First 90 Days as a Commercial Loan Broker: What to Expect
A realistic guide to your first 90 days as a commercial loan broker, including what to focus on and common mistakes.
Topics on this page
- What to Expect Emotionally
- The Bottom Line on Your First 90 Days
Frequently asked questions
What should I focus on in my first 30 days as a broker?
Months 1-3 are your pipeline-building phase. Focus on: completing any training, getting approved with lenders, building your prospect list, and starting daily outreach. Treat the early period as foundation-building. Focus on learning, lender onboarding, prospecting, follow-up, and developing a repeatable process rather than assuming a specific income timeline.
When will I close my first deal?
There is no reliable universal timeline for a first deal. Some brokers submit deals within weeks; others take many months. Timing depends on effort, market conditions, training, lender relationships, and factors outside your control.
How many hours per day should I work in my first 90 days?
The appropriate time commitment depends on whether you are launching full-time or alongside other work. What matters is setting a consistent schedule for learning, outreach, follow-up, and deal work. Consistency matters because prospecting, follow-up, lender learning, and deal work all require repeated effort over time.
What is the biggest mistake new brokers make?
Inconsistent prospecting. New brokers start strong for 2-3 weeks then slow down when they do not see immediate results. Building pipeline is slow. Keep prospecting regardless of early results.
Should I specialize in one product or try everything?
Some new brokers choose to begin with one or two product categories where they have existing customer access, industry knowledge, or stronger lender support. Starting with a narrower focus can make it easier to build product knowledge and lender familiarity before expanding.
How many lenders should I work with in my first 90 days?
A focused starting group of lenders can be easier to learn deeply than a very large network. Get to know a few lenders really well, understand their rate cards and approval criteria, then expand. Quality over quantity matters more early on.
What if I do not have any prospects in my first month?
Early pipeline development varies widely. Your first month is often focused on learning who to talk to and building initial outreach habits. Start with whatever relationships and market knowledge you already have, then expand your network deliberately.
Is it normal to have zero income in the first 90 days?
Commission income may be uneven or absent while a new pipeline is being developed, and there is no reliable universal timeline.