Your client renewed with the bank last month. You found out on social media. This is the most common lost file in the business, and the most avoidable.
Written by A.I.M.I. Collective Mortgage Group, Brokerage editorial team
Published September 2026 · Last reviewed 11 September 2026
Renewal is the one file where you already have the client, the property, the documents and the trust. It should be the easiest funded file of the year. Instead most brokers lose it to a letter, because the lender's renewal offer arrived 120 days before maturity and nobody from the broker's side called first.
In 2026 this matters more than in any year on record. CMHC expects around 1.15 million renewals this year, a large share written in 2020 and 2021 at rates under 2 percent. Every one of them is a client who needs advice, and most will get a form letter.
Past clients live in email threads and old files. Nobody knows who renews next quarter.
The client calls you after signing the bank's offer to ask if it was a good deal. It was not.
Payment shock breaks the ratios, the bank keeps them anyway on a worse rate, and you had no alternative lender to put beside it.
Renewals are lost on the calendar, not on rate. Whoever contacts the client first, 120 days out, usually keeps them. Speed of funding and product range decide the rest.
See how brokers here grow with direct access to more than 100 lenders, the Deal Desk and weekly lender training.
A maturity list sorted by date, a call 120 days out, and three outcomes ready: switch, stay with a better rate, or a B or private option through the Deal Desk for the client who no longer fits at A. Top tier lender status means the switch funds before the bank's offer expires. Read the 2026 renewal wave playbook and the database lever in the growth guide.
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.
Bring your maturity list to a discovery call and we will map the next twelve months of renewals against what funds here.