A frustrated advisor called me after hours. He said, “I set my goals every year, yet I never truly achieve them. I know that I’m falling short of my potential.”
This happens to many advisors. The year starts and they are full of hope. They are determined to do things differently, but months go by and they are disappointed with the results.
Remember that in order to achieve your goals, you must expect your plan to succeed.
It seems like although most people know how to set goals, but only few consistently achieve them. Why? Remember that in order to achieve your goals, you must expect your plan to succeed.
If you are not happy with how things have been going so far this year, it’s time to get your goals back on track. Consider taking the following actions:
Revisit your goals. Examine your goals and make sure you are clear about where you want to go. Do your activities support that purpose? The advisor who called me knew that in order to reach his commission goal he had to call his prospects a certain number of hours every week. But he got sidetracked when another “opportunity” for business came by. He ignored his original goals in favor of this new “opportunity.” He changed his daily activities that took him away from accomplishing original goals.
If this has happened to you, revisit your original goals and eliminate activities that don’t support your goals. Ask yourself: “What is the highest and best use of my time right now to achieve my most important goals?”
Learn from your experiences. Remember that you will come across obstacles. These obstacles can become stepping stones if you focus on learning from the experiencess. Otherwise, they become boulders that prevent you from moving forward. When I spoke with the advisor, he admitted that he focussed on what went wrong earlier in the year, did not think about things that went right, and did not learn from his failures and adjust his behavior accordingly.
Be action oriented. Don’t retreat no matter how badly things have gone so far this year. Create new plans or try a new approach if the old approach did not yield the desired results. Monitor your results and constantly make adjustments to the way you do business. It is better to take action when things are not going well even if you are not entirely sure that the actions you are taking are 100 percent correct. The advisor who called me had become discouraged blamed outside circumstances that he thought were beyond his control. He had lost belief in his goals and abilities.
Be determined to succeed. In order to achieve goals, you can’t let anything stand in your way. When you do get knocked down, you have to get up again. When faced with obstacles, most people give up or change their goals. Don’t do that. Difficulties and failures are part of building a successful business. Remember that everyone who has succeeded in our industry has experienced great challenges along the way.
Robert A. Arzt, CLU, ChFC, LLIF, is CEO of Polaris One and InsuranceCoachu.com. He coaches professionals who want to achieve more. Contact him at 301-610-5624 or send an email to firstname.lastname@example.org. For a complimentary coaching session, mention this article.