Business Accelerator: The uncomfortable truth about broker referral relationships

As brokers compete in an increasingly crowded market, how do you build referral partnerships that create sustainable growth — not just one-off deals? In this week's Business Accelerator, Julian Barnes and Jason Back unpack how referral relationships are evolving from transactional lead sharing into long-term strategic alliances built on trust, communication, and shared client outcomes. The duo also explore why becoming "referable" first, niching your expertise, and focusing on fewer, deeper partnerships can help brokers stand out in today's market.