Focus Questions to Achieve Your 2021 Goals

Geoff walks through a set of self-coaching questions designed to create clarity and accountability for the new year. Topics include identifying your production gap, auditing your business sources, committing to three quarterly activities, and examining the identity shifts required to hit bigger goals. Best for LOs doing annual business planning who want a structured thinking framework.

Takeaways you can run this week

• Calculate your weekly loan target: divide your annual unit goal by 50 weeks to get a per-week number (e.g., 100 loans/year = 2 loans/week). Write that number somewhere visible.
• Answer in writing: 'Where have I been most irresponsible in my business over the last 12 months?' — follow-up, systems, communication, team support. Then ask your ops team or processor the same question about your leadership.
• Audit your calendar for the last 30 days against your stated goals. If you want 5 new agent referral partners but made zero agent contacts, your activities are not demonstrating your commitment. Identify the specific gap.
• Name your #1 source of business and one underutilized source. Write one action you will take this week to optimize the underutilized source — whether that's a builder relationship, a YouTube channel, or reactivating past clients.
• Write down exactly three recurring activities you will commit to this quarter that directly move you toward your annual goal. These must be activities, not outcomes (e.g., 'host one agent class per month' not 'get more agent referrals').
• Answer: 'What do I need to give up or abandon — in thinking, habit, or action — to reach my goal?' Write it down and identify the specific resistance (avoidance behavior, limiting belief, or identity story) blocking the change.

The playbook

1. Step 1 — Set the math: Annual unit goal ÷ 12 = monthly target; ÷ 4 = weekly target. Know your number cold.
2. Step 2 — Audit through the lens of People, Process, Technology: where is the gap in each pillar?
3. Step 3 — Identify your #1 business source and assess its health. Then list secondary sources that are underoptimized.
4. Step 4 — Commit to exactly 3 recurring activities for the current 90-day period that directly serve your goal.
5. Step 5 — Define who you need to become: what identity shift or mindset change is required to act at the next level?
6. Step 6 — Name what you must give up: habits, thinking patterns, low-value relationships, or activities that consume bandwidth without producing results.

Worth quoting

“Do your activities demonstrate your commitment to your intentions?”

“Resistance is not a one time event. You can beat it, you can wear it down, and it will become a smaller monster over time.”

Best for

LOs who set goals every January but lose focus by March and want a repeatable self-coaching process to stay accountable all year.