Most brokers do not need more enquiries. They need more of the enquiries they already get to fund. Conversion is the cheapest growth lever there is, and it is mostly process.
Written by A.I.M.I. Collective Mortgage Group, Brokerage editorial team
Published September 2026 · Last reviewed 11 September 2026
Track it once and the number is usually sobering: of every ten people who ask a broker about a mortgage, two or three fund. The other seven did not disappear because the rate was wrong. They went quiet after a slow reply, stalled on documents, were pre approved for a number that did not survive underwriting, or were never followed up. Each of those is fixable, and each fix is worth more than a marketing budget.
An enquiry answered inside an hour converts at a multiple of one answered tomorrow. A booking link and a same day call rule fix most of it.
A ten minute call that learns the goal, the timeline, the income shape and the other brokers in the picture. Brokers who skip discovery pre approve the wrong number.
A pre approval that survives underwriting. Pull the bureau, read the income properly, run the stress test, and tell the client the real number even when it is lower.
The stall point. A checklist per file type, a secure upload link and a nudge sequence turn a three week wait into three days. Use the document checklists.
The file goes to the lender most likely to say yes first, not the one with the best rate sheet. Declines cost clients. The Deal Desk exists for the files you are not sure about.
Enquiries that are not ready now are ready in six months. A CASL compliant sequence and a calendar reminder convert them later.
A broker with two hundred enquiries a year funding twenty five percent funds fifty files. At thirty five percent they fund seventy. That is twenty files a year without a single new lead, and the change is process, not talent.
See how brokers here grow with direct access to more than 100 lenders, the Deal Desk and weekly lender training.
Enquiries, applications, submissions, approvals, fundings, every month. The gap between any two of those numbers tells you which of the six leaks is yours. Read the nine numbers for the full set and how to automate follow ups for the sequence.
Brokers here follow eight stages, from the first client to a business that does not depend on the broker's hours. Head office carries processing, compliance review and payroll. The Deal Desk carries the commercial and alternative file. What we do not do is hand out leads, because brokerages that promise them rarely deliver. We provide the infrastructure. You build the book.
GTA sales, prices, new condo and low rise sales, renewals and closing gaps in 2026, and how Ontario mortgage brokers are adjusting their books.
How mortgage brokers scale from $10 million to $50 million a year: the file math and five levers: database, referrals, product range, leverage, status.
Busy, good at the job, and volume has not moved in three years. Why mortgage brokers plateau around $10 million and the five levers that break the ceiling.
The client lifetime value system for mortgage brokers: funded, thank you, annual review, refinance, renewal, referral, next purchase, and what to automate.
Book a discovery call and bring your last year of enquiries and fundings. We will show you where the files went and what head office carries to stop it.