June 2011
Strategies for Success Newsletter June 2011 Issue 66
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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2011 Emily Huling. All rights reserved.
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In this June 2011 issue:
Thoughts from the road
Thoughts from others
Thoughts to ponder
On the road in 2011
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1. Thoughts from the road
Experiencing America the Beautiful
John and I love road trips. Since his 7200 mile Retirement Victory Lap in 2009, we’ve been itching to get back on the highways and byways of America. Just last month we completed a two-week National Park tour in Colorado, Utah, and Wyoming.
We knew upfront that visiting Yellowstone National Park in early May was questionable. Because of its long, cold, snowy winter, roads and park gates can close without warning. We knew we’d have to be flexible.
With that in mind, we weren’t surprised to learn that the east gate, the quickest exit to our next stop, Cody WY was closed due to an avalanche. Lucky for us the northeast-gate road just opened the day of our departure. Since we hadn’t planned on taking that route, we weren’t prepared for the breathtaking beauty of our ride along Yellowstone Lake. It felt like a bobsled course. Stacked and packed pure white snow from recent road plowing surrounded us, creating an amazingly pristine and beautiful ride. And if that weren’t spectacular enough, our exit took us through Chief Joseph Scenic Byway, the most jaw-dropping scenery we’ve ever seen. The kind of beauty that chokes you up.
If you’d like to experience our amazing national parks and learn about their history in the comfort of your home, seek out the DVDs of Ken Burns’ The National Parks America’s Best Idea. Program information can be found at www.pbs.org.
We’ve posted a few of our favorite National Park trip pictures on the website. Click on Yellowstone_2011_Pictures to view. If you’d like to see more pictures, friend me on Facebook to access our photo albums.
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Two Hours to a Winning Sales Plan
New Audio Sales Program for Producers is Now Available
Few producers follow a step-by-step program for sales success. In less than two hours, producers can create a winning sales plan by listening to audio and using downloaded materials. This fast-paced, detailed instructional guide includes:
5 key commitments of all winning producers
10-point quiz to assess your current plan and process
How-to instructions to create your personal sales plan which includes a situation analysis, personal mission statement, strategies, goals, and activities
Supporting resources to download include a sample plan, prospect tracking sheet, client visibility chart, sales activity sheet
Orders placed through June 30 using Coupon Code NEWS11 will receive a 20% discount and complimentary copies of Kick Your “But” and the Energizer Minute Collection.
For more information and to order your copy click on this link Sales Program Information Page.
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2. Thoughts from others
The Water Pot – A tale worth repeating
A water bearer in India had two large pots, each hung on each end of a pole which he carried across his neck. One of the pots had a crack in it, while the other pot was perfect and always delivered a full portion of water.
At the end of the long walk from the stream to the master’s house, the cracked pot arrived only half full.
For a full two years this went on daily, with the bearer delivering only one and a half pots full of water to his master’s house. Of course, the perfect pot was proud of its accomplishments, perfect to the end for which it was made. But the poor cracked pot was ashamed of its own imperfection, and miserable that it was able to accomplish only half of what it had been made to do.
After two years of what it perceived to be a bitter failure, the cracked pot spoke to the water bearer one day by the stream. “I am ashamed of myself and I want to apologize to you. I have been able to deliver only half my load because this crack in my side causes water to leak out all the way back to your master’s house. Because of my flaws, you have to do all of this work, and you don’t get full value from your efforts.
The water bearer said to the pot, “Did you notice that there were flowers only on your side of your path, but not on the other pot’s side? That’s because I have always known about your flaw. I planted flower seeds on your side of the path, and every day while we walk back from the stream, you’ve watered them. For two years I have been able to pick these beautiful flowers to decorate my master’s table. Without you being just the way you are, he would not have this beauty to grace his house.”
Moral to the story: Each of us has our own unique flaws. We’re all cracked pots. But it’s the cracks and flaws we each have that make our lives together so interesting and rewarding. You’ve just got to take each person for what they are, and look for the good in them. Remember to appreciate all the different people in your life.
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June’s Energizer Minute
Tune in to hear Good Deeds Bounce Back. Go to the www.sellingstrategies.com home page and click on the Energizer Minute.
Get your copy of The Energizer Minute Collection CD. The first 24 Energizer Minutes on CD recorded from January 2009 through December 2010. Receive a complimentary copy on product orders over $50.
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Interested in adding more value to your workplace? Read my article Rate Your Value to Your Agency in the May 2011 Rough Notes magazine. Go to www.roughnotes.com, launch the May 2011 issue and enter page 140.
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3. Thoughts to ponder
Welcome to our newest newsletter category! I hope the issues presented are an impetus for good and thoughtful conversation.
Get it or earn it?
Joe, the independent agency owner, wanted to try something different to motivate Ron, his newest producer hire. Remembering his life insurance career beginnings where you paid your way, pulled your weight, and earned your stripes from the get go, Joe thought he’d try a similar strategy with Ron.
In order for Ron to have an enclosed office space, he had to earn it. The agency currently had four producers who each had an office from the start. But until Ron reached a specific revenue threshold, he would be working from a cubicle on the floor sitting among the service staff. He had been told this upfront before he was hired.
Having never worked in an insurance agency, Ron took the job without questioning this arrangement. After a month, Ron approached Joe and said he needed the privacy of an office in order to reach his goals, not the other way around. Ron said getting the office now, not later, validated the agency’s belief in him, thus reinforcing his confidence.
What do you think the owner should do? Do you think Ron should get the office now or have to earn it? Why?
Your feedback and comments will be in next month’s issue.
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Decisions and flexibility often conflict. EH
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For dozens of resources to build individual and organizational top performance, visit www.sellingstrategies.com or get in touch with me at emily@sellingstrategies.com or 888-309-8802.
Apply Coupon Code NEWS11 to receive a 20% discount on all online product orders.
Receive a complimentary copy of The Energizer Minute Collection CD on product orders over $50.
Feel free to share any of my free stuff, articles, or newsletter content as long as proper credit is included.
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On the road
Business travel is taking me to these places. Please give me a call if you’d like to connect when I’m in your area.
Vertafore Industry Forum – Boston, MA June 16-17, 2011
AASCIF Annual Conference – Isle of Palms, SC June 19-22, 2011
Agency Management CIC, Tempe, AZ July 14, 2011
Private client – Brenham, TX August 22-25, 2011
Private client – Oklahoma City, OK September 26-28, 2011
Independent Insurance Agents of Oklahoma Small and Rural Agents Conference – Norman, OK September 29, 2011
Private client – New York City, NY October 27-29, 2011
Private client – Lansing, MI November 17, 2011
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Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information contact emily@sellingstrategies.com.
© 2011 Emily Huling. All rights reserved. Feel free to share our newsletter if copyright and credit are always included.