Category: <span>Newsletter</span>

Strategies for Success Newsletter August 2020 Issue 176

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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 August 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

Outfoxing the raccoons

One of the positive perks for me of stay-at-home orders was the opportunity to have a nice herb garden in the limited sunny area we have in our yard. In three 24-inch planters, I planted basil, oregano, chives, flat-leaf parsley, curly parsley, and sweet mint. With plenty of sun, water, and Miracle Grow, the plants were flourishing. I was looking forward to making pesto, grilled vegetables with fresh herbs, frittatas, and with the sweet mint, lots of Mojitos.

The morning I planned to make the pesto, I went to the garden with scissors in hand to cut the basil. “Oh NO!” I screamed. There was not a leaf or stem of an Italian herb left! Surprisingly, the sweet mint was untouched. We laughed that the raccoons had Italian tastes and at least we still had Mojitos to look forward to! Our excitement was short-lived when the next morning we found every bit of the sweet mint eaten. We had a good laugh that the raccoon had digestive issues from eating Italian and discovered on a Google search that mint relieves indigestion.

I wanted to replant, but we weren’t sure John could successfully fence an area that would keep out the raccoons. We started adding up the outlay of herb replacement, fencing materials, time, and questionable success as to whether we could keep the raccoons out. Sweet husband that he is, he was willing to give it a go. We set off to Lowe’s.

On the ride I had an aha moment! How about a dog crate? In no time flat, I found a 30” x 42” double door dog crate. My plastic planters would fit perfectly in this locked cage.

Fast-forward 6 weeks. My herbs are thriving in the dog crate. I’ve made two huge batches of pesto, getting through all my herb-based recipes and sharing plenty with neighbors. The Mojitos are as good as always!

The solution to our herbs and raccoon drama has given us food for thought. When the season is over, we now have a dog crate for a 71-90-pound dog. I do love collies!

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2. Thoughts from the Office

What’s on your bookshelf?

Recently asked what books helped shape my four-decade career, I had no hesitation in naming the three books that set the course of not only my business values and practices, but my life.

The 7 Habits of Highly Effective People was written by Stephen Covey in 1989. The subtitle, Powerful Lessons in Personal Change, accurately describes why Covey’s principles have developed countless proactive, successful, and responsible individuals. It’s an in-depth read. Be prepared to highlight, bookmark, and make notes.

The Four Agreements by Don Miguel Ruiz is a 1997 book I learned about from O magazine in 2001 when Oprah interviewed Ellen DeGeneres. Ellen was so wowed by the book and its positive message, she mentioned it to Oprah. After Oprah read it and recommended it to about 10 million people, it became a bestseller. I love the book and have gifted it to countless people.

The Go-Giver, a 2007 book by Bob Burg and John David Mann, is written as a parable and easy to read. Those that follow the authors’ Five Laws of Stratospheric Success will achieve just that. Of the five laws, the one that speaks to my heart is The Law of Influence. It states, “Your influence is determined by how abundantly you place other people’s interests first.” The series of books now includes specific go-giver strategies for sales, leadership, and influencer.

Reading any of these books will have a profound impact on your life.

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3. Josmo’s Café

Peaches again! Who knew that an ordinary can of peaches in heavy syrup would make the best Peach Sorbet in just 10 minutes? Published in the June New York Times cooking section, the recipe was created in 1996 by Melanie Bernard from Bon Appetit magazine who was tasked with finding new uses for canned food. The recipe has made a resurgence during the pandemic. John improved it by adding vanilla ice cream and peach schnapps before freezing. M’m M’m good!

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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4. Stay Energized

Our Energizer Minute podcast for August focuses on learning. Earn Your MPA.

Are you on your B-list of at-home entertainment choices and looking for something new and creative? Netflix has a series of terrific short films (the longest is 11 minutes) from around the world called Homemade. Another interesting series I’m enjoying is The Last Dance, the Netflix docuseries of Michael Jordan’s career and the Bulls organization.

The Holderness Family videos continue to keep me laughing and laughing and laughing! There is good reason they have 547,000 YouTube subscribers!

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

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5. Emily Live – Happily 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.

Strategies for Success Newsletter July 2020 Issue 175

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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 July 2020 issue:

1. Thoughts from Home
2. Did you know….?
3. Josmo’s Cafe
4. Stay Energized
5. Emily Live

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1. Thoughts from Home

A lesson from animal crackers

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

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

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

Originally published September 2011

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2. Did you know….?

Solution to stinky and sticky

John is going to be embarrassed again. But when something has been irritating a person his whole life and an amazing remedy is found, I can’t help but think someone else may be able to benefit from the information.

John is allergic to traditional underarm deodorant. He’s tried countless traditional products and homeopathic remedies, but nothing has been able to eliminate the rash and itching that he experiences – until now!

Joe and Terry Graedon, the hosts and authors of People’s Pharmacy, recommend applying milk of magnesia with a cotton ball instead of deodorant when a person can’t tolerate aluminum-based antiperspirants. John was skeptical, but it worked! (And continues to work 10 years later!)

Please let me know if this information helps you or someone you know so John knows sharing his personal hygiene problem was worth it!

Originally published March 2010

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3. Josmo’s Café

Living in the south, we embrace peach season. July is peak season for the best South Carolina peaches. Only an hour from our home on Interstate 85 in Gaffney, SC stands a 135-foot tall water tower shaped like a peach. It’s a giant steel and concrete structure called a Peachoid. It is quite the tourist attraction!

Our favorite Fresh Peach Cake is moist, dense, and sweet. It’s one of those cakes that gets better every day. Leave it to Ina Garten to create the perfect recipe! Eat with a scoop of vanilla ice cream and you’ll be in summertime heaven.

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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4. Stay Energized

Our Energizer Minute podcast for June to stay sane is Chinese Finger Puzzles.

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

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5. Emily Live – Still safely working from home!

Connection update

WFH/WFA (anywhere) – My only business phone number will be my current cell phone number which is 704-516-5114. Connect with me by phone or video conference.

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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.

Strategies for Success Newsletter June 2020 Issue 174

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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 June 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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Connection update

WFH/WFA (anywhere) – My only business phone number will be my current cell phone number which is 704-516-5114. Connect with me by phone or video conference.

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1. Thoughts from the Office

In sales? Now what?

In mid-March, we were suddenly enveloped in fear, uncertainty, and inconvenience. My advice to those in sales was to hold off soliciting new business. I suggested the focus be on connecting with, helping, and taking care of current clients. That was appropriate advice given the circumstances. Ten weeks later, we have arrived at a new norm with new opportunities. It’s time to get back to growing your business! Five strategies to make that happen are:

1. Check your mindset. Is your mental state scarcity or abundance? The scarcity mindset may look like playing it safe, worrying about the future, and believing others are in dire straits and won’t be interested in what you have to offer. That attitude will decimate your career. Successful salespeople have a mindset that sees both possibility and opportunity in every connection. It’s curiosity and creativity that fuel the confidence that you make a positive difference in the lives of others. And you do!
2. Research and assess how consumer behaviors and buying trends are changing. How does this change your sales process?
3. Deliver your value proposition to all you encounter. What is your value proposition? Is it time to redefine it?
4. Rethink who is on your prospect list. Pay attention to business trends, fading businesses, emerging businesses, and existing clients who are reinventing and expanding their businesses.
5. PROVE yourself. Problem solver. Relationship builder. Open to buyer needs and budget challenges. Be Visible using a variety of communication channels. Educate by using your knowledge and expertise to help buyers make the right decisions.

Based on my observation of these changing business times, here are classes of businesses showing great growth potential. Construction, landscaping, home improvement and repair, commercial and residential cleaning both service and suppliers, grocery stores and specialty food stores, online-only retailers, leisure and recreational goods including gardening, camping, all types of recreational vehicles, boats, fitness equipment, meal preparation and food home delivery services.

A final reminder. A client recently told me of a new commercial account they wrote. The current agent failed to do an account review which would have revealed a changed business warranting classification and payroll adjustments resulting in a lower premium. Two takeaways. It’s critical to take care of your existing clients so they don’t have reason to leave. Those seeking new business have opportunities when an agent is sleeping on the job. When you do both of those things, your continued success is assured!

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2. Thoughts from Home

A masked smile

When you wear a mask and smile, does anyone see it?

I’ve been asking myself that question for the past few weeks as we reenter the world – masked. Extrovert that I am, I smile at people I don’t know. Most of the time, I get a big smile in return. It’s one of the joys in my life. There’s an old saying, “If you meet someone without a smile, give them yours.”

So how am I dealing with this new reality? I’m still smiling at people with my mask on. A broader smile since I need to be sure it shows in my eyes. I nod to acknowledge folks. I say hello or excuse me as before even though it sounds mumbled.

Slowly, people are getting accustomed to going about their business with a mask on. Let’s not let that visible barrier prevent us from being friendly and connecting with others. In fact, we need that emotional connection now more than ever.

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3. Josmo’s Café

It’s time for summer salads! Our State, our wonderful North Carolina magazine, published the recipe Lemony Pea and Mint Salad in the April issue. It’s fabulous! I use the fresh mint I grow in my herb garden. (That is until the raccoon devoured all of my herbs! I have replanted and my herb planters are now sitting inside a large dog crate with extra locks!)

Don’t forget our other great summer sides to enjoy including Baked Vidalia Onions and Pickled Summer Squash. Both are big hits with our Josmo’s Café guests!

Gluten-free eaters, I want to tell you about two great store-bought cookies I found that are as good as the real things! If you miss the Girl Scout Thin Mint cookies, try Goodie Girl Mint Cookies. Looking for a crisp ginger snap cookie? I discovered Mi-Del Ginger Snaps. I hope you can find them in your store since they are popular!

Check out the story of how Josmo’s Café came into being and dozens of other Josmo’s Cafe recipes on our website.

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4. Stay Energized

Feel good videos for your coffee break today.

I badly miss going to the theater, so I was thrilled to get my musical fix compliments of James Corden, Emily Blunt, and Lin Manuel Miranda. 22 Musicals in 12 Minutes. It’s delightful! I’ve watched it numerous times!

Two great laugh-out-loud pandemic videos to watch are The Holderness Family’s Training for Real Life and from imomsohard I Appreciate Teachers So Hard.

Our Energizer Minute podcast for June to stay sane is Seek Help.

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

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5. Emily Live – Still working from home!

Connection update

WFH/WFA (anywhere) – My only business phone number will be my current cell phone number which is 704-516-5114. Connect with me by phone or video conference.

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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.

Strategies for Success Newsletter May 2020 Issue 173

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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 May 2020 issue:

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

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1. Thoughts from the Road

Timeless leadership lessons

It feels like a lifetime ago, but it’s only been eight weeks since John and I saw the remarkable four-star General Colin Powell (Ret.) speak at the WSIA Underwriting Summit in beautiful Palm Desert, CA. In a moderated question and answer format, General Powell shared a handful of stories from his life in public service. Son of Jamaican immigrants and raised in the South Bronx, his decorated military career spanned 35 years. General Powell served under four presidents including Ronald Reagan as National Security Advisor, chairman of the Joint Chiefs of Staff for both George H.W. Bush and Bill Clinton, and as Secretary of State for George W. Bush.

I had three takeaways from General Powell’s insightful comments.

1. President George H.W. Bush governed his administration by trusting the expertise and advice of his cabinet and their direct reports. By listening to all sides of the issues, President Bush created a safe environment so the experts discussing important issues felt free to express contrary opinions. This approach enabled President Bush to make thoughtful and educated decisions based on all views. Do you listen to all sides of an issue before making a decision?

2. President Ronald Reagan empowered his cabinet and administrative staff with the authority specific to their experience and talents. He expected his staff to use their authority and not trouble him with “their problems.” By trusting his leadership team and staff, President Reagan promoted a culture of respect and accountability. Do you grant authority and empower people to use it?

General Powell said these two leadership approaches guided him in his future leadership roles.

3. General Powell’s closing comments reflected on the future. “The future is our youth,” he said. He encouraged us to do whatever possible to lead, mentor, educate, and develop young people. No matter what your position is, what are you doing to help develop the next generation of professionals?

Listening to all sides of an issue, granting authority and empowering people to use it, and developing future professionals are necessary and doable whether we work together in an office or use online platforms to communicate. Great leadership has no boundaries.

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2. Thoughts from Home

Old-fashioned (online) fun

Golly gee, wilikers! It’s Mayberry month on MeTV! Andy, Barney, Opie, Aunt Bee, and Gomer are very special to me. I enjoyed the original The Andy Griffith Show that aired from 1960-1968. There were a total of 249 half-hour episodes during eight seasons. My favorite episode is The Pickle Story from season two. Andy and Barney try to help Aunt Bee break Clara Johnson’s 11-year blue ribbon winning streak at the annual fair. In the end, it’s the guys honesty and integrity that triumphs. The result is total hilarity.

As luck would have it, Mt. Airy, NC, Andy Griffith’s hometown and the inspiration for Mayberry, is only 80 miles up Interstate 77 from my home in Terrell. Our out-of-town guests love to visit Mt. Airy so we visit Mayberry often. It never gets old. The police car, Wally’s Service Station, Mayberry Courthouse, and Snappy Lunch are popular stops.

Our favorite place is The Andy Griffith Museum which was founded in 2009 by Andy’s childhood friend. During a January visit we stayed almost two hours walking through sets, seeing props and watching clips of the show and Andy Griffith’s movies. Once a month, Thelma Lou (Betty Lynn) visits the museum to talk to visitors.

The attractions are all closed now, of course. Until you can visit, here’s a touching 5-minute video of Brad Paisley and Andy Griffith from 2009 singing Brad’s song Waitin’ on a Woman.

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3. Josmo’s Café

I hit the jackpot googling crock pot chicken recipes. Our favorite so far of the many that I selected is Crock Pot Maple Dijon Chicken Drumsticks. So easy. I had all six ingredients on hand. I’m sure you will have them as well. An additional bonus was that the house smelled heavenly for the four hours it cooked. Enjoy!

Check out the story of how Josmo’s Café came into being and dozens of other Josmo’s Cafe recipes on our website.

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4. Stay Energized

How does she do it? Kelly Donahue-Piro of Agency Performance Partners continues to provide free terrific daily video blogs for insurance professionals. Start with the blog on March 24 and watch them all. In addition to the informative and skill-building blogs, Kelly provides 3 Tips that educate or amuse and a Pay It Forward plan. Kelly can Zoom into your office meetings live or with her video blog. Thank you, Kelly for providing daily inspiration and business advice to get us through this stranger-than-fiction time!

I love watching birds! Our bird feeder has lots of activity this spring. The hummingbird feeder will be hung this weekend. When I can’t sit out on our screen porch and watch them live, I visit the Audubon site to view incredible videos and photos from around the world. Take a break and do some bird watching now.

Speaking of birds, our Energizer Minute podcast for the month of May is Don’t Feed the Pigeons.

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

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5. Emily Live – Only at my local grocery store and post office and wearing a mask.

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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.

Strategies for Success Newsletter April 2020 Issue 172

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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 April 2020 issue:

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

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1. Thoughts from the Office

Pulling through

In writing this issue, I debated on totally avoiding the COVID-19 topic to give us all a break. But I can’t. There are too many business-continuation tips to share. Included are tips from my own 26-year work-from-home experience, ideas generated from my clients and industry business leaders, and resources to stay connected and informed.

Work from home

• Communicating daily schedules is critical. Use a month-at-a glance dry-erase or paper calendar in a central location. If more than two in the household, consider each person having his or her own calendar. List business calls, schooling schedules, mealtimes, chores and meal prep responsibilities. Planning, posting, and communicating will help avoid miscommunication, resentment, and “I didn’t know…”
• Parents juggling their own work and their children’s schooling should share all responsibilities. Establish new house rules to share household work. It’s only fair.
• Get dressed for work. This is important psychologically and for unexpected virtual meetings. If you wouldn’t wear it at the office (ball caps, ultra-comfy casual or social clothes) then don’t wear it working from home.
• Create your own private space that is free from noise and disruption. Creativity may be required. Decide whether you want to share that you are working from a bathroom!
• Use your alarm settings to stay on track with your schedule that now includes work and home responsibilities. Be as responsible to your family in keeping your time agreements as you are with your business associates. Let your colleagues and clients know your timing. You can always call back or reschedule. Everyone will understand that these are unique times.
• Limit news to two times a day. No matter your source of information, the media strategy remains “if it bleeds, it leads.” Don’t get sucked in.
• Restrict personal calls and connections. Friends and family may not think you are working since you are at home. Let those people know when you are available for personal chats (other than emergencies).

Client relationships

On March 26, I watched an informative panel discussion hosted by Insurance Business America called Coronavirus: Keeping Broker’s Business Running. Joel Cavaness, President of Risk Placement Services, Inc. said this about client relationships. “This time is critical. It is how we will be judged in the future.” Well said. Agents, carriers, and brokers all have a commitment to reach out to their respective clients to show caring, demonstrate professionalism, and validate why they have been selected as trusted advisor or insurance wholesaler or company.

Work with your team to create a list of what clients and partners to connect with. Create a detailed action plan of who, when, and how to best personally reach out. Some organizations will need contact at multiple levels. Do not put this off. The next couple of weeks are vital connection times.

I’m impressed with all the Facebook, Twitter, LinkedIn, and Instagram posts I’m seeing from my clients and connections. Keep up the great work!

Coworker connections

Connecteam is a great low-cost, one-stop resource to keep remote workers connected.  The link will take you to a great article on remote team-building games. When I read the list of activities, I realize how little we know about those we spend hours and hours with under one roof. What an opportunity to broaden the number of people we connect with and deepen the relationships we already have!

Leadership from the top

Crisis breeds fear and uncertainty. Those feelings can be quieted when top leaders (owners, presidents, and regional executives) communicate directly and frequently using a variety of communication methods. Here are some ideas.

• Video briefings and updates to employees to relay information. Weekly or more frequently if needed. Keep people informed!
• Coffee chats using two-way communication platforms. Smaller groups allow for all to participate to ask questions, share concerns, and success stories. Have people sign up for specific times. Ask for questions in advance. Mix up team members.
• Daily morning e-mail motivational messages. Yes, daily. Feeling isolated is a huge change for office workers. Occasional work-from-home days are a break. This is not. This is our new reality. Send e-mails that relay confidence in your team. “You can do it” stories and quotes. Employee, client, partner feel-good and success stories. Solicit that information from your managers. This is also an opportunity to share your human side that employees who don’t work directly with you may never see. What are you grateful for? Share photos. How are you handling the challenges in your changed life? What are you and your family watching or binging? What Museums or National Parks are you virtually visiting? Recipes to share? Take-out meals you enjoy? Games you are playing? Zoom book clubs, wine and cheese parties? Convey how you really are in this together.

Stay informed

 Here are three daily resources I’m finding invaluable to stay abreast of industry news, employment issues and new laws, and advice for agents on how best to work with policyholders.

Insurance Business America – free subscription

Society for Human Resources – annual membership fee is $219.00

Agency Performance Partners – Kelly Donahue-Piro is providing terrific daily video blogs for agents. Start with the blog on March 24 and watch them all. The blog posted on March 29 provides scripts for insurance teams when talking with insureds. Free subscription.

I hope this list provides new ideas or helps you generate your own.

Remember that your number one job is to STAY HEALTHY!

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2. Thoughts from Others

The Guest House by Sufi Mystic Rumi (13^th Century)

This being human is a guest house.
Every morning a new arrival.

A joy, a depression, a meanness,
some momentary awareness comes
as an unexpected visitor.

Welcome and entertain them all!
Even if they are a crowd of sorrows,
who violently sweep your house
empty of its furniture,
still, treat each guest honorably.
He may be clearing you out
for some new delight.

The dark thought, the shame, the malice,
meet them at the door laughing,
and invite them in.

Be grateful for whoever comes,
because each has been sent
as a guide from beyond.

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3. Josmo’s Café

I hope you are finding more time to cook and bake! Impress your family with this fast and easy one-pan Pear Cobbler.  Older children can easily make it on their own. Serve it warm with a scoop of vanilla ice cream. It’s the comfort food we all can use right now!

Many of us are using this time to clean, clean, clean! John and I have been using my cousin’s reusable cloth towel product called Rakot75. Use it, rinse it, wash it, and reuse it. It’s soft and does not scratch surfaces. It does a great job polishing our granite counters and stainless steel appliances.

Check out the story of how Josmo’s Café came into being and dozens of other Josmo’s Cafe recipes on our website.

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4. Stay Energized

Take a mental health break. Grab a cup of soothing chamomile tea and watch flowers bloom in this 4-minute time-lapse video.

Our Energizer Minute podcast for the month of April is Boiling Eggs.

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

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5. Emily Live and subject to change….

• Agency Management CIC, Charlotte, NC – May 13-14, 2020
• Agency Management CIC, Wichita, KS – June 16-17, 2020

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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.

Strategies for Success Newsletter March 2020 Issue 171

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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 March 2020 issue:

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

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1. Thoughts from the Road

Got empathy?

I was on a very short flight from Houston to Austin hoping to catch a brief nap. That was not to be. Even before the young woman sat down beside me in the DMS (dreaded middle seat), I could feel her positive energy and kindness. With a big smile, Maram introduced herself as a healthcare professional and an advocate for empathy. “In fact,” she said, “my friends call me the empathy princess.” (#empathyprincess)

Maram pulled a button from her bag and gifted it to me. It says EMPATHY – Embracing Mindful Possibilities Allowing Trusting Heartful Yielding. We chatted throughout the flight. On her Twitter feed @MaramMPH, she has posted thoughtful reminders not just for the healthcare field. The key to empathy is allowing ourselves to be vulnerable. Reach out to people because asking someone how they are doing is priceless during hardships. Always be mindful and put yourself in people’s shoes. If we are too focused on ourselves, what room do we have for empathy?

Maram had one request of me when we said our goodbyes. “Empathy. Pass it on.”

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2. Thoughts from the Office

Parting ways

My client, an agency owner I’ll call James, called me with a dilemma. He had an employee who repeatedly was not meeting performance and production expectations even after many conversations and coaching. James knew nothing was going to change and he needed to take action. However, it was complicated. They were longtime friends and traveled in the same social circles. James asked if I could help him figure out how to sever the business relationship and remain friends.

Fortunately, the agency has a strong culture with written vision, mission, and value statements. I told James that having those documents to refer to along with specifics of the employee’s actual results would help de-personalize the conversation. James should keep the conversation focused on the agency goals and the strategies and actions needed by all employees to achieve them. After stating this, I recommended to James that he be quiet and give the employee time to respond.

That is what James did. James told me he was surprised by the employee’s response. His friend thanked him for taking the initiative to end his employment! He told James, “I didn’t want to let you down. I’ve been trying to make it work, but this isn’t for me. I didn’t have the courage to tell you.”

Moral of the story 1. A company benefits from clarity and transparency on its vision and goals. It sets the foundation of performance expectations to more easily deal with issues that run contrary.

Moral of the story 2. Accept that ending relationships is part of life. To help navigate changes that need to happen, read the book by Dr. Henry Cloud titled Necessary Endings or watch his  terrific 47-minute video on the topic. Dr. Cloud’s approach and advice will help better understand why making tough decisions is crucial and provide guidance to act decisively and responsibly.

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3. Josmo’s Café

Add me to the list of people you know who follow gluten-free eating. It’s a diet that’s easy to follow these days with both ready-made food choices and gluten-free ingredients. This recipe for Gluten-free Cheesecake was a huge hit with our guests. In fact, we all decided the crust was even better using the gluten-free graham crackers! Enjoy!

Check out the story of how Josmo’s Café came into being and dozens of other Josmo’s Cafe recipes on our website.

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4. Stay Energized

Our Energizer Minute podcast for the month of March is Spring Forward.

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

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5. Emily Live

• WSIA Underwriting Summit – Palm Desert, CA – February 29-March 4, 2020
• Agency Management CIC, Wichita, KS – March 17-18, 2020
• Agency Management CIC, Charlotte, NC – May 13-14, 2020

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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.

Strategies for Success Newsletter February 2020 Issue 170

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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 February 2020 issue:

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

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Please note my new office phone number. 828-478-5929

The robocallers have won! I’ve had to disconnect my toll-free number since receiving countless robocalls a day making my voicemail inoperable. I apologize for the inconvenience.

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1. Thoughts from the Office

Unleash the power of lists

I don’t know what I would do without lists! I have business travel lists, vacation travel lists, client proposal check lists, presentation supply lists, and client conversation checklists. Making a list to use and reuse conserves brain power, saves time, avoids overlooking something, assures accuracy, and builds confidence so that the undertaking will be competently completed.

Here’s a suggestion for lists you may have not considered. Lists that will help grow your business. Consider these ten ideas.

1. List five reasons people should do business with you.
2. List five ways you are different from your competition.
3. List five sources to find new prospects.
4. List five sales objections you often hear.
5. List five responses to those sales objections.
6. List five ways to stay visible with value to your clients and prospects.
7. List five ways to follow up after you get the business.
8. List five ways to follow up after you lose a sale.
9. List five ways you have helped your clients solve a problem.
10. List five clients who are willing to be a reference or provide a testimonial.

Create individual lists, share them with your team of both client interface and support people, and exchange ideas. Using collective effort, formulate both individual and organizational strategies to grow your revenues in 2020.

Happy list making!

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2. Thoughts from Others

Seth Godin’s daily blog (7500+ so far) has started my day for more years than I can remember. He is a brilliant thinker, best-selling and prolific author (Permission Marketing, Purple Cow, Linchpin) and a trailblazer in marketing and sales practices.

This blog from January 5, 2020 I found particularly thought-provoking.

Toward Resilience

Apart <—> Connected
Hierarchy <—> Lattice
Them <—> Us
Winning <—> Interacting
Brittle <—> Flexible
Just in time <—> Slack
Excluded <—> Included
Willful <—> Perceptive
Fearful <—> Honest
Static <—> Bandwidth
Facts <—> Stories
Barriers <—> Bridges
Final <—> First
Shadows <—> Light
Consumption <—> Sustainability
Retribution <—> Justice
Once <—> Again

Resilient systems are far more effective and efficient. It’s easier to paddle a canoe on a calm lake, and the interactions and stability that come from predictable systems more than pay for the extraordinary effort needed to build and maintain them.

Here’s another one I have kept for years called Anchoring can sink you.

Consider subscribing to Seth’s Blog to continually open your mind to new ways of thinking.

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Service Selling is what writes and retains business! In-house group learning during regular staff meetings is a great way to keep service selling strategies at the forefront of your agents, CSRs, and underwriters’ minds. My tried and true books Selling from the Inside and Great Service Sells as well as Service Selling Supercharge – 52 four-minute podcasts – will introduce new ideas and get conversation flowing. Information on content and ordering available in our learning store.

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3. Josmo’s Café

Spaghetti Squash with Pine Nuts is our recipe this month. I’m grateful that John does not care for spaghetti squash so there is more for me to enjoy! I use the microwave cooking method described in the recipe to save cooking time. It’s a nice winter side dish to accompany chicken or pork. Enjoy!

Check out the story of how Josmo’s Café came into being and dozens of other Josmo’s Cafe recipes on our website.

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4. Stay Energized

Our Energizer Minute podcast for the month of February is Loving Dirty Socks.

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

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5. Emily Live

• Private clients – Phoenix, AZ – January 27-February 7, 2020
• WSIA Underwriting Summit – Palm Desert, CA – February 29-March 4, 2020
• Private client – agency operations review – Blue Ridge, GA – March 9-12, 2020
• Agency Management CIC, Wichita, KS – March 16-18, 2020

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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.

Strategies for Success Newsletter January 2020 Issue 169

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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 January 2020 issue:

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

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Please note my new office phone number. 828-478-5929

The robocallers have won! I’ve had to disconnect my toll-free number since receiving countless robocalls a day making my voicemail inoperable. I apologize for the inconvenience.

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1. Thoughts from the Office

How to build an emotionally healthy workplace

During a break when teaching an Agency Management CIC class, a young man, Jeff, approached me. He was visibly anxious. Jeff told me that before he left the office that morning to attend the class, his manager told him that he had bet another manager that he would fail the exam. “What!?” I exclaimed in disbelief. I took a breath and told Jeff that after he passed the exam, he may want to consider looking for a new job.

Toxic workplaces are either intentional as Jeff experienced or unintentional because leaders are distant or unapproachable. The individual, the team, and clients all suffer. Here are five tips for leaders to build and sustain an emotionally healthy work environment.

1. “You can do it!” With those four words, managers can boost self-confidence to achieve positive outcomes. Follow up words of support by sharing ways you or others have overcome similar challenges or fears and ask, “What can I do to help?”
2. Personally connect. Managers and their direct reports both benefit from weekly or bi-weekly one-on-one meetings. These conversations should differ from discussions about specific work issues by focusing on the bigger picture. Things to talk about may include an inquiry about life outside of work, takeaways on a recent success, asking about the biggest client or account challenge right now, updates on past discussion items, and the manager asking, “Is there anything I should be aware of?”
3. When providing feedback, comment on the work, not the person. Accolades or constructive feedback need to specifically address what has been done well or what can be improved. “(Our client) was impressed with the response time and (your solution) to her issue.” “Our workday starts at 8:30. Each person needs to be at his/her desk and up and running at that time.”
4. Frequent communication from owners and top leaders is what employees want and need. Attitude and engagement are strengthened when leaders hold monthly state-of the-office meetings. The agenda should include a review of results compared to goals, employee changes, external partner news, technology updates, and success stories.
5. Tear down silos between departments. Provide opportunities for employees and leadership to have fun and get better acquainted. See my 17 Terrific Tips to Create Office Fun for some team-building ideas.

Wishing you all a happy and emotionally healthy 2020!

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2. Thoughts from Others

To kick off the new decade, I’m re-publishing my favorite Ralph Waldo Emerson piece The Meaning of Success. It’s a framed poster I have hanging in my dressing area as a continual reminder of what’s important.

To laugh often and much;

To win the respect of intelligent people
and the affection of children;

To earn the appreciation of honest critics
and endure the betrayal of false friends;

To appreciate beauty;
To find the best in others;

To leave the world a bit better, whether by
a healthy child, a garden patch
or a redeemed social condition;

To know even one life has breathed
easier because you have lived;

This is to have succeeded.

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3. Josmo’s Café

Onion Marmalade is our recipe this month. Make your winter meals more special with this savory and slightly hot relish. It tastes great with pork, chicken, sausages, or even mashed potatoes. Make it a day ahead. It keeps for a few more days if it lasts that long!  Enjoy!

Check out the story of how Josmo’s Café came into being and dozens of other Josmo’s Cafe recipes on our website.

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4. Stay Energized

Our Energizer Minute podcast for the month of January is How little we need.

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

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5. Emily Live

• Private client – Pittsburgh, PA – January 13-15, 2020
• Private clients – Phoenix, AZ – January 27-February 7, 2020
• WSIA Underwriting Summit – Palm Desert, CA – February 29-March 4, 2020
• Agency Management CIC, Wichita, KS – March 16-18, 2020

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Please note my new office phone number. 828-478-5929

The robocallers have won! I’ve had to disconnect my toll-free number since receiving countless robocalls a day making my voicemail inoperable. I apologize for the inconvenience.

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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.

Strategies for Success Newsletter December 2019 Issue 168

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2019 Emily Huling. All rights reserved.

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In this December 2019 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

Making it personal

I laughed out loud when I read this out-of-office message.

“I am out of office today (Friday, October 11) “enjoying” some PTO.  In reality, I’m attempting to help my sister pick out a wedding dress. I doubt she will actually listen to anything I have to say, but I guess that’s just what sisters do!

I do not plan to be on my phone during this precious life moment and will not be checking my work emails. So if you need immediate assistance, please contact our fun and helpful Marketing Department by emailing —- or by calling 888—-.

I will return back to action on Monday, October 14.”

I couldn’t wait to connect with Taylor to find out how the shopping experience went! The next week when Taylor was “back to action” we e-mailed back and forth on the business at hand with a personal exchange thrown in. “How did go?” I asked. “Dress shopping was a success – we found “the one” for her! And it was the one I picked out which was a complete shock to the system!”

Underwriters and inside agents frequently ask me how to build personal relationships when most communication is through online applications, e-mail, or text. Taylor’s humorous message of personal sharing is a perfect example of achieving a memorable connection. It succeeds in strengthening a business relationship by simply conveying an upbeat and relatable personal experience.

Moral of the story. You can personalize relationships through online conversations. Share a bit of yourself at appropriate times and you will help build a mutual friendly and approachable relationship.

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2. Thoughts from Home

Home safety

I heard John calmly say, “Get the fire extinguisher.” He was turning on the space heater in our outdoor Josmo’s Cafe. I quickly grabbed the closest one in the garage. I looked at the gauge. It read “empty”. Oh boy. Luckily, we didn’t need it at that alarming moment. Dinner was delayed a bit as we checked the two other fire extinguishers we have around the house. I’m embarrassed to say that none were in working condition.

John’s priority the next morning was to buy new ones. Mine was to figure out how to safely dispose of the spent ones. Just one call to our local fire department answered my question. I was told that disposing of old fire extinguishers is a service they provide if I could drop them off. Great news.

Home safety reminder. Check your fire extinguishers. If you don’t have any, buy a couple. It’s also a good time to check to see that your smoke detectors are working.

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3. Josmo’s Café

The beautiful and delicious Lemon Cream Cheese Danish is just in time to make your holiday entertaining easier. John and I explored magnificent Montana in October after I taught an Agency Management CIC class in Billings. Our last stop was in Dillon, MT in the heart of cattle, elk, and antelope country to visit travel friends. The weather was already biting cold, so Vickie made us this Danish as part of a comfort food brunch. I know you will enjoy it!

Check out the story of how Josmo’s Café came into being and dozens of other Josmo’s Cafe recipes on our website.

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4. Stay Energized

Enjoy this feel good and inspiring New York Times interview with Tom Hanks who stars as Mister Rogers in the new movie “A Beautiful Day in the Neighborhood.”

Our Energizer Minute podcast for the month of December is What state are you in?

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

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5. Emily Live

• Private client – Pittsburgh, PA – January 13-15, 2020
• Private clients – Phoenix, AZ – January 27-February 7, 2020
• Agency Management CIC, Wichita, KS – March 16-18, 2020

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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.

© 2019 Emily Huling Selling Strategies All rights reserved.

Strategies for Success Newsletter November 2019 Issue 167

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2019 Emily Huling. All rights reserved.
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In this November 2019 issue:

1. Thoughts from Home
2. Have you read….?
3. Josmo’s Cafe
4. Stay Energized
5. Emily Live

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1. Thoughts from Home

Did you tell me that could be a problem?

We bought a boat this summer and needed a boat lift. The boat lift company came highly recommended by friends. Our friends suggested that if we find a used lift we could save quite a bit of money.

Jason, the owner of the boat lift company, gave us written quotes on new and used lifts. We chose the used lift. Jason confirmed it would work fine for our use.

Two months after the lift was installed, the lift started to squeak LOUDLY when the lake water had any movement. Suffice it to say, the lift squeaked much of the time greatly interfering with the tranquil environment lake living should help achieve.

We called Jason and told him about the problem. “That’s what happens when you buy a used lift,” he said. Huh? “Did you tell us that?” I politely asked thinking that I missed a disclaimer on the used lift quote. Jason said he doesn’t provide a checklist of things that can go wrong when you buy a used lift. I laughed and told him that we would have bought a new lift if we knew this was going to a problem!

In our insurance world, that’s like selling the cheapest policy because the client says, “we want a lower price” and failing to tell the insured the deductibles are higher, the values are understated, and the liability limits are too low.

Moral of the story. When providing product alternatives, be certain the client clearly understands – put it in writing – the differences and risks in each choice.

Story update. Jason is determined to fix our used lift and has made two different adjustments. So far, the second fix is working.

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2. Have you read….?

Malcolm Gladwell, my favorite pop-culture author (The Tipping Point, Blink, and Outliers), gets very heavy in his new book Talking to Strangers – What We Should Know About the People We Don’t Know.  He delves deep into police misconduct, campus rape, financial fraud, and suicide. His approach remains consistent with his other books telling well researched, compelling stories that educate and challenge our thinking.

Gladwell reminds us how easy it is to misread people and situations.

Hitler fooled many a world leader, including Neville Chamberlain, in believing he was a good man. Bernie Madoff conned 37,000 people to invest in his genius strategies and created the largest Ponzi scheme in history. Jerry Sandusky, the Penn State football coach who sexually abused boys, lived under the radar for years because he was such a kind and generous man.

Gladwell probes into the unfortunate tale of Amanda Knox, the college student unjustly accused, convicted, and imprisoned for almost four years for the murder of her roommate in Italy and all that went wrong for her.

The most compelling piece for me was the tragedy of Sandra Bland who killed herself in a Texas prison three days after being arrested during a dubious traffic stop. Examining her life and what led up to the incident combined with the training and expectations of the police officer, Gladwell looks at police brutality through a different lens.

Talking to Strangers encourages us to probe, question, and dig deeper before we judge. Book clubs will find the material ripe for fervent conversation.

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3. Josmo’s Café

Autumn is the perfect season for a scrumptious Apple Coffee Cake.  This recipe combines tart Granny Smith apples with brown sugar, cinnamon, sour cream, and yogurt making it a moist and perfect cake. I served it to guests for dessert with vanilla ice cream, then John enjoyed it as a coffee cake (even more moist) the next morning. The recipe was requested by all!  Enjoy!

Check out the story of how Josmo’s Café came into being and dozens of other Josmo’s Cafe recipes on our website.

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4. Stay Energized

Our Energizer Minute podcast for the month of November is Don’t Shop Hungry.

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

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5. Emily Live

• Private client – 2020 Strategic Planning – Minneapolis, MN – November 11-13, 2019

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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.

© 2019 Emily Huling Selling Strategies All rights reserved.