Well into the 4th quarter of 2022, advisors are left with little time to achieve the professional goals they set at the beginning of year. In a recent interview, Robert Arzt, president of Polaris One and Insurance Coach U, shared seven steps advisors can take to ensure a strong finish to the year.
Vision and Belief. The first step in achieving success is the make sure an advisor’s goals are connected to their vision and belief, said Arzt. Achieving goals is not an end in itself; it is only a means to an end. Belief in the attainment of any goal is a critical requirement in the achievement of that goal. “Do whatever is necessary, from writing out affirmations to visualization to giving yourself rewards for incremental progress,” he said.
Review and assess. Agents should review the goals and their objectives, Arzt advised. “Review each one and determine the strengths and weaknesses of each component part. Once completed, decide whether that particular goal is still something you want to – or need to – achieve. Be realistic. You only have a limited amount of time to get each goal over the finish line. Create a short list of the goals that must be accomplished.”
Create highly specific goals. In order for agents to dramatically increase their chances of achieving their goals, the goals should be highly specific. They should limit the number of goals and write out very precise statements of exactly what they want to accomplish and the exact date it will be accomplished, according to Arzt. Finally, they should break that goal down into mini-action steps. “The more specific and measurable each step is, the better,” he said.
Clear the path. The next step is for advisors to clear the path, Arzt said. They should review their assessment in Step 2 and determine what obstacles might stand in the way of achieving their goal. Then, they should develop plans and processes to eliminate all obstacles that will prevent them from successfully achieving each goal or action step.
Schedule the time. Goal achievement takes time, Arzt pointed out. So, advisors should create an ideal schedule that carves out an ample amount of time for each goal activity and then they should stick to it. “First, create the ideal schedule on paper,” he said. “Next, transfer it to whatever calendaring system you are using, making sure to account for each activity that is required to achieve your goal.”
Keep Score. Another idea Arzt suggested is for advisors to review and track their progress each day. “Every morning and evening, review what you have accomplished that has moved you one or more steps closer to achieving your goals. If no progress was made, determine why and how to do better tomorrow,” he said. Advisors should not be afraid to revise, fine-tune, or totally recycle goals as necessary, Arzt said. A particular goal may have sounded good at the time it was written, but if it no longer resonates, advisors should throw it out. “Keeping a goal that you have no strong emotional intention to accomplish drains your energy and takes away from accomplishing your other goals,” he said.
Celebrate. The final step is for advisors to celebrate their victories, no matter how big or small, along the way, Arzt said. The positive reinforcement they gain by doing this will help keep their energy and enthusiasm high.
Arzt said that he hopes that by taking these steps, advisors will have more successes to celebrate at the end of the year. “When you look at the big picture, isn't it really the sum total of all of the ‘little’ steps we take that make such a big difference in our lives and businesses?” he asked.