Category: <span>Newsletter</span>

2021 Newsletter Uncategorized By Emily Huling 0 Comments

June 2021

Strategies for Success Newsletter June 2021 Issue 186

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2021 Emily Huling. All rights reserved.

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In this June 2021 issue:

  1. Thoughts from the Office
  2. Have you read….?
  3. Josmo’s Cafe
  4. Stay Energized

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  1. Thoughts from the Office

Back in the cube

Questions and anxiety seem to be the norm for workers who are now being asked to return to a full-time or part-time office environment in a partially-vaccinated world. After talking with my clients who are establishing guidelines for returning to the office, I’ve compiled a list of questions that should be addressed before making the transition.

  1. What’s the company vaccination policy for returning to the office? Is it required? Is proof needed?
  2. How do we interact and meet with a mixed group of vaccinated and unvaccinated staff?
  3. Will there still be Covid-symptom checks before entering in the office?
  4. Do I need to wear a mask in the office if I’m not vaccinated even if our state has a no mask required policy?
  5. Do I need to wear a mask in the office if I’m vaccinated?
  6. What has been done to clean the office, improve airflow and assure a healthy office environment? How will it be maintained?
  7. What’s the breakroom situation to assure a healthy environment?
  8. What’s the work-from-home policy? Can I still work from home sometimes?
  9. What happens when a coworker comes in with Covid symptoms? Is Covid testing required? How long do they have to stay out of the office?
  10. What happens if a member of the employee’s household contracts Covid, but the employee is vaccinated?
  11. Will customers and vendors be allowed in the office? Will they be checked for Covid symptoms or need to wear a mask?
  12. What’s our company travel policy now?

Your office guidelines will not be easy to determine, however, they are necessary to avoid bias and keep everyone healthy and safe.

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  1. Have you read….?

Humor, Seriously: Why Humor is a Secret Weapon in Business and Life by Jennifer Aaker and Naomi Bagdonas

Who would have thought that a course on humor was taught at Stanford’s Graduate School of Business? After listening to an eye-opening interview with author Jennifer Aaker, I had to learn more. The book is an easy read with dozens of real-life business examples and interviews with comedians and behavioral scientists on how we can use light-hearted and harmless humor to reduce tension, support teamwork and heighten creativity. The book is a guide to learn what makes something funny and how to find humor in personal experiences.

Here’s an indelible memory of mine when humor landed a great job for the daughter of colleague. Sarah, a soon-to-be college graduate, was on a job search in marketing and communications. Her father was helping her write a sample cover letter for her resume. He started the letter “Dear Mr. Spacely.” For those of you who need a reminder, Mr. Spacely is CEO of Spacely Sprockets, Inc. and George Jetson’s boss.

Sarah, not paying attention, sent the letter without changing the salutation. She quickly received a response from a company that was interested in talking with her. The interviewer told her the reason she was selected to be interviewed was because of her sense of humor. He loved that she used “Dear Mr. Spacely” in her cover letter. Sarah got the job and never revealed what really happened!

Interested in learning about your natural humor type?  Take the authors’ Humor Typology quiz on their website. Terrific quiz questions with immediate e-mailed results. Have fun!

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  1. Josmo’s Café

We’re back to entertaining at Josmo’s Café! During a recent V2 (guests fully vaccinated) dinner party, our friend Mary Beth came through with another outstanding dessert, Berries Romanoff . Perfect for spring! Mary Beth is from Georgia and served these wonderful berries with Georgia Peach Cookies from Byrd Cookie Company. What a delicious combination of flavors!

We have lots of beautiful spring leaf lettuce in our North Carolina gardens. John has been making us delicious Wilted Lettuce with Hot Bacon Dressing. It’s a perfect side dish served with grilled chicken and corn on the cob.

Looking for more great recipes? We have over 100 recipes on our Josmo’s Café page on the website.

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  1. Stay Energized

Our Energizer Minute for June is called Stop problem solving.

If you are as amazed as I am at what is happening in the real estate housing market, you’ll enjoy another hilarious Holderness family video on today’s home buying.

Road trips in your future plans? John and I love car trips especially drives that are off the main roads. Earlier this year, the Federal Highway Administration designated 15 new All-American Roads and 34 National Scenic Byways. This makes a total of 184 American Byways in 48 states. To venture out more on beautiful roads, I bought the National Geographic Guide to Scenic Highways & Byways (fifth edition). A beautiful and detailed book, it includes pictures and maps of 300 of the best drives in the U.S. Happy and safe travels this summer!

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

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

© 2021 Emily Huling Selling Strategies All rights reserved.

2021 Newsletter Uncategorized By Emily Huling 0 Comments

May 2021

Strategies for Success Newsletter May 2021 Issue 185

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2021 Emily Huling. All rights reserved.

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In this May 2021 issue:

  1. Thoughts from the Road
  2. Thoughts from the Office
  3. Josmo’s Cafe
  4. Stay Energized

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  1. Thoughts from the Road

Here today, gone tomorrow

“I’ll do it tomorrow.”

Fully vaccinated and so ready for a vacation, John and I were thrilled we were able to safely attend a close friend’s outdoor wedding in Phoenix in late March. We rented a house and stayed through early April. Although we were sorry to miss our North Carolina early-blooming azaleas, camellias, and dogwoods, we were excited to see the desert in full bloom. We visited the Desert Botanical Garden, Boyce Thompson Arboretum and hiked in several beautiful state parks. However, my favorite walk was each morning at daybreak when I walked the neighborhood streets. Each day I could watch the progress of the blooms on different cactuses. It was spectacular.

One day, seemingly out of nowhere, there were these amazing huge blossoms on a gorgeous cactus. I didn’t have my phone with me to take a picture. No problem, I thought, I’ll take the picture tomorrow.

It didn’t happen. It couldn’t happen. The next day when I returned with my camera in hand, the blooms were gone! GONE! Those gorgeous blooms were on the Argentine cactus which have a 24-hour life. Here’s a short time-lapse video of the flower blooming and other pictures of this magnificent cactus.

Moral of the story. We all put things off believing we can do it later. Taking a picture. Telling someone you love them. Keeping a promise. The Argentine cactus provided me a needed reminder that postponing an action can result in unforeseen consequences.

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  1. Thoughts from the Office

Planning a new start

My tried-and-true iPhone 6s wouldn’t hold a battery charge for more than a couple of hours, so I had to bite the bullet and get a new phone. I’ve upgraded before, so I knew that the technology used to transfer data, apps, folders, notes, really everything from an old phone to new phone is reliable and I use iCloud backup.

The technician who transferred my data asked me numerous times to confirm that all my data had loaded onto the new phone. I checked, double checked, and authorized him to wipe the old phone clean. When I got home, I noticed a notes folder where I keep random information wasn’t on the phone or in the iCloud back-up. Oh no! Missing were dozens of notes for future Energizer Minutes and newsletters, recommendations from friends for books, movies, and shows, travel ideas and information, and assorted other items.

I was surprised at my reaction to have years’ worth of notes disappear. Not only didn’t I panic, my mind quickly shifted to thinking how nice it would be to have a clean slate. When someone followed up as to whether I had read a book, watched a movie, or gotten to a restaurant, I’d shrug and tell them it was lost in iPhone land. It was freeing!

Then my IT expert husband asked if he could try and find the folders on my phone. “Of course,” I said, knowing he’d be unsuccessful since he’s totally a Samsung guy. Ten minutes later John shouts, “Found them!” They were there all the time of course, just not immediately visible.

“Thanks, sweetheart,” I said reluctantly, once again burdened with all those notes.

Oh well. New start next time!

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  1. Josmo’s Café

Dalgona Whipped Coffee is my new sinful treat. Whether you enjoy it with hot milk or cold milk, it is a coffee milk shake. I doubled the recipe, poured it over a cup of warm milk in a tall glass, and drank it with a straw. Yum!

In honor of Cinco de Mayo, it’s time to drink that half a bottle of pre-mixed Margarita that’s been in the refrigerator way too long! While imbibing, we will make one of our two favorite and easy Mexican dinners. Oven-baked Chicken Fajitas and Zesty Salsa Chicken.

Looking for more great recipes? We have over 100 recipes on our Josmo’s Café page on the website.

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  1. Stay Energized

Our Energizer Minute for May is called Change the Setting.

Who knew wedding crashers are a real thing? We visited with the bride and groom after their wedding. Thank goodness they had the foresight to hire security (think men in black) for their private-venue wedding. Six univited people attempted entrance to the wedding! John and I googled to learn more about wedding crashers. There are very funny published rules and hilarious stories. Here are some first-hand wedding crasher stories I thought you’d enjoy.

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

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

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

© 2021 Emily Huling Selling Strategies All rights reserved.

2021 Newsletter By Emily Huling 0 Comments

April 2021

Strategies for Success Newsletter April 2021 Issue 184

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2021 Emily Huling. All rights reserved.

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In this April 2021 issue:

  1. Thoughts from the Office
  2. Thoughts from Others
  3. Josmo’s Cafe
  4. Stay Energized

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  1. Thoughts from the Office

Self-determined success

I vividly remember the conversation. It was 1991. As sales manager at an independent insurance agency, I had a dozen salespeople reporting to me. Each had revenue goals and a detailed sales plan which we reviewed together each month. Eric was a twenty-something, ambitious, smart producer. He read everything he could on business and sales. I looked forward to our meetings and always learned something new.

Eric hadn’t even sat down. He had a book in his hand. He looked at me and said, “Unlimited Wealth: The Theory and Practice of Economic Alchemy (published in 1990) by Paul Zane Pilzer. Have you read it?”  I had not.

In character, Eric said, “I think my brain is going to explode.” I laughed. He went on to tell me the gist of the book and how it relates to his changed view of how to be successful. Pilzer’s Theory of Alchemy is the notion that the future is not about redistributing what exists, it’s about creating abundance for all. With unlimited resources in the world that come from human inventiveness and technological advances, abundance is possible for everyone.

As it relates to his success, Eric said he now understands that when he wins, someone else does not have to lose. His success would be built through his own ingenuity, an entrepreneurial mindset, and a continuing willingness to learn and grow.

How do you approach your quest for greater success?

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  1. Thoughts from Others

Will Rogers

Will Rogers (1879-1935) was an American humorist, film star of both silent film and “talkies,” vaudeville performer, cowboy, and social commentator. He was born to a Cherokee family in what’s now Oklahoma. Considered Oklahoma’s favorite son, the OKC airport is aptly named Will Rogers World Airport. You may have heard some of his famous quotes and not realized who said them. Still relevant today, here are some of my favorite Will Rogers’ thoughts.

“Even if you’re on the right track, you’ll get run over if you just sit there.”

“Don’t let yesterday use up too much of today.”

“The worst thing that happens to you may be the best thing for you if you don’t let it get the best of you.”

“Never miss a good chance to shut up.”

“Too many people spend money they haven’t earned, to buy things they don’t want, to impress people that they don’t like.”

“Eventually you reach a point when you stop lying about your age and start bragging about it.”

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  1. Josmo’s Café

It’s a good thing I’m getting to the end of my pandemic recipe folder since we are vaccinated and getting out more. Two yummy recipes to share this month. Parmesan Chicken Tenders and Cinnamon Twirl Cookies. These cookies have become John’s favorite coffee-time sweet treat. Enjoy!

Looking for more great recipes? We have over 100 recipes on our Josmo’s Café page on the website.

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  1. Stay Energized

What will they think of next? Radio Garden allows you to click a green dot on a global image (which easily zooms in and out) to immediately hear the radio broadcast from that locale. From Nigeria to New York to Naples to Newfoundland, hear broadcasts from around the world. It’s a lot of fun!

Tech tips to share. I recently facilitated a Zoom strategic planning session for a client. They had two terrific tech tools worth recommending. The first is Meeting Pro Owl. Described as a premium 360-degree camera, mic, and speaker combined into one easy-to-use device, the quality of the sound and picture made me feel like I was in the room. The planning meeting flip charts were done in their office and needed to be converted to documents. My client used a great program called Pen to Print to turn handwritten images into online digital text. The finished product sent to me was perfect.

Our Energizer Minute for April is called Pondering Potatoes.

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

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

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

© 2021 Emily Huling Selling Strategies All rights reserved.

2021 Newsletter By Emily Huling 0 Comments

March 2021

Strategies for Success Newsletter March 2021 Issue 183

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2021 Emily Huling. All rights reserved.

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In this March 2021 issue:

  1. Thoughts from the Office
  2. Thoughts from the Road
  3. Josmo’s Cafe
  4. Stay Energized

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  1. Thoughts from the Office

Personal brand management

What’s your career reputation? What values do your colleagues and clients see when they interact with you?  Do you consistently model and communicate your principles and ethics? Building a positive personal brand is an everyday activity. Use this checklist to pat yourself on the back or to identify areas to improve.

  1. Replace “I’ll try” with “I will” to convey personal ownership. If resolution is not possible, keep your agreement by providing updates.
  2. Use positive language. Tell others what you can do, not what you can’t do.
  3. Give credit to others.
  4. Be on time.
  5. Go beyond what’s expected. Deliver ahead of a deadline or provide additional information without being asked.
  6. Don’t complain without offering a solution.
  7. When communicating in person, by video, or by phone, focus 100% of your attention on the person speaking.
  8. Admit your mistakes quickly. Do what you need to do to help fix the mistake.
  9. Say please and thank you. Acknowledge extra effort by associates.
  10. Master effective verbal and written communication. Be concise in your messaging by identifying what, who, when, why, what is requested, and response needed.
  11. Use the Rule of 3.  If an e-mail or text requires more than three messages, pick up the phone and talk.
  12. Learn your job and do it well. Avoid asking questions of others on things you should know. Use the authority given you to demonstrate knowledge and confidence.
  13. Be open to others’ opinions and approaches. Be respectful when asking questions or conveying issues with another’s work.
  14. Check your online presence for professionalism and accuracy.
  15. Follow your office’s COVID-19 protocols to show respect and protect yourself and others.

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  1. Thoughts from the Road

We grow towards the light

Our beautiful North Carolina spring starts weeks before the calendar says. As the days get longer, my walks get longer. I enjoy the crocuses, early shoots of daffodils, green grass, and the smell of fresh landscaping mulch. I love looking up at our Carolina blue sky searching for new nests and to find what birds are chirping. Because the branches are bare, it’s easy to see that the trees and plants lean towards the sun. It’s something we all know. Living things seek out light to grow and thrive.

For humans, light comes in many forms besides sunshine. Encouraging words, hugs, healthy nutrition, a positive environment, the joy of helping others, and enjoying light-hearted entertainment.

It’s easy to get sucked in to dark drama both real and imaginary. It’s all around us. However, to grow and thrive we need to consciously seek out the light, generate the light, and be the light.

I hope you will celebrate the start of spring by shining your light into the world!

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  1. Josmo’s Café

I have another cold-weather recipe to share this month. Winter Chicken Bake.   The chicken is roasted with sweet ingredients including apples, sweet potatoes, and dried cranberries. It’s a one-pan dinner that is quick, easy, and delicious. I rediscovered another recipe featured in the past you may want to try called Braised Tuscan Beef. Delicious!

Looking for more great recipes? We have over 100 recipes on our Josmo’s Café page on the website.

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  1. Stay Energized

John and I have a recommendation for heart-warming entertainment. It’s a 30-minute Canadian documentary show on Amazon Prime called Dogs with Jobs. There are 65 episodes filmed from 2000-2009. Each episode features two or three great stories of incredible dogs. Enjoy!

Our Energizer Minute for March is called Sculpt Your Mind.

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

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

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

© 2021 Emily Huling Selling Strategies All rights reserved.

2021 Newsletter By Emily Huling 0 Comments

February 2021

Strategies for Success Newsletter February 2021 Issue 182

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2021 Emily Huling. All rights reserved.

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In this February 2021 issue:

  1. Thoughts from Home
  2. Thoughts from the Office
  3. Josmo’s Cafe
  4. Stay Energized

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  1. Thoughts from Home

You’re doing my job

John and I split the laundry duties. I have the easy part. Sheets and towels. John launders all the clothes. His schedule is every seven to ten days, so we are never short of clean clothes. Over the holidays, we got off schedule on many things and spent more time lounging around. All of my favorite comfy sweats were dirty.

I love my morning quiet time and get up 30-60 minutes before John. I went through the laundry basket and pulled out all of our sweats to wash in one load. John got up and heard the washing machine. He asked what I was washing. “All of our sweats,” I replied. He looked hurt and said to me, “You’re doing my job. I would have done them today.”

Moral of the story. We may think we’re helping out by doing a person’s job without asking about it. Instead, the message we give is that we don’t have the confidence in the person to get the job done. This is true at work and at home. Show respect and trust by letting others do the work they are assigned to do.

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  1. Thoughts from the Office

How hard are you really working?

Rate yourself. On a scale of one to five, one being low and five being high, what number would you give yourself for working proactively, efficiently, and accurately to accomplish what needs to be done every day in your job and grow your organization?

What I hear from the dozen managers I coach regularly is that there are too many employees who are doing the bare minimum in their jobs. They are showing up and completing required tasks. What’s not being done is showing initiative to do better or to be better. This is troubling.

Insurance professionals are fortunate to be in an essential industry. Obviously, that doesn’t mean our jobs are secure since our insureds aren’t so fortunate and our economics reflect theirs. Consider both me-thinking and we-thinking reasons to work at level five every day.

  1. You own your reputation. Consider how your coworkers and clients view your work ethic and standards.
  2. You own all the knowledge you gain both from job experience and structured educational offerings.
  3. You own your relationships. Each contact you make has the potential to be a long-term trusted colleague.
  4. Your organization needs level five performance from each person to profitably operate and grow.
  5. Your coworkers need you to perform at level five so they can do their jobs at level five.
  6. Your clients count on you and pay you to work at level five.

Our up-ended work world will be here for a while longer. Stop the excuses for not giving 100% at work. Learn about your company’s business goals. Review your job description and performance review. Embrace and become skilled for what is needed in the virtual world to be an exceptional level-five employee. If you don’t, you are wasting valuable time to advance your career and your organization.

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  1. Josmo’s Café

Extended lockdown means more time to find fabulous recipes. We have two winter recipes for you this month. Both will make the house smell wonderful and your tastebuds will thank you! Steelhead Trout Bake with Dijon Mustard and Sheet Pan Vinegar Chicken. Happy winter eating!

Looking for more great recipes? We have over 100 recipes on our Josmo’s Café page on the website.

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  1. Stay Energized

Our Energizer Minute for February may shift your mindset. It’s titled Against the Tide.

Speaking of altering your perspective, the 2004 movie What the Bleep Do We Know? did that for me. Part documentary and part dramatization, we follow Amanda (Marlee Matlin) on her journey from chaotic self-destructive thinking to realizing the power she holds within to positively change her life. Worth watching especially during the long cold month of February.

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

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

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

© 2021 Emily Huling Selling Strategies All rights reserved.

2021 Newsletter By Emily Huling 0 Comments

January 2021

Strategies for Success Newsletter January 2021 Issue 181

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2021 Emily Huling. All rights reserved.

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In this January 2021 issue:

  1. Thoughts from the Road
  2. Thoughts from the Office
  3. Josmo’s Cafe
  4. Stay Energized

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  1. Thoughts from the Road

It helps to ask questions

I was walking with a neighbor on a beautiful fall Saturday. A man in a car with a South Carolina license plate stopped us. “Excuse me. Can you tell me how to get to I-77? Even with my GPS, I seem to have gotten lost.” I piped up first and gave the man directions. He repeated them back to us to be sure he understood. Then Pam, my neighbor, asked, “Where are you going?” The man said he was going to Lake Norman State Park. Pam told him there is a faster and easier way to get there. Would he be interested in having those directions? Of course he was! Yea Pam!

Moral of the story. Before directly answering a question, clarify the question you have been asked. With more knowledge, you may have a better solution to the question.

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  1. Thoughts from the Office

It’s always about the money – is it?

Pandemic homestay motivated us to buy a new mattress. Like most buyers, John and I did our homework. We checked Consumer Reports on retailers, manufacturers, warranties, and buyer reviews before we chose one of the dozens of mattress stores in the area. We were ready!

We visited the mattress store on a Tuesday morning knowing it would be a slow time. It was. The manager, Mark, was the only person working. We had the place to ourselves. Laughably, they had totally different mattresses and options than we had researched! Now we had to rely on a mattress salesman and whatever info we can find using our phones.

We tested mattresses, we listened to all the options, we asked questions, and we answered questions. There’s a lot to consider on an item where you spend a third of your time. Like any good salesperson, Mark was upselling the mattress we were interested in. For only so much more, we can have all these whiz-bang features. Not interested. Not interested. Not interested. In fact, he offered so much, we were in overwhelm. I told Mark we needed to do more research and we’d be back. You could see his wheels turning. Don’t let them leave! We were almost out the door. “Wait,” he said. “I know it’s about the cost.”

Not once had we mentioned money. I told him it wasn’t about the money, we were in overwhelm. “It’s always about the money,” he said. “I’ll make you a deal.”  He did. He reduced the price 25% on the fancy model we originally weren’t interested in, threw in delivery and taking the old mattress away. We ended up paying about what we expected for a no-frills mattress.

We love the mattress. We really like the fancy features we hadn’t intended to buy. Was Mark right that it’s always about the money? I don’t think so. Mark is the one that made it about the money.

Moral of the story. If the salesperson is fixated on the price, then the sale is about the money. What do you focus on when talking with your customers?

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  1. Josmo’s Café

We discovered a new sensational cocktail Disaronno Amaretto Bourbon Sour over the holidays that rivals our famous Josmo’s Cosmo. A word of caution. It goes down very easily and packs quite a punch!

Speaking of great drinks… Bloody Mary fans, the absolute BEST Bloody Mary Mix is Nan’s Naughty and Nice. It also makes a delicious seasoning in chili, tacos, and sloppy joes. Recipes are on the site. Shipping is free. Headquartered in Wisconsin, owned by my good friend Peggy Hansen, it was Peggy’s mother Nan who developed the Bloody Mary mix recipe. Check out their Facebook page to see all the great places Nan’s appears including a Williams Sonoma Bloody Mary gift box this Christmas.

Whoops on the Eggnog Cookie recipe last month! I neglected to list the amount of vanilla on the ingredient list. Corrected recipe is now posted.

We have over 100 recipes on our Josmo’s Café page on the website. Many great dishes and sweets to make and enjoy!

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  1. Stay Energized

Our Energizer Minute for January is Embrace the Mystery. A fitting kick-off for 2021!

Armchair travel time. We are still months away from safe vacation travel. In the meantime, enjoy these spectacular photos from all 50 states. Discover places in your state you have never seen.

Did you know the Bee Gees composed over 1000 songs and had 20 number one hits over five decades? Learn more about the talented Gibb brothers on the HBO documentary How Do You Mend A Broken Heart. John and I really enjoyed it. Watch a few great clips on the link.

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

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

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

© 2021 Emily Huling Selling Strategies All rights reserved.

2020 Newsletter Uncategorized By Emily Huling 0 Comments

December 2020

Strategies for Success Newsletter December 2020 Issue 180

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2020 Emily Huling. All rights reserved.

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In this December 2020 issue:

  1. Thoughts from Home
  2. Thoughts from the Office
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from Home

Finishing touches

Bob, owner of Stumpy’s Tree Service, has been taking care of our wooded property for 25 years. Large jobs and small jobs, Bob is expert in what he does. Bob is reliable. He shows up on time to do a job estimate and on schedule when it’s time to begin the work. His pricing is more than fair even during storm damage times when others charge more. There are probably other tree services in the area who can boast the same. However, I’ve never found a reason to give them a try. Why? Bob sets himself apart with his finishing touches.

Bob is diligent about double checking the quality of the completed work. If he notices something else that needs to be addressed, he lets us know and gives us an estimate.  Bob and his crew do an excellent job removing tree debris and cleaning up the area where the work is done. Then they go the extra mile and clean up a bit beyond. When leaving us, Bob tells us how much he appreciates our business.

After every job, Bob sends a hand-written thank you note with his business card enclosed. He personalizes the card by signing Bob and Nicole, his wife. That tiny personal touch has helped build our relationship when I often ask about Nicole and the rest of his family.

Finishing touches. It’s what people remember. Finishing touches build trust and strong relationships. It’s what makes your customers not look anywhere else for the services you provide.

What finishing touches are you using with your clients?

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  1. Thoughts from the Office

How to build rapport while wearing a mask

The September issue of Harvard Business Review had an article by Dustin York containing the best advice I’ve read about conducting effective business while wearing a mask. One of the tips is to practice your mask voice. Using the acronym PAVE, York identifies four key elements: Pause, Accentuate, Volume, and Emotion. Here’s the link to the whole article.

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Our November newsletter featured a story about a client from 2001 who reconnected with me about my book Selling in a Hard Market. We received many orders. Thank you!

If you are interested in having your agents, underwriters, or marketing teams learn and apply the book’s 27 tips, please visit our product information page for a list of the tips and how to order books for your team.

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  1. Josmo’s Café

Holiday baking is big in the Josmo’s Café kitchen. John is the baker for his mother’s Rum Cake recipe. It is the best of all the rum cakes we’ve tried. Eggnog Cookies are now a tradition for holiday baking thanks to a client of mine who shared her family recipe with me a few years ago. An added bonus – house smells heavenly while baking!

Gifts from your kitchen are always popular. I continue to make my most popular Strawberry Bread and Zucchini Bread for gift giving. Both recipes are listed in the Josmo’s Café Sweet Treats section.

We have over 100 recipes on our Josmo’s Café page on the website. Many great dishes and sweets to make and enjoy!

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  1. Stay Energized

Please visit our Energizer Minute archives page to enjoy a past podcast this month. New Energizer Minutes will resume in January.

Andrea Bocelli’s new album Believe was released in November. He and Alison Krause sing a beautiful rendition of Amazing Grace. Ed Sheeran fans will enjoy his 2017 duet with this incredible Italian tenor singing Sheeran’s emotionally-packed song Perfect (Dancing in the Dark).

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

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  1. Emily Live update

John and I are still at home following recommended precautions to stay healthy. As one of my sensible clients said to me, “We are canceling all of our gatherings this holiday season to be sure we are all able to be together next year.”

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

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

© 2020 Emily Huling Selling Strategies All rights reserved.

2020 Newsletter By Emily Huling 0 Comments

November 2020

Strategies for Success Newsletter November 2020 Issue 178

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2020 Emily Huling. All rights reserved.

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In this November 2020 issue:

  1. Thoughts from the Office
  2. Thoughts from Home
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from the Office

Selling in a Hard Market

The voice mail message I heard was this. “Emily, in 2002 you spoke to the underwriting teams at my MGA about how to sell in a hard market. Almost 20 years later, here we are again! I just found your Selling in a Hard Market book that you gave us. I’d like to get some copies for my underwriters. Will you please give me a call?”

After our fun catch-up conversation, Jim said, “All of the 27 tips in your book still apply. Even more so I think. We’ve gotten so impersonal in how we do business. We need to get back to getting to know our customers, building long-term relationships, offering options, and following up, just to name a few things we can improve.” I gave Jim some suggestions on how to use the book with his remote team to discuss, learn and apply the 27 principles.

Before we hung up Jim asked me if race car driver Matt Kenseth was still my neighbor. “No, he’s not,” I said. “How did you remember that?” I asked. Jim told me that I had seen a picture of Matt in his office during my visit. I later sent him a picture of Matt that he had autographed. “That’s the story you need to share with your underwriters about selling in a hard market,” I told Jim. “When we do something personally meaningful for a person we are remembered even after 18 years!”

Interested in having your agents, underwriters, or marketing teams learn and apply Selling in Hard Market tips? We still have small supply of books. Review our product information page for a list of the tips and how to order books for your team.

FYI. For a news analysis of the current commercial insurance hard market, the most recent issue of  Insurance Business America Magazine published an interesting article on Page 6 called Up, Up and Away.

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  1. Thoughts from Home

Five Lessons from Jigsaw Puzzles

Pre-pandemic, John and I had never done a jigsaw puzzle together. After doing one given to us by a friend, we are hooked! We’ve identified five advantages of working together on puzzles that can be applied to collaborative projects in both home and business life.

  1. Appreciate each other for having a different approach. John tackles the puzzle by the shape of the pieces while my method is to piece the puzzle by color. It makes us a great team.
  2. It helps to look at the puzzle from different sides. What is not apparent in one view, becomes recognizable by looking at it from another angle.
  3. If you’re at standstill, leave it and come back later. A fresh look reveals something previously missed.
  4. Refer to the big puzzle picture included in the box. Use all available resources when provided. Why make something harder than it needs to be?
  5. Give each other frequent high fives. It feels good to be acknowledged for good work.

What shared home or work projects are you working on that could benefit with jigsaw-puzzle thinking?

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  1. Josmo’s Café

As cooler weather rolls in, my Crock-Pot and Instant Pot are working overtime. Instant Pot Beef Stew and Crock-Pot Maple Dijon Chicken Drumsticks are two previously-published favorite recipes of ours. On the crock pot recipe, I substituted boneless chicken thighs and shredded it after cooking. We ate it over baked potatoes for dinner with a salad and used the leftovers to make shredded chicken sandwiches. Yummy!

We have 100 recipes on our Josmo’s Café page on the website. Many great dishes and sweets to make and enjoy!

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  1. Stay Energized

Our Energizer Minute podcast this month about Washing Dishes may just change your mindset about household chores.

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

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  1. Emily Live in November – Thankful for being safe and healthy at home.

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

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

© 2020 Emily Huling Selling Strategies All rights reserved.

2020 Newsletter By Emily Huling 0 Comments

October 2020

Strategies for Success Newsletter October 2020 Issue 178

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2020 Emily Huling. All rights reserved.

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In this October 2020 issue:

  1. Thoughts from the Office
  2. Thoughts from Home
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from the Office

To improve or not improve? That is the question.

“I don’t want to improve.”

That’s what Bill, our good friend and golfing buddy, told us when we asked him why he won’t take lessons to improve his pitching and chipping. Bill is a terrific golfer. Drives the ball long and accurately and makes amazing putts. His inconsistency close to the green costs him many strokes during a round. So why doesn’t Bill want to improve his short game and his score? Too much pressure he told us. He doesn’t want to set higher expectations for himself that would make a leisure-time activity feel like work.

I see his point. We don’t need to excel in everything we set out to do. It does add pressure. When you’re doing something solo and nothing major is at stake, you can choose not to improve. No harm done. However, as part of a (business) team with responsibility to clients, coworkers, partners, the success of the business that employs you, self-improvement is not optional.

Approach self-improvement on both a macro and micro level. Macro is long-term career advancement initiatives and having a three to five-year plan. Micro improvements are doable daily actions that build personal performance, reputation, knowledge, and relationships.

Resources for both macro and micro self-improvement are countless these days. Create and track your personal plans to assure immediate satisfaction and long-term success.

Did you miss my Thoughts from the Office Zoomed Out in the September 2020 newsletter? Many thanks to the readers who wrote to tell me it was spot on and being shared!

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  1. Thoughts from Home

Ouch!

Have you been dropping things, running into things, and just feeling more physically unbalanced since pandemic stay-at-home started? I have been! My mishaps included hitting dishes on the granite counter while loading the dishwasher, running into the edge of the dining room table that has been in the same place for 30 years, and misjudging the distance of the car door from my body when closing it. Bummer, ouch, and ouch. What a relief to read an article in The Atlantic by Amanda Mull called “Everyone I know keeps breaking things” to assure me that I am not alone.

Surprisingly, stress and anxiety are not the main cause of our increased accidents. The primary source is our loss of spatial awareness. Dr. Gerald Voelbel, an occupational-therapy professor at NYU, describes spatial awareness as our “ability to accurately perceive where your body is in relation to the things in the world around it.” By spending more time in a too-familiar environment (our home), we are not as careful as when we are in the outside world when we pay more attention to unfamiliar surroundings.

Unfortunately, there is no cure for what we are experiencing, and it looks like we will continue to be in our home environment a lot for the foreseeable future. Be careful, have bandages, ice packs and aspirin on hand. If you find a good deal on breakable household items, it may be wise to stock up!

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  1. Josmo’s Café

October kicks off increased apple and pumpkin baking month at Josmo’s Café!

I created a new super moist Apple Cinnamon Cake recipe, John’s favorite combination, by combining several of our favorite apple cake recipes. Make it a day before serving to enhance flavor and moistness. It’s a great coffee cake or top it off with a scoop of vanilla ice cream for a terrific dessert.

Josmo’s Café fans, don’t forget about our most requested dessert of the season Frosted Pumpkin Cake Squares. I had to go to three stores before I found canned pumpkin so shop ahead if you plan on making it.

We have 100 recipes on our Josmo’s Café page on the website. Many great dishes and sweets to make and enjoy!

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  1. Stay Energized

Our Energizer Minute this month is called Compared to What?

Take a bird break! The summer photography awards issue of Audubon magazine is a keeper! Not only are the photos spectacular, a number of resources to educate and entertain us are provided. A few to check out are: Zooniverse, a research site for everyday people to participate and contribute to bird science; learn to identify bird songs with Birding by Ear lessons; watch the movies Hummingbirds on Amazon Prime and Dancing with the Birds on Netflix.

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

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  1. Emily Live – Enjoying our beautiful North Carolina autumn!

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

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

© 2020 Emily Huling Selling Strategies All rights reserved.

2020 Newsletter By Emily Huling 0 Comments

September 2020

Strategies for Success Newsletter September 2020 Issue 177

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2020 Emily Huling. All rights reserved.

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In this September 2020 issue:

  1. Thoughts from Home
  2. Thoughts from the Office
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from Home

A parable worth repeating

A man and a woman have been married for nearly fifty years. Although they love each other in every way, the wife has one thing she resents about her husband which she never has confronted.

For their entire marriage, the man has always given his wife the heel of every loaf of bread. Whether it was a sandwich, garlic bread, or bread fresh from the oven, he always made sure she got the heel of bread.

One day, exasperated, she finally exclaimed as he was passing her the heel of bread, “Why can’t I ever have the soft middle of the bread? I hate the heel. I’ve only eaten it all these years to make you happy. Why can’t you ever take the heel to show you love me?”

“I’ve always given it to you,” the man said softly, “because it’s my favorite part.”

Moral of the story. It’s risky to assume that what others do is intentionally selfish or hurtful. Don’t let your emotions fester. Speak up and talk things through.

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  1. Thoughts from the Office

Zoomed Out

We have another health crisis that is getting little attention. Video fatigue. People are telling me they are exhausted being on video calls all day long.

I have started declining video chats for conversations that can (and did) take place quite successfully by using the phone, document or screen sharing, or webinars with participation features.

Face it, it’s stressful to be watched, watch yourself, worry about personal appearance, connection or equipment issues, lighting, background, surprise visual interruptions, and so on.

I hear a variety of comments from my clients who strongly believe video meetings are necessary for all connections. “How do I know they are paying attention if I can’t see them?”  “My team needs to see each other.” “I want to view expression and body language.” “I can’t believe people are complaining about getting dressed for work.” “No one cares what others look like if it’s an internal meeting. They can come as they are.”

Video chat has earned its place in supporting business relationships and success. However, if burnout is occurring, it’s time to be selective about the use of it. Here are some guidelines I use to determine which engagement tool (phone, webinar, video chat) would be best.

  1. For a group meeting, what’s the agenda and expectation? Presentation only, education, or discussion? Make a decision accordingly.
  2. If you are seeking interaction, have you given participants topics in advance in preparation to share their thoughts?
  3. Is it a conversation between two or three people to brainstorm, problem solve, or discuss a specific issue? Would a phone and shared documents be all that is needed?
  4. Client conversations – what does the client prefer? You may need to explain the options, what you recommend, and why.
  5. Client meeting that would otherwise be in-person plus a need to manage multiple remote contacts and reference materials. Video chat recommended.

There is a lot of pressure adjusting to new work and home routines. Anything an employer can do to relieve further stress will help the team, their families, your clients, and your business.

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  1. Josmo’s Café

Our fig trees have been overflowing this year from lots of rain and southern summer heat. After making countless batches of my yummy Fig Orange Jam, I needed to branch out. I discovered this Fig Preserves Cake recipe so I could use my homemade fig jam. Win-win! Make the cake a day ahead to enhance both flavor and moistness. It is delicious!

Last month’s featured recipe, Peach Sorbet from Canned Peaches was a huge hit with readers. One Josmo’s Café fan wrote to tell me he made a variation of the recipe using canned pears, pear vodka, and vanilla ice cream and it was scrumptious. We will be making it soon!

We have over 90 recipes on our Josmo’s Café page on the website. Many great dishes and sweets to make and enjoy!

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  1. Stay Energized

If you find yourself making excuses for not getting things done, you may benefit from listening to our Energizer Minute this month called No Excuses.

Are you in emoji overload? There is a reason! 92% of online users use emojis daily. Learn 29 more facts about emojis at  Zoominfo.com. Need help interpreting emojis? Check out emojipedia.org.

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

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  1. Emily Live – Enjoying all my time in North Carolina.

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

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

© 2020 Emily Huling Selling Strategies All rights reserved.