7 Steps To Kickstart Your Journey As A Mortgage Broker

Marcus Marion, CMA™ 9 months ago 0 27

The real estate industry is full of exciting and lucrative careers, including the mortgage broker profession. Mortgage brokers play a significant role in helping individuals and families achieve their dreams of owning a home.

They connect mortgage borrowers and lenders without using their own money.  As the US real estate market shows incredible resilience and growth, now is the perfect time to dive into mortgage brokering.

According to recent statistics, the housing market in the United States has been experiencing a steady rise. The latest quarterly House Price Index (HPI) from the Federal Housing Finance Agency (FHFA) reveals that home prices grew by 4.3% during the first quarter of 2023 compared to the first quarter of 2022. That culminated in a record-high Index of 398.0 in March.

Despite the spike in home selling and buying, industry experts highlight that a significant number of home buyers find it most challenging to find the right property. That has dramatically increased the demand for mortgage brokers.

So, how can you get started as a mortgage broker and forge a successful career? Don’t worry! To assist you in getting started in the fascinating world of mortgage brokering in the United States, we’ve outlined seven key stages below. First, let’s get started with what mortgage traders do.

Roles and Responsibilities of a Mortgage Broker

How to become a mortgage broker

To make your journey of how to become a mortgage broker objective, easy and successful, it’s important to understand the key roles and responsibilities involved in this profession. The primary duties of a mortgage broker include the following:

  • Facilitating collaboration among potential mortgage borrowers and lenders.
  • Offering specialized guidance on mortgage products, market trends, and loan qualification requirements.
  • Collecting and evaluating data on borrowers’ jobs, income, assets, and credit histories.
  • Submitting a thorough and correct mortgage application on the borrower’s behalf.
  • Attempting to bargain a better interest rate or lower costs with the loan’s potential lender.
  • Optimizing borrower and lender interaction and aiding in the processing and underwriting of loans.
  • Giving clients advice and answering questions about mortgages long after the closure.
  • Protecting clients’ privacy while adhering to all applicable regulations.
  • Keeping informed of the latest developments and rules in the mortgage market is a must.
  • Relationship-building with financial institutions to increase credit availability.
  • Keeping an eye on the state of the market and advising customers about possible refinancing options.

Steps To Becoming a Mortgage Broker

The path to becoming a mortgage broker involves the following key steps;

Step #1: Research and Understand the Industry

The mortgage industry is ever-evolving because of economic conditions, government policies, and technological advancements. In light of that, it’s crucial to research and understand market trends, mortgage products, and special field areas. That will put you ahead of the curve and be better positioned to serve your clients.

Some sites where you can get key information about the mortgage sector in the US include the Mortgage Bankers Association (MBA) and the Federal Reserve Economic Data (FRED). Other options include the National Association of Realtors (NAR) and the Consumer Financial Protection Bureau (CFPB).

These websites provide comprehensive data, market trends, and research reports on mortgage interest rates, loan volumes, and other relevant indicators in a user-friendly format.

Requirements to be a mortgage broker

Step #2: Obtain the Required Education and Licensing

The mortgage broker profession is also a demanding yet rewarding career that requires one to attend school and obtain the necessary qualifications. In the United States, getting your high school certificate or GED is the first step toward a career as a mortgage broker.

Alternatively, mortgage brokers may find work without a degree if they have an associate’s or bachelor’s in a related field like business, finance, or accounting. This has the potential to increase their marketability and salary.

After school, mortgage brokers must get licenses before practicing. The mortgage broker license is vital because it ensures that mortgage brokers have the necessary knowledge and skills to perform their duties in compliance with state and federal regulations.

A pre-licensure program is what you do to prepare for the licensing exam. The typical length of such a course is 20 hours, and it covers a wide range of topics, including state and federal mortgage rules, financial regulations, and broker ethics.

Step #3: Gain Experience and Build Networks

Education will give you a theoretical understanding of the mortgage industry, but you need hands-on experience to work better and guarantee 100% customer satisfaction. The best way to gain experience and build a robust network in the mortgage field is to seek volunteer opportunities as a loan officer or in any related role.

Practical experiences will hone your skills in client relationship management, loan processing, underwriting, and navigating the intricacies of mortgage transactions. In addition, it will also help you build a network of valuable contacts, including real estate professionals and lenders.

how to start mortgage company

Step #4: Develop Strong Communication and Sales Skills

In mortgage brokering, developing strong interpersonal skills, becoming proficient in negotiation, and continuously improving sales techniques are crucial. The NAR 2023 report shows 87% of home buyers consider communication a very important skill.

Other qualities include responsiveness at 93%, honesty, and integrity at 97%, tech skills at 43%, and negotiation skills at 80%.

Effective communication is among the paramount requirements to be a mortgage broker because it will help you establish a meaningful connection with your client. If you can’t talk clearly with the customers, making it in the mortgage brokering industry is challenging.

To develop strong communication and sales skills as a mortgage broker, practice active listening and enhance verbal and written communication skills. Additionally, invest in sales training to refine your techniques and negotiation skills.

Step #5: Set Up Your Mortgage Broker Business

After completing the necessary training and passing licensing exam, you may either get a position as a mortgage broker with an existing firm or strike out on your own. Mortgage company registration regulations may differ from one state to another. However, when registering with most licensing authorities, you must have verified the company’s name and address.

For most people, how to start mortgage company is easier and more ideal because it allows for more flexibility and control in meeting clients’ needs. When deciding whether to open a physical or virtual brokerage, weighing the pros and downs of each is essential.

Maintain an office if renting a place is cheap and directly accessible to your target audience. You must set up a dedicated office space in your house to run a successful online mortgage brokerage business.

Step #6: Build a Strong Online Presence

To be successful in today’s technological world, you need a robust internet presence. Apart from creating a top-notch website from scratch, you should also invest in Search Engine Optimization (SEO) strategies to ensure it’s search engine friendly.

When doing web design for a mortgage brokerage, you should ensure that it has the following features;

Website Features Description 
User-Friendly Interface A clean and intuitive interface with clear menus and a logical site structure for easy navigation. 
Mobile Responsiveness Optimized design and functionality for seamless browsing on smartphones and tablets.
Loan Calculator Tools Tools that allow visitors to estimate mortgage payments and affordability, aiding in decision-making.
Mortgage Product InformationComprehensive details about the mortgage products and services the brokerage offers.
Contact and Inquiry FormEasy-to-use forms that enable visitors to get in touch with the brokerage or submit inquiries.
Testimonials and ReviewsDisplaying positive feedback from satisfied clients to build trust and credibility.
Security MeasuresImplementing SSL certificates and security measures to protect user data and ensure secure connections.
Integration with Social MediaLinking the website to social media profiles and enabling social sharing for increased engagement.
When you already have a good site, it’s also essential to emphasize effective marketing strategies. As a mortgage broker, you should focus on SEO, PPC advertising, content marketing, social media marketing, email marketing, referrals/affiliate marketing, local marketing, and online reviews. All these techniques increase online visibility, attract potential clients, and ultimately grow your business.

Step #7: Provide Exceptional Customer Service

independent mortgage broker

Whether working as an independent mortgage broker or under a particular company, delivering exceptional customer experience is unnegotiable.

Work on building trust with your customers, making communication easy, and assisting people through the mortgage procedure step by step. Brokers’ long-term success in the business is directly tied to their commitment to providing excellent customer service.

Regarding research published in the Harvard Business Review, it might cost 5 to 25 times more expensive to bring in a new client than keeping an existing one. As a result, mortgage brokers must maintain a relationship with clients even after the loan has closed.

This not only helps in fostering customer loyalty but also leads to potential referrals and repeat business.

FAQs (Frequently Asked Questions)

How Long Does It Take To Become a Licensed Mortgage Broker?

Getting a mortgage broker’s license can take anywhere from a few months to a few years. The variation depends on where you live, your experience, and how quickly you can finish the required coursework and take the exams. In most states, becoming a licensed mortgage broker can take one to three years.

Do I Need Prior Experience in the Mortgage Industry to Become a Mortgage Broker?

No, it’s not necessary to have prior expertise in the mortgage sector to become a mortgage broker. Nonetheless, in most cases,  you must take a pre-licensing course to get familiar with federal and state rules.

Can I Work as an Independent Mortgage Broker?

Yes, you can work as an independent mortgage broker. It’s worth noting that you’ll still have to complete state and federal standards to become a licensed mortgage broker. Working independently gives you more freedom and the possibility of more earnings, but it also requires you to take on new tasks, such as compliance management, client acquisition, and marketing.

How Do Mortgage Brokers Earn Income?

Mortgage brokers primarily earn income through commissions from lenders. They receive upfront commissions for bringing business to lenders, typically based on the loan amount.  In addition, brokers can receive “trail commissions,” or periodic payments equal to a certain percentage of the loan’s outstanding balance.


The real estate industry is thriving, and with the 7 steps outlined above, you can kickstart your journey and establish a successful mortgage broker career. Set yourself up for greatness by researching and getting the appropriate training.

It’s also worthwhile gaining experience and offering outstanding service to your clients. Don’t procrastinate- take the first step toward your career aspirations today.

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