The Secret to Creating Infinite Opportunities to Grow Your Small Business
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.
In this episode, Scott chats with Wyoming-based agent Austin O'Bryhim — a leader who's shaking things up in all the right ways. From mastering remote team culture to building a brand rooted in community impact, Austin shares his playbook for scaling with integrity. He talks about what it truly means to “help people” in the insurance world, why leadership is about communication (not micromanaging), and how the "cradle to grave" conversation is changing the life insurance game.In this episode, you'll learn:Why Austin left South Carolina to open a scratch agency in Wyoming—and how he built trust fast in a brand-new town.How he fosters a high-performing, connected culture across a mostly remote team (hint: it starts with daily video calls and group chats).The mindset shift that keeps his agency grounded in service, not sales—and why he won't write state minimum coverage.Austin's “cradle to grave” life insurance method that combines empathy, personalization, and process.Why every agency should lead with values, and how helping your team feel fulfilled leads to better service, better retention, and better results.---Episode Markers:(0:00) - Scott's Introduction(1:00) – Intro & Relocating to Wyoming(4:00) – “We Help People” Mission Statement(6:45) – Defining Agency Culture: Community, Teamwork, Rewarding(9:00) – Impact Across Generations(11:30) – The Power of Standards and Leadership Courage(13:30) – Agency Motto: “Piss Excellence”(17:00) – Managing a Remote Team(20:00) – The BBQ Event & Team Connection(24:30) – Daily Meetings & Communication Cadence(27:00) – Leadership Lessons from Remote Management(29:00) – “Cradle to Grave” Life Insurance Method(30:30) – The Hardest Lesson: When It's Too Late(34:10) – The Tracker Gets What the Tracker Tracks(37:00) – Building Community Trust(42:00) – Long-Term Thinking & Small Town Opportunity(43:05) – Rapid Fire 5---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---Austin's Links:Facebook - https://www.facebook.com/yourjacksonagentInstagram - https://www.instagram.com/yourjacksonagentr
In this episode, host Scott Grates sits down with Lauren Petraglia, a former healthcare worker turned powerhouse online business manager and virtual assistant agency owner. Lauren shares her journey of leaving the government healthcare sector to build a thriving remote business rooted in empathy, efficiency, and aligned values. From escaping burnout to building a team that helps others reclaim their time, Lauren dives deep into what it means to be the strategic and emotional right-hand person for entrepreneurs. Get ready to learn how building your dream business starts with knowing when to ask for help—and who to trust with your vision.In this episode, you'll learn:How Lauren transitioned from a rigid government job to launching her own virtual business during the pandemic.The difference between a virtual assistant (VA) and an online business manager (OBM)—and why both might be the secret to scaling.Why alignment in values and trust are key when outsourcing and building lasting client relationships.The powerful role of referrals and how to become "half someone's brain and half their heart."Lauren's practical take on staying top of mind and building a brand rooted in real connection—not curated perfection.---Episode Markers:(0:00) - Introduction(1:00) - Who is Lauren Petraglia(3:05) - Abundance Mindset(3:55) - Inspiration to Start Business(5:30) - Online Business Managers(8:10) - Visionaries & Integrators(10:30) - Alignment with Clients(12:45) - Discovering Values(15:15) - Marketing & Personal Brand(17:30) - Referrals(22:00) - Give to Get(25:20) - Staying Top of Mind & Social Media(29:15) - What Problem Do You Solve?(32:00) - First Hire(36:35) - Connecting with Lauren(37:15) - Rapid Fire Questions---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.gratesLauren Petraglia's Links:Website - https://bit.ly/LNProductionInstagram - https://www.instagram.com/lauren_lnproductionLinkedin - http://www.linkedin.com/in/lauren-petraglia-lnproduction-va
In this solo episode, Scott Grates delivers a thought-provoking message inspired by a piece from Jason Feifer, Editor-in-Chief of Entrepreneur Magazine. Scott explores the idea of things in our lives that “sorta” still work—and why they might be the biggest obstacles holding us back. From beard trimmers to broken systems, this episode challenges listeners to stop tolerating the tolerable.In this episode, you'll learn:Why "sorta still works" might be the most dangerous status quo.How we justify staying in painful or frustrating situations that function—but not well.A personal story about a 17-year-old beard trimmer that became a metaphor for bigger life choices.What the Savannah Bananas can teach us about fixing broken systems by eliminating what people hate.A mindset shift to help you identify and fix the “sorta” things in your life or business.
In this episode of Referrals Done Right, host Scott Grates sits down with Pamela Dale, an expert in sales, marketing, and business automation. Pamela shares her unconventional journey, from struggling to get clients to building a thriving digital marketing business with Go High Level. She also dives into resilience, the power of failure, and how to create financial freedom through monthly recurring revenue (MRR).What You'll Learn in This Episode:The Truth About Failure: Why failure is necessary for success and how to shift your mindset to embrace it instead of fear it.Creating Recurring Revenue: How Pamela built a business that provides financial security and flexibility, and how you can do the same.Rejection as a Muscle: Why handling rejection is a skill that gets stronger the more you practice, and how to use it to your advantage.The Importance of Personal Branding: Why your online presence and social proof determine your credibility in today's world.Avoiding Burnout: Pamela's surprising take on why most people who think they're burned out are actually just overwhelmed and unstructured.This episode is a masterclass in resilience, sales, and business growth. Tune in to learn how to crack the client code and build a business that thrives in any economy!
In this episode of Referrals Done Right, host Scott Grates sits down with powerhouse agency owner Ashley Himes to discuss what it takes to build a thriving business, an unstoppable team, and a referral-based growth engine. Ashley shares her incredible journey—from despising the insurance industry to becoming a leader in it—along with the game-changing strategies that have propelled her agency to the top.What You'll Learn in This Episode:The Climber vs. Camper Mentality: Why Ashley only hires people who want more out of life and how that mindset fuels a winning culture.The Secret to Recruiting Top Talent: How she attracts high-performing employees by aligning compensation with their personal dreams and goals.Mastering Community-Based Marketing: The innovative ways Ashley's agency builds brand loyalty, generates organic referrals, and makes the phone ring without buying leads.The Power of Giving Back: How her agency's 12 Months of Giving initiative not only impacts the community but also fuels exponential business growth.Breaking Down Big Goals into Daily Actions: The exact system Ashley uses to track numbers, improve close rates, and scale her agency's success.This episode is a masterclass in leadership, culture, and client-focused growth. If you want to learn how to build a business that runs on referrals—and a team that's as motivated as you are—this is a must-listen!
In this episode of Referrals Done Right, Scott Grates sits down with leadership expert, recruiter, and coach Mike Lejeune to discuss the keys to hiring the right people, building resilient teams, and leading with intention. Mike shares insights from his upcoming book Secrets for Hiring Right and decades of experience in recruiting and leadership development.What You'll Learn in This Episode:The Art of Hiring Right: Why attitude, mental approach, and resilience matter more than skills when selecting top talent.Finding the Internal Spark: How to identify individuals who have the natural drive and passion to succeed in sales and leadership roles.Balancing Selling and Vetting in Interviews: How to ensure you're attracting the right candidates without overselling the position.Building Resilient Teams: Why the best employees are those who have faced and overcome challenges, and how to assess this in interviews.The Shift to Remote Work: How hiring, leadership, and company culture have changed post-COVID, and what to look for in remote candidates.This episode is packed with actionable hiring strategies, leadership insights, and powerful advice for business owners, recruiters, and leaders looking to build high-performing teams.---Episode Markers:(0:00) - Introduction and Guest Overview(0:45) - What Continues to Drive Mike?(2:40) - What Do You Look For in People?(5:30) - Resilience & Effort(8:20) - Definitions(9:45) - Power of Follow Up Questions(13:15) - Vetting Properly(15:55) - What Was the Most Difficult Situation?(19:30) - DNA & Personality Assessments(27:50) - Remote Workers(34:15) - Mike's Upcoming Book(35:30) - Working with Mike(37:00) - Rapid Fire Questions---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/scottgratesMike's Links:Website - https://lightingthepath.netFacebook - https://www.facebook.com/mikelejeunespeakerYouTube - https://www.youtube.com/@mikelejeunelightingthepathInstagram - https://www.instagram.com/mike_lightingthepathLinkedin - https://www.linkedin.com/in/mikelejeune
In this episode of Referrals Done Right, Scott Grates sits down with entrepreneur and sales expert Corey Chapman to discuss the mindset shifts and strategies that lead to sustainable business growth. Corey shares his philosophy on efficiency, profitability, and how scaling isn't just about getting bigger—it's about getting better.What You'll Learn in This Episode:Why Scaling Isn't About Spending More: How to grow your business without increasing expenses or adding unnecessary complexity.The Power of the Buyback Ladder: How to delegate and prioritize tasks to maximize efficiency and reclaim your time.Overcoming the Ego Trap in Business: Why comparison kills success and how to focus on your own growth path.Work-Life Integration vs. Balance: How to structure your business to create more freedom without sacrificing profitability.Building a Strong Foundation for Long-Term Success: Why growing better, not just faster, leads to a more resilient and profitable business.Tune in for an insightful and practical conversation on redefining success, making smarter decisions, and creating a business that truly works for you.---Episode Markers:(0:00) - Scott's Intro---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/scottgratesCorey's Links:Website - https://mymapletonagent.comFacebook - https://www.facebook.com/MyMapletonAgentLinkedin - https://www.linkedin.com/in/corey-chapman-224a9458
In this episode of Referrals Done Right, Scott Grates sits down with Melissa Dillon, also known as The Insurance Exam Queen. Melissa has helped thousands of aspiring insurance professionals pass their licensing exams with ease. From simplifying complex concepts to eliminating test anxiety, she's built a thriving business that turns struggling test-takers into confident, licensed agents.What You'll Learn in This Episode:Why Most People Struggle with the Insurance Exam: The common mistakes test-takers make and how to avoid them.The Secret to Passing on the First Try: How Melissa's proven system cuts study time in half while boosting pass rates.The Role of Mindset in Success: Why confidence and strategy matter just as much as studying the material.The Power of Simplification: How Melissa breaks down industry jargon and legalese into easy-to-understand concepts.Affordable, High-Impact Test Prep: Why her $97 course outperforms expensive pre-licensing programs used by major insurance companies.Whether you're looking to pass your insurance exam, improve your team's licensing success rate, or simply learn from a master educator turned entrepreneur, this episode is packed with valuable insights! Tune in now and start setting yourself up for success.---Episode Markers:(0:00) - Scott's Intro(1:15) - Becoming the Insurance Exam Queen(3:35) - Starting YouTube Channel(4:30)- Affordable Program(10:25) - Keeping It Simple & Positive Mindset(14:40) - State by State Variations(17:00) - Background in Education(19:45) - Working on State Approval(20:35) - Community & Support(23:30) - When Should People Start?(27:40) - Different Types of Licenses(30:05) - Connecting with Melissa---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/scottgratesMelissa's Links:Website - https://www.insuranceexamqueen.comInstagram - https://www.instagram.com/insuranceexamqueenYouTube - https://www.youtube.com/@insuranceexamqueenLinkedin - https://www.linkedin.com/in/melissa-dillon-95a830149---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
In this episode of Referrals Done Right, host Scott Grates dives into the shift from corporate branding to personal influence. Consumers today crave authenticity, connection, and trust—and that's exactly what small business owners and professionals must deliver. Learn why your personal brand is now more important than ever and how to leverage it for long-term success.What You'll Learn in This Episode:Why Personal Connection Wins: Discover why people trust individuals over corporations and how to position yourself as the go-to expert in your industry.The Role of Trust in Modern Business: Learn why trust is the new currency and how authenticity can strengthen relationships and referrals.Storytelling vs. Selling: How sharing real experiences and personal stories creates deeper connections and makes your brand more memorable.Using Social Media for Trust, Not Just Awareness: Strategies to engage your audience, build relationships, and create value beyond just promoting products.Practical Steps to Strengthen Your Personal Brand: From public speaking to community involvement, get actionable tips to elevate your brand and stand out in your market.Tune in to discover how you can turn your personal presence into a powerful competitive advantage in today's relationship-driven economy.---Scott Grates Links:Referrals Done Right Book - 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 315 - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Instagram - https://www.instagram.com/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
The content of this episode was taken from a message to an AgencyOptimization.com audience. In honor of Martin Luther King Jr. Day, this episode of Referrals Done Right delves into seven powerful lessons from Dr. King's life that can inspire personal growth, professional success, and community impact. Host Scott Grates reflects on how these timeless principles can be applied in business and beyond.What You'll Learn in This Episode:The Power of Vision: How articulating a clear, passionate vision can rally people around a shared purpose and turn your business into a movement.Perseverance in the Face of Adversity: Why resilience and persistence are key to overcoming challenges and achieving meaningful success.The Importance of Collaboration: How building partnerships and fostering unity, even with differing viewpoints, leads to shared success.Servant Leadership in Action: The impact of prioritizing others' needs to cultivate trust, loyalty, and long-term relationships.Building a Legacy: How focusing on meaningful, lasting change can shape your community, business, and personal impact for generations to come.Tune in for an inspiring discussion that will leave you motivated to lead with purpose, courage, and a commitment to creating a better world. Celebrate the lessons of Dr. King and apply them to your own journey.---Scott Grates Links:Referrals Done Right Book - 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 315 - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Instagram - https://www.instagram.com/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
In this episode of Referrals Done Right, host Scott Grates shares timeless advice on managing self-doubt, navigating the highs and lows of business, and staying mentally strong. Drawing on personal experiences and wisdom from mentors, Scott offers practical strategies to help you keep moving forward, even when the journey feels tough.What You'll Learn in This Episode:Managing Peaks and Valleys: Why staying mentally balanced during the highs and lows of business is key to long-term success.The Power of Self-Talk: How treating yourself like your best friend can change your mindset and keep you motivated.One Step at a Time: A practical approach to tackling setbacks and focusing on the next opportunity instead of dwelling on the past.Building Resilience: How to overcome negative self-talk and maintain confidence in your skills and abilities.Clearing the Slate: Why every new day is a chance to start fresh and continue building momentum.Tune in to get inspired and learn actionable tips to keep your mindset strong and your business moving forward. This episode will leave you ready to tackle February and beyond with renewed confidence and focus!---Scott Grates Links:Referrals Done Right Book - 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 315 - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Instagram - https://www.instagram.com/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
In this year-end recap episode of Referrals Done Right, host Scott Grates reflects on the milestones, challenges, and growth experienced throughout 2024. Scott shares personal insights and encourages listeners to prepare for the year ahead by focusing on planting and cultivating the seeds of success.What You'll Learn in This Episode:The Power of Imperfect Action: Why taking steps forward, even before you feel ready, is key to achieving your goals.The Value of Investing in Yourself: How committing to personal development and entering challenging environments leads to transformative growth.Plant, Cultivate, Harvest: Insights into the importance of showing up daily to nurture your vision, even when results aren't immediate.Lessons from Building a Personal Brand: How aligning your business with your mission can open unexpected doors and create lasting impact.Setting Intentions for 2025: A motivational question to guide your focus and inspire action in the new year.Tune in for an inspiring look back at 2024 and actionable advice to help you make 2025 your best year yet. Scott's heartfelt gratitude for the Referrals Done Right community shines through in this special episode.(00:00) - Introduction and Podcast Impact(01:22) - Pivoting Podcast Format(02:10) - Personal Journey and Brand Building(05:28) - Reflections on 2024(06:23) - Looking Ahead to 2025(07:23) - Gratitude and Closing Remarks(07:55) - Insurance Agency Optimization---Scott Grates Links:Referrals Done Right Book - 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 315 - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Instagram - https://www.instagram.com/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
This episode of the RDR Podcast, is a throwback to a previous episode originally released in June during the lead up to Scott's latest book release. Host Scott Grates shares an exclusive excerpt from Referrals Done Right, highlighting chapter 11. Scott discusses how time, mindset, and commitment separate professionals from spectators and casual players. Packed with insights, this episode is a must-listen for anyone serious about leveling up in business.What You'll Learn in This Episode:The Power of Time Management: Why time is your most precious resource and how to make the most of it before it runs out.Spectators, Casual Players, and Professionals: Discover which category you fall into and what it takes to transition to the professional level.Life as a Game: How to define your personal metrics for success and play to win in both life and business.The Importance of Consistency: Why professionals prioritize their craft, show up every day, and embrace discipline to stay ahead.How to Gain an Infinite Referral Advantage: A sneak peek at the strategies outlined in Scott's book to help you build a thriving referral-based business.Tune in to get inspired, gain actionable insights, and learn how to commit to the long game in business and life. Don't forget to check out Referrals Done Right at referralsdonerightbook.com ---Scott Grates Links:Referrals Done Right Book - 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 315 - https://www.instagram.com/lovelivinglocal315Scott's FB - https://www.facebook.com/scott.grates.1Instagram - https://www.instagram.com/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
In this episode of Referrals Done Right, Scott Grates welcomes marketing expert Mary Czarnecki to share her 25 years of insights from working with Fortune 500 brands to small business owners. Mary offers practical strategies for creating authentic connections with your audience, standing out in crowded markets, and building trust through effective storytelling and branding.What You'll Learn in This Episode:Crafting a Unique Value Proposition: How to identify what sets you apart and communicate it effectively to your ideal audience.The Importance of Storytelling in Marketing: Why focusing on your audience's transformation is the key to building trust and connection.Defining Your Ideal Customer Avatar: How to narrow your focus to serve your ideal clients better and maximize your impact.Maximizing the Power of Testimonials: Practical tips for collecting and leveraging customer testimonials to build credibility and attract new clients.Balancing Branding and Marketing: Insights into creating a cohesive brand identity while using marketing tactics to drive measurable results.Join Scott and Mary for an engaging conversation packed with actionable advice to elevate your marketing, connect with your audience, and grow your business with purpose.---Episode Markers:(0:00) - Show Intro(1:00) - Background & 25 Years in Marketing(2:40) - Value Proposition(4:55) - Customer Avatar(5:45) - Audience Contextual Content(7:20) - Saying No(9:10) - Essential Marketing Drivers(10:55) - New Driver Example(13:40) - The Emotional Link(14:15) - Common Mistakes in Marketing(15:20) - Top of Mind Awareness & Creating Characters(18:05) - Customer Testimonials(19:40) - Skipping to the Reviews(20:50) - Branding vs. Marketing(23:50) - Branding Yourself Under Parent Brand(25:25) - Power of Story(30:00) - Quantifying ROI(30:45) - Measure What's Measurable(34:50) - Connecting with Mary(35:20) - Sticky Note Marketing Podcast(35:55) - One Piece of Advice---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/scottgratesMary's Links:Linkedin - https://www.linkedin.com/in/mczarneckiWebsite - https://www.maryczarneckispeaks.comInstagram - https://www.instagram.com/maryczarnecki_Podcast - https://podcasts.apple.com/us/podcast/sticky-note-marketing-with-mary-czarnecki/id1484391371YouTube - https://www.youtube.com/channel/UCIeb1rOgVywozl6Xu15aCMA---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
In this episode of Referrals Done Right, Scott Grates explores the transformative power of the "what's in it for them" mindset. Drawing on lessons from leadership, sales, and relationship marketing, Scott reveals how focusing on mutual benefit and empathy creates stronger connections and better results for everyone involved.What You'll Learn in This Episode:Why "What's In It for Them" Matters: How understanding and addressing others' motivations strengthens relationships and drives action.The Trust Factor in Referrals: Why treating referrals as gifts—and delivering exceptional value—builds loyalty and credibility.Leadership with Empathy: How great leaders inspire action by aligning tasks with team members' goals and aspirations.Rewarding Referrals Beyond Money: Creative ways to express gratitude that elevate referrers and reinforce trust.Actionable Tips to Shift Your Mindset: Practical strategies to listen better, align your requests with others' goals, and express appreciation authentically.Tune in to learn how adopting this mindset can help you build stronger relationships, foster collaboration, and achieve sustainable success in both your personal and professional life.---Scott Grates Links:Referrals Done Right Book - 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/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
In this episode of Referrals Done Right, host Scott Grates reflects on a powerful exercise that helped his team dig deep into their true motivations and push past perceived limitations. Using real-life examples, Scott illustrates the transformative impact of connecting goals to a meaningful "why" and how it can drive extraordinary achievements.What You'll Learn in This Episode:The Seven-Layers-Deep Exercise: Discover how asking “why” repeatedly can uncover the core motivations behind your actions and goals.Why Surface Answers Hold Us Back: Learn why digging deeper into your true motivations can clarify your purpose and strengthen your drive.The Power of a Big, Scary Goal: How setting ambitious goals, tied to your why, can inspire you to achieve what once felt impossible.When the Why Outweighs the How: Why understanding your purpose makes the obstacles and challenges in your path seem secondary.Practical Tips to Raise the Stakes: How to reframe your goals and connect them to your personal values to unlock untapped potential.Tune in to hear how Scott's team transformed their thinking by identifying their deeper motivations, and how you can apply this technique to elevate your personal and professional life in 2025.---Scott Grates Links:Referrals Done Right Book - 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/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
In this episode of Referrals Done Right, Scott sits down with Josh Thomas, co-founder of Anabots AI and host of two podcasts, to uncover a game-changing strategy for generating leads and building relationships through targeted podcasting. Josh shares how his unique conversational funnel system turns 12-minute interviews into meaningful connections and revenue-generating opportunities.What You'll Learn in This Episode:The Power of Conversational Funnels: How to leverage short, targeted podcast interviews to build relationships with ideal clients or referral partners.Why Relationships Matter More Than Reach: Why focusing on the relationship with your guest is far more impactful than chasing listeners or downloads.Turning a Podcast into a Revenue Machine: How to structure your podcast to transition naturally from storytelling to genuine business opportunities.Practical Steps to Start Your Own Funnel Podcast: Tips for creating a system that saves time, builds authority, and delivers measurable results.Scaling Your Efforts with Intentionality: Why this method is more efficient, cost-effective, and scalable compared to traditional lead generation tactics.Join Scott and Josh for a deep dive into creating meaningful, value-driven connections through podcasting, and learn how you can transform your conversations into lasting partnerships and exponential business growth.---Episode Markers:(0:00) - Intro to Josh Thomas(1:15) - Conventional & Unconventional Leads(2:25) - Streamlined Conversation(3:35) - Jump & Figure It Out(5:45) - Intentional About Creating Opportunities(6:30) - Laser Focusing on What's Relevant & PINO Concept(10:30) - Become Your Own Sponsor(12:50) - Can I Pick Your Brain?(14:30) - Insurance Agent Examples(16:15) - Legendary Mortgage Brokers(18:00) - Just Show Up, Talk & Close(18:30) - Anchor Offer(20:25) - Investing in Referral Partners & Follow Up Opportunities(21:10) - Love Living Local 315(22:30) - Logistics & Extra Touches(24:00) - How Josh Can Help(27:00) - Custom Plan From Josh(30:50) - Multipurpose Podcasts---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/scottgratesJosh's Links:Conversations Funnels - https://conversationalfunnels.comAnabots - https://anabots.aiLinkedin - https://www.linkedin.com/in/jtliterallyFacebook - https://www.facebook.com/jtliterallyInstagram - https://www.instagram.com/jtliterallyThe Do Zone - https://podcasts.apple.com/us/podcast/the-do-zone-business-growth-and-productivity/id1607168144Basic Business AI - https://podcasts.apple.com/us/podcast/basic-business-ai/id1759009825---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
In this episode of Referrals Done Right, host Scott Grates dives into the counterintuitive yet powerful concept of using rest as a cornerstone for business success. Reflecting on his own experiences, Scott shares actionable insights on how intentional rest and reflection can fuel creativity, sharpen focus, and strengthen relationships for long-term growth.What You'll Learn in This Episode:The Importance of Rest: Why rest isn't a reward but a tool to help you reach your business and personal goals.Simplicity Over Complexity: How simplifying your processes and doubling down on what works can lead to higher impact results.The Power of Focus: Why diluted focus leads to diluted results and how to prioritize fewer, more meaningful goals.Reflection for Clarity: How stepping back can help you evaluate what truly matters in your business and align your actions with your core values.Strengthening Relationships: Why strong relationships require intentionality and how rest helps identify and nurture the connections that drive success.Tune in to learn how to build a strategy for 2025 centered around clarity, focus, and the often-overlooked power of rest. This episode will leave you inspired to recalibrate your approach and achieve sustainable success.---Scott Grates Links:Referrals Done Right Book - 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/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
In this episode of Referrals Done Right, Scott Grates interviews Marian Saint, founder of The Marion Method and consultant with Agency Ignites. Marian shares her journey from corporate consulting to entrepreneurial success, offering actionable advice for building meaningful connections, scaling businesses, and leading with authenticity.What You'll Learn in This Episode:Leadership and Vision: How to lead your business and team with clear intentions, balance, and purpose while adapting to different work styles.The Power of Relationships: Why genuine connections and community-building are essential for both personal and professional growth.Focus and Discipline: Strategies to avoid distractions, narrow your focus, and grow your business by perfecting one core offering before expanding.Building Systems for Success: The importance of laying a strong foundation with systems and processes to support sustainable growth and scalability.Ethical and Authentic Marketing: Tips on staying true to your values, maintaining a strong reputation, and leveraging meaningful relationships for long-term success.Join Scott and Marian for a conversation packed with insights on leadership, marketing, and staying grounded in your personal values while achieving professional success. Don't miss this opportunity to learn how The Marion Method can transform your approach to business!---Episode Markers:(0:00) - Scott's Intro(1:00) - Show Start & Background(3:50) - Personal Branding & Empowering Women(5:00) - Working with Female Business Owners(6:50) - Common Pitfalls & Areas of Focus(8:30) - Systems & Processes in Leadership Consulting(9:00) - Seasons of Life & Progression(13:00) - The Marian Method (15:00) - Connection Economy(18:30) - People Want Social Interaction(22:00) - Challenges(22:35) - Shiny Object Syndrome & Diluted Focus(26:30) - Planning & Vision(27:30) - Clarity Around Goals(31:00) - Connecting & Working with Marian(31:35) - Pre Marketing Audit(33:10) - One Thing to Remember---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/scottgratesMarian's Links:Website - https://themarianmethod.comLinkedin - https://www.linkedin.com/in/mariandiopInstagram - https://www.instagram.com/themarianmethod_Facebook - https://www.facebook.com/msaint1000---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
This episode of Referrals Done Right features a segment from a recent Zoom call Scott hosted with a group of insurance agents last week. Host Scott Grates dives into the art and strategy of following up in sales. With actionable advice and real-world examples, this episode is a must-listen for anyone looking to turn more "maybes" into "yeses" by mastering the long game of relationship-building.What You'll Learn in This Episode:Why Follow-Up is Crucial: Discover why 70–80% of initial sales conversations end in a "no" and how a strong follow-up process can transform rejections into future opportunities.The Farmer's Formula: Learn the "Plant, Cultivate, Harvest" approach to building lasting client relationships and nurturing leads over time.The Role of Detailed Notes: Understand the importance of taking meticulous notes and creating organized follow-up plans to ensure no lead falls through the cracks.Thinking Beyond Immediate Sales: Explore how even small transactions can be the start of a valuable, long-term customer relationship.Consistency Wins: Hear why playing the long game and maintaining a value-based approach will lead to sustainable success in sales.This episode will equip you with the mindset and tools to transform your follow-up strategy and turn every interaction into an opportunity for growth.---Scott Grates Links:Referrals Done Right Book - 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/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
In this episode of Referrals Done Right, Scott sits down with top 1% real estate agent and referral expert DeAnn Dillard. DeAnn shares her inspiring journey from starting in a new city with no contacts to becoming a self-made leader in real estate through innovation, relationship-building, and pivoting in the face of challenges. Get ready for actionable insights and motivational advice on growing your referral-based business.What You'll Learn in This Episode:How to Build a Business Through Referrals: DeAnn explains why referrals are the highest-converting pillar of any business and how to create relationships that sustain your career.Networking with a Purpose: Discover how to approach networking events and partnerships with a value-driven mindset that sets you apart from competitors.Standing Out in a Crowded Market: Learn how DeAnn's mantra, “Different is better than better,” helped her dominate her industry by doing what others wouldn't.Creating a Wealth Team: Find out how to partner with service providers, lenders, and other professionals to build a network that grows everyone's business.The Power of Pivoting: Hear DeAnn's inspiring advice on adapting to challenges, staying resilient, and continuously evolving your approach to achieve success.Don't miss this episode packed with inspiration and strategies for leveraging relationships to create long-term business success!---Episode Markers:(0:00) - Scott's Intro(2:00) - Show Start(4:00) - Why are Referrals so Important?(4:45) - Starting in a New Town(7:50) - Collaboration Happens at the Top(8:15) - Common Mistake in Referrals(10:45) - How Does DeAnn Stand Out?(12:15) - Nationwide Referral Network(16:40) - Top of Mind Awareness(17:20) - Types of Relationships & Asset Partners(20:40) - Strategies & Consistency(23:15) - Pillars of Business(24:45) - Advice to Someone Who is Struggling(25:30) - Understanding Your Why & Getting Help(26:55) - Getting to the Core & Legacy(28:35) - Connecting with DeAnn(30:00) - Self Made to Top 1%(31:15) - Pivot---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/scottgratesDeAnn's Links:Website - https://dianndillard.exprealty.comLinkedin - https://www.linkedin.com/in/deann-dillard-a48052b0Instagram - https://www.instagram.com/deanndillard.realestateFacebook - https://www.facebook.com/deann.dillard---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
In this heartfelt and reflective episode of Referrals Done Right, host Scott Grates shares powerful insights inspired by personal experiences of loss and legacy. This episode encourages listeners to embrace bravery, nurture relationships, and take meaningful action in both their personal and professional lives.What You'll Learn in This Episode:The Cost of Inaction: Why the regrets we carry are often tied to the opportunities we didn't seize or the connections we didn't foster.Fear vs. Connection: How fear of rejection holds us back and why overcoming it can lead to stronger relationships.Building a Meaningful Legacy: Insights on how small, intentional actions can create lasting impacts on the people around us.Practical Steps to Connect: Simple ways to reach out to clients, colleagues, and loved ones authentically and effectively.Embracing Courage in Business and Life: How taking chances and being vulnerable leads to growth, both personally and professionally.Take the Challenge:After listening, Scott challenges you to take one bold step—make a call, send a message, or visit someone on your mind—and experience the power of meaningful connection firsthand.Don't miss this episode filled with wisdom, encouragement, and actionable takeaways to help you grow your relationships and your impact.---Scott Grates Links:Referrals Done Right Book - 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/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
In this episode of Referrals Done Right, Scott Grates is joined by Jason Zygadlo, founder of Build Your Own Brand, to discuss the transformative power of personal branding. Jason shares his unique approach to helping professionals and job seekers stand out in competitive fields through creativity, confidence, and meaningful relationships.Key Takeaways:Personal Branding Essentials: Jason emphasizes the importance of building a unique personal brand that makes you memorable and valuable in your industry.Differentiating Through Video: Learn how personalized video messages can set you apart from the competition and create a lasting impression on potential clients or employers.Overcoming Imposter Syndrome: Jason provides practical tips for breaking free from self-doubt, helping listeners approach new opportunities with confidence and clarity.Using LinkedIn Strategically: Jason explains how to use LinkedIn to connect with the right people, build professional relationships, and leverage your network to reach career goals.Creating a Legacy Binder: For students and professionals alike, Jason introduces the idea of a “legacy binder” to document achievements, recommendations, and experiences that validate your unique value.Tune in to gain actionable insights on building an authentic personal brand and using innovative techniques to stand out in any industry.---Episode Markers:(0:00) - Intro & Overview(0:50) - Show Start(2:35) - Diagnosis & Shifting Perspective(7:05) - Becoming Unique & Memorable(9:20) - Personalized Videos(12:05) - Power of Video(20:50) - Influence on Publisher Decision(22:50) - Starting Client Process(23:35) - Leveraging Linkedin(26:05) - Small Business Owner Example(31:20) - Creative Tactics(33:50) - Jason's Company(37:20) - What Did You Do That You Didn't Have to Do?---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/scottgratesJason's Links:Website - https://www.careercoachbyob.comPersonal Linkedin - https://www.linkedin.com/in/jason-a-zygadlo-9051311Company Linkedin - https://www.linkedin.com/company/careercoachbyobInstagram - https://www.instagram.com/careercoachbyobFacebook - https://www.facebook.com/people/Build-Your-Own-Brand-Career-Coach/61552421195690/---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
In this episode of Referrals Done Right, Scott Grates shares insights from his experience working with LinkedIn expert Janice Porter. Scott explores how LinkedIn endorsements can significantly strengthen your professional brand and boost your visibility in the referral network. He provides practical tips for asking for endorsements, maximizing LinkedIn's algorithm, and building a strong, credible profile.Key Takeaways:Why LinkedIn Endorsements Matter: Discover the importance of endorsements as a form of social proof that can elevate your credibility and attract referral opportunities.How to Ask for Endorsements: Scott provides tips for asking colleagues, clients, and partners for endorsements in a non-pushy way and emphasizes the importance of reciprocity.Boosting Visibility with LinkedIn's Algorithm: Learn how LinkedIn endorsements can help improve your profile's search ranking, making you more discoverable to potential clients and referral partners.Using Specific Skills to Your Advantage: Scott explains the value of being specific with requested endorsements to align with your business goals and personal brand.Building a Strong Referral Network on LinkedIn: Understand how LinkedIn endorsements can turn connections into powerful referral sources, enhancing both your profile and professional network.---Scott Grates Links:Referrals Done Right Book - 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/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
In this episode of Referrals Done Right, Scott Grates breaks down the "Value Equation" and shares strategies for increasing customer satisfaction by adding value rather than simply focusing on cost. Drawing comparisons from personal experiences, Scott explains how focusing on what customers receive can transform their perception of value.Key Takeaways:The Value Equation Explained: Learn how value is determined by what the customer receives (numerator) compared to the cost (denominator), and why focusing on the numerator can make all the difference.Price vs. Value: Scott emphasizes that customers are often willing to pay more if they perceive greater value, just as in the example of first-class travel vs. economy.Examples of Value-Driven Brands: Discover how brands like Apple, Starbucks, and Disney successfully charge a premium by offering unique, value-added experiences.Customer Satisfaction Through Service: Learn practical ways to enhance the customer experience by delivering top-tier service and benefits, even in competitive, price-sensitive markets.Adding Value Beyond Price: Scott offers actionable tips for creating a high-value experience that keeps customers returning, regardless of cost differences.Tune in to uncover how adding value, rather than focusing solely on price, can set your business apart and drive long-term success.---Scott Grates Links:Referrals Done Right Book - 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/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
In this episode of Referrals Done Right, Scott Grates discusses the "give to get" principle and how leading with generosity can drive unexpected returns in business. He shares personal stories of how offering value without expectation has led to powerful opportunities and connections.Key Takeaways:Lead with a Servant's Heart: Scott emphasizes the importance of giving freely and genuinely, highlighting how a selfless approach can create long-term benefits.ROI Beyond the Dollar: By offering free training sessions, Scott found that many signed up for paid programs, illustrating that ROI can often come indirectly when you lead with value.The Connection Economy: Scott shares how a simple gesture of introducing podcast guests led to valuable connections, reinforcing the idea that giving first strengthens your network and brand.Tune in to learn how giving without expectation can help build a reputation that attracts more opportunities and referrals.---For more information on our on demand content visit www.agencyoptimization.com---Scott Grates Links:Referrals Done Right Book - 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/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
In this episode of Referrals Done Right, Scott Grates speaks with Julia Arpag, founder of Aligned Recruitment, about the journey of starting her own business, building strong relationships, and staying mission-driven in a competitive industry. Julia shares invaluable insights on recruitment, business growth, and fostering a strong company culture.Key Takeaways:Taking the Leap: Julia reflects on her decision to start Aligned Recruitment and the key strategies that helped her business succeed from the start.The Power of Relationships: Discover why genuine relationship building, asking the right questions, and a servant's heart are central to Julia's recruitment success.Mission-Driven Recruitment: Julia emphasizes the importance of aligning with clients who share her values and maintaining integrity throughout the recruitment process.Cultivating a Strong Personal Brand: Learn Julia's approach to building a memorable brand on LinkedIn and the importance of consistency in staying top-of-mind.Attracting Top Talent: Julia discusses practical ways to create an attractive workplace culture and the benefits of embracing flexibility to appeal to the modern workforce.Tune in to gain actionable advice on recruitment, relationship-building, and establishing a mission-driven business.---Episode Markers:(0:00) - Intro & Overview(1:00) - Show Start(1:30) - Making the Leap & Starting the Business(4:30) - Hiring an Executive Coach(6:00) - Being Hilariously Frugal(8:10) - Cultivating Relationships(9:30) - Asking a Lot of Questions(11:00) - Increase the Quality of Your Questions(12:30) - Strategy Around Connecting & Linkedin(14:15) - Mission Driven Focus(18:30) - Auditing Companies For Recruitment(21:00) - Public Speaking Focus(22:00) - Everyone Wants the Quick and Easy Fix(23:10) - One Piece of Advice(24:15) - Hiring For Potential(25:30) - Personal Brand(26:30) - Blocking Time For Social Media(27:25) - One Skill Every Recruiter Needs---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/scottgratesJulia's Links:Website - https://www.alignedrecruitment.comPersonal Linkedin - https://www.linkedin.com/in/julia-arpagCompany Linkedin - https://www.linkedin.com/company/aligned-recruitment-co/---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
In this episode of Referrals Done Right, Scott Grates dives into the four types of referrals and how to leverage each for business success. Drawing from a recent three-day personal branding workshop, Scott explains the key elements of building a referral-based business.Key Takeaways:The Four Types of Referrals: Learn about referrals by asking, referrals without asking, referrals by accident, and referrals by design—and how to effectively implement each in your business strategy.The Value Equation: Discover why focusing on adding value (the numerator) over cost (the denominator) is critical for creating strong, lasting customer relationships that lead to referrals.Consistency is Key: Scott emphasizes the importance of building a trusted personal brand and remaining consistent in your efforts to see long-term success in generating referrals.Tune in for actionable insights on how to build and optimize your referral strategy.For more information on our on demand content visit www.agencyoptimization.com---Scott Grates Links:Referrals Done Right Book - 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/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
In this episode of Referrals Done Right, Scott Grates welcomes relationship marketing strategist Janice Porter for an insightful conversation on building meaningful business relationships. They explore the importance of focusing on connections, leveraging LinkedIn, and the power of nurturing relationships through thoughtful outreach.Key Takeaways:Relationship Marketing Fundamentals: Janice emphasizes the importance of focusing on the "relationship" aspect of marketing, suggesting that 80% of the time should be spent building genuine connections.Leveraging LinkedIn for Business Growth: Learn how to optimize your LinkedIn profile, build strategic connections, and engage with content to expand your network and influence.Curiosity is Key: Janice shares practical tips on how to start conversations by being genuinely curious about others, using small details from their profiles to build rapport.The Power of Follow-Up: Nurturing relationships through personalized, thoughtful touches—such as handwritten cards or gifts—can keep you top of mind and deepen professional connections.Tune in to discover actionable strategies for growing your network and business through authentic relationship marketing.---Episode Markers:(0:00) - Introduction & Overview(1:30) - What Does Relationship Marketing Mean to You?(2:40) - Where to Start?(4:00) - Get People Talking(5:00) - Power of Linkedin(6:40) - Janice's Strategies(11:10) - Free vs. Paid(13:15) - Groups(14:00) - Audience Size & Connections(16:30) - Practical Ways to Start on Linkedin(19:30) - Commenting on Bigger Posts(22:00) - Consistency & Cultivating(24:00) - Cocktail Party Concept(25:10) - Top of Mind Awareness(26:10) - Sending Real Cards(32:20) - Power of Personalization(33:30) - Element of Surprise---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/scottgratesJanice's Links:Website - https://www.janiceporter.com/Linkedin - https://www.linkedin.com/in/janiceporter/IG - https://www.instagram.com/socjanice/FB - https://www.facebook.com/janiceporter1/Relationships Rule Podcast - https://podcasts.apple.com/us/podcast/relationships-rule/id1467446457---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
In this episode of Referrals Done Right, host Scott Grates reflects on the universal power of relationships in business success. Scott shares insights from speaking with entrepreneurs across various industries and highlights the impact of trust and personal connections.Key Takeaways:Relationships, not algorithms, are the foundation of lasting business success.Referred customers tend to be less price-sensitive and have higher retention rates due to the trust transfer from their referrers.Technology is a powerful tool, but the real power lies in building human-to-human connections that cannot be automated.For more insights or to explore how Scott can assist you during this planning season, visit his website at www.scottgrates.com---Scott Grates Links:Referrals Done Right Book - 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/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
In this episode of Referrals Done Right, Scott Grates is joined by certified life coach and podcast host Shanenn Bryant. Together, they dive deep into how limiting beliefs and lack of self-confidence can hinder personal and professional growth, and how to reprogram your mindset for success.Key Takeaways:Self-confidence & Sales: Shanenn shares how low self-confidence can impact sales performance and why addressing deep-rooted insecurities is key to achieving success.Subconscious vs. Conscious Mind: Learn how 95% of your actions stem from your subconscious mind and how reprogramming limiting beliefs can unlock your potential.Overcoming Rejection & Jealousy: Explore how to handle rejection and use jealousy as a tool for personal growth, turning these emotions into opportunities to rewrite your narrative.Tune in to learn actionable steps to increase your confidence, reprogram your mindset, and achieve your goals!---Episode Markers:(0:00) - Introduction & Overview(1:15) - Show Start & Shanenn's Background(3:15) - Impact of Lack of Self Confidence on Performance(4:40) - Self Awareness(5:30) - Subconscious vs. Conscious Mind(7:15) - Addressing Subconscious Thoughts(9:55) - Rewriting Subconscious Programming(10:30) - Taking Immediate Action(11:20) - BTEA(12:20) - What is the Worst Case Scenario?(14:00) - Silence That Voice (TEDx Talk)(14:45) - Methods in Reprogramming(17:00) - Visualizations(18:30) - Fear of Rejection(19:45) - Dealing with Rejection(23:30) - Comparison(25:30) - Jealousy vs. Envy(29:20) - Solution Not the Problem(31:15) - Confidence(32:00) - Learning New Things & Brain Plasticity---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/scottgratesShanenn's Links:Top Self Website - https://www.topself.com/IG - https://www.instagram.com/topselfcoach/---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
In this highlight reel of the Referrals Done Right podcast, we bring together insights from several recent episodes on how to maximize your referral network and grow your business.Listen in as Katie Myers, Dave Ellis, Stephen Turnbull, James Bild, and Tyler Jensen share actionable advice on relationship building, networking, and community involvement. Whether you're new to networking or looking for advanced strategies, this episode is packed with tips to help you take your referral game to the next level.Key Takeaways:Ask for Referrals at Peak Moments: Tyler Jensen emphasizes the importance of asking for referrals when clients are most excited to increase your chances of success.Networking for Introverts: Dave Ellis & Katie Myers offers advice on overcoming discomfort in networking situations, suggesting structured groups like BNI to ease into the process.Leveraging Community Involvement: Stephen Turnbull explains how being involved in local organizations like Rotary Clubs can amplify your impact and build a strong local presence.Be Intentional with Your Brand: James Bild stresses the importance of building a genuine brand by staying consistent with your values and ensuring that your marketing, sales, and service reflect who you truly are, as people can easily detect inauthenticity.Chapters:---Scott Grates Links:Referrals Done Right Book - 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/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
In this episode of Referrals Done Right, host Scott Grates reflects on the power of collaboration and learning from those around you. He shares an experience from a recent business conference he attended in Las Vegas that led to many valuable insights and actionable strategies.Key Takeaways:Level Up by Association: Surround yourself with people who have already achieved the success you aim for. Learn from their experiences and follow in their footsteps.The Abundance Mindset: In a competitive space, an abundance mindset allows for the sharing of strategies, challenges, and solutions, leading to collective growth.Immediate Implementation: Scott applied several takeaways from the conversation with his peers, reinforcing the importance of acting on new knowledge right away for business success.For more insights or to explore how Scott can assist you during this planning season, visit his website at www.scottgrates.com---Scott Grates Links:Referrals Done Right Book - 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/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.
In this episode of the "Referrals Done Right" podcast, host Scott Grates explores how to effectively navigate challenges, or "storms," in both your personal and professional life.Like a Buffalo in a storm, Scott illustrates the benefits of confronting difficulties head-on. He shares insights from his recent talks, emphasizing the importance of proactive engagement with challenges to foster resilience and achieve long-term success.Key Takeaways:Facing Challenges Directly: Avoiding problems can prolong discomfort, whereas addressing them upfront can lead to quicker resolutions and personal growth.Building Momentum: Proactive planning and execution are crucial, especially during pivotal times like the fall planning season, to set the stage for a successful upcoming year.Strengthening Relationships: Cultivating and rekindling relationships, even when it feels uncomfortable, can lead to significant personal and professional development.For more insights or to explore how Scott can assist you during this planning season, visit his website at www.scottgrates.com---Scott Grates Links:Referrals Done Right Book - 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/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
In this episode of RDR, Scott sits down with Penny Zenker, a world-renowned productivity expert and author of The Productivity Zone and The Reset Mindset. Penny shares her journey from experiencing a life-changing event at 19 to becoming a leading authority on focus and productivity.She introduces her "Reset Moments" framework, explaining how both big and small resets can help us reduce stress, boost productivity, and stay aligned with our goals. Penny also offers practical tips for business owners on prioritizing tasks, avoiding the pitfalls of multitasking, and creating habits that foster intentional leadership.Whether you're a small business owner or simply looking for ways to improve your focus, this episode is packed with actionable advice to help you reset, refocus, and lead with clarity. Tune in to learn how you can transform chaos into clarity with Penny's proven strategies!---Episode Markers:(0:00) - Introduction & Overview(1:00) - Reflecting on Accomplishments(3:00) - Journaling and Self-Awareness(4:45) - Introduction to Reset Moments(7:45) - Daily Reset Moments & Their Importance(8:30) - Perspective Shifts and Fear Cues(9:50) - The Challenges of Multitasking(12:00) - The Importance of Presence(13:30) - Reset Moments for Small Business Owners(16:30) - Prioritization and False Urgencies(17:00) - Practical Hacks(21:20) - The 80/20 Rule for Prioritization(22:50) - Creating Consistency with Reset Moments(24:00) - The Three Gatekeepers: Rules, Filters, and Environment(30:00) - Building a Team Reset Culture(34:00) - Strengths & Weaknesses(35:20) - The Power of Language and Reset Moments---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/scottgratesPenny Zenker's Links:The Reset Mindset Book - https://pennyzenker360.com/the-reset-mindsetPenny's Website - https://pennyzenker360.comFB - https://www.facebook.com/PennyzPerspective---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
On this episode of Referrals Done Right, Scott shares his thoughts & a few stories around the power of simply "asking"---Scott Grates Links:Referrals Done Right Book - 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/scottgrates---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
This episode of RDR is the 2nd half of a snippet from Scott's appearance on the Positive Blatherings Podcast hosted by Scott Fitzgerald. Scott has been working in video production for over 25 years, radio for 8 years and in and out of bands and recording studios since graduating from high school. In 2018, Scott became the proud co-owner of ROC Vox Recording & Production.---Episode Markers:---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/scottgratesPositive Blatherings' Links:Roc Vox Website - https://rocvox.comFB - https://www.facebook.com/ROCVoxRecording---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
This episode of RDR is a snippet from Scott's appearance on the Positive Blatherings Podcast hosted by Scott Fitzgerald. Scott has been working in video production for over 25 years, radio for 8 years and in and out of bands and recording studios since graduating from high school. In 2018, Scott became the proud co-owner of ROC Vox Recording & Production.---Episode Markers:---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/scottgratesPositive Blatherings' Links:Roc Vox Website - https://rocvox.comFB - https://www.facebook.com/ROCVoxRecording---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
This episode of RDR is the second half of a conversation between Scott and Stephen Turnbull, owner of T5 Insurance Services & cohost of The Scratch Agency Podcast.---Episode Markers:(0:00) - Episode Intro(1:35) - Show Start(2:30) - Social Strategy(4:45) - If You're Not Unique, You're Weak(6:50) - Out of the Box Thinking(8:10) - Value of Working with Schools(9:00) - Attaching Yourself to Organizations(10:55) - Yankee Stadium Trip(12:30) - Starting the Utica BNI Chapter(15:30) - Becoming a Connector(17:10) - Just Ask---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/scottgratesStephen Turnbull's Links:T5 Website - https://www.t5insurance.comT5 FB - https://www.facebook.com/t5insuranceT5 IG - https://www.instagram.com/t5insuranceStephen FB - https://www.facebook.com/stephen.turnbull.31Stephen IG - https://www.instagram.com/insureguy315/Podcast Website - https://scratchagencypodcast.comScratch Agency Podcast - https://podcasts.apple.com/us/podcast/the-scratch-agency-podcast/id1653015248---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
This episode of RDR is the first part of a conversation between Scott and Stephen Turnbull, owner of T5 Insurance Services & cohost of The Scratch Agency Podcast.---Episode Markers:(0:00) - Episode Intro(1:35) - Show Start & Stephen's Background(4:20) - Branding New Agency(6:35) - Telling is Not Selling(7:50) - Knowing Somebody Who Does(10:50) - Talking Benefits(11:50) - Leading with Consequences(13:05) - Using Power Words(15:25) - Referral Strategy(17:00) - Leads Aren't For Everyone(19:05) - Unique Gift Giving---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/scottgratesStephen Turnbull's Links:T5 Website - https://www.t5insurance.comT5 FB - https://www.facebook.com/t5insuranceT5 IG - https://www.instagram.com/t5insuranceStephen FB - https://www.facebook.com/stephen.turnbull.31Stephen IG - https://www.instagram.com/insureguy315/Podcast Website - https://scratchagencypodcast.comScratch Agency Podcast - https://podcasts.apple.com/us/podcast/the-scratch-agency-podcast/id1653015248---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
This episode of RDR is the second half of a conversation between Scott and agent Katie Myers from Janesville, WI. We discuss building community from scratch, starting in a new area, serving others & constantly staying top of mind.---Episode Markers:(0:00) - Episode Intro(1:30) - Show Start(1:50) - Mayor without the Politics(3:30) - Superconnectors(4:20) - Patience & Conistency(7:30) - Advice For Starting(9:50) - Context From Social Media(12:10) - Off the Beaten Career Path Podcast(14:30) - Best Stories(16:55) - Saying No?(18:40) - Future Plans(20:50) - Don't Think Anything is Beneath You(22:55) - TikTok & Meeting People Where They Are---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/scottgratesKatie Myers' Links:Agency FB - https://www.facebook.com/katiemyersjanesvillePodcast - https://podcasts.apple.com/us/podcast/off-the-beaten-career-path/id1702352850TikTok- https://www.tiktok.com/@the_katie_myers?_t=8pSvhXKhDWl&_r=1---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
This episode of RDR is the first part of a conversation between Scott and agent Katie Myers from Janesville, WI. We discuss building community from scratch, starting in a new area, serving others & constantly staying top of mind.---Episode Markers:(0:00) - Episode Intro(1:40) - Show Start(2:20) - Starting in a New Town(4:00) - Finding Opportunities(6:00) - Building Women's Networking Group(8:30) - Advice on Networking & Easy Wins(9:30) - Referral Based Business(10:50) - Powers of Google Reviews(12:00) - Referral Strategies(15:00) - Creating Memorable Customer Experiences(17:15) - Maintaining Strong Relationships(19:00) - Facebook(20:25) - Types of Content---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/scottgratesKatie Myers' Links:Agency FB - https://www.facebook.com/katiemyersjanesvillePodcast - https://podcasts.apple.com/us/podcast/off-the-beaten-career-path/id1702352850---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
This episode of RDR is the second part of a conversation between Scott and Tyler Jensen, founder of Insurarisk University. Tyler is a speaker on top performance, a certified insurance counselor & an optimist coach.---Episode Markers:(0:00) - Episode Intro(1:50) - Show Start(2:30) - Where to Start?(5:20) - Three Reasons People Don't Buy(6:45) - Mid Way Ask & Soft Close(7:45) - Customer Isn't Ready to Give Referral Scenario---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/scottgratesTyler Jensen's Links:Tyler's Website - https://www.tylerjjensen.comInsurarisk Website- https://www.insurariskuniversity.com/Instagram - https://www.instagram.com/tyler_j_jensenFacebook - https://www.facebook.com/profile.php?id=61558802128625Linkedin - https://www.linkedin.com/in/tyler-jensenYouTube - https://www.youtube.com/channel/UC5IDcFyXDaIs1MxMNJYDB8w---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
This episode of RDR is the first part of a conversation between Scott and Tyler Jensen, founder of Insurarisk University. Tyler is a speaker on top performance, a certified insurance counselor & an optimist coach.---Episode Markers:(0:00) - Episode Intro(1:30) - Show Start(1:55) - What is an Optimist Coach?(4:00) - Strategies to Stay Optimistic(6:45) - Value & Experience(10:15) - Embedding in Onboarding Process(12:15) - Don't Trust Your Memory & Being Seen(13:15) - Employee Experience(13:45) - Becoming Referable & Culture(15:00) - Key Elements to Creating Culture(17:15) - Craving to be Recognized(18:30) - Empowering Team Members & Integrity(20:15) - Insurarisk University & Connecting with Tyler---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/scottgratesTyler Jensen's Links:Tyler's Website - https://www.tylerjjensen.comInsurarisk Website- https://www.insurariskuniversity.com/Instagram - https://www.instagram.com/tyler_j_jensenFacebook - https://www.facebook.com/profile.php?id=61558802128625Linkedin - https://www.linkedin.com/in/tyler-jensenYouTube - https://www.youtube.com/channel/UC5IDcFyXDaIs1MxMNJYDB8w---The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates.
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