Mortgage Renewals: Stop Losing Them to the Current Lender

A broker who arranged a mortgage file four or five years ago often gets beaten at renewal time — the current lender sends a renewal offer directly to the client a few weeks before the term ends, the client signs out of convenience without even comparing, and the broker only finds out by chance, months later. This isn't a competence problem, it's a timing problem: the broker simply wasn't present at the right moment.

Why lenders win that moment

Financial institutions have a structural advantage at renewal: they already have the client's address, account number, and balance in their own system, and they send their offer automatically, often 30 to 60 days before the term ends. Many clients sign that offer without shopping around, not because it's the best one, but because it's the first and easiest one to accept. A broker who doesn't reach out to the client well ahead of that deadline starts with a speed disadvantage that's hard to make up later.

The logic behind reminders at 12, 6, and 3 months before maturity

The goal is to be top of mind for the client well before the current lender is. A three-stage reminder sequence works well in practice:

• 12 months before maturity: initial informational contact — remind the client their term is ending and offer a free, no-obligation review.
• 6 months before maturity: present concrete options based on available rates and products, before the client has received anything from the current lender.
• 3 months before maturity: decision follow-up, often around the same time the current lender sends its own offer, so the broker is part of the conversation rather than absent.

What this changes for the client relationship, not just the commission

A well-managed renewal isn't just a revenue question for the broker — it's also what keeps the client relationship alive. A client who renews without ever speaking to their broker again eventually forgets they exist, and becomes an easy target for any competitor at the next renewal. Conversely, a client who is contacted proactively, who receives a real comparative analysis before even thinking about it, remembers that their broker works for them on an ongoing basis — not just at the moment of purchase.

What to track for every file in the book

• Exact end date of the current term
• Rate and conditions of the current loan
• Up-to-date client contact information
• History of contacts already made for this renewal

Common question: how far ahead of a mortgage term ending should a client start shopping for their renewal? CourtierIQ structures follow-up at 12, 6, and 3 months before maturity, which leaves time to compare options without pressure and before the current lender sends its own offer.

Tracking this manually, file by file, in a spreadsheet or scattered reminders, always ends up letting dates slip through. CourtierIQ automatically tracks renewal deadlines across the whole book and triggers reminders at 12, 6, and 3 months before maturity without manual intervention. Try CourtierIQ free for 14 days to see how to protect your renewals starting today.