C.H. Brown Co. - March/April 2024

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307-322-2545 • CHBEF.COM

Enjoy veggie variety. Try out different vegetables. Shaking up your routine by trying new greens can be fun, and it also nourishes your body with extra nutrients and vitamins, like vitamin C, potassium, and fiber. Aim to make your plate colorful, focusing on dark greens, reds, and oranges. Limit sugars. If you have too much sugar in your diet, it can lead to serious health problems like obesity, Type 2 diabetes, and heart disease. To reduce added sugars like corn syrup, try replacing sodas with water infused with whole fruits like strawberries or blueberries. Opt for black coffee or skip flavored syrup and whipped cream when going to the cafe. Always check nutrition labels and pick the foods with the least added sugars. Cut back on salt. A diet high in sodium can lead to high blood pressure, stroke, and heart attacks. According to the Centers for Disease Control and Prevention (CDC), more than 70% of the salt consumed by Americans comes from packaged, processed foods. So, it’s crucial to avoid these as much as possible. If cooking at home, add a squeeze of lime juice or some fresh herbs to give your meal a tasty flavor that isn’t loaded with sodium. Get ample sleep. Sleep plays a significant role in our health, and poor sleep is actually one of the strongest risk factors for weight gain and obesity. When your body doesn’t get enough rest, it can drive insulin resistance, disrupt appetite hormones, and reduce overall performance. If you have poor sleep, you’re more likely to make poor food choices. Though the common wisdom for many years has been to avoid eating late-night snacks, new studies show it’s more a matter of how much you eat and what your snack is before you hit the pillow. Avoid eating a large meal before bed, as your digestive system slows down. Experts recommend eating your last meal of the day 2–4 hours before bed. When snacking at night, less is more. Foods like walnuts contain melatonin, which can aid you in falling to sleep faster. We know improving your diet and food habits can bring many positive changes. Keep it fun as you go through the process and applaud yourself for investing in you. The right foods and proper sleep will give you the energy to do great things. –Kit West & Ed Meyer


As the old saying goes, “You are what you eat,” and there’s no better time to revamp your dietary habits than right now. March is National Nutrition Month, and this celebration of healthy lifestyle choices can inspire you to eat smarter. Not only does what you consume correlate directly to your health, but it can also determine if you get a whole night of sleep or lie awake digesting. We like to look at this month as a great opportunity to amp up our own healthy habits and we encourage you to prioritize your well-being, too! We know cutting out all your favorite treats can be tempting, but quitting cold turkey can be a difficult and almost impossible goal. By cutting your consumption of certain foods by half and making some small switches, you can significantly improve your energy levels, health, and well-being. Balance is key. Having a balanced diet is crucial for healthy living. You must have the right portions of all the different food groups on your plate. About half of your plate every meal should be fruits and vegetables and the other half, grains and protein. A small dollop of healthy fat, like avocado, is helpful. Try to keep your snacking to fruits and veggies.



Have you ever encountered a salesperson who launched right into their spiel without talking to you beforehand? If so, you know firsthand the importance of listening first. Not only do salespeople like this make you feel like a commodity, but it often leads to misaligned sales attempts. The secret lies in asking the right questions. Start by asking about their business. “Why” questions are particularly powerful. For instance, why are they launching a new product, or what prompted them to add staff? These questions show your interest in their business and give insight into their motivations and challenges. To ask meaningful questions, you must come prepared. Visit their website, read their “About” page, and familiarize yourself with key staff members. This background information equips you to ask relevant questions and demonstrates your genuine interest in their business. Being a good conversationalist, no matter who you are, leaves a positive impression and makes you memorable. Through these interactions, you lay the foundation for relationships — and as we know, people do business with those they know and trust. How can your prospects know and trust you if you don’t take the time to know and trust them? The art of conversation in sales and life is about finding a balance between being informative and attentive. It’s about listening and understanding the prospect’s unique needs and goals. Embracing this will grow your sales and strengthen your business relationships, turning them into long-term clients. Let’s step out of the traditional sales script and start listening. We can transform our sales tactics one conversation at a time. Master the Art of Conversation and Sales

THE NEGATIVES OF POSITIVE REINFORCEMENT Positive reinforcement is one of the most Are You Rewarding Your Dog’s Bad Behavior?

Separation Anxiety No matter how hard the day was, an animal greeting you with love can turn the day around. Your instinct may be to respond with praise and pets, but that is detrimental to your dog’s mental health if they have separation anxiety. Rewarding them with your attention can make your absence all the worse for them. As hard as it may be, make your re-appearance less exciting; give them a simple “Hi” when you get home without stopping to pet them. Kneeling Play and Misplaced Attention Dogs often want to play or be pushy when you’re kneeling on the ground, whether you’re tying your shoes or picking up a sock. Want to stop this behavior? Don’t give them attention when they approach you. While your instinctive reaction will be to pet them, you should stand up and only praise them when they stay calm. Doing this shows it’s not in

their best interest to try to play, and you’ll reward their more passive behavior instead. Be Persistent Always keep goals in mind when training your dog. Training is not only helpful for you; sticking to a routine can keep your dog happy and healthy while strengthening your bond. Once you recognize the annoying behaviors you have unwittingly rewarded, you can change your tactics and get your dog to understand the best ways to behave.

effective tools when training dogs and is much more effective than punishment. While treats are a great way to reward your dog, just giving your dog attention is a form of reward and reinforcement. But knowing the best time to provide this positive attention is where we may need some work. We may be rewarding bad behavior without realizing it. Here are a few strategies to help Fido get the right message. Jumping Jumping is not only irritating to visitors, but it can also hurt the dog’s back. One way we’re rewarding this bad behavior is by responding with positive reinforcement. Don’t pet your dog or speak to them when they’re jumping on you. Instead, turn around and ignore them when they jump. Keeping a dog from jumping is hard, but it’s crucial to preventing accidents and keeping your dog in tip-top shape.



Transform Your Negotiation Strategy With These Tactics FBI SECRETS TO WINNING NEGOTIATIONS



• 2 lbs boneless, skinless chicken breasts, cubed • 1 onion, diced

• 2 tsp garam masala • 1 tsp ground coriander • 1 tsp paprika • 1 14-oz can diced tomatoes • 1 14-oz can tomato sauce • 1/2 cup plain Greek yogurt • Salt and pepper, to taste

Do you want to handle deals as confidently as an FBI hostage negotiator?

• 2 cloves garlic, minced • 1 tbsp minced ginger • 1 tsp ground cumin

Retired FBI agent Chris Voss knows his way around tough negotiations, spending more than 20 years crafting his techniques in the agency. He has taken all of his on-the-job expertise and applied the art of negotiation to business in his book “Never Split the Difference.”


1. Place the chicken, onion, garlic, ginger, cumin, garam masala, coriander, and paprika in the slow cooker. 2. Pour in the diced tomatoes and tomato sauce, stirring to combine. 3. Cover and cook on low for 6–8 hours. 4. When the chicken is done cooking, stir in the Greek yogurt. 5. Serve over rice or with naan and enjoy!

In the fast-paced and competitive world of brokerage, brokers who want to set themselves

apart must develop sharp analytical abilities, robust communication skills, and the ability to utilize feedback. Here are five of Chris’s skills that every broker should master so they can negotiate like a master and reach the best outcome in any negotiation. Set a high initial demand. Have the courage to start with a high asking price. This can be effective if a seller is motivated to get the highest price possible. Make concessions. If someone asks you to make a concession, always respond first with a defense of your offer. While the other party might object to your offer or expect you to change it, never make an immediate counteroffer. Just because someone objects, it doesn’t mean they won’t ultimately accept your offer. Only grant a concession if you receive something in return. Take small steps. If you have to give ground, do it in small steps. This can be tricky — if you give away too much, it might devalue your offer, but if you don’t give enough, you might find yourself stuck. Understand generational differences. It’s crucial to understand where a person is coming from, and different generations can have different values. If you can understand a person’s perspective and values, you can appeal to those, which can make all the difference in a negotiation. Use feedback. Customer feedback is an invaluable tool to improve. You can strengthen your negotiation strategy by using feedback to understand your strengths and weaknesses. It’s also a chance to evaluate goals and priorities. Strive to examine feedback before negotiations and afterward.

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C.H. Brown Co., LLC A PLATTE VALLEY COMPANY 20 W. Frontage Rd. • Wheatland, WY 82201 307-322-2545 • chbef.com


1 Simple Swaps for a Healthier You 2 Reshaping Sales Conversations 2 Are You Reinforcing Your Dog’s Bad Habits? 3 Slow Cooker Chicken Tikka Masala 3 How to Make Deals Like an Elite Negotiator 4 Meet the Exceptional Team Behind C.H. Brown


Behind everything we do here at C.H. Brown, a team of hardworking people makes it all possible. April 27 is Administrative Professionals Day, and we are so thankful for our staff and the care they take with our clients. If you have ever given us a call, you know some of the names of our dream team because when you reach out, you will always talk to a real person. We pride ourselves on that one-on-one, personal customer service.

We like to think of our Client Services team as our “idea factory.” Sam, Torena, Jenny, and Kathy are creative and kind as they help borrowers discover the best solutions. From taking calls to directing people to the right contact, they keep the service for clients seamless.

Our underwriters are the “voices of CHB” and work with our

brokers daily. We have come to rely on Joey, Jade, Carly, Wyatt, and Knick for their fast, efficient work. Lastly, we have Tresha, Liz, and James on the front lines of our operation. They work hard to ensure deals come through. Without their efforts, we wouldn’t get the right information to the right people.

We want to shine a spotlight on our fantastic crew this month.

In our Titles Department, Bennie and Trish are experts at finding solutions for your problem so you don’t have to battle a robotic answering service. They bring such a personal touch to the office and know how to handle just about anything. We also have Vic and Stephanie in our Funding Department, who keep track of every detail that comes through the office. They always make sure we don’t miss anything.

We are proud of our team and hope you can talk with all of them at some point. From the first people you meet at C.H. Brown, we strive to make you feel welcome and confident in us immediately. Thank you to our staff in all departments. We wouldn’t be here today without your can-do attitude and expertise.



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