How Do You Get Referrals as a Mortgage Broker?

What Makes Referrals More Than Just Luck?

For the longest time, I believed that referrals were a reward. A pat on the back for a job well done.
But after coaching hundreds of mortgage brokers, I realised something uncomfortable…
Referrals aren’t rewards. They’re reflections.
They reflect the systems you’ve built—or the ones you haven’t.

Why Isn’t Great Service Enough to Get Mortgage Referrals?

Early in my own journey as a mortgage broker, I worked my tail off to deliver great service. I thought, surely that would lead to a waterfall of referrals.
But weeks would pass, the phone would stay quiet, and I’d start wondering what I was missing.
Then, after years of watching other brokers—some with less experience, less polish, but more referrals—I started to see the pattern.
Referrals don’t come from being good.
They come from being referable.
And being referable is a skill you can build.

What Happens If You Don’t Have a Referral System in Your Mortgage Business?

Here’s the uncomfortable bit.
If you’re relying purely on luck or good service to bring in referrals, you’re building a mortgage business on hope—not habit.
It means every dry spell rattles your confidence.
It means you work harder than necessary because you’re always chasing instead of attracting.
And worst of all? You start thinking that maybe you’re just not cut out for this.
But the truth is, you’re just missing a referral system.

What Are the Best Ways to Generate Referrals as a Mortgage Broker?

Let me break down the five practical levers I’ve helped mortgage brokers put in place to consistently increase high-quality referrals:

How Does Your Positioning Affect Your Referral Rate?

Most mortgage brokers focus on the outcome—getting the mortgage offer, getting the completion over the line. But referrals start way before that. They start in the way you present yourself. Are you seen as a strategic mortgage advisor or just a necessary middleman? Your positioning defines the tone of the relationship.

When I work with mortgage advisors on their positioning, we dig deep into how they frame their value. For example, instead of saying “I help people get mortgages,” we reframe that to “I help families build financial foundations.” It’s subtle, but it changes everything. Clients begin to see the broker as part of a bigger journey—not a transactional step.

Why does this matter for referrals? Because people refer professionals who they believe transform their situation—not just complete tasks. When you’re framed as a trusted mortgage guide early in the process, clients are primed to recommend you.

Ask yourself: how are you positioning yourself in that very first client conversation?

When Should You Ask Clients for Mortgage Referrals?

One of the most common mistakes I see mortgage brokers make is assuming clients will refer if they’re happy. But in reality, even delighted clients rarely refer unless prompted. It’s not malice—it’s forgetfulness. People are busy.

Top brokers bake the referral ask into their mortgage process. And I don’t mean a sleazy sales pitch—I mean a casual, confident comment like:

“Most of my mortgage clients come through personal recommendations. If at any point you think I’ve added value, I’d really appreciate you mentioning me.”

You’re not asking for a referral. You’re letting them know that referrals are normal. This sentence alone, if said with ease and confidence, can plant the seed that grows later. It’s a mindset shift.

Some brokers go even further and include this message in their welcome packs, email footers, or post-call follow-ups. The goal is to make it feel natural, expected—even generous.

Remember: asking isn’t pushy. Being passive is.

Why Is Timing So Important for Asking for Mortgage Referrals?

There’s a window in every mortgage journey when the client is emotionally charged. It’s that moment when the mortgage offer comes through. Or when the solicitor calls to confirm completion. That’s the peak. That’s when they feel gratitude. Relief. Excitement.

And that’s your golden opportunity.

I’ve helped mortgage brokers install automated email templates or even pre-written WhatsApp messages that go out at that moment. They don’t sound robotic. They sound human:

“Massive congrats again on the offer coming through! So pleased we got this done. If you know anyone else trying to navigate this madness, send them my way—I’ll make sure they’re looked after.”

You’re riding the emotional wave. Not manipulating. Just being present at the high point.

Compare that with brokers who send a generic referral request two weeks after completion. The emotion’s gone. The client has moved on. The impact is lost.

Timing isn’t everything. But it’s a lot.

What Should Clients Say When Referring a Mortgage Broker?

Here’s a reality check: your mortgage clients aren’t marketers. Even if they want to refer you, they often don’t know what to say. They might say, “Oh yeah, I know a guy who did our mortgage,” but that doesn’t compel action.

Top-performing brokers make it effortless to refer by providing the exact words. You can say:

“If you’re happy to pass my name on, here’s a quick message you can use to make it easier:"

‘I worked with Ash for my mortgage and he was brilliant—really clear, made it stress-free, and kept me updated the whole way. I thought of you because you mentioned buying soon—he’s worth speaking to.’

They don’t have to write anything. No mental load. Just copy, paste, send.

Better yet, you can tweak this based on the client’s situation. If they’re a first-time buyer, the message could highlight how you helped explain everything. If they’re a landlord, it could mention your buy-to-let expertise.

This removes friction—and friction is the enemy of action.

How Do You Build a Mortgage Referral Culture in Your Business?

This might be the most important point of all.

Referrals aren’t a one-off tactic. They’re a cultural pillar of your mortgage brand. If you’re only thinking about them in dry spells, you’re missing the point.

Every touchpoint—your social media, your emails, your discovery calls—should reinforce that referrals are normal, expected, and appreciated.

Here’s how some of my most successful mortgage broker clients do it:

• They thank people publicly (with permission) when they get a referral.

• They share screenshots of kind messages from mortgage clients.

• They post testimonials with phrases like “referred by a friend.”

• They regularly say things like, “We grow through client referrals.”

Over time, your audience begins to understand: this is a business people talk about. It’s a mortgage brand built on trust. And trust is contagious.

And just like that, you’re not running referral drives. You’re running a referral engine.

➡️ When you shift from hoping to engineering, everything changes.

What’s the Key Lesson About Growing Referrals as a Mortgage Broker?

One of the biggest lies we tell ourselves is that referrals are out of our control.
They’re not.
They’re simply the natural output of a system built to create confidence, clarity, and connection.

So many mortgage advisors are doing great work—but without a framework, it goes unnoticed. Or unshared.

The lesson? Being brilliant is not enough.
Being strategic is the bridge between brilliance and business.

Once you treat referrals like a process—not a prize—you stop waiting…
And start attracting.