One of the most common questions mortgage brokers ask is
“When should I hire my first staff member?”

The short answer is simple
You should hire when delivering on the promise to your clients starts taking you away from marketing and selling

Let’s break that down.

The Real Job of a Mortgage Broker

At the start of a broking business, we wear every hat.

We do the marketing
We do the selling
And we do the delivery

That works early on because volume is low and we have the capacity to manage everything ourselves.

But as the business grows, one activity starts to matter more than all the others
Marketing and selling

Marketing and selling are the only activities that reliably create future income.
Everything else exists to support that.

The Common Trap Brokers Fall Into

This is the pattern we see over and over again.

First, things are going well
You market
You sell
You market
You sell
Volumes increase

Then the back end starts to build up
Applications need to be packaged
Banks need follow ups
Approvals need chasing
Settlements need managing

So you shift gears.

You stop marketing as much
You stop selling as much
And you move into delivery mode just to keep up

At first, this feels responsible.
You’re servicing clients properly and getting deals done.

But here’s the problem.

While you’re delivering, new volume slows down.
And because mortgage businesses run on a delayed cash cycle, you don’t feel the pain straight away.

A few months later, the pipeline dries up.
Settlements become lumpy.
And suddenly you’re back to scrambling for leads.

The Trigger Point to Hire

The right time to hire your first staff member is not when you feel comfortable.

It’s when
Delivering loans
Managing applications
And keeping deals moving
Starts to materially reduce the time you spend on marketing and selling.

That is the trigger point.

If you don’t hire at that moment, the business stalls.
If you do hire, the business can scale.

What Should the First Hire Do?

Your first hire should support delivery, not replace you as the broker.

That typically means help with
Application packaging
Document collection
Bank follow ups
Approvals and settlements

The goal is simple
Free you up to stay focused on marketing and selling.

The Biggest Mistake with the First Hire

The most common mistake brokers make with their first hire is trying to save money.

They hire too junior
They hire part time when they need full time
Or they hire someone who still needs heavy supervision

That usually creates more work, not less.

The Rule for the First Hire

The rule is simple.

Pay the money and get a gun.

Your first hire should be someone who
Knows what they’re doing
Reduces your workload immediately
And lets you stay in your highest value activities

Yes, it costs more upfront.
But it protects the revenue engine of the business.

And that is always worth it.

Final Thought

Hiring your first staff member isn’t about comfort.
It’s about protecting growth.

If delivery is pulling you away from marketing and selling,
That’s not a sign you’re failing.
It’s a sign the business is ready for the next level.

Good luck ✌🏼

Mortgage Broker Coach Sam Panetta