Category: <span>Newsletter</span>

Strategies for Success Newsletter May 2012 Issue 77

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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 May 2012 issue:

Thoughts from the road
Thoughts to ponder
What’s new on the website?
Thoughts from others
On the road

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1. Thoughts from the road

Misfortune to good fortune

Each spring, I remember my good fortune when a family vacation was canceled.

For many years, John and I vacationed in March in beautiful Colorado with his brother’s family. The dates of the trip were set by their son’s spring break. Several years ago, two months before the annual trip, we received a call from his brother telling us that his son’s spring break was being used to take a driver’s education course to avoid penalties on his license. We didn’t ask too many questions, but figured the kid was lucky to have that option at all! Selfishly, we were really disappointed that our trip was being canceled because of teenage trouble.

The next morning, I updated my calendar to reflect my open week. Two days later, I received a message from one of the insurance associations for which I do a lot of speaking. I was being invited to present at a conference that just happened to be during my newly available week. Lucky me! I was thrilled to have an engagement since I couldn’t be on vacation.

Fast forward two months to the conference. Immediate feedback confirmed my program went well. That’s always good. This was reinforced the following Monday when I got a call from one of the participants. He and his colleague were thrilled to have heard my presentation. Their company had been looking for an insurance industry expert to help them with their sales and service culture change. Discussions followed and we worked together for several years.

Moral of the story. It’s tempting to wallow in disappointment when the unexpected occurs, but the faster a person hits reset, the sooner good fortune follows.
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Be alert! Good fortune is often disguised. EH
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Newly Released Audio Programs to Build Workplace Success

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

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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2. Thoughts to ponder

What would you have done?

I was teaching a CIC in Tulsa. It was the mid-afternoon break. As I’m walking back into the room towards the refreshment table, I run straight into a teenage boy walking out of the room with two cans of Coke in his hand. I caught his attention and said, “Excuse me. Are you in this class?” “No,” he sheepishly replied. I said, “These refreshments are for the people attending this class.” He shrugged, apologized, put them back and left.

I headed to the table to get my drink. One of the participants approached me and said that he had seen the young man take the soda but decided not to say anything. What I gathered from his comment was this – what harm does it do if someone helps himself to a coke or two? I smiled and said that I see a lot of people pilfering refreshments from meetings, but when I can safely remind them that what they are taking it not theirs to take, I do. Of course, I realize was in a position of authority at this meeting and this man wasn’t, so maybe that made the difference in his deciding not to say anything. I’m sorry I didn’t ask him.

If you were that participant, would you have reacted differently?

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May’s Energizer Minute

Tune in to hear Recording Memories. 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. What’s new on www.sellingstrategies.com

· May’s featured recipe from Josmo’s Café is Dill Marinated Shrimp. Read the story behind the name of our home-based eatery is on the website page. For this recipe and more, click on the Josmo’s Café icon on the website menu bar on the left. Enjoy!

· John had a busy winter in his man cave building another remote-controlled boat model! See a slide show of making of the USS Crockett and its water launch. Go to About Emily on the website and you’ll see the link.

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4. Thoughts from others

Rejoice/Sorrow by Mike Magee, MD

Sorrow is a special form of vulnerability, temporarily rendering a person childlike without defense. It is isolating, but less so as we learn how common is this experience shared. Nature teaches loss and recovery, suffering survived. How good to be alive. Lose a little, learn a lot – that’s the way upward. Joy will come for those willing to wait. For we were not born to get through free of pain. The things for which there is no control, what choice is left but acceptance? Luckily for us, the human spirit is remarkably sturdy and resilient, allowing most hardship to be bearable as long as we can tell little from the big and find a way to smile through.

In loving memory of my beloved friend Renee Slonim

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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 – Neenah, WI – May 8-9, 2012
Agency Management CIC – Charlotte, NC – May 10-11, 2012
Private client – Appleton, WI – May 23, 2012
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

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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.

© 2012 Emily Huling. All rights reserved.

Strategies for Success Newsletter April 2012 Issue 76

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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 April 2012 issue:

Thoughts from home
Check it out
Have you read…?
What’s new on the website?
On the road

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1. Thoughts from home

Customer service versus customer relations

John and I have had an unbelievable amount of trouble with our GE Profile refrigerator. In six years time, we’ve had the icemaker replaced twice, a door gasket replaced, the motherboard replaced, and most recently the thermistor was replaced. Luckily, we bought the extended warranty, so we’ve had a good attitude about all these problems.

The most repair required that the unit be shut down for 48 hours prior to the repair and, of course, that much time for the unit to cool down again. We don’t have a second fridge, so I asked our friendly repairman Greg how I could get a loaner for the days the fridge would be out of commission. Greg suggested we call the warranty service department. I immediately called and got Ray. I pleasantly told him the history of the unit and then made my request. Sounding impersonal and conveying absolutely no empathy, he told me he was sorry about the inconvenience, but there was nothing he could do. I think it was because of his attitude that I immediately asked to speak to his superior. “No problem,” he quickly said, “I’ll transfer you to customer relations.” “Well who are you?” I asked Ray. “Oh, I’m customer service.” Interesting distinction, I thought.

Ray put me on hold while getting Tiffany in customer relations on the line. To his credit, he properly explained my plight and request because Tiffany immediately granted my wish and authorized $100 reimbursement when we purchased a small dorm fridge. I knew we could find a neighbor to help out with the rest of the food storage so I was happy with the arrangement.

This experience made me wonder about Ray’s job vs. Tiffany’s job – customer service versus customer relations. Ray had no authority. He was eager to pass the buck. He was physically on the job, but conveyed no interest or ownership. I can’t imagine that this organizational structure is cost effective or fulfilling to the employee.

Moral of the story. Give as much responsibility and authority as possible to the front-line staff. Hold them accountable in using their authority. Your customers’ experience will improve and employees will feel useful and responsible.
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Just Released! Audio Programs to Build Workplace Success

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

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.

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

Go to www.sellingstrategies.com/beabetter.html for detailed program content and to order.
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Are you aging or advancing? EH
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2. Check it out

The Virtual Insurance Marketplace

What a discovery! What a concept! I learned about The Virtual Insurance Marketplace, a virtual trade show, from Audio Insurance Outlook, a monthly audio program produced by Jack Burke of Sound Marketing, my long-time friend and audio man.

Insurance personnel (in the USA) register and attend The Virtual Insurance Marketplace for free at their convenience from their computer. Meet with standard and wholesale markets and industry vendors to chat live or learn the latest from a great lecture selection or chat with other attendees.

The Virtual Insurance Marketplace made its debut in October 2010 and ran again February 2012. The February show is archived through May 5 so you can check out the concept, format, exhibitors and speakers. Please note, the chat function is not available in archive mode.

This link will take you there:

http://virtual-insurance-marketplace.webdcmarketing.com

You will click “Launch Event” in the upper right corner and once you choose where you want to go, there will be a prompt to “Sign In to Expo”. Click Sign Up and enter your info…it only takes a couple of minutes and you may visit as many times as you wish!

Please contact Anita Nevins, the brains behind this, at (707) 429-0877 or anita@webdcmarketing.com for more information on how to exhibit or attend the next Virtual Insurance Marketplace!
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April’s Energizer Minute

Tune in to hear Ripening Bananas. 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. Have you read…?

Stop Workplace Drama: Train Your Team to have No Complaints, No Excuses, and No Regrets by Marlene Chism

Drama in the workplace – gossip, power struggles, resistance to change – can sap your company of energy, productivity, and profit. This no-nonsense book offers a clear method to get the culture and the people on solid ground. Her eight-step methodology includes finding common purpose, identifying gaps that get in the way of achievement, and how to implement changes and guide people without drama.

If you’re familiar with Eckhart Tolle, the author of The Power of Now, and the book The Power of Full Engagement by Jim Loehr and Tony Schwartz, you’ll see a similar approach used in this book. By being in charge of our purpose and our choices, we can focus our energy to accomplish great things.

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4. What’s new on www.sellingstrategies.com

· Another new recipe from Josmo’s Café! The story behind the name of our home-based eatery is on the website page. This month’s featured recipe is Grilled Romaine Lettuce. Our friends, Catherine and Ken, turned us on to this easy, healthy, and delicious side dish. John grills it on a vegetable grilling rack. We make it often when grilling chicken, steaks, or fish. For this recipe and more, click on the Josmo’s Café icon on the website. Enjoy!

· John had a busy winter in his man cave building another remote-controlled boat model! See a slide show of making of the USS Crockett and its water launch. Go to About Emily on the website and you’ll see the link.

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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 – Alton, IL – April 17-18, 2012
NetVU Annual Conference – Anaheim, CA – April 26-28, 2012
Private client – Neenah, WI – May 8-9, 2012
Agency Management CIC – Charlotte, NC – May 10-11, 2012
Private client – Appleton, WI – May 23, 2012
Private client – Providence, RI – June 1, 2012
Agency Management CIC – Lansing, MI – June 21, 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.

© 2012 Emily Huling. All rights reserved.

Strategies for Success Newsletter March 2012 Issue 75

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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 March 2012 issue:

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

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1. Thoughts from the office

Solving the Overtime Dilemma

Most businesses are operating with fewer employees and more work to be done. I recently asked a 100+ audience of insurance professionals how many hours they put in a week. After mentally totaling extra early morning hours, after 5:00 time, miscellaneous online work being done at any hour, and a few weekend hours to catch up or get a jumpstart, most people said a 50-60 hour work week has become their standard.

This is not good for either employees or employers. Here are several of the downsides I’ve witnessed. On the employee side, personal productivity and clear thinking vanish. Bodies and minds require time to play, unwind, or do nothing. Working overtime can become a needless habit. Have you ever said, I’ll save this until Saturday? Some employees are happy to have an excuse not to be at home, whether they consciously admit it or not. On the employer side, bosses can’t accurately assess productivity challenges or staffing needs. Paying unnecessary overtime compensation drains the bottom line. Resentment can build between employee and boss about what’s necessary overtime and what’s not.
I learned a valuable lesson when I was a young inexperienced company underwriter. I was working 60 hours a week. My boss pulled me aside one day. “Emily, this job shouldn’t be taking you so long. Get your work done during the week and don’t come in on the weekends.” I was hurt and angry. For all my effort, that’s the appreciation I got!
Turns out he was right. As soon as I became determined to accomplish more during the day and not save work or put things off, I reduced my work, work hours, and stress.
For employers who are struggling with the overtime issue, here are some suggestions to follow for three months: No overtime is allowed unless sanctioned by top management. Management conducts a work measurement study using work counts and audits. Everyone agrees to make a concerted effort to get work done during traditional work hours. Stop unnecessary conversations. Apply effective work and time management practices that we all know, but are easily forgotten.
A client of mine recently put a moratorium on overtime for all the above reasons and implemented these suggestions. Guess what? More work started getting done in less time. If you don’t believe it, give it try. Let me know how it goes.
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What’s one thing you’d do if you didn’t work so much?
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New in April – Learning Programs to Build Workplace Success

Audio Programs

Be a Better Boss: 10 Strategies to Develop Top Performers
Be a Better Producer: 10 Strategies to Earn More Money
Be a Better CSR: 10 Strategies to Differentiate Yourself and Delight Customers
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2. Thoughts from others

Take Risks
“Behold the turtle; he makes progress only when he sticks his neck out.” James Bryant Conant

“One does not discover new lands without consenting to lose sight of the shore for a very long time.” Andre Gide
“Twenty years from now you will be more disappointed by the things you didn’t do than by the ones you did. So throw off the bowlines, sail away from the safe harbor, catch the trade winds in your sails. Explore. Dream. Discover.” Mark Twain

“Do one thing every day that scares you.” Eleanor Roosevelt
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March’s Energizer Minute

Tune in to hear I Was Team Leader Today! Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

The 2011 Energizer Minute Collection CD is now available! This CD also includes a bonus track The Lost Art of Personal Networking. Get your free copy with any product order over $50.00.

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3. Check it out

Two steps can save a life

Take one minute and watch a video on hands-only CPR (handsonlycpr.org). The American Heart Association information reminds us that quick, simple, and purposeful action is the first step in helping save a person’s life.

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DIY Group Learning Programs for Producers and CSRs

Two Hours to a Winning Sales Plan This step-by-step program helps agents create a personal one-page sales plan. The process includes a 10-point self-assessment, situation analysis, mission statement, creation of strategies, goals, and activities. A sample plan, prospect and client tracking charts, and a sales activity form are included.

Great Service Sells Presented in 21 five-minute chapters, agencies can use the text with the audio CDs for a year’s worth of group training sessions. CSRs will acquire a dynamic service-oriented mindset and learn tips and techniques to retain business, increase sales, and earn referrals.

Visit www.sellingstrategies.com for more information and to order online.

Order either of these products and receive a complimentary copy of the 2011 The Energizer Minute Collection (audio) which includes the bonus track The Lost Art of Personal Networking.

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4. Welcome to Josmo’s Café

Thanks for all your positive feedback on Josmo’s Café! If you missed the story behind it, it’s on the website page. This month’s featured recipe is Blueberry Buckle. It’s a classic coffee cake from the 1950 Betty Crocker cookbook. I love to bake breads and this is a family-favorite quick bread recipe.

For this recipe and more, visit www.sellingstrategies.com and click on the Josmo’s Café icon. Enjoy!

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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.

NAMIC Commercial Lines Seminar – Chicago, IL – March 1, 2012
Agency Management CIC – Louisville, KY – March 8, 2012
Agency Management CIC – Tulsa, OK – March 15, 2012
Private client – Brenham, TX – March 26-28, 2012
Private client – Alton, IL – April 17-18, 2012
NetVU Annual Conference – Anaheim, CA – April 26-28, 2012
Private client – Neenah, WI – May 8-9, 2012
Agency Management CIC – Charlotte, NC – May 10-11, 2012
Private client – Appleton, WI – May 23, 2012
Agency Management CIC – Lansing, MI – June 21, 2012

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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.

© 2012 Emily Huling. All rights reserved.

Strategies for Success Newsletter February 2012 Issue 74

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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 February 2012 issue:

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

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1. Thoughts from the road

Diffusing anger – what not to do

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

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

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

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

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

Tune in to hear Put the Jam on First. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.
The 2011 Energizer Minute Collection CD is now available! This CD also includes a bonus track The Lost Art of Personal Networking. Get your free copy with any product order over $50.00.

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2. Did you know…?

What’s in a name?

The How Stuff Works founder really is a brain!

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

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

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DIY Group Learning Programs for Producers and CSRs

Two Hours to a Winning Sales Plan This step-by-step program helps agents create a personal one-page sales plan. The process includes a 10-point self-assessment, situation analysis, mission statement, creation of strategies, goals, and activities. A sample plan, prospect and client tracking charts, and a sales activity form are included.

Great Service Sells Presented in 21 five-minute chapters, agencies can use the text with the audio CDs for a year’s worth of group training sessions. CSRs will acquire a dynamic service-oriented mindset and learn tips and techniques to retain business, increase sales, and earn referrals.

Visit www.sellingstrategies.com for more information and to order online.

Order either of these products and receive a complimentary copy of the 2011 The Energizer Minute Collection (audio) which includes the bonus track The Lost Art of Personal Networking.

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3. Welcome to Josmo’s Café

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

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

Enjoy!

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

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5. On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

Private client – New Orleans, LA – February 9-10, 2012
Private client – Alton, IL – February 20-21, 2012
NAMIC Commercial Lines Seminar – Chicago, IL – March 1, 2012
Agency Management CIC – Louisville, KY – March 8, 2012
Agency Management CIC – Tulsa, OK – March 15, 2012
NetVU Annual Conference – Anaheim, CA – April 26-28, 2012
AAMGA Annual Conference – San Antonio – May 6-9, 2012
Private client – Appleton, WI – May 23, 2012

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

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

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

© 2012 Emily Huling. All rights reserved. Newsletter may be shared as long as proper credit is included.

Strategies for Success Newsletter January 2012 Issue 73

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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 January 2012 issue:

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

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1. Thoughts from others

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

Believe in Yourself by Jan Michelsen

Dream freely
Envision excellence
Exude enthusiasm
Be inspired
Inspire others
Take pride in you
Recognize inner beauty
Draw on inner strength
Look inside your soul
Create peace
Seek truth
Spread joy
Embark on adventure
Launch new ideas
Think big
Invoke positives
Live fully
Reach out
Aim high
Find happiness
Expect the best
Be the best
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If you don’t believe in yourself, no one else will. EH

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2. Did you know…?

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

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

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

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January’s Energizer Minute

Tune in to hear Open Hand, Open Heart. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

The 2011 Energizer Minute Collection CD is now available! This CD also includes a bonus track The Lost Art of Personal Networking. Get your free copy by ordering this month’s special product offer outlined below.

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Jumpstart 2012 Success with Personal Development Learning Programs

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

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

Special Bonus with Product Bundle! Receive these programs FREE:

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

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

Click here for more information and to order.

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3. Thoughts from the office

Tips for Job Hunters

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

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

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

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5. On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

Independent Agents of Charlotte – January 10, 2012
Private client – Granite Falls, NC – January 11, 2012
NetVU Principal Connection Webinar – January 12, 2012
Private client – Philadelphia, PA – January 17-19, 2012
Agency Management CIC – Richmond, VA – January 26-27, 2012
Private client – New Orleans, LA – February 9-10, 2012
Private client – Alton, IL – February 20-21, 2012
NAMIC Commercial Lines Seminar – Chicago, IL – March 1, 2012
Agency Management CIC – Louisville, KY – March 8, 2012
Agency Management CIC – Tulsa, OK – March 15, 2012
NetVU Annual Conference – Anaheim, CA – April 26-28, 2012

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

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

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

© 2012 Emily Huling. All rights reserved. Newsletter may be shared as long as proper credit is included.

Strategies for Success Newsletter December 2011 Issue 72

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2011 Emily Huling. All rights reserved.
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In this December 2011 issue:

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

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December 2011 Amazing Offer on DIY Learning Programs

For the first 27 Growth-Oriented Agencies

Buy any one of these results-producing programs:

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

Receive all these FREE gifts:

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

Click Store button to visit Emily’s Product Store

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1. Thoughts from home

What’s the responsibility of experts?

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

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

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

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

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

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December’s Energizer Minute

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

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3. Thoughts from the office

Inspiring words

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

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

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

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

Audio Programs

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

For Managing General Agents – Book and Audio Program

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

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5. On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

Independent Agents of Charlotte – January 10, 2012
Private client – Granite Falls, NC – January 11, 2012
NetVU Principal Connection Webinar – January 12, 2012
Agency Management CIC – Richmond, VA – January 26-27, 2012
Private client – Alton, IL – February 20-21, 2012
NAPSLO Mid-Year Leadership Conference – February 29-March 3, 2012
NAMIC Commercial Lines Seminar – Chicago, IL – March 1, 2012
Agency Management CIC – Louisville, KY – March 8, 2012
Agency Management CIC – Tulsa, OK – March 15, 2012

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

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

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

© 2011 Emily Huling. All rights reserved. Newsletter may be shared as long as proper credit is included.

Strategies for Success Newsletter November 2011 Issue 71

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2011 Emily Huling. All rights reserved.
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In this November 2011 issue:

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

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

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

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

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

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

Sincerely,

Stressed Out

Dear Stressed,

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

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

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

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

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

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2. Have you read…?

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

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

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

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

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Are you positioned for growth in 2012?

Assess your business growth potential by answering these questions:

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

How did you do?

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

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

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

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November’s Energizer Minute

Tune in to hear Cool Down When Shifting Gears. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

Get your copy of The Energizer Minute Collection CD. The first 24 Energizer Minutes on CD recorded from January 2009 through December 2010. Receive a complimentary copy on product orders over $50.

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3. Thoughts from home

Treat family like strangers

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

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

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

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

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

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5. On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

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

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

© 2011 Emily Huling. All rights reserved. Newsletter may be shared as long as proper credit is included.

Strategies for Success Newsletter October 2011 Issue 70

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2011 Emily Huling. All rights reserved.
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In this October 2011 issue:

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

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1. Thoughts from the office

Isn’t yoga supposed to reduce stress?

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

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

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

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

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2. Thoughts from others

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

Denis Waitley, motivational speaker and author

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Are you positioned for growth in 2012?

Assess your business growth potential by answering these questions:

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

How did you do?

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

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

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

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October’s Energizer Minute

Tune in to hear Poor Choice. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

Get your copy of The Energizer Minute Collection CD. The first 24 Energizer Minutes on CD recorded from January 2009 through December 2010. Receive a complimentary copy on product orders over $50.

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3. Thoughts from the road

Reliving a painful learning experience

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

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

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

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

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

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

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5. On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

NAPSLO Annual Convention – San Diego, CA October 9-12, 2011
Next Generation Leadership Workshop – San Diego, CA October 10, 2011
Private client – New York City, NY October 27-29, 2011
NAPSLO Committee Day – Dallas, TX November 14-15, 2011
Private client – Lansing, MI November 17, 2011

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

© 2011 Emily Huling. All rights reserved. Newsletter may be shared as long as proper credit is included.

Strategies for Success Newsletter September 2011 Issue 69

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2011 Emily Huling. All rights reserved.
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In this September 2011 issue:

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

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1. Thoughts from the office

Reaching out personally has a supreme result

The message in a recent e-mail from my long-time Philadelphia-based business friend, Tom Cannon, caught me by surprise. “We had a meeting a few weeks ago in Washington, DC, with US Supreme Court Justice Samuel Alito.” Wow, how lucky can you get, I thought! Tom is an amazing connector so I knew there had to be a story behind it.

Tom explained that Justice Alito hails from the Philadelphia area -Trenton, NJ to be exact. He also knew that the Supreme Court justice is a huge Phillies fan. Tom wrote him a personal letter referring to their common Phillies fan connection and also mentioned that his daughter, a senior at Fordham University, has an interest in law. Justice Alito responded to Tom with a personal note inviting him and Tara for private tour of the Court. Not only did they have an hour tour, they had a personal 30-minute meeting with him. Tom commented that Justice Alito was helpful and cordial, resulting in an amazing day.

Tom’s story reinforces lessons for business success. Aim high when seeking new business connections. Do your homework before reaching out. Sincere personal contact can get you invited into high places. A reminder for those of you at the top of the business hierarchy – demonstrated by Judge Alito – don’t let importance go to your head. And parents – what a great example for your children to see the result of proactive and thoughtful actions.

Thanks, Tom, for sharing your story! Readers, feel free to relay your personal or business stories so I may share it with others.

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DIY Group Learning Programs for Producers and CSRs

Two Hours to a Winning Sales Plan This step-by-step program helps agents create a personal one-page sales plan. The process includes a 10-point self-assessment, situation analysis, mission statement, creation of strategies, goals, and activities. A sample plan, prospect and client tracking charts, and a sales activity form are included.

Great Service Sells Presented in 21 five-minute chapters, agencies can use the text with the audio CDs for a year’s worth of group training sessions. CSRs will acquire a dynamic service-oriented mindset and learn tips and techniques to retain business, increase sales, and earn referrals.

Visit www.sellingstrategies.com for more information and to order online.

Use Coupon Code NEWS11 to receive a 20% discount on all products and for purchases over $50, you’ll receive a complimentary copy of The Energizer Minute Collection.

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2. Did you know…about WAHVE?

Now I know why I cruise the exhibits halls when attending conventions and conferences!

The insurance industry has a solution for both employer staffing challenges and for seasoned employees not quite ready to retire! WAHVE (Work At Home Vintage Employees) is a unique, cost-saving, remote contract staffing solution that enables insurance firms to improve productivity and profit by hiring skilled insurance retiree contract workers. WAHVE is the winner of the 2010 Insurance Entrepreneurial Award.

WAHVE provides resources to all sectors of the insurance community. Small agencies, regional and national brokers, carriers, and vendors can access their solution and talent pool for full time, part time, and project work.

If you are interested in learning more about hiring workers or becoming a contract worker, visit www.wahve.com or call Bill Hunt, Chief Sales & Marketing Officer at 646-807-4372.

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

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September’s Energizer Minute

Tune in to hear Not so Fast. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

Get your copy of The Energizer Minute Collection CD. The first 24 Energizer Minutes on CD recorded from January 2009 through December 2010. Receive a complimentary copy on product orders over $50.

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3. Thoughts from home

A lesson from animal crackers

Lisa, our good friend and next-door neighbor, was babysitting her three year-old granddaughter, Austyn. They had been grocery shopping. When I saw them come home I made a mad dash over to visit that darling child. In her tiny hands, Austyn held a big bag of animal crackers, her reward for being good on their excursion. After eating her prize for about ten minutes, Lisa said, “Austyn, that’s enough,” and reached over to take the bag of cookies. Austyn looked quizzically at her Nana then at the nearly full bag and said with certainty, “I’m not done.”

Austyn’s not alone in being overwhelmed when too much is on her plate – both literally and figuratively. We all eat less when plates and portions are smaller. Snack-bag size servings give us a beginning and an end that we can see and count. The same holds true in our work world. Eliminating that overwhelmed feeling of endless items on a to-do list or in work folders enables us to concentrate more clearly on the task at hand and accomplish more.

What can you do to create bite-size portions at home or at work that will help better manage your mind and body?

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For dozens of resources to build individual and organizational top performance, visit www.sellingstrategies.com or get in touch with me at emily@sellingstrategies.com or 888-309-8802.

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

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5. On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

Private client – Fargo, ND September 12-16, 2011
NAMIC Annual Convention – Indianapolis, IN September 18-21, 2011
Private client – Oklahoma City, OK September 26-28, 2011
Independent Insurance Agents of Oklahoma Small and Rural Agents Conference – Norman, OK September 29, 2011
NAPSLO Annual Convention – San Diego, CA October 9-12, 2011
Next Generation Leadership Workshop – San Diego, CA October 10, 2011
Private client – New York City, NY October 27-29, 2011
NAPSLO Committee Day – Dallas, TX November 14-15, 2011
Private client – Lansing, MI November 17, 2011

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

© 2011 Emily Huling. All rights reserved. Newsletter may be shared as long as proper credit is included.

Strategies for Success Newsletter August 2011 Issue 68

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2011 Emily Huling. All rights reserved.
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In this August 2011 issue:

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

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1. Thoughts from home

Becoming a “Yes” Woman

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

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

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

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Group Learning Programs for Producers and CSRs

Two Hours to a Winning Sales Plan This step-by-step program helps agents create a personal one-page sales plan. The process includes a 10-point self-assessment, situation analysis, mission statement, creating strategies, goals, and activities. A sample plan, prospect and client tracking charts, and a sales activity form are included.

Great Service Sells Presented in 21, five-minute chapters, agencies can use the text with the audio CDs for a year’s worth of group training sessions. CSRs will acquire a dynamic service-oriented mindset and learn tips and techniques to retain business, increase sales, and earn referrals.

Visit www.sellingstrategies.com for more information and to order online.

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

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2. Thoughts from others

On contentment

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

From The Book of Choices by Mike Magee, MD

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August’s Energizer Minute

Tune in to hear A Shift in Gift Giving. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

Get your copy of The Energizer Minute Collection CD. The first 24 Energizer Minutes on CD recorded from January 2009 through December 2010. Receive a complimentary copy on product orders over $50.

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

Here’s the link

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

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3. Thoughts from the office

Results and Rewards

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

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

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

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

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Shared experiences make memories. EH

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4. Have you read…? Follow up

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

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

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For dozens of resources to build individual and organizational top performance, visit www.sellingstrategies.com or get in touch with me at emily@sellingstrategies.com or 888-309-8802.

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

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5. On the road

Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.

Private client – Brenham, TX August 22-25, 2011
Private client – Fargo, ND September 12-16, 2011
NAMIC Annual Convention – Indianapolis, IN September 18-21, 2011
Private client – Oklahoma City, OK September 26-28, 2011
Independent Insurance Agents of Oklahoma Small and Rural Agents Conference – Norman, OK September 29, 2011
NAPSLO Annual Convention – San Diego, CA October 10-12, 2011
Next Generation Leadership Workshop – San Diego, CA October 10, 2011
Private client – New York City, NY October 27-29, 2011
Private client – Lansing, MI November 17, 2011

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

© 2011 Emily Huling. All rights reserved. Feel free to share our newsletter if copyright and credit are always included.