13 Questions Every LO Must Ask Before 2026 - If You’re Serious About Growth
Matt Weaver walks through 13 self-audit questions every LO should answer before 2026, covering standards, value propositions, delegation, role clarity, and brand. This episode is densely tactical and best absorbed with a notebook. LOs at any production level will find questions that expose gaps they've been ignoring.
Your brand is not built on social media posts — it's built by winning, and then letting others talk about it.
Takeaways you can run this week
- Pull out a whiteboard and map your full client process step-by-step from first call to funding. Identify every step where you currently 'wing it' and write a scripted sequence for it.
- Stop promoting your online application link. Train yourself to open every new lead with a phone call — only send the online link if the client specifically requests it.
- Before issuing any pre-approval letter, complete four steps in order: take application, gather and fully review documents, conduct a home buyer consultation covering loan program/closing costs/contingencies/process flow, then issue the letter.
- Write out your own four pillars of value (model: Matt's are pre-approval process, offer structuring with 7 elements, availability 7 days/week, and buyer consultation). Practice delivering all four in the time it takes an elevator to reach the 23rd floor.
- Rate your own service, presentations, and process execution on a maximum scale of 8 out of 10 — never 10 — to force continuous improvement and prevent complacency.
- Block 30-45 minutes of uninterrupted time before January 1 to hand-write your answers to all 13 questions. Do not use ChatGPT. Identify the 2-3 questions that create the strongest emotional reaction — those are your highest-leverage growth areas for 2026.
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GET FREE ACCESSThe playbook
- Q1: What do I want to accomplish? Define a specific, measurable goal tied to a personal motivator.
- Q2: What are my standards? List non-negotiable operating rules (hours, process steps, communication style) you will never compromise regardless of relationship.
- Q3: What are my value propositions? Build 4 pillars that wrap the agent sales cycle start to finish; practice articulating them in under 60 seconds.
- Q4: What is my process? Whiteboard the entire loan process from first contact to funding; script every step for consistency.
- Q5: How is my service? Identify one concrete way to increase value to the agent (e.g., teach a class on top buyer/seller objections agents face).
- Q6: How is my delegation? List tasks you dislike or that don't require your direct involvement; plan your next hire around the first item on that list.
- Q7: What is my role? Honestly assess whether you are a rainmaker or a deal structurer — then build around that identity rather than trying to do everything.
- Q8: How are my presentation skills? Commit to reading (not just audio) to build vocabulary; treat every agent presentation as a performance.
- Q9: What is my brand? Focus energy on winning and delivering a repeatable system — let others describe your brand, not your own social posts.
- Q10: What is holding me back? Identify the story you're telling yourself that isn't true; examine whether imposter syndrome can be converted into a quality-control asset.
- Q11: What is my motivation? Determine if you are intrinsically motivated or need to manufacture motivation — if the latter, build a specific incentive or why before Q1 starts.
- Q12: Who do I hang with? Audit your inner circle; seek out high performers willing to share openly and distance yourself from those who are bitter or stagnant.
- Q13: Who can I learn from? Identify one person in the industry performing at a level above yours and find a way to access their process — but verify they are currently on the court, not just talking about past results.
Worth quoting
“The idea is not to talk about your brand. The idea is to have others talk about your brand.”
“To inspire someone, you must first become someone.”
Best for
LOs who are stuck at the same production level year after year and need a structured, honest self-assessment to identify exactly what is limiting their growth.