A few years ago, I had a pipeline that looked like The Rock.

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But then a few weeks into the month, that same pipeline blew up and looked like Kevin Hart.

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Home inspections fell through.

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One of them decided to co-sign a car for his brother.

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One of them died (I swear, you can’t make this up).

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I remember sitting there staring at my pipeline whiteboard wondering, “What the heck just happened?

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The answer was simple:

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I was counting my chickens before they hatched.

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And I took my foot off the gas and took a foot in the ass. 

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A few weeks later, it was like the Sales Gods sent me a message.

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While reading Jeb Blount’s incredible sales book, “Fanatical Prospecting”, he crystalized my ordeal with this statement:‍

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“The 30‑Day Rule states that the prospecting you do in this 30‑day period will pay off for the next 90 days. …‍‍

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…miss a day of prospecting and it will tend to bite you sometime in the next 90 days.

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…miss a week and you will feel it in your commission check. 

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‍…miss the entire month and you will tank your pipeline, fall into a slump, and wake up 90 days later desperate, feeling like a loser, with no clue how you ended up there.”

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Your loan officer business runs on a 90-day delay, indeed.

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Everything you do these next 30 days, will be felt the next 90 days. 

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What you do right things now, today, this week, this month.

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That’s the ONLY insurance we have in this crazy profession we chose. 

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Live in your RGATs: Revenue Generating Activity Time. 

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So when you’re phone prospecting those 10 NEW Realtors: 

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✅ That’s a November deal.

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When you’ve called EVERY Listing Agent with a TIGHT status update call: 

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✅ That’s a December deal. 

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When you’re reworking your scripts, shooting a video, dialing a cold lead?

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✅ That’s a Q4 result in disguise.

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But here’s what happens to most LOs in September:

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They get distracted.

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They stop promoting.

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They stop prospecting.

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They tell themselves “I’m good, my pipeline is stacked”

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And then December rolls around… and they panic.

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The 90-day window closes fast.

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So here’s the challenge:

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What are you doing right now that will set up your Q4 to win?

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Because everything you’re doing is either a deposit… or a delay.

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Every ignored revenue activity, every skipped follow-up, every “I’ll get to it next week” becomes a slower winter and a colder January.

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And the best part?

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It works both ways.

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Every direct message sent now…

Every phone call made now…

Every touchpoint delivered now…

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…is future money in the bank.

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So stop thinking in days.

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Start thinking in quarters.

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And NEVER rest on your laurels.

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Your future self will thank you for what you did this week.

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Let’s GO!