Dear Friend,

Breast Cancer Awareness Month: Part Two

October is Breast Cancer Awareness month, as discussed in the last issue, and WOW, the visibility continues to increase. Over the first couple of days of the month, you could not look anywhere without seeing something related to the cause. NFL games had coaches with ball caps with pink bills on them, players sported pink shoes and gloves, stadiums had large pink ribbons, Delta Airlines has flight attendants with pink dresses, ribbons and pins. They even sell pink lemonade onboard the plane for $2.00 with the proceeds going entirely to the cause.
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Great Service is Infectious and Fun
by Polly Rehnwall

Think of how much fun it is when things are working smoothly and everyone is happy. Now, stop and think about how that happened. If you can replicate that scenario on an ongoing basis, you are well on your way. However, if it is hard to remember the last time your agency felt like this or it happens for only fleeting moments, then you might want to rethink key strategies and focus systematically on your customer service profile. Your investment in building the best customer service will pay tremendous and long lasting dividends.
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Separate Your Agency from the Competition with
Top of Mind Branding
From Gregg Hamerschlag

As your competition continues to increase, the branding of your agency becomes paramount. To be effective, your brand should do three things: differentiate you from your competition, highlight your services, and meet the needs of your client. Does your current brand strategy accomplish all three?

In this day and age, there are a number of ways to brand your agency: uniforms, billboards, company cars, brochures, etc. These are all the typical pieces of a brand strategy, used by almost every agency. This makes it much more difficult to differentiate yourself, so how can you make it easy? Click here to read more...

Be Relaxed

As a home care or hospice sales professional, you must be confident, passionate and relaxed! When you observe many of the top sales people, you see that they are relaxed when they interact with their accounts. They are able to relax because they know their stuff, know the value they bring to their accounts and are open to results. Being relaxed has nothing to do with not being a strong sales person; in fact, it is the opposite.
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In each Legendary Sales Leadership Letter we answer your questions. Send them to us or call (800) 653-4043 and we'll make sure that yours are answered in a future issue.

Here is this week's question answered:

Question:
I find the Feel, Felt, Found method difficult to use. Any suggestions?

Answer:
When using the feel, felt, found method, it is not important that you use the words "feel, felt, found." What is important is the message. When using this method, all we are really saying is "I understand, you're not alone, and there is a solution." Click here to read more...