As we head towards the end of October, the clocks are about to change, the evenings are getting darker, there’s a chill in the air, and the Christmas countdown has officially started.
But before your mind fully shifts to mulled wine, mince pies, and festive plans, there’s something important to remember:
👉 The final quarter is where great mortgage broker businesses pull ahead.
This is the time to close out the year with momentum – by reviewing what’s worked, tightening up your focus, planning smart for next year, and looking after your mental health along the way.
In this article, we’ll cover:
- How to reflect and reset using your numbers
- Which high-impact activities to prioritise
- Why bridging finance is a key opportunity before year-end
- How to clear the decks, reset relationships, and celebrate wins
- How to set the stage for 2026
- The importance of well-being and avoiding knee-jerk decisions
- A practical end-of-year checklist for mortgage brokers
Reflect and Reset: Start With an Honest Review
Every strong finish starts with reflection.
If you haven’t already reviewed Q3, now’s the time. Look at your business like a CEO, not just a busy broker.
Key questions to ask:
- Leads – How many leads did you generate? From where?
- Conversions – How many clients did you sign up?
- Case size – What was your average case size?
- Revenue – How much did you generate vs your targets?
- Profit & cash – What does your profit and loss and cashflow actually say?
- Marketing – Which campaigns or channels brought real business?
- Development – Did you hit your CPD or personal development goals? Or are there gaps?
From there, turn what you’ve learned into clear goals for the next two months. Use SMART goals (Specific, Measurable, Achievable, Relevant, Time-bound) so you know exactly what you’re working towards as Christmas distractions ramp up.
Focus on High-Impact Activities (Not a Busy To-Do List)
When time is short, not everything on your to-do list deserves attention.
Step back and ask: What actually moved the needle this year?
Maybe you tried:
- Facebook or Google ads
- Webinars or online workshops
- Email newsletters
- Regular LinkedIn content
- Introducer relationships
- Local networking
Look at:
- Which activity generated the most completed applications
- Which created the most engaged and qualified leads
Once you know what’s working, double down.
Instead of spreading your energy (and budget) thin, pour it into the strategies with the highest return on investment. That’s how you get more results in less time.
If you’ve got leftover marketing budget, consider whether prepaying for 2026 tools or campaigns (e.g. CRM, ads, content services) is right for you. Depending on your setup, that may have tax advantages – speak to your accountant and plan it properly.
Don’t Ignore Bridging Finance: A Year-End Win
If you’re looking for ways to finish the year strong, bridging finance is a big opportunity that many brokers still underuse.
Bridging has:
- Become more mainstream
- Seen faster completion times
- Attracted more flexible lenders and returning investor appetite
It’s no longer just a “last resort” product. It’s now a legitimate tool for clients who need:
- Fast completions
- Chain breaks
- Short-term finance for refurbishments
- Auction purchases
If you’re not confident with bridging yet, use this final part of the year to:
- Speak to bridging lenders and BDMs
- Understand their criteria, fees, and timescales
- Identify clients in your database who might benefit
A few well-placed bridging deals can:
- Boost your income before year-end
- Demonstrate your versatility as a broker
- Help you stand out from brokers who only ever talk standard residential
Clear the Decks and Celebrate Wins
A big part of finishing the year strong is wrapping up loose ends.
Make a list of:
- Open cases and pending documents
- Clients you still need to follow up with
- CPD you’ve not logged yet
- CRM updates and data clean-up
- Internal process changes you’ve been putting off
Then tackle them one by one.
Procrastinated tasks take up mental energy. Clearing them clears your head. It means you start January without dragging unfinished baggage into the new year.
Strengthen relationships while you’re at it:
Use this period to reconnect with:
- Estate agents
- Introducers
- Business partners
- Collaborators
Book review meetings, talk about what’s worked, what hasn’t, and how you can support each other better in 2026. Show appreciation. When you boost their morale, you often boost your referral flow too.
And don’t forget to celebrate your own wins:
- Did you help more first-time buyers than last year?
- Did you complete more complex or specialist cases?
- Did you raise your fees, improve your process, or build your brand?
We rush past these milestones far too quickly. Acknowledge them. That energy fuels your final push.
Setting the Stage for 2026
Finishing strong isn’t just about hitting a number. It’s about entering 2026 with clarity and confidence.
Use the last weeks of the year to sketch out your business plan for 2026:
- Revenue and profit targets
- Monthly KPIs
- Your marketing strategy (channels, frequency, message)
- Tech and systems (new CRM, AI tools, automation)
- Content strategy (podcasts, YouTube, blogs, email, social)
- Networking and events you want to commit to
Get the plan out of your head and onto paper (or screen). That way, you’re not “winging it” in January – you’re executing.
Culture, Leadership and Support (Even If You’re a One-Person Firm)
If you have a team, even a small one, now is the time to reflect on:
- What kind of culture you’re building
- Whether people feel heard, supported, and valued
- Whether leadership, communication or training needs to improve
Engaged people are more productive, stay longer, and represent your brand better.
If you work solo (like many self-employed mortgage brokers), think in terms of community instead of “staff”:
- Join a mastermind group
- Connect with other brokers for accountability
- Attend more industry events
- Work with a coach or mentor
A good support network gives you perspective when you’re stuck in your own head.
Protect Your Mental Health and Well-Being
Pushing hard doesn’t mean burning out.
As you aim to finish the year strong, remember:
- Stress can damage relationships, productivity, and health
- Overpromising and under-delivering helps no one
- You cannot “out-hustle” chronic exhaustion
Some practical tips:
- Set realistic daily targets – ambitious but achievable
- Break big goals into smaller steps – and reward yourself for hitting them
- Ask for help – outsource admin, marketing, or design if it’s draining you
- Build breaks into your day – step away, breathe, stretch, walk
- Use music intentionally – playlists can shift your mood and focus
- Move your body daily – gym, walk, yoga, whatever suits you
- Sleep, nutrition and hydration – basic, but they’re the foundation
If you’re feeling constantly anxious or overwhelmed, speaking to a professional is absolutely okay. There’s no weakness in asking for support.
Avoid Knee-Jerk Business Decisions in Q4
The final quarter can create a sense of urgency that leads to reactive choices.
Common one?
“Everyone on social media is changing network or firm – maybe I should too.”
Before you make any major decision like:
- Joining a new network
- Moving firms
- Changing model or fee structure
Ask:
- Is this based on facts or feelings?
- Is this reaction to a bad month, or a strategic move for the long term?
- Does this align with my values and long-term goals, or just my frustration?
Planning beats panicking. Every time.
End-of-Year Checklist for Mortgage Brokers
Here’s a quick, practical list to help you finish the year strong and set up 2026:
- Review your performance year-to-date
- Leads, conversions, average case size, revenue, profit, feedback.
- Set SMART goals for 31st December
- Know exactly what you want to achieve before year-end.
- Focus on high-ROI activities
- Double down on marketing and relationship channels that bring real business.
- Explore niches and bridging
- Identify clients who could benefit from specialist lending or short-term finance.
- Clear your to-do list
- Finish outstanding admin, CPD, CRM tidy-up and process tweaks.
- Plan for 2026
- Draft your business plan, marketing strategy, and tech improvements.
- Take care of yourself
- Boundaries, breaks, movement, sleep, and support where you need it.
- Avoid rash moves
- Make big decisions based on data and long-term thinking, not emotion.
Want More Support?
If you’d like extra support implementing these kinds of strategies:
- The Broker Foundry – the YouTube channel Jonathan Needham and I run – digs into topics like this to help build a resilient, modern broker business and community.
- I’ve also created three self-employed broker pathways designed for different stages of your career – whether you’re launching, building your own brand, or becoming an AR. You can find them on my website.
Final Thoughts
Finishing the year strong isn’t just about squeezing in a few more completions.
It’s about:
- Working smarter, not just harder
- Protecting your health and mindset
- Tightening up your processes
- Strengthening relationships
- And setting a solid foundation for 2026
If you’ve found this helpful, share it with another broker, leave a review, and subscribe so you don’t miss future updates.
Have a productive end to the year.
And as always – don’t forget to run your own race.