Most producers set goals the same way they chase prospects — quickly, vaguely, and with a dash of wishful thinking. “Write more business.” “Make more calls.” “Grow the book.” It sounds ambitious, but ambition without clarity becomes noise. And noise doesn’t lead to growth.
As a risk consultant, you operate differently. You don’t sell insurance — you guide decision-makers. You uncover risk. You build trust. Your goals should reflect that higher standard.
As we head into 2026, it’s time to elevate your approach to goal setting from a list of wishes to a blueprint for strategic impact. Here’s how:
1. Set Purpose-Driven Goals
Start by reconnecting with your purpose — your why. The best goals don’t begin with numbers; they begin with intention. Ask yourself:
- What kind of advisor do I want to be in 2026?
- What impact do I want to have on clients, industries, and communities?
- Which strengths should I double down on?
Purpose creates alignment. Alignment creates momentum.
2. Build Goals Around the Process
Your greatest advantage isn’t effort — it’s methodology. Instead of setting goals around random activity, anchor them in the Five Steps:
- Risk Identification: How will you sharpen your ability to identify Issues, explore Implications, and propose Interventions?
- Risk Assessment: How many deep-level risk assessments will you conduct each quarter?
- Strategy: What targets will you set for strategic proposals — not quotes?
- Execution & Monitoring: How will you ensure consistent follow-through with prospects and centers of influence?
- Stewardship: How will you elevate your renewal conversations and client experience?
When your goals follow the system, your results will too.
3. Replace Activity Goals with Outcome Goals
Activity goals fill calendars. Outcome goals fill pipelines.
Instead of “make 30 calls a week,” think:
- Conduct 12 high-value discovery calls per month
- Secure 8 executive-level introductions each quarter
- Earn 6 Broker-of-Record letters in 2026
- Convert 80% of qualified opportunities into strategy meetings
- Improve my hit ratio to 90% by consistently using the five-step process with prospects
- Build and pursue a targeted pipeline of 50 middle-market prospects in the $25–$40 million revenue range, secure introductory meetings with at least 25% (12–15 organizations), and convert 15–20% of those meetings (2–3 new clients) through a disciplined, risk management process
Outcome goals force you to stay focused on what actually matters.
4. Track Leading Indicators, Not Just Lagging Results
Premium is a lagging indicator. Your process behaviors are leading indicators.
Track:
- New conversations with ideal prospects
- PREP Board insights and referrals
- Risk assessments delivered
- Strategy meetings booked
- BOR opportunities created
These are the metrics that predict your success long before revenue shows up.
5. Make Your Goals Visible, Measurable, and Personal
Write them down. Review them weekly. Share them with your sales manager and colleagues. If your goals aren’t visible, they aren’t real.
2026 won’t reward the busiest producers — it will reward the most intentional ones. Set goals that reflect your value, your process, and your purpose.