Why referrals are valuable but not enough Most mortgage brokers start with referrals for a reason. They are warm. They often convert well. They usually come with some level of trust already built in. A strong referral from a past client, accountant, buyer’s agent, real estate agent, or friend can still be one of the best lead sources in the business. That is not the problem. The problem is relying on referrals alone. Referrals are unpredictable. They come in waves. One month