Your First 90 Days as a Mortgage Broker Loan Officer: What to REALLY Expect (And How to Win Big)

So You Took the Leap… Now What?

You did it. You passed the NMLS. You left retail. Or maybe you’re brand new and just got sponsored by a mortgage brokerage. Either way, welcome to the world of mortgage brokering—where your income has no cap, your freedom expands, and your potential is unlimited.

But let’s cut the fluff. The first 90 days? They’re not easy. You will feel overwhelmed. You will second-guess yourself. You might even ask, “Did I make the right choice?”

Don’t worry—you’re not alone.

Whether you're a seasoned loan officer transitioning from retail or a brand-new mortgage originator, this guide is going to show you what to really expect in your first 90 days—and how to set yourself up to win in this new chapter.

Why the First 90 Days Matter More Than You Think

Think of your first 90 days like the foundation of a house. If you build it wrong, everything else will crumble. But if you pour your energy into the right actions and avoid common pitfalls, you’ll have a stable launchpad for long-term success.

Here's what most new brokers get wrong:

They think success comes from knowing every guideline or mastering every system.

But the truth?

👉 Success comes from taking action—imperfect, messy, consistent action.

New Loan Officers: The Cold, Hard Truth

Just got your license? Welcome to the jungle. But before you run into the weeds of loan products and CRM systems, here’s your reality check:

If You’re New:

• Don’t fly solo. Join a team. Work under someone experienced.

• Action trumps knowledge. The fastest learners are the ones taking calls, solving real-life scenarios, and getting their hands dirty.

• Don’t get stuck in “learning mode.” You won’t make money if you’re just watching videos and reading guidelines for 6 months straight.

Pro Tip: Align yourself with a team that gives you daily access to mentorship—Zoom rooms, live coaching, screen sharing, and scenario support are game-changers.

Transitioning from Retail? Here's Your Wake-Up Call

If you're coming from retail, buckle up. Your structured, “everything-is-done-for-you” system is gone.

Now you’re:

• Comparing pricing across 20+ wholesale lenders

• Reading new acronyms and guidelines

• Learning multiple LOS and lender portals

• Building your own support systems from scratch

But guess what? You’re also:

• Making more per loan

• Setting your own pricing

• Running your own business (even if you don’t own the brokerage yet)

You’ve moved from employee to entrepreneurial professional. Own it.

Choosing the Right Mortgage Brokerage: Not All Are Created Equal

Unlike retail lenders, no two mortgage brokerages are the same. And who you choose to work under will shape your future.

Here’s how to choose the right one:

If You Need Support & Training:

• Look for a training-heavy brokerage with live support.

• Daily Zoom rooms, mentoring programs, and tech training should be non-negotiable.

If You Want Maximum Commission:

• Expect less support.

• These brokerages give you higher splits but assume you’ll figure out marketing, processing, and compliance yourself.

Ask yourself:

👉 Do I need hand-holding, or am I ready to build alone?

Whatever you choose, make sure it aligns with your long-term goals. Don’t join a brokerage that locks you into staying if you dream of opening your own in a year.

The #1 Mistake: Analysis Paralysis

Every new mortgage broker hits this wall:

“I need to understand every lender, every portal, every guideline before I start selling.”

Stop. That’s a trap.

You don’t need to know everything. You just need to know:

• How to find the answers when needed

• Who to call when you’re stuck

• That action > perfection

📌 Repeat after me: “Progress over perfection.”

Build Visibility, Then Credibility

In your first 90 days, your main job isn’t to master DSCR or reverse mortgages.

It’s to talk to people. Every. Single. Day.

✅ Set a daily goal: Talk to 10 people.

• Past clients

• Realtors

• Your database

• Leads

✅ Let them know: You’re now a broker. You’ve got more options. You’re here to help.

Confidence comes from conversations, not certifications.

Pick a Lane: Niche Down to Scale Up

Here’s a common trap: trying to be the “everything broker.”

Don’t do it.

Instead:

• Pick a niche you enjoy or have experience in.

• Learn one new product per week in that niche.

• Talk about it on social media, emails, client calls, and networking events.

Examples of mortgage broker niches:

• First-time homebuyers

• Real estate investors (DSCR, bank statement loans)

• Veterans (VA loans)

• Self-employed borrowers

• Construction-to-perm financing

📌 When you speak to everyone, no one listens. Speak to your niche and watch your business grow.

Systems > Hustle

You’re going to feel like your hair’s on fire. That’s normal.

But if you don’t put systems in place, you’ll stay stuck in chaos.

Create simple systems for:

• Loan tracking

• Lead follow-up

• Marketing

• Onboarding team members

• Weekly planning

Even a Google Sheet or Trello board is better than nothing.

Clarity creates consistency. Consistency creates commissions.

Community Is Your Secret Weapon

Going solo doesn’t mean going alone.

The best brokers surround themselves with peers, coaches, mentors, and communities that push them forward.

Look for:

• Brokerages with weekly team calls

• Slack channels or Zoom rooms with support

• Local or virtual meet-ups

• Mentorship opportunities

You’re not supposed to know everything. Ask questions. Stay curious. Surround yourself with others who’ve already done what you want to do.

Thinking About Owning Your Own Brokerage?

If you’re already dreaming of ownership, be upfront about it. Don’t hide it.

Join a brokerage that supports your future goals, even if that means leaving them someday.

Better yet? Work with companies like Co/LAB that specialize in helping loan officers become mortgage broker owners.

Don’t waste 3 years making transitions that could’ve been avoided with better planning.

Your Success Blueprint for Day 1 to 90

Let’s break it down into a clear, actionable 90-day strategy:

🔥 First 30 Days

• Pick a niche

• Talk to 10 people a day

• Get familiar with 2–3 lenders

• Learn one product per week

• Join a support group or team calls

🚀 Days 31–60

• Start building basic systems (Trello, CRM, Google Sheets)

• Lean into your marketing: social posts, email updates, DM outreach

• Dive deeper into your niche

• Track your metrics: conversations, leads, apps submitted

💼 Days 61–90

• Refine your process

• Get your first (or more) closings

• Expand your partner network (realtors, CPAs, insurance agents)

• Evaluate your support system—is it working?

Final Thoughts: Chase Progress, Not Perfection

Your first 90 days will test you. You’ll feel lost. You’ll mess up. You’ll wonder if you’re cut out for this.

That’s a good sign.

Confusion = Growth.

And growth? That’s where freedom lives.

Mortgage brokering isn’t for the faint of heart—but for those who show up, take action, pick a niche, and keep moving?

The upside is unlimited.

Frequently Asked Questions (FAQs)

Q1: Should I start as a mortgage broker or work under someone first?

A: If you’re new to the industry or transitioning from a completely different field, start by joining a brokerage or team. You’ll gain access to mentorship, training, and day-to-day scenarios that fast-track your learning. Going independent too early often leads to burnout and lost income. Learn the ropes first—then build your empire.

Q2: How much money can I make as a new mortgage broker or loan officer?

A: Your income will vary depending on your experience, network, niche, and work ethic. Some brokers earn $3,000 to $7,000 per loan, and top performers can close 5–10 loans per month once established. But your first 90 days are usually lean, especially if you're not part of a team or don’t have a pipeline yet. Focus on building consistency and relationships—income will follow.

Q3: Do I need to know every loan product before I start taking clients?

A: Absolutely not. One of the biggest mistakes new brokers make is waiting until they feel “ready.” You only need to understand the basics and know how to find answers quickly. Focus on one niche to start—like first-time homebuyers or DSCR loans—and build your expertise from there.

Q4: What systems or tools do I need to succeed in my first 90 days?

A: Start simple. You don’t need an expensive tech stack to be productive. Use:

• A CRM (like Jungo, Pipedrive, or even Google Sheets)

• A task manager (Trello, Asana, or Notion)

• An LOS (Loan Origination System) provided by your brokerage

• A calendar scheduling tool (Calendly or Google Calendar)

• A way to track your goals and conversations (spreadsheet or whiteboard)

What matters more than tools is consistent use and a plan for daily action.

Q5: How do I choose the right mortgage brokerage to work under?

A: Ask yourself:

• Do I want high commissions or more support and training?

• Do I need daily mentorship or am I okay being independent?

• Does the brokerage offer help with compliance, marketing, onboarding?

The right brokerage should match your current stage and long-term goals. Don’t just chase the highest comp plan—choose the one that helps you grow sustainably and sets you up for future ownership if that’s your goal.

Q6: How can I generate leads quickly as a new broker or loan officer?

A: Focus on visibility and credibility:

• Call your personal network and let them know about your new role.

• Reconnect with real estate agents, CPAs, and insurance agents.

• Post educational content consistently on social media.

• Attend local networking events and virtual meetups.

• Use your niche to start targeted conversations.

Remember, talking to 10 people a day builds momentum faster than obsessing over perfect branding or a fancy CRM.

Q7: I want to own my own mortgage brokerage eventually. When should I start planning?

A: Start now. Even if ownership is a year or more away, you should align with a brokerage that supports that vision. Avoid companies that see ownership goals as a threat. Instead, work with a mentor or network (like Co/LAB) that helps you create a roadmap and offers guidance on licensing, compliance, and back-end systems so you’re ready when the time comes.

Ready to Succeed as a Mortgage Broker?

If you're tired of feeling unsure and want real guidance, not just motivation, book a free call with Megan Marsh or someone from the Co/LAB team. In 5–10 minutes, we’ll point you in the right direction—whether you’re looking for mentorship, the right brokerage, or the roadmap to eventually owning your own.

👉 Click here to schedule your call now.

You don’t have to do this alone—and you shouldn’t.

Megan Marsh
Founder, Co/LAB Broker Concierge

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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