Why 2026 Is the Best Time to Start Your Own Mortgage Brokerage

I want to start with something I truly believe—and something I’ve lived.

If you’re a loan officer who has ever thought about becoming a mortgage broker owner, 2026 may be the single best window you’ll ever get to make that move.

Not because the market is booming.

Not because everything is easy.

But because it hasn’t been.

We’ve just come through one of the coldest, toughest mortgage markets in the last 20 years. And here’s the truth most people won’t say out loud: if you can build a brokerage and a book of business now, you can build one that lasts decades.

I’m Megan Marsh, and I’ve been through hard cycles, easy cycles, and everything in between. In this article, I want to walk you through why 2026 is not just a “good” year to start your own mortgage brokerage—it’s the most strategic one. I’ll show you how tough markets create stronger broker owners, why many who started in the easy years are falling off, and how starting now positions you to dominate when the market turns.

If you’re craving control, freedom, and ownership—but you’re questioning the timing—this is for you.

The 2026 Market: Why the Timing Actually Works in Your Favor

Let’s talk about what’s really happening in the market.

We’re entering a phase where:

• Interest rates are expected to gradually ease, not spike or crash

• Housing inventory is slowly improving

• Origination volume is projected to rise

• Purchase business is stabilizing

• Refinances are beginning to creep back into the conversation

This is not chaos. It’s not frenzy. It’s a runway.

When you start a mortgage brokerage during the climb—rather than at the peak—you have time to build intentionally. You’re not scrambling to keep up. You’re installing systems, strengthening relationships, and learning how to operate profitably before volume explodes.

That’s a massive advantage.

And there’s another dynamic most people miss.

The loan officers and broker owners who started in the ultra-easy 2020–2021 years? Many of them are gone—or struggling to survive. They weren’t built for this kind of market.

That creates space. And opportunity loves space.

Why Hard Markets Create the Strongest Broker Owners (I’m Proof)

I didn’t build my career during a boom.

Back in 2012, I wasn’t closing massive volume. I was doing around $20 million. Then $28 million. Then $32 million. Over time, that grew into $70M, $80M, $115M—year after year.

That growth didn’t come from luck. It came from learning how to survive when nothing was easy.

Here’s what a hard market forces you to develop:

• Discipline instead of shortcuts

• Lean systems instead of bloated overhead

• Cost control instead of lifestyle inflation

• Relationship-based referrals instead of disposable leads

• Resilience instead of entitlement

If you can bring in enough business to start a mortgage brokerage in 2025 or 2026—one of the toughest markets we’ve seen—you’ll be able to succeed in any market.

That’s not motivational talk. That’s operational reality.

The Problem With Starting in Easy Markets (And Why Many Are Struggling Now)

I meet with struggling broker owners all the time who opened their businesses during the 2021 refinance boom.

Back then:

• Loans were falling out of the sky

• Refinances made up nearly 50% of originations

• Buyers flooded the market

• Deep relationships weren’t required

• Systems weren’t necessary to survive

Money came easily.

But here’s the issue—their standards were set in the best years, not the toughest ones.

Now, refinances are gone. Lead gen skills were never developed. Relationships weren’t nurtured. Systems were never designed to withstand pressure.

Some of those owners are now:

• Letting licenses lapse

• Jumping back into full-time origination

• Downsizing teams

• Paying themselves less—or not at all

• Questioning whether ownership was a mistake

Ownership wasn’t the mistake.

Starting without a foundation was.

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Why Starting a Mortgage Brokerage in 2026 Sets You Up to Win

When you start in a tough market, something powerful happens.

You learn how to:

• Operate lean

• Make smart, data-driven decisions

• Earn every referral

• Build systems that actually work

• Think like an operator—not just an originator

You don’t rely on volume to save you. You rely on structure.

And when the market gets easier—when refinances come back in a meaningful way, when volume expands naturally, when you start onboarding loan officers—you’re ready.

Not overwhelmed. Not reactive.

Prepared.

That’s how sustainable growth happens.

2026 Isn’t Just a Good Year—It’s a Strategic Inflection Point

I don’t believe 2026 is simply a “good time” to start a mortgage brokerage.

I believe it’s the best time to build for your next decade.

You’re entering after the shakeout.

You’re building before the expansion.

You’re learning when the lessons matter most.

This is how businesses are built that last—not just through boom years, but through full market cycles.

What’s Really Holding You Back?

If you’ve thought about becoming a mortgage broker owner but haven’t taken the leap yet, ask yourself this:

• What’s the real hesitation?

• Is it fear of income inconsistency?

• Is it uncertainty about compliance or licensing?

• Is it not knowing what systems you actually need?

• Is it worrying about doing it alone?

These are valid concerns—and they’re solvable ones.

Let’s Build Your 2026 Brokerage Roadmap Together

If you’re serious about exploring the broker path, I’d love to help you map it out.

On a strategy call, we’ll break down:

• Your current production

• Your income goals

• The type of brokerage you want to build

Whether starting now makes sense for you.

No pressure. No hype. Just clarity.

Here's a link where you can book a Zoom strategy call with me and my team. Let’s build a roadmap that positions you to win in 2026—and beyond.

Frequently Asked Questions About Starting a Mortgage Brokerage

Is 2026 really a good time to start a mortgage brokerage?

Yes—and in my experience, it may be one of the best windows we’ll see for years. Starting in 2026 means building during a stabilizing market rather than a chaotic boom. You develop discipline, systems, and profitability without relying on inflated volume. That foundation positions you to scale confidently when the market fully expands.

How much production do I need before starting my own mortgage brokerage?

There’s no single magic number, but you should have consistent, repeatable production and a clear understanding of where your deals come from. What matters more than raw volume is predictability. If you can reliably generate business in a tough market, you’re far better prepared for ownership than someone closing higher volume in an easy cycle.

Is becoming a mortgage broker owner riskier than staying a loan officer?

Ownership always comes with responsibility, but it isn’t inherently riskier—it’s just different. Staying a loan officer means you’re exposed to comp changes, layoffs, and leadership decisions you don’t control. Owning a brokerage shifts the risk toward operations, but it also gives you control, flexibility, and long-term equity.

What are the biggest mistakes new broker owners make?

The most common mistakes I see are starting without systems, underestimating compliance, overspending too early, and assuming volume will fix everything. Successful broker owners focus first on structure, lean operations, and relationship-based business—not hiring fast or chasing scale before they’re ready.

Can I start a mortgage brokerage without a refinance-heavy business?

Absolutely. In fact, building a purchase-focused, relationship-driven business is far more sustainable long term. Refinance booms come and go, but strong Realtor, builder, and client relationships compound year after year. Starting without relying on refis forces you to build the right way from day one.

How long does it take to become profitable as a broker owner?

Profitability timelines vary based on overhead, production, and operational efficiency. Many new broker owners reach profitability faster than expected because they run lean and stay hands-on initially. The key is managing expectations, controlling expenses, and treating the first year as a foundation-building phase.

Do I need to hire staff right away when I start my brokerage?

No. In fact, I often recommend the opposite. Early-stage brokerages benefit from owners staying close to origination and operations. Hiring should be intentional and tied to clear revenue justification—not stress, ego, or comparison to larger shops.

How do I know if I’m personally ready to become a broker owner?

Ask yourself three questions: Do I want control? Am I willing to learn the business side, not just sales? And am I prepared to build for the long term, not quick wins? If the answer is yes—and you’re producing in this market—you may be more ready than you think.

Megan Marsh
CEO/ FOUNDER of Co/LAB Broker Concierge

In Case You Missed Our Previous Blogs & YouTube Videos..

Read Here: What Does a Mortgage Loan Officer Do? Career Path, Salary & How to Get Started

Most people don’t discover the mortgage loan officer career until it’s already changed someone else’s life. This blog breaks down what loan officers actually do day-to-day, how to get licensed, where most people go wrong, and how this role can evolve into long-term ownership. If you’re exploring mortgages—or already licensed but unsure what’s next—this is required reading before you guess your way forward.

Read Here: The #1 Roadblock to Scaling Your Mortgage Business (And How to Remove It)

If your mortgage business feels stuck—and you keep telling yourself it’s the market, rates, or competition—this blog will challenge that narrative. It reveals the real reason most mortgage brokers fail to scale and why working harder is often the worst solution. You’ll learn how one strategic hire, paired with clear roles and proper onboarding, can free up your time, increase your income, and finally turn your business into a scalable operation instead of a constant grind.

Mortgage Broker Support

Need help starting your mortgage business? Our Mortgage Broker Concierge Team is here to assist you!

If you’re curious about how we can help you simplify your operations beyond what our videos offer and want to know how you can make launching or running your brokerage stress-free, the link below explains everything. No fluff, no “exclusive training” gimmicks—just a straightforward way to see how we work with brokers to take backend tasks off their plates. Check it out here:https://colablendingfranchise.com/book-a-discovery-call