Referrals Done Right

In this episode of Referrals Done Right, Scott and Kelly sit down with Andrew Biernat, consultant, speaker, and author of "The Team That Loves Mondays", for a conversation about workplace culture, employee engagement, and what truly motivates people at work. Andrew shares how his own early career struggles led him to rethink traditional leadership and management approaches. From misalignment in corporate roles to discovering the deeper drivers behind motivation, he explains why engagement is not about perks or surface level incentives. It is about helping people feel connected, empowered, and valued in the work they doThroughout the episode, the conversation dives into leadership mistakes that quietly destroy culture, why most performance improvement plans fail and how managers can create environments where people actually want to contribute and grow. Andrew introduces his “performance enhancing vitamins” framework centered around autonomy, belonging, and competence, while also breaking down practical ways leaders can improve communication, accountability, and trust inside their organizations. This episode is packed with real world insights for anyone looking to build a healthier team culture and stronger leadership habits.You Will Learn:• Why employee engagement starts with alignment and meaningful work• The difference between managing people and truly leading them• How autonomy, belonging, and competence impact workplace motivation• Why most performance improvement plans fail to create lasting change• Practical ways leaders can improve communication, accountability, and culture---Episode Markers:(0:00) - Show Start & Introduction---Andrew Biernat's Links:Website - https://andrewbiernat.comLinkedin - https://www.linkedin.com/in/andrewjbiernatFB - https://www.facebook.com/andrewjbiernat---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this solo episode of Referrals Done Right, Scott breaks down one of the biggest reasons businesses struggle to generate consistent referrals. Lack of clarity. Most customers like the people they work with and trust the service they receive, but they still struggle to refer them because they cannot clearly explain what makes them different. Scott introduces the idea of “Brand DNA” and explains why every business owner needs a simple, repeatable message that clearly communicates who they help, what problem they solve, and why they stand outThroughout the episode, Scott walks listeners through practical exercises to uncover their own positioning statement and emotional brand messaging. He emphasizes that referrals are not built around products or services alone. They are built around solving emotional problems like confusion, fear, overwhelm, and uncertainty. This episode is a powerful reminder that the goal is not just to do good work. The goal is to be understood well enough that people can confidently talk about you when you are not in the room.You Will Learn:• Why confused people rarely generate referrals for your business• The three core components that make up a strong brand message• How emotional problems create stronger referral opportunities than products alone• A practical framework to create your own positioning statement and tagline• Why being different matters more than simply being “better” in a crowded market---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott sits down with David Peterson and Alex Shattuck for a deep conversation about what it actually takes to scale a business without becoming trapped by it. Drawing from their own experiences building multiple high performing agencies, David and Alex break down the hard lessons they learned through failure, burnout, recruiting struggles, and leadership growth. What started with door knocking, long hours, and constant chaos eventually evolved into businesses built on systems, specialization, delegation and intentional team buildingThroughout the conversation, they challenge many of the common beliefs business owners hold about scaling. Instead of trying to do everything yourself, they emphasize the importance of replacing yourself piece by piece so you can focus on the work that actually moves the business forward. From hiring assistants and building specialized teams to changing your mindset around investments and leadership, this episode is packed with practical insights for anyone looking to create more freedom, profitability, and long term growth.We Discuss:• Why most business owners stay stuck by trying to do everything themselves• The importance of building specialized teams instead of relying on generalists• How investing in people, systems, and support creates long term freedom• Why recruiting and onboarding are the foundation of scalable growth• The mindset shifts required to stop operating like an employee and start thinking like a true business owner---Episode Markers:(0:00) - Show Start & Introduction---Scale & Profit Links:Website - https://www.scaleandprofitseminar.comCoach P Website - https://coachpconsulting.comAutopilot Website - https://www.autopilotrecruiting.comCoach P IG - https://www.instagram.com/coach_p_consulting---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this solo episode of Referrals Done Right, Scott challenges the idea that people are truly running out of time. Instead, he argues that most people are running out of space inside the time they already have. From the moment the day begins, many people immediately jump into reaction mode by checking emails, scrolling social media, and responding to everyone else's priorities before focusing on their own. Over time, that constant mental switching drains energy, attention and clarity long before the work that truly matters ever gets done.Scott introduces the concept of “the space between” as the missing ingredient for better decision making, leadership and personal growth. Whether it is five minutes between meetings, a pause before reacting, or intentionally protecting your mornings, creating space allows you to think clearly instead of simply reacting. This episode is a practical reminder that burnout is not always caused by doing too much. Often, it comes from never giving yourself time to reset, reflect and operate with intention.In This Episode:• Why most people do not lack time, but instead lack intentional space• How constant interruptions drain your energy and decision making ability• The importance of protecting your mornings from reaction mode• Why creating pauses between tasks can improve clarity and focus• A practical framework for operating with more intention and less overwhelm---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott sits down with Leigh-Leigh Kossman for a powerful and personal conversation about navigating seasons of waiting, rediscovering purpose, and activating joy. Leigh-Leigh shares her own journey through a difficult transition when her children left home, forcing her to reevaluate where her identity and fulfillment truly came from. Through faith, reflection, and action, she found a new calling in coaching and speaking, helping others reconnect with purpose and move forward with intention.Throughout the conversation, Leigh-Leigh introduces practical frameworks for growth, including her “experiment to experience purposeful progress” approach and the importance of awareness, gratitude, and energy. She emphasizes that waiting is not a passive season, but an opportunity to take action, try new things, and trust the process. This episode is a reminder that your next chapter is not something you stumble into. It is something you intentionally step into with faith, patience, and a willingness to grow.In this episode, you will learn:• How to navigate seasons of waiting and uncertainty with intention• Why experimenting and taking action leads to purposeful progress• The role of gratitude and energy in shaping your daily experience• A simple framework to grow through challenges instead of avoiding them• How serving others and making connections can bring clarity and joy---Episode Markers:(0:00) - Show Start & Introduction---Leigh-Leigh Kossman's Links:Website - www.leighleighkossman.comInstagram - https://www.instagram.com/leighleigh_kossmanLinkedin - https://www.linkedin.com/in/leigh-leigh-kossman-185403117Facebook - https://www.facebook.com/leighleighkossmancoaching---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this solo episode, Scott shares a powerful takeaway from a recent event that reinforces one of the core principles of growth in both life and business. You are only one conversation away. Reflecting on the connections, introductions, and conversations that happened throughout the week, he breaks down how proximity to the right people can open doors, create opportunities, and ultimately lead to transformation. The message is clear. If you want to level up, you have to be intentional about the rooms you put yourself in and the people you surround yourself with Scott challenges listeners not just to seek out connectors, but to become one. Instead of waiting for opportunities, create them for others by making introductions, adding value, and leading with a servant mindset. He emphasizes that growth does not happen by staying in the same circles and having the same conversations. It comes from stepping outside your comfort zone, prioritizing meaningful connections, and taking consistent action. This episode is a reminder that your next breakthrough is likely tied to the next relationship you choose to build.In this episode, you will learn:• Why you are only one conversation away from your next opportunity • How the rooms and environments you choose directly impact your growth • The value of becoming a connector instead of just seeking connections • Why intentional introductions can create exponential opportunities • A simple challenge to take action and build one meaningful connection this week---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott sits down with Kristen McGarr, founder of Adroit Insights, to break down why so many small businesses struggle with sales systems, CRM adoption, and sustainable growth. Kristen shares her experience as a fractional Chief Revenue Officer and explains how aligning marketing, sales, operations, and finance is the key to driving consistent revenue. She challenges the common belief that simply adding tools or hiring more people will solve growth problems, emphasizing instead the importance of clarity, process, and intentional structure.Throughout the conversation, Kristen highlights how many businesses are unknowingly working against themselves due to disconnected systems and inconsistent sales processes. She walks through how to simplify technology, create repeatable workflows, and build accountability without micromanaging. The episode also dives into follow up strategies, relationship building in a digital world, and how to turn existing customers into a reliable source of referrals. This is a practical and eye opening conversation for anyone looking to clean up their systems and create predictable growth.You Will Learn:• Why most CRM systems fail without a clear and consistent sales process• The difference between growth and scaling and why it matters for your business• How to simplify your tech stack so it actually supports your team• Why consistent follow up is the key to closing more deals and standing out• How to leverage relationships and existing customers to generate more referrals---Episode Markers:(0:00) - Show Start & Introduction(1:20) - What is a Fraction CRO?(3:55) - Who is Adroit Built For?(5:45) - Sales Growth Misconceptions(7:50) - Simplifying Technology(9:25) - Refining Sales Processes(11:30) - 30 Day Roadmap(16:00) - Helping People Hire(17:30) - Accountability(20:05) - Never Trust Your Memory(21:00) - Fortune in the Follow Up(23:15) - Communication Methods(27:00) - Personalizing Messages(30:25) - Show Your Warts(31:30) - Optimizing Referrals(35:40) - Process or People?---Kristen McGarr's Links:Website - https://adroitinsights.comYouTube - youtube.com/@adroitinsightsLinkedin - linkedin.com/in/kristendivineymcgarrFacebook - facebook.com/adroitinsights---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott dives into a part of the process that most people either overlook or completely skip—new customer onboarding. We spend so much time focused on marketing, prospecting, and closing the deal, but what happens immediately after someone says yes might be the biggest missed opportunity in business. This episode breaks down why those first few minutes with a new client can set the tone for everything that follows. Scott walks through what a simple, repeatable onboarding process should look like and why it needs to be non-negotiable. From confirming details and setting expectations to gathering key personal insights, it's all about creating a better experience and positioning yourself as a true professional. But it doesn't stop there. He explains why this is also the perfect moment to ask for feedback and, more importantly, ask for introductions while trust is at its highest.If you're doing the work to earn new business but not maximizing what happens next, this episode is a game changer. It's practical, actionable, and a reminder that the little things—done consistently—can completely transform your results.In this episode, we talk about:• Why new customer onboarding is one of the most overlooked opportunities in business• What a simple 5–10 minute onboarding process should include• How to gather meaningful feedback while the experience is still fresh• When and how to ask for introductions the right way• Turning every new customer into multiple new opportunitiesThis one is short, sharp, and something you can implement immediately to level up your process.---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott sits down with Ryan Lang, CEO of Empire Partners, for a deep dive into what actually drives predictable growth in sales and business. Ryan challenges the common obsession with tactics and instead emphasizes the importance of building a strong foundation first. From understanding the true stages of business to mastering relationships and conversations, this episode breaks down why so many people stay stuck chasing shortcuts and what it really takes to scale in a sustainable wayThe conversation also delivers a practical framework for sales that prioritizes connection over control. Ryan walks through his process from pre call intention setting to discovery, positioning, and closing with certainty. Along the way, he and Scott explore the future of sales in an AI driven world, the importance of identity shifts as you grow, and why the best salespeople are not focused on talking but on listening and serving. This episode is a masterclass for anyone looking to elevate their approach to sales, leadership, and long term growth.We Discuss:• Why building your business around tactics leads to inconsistency and burnout• The importance of strong relationships and real conversations in driving sales• A simple but powerful sales framework from pre call to close• How identity shifts are required to scale from operator to true leader• Why human connection will become even more valuable in an AI driven world---Episode Markers:(0:00) - Show Start & Introduction(2:25) - Problem with Chasing Tactics(5:35) - What Does a Strong Sales Foundation Look Like?(8:30) - Positioning Yourself in an AI Driven World(11:30) - Five Sales Pillars(18:30) - They Need to Know You're Certain(21:00) - Telling is Not Selling(22:25) - Predictable Scalable Revenue(26:00) - Ego is the Enemy(28:00) - Who Do I Have to Become? Identity Shifts(34:55) - Habits of Transformative Leaders(38:45) - Sourcing Top Sales People(43:00) - Rapid Fire Questions---Ryan Lang's Links:IG - https://www.instagram.com/realryanlangLinkedin - https://www.linkedin.com/in/ryan-lang-b46a545bWebsite - https://empirepartners.net---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this solo episode of Referrals Done Right, Scott delivers a direct and powerful reminder about the one resource that matters more than anything else. Time. He challenges listeners to think differently about how they spend their days, pointing out that while money can be earned back, time is constantly being traded away with no way to recover it. Whether you are intentional or not, you are building your life minute by minute, and those choices ultimately shape your legacyScott pushes the conversation beyond business and into something deeper. Who are you becoming with the time you have? Instead of chasing status, material things, or distractions, he emphasizes the importance of investing in yourself, your relationships, and your personal growth. This episode is a call to stop waiting for the right moment and start showing up with purpose today. Because in the end, the only real competition is the person you were yesterday.We Dive Into:• Why time is your most valuable asset and cannot be replaced• The difference between spending time and investing it intentionally• Why your daily actions are shaping your long term legacy• How focusing on self improvement creates meaningful progress• A simple way to evaluate if you are showing up better each day---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott sits down with sales leadership expert Steve Suggs to unpack one of the most overlooked but critical drivers of business success. Hiring the right people. With more than four decades of experience in recruiting and coaching, Steve breaks down why most hiring processes fail and how relying on resumes, gut instinct, or surface level interviews leads to costly mistakes. Instead, he introduces a more disciplined approach rooted in data, behavioral science, and structured systems that help identify who can actually perform in a specific sales roleThe conversation goes beyond theory and into real world application. Scott shares his own experiences of making bad hires and how implementing a structured hiring process completely changed the trajectory of his business. Together, they walk through the importance of assessing personality, character, and intelligence, along with the role of proper interview techniques and proactive recruiting. This episode is a must listen for anyone serious about building a high performing team and creating long term, sustainable growth.In This Episode:• Why most hiring decisions fail when based on resumes and interviews alone• The difference between personality, character, and intelligence in predicting success• How structured interview questions uncover the truth behind a candidate's answers• Why making the hiring process harder actually attracts stronger candidates• Where to find high quality sales talent beyond traditional job boards---Episode Markers:(0:00) - Show Start & Introduction---Steve Sugg's Links:FB - https://www.facebook.com/SuggzyYouTube - https://www.youtube.com/user/SteveSuggsWebsite - https://salesmanage.com---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this solo episode of Referrals Done Right, Scott introduces a powerful mindset shift through the lens of the Stockdale Principle. Drawing from the experiences of Admiral James Stockdale and Viktor Frankl, he challenges the way we think about adversity, time, and hope. The key idea is simple but uncomfortable. You must hold two truths at once. An unshakable belief that you will succeed in the end, while also facing the brutal reality of where you are today. This balance is what separates those who endure from those who break under pressureScott brings this concept into the business world, where many people fall into the trap of tying hope to arbitrary timelines. When expectations are not met, motivation drops and frustration builds. Instead, he encourages a shift toward focusing on the present, winning each day, and building resilience over time. This episode is a reminder that success is not about blind optimism or negativity. It is about discipline, honesty, and the willingness to keep showing up no matter how long it takes.We Dive Into:• What the Stockdale Principle is and how it applies to business and life• Why tying hope to timelines can lead to frustration and burnout• The importance of confronting your current reality with honesty• How focusing on winning each day builds long term success• Why resilience matters more than short term results---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott sits down with Keith Brown to break down what it really looks like to bring the Infinite Referral Advantage to life in the real world. Keith shares his experience stepping into a brand new role, learning how to build relationships, structure his days and create momentum from scratch. What started as uncertainty quickly turned into a system rooted in consistency, genuine connection, and showing up with a servant's heart. This is a behind the scenes look at how referral based growth actually happens day to dayThroughout the conversation, Scott and Keith highlight the shift from transactional thinking to relationship driven business. They dive into practical habits like journaling, asking better questions, staying top of mind, and leading with value before expecting anything in return. They also share real examples, including the Quotes for a Cause initiative, that show how aligning business with community impact creates stronger connections and better results. This episode is packed with real world insight for anyone looking to build a network that actually works.We Dive Into:• How to build a relationship driven system• Why consistency and daily connection matter more than perfection• The importance of journaling and tracking conversations for better follow up• How leading with value and service creates stronger, more natural referrals• A real example of how community initiatives can drive both impact and business growth---Episode Markers:(0:00) - Show Start & Introduction(1:45) - Bringing the System to Life(3:40) - One Blind Spot(5:30) - Day in the Life(7:45) - Top of Mind & Servant's Heart(9:00) - Breaking Old Beliefs & Approach(11:00) - Journaling & Logging(13:00) - Wins(15:10) - People Wait Years to Start(17:10) - Research & Social Recon(24:15) - Where's Jake Wednesday(26:55) - Quotes For a Cause---Keith Brown's Links:Personal FB - https://www.facebook.com/dobson.brown.7Community Lens FB - https://www.facebook.com/profile.php?id=61571775838582Personal IG - https://www.instagram.com/keithbrownn_Instagram - https://www.instagram.com/communitylensmedia---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this solo episode of Referrals Done Right, Scott takes a different approach and revisits one of the most impactful sections from his book. He challenges listeners to think about time in a way most people avoid. Time is always moving forward, whether you are ready or not. You cannot slow it down, pause it, or get it back. The only thing you can control is how you choose to show up while the clock is running. That realization becomes the foundation for a bigger question. Are you actively playing the game or just watching from the sidelinesScott breaks down three types of people in both life and business. Spectators, casual players, and professionals. Each category represents a different level of commitment, intention, and ownership. The message is clear. If you want to win in a referral driven business, you have to decide to play at a higher level. Whether you choose to implement systems yourself, find accountability, or bring in help, the key is taking action. This episode is a direct challenge to stop waiting and start committing to the long game.In this episode, you will learn:• Why time is the one variable you cannot control and why that matters for your growth• The difference between spectators, casual players, and professionals in business• How to identify which category you are currently operating in• Three practical ways to implement a referral system in your business• Why relationships are the key to standing out in a crowded, digital world---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott sits down with Krista Hawkins for a powerful conversation on growth, identity, leadership, and legacy. Krista shares her journey from a shy and insecure young girl to a Division I athlete, coach, business leader, and woman grounded in faith and service. Her story is filled with honest reflections on self-doubt, imposter syndrome, and the internal work required to step into your calling. What stands out most is her ability to connect deeply with others and help them see their own value, even when they struggle to believe it themselves .Throughout the conversation, Krista breaks down what it really means to lead, not from a place of control, but from clarity, consistency, and care. She shares practical insights on accountability, personal development, and the importance of taking care of yourself mentally and physically in order to show up at a high level. This episode is a reminder that your story matters, your growth is ongoing, and the way you lead yourself will ultimately determine how you lead others.You Will Learn:• Why believing in yourself is a skill that must be developed over time• How great leadership starts with clarity, consistency, and genuine care for people• Why accountability is a positive tool that helps individuals and teams grow• The importance of taking care of your physical and mental health as a leader• How sharing your story can create connection, healing, and impact---Episode Markers:(0:00) - Show Start & Introduction(2:00) - Krista's Legacy(3:30) - Talking to Your Younger Self(4:45) - Imposter Syndrome & Positive Empathy(7:00) - Competitive Swimming & Lessons From Coaches(10:45) - What People Get Wrong About Leadership(17:00) - Love Leadership(18:15) - Accountability(24:15) - Winning is Easy(26:30) - Wholistic Approach & Taking Care of Yourself(31:30) - Nighttime Routine(33:00) - Defining Legacy(37:45) - Where Do I Start?(41:00) - Family Tree Exercise(42:50) - Rapid Fire Questions---Krista Hawkins' Links:Linkedin - https://www.linkedin.com/company/future-legacy-partnersPersonal FB - https://www.facebook.com/krista.hawkins.9Business FB - https://www.facebook.com/FUTURELEGACYPARTNERSInstagram - https://www.instagram.com/_kristahawkins_

In this episode of Referrals Done Right, Scott highlights a powerful initiative called Quotes for a Cause and how it creates meaningful impact for businesses, nonprofits, and the community all at once. The concept is simple but effective. Every time someone requests a quote, a donation is made to a local cause. What starts as a business conversation quickly becomes something bigger, bringing awareness, support, and real dollars to organizations that need it most .Scott and Keith break down how this approach transforms everyday outreach into something people genuinely want to be part of. Instead of leading with a transaction, you lead with purpose. That shift opens doors, strengthens relationships, and creates conversations that feel natural and authentic. This episode is a practical look at how aligning your business with a meaningful cause can amplify your reach, deepen connections, and turn simple interactions into lasting impact.Episode Highlights:• How Quotes for a Cause creates a win for your business, your community, and local nonprofits• Why leading with purpose makes conversations more natural and engaging• How supporting a local cause can open doors and strengthen relationships• The role of social media in amplifying community driven initiatives• A simple framework you can implement to create impact while growing your business---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott sits down with Deb Stanley, founder of Transition Bridges, to explore the power of meaningful connection in both life and business. Deb shares how her journey from special education teacher to coach and author has been guided by a simple but profound belief. Real impact comes from understanding your strengths, sharing your story, and building authentic relationships. Inspired by the practice of “taking tea,” Deb emphasizes the importance of slowing down and creating intentional space for connection in a world that constantly pushes us to move faster.The conversation dives into purpose, transition, and what it really means to serve others. Deb challenges the idea that purpose has to be something big or public, reminding listeners that some of the most meaningful work happens in quiet seasons. Whether it is helping a family navigate a difficult transition or simply showing up for someone over a cup of coffee, the message is clear. When you focus on connection first, everything else begins to fall into place. This episode is a reminder that referrals are not built through transactions, but through genuine relationships.We Discuss:• Why meaningful connection is the foundation for both life impact and referral growth• How the practice of “taking tea” creates space for deeper relationships• Why purpose does not have to be big to be meaningful• How understanding your strengths helps you serve others more effectively• A simple way to create intentional connection in your daily routine---Episode Markers:(0:00) - Show Start & Introduction---Deb Stanley's Links:Linkedin - https://www.linkedin.com/in/deb-stanley-21548840Facebook - https://www.facebook.com/deb.stanley.33

In this solo episode of Referrals Done Right, Scott Grates challenges one of the most common habits holding people back in sales and in life. Waiting to feel ready. He breaks down how most people overestimate the risk of taking action while completely underestimating the potential reward. The real problem is not fear itself, but the cost of inaction that we cannot see. When you do nothing, you also miss out on opportunities that could change your business, your relationships, and your future .Scott reframes confidence as something that is earned through action, not something you wait to feel. He reminds listeners that every major relationship, client, or opportunity likely started with a moment where action felt uncomfortable. The message is simple but direct. You do not get ready first. You become ready by doing. This episode is a call to stop overthinking, embrace the unknown, and take the step you have been avoiding.In this episode, you will learn:• Why waiting to feel ready is one of the biggest barriers to growth• How we tend to overestimate risk and underestimate potential reward• Why confidence is built through action, not before it• The true cost of inaction and missed opportunities• A simple challenge to take one uncomfortable action this week---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott Grates sits down with Marc Guthrie, an insurance professional from Delaware whose approach to business was shaped long before he ever entered the industry. Marc shares the story of starting his first business at age eleven, cutting grass around his neighborhood after deciding he wanted to buy a stereo system himself. That early experience taught him a lesson that still drives his work today. If you do such a good job that people cannot stop talking about you, referrals naturally follow.Throughout the conversation, Marc explains how that mindset evolved into a career built on service, honesty, and education. He believes most people misunderstand insurance because no one ever took the time to explain how it really works. Instead of pushing products, Marc focuses on asking the right questions, uncovering blind spots, and helping clients understand the true purpose of coverage before they ever face a claim. The discussion is a reminder that the best referral businesses are built by people who prioritize kindness, clarity, and genuine care for the people they serve.We Cover:• How a lawn mowing business at age eleven shaped Marc's lifelong referral mindset• Why doing exceptional work makes asking for referrals almost unnecessary• The biggest misunderstanding people have about their insurance coverage• How asking better questions helps uncover hidden risks and blind spots• Why kindness and service should always come before selling---Episode Markers:(0:00) - Show Start & Introduction---Marc Guthrie's Links:Linkedin - https://www.linkedin.com/in/marc-guthrie-42517493

In this solo Thursday riff of Referrals Done Right, Scott tackles one of the biggest barriers to building relationships and growing a referral based business. Fear. More specifically, the fear of rejection that shows up when it is time to make a call, schedule a meeting, or reach out to someone new. Scott challenges RDR Nation to recognize that this fear is often rooted in ego. When we focus too much on how we might be perceived, we stop focusing on the person we are trying to help.To shift that mindset, Scott introduces a simple equation that reframes the entire situation. Zero minus zero equals zero. Before the call, visit, or outreach attempt, you have nothing. If the interaction does not go the way you hoped, you still have nothing. You did not lose anything. In fact, you gained experience and feedback that helps you grow. The lesson is simple but powerful. When you lead with a servant's heart and focus outward instead of inward, the fear of rejection begins to lose its power In this episode, you will learn:• Why fear in sales and networking is often rooted in ego• How shifting your focus from inward to outward changes your approach to relationships• The simple equation that reframes rejection and removes the fear of trying• Why failure is feedback and an essential part of growth• A practical challenge to push through fear and take action this week---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott sits down with Brooke Koeninger, a fractional CFO and strategic finance partner who helps service based founders move from financial confusion to clarity. Brooke shares how her background in corporate finance, consulting, and growing up in an entrepreneurial family shaped the way she now serves small business owners. Her perspective is refreshing because it blends the rigor of big business thinking with the flexibility and speed that small business owners actually need.This conversation goes far beyond spreadsheets. Brooke and Scott dig into the deeper questions behind growth, profit, and sustainability. They talk about why more revenue does not always mean more freedom, why so many founders avoid their numbers, and why paying yourself needs to become a priority much earlier than most people think. If you are building a referral driven business and want your finances to support your life instead of consume it, this episode is packed with practical wisdom and honest perspective We Cover:• Why scaling without clarity can create more complexity, less profit, and less freedom• The difference between top line revenue growth and true financial health• Why so many founders stay stuck in “financial fog” and how to move past it• What a fractional CFO actually does and how that support can help earlier than you think• Why paying yourself first is a mindset shift that can change both your business and your life---Episode Markers:(0:00) - Show Start & Introduction(2:15) - Brooke's Background(5:30) - What is the Why?(11:20) - Financial Fog(20:30) - What is a Fractional CFO?(28:30) - Setting Smaller Goals & Micro Actions(32:25) - Mindset When You Can't Sell(42:00) - Leaking Energy(44:25) - Rapid Fire Questions ---Brooke Koeninger's Links:Website - https://www.scalewithclarity.comPodcast - https://open.spotify.com/show/6emuG7ERBM4B6xWFOmlr2QInstagram - https://www.instagram.com/brookekfinanceLinkedin - https://www.linkedin.com/in/brooke-koeninger

In this solo episode of Referrals Done Right, Scott dives into one of the most common struggles entrepreneurs and sales professionals face: feeling busy all day but still feeling like nothing truly important got done. Inspired by conversations with newer agents and team members overwhelmed by endless to do lists, Scott shares a simple but powerful framework that has shaped his own productivity for more than a decade.Using the classic “Professor and the Jar” analogy, Scott explains how prioritization determines whether your day is productive or just chaotic. By focusing first on the big rocks, the most essential tasks that actually move the needle, you create clarity, conserve mental energy, and build momentum. When everything is labeled a priority, nothing actually is. This episode challenges you to rethink how you structure your day and offers a practical system you can implement immediately to take back control of your time and focus In this episode, you will learn:• Why traditional to do lists create overwhelm and drain your mental energy• The difference between essential priorities, pebbles, and the “sand” of your day• How limiting yourself to three key priorities can dramatically improve productivity• Why cognitive energy is a limited resource and how to protect it• A simple framework for structuring your day so the most important work gets done first---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott sits down with Jennifer Kok, entrepreneur, former bakery owner, franchise builder, and now business coach for creative entrepreneurs. Jennifer shares her raw and real journey from corporate life to opening a brick and mortar bakery, delivering her second daughter just days after opening the doors, and navigating the chaos of early entrepreneurship. What followed was 20 years of lessons in leadership, delegation, profit, and perseverance that ultimately led to a successful exit.Now through her Earn More Stress Less philosophy and Nine Pillar Blueprint, Jennifer helps business owners who have hit that three year plateau build strong foundations that support both revenue and life. This conversation goes deep into profit margins, delegation, hiring, money mindset, and the hidden leaks that quietly drain time and growth. If you are building a referral based business and want it to last, this episode is packed with clarity and practical wisdom In this episode, you will learn:• Why revenue is a vanity number and profit is what truly matters• How to delegate without losing control of your culture• The hidden cost of avoidance in your sales and follow up process• Why strong foundations matter more than flashy growth• How to earn more without burning out in the processIf you are three to five years into your business and wondering what is next, this conversation will help you stop reacting and start building with intention.---Episode Markers:(0:00) - Show Start & Introduction---Jennifer Kok's Links:Website - https://nextwavebusinesscoaching.comFB - https://www.facebook.com/nextwavewithjenInstagram - https://www.instagram.com/nextwavewithjenLinkedin - https://www.linkedin.com/in/jenniferowenskok

In this solo Thursday riff of Referrals Done Right, Scott gets personal about something he has struggled with for years: self-deprecating humor and the identity statements we casually speak over ourselves. What started as a simple joke about needing to get back to the gym turned into a powerful realization about how our brains do not process sarcasm the way we think they do. When we repeatedly say things like “I'm bad with money,” “I'm disorganized,” or “I'm not good at networking,” we are not being funny. We are reinforcing identity.Scott breaks down a small but transformational shift. Replace “I am” statements with “I have a tendency” or “I am working on it… yet.” It is a subtle change in language that can dramatically impact how you show up in sales, leadership, and relationship building. If you are constantly selling yourself limiting beliefs, how can you confidently ask for referrals? This episode is a mindset reset and a challenge to clean up the language you use with yourself.In this episode, you'll learn:• Why your brain doesn't distinguish between humor and identity statements• How “I am” language can quietly sabotage your confidence and growth• The power of adding one simple word: “yet”• Why the way you talk to yourself affects how you show up in referrals• A practical language shift you can implement immediately this weekRDR Nation, this one's simple, but not easy. Pay attention to the story you're telling yourself. Then rewrite it.---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this episode of Referrals Done Right, Scott sits down with Andrew Cambria, agency owner, father of three and deeply rooted community leader serving Cicero and Camillus. Andrew shares the unlikely path that led him into insurance, including a failed deli venture on Long Island and how that early failure shaped his approach to planning, leadership and long-term thinking. What emerges is a powerful conversation about integrity, culture and why trust is the real product in a commoditized industry Andrew's role as a father and his support of local autism causes deeply shape the integrity and empathy behind his agency. He talks about bringing fun and authenticity into uncomfortable conversations, educating families before claims ever happen and the importance of telling the truth, even when it's not what clients want to hear. This is an episode about legacy, service and building a referral-based business rooted in real relationships.We Cover:• How early business failure shaped Andrew's disciplined, goal-driven approach• Why storytelling builds more trust than “selling” ever will• How to balance serious financial conversations with a human, approachable culture• The role community involvement plays in long-term referral growth• Why honesty and ownership are non-negotiables in a trust-based businessIf referrals are built on reputation, Andrew Cambria is a reminder that the best marketing strategy is simple: be real, serve well, and leave people better than you found them.---Episode Markers:(0:00) - Show Start & Introduction(1:00) - What Inspired Andrew?(2:00) - Surprises & Learning From Failure(4:00) - Standing Out in the Industry(5:15) - Educating & Building Trust(7:30) - Uncomfortable Conversations(9:00) - Family & Business(11:15) - Problem with 15 Minutes or Less(13:00) - Accountability & Community(14:30) - Early Supporters(16:45) - Welcoming New Businesses(20:30) - Charitable Work & Local Autism Organizations(25:00) - Legacy(26:55) - Insurance Misconceptions---Andrew Cambria's Links:Website - https://andrewcambria.comFB - https://www.facebook.com/TheCambriaAgencyInstagram - https://www.instagram.com/andrewcambria

In this powerful solo episode of Referrals Done Right, Scott unpacks a fascinating psychology experiment from Dartmouth College that reveals just how much our beliefs shape our reality. Participants who thought they had a visible facial scar believed they were being judged, avoided, and treated differently — even though the scar had been secretly removed before their interactions began. The only place the “flaw” existed was in their own minds Scott connects this insight directly to business, referrals, and leadership. How often do we walk into conversations believing we're not polished enough, not experienced enough, or not worthy of the room? When we carry that invisible “scar,” we interpret neutral reactions as rejection and shrink ourselves before anyone else does. This episode challenges RDR Nation to examine the stories they're telling themselves — and to step into rooms with confidence rooted in internal control, not imagined judgment.You'll learn:• How a simple psychology experiment exposes the power of self-perception• Why expecting rejection creates the very tension you're trying to avoid• The difference between living with an external vs. internal locus of control• How invisible “scars” show up in referral conversations and business growth• A practical mindset shift to change your posture, energy, and results immediatelyIf you've ever felt like you didn't belong in the room, this episode is your reminder that maybe there was never a scar at all.---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this energizing episode of Referrals Done Right, Scott and Kelly Grates sit down with Christine Spiak and Tricia Sticca, co-founders of Success Circle — a membership community for women solopreneurs in the Mohawk Valley. What started as two coaches sharing office space has grown into a powerful movement built on collaboration over competition, vulnerability over ego, and action over perfection. At its core, Success Circle exists to help women stop doing business alone and start building with intention, clarity, and confidence.Christine and Tricia share how creating safe, supportive spaces — from Coffee Connections to their Accelerator Membership — is helping women step out of isolation, combat burnout, and take meaningful action in their businesses. This conversation isn't just about networking; it's about integration, identity, and building a ripple effect that strengthens families, businesses, and the entire Mohawk Valley community We Cover:• Why collaboration over competition is the heartbeat of Success Circle's mission• How small “weekly ones” and intentional baby steps create real momentum• What makes a safe space powerful for vulnerable conversations and growth• Why community-based coaching hits differently than national, one-size-fits-all programs• The long-term vision to impact one million women — starting right here in the Mohawk Valley---Episode Markers:(0:00) - Show Start & Introduction(1:00) - What Is Success Circle?(2:10) - How Two Coaches Joined Forces to Build a Movement(3:35) - Creating a Culture of Support & Safety for Women(6:35) - Who Can Join? Membership Tiers & What They Include(8:35) - Being the Catalyst for New Ideas & First-Time Founders(9:30) - Coffee Connections: What to Expect(10:55) - Why Women-Only Spaces Matter in Business Networking(13:30) - How the Talking Stick Changes the Game(14:00) - Blending Leadership Coaching with Financial Clarity(15:30) - What Members Get from the Accelerator Program(17:05) - The Summer Connection Series – Real-Time Problem Solving(19:20) - Action Over Perfection: Baby Steps & Momentum(21:40) - Weekly Wins & The Power of Small Victories(23:30) - Long-Term Vision: Franchise, Foundation & Global Impact(25:00) - July 17th Workshop at SUNY Poly – Collaboration in Action(26:30) - Advice for Women Feeling Burnt Out or Stuck(27:30) - Seasons of Life & Redefining Success(28:05) - Why One-Size-Fits-All Coaching Doesn't Work(31:15) - Rapid Fire: Biz Besties, Mantras & Local Favorites(34:50) - One Thing Every Woman Entrepreneur Should Know(36:30) - Final Thoughts – Be Present, Be Real, Be in the Circle---Success Circle's Links:Website - https://www.successcircle.bizFB - https://www.facebook.com/SuccessCircleCommunityNYLinkedin - https://www.linkedin.com/company/success-circle-communityInstagram - https://www.instagram.com/success_circle_community

In this solo riff, Scott Grates brings the heat with a timely reminder that championship moments - whether in sports or in business, don't happen by accident. Drawing inspiration from a visualization exercise led by Seahawks head coach Mike Macdonald years before a Super Bowl victory, Scott challenges listeners to do the same for their own business: to stop winging it, and start seeing it. Because if you haven't clearly visualized what winning looks like, how can you possibly build it?This episode isn't about hype or motivational fluff - it's about getting honest, focused, and intentional with your goals. Scott breaks down how identity drives performance, why consistency beats flash, and how referrals and relationships are earned in the dark before they're celebrated in the light. It's a mindset reset for RDR Nation.

In this heartfelt and wisdom-packed episode, Scott sits down with Dan Collison, a former pastor turned agency owner, community builder, and passionate educator. With a unique background in ministry, tech, and small business ownership including a tech startup and an escape room, Dan shares how his life's calling has always centered around serving others. Now, he brings that same mission into the world of insurance in Carlisle, Pennsylvania - where he's redefining what it means to be a trusted advisor.From building trust in a brand-new town to mentoring high school students and serving on the board of a transitional housing nonprofit, Dan's story is a masterclass in purpose-driven leadership. He shares practical insight into creating a referral-worthy customer experience, why minimum coverage isn't truly protective, and the legacy he hopes to leave behind: someone who tells the truth, walks beside people, and always leads with heart.

In this thought-provoking solo episode, Scott Grates draws inspiration from the classic “Mexican Fisherman” parable to ask one powerful question: how much is enough? Using storytelling, self-reflection, and a fishing metaphor that hits home, Scott unpacks the dangers of chasing “more” without defining what truly matters. It's a reminder that in business - and in life - depth often beats width, and purpose matters more than performance metrics.For anyone building a referral-based business or community, this is a mindset reset. Scott shares how RDR Nation isn't about vanity numbers or transactional tactics—it's about showing up consistently for the right people, leading with service, and building a life you don't need to escape from. Tune in to reflect, recalibrate, and rethink what you're really fishing for.

In this episode of Referrals Done Right, Scott and Kelly Grates sit down with Ryan Miller — the driving force behind the thINCubator, founder of Rust Belt Startup, and a true connector in the Mohawk Valley. What unfolds is a masterclass in community building, modern entrepreneurship, and the power of showing up and serving others. From humble beginnings in New York Mills to becoming one of the area's most trusted startup advisors, Ryan shares stories of failure, resilience, and the creative path that led him to empowering the next generation of founders.You'll hear why relationships are more valuable than resumes, how proximity and engineered serendipity can change your life, and what Ryan believes is the real opportunity for cities like Utica to become launchpads for dreamers and doers. This is more than a conversation about referrals — it's about people, purpose, and how making one coffee connection a week could change everything.Episode Highlights:• Why identifying a problem worth solving is step one for any new idea• The myth of startup grants — and what new entrepreneurs really need to know• How Ryan uses “referrals” to build a personal brand, community trust, and momentum• The power of reframing "networking" as simply connecting humans to other humans• How the Mohawk Valley can become one of the best places in the country to start a small business---Episode Markers:(0:00) - Show Intro(0:55) - Introducing Ryan(2:00) - Life Long Mohawk Valley Resident(2:45) - Backpacking Europe & Ithaca College(4:35) - Bands, Kitchens & Startups(5:45) - Starting at Thinc(7:45) - Common Questions(9:50) - Thincubator Overview & SBDC(12:00) - Professional Vibe & Networking(13:45) - Relationships > Resumes(17:00) - Coffee & Connections(19:00) - Founders Seeking Flexibility(21:00) - Starting a Company(23:15) - Rust Belt Startup Podcast(26:20) - Common Denominator Success Habits(28:45) - Building Your Brand Online(29:45) - Quality Throughout Customer Journey(30:50) - Smaller Market & Identifying White Space(33:15) - What Does Success Look Like Here?(34:00) - Opportunities in CNY & Cultural Significance(35:45) - Building From the Bottom(37:30) - Best First Step(40:15) - Engineered Serendipity(44:20) - Rapid Fire Questions---Ryan Miller's Links:RBS Website - https://rustbeltstartup.comThinc Website - https://thincubator.coFacebook - https://www.facebook.com/thincubatorPodcast - https://podcasts.apple.com/us/podcast/rust-belt-startup/id1375151705Linkedin - https://www.linkedin.com/in/ryancmiller315Instagram - https://www.instagram.com/rustbeltstartup---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this Thursday riff, Scott Grates is joined by surprise guest Keith Brown for a spontaneous but powerful conversation on value—what it really means, how to communicate it, and why price should never be your leading pitch. Through the analogy of flying coach vs. first class, Scott breaks down the “value equation” in a way that's impossible to forget, challenging listeners to stop selling themselves short and start delivering standout experiences.Whether you're talking to a new lead or a longtime referral partner, this episode drives home the point that value is what gets remembered—and referred. It's not about price. It's about how you make people feel. This one is fast, fun, and packed with truth for anyone trying to build a business rooted in relationships.✈️ What you'll learn:• Why price only matters in the absence of value• How to use the “first class flight” analogy to frame your client experience• Why referring someone is a risk—and how to protect that trust• How to flip the script when someone asks, “What do I get for a referral?”• The real reason you should never want to be “the cheapest option”---Episode Markers:---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.gratesKeith Brown's Links:FB - https://www.facebook.com/dobson.brown.7IG - https://www.instagram.com/keithbrownn_

In this episode, Scott sits down with Vanessa Colangelo, founder of LifeWellBranded, to unpack one of the most misunderstood concepts in business: branding. Together, they explore why branding is not just a logo or color palette, but the emotional translation of who you are, what you stand for, and how people experience you when you're not in the room. Vanessa shares her philosophy on why people are the new brands, especially in a world where trust, connection, and authenticity matter more than ever.Vanessa also walks through her strategic process for helping solopreneurs move from brand confusion to brand clarity — from defining vision, values, and ideal clients to building visual identities that actually feel right. The conversation dives into personal branding, imposter syndrome, content overwhelm, and the importance of building a brand that supports both your business goals and your well-being. Whether you're early in your entrepreneurial journey or ready to move beyond DIY branding, this episode offers practical insight and reassurance that clarity is possible.You'll Hear About:• Why branding is really about reputation, trust, and emotional connection• The difference between personal branding and business branding — and why both matter• How brand confusion holds entrepreneurs back from showing up confidently• Vanessa's strategy-first approach to building brands that feel aligned and sustainable• What it takes to stop chasing trends and start building a brand that truly fits---Episode Markers:(0:00) - Show Intro(1:20) - What is Branding?(2:40) - The Process: From Brand Confusion to Clarity(5:30) - Helping Entrepreneurs Translate the “Heart” of Their Work(8:25) - Personal Branding vs. Business Branding—Why Both Matter(11:30) - Why People Buy From People (Not Just Businesses)(13:00) - Helping Clients Overcome Imposter Syndrome and Overthinking(15:00) - Packages Offered(16:50) - Who Vanessa's Ideal Clients Are (And Why They're Over DIY)(19:30) - Why a Website Is Still Essential in 2025(20:15) - Growing Beyond CNY: Working With Clients Everywhere(21:30) - Running a One-Woman Branding Studio (and Sleeping Well!)(23:30) - Empowering Clients to Own Their Brand Without Retainers(25:00) - Vanessa's Leap From Corporate to Entrepreneurship(27:30) - Why Branding is a Non-Negotiable for Business Growth(29:30) - What's Next for Life Well Branded(31:00) - Rapid Fire: Favorite Season, Pizza Picks & Branding Pet Peeves(34:00) - Creative Process: What She Does When Stuck(35:20) - Brands That Get it Right(376:00) - Fitness Lessons That Apply to Business(38:15) - Life Balance Outside Work(39:45) - Book For Entrepreneurs(40:30) - Something That Surprises People About Vanessa(41:00) - Closing Thoughts---Vanessa Colangelo's Links:Website - https://www.lifewellbranded.comFB - https://www.facebook.com/lifewellbrandedIG - https://www.instagram.com/lifewellbranded.coLinkedin - https://www.linkedin.com/in/vanessacolangelo---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this solo Thursday episode, Scott zeroes in on one of the most misunderstood forces in sales and leadership: ego. Not the loud, arrogant kind—but the quiet voice that keeps us from asking for referrals, speaking up, or taking the next bold step in our business. Through personal stories and a truth-packed perspective shift, Scott challenges listeners to reframe introductions not as a risk, but as a service.Using a simple family tree exercise and a few well-timed truth bombs, Scott reminds us that the fear of rejection, sounding dumb, or messing up only has power when we let our ego drive the conversation. The takeaway? Stop making it about you—because the people who need your help aren't thinking about your fear. They're waiting for your offer to serve.

In this episode, Scott sits down with Bob Bartlett—insurance agency owner, community leader, and part-time rock band drummer—to talk about leadership, culture, service, and the art of being different in a crowded, commoditized industry. Bob shares how getting laid off pushed him into entrepreneurship, how he grew a thriving agency in Barre, Vermont during COVID, and why real conversations will always beat 1-800 numbers.The episode dives into what it means to build trust in a small town, how to recruit with purpose, and why values like honesty, balance, and community aren't just buzzwords—they're a business model. From hosting pumpkin giveaways to playing drums at weddings, Bob shows up fully as himself and inspires his team to do the same.

In this short but powerful solo riff, Scott Grates kicks off the new Referrals Done Right format with a gut-check on commitment, goals, and the uncomfortable gap between “good” and “great.” Inspired by lessons from Jim Collins' Good to Great and David Goggins' no-excuses mindset, Scott shares a brutally honest look at what happens when we sell ourselves short—and how accountability can change everything.Whether you're trying to grow your business, improve your health, or finally execute on a goal you've been dancing around, this episode will challenge you to stop settling for “good enough.” Scott opens up about his own physical and mental battles in a recent workout and draws clear parallels between fitness, business, and follow-through.What You'll Learn:• Why “good” is often the biggest barrier to becoming great• What David Goggins' 40% rule can teach you about your own limits• The power of verbalizing your goals to someone who will hold you accountable• Why most people stop at progress instead of pushing to real transformation• How to find (and become) the kind of accountability partner that actually drives results---Episode Markers:---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this episode, Scott sits down with Erik LaChance, a seasoned insurance agency owner and community builder, who opens up about his journey from the corporate world to launching two successful offices in New York's Capital Region. From bartop business deals to nonprofit partnerships, Erik shares how his roots, relationships, and relentless authenticity have shaped both his business and his legacy.The conversation dives into work-life integration, raising a family while running a business, and the responsibility of serving your community with empathy and accountability. Whether it's helping families through risk management or raising over $100K through Men Wear Pink, Erik proves that being genuine, generous, and grounded still wins—especially in an industry that too often feels transactional.We Discuss:• How Erik grew his agency from scratch through deep local relationships and word-of-mouth• Why hiring from the restaurant and nonprofit worlds built a standout service culture• The role community involvement plays in long-term trust and brand building• Why legacy, empathy, and education are more important than ever in insurance• How to compete with 1-800 numbers by being unforgettable—not just affordable---Episode Markers:(0:00) - Show Intro(0:50) - Origin of Erik's Agency(2:00) - Evolution & Life Changes(4:35) - Legacy & Connecting(6:20) - Being Unique & Hiring Good People(7:30) - Two Agencies(9:15) - Early Community & Bartending Relationships(13:00) - Erik's Agency Team(16:45) - Men Wear Pink Involvement(18:30) - Capital Region Life(22:00) - Misconceptions with Insurance---Erik LaChance's Links:FB - https://www.facebook.com/lachanceagency1Linkedin - https://www.linkedin.com/in/eriklachance1---Scott Grates' Links:Referrals Done Right - https://www.referralsdoneright.orgReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Scott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Scott's - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this powerful and practical episode, Scott sits down with Kristy Mandour—nationally recognized communication coach, emotional intelligence expert, and host of the Sow to Speak podcast—to unpack the conversations that most leaders avoid… and why that's a problem. If you've ever hesitated to speak up, avoided holding someone accountable, or struggled to navigate tough conversations at work or at home, this one is for you.Kristy shares the science and strategy behind her “Lead Out Loud” method and “C.A.R.E.” framework, which empowers leaders to communicate with clarity, curiosity, and compassion—without burning out or bottling things up. This conversation will challenge how you think about accountability, reframe the stories you tell yourself, and help you lead with integrity, confidence, and connection.What you'll learn:• Why avoiding hard conversations is often a sign that you care—and why that's not enough• How to turn “accountability” into a form of support instead of punishment• The C.A.R.E. framework and how it helps you prep, regulate, and lead powerfully• Tips to shift from fear-based micromanaging to values-driven leadership• How these same communication tools apply to parenting, marriage, and life outside the office---Episode Markers:(0:00) - Meet Kristy Mandour(1:25) - The Origins of "Lead Out Loud"(3:35) - Having Meaningful Conversations with Your Team(6:05) - Micromanaging vs. Managing with Curiosity and Care(7:00) - Accountability & Difficult Conversations(11:30) - Being Curious(13:00) - To Be Unclear is Unkind(14:45) - Preparation as a Leader(17:45) - Significance of Setting & Intentions(23:20) - Communicating Positivity(24:50) - Regulating with Movement(26:35) - The Connection Between Leadership and Parenting(28:20) - Immediate Action Steps(30:00) - C.A.R.E. Framework Example(38:00) - Same Side Visualization Technique(39:00) - Sow to Speak - Connect with Kristy---Kristy Mandour's Links:IG - https://www.instagram.com/kristymandourLinkedin - https://www.linkedin.com/in/kristy-mandourWebsite - https://sowtospeak.comYouTube - https://www.youtube.com/user/pensink57---Scott Grates' Links:Referrals Done Right Book Pre Sales - https://www.referralsdonerightbook.comReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Insurance Agency Optimization - https://www.agencyoptimization.comScott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Instagram - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates

In this high-energy episode, Scott welcomes back Michael and Courtney Weaver—insurance agency veterans, coaches, and the creators of AgencyCoachAI.comTogether, they dive into how artificial intelligence is transforming the insurance space—not by replacing the human element, but by enhancing it. Whether you're an early adopter or still feeling overwhelmed by AI, this conversation will leave you inspired, informed, and ready to take action.From roleplay bots and live-call transcription to eliminating bias in training and reclaiming your time, the Weavers break down how their platform is helping agency owners scale with confidence. This episode is packed with real-world examples, leadership insight, and a glimpse into the future of smart agency growth.

In this powerful episode, Scott sits down with Todd Moore, a former law enforcement officer turned successful insurance agency owner, to discuss resilience, mental health, and finding purpose in life and business. After two decades on the front lines as a firefighter, first responder, and sheriff's lieutenant, Todd opens up about the trauma he experienced, his near breaking point, and how he learned to transform pain into perspective.Todd shares how he's now on a mission to help others create happiness through intentional mindset shifts, gratitude practices, and authentic connections. This heartfelt conversation is a must-listen for high achievers, business owners, and anyone navigating stress, burnout, or the weight of expectations.

In this energizing and wisdom-packed episode, Scott sits down with Michael Silverman, a 40-year insurance industry veteran and the President & CEO of Silver Linings Insurance. Michael shares not just the tools and tactics that have kept him relevant for four decades, but the mindset and values that have made him unforgettable. From client onboarding to claims service to developing a winning team culture, Michael's insights are all about doing business the right way—and making it personal.Whether you're new to the industry or looking to stay sharp after decades in it, this conversation delivers high-level strategy with real-world practicality. It's about listening more, complicating less, and leading with humanity.--

In this episode, Scott sits down with Danielle Adams—a powerhouse productivity strategist and executive operations expert—on a mission to help overworked entrepreneurs reclaim their time without sacrificing income or impact. If you've been feeling stuck, scattered, or burnt out, this conversation offers clarity, structure, and real hope.-✨ What you'll learn:Why hustle fatigue is real—and how to reconnect with your deeper “why” to find fulfillment againThe difference between rest and escape, and why knowing yourself is the key to rechargingHow to stop being the bottleneck in your business by building systems that run without youWhy being productive isn't about doing more—it's about doing what matters mostWhat Danielle means by “schedule the life you want,” and how to start doing it today-If you're ready to finally scale your business and protect your peace, Danielle has the blueprint.---Episode Markers:(0:00) - Scott's Intro(1:05) - Becoming Lela(3:30) - Starting in Coaching & Deep Listening(4:50) - The Story Your Telling Yourself(7:15) - Conscious vs. Sub Conscious(9:30) - Difference Between Therapy & Coaching(12:15) - Pausing and Doing the Deep Work(15:10) - Internal + External Audits: The Starting Point of Deep Work(17:00) - Leaky Energy and the Myth of 'More Is Better'(19:10) - When Ego, Fear, and Success Get Tangled(20:30) - The Power of Saying No and Making Space(22:40) - Can Anyone Become That Always-Positive Person?(24:00) - Creating a Baseline of Calm and Ease(26:20) - How to Truly Take Time Off (and Not Fake It)(31:00) - Scarcity, Time, and Why We Expand to Fill It(32:45) - Two Powerful Client Transformations(36:25) - Where to Find Lela + Final Thoughts---Scott Grates' Links:Referrals Done Right Book Pre Sales - https://www.referralsdonerightbook.comReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Insurance Agency Optimization - https://www.agencyoptimization.comScott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Instagram - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates---Lela's Links:Website - https://lelagrace.coIG - https://www.instagram.com/lela_graceLinkedin - https://www.linkedin.com/in/lela-tuhtan-ma-5599573

In this episode, Scott sits down with Danielle Adams—a powerhouse productivity strategist and executive operations expert—on a mission to help overworked entrepreneurs reclaim their time without sacrificing income or impact. If you've been feeling stuck, scattered, or burnt out, this conversation offers clarity, structure, and real hope.✨ What you'll learn:Why hustle fatigue is real—and how to reconnect with your deeper “why” to find fulfillment againThe difference between rest and escape, and why knowing yourself is the key to rechargingHow to stop being the bottleneck in your business by building systems that run without youWhy being productive isn't about doing more—it's about doing what matters mostWhat Danielle means by “schedule the life you want,” and how to start doing it today--If you're ready to finally scale your business and protect your peace, Danielle has the blueprint.---Episode Markers:(0:00) ----Scott Grates' Links:Referrals Done Right Book Pre Sales - https://www.referralsdonerightbook.comReferrals Done Right FB Group - https://www.facebook.com/groups/296359076662332Insurance Agency Optimization - https://www.agencyoptimization.comScott Grates Website - https://www.scottgrates.comLove Living Local  - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Instagram - https://www.instagram.com/scottgratesTikTok - https://www.tiktok.com/@scott.grates---Danielle's Links:IG - https://www.instagram.com/thedanielleadamsWebsite - www.divineinsp.com

David Peterson—better known as Coach P—joins Scott to unpack how a Zoom call born out of pandemic necessity exploded into a powerful coaching movement that's reshaped the way agents grow, lead, and connect. In this candid conversation, David reflects on the growth of Coach P, the power of community, and why culture—not commissions—is what drives real results.

In this episode, Scott welcomes property investor, author, and financial coach Nicole Bremner. From Wall Street to real estate riches (and losses), Nicole's story is packed with honest insights, hard-won wisdom, and a powerful mission to make financial advice accessible for everyone. Whether you're just starting out or scaling your business, this episode offers both strategy and soul.

In this emotional and inspiring episode, Scott sits down with Tennyson Jacobson—author, business owner, and survivor—to unpack her deeply personal memoir, The Mother of All Days. Tennyson shares the harrowing story of a violent home invasion that changed her life forever, and the healing journey that followed. This is about more than trauma—it's about reclaiming identity, building strength, and finding purpose.

In this solo episode, Scott answers a listener request (shoutout to Ashley Himes!) and dives deep into one of the most underrated growth levers in your business: team meetings. If your meetings feel like a waste of time, this episode will flip that on its head—and give you a blueprint for energizing, efficient, and culture-building gatherings that actually move the needle.

Kari Hargrave is the definition of grit, creativity, and community. From launching a scratch insurance agency in a town with no stoplights to bagging groceries for free just to meet people, Kari's story is a masterclass in hustle, heart, and doing things differently. In this conversation, Scott and Kari unpack what it really takes to build a business, a brand, and a life you're proud of—without losing your humanity along the way.

In this electrifying episode, host Scott Grates sits down with Coach DJ Carroll—entrepreneur, speaker, and sales psychology expert—to dive deep into the future of small business, sales, and the explosive power of AI. If you're ready to adapt, grow, and lead in the new world, this episode is your playbook.

In this episode, Scott sits down with Joe Mindak, founder of Nolodex, to challenge everything you think you know about referrals, networking, and monetizing your connections. Joe shares his no-BS approach to building a scalable, win-win referral economy—and how you can cash in on your network too.

In this powerful and heartfelt episode, Scott sits down with Justin Cook—insurance pro, coach, real estate investor, devoted dad, and now author of Freedom Beyond Wealth. Justin shares the emotional story that lit his fire for life insurance, the mindset shift that changed his life, and why his definition of wealth goes far beyond money.