Spring is springing, and across the country, many of you are feeling the long-awaited lift. Phones are ringing, contracts are coming in, and the hum of busyness is back in the air—praise! But let’s have a real talk: busyness doesn’t always mean productivity.

In fact, busyness can be one of the most deceptive states we fall into as mortgage professionals. We start to believe we’re being productive simply because our calendars are full and our inboxes are blowing up. But movement doesn’t always mean progress. As Jeb Blount says in Fanatical Prospecting, “You cannot be delusional and successful at the same time.” And nothing feeds delusion like unchecked busyness.

This is why minding your metrics—especially in seasons of high activity—is critical.

Who is sending you the most qualified borrowers?
What activities are giving you the highest return on your time?
Where are you investing energy with no measurable output?

If you don’t know the answers, you’re likely mistaking motion for momentum.

One of the most common traps I see among originators—yes, even high performers—is the classic peak and valley syndrome. You hustle hard, attend events, make your calls, deepen relationships, and before long, the deals start flowing. You’re on a roll.

Then something predictable happens. You get consumed by the fruit of your own effort: managing transactions, smoothing out the bumps in files, serving clients, impressing partners. And in the name of “priorities,” you begin to deprioritize the very activities that got you busy in the first place.

Prospecting calls? Postponed. Events? Skipped. Weekly planning? Forgotten. And before long, your pipeline thins out. The rollercoaster begins: 12 closings one month, 4 the next. 10 closings, then 5.

So let me ask: What if you could build in a more consistent rhythm to avoid the peaks and valleys altogether, or help your teammates to do so?

The key is consistency over intensity. Doing a little of the right thing every day, even when you’re drowning in files. Especially when you’re drowning in files.

You will get that file disclosed. You will lock the loan. You’ll solve the income issue and meet that underwriter’s conditions. That stuff is urgent—but it’s not the only thing that matters. If you want a healthy, scalable, sustainable business, you have to also protect time for what feels non-urgent but is mission-critical: growth activities.

This isn’t just for originators. If you’re a branch manager, team leader, recruiter, or regional, the principle still applies. You are producing something—relationships, revenue, culture, future leaders. And the moment you take your eye off the ball, it stops rolling. If you let it sit too long, it settles in place, and it takes a lot more effort to get it moving again.

The best way to prevent that? Define what “winning the day” looks like—from a growth perspective—and don’t allow today’s fires to rob you of tomorrow’s potential. Let’s stop letting urgency dictate our priorities. Stay disciplined. Stay focused. And keep pressing the growth ball forward—one day at a time.

Enclosed are some questions every one of us —especially those in leadership or coaching roles—should be asking themselves right now.

Who are my top referral sources, and how am I intentionally nurturing those relationships?
What prospecting or business development activity did I not do last week that I know I should have?
Am I tracking the outcomes of my connection calls, or just going through the motions?
Where am I spending time that isn’t producing a measurable return?
What part of my growth strategy has been neglected because of current busyness?
How can I re-integrate consistent prospecting into my daily routine?
What does “winning the day” look like for me—not just operationally, but strategically?
If I paused right now, what would be the one growth activity that would move the ball forward today?