Referrals Done Right

Scott Grates
  • 5.0 (12)
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The Secret to Creating Infinite Opportunities to Grow Your Small Business. Hosted by Scott Grates.

  1. #136 - The Team That Loves Mondays • Andrew Biernat

    22H AGO

    #136 - The Team That Loves Mondays • Andrew Biernat

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

    52 min
  2. #135 - Brand DNA

    4D AGO

    #135 - Brand DNA

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

    10 min
  3. #134 - Scale & Profit • David Peterson & Alex Shattuck

    MAY 11

    #134 - Scale & Profit • David Peterson & Alex Shattuck

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

    50 min
  4. #133 - The Space Between

    MAY 7

    #133 - The Space Between

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

    8 min
  5. #132 - Leigh-Leigh Kossman • From Waiting to Moving Forward

    MAY 4

    #132 - Leigh-Leigh Kossman • From Waiting to Moving Forward

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

    45 min
  6. #131 - One Conversation Away

    APR 30

    #131 - One Conversation Away

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

    6 min
  7. #130 - Kristen McGarr • Your Systems Are Costing You Sales

    APR 27

    #130 - Kristen McGarr • Your Systems Are Costing You Sales

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

    38 min
  8. #129 - New Customer Onboarding

    APR 23

    #129 - New Customer Onboarding

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

    8 min
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5
out of 5
12 Ratings

About

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

Information

  • Creator
    Scott Grates
  • Years Active
    2024 - 2026
  • Episodes
    136
  • Rating
    Clean
  • Copyright
    © 2026 Referrals Done Right
  • Show Website
    Referrals Done Right

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