February 2014
Strategies for Success Newsletter February 2014 Issue 98
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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2014 Emily Huling. All rights reserved.
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In this February 2014 issue:
Thoughts from the office
Josmo’s Café
Complimentary webinar
Thoughts from others
Stay energized
Emily Live
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1. Thoughts from the office
Advice and insights from complimentary consulting calls
What a delightful and educational day I had January 16 speaking with owners, managers, and front-line staff from five different independent agencies! Here are a few thoughts I shared with the agents that may be of help to you.
To move forward, step back. All business and strategy plans must start with a situation analysis. The standard SWOT (Strengths, Weaknesses, Opportunities, and Threats) format works well. The variables to analyze using this format for agency or departments include people, sales, marketing, client relationships and retention, standard lines carriers, MGAs and specialty markets, external factors including competition and the economy, financials, and internal systems including technology, workflow, procedures, management. It’s not uncommon that many agencies discover their system-generated reports are not accurate. Obviously, that becomes the critical starting point to advance the planning process.
All clients are “A” clients. Categorizing clients is a routine practice. Instead of using the labels, A, B, and C, use AAA (high value and priority), AA (high potential), and A (transactional). Psychologically it makes a difference when staff views the status. All clients are at least an A, aren’t they?
Encourage people. Many people simply lack self-confidence or the skills to do what is asked of them. The best thing we can do is say, “You can do it! What can I do to help?”
Perception is reality. It doesn’t matter whether you think your client, coworker, or employee is right or wrong about an issue. Their perception, their view, is where you need to begin the discussion. “I understand. What do you suggest?”
I wish I could have accommodated all the requests I received. I’ll be making the offer again when my schedule permits.
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Finding the courage to articulate and discuss challenges with someone who can help is half the battle to overcoming them. EH
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2. Josmo’s Café
Sports fans and sports party fans are in their glory in February with the Super Bowl followed by the Sochi Olympics. I’m repeating last year’s recipe for the perfect crowd-pleasing warm sandwich Chicken and Broccoli Braid from allrecipes.com. Lots of readers made it last year and said they loved it. It’s both easy and delicious. Enjoy!
Josmo’s Cafe is celebrating its 10th anniversary! Learn the history and try the famous Josmo’s Cosmo cocktail posted on the Josmo’s Café webpage. It’s a perfect drink – in moderation!
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3. Complimentary webinar
Clients are Forever – 5 Carats that Dazzle and Retain Buyers. February 12 at 1:00-2:00 EST and On Demand for two weeks.
Attracting and retaining clients takes much more than low prices and responsive service. Using real-life examples, this high-content program provides proven strategies to make you the agent of choice.
Participants will learn:
How to create an emotional connection
What’s most important to your clients
How to articulate why clients should buy from you
Participant questions and Emily’s answers
Register Here for live broadcast and on demand access. Sponsored by AgenciesOnline, the independent agent one-stop solution for marketing, communication, and technology.
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4. Thoughts from others
This passage on the meaning of success by Ralph Waldo Emerson remains among my favorite thoughts to live by.
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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Help Your Front Line Advance Your Bottom Line in 2014
Kudos to the dozens of agencies who are implementing a structured service-selling program using Great Service Sells to build confidence, learn proven strategies to improve retention, earn referrals, and round out accounts!
My book and CD audio program Great Service Sells contains 21 five-minute chapters – perfect material for a year’s worth of staff meetings. A complete chapter list, group learning instructions, and client feedback is on the Great Service Sells info page.
The cost is affordable – 2 Audio CDs & 1 Book is $69.00. Additional books are sold in sets of 5 for $50.00.
In celebration of Selling Strategies 20th anniversary, we’re offering a 20% discount on all books and audios. Apply coupon code HAPPY at checkout to receive your savings.
All orders include a complimentary copy of the 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker.
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5. Stay Energized!
February Energizer Minute – The Cost of Ignoring a Problem. Get supercharged with Energizer Minutes – one-to-two minute audio stories told by yours truly to energize, invigorate, and inspire!
Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.
Now available! 2013 Energizer Minute Collection with the bonus track – 27 Tips to Be a Great Co-worker. Receive your complimentary copy of the priceless 2013 Energizer Minute Collection plus 27 Tips to Be a Great Co-worker with all learning material orders.
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Attention Agency Owners…
Have you ever had these thoughts? Are ready to do something about it?
I’m working too hard for so little return.
Do I have the right people in the right positions?
There are opportunities out there, but I just don’t know where to start.
What can we do to strengthen carrier and wholesaler relationships?
I’m sure our organizational structure and processes could be more efficient.
If you’re seeking a trusted advisor to help your agency reach its full potential, read more about our Agency Development Consulting Services.
To discuss how we can help, please contact me for a complimentary 30 minute conversation. Call 888-309-8802 or emily@sellingstrategies.com.
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6. Emily Live
Let me know if you want to connect when I’m in your area!
Private clients – Greenville, SC – February 4, 2014
Private client – San Antonio, TX – February 7-8, 2014 – How to Become the Go-To Company
Complimentary webinar – open to all – February 12, 2014 1:00-2:00 ET – Clients are Forever-5 Carats that Dazzle and Retain Buyers – Register Here
Private client – Two Hours to a Winning Sales Plan – Various February dates – Coaching Circles via teleconference
Private clients – Raleigh, NC – February 25-26, 2014
NAPSLO Mid-Year Conference – Scottsdale, AZ – March 5-7, 2014
Louisiana Surplus Lines Association Annual Meeting –Developing Top Performers: How to Engage, Mentor, and Mobilize Employees – Biloxi, MS – April 2-3, 2014
Professional Insurance Agents of Indiana Annual Conference – Indianapolis, IN – Strengthening Agent-Company Relationships and Deliver Service that Sells and Protects – May 7-8, 2014
Private client – Great Service Sells – Appleton, WI – May 20-21, 2014
NAPSLO Annual Convention – Atlanta, GA – September 15-17, 2014
NAMIC Annual Convention – National Resort, Oxon Hill, MD – September 21-23, 2014
Agency Management CIC – Louisville, KY – October 15-17, 2014
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Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information contact emily@sellingstrategies.com.
© 2014 Emily Huling. All rights reserved.