Most brokers know their funded volume and nothing else. Nine numbers, tracked monthly, tell you exactly where the book leaks and what to fix first.
Written by A.I.M.I. Collective Mortgage Group, Brokerage editorial team
Published September 2026 · Last reviewed 11 September 2026
A broker who funds ten files from a hundred leads is not a ten percent broker. They are a broker with eight places a lead can die and no idea which one is killing them. The nine numbers below take an hour a month in a spreadsheet or a few clicks in a CRM. Together they turn "I need more leads" into "I need to answer the phone faster", which is a much cheaper problem.
Where each lead came from: database, referral partner, realtor, web, social, event, paid. The number that decides where your next hour goes.
Minutes from lead to first contact. Under an hour converts several times better than next day. The most fixable number on the list.
Leads you actually reached. Below 60 percent means the follow up sequence is broken, not the leads.
Contacts that became a full application. Low here means the discovery call is not landing or the client was never qualified.
Applications that got a commitment. Low here is a placement problem: wrong lender, weak packaging, or files that should have gone to B or the Deal Desk.
Commitments that closed. Low here is conditions, appraisals and closings going wrong, usually a processing problem.
Drives revenue per file. One commercial or one investor file a quarter moves it more than twenty small refinances.
Total revenue divided by total leads, by source. The number that tells you a paid source is cheaper than it looks or a free one is worth more than you thought.
Which partners and which clients sent the files that funded. The list you thank in person and the list you stop nurturing.
Find the biggest drop between two consecutive numbers. If 100 leads become 55 contacts, fix response time and follow up before buying a single new lead. If 30 applications become 12 approvals, the fix is placement: lender choice, packaging, the Deal Desk. If 12 commitments become 8 fundings, the fix is processing. Each of these is worth more than a new lead source, and none of them cost anything.
See how brokers here grow with direct access to more than 100 lenders, the Deal Desk and weekly lender training.
A spreadsheet with a row per lead and nine columns works and takes an hour a month. A CRM does it automatically and shows the drop offs as a funnel; BrokerDam, an AI powered CRM built for Canadian brokers, is available to A.I.M.I. Collective brokers at a member rate. What we carry regardless of the tool: approval rate through top tier lender status and the Deal Desk, and funded rate through head office processing. The first six numbers are yours. Read the database engine and the referral playbook for the two sources that move number one.
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 last quarter's leads and fundings to a discovery call and we will find the biggest drop together.