You have read all the books, listened to the tapes, and attended numerous seminars on how to run a successful insurance practice. You most likely already know what steps you have to take to ensure your success. Knowing the right steps is a good beginning, but it’s not enough. Sometimes, it just takes good old courage, to succeed. I once heard it said that courage is not the absence of fear, but instead, it is the conquest of fear. Do those things that others, who are less successful, just don’t, won’t or can’t do.

In W. Clement Stone’s book, The Success System That Never Fails, he used the phrase, “Little hinges swing big doors.” I can close my eyes and picture it, can’t you? It’s a powerful image, isn’t it? In other words, often times it is the little things that can and absolutely do make a very big difference in our ability to achieve what we desire. I hope that by reading what follows will provide you with a B.G.O.-blinding glimpse of the obvious. Rate yourself on how you’re doing in each area. Be critical, but not overly so. Then, write down one or two actions that you will take in each category to move closer to achieving the insurance practice success you desire. Let’s take a closer look at how COURAGE can help you to succeed this year and beyond.

Commitment

To what extent have you pledged to yourself and perhaps to others, your goals, dreams, and desires? Are your commitments “top of mind”? Are they clear and specific? Do you review them daily?

Organization

Are you getting accomplished what you set out to do each day? Have you put processes and procedures in place to ensure that the most important work gets done, everyday? Do you make it a habit of daily reviewing what was accomplished each day and what still needs to get done?

Understanding

To what extent do you practice the Golden Rule? Do you take the time to “walk a mile in the other persons’ shoes” to better understand where they are coming from? This applies to clients, staff, producers, family and friends.

Responsibility

To what extent do you believe that the “buck stops with you” for your insurance practice success and that you have the sole responsibility for your own victories?

Activity

To what extent are you executing all of the activities that need to be done daily, weekly, monthly and yearly to guarantee your insurance practice success? Have you clearly identified what those activities are and how to measure them?

Attitude

To what extent is your attitude aligned for success? Does your attitude act as a magnet for success?

Goals

To what extent are your goals personally meaningful to you and are clear and focused? Are they written down? Do they have a time frame for completion? Do you know what the benefits are for achieving your goals? And most importantly, do you truly believe that your insurance practice goals are achievable?

Excellence

To what extent are you a life long learner? Do you continually strive for excellence in everything you do? Have you developed the attitude of a life-long learner in your insurance practice?

Have the COURAGE to succeed and you will achieve all that you set out to accomplish. Good luck on your journey to success.

This column first appeared in the November 2007 edition of Insurance & Financial Advisor.

Robert A. Arzt is CEO of Maryland-based Polaris One, which provides coaching to insurance professionals who want achieve more. He can be reached at 301-610-5624 or contact him via e-mail. bob[at]InsuranceCoachU[dot]com