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April 2026 - Journey to $1 Billion
- Scott Peckford
- Apr 14
- 5 min read
We are on a quest to transform the mortgage industry.
We believe there needs to be more transparency, which is one reason why we decided to share a monthly report on what we have learned, what worked and what didn’t, and what’s next in our plans to grow a Billion Dollar Brokerage.
We hope you find a few useful ideas and tidbits to help you in growing your mortgage business.
Welcome to April 2026
Brokerage Stats
Production since August 1, 2021
Volume: $6,068,365,066
Files funded: 13,119
March Production
Volume: $179,647,616
Files funded: 390
March Agent Stats
Rookies: 188 (-9)
Pros: 166 (+5)
Intermediate: 52 (+1)
Total Agents: 403
Licensed assistants: 39 (+7)
Top 10 Lender Volume YTD
Scotiabank - $142,991,615.19
TD - $86,561,501.83
First National - $65,024,587.91
MCAP - $54,064,625.98
Merix Financial - $51,228,257.49
Home Trust - $25,369,187.22
RMG - $25,218,119.46
RFA (A) - $23,335,806.86
Manulife - $23,242,392.75
Strive - $22,314,589.42
You shouldn’t have to wonder how you’re paid
Here is a simple question:
Do you know exactly how you are paid on every deal?
I do not just mean your split. I mean the whole thing.
Volume bonus.
Efficiency bonus.
Lender points.
Overrides.
Where the money comes from, where it goes, and how much of it you actually receive.
Most brokers do not know.
Not because they are not capable.
Because the system is not designed to be clear.
You get your commission.
Maybe a bonus.
And the rest is often hard to track, hard to verify, and even harder to question.
So most brokers do what they have always done.
They keep producing and assume they are being paid correctly.
Here is the problem with that.
If you cannot clearly explain how you are paid, you cannot optimize it. You cannot improve it. And you definitely cannot know if you are leaving money on the table.
At a certain point, every broker should be asking a tougher question:
What do I really get for my money?
At BRX, we built the model to be simple.
Transparent compensation. Clear structure. No mystery layers.
Because you should never have to guess how your income works.
Speed builds trust
Have you ever walked into a restaurant, picked up the menu, and it was dirty?
What is your first thought?
For me, it is always the same:
What does the kitchen look like?
Because small things signal bigger things.
The same is true when you join a brokerage.
If onboarding is slow, confusing, or unclear, it creates doubt.
Not just about the process.
About everything behind it.
We saw this recently with two agents who were in the middle of joining another brokerage.
The process was slow.
Unclear.
Stressful.
And they had deals ready to submit.
They reached out to us.
At 2:50pm on a Wednesday, we started the onboarding process.
By 9:59am the next morning, they were fully set up and submitting files.
Less than 24 hours.
Why does that matter?
Because when you are new, momentum is everything.
You do not want friction.
You do not want confusion.
You do not want to be waiting around.
You want clarity.
You want direction.
You want to move.
The faster you get into action, the faster you build confidence.
And confidence is what keeps rookies in the business.
At BRX, we have spent years building systems around that idea.
Speed. Clarity. Execution.
Because how a brokerage handles the small things tells you a lot about how they will handle the big ones.
Why experienced brokers plateau
After years of coaching brokers, I have noticed a pattern.
Most experienced brokers do not fail. They plateau.
Their pipeline is full, their reputation is strong, and they are still producing. In many cases, they are working harder than ever.
But their income stops growing.
Not because they are not doing enough, but because the structure around their business starts capturing more of the upside as they grow.
This is why I think volume, by itself, is the wrong metric.
When I look at a mortgage business, I want to know two things:
How much did you keep?
And how many hours did you have to work to make that happen?
That is why our mission is simple: Help our agents earn more revenue per hour.
If a broker funds more mortgages, works more hours, takes on more complexity, and still does not materially improve their quality of life, that is not a win. It may look good from the outside, but the economics tell a different story.
And this is where many brokers get stuck.
The leakage is often hidden inside the model.
Brokerage royalties.
Hidden compensation layers.
Splits before splits.
Cost structures that grow as your production grows.
So even when the broker wins, the system quietly wins more.
That is frustrating, because it is not obvious at first.
A bad lead source is easy to spot.
A weak process is easy to spot.
But compensation leakage happens slowly.
A little here. A little there.
Then one day you realize your production went up, but your revenue per hour barely moved.
At that point, the question is no longer, “How do I work harder?”
The better question is, “What do I really get for my money?”
That is one of the reasons we built BRX the way we did.
We focus on transparent compensation, capped commissions that can reach 100%, and a structure designed to keep more of the economics flowing back to the agents creating the production.
Because at a certain point, the goal is not just more volume.
The goal is better economics.
The rookie mistake I see every year
Every year I watch a new group of brokers enter this industry.
Some build great careers.
Others are gone within two years.
In most cases, it is not because they are not smart. And it is usually not because they are unwilling to work hard.
The biggest mistake I see is this: they try to figure everything out on their own.
They jump from strategy to strategy.
They rewrite scripts that already work.
They get stuck on files because they are not sure what to do next.
And when that happens, momentum disappears.
In this business, your first 10 funded deals matter more than most rookies realize.
Those early files teach you how deals actually move.
How lenders think.
How to structure a file.
How to manage clients and referral partners.
Most importantly, they teach you confidence.
When those first few deals stall, confidence disappears quickly.
And when confidence drops, most rookies stop doing the very things that would have helped them build the business.
That is why the environment you start in matters so much.
At BRX, we focus on helping rookies get those early wins with the right structure, support, and guidance behind them.
Because when a new broker gets their first deals funded, everything changes.
The business starts to feel real.
Confidence grows. Momentum builds. And now they have something to build on.
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