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Referrals Done Right

Scott Grates

The Secret to Creating Infinite Opportunities to Grow Your Small Business. Hosted by Scott Grates.

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  • 38 episodes
  • a few times a week
  • Avg 26 min
  • English

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  • S1 · E177
    Yesterday · 39 min

    #177 - Are You the Bottleneck in Your Business? • Eva Safar

    In this episode of Referrals Done Right, Scott Grates sits down with business coach and entrepreneur Eva Safar to explore what it really means to build a successful business. After 25 years in the corporate world, Eva realized that financial success and impressive titles weren't giving her the freedom she wanted. She shares how redefining success helped her create a business built around her own values. The conversation challenges business owners to consider whether they're building the life they want or simply staying busy. Scott and Eva discuss why so many entrepreneurs become the bottleneck in their own businesses. Eva explains how creating space for reflection can lead to better decisions and stronger leadership. They also explore the importance of surrounding yourself with people who challenge your thinking. Sometimes the biggest breakthrough comes from asking yourself a question you've been avoiding. In This Episode: • Why financial success doesn't always translate into personal freedom or fulfillment. • How business owners become the bottleneck and what it takes to step back. • Why creating space to think can lead to greater clarity and better decisions. • The importance of having people who challenge your thinking and hold you accountable. • How asking better questions can uncover what's really holding you and your business back. --- Eva Safar's Links: Website - https://www.safartransformations.com Linkedin - https://www.linkedin.com/in/esafar YouTube - https://www.youtube.com/@TheAlternativeBoard Facebook - https://www.facebook.com/TABDenverNorth --- Scott Grates' Links: Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E176
    Thursday · 13 min

    #176 - The Cost of Availability

    In this solo episode of Referrals Done Right, Scott Grates explores the hidden cost of always being available to everyone. For business owners and leaders, being responsive and helpful can feel like a measure of success. But constantly saying yes can leave little time for the people and priorities that matter most. Scott challenges listeners to consider whether their desire to be needed is actually preventing them from being intentional with their time. As business owners begin planning for 2027, Scott encourages a different approach to growth. Instead of focusing only on revenue and new opportunities, he shares three decisions that can help create a better business. The conversation explores protecting your calendar and investing more deeply in the right relationships. Scott also shares an exciting announcement about the next chapter of the podcast and its upcoming transition to Time Lies. In this episode: • Why being available to everyone does not always make you more valuable. • How constantly saying yes can take time away from your most important relationships. • Three decisions to consider when planning a more intentional business for 2027. • Why better boundaries and delegation can create more freedom and stronger relationships. • What's next for the podcast as Referrals Done Right prepares to become Time Lies. --- Scott Grates' Links: The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyourniche Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E175
    October 12 · 47 min

    #175 - Trailer Park CEO • Dawn Cazedessus

    In this episode of Referrals Done Right, Scott Grates sits down with author and leadership coach Dawn Cazedessus to explore how our past can shape the way we approach success. Dawn shares her journey from growing up in a Louisiana trailer park to becoming a CEO. She explains how fear and scarcity continued to influence her decisions long after she escaped poverty. Through her book Trailer Park CEO, Dawn encourages others to recognize the stories holding them back and embrace the lessons that helped shape who they are today. Scott and Dawn discuss the importance of letting go of false identities and learning to move forward through adversity. Dawn introduces her practical framework for handling failure and explains why gratitude has become a daily discipline in her life. They also explore the value of slowing down to make better decisions. The conversation is a reminder that growth often begins when we release the need to control everything and create space for what matters most. In This Episode: • How Dawn's upbringing shaped her mindset and journey to becoming a CEO. • Why the stories we tell ourselves can keep us from reaching our potential. • Dawn's FAIL framework for turning setbacks into opportunities for growth. • How gratitude and an open mindset can help us navigate difficult seasons. • Why slowing down and creating space can lead to greater clarity in leadership and life. --- Dawn Cazedessus's Links: Trailer Park CEO Book - https://www.amazon.com/dp/1424569982 Facebook - https://www.facebook.com/dcazedes Linkedin - https://www.linkedin.com/in/dawn-cazedessus-3048a9126 YouTube - https://www.youtube.com/@DawnCazedessus Instagram - https://www.instagram.com/dawncazedessus --- Scott Grates' Links: Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E174
    October 8 · 11 min

    #174 - Seek Referral Alignment

    In this solo episode of Referrals Done Right, Scott Grates explores why building a bigger network does not always lead to better relationships or more referrals. Through a recent introduction from a trusted connection, Scott shares how quickly meaningful relationships can develop when people share similar values. Sometimes the best opportunities come from finding the right people rather than constantly trying to meet more people. Scott explains why alignment should matter more than potential business opportunities when choosing who to invest your time in. He challenges listeners to look beyond networking numbers and focus on relationships built around genuine connection. When you surround yourself with people who share your values, introductions can happen naturally without an agenda or expectation of something in return. In This Episode: • Why finding the right people matters more than growing your network. • How shared values can create meaningful connections and natural referrals. • Why not every client or referral partner is the right fit. • The importance of building relationships without expecting a business opportunity. • A simple challenge to strengthen five relationships already in your network. --- Scott Grates' Links: The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyourniche Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E173
    October 5 · 48 min

    #173 - Emotionally Wealthy • Karen Conlon

    In this episode of Referrals Done Right, Scott Grates sits down with psychotherapist and coach Karen Conlon to explore what can exist beneath the surface of success. Karen explains how childhood conditioning can shape the way high achievers approach work and relationships. They discuss how the drive to achieve can sometimes come from a need for validation instead of genuine fulfillment. The conversation explores people pleasing, self-awareness, and the pressure to always have the answer. Karen shares why curiosity can help us build stronger relationships with clients and the people closest to us. She also explains why major transitions can feel like grief when our identity is tied to what we do. The episode is a reminder that success means more when it is aligned with who you actually want to be. In This Episode: • How childhood patterns can continue to influence our behavior as adults. • The difference between achieving from internal fulfillment and seeking external validation. • Why people pleasing can quietly lead high achievers to ignore their own needs. • How curiosity and empathy can create deeper relationships at work and at home. • Why self-awareness can help you redefine success on your own terms. --- Karen Conlon's Links: Website - https://karenconlon.com Linkedin - https://www.linkedin.com/in/karenconlonlcsw YouTube - https://www.youtube.com/channel/UCy-yaUREWiHBJNxwze7zI4w Spotify - https://open.spotify.com/show/1BxaZasAk68BD5mRkD59cI IG - https://www.instagram.com/karen_conlon_lcsw --- Scott Grates' Links: Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E172
    October 1 · 13 min

    #172 - Movement is Not Achievement

    In this solo episode of Referrals Done Right, Scott Grates challenges the idea that being busy means being productive. A packed calendar and a long to do list can create plenty of movement. That does not always mean you are moving toward something that matters. Sometimes the most productive thing you can do is stop long enough to choose the right direction. Scott shares a simple approach for creating more intention in your work and relationships. Instead of reacting to everything that demands your attention, start by deciding what matters most. That same principle applies to relationship building. One meaningful conversation can create more value than dozens of surface level interactions. In This Episode: • Why movement and achievement are not the same thing. • How busyness can distract us from asking the questions that actually matter. • Why creating space can help you identify where your attention belongs. • How to measure relationship building by depth instead of activity. • Three questions that can help you build each day around purpose and intention. --- Scott Grates' Links: The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyourniche Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E171
    September 28 · 48 min

    #171 - The Joyful Strategist • Jennifer Gomez

    In this episode of Referrals Done Right, Scott Grates sits down with Jennifer Gomez to explore why joy should not be something we wait to experience after success. Jennifer shares her journey as a high achiever who spent years chasing the next accomplishment. Eventually, she realized achievement alone was not creating the fulfillment she expected. Jennifer explains how joy can become a strategy for better leadership and a more intentional life. She shares why alignment starts with being honest with yourself. The conversation also explores trust and clear communication within a team. When leaders understand themselves and create space for others to thrive, stronger relationships can lead to meaningful growth. In This Episode: • Why joy and happiness are not the same thing. • How constant achievement can still leave high performers feeling unfulfilled. • Why alignment begins with getting honest about what you actually want. • How clarity and trust can help leaders stop putting out fires. • Why stronger relationships within your team can become a strategy for growth. --- Jennifer Gomez's Links: Linkedin - https://www.linkedin.com/in/jgomez225 Website - https://www.thejoyfulstrategist.com --- Scott Grates' Links: Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E170
    September 24 · 12 min

    #170 - Better Conversations

    In this solo episode of Referrals Done Right, Scott Grates explores what happens when we stop treating every conversation like it needs an agenda. Business conversations can quickly become tactical without us even realizing it. Instead of searching for an opportunity, Scott challenges us to become genuinely curious about the person in front of us. Scott explains why great conversationalists often spend less time talking and more time listening. Thoughtful questions can give people the space to discover their own answers. Remembering what matters to someone can also make them feel valued. In a referral driven business, that kind of attention can become a powerful foundation for trust. In this episode: • Why some of the best conversations have no destination. • How genuine curiosity can create deeper relationships. • Why asking another question can be more powerful than sharing your own story. • The difference between making yourself known and making someone feel known. • How listening and remembering can build the trust behind future referrals. --- Scott Grates' Links: The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyourniche Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E169
    September 21 · 36 min

    #169 - Stop Thinking, Start Executing • Imelda Mendoza

    In this episode of Referrals Done Right, Scott Grates sits down with Imelda Mendoza to talk about the mindset behind nearly 14 years of building her insurance agency. Imelda shares how competition and consistent action helped her build from the ground up. She also explains how her parents shaped the belief that she could figure things out along the way. The conversation explores leadership, execution, and learning to embrace failure. Imelda shares why accountability can be an act of love and why adaptability is critical for a winning team. She also opens up about gratitude and discipline in her personal life. Her approach is built around making the most of every opportunity while helping the people around her win. In This Episode: • How Imelda built her agency from scratch through action and consistent tracking. • Why gratitude and perspective have shaped her approach to business and family. • How honest accountability can help your team win beyond the workplace. • Why execution at 70 percent can be better than waiting for perfection. • How learning to fail fast can help salespeople overcome the fear of rejection. --- Imelda Mendoza's Links: FB - https://www.facebook.com/imeldamendoza.sf IG - https://www.instagram.com/imeldabb87 --- Scott Grates' Links: Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E168
    September 17 · 14 min

    #168 - Vision & Value

    In this solo episode of Referrals Done Right, Scott Grates explores why hard work alone does not create a great team. Everyone can be working hard while still rowing in different directions. The missing piece is often clarity around where the business is going and why that destination matters. Scott introduces the idea of a vision and value meeting to help leaders create that alignment. He shares questions that can uncover what a team believes the business should become and the value it creates for customers. Most importantly, leaders need to give their people a voice in the process. When people help shape the direction, they have a greater reason to row together. In This Episode: • Why effort without a shared direction can hold a team back. • The difference between understanding a job and understanding the mission. • How a vision and value meeting can create greater clarity across your team. • Why team involvement can create stronger ownership and buy in. • The questions leaders should ask before setting next year's goals. --- Scott Grates' Links: The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyourniche Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E167
    September 14 · 48 min

    #167 - RDR Rewind • Kari Hargrave

    In this episode we rewind to a conversation that originally aired in May 2025. 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. What You’ll Learn: • Why being told “you’ll never make it” was the fuel Kari needed to prove them all wrong • Creative, grassroots strategies Kari used to grow her agency from zero to one of the most respected in the country • The marketing rituals and handwritten habits that still matter in a digital world • Why she started a true crime podcast—and how it led to winning a Webby Award • How she’s helping other agents win with her new venture, Ringleaders This episode is full of laughs, lessons and real talk from one of the most inspiring agents in the game. Don’t miss it! --- Kari Hargrave's Links: FB - https://www.facebook.com/KariHargraveAgency True Texas Crime Pod - https://open.spotify.com/show/0ct7Pu7GIgyWj3IF7y2b6L --- Scott Grates' Links: Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E166
    September 11 · 17 min

    #166 - Mastery Isn't Where You Start

    In this solo episode of Referrals Done Right, Scott Grates reflects on the lessons he brought home from The Space Between Retreat. After three days of slowing down and creating space, one idea stood above the rest. The questions we are willing to sit with may be more important than the answers we constantly chase. Scott explores what he learned about joy, simplicity, and being present. He also shares a personal realization that mastery is not where the journey begins. You do not need every answer before taking the first step. Sometimes growth begins when you create enough space to listen and trust that you are already worthy of what comes next. In This Episode: • Why better questions can be more valuable than immediate answers. • What three days away from everyday distractions revealed about joy and simplicity. • How nature and stillness can create space for deeper reflection. • Why mastery is not a requirement for taking the first step. • The difference between growing from a place of inadequacy and growing from curiosity. --- Scott Grates' Links: The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyourniche Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E165
    September 3 · 12 min

    #165 - Serving is Identity

    In this solo episode of Referrals Done Right, Scott Grates explores one simple idea with a much deeper meaning. Serving needs to become an identity instead of an activity. Acts of service can be great for building relationships. The real test is whether you would still serve if you knew nothing was coming back in return. Scott explains how genuine service builds the trust and reputation behind a referral based business. He also challenges the idea that serving means always saying yes. Boundaries still matter because they protect your ability to help the people who matter most. When service becomes part of who you are, people begin to recognize it without needing to be told. In This Episode: • The difference between serving as a strategy and making it part of your identity • Why serving without expecting something in return builds stronger relationships. • How consistent behavior creates the trust and reputation behind referrals. • Why having a servant's heart does not mean saying yes to everything. • A simple challenge to stop keeping score and start looking for opportunities to help. --- Scott Grates' Links: The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyourniche Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E164
    August 31 · 34 min

    #164 - How to Stay Human in an AI World • Samantha Calderón

    In this episode of Referrals Done Right, Scott Grates sits down with marketing strategist Samantha Calderón to talk about simplifying marketing for solopreneurs. Samantha shares why trying to be everywhere can quickly become overwhelming. Instead, she encourages entrepreneurs to understand their ideal audience and focus on the marketing activities that actually work. Scott and Samantha also explore content creation, relationship building, and the changing role of AI in marketing. Samantha shares her approach to content days and explains why collaboration can make entrepreneurship feel less isolating. They also discuss the growing value of authenticity in an AI driven world. As technology continues to evolve, genuine human connection may become more valuable than ever. In This Episode: • Why solopreneurs should stop trying to market everywhere at once. • How content days can simplify marketing and make content creation more manageable. • Why investing deeply in a few relationships can be more valuable than knowing everyone. • How Samantha uses AI as a tool without sacrificing her voice or authenticity. • Why real human connection will continue to matter as marketing becomes more automated. --- Samantha Calderón's Links: Website - https://www.samanthacalderon.com Linkedin - https://www.linkedin.com/in/samantha-calderon-gutierrez Substack - https://substack.com/@launchwsamantha --- Scott Grates' Links: Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E163
    August 27 · 11 min

    #163 - Your Reputation Precedes You

    In this solo episode of Referrals Done Right, Scott explores the difference between your personal brand and your reputation. Your brand is what you tell the world about yourself. Your reputation is what people say about you when you are not in the room. When it comes to earning referrals, that distinction matters. Scott explains why a referral is more than a lead. It is a transfer of trust from one person to another. He shares how small actions like keeping promises and making introductions can shape the way people remember you. Instead of spending all your energy managing perception, Scott challenges you to become the person you want others to describe. You Will Learn: • Why your reputation can be more powerful than your personal brand. • What really happens when someone puts their reputation behind a referral. • How small everyday actions build trust one interaction at a time. • Why becoming more referable matters just as much as becoming more visible. • A simple exercise to evaluate the reputation you are building each week. --- Scott Grates' Links: The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyourniche Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E162
    August 24 · 42 min

    #162 - Workshops That Create Clients • Sue Clement

    In this episode of Referrals Done Right, Scott Grates sits down with revenue growth strategist Sue Clement to rethink how entrepreneurs approach referrals and sales. Sue shares lessons from more than 26 years of coaching and building businesses. She explains why networking should focus on relationships instead of chasing an immediate sale. Scott and Sue also explore how workshops can create trust in a world increasingly filled with AI generated content. Sue explains why giving an audience more information is not always the answer. Instead, great workshops create awareness and help people understand the problems standing in their way. The conversation offers a practical look at simplifying growth while staying focused on real human connection. In this episode: • Why great networking is about finding referral partners instead of prospects. • How to teach your referral partners to recognize opportunities for you. • Why workshops can help experts build trust and turn audiences into clients. • The difference between providing useful insight and overwhelming people with information. • Why working the relationships you already have can be more effective than constantly chasing new leads. --- Sue Clement's Links: Facebook - https://www.facebook.com/sue.clement.92 Linkedin - https://www.linkedin.com/in/sueclementcoach --- Scott Grates' Links: Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E161
    August 20 · 11 min

    #161 - The Servant Heart Paradox

    In this solo episode of Referrals Done Right, Scott challenges the traditional way we think about winning in business. Instead of asking how to get more customers or referrals, he offers a different question. How many other people can you help win? Through stories from his own relationships and insurance agency, Scott explores how servant leadership can create a deeper sense of purpose. It can also build the type of relationships people remember. Scott shares examples of what it looks like to truly listen and follow up when nothing is expected in return. He explains why making someone feel valued can leave an impact long after the original conversation ends. The episode also explores the importance of boundaries and knowing where to invest your energy. At its core, this is a reminder that referrals are earned through how we show up for people when there is nothing in it for us. You Will Learn: • Why servant leadership starts with giving people your full attention • How remembering and following up can make people feel truly valued • Why helping someone without expecting a return can strengthen relationships • How to serve generously without giving your energy to everyone • Why the strongest referrals are often earned long before someone needs your services --- Scott Grates' Links: The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyourniche Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E160
    August 17 · 48 min

    #160 - You Don't Need Permission • Alex Canavan

    In this episode of Referrals Done Right, Scott Grates sits down with Alex Canavan, founder of the CNY Women's Network and host of Cultivate. Alex shares the unconventional path that took her from bridal makeup to building a growing professional community. Along the way she learned the value of showing up before you feel ready and letting people see the journey as it unfolds. Scott and Alex dive into personal branding, authentic networking, and what it takes to build a true community. Alex explains why genuine curiosity has been one of her greatest relationship building tools. She also shares how becoming the connector can open doors without making every interaction feel transactional. The conversation is a reminder that meaningful relationships begin when you focus less on what you can get and more on making others feel seen. In This Episode: • Why Alex believes readiness is a myth and action builds confidence. • How showing your progression can strengthen your personal brand. • The difference between building a real community and traditional networking. • Why becoming the connector can transform the way you build relationships. • How curiosity and better questions help people feel genuinely seen. --- Alex Canavan's Links: Website - https://www.cnywomensnetwork.com Linkedin - https://www.linkedin.com/in/alexcanavan Instagram - https://www.instagram.com/alexcanavan.co/ TikTok - https://www.tiktok.com/@alexcanavan.co Substack - https://alexcanavanco.substack.com/ YouTube - https://www.youtube.com/@CultivateWithAlexCanavan Spotify - https://open.spotify.com/show/23RixpKg8eXPROY42uFLvT?si=120a0a1f03024e10&nd=1&dlsi=0c2480fe73724589 --- Scott Grates' Links: Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E159
    August 13 · 12 min

    #159 - Show Up in Unexpected Ways

    In this solo episode of Referrals Done Right, Scott Grates explores why the most memorable relationship building moments often happen when people least expect them. Traditional gestures like holiday cards and birthday gifts are appreciated, but they can easily blend into the noise. Scott makes the case for showing up at unexpected times in thoughtful ways that prove you were paying attention. From handwritten notes to meaningful introductions, Scott shares simple ways to make people feel remembered without spending much money. He explains why great relationship marketing requires an attention budget more than a gifting budget. The goal is not to manufacture referrals or keep score. It is to create genuine connections that build trust and naturally lead to opportunities over time. In This Episode: • Why unexpected gestures are often more memorable than traditional gifts. • How an attention budget can be more powerful than a gifting budget. • Simple ways to show clients and referral partners that you genuinely listen. • Why the best relationship builders make deposits without expecting immediate returns. • How creating meaningful moments can help you become the person others naturally recommend. --- Scott Grates' Links: The Magnetic Niche - https://mailchi.mp/wonderlabstrategy/findyourniche Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

  • S1 · E158
    August 10 · 36 min

    #158 - Just Keep Showing Up • Nicole Demma

    In this episode of Referrals Done Right, Scott Grates sits down with longtime colleague Nicole Demma to talk about the habits behind consistent success. Nicole has spent more than a decade as a top performer and leader in their agency. She shares how curiosity, persistence, and a willingness to ask for help have shaped her approach to both work and life. The conversation explores everything from handling failure to staying disciplined when motivation disappears. Nicole also breaks down her approach to referrals and why asking becomes easier when you have earned a customer's trust. Scott and Nicole discuss health, leadership, delegation, and the value of simply showing up every day. It is a practical conversation about building success through small actions repeated consistently. In This Episode: • Why asking for help can make you a stronger teammate and leader. • How Nicole turned failure from a stopping point into valuable feedback. • The role health and fitness play in maintaining energy throughout the workday. • Why great referral conversations start with trust and genuine curiosity. • How consistency and small daily goals can create meaningful results over time. --- Nicole Demma's Links: --- Scott Grates' Links: Referrals Done Right - https://www.referralsdoneright.org Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332 Scott Grates Website - https://www.scottgrates.com Love Living Local - https://www.instagram.com/lovelivinglocal315 Scott's FB - https://www.facebook.com/scott.grates.1 Scott's - https://www.instagram.com/scottgrates TikTok - https://www.tiktok.com/@scott.grates

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