What Should the First 90 Days Look Like for a New Producer?

How most new producers are actually onboarded

Be honest about the current plan. The new loan officer gets a laptop, system logins, a product overview from the ops manager, and a desk near your best producer with the instruction to listen and learn. The new advisor gets the compliance packet, the CRM training, and an invitation to sit in on a few meetings. Then leads arrive and the new producer is on their own, running consultations that nobody hears, developing habits that nobody checks.

Ninety days later you have a producer with a style. Sometimes it is a good style. Usually it is whatever survived contact with the first forty borrowers, which means the habits that felt comfortable, not the ones that close. You find out which kind you got when the funded volume comes in, and by then the habits are set.

This is not a knock on anyone. It is what happens when onboarding is a set of introductions instead of a plan. 84% of what reps learn in training is gone within 90 days (Sales Performance International). If the training was a product overview and a shadowing week, there was not much to lose in the first place.

Month one: objections, every day

A new producer's first month should be almost entirely about the moments where consultations are lost. "I am shopping rates." "Your rate is higher than what I saw online." "I need to talk to my spouse." "Send me the numbers." "I want to think about it." Each one gets a lesson, a written response in your own words, and daily practice until the response is automatic.

The rhythm is simple. One 20-minute lesson before the first call, with a workbook and quiz so completion means something. Ten minutes of role play against an AI client on that day's objection, scored in about 60 seconds on script adherence, objection handling, close attempt, energy and tone, and follow-up setup, with a coach's note. Then real consultations, recorded with consent, so the moment the objection came up on a real call is timestamped and can be reviewed in ninety seconds.

By day 30 the new producer has faced every common objection dozens of times in practice and a handful of times for real, and has seen the gap between the two. That gap is the curriculum for the rest of the quarter.

• One 20-minute lesson per weekday, with quiz
• Ten minutes of scored role play on that day's objection
• Real consultations recorded and scored from week one
• A 70 clears practice; three under 60 in a row gets a manager involved

Month two: follow-up as a sales step

By month two the new producer has a pipeline, and some of it has gone quiet. This is the month to teach that follow-up is a sales step, not a courtesy. The lesson plan shifts to the second and third conversation: what to say to a borrower who has not responded, how to re-open a proposal without sounding desperate, how to schedule every touch before the previous one goes out. The role play shifts too. The AI client is now polite, evasive, and two weeks silent.

Give the new producer a written follow-up sequence and hold them to it through the daily task list. For files that have already stalled, teach them to describe the situation and choose a specific play rather than sending a generic email. Deal Helper in Revenue OS does exactly that: three named plays with exact words and why each works, with the outcome logged per producer. By day 60 the new producer has a follow-up habit that runs on schedule instead of mood, and a record of which plays worked.

Month three: ticket and pricing

New producers give away margin because they are afraid of the price conversation. They present the rate apologetically, offer a credit before anyone asks, or skip the product that would have served the client better because it costs more. Month three is about presenting price with confidence inside the plan, recommending the option that fits instead of the one that is cheapest to say, and holding the number when the client flinches.

The role play this month is a client who pushes on price at three difficulty levels. The real consultations are scored with price presentation and value stacking as two of the six skills, and your own process at 60% weight. A consultation under 80 becomes a redo due 6pm the next business day against an AI client seeded with the real client's words. By day 90 the new producer has been drilled, tested on real clients, and corrected on the exact moments where margin leaks. A certification per course marks the seven courses completed.

How the owner sees consistency

The point of the 90 days is a producer who runs the consultation the same way every time, and the owner has to be able to see that without listening to every call. Two instruments do it. First, real consultations scored against your own process show whether each step happened on each call, with the best and worst moment timestamped. When a producer's process score is steady across twenty calls, they are consistent. When it swings from 90 to 55 depending on the day, they are not, and the timestamps show which step comes and goes.

Second, the Compliance Score gives every producer one number from 0 to 100, recalculated nightly: 30% training completion, 25% daily tasks, 25% role play quality, 20% manager enforcement. The new producer sees their own number and their rank every morning. So do you. 73% of sales managers spend under 30 minutes a week coaching a rep (ATD 2025, Gong 2025). With a nightly score and a coaching queue sorted by urgency, those 30 minutes go to the one moment on the one call that needs it, and the new producer's first 90 days end with a habit instead of a style.