

Thoughts from the office
Josmo’s Café
July’s Energizer Minute
Stress-free vacations are possible!
On the road

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1. Thoughts from the office

A Day in the Life*

To increase cross-department understanding, I’ve always advocated that employers host Lunch and Learn sessions. These informal meetings allow employees to share, on a rotating basis, the ins and outs of what they do in their jobs. I just learned of a novel way to implement this process called A Day in the Life.

Author Daniel Pink, in his book A Whole New Mind, suggests this method to increase awareness among coworkers.

Have each participant write his or her name on a piece of flipchart paper and then list four categories; my highs, my lows, my frustrations, my rewards. Post all the sheets on the walls.
Ask each person to walk around the room and write what they think their colleagues will answer. What’s the biggest frustration for the president? What’s the greatest reward for the fellow in the mailroom? What gets a salesperson down?
Once people write what they think, each person reclaims his own sheet.
Everyone takes a turn responding to his colleagues’ guesses and explains what a workday is really like.

Breaking down barriers and increasing understanding among colleagues improves teamwork and solidarity.

*Reprinted from the August 2008 newsletter

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2. Welcome to Josmo’s Café

Thanks for all your positive feedback on Josmo’s Café recipes! If you missed the story behind it, Click Here. Josmo’s Cosmos continue to get rave reviews as does the Grilled Garlic Lime Pork Tenderloin with Onion Marmalade.

This month’s featured recipe is Salmon Pesto Packets. If you’re looking for an easy, elegant and impressive summertime meal, give this a go. It’s a frequent request by our guests at Josmo’s Café.

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3. July’s Energizer Minute

Get supercharged with Energizer Minutes – one-two minute stories told by yours truly to energize, invigorate, and inspire! Click to hear I’ll See It When I Believe It.

Get your complimentary Energizer Minute Collection CDs with any product purchase over $50. The first collection includes all 24 Energizer Minutes from 2009 and 2010. The 2011 collection CD includes a bonus track The Lost Art of Personal Networking. Many clients use these motivational minutes as discussion topics in staff meetings.

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Speaking of business development tools, if you haven’t ordered your CDs of Be a Better Boss, Be a Better Producer, and Be a Better CSR, we are still selling and shipping! For detailed program information, visit our Be a Better Series info page. Save 15% on the complete set by using Coupon Code BETTER at checkout.

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4. Stress-Free Vacations Are Possible is the featured website article this month. Please feel free to use any of the Articles or Free Stuff items found at www.sellingstrategies.com in your internal and external publications. Please give me and my website proper attribution.

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“Do not dwell in the past, do not dream of the future, concentrate the mind on the present moment.”
Buddha
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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.

Private client – Atlanta, GA – July 10-12, 2012
Private client – Oklahoma City, OK – August 27-30, 2012
Agency Management CIC – Topeka, KS – September 11, 2012
NAMIC Annual Conference – Grapevine, TX – September 16-19, 2012
Independent Insurance Agents of Illinois Annual Conference – Springfield, IL – October 2-4, 2012
NAPSLO Annual Conference – Atlanta, GA – October 8-11, 2012
Private client – Appleton, WI – November 14, 2012

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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 June 15, 2012 By ssadmin 0 Comments

June 2012

Strategies for Success Newsletter June 2012 Issue 78

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In this June 2012 issue:

Emily’s mailbag
Thoughts from others
Thoughts from the road
On the road

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1. Emily’s Mailbag

Clarify Your Dress Code Policy

Dear Emily,

I’m an agency owner and hope that you can help me with a dilemma I have regarding appropriate business attire. Our office guidelines call for professional dress Monday through Thursday. Friday is casual day. You’d think casual day would be the problem, but it’s not. It’s the professional attire Monday through Thursday. Some female employees wear Capri pants and either flip flops or Birkenstock sandals. Our office manual doesn’t spell out what’s considered proper business dress. Should it? If so, how do we do it? How do we implement it?

Sincerely,

Tired of Unprofessional Attire

Dear Tired,

Summertime is here, making it a good time to update and properly communicate your expectations for a professionally dressed staff. Yes, your office manual should clearly describe professional attire. I recommend setting up the dress code policy in three sections: General Guidelines, Compliance, and Specifics. Following are some suggestions and wording to use to revise your guidelines.

General Guidelines for Everyone
ABC Agency wishes to provide a work environment that is free of safety hazards, offensive behavior and harassment of any kind. Therefore, the following clothing is not acceptable: spandex; bare feet; flip flops; pants, shorts, or skirts worn below the waistline; sexually provocative clothing; hats in the office environment; clothing with profanity or sexually suggestive images or slogans; exposed midriff; observable lack of undergarments and exposed undergarments.

Compliance
Managers and supervisors are responsible for ensuring their departmental personnel are in compliance and are given the authority to send any person home to change clothes who violates any part of the dress code policy. The time spent away from work for this reason will follow attendance policy guidelines. If you wish to report a non-compliance issue, please report it to your supervisor.

Specifics for Men
Acceptable: Dress shirts, collared shirts, turtleneck shirts, pullover shirts. Dress pants, docker-style pants, corduroy pants. Dress shoes, loafers, boat or deck shoes. Not acceptable: Sweatshirts, T-shirts, sleeveless shirts. Jeans that are ripped, frayed, or have holes. Shorts, sweatpants, athletic attire. Athletic shoes, work boots, sandals, flip flops.

Specifics for Women
Acceptable: Blouses, sweaters, polo shirts, dress jackets. Dress pants, Docker-style pants, corduroy pants. Skirts, dresses, dress skorts, dress jeans. Dress shoes with or without heels, loafers, slides, open-toed shoes, boots, dress sandals. Not acceptable: Tank tops, sweatshirts, T-shirts, halter tops, spaghetti straps. Jeans that are ripped, frayed, or have holes. Shorts, capris, sweatpants, athletic attire, stretch pants, leggings, stirrups. Flip flops, hiking boots, athletic shoes.
Since some offices have a challenge with casual Friday dress, here’s an idea. Allow your staff to select company logo shirts to be worn on casual days to eliminate any potential problems.
With regard to policy implementation, present and discuss it at an office meeting where everyone is present. Most important – remember to enforce it!
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A professional appearance supports professional behavior. EH

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Join the Hundreds of Agents Who are
Improving Personal Success by Listening to Emily’s Three New 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

Go to www.sellingstrategies.com/beabetter.html for detailed program content and to order.

Who will benefit: Everyone in your agency – Owners, Managers, Personal Lines, Commercial Lines, and Life and Health Producers and CSRs.

How to use: As a group or individually, participants will listen and learn from the audio program. At the close of each strategy described, Emily provides a how-to strategy challenge as a call to action.

What’s in the programs: Each high-content program contains real-world stories and practical, easy-to-implement ideas.

Cost: Each one-hour program costs $59 plus S&H. Save 15% on the complete set by using Coupon Code BETTER at checkout.

Go to www.sellingstrategies.com/beabetter.html for detailed program content and to order.

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3. Thoughts from others

“I believe fully in the power of technology to change the world for the better. And I believe even more fully in the ability of your generation to use that power to great effect — to rule technology. But you can’t let technology rule you. … Take your eyes off the screen, and look into the eyes of the person you love. Have a conversation — a real conversation — with the friends who make you think, with the family who makes you laugh. … Life is not lived in the glow of a monitor. Life is not a series of status updates. Life is not about your friend count. It’s about the friends you can count on. Life is about who you love, how you live. It’s about who you travel through the world with. Your family, your collaborators, your friends.”

Eric Schmidt, Google chairman, commencement address at Boston University

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June’s Energizer Minute

Tune in to hear Leave Behind a Positive Impression. 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.

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3. Thoughts from the road

Disney Excellence

This year’s NetVU Conference, once again, hit a home run on the general session program topics and speakers. Capitalizing on being in Anaheim, California, hometown to Disneyland, the conference invited Bruce Kimbrell, site leader for the Disney Institute West Coast operations to speak on a topic second nature to all Disney personifies – business excellence. Through Walt Disney video clips and true cast and customer service stories, Bruce effectively communicated the core principles of why Disney excels. Here are four thoughts I took away from his engaging and inspiring message.

–It’s the behaviors of an organization’s leaders, not words, that convey the message and build the business culture. A leader’s conduct, manners, and looking out for others must be demonstrated 100% of the time.
–Leaders are listeners. Disney employees (cast members as they are called) grasp the pulse of what goes on with their guests because they continually interact with them. Effective leaders know that, so they ask for, listen to, and respond to input from employees. This is the basis of deciding what changes need to occur to exceed both employee and guest expectations.
–Ensure that all new employees are successful. Street sweepers, Disney characters, performers, in fact all employees, go through the same thorough orientation. To understand what working for Disney is about, it’s critical to have emotional buy-in. Everything centers on a positive guest experience. Cast members learn about positive performance expectations as well as non-negotiable behaviors and actions.
— Create guest relationships for life. Each guest is a VIP. Referrals, repeat business, and loyal customers generate long-term success. I remember reading in Randy Pausch’s book, The Last Lecture, his true story about $100,000 salt and pepper shakers. As young children visiting Disney World, he and his sister dropped the ceramic salt and pepper shakers they had just purchased at the gift shop to thank their parents for their trip. Someone saw this incident and suggested that he take them back to the store and ask for a replacement. Randy said he couldn’t imagine they would replace them. He broke them. It was his fault. Nevertheless, he went back to the store and explained what happened. To Randy and his sister’s surprise, the Disney store manager not only replaced the salt & pepper shakers free of charge, he apologized for not wrapping them up well enough! Thus began Randy’s love affair with Disney. So what’s with the $100,000? It’s the total value he calculated from his lifetime supporting Disney in tickets, food, and souvenirs.

A business challenge: Review these points with others in your organization. How do you measure up to Disney’s standards?

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4. 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.

Private client – Providence, RI – June 1, 2012
Agency Management CIC – Lansing, MI – June 21, 2012
Private client – Atlanta, GA – July 10-12, 2012
Private client – Oklahoma City, OK – August 27-30, 2012
Agency Management CIC – Topeka, KS – September 11, 2012
NAMIC Annual Conference – Grapevine, TX – September 16-19, 2012
Independent Insurance Agents of Illinois Annual Conference – Springfield, IL – October 2-4, 2012
NAPSLO Annual Conference – Atlanta, GA – October 8-11, 2012
Private client – Appleton, WI – November 14, 2012

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