This column is the third and final part of my review of the price of success.

The last two columns were based on my personal experiences. Listed below are pointers that should help you to establish a place in the industry.

First and foremost, research the industry to determine if it is the sort of career that you are capable of pursuing. Fortunately for people who wish to know more about the insurance industry, there are many educational resources now available. The Bermuda Insurance Institute ( 292-9829) created in 1984 to provide an educational vehicle for persons wishing to gain knowledge about insurance. The Institute has a young members committee, which often visits schools to educate students about the industry.

The Bermuda Foundation for Insurance Studies ( 295-1266) was created in 1996 by a group of leaders from Bermuda's insurance industry. BFIS is a non-profit organisation, which provides insurance education opportunities for Bermudian students who wish to develop careers. There are many trade fairs and corporate programmes to help people to understand the industry. Before going on an interview or pursuing further education in insurance, take advantage of these to help you to decide if it is a career for you.

Once you have determined that it is a career you wish to pursue, try to find people in the industry that can help you to understand what is needed to get in. The BFIS has a mentoring programme where they match candidates up with people in the industry. Their website is http://www.bfis.bm for further information. Send out professional resumes. Make sure you address your resume to the correct recruiting officer. Make sure you have the correct spelling of the person's name and correct title. Show up front that you have done your homework on the organisation. If an interview is granted, call the organisation up to ask for a recent annual report about the company. Read it from front to back. Become familiar with the key people in the organization. Have a general idea of the focus of the company so that when you interview, you will be able to ask intelligent questions.

Arrive early for the interview so that you have time to compose yourself prior to going in for the interview. Dress professionally! Do not show up in clothing that you would wear clubbing on a Saturday night. Observe people in the industry for a while and see the attire they are wearing. I would err on the conservative side for the interview, ie, no trendy clothing. Many organisations have now adopted the business causal dress code in Bermuda but that look is not appropriate for the interview because you want to make the best impression you can. First impressions are the lasting impressions for making it in the industry. When you walk into the interview, make eye contact with the interviewer, smile and give a firm handshake. It does not have to be a crushing handshake but firm enough to show confidence. Maintain eye contact throughout the interviewing process.

Congratulations, you have been hired. So what do you do now? The interviewing process was the easy bit. Now that you are in, you must make your own way in the organisation. Insurance is a very unique industry because a lot of what you learn comes through osmosis rather than it being spelled out for you. Many people are disappointed when they get into the industry because they feel they are not being adequately trained. However, what many need to realise is that you must make your own way in the insurance world by asking questions, showing initiative and being truly interested in learning. The learning never stops, particularly in Bermuda because of the fast changes that occur in the marketplace. More than likely as a new entrant into the industry, you will be paired up with someone to help you assimilate into the organization. You will have to work hard to build up that person's trust before you get more responsibility.

Here are some key pointers to help you along: You must develop a passion for what you are doing so much so that you desire to understand the complete picture of what you are doing. Show your trainer your enthusiasm by doing a lot of the work that needs to be done without being asked to do so. Complete assignments ahead of time. Volunteer for more. Don't be afraid to ask questions when you don't understand something. The intelligent person is the one who knows to ask the question. Your trainer can not read your mind and will only assume if you're not asking questions that you fully understand your job.

Understand that handling a business transaction means knowing everything about the client which means extensive research on their operations, losses and getting to know what makes clients tick. If working with clients, start to build profiles of them even if you are not the one in charge. One day you may be, so start building your information file early. Remember key facts about what they are doing. Ask them about it. Make it your business to know their business and be interested in it as well.

Make your client feel that he or she is the most important client you have ever had. Be interested in them.

Keep up to date with all that is happening in your industry group. Stay on top of everything that comes out about trends in your work environment.

Always be professional. If your client likes to be formal then you must be formal. If they prefer a casual atmosphere then you can be casual. Don't become overly friendly with your clients unless they allow you in. Never cross the business and personal line. It can never be repaired if things don't work out.

These are some pointers that worked for me and I hope they do for you too.

Cathy Duffy is a Chartered Property Casualty Underwriter (CPCU) and is now a freelance writer. She is a former executive of Zurich Global Energy with 15 years experience in the insurance industry.