Referrals Done Right

Scott Grates
  • 4.7 (13)
  • Entrepreneurship
  • Updated Semiweekly

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

  1. 1d ago

    #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

    #161 - The Servant Heart Paradox

  2. 4d ago

    #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

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

  3. Aug 13

    #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

    #159 - Show Up in Unexpected Ways

  4. Aug 10

    #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

    #158 - Just Keep Showing Up • Nicole Demma

  5. Aug 6

    #157 - The Answers You're Looking For

    In this solo episode of Referrals Done Right, Scott Grates explores a simple question that carries surprising weight. When was the last time you sat in complete silence? In a world filled with constant notifications, endless content, and nonstop demands, Scott shares why the answers we are searching for often cannot be found in another book, podcast, or conversation. Instead, they are discovered when we create enough space to finally hear ourselves think. Scott reflects on one of the biggest professional decisions of his life and explains how mentors, books, and trusted advisors provided perspective, but not the answer. That answer only became clear when the noise faded. He also introduces The Space Between, a retreat designed to help business owners, leaders, and professionals step away from the daily grind, reconnect with themselves, and gain the clarity needed to move forward with confidence. In This Episode: • Why silence and stillness are often the missing ingredients for clarity. • How outside advice can shape your thinking without replacing your own intuition. • The role environment plays in making better personal and professional decisions. • A look inside The Space Between retreat and the experience it is designed to create. • A simple challenge to unplug, slow down, and create space for the answers that may already be within you. --- 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

    #157 - The Answers You're Looking For

  6. Aug 3

    #156 - Why Profitable Businesses Go Broke • David Safeer

    Cash flow is one of the most misunderstood parts of running a business, and this week's episode of Referrals Done Right breaks down why. Scott Grates sits down with global cash flow authority David Safeer to explore the surprising reality that many profitable businesses still fail because they run out of cash. Together they unpack the difference between profit and cash flow, why timing matters more than most business owners realize, and how looking only at financial statements can create a false sense of security. David shares practical strategies for forecasting cash flow, making better financial decisions, and uncovering the root causes behind cash shortages. The conversation also explores the emotional side of business ownership, the importance of making decisions with both data and perspective, and why human relationships will continue to matter in an AI driven world. Whether you're a business owner, sales leader, or entrepreneur, this episode offers actionable insights that can help you build a healthier and more resilient business. In This Episode: • Why a profitable business can still run out of cash and fail. • The critical difference between profit, cash flow, and what your financial statements actually tell you. • How weekly cash flow forecasting helps business owners avoid costly surprises. • Why successful business decisions require both data and emotional awareness. • How advisors, technology, and strong relationships can work together to create long term business growth. --- David Safeer's Links: Website - Facebook - Instagram - --- 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

    #156 - Why Profitable Businesses Go Broke • David Safeer

  7. Jul 30

    #155 - Stop Interrupting

    In this solo episode of Referrals Done Right, Scott Grates challenges one of the most accepted practices in sales. He argues that interruption marketing has become increasingly ineffective in a world filled with spam filters, caller ID, and endless distractions. Instead of chasing strangers through cold calls and purchased leads, Scott makes the case for becoming the person prospects actively seek out. Scott shares a practical framework built around two powerful ideas: personal branding and relationship marketing. He explains how creating valuable content, strengthening your digital presence, and intentionally investing in meaningful relationships can build trust long before a sales conversation begins. Rather than asking for referrals, he encourages listeners to earn them by consistently serving others and becoming someone people naturally want to recommend. In This Episode: • Why interruption marketing is becoming more expensive and less effective. • How personal branding helps prospects trust you before they ever meet you. • Simple ways to create content that answers your customers' biggest questions. • Why a small circle of intentional relationships creates more opportunity than a large list of cold contacts. • Three practical actions you can take this week to become easier to find, easier to trust, and easier to refer. --- 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

    #155 - Stop Interrupting

  8. Jul 27

    #154 - Leading a 120-Year Legacy • Gina Thorsen

    In this episode of Referrals Done Right, Scott sits down with Gina Thorsen, CEO of Jacquart Fabric Products and the Stormy Kromer brand, to talk about leadership, legacy and the power of building relationships that stand the test of time. As the first woman to lead the company in its 120 year history, Gina shares how she is honoring a beloved American brand while finding new ways to grow through partnerships, innovation and a commitment to American manufacturing. Throughout the conversation, Gina explains why relationships have always been the foundation of the company's success. From decades long supplier partnerships to exceptional customer service, she shares how trust and consistency have created opportunities that no marketing campaign could replace. This episode is filled with practical lessons on leadership, brand building and why staying true to your values can become your greatest competitive advantage. You Will Learn: • How strong relationships create long term business success and lasting customer loyalty • Why protecting your values can become a powerful competitive advantage • How strategic partnerships help brands reach new audiences without losing their identity • What it takes to lead a family business while honoring its legacy and embracing change • Why doing the basics well still sets great companies apart in today's marketplace --- Gina Thorsen's Links: Website - https://www.jacquarts.com Stormy Kromer - https://www.stormykromer.com Instagram - https://www.instagram.com/kromergal --- 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

    #154 - Leading a 120-Year Legacy • Gina Thorsen
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4.7
out of 5
13 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
    161
  • Rating
    Clean
  • Copyright
    © 2026 Referrals Done Right
  • Show Website
    Referrals Done Right

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