When we’re kicking off — fresh license, zero pipeline, no team — it’s easy to get overwhelmed. Everyone’s got an opinion, the tech stacks are endless, and the temptation is to try do everything at once. But the truth is, if we focus on the right first steps, we can go from $0 to $2M/month faster than most think — and without building chaos from day one.
Here’s how I’d do it if I was starting again tomorrow — five steps, straight down the line.
Step 1: Pick a Niche and Own It
We don’t need everyone. We need someone.
Trying to be “all things to all borrowers” makes us invisible. But when we speak directly to a clear group — first-home buyers, SMSF investors, expats, medicos — we cut through. The niche makes the messaging easy, the content simple, and the referrals sharp.
It also means we can build templates, FAQs, and workflows that match how they think — not how everyone thinks.
Step 2: Build the Simplest System That Gets the Job Done
At this stage, complexity is the enemy. We’re not building a system for $10M/month — we’re building one that helps us write clean, fast $2M/month files.
Here’s what I’d lock in:
- One CRM (pick one, stick to it)
- A simple lead-to-settlement checklist
- A clear folder structure for docs
- Saved email templates for all the common comms
Don’t get fancy. Get fast.
Step 3: Build a Five-Star Process, Even if It’s Just You
Even solo, we can make the experience feel polished. Speed, clarity, and communication are what clients rave about — not the logo on the invoice.
The five-star version of this looks like:
- Every client knows exactly what happens next
- Every milestone gets an update (automated where possible)
- No one’s left wondering if their deal’s in limbo
When the experience is tight, referrals follow. That’s free marketing — and it stacks quickly.
Step 4: Focus on Predictable Lead Flow (Not Just Referrals)
Referrals are great. But if we want a real business, we need a way to bring in leads without waiting on others.
Here’s the approach:
- Niche-first – your message to market
- Paid ads second – once your niche is dialled
- Content third – builds trust, supports conversions
Leads should show up in the inbox every week, not just when the phone rings.
Step 5: Plan to Delegate from Day One
Even if we’re solo, we can build like we’ll have a team soon. That means:
- Documenting our process as we go
- Recording our client explainer videos (so we don’t repeat ourselves)
- Tracking what slows us down (that’s what gets delegated first)
Once volume grows, we hand off in this order:
- Settlements
- Submissions
- Credit
- Mortgage broker (when we’ve got too many leads to handle solo)
That’s how we go from busy broker to business owner — without losing control of the client experience.
Final Thought: Don’t Overthink It — Just Start Smart
We don’t need every system in place. We don’t need every hire made. We just need momentum — and a plan that gets us to $2M/month cleanly.
Start with a niche. Keep the backend simple. Make the experience five-star. Drive leads on purpose. And build your business like someone else will run it eventually.
That’s how we build valuable businesses.
That’s what I’m here for.
And that’s how we grow — one sharp, simple step at a time.
Written by a BROKER COACH for mortgage brokers building valuable businesses
