From Top Producer to Mortgage Broker Owner: Should You Start Your Own Mortgage Brokerage?

Have you ever looked at your income, your pipeline, your client list and thought:

"Should I open my own mortgage brokerage?"

If so, you're not alone. That question haunted me for years—and I ignored it longer than I should have. But if you’re a high-producing loan officer—closing $15M or more a year—and you're starting to feel boxed in, it’s time we have this conversation.

Because here’s the truth most people won’t tell you:

• Being a great loan officer does not mean you're set for life.

And if you're not building equity in yourself and your business, you're building it for someone else.

Let’s talk about what it really takes to go from top producer to mortgage broker owner—and why this shift could be the best move you ever make.

Why Loan Officers Like You Start Asking About Ownership

Most of us don’t start out thinking about business ownership—we’re too busy trying to survive in this industry. But once you hit a certain level, the questions start creeping in:

• Is this really as far as I can go?

• Why am I working this hard just to give away half my check?

• If I’m training and mentoring other LOs, shouldn’t I be building my own company?

• What if I could do this differently—and better?

That last one? That was the question that changed everything for me.

Let's Clear This Up: You’re Already Running a Business

If you’re consistently closing loans and managing a book of business, you’re already running a mini business. You do the sales, the marketing, the client retention, the follow-up, and the file management.

But you’re doing it inside someone else’s brand… on their terms… for their profit.

You’re building equity—it’s just not yours.

I didn’t fully grasp this until I finally opened my own brokerage. That’s when I saw the difference between being paid a commission… and keeping the full check. That’s when my business actually grew—because I could reinvest into my own systems, staff, and future.

How I Became a Mortgage Broker Owner (After Years of Saying I Wouldn’t)

Let me tell you a secret: I never wanted to be a mortgage broker owner.

I was an accountant at a Big Four firm before this industry. After moving to a small town, I got talked into working at a mortgage company. I became a loan officer because I wanted more control over my income and career—and quickly became the top producer, closing nearly $20M annually.

And yet… my business didn’t grow for five years. I hit a wall. And it wasn’t until I had what I now call my “Jerry Maguire moment”—leaving a bad partnership, going back to retail, hitting rock bottom—that I realized the path forward was ownership.

In 2019, I opened my third mortgage brokerage, and I finally did it the right way—with systems, support, and a vision that extended beyond just me. That experience was the spark behind Co/LAB, the franchise and concierge model I created to help other LOs make the leap with fewer bumps and bruises than I did.

What Really Changes When You Own the Business

Let’s not sugarcoat it—ownership is a whole new level. You’re not just closing loans anymore.

You're:

• Managing operations and overhead

• Hiring and letting go of people (which no one prepares you for)

• Setting up CRMs and tech platforms

• Building systems for compliance, audits, and licensing

• Becoming the person everyone else looks to for answers

It’s intense. But it’s also empowering.

Because ownership means:

• Keeping more of your income

• Controlling your pricing, process, and partners

• Building equity that you can sell, scale, or pass down

• Creating a business with values and culture that reflect you

Signs You Might Be Ready to Open Your Own Mortgage Brokerage

1. You're closing $15M+ in volume consistently.

You've already built something—now it’s time to own it.

2. You’re frustrated with caps, splits, and restrictions.

You want to keep more of what you earn and make decisions faster.

3. You want to invest in your business, not someone else’s.

You're ready to build systems, train a team, and leave a legacy.

4. You feel stuck or burned out.

Burnout is a sign that your current role isn’t aligned with your potential.

5. You know deep down there's more for you.

That gut feeling? Don’t ignore it. It’s your future tapping you on the shoulder.

Still unsure? Ask yourself:

If I had full control over my brand, my income, and my time—what would I build?

What I Wish Someone Had Told Me Before I Started

If I could go back and talk to myself in 2013, I’d say:

• Hire slow, fire fast. The people part is the hardest part.

• Compliance is non-negotiable. Don’t wait for your first audit to figure this out.

• You won’t be rich right away. I reinvested everything for years—and it paid off.

• Trial and error is normal. But the faster you find mentors and support, the faster you’ll grow.

• Tech and systems matter. Don’t try to DIY everything—your time is better spent growing.

That’s why I built Co/LAB—to give loan officers a smarter, faster path to ownership. We call it a "mortgage brokerage in a box." Everything you need, already done for you. Licensing, branding, compliance, systems, staffing. You just plug in and start building.

You Don’t Have to Do This Alone

This industry doesn’t talk enough about what happens after you become a top producer. Most LOs think they’re stuck choosing between burnout or bouncing around from company to company. But there's another way.

That's why we created The Lab—our free Facebook community for aspiring and new mortgage broker owners. Because community matters. Guidance matters. And you shouldn't have to figure this out from scratch.

Here’s the truth:

Your business is already valuable.

But it only becomes yours when you own it.

FAQs About Starting Your Own Mortgage Brokerage

Do I need to be a licensed loan officer first?

Yes, in almost every state. You’ll also need to meet experience and education requirements, apply through NMLS, and go through background checks and financial reviews. It’s a process—but with the right help, it’s doable.

How much does it cost to get started?

Plan for $25K–$50K depending on your state and how much you’re setting up (office, staffing, tech, etc.). Our Co/LAB franchise helps reduce a lot of these costs with bundled systems and tools.

Is $15M in volume enough?

Yes. That’s the sweet spot where ownership becomes not just feasible—but smart.

Will I make more money as a broker owner?

Long-term? Almost always. But the first year, you might make less if you reinvest into your business. That’s what I did—and it’s why I’m still here, scaling multiple businesses.

How long does it take to launch?

If you're organized, 60–120 days is realistic. It depends on your state, licensing requirements, and how quickly you get your backend systems in place.

What’s the hardest part?

Hiring. Managing people. Dealing with compliance. Honestly? It's all hard… until you have support. That’s what we give you.

Should I go independent or join a franchise like Co/LAB?

It depends on your timeline and goals. If you want to spend years figuring it out on your own, you can go independent. But if you want to hit the ground running, avoid major mistakes, and get support from Day 1—our franchise is built for that.

What kind of support does Co/LAB offer?

Everything.

✅ Licensing and setup

✅ Compliance and audit support

✅ CRM and tech stack

✅ Staff training

✅ Branding and marketing

✅ Coaching and leadership guidance

✅ A community of other owner-operators

Can I still close loans?

Yes! Many of our brokers still originate while building their business. The difference is—now you own the whole thing.

How do I know if I’m really ready?

Ask yourself:

• Am I tired of building someone else’s dream?

• Do I want more control?

• Have I hit a ceiling in my current role?

• Am I closing at least $15M/year?

If your answer is “yes” to even one of those—it’s time to talk.

Let’s Build What’s Next—Together

You’ve already built a six- or seven-figure business inside someone else’s brand.

Now imagine what you could do if it was your brand.

Whether you're just curious or you’ve already got your LLC paperwork filed, I’d love to talk to you about what ownership could look like—your way.

👉 Book a free discovery call with me or my team

👉 Join The Lab—our free Facebook group for future mortgage broker owners

You don’t need to have all the answers. You just need the courage to start asking the right questions.

See you on the inside.

Megan Marsh
Founder, Co/LAB Broker Concierge

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

Read Here: The Essential Tech Stack to Build a Scalable Mortgage Business (Without Losing Your Mind)

Tired of running your mortgage business on hustle and hope? In this behind-the-scenes guide, I’m sharing the exact tech stack we use at Co/LAB to scale, stay compliant, and actually breathe. Whether you're an LO thinking about ownership or a broker already feeling the chaos, these tools will change the game. Ready to stop duct-taping your business together? Let’s build something real.

Read Here: How to Become a Self-Employed Mortgage Broker: The Ultimate Guide

Thinking about going independent as a loan officer? This guide is your step-by-step roadmap to becoming a self-employed mortgage broker—from licensing and compliance to lead generation and scaling. I’m Megan Marsh, founder of Co/LAB, and I’m breaking down what it really takes to own your career, build real wealth, and stop making money for everyone but yourself. Ready to make the leap? Let’s go.

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