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June 2026 - Journey to $1 Billion
- Scott Peckford
- Jun 9
- 4 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 June 2026
Why rookie brokers freeze on client calls
More success shouldn’t mean less freedom
Growth Isn’t the Same Thing as Scale
Rookie brokers deserve clarity from day one
Brokerage Stats
Production since August 1, 2021
Volume: $6,511,856,813
Files funded: 14,070
May Production
Volume: $204,235,141
Files funded: 446
May Agent Stats
Rookies: 179 (-5)
Pros: 179 (+4)
Intermediate: 54 (+1)
Total Agents: 412
Licensed assistants: 54 (+2)
Top 10 Lender Volume YTD
Scotiabank - $202,793,870.96
TD - $137,073,942.48
MCAP - $87,999,952.84
First National - $86,604,410.24
Merix Financial - $75,164,491.71
Manulife - $39,610,276.93
Home Trust - $37,863,650.72
RFA (A) - $37,492,083.83
Strive - $35,514,442.70
RMG - $28,416,606.49
Why rookie brokers freeze on client calls
A lot of rookie brokers freeze on client calls for one simple reason.
They think they need to know everything.
So they start fumbling through rates, overexplaining products, and trying to answer questions they do not fully understand yet.
But clients are not looking for a walking mortgage encyclopedia.
They want to feel guided through the process.
That is an important difference.
In my experience, rookie brokers usually do not struggle because they lack ability.
They struggle because they are trying to play a role they have not grown into yet.
At BRX, our underwriting team has years of experience, and we work together to find the best solution for the client.
That support matters.
The archive is pretty clear that live underwriting coaching, tactical call training, and better preparation are what help rookies build confidence and fund deals.
What rookie brokers really need is coaching around:
What to say.
How to simplify the conversation.
How to communicate naturally.
And how to sound like themselves on calls.
The truth is, training mixed with reps will do far more for your confidence than natural talent ever will.
Because confidence usually comes after the conversations.
Not before them.
If you’re ready to start having client conversations with more confidence,
-> Let’s Chat
More success shouldn’t mean less freedom
One of the top brokers in Canada, Jim Tourloukis, finishes work and walks his dog at 4 p.m. every day.
And business has never been better.
That surprises a lot of brokers.
Because most people in this industry assume more success means more hours, more pressure, more availability, and more sacrifice.
And early in your career, that is often true.
You grind.
You say yes to everything.
You stay glued to your phone.
But at some point, the question has to change.
Not, “How do I do more?”
But, “How do I get more from the same amount of effort?”
That is where leverage starts to matter.
Better systems. Better support.
Better processes. Better structure.
The best businesses are not built around constant hustle.
They are built so they can grow without consuming more of your life every year.
I think that is one of the biggest mindset shifts experienced brokers eventually face.
Because success without leverage gets exhausting fast.
The brokers who build long term, sustainable businesses understand something important.
Freedom is not the reward for success.
It is something you build into the business on purpose.
If you want to learn more about how BRX supports experienced brokers,
-> Let’s Chat
Growth Isn’t the Same Thing as Scale
A lot of brokers think growth and scale are the same thing.
Early on, they can look identical.
More files. More revenue. More referrals.
Everything looks like progress.
But after a while, the difference becomes obvious.
Some businesses get stronger as they grow.
Others just get more dependent on the broker.
That is not scale. That is complexity.
More decisions that cannot happen without you.
More people waiting for answers.
More clients expecting direct access.
From the outside, both businesses can look successful.
Inside, they feel completely different.
One creates more value.
The other creates more weight.
I think this is one of the most important questions an experienced broker can ask:
Is my business becoming more valuable, or just more complicated?
Because real scale is not just about volume.
It is about building a business that performs well without needing more of your time and attention every year.
A lot of brokers chase production.
Fewer stop to ask what that production is costing them.
That is usually where the real answer is.
Rookie brokers deserve clarity from day one
A lot of rookie brokers are expected to build a business inside systems they do not fully understand.
Compensation. Splits.
Volume bonus. Lender points.
How money actually flows through a deal.
Most rookies are never really taught these things.
They are just told, “That’s how it works.”
And to be fair, many brokerages were built around production, not education. The focus is simple: get files in, get deals funded, keep things moving.
But eventually every rookie broker runs into the same question:
How do I build a business if I do not fully understand the industry itself?
That is one of the things we think about a lot at BRX.
We believe the more rookies understand, the faster they grow.
Not just technically. Professionally.
Because confidence does not only come from getting deals funded.
It comes from understanding how the business works, how compensation works, how to communicate professionally, and how to operate intentionally inside the industry.
That is why we care so much about transparency and education.
Not to create dependent rookies.
To develop confident brokers who understand the game they are playing.
Because the goal is not just to survive your first few years. It is to build a real business.
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