If you're a loan officer, you've probably experienced the "rollercoaster effect” in your business. One month you're crushing it, maybe even a bit overconfident (been there, done that), and the next month you're wondering what happened to your pipeline. You promise yourself you'll get organized, you'll make those calls, you'll finally get consistent – but somehow, it never sticks.

The truth is, you're not alone. I've been there. Most loan officers have been there. We all start with big dreams and good intentions, but without accountability, our best-laid plans quickly fall apart. 

Blame it on the weather, a “sick day,” or a family emergency. We are not designed to be consistent on our own. We fail and find great reasons to fail without ever digging in on the “why.”

I recently had a conversation with Alfredo, a loan officer from South Florida. Alfredo admitted he struggled with consistency. He was great at warm calls, those easy conversations where clients reached out to him, but he wasn't planting enough seeds or watering them routinely. He knew he needed more referral partners and more consistent follow-ups, but something always got in the way.

Sound familiar?

Think about your business like a farm.

Both of my grandfathers were farmers. And they knew that having multiple streams of income was better than having just one. If you're only planting one crop, relying on just a handful of referral partners or one lead source, you're vulnerable. What happens if that crop fails? What if your top real estate agent retires or moves away? Or one deal goes south!? Suddenly, your pipeline dries up overnight. 

The most successful farmers diversify their crops. They plant potatoes, sugar beets, and onions. They rotate their fields and plan ahead. They don't wait for a down market – they prepare for it. They have systems in place to cultivate multiple streams of income.

Loan officers need to do the same thing.

But here's the catch: Knowing what to do isn't enough. Once we broke it down, Alfredo knew exactly what he needed. More consistent outreach to referral partners, better follow-ups, and more strategic marketing – but knowing didn't translate into doing.

That's why accountability is your secret weapon.

When you have someone holding you accountable every week, something powerful happens. You stop making excuses and start making progress. You stop blaming market conditions or interest rates or competition because you realize success comes down to your own consistent actions.

One way to boost your accountability is to get a coach. Your coach can help you identify what’s working (and what’s not) and double down on the activities that generate results.

I personally coached with David Goggins for nearly a year. Every Sunday we would jump on an hour-long call and I’d have to report how I did that week. I was dialed in. No one wants to get yelled at by a Navy SEAL! Not everyone needs that level of accountability, but we all need someone to report to who can speak to our blind spots.

Coaching doesn’t need to be complicated. For example, our Collective Coaching weekly accountability offering is just about showing up each week and committing to specific actions that move your business forward.

Imagine spending just 5 focused hours each week doing exactly what you're best at. Activities you enjoy, that bring in revenue and genuinely help your clients. No distractions, no excuses – just intentional action toward your goals.

"We all need someone to report to who can speak to our blind spots."

Alfredo realized this, too. He understood that without accountability, he would continue spinning his wheels, making promises he'd never keep and missing opportunities he'd never see again.

So, here's my question for you: Are you ready to stop talking about growth and start achieving it?

If you're tired of riding the mortgage rollercoaster alone, find your tribe, a coach, or anyone who can help hold you accountable to your own goals (or join us!).

Don't let another month slip by without taking control of your business and your future.

The opinions and insights expressed in this blog are solely those of its author, Shane Kidwell, and do not necessarily represent the views of either Mortgage Guaranty Insurance Corporation or any of its parent, affiliates, or subsidiaries (collectively, “MGIC”). Neither MGIC nor any of its officers, directors, employees or agents makes any representations or warranties of any kind regarding the soundness, reliability, accuracy or completeness of any opinion, insight, recommendation, data, or other information contained in this blog, or its suitability for any intended purpose.