> ## Documentation Index
> Fetch the complete documentation index at: https://docs.menaia.com/llms.txt
> Use this file to discover all available pages before exploring further.

# Set the Lead Source, Confidence, and Referral

> Record where a lead came from, how strong it looks, and who referred it — including capturing a salesperson or referral contact when the source asks for it.

Three small fields tell you a lot about a lead: **where it came from**, **how promising it is**, and **who sent it your way**. You set all of them in the **Additional Details** section when you create or edit a lead.

## Set the confidence level

**Confidence Level** is your gut call on how likely the lead is to close:

* **High** — strong intent, a great fit.
* **Medium** — interested, but not a sure thing.
* **Low** — early or unlikely.

Pick one when you create the lead, and update it as things change. Confidence is one of the filters on the Leads list, so keeping it current makes it easy to focus on your hottest leads.

## Set the lead source

**Lead source** records how the lead found you — a web form, a phone call, a referral partner, an ad, and so on. Open the **Lead source** dropdown and choose the one that fits.

<Note>
  The list of sources is set up for your organization by an Admin in [Lead sources](/guides/settings/lead-sources). Only active sources appear in the dropdown. If a source you expect is missing, ask an Admin to add it or turn it back on.
</Note>

## Capture referral details

Some lead sources are referral-based, so when you pick one, the form may reveal extra fields. There are two kinds, and the source decides whether they're optional or required. An Admin sets this for each source with its **Internal Referral Info** and **External Referral Info** settings — see [Require referral details](/guides/settings/lead-sources#require-referral-details).

### A salesperson referrer

If the source is tied to your own team, a **Sales person** field appears so you can record which internal salesperson the lead came from. Start typing to search and pick the person.

* If the source **requires** it, you won't be able to save until a salesperson is selected.
* If it's **optional**, you can leave it blank.

### A referral contact (outside referrer)

If the source involves an outside referrer — like a partner or a past customer who sent business your way — the form gives you a referral contact section.

<Steps>
  <Step title="Open the referral fields">
    When the source requires a referral, the fields appear automatically. When it's optional, click **Add Referral** to show them.
  </Step>

  <Step title="Reuse an existing contact (optional)">
    Use **Pull from existing contact** to search by name, email, or phone and pick someone already in the system — their details fill in for you.
  </Step>

  <Step title="Or enter them by hand">
    Fill in the referrer's **First Name**, **Last Name**, **Phone**, **Email**, and **Company**.
  </Step>
</Steps>

<Tip>
  Changed your mind on an optional referral? Click **Remove Referral** to clear the fields and skip them.
</Tip>

## Where this shows up later

Once saved, the source, salesperson, referral company, and confidence all appear in the lead's **Lead Information** section, and they're available as filters on the main Leads list — so you can slice your pipeline by where leads come from and how strong they are.

## What's next

<CardGroup cols={2}>
  <Card title="Browse and filter leads" icon="magnifying-glass">
    Use source, confidence, and more to find exactly the leads you want.
  </Card>

  <Card title="Qualify the lead" icon="filter">
    Assign the branch, coordinator, salesperson, status, and tags.
  </Card>
</CardGroup>