Before you look forward toward your goals for 2026, and what you want to achieve, it may be a good idea to take stock of what you have accomplished this past year.
In his book, The Gap and the Gain, Dan Sullivan explains how most people, especially highly ambitious people, are unhappy because of how they measure their progress. We all have an “ideal,” a moving target that is always out of reach.
Most people live in what Sullivan calls “the “Gap.” They don’t appreciate their progress because no matter how much they accomplish, they measure themselves against their ideals or goals.
However, when we measure ourselves against our previous selves, we’re in what Sullivan calls “the Gain.”
He describes how when his coaching clients periodically look at the “Gain” by taking stock of their accomplishments — both personally and professionally, they are often shocked at how much they actually achieved.
Does this sound familiar? Do you frequently beat yourself up because you missed a goal? How often do you celebrate the things you and your team have accomplished?
How TO Get in the GAIN
A great way to get on the path to being in the “Gain” is to look back at 2025 and write down all the things you accomplished. Maybe you moved further on your path to High-Performance HVAC™ by equipping your team with the tools and training to measure static pressure on every service call and installation.
Perhaps you provided your field people with personal safety monitors and combustion analyzers, and instituted a protocol for Carbon Monoxide testing in every home they enter.
Think about your actions over the past 12 months to move your company in the right direction in spite of all the challenges 2025 presented. Be sure to put them in the Gain column.
2025: A Challenging Year
There is no doubt that 2025 was wrought with challenges, including changes in regulations and codes, new refrigerants that require different handling and training — not to mention keeping so many different blends on your trucks!
The past several years were a roller-coaster ride with an uncertain economy that made consumers skittish about making big purchases like equipment replacement. Many are trying to squeeze one more year from their old, inefficient systems — some barely on life support.
Add in uncertainty about whether the government will reverse refrigerant phaseout regulations or cut the energy programs in the Inflation Reduction Act, and 2025 has been a doozy of a year.
Now think about all the things you have done to overcome these huge challenges and add these actions to the “Gain” column. You will quickly see your “Gap” column shrinking in comparison.
Celebrate Your 2025 Wins!
I’m not saying you should diminish the importance of your ideals and goals. Those should always be in front of you, driving you to greater success every day. But don’t forget to celebrate and recognize your achievements and those of your people on a consistent basis.
You could put a list of those gains on a poster board or a monitor that is displayed prominently for your employees to see. Maybe share the good news at a holiday party with your team, where you not only celebrate the start of a new year, but recognize your company’s Gains!
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