Goals Are Lagging Indicators
If you want a different 2026 production number, change your daily operating system
By mid-February, nearly 80% of New Year’s resolutions are already abandoned.
Most loan officers started this year with a number.
- $20M.
- $40M.
- $75M.
- Recruit two producers.
- Increase profitability.
- Improve pull-through.
But here’s the uncomfortable truth: Production numbers are lagging indicators. They report what your habits already created.
If February feels slower than expected, it’s not because the goal was wrong. It’s because the operating system hasn’t changed.
Top producers don’t “hope” for better months. They:
- Block prospecting time daily
- Track activity, not just closings
- Conduct structured pre-purchase strategy sessions
- Review their pipeline weekly with discipline
- Protect referral relationships like assets
Branch leaders who scale don’t focus on headcount alone. They:
- Coach weekly
- Enforce standards
- Remove friction from process
- Protect margin
- Build systems that outlast emotion
Dreams don’t build branches. Daily standards do.
The market is neutral. Your habits are not.
If you want December 2026 to look different than December 2025, don’t rewrite the goal.
Rewrite the daily behaviors.
What activity metric, if executed consistently for the next 90 days, would quietly transform your production?
If you’re a producing LO or branch leader evaluating where you operate best, pay attention to this: culture doesn’t fix weak habits — but strong culture multiplies disciplined ones.
If you’re curious what that looks like in practice, let’s have a confidential conversation.
