As the year winds down, you're probably focused on wrapping up end-of-year closings, finishing your mortgage CE, sending holiday client greetings, and prepping for a much-needed break. (You deserve it!)
But these final weeks of the year can also serve as an opportunity to reflect on the past year in your mortgage business as well as prime planning time. Use this Free Mortgage Loan Officer New Year Goals Worksheet to review your production, set meaningful goals, and start your new year with confidence and clarity.
Get Your MLO Goal-Planning Worksheet
This interactive worksheet is designed specifically for mortgage loan officers, mortgage brokers, and mortgage teams.
2025 Year-In-Review Analysis. Reflect on your loan volume, lead sources, marketing plan, and client results.
2026 Loan Volume and Income Goals. Set realistic, trackable goals for 2026 loan production, referral building, and commission targets.
Lead Generation Strategy Planning. Identify and prioritize referral partners, lenders, channels, and marketing strategies.
Professional Development Map. Plan your CE coursework, professional development, and industry training to stay competitive.
Workflow and Efficiency Check-Up. Pinpoint operational bottlenecks, improve communication, and explore automated systems.
Personal and Lifestyle Alignment. Set goals that support your business and your well-being.
Actionable Q1 2026 Checklist. Break out the tasks you need to complete to fulfill your 2026 business strategy.
Why Goal Setting is Important for Mortgage Professionals
Goal setting is one of the most well-researched predictors of performance in your mortgage business. This goes for real estate agents, home inspectors, appraisers, and any other client service-based businesses.
Here’s what the data tells us.
Writing Down Your Goals Boosts Your Success
A Dominican University study found that people who write their goals down are more likely to accomplish them than those who don’t. Mortgage professionals are no exception. The study also found the highest success rates among those who wrote goals and shared regular progress updates with someone else for accountability.
SMART Goals Can Improve Performance Up to 90%
Research consistently shows that specific and challenging goals — like SMART goals — produce stronger outcomes than vague objectives. For loan officers, SMART goals might look like:
“Close 15 purchase loans per quarter” instead of “Close more loans.”
“Add three new real estate referral partners by March” instead of “Grow my network.”
“Reduce clear-to-close times by 20%” instead of “Improve efficiency.”
Remember, clarity leads to action and measurable results.
Breaking Big Goals into Smaller Ones Leads to Higher Productivity
Studies have also shown that setting small daily or weekly goals significantly increases productivity, output, and motivation. For mortgage professionals, this may look like:
Holding quarterly business planning sessions
Checking in weekly with your referral partners
Planning daily lead generation activities
Having monthly mortgage pipeline reviews
Reviewing Goals Regularly Increases Focus and Reduces Overwhelm
Businesses that regularly review goals tend to be more adaptive than others. This is essential in a market that’s driven by rate movements, inventory conditions, and borrower behavior.
When you set goals now and review them throughout 2026, you’ll be more resilient when the market shifts.
Goal-Planning Advice from National Mortgage Expert Michelle White
Michelle White, The CE Shop’s National Mortgage Expert and Director of Real Estate Services Experts, understands the power of goal setting thanks to her decades of experience as a loan officer and in other mortgage roles. She shares this advice for MLOs and brokers mapping out a new year of business.
Be Accountable to Your Goals
“The mortgage market can be very volatile, going from very busy to very slow in the blink of an eye,” she says. “If you have a business plan for the upcoming year, you can plan to fill those gaps. Planning business goals seems easy, but following through on them can get lost in day-to-day chaos. It’s important to work with a mentor or at least tell somebody about your plan, so you become accountable for your progress.”
Get Clear on Your Purpose
“Another thing to remember is to make sure your professional and personal goals are aligned and do not conflict with one another," Michelle adds. “In fact, it would be great if you could find ways to combine some of your personal goals with your professional goals. Your business health can be impacted by your personal health. While we don’t consider self-care as part of a business plan, I can assure you it is. When planning your 2026 goals, consider what makes you wake up and go to work in the morning. It’s easier to be successful if you feel like you have a purpose.”
Final Tips for a Successful 2026 in Mortgage
As the real estate and mortgage industries evolve, you owe it to yourself and your business to plan your goals intentionally. Use these additional tips and resources to set yourself up for success in 2026.
The Mortgage CE Deadline Draws Near — Complete CE With Us!
Mortgage business-planning tips aren’t the only golden nuggets we provide here at The CE Shop. We’ve got all your annual NMLS-approved mortgage CE courses, too — including brand-new video-based CE that’s a breeze to complete. Enroll today and knock out your hours well ahead of holiday break.
The CE Shop Team
The CE Shop Team is comprised of subject writers, subject matter experts, and industry professionals.
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