Late December has a strange way of pulling us in two directions at once. Part of you wants to slow down, recharge, and catch your breath. The other part — the part that knows what greatness requires — starts leaning forward, thinking about next year, about potential, about growth.
The truth is, success in 2026 won’t be determined on January 1. It starts now, in the quiet weeks at the end of the year when most people ease off the gas. Momentum isn’t a switch you flip — it’s something you build. And the producers and advisors who enter the new year already moving are the ones who outperform everyone else.
This is where mindset matters most.
Not the vague “stay positive” advice. Not the hollow “work harder” clichés. But a genuine, disciplined shift in how you think about effort, opportunity, and ownership.
Here’s the mindset shift that top performers make in late December:
1. They Stop Waiting for Motivation — and Start Building It
Motivation isn’t magic. It doesn’t appear out of nowhere. It’s built through action. Small action. Consistent action.
Don’t wait to feel inspired to plan next year. Start planning, and inspiration will follow. Action fuels clarity. Clarity fuels motivation. Motivation fuels momentum.
2. They Replace Hustle-for-Hustle’s-Sake with Purposeful Hustle
There’s hustle that drains you — frantic effort, scattered actions, chasing every lead.
And there’s hustle that fuels you — purposeful movement toward meaningful goals.
The difference? Direction.
Late December is the time to choose which kind of hustle you’ll live by next year.
- Build your list of ideal prospects.
- Refine your message.
- Define the three activities that create the biggest impact in your role.
Everything else becomes noise.
3. They See Next Year Before It Arrives
High performers step into January with a vision already in motion. They know the new habits they’ll practice. They know what they will stop doing. They know what success will look like and feel like long before the calendar changes.
This mindset shift isn’t about predicting the future. It’s about pre-committing to it.
4. They Treat December Like a Launchpad, Not a Landing Strip
Most people coast in December. Winners convert December into an advantage.
They finish the year with gratitude, reflection, and renewed hunger. They start the new year with clarity, confidence, and momentum.
2026 belongs to those who prepare for it now. Shift your mindset. Choose purposeful hustle. Build your own motivation. And walk into the new year already moving.