Gain the confidence to believe you’ll always win

Many advisors have a business plan in place to provide focus to a target market, track and grow revenue, and much more. Donald F. White Jr., CLU, ChFC, a 28-year MDRT member from Stuart, Florida, said that part of the advantage of this structure is to elevate your performance through attitude.

“Once you have attained a certain skill level, the deciding difference between good and great is confidence,” he said. “In Hank Haney’s book ‘The Big Miss: My Years Coaching Tiger Woods,’ he said the fundamental difference between Tiger and the rest of the field is Tiger always expects to win, while Tiger’s competitors merely hope to win. While Tiger’s skill set is extremely high, so is everyone else’s at that level. It’s his belief that he is supposed to win; that has made him the champion he is.”

Of course, Woods is no longer the champion he once was. Do you still have the confidence you always had, and bring that to work every day? If not, consider if your business plan has gotten off track in any way. As White said, “Without a clear game plan, your confidence can and will erode under the adversity and pressure of the business. Your business plan can assist you in remaining confident in spite of those adversities.”

Learn more about how to run a successful practice

• Read more about how a business plan can help your practice in the Round the Table article “Take control.”
• Read about putting together a precise guide to your practice in the 2011 Annual Meeting presentation “The one-page business plan.”
• Avoid financial disaster by building a strong business. Learn more from Donald White in “Build a lasting business: Inside high-performing offices.”

Written by Matt Pais, MDRT Content Specialist