Ep# 122: The Power of Habits to Change Your Life

Geoff shares key frameworks from James Clear's Atomic Habits — specifically habit tracking and identity-based behavior change — and applies them directly to mortgage origination. He also spotlights a member success story: a new LO who got 5 agent leads from a single 30-agent class. Best for LOs who know what they should be doing but struggle to do it consistently.

Takeaways you can run this week

• Build a physical or digital habit tracker (calendar, app, or paper sheet) and mark an X every day you complete your core production habit — calls, agent meetings, or loan apps. Aim to never break the chain.
• Define exactly 2-3 production habits to track this week: for example, (1) 20 outbound calls/day, (2) 3 face-to-face agent meetings/week, (3) 1 loan app per day. Write them down, then cross off each day you complete them.
• Use the two-step identity reset: write down who you need to BE to hit your goal (e.g., 'I am a consistent, reliable originator who meets 3 agents weekly'), then identify one small daily action that provides evidence of that identity.
• Host a video marketing class for real estate agents (the format Shani Morris used): target 30+ agents, deliver a done-for-you curriculum, and follow up the same day — Shani got 5 agent leads and 2 closed loans from her first class.
• Stop measuring only outcomes (units closed, volume). Track activity habits instead — the activities, done consistently, produce the outcome. Review your activity numbers weekly, not just your pipeline.
• Read or listen to Atomic Habits by James Clear — Geoff specifically recommends Chapter 16 on habit tracking and the Jerry Seinfeld 'don't break the chain' framework.

The playbook

1. Step 1: Decide the type of person you want to become (e.g., 'an LO who consistently meets agents and follows up').
2. Step 2: Identify 2-3 daily or weekly habits that provide evidence of that identity.
3. Step 3: Set up a habit tracker — mark an X each day you complete the habit.
4. Step 4: Focus on the streak ('don't break the chain'), not on perfection or inspiration.
5. Step 5: Celebrate small wins — each completed habit is a vote reinforcing your new identity.
6. Step 6: Review your tracker weekly; if you miss a day, resume immediately — one miss is acceptable, two in a row is the pattern to avoid.

Worth quoting

“Every action you take is a vote for the type of person you wish to become.”

“Don't break the chain of sales calls and you build a successful book of business.”

Best for

LOs who know the right activities but lack a system to execute them consistently day after day.