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September 2026 - Journey to $1 Billion
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 September 2026
Brokerage Stats
Production since August 1, 2021
Volume: $7,386,356,181
Files funded: 15,934
August Production
Volume: $254,212,894
Files funded: 551
August Agent Stats
Rookies: 190 (+5)
Intermediate: 64
Pros: 186 (+9)
Total Agents: 454
Licensed assistants: 55 (+1)
Top 10 Lender Volume YTD
Scotiabank - $373,550,503.43
TD - $272,943,570.29
First National - $164,224,959.06
MCAP - $139,227,718.52
Merix Financial - $137,653,910.00
Manulife - $84,200,258.90
Strive - $69,155,189.47
RFA (A) - $63,118,415.95
Home Trust - $58,849,208.86
RMG - $58,332,208.02
Your calendar tells the truth
Here’s something I’ve noticed about building a mortgage business.
Your calendar usually tells the truth.
You can have big goals.
You can want more clients.
You can spend hours learning about lenders, tweaking your website, organizing your CRM, or working on social media.
All of those things can be useful.
But eventually, you have to ask yourself:
Does my calendar actually reflect the business I’m trying to build?
Because when you’re new, it’s really easy to stay busy.
There is always something else you could be doing.
But the activities that actually grow your business are usually pretty simple.
Having conversations.
Following up.
Building relationships.
Learning your craft.
And doing those things consistently.
That does not mean you need eight uninterrupted hours every day.
Maybe you are building your mortgage business around another job.
Maybe your schedule changes week to week.
Maybe life is just busy right now.
That is okay.
You do not need a perfect schedule.
You need an intentional one.
If you have two hours, what are you doing with those two hours?
If you have an open morning, have you already decided how you will use it?
Because motivation comes and goes.
A calendar gives your priorities somewhere to live.
That is something we spend a lot of time helping rookie brokers figure out at BRX.
Not just, “What should I be doing?”
But, “What should I be doing right now to move my business forward?”
Great brokers do not magically find more time.
They get better at using the time they have.
If you're ready to build the habits that turn a new career into a real business,
-> Let’s Chat
The Most Expensive Phrase in Business
I’ve heard successful brokers say this hundreds of times.
“I’ll just do it myself.”
And honestly, it makes sense.
You know how to do it, you know it’ll get done properly, and sometimes explaining it to someone else feels like more work than simply doing it yourself.
So you do.
The problem is when “I’ll just do it myself” becomes the default.
Because every time you say yes to something, you’re saying no to something else.
An hour spent doing a task someone else could learn is an hour you’re not spending developing your team, improving a system, building a relationship, or working in the part of the business where you create the most value.
That’s where the economics start to change.
At a certain point in your business, the question isn’t, “Can I do this?”
Of course you can.
The better question is, “Should I still be doing this?”
That’s a harder question for successful people to ask.
The skills that helped you build the business are often the hardest ones to let go of.
You got good at solving problems.
You got good at taking care of clients.
You got good at making sure things got done properly.
Those skills helped you get here.
But eventually, holding onto all of them can become the thing that keeps you from getting to the next stage.
There’s a limit to how valuable a business can become when its most valuable person keeps spending time on work someone else could eventually own.
The best business owners I know get clear on where they create disproportionate value.
Then they build people, processes, and systems around everything else.
Not so they can do nothing.
So they can spend more time doing the things only they can do.
That’s a big part of how we think at BRX.
Helping brokers build businesses where their time is spent on higher-value work and the business can continue growing without requiring more of them every year.
Sometimes the most expensive thing you can say is not “yes.”
It’s “I’ll just do it myself.”
Your First Client Isn’t Buying a Mortgage
When you are new to the industry, it is easy to think clients are hiring you because you know everything about mortgages.
They are not.
They are looking for someone who can help them make one of the biggest financial decisions of their lives.
Someone who can give them clarity, answer their questions honestly, and guide them through the process.
In other words, they are looking for someone they can trust.
That is good news for rookie brokers.
Because trust is not built by pretending you know every answer.
It is built by listening, following through, communicating clearly, and being willing to say, “Let me look into that and get back to you.”
I think rookies sometimes underestimate how powerful that is.
You do not need to know every lender guideline from memory.
You do need to do what you said you were going to do.
You do not need the perfect answer immediately.
You do need to make the client feel like someone is paying attention.
Clients rarely remember every detail of the mortgage you recommended.
But they remember how the experience felt.
Did they feel heard?
Did they feel informed?
Did they feel like someone was looking out for them?
Those are the things that build relationships.
And those relationships are what eventually turn into repeat business and referrals.
Mortgage products will change.
Lender policies will change.
Rates will definitely change.
But earning someone’s trust will always matter.
That is one of the reasons we put so much emphasis on client conversations at BRX.
Mortgage knowledge matters, but rookies also need to learn how to communicate, serve, and earn a client’s confidence.
The goal is not to become the broker who knows everything.
It is to become the broker people trust.
If you're looking for a brokerage that's invested in helping you become a great broker,
-> Let’s Chat
Your Business Is Trying to Tell You Something
Every business is trying to tell its owner something.
Sometimes it is obvious.
Other times, it shows up as the same small frustration over and over again.
A process that takes too long.
A team member who does not have enough clarity.
A part of the business that has outgrown the system supporting it.
Or an opportunity you keep putting off because there never seems to be enough time.
It is easy to look at those things and think, “I just need to work a little harder.”
But I have found that the better question is:
Where is the friction coming from?
Because friction is usually telling you something.
Maybe you need a better process.
Maybe someone else needs to own it.
Maybe you are spending your time in the wrong place.
Or maybe the business has simply outgrown the way you have always done things.
That is normal.
As BRX has grown, we have had systems that worked well at one stage and then started to break as the company got bigger.
The answer was not to keep pushing harder.
It was to improve the system.
The hard part is seeing this when you are inside the business every day.
One of my coaches once said, “You can’t read the jar label from the inside.”
I love that.
Sometimes one conversation with another business owner gives you the perspective you were missing.
They have already solved the problem you are facing, or they ask a question you had not considered.
You do not know what you do not know.
That is something I see all the time at BRX.
Experienced brokers share what is working, challenge each other’s thinking, and help each other solve problems in their businesses.
Nobody has all the answers.
But when you surround yourself with people who are also trying to build better businesses, you tend to find better ones.
The goal is not to work harder inside your business.
It is to keep making the business itself better.
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