Your next deal may already be in your database. Enter four numbers and see what your past clients produce each year without a single new lead.
How this tool worksEvery funded file with a name and an email.
Your average funded amount.
Most Canadian terms are three to five years.
One referral a year from one in ten clients is a conservative book.
Industry finder's fees are commonly quoted between 0.80 and 1.10 percent before any brokerage split. This is an industry figure, not an A.I.M.I. Collective figure.
Renewals per year
38
Referrals per year
15
Deals already in your database per year
53
Gross finder's fee value per year
$238,500
Before any split, marketing spend or lead cost. Every one of these deals starts with a call you can make this week.
Renewals belong to whoever calls first. The lender calls at 120 days with a posted offer and a form, and a client who hears nothing from you signs it because it is in front of them. Working the renewal list ahead of the lender is the difference between keeping the file and losing renewals to the bank.
Referrals come from clients who hear from you between fundings, not only at renewal. A client you speak to once a year remembers your name when a coworker asks who to call. That rhythm is what a renewal and referral engine is built on, and it costs nothing but calendar time.
The database is the cheapest lead source a broker has, and the one most brokers leave alone. These people already trusted you with the largest loan of their lives. Every number above comes from files you have already funded.
Bring your database size to a discovery call and we will show you how brokers here turn it into a renewal calendar.
Book a discovery callA mortgage broker's book is every client whose mortgage the broker arranged and who will come back at renewal, refinance or the next purchase, plus the people those clients refer. It is the asset a broker builds over a career, and it is why two brokers with the same volume this year can have very different businesses.
It takes four numbers and produces a year. Renewals per year are your past clients divided by your average term, because a database of 200 clients on four year terms has roughly 50 mortgages maturing every year. Referrals per year are your past clients multiplied by the share who send one referral a year, with one in ten as a conservative floor. Together those are the deals already in your database. The dollar figure multiplies those deals by your average mortgage and a finder's fee, before any brokerage split, so the estimate is in dollars rather than files.
Lenders pay brokers a finder's fee as a percentage of the mortgage amount, and the industry range is commonly quoted between 0.80 and 1.10 percent on standard residential files before any split with the brokerage. The default in the tool is an industry figure so the arithmetic works. It is not an A.I.M.I. Collective figure, and compensation here is discussed on a discovery call, not on a calculator.
Database size first, since every other input multiplies it. Then term length, because shorter terms mean more renewals a year. Then average mortgage, since a renewal on $700,000 pays twice the one on $350,000. The referral rate moves the result least on paper and most in practice, because it is the one number a broker changes by staying in touch.
Whether you will make the renewal call before the lender's letter arrives, which is the difference between the estimate and the real number. Whether those renewals belong to you, because files funded at a brokerage that keeps renewals under its agreement are not yours to count. And whether the records exist: a database with maturity dates in a CRM produces these deals, while the same names in a broker's memory do not.
Run it once with your real referral rate and once at one in ten. If your number is lower, the gap is the case for an annual review. Then read losing renewals to the bank and the renewal and referral engine, which is how brokers here turn the estimate into funded files.