I make enough money with word-of-mouth referrals — I don't need to spend on marketing.

"How consistent is the referral pipeline? Is it seasonal, or is it consistent year-round?"

"Referrals are great — but they're also inconsistent and out of your control. The agents building long-term businesses have a referral floor and a marketing engine above it."

"Word-of-mouth is a strong signal you have a good reputation. The question is: can you grow without adding a channel, or do you need more pipeline to hit your goals?"