Category: <span>Newsletter</span>

Archives Newsletter July 15, 2011 By ssadmin 0 Comments

July 2011

Strategies for Success Newsletter July 2011 Issue 67

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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 July 2011 issue:

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

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1. Thoughts from the road

Airline Efficiency

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

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

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

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

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

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2. Have you read…?

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

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

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

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

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July’s Energizer Minute

Tune in to hear Let There Be Light. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

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

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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/#/0

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3. Thoughts to ponder

Get it or earn it? The follow up

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

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

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

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

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

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

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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.

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

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

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

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Two Hours to a Winning Sales Plan

New Audio Sales Program for Producers is Now Available for Purchase

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

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

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

For more information and to order your copy Click Here.

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On the road

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

Agency Management CIC, Tempe, AZ July 14, 2011
Private client – Brenham, TX August 22-25, 2011
Private client – Oklahoma City, OK September 26-28, 2011
Independent Insurance Agents of Oklahoma Small and Rural Agents Conference – Norman, OK September 29, 2011
NAPSLO Annual Convention – San Diego, CA October 10-13, 2011
Private client – New York City, NY October 27-29, 2011
Private client – Lansing, MI November 17, 2011

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

Archives Newsletter June 15, 2011 By ssadmin 0 Comments

June 2011

Strategies for Success Newsletter June 2011 Issue 66

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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 June 2011 issue:

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

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1. Thoughts from the road

Experiencing America the Beautiful

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

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

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

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

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

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Two Hours to a Winning Sales Plan

New Audio Sales Program for Producers is Now Available

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

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

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2. Thoughts from others

The Water Pot – A tale worth repeating

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

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

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

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

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

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June’s Energizer Minute

Tune in to hear Good Deeds Bounce Back. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

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

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

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3. Thoughts to ponder

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

Get it or earn it?

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

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

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

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

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

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Decisions and flexibility often conflict. EH

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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.

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

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

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

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On the road

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

Vertafore Industry Forum – Boston, MA June 16-17, 2011
AASCIF Annual Conference – Isle of Palms, SC June 19-22, 2011
Agency Management CIC, Tempe, AZ July 14, 2011
Private client – Brenham, TX August 22-25, 2011
Private client – Oklahoma City, OK September 26-28, 2011
Independent Insurance Agents of Oklahoma Small and Rural Agents Conference – Norman, OK September 29, 2011
Private client – New York City, NY October 27-29, 2011
Private client – Lansing, MI November 17, 2011

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

Archives Newsletter May 15, 2011 By ssadmin 0 Comments

May 2011

Strategies for Success Newsletter May 2011 Issue 65

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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 May 2011 issue:

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

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1. Thoughts from the office

Enhance your standing with these phone etiquette reminders:

When you’re on the phone and distracted by reading messages or typing, the other party absolutely senses your diversion. It’s rude and unprofessional. Give 100% of your attention to the conversation.
Place your phone calls exactly when you say you will. Whether it’s a follow up to a proposal, relaying promised information, or touching base in the middle of a project, demonstrate responsibility and respect and make that call.
Personally connect with your clients on every call. Demonstrate you know and care about them. Acknowledge a favorite team or hobby, ask about a family member you’ve heard about or know, or recommend a book or interesting article to read. A sincere and thoughtful comment says, “I’m interested in you” and goes a long way in developing strong give-and-take relationships.

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New DIY Audio Sales Program Available May 23 – Accepting Pre-Orders Now

Two Hours to a Winning Sales Plan

Orders placed from May 1 to June 30 using Coupon Code NEWS11 will receive a 20% discount and complimentary copies of Kick Your “But” and the Energizer Minute Collection.

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2. Thoughts from home

Live life with something out in front

I was leafing through Golf Digest magazine looking for a golden golf tip before John and I set out play. Instead of a golf tip to lower my score, I discovered a life tip. Even better.

Golf Digest has a monthly column called Golf Saved My Life. Gary Weinstein, of Farmington Hills, Michigan, writes his story of a personal tragedy that has since led him to a new found purpose. In 2005, his wife and two young sons were killed by a drunk driver. After lawsuits, trials, and a business catastrophe, he found inspiration by remembering his wife’s philosophy on life. Live life with something out in front. She had wanted him to be so successful that he could play golf every day he wanted. His “out in front” became taking a road trip and playing golf at two championship courses in all 50 states. Of course, he flew to Alaska and Hawaii! Nine months and 42,000 road miles later, he completed his goal. He has since set another goal to play golf in 100 countries.

It doesn’t matter what you identify as your passion that gives you purpose. My husband John built an amazing model boat. I know a couple who have visited every US state capital. We all know people who run marathons, compete in triathlons, remodel homes, create beautiful and bountiful gardens, and volunteer time to make the world a better place for others.

No one should wait for a life-changing event to find and follow a rewarding pursuit. Live life with something out in front. I’m thinking hard on what mine will be.

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May’s Energizer Minute

Tune in to hear Wall of Praise. 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. Have you read…?

The Social Animal: The Hidden Sources of Love, Character, and Achievement by David Brooks.

David Brooks is known for his political journalism. I’ve always found his writing thoughtful and understandable. Lucky for us, he’s brought his same straightforward style to this book on early childhood development. He incorporates the works of leading authorities and researchers into the lives of the characters he’s created and then follows from birth to adulthood. The Social Animal is on the bestseller list and is a fascinating and fast-moving book.

The Happiness Project is a memoir that recounts the year Gretchen Rubin spent test-driving the wisdom of the ages, current scientific studies, and lessons from popular culture about how to be happier. It became a New York Times bestseller. Not surprisingly, we can now follow her on every communication channel to receive ideas to implement happiness activities into each day. www.happiness-project.com

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You can learn from a book, but you don’t really know anything until you practice it. EH

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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.

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

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

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

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On the road

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

Vertafore Industry Forum – Boston, MA June 16-17, 2011
AASCIF Annual Conference – Isle of Palms, SC June 19-22, 2011
Agency Management CIC, Tempe, AZ July 14, 2011
Private client – Brenham, TX, August 22-25, 2011
Private client – Oklahoma City, OK September 26-28, 2011
Independent Insurance Agents of Oklahoma Small and Rural Agents Conference – Norman, OK, September 29, 2011

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

Archives Newsletter April 15, 2011 By ssadmin 0 Comments

April 2011

Strategies for Success Newsletter April 2011 Issue 64

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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 April 2011 issue:

Thoughts to ponder – follow up
Thoughts from the road
Thoughts from home
Thoughts from the office
On the road in 2011

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1. Thoughts to ponder – follow up

Many thanks to the readers who took time to weigh in about the porterhouse steak dilemma in the March newsletter! It’s unanimous. Everyone would have told the meat department about the mismarked steaks. Readers shared similar stories about returning merchandise that had not been scanned or catching mistakes made in their favor to have the situation corrected. Bravo!

I did tell the employee about the labeling error, and he smiled and said he wondered why they were selling so fast. After thanking me, he told me to keep my inexpensive steaks, and proceeded to take the rest to be correctly labeled. A Michigan reader reminded me of what Martin Luther King, Jr. said. “The time is always right to do what is right.”

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Coming soon! New DIY Audio Sales Program

Two Hours to a Winning Sales Plan

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April’s Energizer Minute

Tune in to hear Inspiration and Camaraderie. 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 $75.

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Thoughts from the road

The power of suggestion

McDonald’s billboards entice us to buy their food, Apple’s television commercials persuade us to buy the iPad, and Anheiser Busch’s advertising suggests that drinking their beverages will make us romantically appealing. I can understand all of that. But why would the Pennsylvania Department of Transportation encourage us to drive like maniacs?

I flew into the Philadelphia airport and rented a car to drive to Doylestown for a client event. I normally don’t like to rent a car in major metropolitan areas, opting instead for a car service to avoid the stress of driving on unfamiliar roads. My client assured me it was a short and easy drive. I was to head north on I-476 then onto PA 611. Seemed simple enough. I was exiting the toll booth on the interstate when I could feel the energy change. As I eased out of the toll booth, the cars on both sides of me revved their engines to beat me out. It was if I had entered a race track and the toll booths were the starting gates. Startled and puzzled, I continued. Then I saw the sign on the side of the road. Caution – Aggressive Drivers. No kidding.

When I mentioned this experience to my client, a native of the area, he said, “I never thought to mention it. We’re speedsters on that road!” No kidding.

Morale to the story: Signage influences how others act and behave. Are the signs you post consistent with your intent?

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3. Thoughts from home

What an accomplishment! My husband, John, who has the patience of a saint and the skill of a fine craftsman, just completed a six-month project. Thousands of tiny pieces and hundreds of hours were required to complete The Typhoon, a remote-controlled replica of Edsel Ford’s 1929 racing boat. Pictures are proudly posted on the website under About Emily.

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What a joy to witness the accomplishments of someone you love! EH

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4. Thoughts from the office

It was Sunday morning and I was reluctantly putting in a couple of catch-up office hours. I had an e-mail with the subject line “CIC-Ilinois.” Keith, a participant from the agency management class I had taught the previous week, was writing to thank me for sharing my time and expertise. A PDF file was attached titled The Go-Giver Award. I was being recognized for serving others and adding value. What a wonderful compliment!

Googling to learn more, I discovered The Go-Giver is a book and award program to salute “The Five Laws of Stratospheric Success.” The book is a quick and easy-to-read parable. The message – true giving provides happiness and success – is not new. It’s just nice to be reminded now and again. I’ve bought a dozen copies to give as gifts. I’ll bet you’ll want to do the same. www.thegogiver.com.

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Recently updated information on the website: Free Stuff: Tips to Hire Right, Zero and Low Budget Marketing Ideas, 2011 Speaking Topics, and a new Rough Notes article The Ten Qualities of a Proud CSR.

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

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

Receive a complimentary copy of The Energizer Minute Collection CD on product orders over $75.

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

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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 – Louisville, KY April 27, 2011
NetVU Conference – Kissimmee, FL April 28-30, 2011
AASCIF Annual Conference – Isle of Palms, SC June 19-22, 2011
Agency Management CIC, Tempe, AZ July 14, 2011
Private client – Oklahoma City, OK July 18-20, 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.

Archives Newsletter March 15, 2011 By ssadmin 0 Comments

March 2011

Strategies for Success Newsletter March 2011 Issue 63

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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 March 2011 issue:

Thoughts to ponder
Thoughts from home
Check it out
On the road in 2011

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1. Thoughts to ponder

Welcome to our newest newsletter category! I hope the issues presented provide the impetus for thoughtful conversation.

An honest dilemma

Grilled porterhouse steaks are one of John’s culinary specialties. Because it’s an expensive cut of meat, we usually wait until Harris Teeter, our preferred grocery store, has an advertised special. Instead of $13.99 a pound, the steaks are $8.99 a pound. Pretty good deal. As I approached the meat department during my weekly shopping visit, I saw swarms of people at the steak display. The steaks were flying out of the case and the young meat worker was waiting to replenish the supply. When I finally got near, there were two steaks left. I took them. I noticed the price marked was not $8.99 a pound. It was mismarked at $1.99 a pound. The sign in front clearly stated that the steaks were $8.99 a pound. No wonder they were flying out of there!

I wondered how many steaks had been sold at this incorrect price. How much money was the store losing? It’s a big successful store. Did it matter? Why hadn’t someone brought this mistake to the attention of the meat department manager?

I started to walk away with my two steaks when I saw the same meat department employee coming back with another cart of steaks.

Question to ponder: What would you do? Would you be the one to tell the employee of the mistake? Next month, I’ll let you know what I did.

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Make service a selling strategy in your agency….DIY Program

Great Service Sells: How Great CSRs Turn Service into Sales is a book and audio CD do-it-yourself customer service training program.

Designed for CSR group learning in staff meetings, using both the print book and accompanying audio CDs. Presented in 21 five-minute chapters, the tips, techniques, real-life stories, and personal challenges offer a year’s worth of training sessions. For a complete list of chapters and facilitation tips, go to www.sellingstrategies.com. Newsletter readers receive a 20% discount by using coupon code NEWS11 at checkout.

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March’s Energizer Minute

Tune in to hear Cutting back can improve the situation. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

Now available! 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 $75.

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Thoughts from home

Aging beautifully

My once fresh tulip bouquet is past its prime. Many of the yellow and white petals have fallen on my kitchen counter, leaving the fragile, interesting looking pistils exposed. If it weren’t for this unseasonably snowy, icy winter week that has kept everyone inside who had a choice, I would have replaced my tulips with flawless ones. Who wants old flowers?

Well, I do. Over the past couple of days, I’ve gained a new appreciation for the beauty of the natural process of my maturing flowers. It’s a different kind of beauty than the early stages of life, but pretty nonetheless.

Lesson learned: I need to remember this when I look in the mirror.

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We cannot go back, so we had better embrace moving forward. EH

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3. Check it out

Independent Agents – How secure is your client data?

The Independent Insurance Agents and Brokers’ Agents Council for Technology (ACT) recorded a webinar Implementing an Effective Information Security Program in your Agency that was presented January 13, 2011. The program covers the security risks agencies face, practical steps to take to manage these risks, and the free tools and articles that ACT has produced to assist agencies with their security program including a prototype agency information security plan. Agents will learn how federal and state laws have made it mandatory for agencies to implement an information security program that is anchored by a written security plan. Visit www.iiaba.net/ACT for more information.

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Recently updated information on the website: Free Stuff: Tips to Hire Right, Zero and Low Budget Marketing Ideas, 2011 Speaking Topics, and a new article Lessons from a New Producer.

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

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

Receive a complimentary copy of The Energizer Minute Collection CD on product orders over $75.

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

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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.

NAMIC Commercial Lines Underwriting Conference, Chicago, IL March 3, 2011
Private clients – Minneapolis, MN March 8 -10, 2011
Independent Insurance Agents of Arkansas, Young Agents Conference, Hot Springs, AR March 25, 2011
Private client – Louisville, KY April 27, 2011
NetVU Conference – Kissimmee, FL April 28-30, 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.

Archives Newsletter February 15, 2011 By ssadmin 0 Comments

February 2011

Strategies for Success Newsletter February 2011 Issue 62

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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 February 2011 issue:

Emily’s mailbag
Thoughts from the road
Have you read…
On the road in 2011

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1. Emily’s mailbag

Dear Emily,

We have implemented many of your tips, practices and suggestions from your website and CDs and have been using them for many years now. We also enjoy getting your newsletter. We were wondering if you could help us with a situation we are confronting.

We are 99% positive that we are being maligned by another in-town agency. We have no substantiated proof, but have received information from customers who are leaving our agency that leads us to believe such is the case. In addition, we’ve had previous issues of the same nature with this agency.

We work really hard to foster good relationships with our customers and are at a loss as to what is happening and what to do. Any suggestions would be greatly appreciated.

Sincerely,

Criticized and Confused CSR

Dear C and C,

Ugh! What an unpleasant and damaging situation! Three ideas:

The owner of your agency should consider calling the owner of the other agency to set up a face-to-face meeting. Specific issues should be cited that have led you and your associates to believe the competitor’s agency is acting unscrupulously. See what the owner has to say. He or she may not know this is occurring. If these unprincipled business practices are taking place at the production and service ranks, the agency owner should appreciate having this knowledge.

Examine your agency’s internal service practices and procedures. Be exceedingly proactive with your customers to prevent customer dissatisfaction and prevent the competition from getting in the door.

With your staff, create a script of responses to use when faced with the negative customer comments and customers who are calling to move their business.

Bottom line, be proactive rather than reactive. I hope this situation resolves quickly for you.

Best regards, Emily

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Make service a selling strategy in your agency….DIY Program

Great Service Sells: How Great CSRs Turn Service into Sales is a book and audio CD do-it-yourself customer service training program.

Designed for CSR group learning in staff meetings using both the print book and accompanying audio CDs. Presented in 21, five-minute chapters, the tips, techniques, real-life stories and personal challenges offer a year’s worth of training sessions. For a complete list of chapters and facilitation tips, go to www.sellingstrategies.com. Newsletter readers receive a 20% discount by using coupon code NEWS11 at checkout.

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February’s Energizer Minute

Tune in to hear Lessons from a Two-Year Old. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

Now available! 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 $75.

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Thoughts from road

You’re never too young to be green

The setting was a crowded Baltimore airport ladies restroom. Business and leisure travelers, students, mothers, and children were dodging each other to use the facilities, wash and dry their hands and get on with their day.

A little girl about four years old, standing all by herself, was in front of me in line for paper towels to dry her tiny hands. She pulled down one towel, two towels, three towels, then four. She looked like she was going for five when I said, “Whoa, that’s enough. You have plenty to dry your hands.” I quickly realized that I set myself up for a rap on the head from a purse by speaking to someone else’s child, but fortunately it didn’t happen. The little girl just looked at me and shrugged.

Now I admit some paper towels are thin and don’t effectively dry your hands. On occasion, even I, who prides myself on being green by limiting my use of all paper products, will take two on occasion. But three or four? Unnecessary.

Moral to the story: Let’s teach our children both by example and words that waste is not good.

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Speak up for what you believe. EH

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3. Have you read…

Chasing Daylight by Eugene O’Kelly

“Commitment is best measured not by the time one is willing to give up, but more accurately by the energy one wants to put in, by how present one is.” Eugene O’Kelly (1952-2005) former CEO of KPMG

In May 2005, Gene O’Kelly was given a death sentence – inoperable brain cancer with three to six months to live. Up until that time, he was a hard-charging man who climbed to the top of the ladder at KPMG. He sacrificed a great deal of his personal life for this success. This is his account of his last days with the last chapter written by his wife. He spent his last precious days tying up loose ends, “rewinding” with significant people in his life, and spiritually preparing for death. His message is not morbid or bitter. It is what he believes we all should do to create and embrace joyful and present moments each day.

How lucky I feel to have discovered this well-worn book in the cruise ship library. Vacations are a good time to reflect and Chasing Daylight helped me do just that.

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Updated information on the website: Free Stuff: Zero and Low Budget Marketing Ideas and 2011 Speaking Topics.

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

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

Receive a complimentary copy of The Energizer Minute Collection CD on products orders over $75.

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

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On the road

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

Agency Management CIC, Birmingham, AL February 2, 2011
Private client – Phoenix, AZ February 7-9, 2011
NAPSLO Mid-Year Conference, Naples, FL February 23-26, 2011
NAMIC Commercial Lines Underwriting Conference, Chicago, IL March 3, 2011
Private client – Minneapolis, MN March 10, 2011
Independent Insurance Agents of Arkansas, Young Agents Conference, Hot Springs, AR March 25, 2011
Private client – Louisville, KY April 27. 2011
NetVU Conference – Kissimmee, FL April 28-30, 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.

Archives Newsletter January 15, 2011 By ssadmin 0 Comments

January 2011

Strategies for Success Newsletter January 2011 Issue 61

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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 January 2011 issue:

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

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1. Thoughts from home

Good fortune for all

My grocery cart was full when suddenly, in the ice cream aisle, a wheel broke. The cart collapsed with a loud thud. I was far away from the entrance to get a replacement cart in order to transfer my groceries. As I stood there for a moment, a woman walked by and said, “Boy, am I glad that happened to you and not me. I always get the broken carts.” I laughed and told her I was glad to be of service. I left the broken buggy (as we call shopping carts in western Pennsylvania), got another one, returned to the ice cream aisle, transferred my purchases, and finished shopping.

As I was leaving the store, I couldn’t help but think about that woman’s comment. Why is it that our state of happiness heightens when someone is worse off than we are? Is there a rule that states there is a finite quantity of happiness, success, wealth or well-being available? Last I checked, there is plenty of all of those good things to go around.

Moral to the story: It doesn’t cost a thing to wish everyone good fortune.

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January’s Energizer Minute

Tune in to hear Have Your BEST Year Ever! Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

Now available! The Energizer Minute Collection CD. The first 24 Energizer Minutes on CD recorded from January 2009 through December 2010.

A New Year Gift – All January product orders will receive a complimentary copy of The Energizer Minute Collection CD.

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Thoughts from road

Passion and belief are the foundation of success

The Hampton Inn Fort Lauderdale breakfast lobby was bustling with cruise travelers ready to set sail. All the conversations seemed to include “Where are you going?” and “Where are you from?” After we exchanged those pleasantries with our tablemates, sisters Lisa and Terri, I asked, “How did you decide on your trip?” “I won it!” exclaimed Lisa. Her comment, of course, invited the question from John and me, “How did you do it?”

“It was so easy. I work for Aflac and have the best job in the world. Do you have a few minutes?” Lisa asked. We did. “I’d like to tell you how what I do helps people.” Lisa told us about the 19-year old who had purchased an accident policy from her and three days later was killed in an automobile accident. She personally delivered the $75,000 check to his mother who didn’t even know her son had purchased a policy. His mother cried when she told Lisa how badly her son wanted his sister to go to college and that $75,000 would pay for it. Lisa then told us about selling a cancer policy to a 28-year old woman. Four years later she was diagnosed with breast cancer. The money from the policy paid all her living expenses while undergoing treatment.

Lisa said, “I love making a difference in the lives of others. And to think I get paid for it!”

Moral to the story: Success is easy when you passionately love and believe in what you do.

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No matter how big or small, helping others brings joy to all. EH

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3. Thoughts from others for the New Year

“I expect to pass through this world but once. Any good therefore that I can do, or any kindness that I can show to my fellow creature, let me do it now. Let me not defer or neglect it, for I shall not pass this way again.” Stephen Grellet (1773-1855) Quaker minister and missionary

“Although the world is full of suffering, it is also full of overcoming it.” Helen Keller

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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.

A New Year Gift – All January product orders will receive a complimentary copy of The Energizer Minute Collection CD

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

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

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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 – Granite Falls, NC January 19, 2011
Agency Management CIC, Chicago, IL January 26-28, 2011
Agency Management CIC, Birmingham, AL February 2, 2011
NAPSLO Mid-Year Conference, Naples, FL February 23-26, 2011
NAMIC Commercial Lines Underwriting Conference, Chicago, IL March 3, 2011
Private client – Minneapolis, MN March 10, 2011
Private client – Louisville, KY April 27. 2011
NetVU Conference – Kissimmee, FL April 28-30, 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.

Archives Newsletter December 15, 2010 By ssadmin 0 Comments

December 2010

Strategies for Success Newsletter December 2010 Issue 60

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Special Notice

During December, I will have limited availability. From December 5 to January 4, I will only be accessible by e-mail.
December product orders will be filled in January.

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In this December 2010 issue:

Thoughts from the office
Thoughts from the road
Did you know…?
On the road in 2010 and 2011

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1. Thoughts from the office

Turning disappointment into opportunity

For many years, I had been a regular presenter at an annual industry conference. Well, things change and for this last event, my program wasn’t selected. I was so disappointed! However since several of my clients would be there, I felt it would be worth my time to attend. I went with the additional goals of reconnecting with colleagues and meeting new people.

Many participants greeted me by asking what session I was presenting. When I told them I was a paying guest, they were surprised and impressed that I would come on my own. Since I didn’t have a presentation, I was more relaxed and able to meet a lot of new contacts. Because I had spoken at previous events, people were engaging me in conversation about their current challenges and asked for my thoughts on specific issues. As an added benefit, I came away with ideas for new programs.

Moral to the story: Choosing an attitude of opportunity instead of rejection opens the door to purpose and possibilities.

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Thoughts from road

Would you like my extra coupon?

Louie from New Jersey was sitting at our table at a friend’s wedding reception in Columbus, Ohio. Even though the trip from New Jersey to Columbus was only across the state of Pennsylvania, Louie thought he had landed in a foreign country.

He had forgotten his running shoes (intentionally, so his wife believes) and went to the mall in Dublin, Ohio to buy a new pair. Standing in line at the checkout register, the person in front of him turned around and said, “Would you like my extra 20% off coupon?” Louie got the whole table laughing when he admitted in his authentic Vinnie Barbarino voice and mannerisms that he was looking for a hidden camera. “Sure,” Louie said. The cashier rang up the purchase minus 20% and said he’d throw in a pair of free running socks. Louie couldn’t remember when he’d had such generosity bestowed on him and would be sharing his positive experience in Columbus, Ohio, with his friends back in Jersey.

Moral to the story: We never know when a random act of kindness turns us into an ambassador for our community.

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Every day is an opportunity to reach out to others. EH

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The Energizer Minute

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

Coming in January – The Energizer Minute Collection CD. The first 24 Energizer Minutes on CD recorded from January 2009 through December 2010.

All December and January product orders will receive a complimentary copy of The Energizer Minute Collection CD.

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3. Did you know?

Licorice health warning

Leave it to People’s Pharmacy experts Joe and Terry Graedon to shed more light on the possible causes and cures of common health issues.

A reader wrote asking if black licorice could be the cause of migraines, visual auras, hypertension, and excruciating leg cramps. After hospitalization and tests revealed no cause, the reader discontinued eating black licorice and his symptoms all but disappeared.

In their response the Graedons’ wrote, “Black licorice can cause high blood pressure, hormonal imbalance, and severe headaches. A Swedish gymnastics teacher was written up in The Lancet (February 10, 1979) because her passion for licorice resulted in migraines, loss of libido, and severe hypertension. When the licorice was discontinued, her symptoms abated. Red licorice is safe since it does not contain the ingredient (glycyrrhizin) that causes the problem.”

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

December product orders will be filled in January.

Product Special: All December and January product orders will receive a complimentary copy of The Energizer Minute Collection CD

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

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

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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 – Lexington, NC December 1, 2010
Private client – Granite Falls, NC January 19, 2011
Agency Management CIC, Chicago, IL January 26-28, 2011
Agency Management CIC, Birmingham, AL February 2, 2011
NAPSLO Mid-Year Conference, Naples, FL February 23-26, 2011
NAMIC Commercial Lines Underwriting Conference, Chicago, IL March 3, 2011
Private client – Minneapolis, MN March 10, 2011
Private client – Louisville, KY April 27, 2011
NetVU Conference – Kissimmee, FL April 28-30, 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.

Archives Newsletter November 15, 2010 By ssadmin 0 Comments

November 2010

Strategies for Success Newsletter November 2010 Issue 59

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Special Notice

During December, I will have limited availability. From December 5 to January 4, I will only be accessible by e-mail. To discuss 2011 consulting, coaching, and speaking projects, please contact me by November 19.
December product orders will be filled in January.
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In this November 2010 issue:

Thoughts from the office
Thoughts from home
Great Service Sells book excerpt
On the road in 2010 and 2011

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1. Thoughts from the office

Eric, a young insurance professional, approached me during a break when I was teaching a class on agency management. Like many students, he had a question about the material we had covered. What was noticeably different about Eric was his elevated anxiety about taking the exam. After I answered his question, he looked at me and said, “Can I tell you something?” “Of course,” I replied. He went on to say that his boss told him that he had a bet with another manager that he would fail the exam. “What?” I cried out in disbelief. “I’m a nervous wreck,” he said. “I feel like I’m destined for failure.”

Betting that his employee would fail? What is this boss thinking? What could be more damaging and ego-deflating than hearing that?

Taking a deep breath, I said to Eric, “So after you pass this exam, you’re looking for another job, right?

Moral to the story: Each of us deserves to work in an environment where our supervisor supports our personal success and advancement. If you don’t have that, work to find another job.

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Thoughts from home

What would life look like if….?

It’s been twelve years that I’ve been seeing Vivian. Over that time, she’s been my counselor, coach, and conscience. My visits were more frequent when I was going through my divorce. Now, I just go for an annual tune up to gain personal clarity and an outsider’s perspective.

During my last visit, Vivian presented me a question to challenge me to reflect and imagine. “Ask yourself,” she said, “what would life look life if…?” She suggested I come up with three endings to the statement. She went on to explain that in order to move forward, we need to let go. Holding on to positive notions can be as thwarting to personal growth as holding on to negative perceptions.

She gave me an example to get me started. “What would life look like if you didn’t work so much?” My mind and mouth quickly went on the defensive. “But I love my work!” She told me she knows that, and suggested I broaden my thinking to consider other ways my abilities can be used.

Here are some other suggestions she gave me to consider when thinking “What would life look like if…?”

I didn’t take things personally?
I didn’t care what others’ thought?
I believed I had artistic talent?
I had more time to be with (children, family, or friends)?
I spent less time online?

The example Vivian used about working too much rang true so I mulled that thought over often. Within six months, I was presented with an opportunity to volunteer to help young professionals jumpstart their careers. A law of attraction success story for sure!

Personal challenge: If you’ve settled into a situation – good or bad – challenge yourself with the question “What would life look like if…?” and see what happens.

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A combination of imagination and intention inspires change. EH

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The Energizer Minute

Tune in to hear Nurturing External Beauty. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

Coming in January – The Energizer Minute Collection CD. The first 24 Energizer Minutes on CD recorded from January 2009 through December 2010.

All December and January product orders will receive a complimentary copy of The Energizer Minute Collection CD.

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3. Great Service Sells book excerpt

The October issue of Rough Notes published an article, Let’s Talk! that I adapted from a chapter from Great Service Sells – How Great CSRs Turn Service into Sales. Go to www.roughnotes.com, October issue, page 70 to read the article.

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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.

Product Special: All December and January product orders will receive a complimentary copy of The Energizer Minute Collection CD

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

December product orders will be filled in January.

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

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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 1-2, 2010
Private client – Phoenix, AZ November 15-19, 2010
Agency Management CIC, Chicago, IL January 26-28, 2011
Agency Management CIC, Birmingham, AL February 2, 2011
NAPSLO Mid-Year Conference, Naples, FL February 23-26, 2011
NAMIC Commercial Lines Underwriting Conference, Chicago, IL March 3, 2011
Private client – Minneapolis, MN March 10, 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.

Archives Newsletter October 15, 2010 By ssadmin 0 Comments

October 2010

Strategies for Success Newsletter October 2010 Issue 58

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In this October 2010 issue:

Thoughts from the office
Thoughts from the road
Thoughts from others
On the road in 2010

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1. Thoughts from the office

Convey professionalism at all times

I was returning a phone call to a client in California. He asked me to call back early in the day. It was 11:00 AM Eastern time, 8:00 AM Pacific time when I placed the call. When Joe answered the phone he said, “Emily, hold on a minute, I’m just getting out of the shower.” Now there’s a visual I didn’t need to have. He could have let voice mail pick up and then called me back in five minutes.

That experience led me to several thoughts that shouldn’t be stated in the workplace. They diminish professionalism and undermine credibility.

“It’s not my fault.” Remember that when you point one finger at others, three fingers point back.
“Don’t tell anyone I told you.” If it’s a secret, keep quiet.
“I don’t have time.” We’re all busy. Pursue a conversation to discuss what, when and how to accomplish what needs to be done.
“I had a rough night.” Most likely, your coworkers don’t care.

Be aware of your thoughts when you hear these statements. Let that serve as a guide to knowing what’s appropriate and what’s not.

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Thoughts from the road

10 minutes of attention

I was visiting my friend Susan in Denver. We hadn’t seen each other for a long time and our visit time was short, only for the evening. We were chatting away while preparing dinner in her kitchen and not paying attention to her youngest daughter Lucy.

Suddenly Lucy appeared in the kitchen. “Mom, Emily, please come play Bocci with me.” Oh no, I thought. I was having so much fun talking with Susan and wasn’t much interested in playing Bocci with her daughter. Susan saw my hesitation. “Go ahead outside, Lucy, we’ll be right there.” Susan looked at me and said, “Emily, in only five or ten minutes we’ll make that child happy and then we can get back to visiting. If we don’t do it now, she’ll find another way to get our attention.”

What an aha moment for me! I thought of all the times I’ve been guilty of saying no or avoiding a situation that resulted in a less than positive outcome. If only I had paid attention and taken immediate action.

Moral to the story: Paying attention to others makes them feel valued, strengthens relationships, furthers communication, and saves time in the long run.

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The Energizer Minute

This month tune in to hear Mind Games. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.

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3. Thoughts from others

A Chinese blessing…

May you always have
Enough happiness to keep you sweet;
Enough trials to keep you strong;
Enough success to keep you eager;
Enough faith to give you courage;
Enough determination to make each day a good day.

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Embrace the ride. EH

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

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

The website had been updated with Free Stuff and new articles. Feel free to share any of my articles or newsletter content (with proper credit included).

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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 Insurance Agents of Illinois, Annual Convention, Springfield, IL October 7, 2010
NAPSLO Annual Convention, Atlanta, GA October 11-13, 2010
Speaking engagement in Appleton, Wisconsin, private client – October 20, 2010
Private client – Phoenix, AZ November 15-19, 2010

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